What is 1C? 1C Franchising. Part 1

    In this part I want to reveal such a concept as 1C Franchising.

    Why did I decide to devote a separate article to this phenomenon? The fact is that my practice as a business consultant shows: many businessmen do not understand what it is at all. People are constantly confused in concepts, some even say with confidence that they installed the program from specialists from 1C. Why this happens, I will tell a little later.

    Now I would like to emphasize the fact itself: people who order services for implementing 1C software products do not understand to whom they are addressing the order, what kind of specialists they are, and what are the pros and cons of 1C franchising.

    Most often, these are 1C partner companies that received certificates at the time, since a certain number of their employees passed certification. Today, those specialists who received certificates can work in a completely different place, and completely different, sometimes even random people, new employees of the partner company 1C are involved in the implementation of 1C.

    What is 1C franchising?


    1C franchisee is a company, i.e. a legal entity that received a certain status due to the fact that it corresponded to a certain list of criteria put forward by 1C.

    Earlier it was easy to get 1C franchisee status. Over the years, the requirements have become stricter. Moreover, 1C began to divide its partners into different directions. Part of the “n type” franchisee *** specializes in the production area, part - in trade, someone is a developer, etc.

    *** Here I deliberately added the words "n-type" because in fact all this specialization is rather arbitrary. I’ll tell you more about this below.

    So, based on the category that 1C assigned to its franchisee partner, companies have the right to engage in certain areas: implementation of the specified part of software products, etc.

    How to get 1C franchisee status?

    In order to obtain this status, the company must meet certain criteria that 1C introduced.

    The most important requirement is for a company applying for franchisee status, a certain number of 1C certificates must be registered. What does it mean?

    Employees of the company, including freelance or even specialists involved in one project (often exclusively in order to obtain the necessary certificate), are certified at 1C, in other words, pass an exam in which they show a sufficient level of knowledge of software products and 1C platform .

    The company pays for these certificates, and the programmer declares as his own employee. As a result, 1C records these certificates for a specific company. And if the number of certificates and their specialization correspond to the application, the company receives franchisee status.

    Today on freelance exchanges there are often ads like "buy a 1C certificate" or "I need a person to get a 1C certificate." Those. it is known that this person will not work in a company that seeks to obtain a certificate. But the certificate is written to the company, as a result, everyone is happy, except for customers who hope to get a job at a high professional level from official 1C partners, and get a variety of results, since the work is most often done by people who have never passed certification.

    So, the specialists who received the certificates can quit and work in a completely different company or even be freelancers who were hired specifically to receive the certificate, but the status is obtained and the franchisee is actively exploiting it.

    Another option for obtaining a certificate is to pay for 1C courses and a subsequent exam for a programmer who would like to undergo such training. Sometimes such contracts are concluded directly in training centers. Courses and exam are paid, and in 1C the rule works: if the certificate is paid by a legal entity, then the certificate is written to this company.

    In some cases, to obtain the status, franchisees generally hire a ready-certified specialist who writes a statement to 1C for a certain fee with a request to assign his certificate to a certain company. Further, like a specialist after the courses, this person can really work for a franchisee company, may not work at all in the staff of this company, and may quit after some period of cooperation. But, no matter what, the certificate is already assigned to a certain legal entity, and the status remains.

    Thus, a good undertaking (certification of company specialists, i.e. checking their level of knowledge to obtain franchisee status) turned into simple money making. And the status of the franchisee, unfortunately, is not associated with the guaranteed high quality of the work of specialists.

    Why do you need 1C franchisee status?

    The status of 1C franchisee is needed, first of all, in order to sell certain software products. Those. if a company seeks to sell 1C. Accounting, it needs a franchisee status of 1C. Accounting, similarly for selling 1C. Management of an enterprise needs the status of a partner for working with this configuration, etc.

    An important feature of franchisee status: each franchisee partner is obliged to pay partnership fees to 1C in a timely manner. Thus, the company 1C receives a constant profit from the very fact of having partners. And, of course, she is interested in developing an affiliate network and increasing the number of franchisee companies.

    Many companies that work with 1C are ready to receive and pay certificates, pay fees, buy certain volumes of products and fulfill all the requirements of 1C in order to obtain and maintain franchisee status. The main reasons are obtaining the right to sell 1C software products, the presence of the company name in the list of 1C partners on the official website (very good advertising), as well as the franchisee status itself, which increases the degree of trust on the part of customers.

    At the same time, 1C does not encourage its partners to provide quality services, since 1C does not receive anything from the sale of services by franchisee. But to increase the volume of sales of software products, 1C company motivates its partners with significant discounts and other types of rewards, since 1C is very interested in sales.

    Important: without a franchisee status, a company does not have the right to sell 1C products.

