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Plenary

Section date(s) : 06.10.2006

Moderator(s):
Moochnick Felix, fmoochnick@gmail.com

Marketing, Advertising and PR

Section date(s) : 06.10.2006; 07.10.2006; 08.10.2006

Moderator(s):
Lyskovsky Alexander, lyskovsky@alawar.com

Legal and Financial Issues

Section date(s) : 07.10.2006; 08.10.2006

Moderator(s):
Bakay Yuri, isdef@mindcruncher.com

Investment in IT-Business

Section date(s) : 06.10.2006; 07.10.2006

Moderator(s):
Galitsky Alexander, alexander@galitsky.com

Management and Automation in IT-Business

Section date(s) : 06.10.2006; 07.10.2006; 08.10.2006

Moderator(s):
Rovdo Alexey, alexey.rovdo@gmail.com

 

Plenary

06th October 2006, Friday

Opening address

Felix Moochnik Felix Moochnik

Softkey
CEO
 
Topic language Russian
Duration 5 min.
Start time 10:00 - 10:05
Location Sokolniki

Welcome speech from Ministry of IT and Comunication of Russia

no photo available Dmitry Milovantsev

Deputy Minister
 
Topic language Russian
Duration 15 min.
Start time 10:05 - 10:20
Location No information

Industry Statistics and Business Overview

Brant Pallazza Brant Pallazza

Digital River
Vice President of Shareware
 
Topic language English
Duration 25 min.
Start time 10:20 - 10:45
Location Sokolniki

Microsoft Partnership Programme and Resources for software developers - 2007

Vitaly Ozhigov Vitaly Ozhigov

Microsoft
The report will cover major benefits to software developers in the framework of Microsoft Partnership Programme and a number of initiatives of the Russian Representative Office of Microsoft directed at the development of Russian software developers businesses.
 
Topic language Russian
Duration 25 min.
Start time 10:45 - 11:10
Location Sokolniki

The Entrepreneur’s checklist: from good idea into a great business

Alexander “Sasha” Galitsky Alexander “Sasha” Galitsky
From serial entrepreneur and now high-tech investor some practical tips to help you start and grow your business, how to turn your good idea into a great company?
How to learn from your and others “failures” and successes? Some specifics of initial start, growing and maturity stages will be presented. How and from whom to get practical help on the long way? When, from who and how to get financing for your business?
How to get consistency of your 5 strategies: product, sales, go-to-market, finance and HR? Motivation and control of your colleges, etc.
 
Topic language Russian
Duration 25 min.
Start time 11:10 - 11:35
Location Sokolniki

IBM Programmes and Resources for developers

Andrey Aristarkhov Andrey Aristarkhov

IBM
ISV Alliance Manager
The leading analysis firm IDC named IBM as the company using the 'best techniques' in software supplier and developer support programmes. IDC reports give a high evaluation of continuous IBM investments in the development and improvement of such programmes. IDC points out that owing to its particular corporate structure and applied investment strategies, IBM was able to create a very mature and comprehensive programme for independent software suppliers, that is difficult for other companies to reproduce. IBM's developerWorks programme has already provided assistance to over 5 million registered developers from various countries of the world. IBM has recorded high rates of growth in the number of participants from such developing countries as Brazil, Russia, India and China. In 2005, 500 new participants were registered each day. Reckoning with the fast-growing Russian software development market, IBM provides free access to software and hundreds of new toolboxes, technical and educational resources allowing to create applications on the basis of open standards for software developers, decision architects and students. Russia has one of the world's largest and constantly growing army of developers. Recently, IBM has launched the Russian version of its technology resource for developers, IBM developerWorks Russia, which will help Russian developers improve their skills and keep up with the latest trends.
 
Topic language Russian
Duration 25 min.
Start time 11:35 - 12:00
Location Sokolniki

Russian Internet market dynamics. 2001-2006

Felix Moochnick Felix Moochnick

Softkey
CEO
During the last five years, Softkey not only successfully operated on the Russian e-commerce market, but also intently followed it. How is the Russian Internet market growing, developing and changing? These questions can be answered through the analysis of the following aspects: 1. The modern IT landscape: last years' dynamics and current state. E-commerce statistics: market capacity, types of payment, growth of purchasing. Online shopper: individual and corporate sales, purchase geography, customer loyalty. Software e-sales: market capacity, catalogue sections statistics, number of authors and programmes. 2. Trends and forecasts. Software sales online: is box-moving dying? Russian e-commerce market development: e-content diversification, popularity of online payment. The future of e-commerce: are we anywhere near the civilized market?
 
Topic language Russian
Duration 25 min.
Start time 12:25 - 12:50
Location Sokolniki

Software company development strategy: How to achieve international success

Andrey Sviridenko Andrey Sviridenko

SPIRIT DSP
President
What's the measure for a software company success: ideas, projects, quality, partners, clients, brand. Meeting the challenges of entering the global market. SPIRIT's path to leadership: innovations, unique experience, problems, achievements. The company's main resource – human talent. A key to success: powerful R&D and S&M. Companies: how to find the best experts. Specialists: how to get a job with a world-known company.
 
Topic language Russian
Duration 25 min.
Start time 12:50 - 13:15
Location Sokolniki

Rewarding by PC Magazine/RE

no photo available Oleg Lebedev
 
Topic language Russian
Duration 20 min.
Start time 13:15 - 13:35
Location Sokolniki

Speech of welcome

Sanjay Parhasarathy Sanjay Parhasarathy

Microsoft
Corporate Vice President, Developer & Platform Evangelism Group
 
Topic language English
Duration 25 min.
Start time 13:35 - 14:00
Location Sokolniki

Marketing, Advertising and PR

06th October 2006, Friday

How to Price Your Software

Luca Giannone Luca Giannone

Digital River
Director share-it!
Ever wondered how other companies price their products? How is it possible to attach a price to an intangible asset and maintain credibility on the one hand and maximize the revenue stream on the other? There are no secret formulas, but there are helpful approaches that should be considered.
 
