Startup village Risk Service Integromatica - Skolkovo website

1. RISK SERVICE
Detecting shifty-looking suppliers and employees affiliated with them

2. Our Team
2
Co-founders
Two colleagues from a major Russian oil company,
both with Big4 audit/corporate forensic
international background envisioned an
automated fraud counteraction solution. They
quit their full-time jobs and founded this startup.
Analyst
… later augmented by
an analyst (a PhD
student), …
Data expert
… and a data expert (an
experienced banking scoring
analyst).
…and now this team has a project they would like to present
… and later were joined by a
IT/business consultant from a
major IT integration firm.
Product manager
Mentors
They “sold” the idea to their
ex-bosses and received
valuable mentoring
support…
2013
The development team of three
experienced programmers has
been formed…
Developers
2014
2015
- Director, head
department in a Russian oil
major
- Sr. Manager at a Big 4
firm
- 10 years of international
experience – IT, security,
forensic
- Director, head of
department in a Russian oil
major
- Manager at a Big 4 firm
- 10 years of Russia/CIS
experience – controls,
audit, forensic
- Founder/CEO of a
cybercrime/forensic
boutique, USA
- Director at a Wall
Street IB
- Sr. Manager at a
Big4 firm (USA)
- 15 years of
experience – IT and
IT security
- Director of antifraud in
a major bank, Canada
- Head of operational
risks at a major bank,
Canada
- 15 years of
international experience
- IT security and
antifraud

3. The problem and the solution
3
Theft and fraud losses as part
of the total revenue -
worldwide
“ACFE Report to the Nations
on occupational fraud and
abuse”
(http://www.acfe.com)
Theft and fraud losses as part of the
total revenue - Russia
“Russian companies business
security risks research”
(http://www.acfe-rus.org)
5%
16%
Am I spending the way I want to?
Are my employees doing the right thing?
Are my counterparties playing fair game?
Is my firm at risk for its business
practices?
The questions that a CEO asks himself
Theft and fraud losses
CEO
Our product identifies
suspicious transactions
and shifty-looking
counterparties and
employees

4. How are we different from others
4
Key product idea is to analyze and cross-check both internal company data and external data,
using the innovative data analysis approach
Risk Service
-In-depth analysis of both internal and
external data
-Innovative analysis techniques allow
to perform complex analysis of each
transaction.
Automation Depth of analysis
Data aggregators
(SPARK, INTEGRUM, KONTUR)
-Provide data, but the results
require additional manual
analysis
-Do not analyze internal
customer data
Consulting firms
-In-depth analysis and testing
of specific scenarios
-High fees, project-based
approach
-Can not perform “mass”
analysis of the data

5. Branches of big international
companies:
Buyer: Internal audit
Reason: wants to control reputation and regulation risks
(Daimler and Siemens cases)
Service delivery options: local installation
Market size: 200
ARPU: 12 mil
Expected number of clients: 17
Total expected income (2018): 33,7 mil RUR
Market and Monetization
• We see 4 big client segments we could target
• Target Addressable Market is 3,7 billion RUR per year
• We target 78,3mil of income with in 4 years (2018 year)
Small and medium business
Buyer: business owner, CEO
Reason: wants to control the business without taking
much effort
Service delivery options: cloud with fixed fee
Market size: ~16,5K companies
ARPU: 300K RUR yearly
Total expected income (2018): 1,8 mil RUR
5
Big business
Buyer: Internal audit, CEO
Reason: wants to control the core business or affiliated
outsourcing/service company
Service delivery options: local installation with a “service”
license
Market size: 400
ARPU: 12 mil. RUR yearly
Total expected income (2018): 18,7 mil RUR
Banks/Credit organizations
Buyer: Bad debts mgt. department
Reason: wants to control defaulted clients
Service delivery options: local cloud
Market size: 816
ARPU: 6 mil RUR yearly
Total expected income (2018): 24 mil RUR
To be covered
2015-2016
to be covered
in 2015
To be covered
2017-2018
To be covered
2015-2016
To be covered
2017-2018

6. Business case and current roadmap
6
q3 2015 q4 2015 q1 2016 q2 2016 q3 2016 q4 2016 q1 2017 q2 2017 q3 2017 q4 2017 q1 2018 q2 2018 q3 2018 q4 2018
Net Income, thous. RUR -1 855 -3 261 -2 279 -2 438 -1 488 1 137 1 237 4 712 7 437 7 537 7 537 8 487 8 587 14 587
Costs, thous. RUR 2 080 3 561 4 154 4 388 4 938 6 063 5 963 7 738 8 763 8 663 8 663 9 213 9 113 12 113
Revenue, thous. RUR 300 1 875 1 950 3 450 7 200 7 200 12 450 16 200 16 200 16 200 17 700 17 700 26 700
-5 000
-
5 000
10 000
15 000
20 000
25 000
30 000
2014 2015 2016 2017 2018
2014: Proof of concept
WE ARE HERE!
2015-q2 2016: Build up a product
Build complex product and expand
• We have done one pilot project in
order to conform business need
• Build a product prototype
• Iterate with 2-3 anchor clients
• Scale business in 1-2 customer segments
• Collect data required to build advanced
analytics functionality
• Build advanced predictive analytics
functionality
• Expand across all segments
• Expand across different geographies
At the moment we are looking for 2-3 Anchor clients ready to start working with us!

7. Q&A SESSION
7