|1HOW TO BUILD A SUCCESSFUL TECH COMPANY   www.runacap.com    Runa Capital Confidential
|2NO CLEAR LEADER AND A WEAK TEAM   www.runacap.com    Runa Capital Confidential
|3NO SCALABLE BUSINESS, TOO NARROW FOCUS                                                  400,000,000 pet dogs in the worl...
|4WE DON’T NEED NO FUNDING   www.runacap.com   Runa Capital Confidential
|5CAN’T TELL ABOUT THE COMPANY   www.runacap.com    Runa Capital Confidential
|6NO BUSINESS PLAN AND NO MID-TERM BUSINESS MODEL   www.runacap.com    Runa Capital Confidential
|7NOT PAYING ATTENTION TO COMPETITION   www.runacap.com    Runa Capital Confidential
|8TOO BROAD FOCUS AND DIFFERENTIATION IS NOT CLEAR   www.runacap.com     Runa Capital Confidential
|9CAN’T WORK WITH AN INVESTOR   www.runacap.com    Runa Capital Confidential
|10INTERNAL PROBLEMS   www.runacap.com   Runa Capital Confidential
|11WE KNOW EVERYTHING ABOUT BUSINESS PROCESSES   www.runacap.com   Runa Capital Confidential
|12EASY WALK IN A PARK   www.runacap.com    Runa Capital Confidential
|13NOT PAYING ATTENTION TO CASH FLOW   www.runacap.com    Runa Capital Confidential
|14RUNA CAPITAL: REAL TRACK RECORD• $135mln VENTURE CAPITAL FUND  seed/early and growth stage investments• TEAM OF EXPERIE...
|15HOW WE HELP       PRODUCT DEVELOPMENT                            BUSINESS DEVELOPMENT• Assessment an efficient developm...
CASE STUDY: JELASTIC                                                                                                      ...
|17WATCH FOR FUTURE ANNOUNCEMENTS!         Serguei         Beloussov         Sasha         Galitsky         Boris         ...
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IDCEE 2012: How to build a successful tech company. Case study - Serguei Beloussov (Founder @ Runa Capital)

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Serguei Beloussov - Senior Partner at Runa Capital, Founder at Parallels, Acronis, Acumatica.

Serguei is a self-made serial entrepreneur with 19+ years outstanding track record in business development. He is a senior Founding Senior Partner ar Runa Capital.

Since 2000 Sergey is a founder, Chairman of the Board & Chief Architect of Parallels, $100M+ revenue; virtualization and automation software company.

He also is Venture Partner at Almaz Capital Partners.

Since 2001 Sergey is a founder & Chairman of the Board at Acronis, $100M+ revenue; storage management software company

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IDCEE 2012: How to build a successful tech company. Case study - Serguei Beloussov (Founder @ Runa Capital)

