The times when communication operators appeared one after another, laying on the roofs and cellars of a network of wires, long gone into oblivion . The market is oversaturated and it seems that there is simply nothing to catch on this field for a new player. However, small towns in remote republics from Central Russia leave the gaps that the company can fill, just starting its way in the field of providing Internet access services.
One of these companies is Kyzyltelecom, which has been operating for several years in the city of Kyzyl of the Republic of Tuva.
The history of the appearance of this company is also remarkable by the fact that its formation began in a crisis year for the country, when the dollar conquered the peaks, the western countries imposed sanctions against Russia, And domestic politicians with might and main introduced the concept of "import substitution". In general, the Russian economy has come a time when businesses are closing rather than vice versa. However, the example of "Kyzyltelecom" is indicative and somewhat unique, and the most pleasant is that the company "NAG" took direct part in this process. But about everything in order.
The story about the establishment of Kyzyltelecom as an Internet provider with NAG.ru was shared by the person who directed the process from idea to connection of the first subscriber. Actually this story, a kind of lifhak on the topic "How to create a telecom operator and what you need for this."
In the courtyard stood pre-crisis "two thousand tenths" years. The company "FORT-SP", specializing in the installation of low-current systems and electrical works, received a good profit, allowing you to spend money on the development of other areas of business. Then the first considerations appeared on the account of development in the field of Internet-provider. However, the idea was safely postponed for a year, until "Crimea burst out of the blue." Western countries began to impose sanctions against Russia, and the dollar began to beat records of value in relation to the ruble. When it became clear that cloudless times are behind, and the calm on the Russian market was replaced by a storm, the leadership of FORT-SP decisively said "it's time."
"I still regret the missed opportunity , Starting the construction we bought equipment for the communication center twice as expensive, we bought everything twice as expensive. But history is not about that. For a year, while management made the decision, I studied this issue, communicated with people and integrators, during this time I was persuaded to abandon wimax (this was done by the office that traded this equipment), and we correctly paid attention to GPON. The direction is new for me, I plunged into the study of the matter. I very quickly went to the forum "NAG", there were received the basic advice on the organization and selection of equipment "
," says the engineer "Kyzyltelecom" Alexander Afanasyev.
It's not for nothing that there is a saying "the first pancake is lumpy", but in such a case as the development of a new direction besides the numerous technical nuances associated with many, one can not do without mistakes. At the first stage, enough time was spent on studying the theoretical part. One of the stages of "study" was visiting the exhibition "Communication Expo". It was there that the future provider was able to determine the choice of billing, equipment for installation, SORM and establish many useful contacts.
When the heroes of this story became more or less clear the main points of the work of the Internet provider, it was necessary to proceed to purchase equipment for the communication center. The case of the first necessity was to decide on the BRAS. To invest in one "piece of iron" several million rubles was inexpedient. Therefore, in advance as one of the options, the purchase of the Ericsson SE100 router was considered.
»Apparently, it was necessary to buy two pieces, so that one was collecting dust in the warehouse for urgent replacement in case of the main failure. Once again, the guys from "NAG" came to the rescue, who advised to turn their eyes to the Cisco ASR1000. On it, it was decided to stop its choice. "
Eltex equipment was chosen for the construction of the GPON: the switch mes 5448 and Eltex MA4000-PX with a board for eight ports ACS, EMS licenses were purchased in addition to this.
"Inexperience played a cruel joke with us. Initially, we acquired only one server – the new Fujitsu." In the future, because of this, serious problems arose With the addition of a processor.When we bought an additional processor it turned out that we needed another radiator that came Axis to look separately "
Five servers were purchased later, three were used to launch IPTV , And two more were needed for the Internet.The purchase of new servers would be prohibitively expensive, so the beginning operator had to purchase hardware in the secondary market.
"Again, because of the inexperience of the server, we bought Under the "Pirs TV". More than half a year we spent on consulting with their specialists, and eventually found out that they do not deliver content. It was decided to start cooperation iptvpotal.ru. Now one of the servers is used as a transcoder. The server that was planned for the channel archive is now used for cloud-based video surveillance "
," the engineer Kyzyltelecom shares his experience.
The history of one deception
After a while all the necessary equipment was bought, the premises under the communication center came in a suitable form. An input of 15 kW was purchased. Before the "Kyzyltelecom" the question arose with the search for a specialist who could launch the whole "organism" into work. We again turned to the forum Nag.ru, where a few people immediately responded to configure everything to configure.
