Softline - 19 years of success in IT
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Softline - 19 years of success in IT

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Softline has been operating in the IT market since 1993 and occupies one of the leading positions in the area of software licensing and provision of related services – IT education, consulting,......

Softline has been operating in the IT market since 1993 and occupies one of the leading positions in the area of software licensing and provision of related services – IT education, consulting, legal support, technical support and IT outsourcing.
At present the company is an authorized partner and reseller of more than 3,000 companies producing software: Microsoft Gold Certified Partner, Symantec Platinum Partner, Citrix Platinum Solution Advisor, VMware VIP Enterprise Partner, McAfee Elite Solution Provider Partner, Kaspersky Lab Premier Partner, ESET Premier Partner, Corel Platinum Partner, Adobe Silver Solution Partner, Autodesk Gold Partner, ABBYY Large Reseller and many others.

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  • 1. Softline FY2011: steady growthtwice as fast as the market rateIgor BorovikovChairman of the Board of Directors of Softlineigorb@softline.ru05.05.2012
  • 2. Contents Softline FY2011: We are leaders! Events and Achievements FY2011 Market trends Plans for Development FY2012-2014 Co-brands Q&A
  • 3. Mission Softline supports and helps:  Clients – to be competitive by using modern information technology.  Employees – ability to realise their potential in a leading technological company  The Government – no government can function without IT infrastructure. We are responsible for building the IT industry in Russia!  Developers – a unique marketing and sales channel.  Students – unique knowledge for an interesting career and lots of success. Softline invests its profits in developing business in the countries where it is represented. Softline is a company that future generations will value working for.
  • 4. Softline – Business Principles Leadership and quality – to be No.1 in all areas of business! Dynamic development and innovation! Client-focused! Honest and trustworthy partnership with suppliers, clients and employees! Efficiency of business The best motivation to the best employees! Staff are the foundation of our business! Social responsibility!
  • 5. Competitive Advantages Softline is a strong and reliable brand with 19 years experience in IT. It is recognised by vendors and clients. Leading international company on the IT market with the largest network of representative offices worldwide – Softline is always nearby. Full range of IT services: technical and legal support, training, consulting. Implementing projects in virtualization, security, CAD/GIS, CRM and ERP solutions, web development. Cloud solutions and SaaS, IaaS products. Widest range of software – more than 3000 vendors. Dynamically developing company with annual growth rates ahead of the market.
  • 6. Head of the CompanyIgor BorovikovChairman of the Board of Directors of Softline Founded the company in 1993 Brought the company up to an internationallevel Is a member of the Presidium of the RussianPublic Organisation for Small and Medium-SizedEnterprises OPORA RUSSIA, he heads the ITCommittee In 2010 he was featured among the top 25most successful and effective business leaders inthe crisis years of 2008-2009 Interests: philosophy, psychology, downhillskiing, hockey
  • 7. Softline – 19 years of success on the IT marketTurnover in 2011FY - $601 mln Represented in 23 countries and 65 cities worldwide!Most extensive range ofsoftware and a full set of IT-related services! Reliability recognised by clients, vendors and partners!
  • 8. Softline: Main Areas of Business Supply of software Microsoft solutions Virtualization Cloud and SaaS Information security Personal data protection CAD and GIS Business consulting: ERP, CRM, SAM, ITAM Training and certification Technical support and outsourcing Web development Hosting Supply of hardware BI (Business Intelligence)
  • 9. Softline 2011FY. Main Growth Indicators. Turnover in 2011FY – $601 mln Growth: 132% – compared to 2010FY and 207% – compared to 2009FY  $456М in 2010  $290M in 2009  More than a SIXFOLD increase in turnover in the last 6 years! Softline is growing much faster than the IT market (the average growth of the IT market in Russia is 12-15%) A strong team of managers at all levels!