Topic language English
Duration 40 min.
Start time 15:00 - 15:40
Location Sokolniki

5 questions about marketing that concern any manager (and the answers, of course)

Igor Mann Igor Mann

Arctel
Marketing Director
So, what is marketing? What tasks is it used for?
How can it be best organized in a company?
Who should be responsible for marketing?
And, finally, how does one measure its efficiency?
 
Topic language Russian
Duration 40 min.
Start time 15:40 - 16:20
Location Sokolniki

These blogs then, are they any good at all?

Anton Antich Anton Antich

Microsoft. http://sundaybytes.com/
Global alliance Manager
- How does a blogosphere work: brief course
- how can I personally benefit from a blog?
- How can my company benefit from a blog?
- The principles of creating a successful blog
- Conclusion: it's all just getting started :)
 
Topic language Russian
Duration 40 min.
Start time 16:20 - 17:00
Location Sokolniki

Particulars of software pricing

Dmitry Kharchenko, Dmitry Kharchenko,

Elcomsoft
Marketing Director
- Peculiarities of software as a product and of its pricing.
- Major software licencing types
- Pricing strategies
- General recommendations
- Bundling
 
Topic language Russian
Duration 40 min.
Start time 17:30 - 18:10
Location Sokolniki

Using Multi Variate Testing (MVT) to increase conversion rates

Christian Blume Christian Blume

cleverbridge AG
Multi variate testing (MVT) is a way to analyze a variety of changes to a given status quo and the impact these have in the conversion rates. While this methodology has been used for decades in the "real world", the e-commerce industry is catching up in implementing MVT to create and analyze different cart and checkout configurations. MVT is about improving your conversion rates by replacing "gut feeling" with "facts" to drive your online sales.
 
Topic language English
Duration 40 min.
Start time 18:10 - 18:50
Location Sokolniki

New method of software distribution

Svyatoslav Lushnya Svyatoslav Lushnya

SoftDeluxe
Analysis of the competitive situation in the user software distribution market. Ideology of the«Giveaway of the day» service that allows extra income of up to $1000 a day per programme, and additional branding.
 
Topic language Russian
Duration 30 min.
Start time 18:50 - 19:20
Location Sokolniki
07th October 2006, Saturday

oneNetwork Affiliate Program

Cornelia Seitz, Director of Marketing Consulting, Tetyana Franke, Marketing Consultant Cornelia Seitz, Director of Marketing Consulting, Tetyana Franke, Marketing Consultant

oneNetwork, Digital River
Learn how the Digital River oneNetwork combines proven affiliate technology with the commerce engines giving you access to over 60,000 software specific affiliates to accelerate your online sales.
 
Topic language Russian
Duration 30 min.
Start time 10:00 - 10:30
Location Sokolniki

How to cooperate with Google

Sergey Burkov Sergey Burkov

Google
Head of Moscow development center
Google offers independent software developers a series of cooperation programs which will allow the developers to build their Internet-application on Google platforms, get free traffic and monetize their applications receiving a share of Google AdSense ads revenues.
Among such projects there are Maps API, Gadgets API and Google Coop.
 
Topic language Russian
Duration 40 min.
Start time 10:30 - 11:10
Location Sokolniki

Partner Network: Rich or Famous?

Sergey Ryzhikov Sergey Ryzhikov

Bitrix
Director
1. What have we done and who needs it? (definition of market need, does it actually exist)
2. Market capacity and volume: Confused definitions? Evaluation parameters (product price, distribution area, competitors, consumer segments, temporary fluctuations).
3. Visual profile of a possible partner (what it really is and what it seems to be)
4. "So where's the money?" Who profits from whom and how much do they make? Transparency of cost estimates - a key to partners' trust.
5. Ambitions and money - the unity of opposites. Anyway: rich or famous?
6. Partners ... who are they: friends, comrades in arms, or a means of achieving the economic indicators?
7. Should we confer with our partners when changing the pricing or licencing policy? Should we grant discounts to end users? Damping by partners.
8. Marketing, PR, positioning - three components of success when working with a partner network.
9. Human factor in the communication with potential and existing partners. Principal enemies of compromise: indifference, noninvolvement, ignorance or unwillingness to listen to the other party.
10. Equi-distance and equi-proximity of partners. Should we grant exclusive conditions?
11. Unconventional ways of communicating with partners - company traditions (partner contests, conferences, dinners, personal informal meetings)
12. Managing a partner network online: partner certification system, sales statistics, rankings. 13. Success formula - mutual trust and openness.
 
Topic language Russian
Duration 40 min.
Start time 11:10 - 11:50
Location Sokolniki

Business Continuity or Time Is Money

Pavel Khrapkin Pavel Khrapkin

Symantec Corporation
Sales Director, CIS countries
Everybody knows that software is not just to be sold to a client, but the client's business objectives need to be met or 'big money' saved by spending 'small money' on a programme. This marketing textbook maxim becomes especially important when a product is offered to a large company of 100 employees or more. The simplest example with a one-day downtime of an Exchange Server in a company of, say, 500 persons earning $1000 per month each, may well result in losses amounting to $50 per day õ 500 = $25k. So the cost of downtime or business automatization failure may well be assessed. The British Business Continuity Institute actually adopted the PAS56 standard in order to resolve this issue. Symantec's vast expirience in software product sales both to small companies and giant corporations around the globe allowed to develop a number of programme products and techniques permitting to evaluate the practical level of risk in dollars and cents, then select the right technology, and, upon its introduction, conduct a new assessment proving the risk level to have been reduced by a larger sum than the one that was spent on the project.
 