    In fact, this restriction has been successfully circumvented for a long time, and even a whole market has developed around it. If a company would like to sell this or that 1C product, but does not have franchisee status, it can always appeal to those who have already received this status. As a result, the sale will be framed through a franchisee, for which intermediaries take a certain rollback (today, as far as I know, this is 33%).

    Thus, if a client buys a software product, for example, for 100 thousand rubles, the company that found this customer receives 33,000 rubles. (33%), and the franchisee company receives an income of about 20,000 rubles. (20%) from the sale of software.

    By the way, another reason why many companies involved in 1C are so eager to obtain franchisee status: for its partners, 1C company makes very big discounts, up to 55% of the cost of the product! Those. if a software product costs the same 100,000 rubles for a client, the partner will pay 50,000 rubles or less for the same product.

    In addition, even if the franchisee works simply as an intermediary who helps to complete the transaction, they receive additional profit by selling additional products and services. For example, the client will not be able to legally update 1C if it does not subscribe to information and technical support. And you can get such a subscription only from an official 1C partner.

    Certificates 1C: what is it?


    The 1C company today issues a lot of different certificates. They differ in the level of assessed knowledge (specialist or professional), as well as in areas. In fact, for each direction, for each of the typical configurations that the 1C specialist plans to work with, it is possible and necessary to obtain a separate certificate.

    In fact, these certificates can be compared with the exam system in the sense that from the point of view of status, the certificates received are very useful. But from the point of view of practical skills, their value is extremely doubtful.

    Of course, it’s useful to know the features of the software, to understand how this or that configuration works from the point of view of the programmer. But the client does not need theory or even pure programming. He needs to solve some specific problems, and here knowledge of accounting (accounting, tax, management), understanding of the features of the wholesale warehouse, retail store, manufacturing enterprise, etc. are much more important. If the programmer knows at least the basics of accounting and understands how to apply them in practice, he will be able to understand what the customer wants to receive, he will be able to formulate and set the task correctly. And even then you will need to remember 1C programming skills.

    In addition, 1C certificates become outdated very quickly, because configuration updates are published regularly, and after six months, the knowledge of a specific configuration, which the programmer confirmed at the exam, is no longer relevant. Of course, the certificate remains with the specialist, and he can play his role in attracting customers or to confirm franchisee status for the company. But the knowledge, the presence of which this certificate confirms, is already obsolete.

    Inconsistency of certificates and practical knowledge

    One of the global problems of 1C is the great discrepancy between customer expectations and real knowledge of a certified specialist. For example, even a good programmer who has mastered 1C. Bookkeeping may not cope with the task simply because it does not have enough knowledge of accounting. And the fact that he knows the program perfectly will not help in this case.

    At the same time, the certificate says - “1C: Consulting Specialist” for the implementation of the 1C: Accounting 8 application solution. ”And the client who read this phrase subconsciously expects this 1C programmer to be an expert on accounting and 1C at the same time. accountants, their problems, and offer them optimal solutions. But in fact, most often, this specialist managed to sell 2-3 boxed solutions of 1C. Accounting, prepared for the exam on this configuration, passed and successfully received a certificate. But about accounting he’s didn't know anything and e know.

    But still, the certificate - is not only a condition for obtaining the status of organization of franchisees, it is also an excellent sales tool, because customers trust the certificate and choose a specialist with an eye on these documents.

    Certification as a commercial area for 1C company

    Today in our country there is already a whole market based on obtaining certificates from 1C. Certificates are sold (the specialist writes a statement in which he asks to write down his certificate for a certain company), certificates are received not only for the sake of prestige, but also for a company that seeks to obtain 1C partner status, including for a fee.

    In order to successfully pass this exam, many programmers enroll in 1C courses, which are also paid, the exam itself is also conducted on a paid basis. As a result, obtaining 1C certificates, the ability to write these certificates to a specific legal entity, preparation for the exam - all this forms a separate market. As a result, certification loses its original meaning. It becomes necessary not in order to assess the knowledge of specialists, but so that 1C company could get more profit.

    ISO 9001 certification

    Recently, another type of certification for legal entities has appeared for 1C partner companies - this is certification according to the ISO 9001 standard.

    1C company itself writes about this:
    As the QMS certification bodies in Russia, 1C approved the most authoritative and largest international certification organizations - Det Norske Veritas GL (DNV GL) and Bureau Veritas Certification.

    It is also proudly reported on the 1C website that more than 9,000 companies were able to pass this certification according to strict international standards. It also explains in some detail how stringent and objective the companies that issue such international certificates are.

    But practice again puts everything in its place. And the company that managed to get the ISO 9001 certificate in terms of quality of work and the level of specialist knowledge is no different from many companies that do not even plan to receive such a certificate. In general, the international certificate ISO 9001 is nothing more than a marketing move aimed at attracting trusting customers. He has no practical value.