  • 10. Softline: turnover dynamics $ mlnFacts and forecasts
  • 11. Regional presence:23 countries, 65 cities
  • 12. Regional presence: 23 countries, 65 cities IN RUSSIA IN CIS INTERNATIONAL Moscow  Novosibirsk Azerbaijan Tajikistan Mongolia Colombia  Baku  Dushanbe  Ulan Bator Bogota Arkhangelsk  Omsk Barnaul  Orenburg Turkey Armenia Turkmenistan Malaysia Belgorod  Perm  Istanbul  Yerevan  Ashgabat Kuala Lumpur Vladivostok  Rostov-on-Don  Ankara Volgograd  Samara Belarus Uzbekistan Peru  St. Petersburg  Minsk Venezuela Voronezh  Tashkent Lima  Saratov  Gomel  Caracas Ekaterinburg  Tomsk  Vitebsk Izhevsk Ukraine Cambodia  Tyumen  Brest Vietnam Irkutsk  Kiev Phnom Penh  Ulyanovsk  Hanoi Kazan  Ufa Kazakhstan  Ho Chi Minh Kaliningrad  Khabarovsk  Almaty Georgia Laos Kemerovo  Chelyabinsk  Aktobe  Tbilisi Vientiane Argentina Krasnodar  Yaroslavl  Astana  Buenos Aires Krasnoyarsk  Surgut  Karaganda Moldova Murmansk  Penza  Chisinau Romania Nizhny Novgorod  Stavropol Kyrgyzstan  Bucharest  Bishkek
  • 13. Development of regions: countries, cities
  • 14. Softline is trusted by leading market players
  • 15. Clients about SoftlineBoris KulakovROSNANOHead of the IT Directorate:“During our partnership with Softline certified specialists of the company have carried out a project to automate businessprocesses that are important to our organisation using Microsoft SharePoint as a basis. We would like to thank the project groupfor the high standard of work and the follow-up system maintenance. We are pleased to recommend Softline as a reliable andresponsible partner that fulfils its commitments on time and in accordance with high standards of professionalism.”Georgy KozlovRusal OJSCHead of Web Technologies, IT Department:“This year we were faced with the task of creating a multilingual corporate portal. In order to carry out this project we hiredSoftline specialists who implemented a solution based on the Microsoft SharePoint Server platform. Our experience with thecompany allows us to say that Softline is a reliable and professional partner that fulfils its commitments. We are pleased with theresults of the project and the work with the specialists of the project group and we are therefore continuing the development ofour portal.”Ilya TambovtsevBaltika BreweriesHead of Information Infrastructure Development:Baltika Breweries OJSC is able to recommend Softline as a reliable business partner supplying a wide range of software, aqualified consultant and a provider of solutions for virtualization and technical support.”
  • 16. Softline works with more than 3000 software manufacturers
  • 17. Vendors about SoftlineNikolay PryanishnikovPresident of Microsoft in Russia:“Softline is one of Microsoft’s largest partners. The company plays a very active role inbusiness development, sales, marketing, creating solution centres and developing variousregions of Russia. We also actively cooperate in social projects, such as in education.”Aliona RezvanovaDirector of the Partner Relations Department,Symantec in Russia and the CIS:“Symantec and Softline have now been in partnership for more than 15 years. Softline has ahigh status in our partnership programme and for many years has been among the top threecompanies in terms of the sale of Symantec solutions in Russia and the CIS. Softline is one ourmost active and creative partners and it offers new and exciting opportunities for thepromotion of IT solutions.”Alexander VasilenkoHead of the VMware Office in Russia and the CIS:Softline is our oldest partner. Our first product, VMware Workstation, went on sale at Softlineeven before we became widely known in Russia, which we are certainly grateful for. Every yearSoftline is among our top three partners, it has the highest status and competences whichenables the company to carry out projects of any complexity and for companies of any size.”
