Zviri Mukati
- Kutanga
- Dambudziko Nzvimbo
- Kuvaka Relocare
- The Reality Check
- Zvidzidzo Zvakadzidzwa
- Kufambira Mberi
Kutanga
TL; DR
Fungidzira uchitamira kune imwe nyika isina nhoroondo yechikwereti chemuno, isina humbowo hwekero, uye pasina nzira iri nyore yekuvhura account yekubhangi. Iwe une basa rakarongwa, asi hapana nzira yekugamuchira muhoro wako. Unoda kero yekusingaperi kuti uvhure akaundi yekubhangi, asi unoda akaundi yekubhangi kuti urende imba.Ndizvo zvakaitika kwandiri semutorwa kuPortugal. Ndakafunga kuti, 'Iri idambudziko guru—ndinogona kurigadzirisa.' Mwedzi mitanhatu, €500K, uye 5,000 vashandisi gare gare, neobank yangu Relocare yakanga yafa.
Ndini ani
Ndiri Dmitry, muzvinabhizimusi wefintech ane makore gumi nematatu muindastiri. Kambani yangu, Finbox Solutions, inobatsira kutanga kuyera mapuratifomu emari. Ndiine akawanda fintech ventures pasi pebhandi rangu, ndakafunga kuti ndakanga ndagadzirira kuvaka neobank. Ndakanga ndisina kururama.Nezvizhinji zvefintech ventures pasi pebhandi rangu uye ruzivo rwakadzika rwehunyanzvi mumabhengi ezvivakwa, ndakanzwa ndakanyatsoshongedzerwa kugadzirisa matambudziko ekuvaka neobank.
Kutamiswa uye Kuti Kwakatanga Sei
Ndakanga ndisina chinangwa chekusiya nyika yangu, zvakangoitika netsaona. Ndakashanyira Portugal kumusangano weWebhu Summit muna 2018.
Pamusangano, ndakasangana nevanhu vane mukurumbira vakaita saRay Dalio (Investor), Tim Berners-Lee (Inventor of the Web) uye Evan Williams (Muvambi we Twitter & Medium) .Chaiva chiitiko chinoshamisa uye chinofadza.
Iyi vibe pamucheto wetekinoroji yakandibatsira kusarudza kugara kwenguva refu. Pakasvika COVID-19 muna 2020, izvo zvakatanga sekugara kwenguva pfupi zvakashanduka kuita kufamba zvachose.
Portugal ine imwe yeakanakisa fintech nharaunda yekutanga, inopa pamutemo masisitimu, yekutanga ecosystem uye ine yakakura expat nharaunda, yakatenderedza 1.1m vanhu. Wedzera kune chokwadi, inotyisa mamiriro ekunze, nzvimbo yakanaka uye zvese zvandaida panguva iyoyo.
Chinhu chekutanga mukugadzirisa kune imwe nyika ndeyekutora mapepa anodiwa. Kwatiri, zvaireva kuvhura akaundi yebhangi yemuno.
Dambudziko Nzvimbo
Matambudziko neKugadzirisa
Chinhu chakaomesesa kune vanobva kune dzimwe nyika mune chero nyika kuvhura account yekubhangi yemuno. Kune vagari vePortugal, zvinotora kusvika kumazuva matatu, asi kune vanobva kune dzimwe nyika, izwi rinopfuura mavhiki maviri-3. Uye haisi bhangi, asi zvinyorwa izvo zvinoda.
Kusekesa kwoutsinye kwacho? Unoda account yekubhanga kuti utange hupenyu hwako, asi unofanirwa kunge watanga hupenyu hwako kuti uwane account yekubhangi.
Mangwanani ega ega inova chiitiko chitsva che bureaucratic. Unoda NIF (nhamba yemutero) kuti uvhure account yekubhangi, asi iwe unoda humbowo hwekero kuti uwane NIF. Unoda akaundi yekubhangi kuhaya imba, asi unoda kero yekusingaperi yeakaundi yekubhangi. Gwaro rega rega rinodhura mari - NIF yega inogona kukudzosera 100 euros. Uye icho chingori chikamu chimwe chete chepuzzle.
Ndakaona vanhu vachipisa mari dzavo dzekugara vachimirira mabank account. Nyanzvi dzine hunyanzvi dzakaderedzwa kutakura mari sevadzidzi, vasingakwanise kuwana mihoro yavo kana kubhadhara mabhiri nemazvo.
Izvo zvese zvakaita kuti maitiro acho atsamwise uye anoodza mwoyo. Asi hazvisi zvese….
Portugal ine yakavharwa banking system. Zvinoreva kuti, kana iwe uine account mubhangi renyika, saka hapana vimbiso yekuti iri pamutemo muPortugal.
