Sections

Main stream

28th April 2007, Saturday

Welcome speach

Alexander Katalov

ISDEF
President

Welcome!

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Topic language Russian

Duration 5 min.

Start time 10:00 - 10:05

Location Nicolaevsky

OpenView Venture Partners and ABRT Venture Fund Announce "Partnership for Russia"

Nikolay Mitushin

ABRT venture fund
Investments director

OpenView Venture Partners of Boston, MA and ABRT Venture Fund of Moscow, Russia, today announced their new "Partnership for Russia" investment program. The goal of the joint effort is to identify and invest in the best software & information technology companies in Russia and East-Central Europe. The combined capital available for investments exceeds $100 million.

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Topic language Russian

Duration 15 min.

Start time 10:05 - 10:20

Location Nicolaevsky

Microsoft Dynamics CRM – a new step in the development of your business

Boris Valeev

Microsoft

- Use of Microsoft Dynamics CRM to implement internal business development issues of the company
- Exploring options of working in modern IT infrastructure, examples of joint projects with world-known software producers.
- Use of development potentials on the basis of Microsoft Dynamics CRM to develop and open the new trend in the business of the company.

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Topic language Russian

Duration 40 min.

Start time 10:20 - 11:00

Location Nicolaevsky

GoldMine CRM. Advanced approach to the sales management

Vladimir Arnautov

Famatech International Corp.
Sales manager, EMEA

1. Demands for automatization of the sales process
2. Types of CRM's (Customer relationship management): pros and cons.
3. Capabilities of GoldMine CRM - the choice of Famatech.
4. Deployment experience of GoldMine CRM at Famatech
- Transition to the new CRM
- Sales management
- Customer information management
- Knowledgebase management
- E-mail blasts preparation and execution
- Sales staff time management
- Capabilities of CRM for the Executive Management
5. Best practice recommendations regarding the selection and the deployment of a CRM solution
6. Questions and answers

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Topic language Russian

Duration 40 min.

Start time 11:00 - 11:40

Location Nicolaevsky

Benefits of CRM Implementation for Software Companies

Sergey Ganshyn

Terrasoft RUS
chief of sales department

Through an effective work with IT-clients, a software company can differentiate itself from its competitors and communicate to the market its client-oriented strategy. The Customer Relationship Management (CRM) system allows any IT-company to deal with a number of important issues and receive the following benefits:
- 360 Degree View of the Customers throughout departments and in all locations.
- Software Specific Marketing, development of DM-strategies to influence potential clients and loyalty programs, evaluation of the effectiveness of marketing efforts
- Complete Lead to Order Process Management
- Software Sales Forecasting
- Sales Teams Performance monitoring
- Self-Service Customer Centers by means of CRM
- Bug Tracking and Complaints Management
- Partner Relationship Management
- Cross-selling Management

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Topic language Russian

Duration 40 min.

Start time 11:40 - 12:20

Location Nicolaevsky

Reseller Management

Tetyana Franke (Sales Manager - share-it!), Darrick Anderson (Business Manager - Digital River Shareware)

Take advantage of working with resellers as a developer and publisher of software.
Reseller management gives you the ability to integrate multiple resellers into your product sales.
With Reseller Management you can build new sales channels for your products, motivate resellers to sell your products by establishing customized discount schemes, credit lines and developing customized marketing campaigns. Let us provide you with the information about:
- Shareware Market today and different sales channels
- Key benefits of reseller management,
- Ways to successfully find and engage resellers,
- Future projects.

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Topic language Russian

Duration 40 min.

Start time 12:40 - 13:20

Location Nicolaevsky

FastInRush - orders processing and CRM system. How it works with Bitrix.

Michael Philippenko

Fast Reports
marketing director

- Remind your customers about your existence and the customers will turn to profits
- Some examples of customer interaction schemes
- Ways to motivate customers

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Topic language Russian

Duration 40 min.

Start time 13:20 - 14:00

Location Nicolaevsky

How to implement automatization of work with the partners and still keep good relationships

Sergey Rizhikov

Bitrix
CEO

- What is more important, automatization of business processes or human factor?
- How to manage a partnership consisting of 1400 companies and 3000 people, implement automatization business and build mutually-beneficial relationships with partners?
- Certification of partners, why do we and they need it?
The presentation will outline the evolution stages of development of Bitrix during the last 4 years.

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Topic language Russian

Duration 40 min.

Start time 15:00 - 15:40

Location Nicolaevsky

Key Legal Aspects of Automatization Processes.

Dmitri I. Dubograev

International Legal Counsels PLC
CEO

Major legal issues arising out of automatization of processes in software companies:
- internal policies and procedures,
- "click through" agreements and offers,
- chats rooms and forums,
- privacy policies.
Critical legal "bugs and errors" arising out of automatization of the relations with end users, re-sellers, contractors, and employees.

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Topic language Russian

Duration 40 min.

Start time 15:40 - 16:20

Location Nicolaevsky

Shelfware or software?

