¿Cómo es el modelo de negocio de Kobra?

¿Cómo genera ingresos la startup?

Cada cobro que realiza Kobra a las instituciones financieras entre bancos, sofomes, fintech y sofipos, que son sus principales clientes, un porcentaje se paga a los gestores y el resto lo retiene. Además, los bancos también les dan una comisión por recuperar cuentas vencidas.

Kobra aclara que la startup no paga incentivos por recuperación. 

“Queremos romper con el paradigma tradicional de la industria financiera, en donde la única manera de hacer bien las cosas es si cobraste o no; pues hay muchos factores por los que las personas no pagan y no depende de los gestores”.

A diferencia de otras empresas que ofrecen servicios de cobranza, Kobra digitaliza el proceso mediante otra plataforma en la que los gestores pueden ver y registrar todos los resultados de cada una de las visitas que hacen, para que tanto ellos como la empresa tomen mejores decisiones. 

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Además, los gestores reciben capacitación constante sobre el funcionamiento de la plataforma y el marco legal para que tengan las herramientas adecuadas para realizar un cobro de forma exitosa, tengan o no experiencia. Si pasan todos los exámenes, entonces se certifican como gestores de Kobra.

Por si fuera poco, los gestores tienen acceso hasta 35 cuentas a través de esta plataforma que opera con un marco de seguridad, con todos los requisitos legales y regulada por la Condusef. En una semana hacen 25 visitas en promedio, aunque depende de la disposición que tengan y de la rapidez con la que se adaptan a este modelo. En total, cada mes Kobra hace más de 6500 visitas de cobro.

Hasta ahora esta empresa tiene más de 63 instituciones financieras como clientes y cuenta más de 3,700 personas registradas en la plataforma, de las cuales 1,500 ya están certificadas como gestores y 550 han hecho por lo menos una visita en alguna de las 953 ciudades de México y Colombia, los países en donde opera la startup actualmente.

Al igual que muchas otras empresas, Kobra también ha pasado por momentos de incertidumbre en varias ocasiones. Por ejemplo, cuando ven que los números no van del todo bien y aún así tienen que cumplir el compromiso de pagarle a sus colaboradores semana a semana.

Esa ha sido la parte más difícil de tener un negocio propio, a parte de emprender por primera vez en un sector totalmente nuevo para él, pues antes de hacerlo trabajaba en la industria publicitaria.

Por su parte,  A quienes desean emprender por primera vez, Luis les aconseja tener un objetivo bien claro, creer en su idea con mucha firmeza y tener una dirección clara por mucho que distintos factores los hagan dudar o tambalearse en el camino.

a meta de estos emprendedores es expandir Kobra en América Latina. Adelantan que empezarán a operar en Argentina, Perú, Chile y Brasil, pues Luis comenta que en esos mercados hay oportunidades para entrar, ya que las instituciones financieras viven el mismo problema por lo que considera que el negocio es escalable. “Queremos ser la red de gestores abierta más grande del mundo”.

La inteligencia artificial permite lograr mejores resultados en las cobranzas

La cobranza abierta es la nueva tendencia de estos tiempos y tiene que ver con una gran red de cobradores trabajando para muchas instituciones financieras en el servicio de las cobranzas.

Así lo explicó Armando Kuroda, director general de Kobra.red, una empresa mexicana que brinda el servicio de cobranza abierta, en el marco de CRevolution 2018, evento para el sector del crédito y la cobranza, organizado por ICM y APCOB en la Ciudad de México.

Kuroda contó que durante 15 años ha trabajado en crédito y cobranza y en los últimos 7 años en crédito online a través de su otra empresa Credilkeme.

“Las instituciones financieras ya tienen sus cobradores y fuerzas de cobranza cerradas, pero en nuestro caso, tenemos una red de cobradores que trabaja para muchas instituciones financieras (IF) de forma abierta y libre”.

Agregó que en la Ley Fintech de México, se contempla que todas las entidades financieras deberán tener APIs para que los clientes puedan mover su información de una IF a otra.

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“Las personas tienen el derecho de portabilidad de datos, con lo cual pueden compartir su información con la IF que deseen y así esta ofrecer mejores servicios, esto es parte de lo que se conoce como Open Banking”.

Una API es una puerta para comunicarse, explicó el expositor, para que salgan y entren datos. “Esto podrá servir para que un banco nuevo, por ejemplo, pueda ofrecer créditos al cliente, basados en su historial, lo cual es padrísimo para el usuario pero no tan bueno para el banco A que tendrá que ponerse las pilas para que sus clientes no migren”.

Kobra.red

Esta red tiene presencia en 29 estados del país, y cuenta con cobradores con diferentes perfiles, experiencia en crédito y cobranza y expertos en la zona por dónde viven, todos conectados con una aplicación de Android, a un cerebro central, que les dice qué cuentas visitar. “Entonces, ellos realizan la visita, mandan los datos al cerebro central, que es el sistema Kobra, y Kobra entrega el dato a la financiera”.

A través de las APIs, se permite que las IF puedan mandar sus órdenes a los cobradores que no trabajan para ellos, pero que hacen la gestión a nombre de esta IF y mandan los datos que consiguen de las visitas realizadas.

Lo interesante es que en base a las visitas realizadas por los cobradores y a la información registrada, la IF puede crear reglas de negocio que se activarán automáticamente.

Por ejemplo, una regla sería: cuando el cliente no conteste más de dos semanas, cárgalo a la plataforma para que se haga una visita. Aquí aparecen varios escenarios y si uno de ellos es “promesa de pago”, se debe consignar, fecha, monto y método de pago, tres datos que el gestor manda a la plataforma, vía la API de la financiera y en la base de datos de esta, deber haber una conexión con su CRM o call center para que vean la promesa y hagan seguimiento.

