March 24, 2024
Уроки великого ІТ для малих агенцій
Denys Skrypnyk — український підприємець і один із трьох керуючих партнерів львівської агенції продуктового дизайну The Gradient. У той час як багато власників студій будували свій бізнес без корпоративного досвіду, Денис навпаки став підприємцем після карʼєри в українському біг-теку.
Я зустрів Дена у Львові ще навесні 2022 року. Тоді Київ ще був оточений російськими військами. Я час від часу навідувався до офісу The Gradient, і ми чимало говорили про бізнес і дизайн. Я був вражений детальним баченням і неабиякою управлінською сміливістю Дена та його партнерів. Подумавши, ми вирішили записати інтерв’ю про математику агенції, і те, які уроки великий аутсорс може дати маленькій студії.
Ми вирішили уникнути олдскульного тону, тому пропустили світську розмову та зібрали у матеріалі найбільш значимі висновки та ідеї.
Про себе
Я працював в Eleks — одній з провідних аутсорс компаній в Україні, яка раніше належала моєму батькові. Колись я очолював дизайн-відділ — це було тоді, коли клієнти тільки починали розуміти цінність дизайну. Ми стали свідками моменту, коли клієнти перестали розглядати UI та UX як непотрібні “рюшечки”, і отримали фундаментальне розуміння, чому дизайн важливий для розробки софту та успіху продукту в цілому. До цього нам доводилось витрачати чимало часу, пояснюючи на пальцях, чому дизайн дійсно має значення. Це був найкращий момент для відкриття агенції продуктового дизайну в Україні.
Про агентські рейти
Коли ми відкривали агенцію в 2016, то думали, що ми круті хлопці, тому намагалися ставити значно вищі рейти, ніж у Eleks. Це не спрацювало. Ми були новачками з невеликим портфоліо, тож не змогли продавати по $60–70 за годину. Нам знадобилось кілька років, перш ніж ми отримали першого клієнта за таку ціну.
Зараз ми б не опускалися нижче $50–60 без серйозних причин, таких як дійсно цікавий клієнт, унікальний продукт або річний контракт. На щастя, наразі наша впізнаваність досягла правильних значень, тому немає бар’єру, який був на початку нашої кар’єри. Звичайно, зараз є основні виклики, такі як повномасштабна війна та економічна криза в США і Європі. Через це ми стали більш гнучкими в ціноутворенні, а кількість зусиль для узгодження і закриття контрактів зросла вдвічі.
Про ціноутворення
Ціна ніколи не має бути на першому місці
Ми стараємось уникати клієнтів, які ставлять ціну на перше місце. Фокус на ціні — це зажди компроміс: як правило, ним стає сам продукт. Це протилежне тому, що ми намагаємось досягти. Отже, якщо клієнт шукає нижчий тариф, це приведе до багатьох жертв у процесі та до провалу в довгостроковій перспективі. Якщо клієнт шукає цінність і шляхи вирішення бізнес-цілей за допомогою наших талантів — ціна не буде основною темою.
Про бізнес модель
Ми великі фанати простих бізнес-моделей, тож в нас дуже прості розрахунки.
Ми підписуємо клієнтів на двотижневі спринти із принаймні двома “виділеними” дизайнерами за $60/год.
Ця модель полегшує планування ресурсів і виставлення рахунків клієнтам. Не потрібно перекидати дизайнерів між різними проектами і мониторити “утилізацію” годин. Подібна модель добре дисциплінує клієнтів: вони знають, що є розрахунковий період, і не хочуть затримувати фідбек чи вносити забагато правок. Формат виділеної команди тонізує, щоб клієнт міг зосередитися на довгострокових цілях. Звичайно ж, переваги моделі добре працюють лише в поєднанні з ефективним дизайном і комунікаційними процесами.