Topic language Russian
Duration 40 min.
Start time 12:30 - 13:10
Location Sokolniki

A Round Table on Corporate Sales - One Subject Viewed by Two Parties

no photo available Dmitry Kurashev (Famatech), Ashot Oganesyan (Smartline), Alexander Levchenko (Usergate), Andrey Glazunov (Mincomm)
 
Topic language Russian
Duration 50 min.
Start time 13:10 - 14:00
Location Sokolniki

Media Planning for Software Companies in the Internet

Mikhail Trufanov Mikhail Trufanov

RA Arton
CEO
Main ways to plan advertising in the internet. Determining the objectives of an advertising campaign. Ru.net audience and possibilities of its segmentation for software developers. Determination of price limits for software companies' advertising in the internet. Ways of media plan optimization.
 
Topic language Russian
Duration 40 min.
Start time 15:00 - 15:40
Location Krymski Val

Methods of Increasing the Efficiency of Contextual Advertising

Nikolay Shestakov Nikolay Shestakov

Sales Group Manager
Yandex
Contextual advertising market trends, methods and techniques of increasing the efficiency of contextual advertising. Yandex's special features. Directa for advanced users. Techniques of analysing the results of contextual advertising campaigns.
 
Topic language Russian
Duration 40 min.
Start time 15:40 - 16:20
Location Krymski Val

Internet Efficiency Measurement

Fedor Virin Fedor Virin

Mail.ru
Research Director
- Methods and tools for the measuring of internet marketing efficiency,
- efficiency criteria,
- post-click analysis,
- integrated communications research methods
 
Topic language Russian
Duration 40 min.
Start time 16:20 - 17:00
Location Krymski Val

Promotion of Software Companies' Websites in Russian Search Engines

Mikhail Kozlov Mikhail Kozlov

Ashmanov and Partners
Internet-marketing Director
What kind of audience do you need. Selecting the demand: how to screen the right way. Working with links.
 
Topic language Russian
Duration 40 min.
Start time 17:30 - 18:10
Location Krymski Val

PR in Germany - how to start business in one of the biggest Software markets in the world

Mirko Lange Mirko Lange

talkabout communications gmbh
Managing Director
- Media landscape in Germany
- Case studies - how other Russian software companies succeeded
- How to choose the right PR agency in Germany
- Six steps to get into the German media
- Do's and Don’ts of Media contact
- Costs of a PR programme
- Q&A session
 
Topic language English
Duration 40 min.
Start time 18:10 - 18:50
Location Krymski Val

Additional revenues from affiliate networks, SEO and cooperation with software archives

Svaytoslav Lushnya, Victor Sazhin Svaytoslav Lushnya, Victor Sazhin

SoftDeluxe
Review of the internet software distribution – decreasing efficiency of software distribution through software archives and affiliate networks, methods for output increase, the reasons for growing importance of SEO and advertising in PPC search at the promotion of products. Presentation of service that gives extra revenue stream from SEO and software archives.
 
Topic language Russian
Duration 30 min.
Start time 18:50 - 19:20
Location Krymski Val
08th October 2006, Sunday

Working with media in the extreme conditions of an exhibition

Andrey Kuzin Andrey Kuzin

3DNews.ru
Publisher
- Planning of meetings (nobody's dropping in)
- Holding interviews (preparation of attractive tricks)
- Materials for media (new traditions)
- Making friends (nice and useful)
- Media monitoring (who is who)
- Online and offline media (differences and specifics)
- Info-sponsorship (worth nothing but admired)
- Night life (all's just getting started)
 
Topic language Russian
Duration 35 min.
Start time 12:00 - 12:35
Location Sokolniki

A fatal mistake of software company's PR manager or practical tips for working with media

Alexander Andreev Alexander Andreev

Promt
Marketing Director
The importance of media contacts in software product promotion is self-evident, but how can PR communications be made really efficient? The report will include a review of individual cases of typical mistakes made by PR specialists in their work with mass media and present a number of recommendations for increasing the media contacts efficiency.
 
Topic language Russian
Duration 35 min.
Start time 12:35 - 13:10
Location Sokolniki

Software publishing & Sales in German Speaking Europe

Joost van Leur Joost van Leur

Top Systems
managing director
This presentation addresses the particularities of this market, publishing strategies, the generic aspects and what is specific to this market. Based on this there are a couple of entry strategies which will be discussed focussing both on Consumer/stand alone products and Enterprise/server/multi-user products. Also some pitfalls will be addressed that have to be avoided and by avoiding significantly increase the level of success.
 
Topic language English
Duration 35 min.
Start time 13:10 - 13:45
Location Sokolniki

Developers Motivation Fund: When Money Goes First

Alexander Lozhechkin Alexander Lozhechkin

Microsoft
Expert on Software architecture
The report is dedicated to the results obtained by the developers motivation fund set up by Microsoft in cooperation with Softkey. With help from the fund, developers of end-user applications get the opportunity to receive extra financing for their developments until the first sales of the application. Hundreds of requests have been considered during the time of the fund's operation, several applications created with support from the fund have successfully found their way to the market and are bringing profit to their creators. In their reports, the fund's organizers (Alexander Lozhechkin on behalf of Microsoft and Alexey Rovdo on behalf of Softkey) will speak about the fund's activities, review typical mistakes and retell applicants' success stories.
 
Topic language Russian
Duration 15 min.
Start time 13:45 - 14:00
Location Sokolniki

Holding a Press Conference as the Key PR Campaign Event

Olga Manannikova Olga Manannikova

Softkey
È.î. ðóêîâîäèòåëÿ îòäåëà ìàðêåòèíãà
A successful press conference is like a good date: it brings the direct result and promotes further development of relations. This is why the event has to be organized in such a way as to:
a) meet exactly the people you want to meet;
b) get them interested without appearing obtrusive;
c) give hope for fruitful long-term relations;
d) make them look forward to the next meeting;
e) when you succeed, be sure to call and invite them for a new meeting.
 
