Okuqukethwe Isiqalo Isikhala Senkinga Ukwakha i-Relocare Ukuhlola Kwangempela Izifundo Ezifundiwe Ukuqhubekela Phambili Isiqalo I-TL;DR Zibone ngeso lengqondo uthuthela ezweni elisha elingenamlando wendawo yezikweletu, elingenabo ubufakazi bekheli, futhi elingenayo indlela elula yokuvula i-akhawunti yasebhange. Unomsebenzi ohleliwe, kodwa ayikho indlela yokuthola umholo wakho. Udinga ikheli elihlala njalo ukuze uvule i-akhawunti yasebhange, kodwa udinga i-akhawunti yasebhange ukuze uqashe indawo yokuhlala.Yilokho okwenzeka kimi njengowokufika e-Portugal. Ngacabanga, 'Lena inkinga enkulu—ngingayilungisa.' Ezinyangeni eziyisithupha, €500K, kanye nabasebenzisi abangu-5,000 kamuva, i-neobank Relocare yami yayifile. Ngingubani mina Ngingu-Dmitry, usomabhizinisi we-fintech oneminyaka engu-13 embonini. Inkampani yami, iFinbox Solutions, isiza abaqalisi ukukala izinkundla zezimali. Ngemisebenzi eminingi ye-fintech ngaphansi kwebhande lami, ngacabanga ukuthi sengilungele ukwakha i-neobank. Nganginephutha.Ngemisebenzi eminingi ye-fintech ngaphansi kwebhande lami kanye nobuchwepheshe obujulile bengqalasizinda yamabhange, ngazizwa ngihlomele kahle ukubhekana nezinselele zokwakha i-neobank. Ukuthutha nokuthi Kwaqala Kanjani Ngangingenanhloso yokushiya izwe lami, kwenzeka kakhulu ngephutha. Ngivakashele e-Portugal ngengqungquthela ye-Web Summit ngo-2018. Engqungqutheleni, ngahlangana nabantu abavelele abafana noRay Dalio (Umtshalizimali), u-Tim Berners-Lee (Umsunguli Wewebhu) kanye no-Evan Williams (Umsunguli we-Twitter & Medium) .Kwakuyisipiliyoni esimangalisayo nesijabulisayo. Le vibe emaphethelweni obuchwepheshe yangisiza ukuthi nginqume ukuhlala isikhathi eside. Lapho i-COVID-19 ifika ngo-2020, okwaqala njengokuhlala kwesikhashana kwaphenduka umnyakazo waphakade. I-Portugal inezindawo ezihamba phambili ze-fintech zokuqalisa, ihlinzeka ngezinhlaka zomthetho, i-ecosystem yokuqala futhi inomphakathi omkhulu wokuphuma, cishe abantu abayi-1.1m. Ngeza eqinisweni, isimo sezulu esihle, indawo enhle kanye nakho konke engangikudinga ngaleso sikhathi. Into yokuqala ekuzinzeni kwelinye izwe ukuthola amaphepha adingekayo. Kithina, kwakusho ukuvula i-akhawunti yasebhange yendawo. Isikhala Senkinga Izinkinga ngokulungisa Into enzima kakhulu kubantu bokufika kunoma yiliphi izwe ukuvula i-akhawunti yasebhange yendawo. Ezakhamuzini zasePortugal, kuthatha izinsuku ezi-3, kodwa kwabokufika, leli gama lidlula amasonto angu-2-3. Futhi akulona ibhange, kodwa imibhalo ukuthi idinga. Indida enonya? Udinga i-akhawunti yasebhange ukuze uqale impilo yakho, kodwa udinga ukuthi usuyiqalile impilo yakho ukuze uthole i-akhawunti yasebhange. Njalo ekuseni kuba uhambo olusha lwe-bureaucratic. Udinga i-NIF (inombolo yentela) ukuze uvule i-akhawunti yasebhange, kodwa udinga ubufakazi bekheli ukuze uthole i-NIF. Udinga i-akhawunti yasebhange ukuze uqashe indawo yokuhlala, kodwa udinga ikheli elihlala njalo le-akhawunti