Young growth of import substitution. 5 companies applying to take the place of world IT giant in the Russian market
Against the background of sanctions of the West against Russia and the state course towards import substitution in the market more and more domestic software developers appear. Some of them seriously apply for "biting off" an essential share of the Russian market at the largest world IT giant. TAdviser selected five brightest startups of an era of import substitution and analyzed as their business at this conjuncture develops.
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BaseALT against Microsoft Windows
the BaseALT was founded in 2015 by natives of Alt Linux company and "Agency of a financial support" which was founded by the CEO of IVK company Grigory Sizonenko. "The agency of a financial support" owns 59% of the company. The share in 24% belongs to the former Deputy CEO of Alt Linux Alexey Novodvorsky. Several other former employees of Alt Linux have small shares in BaseALT.
The CEO of the company is the former head of Alt Linux Alexey Smirnov who, according to the USRLE, is not a part of founders. From Alt Linux all command passed into the new company.
The purpose of BaseALT is development of the operating system (OS) of industrial level which could replace Microsoft Windows in the Russian public sector and corporations. During creation of products the company uses long-term practices of a product line of Alt Linux.
Financial position
Through "The agency of a financial support" in 2016 IVK invested 100 million rubles in BaseALT.
According to base " circuit.focus ", at the end of 2016 revenue of BaseALT made about 19.4 million rubles, profit - several tens of thousands of rubles. Alexey Smirnov explained to TAdviser small profit in 2016 with the fact that after creation of firm the main attention was paid to development and certification of software products. 2016 became start of sales therefore their volumes were small.
Smirnov said that since 2017 the company reached the level of profitability and lives not on investment, and on own earned money. The BaseALT calculates that in 2017 revenue will be, at least, 10 times more.
The measures for support of domestic goods taken by the state began to work, Alexey Smirnov considers.
 | It is noticeable not only by restrictions for foreign products at tenders, but also by the changed attitude to domestic goods from customers - federal and regional state structures, state corporations and others. The market became much more friendly to developers of domestic software, - he says |  |
At the same time, problems for the Russian developer remain. First of all, for many years both users, and system integrators were guided by the solutions based on products of foreign firms, the CEO of BaseALT notes. Of consumers and suppliers of these solutions there were whole ecosystems where the main frame - generation of specialists who for all the professional life did not see any other models of work. Transition to something new is unusual, difficult for them, is even painful. Besides, system integrators have no delivery experience of creation of difficult solutions on domestic software products yet. At the same time, they promptly increase the competences, Smirnov says.
As one more problem it selects presence at customers of a large number of the legacy applications written under Windows. Their replacement is not always possible, and their transfer under Linux is uncommon. Often these programs need to be rebuilt under other platforms that requires resources and time.
Other obstacle – the big information systems designed for work only under Windows. It is necessary that holders of each such system made the corresponding completions, Smirnov considers. According to him, this situation gradually improves, but is still far from an ideal.
New cloud technologies against Microsoft Office
New Cloud Technologies LLC are created in March, 2014. According to the USRLE, her largest founder – the entrepreneur and the investor, the former vice president of Rostelecom Andrey Cheglakov. Dmitry Komissarov, in the past the heading Pingwin Software, ROSA and others became the CEO of the company.
The players of co-owners of the company were repeatedly changed, it had new minority shareholders. Mainly, because Andrey Cheglakov sold small parts of the share in the company. In September, 2017, for example, Thomas Hendel – the former vice president of Rosneft became the new minority shareholder of the company.
New cloud technologies is engaged in software development for creation and editing texts, tables and presentations under the MyOffice brand. The main competitor upon whose share the Russian company attempts is a Microsoft Office.
The company has one more legal person - "Laboratory of cloud computing". This division performs research activity in the field of strategic computer technologies in the innovation center "Skolkovo".
The main target customers for New cloud technologies are the large companies and the state organizations. Among the first clients of New cloud technologies - the Government of Moscow and the government of Tatarstan. In the pilot mode with intention to replace Microsoft Office of its software Russian Post implements.
Financial position
By data " circuit.focus ", in 2016 revenue of New cloud technologies made 196.2 million rubles. At the same time the company appeared at a loss approximately for 174 million rubles. Revenue of "Laboratory of cloud computing" the same year made 7.8 million rubles, a loss - 274.5 million rubles.
At the same time New cloud technologies at the end of 2016 had the serious level of receivables (the goods are sold, and money is not received) - 317 million rubles. At Laboratory this indicator is equal to 46 million.
Forecasts for revenue also arrived for 2017 to do still prematurely, told TAdviser in New cloud technologies: financial year is not ended yet.
Speaking about difficulties of promotion of the products in the market, in the company the main of them is connected with scale of the task of transition on new by softwares.
| | Transition is difficult and always should be performed step by step. Process includes planning, user training and adaptation of technical support service. We perform transition in a new paradigm, it does not happen simply neither for vendor, nor for the customer, - Dmitry Komissarov says | |
According to him, the company actively works regarding integration with the existing production systems of documents and security systems, providing the maximum guarantee of the invariance of files at execution of operations within the existing business processes.
"Postgres Professional" against Oracle
In 2014 the Postgres Professional company appeared. The leading developers (Major Contributor) of PostgreSQL DBMS Oleg Bartunov, Alexander Korotkov and Fedor Sigayev, Ivan Panchenko living in Russia became her founders.