Topic language Russian
Duration 30 min.
Start time 15:00 - 15:30
Location Sokolniki

Working with western PR-agencies

Anton Levchuk Anton Levchuk

Famatech
Marketing Director
- selection of the appropriate PR-agency,
- creation of the working process,
- work control organization,
- press-tour: organization, realizationm, follow-up,
- estimation of PR-agency activity
 
Topic language Russian
Duration 30 min.
Start time 15:30 - 16:00
Location Sokolniki

Product or Service - Which Model Is the Better One?

Alexander Lyskovsky Alexander Lyskovsky

Alawar Entertainment
CEO
- Comparing the product and service models of software promotion and sales ;
- Examples from parallel universes - music, games and other digital content;
- Examples from cross universes – Offline;
- How all of us can use similar experience – cases of changed IT sales models;
- The main question: who are we – developers and sellers or creators of a community?
 
Topic language Russian
Duration 40 min.
Start time 16:00 - 16:40
Location Sokolniki

Asian Markets Specifics

no photo available Vitaly Shipitsin

SmartLine Inc
 
Topic language Russian
Duration 20 min.
Start time 16:40 - 17:00
Location Sokolniki

CD as a lucrative means of software promotion and advertizing

Mikhail Zlokazov Mikhail Zlokazov

BUSINESSSOFT
CEO
1. The today’s market of CDs estimates 100 mln of advertisement units.
2. The condition for placement of your software in this market is working with a large publisher.
3. Revenues in this sector are immense.
4. Specifics of agreements – royalty + fix.
5. Examples of agreements with developers.
6. Possibilities of co-development.
7. Developers management from the point of view of a publisher.
8. Frequent mistakes made in working with publisher.
 
Topic language Russian
Duration 40 min.
Start time 17:30 - 18:10
Location Sokolniki

DOWNLOAD.RU as a means of promotion and sales on the domestic software market

no photo available Alexander Puchkov

Download.ru
Project Manager
- Difficulties that software developers experience in promoting via the internet in Russia
- New possibilities of Russia's oldest software catalogue Download.ru for software developers and resource visitors
- DOWNLOAD marketing programme for software developers.
In particular, software developers will be able to learn how to profit with our assistance and how to bring more target audience to their resources.
 
Topic language Russian
Duration 40 min.
Start time 18:10 - 18:50
Location Sokolniki

Legal and Financial Issues

07th October 2006, Saturday

Trademarks and copyrights in shareware business

no photo available Igor Motsnyi
1. Why shareware developrs need trademark?
2. What you can and should register as trademark?
3. Practical aspects of registration in Russia.
4. Trademark amd domain name.
5. International trademark registration
6. Meaning of copyright
7. Types of copyright
8. Products made as part of contract obligations
9. Copyright registration in Russia
10. Trademark vs Copyright
 
Topic language Russian
Duration 45 min.
Start time 15:00 - 15:45
Location Arbat

Once again, patents: would anyone like to be richer by a modest $100M?

George S. Bardmesser George S. Bardmesser

femidaR.us
1. What are patents used for?
2. What are American patents used for?
3. Apple Computer, and a modest $100M
4. Microsoft, and a modest $115M
5. A small personal story about patents and a modest $600M
 
Topic language Russian
Duration 45 min.
Start time 15:45 - 16:30
Location Arbat

Impleading and Administrative Prosecution for Breach of Software Developers' Rights in Eastern Europe

Svetlana Busheva Svetlana Busheva

Salomon Partners
1. Review of Eastern Europe laws related to software property rights.
2. Types of responsibilitiy for software property rights violation.
3. Who is responsible - persons, companies, other structures.
4. Punishment (defined and used)
5. Practical methods for dealing with software property rights violation.
6. Legislation - case study, trends.
7. Development of practical usage of the law.
8. Possible trends for development of practical usage of the law in Russia.
 
Topic language Russian
Duration 30 min.
Start time 16:30 - 17:00
Location Arbat

Corporation building: little plan for a big success.

Dmitri I. Dubograev Dmitri I. Dubograev

femidaR.us
1. "Who is the author" - main questions of intellectual property creation.
2. "Where to put the awards?" - funds accumulation, credit history, reputation.
3. "Who is the guilty one?" - personal property protection.
4. "How to distribute '330 each'?" - partners relationship.
5. "Where to put the protection?" - valnerabilities of a new business.
6. "Selling air" - how to deal with investors.
7. "Can I leave now?" - exit strategies and retirement
 
Topic language Russian
Duration 45 min.
Start time 17:30 - 18:15
Location Arbat

Round table: Software piracy protection

Dmitry Sokolov
Irina Petrova
Oleg Yashin
 
Topic language Russian
Duration 60 min.
Start time 18:15 - 19:15
Location Arbat
08th October 2006, Sunday

Specifics of distribution and reseller agreements in EU. Creation and management of IT company in EU.

