Softline Group - Corporate Profile FY2012

1. Softline FY2011: steady growth
twice as fast as the market rate
Softline Romania
Tel: +4 021.387.3440
Fax: +4 021.387.3441
info@softline.ro
www.softline.ro

2. Contents
 Softline FY2011: We are leaders!
 Events and Achievements FY2011
 Market trends
 Plans for Development FY2012-2014
 Co-brands
 Q&A

3. Mission
 Softline supports and helps:
 Clients – to be competitive by using modern
information technology.
 Employees – ability to realise their potential in a
leading technological company
 The Government – no government can function
without IT infrastructure. We are responsible for
building the IT industry in Russia!
 Developers – a unique marketing and sales channel.
 Students – unique knowledge for an interesting
career and lots of success.
 Softline invests its profits in developing
business in the countries where it is
represented.
 Softline is a company that future
generations will value working for.

4. Competitive Advantages
 Softline is a strong and reliable brand with 19 years
experience in IT. It is recognised by vendors and clients.
 Leading international company on the IT market with the
largest network of representative offices worldwide –
Softline is always nearby.
 Full range of IT services: technical and legal support,
training, consulting. Implementing projects in
virtualization, security, CAD/GIS, CRM and ERP solutions,
web development. Cloud solutions and SaaS, IaaS
products.
 Widest range of software – more than 3000 vendors.
 Dynamically developing company with annual growth
rates ahead of the market.

5. Head of the Company
Igor Borovikov
Chairman of the Board of Directors of Softline
 Founded the company in 1993
 Brought the company up to an international
level
 Is a member of the Presidium of the Russian
Public Organisation for Small and Medium-Sized
Enterprises OPORA RUSSIA, he heads the IT
Committee
 In 2010 he was featured among the top 25
most successful and effective business leaders in
the crisis years of 2008-2009
 Interests: philosophy, psychology, downhill
skiing, hockey

6. Softline – 19 years of success on the IT market
Turnover in 2011FY - $601 mln
Represented in 23 countries
and 65 cities worldwide!
Most extensive range of
software and a full set of IT-
related services!
Reliability recognised by
clients, vendors and
partners!

7. Softline: Main Areas of Business
Supply of software
Microsoft solutions
Virtualization
Cloud and SaaS
Information security
Personal data protection
CAD and GIS
Business consulting: ERP, CRM, SAM, ITAM
Training and certification
Technical support and outsourcing
Web development
Hosting
Supply of hardware
BI (Business Intelligence)

8. Softline 2011FY. Main Growth Indicators.
 Turnover in 2011FY – $601 mln
 Growth: 132% – compared to 2010FY
and 207% – compared to 2009FY
 $456М in 2010
 $290M in 2009
 More than a SIXFOLD increase in
turnover in the last 6 years!
 Softline is growing much faster than
the IT market (the average growth of
the IT market in Russia is 12-15%)
 A strong team of managers at all
levels!

9. Softline: turnover dynamics $ mln
Facts and forecasts

10. Regional presence:
23 countries, 65 cities

11. Regional presence: 23 countries, 65 cities
IN RUSSIA IN CIS INTERNATIONAL
 Moscow  Novosibirsk
Azerbaijan Tajikistan Mongolia Colombia
 Baku  Dushanbe  Ulan Bator Bogota
 Arkhangelsk  Omsk
 Barnaul  Orenburg Turkey
Armenia Turkmenistan Malaysia
 Belgorod  Perm  Istanbul
 Yerevan  Ashgabat Kuala Lumpur
 Vladivostok  Rostov-on-Don  Ankara
 Volgograd  Samara Belarus
Uzbekistan Peru
 St. Petersburg  Minsk Venezuela
 Voronezh  Tashkent Lima
 Saratov  Gomel  Caracas
 Ekaterinburg
 Tomsk  Vitebsk
 Izhevsk Ukraine Cambodia
 Tyumen  Brest Vietnam
 Irkutsk  Kiev Phnom Penh
 Ulyanovsk  Hanoi
 Kazan  Ufa Kazakhstan  Ho Chi Minh
 Kaliningrad  Khabarovsk  Almaty Georgia Laos
 Kemerovo  Chelyabinsk  Aktobe  Tbilisi Vientiane
Argentina
 Krasnodar  Yaroslavl  Astana
 Buenos Aires
 Krasnoyarsk  Surgut  Karaganda Moldova
 Murmansk  Penza  Chisinau
Kyrgyzstan Romania
 Nizhny Novgorod  Stavropol
 Bucharest
 Bishkek