yasebhange. Idokhumenti ngayinye ibiza imali - i-NIF iyodwa ingakubuyisela emuva ama-euro ayi-100. Futhi lokho yingxenye eyodwa nje yendida. Ngibuke abantu beshisa imali abebeyilondolozile ezindaweni zokuhlala zesikhashana belinde ama-akhawunti asebhange. Ochwepheshe abanamakhono aphezulu behliselwe ukuphatha ukheshi njengabafundi, abangakwazi ukuthola amaholo abo noma ukukhokha izikweletu ngendlela. Konke lokho kwenza inqubo yacasula futhi yadumaza. Kodwa akusikho konke…. I-Portugal inohlelo lwamabhange oluvaliwe. Kusho ukuthi, uma une-akhawunti ebhange lamazwe ngamazwe, asikho isiqinisekiso sokuthi isemthethweni e-Portugal. Mina ngokwami ngaba ne-akhawunti egatsheni lase-Brazilian lase-Santander. Lapho ngifika egatsheni lesiPutukezi, omabhalane bendawo bangigqolozela bedidekile, njengokuthi “uyini…” Amagatsha ahlukene awaboni. Umlando wesikweletu, ubufakazi bokuqashwa, nanoma yimiphi eminye imibhalo ayisho lutho. Qala kusukela ekuqaleni, mfana! Ngakhungatheka. Isinqumo sokwakha i-neobank Izinselelo zamabhange engabhekana nazo mathupha, kuhlanganiswe nenqwaba yezindaba ezifanayo ezivela kwabanye abokufika, zagqamisa igebe elicacile emakethe. Isizinda sami se-fintech sinikeze ukuqonda okuyingqayizivele kokuthi lezi zinkinga zingaxazululwa kanjani ngokuhlelekile. Lokhu kwaholela ekwakhiweni kwe-Relocare, i-neobank eklanyelwe ngokukhethekile ukubhekana nezinselele ezingavamile abokufika ababhekana nazo lapho besungula ukuba khona kwabo ngokwezimali ezweni elisha. Ngaphezu kwalokho, ngabona imakethe njengengasifanele kahle futhi ngafuna ukuzibekela inselelo: “Ngingakwazi ukuyakha futhi ngikale?” Yaqala kanjalo. Ngiyisebenzise Kanjani I-Mindset Yomkhiqizo Ekuthuthelweni Kwendawo Lapho sithuthukisa i-Relocare, sigxile ekuqinisekiseni okujulile: Maphakathi no-2020, kwenziwa izingxoxo ezingu-50+ nabokufika futhi bahlonza amaphuzu abo obuhlungu (akunakwenzeka ukubolekwa imali, kunzima ukuthola i-akhawunti yasebhange) Ngo-Q3 2020, kwakhiwe ikhasi lokubikezela lokubhalisa futhi lisatshalaliswa kuyo yonke imiphakathi yabokufika. Sithole abangu-13,000 ohlwini lokulinda. Kugxilwe ezicini ezingu-3 ngesikhathi se-MVP:- IBAN yendawo- Ikhadi lesikweletu labokufika- Ukuhlanganiswa kwesistimu yokukhokha yendawo (MBWay) Ngenxa yebhizinisi lethu le-B2B, besesivele sinengqalasizinda eqinile yezobuchwepheshe: Ukucutshungulwa kwenkokhelo Amasheke e-KYC/AML Imisebenzi yasebhange eyinhloko Izivumelwano zokuphepha Kodwa-ke, ukusebenza njengebhange kudinga ilayisense yasebhange, okuthatha iminyaka nezigidi zemali ukuyithola. Ekupheleni kuka-2020, sabambisene nomhlinzeki we-Banking-as-a-Service (Banking-as-a-Service) ongasinikeza ukulawulwa nokufinyelela kunethiwekhi yamabhange. Nakuba sasinekhono lobuchwepheshe lokwakha yonke into, sasidinga ilayisense yabo ukuze sisebenze ngokusemthethweni. Ngeshwa, isifiso sabo sokudla sasiphansi kakhulu, futhi babebona abokufika njengamakhasimende asengozini