This and other questions in an interview of Business FM were answered by the head of Internet Initiatives Development Fund Kirill Varlamov Kirill Varlamov. Photo: Alexander of Ryumin/TASS Kirill Varlamov in the recent past is the successful business owner, now — the director of Internet Initiatives Development Fund. It has told about experience of support of Internet startups at the forum "Open Innovations". The editor-in-chief of Business FM Ilya Kopelevich talked to him. Digitalization at all on a look. One of the most noticeable drivers of digitalization is the state which introduces a huge number of IT platforms for the activity, communication with citizens. On the other hand — banks which enter biometrics, from the third party, of course, the large industrial companies in which there is a reformatting of technologies under "figure". Who now the main driver of demand for new IT solutions in Russia? Kirill Varlamov: It is traditional to eat several markets which consume IT solutions: it as you have correctly told, the state, the companies — large, average, small, and it we, users who generate a big stream too great demand and allow to earn very big money. Therefore the beginning company needs to choose for itself by what market it is guided — B2C, B2B, B2G, the state. If to speak about large corporations and the state, they very probably consume IT products, services. In one case it is the 44th federal law on state procurements, in other case — the 223rd law on purchases of state companies, they are similar from the point of view of passing of all procedures and attempts of sale something to these companies. There is a market of medium-sized companies. Traditionally most of all consume telecoms and banks. You have correctly told, banks were always number one on consumption of IT products, IT services, the software. From what we see in Internet Initiatives Development Fund often people are guided by the market of B2C, that is by the user market, but underestimate him from the point of view of complexity of earning money on him. To begin to earn money, often there is a threshold value. Roughly speaking, you should receive 100 thousand users on some free service before they begin to pay you money on some, for example, Freemium model or still somehow. And it happens sometimes quite difficult to reach. On the other hand, for example, it is much simpler to enter on the market of B2B of some small or medium-sized companies actually, that is just to go and sell some service in the small company. We even see at ourselves sometimes that people come to us to an accelerator with the idea of B2C, that is sales on the user market, but during acceleration or supplement with the second market, or are completely reoriented on the second market, begin to sell in other market, for example the market of some companies. As usual this beginning company which addresses you for possible support or which you find as perspective looks? How many it is usually the person how many they already together that they have
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