Про цифри, які здивували
Я пам’ятаю момент, коли нам вперше вдалося підрахувати середню рентабельність нашого проекту, і вона була близько 60%. Я дивився на цифри, запитуючи себе: що за чорт, це реально? Пізніше ми трішки під’їли маржу за рахунок величезних капітальних інвестицій, наприклад вклались в новий офіс та найняли дизайн-лідів. Але навіть зважаючи на це, я пам’ятаю, що це було хорошим доказом успішної бізнес-моделі.
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Про досвід у великому ІТ
У компанії 1000+ працівників, тож звичайно в нас все достатньо добре прораховано. Це питання ефективності, а не вподобань когось із керівництва. Це забезпечує гарну дисципліну, якої може бракувати агенціям. Звичайно, деякі складні практики не можна застосувати до маленької фірми — наприклад, матричну структуру управління. Але загальний робочий процес і базові методики управління, як-от планування на рік/квартал/місяць, є обов’язковими, навіть якщо ви керуєте невеликою фірмою. Ми застосували найкращі з підходів великої компанії до маленької фірми, і це добре спрацювало. Зараз ми постійно переглядаємо наш підхід до кожного процесу, думаючи про компроміс між складністю та ефективністю на поточному етапі життєвого циклу компанії.
Про ключові метрики
Одна теза: Чистий дохід
Можливо, інші агентції дивляться на більш складні показники, наприклад валовий прибуток з проекту та середній дохід на одного працівника, але у нас є простіший показник — чистий дохід. Звичайно, ми відстежуємо широкий спектр показників, щоб зрозуміти здоров’я компанії, порівняти плани з реальністю тощо. Втім, ми розуміємо що наші зарплати конкурентні, комерційні рейти — теж. Оскільки ми розбиваємо наші проекти на щотижневі або місячні спринти, наша бізнес-модель робить нас стабільно прибутковими для кожного проекту. Секрет полягає в тому, аби справлятись з продажами, що дозволять підтримувати цю модель.
Про плани на близьке майбутнє
Зараз складно будувати плани навіть на завтра. Очевидно, війна внесла великі корективи в нашу тактику та фінанси, але наша стратегія залишається незмінною — працювати з провідними брендами та компаніями по всьому світу, і створювати продукти, які сподобаються людям. Ми ростемо, наймаємо нових людей і будуємо процеси з фокусом на ріст, навіть у такі непрості часи.
Зміст:
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User Agreement
Terms of useIntroduction:
This Terms of Service Agreement ("Agreement") is a legally binding agreement between you ("User", "you" or "your") and Fintellect ("Fintellect", "we", "us" or "our") and governs your use of the Fintellect app, website and any related services (collectively, the "Service"). By using the Service, you agree to be bound by the terms and conditions of this Agreement. If you do not agree to the terms and conditions of this Agreement, you should not use the Service.
Use of the Service:
The Service is intended for corporate use by team members who are 18 years of age or older. By using the Service, you represent and warrant that you are 18 years of age or older and that you have the right, authority and capacity to enter into this Agreement on behalf of your company. You are responsible for ensuring that your use of the Service complies with all laws, regulations and ordinances of the European Union. You agree that you will not use the Service for any illegal or unauthorized purpose. You agree to comply with all applicable laws regarding the transmission of technical data exported from the European Union.
User Accounts:
To use certain features of the Service, you may be required to register for an account. You agree to provide accurate, current and complete information about yourself and your company as prompted by the Service's registration process. You will also be asked to provide a password. You are responsible for maintaining the confidentiality of your account and password and are fully responsible for all activities that occur under your account. You agree to immediately notify Fintellect of any unauthorized use of your account or password.
User Content:
You are responsible for any and all data, text, files, information, usernames, images, graphics, photos, profiles, audio and video clips, sounds, musical works, works of authorship, applications, links and other content or materials ("User Content") that you upload, post, publish or display (hereinafter, "post") on or through the Service. By posting User Content on or through the Service, you represent and warrant that you have the right to do so, and that such User Content, or its use by Fintellect as permitted herein, does not violate this Agreement, the rights of any third party or applicable law.