Alexandre Kolosovski Alexandre Kolosovski

International Legal Counsels PLLC (femida.eu)
1) Recent changes (2006) as a result of changes in a sales methods of specialised distributors in EU
2) Practical results of most vulnerable points of agreements:
- analisys of a typical agreement
- online and offline agreements
3) Most important questions to discuss before signing an agreement:
- responsibilities of the sides
- trade secrets
- proffetional insurance and warranties
- taxes, VAT and refunds
- rights and jurisdiction
4) Company in EU - most convenient ways for an IT business
- recommended organization forms
- recommended countries
- profit margins
- non-resident management
- taxes
 
Topic language Russian
Duration 45 min.
Start time 12:00 - 12:45
Location Krymski Val

Remote development organization: common issues, finance, motivation

Alex Savkin Alex Savkin
Remote development - does it worth it?
- Risks and possibilities
- Budget
- Risk mitigation
- Remote development in action
- Project release and development

Financial and other methods of motivation
- Who is working for you?
- Why motivate?
- When you can use financial or non-financial methods of motivation
 
Topic language Russian
Duration 45 min.
Start time 12:45 - 13:30
Location Krymski Val

Unauthorized Use of Someone’s Trademark in Search Engine Keyword Advertising.

Maxim A. Voltchenko Maxim A. Voltchenko

Duane Morris LLP
1. The law is still evolving on whether or not unauthorized use of someone’s trademark in search engine keyword advertising constitutes trademark infringement and unfair competition.
2. What is the problem
3. Definition of trademark infringement under US law.
4. Couple Examples
5. Important concepts: use in commerce, initial consumer confusion, nominative fair use.
6. Recommendations for those who intend to use a competitor’s brand as a keyword.
 
Topic language Russian
Duration 30 min.
Start time 13:30 - 14:00
Location Krymski Val

Patent mechanics in IT business

no photo available Radchenko Michail

softpatent.ru
1. Basic patent techniques
2. IT-object patents
3. IT-operation patents (document flow, payments, access, e.t.c.)
4. International patents
5. Technology transfer
6. Patent research - first and key step of IT development
 
Topic language Russian
Duration 45 min.
Start time 15:00 - 15:45
Location Krymski Val

Right to register software and database

no photo available Dmitriy Markov

SoftKey
 
Topic language Russian
Duration 45 min.
Start time 15:45 - 16:30
Location Krymski Val

Domain names and related legal issues.

Maxim A. Voltchenko Maxim A. Voltchenko

Duane Morris LLP
1. Reserving or registering a domain name does not give the domain name holder an “official” right to use that domain name free from legal claims.
2. Domain name disputes: cybersquatting (and its types) and reverse domain name hijacking.
3. Uniform Dispute Resolution Procedure (UDRP). UDRP distinguished from litigation in court: remedies are limited to cancellation or transfer of the contested domain name.
4. Overview of UDRP proceedings. Statistics. Selecting a forum (WIPO, NAF).
5. Elements of a successful domain name challenge.
6. Proof of bad faith registration and use.
7. Domain name holder’s defenses.
8. Commercial use of a domain name as trademark infringement. Issues of priority, similarity and likelihood of confusion.
 
Topic language Russian
Duration 30 min.
Start time 16:30 - 17:00
Location Krymski Val

Investment in IT-Business

06th October 2006, Friday

A Success Story - SWSoft about the World of Virtualization

Maxim Tsiplyaev/Acronis, Alexander Tormasov Maxim Tsiplyaev/Acronis, Alexander Tormasov

SWSoft
Chief Scientist
Within a short period of time the SWSoft company won recognition in the field of virtualization and automatization. The company's technical plans, operating principles and the possibility of cooperation with programmer groups and individual programmers will be spoken of by the company's chief scientist. The success of scientific cooperation programmes with Russia's leading universities - Moscow Physics and Technical Institute, Moscow State University, Novosibirsk State University, will also be reported. The implementation of the Parallels project that recently became one of the hits of Apple computer virtualization may be cited as a successful example of such development policy.
 
Topic language Russian
Duration 40 min.
Start time 15:00 - 15:40
Location Krymski Val

Panel: Russian Investment Specifics or Year Summary Viewed by VC

Roman Simonov (Intel Cap), Vladimir Bernstein (RU-tech /RTVP), Andres Susi (MTVP) Roman Simonov (Intel Cap), Vladimir Bernstein (RU-tech /RTVP), Andres Susi (MTVP)
The panel will include a discussion of investment funds' activities on the Russian high-tech market for the last 12 months. Representatives of venture companies most active on the Russian high-tech market will share their impressions, experience, expectations and problems they had working with the Russian companies they invested or did not invest in. They will also speak of the particulars of their funds and the requirements to investment subjects. Such companies as Acronis, SWSoft, Invisible CRM, SJlabs, Reksoft, etc. are known to have been invested in by the indicated venture funds.
 
Topic language Russian
Duration 80 min.
Start time 15:40 - 17:00
Location Krymski Val

How do we invest in early stages?

no photo available Arkady Popov

Infinity RT Venture Partners
Associate
The joint fund Infinity RT sets itself the task of providing 'seed stage' investments and application of the proven and well-behaved 'Israeli' model of high-tech company promotion. What will the fund be like and what role will it play in the Russian investment industry – all that will be contained in the fund representative's report.
 
Topic language Russian
Duration 40 min.
Start time 17:30 - 18:10
Location Krymski Val

Panel: Living with Investor

no photo available Vlad Voznesensky (Invisible CRM, CEO), Anton Chizhov (Invisible CRM, ÑÒÎ), Dmitry Staviskiy (EverNote, Founder and President)
Two companies founded by Russians that received investments from different financial sources will share their experience of the pre-investment, investment and post-investment periods, and their plans for the future. The companies will demonstrate the presentations that enabled them to convince the investors of the correctness and feasibility of their concepts.
 
Topic language Russian
Duration 60 min.
Start time 18:10 - 19:10
Location Krymski Val
07th October 2006, Saturday

Investment Readiness: One, Two, Three - Ready!

Alexey Gostomelsky (Partner), Sergey Karpov (Corporate Financing) Alexey Gostomelsky (Partner), Sergey Karpov (Corporate Financing)

ValueTech
It is known that investors do not invest in ideas and sometimes not even in very interesting technological solutions. Investors invest in a business project, i.e. a well packed business implementation of a unique technological solution. The emergence of a service company like Value Tech on the market will allow to fill the gap between the entrepreneurs' hopes and investors' expectations. Value Tech representatives will share their intentions.
 