  • 18. Softline 2011FY. Top 15 vendors in terms of turnover Microsoft Adobe IBM Kaspersky VMware ABBYY Oracle MathWorks ESET Citrix Symantec Acronis Autodesk HP Veeam
  • 19. Microsoft Softline received its first Microsoft status in 1995 Since 2005 it has been a stable Gold partner of the corporation 2011FY: Softline made a turnover of $161 mln for Microsoft Softline is the absolute leader in EA/EAS supplies
  • 20. Softline Services 2011FY: Areas of Business Virtualization Information Security Personal Data Protection Cloud and SaaS СAD and GIS Business consulting: ERP, CRM, SAM, ITAM Microsoft solutions Training and certification Technical support and outsourcing Web Development Hosting Supply of hardware BI (Business Intelligence)
  • 21. Virtualization > 8 years of experienceAt the end of 2011 Softline received the highest > 250 projectsawards: > 1500 clients Citrix Regional Partner of the Year VMware Emerging Market Partner of the Year – the first and only in Russia! Best WYSE Partner 2011 and WYSE Premier Partner status! Our clients:
  • 22. Information SecurityAt the end of 2011: Softline was recognized as the best Symantec partner in small business in the EMEAregion Partner of the year in implementing projects based on Symantec Endpoint Protectionand Backup Exec GOLD status with Trend Micro Softline is among the Top 10 largest companies in Russia in the field of informationprotection (CNews rating); Softline is a member of the Association for Information Protection and theAssociation for Banking Information Security Standards More than 60 certified specialists including BSI ISMS Lead Auditor and CISA Full set of FSB and FSTEC of Russia licenses Widest range of “secure” vendors:
  • 23. Softline: Сloud & SaaS & IaaS Google Apps services for business  Softline is among the 20 top partners of Google worldwide  It is the only Google Enterprise Reseller in Russia  Our Google clients: Unique IaaS platform (SCloud) launched on HP, IBM, Cisco equipment. Reliable hosting from a reliable provider only at Softline! We can put the following in a cloud for you: test environments, Help Desk systems, 1C, file servers, corporate portals, corporate mail, CRM, collaborative and communications tools.
  • 24. CAD/GIS Softline joined the Platinum Club of Autodesk partners = the club for the best of the best Autodesk partners Softline received an Autodesk award for the highest growth in sales in Russia and the CIS We carry out projects for: CAD standards, electronic archiving, engineering document flow, implementation of PDM systems, visualization and design, cost estimates, integration of CAD and GIS etc. Widest range of CAD/GIS vendors:
  • 25. SAM&ITAM – technology for the efficient management of ITassets SAM&ITAM minimize risks:  Financial – you invest rationally in hardware and software, avoid duplicates and unnecessary expenses, maintain the correct accounts.  Legal – your company is “clean” in the eyes of the government, clients and partners.  Technical – you protect your IT infrastructure from unproductive or malicious applications and make full use of your right to technical support and updates. SAM&ITAM = rational investments in IT infrastructure! Softline is the winner in Microsoft’s international tender for partner solutions in the category for SAM service providers! SAM technology is already in use at:
  • 26. Sale and implementation of SAP solutions  Full range of services for the implementation and support of SAP from one of the largest SAP suppliers for SMBs in Russia and the CIS  More than 80 projects over 8 years  Turnkey implementation in 3-4 months  Line of solutions: SAP Business Objects, SAP Business All-in- One, standard industry solutions based on the SAP ERP, Golden Sign platform  Our status: SAP Gold Partner Our clients:
  • 27. Microsoft-based solutions Project areas:  Implementation and support of collaborative web systems (portals, websites, document flow)  Implementation of client management systems  Implementation of communications systems  Creation of a private cloud  Implementation of IT management systems  Implementation of project management systems  Migration of infrastructure to a public cloud