Modification of the Service and Prices:
Fintellect reserves the right at any time and from time to time to modify or discontinue, temporarily or permanently, the Service (or any part thereof) with or without notice. Prices of all Services, including but not limited to monthly subscription plan fees to the Service, are subject to change upon 30 days notice from us. Such notice may be provided at any time by posting the changes to the Fintellect Site (fintellect.pro) or the Service itself.
Intellectual Property:
The Service and its original content, features and functionality are and will remain the exclusive property of Fintellect and its licensors. The Service is protected by copyright, trademark, and other laws of both the European Union and foreign countries. Our trademarks and trade dress may not be used in connection with any product or service without the prior written consent of Fintellect.
Termination:
Fintellect may terminate your access to all or any part of the Service at any time, with or without cause, with or without notice, effective immediately. If you wish to terminate this Agreement or your Fintellect account, you may simply discontinue using the Service. All provisions of this Agreement which by their nature should survive termination shall survive termination, including, without limitation, ownership provisions, warranty disclaimers, and limitations of liability.
Limitation of Liability:
In no event shall Fintellect, its officers, directors, employees, or agents, be liable to you for any direct, indirect, incidental, special, punitive, or consequential damages whatsoever resulting from any (i) errors, mistakes, or inaccuracies of content, (ii) personal injury or property damage, of any nature whatsoever, resulting from your access to and use of our Service, (iii) any unauthorized access to or use of our secure servers and/or any and all personal information stored therein, (iv) any interruption or cessation of transmission to or from the Service, (v) any bugs, viruses, trojan horses, or the like, which may be transmitted to or through the Service by any third party, and/or (vi) any errors or omissions in any content or for any loss or damage of any kind incurred as a result of your use of any content posted, transmitted, or otherwise made available via the Service, whether based on warranty, contract, tort, or any other legal theory, and whether or not the company is advised of the possibility of such damages.
Governing Law:
This Agreement shall be governed by and construed in accordance with the laws of the European Union, without giving effect to any principles of conflicts of law.
Dispute Resolution:
Any dispute arising out of or relating to this Agreement or the Service shall be resolved through binding arbitration in accordance with the commercial arbitration rules of the European Union. Any such dispute shall be arbitrated on an individual basis, and shall not be consolidated in any arbitration with any claim or controversy of any other party. The arbitration shall be conducted in the European Union.
Changes to this Agreement:
Fintellect reserves the right, at its sole discretion, to modify or replace this Agreement at any time. If a revision is material we will try to provide at least 30 days' notice prior to any new terms taking effect. What constitutes a material change will be determined at our sole discretion.Contact Information:If you have any questions about this Agreement, please contact us at hello@fintellect.pro.
This Terms of Service Agreement ("Agreement") is a legally binding agreement between you ("User", "you" or "your") and Fintellect ("Fintellect", "we", "us" or "our") and governs your use of the Fintellect app, website and any related services (collectively, the "Service"). By using the Service, you agree to be bound by the terms and conditions of this Agreement. If you do not agree to the terms and conditions of this Agreement, you should not use the Service.
Use of the Service:
The Service is intended for corporate use by team members who are 18 years of age or older. By using the Service, you represent and warrant that you are 18 years of age or older and that you have the right, authority and capacity to enter into this Agreement on behalf of your company. You are responsible for ensuring that your use of the Service complies with all laws, regulations and ordinances of the European Union. You agree that you will not use the Service for any illegal or unauthorized purpose. You agree to comply with all applicable laws regarding the transmission of technical data exported from the European Union.
User Accounts:
To use certain features of the Service, you may be required to register for an account. You agree to provide accurate, current and complete information about yourself and your company as prompted by the Service's registration process. You will also be asked to provide a password. You are responsible for maintaining the confidentiality of your account and password and are fully responsible for all activities that occur under your account. You agree to immediately notify Fintellect of any unauthorized use of your account or password.