12. Development of regions: countries, cities

13. Softline is trusted by leading market players

14. Clients about Softline
Boris Kulakov
ROSNANO
Head of the IT Directorate:
“During our partnership with Softline certified specialists of the company have carried out a project to automate business
processes that are important to our organisation using Microsoft SharePoint as a basis. We would like to thank the project group
for the high standard of work and the follow-up system maintenance. We are pleased to recommend Softline as a reliable and
responsible partner that fulfils its commitments on time and in accordance with high standards of professionalism.”
Georgy Kozlov
Rusal OJSC
Head of Web Technologies, IT Department:
“This year we were faced with the task of creating a multilingual corporate portal. In order to carry out this project we hired
Softline specialists who implemented a solution based on the Microsoft SharePoint Server platform. Our experience with the
company allows us to say that Softline is a reliable and professional partner that fulfils its commitments. We are pleased with the
results of the project and the work with the specialists of the project group and we are therefore continuing the development of
our portal.”
Ilya Tambovtsev
Baltika Breweries
Head of Information Infrastructure Development:
Baltika Breweries OJSC is able to recommend Softline as a reliable business partner supplying a wide range of software, a
qualified consultant and a provider of solutions for virtualization and technical support.”

15. Softline works with more than 3000 software manufacturers

16. Vendors about Softline
Nikolay Pryanishnikov
President of Microsoft in Russia:
“Softline is one of Microsoft’s largest partners. The company plays a very active role in
business development, sales, marketing, creating solution centres and developing various
regions of Russia. We also actively cooperate in social projects, such as in education.”
Aliona Rezvanova
Director of the Partner Relations Department,
Symantec in Russia and the CIS:
“Symantec and Softline have now been in partnership for more than 15 years. Softline has a
high status in our partnership programme and for many years has been among the top three
companies in terms of the sale of Symantec solutions in Russia and the CIS. Softline is one our
most active and creative partners and it offers new and exciting opportunities for the
promotion of IT solutions.”
Alexander Vasilenko
Head of the VMware Office in Russia and the CIS:
Softline is our oldest partner. Our first product, VMware Workstation, went on sale at Softline
even before we became widely known in Russia, which we are certainly grateful for. Every year
Softline is among our top three partners, it has the highest status and competences which
enables the company to carry out projects of any complexity and for companies of any size.”

17. Softline 2011FY. Top 15 vendors in terms of turnover
Microsoft Adobe IBM
Kaspersky VMware ABBYY
Oracle MathWorks ESET
Citrix Symantec Acronis
Autodesk HP Veeam

18. Microsoft
 Softline received its first Microsoft status in 1995
 Since 2005 it has been a stable Gold partner of the
corporation
 2011FY: Softline made a turnover of $161 mln for Microsoft
 Softline is the absolute leader in EA/EAS supplies

19. Softline Services 2011FY: Areas of Business
Virtualization
Information Security
Personal Data Protection
Cloud and SaaS
СAD and GIS
Business consulting: ERP, CRM, SAM, ITAM
Microsoft solutions
Training and certification
Technical support and outsourcing
Web Development
Hosting
Supply of hardware
BI (Business Intelligence)

20. Virtualization
> 8 years of experience
At the end of 2011 Softline received the highest > 250 projects
awards: > 1500 clients
 Citrix Regional Partner of the Year
 VMware Emerging Market Partner of the Year –
the first and only in Russia!
 Best WYSE Partner 2011 and WYSE Premier
Partner status!
 Our clients:

21. Information Security
At the end of 2011:
 Softline was recognized as the best Symantec partner in small business in the EMEA
region
 Partner of the year in implementing projects based on Symantec Endpoint Protection
and Backup Exec
 GOLD status with Trend Micro
 Softline is among the Top 10 largest companies in Russia in the field of information
protection (CNews rating);
 Softline is a member of the Association for Information Protection and the
Association for Banking Information Security Standards
 More than 60 certified specialists including BSI ISMS Lead Auditor and CISA
 Full set of FSB and FSTEC of Russia licenses
 Widest range of “secure” vendors:

22. Softline: Сloud & SaaS & IaaS
 Google Apps services for business
 Softline is among the 20 top partners of Google worldwide
 It is the only Google Enterprise Reseller in Russia
 Our Google clients:
 Unique IaaS platform (SCloud) launched on HP, IBM, Cisco
equipment. Reliable hosting from a reliable provider only at Softline!
 We can put the following in a cloud for you: test environments, Help
Desk systems, 1C, file servers, corporate portals, corporate mail, CRM,
collaborative and communications tools.

