Александр Пиринский - CMO @QuartSoft - выступил на Conformato Conference с докладом на тему "Договоры с USA и UK по продаже IT услуг: особенности и минимизация рисков". Приобрести видеозаписи Conformato Conference 2016 можно по ссылке https://goo.gl/pdqC6k Основные тезисы доклада: Факторы выбора юрисдикции исполнителя Влияние юрисдикции клиента на договор Общие риски для US и UK и примеры решений – переманивание сотрудников сторон – транзакционные издержки и налоги клиента – cрок действия договора для Fixed Budget – срок действия договора для T&M – ограничение времени ответа клиента (влияние на Timeline проекта) – гарантийные обязательства – процедуры разрешения споров Особенности договоров UK – лицензирование open-source – ответственность исполнителя по Трудовому Кодексу Conformato Conference ещё продолжается, регистрируйтесь БЕСПЛАТНО = http://www.conformato.org/ =

1. Zest to eCommerce
Продажа IT-услуг в USA и UK: минимизация рисков
Rendering IT services to the US and the UK: hedging risks
Conformato 2016,
Kiev-Kharkov-Kramatorsk-Kaliningrad

2. Профиль компании
Выбор юрисдикции
Влияние юрисдикции на договор
Риски и примеры решений
Особенности договоров с UK
Обсуждение
Выводы

3. 3

4. Профиль компании
Выбор юрисдикции
Влияние юрисдикции на договор
Риски и примеры решений
Особенности договоров с UK
Обсуждение
Выводы

5. Выбор юрисдикции
Факторы выбора юрисдикции
• Маркетинговые
• Правовые
• Финансовые и налоговые

6. Выбор юрисдикции
Маркетинговые факторы
• Ценовая политика
• Представительские
• Репутационные
•

7. Выбор юрисдикции
Правовые факторы
• Одно правовое поле
• Удобство управления
• Выбор степени прозрачности
• Готовность законодательной базы

8. Выбор юрисдикции
Финансовые и налоговые факторы
• Управление транзакциями
• Валютный контроль
• Платежные ограничения
• Ставки налогообложения

9. Выбор юрисдикции
• Реальные товары или услуги
• Двойной ирландский виски (12,5)?
• Голландский сэндвич?
• Австрийский холдинг (25-2)?
• Красное и черное: Кипр? FATF 2012
• США:
hhp://www.taxadmin.org/sa/rate/
corp_inc.pdf

10. Порог выбора
• 30 000USD
• Большинство контрагентов
• Инвестиции в стартап
• Защита существующих активов

11. IT в США: Делавэр
• Гибкость законодательства. 90USD
• Суд: арбитры или суд без присяжных
• Фед. налог: с чистой прибыли
• Налог штата: 8,7%
• Налог на прибыль нерезидента: 0%
• Резиденты не нужны
• Не нужен счет в местном банке
• Необходимы данные об агенте
• Лучше защита владельцев

12. IT в США: Невада
• Business License, 425USD, список
• Суд: арбитры, суд присяжных/без
• Фед. налог: с чистой прибыли
• Налог штата: 0%
• Налог на прибыль нерезидента: 0%
• Резиденты не нужны
• Лучше защита управленцев
hhps://www.incnow.com/delaware-vs-nevada/
hhp://www.bizfilings.com/learn/incorporate-delaware-nevada.aspx

13. Профиль компании
Выбор юрисдикции
Влияние юрисдикции на договор
Риски и примеры решений
Особенности договоров с UK
Обсуждение
Выводы

14. Влияние юрисдикции на договор
• Тип взаимоотношений: услуги
• Разрешение споров
• Ответственность сторон
• Non-solicita•on
• Интеллектуальная собственность и
лицензирование

15. Инструменты?
• USA: hhps://www.rocketlawyer.com/
• UK: hhps://www.rocketlawyer.co.uk/
Валидирование
• hhps://beta.companieshouse.gov.uk/
search?q
• hhps://www.gov.uk/government/
publica•ons/overseas-registries/
overseas-registries#registries-in-
europe