enkulu. Le ndlela yokulandela imithetho kamuva izosebenza ngokumelene nathi. Imodeli Yebhizinisi Nokusakazwa Kwemali Engenayo Silandele imodeli yemali engenayo eqinisekisiwe eyasungulwa ama-neobanks aphumelelayo njenge-Revolut. Indlela yethu yayiqondile: Ukubhalisa kwanyanga zonke — ukuze ufinyelele noma iyiphi insiza kuhlelo lwethu lokusebenza, abasebenzisi badinga ukubhalisela uhlelo lwanyanga zonke. Besifuna ukukhokhisa u-12,5 euro/ngenyanga (Bekungazi lutho). Lokhu kufanele kube umthombo wethu wemali engenayo oyinhloko (cishe u-70% wesamba semali engenayo). Izinkokhelo zokwenziwayo — Uzakwethu we-BaaS (ibhange njengesevisi), obengumnikazi wengqalasizinda futhi othwele ubungozi, wabeka izinkokhelo ezithile zokwenziwe. Lokhu kwenza cishe u-25% wemali ebesiyilindele. Amasevisi engeziwe - sibeka izindleko zokucubungula kulokhu kusakazwa, okungase kungenise u-5% wemali engenayo: ukuhumusha nokucubungula amadokhumenti, I-Unit economics yayibukeka ithembisa ephepheni. Besikulindele ezinombolweni: I-CAC Ebikezelwe (Izindleko Zokutholwa Kwekhasimende) — 50 euro. Isikhathi sokuphila sekhasimende esilindelwe (LTV) — izinyanga eziyi-12 Isilinganiso esiqondisiwe se-LTV/CAC — 3:1. Izindleko zokubhalisa — 12.5 euro/ngenyanga I-Gross Margin - 66.7% Ukukhulisa izimali Njengoba imodeli yebhizinisi nezezimali ye-Relocare isesandleni, saqala ukufuna abatshalizimali. Ekuqaleni, sasihlele ukuqalisa iphrojekthi, kodwa sasingaqiniseki ngezindleko zangempela ezihilelekile. Besinabangenele ukhetho abangu-10 ababezotshala ndawonye kulo msebenzi, kodwa kwangalunga. Sinqume ukwakha ngokwethu, sisebenzisa imali yethu evela ku-B2B SaaS. Sisebenzisa “impahla” yamaphrojekthi adlule, sakhe i-MVP ezinyangeni ezi-2 futhi siyethula emphakathini wethu wabasebenzisi. Ukwethula kanye nezinkinga zokuqala Ngenkathi sethula i-Relocare ngoJanuwari 2021, abasebenzisi abangu-13,000 ohlwini lwethu lokulinda baphenduke baba ngu-5,000 MAU. Ingqalasizinda yethu yobuchwepheshe isingathe isikali kahle, kodwa ubambiswano lwe-BaaS ludale izinselele ebezingalindelekile: Ukuvimbela Ukukhwabanisa Ngokushesha sesiqale ukubhekana nezinkinga zokukhwabanisa. Iqale ngekhadi lesi-5 elikhishiwe. Ngaleso sikhathi sabona, ukuthi amabhange asho ukuthini ngamakhasimende asengozini enkulu (okusho abokufika) Izithiyo Zokulawula Abasebenzisi baqale ukukhononda ngezinqubomgomo zethu eziqinile ze-KYC/AML. Asikwazanga ukucubungula yonke into ehlobene ne-crypto, i-NFT. Abasebenzisi bazizwe benqatshiwe ngokoqobo. Umuzwa Womsebenzisi Ngaphandle kwempendulo eyakhayo mayelana nezici ezibalulekile ezifana ne-IBAN ne-MBWay, abasebenzisi abaningi bazizwe benqatshiwe inqubo yethu yokuqinisekisa eqinile. Lezi zinkinga zakuqala beziyisiqalo nje sezinkinga zethu zokulingana nezimakethe. Ukuhlola Kwangempela Izinkinga ze-Market Fit Nakuba lezi zinselelo zokuqala zokusebenza zaziphathelene, izinkinga ezijulile ngemodeli yebhizinisi le-Relocare zaqala