User Content:
You are responsible for any and all data, text, files, information, usernames, images, graphics, photos, profiles, audio and video clips, sounds, musical works, works of authorship, applications, links and other content or materials ("User Content") that you upload, post, publish or display (hereinafter, "post") on or through the Service. By posting User Content on or through the Service, you represent and warrant that you have the right to do so, and that such User Content, or its use by Fintellect as permitted herein, does not violate this Agreement, the rights of any third party or applicable law.
Modification of the Service and Prices:
Fintellect reserves the right at any time and from time to time to modify or discontinue, temporarily or permanently, the Service (or any part thereof) with or without notice. Prices of all Services, including but not limited to monthly subscription plan fees to the Service, are subject to change upon 30 days notice from us. Such notice may be provided at any time by posting the changes to the Fintellect Site (fintellect.pro) or the Service itself.
Intellectual Property:
The Service and its original content, features and functionality are and will remain the exclusive property of Fintellect and its licensors. The Service is protected by copyright, trademark, and other laws of both the European Union and foreign countries. Our trademarks and trade dress may not be used in connection with any product or service without the prior written consent of Fintellect.
Termination:
Fintellect may terminate your access to all or any part of the Service at any time, with or without cause, with or without notice, effective immediately. If you wish to terminate this Agreement or your Fintellect account, you may simply discontinue using the Service. All provisions of this Agreement which by their nature should survive termination shall survive termination, including, without limitation, ownership provisions, warranty disclaimers, and limitations of liability.
Limitation of Liability:
In no event shall Fintellect, its officers, directors, employees, or agents, be liable to you for any direct, indirect, incidental, special, punitive, or consequential damages whatsoever resulting from any (i) errors, mistakes, or inaccuracies of content, (ii) personal injury or property damage, of any nature whatsoever, resulting from your access to and use of our Service, (iii) any unauthorized access to or use of our secure servers and/or any and all personal information stored therein, (iv) any interruption or cessation of transmission to or from the Service, (v) any bugs, viruses, trojan horses, or the like, which may be transmitted to or through the Service by any third party, and/or (vi) any errors or omissions in any content or for any loss or damage of any kind incurred as a result of your use of any content posted, transmitted, or otherwise made available via the Service, whether based on warranty, contract, tort, or any other legal theory, and whether or not the company is advised of the possibility of such damages.
Governing Law:
This Agreement shall be governed by and construed in accordance with the laws of the European Union, without giving effect to any principles of conflicts of law.
Dispute Resolution:
Any dispute arising out of or relating to this Agreement or the Service shall be resolved through binding arbitration in accordance with the commercial arbitration rules of the European Union. Any such dispute shall be arbitrated on an individual basis, and shall not be consolidated in any arbitration with any claim or controversy of any other party. The arbitration shall be conducted in the European Union.
Changes to this Agreement:
Fintellect reserves the right, at its sole discretion, to modify or replace this Agreement at any time. If a revision is material we will try to provide at least 30 days' notice prior to any new terms taking effect. What constitutes a material change will be determined at our sole discretion.Contact Information:If you have any questions about this Agreement, please contact us at hello@fintellect.pro.
DPA
Identification of the parties:
This Data Processing Agreement ("DPA") is entered into on the date of acceptance by the User, by and between Fintellect ("Controller") and Nordigen and Google ("Processors").
Description of the personal data:
The Processors will process on behalf of the Controller personal data provided by the User as part of the account registration process, including name, last name, email, phone and country, as well as any additional personal data that may be required for the use of PSD2 and social authentication services.