Topic language Russian
Duration 40 min.
Start time 10:00 - 10:40
Location Krymski Val

The evidence of virtual worlds profitability or getting investment on innovation projects

no photo available Andronik Nazaretian

EnterNetica
President
1. Îò òåõíîëîãèé ê áèçíåñ-ðåøåíèÿì. Áèçíåñ-ôàíòàçèè è ðåàëüíûé ðûíîê.
2. Îòðåçâëÿþùèé ýôôåêò ôèíàíñîâîãî ïëàíà.
3. Ó÷èìñÿ ãîâîðèòü íà ÿçûêå èíâåñòîðà.
4. Äèëåìà: èíâåñòèöèè â êîìïàíèþ èëè â áèçíåñ-ïðîåêò.
 
Topic language Russian
Duration 20 min.
Start time 10:40 - 11:00
Location Krymski Val

Follow the Leader - IBM's Tornado programme

no photo available Dmitry Rekesh

IBM
The development of business relations between global market giants and young companies is known to always stumble across the formers' bureaucratic barriers. IBM is trying to resolve the problem by introducing its Tornado programme.
 
Topic language Russian
Duration 20 min.
Start time 11:00 - 11:20
Location Krymski Val

From an idea to business implementation

no photo available Anatoly Gaverdovsky

VDI
CÅO
VDI company's CEO will share his positive and negative experience in launching new projects and starting new companies on the basis of an existing business. One of the business ideas that were born in the depths of the business value added off-shore company and implemented as part of an investment project will be presented in the form of case-study.
 
Topic language Russian
Duration 40 min.
Start time 11:20 - 12:00
Location Krymski Val

Why quality investment is required to build value

Sergey Gorbuntsov (Analytical Consultant), Jason Smolek (Director) Sergey Gorbuntsov (Analytical Consultant), Jason Smolek (Director)

J&P Company
Our abstract draws on the question, of why even successful companies (and not only startups) need investment to avoid commercial stagnation, loss of market share, management complacency, or slowing of R&D and product-service innovation.
In our presentation, (J&P) will draw upon real case studies and examples from Russia and abroad of software, service and IT providers, who used, misused or even did not take investment and the consequences of each. We show compelling evidence that while many companies can grow organically to a point, further investment is required to reach the “next stage of growth” to reach critical mass and compete on a global basis.
Our argument for Russian software, service and IT providers is that investment, if properly managed and bundled with real incentives and compliance can build value, in particular for improving their marketability, price competitiveness and competing in export markets. Russian software, service and IT providers have to attract quality investment (not purely financial) in order to compete with newcomers in Asian markets, where VC capital is becoming more available and direct competition from this region for Russia will become more dominant in the mid- to long-run.
 
Topic language English
Duration 40 min.
Start time 12:30 - 13:10
Location Krymski Val

Maximizing Company Value Through Strategic Partnerships

Mark Sochan Mark Sochan
Mark Sochan will speak about how Russian software companies can accelerate their software license sales in the US and global markets through strategic partnerships with key ISVs. By accessing the large install base of customers, emerging technology companies can leverage the marketing muscle of large ISV's to find a cost effective way to build a sales channel, align technology roadmaps, and to increase shareholder value.
 
Topic language English
Duration 40 min.
Start time 13:10 - 13:50
Location Krymski Val

Management and Automation in IT-Business

06th October 2006, Friday

Marketing at the software development company. How to make the tail wagging the dog?

Andrey Nikishin Andrey Nikishin

Kaspersky Lab
Director of Hosted Security Services BU
In small software companies it is the technicians who run the whole business. It is them who decide what to develop, how to develop, and whom and how to sell the resulting product. For the technicians, marketing experts are like a fifth leg or, in the best case scenario, like the tail for a dog which always interferes with its owner.

We have already discussed the role of marketing in a software company at ISDEF 2005 and came to the conclusion that it is marketing that is to rule. So what can help the marketing tail to start wagging the dog? What tools can assist in that?

The report covers one of the tools from the marketing arsenal, the marketing research. When, in which cases this tool can and should be used, how to interprete the results.
 
Topic language Russian
Duration 40 min.
Start time 15:00 - 15:40
Location Ochotny Ryad

Software project life cycle - from fantasy to routine

Yuri Bakay Yuri Bakay

MindCruncher
1. Starting out - formulation of an idea, benefits and dangers of pilot projects
2. From individual to a group
3. Project planning (tools, techniques, development stages)
4. What people are required for successful operation (employees' specialties and qualification level)
5. Growing the right way without crushing the product, the 'growing pains'
6. Completion of the project, support and further releases. Restructuring personnel.
7. Documentation and product quality control at each development stage.
 
Topic language Russian
Duration 40 min.
Start time 15:40 - 16:20
Location Ochotny Ryad

Time-management: how to be in time with life and job

Stanislav Zabrovsky Stanislav Zabrovsky

Îðãàíèçàöèÿ Âðåìåíè
Áèçíåñ-òðåíåð, ýêñïåðò-êîíñóëüòàíò
Modern time management in Russian 'no road' conditions.
Non-linearity of time and flexible planning.
Contextual planning in the diary and Outlook
 
Topic language Russian
Duration 40 min.
Start time 16:20 - 17:00
Location Ochotny Ryad

Specifics of IT staff motivation and retention

no photo available Ekaterina Kuzmina

ANCOR
Sector IT/Telecom Consultant
Major trends in the labour market information technology sector:

IT specialists' remuneration levels (Western and Russian companies, previous year level compared).
Presence/lack of compensation packages (Western and Russian companies, previous year level compared).
Average work time of IT specialists in one company.

