Team%6Investment%teaser

11"April"2015

Actual%Business%Model

Micro%and%Small%Business – 1WH

Research

Free or"adv."Payment

RUB%15>30K

Research

Free"40%"working"capital

75%"less"leftover"stock,less"reserve"stock"etc.

Implementation

RUB%215>550K

Upgrade"to"more"exp."subscription

1.5>2x

Buy"license"for"1"year

Free

constrained"functionality

In"1"year

In"1"year

In"1"year

2I14"days2I28"days

Depends"on"the"customer"and"complexity Less"analytical"and"WH"

personnel

Weeks

Order"takes"minutes!Moneysaver

1Iseve

ral"mo

nths

RUB 550>1220K

Medium%and%Large%Business >2%WH

Business%Model

1%Client%Acq.%Cost Average%bill Number%of clients

RUB"10I70K RUB 350K ~30 (2013I2014)

Business%valuation Business%Model

Gritsai AlexanderCEO+7%(920)%692>9860allgrit@yandex.ru

RayevskyMaximMarketing"and"promotionspecialist

Sorokin%SergeyScientific"consultant

Viktorov EugeniyProject"manager

Varankin DmitriyLead"developer

Ostrenkov NikitaLead"developer

Sorokin%VladimirBusiness"automotisation consultant

Ingenious%TeamInvestment%rounds:

Valuation% model:

1,3" 6,0"

23,9"

66,3"

2014 2015E 2016E 2017E

4945%

Net" income"forecasted"growth,"m"rub

9" 27"

108"

300"

0

20

40

60

80

I

100"

200"

300"

400"

2014 2015E 2016E 2017E

Sales"forecasted"growth,m"rub

PreIMoney"Value 283,84"

PostIMoney"Value 334,60

$13K2011

$33K2012

$35K2014

Market%&%Competitors Market

Price%and%Complexity

Effectiveness

The%market%for%Supply%Chain%Management%(SCM)%software%Market – SCM"SoftwareClients – SMB"Retailers"with:• more"than"500"SKUs• volume"of"storage">"5M"RUB• turnover"of"products"assortment" <"60%

$8,9B

$0,1B

Russian"market"share

World%SCM%Market

Achievable%volume%of%World%market%$21M

Company Integration,%$

Cost%of%use,$/month

Client’s%Profile

Advantages Disadvantages Overallprice/quality%1..10

Free >1500 SML"Comp.Retail,"Factories,"Distributors

Data stores"in"Cloud,"visually"pleasant,"low"price,"

Limited"updating

8

>31600 I M&L"Comp.Distributors

Wide"range of"analysis

Difficult"to"use,"needs educated"specialists,"expensive

7

4100I23200

After"1"year:free""(limited"version)or"100I1000

S&M"Comp.with"warehouse

Low"price,"high"precision, easy"to"use,"no"additional"analytics"required

Can’t"be"used"for"manufacturerwarehouses

9

~1000 300 S&M"Comp. Low price,"fast"to"install,"customized

Only"monthIto"month"analysis,"less precesion

6

70000 M&L"Comp.Retail,"Distributors

Wide range"of"analysis,"excellent"for"Retail&Distr.","high"precision

Expensive,"education"required

7

MarketAnalysis%of%competitors

SWOT

Strengths Weaknesses• More than%20%active%clients• Good%price%/%quality%ratio• The%analysis%simplicity%and%effectiveness• The%anti>crisis%product%in%crisis• Working% analitics• The%project%received%media%attention%when%was%

presented%for%RF%President

• Expensive%cost%of%attracting%for one%client• Weak%online%marketing• A%small%number%of%case%studies%from%different%

business%areas• Customers%doesn’t%get%Value%understanding%of%

subscription• No%attempts%to%get%prepayment%for%a%

subscription%at%a%discount

Opportunities Threats• Exit in%the%CIS%and%the%international%market• Providing%a%stripped>down%version%for%free%use%as%

a%try• Launch%of%SaaS%for%individual% users• Partnering%with%companies%providing%

maintenance%of%inventory%stock%(1C,%«Мой%Склад»,%etc.)%and%make%a%joint%decision

• Orientation%on%Small%&%Medium%Enterprise > a%weak%development%of%the%segment%in%the%Russian%Federation

• Incorrect%assessment%of%the%market• Founder%is%not%professionals in%one%online

marketing• Incorrectly%calculated%the%cost%of%services

Analysis

Growth%drivers &%Our%suggestions Analysis

Cost>cutting%strategy%is%a%chance%to%increase%market%share

Easy%implementation%process

Few%competitors%in%the%determined%niche

Relatively%low%investments%required

Opportunities%to%get%large%state%orders

Expanding% abroad

Increase%average%purchasing%transaction

Find experienced%CEO

Make and promote recognizable brand

Developingand creation of parallelproducts

Participation in thematiccongresseswhereall major players in logistics are presented

Find a personwith experience in implementingsimilar programs for retail

Sign a partnership agreementwithwell knownbrand

Branding Analysis

! To"distinguish" a"company‘s"offering"and"differentiate"one"particular"product"from"its"competitor."

! To"create" identification" and"brand"awareness."! To"guarantee"a"certain" level"of"quality"and"satisfaction."! To"help"with"the"promotion"of"the"product."

! Identify"and"Establish" Brand"Positioning" and"Values! Planning"and"Implementing" Marketing"Programs! Measure"and"Interpret"Brand"Performance! Grow"and"Sustain"Brand"Equity

Functions"of"the"brand:

Strategy:

Market%research Analysis

Finding"“right”"customer:" “NO’s”

! Market"research"is"no"longer" limited" to"focus"groups,"mall"intercepts," and"phone"call"surveys.

! No"need"for"big"budgets.! Branding"is"no"longer" "time"consuming

Possibility" to"gain"market"value"in"terms"of"branding"

! Using"of"a"special" services" like"http://lab42.com

! Participating" in"logistic" and"manufactoringindustries’" exhibitions." Attract"huge"institutional" customers." "

! Make"cutomerIadaptive" landing"page"and"test"conversion.

! Helps"to"be"well"recognizible within"existing" targeting"audince (TA).

! Helps"to"enrich"new"possible" TA.! Cost"cutting.! Prevent"costly"mistakes" in"future.

HOW? WHY?

11"April"2015

Authors:

Batojargalov Bimba (valuation%model)Uvarov Leonid%(capital%structure)Invetazh Vladimir%(business%model,%SWOT>analysis,%competitors)Makovleva Irina%(team,%compilation%&%design)%Muradyants Artur (market%analysis,%design)Ildar Gabbasov (growth%drivers,%suggestions)Vadim%Kravtsov (suggestions)