 Благодаря, че дои дофта след кафе паузата. Знам, че е дълъг ден и всички сте изморени. Иваме исключително интересен електр, което е пропътува много дълъг път, това е като идва от Македония. Не е спауза за да бъде тут сред нас. Президацията ще е на английски. Бо, че съм сигурен, че и иначе ще се разбираме. За това ще направя и кратко представяне на английски и след това сцената е нелъг. Вякуваме за 7 часа, за да бъде сега, и да се разправяе експериенто, в която е супер интересен, всеки за този, които е интересен в e-commerce. Така, дълъг да го даме пауза за нашите интернационите. Благодаря. Благодаря. Благодаря. Благодаря. Благодаря. Благодаря. Благодаря. Благодаря за да бъде здесь. Благодаря за да го даме пауза за мен. Мене е Зилия Серафимов. Я е бътсуалер на компьютерсиен, аплитет на компьютерсиен. В момента, я е на постградуатът. В школа на IT менеджмент. Я начинава в своя по-диликна компания, в 2008, сега подкинаш върху на моя егурда. И я зато се дълъг да бъде върху, да бъде креативна, и да работя в IT, в IT са. Мои первые проекти, които First Ideas We were developing ERP software and with my best friend Igor who is here today in the audience supporting me, we vaccine to develop some software. And we started to selling to companies. One time, a friend of mine, that I really appreciate, is a very successful, very experienced businessman, entrepreneur. He asked me what I do. And I told him that I opened a small company, IT company. And he said, that's great, what are you developing. And I said, ERP Software. I was very proud. And he said, why? There are so many ERP Softwares around you. Not only in your city, but in Macedonia and even in the region. World-class ERP Softwares are getting localized. Or Europe-class Softwares are getting localized in every regional language. And they are selling it. They have more resources than you. They have more options than you. They make combinations with their software packages. When are you going to catch up with that? And also, like I said, there are so many ERP Softwares. Why are you trying to, like we say, in the Balkans invent another hot water? That got me thinking. He was right. It wasn't very creative, for me, for us, thing to do. In the next couple of, that was 2008. In the next couple of years, started the tornado of websites. Every company in Macedonia was wanting a website. They were building, they were getting their first websites. It was the era of HTML without CSS. So you can imagine the options that we had to be creative. We had the Microsoft front page, 2003, like an environment for developing websites. And we were very happy when Macromedia was launching their solution, the Dreamweaver. Also, I remember the Flash. The Flash was a very popular tool for developing animations, for developing websites. Every company in Macedonia was wanting the upgrade from HTML or PHP to Flash. We were working very much on the websites. The software development even came third at one time. Because on the very first place were the websites, the web development, the web design. The second place, because we saw an opportunity, we started working with domains and hosting. We started making packages. We saw an opportunity here because we were selling a lot of websites. And why to pay some other provider, etc. And the software came third. Our biggest love, our reason to start an IT business. Over the years, we started to acknowledge that e-commerce is starting to take a great part on the market. Now the regular websites, the clients were calling us to transform them into web shops. Maybe not at first totally functional web shops, but at least catalog web shops. Not to buy the product, but to have all the products divided by categories, subcategories. And so the people can click it, read the specifications, the description, so the price. And then if they wanted to buy it, to call the office. In 2012, we started to deal with that. We started to develop customized solutions. We started to develop our own CMS. And in 2012, we met the WordPress. I always like to joke about it. It was a love at first sight. When I saw what the WordPress can do, it was amazing. I had heard about it before, but I didn't pay attention. I had a couple of projects that were done in Jomla. And that was it. I was always reading about WordPress. I was reading about Drupal. I was reading about all the others who were trying to get their fair share on the market. We started to look at the WordPress. That was a time when our colleague, Blackway, joined us at the company. He came very fresh with the ideas and the love for WordPress. And we started to developing web shops, teams. And of course, we started to combine them with the plugin, WooCommerce. The WordPress site cannot be a web shop without the WooCommerce plugin. We started to offer this new idea on the market. And we started to see that there were some not solved problems at the companies. They were afraid of the double tasks that will come up for them. They were afraid that the person who is entering every day the data in the ERP software, it will need to enter the data in the web shop. And backwards, all the sales and orders from the web shop, it will need to be put in the ERP software so the stock match. And I'm clicking this. I think the presentation is going. We got that part, we got that part. These are the numbers that impressed us. Development, the growth of e-commerce in Europe. We were following it very closely through the years. This is exactly right. It was from 2012 until today. And these are the numbers in Macedonia. So they were also getting very, very big, very impressive from one year to another. This is, in 2018, Macedonia as a country, their citizens, had a growth of nearly 70% in just one year. Because the people were not feeling safe with the payment cards, with their debit cards or credit cards or whatever. They were not feeling safe with the delivery. And that is an issue that is smaller and smaller with the time. So this is one proof that in 2008 the numbers are by 70% better than in 2017. I was talking about the problem that we noticed. The problem was two tasks for one person or hiring another person just for taking care of the webshop. The companies were not very happy about that. We even had cases like one very big company in Macedonia, in Skopje, a bookstore, a network or franchise of bookstores all over Macedonia, with