Путешествие из IT outsourcing / services к SaaS продуктовой...

Из аутсорсинга в продукт

(Taras Filatov, Founder / CEO at QuickBlox, 15th June 2014)

@tarasfilatov @quickblox

Outline

• Что такое QuickBlox • Краткая история (Injoit –> iGetScore -> Mob1serv -> QuickBlox -> Qmunicate)

• Какие уроки можно извлечь

Мотивы создания собственного продукта

0. Без мотива

1. «Инженерная» тяга что-то проектировать и строить

2. Возможность внедрять инновации«Если бы я спросил, чего хотят мои потребители, они ответили бы – более быструю лошадь» - Генри Форд

3. Крупный и более скорый “exit”$$$$$$

4. Польза для человечества

Outline

Что такое QuickBlox?

Q-municate: the drag’n’drop Skype for mobile and web apps

Q-municate

QuickBlox becomes a standard choice for adding chat / video calling into mobile apps

Сейчас

http://www.quora.com/Is-there-any-chat-SDK-similar-to-QuickBlox

http://stackoverflow.com/questions/tagged/quickblox

https://www.google.it/#q=video+calling+sdk+ios

1st positions in Google

trending at Quora

leading at StackOverflow

featured by TheNextWeb, TechCrunch etc

http://thenextweb.com/dd/2013/02/20/quickblox/#!Adedd

Bloggers and journalists name QuickBlox among 11-13 leaders out of 31 BaaS players (while others “try to play catch up”)

http://apievangelist.com/2013/02/26/75-features-from-across-31-baas-providers/

http://apievangelist.com/2013/02/26/baas-provider-quickblox-offers-unlimited-api-calls-and-push-notifications/

http://readwrite.com/2012/04/17/mobile-backend-as-a-service-ec

Пресса

Пресса

Пресса

Пресса

QuickBlox is the 1st BaaS to launch Video Calling (VideoChat SDK)

http://thenextweb.com/dd/2013/02/20/quickblox/

Пресса

TheNextWeb, 20th Feb 2013

Метрики: траффик

Нам пишут

География

On average 30-50 new developers sign up every day, w/o PPC/ads investment

Подписчики

Метрика: регистрации (developers / app publishers)

13,065 accounts by 31.05.2014

People love to chat!

Метрики: чаты

JanuaryChats: 37,813,794Presences: 17,122,411

FebruaryChats: 62,615,678Presences: 17,122,411

Chat usage 2xevery month (!)

Клиенты

A fantastic portfolio of successful enterprise level implementations. Next step? Scale this!

История – из Outsource в продукт

Pivot #1: Web consultancy iOS consultancy Q3-Q4 2008

Frantsia.ru 3D4Medical

WEB MOBILE

История

Injoit: Харьков: 2008 гЛондон: 2010 г

Заказы и заказчики:

2008: $500, Театр песни 1-го актера

2012: $30,000 BlackBerry, NY Rangers, Microsoft, 3D4Medical, Avatar, Telefonica

История: 3D4Medical 2008-2011

История: iCombat 2009

Pivot #2, Mobile consultancy + Product (Leaderboards) 2009

iGetScores

LEADERBOARDSMOBILE

iOS, Android development

История: iGetScores (open-source)

iOS library + PHP-based server-side API

2009

История: iGetScores (продукт) 2009-2010

Pivot #3, Leaderboards -> mBaaS (full cloud backend stack) 2010

iGetScores Mob1serv

LEADERBOARDS mBaaS

+ USERS+ PUSH NOTIIFCATIONS+ CMS

Overview

We started in app development and got tired of reinventing the wheel

История: Mob1serv BaaS 2010-2011

История: Mob1serv BaaS 2010-2011

История: Mob1serv BaaS 2010-2011

История: Mob1serv BaaS 2010-2011

История: Mob1serv BaaS 2011

Партнер + Angel инвестор? 2011

Варианты после SeedCamp:

• Thomas Jones (London Angel/VC)

• Chipper Boulais (ex Yahoo VP)

• Nate MacLeitch (US – London executive)

Chat&

Presence

ContentNotifications Ratings

QuickBlox is an enterprise mBaaS cloud providing Communication and Backend services for any application together with APIs, SDKs and code samples:

UsersLocationVideo Communication

About: QuickBlox makes communication mobile and app ready

QuickBlox.com

http://www.marketresearchreports.biz/analysis/161539

TechNavio's analysts forecast the Global Backend-as-a-Service (BaaS) market to grow at a CAGR of 100.9 percent over the period 2012-2016.

Backend as a Service (BaaS) Market worth $7.7 Billion by 2017http://www.marketsandmarkets.com/Market-Reports/mobile-backend-as-a-service-mbaas-market-813.html

About: mBaaS Market

Parse, sold to Facebook for $85M (April’13) http://readwrite.com/2013/04/29/parse-acquisition-makes-its-rivals-very-happy#awesm=~oeERIwSuTfTrXS

QuickBlox position on this chart by Falvey Partners doesn’t account for our greater focus on the Enterprise (biggest market) or our unique differentiator as a provider of Communication As A Service

QuickBlox

StackMob, sold to Paypal (December’13)

Пало Альто Q4 2013

• New Enterprise Associates• Sequoia Capital• Andreessen Horowitz• Summit Capital

$45m -> $85m?Isn’t worth the paperwork!

Pivot #4, mBaaS -> Cloud Communication backend (Q3-Q4 2013)

Mob1serv / QuickBlox QuickBlox / Qmunicate

mBaaS(mobile Backend)

Cloud Communication backend

+ retaining the advantages of a full fledged mBaaS platform!