  • 28. Softline Training Centre More than 2000 authorized courses in different fields of IT 32 representative offices and 18 Testing Centres in Russia and the CIS International certificates and more than 50,000 IT specialists trained Exclusive areas of authorized training: Business training in sales, management, financial management, project management. Top 6 vendors:
  • 29. Technical Support and OutsourcingCentral online technical support service for Russia, CIS and abroad:  Support via the Internet (HelpDesk system), by telephone or email  Full coverage of all time zones  Open 24х7  More than 100 engineers with the highest status and many years of experience  More than 100 vendors supported  Our clients: Basic support ALL Softline clients receive free technical support for issues regarding basic functionality, initial installation and software activation
  • 30. Web Development Development of portals, corporate websites and eCommerce systems:  10 years of experience in web development  More than 50 Internet projects developed and continuously supported  Development offices in Novosibirsk, Orenburg, Taganrog. Workforce of more than 100 employees providing a complete cycle of development  Clients: Kaspersky Lab, OPORA RUSSIA, Skolkovo Foundation, the Housing and Utilities Reform Fund and others
  • 31. Softline, marginal financial results FY2011, $ mln Margin Against FY2010 TOTAL 111 134%Russia, sale of software and services 72.9 135%CIS 12.5 126%Abroad 1.5 86%Other businesses, including: Training Centre 7.9 131% SAP Department 2.2 138% Innovative projects 5.3 149% Aflex 2.4 141% Active 1.3 188% etc. 5
  • 32. Softline, turnover financial results FY2011, $ mln Turnover Against FY2010 TOTAL 601 132%Russia, sale of software and services 474.2 136%CIS 49.9 110%Abroad 7.1 48%Other businesses, including: 7.9 131% Training Centre 3.3 120.7% SAP Department Innovative projects 42.8 130% Aflex 6.8 161% Active 1.3 194% etc. 7.7
  • 33. Main IT trends Main long-term trends:  Cloud  Mobility  Consumerization of corporate systems = introduction of an increasingly large number of user devices (smartphones, tablets) into the corporate IT system Paradigm shift in IT:  In the USA – more than 75% of SMBs use all IT infrastructure from the Cloud  The volume of sales of PCs and laptops is less than smartphones and tablets  Soon the computer will no longer be the main tool to access information
  • 34. Tasks we set ourselves To increase business by 40% over 3 years. To ensure business profitability at the level of 5% of turnover by 2014 This is possible and feasible! Main areas of development and growth points  Development of EPG business  Development of regional business  Sale of software  Development of services  Development of expertise in certain areas of hardware  Development of complex projects = Software + Hardware + Services
  • 35. Development plans 2012-2014FY Plans $ mln 2011 2012 2013 2014Turnover $601 $840 $1134 $1474Margin, including $111 $176 $261 $369 Software $94 $141 $196 $258 Services $17 $35 $65 $111% of margin against 19% 21% 23%turnover 25% Share of software in 85% 80% 75% the margin 70%Share of services in the margin 15% 20% 25% 30% EBITDA % 3% 3.6% 4.5% 5.0% EBITDA $ $18 $30 $51 $73.7
  • 36. Co-brand: Softline electronic distribution combined 3 areas:1. Softline online store (http://store.softline.ru) Segment: SMB (less than 150 PCs), all over Russia Quick cost calculation Specialist consultations Free technical support2. Allsoft online store (http://allsoft.ru) Segment: SOHO, Russia and CIS Instant electronic delivery More than 25 payment methods Online service 24x73. Software by subscription (http://isp.allsoft.ru) Segment: subscribers of ISPs Payment for orders by any convenient method in the provider’s system
  • 37. Co-brand: Leading distributor of the widest range of software in Russia and the CIS. Partner network of more than 6000 companies Turnover in 2011FY – $95.6 mln Top 10 vendors Microsoft Adobe Kaspersky HP Oracle Acronis Autodesk Dr.Web ESET MathWorks
  • 38. Co-brand: Distributed at: Turnover in 2011FY – $ 6.7 mln Company specialisation – development and recruitment of new vendors on an exclusive basis for the Russian and CIS markets.