thousands of thousands of products. And when we came by one day and we asked them, how are you satisfied with your webshop, they say, God damn you. We are very busy, our colleagues are killed every day with putting products, they are making mistakes, our stocks are not synchronized and such. And we acknowledge that there is a problem, that nobody is solving it at the moment. So we made a research at first. We already love the WordPress, the WordPress was getting bigger and bigger, I'll come back to this slide, was taking care of his market share, was expanding, was conquering the world. And we had no doubt that the solution, it must be connected, it must be very closely related with the WordPress and with the WooCommerce. That was our first conclusion and it was no doubt about it. The other part was how to solve the ERP software, the ERP software part. We cannot make a solution, a model or a plugin that is working with every ERP ever. So with our research, we saw that there is a Slovenian company called Datalab, that is also conquering the market in 11 countries in Europe, including Macedonia, including Bulgaria. And we took the ERP software, we started to use it for our personal use for our company. And then we started to developing the model, the ESHOP model for the Pantheon software. It's available in 11 countries, Bulgaria, Bosnia Herzegovina, Montenegro, Croatia, Macedonia, Kosovo, Romania, Slovenia, Serbia, Ukraine and Slovakia. It also has an international interface on UK English and US English, that can be used by any other country. They are developing an opening office in many other countries at the moment. It has 57,631 licensed users at the moment. This is fresh number, this is 15 minutes. I changed the number 15 minutes before I entered here. And it was no doubt about for us that we must figure it out, how to connect, how to synchronize the Pantheon ERP software with the WordPress Vukomerts webshop. So we developed this model, which is not only a plugin, it has another part. It has a desktop part that launch the data into the plugin, that is installed and configured with the Vukomerts. And all that is working perfectly, all the data, all the necessary fields, the image, the feature image, the attributes, everything is working perfectly. And from now on the Pantheon users can very easy migrate to WordPress, if they aren't already. Or also the WordPress users can migrate to Pantheon. So we made a couple of solutions, not only the plugin. Now we are offering the plugin on the market. We are offering the WordPress with Vukomerts on the market. And we are offering the Pantheon on the market. So it's a win-win-win for us. Thank you very much. This was shortly as I can do. So if you have any questions for me, I will be more than happy to answer them for you. Anybody? Don't be shy. OK, maybe I can ask a question that comes to my mind to break the eyes. OK, please. Because it was a great presentation. So you shared a lot of insights about Macedonian, how the penetration of those tools in Macedonia. Do you have any statistics about Bulgaria, number of shops and so on? Yes, but you will forgive me because those are unofficial. We are from Strumica. Strumica is a town literally on the border with Bulgaria. The municipality that we border to is Petrič. So we often came, we are often coming to Bulgaria for many reasons, for shopping, for everything. And sometimes for no reasons at all. Petrič, Sandansky, Burglijevgrat and Sofia are very familiar to us. And the first thing that I, as an IT student, I saw in Bulgaria, it was I think 2006-2007, Macedonia was not having a single webshop. The Macedonians banks were not offering, they didn't have the service. Like CPAY or CASIS or whatever. They were not offering the service of e-commerce. So you can connect with them, you can open a bank account or sub account and stuff like this. The only company that had a webshop in Macedonia was Deutsche Telekom. And their webshop was hosted in Germany. So it was the only one. So they start making commercials, they start making marketing. If you buy the mobile phone from the webshop, it will be free delivery, 10% less. And nobody was doing that. Nobody was knowing how to do it. Nobody was trusting it and stuff. In Bulgaria, I joke about this until today. I joke about this for 30 years. I was saying in Bulgaria that is near us, how do you call it? Kiosk traffic, they have webshops. How is it possible? Everything is online. Everything is... They do everything, even piracy. Zamunda is very popular in Macedonia. And I didn't know how we are not tracking this. When we were crossing the border, we were going into another planet of IT. And I was very nervous about it. So this process in Macedonia took a lot of years. Even 2012, when we met WordPress and WooCommerce and we started building webpages. The banks were horrible to work with. They were offering us on every client that want to... I think two banks started to have e-commerce. And if you want to have an e-commerce or if you want to have a webshop, you should pay the bank about 25 euros a month provision. They don't care if you want to have zero transactions. And they were taking from 5% to 7% from transactions. They didn't care. They said... We had clients that were very big companies. Clients with... I remember Nikop when we were trying to put it on webshop, on an e-commerce system. They were having... It's a security agency. They were having 5,400 customers. And they were very interesting in e-commerce. And they even came with us in the bank, in a high level negotiation. And they say 4.5% is all we can do. And friends from Bulgaria tell me that here there is no monthly provision. The transaction provision are like 1.5% and we were like, wow. So we had a couple of clients that we... That we... That we... Migrate them into Bulgaria, into Aliens Bank. And not only for e-commerce and for the PayPal. Macedonia is not having PayPal also. We don't know why is that. And so this is my unofficial comparison, Macedonia Bulgaria in the field of e-commerce. You guys are great. Yeah, I mean it. Yeah, in that field. Thank you very much for this answer. It was amazing. Keep in mind you haven't tried the e-governments in Bulgaria. It's not so great. That's everywhere. So we had a new tax system this year and the system collapsed. No one could use it. The companies we needed to generate