IT personnel specifics:
landmarks when choosing a job?
What motivation and retention factors are principal in the IT sector?
 
Topic language Russian
Duration 40 min.
Start time 17:30 - 18:10
Location Ochotny Ryad

International Distribution - Multi-Channel Strategies

no photo available Phil Schnyder

Avanquest
 
Topic language English
Duration 30 min.
Start time 18:10 - 18:40
Location Ochotny Ryad

Application difficulties with demand management in runaway companies

Denis Zapirkin Denis Zapirkin

RUSSEE consulting
New Business Director
The address is intended for companies' medium-level management staff, project managers, analysts and personnel department staff as well as the owners of small and medium companies planning a rapid development in the near future.

The modern software development and support market is actively progressing. Many companies encounter the problems of efficient business development, rapid personnel recruitment, employee qualification management, etc.

Among all these problems, the issues of efficient and high quality requirement management are the top priority ones, being the critical key to success. Only having a well established requirement handling process in place, a company has a chance to win tenders, steadily develop the business with existing customers and promote new services.

An effectively working process of requirement management affects such key indicators of project implementation and organization as productivity, efficiency, quality, customer satisfaction.

This report considers the interrelation of requirement management and other company activity domains, shows typical and 'unique' problems of requirement management process intriduction, describes various approaches and presents some of the solutions for such problems. In particular, it covers the issues of personnel training, team integration and introduction of processes using toolboxes.
 
Topic language Russian
Duration 40 min.
Start time 18:40 - 19:20
Location Ochotny Ryad
07th October 2006, Saturday

Feasibility analysis of starting a new business: from market analysis to estimation of investment efficiency and business plan development

Sergey Fenev Sergey Fenev

Corel Corporation
 
Topic language Russian
Duration 40 min.
Start time 10:00 - 10:40
Location Ochotny Ryad

What does the russian IT markets gurus keep back from us? And Why?

no photo available Michael Kalinichenko

StarForce Technologies
CEO
The Americans believe that all companies are started the same way, with the help of three F's: friends, family, fools (giving money for promises). But when a company is established and operating, the problem of further development comes up together with the question 'what to do next and how?' So why is there a huge number of IT companies in Russia that never overgrow the 10, 20, maximum 30 employee level and only a few come over this threshold?

We read business luminaries' books, study marketing, contact investors (as of late :-) ), look at successful companies and listen to their wise advice, but somehow rarely repeat someone else's success. Especially in Russia. And, most importantly, what do we overlook, and why can we not overcome this wizard boundary?
 
Topic language Russian
Duration 40 min.
Start time 10:40 - 11:20
Location Ochotny Ryad

Increase of business effectiveness as an instrument of the company's growth

Sergei Eliseev Sergei Eliseev

Sunny Games LLC
Founder & CEO
The main objective of business is to gain profit from business activity. However, a task that is by no means less important is the ability to constantly increase the profits which are the basis of sustainable growth. How to ensure a constant profit improvement without making substantial investments?

We would like to share our experience in organizing and developing a business that allowed to maintain high rates of growth during several years of the company's existence.

The address will cover such issues as evaluation and selection of growth areas for main and auxiliary businesses, development monitoring and adjustment, optimization of business processes and reduction of expenses, employment of personnel and working with outsourcers. All the considered issues arose at different stages of our company's existence and are taken from actual practice.
 
Topic language Russian
Duration 40 min.
Start time 11:20 - 12:00
Location Ochotny Ryad

Increasing Online Sales

no photo available David Halls

Digital River
Director of Development eMetrix
 
Topic language English
Duration 40 min.
Start time 12:30 - 13:10
Location Ochotny Ryad

Flexible software developement methodologies: application issues

Askhat Urazbaev Askhat Urazbaev

Luxoft
Agile coach/Architecture of processes
Design teams' shifting to flexible development methods allows companies to obtain many obvious advantages. At present, the most important subjects for discussion are ways of facilitating that shift both for the company and individual project teams. The report discusses the issues of implementing flexible organization techniques.

The software development industry is reliving another revolution. The conventional 'classic' approach to development is being substituted by the so-called agile techniques. The new approach allows to efficiently solve one of the industry's biggest problems - changing requirements.

Agile means iterative and evolutionary software development by self-directed and self-organizing teams.
 
Topic language Russian
Duration 40 min.
Start time 13:10 - 13:50
Location Ochotny Ryad

Controlling employees' work

Andrey Mirron Andrey Mirron

IPI® Business Solutions, Inc.
CEO
Objectives, tasks, and their control - what is it required for?
How it can be.
How it should be.
How it should not be.
Performance control is not only about tasks, first of all it is about feedback.
Why can the classic scheme of corporate performance (Outlook tasks) not be used.
What should employees be engaged in? Employee's central workplace, 'work front for today'.
What are the employees doing? Centralized 'situation centre' as a powerful tool for management.
No talking. How employees can be left doing their jobs for weeks without asking them what they are doing.
Remote employees, their interaction and control.
A good report is better than a good conversation. How to correctly prepare reports.
Should the ITIL standard requirements be used to the full extent or not? Convenient and not so convenient ITIL requirements.
Economy should be economic. Investment return and cost cutting when using task control systems.
Flaws in some task control systems.
 
Topic language Russian
Duration 40 min.
Start time 15:00 - 15:40
Location Ochotny Ryad

Expansion into markets abroad. Setting up of local offices

Michael Kanichev Michael Kanichev

PROMT Company
Director of worldwide marketing and sales
Strategy and tactics of accessing foreign markets.
Working with global distributors - advantages and shortcomings.
Dangers of interacting with retail networks.
Local office - pros and cons.
 