Vlad Voskresensky

InvisibleCRM
CEO

- You bought software, but got software. How it could happen?
- Now, how to turn reluctant users into passionate advocates
- Immediate value: what's in it for me?
- User adaptation
- Don't change the people, change the software

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Topic language Russian

Duration 40 min.

Start time 16:20 - 17:00

Location Nicolaevsky

Finding the optimal model of distributed e-mail stream processing, managing and documenting projects

Mykola Rudenko

Rudenko Software
CEO

* Existing distributed mail processing systems
- Existing project management solutions
- Modern documentation technologies (WEB 2.0)
- Introducing a new approach to the old problem
- The same platform for all tasks (Xindi Project)
- Targeting small and mid-size businesses

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Topic language Russian

Duration 15 min.

Start time 17:30 - 17:45

Location Nicolaevsky

Expanding CRM functionality: building financial docflow based on CRM system. Practical use of Terrasoft CRM 2.8

Sergey Vakhonin

SmartLine Inc
CIO

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Topic language Russian

Duration 15 min.

Start time 17:45 - 18:00

Location Nicolaevsky

OpenSource CRM: modification, integration, usage. Pro and cons using SugarCRM.

Alex Shtol

MediaTwins s.r.o.
CEO

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Topic language Russian

Duration 15 min.

Start time 18:00 - 18:15

Location Nicolaevsky

Homemade CRM or existing solution: what's better? Why we stopped at our own system.

Leo Matveev

SoftInform ltd
CEO

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Topic language Russian

Duration 15 min.

Start time 18:15 - 18:30

Location Nicolaevsky

Why sales staff ignores the benefits of CRM and how to prevent it. Three years of experience.

Dmitry Kurashev

Famatech
President

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Topic language Russian

Duration 15 min.

Start time 18:30 - 18:45

Location Nicolaevsky

29th April 2007, Sunday

Automatization in the sales process means more revenue

Iulian Brayer

Avangate B.V.
Account Manager

Why should you automate the sales process?
For:
- Gaining higher revenues,
- Managing your resellers easier and helping them sell more,
- Increasing the renewal sales,
- Knowing your clients better, and being able to trace the software to the end-user,
- Administrating all the sales info effortless,
- Gaining time to focus on your core business
- Not missing any opportunity

How can you automate the sales process and therefore gain higher revenues?
- Using Reseller Management System
- Using Online Payments

[add to Outlook]

Topic language English

Duration 30 min.

Start time 10:00 - 10:30

Location Nicolaevsky

Business automatization in a small IT-company

Igor Tarasov

ITSoft
CEO

In any business the first step is always the hardest. It is always difficult to set the right course. Mistakes made at the very beginning can greatly affect your business in the future. I will share our automatization experience - from making notes to development and implementation of our own CRM-system.

[add to Outlook]

Topic language Russian

Duration 30 min.

Start time 10:30 - 11:00

Location Nicolaevsky

Order's statistics and analysis with the FastCube and the FastReport

Michael Philippenko

Fast Reports
marketing director

- You should be listening your orders and not only fill them!
- What can we see in the sales base? How can we do it?
- Welcome to the new market (for example ... Russia)

[add to Outlook]

Topic language Russian

Duration 30 min.

Start time 11:00 - 11:30

Location Nicolaevsky

Management accounts automation in Software Company

Nadezda Andryushina

SoftMark
CEO

- Specific features of conducting business and BPA goals of Software Company;
- Employee roles in business processes: from ordinary clerk to the CEO and
the owners;
- Necessity of using professional software instruments to keep management
books;
- SoftMark:SmartManagement - company head's smart assistant,
professional solution for managing accounts automatization based on 1C:Enterprise platform.

[add to Outlook]

Topic language Russian

Duration 30 min.

Start time 11:30 - 12:00

Location Nicolaevsky

Management Accounting: increase capitalization “for free”

Alexey Gostomelsky

ValueTech Advisers
Partner

Use of Management accounting for financial analysis of business. Working capital and budgeting: cash-flow management. Holding company and multi-currency accounting. Company valuation – cash and accrual (IAS) basis. Sample management accounting based on “FinGrad. Financial accounting”.

[add to Outlook]

Topic language Russian

Duration 30 min.

Start time 12:00 - 12:30

Location Nicolaevsky

	Alexander Katalov ISDEF President
Welcome!
[add to Outlook]

Topic language	Russian
Duration	5 min.
Start time	10:00 - 10:05
Location	Nicolaevsky

	Nikolay Mitushin ABRT venture fund Investments director
OpenView Venture Partners of Boston, MA and ABRT Venture Fund of Moscow, Russia, today announced their new "Partnership for Russia" investment program. The goal of the joint effort is to identify and invest in the best software & information technology companies in Russia and East-Central Europe. The combined capital available for investments exceeds $100 million.
[add to Outlook]

	Boris Valeev Microsoft
- Use of Microsoft Dynamics CRM to implement internal business development issues of the company - Exploring options of working in modern IT infrastructure, examples of joint projects with world-known software producers. - Use of development potentials on the basis of Microsoft Dynamics CRM to develop and open the new trend in the business of the company.
[add to Outlook]