    The global organizational problem of 1C is that all work with partners, with the franchisee, is aimed exclusively at increasing sales of software products, but not services. And for a client, software without a service, without implementation, makes no sense.

    As a result, 1C company declares franchising solely in words. She gives sellers of boxed solutions significant discounts, calls them partners, but does not develop them, does not motivate them to raise the level of professionalism, does not introduce any quality standards. All actions aimed at the development of the franchisee are aimed exclusively at increasing sales, and further training, professional growth and quality control remain only in words. In general, 1C company declares, but does not perform almost anything of the actions that customers expect from a large company and its representatives (partners).

    The reason for this passive behavior of representatives of 1C, in my opinion, is the lack of interest in upgrading the skills of franchisees, improving the quality of their services because 1C does not receive royalties from the sale of services that franchisees provide to customers.

    Company 1C is important only one thing - this is the sale of "boxed solutions." This process is profitable. And what happens to the software after the sale, how the buyer uses it or why it does not use it, 1C and its employees are not interested.

    As a result, 1C franchisees are, in fact, individual companies that operate completely independently, differ from each other in the level of specialist knowledge, principles of working with clients, priority areas of work, etc. They are united solely by the name 1C, as well as directly by software products. In all other respects, 1C franchising is present only in words.

    1C franchisees: aggressive marketing or customer deception?


    I decided to single out another advantage of the 1C franchisee status. The fact is that many franchisees use their status in order to present themselves to the client as 1C.

    How does this happen?

    The same marketing scheme works very widely here, which can be classified as work “on the verge of fraud”. The essence of the scheme is that the franchisee company, as it should be, is listed on the 1C website in the partners section, is a separate legal entity, has its own name.

    But all this when communicating with a client is not mentioned without special need. They simply introduce themselves as “We - 1C”, then they constantly say “We are about 1C”, the combination “We - 1C” is repeated in different versions. As a result, the client has the impression that representatives of the 1C company themselves are working with him. He associates representatives of the franchisee company with representatives of 1C, which is not entirely correct.

    For comparison. The people who come to your office to install Windows, for some reason, are not associated with Microsoft representatives, right? And if such an association had passed, then the level of your expectations from the work of these people would be much higher, as well as the level of prices for services that you would consider normal.

    So it is here. If a person does not understand that one of the many franchisees is working with him, and not 1C representatives themselves, then he will perceive the overpriced cost of services as normal, but for obvious reasons he will expect more than most franchisees can give him in principle.

    The 1C company “turns a blind eye” to this, I have never seen them conduct investigations on the facts of such misinformation or punish one or another partner, and therefore this approach is flourishing.

    Even telemarketing companies and cold calling departments of potential customers actively apply this principle. I personally saw how the department where they worked on such calling a woman applied the following call script:

    “Hello, we are 1C company” after which the real name of the company is pronounced very quickly with a tongue twister. And further - “we offer 1C programs, services for setting up 1C software products”, etc.

    As a result, the client has a complete feeling that he received a call from 1C

    Why is that bad?

    It would seem, what difference does it make, as the experts introduced themselves, because they are doing the work anyway? In fact, such an approach is bad because the client has very high hopes for the franchisee company, often even too big. This is also bad because the client does not select, does not compare. It seems to him that he has already found the best, because what could be better than the developers themselves ?!

    The client completely shifts all his hopes to the contracting company and is fully confident that they will cope, because they, in his understanding, are 1C!

    If the franchisee company honestly explained that they are 1C partners, but not the 1C company itself, then the client would most likely take a timeout for some time, perhaps he would compare offers from different companies, but at the same time his expectations fully consistent with reality.

    And with this approach, it turns out to be non-alternative for the client (wherever I go, it will be 1C), as well as excessive requirements and expectations in relation to the contractor company.

    1C franchisees: lack of a systematic approach to work


    Unlike many other software developers, 1C company has not yet developed any general requirements for the implementation of software, some general, mandatory for all systems approach, there is no standardization.

    As a result, franchisee companies work as they see fit. Anyone who understands, for example, the implementation of a finished software product, does so.

    The lack of a systematic approach and a lack of understanding of how to actually act correctly leads to the fact that the heads of the project departments are more concerned not with solving the tasks set by the client, but with the fact that, in the event of a conflict, prove their case. They come up with rules and collect signatures, and all for the sake of one goal: to have at least some protection in case of problems.

    This shortcoming in the work of 1C company hinders the work of many franchisees, and customers often do not understand what they can demand for their money and what is a separate service.

    The topic of 1C franchising is very extensive, and therefore in more detail about how franchisees work, what are the pros and cons in their work, as well as in the 1C franchising system, in principle, I will discuss in the next article“What is 1C? 1C Franchising Part 2 " .

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