Ini pachangu ndaiva neakaundi mubazi rokuBrazil reSantander. Pandakasvika kubazi rechiPutukezi, mabharani emunzvimbo iyi akanditarisa mukuvhiringidzika kukuru, sekuti “uri chii…”
Mapazi akasiyana haazivane. Nhoroondo yechikwereti, humbowo hwebasa, chero mamwe magwaro haarevi chinhu. Tanga kubva pakutanga, mukomana! Ndakapererwa.
Sarudzo yekuvaka neobank
Matambudziko emabhangi andakasangana nawo pachedu, akasanganiswa nenyaya dzisingaverengeki dzakafanana kubva kune vamwe vanobva kune dzimwe nyika, dzakaratidza mukaha wakajeka mumusika. Yangu fintech kumashure yakapa yakasarudzika nzwisiso yekuti matambudziko aya angagadziriswa sei zvakarongeka.
Izvi zvakatungamira mukusikwa kweRelocare, neobank yakanyatso kugadzirirwa kugadzirisa matambudziko akasarudzika anotarisana nevatorwa pavanotanga kuvepo kwavo kwemari munyika itsva. Uyezve, ndakaona musika seusina kuchengetedzwa uye ndaida kuzvipikisa: "Ndinogona kuuvaka uye kuyera?" Ndiwo matangiro Azvakaita.
Mashandisiro andakaita Chigadzirwa Mindset kuRelocare
Kana tichigadzira Relocare, takatarisa pakusimbisa kwakadzama:
- Pakati pa2020, vakaita makumi mashanu+ kubvunzurudzwa nevabvakure uye vakaona marwadzo avo (hazvigoneke kuwana chikwereti, zvakaoma kuwana account yekubhangi)
- Pakazosvika Q3 2020, yakagadzira peji rekutora rekusaina uye rakagoverwa munharaunda dzevatorwa. Tine 13,000 pane yekumirira.
- Yakatariswa pazvinhu zvitatu panguva yeMVP nhanho: - Yemuno IBAN- Kiredhiti kadhi kune vanobva kune dzimwe nyika- Kubatanidzwa kweyekubhadharisa system (MBWay)
- Kutenda kune bhizinesi redu reB2B, takanga tatove nehunyanzvi hwekugadzira zvivakwa zve:
Payment processing
KYC/AML macheki
Core banking mabasa
Security protocol
Nekudaro, kushanda sebhangi kunoda rezinesi rebhangi, izvo zvinotora makore nemamiriyoni emari kuti uwane. Pakupera kwa2020, takabatana nemupi weBaaS (Banking-as-a-Service) anogona kutipa zvemitemo uye kuwana kunetiweki yebhangi. Nepo taive nehunyanzvi hwekugadzira zvese, taida rezinesi ravo kuti vashande zviri pamutemo. Sezvineiwo, havi yavo yengozi yaive yakaderera, uye vaiona vabvakure sevatengi vane njodzi huru. Iyi nzira yekuchengeta yaizoshanda patiri.
Business Model & Revenue Streams
Isu takatevera iyo yakaratidza mari modhi iyo yakabudirira neobanks senge Revolut yakanga yatanga. Maitiro edu aive akajeka:
- Kunyoreswa kwemwedzi - kuti uwane chero sevhisi muapp yedu, vashandisi vanofanirwa kunyoresa kuchirongwa chemwedzi. Isu taida kubhadharisa 12,5 euros / mwedzi (Kwaive kusaziva). Iyi inofanirwa kuve yedu yekutanga mari sosi (inenge 70% yemari yese).
- Mari yekutengeserana - Yedu BaaS (yekubhengi sesevhisi) mudiwa, aive muridzi wezvivakwa uye akatakura njodzi, akaisa imwe mari yekutengeserana. Izvi zvakaburitsa ingangoita 25% yemari yataifungidzira.
- Mamwe masevhisi - tinoisa mari yekugadzirisa murukova urwu, iyo inogona kuunza 5% yemari: kushandura uye kugadzirisa zvinyorwa,
Unit economics yairatidza kuvimbisa pabepa.
Taive netarisiro panhamba:
- Forecasted CAC (Mutengi Wekutora Mutengi) - 50 euro.
- Inotarisirwa hupenyu hwemutengi (LTV) - 12 mwedzi
- Target LTV/CAC ratio — 3:1.
- Mari yekunyorera - 12.5 euros / mwedzi
- Gross Margin - 66.7%
Kutsvaga mari
Tiine bhizinesi raRelocare uye modhi yezvemari mumaoko, takatanga kutsvaga vanoisa mari. Pakutanga, takaronga kutanga purojekiti, asi tisina chokwadi nezvemutengo chaiwo unobatanidzwa. Takanga tine vanhu gumi kuti tiise pamwe chete mari muchirongwa ichi, asi hazvina kushanda. Takasarudza kuvaka pachedu, tichishandisa mari yedu kubva kuB2B SaaS. Tichishandisa "midziyo" kubva kumapurojekiti apfuura, takagadzira MVP mumwedzi miviri uye takaitanga munharaunda yedu yevashandisi.