In the meantime, there were negotiations with the trunk operators. They began with an unbearable sum of 2400 rubles. / Mbit. A good price was provided by MTS and Megafon. Before that, in Kyzyltelecom, half a year they tried in vain to reach an agreement with Rostelecom. "There were always problems: there was no agreement on the agreement, there was no one to sign a price order and the like.
Finally, we decided on an expert , Which will take up the setup and launch of the communication center.For its work, the "master" asked 300 thousand rubles, plus payment for accommodation and tickets.For this money, the capital's special agent undertook to set up a communication center (in fact all his work was reduced to setting up Radius and BRAS) For setting up billing, IPTV and
"It should be said that our invited" expert "turned out to be an outspoken fraudster who was going to make excellent money for our inexperience.With the end of the second week of work he told the leadership that He completed 99% of the work and needs to leave for a week to Moscow to solve some of his questions.The rest of the work he was going to finish remotely and then go back and set up IPTV (for setting up IPTV, he will ask 260 thousand rubles).
Then the plot develops more inte esney. Special is going home and he is paid all the agreed amount. Then he persuades the leadership to become LIR. A contract with his company is signed for which another 200 thousand rubles is paid. As a result, 500 thousand rubles were paid for the non-working ASR with accumulated code, and the lack of ip addresses that the special should provide after paying a fee in the district. At this time, an IT specialist comes to our staff who starts to understand the state of affairs.
As a result I will say that the "special" setup has been completed, but for 5 months, I returned the money for the district, returned the parts with a whimper and lamenting how difficult his life is. For us it was a great lesson, "- says the representative of" Kyzyltelecom. "
Cloudy video surveillance
So, the equipment is bought and configured. All the necessary contracts have been signed with the trunk operators. It's time to start organizing additional services.
"I heard from many specialists that the first thing to do is to start the Internet, and then start to set up additional services. They consider this to be wrong, because clients are not attracted by the Internet alone. When choosing a network topology, it's necessary to consider additional services, and it's easier to immediately integrate with billing than wait for several months when Hydra will have a window, "says Alexander.
First of all, it was decided to implement a video surveillance service. Necessary experience in this area was already available, so there was no need to recruit third-party specialists. To implement the service selected from several systems: macroscop cloud, OUTPOST and flussonic. From the option using flussonic had to be abandoned because the product seemed "raw".
The future provider needed to have video surveillance, as the service was easy to manage and scaleable. Integration was possible with many camera manufacturers. There was a possibility to manage services independently (add and remove cameras, connect and pay for services, etc.).
"As a result, macroscop was integrated into the Hydra. Along the way, we have chosen the type of licenses (the price of one 4500 rubles license includes intelligent modules). What attracted us to this product, intelligent modules, the guys have been releasing software for video for a number of years, supporting a large number of cameras. Why did we abandon this decision, the commercial project and invest 4500 rubles for a license for one camera is not comme il faut, the development of software is finished, although support is still there, "explains Alexander.
Ultimately, After testing it was decided to deploy the work on OUTPOST. It was this system that seemed to the management of the provider to be the most thoughtful and complete. It combines all the necessary things for a provider – billing, a site for clients, the ability to manage services, view cameras from the browser without installing additional plug-ins and programs. The decision of the final decision was also affected by the license price – 1,700 rubles. Plus additional licenses worth 500 rubles for cameras with pnp (a handy thing, a camera with the desired firmware, you can add to the mac address, the camera itself initializes the authorization on the server, in simple words, the camera does not need a white ip address).
"After purchasing 100 licenses, we received technical support for a month, within the framework of which, for us a firmware was made with pnp for the cameras of the manufacturer with which we are working. And also integrated payments into the system through the Savings Bank acquiring. And a few words about the dependence on the network topology. We additionally, upon agreement with the tenants of apartment buildings, install several cameras at their own expense, connect them to a separate subscriber unit, this connection must be taken into account when building the network "
," notes Kyzyltelecom.
"All equipment was purchased at a time when the rate soared to 70 rubles. The course was constantly jumping, so all bills were put out in dollars, and they had to pay at the rate of +5%.
ACCOUNT №1 – 21 978 $ (ASR 1000 ASUS 1000, one server with additional six SAS 320 gb hard drives. , Racks for equipment 2 pieces 48 inch and 2 pieces for storage batteries with reinforced shelves AKB 150 A / h -16 pcs uninterruptible power supply for 15 kW and for small things, shelves, crosses).
ACCOUNT №2 – 550,900 rubles (equipment and licenses for GPON, basket 4000 with board 8 port and 8 SFP modules, licenses for 512 ASR and EMC subscribers without them, switch 5248, the power supply unit of the USEP 2-3.).