ukuvela esikhathini esiyizinyanga eziyisithupha. Idatha yethu iqale ukuveza iphethini ekhathazayo: abasebenzisi bebexova. Siqale ukuphenya, ngokuhlaziya impendulo yabasebenzisi, senze inhlolokhono futhi, futhi sifune amaphethini kuwo wonke ama-akhawunti kuphaneli yethu ye-Amplitude. Futhi nakhu esikutholile kuze kube manje: Iningi labantu bokufika lidonsa kanzima ezinyangeni eziyisithupha zokuqala, futhi konke kuba kuhle ngemva kokuvula i-akhawunti yasebhange lendawo. Kusisusa ku-value chain. Abasidingi ngemuva kwenselelo yesikhashana. Baphinde basebenzisa i-Wise kanye ne-Revolut endleleni. Lezo zinkampani zihlinzeka ngezinsizakalo zamabhange emhlabeni wonke futhi zinobungane kakhulu kubantu bokufika kunamabhange endawo. Esakubona ekuqaleni njengethuba lemakethe elibalulekile kuphenduke indawo yobuhlungu besikhashana. Lokhu kuqaphela okubalulekile kwakusho ukuthi i-neobank eyenzelwe abokufika kuphela yayinenkinga eyakhelwe ngaphakathi—abasebenzisi bazohamba ngokwemvelo uma sebezinzile ezweni. Izinombolo Ezisibulele Imibono yethu nge-unit economics nayo yabhidlika. Besilindele ukuthi: I-LTV/CAC njengo-3:1, kodwa uthole 0.53:1. Ukuphila njengezinyanga ezingu-12 kodwa izinyanga ezingu-6 empeleni. Intengo, ishintshile isuka ku-12,5 yaya kuma-euro ayi-8 kuphela ngenyanga. Ngezindleko ezikhuphukayo kanye namamethrikhi awohlokayo, sidinga utshalomali olukhulu ukuze siguqule izinto. Ngemva kokusebenzisa u-€500K wemali yethu, izibalo zethu zabonisa ukuthi sidinga cishe u-€10M ukwenza ibhizinisi lisebenze. Nakuba sikwazile ukuheha cishe u-€1M kuntshisekelo yabatshalizimali abangaba khona, bekungenele. Isinqumo Sokugcina Simi kule mpambano-mgwaqo ne-Relocare, sihlole zonke izindawo ezingase zibe khona: Ngena emikhiqizweni emisha ezungeze ama-neobanks. Ngena ezinkokhelweni ze-crypto-powered cross-border (okuyinto ecelwe kakhulu kuphrojekthi) Izixazululo zezikweletu zabaphuma kwamanye amazwe, zibasiza ukuthi bathole uxhaso lwezimali ezweni elisha Konke lokho bekungeyona ingxenye yobuchwepheshe bethu. Ukuboleka kunzima kakhulu, udinga ukuhlola ubungozi bezikweletu kanye namakhasimende akhona ngenqubomgomo eqinile. I-Crypto nayo bekungeyona into esigxile kuyo kakhulu, besingaqiniseki ukuthi sizokwakha ini. Ukuhlaziya kwethu okokugcina kwabeka isipikili sokugcina ebhokisini. Sibonile: Asikwazanga ukuncintisana neRevolut and Wise, eyayinezinsiza eziningi noxhaso. Besidinga u-€10M+ ukuze sakhe imodeli yokuboleka esimeme, futhi ngisho ne-€1M enenzalo yabatshali-zimali abangaba khona, igebe belikhulu kakhulu ukuthi lingavaleka. Ngebhizinisi le-B2B elivele linenzuzo, sinqume ukungalahlekelwa ukugxila lapha futhi sakuvala. Silondoloza imali kubatshalizimali bethu, sisebenzisa ama-euro angu-500,000 kuphela. Manje, sekuyisikhathi sokwabelana ngalokho esikufundile kokuhlangenwe nakho. Izifundo Ezifundiwe Uma ngibheka emuva, uhambo luka-Relocare lungifundise izifundo ezibuhlungu kodwa ezibalulekile engithemba ukuthi zizosiza abanye abasunguli bagweme izingibe ezifanayo: 1. Qaphela Izinhlobo Zebhizinisi Zenkathi Yenguquko Iqiniso elinzima esilitholile: ukwakha ibhizinisi enkingeni yesikhashana kufana nokuzama ukubamba intuthu. Abasebenzisi bethu basidinga kakhulu izinyanga ezi-4-6, base benyamalala. Kufana nokwakha ibhizinisi lokuthengisa izambulela kuphela lapho lina - isidingo singokoqobo kodwa siyadlula. 