Gregory SVERDLIKOV: “you still need to work and take risks,”Dmitry Vinogradov | 25.07.2020
Gregory Sverdlikov
CEO of Treolan
Interview
The crisis continues…
Influence COVID-19 felt all industry and IT-business is no exception. Many employees were transferred to remote work, which, naturally, left its mark on the business and
technologies that are used, and we and the vendors and our dealers.
At the moment the pandemic is waning, but in spite of the abolition of the regime of self-isolation, its influence persists. Yet analytical data for the second quarter, how much business is lost, and how much
acquired, but in the IT industry according to the results of the second quarter marked a dramatic situation, as it was in previous crises. This, in my opinion, has changed the IT landscape –
the crisis first hit small and medium businesses. The whole quarter was pulled large and medium-sized transactions, which in this period made more than usual.
Currently feel good large integrators, most of them finished the second quarter with significant growth. Medium-sized companies mainly located around zero, and
the representatives of the SMB sector are recovering from the blow dealt them by the pandemic and the rise of the dollar.
In Russia continues the declining trend in the number of partners distribution companies, which began three or four years ago. Large companies receive more support than
medium and especially small business. In the first month of the quarter the situation in the IT-industry was the most severe, in may, the situation has somewhat stabilized, and in June, the market felt a significant rebound –
that fell, went into decline. I know a lot of areas that felt good in a crisis, and well sold – some of them recorded double-digit growth. So, in connection with the transition to
remote mode has increased demand for cameras, laptops, desktop, client device. But the question is, how long will it last? Many with whom I spoke, had touched and for the third quarter and
someone on the fourth. However, nobody knows what will happen next year.
We are heavily dependent on the state. Even the retail market depends on how the government spends money as it spends for salaries and support. Any understanding of what will happen next
year, early Dec is impossible. Vendors in the second quarter actively helped the channel through distributors mainly providing respite services, which greatly helped the dealer channel.
By the way, our company saw a surge in defaults on the part of dealers and of overdue receivables. Crises, including low-intensity crisis last year, slowly but steadily
wash disadvantaged companies that are living beyond their means, are not able or do not want to count money. Therefore, the dealers more responsible approach to the payment – because it affects their reputation in
market.
Negative trends
Many manufacturers depend on insurance companies that are in crisis trying to tighten some nuts, it is not at the level of a specific company or business, and
at the country level. For example in Russia the average limits cut times in half. This has happened in previous crises. Now, however, has not yet seen such an active reduction of limits, but this process
is on the surface, this could really happen. If suddenly will be a second wave of the pandemic, the insurance company can get spooked and begin quite hard to cut credit limits. It is clear that
all this year and maybe next we will have to live under such a threat. Which, incidentally, also has an impact on Russian banks, especially the private ones. So quiet life on the IT market not expected
necessary, as, however, and the rest of the market too.
The center and the regions
With regard to Central and regional businesses here have not yet seen any major trends either in one or in the other direction, everything is approximately in the range of measurement error. In
the regions are in a difficult situation, but it is in the center difficult. Any commercial structure, we can say that all the time in a state of survival, and, although it may itself perfectly
feel, but almost always feels surrounded by enemies. There is a constant struggle with competitors, even if they are small, of course, easier to deal with a little competition, but
is necessary to start as early as possible.
What impact did the pandemic on people’s attitudes? When did the quarantine, the effectiveness of communication fell. Everyone recognizes that the number of phone calls and the number of remote meetings dramatically
increased, increased the duration of meetings is approximately 1.5 times, and this is the problem of remote tools. Before managers there was a new problem – remote
management of employees, regular monitoring of implementation of tasks, organization of the work process and information flows.
Even when all will be able to go to the office, however, will remain deleted hangouts, although employees will be sitting at their workplaces. There will be other problems associated with the remote
work. Usually habits are developed in 21 days, but here time has passed much more so that some of the staff will take some breaking. It is unclear what the outcome of the experiment
pandemic upon us, how people will react to the seat for two or three months at home, it can be understood only after one year. We are now out of quarantine, and would very much like to
the second wave we again sent udalenku.
Credit committees became more
As for relations with partners, for fear that because of the pandemic situation on the IT market will worsen, our company has increased the number of credit committees, which began
to understand almost all transactions. If in normal mode we collected them one or two times a week, now three or four times, except for exceptional cases. Now we more and more began to delve into the specifics
business even small companies. We understand that you still need to work, need to take risks, and significantly reduced the response time to many questions partner. And to some extent, become softer,
hoping that the channel will appreciate it.
In the relationship “distributor-partner” for the past almost the most important thing – the price, however, the rate of reaction often comes in second place. In our company chain of decision-making is not very
long and we are really trying to help our partners with their phones open. In the event of a problem, nothing prevents the partner to even call me. Thus, the crisis and more
soft against the partners, because we now delve deeper into their problems.
I can say, militant pessimist and in a difficult situation, always say that other companies would be bad enough, but we – well, we will cope with all problems. However, it would be
it is foolish to assume that the market is in a difficult situation everything will be fine. If someone won’t put a lot of effort into them specifically well, it will be bad, because the market is now little
good, neither on the macro nor on microparasites. Also no good, both at European and global market. However, many overseas believe that they are doing well and growing, they have
really is the biggest economy in the world, so their intelligence will believe that it will happen. In the end they can print the correct amount of money as fast
will be distributed worldwide.
But we’re not America, so all of us need to constantly fight.
Crisis, Distribution
Hot topics: Coronavirus leads the world in crisis
Journal: Journal IT-News [No. 07/2020], Subscription to magazines
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