ACCOUNT №3- $ 3,222 (the welder and separately took the chip of the fudzhikura)
ACCOUNT # 4 – $ 19,540 (three servers that were planned Under the PIER TV, as a result, one of us is used for cloud-based video surveillance, one as a transcoder for iptv and one for various needs.)
Billing "Hydra" – 510 000 rubles SORM – 816 000 rubles. Additionally bought ERP "USERSIDE" – 100 000 rubles excellent software, we draw a network in it, we plan to take an additional module for uploading data from the Hydra. At first looked at domestic development with the same functionality, but the price tag of 600 thousand rubles. He pushed us away. "
TOTAL: 4,673,300 rubles.
Everything was purchased in parts whenever possible. At the same time, the "passive" was bought, the cable distributors, as well as the trunk cable. Later, servers were taken in the market of used equipment. As a result, we managed to save about 1.5 million rubles.
"As any beginning provider, we were worried by many questions, but the most incomprehensible, Covered with mystery and darkness is SORM, as usual, not being able to get a clear explanation, we postponed this question "for later." It turned out that in SORM the most terrible is the price and all by paying, you get a single-unit device (server) that takes your place In the rack, consumes your electricity, but to which you do not have practically a nickname "
The decision of the question with the SORM begins with an acquaintance with the FSB officer who supervises This direction. It is in the department that they recommend the company that develops devices for SORM. In the case of Kyzyltelecom, this was the company IFESOFT. For the development of SORM, it was necessary to provide a network diagram, a questionnaire and so on. The SOSM implementation plan is sent to the FSD, where it must be approved. Then the fiber optic cable is laid to the department. Connection and configuration of the SORM were carried out by the FSB and IFESOFT.
"As a result, we did 70% of paper work, adjusting and editing about 10% of the work, all the rest was done without our participation. As a result, the device that cost us 800 thousand rubles costs itself at the site and does not bother anyone. We sold it to us in installments, so he did not become a financial burden for us "
– notes Alexander.
Finally, everything was set up, and the new provider of the city of Kyzyl was ready to start connecting subscribers. Tariffs were set at the level of other providers in the city. To attract subscribers, they came up with an action: subscribers for a low price were connected for two months to any tariff, and only then transferred to a standard tariff at the selected cost.
"I do not know why, probably because of the desire for an endless freebie, the incoming customers wanted an even bigger freebie, for example, one of the clients, asked if there would be an additional discount for her In the framework of the action "
," notes Alexander Afanasyev.
When tariffs and actions to attract subscribers were developed, the question arose: "what to do next?". It was not clear how to implement the advertising campaign and not to scare off subscribers, incidentally earning a bad reputation.
"One of our first subscribers was naturally employees of the company, friends and friends of friends, so the issue of management, until recently, was not acute. But we still had to contact the company that provides direct sales services to providers. A guy arrived, spent a week in a rented apartment, ran around the districts, went home, conducted a random survey, made a table and left. Two weeks later we received a report and a proposal on the creation of a direct sales department. Here is how the text of the letter sounded: "The remuneration of our company is variable, tied to each connected application of the PL (and will be about 2 monthly fees, with each application for 6 months)." In other words, we would have to give them one year of all the money we earned, not counting applications for connection. Naturally, we refused "
," says Alexander.
Now "Kyzyltelecom" is still developing an advertising concept. The subscriber base is expanding due to passive advertising and "word of mouth".
"The base is replenished with new customers, people are slowly going. We are very much helped by the fact that our office earns on a different direction, not related to the provider. Also we have a staff of installers, i.e. There is an income and people who receive a ZP with this income. According to the most pessimistic forecasts, the payback period of the project is 5-6 years. Each year, the state presents us with new surprises (SORM, SORM2, Yarovoy Project), this is associated with additional costs, it is difficult to take into account in forecasting "
Now, in addition to Internet access, "Kyzyltelecom" can provide subscribers with cloud-based video surveillance and IPTV services. If everything goes well with video surveillance, then television is still considerably behind. По мнению представителей провайдера, все дело в том, что абоненты пока не готовы понять все преимущества IPTV.
“Что я могу сказать вам в качестве совета, если вы решили стать провайдером? Нужно иметь существенную сумму средств и быть готовым работать в убыток первые пару лет. Также нужна концепция, по которой вы собираетесь продвигать услуги. Желаю успеха в этом непростом деле”
— подытожил Александр.