this number that we must put the value in total. So the Ministry of Finance will transfer the money like it should. So there are no mistakes or there are no tax fraud and everything went down the hill. So we were missing paychecks. So we were making our monthly payments for us in the company. The money are gone. Nobody knows where it is. The software is collapsing. People are getting fired. Actually nobody gets fired. I don't know why. Nobody is blamed. That's bad. Nobody is taking consequences. Yes. Yes, please. For any part that you fail or struggle to fully automate and optimize to work between the shop and let's say production or any other part. A thing that is hard to optimize or to automate through your software. Any kind of example or something like a bit more specific for the process of automation. You mean problems? Yes, some kind of problem that you found. Difficult. In this exact case, with the shop? Yes, exactly. The image, the future image. We couldn't solve that. In the patent database they are encrypted in some way that only they know. So until we crack it we had a problem for synchronizing for transferring the image. All the data, no problem. All the fields, even the custom fields, no problem. The future image. We killed ourselves. Thank you. I think we have time for one or two more questions over there. Please. Thanks for the presentation. It's my pleasure. I was also getting super excited over ERP last year and I was looking into UDU or formerly Open ERP. As we know there is a lot of software already out there that solves the thing. I am glad I talked to somebody who is actually doing implementations for them. He said don't do it because the problem is not software. It is actually the adoption of the users to use the software in the end. Implementing ERP is really big. So it is your process now to leverage the customer base from Pantheon. And you can focus on making the WooCommerce solution for them. Is this like, did this make your life a lot easier? Would you recommend this as a learning also? From saying you don't need to create everything yourself because it's very hard. Not creating everything by yourself. It's maybe the most valuable lesson that I've learned in my life. My almost 11 years of experience in the, not only in the IT field, in the business field at all. I think you all will agree with me when the CMSs were coming out. Everybody was talking bad about them. That they are not perfect, that they are not protected enough. That the clients were saying, what is this? This is a wordpress. You took this from the internet. It's all already done. And you want to pay me for something that you only took from the internet and put it into my service. And they were not understanding. But it was like a two or three years process. Where the wordpress started to be acknowledged like something very normal. Like something default. Because everyone that is smart enough so that the website that we are building or the web shop is like they told us to. So it cannot be taken from internet and just put it on, just launch it. And when they were giving, you know, let's put this here. Let's put it like this. I don't like it like this. I want more options, these options I don't want. And when they saw that we are developing for them, they were fine. Also they saw that there is one price for wordpress and vukomats and everything that is content management based. And that is definitely a very, very different price when someone wants a fully customizable solution for their problems or ideas. And I was very happy with that because I think by the end of the day the most important thing is solving the problem. Finding the solution. It doesn't matter if you find it through something that someone already found it. Or you will be trying to find it yourself. So that's a very long time, longer time for you, for the client, more money for the client or less for you. If the client does not accept your time billing and such. So it's very, very important for me. Like I said, it's one of the most valuable, maybe the most valuable lesson that I've learned. But also I'm not 100% sure how it works in Bulgaria. But in Macedonia there is a lack of creativity. Every IT engineer that is coming out from the faculty is looking for a job. They say, OK, now I'm a bachelor and I need someone to hire me. And when you hire them they say, OK, now give me something to work or I will sit like this all day. And with just a little bit of creativity, we are finding solutions that are not that hard. We are fixing a hole in the market. And maybe we fixed a hole in 11 countries with this. It was not hard. Because you go on anything in a company, you say, hi, we are from Serafimov Group. We are here to offer you a webshop. They say a webshop is a great idea. It's a great tool, no doubt about it. But who's going to take care of it? Who's going to support it? Who's going to do the data entry? That's another job for me, another open job for me. So, from the staff I should put them more hours to do this. And it's not a good idea at the moment for me. And now with this I think we are solving problems for another colleagues even for the competition. Thanks. I'd like to ask, is it hard to keep up with who commerce updates? No, in your company. I mean, your product is mainly a plugin that you install in the WordPress platform, right? So, is it hard to keep up with the constant who commerce updates? Or is it not that challenging? It's not, because the documents updates lately are not that general. They are not that main, so they can take us from the tracks. They are getting better, they are putting something minor. And our interest is the big picture. So the big picture is okay at the moment. It's right on track, right where we want to be. But of course in the future if who commerce or WordPress decide to make some general change, some major improvements or changes of any kind, of course that we will must sit down and take care of it. All right, thanks. And just one more short question about the business model of your solution. Is it like on a subscription basis or one time fee? How do you charge people for it? It is a subscription thing. Because anytime when the client, when the company, when the partners, one they can just cancel it. All right, thank you. Thank you. I think it's just about time to close this session, so please let us applause.