	Vladimir Arnautov Famatech International Corp. Sales manager, EMEA
1. Demands for automatization of the sales process 2. Types of CRM's (Customer relationship management): pros and cons. 3. Capabilities of GoldMine CRM - the choice of Famatech. 4. Deployment experience of GoldMine CRM at Famatech - Transition to the new CRM - Sales management - Customer information management - Knowledgebase management - E-mail blasts preparation and execution - Sales staff time management - Capabilities of CRM for the Executive Management 5. Best practice recommendations regarding the selection and the deployment of a CRM solution 6. Questions and answers
[add to Outlook]

	Sergey Ganshyn Terrasoft RUS chief of sales department
Through an effective work with IT-clients, a software company can differentiate itself from its competitors and communicate to the market its client-oriented strategy. The Customer Relationship Management (CRM) system allows any IT-company to deal with a number of important issues and receive the following benefits: - 360 Degree View of the Customers throughout departments and in all locations. - Software Specific Marketing, development of DM-strategies to influence potential clients and loyalty programs, evaluation of the effectiveness of marketing efforts - Complete Lead to Order Process Management - Software Sales Forecasting - Sales Teams Performance monitoring - Self-Service Customer Centers by means of CRM - Bug Tracking and Complaints Management - Partner Relationship Management - Cross-selling Management
[add to Outlook]

	Tetyana Franke (Sales Manager - share-it!), Darrick Anderson (Business Manager - Digital River Shareware)
Take advantage of working with resellers as a developer and publisher of software. Reseller management gives you the ability to integrate multiple resellers into your product sales. With Reseller Management you can build new sales channels for your products, motivate resellers to sell your products by establishing customized discount schemes, credit lines and developing customized marketing campaigns. Let us provide you with the information about: - Shareware Market today and different sales channels - Key benefits of reseller management, - Ways to successfully find and engage resellers, - Future projects.
[add to Outlook]

	Michael Philippenko Fast Reports marketing director
- Remind your customers about your existence and the customers will turn to profits - Some examples of customer interaction schemes - Ways to motivate customers
[add to Outlook]

	Sergey Rizhikov Bitrix CEO
- What is more important, automatization of business processes or human factor? - How to manage a partnership consisting of 1400 companies and 3000 people, implement automatization business and build mutually-beneficial relationships with partners? - Certification of partners, why do we and they need it? The presentation will outline the evolution stages of development of Bitrix during the last 4 years.
[add to Outlook]

	Dmitri I. Dubograev International Legal Counsels PLC CEO
Major legal issues arising out of automatization of processes in software companies: - internal policies and procedures, - "click through" agreements and offers, - chats rooms and forums, - privacy policies. Critical legal "bugs and errors" arising out of automatization of the relations with end users, re-sellers, contractors, and employees.
[add to Outlook]

	Vlad Voskresensky InvisibleCRM CEO
- You bought software, but got software. How it could happen? - Now, how to turn reluctant users into passionate advocates - Immediate value: what's in it for me? - User adaptation - Don't change the people, change the software
[add to Outlook]

	Mykola Rudenko Rudenko Software CEO
* Existing distributed mail processing systems - Existing project management solutions - Modern documentation technologies (WEB 2.0) - Introducing a new approach to the old problem - The same platform for all tasks (Xindi Project) - Targeting small and mid-size businesses
[add to Outlook]

	Iulian Brayer Avangate B.V. Account Manager
Why should you automate the sales process? For: - Gaining higher revenues, - Managing your resellers easier and helping them sell more, - Increasing the renewal sales, - Knowing your clients better, and being able to trace the software to the end-user, - Administrating all the sales info effortless, - Gaining time to focus on your core business - Not missing any opportunity How can you automate the sales process and therefore gain higher revenues? - Using Reseller Management System - Using Online Payments
[add to Outlook]

Topic language	English
Duration	30 min.
Start time	10:00 - 10:30
Location	Nicolaevsky

	Igor Tarasov ITSoft CEO
In any business the first step is always the hardest. It is always difficult to set the right course. Mistakes made at the very beginning can greatly affect your business in the future. I will share our automatization experience - from making notes to development and implementation of our own CRM-system.
[add to Outlook]

	Michael Philippenko Fast Reports marketing director
- You should be listening your orders and not only fill them! - What can we see in the sales base? How can we do it? - Welcome to the new market (for example ... Russia)
[add to Outlook]

	Nadezda Andryushina SoftMark CEO
- Specific features of conducting business and BPA goals of Software Company; - Employee roles in business processes: from ordinary clerk to the CEO and the owners; - Necessity of using professional software instruments to keep management books; - SoftMark:SmartManagement - company head's smart assistant, professional solution for managing accounts automatization based on 1C:Enterprise platform.
[add to Outlook]

	Alexey Gostomelsky ValueTech Advisers Partner
Use of Management accounting for financial analysis of business. Working capital and budgeting: cash-flow management. Holding company and multi-currency accounting. Company valuation – cash and accrual (IAS) basis. Sample management accounting based on “FinGrad. Financial accounting”.
[add to Outlook]