Data protection obligations of the processors:
The Processors shall:
a) process the personal data only on documented instructions from the Controller, including with regard to transfers of personal data to a third country or an international organization, unless required to do so by Union or Member State law;
b) ensure that persons authorized to process the personal data have committed themselves to confidentiality or are under an appropriate statutory obligation of confidentiality;
c) implement appropriate technical and organizational measures to ensure a level of security appropriate to the risk, including as appropriate, the pseudonymization and encryption of personal data;
d) taking into account the state of the art, the costs of implementation and the nature, scope, context and purposes of processing as well as the risk of varying likelihood and severity for the rights and freedoms of natural persons, implement appropriate technical and organizational measures to ensure that, by default, only personal data which are necessary for each specific purpose of the processing are processed.
e) at the choice of the controller, delete or return all the personal data to the controller after the end of the provision of services relating to processing, and delete existing copies unless Union or Member State law requires storage of the personal data;
f) make available to the controller all information necessary to demonstrate compliance with the obligations laid down in this Article and allow for and contribute to audits, including inspections, conducted by the controller or another auditor mandated by the controller.
Sub-processing:
The Processors shall not engage another processor without prior specific or general written authorisation of the controller. Where the processors engage another processor for carrying out specific processing activities on behalf of the controller, the same data protection obligations as set out in the DPA shall be imposed on that other processor by way of a contract or other legal act under Union or Member State law, in particular providing sufficient guarantees to implement appropriate technical and organizational measures in such a manner that the processing will meet the requirements of this Regulation.
Data breaches:
The Processors shall promptly notify the controller if it becomes aware of a personal data breach. The notification shall describe the nature of the personal data breach including, where possible, the categories and approximate number of data subjects concerned and the personal data records concerned. The Processor shall promptly take all necessary steps to contain and mitigate the personal data breach, and shall provide the Controller with all information necessary to comply with its own notification obligations under the applicable data protection laws.
Technical and organizational measures:
The Processors shall implement appropriate technical and organizational measures to protect the personal data against unauthorized or unlawful processing and against accidental loss, destruction or damage. The Processors shall regularly review and assess the effectiveness of the technical and organizational measures implemented. Nordigen’s information security management system is ISO 27001 certified, meaning there are specific processes in place to add an extra layer of information security.
Audit rights:
The Controller shall have the right to conduct audits, including inspections, to ensure compliance with this DPA. The Controller shall provide the Processor with reasonable prior notice of any such audit, and the Processor shall cooperate fully with the Controller in connection with any such audit.
Return or destruction of personal data:
Upon termination of this DPA, the Processors shall, at the choice of the Controller, either return or securely destroy all personal data in their possession or control.
Governing law:
This DPA shall be governed by and construed in accordance with the laws of the European Union, without giving effect to any principles of conflicts of law.
Term and termination:
This DPA shall remain in effect until terminated by either party upon written notice to the other party.
This Data Processing Agreement ("DPA") is entered into on the date of acceptance by the User, by and between Fintellect ("Controller") and Nordigen and Google ("Processors").
Description of the personal data:
The Processors will process on behalf of the Controller personal data provided by the User as part of the account registration process, including name, last name, email, phone and country, as well as any additional personal data that may be required for the use of PSD2 and social authentication services.
Data protection obligations of the processors:
The Processors shall:
a) process the personal data only on documented instructions from the Controller, including with regard to transfers of personal data to a third country or an international organization, unless required to do so by Union or Member State law;
b) ensure that persons authorized to process the personal data have committed themselves to confidentiality or are under an appropriate statutory obligation of confidentiality;
c) implement appropriate technical and organizational measures to ensure a level of security appropriate to the risk, including as appropriate, the pseudonymization and encryption of personal data;
d) taking into account the state of the art, the costs of implementation and the nature, scope, context and purposes of processing as well as the risk of varying likelihood and severity for the rights and freedoms of natural persons, implement appropriate technical and organizational measures to ensure that, by default, only personal data which are necessary for each specific purpose of the processing are processed.
e) at the choice of the controller, delete or return all the personal data to the controller after the end of the provision of services relating to processing, and delete existing copies unless Union or Member State law requires storage of the personal data;
f) make available to the controller all information necessary to demonstrate compliance with the obligations laid down in this Article and allow for and contribute to audits, including inspections, conducted by the controller or another auditor mandated by the controller.