16. Риски и примеры решений
Сервисные договора на аутсорсинг:
• Тип взаимодействия: FB, T&M, SA
• Время ответа клиента
• Срок действия договора FB и T&M
• Разрешение споров
• Транзакционные издержки
• Переманивание сотрудников сторон
• Интеллектуальная собственность

17. Риски и примеры решений
Тип взаимоотношений: услуги
It is the express inten•on of the Company and Consultant that Consultant
performs the Services as an independent contractor to the Company.
Nothing in this Agreement shall in any way be construed to cons•tute
Consultant as an agent, employee or representa•ve of the Company.
Without limi•ng the generality of the foregoing, Consultant is not authorized
to bind the Company to any liability or obliga•on or to represent that
Consultant has any such authority. Consultant agrees to furnish (or
reimburse the Company for) all tools and materials necessary to accomplish
this Agreement and shall incur all expenses associated with performance,
except as expressly provided in <#ServiceDescripnonTerms>. Consultant
acknowledges and agrees that Consultant is obligated to report as income all
compensa•on received by Consultant pursuant to this Agreement.

18. Риски и примеры решений
Fixed Budget: Консультант
1) Оценка и сроки: согласование с
производством, закладка BA + PM в
рейт и сроки. ROI и гибкость. MVP
2) FB на функционал системы,
поспринтовая оплата без конечных
сроков
3) Процедура принятия изменений
4) Смещение сроков

19. Риски и примеры решений
Fixed Budget: SoW, Sprints
Development services according to <#SoW> to this Agreement are es•mated
and agreed in the following amount:
• XXXXX hours of back-end development services,
• YYYYY hours of front-end development services,
• ZZZZZ hours of Quality Assurance services,
• QQQQ hours of Project Management services,
Which is VVVV hours of development services in general for implementa•on
of the full list of requirements iden•fied, es•mated and agreed in <#SoW>
to this Agreement. The whole amount of services is distributed into monthly
sprints with appropriate fees for each month of services according to
<#Schedule> to this Agreement. This amount of services includes
deployment of the completed work to the Company server aser the Final
Payment according to <#PaymentTerms> to this <#Service Terms
Descrip•on>

20. Риски и примеры решений
Fixed Budget: SoW, Sprints
1) Total budget under the Scope of Work outlined as the list of
requirements in Exhibit B to this Agreement is USDXXXX(#in words US
Dollars only), includes the works under <Clause#Service Descrip•on> of
this <#ServiceTerms Descrip•on>. This amount can only be changed in
case the Par•es follow provisions of <#Service Descrip•on> to this
<#ServiceTermsDescrip•on>
2) Payment Schedule:
• Advance Payment:
• Sprint 1 Payment: on the basis of the invoice for Sprint 1 services
rendered according <#Service Schedule>
• Sprint … Payment:
• Final Payment: on the basis of the invoice for <#FinalSprint> services
rendered on the basis of <#ServiceSchedule>
• Extra Service Payment: on the basis of <#ExtraServiceTerms> to this
<#Service TermsDescrip•on>

21. Риски и примеры решений
Fixed Budget: Change Requirement
1) It is Consultant’s responsibility to inform the Company
about a fact that any given by the laher comment, feedback
statement or any other informa•on provided during the
process of service rendering has impact on the scope of the
project by increasing or decreasing the amount of services
and also inform the Company about addi•onal work that
has to be delivered.
2) It is Company’s responsibility to either approve or decline
extras associated with change request requirements within
24 hours upon acknowledging receipt from the Consultant.
3) It is the Consultant’s right to decide when and if to start
work on change request requirements aser the Company
approved of them

22. Риски и примеры решений
Fixed Budget: Shiwing terms
1) Penal•es. The penalty for not providing a feedback longer than 3
business days upon request from counter party is $500/day.
2) All graphic, text and media content, as well as template for design
customiza•on is provided by the Company or bought by the Consultant
on behalf of the Company before the development under Clause <#>
starts. The Consultant’s costs on purchase of such pre-approved by the
Company content are subject to reimbursement by the Company.
Access to hos•ng and domain creden•als are supplied by the Company
to the Consultant upon acceptance of works on the Consultant’s
development server for the Consultant to deploy the results of work to
the live server with live domain name.
3) The Consultant is not liable for any works behind the schedule in case
this situa•on is caused by not providing the materials and creden•als
under provisions of this <#>.