Kutanga uye matambudziko ekutanga
Patakatanga Relocare muna Ndira 2021, vashandisi zviuru gumi nezvitatu kubva mugwaro redu rekumirira vakashanduka kuita zviuru zvishanu zveMAU. Yedu tekinoroji zvivakwa zvakabata chiyero nemazvo, asi kudyidzana kweBaaS kwakagadzira zvisingatarisirwi matambudziko:
Kudzivirira Kubiridzira
Pakarepo takatanga kusangana nematambudziko ekubiridzira. Yakatanga kare seye 5th yakabudiswa kadhi. Nguva iyoyo takaona, izvo mabhanga aireva nevatengi vane njodzi zvakanyanya (kureva vabvakure)
Regulatory Constraints
Vashandisi vakatanga kunyunyuta nezve yedu yakasimba KYC/AML mitemo. Hatina kukwanisa kugadzirisa zvese zvine chekuita ne crypto, NFT. Vashandisi vakanzwa varambwa chaizvoizvo.
Mushandisi Zvakaitika
Zvisinei nemhinduro yakanaka pamusoro pezvinhu zvakakosha zvakaita seIBAN neMBWay, vashandisi vazhinji vakanzwa kurambwa nemaitiro edu ekunyatsoongorora.
Aya matambudziko ekutanga aingova mavambo emisika yedu yakakodzera nyaya.
The Reality Check
Market Fit Matambudziko
Nepo aya matambudziko ekutanga ekushanda aive ane chekuita, matambudziko akadzama neRelocare's bhizinesi modhi akatanga kubuda mukati memwedzi mitanhatu. Yedu data yakatanga kuburitsa maitiro ainetsa: vashandisi vanga vachishura.
Takatanga kuferefeta, nekuongorora mhinduro dzemushandisi, kubvunzurudza zvakare, uye kutsvaga mapatani mumaakaundi ese muAmplitude panel yedu. Uye hezvino izvo zvatakawana kusvika zvino:
- Vazhinji vanobva kune dzimwe nyika vanonetseka kwemwedzi mitanhatu yekutanga, uye zvese zvakanaka mushure mekunge vavhura account yekubhangi yemuno. Inotibvisa kubva ku value chain. Havatidi mushure medambudziko renguva pfupi.
- Vakashandisawo Wise naRevolut munzira. Iwo makambani anopa mabasa emabhangi epasi rose uye ane hushamwari kune vanobva kune dzimwe nyika kupfuura mabhangi emuno.
Zvatakaona pakutanga semukana wakakosha wemusika zvakazove nzvimbo yekurwadziwa kwenguva pfupi. Kuziva kwakakosha uku kwaireva kuti neobank chete yevabvakure yaive nedambudziko rakavakirwa-mukati-vashandisi vaizoenda zvavo kana vazvisimbisa munyika.
Nhamba Dzakatiuraya
Mafungiro edu pahupfumi hwemayunitsi akapararawo. Taitarisira kuva:
LTV/CAC se3:1,
asi tora 0.53:1.
Hupenyu semwedzi gumi nemiviri asi mwedzi mitanhatu muchokwadi.
Mitengo, iyo yakachinja kubva pa12,5 kuenda ku8 euro chete pamwedzi.
Nemitengo yekukwira uye kuderera kwemetrics, taida mari yakakura kuti tishandure zvinhu. Mushure mekushandisa €500K yemari yedu pachedu, kuverenga kwedu kwakaratidza kuti taida kutenderedza € 10M kuti bhizinesi rifambe. Kunyange isu takakwanisa kukwezva inosvika € 1M mune angangoita investor mubereko, zvainge zvisina kukwana.
Chisarudzo Chekupedzisira
Takamira pamharadzano iyi neRelocare, takaongorora nzira dzese dzinobvira:
- Dive mune zvitsva zvigadzirwa zvakatenderedza neobanks.
- Dive mu crypto-powered cross-border kubhadhara (iyo yaive yakanyanya kukumbirwa chinhu mupurojekiti)
- Zvikwereti mhinduro kune vekunze, zvichivabatsira kuwana mari munyika itsva
Zvese izvozvo zvaisave chikamu chehunyanzvi hwedu. Kukweretesa kwakaoma, unofanirwa kuongorora njodzi yechikwereti uye vatengi vepaboard nemutemo wakasimba. Crypto zvakare yanga isiri iyo tarisiro yedu huru, isu takanga tisina chokwadi chekuvaka.