As the investor of the project Anton Sushkevich, the founder and in the past the CEO of Nvision Group integrator acted.
"Postgres Professional" is engaged in development of the Russian version of PostgreSQL DBMS which main competitor it is possible to call Oracle DBMS. Also it performs the support of a full stroke including IT audit, consulting, development, administration, support, training.
One of the largest users of Postgres Professional DBMS - The Federal Tax Service which uses it in IT infrastructure of the Unified register of ZAGS.
Financial position
"Postgres Professional" acts as the founder of two more legal persons: "Postgres Professional Development" and "Postgres Professional Integration". Consolidated revenues of three companies were at the end of 2016 about 129 million rubles, and net loss – about 95.5 million rubles.
In the company reported to TAdviser that in 2017 reached self-sufficiency, and expect that at the end of 2017 the volume of the signed contracts will be more than 200 million rubles.
Concerning difficulties of promotion of the product in the market in "Postgres Professional" note that in the Russian companies software, on implementation, support and training of work with which huge money is spent prevails foreign.
| | It is not so simple to overcome inertia and to take charge of for process of migration on new Russian software, to sensibly estimate risks and advantages. The situation is characteristic also of government institutions, despite the adopted import substitution program | |
"РДП.ру" against Cisco
The РДП.ру company was registered in December, 2010 by owners of alternative Internet service provider "Ekotelekom" Sergey Nikulin and Nikolay Guzakov. Initially it was created for rendering services of Internet access to legal persons, but then completely reoriented: founders of the project set a goal – to create the Russian developer of a wide line of the equipment for a core of network. The company develops network hardware complexes and the software.
One of the products – the EcoROUTER router - in the company call "full replacement of such devices as Cisco ASR and Juniper MX". When developing special attention of its compatibility with all similar devices of the main world vendors was paid.
Financial position
In 2015 the founder and in the past the CEO of Nvision Group integrator Anton Sushkevich invested in "РДП.ру". As of 2017 the Edvansment group company controlled by it owns in РДП.ру of shares in 25%. In 2016 "subsidiary" of Rostelecom - Kommit Capital became the co-owner of the company. According to the USRLE, it has a share in 15% in authorized capital of "РДП.ру".
The company has the second founded legal person – "RDP of the Innovation" with the similar list of founders, as "РДП.ру". According to base " circuit.focus ", in 2016 consolidated revenues of both legal persons were about 198 million rubles, profit – about 27 million rubles.
Nikolay Guzakov, the technical director and the founder of "РДП.ру", sounded TAdviser the forecast for growth of revenue in 30% in relation to last year. Profitability of both companies will remain at the previous level, he calculates.
Guzakov connects difficulties of promotion of products with public opinion and mistrust of the users who got used to work with foreign solutions.
| | The Russian telecommunication equipment exists in the market rather recently and to overcome the developed stereotypes, there should pass some time. The situation is complicated by the most intense competition even not with western, and with east suppliers locating huge budgets on capture of the market of Russia, - the founder of "РДП.ру" in a conversation with TAdviser noted | |
Rosplatforma against VMware
The company Rosplatforma ("R-platform") was started in 2015. It is engaged in development of means of server virtualization of calculations and the distributed data storage — bases for creation of software-defined and hyper convergent IT infrastructures, private and public clouds. To the main competitor of Rosplatforma in the market it is possible to carry the companies VMware and Nutanix.
With "R-platform" one more legal person – "The R-platform of the Innovation", registered in Innopolis is connected. A founder and the CEO of both legal persons, according to the USRLE, is Alexey Kapitanov. He is the CEO of the Russian legal person of Acronis company which founder is the entrepreneur Sergey Belousov.
The position of the managing director of the company is held by Vladimir Rubanov who was earlier working as the vice president for business development of server virtualization in Virtuozzo company.
For promotion of the software in the market Rosplatforma cooperates with a number of the largest integrators, such as, for example, IBS, Lanit and Croc which include it in structure of the hardware and software systems.
Among clients of the company - structure of FTS where software of Rosplatforma is used as a part of the hardware and software system "Scala-R", the Yantar plant entering into OSK, and nearly ten of universities including SAFU, MEI, RGGU, UFU.
Financial position
According to base " circuit.focus ", consolidated revenues of Rosplatforma in 2016 it turned out small – it made 9.8 million rubles, and profit - 3.9 million rubles. As of fall of 2017 at the company in total about 15 clients, her representative specified TAdviser.
Vladimir Rubanov reported to TAdviser that in 2017 the company expects to grow on revenue much. So far on this indicator - effect of low base, he says.
| | The main difficulties lie only in inertness of the ecosystem "customers-integrators-partner" placed on a needle of foreign competitive technologies by long-term efforts of the international corporations, - Rubanov concerning promotion of software Rosplatforma noted in the market | |
He added that ice very starts as people understand that successfully it is possible to use the Russian alternatives not only in terms of protection against sanctions risks, but also functionality, quality and an economic benefit.
Exit from Death Valley
So far business development of the Russian importozamestitel goes not too high rates. Foreign software very strong took roots in IT infrastructure of the Russian organizations, and, it is obvious that fast replacement by domestic solutions will not happen. Despite fair political wind domestic developers just should overcome Death Valley in which there is everyone even the most promising startup. And here not only heads of the companies, but also investors will have to undergo testing for firmness. If they are able to stand, we will become witnesses of appearance of these "murderers" of Microsoft, Cisco and Oracle even if in the separate local market.
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