2. Usayizi Wemakethe ≠ Ithuba Lemakethe Imakethe ye-expat engu-1.1M e-Portugal ibukeke iyinhle ephepheni. Kodwa nali isiqinisekiso sangempela: kuphela u-15% walaba bantu abathunyelwa kwamanye amazwe empeleni abebesesigabeni sethu esiqondiswe kuso (i-tech-savvy, ochwepheshe abahola imali ephakathi), kanye no-10% kuphela walabo abaguqulelwe ekubeni amakhasimende akhokhayo. Hlala umba ujule ezibalweni zakho ze-TAM. 3. Inkinga "Yanele". Sifunde ukuthi izixazululo ezikhona ezifana ne-Wise ne-Revolut "zazizinhle ngokwanele" kubasebenzisi abaningi. Babengaphelele kubantu bokufika, kodwa basebenza. Siyini isifundo? Isixazululo sakho sidinga ukuba ngcono izikhathi ezingu-10 kunezinye ezikhona, hhayi nje kangcono kancane. Kubasunguli ababheke isikhala se-fintech: ikusasa alikho ekwakheni elinye ibhange - lisekuxazululeni izinkinga zengqalasizinda ezenza kube nzima ukubhenka kwasekuqaleni. Yilokho kanye esikutholile kulolu hambo. I-Silver Linings Naphezu kokuvalwa kwe-Relocare maphakathi no-2021, asizange sihambe silambatha. Sakhe izimpahla ezibalulekile ezimbalwa manje esesizilungisa kabusha: I-DocSense: Ithuluzi le-Relocare AI lokuhlaziya i-PDF lithole isidingo esingalindelekile emkhakheni we-B2B. I-PayMaster: Isibali sentela esenzelwe i-Relocare sesiwumkhiqizo ozimele nokhula wokutholwa. I-Mobile App Architecture: Sinikeza ilayisensi izingxenye zengqalasizinda yebhange evikelekile esiyakhele i-Relocare kwezinye iziqalo ze-fintech. Ukuqhubekela Phambili Ngemuva kokuvala i-Relocare maphakathi no-2021, ngabuyela ku-B2B fintech, ngigxile kulawa mathuba: Ingqalasizinda Yesikweletu Esiwela Umngcele: Inkinga enkulu engaxazululiwe akuzona izinkokhelo - ukuphatheka komlando wesikweletu emingceleni Izinsizakalo Zebhange Ze-B2B: Ukusiza amabhizinisi ukuthi azulazule emabhange aphesheya kunamandla amaningi okuhlala kunezixazululo zabathengi I-Regulatory Tech: Amathuluzi asiza izinkampani ze-fintech ukuthi zibheke izidingo zokuthobela eziyinkimbinkimbi Okwamanje igxile ku: I-Brokerage SaaS Solutions: Ivumela ukuqalisa kwe-fintech ukwethula izinsizakalo zokutshala imali nezohwebo Ingqalasizinda ye-Neobank: Ihlinzeka ngezisombululo ze-fintech ezinelebula elimhlophe I-Payroll Fintech: Ukwenza lula izinkokhelo zamaholo omhlabaUma unemibuzo ngale ndaba, ngithole ezinkundleni zokuxhumana. Imicabango yokugcina Uma ngibheka emuva kuleli bhizinisi lango-2021, ngithemba ukuthi lokhu kufa kwe-Relocare kunikeze imininingwane ebalulekile. Unemibuzo? Ngithole ku-LinkedIn: Dmitry Prostov