  1. 1. |1HOW TO BUILD A SUCCESSFUL TECH COMPANY www.runacap.com Runa Capital Confidential
  2. 2. |2NO CLEAR LEADER AND A WEAK TEAM www.runacap.com Runa Capital Confidential
  3. 3. |3NO SCALABLE BUSINESS, TOO NARROW FOCUS 400,000,000 pet dogs in the world X 20% small dogs X $68.99 = $68.99 + tax $5.5 Billion Market! www.runacap.com Runa Capital Confidential
  4. 4. |4WE DON’T NEED NO FUNDING www.runacap.com Runa Capital Confidential
  5. 5. |5CAN’T TELL ABOUT THE COMPANY www.runacap.com Runa Capital Confidential
  6. 6. |6NO BUSINESS PLAN AND NO MID-TERM BUSINESS MODEL www.runacap.com Runa Capital Confidential
  7. 7. |7NOT PAYING ATTENTION TO COMPETITION www.runacap.com Runa Capital Confidential
  8. 8. |8TOO BROAD FOCUS AND DIFFERENTIATION IS NOT CLEAR www.runacap.com Runa Capital Confidential
  9. 9. |9CAN’T WORK WITH AN INVESTOR www.runacap.com Runa Capital Confidential
  10. 10. |10INTERNAL PROBLEMS www.runacap.com Runa Capital Confidential
  11. 11. |11WE KNOW EVERYTHING ABOUT BUSINESS PROCESSES www.runacap.com Runa Capital Confidential
  12. 12. |12EASY WALK IN A PARK www.runacap.com Runa Capital Confidential
  13. 13. |13NOT PAYING ATTENTION TO CASH FLOW www.runacap.com Runa Capital Confidential
  14. 14. |14RUNA CAPITAL: REAL TRACK RECORD• $135mln VENTURE CAPITAL FUND seed/early and growth stage investments• TEAM OF EXPERIENCED ENTREPRENEURS more than investment background: team of serial entrepreneurs and professional business managers• SIGNIFICANT NUMBER OF TRANSACTIONS 20+ with significant stake and another 10+ minority investments• OVERALL MATERIAL SUCCESS Created total assets for over 10 billion $ starting with only several millions of cash investment• EXPERIENCE SCALING 1 business over $1bln, 7 ventures - over $100mln revenue, 7 over $10mln revenue, 7 over $1mln – all profitable www.runacap.com Runa Capital Confidential
  15. 15. |15HOW WE HELP PRODUCT DEVELOPMENT BUSINESS DEVELOPMENT• Assessment an efficient development • Reviewing and commenting business plan process • Involving international experts• Recommendations for troubleshooting • Developing specific marketing plans• Help on software architecture • Developing efficient and profitable• Implementing an efficient engineering business process • Involving global partners• Reviewing and commenting on product • Building and monitoring sales channels development plans • Search of key management positions for• Assistance in hiring developers international development• Budget control and product monitoring • Assistance in getting the first customers OPERATIONS TAKING COMPANY TO NEXT LEVEL• Registering companies and help with • Development of a long-term equity corporate/legal issues story, finding next round of investors• Support in setting you physical office in • Establishing corporate governance various parts of the world framework• Financial planning and budgeting, • Establishing stock-based management accounting and reporting, tax advice and employee incentive schemes• Support in filing domestic and foreign • Building the internal infrastructure: patents finances, internal audit, investor relations• Support in recruitment and executive • Involving third-party consultants: search, other HR consulting auditors, tax and legal advisers www.runacap.com Runa Capital Confidential
  16. 16. CASE STUDY: JELASTIC |16 «Runa is a very active investor. Initially, I thought we would have to ask them for useful contacts, thoughts on go-to-market strategy etc. In reality, the situation is completely opposite - Runa is a never-ending pro-active source of new opportunities and options, so our main job is to choose the most relevant and effective solutions. We are very pleased to work with such professionals.» - Ruslan Synytskiy, Founder and CEO of Jelastic, UkraineDESCRIPTION Jelastic is PaaS software installed in the data centers of partner IaaS providers, which arms Java developers with a set of services that can be used both for the development of new applications, and for the use of existing web-applications of any complexity, including Jelastic - P high-load use cases BC. CDC& l - 7> . 8; 0<= ; $ % F " • Developed new concept and business model (originally focused on cloud based IDE, =2V- 08; - : 5; : - : $ ""#a927. J A. > _! $ , - =6. L 72=4S ! ""#$ &"() *$ E 7 $ % 8: which is not as attractive as PaaS) <60>72=C$ ?, - =6. L 72=71 $ 0 <7J I •RUNA PARTICIPATION Setup company with tax advantaged structure (BVI holding company, with R&D in ! $M $ VV75; =<2. /. =8, . 6I . <02 Ukraine and Russia, and Sales & Marketing entity in the USA) , - . <04>7- . <$ , - =$ 0<; . 1 0; = • Helped with key hires, including sourcing and interviewing (Example: Dmitry - 78: - 8. <$ Sotnikov to lead Business operation – he was most recently at Quest Software, !$ $ <3 8. 5. 4 , - . =I <. >=; 76 Judah Jones first sales employee in USA) 1 08Z ; 0J =- . <02=C$ K=86=; 76 <3 ! $- 08Z =- C71 . 4$V: 25@ 206 $ =. • Helped secure Skolkovo resident status, including $1M in initial grant, helped to also20J . - $ B ^! a$ secure over 150K US$ in grants from other government agencies ! $J 7I . , 082. 8; = = . ; 50I . : 8 $ • Arranged meetings with leading web-hosters (HostEurope, Intergenia, Endurance, =22. <0@ 223 A$ 0J . ; . 5$ 06 =. 20- J GoDaddy, Servint, Softlayer, etc), which resulted in the first commercial agreements being signed (HostEurope & ServInt) ! "# "$%"& ""#$% ! &"() *$+$, - . /- • Helped recruit board advisor (Alex Tkachman) B 87- <=8?, - . <04>7- . <$ , - 7 ""#$ =$ 8. I >02=C$ <. /. $ - =6. L 72=C9 2. , $ • Found a several good investors for Series A @ 10x valuation of seed round 86. L 2. 8; =9<56DK0C$ PN?Q"R$ $ NO , www.runacap.com Runa Capital Confidential $ T$ . - $ <=8. <$ L 7$ >=; U$ 20J 87- : <A. $ !, - 7>. 8; 0<672=7$ 8; =2/0$ - = $$ A. ,
  17. 17. |17WATCH FOR FUTURE ANNOUNCEMENTS! Serguei Beloussov Sasha Galitsky Boris Lozhkin Victoria Tigipko Vasily Khmelnitsky www.runacap.com Runa Capital Confidential

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