Sub-processing:
The Processors shall not engage another processor without prior specific or general written authorisation of the controller. Where the processors engage another processor for carrying out specific processing activities on behalf of the controller, the same data protection obligations as set out in the DPA shall be imposed on that other processor by way of a contract or other legal act under Union or Member State law, in particular providing sufficient guarantees to implement appropriate technical and organizational measures in such a manner that the processing will meet the requirements of this Regulation.
Data breaches:
The Processors shall promptly notify the controller if it becomes aware of a personal data breach. The notification shall describe the nature of the personal data breach including, where possible, the categories and approximate number of data subjects concerned and the personal data records concerned. The Processor shall promptly take all necessary steps to contain and mitigate the personal data breach, and shall provide the Controller with all information necessary to comply with its own notification obligations under the applicable data protection laws.
Technical and organizational measures:
The Processors shall implement appropriate technical and organizational measures to protect the personal data against unauthorized or unlawful processing and against accidental loss, destruction or damage. The Processors shall regularly review and assess the effectiveness of the technical and organizational measures implemented. Nordigen’s information security management system is ISO 27001 certified, meaning there are specific processes in place to add an extra layer of information security.
Audit rights:
The Controller shall have the right to conduct audits, including inspections, to ensure compliance with this DPA. The Controller shall provide the Processor with reasonable prior notice of any such audit, and the Processor shall cooperate fully with the Controller in connection with any such audit.
Return or destruction of personal data:
Upon termination of this DPA, the Processors shall, at the choice of the Controller, either return or securely destroy all personal data in their possession or control.
Governing law:
This DPA shall be governed by and construed in accordance with the laws of the European Union, without giving effect to any principles of conflicts of law.
Term and termination:
This DPA shall remain in effect until terminated by either party upon written notice to the other party.
Privacy & data protection
Data Collection:
Fintellect collects only the personal data needed for user registration, including name, last name, email, phone, and password. Other data collected is non-personal and corporate in nature.
Consent:
Fintellect obtains consent for the collection and processing of personal data through user confirmation in the app interface. No personal data is collected, only anonymized logs of app performance are collected.
Data Use:
Fintellect uses personal data only for the purpose of user authentication.
Data Storage and Security:
Fintellect stores personal data in a secure database that is detached from other front-end and back-end applications. The company data is stored in different instances in order to diversify the risk.
User Rights:
Fintellect allows users to correct their personal data via user or company settings, or by contacting us at hello@fintellect.pro
Third-Party Processors:
Fintellect uses third-party processors that are GDPR compliant.
Clear and concise privacy policy:
Fintellect's privacy policy is written in a clear and concise manner to be easily understandable for users.
Digital signature validation:
Fintellect uses digital signature validation for all API requests between the front-end and back-end applications.
Fintellect collects only the personal data needed for user registration, including name, last name, email, phone, and password. Other data collected is non-personal and corporate in nature.
Consent:
Fintellect obtains consent for the collection and processing of personal data through user confirmation in the app interface. No personal data is collected, only anonymized logs of app performance are collected.
Data Use:
Fintellect uses personal data only for the purpose of user authentication.
Data Storage and Security:
Fintellect stores personal data in a secure database that is detached from other front-end and back-end applications. The company data is stored in different instances in order to diversify the risk.
User Rights:
Fintellect allows users to correct their personal data via user or company settings, or by contacting us at hello@fintellect.pro
Third-Party Processors:
Fintellect uses third-party processors that are GDPR compliant.
Clear and concise privacy policy:
Fintellect's privacy policy is written in a clear and concise manner to be easily understandable for users.
Digital signature validation:
Fintellect uses digital signature validation for all API requests between the front-end and back-end applications.
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