23. Риски и примеры решений
Time&Material: Компания
1) ROI: приоритеты функционала
2) Ограничение ресурсов в месяц
• Бюджетирование проекта
• Планирование загрузки
3) Dedicated и SA

24. Риски и примеры решений
Time&Material: Ограничения
1) The resources men•oned in <#LimitVolumeLimitRate> of this
<#ServiceTermsDescrip•on> to the Agreement are reserved to the
Company on a task list basis to render the Services described in
<#ServiceDescrip•on> of this <#ServiceTermsDescrip•on> to the
Agreement to the moment of termina•on of this Agreement by one
of the Par•es according to <#Termina•onTerms> of this Agreement.
2) Ограничение ответственности исполнителей:
Project manager - is responsible for <organiza•on of the team, tasks
management, and communica•ons> - at the rate <#RateUSD>
3) Ограничения планирования и бюджетирования:
• In case the Company requests more than XXX hours of services a month,
the rates men•oned in <#RateDescrip•on>. remain the same, except for
changes below
• In case the Company requests less than YYY hours of services a month,
the rates men•oned in <#RateDescrip•on> remain the same, except for
changes below.

25. Риски и примеры решений
• Срок действия договора FB и T&M
A. Term. The term of this Agreement will begin on the
Effec•ve Date of this Agreement and will con•nue
un•l the earlier of (i)final comple•on of the Services or
(ii) termina•on as provided in Sec•on B.
B. Termina*on. Either party may terminate this
Agreement upon giving Consultant fourteen (14) days
prior wrihen no•ce of such termina•on pursuant to
Sec•on 13.H of this Agreement.

26. Риски и примеры решений
Ответственность сторон
Consultant agrees to indemnify and hold harmless Company of and from
any and all claims, demands, losses, causes of ac•on, damage, lawsuits,
judgments, including ahorneys' fees and costs, to the extent caused by or
arising out of or rela•ng to the work of Contractor. In no event shall the
maximum liability hereunder exceed the sum of $1000.
Company agrees to indemnify and hold harmless Consultant of this
agreement termina•on rules breach. In no event shall the maximum liability
hereunder exceed the sum of $1000.

27. Риски и примеры решений
Разрешение споров
In considera•on of Consultant’s consul•ng rela•onship with Company, its
promise to arbitrate all disputes related to Consultant’s consul•ng
rela•onship with the Company and Consultant’s receipt of the
compensa•on and other benefits paid to Consultant by Company, at present
and in the future, Consultant agrees that any and all controversies, claims, or
disputes with anyone (including Company and any employee, officer,
director, shareholder or benefit plan of the Company in their capacity as
such or otherwise), WHETHER BROUGHT ON AN INDIVIDUAL, GROUP, OR
CLASS BASIS, arising out of, rela•ng to, or resul•ng from Consultant’s
consul•ng rela•onship with the Company or the termina•on of Consultant’s
consul•ng rela•onship with the Company, including any breach of this
Agreement, shall be subject to binding arbitra•on under the Arbitra•on
Rules. Consultant further understands that this Agreement to arbitrate also
applies to any disputes that the Company may have with Consultant .

