Online Banking Platform — SberTech
Product lead: external portfolio and market launch · External sales
The starting point
SberTech had an engineering team of more than 100 people and platform components built for its parent banking group. It needed to turn those separate technologies into a clear offer for external customers.
I first tried to sell the separate components as they were, but customers did not want small fragments. I had underestimated the minimum unit of demand: buyers expected a more complete product.
Unify internal technologies into a complete product for external customers.
What I did
- Defined the product portfolio I unified the components into the Online Banking Platform and organized them into four connected groups: Workspace, Reports Kit, tools for building user interfaces and Runtime Tools. The offer addressed complete business workflows such as digital workspaces, customer portals and document generation.
- Clarified what each product covered I used customer research and competitive analysis to clarify which product owned each problem. I worked with neighboring platform teams to cut overlap and put together combined offers. With SberData, this included a single-workspace concept for disconnected analytics tools.
- Prepared the products for sale I developed packages, pricing, licensing and support terms, alongside demos, sales materials and a process for evaluating opportunities. I helped hire marketing and business-development specialists and coached technical product owners on working with customers.
- Built the investment case I prepared and defended investment cases covering resources, costs, payback, risks and sales assumptions. The strategy combined smaller initial deals with larger enterprise opportunities. Products supplied through a partner tender for Aeroflot were one example of external sales.
The outcome
The Online Banking Platform became a unified product with working demos, a sales process and external customers. It returned 100% of the investment within one year.
I created the unified external product offer, not the existing engineering team or all of its technology. The ROI result is based on my account; underlying financial data is not public. Later internal decisions limited further development.