Topic language Russian
Duration 40 min.
Start time 15:40 - 16:20
Location Ochotny Ryad

Staff management through the conditions of the company’s impetuous growth. Luxoft’s successful experience. Twentyfold growth during five years

Elena Goryunova Elena Goryunova

Luxoft
Staff Management VP
Typical problems of company's growth.
Growth mechanisms - personnel selection on the open labour market, turnover of staff, student programmes.
Personnel evaluation.
Motivation – personnel stimulation systems.
Corporate culture development in growth conditions.
Personnel satisfaction evaluation.
 
Topic language Russian
Duration 40 min.
Start time 16:20 - 17:00
Location Ochotny Ryad

Typical mistakes in change management - russian practice

Pavel Bukov Pavel Bukov

Consulting company Rqlab
Partner
1. "Change or die"! "Change management" - what do we include in that notion? Who in the company is responsible for change planning and implementation?

2. "There are no accidental people in our business". Industry specifics of change management. Peculiarities of IT change implementation.

3. "What is good for a Russian, is deadly for Germans". Cases of implemented changes in domestic practice.

4. "What's the adult way?" Useful models and techniques in change management practice.
 
Topic language Russian
Duration 40 min.
Start time 17:30 - 18:10
Location Ochotny Ryad

Application Service Providing (ASP) - flaws and success. A six-year experience of the IPI® Company

Andrey Mirron Andrey Mirron

IPI® Business Solutions, Inc.
CEO
What is Application Service Provider (ASP).
How easy life was 6 years ago. About quick business launch of an IPI® company.
How difficult life was 6 years ago. About the problems of IPI® company's ASP-business.
One plate, two plates, and a ladder's ready. How easy it is to give programmes in rent.
Application rental: once a house is built, get the money all your life? About keeping programmes updated.
The weak link. About payment acceptance. The weakest link. About the billing management and micropayment accounting. Once having lied. About the technical support of clients. Not by bread alone? About software rental through other means than the internet. A typical cost list for ASP business organization. You've got intellectual property? We're coming for you! How to obtain synergy effect from cooperation with programmers. We are all a little 'ASP'. Using the ASP model in everyday life.
 
Topic language Russian
Duration 30 min.
Start time 18:20 - 18:50
Location Ochotny Ryad
08th October 2006, Sunday

The Elements

Serg Vostrikov Serg Vostrikov

Devrace
Who’s that here?
Programmers, self-employees, businessmen and managers. Motivation and sense. Killing time, working for ourselves, living worklife or selling ourselves at a good price? It is always you who is to blame.
Business means boundless self-responsibility. And further is even worse. Delegation of duties. Your can not sew your head to everyone. The voice of one ma.. Creativity is our everything. Marketing of common sense. ‘Pu..pu…ca no pu..’ Selling everything. Russians eat much but often. Knowledge is power but gas suits better. But who cares? I would make millions if only I knew how. Is business education necessary for businessmen? Peculiarities and target group of business education.
 
Topic language Russian
Duration 40 min.
Start time 12:00 - 12:40
Location Ochotny Ryad

Local Markets versus Online Sales

Andreea Dinu Andreea Dinu

Avangate BV
Key Account Manager
1. Local markets
2. Online Sales Distribution
3. Classic Sales Distribution
4. Complete Solution
 
Topic language English
Duration 40 min.
Start time 12:40 - 13:20
Location Ochotny Ryad

The VoIP age: a new market for applications and a communication tool for your company

no photo available Andriy Zhylenko

PortaOne, Inc.
CTO
Brief description of the technology, overview of the modern market of VoIP applications and perspectives on future development. New opportunities for small and medium size software vendors.

Using VoIP internally in your company. How do you make your startup look "big" and "respectable"? How to turn the fact that your employees are in different locations and time zones from an annoyance into a benefit? How to stay connected while traveling?

Establishing 24/7 technical support for a software product (using PortaOne as an example). Organizing the work in shifts, using productivity tools, enabling knowledge exchange.
 
Topic language Russian
Duration 40 min.
Start time 15:00 - 15:40
Location Ochotny Ryad

«The right» localization

Denis Novikov Denis Novikov

Logrus
Cheaf of dep.
ISDEF forum participants are past the need of convincing that multilingual localization is essential service part of key business process stages. Everybody knows that we need this thing, but how to do it right? Should we do it fully in house, engage users willing to translate for free or contract professional services and if yes, how to choose from them?

In order to set your company to the right course, you should first fully realize that contract services is more profitable than do it in house; determine your own localization process maturity level, determine your needs and approach, formulate tasks that must be outsourced to save time and in-house effort.

The next step would be to use suggested supplier taxonomy to select appropriate supplier class, matching requirements for skills, reliability, capabilities, scalability and price rangeó.

«The right» localization – is localization that fits you right.
 
Topic language Russian
Duration 40 min.
Start time 15:40 - 16:20
Location Ochotny Ryad

Qualitative localization by volunteers by the example of Allway Sync

no photo available Viacheslav Mishchenko

Usov Lab
Professional translators, of course, know their business, but cost a lot. Software users know well what a programme is capable of, like it and want to see their favourite programme in their native language, so they are ready to translate it for free.

In order to obtain noticeable effect from the translation made by enthusiastic users, it is important correctly organize communication with these users, for them to feel being listened to. As a minimum, promptly reply to letters and use the latest translations in new releases. As a maximum, set up a system of translation and translator record keeping at your website in order to automatize the process.

One may ask onese lf whether programmes need to be localized or one could rather rely on the fact that all literate people know English. It is difficult to estimate how many people would still buy your programme even if it was not localized. We will try to assess, using Allway Sync as an example, how many users who do actually pay the money use localized versions.
 
Topic language Russian
Duration 30 min.
Start time 16:20 - 16:50
Location Ochotny Ryad