  • 39. Co-brand:ActiveCloud by Softline – hosting and cloud solutions provider for SMBs  CloudServer – facilities rental service and creation of an external cloud in 5 minutes  1С hosting – deployment of financial and accounting packages in the cloud  Rental of applications – Microsoft Exchange, Open- Xchange, Megaplan etc.  Rental of software licenses – Microsoft, 1C, Symantec Backup Exec and others Data centres in Russia, CIS and Europe. Full automation of access to cloud services. Our clients:
  • 40. Co-brand: DeskWork – corporate portal DeskWork – packaged software developed by Softline Corporate portal with quick installation (1 day) based on SharePoint Foundation (MS license not required) or SharePoint Server  More than 650 clients  We are the absolute leaders! among packaged portals on the Microsoft platform New DeskWork version 6 in July:  Licenses “up to 250 users” and “unlimited”  Increase in price in accordance with the market (big income for you)  Installation works (remote) will be included in the price Three additional products:  Video conferences (development of our existing module)  Graphic builder of business processes (new, similar to Nintex)  Task and project management system (new, similar to Megaplan)
  • 41. Co-brand:Mirapolis – line of products to automate businessprocesses for personnel management  Recruitment of personnel – automation of recruiting processes  Organisation of distance learning  Testing – automatic testing for any number of staff  Organisation of webinars, web conferences, online presentations, online training and all types of online meetings  Personnel evaluation – automation of personnel appraisal procedures  Portal – online resource for information storage and management and internal corporate communication  Knowledge base – storage of any electronic materials  Mailings – effective communication with clients  Surveys – online service to conduct any kind of survey
  • 42. Co-brand: Copiny Copiny – service to carry out technical support, receive feedback and organise Internet communities. Advantages:  Organisation of centralised technical support open 24x7 immediately for all company Internet resources  Receipt and systematization of feedback, collection of reviews and suggestions  Formation of a loyal community of clients. Our clients:
  • 43. Co-brand: Tekmi Tekmi.ru – joint venture project between Softline and RBC, cloud solution to organise communication without costs for equipment and servicing as part of a combined communications concept.  Office in any location!  No telephone exchanges or servers!  All communication in one interface!  Quick start and dynamic growth for your business! First client – Alfa Capital
  • 44. Co-brand: Magazinga – unique online sales tool Joint project between the Softline Venture Partners foundation (www.softlinevp.com) and the Ecwid platform (www.ecwid.ru) Magazinga offers a free design tool for online stores and product displays in order to organise sales or demonstrate services on social networks With Magazinga you can manage sales simultaneously on different Internet platforms: on your own website, in social networks, auctions, message boards and blogs Magazinga is an advertising agency specialising in the promotion of products on social networks. Further information: http://magazinga.com
  • 45. Co-brand: Nimble (CloudGate)  Cloud product developed at Softline – SSO (Single Sign On) – platform with facilities for integration, management and billing of all SaaS services used by the client.  Single user access to all SaaS applications  Single platform to manage all SaaS applications  Single platform to calculate the cost of use and payment for all SaaS applications of the company  Cloud service  Platform open to modification and customization  Flexible usage model: as a private cloud, a public cloud or a hybrid model
  • 46. Softline Investment Fund Start We invest in projects at the early stages December of development: 2008 Size of fund: From the idea to the start of growth $20 mln Volume of investment in one project: Focus of the fund: from $100,000 to $1 mln  Projects in the field of mobileProjects: applications  Corporate software for small and medium-sized businesses.  Cloud services  eCommerce
  • 47. 5 reasons why Softline  Reliability and professionalism • 19 years on the market, turnover of $601 mln, range of software of more than 3000 manufacturers  Single point to resolve all customer IT issues • Cloud & SaaS, projects for virtualization, information security, CAD&GIS, Microsoft-based solutions, graphics, technical and legal support, ERP&CRM, software asset management, web development, training and certification.  Softline is always nearby and speaks your native language • The company has representative offices in 23 countries and 65 cities in Russia, the CIS and abroad.  The competence and expertise of Softline is recognised by clients, vendors and independent sources • Top positions in the ratings of CNews Analytics, Expert PA, CRN/RE, @ASTERA.  Softline is trusted by the leading market players • Gazprom OJSC, LUKOIL OJSC, UC RUSAL, MMC Norilsk Nickel OJSC, Aeroflot – Russian Airlines OJSC, Baltika Breweries OJSC, Beeline Company Group, MegaFon OJSC, MTS OJSC, Rostelecom OJSC, NESTLE RUSSIA LLC, Wimm-Bill-Dann Foods OJSC, British American Tobacco, Coca-Cola, Samsung Electronics, Siemens, VTB24 Bank, Alfa Bank, Rosbank JSCB and many others.
  • 48. Don’t be afraid to grow! 
  • 49. Welcome to the world of Softline! Questions ))Igor BorovikovChairman of the Board of DirectorsSoftlineigorb@softline.ru