28. Риски и примеры решений
Транзакционные издержки
Payoneer: лимиты по срокам и объемам
Wire transfer: + время + деньги + учет прибыли для налогообложения
ACH (US): - время - деньги
2Сheckout: деньги + wire transfer
PayPal: деньги + wire transfer
BTC: ??? + wire transfer

29. Риски и примеры решений
Переманивание сотрудников сторон
To the fullest extent permihed under applicable law, from the date of this
Agreement un•l twelve (12) months aser the termina•on of this Agreement
for any reason (the “Restricted Period”), Company will not, without the
Consultant’s prior wrihen consent, directly or indirectly, solicit any of the
Consultant’s employees to leave their employment, or ahempt to solicit
employees of the Consultant, either for Company or for any other person or
en•ty. Company agrees that nothing in this Sec•on <Sec•on#> shall affect
Consultant’s con•nuing obliga•ons under this Agreement during and aser
this twelve (12) month period, including, without limita•on, Consultant’s
obliga•ons under Sec•on <#ServiceDescrip•on>.
Consultant will not, without the Company's prior wrihen consent, directly or
indirectly, solicit any of the Company's compe•tors, either for the
Consultant or for any other person or en•ty.

30. Риски и примеры решений
Интеллектуальная собственность
"Open-Source Sowware" means any sosware programs (or source code)
included in the Sosware, that are licensed under <Descrip•on> License (i.e.,
MIT hhp://opensource.org/licenses/mit-license.php).
Assignment of Invennons. Consultant agrees that all right, •tle, and interest
in and to any copyrightable material, notes, records, drawings, designs,
inven•ons, improvements, developments, discoveries and trade secrets
conceived, discovered, authored, invented, developed or reduced to
prac•ce by Consultant, solely or in collabora•on with others, during the
term of this Agreement and arising out of, or in connec•on with, performing
the Services under this Agreement and any copyrights, patents, trade
secrets, mask work rights or other intellectual property rights rela•ng to the
foregoing (collec•vely, “Inven*ons”), are the sole property of the Company.

31. Профиль компании
Выбор юрисдикции
Влияние юрисдикции на договор
Риски и примеры решений
Особенности договоров с UK
Обсуждение
Выводы

32. Особенности договоров с UK
Интеллектуальная собственность
Исходный код
Ответственность персонала
Процедуры

33. Особенности договоров с UK
Интеллектуальная собственность
The Intellectual Property Rights in the Sosware, the Documenta•on and the
Tools shall, at the Commencement Date or (if later) on crea•on of the rights,
vest in the UK. Developer assigns to the Company (by way of present and,
where appropriate, future assignment) all of its right, •tle and interest in and to
the following rights throughout the world (the "Rights"):
• any and all Intellectual Property Rights in the Sosware and
Documenta•on;
• all rights in and to the Confiden•al Informa•on in the Sosware and
Documenta•on and the full unfehered and exclusive right throughout
the world to use the Confiden•al Informa•on in the Sosware and
Documenta•on for any purpose whatsoever; and
• all related rights and powers arising or accrued, including the right to
bring, make, oppose, defend, appeal and obtain relief (and to retain any
damages recovered) in respect of any infringement, or any other cause
of ac•on arising from ownership, of any of the Rights.

34. Особенности договоров с UK
Исходный код
Immediately aser the Acceptance Date and complete payment for
development of the Sosware according to the Payment Schedule agreed by
the Par•es in Appendix A, Сonsultant shall deliver to the Company the latest
version source code of the sosware to which it relates, in the language in
which the sosware was wrihen, together with ER diagram, Diagram of
Classes, Test Cases as an archive downloadable from the Developer’s server.

35. Особенности договоров с UK
Ответственность Персонала Консультанта
• Developer undertakes that its employees and contractors, while on the
Site(s) or any other premises of the Developer, will comply with all relevant
rules and regula•ons laid down by its landlords from •me to •me for the
behaviour of its own employees
• Developer undertakes that its employees and contractors, while on the
Site(s) or any other premises of the Developer, will comply with all relevant
rules and regula•ons laid down by its landlords from •me to •me for the
behaviour of its own employees.

36. Особенности договоров с UK
Процедуры
• Глоссарий
• Управление проектом
• Тестирование и запуск
• Приемка
• Обслуживание и условия гарантии

37. QuartSos
Branding. Ecommerce. Startups.
10 O.Tykhoho str., Kramatorsk DN,
Ukraine 84330
+7.911.490.51.95
+1.323.570.31.32
+380.626.485-666 (ext.249)
info@quartsow.com
www.quartsow.com