23. CAD/GIS
 Softline joined the Platinum Club of Autodesk partners = the club for
the best of the best Autodesk partners
 Softline received an Autodesk award for the highest growth in sales in
Russia and the CIS
 We carry out projects for: CAD standards, electronic archiving,
engineering document flow, implementation of PDM systems,
visualization and design, cost estimates, integration of CAD and GIS etc.
 Widest range of CAD/GIS vendors:

24. SAM&ITAM – technology for the efficient management of IT
assets
SAM&ITAM minimize risks:
 Financial – you invest rationally in hardware and software, avoid duplicates and
unnecessary expenses, maintain the correct accounts.
 Legal – your company is “clean” in the eyes of the government, clients and partners.
 Technical – you protect your IT infrastructure from unproductive or malicious
applications and make full use of your right to technical support and updates.
SAM&ITAM = rational investments in IT infrastructure!
Softline is the winner in Microsoft’s international tender for partner
solutions in the category for SAM service providers!
SAM technology is already in use at:

25. Sale and implementation of SAP solutions
 Full range of services for the implementation and support of
SAP from one of the largest SAP suppliers for SMBs in Russia and
the CIS
 More than 80 projects over 8 years
 Turnkey implementation in 3-4 months
 Line of solutions: SAP Business Objects, SAP Business All-in-
One, standard industry solutions based on the SAP ERP, Golden
Sign platform
 Our status: SAP Gold Partner
Our clients:

26. Microsoft-based solutions
 Project areas:
 Implementation and support of collaborative
web systems (portals, websites, document flow)
 Implementation of client management
systems
 Implementation of communications systems
 Creation of a private cloud
 Implementation of IT management systems
 Implementation of project management
systems
 Migration of infrastructure to a public cloud

27. Softline Training Centre
 More than 2000 authorized courses in different fields of IT
 32 representative offices and 18 Testing Centres in Russia and the CIS
 International certificates and more than 50,000 IT specialists trained
 Exclusive areas of authorized training:
 Business training in sales, management, financial management,
project management.
Top 6 vendors:

28. Technical Support and Outsourcing
Central online technical support service for Russia, CIS and abroad:
 Support via the Internet (HelpDesk system), by telephone or email
 Full coverage of all time zones
 Open 24х7
 More than 100 engineers with the highest status and many years of experience
 More than 100 vendors supported
 Our clients:
Basic support
ALL Softline clients receive free technical support for issues regarding basic functionality, initial
installation and software activation

29. Web Development
 Development of portals, corporate websites and eCommerce
systems:
 10 years of experience in web development
 More than 50 Internet projects developed and continuously
supported
 Development offices in Novosibirsk, Orenburg, Taganrog.
Workforce of more than 100 employees providing a complete
cycle of development
 Clients: Kaspersky Lab, OPORA RUSSIA, Skolkovo Foundation, the
Housing and Utilities Reform Fund and others

30. Softline, marginal financial results FY2011, $ mln
Margin Against FY2010
TOTAL 111 134%
Russia, sale of software and services 72.9 135%
CIS 12.5 126%
Abroad 1.5 86%
Other businesses, including:
Training Centre 7.9 131%
SAP Department 2.2 138%
Innovative projects 5.3 149%
Aflex 2.4 141%
Active 1.3 188%
etc. 5

31. Main IT trends
 Main long-term trends:
 Cloud
 Mobility
 Consumerization of corporate systems =
introduction of an increasingly large number of
user devices (smartphones, tablets) into the
corporate IT system
 Paradigm shift in IT:
 In the USA – more than 75% of SMBs use all IT
infrastructure from the Cloud
 The volume of sales of PCs and laptops is less than
smartphones and tablets
 Soon the computer will no longer be the main tool
to access information

32. Tasks we set ourselves
 To increase business by 40% over 3 years.
 To ensure business profitability at the level of 5% of
turnover by 2014
 This is possible and feasible!
 Main areas of development and growth points
 Development of EPG business
 Development of regional business
 Sale of software
 Development of services
 Development of expertise in certain areas of hardware
 Development of complex projects = Software + Hardware
+ Services

33. Co-brand:
 Leading distributor of the widest range of software in
Russia and the CIS.
 Partner network of more than 6000 companies
 Turnover in 2011FY – $95.6 mln
 Top 10 vendors
Microsoft Adobe
Kaspersky HP
Oracle Acronis
Autodesk Dr.Web
ESET MathWorks

34. Co-brand:
 Distributed at:
 Turnover in 2011FY – $ 6.7 mln
 Company specialisation – development and recruitment
of new vendors on an exclusive basis for the Russian
and CIS markets.