QuickBlox is the 1st BaaS to launch Video Calling (VideoChat SDK)

http://thenextweb.com/dd/2013/02/20/quickblox/

About: QuickBlox is unique among other BaaS competitors providing in Communication as a Service

http://quickblox.com/

– as featured by TheNextWeb, 20th Feb 2013

Unified Communications market was valued at USD 22.8 billion in 2011 and is expected to reach USD 61.9 billion in 2018, growing at a CAGR of 15.7%

This is driven by “Mobile work-force and enterprise mobility & the proliferation of mobile devices capable of video communication”

Unified Communication Market Growth (EMEA)

+

About: Unified Communication / Communication as a Service market

Q1-Q2 2014:

1. Viber and WhatsApp are acquired for $19bn and $900m

2. is emerging allowing to add cross-platform

video calling into web and mobile apps

3. OTT / internet communication is eating into telcos market:

Communication market in 2014:

BAAS market

+

Big Market Opportunity for QuickBlox

$

About: BaaS + Communication as a Service = HUGE market opportunity for QuickBlox

Unified Communication market

=

QuickBlox Clients:

Developers

Clients: Developers (FREE) vs Enterprise (PAID)

http://quickblox.com/plans/

MARKETING

Marketing

QuickBlox gets free marketing and

does its bit of social good by

offering a free tier to developers.

On average 30-50 new developers sign up every day, w/o PPC/ads investment

Clients: Developers sign ups (per day)

QuickBlox Clients:

Enterprise(and a few case studies)

Clients: Developers (FREE) vs Enterprise (PAID)

http://quickblox.com/plans/

$$$

$$$

Integrators and enterprises drive

the revenues willing to pay $600 -

$5000 pcm each for:

• Dedicated hosting license

• Premium support and SLA

• Additional features (data security

etc)

Clients: among QuickBlox clients (contracts signed / in discussion)

AVON (via reseller We Are Apps) uses QuickBlox for ‘Kisses Map’ feature for

its Send-a-Kiss Facebook app in UK and Ireland.

Irish National Police Force missing person app uses QuickBlox to power the

backend of the app (Users, Notifications modules).

In partnership with BlackBerry we have powered apps of Liverpool Football

Club, DSTV,

Man City FC with QuickBlox and have created Facebook library for BB10

developers.DSTV (most popular Digital TV in Africa) users QuickBlox to enable

interactive discussion (chat, ratings, push notifications) in its TV guide app.

Celebrity chat app (50cent & others downloaded 500K+ times) uses

Quickblox for chat, custom objects and data storage.

Mobile application digital agency Mentor Mate (Inc. 5000) using QuickBlox

for client applications (Chat, Users, Notifications.)

Intigral, a Saudi Telecom Subsidiary, has integrated QuickBlox to power

ratings, comments and chat in the apps of their clients in discussions to

license platformQuickBlox has been used in the official iPhone app of the Avatar movie by

20th Century Fox (via reseller New Wave Entertainment). It enables location-

based fan communication.

Выводы. Уроки и советы

Eat your own dog’s food – делайте продукт для себя

1.Продукт исходя из своих нужд

2.Так, чтобы вам и вашим сотрудникам реально нравилось

пользоваться этим продуктом.

Где расположить свою штаб-квартиру?

Где быть?1. Ваша столица2. London, Berlin, Paris, Tel-Aviv3. San Francisco / Palo Alto

Reinvest, manage cash-flow

Реинвестируйте, протяниете в bootstrap режиме как можно дольше, пройдя через начальные этапы market research, learning, pivot и повышения ключевых метрик на собственных инвестициях.

Типичная проблема и ошибка – тратить мало времени на продукт, из-за необходимости его финансировать.

Поднимайте финансы вовремя, и много

Решите для себя, готовы ли вы инвестировать основные ресурсы времени и денег в продукт!

Протяните как можно дольше сами,но при возможности поднимайте как можно больше инвестиций.

«Пивоты»

РеагируйтеБудьте открыты. Реагируйте. Меняйтесь

Pivot #1: Web consultancy iOS consultancy Q3-Q4 2008

Frantsia.ru 3D4Medical

WEB MOBILE

Pivot #2, Mobile consultancy + Product (Leaderboards) 2009

iGetScores

LEADERBOARDSMOBILE

iOS, Android development

Pivot #3, Leaderboards -> mBaaS (full cloud backend stack) 2010-2012

iGetScores Mob1serv

LEADERBOARDS mBaaS

+ USERS+ PUSH NOTIIFCATIONS+ CMS

Pivot #4, mBaaS -> Cloud Communication backend (Q3-Q4 2013)

Mob1serv / QuickBlox QuickBlox / Qmunicate

mBaaS(mobile Backend)

Cloud Communication backend

+ retaining the advantages of a full fledged mBaaS platform!

Метрики

Conversion funnel

Определите свои ключевые метрики

Как можно раньше.

Сфокусируйтесь на улучшении 2-3

основных показателей.

Метрики

Метрики

Делайте продукт!

Contacts

Address & Telephone

QuickBlox, 8 Warner Yard, Clerkenwell, London, EC1R 5EY,United Kingdom

+44 (0) 770 822 0953 +44 (0) 203 053 0660

http://quickblox.com/

contact@quickblox.com

Twitter: @quickblox & @tarasfilatovFacebook: /quickbloxYoutube: /QuickBlox

taras@quickblox.com

nate@quickblox.com