Kuongorora kwedu kwekupedzisira kwakaisa chipikiri chekupedzisira mubhokisi. Takaziva:
- Hatina kukwanisa kukwikwidzana neRevolut and Wise, iyo yakanga ine zviwanikwa zvakawanda uye mari.
- Taida € 10M+ kuti tivake modhi yekukweretesa inoenderera, uye kunyangwe ne€1M mubereko yevanogona kuita investor, gaka racho rakanga rakakurisa kuti rivharike.
Nebhizimusi reB2B ragara rine pundutso, takasarudza kusarasikirwa nekutarisisa pano ndokuvhara. Isu takachengetedza mari kune vanoisa mari yedu, tichishandisa chete 500,000 euros. Iye zvino, yave nguva yekugoverana zvatakadzidza kubva pane zvakaitika.
Zvidzidzo Zvakadzidzwa
Ndichitarisa kumashure, rwendo rwaRelocare rwakandidzidzisa zvidzidzo zvinorwadza asi zvakakosha zvandinovimba kuti zvichabatsira vamwe vavambi kudzivirira njodzi dzakafanana:
1. Ngwarira Transition Period Business Models
Chokwadi chakaoma chatakawana: kuvaka bhizinesi pane dambudziko renguva pfupi kwakafanana nekuedza kubata utsi. Vashandisi vedu vakatida zvakanyanya kwemwedzi 4-6, ndokunyangarika. Zvakafanana nekuvaka bhizinesi rekutengesa maamburera chete kana kwanaya - izvo zvinodiwa ndezvechokwadi asi zvenguva pfupi.
2. Kukura Kwemusika ≠ Mukana Wemusika
Musika we1.1M wekunze muPortugal waitaridzika zvakanaka pabepa. Asi hechino chechokwadi chekutarisa: gumi neshanu muzana chete dzeidzi expats dzanga dziri muchikamu chedu chatakatarisana nacho (tech-savvy, nyanzvi dzepakati pemari), uye gumi chete muzana yeavo vakashandurwa kuita vatengi vanobhadhara. Gara uchichera zvakadzika muTAM yako kuverenga.
3. Dambudziko re "Zvakanaka Zvakakwana".
Takadzidza kuti mhinduro dziripo senge Wise uye Revolut dzaive "dzakakwana" kune vazhinji vashandisi. Vakanga vasina kukwana kune vanobva kune dzimwe nyika, asi vaishanda. Chidzidzo chacho? Mhinduro yako inoda kuve 10x iri nani pane iripo dzimwe nzira, kwete kungoita zvirinani.
Kune vanovamba vakatarisa iyo fintech nzvimbo: ramangwana harisi mukuvaka rimwe bhangi - riri mukugadzirisa matambudziko ezvivakwa anoita kuti kubhanga kuome pakutanga. Uye ndizvo chaizvo zvatakawana kuburikidza nerwendo urwu.
Silver Linings
Kunyangwe kuvharwa kwaRelocare pakati pa2021, isu hatina kufamba tisina chinhu. Takavaka zvinhu zvakakosha zvakati wandei zvatave kudzorera zvakare:
- DocSense: Relocare's AI chishandiso chekuongorora PDF chawana zvisingatarisirwe kudiwa muchikamu cheB2B.
- PayMaster: Iyo yemutero Calculator yakagadziridzwa Relocare yave yakamira chigadzirwa nekukura kutorwa.
- Mobile App Architecture: Isu tiri kupa marezenisi zvikamu zvekuchengetedza mabhengi zvivakwa zvatakavakira Relocare kune mamwe mafintech ekutanga.
Kufambira Mberi
Mushure mekuvhara Relocare pakati pa2021, ndakadzokera kuB2B fintech, ndichitarisa pane iyi mikana:
- Cross-Border Credit Infrastructure: Dambudziko hombe risina kugadziriswa harisi mubhadharo - inhoroondo yekiredhiti inotakurika kuyambuka miganhu.
- B2B Banking Services: Kubatsira mabhizinesi kufamba kubhengi repasi rose kune simba rekugara rakawanda kupfuura mhinduro dzevatengi
- Regulatory Tech: Zvishandiso zvinobatsira makambani efintech kufamba zvakaoma kutevedzera zvinodiwa
Parizvino kutarisa nezve:
- Brokerage SaaS Solutions: Inogonesa fintech kutanga kuvhura mari nekutengesa masevhisi
- Neobank Infrastructure: Kupa chena-label fintech mhinduro
- Payroll Fintech: Kurerutsa mubhadharo wepasirese muhoroKana uine chero mibvunzo nezve iyi nyaya, wobva wandiwana pasocial media.
Pfungwa dzekupedzisira
Ndichitarisa kumashure pane iyi 2021 venture, ndinovimba iyi post-motem yeRelocare yakapa ruzivo rwakakosha.
Une mibvunzo? Nditsvage pa LinkedIn: Dmitry Prostov