35. Co-brand:
ActiveCloud by Softline – hosting and cloud solutions provider for
SMBs
 CloudServer – facilities rental service and creation of an
external cloud in 5 minutes
 1С hosting – deployment of financial and accounting
packages in the cloud
 Rental of applications – Microsoft Exchange, Open-
Xchange, Megaplan etc.
 Rental of software licenses – Microsoft, 1C, Symantec
Backup Exec and others
 Data centres in Russia, CIS and Europe. Full automation of access
to cloud services.
 Our clients:

36. Co-brand: DeskWork – corporate portal
 DeskWork – packaged software developed by Softline
 Corporate portal with quick installation (1 day) based on SharePoint
Foundation (MS license not required) or SharePoint Server
 More than 650 clients
 We are the absolute leaders! among packaged
portals on the Microsoft platform
 New DeskWork version 6 in July:
 Licenses “up to 250 users” and “unlimited”
 Increase in price in accordance with the market (big income for you)
 Installation works (remote) will be included in the price
 Three additional products:
 Video conferences (development of our existing module)
 Graphic builder of business processes (new, similar to Nintex)
 Task and project management system (new, similar to Megaplan)

37. Co-brand:
Mirapolis – line of products to automate business
processes for personnel management
 Recruitment of personnel – automation of recruiting processes
 Organisation of distance learning
 Testing – automatic testing for any number of staff
 Organisation of webinars, web conferences, online
presentations, online training and all types of online meetings
 Personnel evaluation – automation of personnel appraisal
procedures
 Portal – online resource for information storage and
management and internal corporate communication
 Knowledge base – storage of any electronic materials
 Mailings – effective communication with clients
 Surveys – online service to conduct any kind of survey

38. Co-brand: Copiny
 Copiny – service to carry out technical support, receive
feedback and organise Internet communities.
 Advantages:
 Organisation of centralised technical support open 24x7 immediately
for all company Internet resources
 Receipt and systematization of feedback, collection of reviews and
suggestions
 Formation of a loyal community of clients.
Our clients:

39. Co-brand: Tekmi
 Tekmi.ru – joint venture project between Softline and RBC,
cloud solution to organise communication without costs for
equipment and servicing as part of a combined
communications concept.
 Office in any location!
 No telephone exchanges or servers!
 All communication in one interface!
 Quick start and dynamic growth for your business!
First client – Alfa
Capital

40. Co-brand: Magazinga – unique online sales tool
Joint project between the Softline Venture Partners foundation
(www.softlinevp.com) and the Ecwid platform (www.ecwid.ru)
Magazinga offers a free design tool for online stores and product
displays in order to organise sales or demonstrate services on social
networks
With Magazinga you can manage sales simultaneously on different
Internet platforms: on your own website, in social networks, auctions,
message boards and blogs
Magazinga is an advertising agency specialising in the promotion of
products on social networks. Further
information: http://magazinga.com

41. Co-brand: Nimble (CloudGate)
 Cloud product developed at Softline – SSO (Single Sign On) –
platform with facilities for integration, management and billing
of all SaaS services used by the client.
 Single user access to all SaaS applications
 Single platform to manage all SaaS applications
 Single platform to calculate the cost of use and payment for all
SaaS applications of the company
 Cloud service
 Platform open to modification and customization
 Flexible usage model: as a private cloud, a public cloud or a
hybrid model

42. Softline Investment Fund
Start
We invest in projects at the early stages
December
of development:
2008 Size of fund:
From the idea to the start of growth
$20 mln
Volume of investment
in one project: Focus of the fund:
from $100,000
to $1 mln
 Projects in the field of mobile
Projects: applications
 Corporate software for small and medium-sized
businesses.
 Cloud services
 eCommerce

43. 5 reasons why Softline
 Reliability and professionalism
• 19 years on the market, turnover of $601 mln, range of
software of more than 3000 manufacturers
 Single point to resolve all customer IT issues
• Cloud & SaaS, projects for virtualization, information security,
CAD&GIS, Microsoft-based solutions, graphics, technical and legal
support, ERP&CRM, software asset management, web
development, training and certification.
 Softline is always nearby and speaks your native language
• The company has representative offices in 23 countries and 65
cities in Russia, the CIS and abroad.
 The competence and expertise of Softline is recognised by
clients, vendors and independent sources
• Top positions in the ratings of CNews Analytics, Expert PA,
CRN/RE, @ASTERA.
 Softline is trusted by the leading market players
• Gazprom OJSC, LUKOIL OJSC, UC RUSAL, MMC Norilsk Nickel
OJSC, Aeroflot – Russian Airlines OJSC, Baltika Breweries OJSC,
Beeline Company Group, MegaFon OJSC, MTS OJSC, Rostelecom
OJSC, NESTLE RUSSIA LLC, Wimm-Bill-Dann Foods OJSC, British
American Tobacco, Coca-Cola, Samsung Electronics, Siemens,
VTB24 Bank, Alfa Bank, Rosbank JSCB and many others.

44. Don’t be afraid to grow! 

45. Welcome to the world of Softline!
Questions? Contact us!
Softline Romania
Tel: +4 021.387.3440
Fax: +4 021.387.3441
info@softline.ro
www.softline.ro