Esta es la mejor forma de lograr que la información de ese cliente no se vaya con el gestor que perteneciendo a una IF decide pasarse a otra, pues cuando son cobradores abiertos y libres nunca se quedan con los datos.


“La cobranza que nosotros hacemos es puerta a puerta y creemos que podemos llegar a mejores puertas si estamos asistidos por inteligencia artificial, que es lo que hacemos en Kobra”

Armando Kuroda

Ventajas

  • No se tiene que tener a una persona tomando decisiones, la regla de negocio ya está programada.
  • Se ganan días para salir a cobrar más rápido.
  • Cada acción va teniendo un resultado y se va almacenando esa data.
  • Permite que con esa información se tomen mejores decisiones crediticias.

Kobra y Alegra, las ganadoras del Open Talent 2016

BBVA apoyará a emprendedores de México y Colombia para desarrollar sus propuestas de tecnologías financieras (fintech), las cuales están enfocadas a mejorar la administración de las pequeñas y medianas empresas (pymes) y establecer mecanismos más eficientes de cobranza.

La institución bancaria dio a conocer a los ganadores de BBVA Open Talent 2016 de la región Latinoamérica, que fueron las firmas Kobra y Alegra, las startups fintech que obtendrán 30 mil euros (alrededor de 660 mil pesos) cada una.

Además, en total los seis ganadores de BBVA Open Talent 2016 participarán en un programa de inmersión de dos semanas, no consecutivas, en México y Madrid, donde interactuarán con ejecutivos y expertos de BBVA en la búsqueda de oportunidades de colaboración.

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En el marco del evento FinnoSummit 2016, celebrado en la Ciudad de México en el que participaron más de 500 emprendedores, inversionistas, consultores y autoridades, los finalistas presentaron sus proyectos ante el jurado conformado por expertos fintech, directivos de BBVA, Propel Ventures, BBVA Data & Analytics y BBVA Bancomer.

De acuerdo con un comunicado, el director general de Desarrollo de Negocios de BBVA Bancomer, Hugo Nájera Alva, comentó que “el carácter global de BBVA Open Talent ha sido un reflejo de cómo la transformación supone una gran oportunidad para que los emprendedores puedan reinventar la industria financiera”.

Las aplicaciones ganadoras fueron: Kobra que preside Armando Kuroda y se trata de una red de cobranza que brinda transparencia y eficiencia al proceso de cobranza a domicilio conectando a las instituciones financieras con los cobradores de deudas, maximizando la eficiencia y minimizando los costos por medio de la tecnología.

La otra startup ganadora es Alegra de origen colombiano , la cual planteó una aplicación (App) en la Nube para la administración y contabilidad para pequeñas empresas que les permite facturar, llevar gastos, estados de cuenta, inventarios y obtener informes inteligentes.

En la octava edición de Open Talent se recibieron mil 217 proyectos de emprendedores de 77 países, entre los que destacaron México, Colombia, Turquía, Austria, Reino Unido y Suiza. Colombia y México sobresalieron en la región Latinoamericana con 78 y 63 proyectos, respectivamente, con ideas innovadoras presentadas por jóvenes desarrolladores en el ámbito fintech.

Kobra; El servicio ON DEMAND de gestiones de cobranza en el que puedes confiar

Las instituciones financieras enfrentan diversos retos al realizar sus gestiones de cobranza a domicilio:

  • Es costoso administrar una red de cobranza propia.
  • Faltan proveedores que entreguen información digitalizada en tiempo real para ejecutar estrategias de transformación digital y big data.
  • Hay poca transparencia en las gestiones y como resultado se afecta a deudores y acreedores.
  • Proveedores tradicionales de cobranza cobran un % del todo por lo tanto no son una opción viable para moras tempranas.

Con tres años de vida, y bajo la batuta de los emprendedores Luis Silva y Armando Kuroda; Kobra se ha convertido en la mayor plataforma digital de cobranza a domicilio, la cual une a acreedores con gestores de cobranza independientes. Las SOFOMES encuentran a cientos de gestores certificados por la plataforma dispuestos a trabajar bajo demanda.

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Usando la tecnología se garantiza que las gestiones sean seguras y dentro del marco regulatorio. Cada gestión genera data valiosa para que la SOFOME mejore su ciclo de riesgo. La red abierta de gestores de la plataforma Kobra permite bajar costos fijos e incrementar la cobertura donde la SOFOME tiene sus créditos colocados, esto gracias a que ofrecen un esquema comercial basado en eventos y no en recuperación.

En pocas palabras, Kobra es una red de cobro de cartera vencida a domicilio con presencia en todo México.

BENEFICIOS PARA LAS SOFOMES:

  • Potencializa la capacidad de hacer visitas de cobranza a domicilio en zonas donde no hay cobertura o con alta rotación de gestores.
  • Acceso a talento a distancia y bajo demanda.
  • Tener un mayor control mediante validaciones geolocalizadas.
  • Conoce detalles de respuesta del deudor en tiempo real.
  • Modelo Disruptivo. No cobramos por recuperación.
  • Mejora la comunicación entre tu financiera, el cobrador y el deudor.

Digno de señalar es que la plataforma digital “Kobra”, es una de las startups que se encuentran participando en la primera edición del Programa de Aceleración “FACTORYA”, evento convocado por Scotiabank y el Tecnológico de Monterrey.

Kobra, la plataforma de gestores de cobranza a domicilio al estilo Uber

Hay algo que tienen en común todos los emprendimientos exitosos: surgen a partir de un problema real o de los dolores que viven la mayoría de las personas.

Este es el caso de Kobra, la plataforma de gestores de cobranza a domicilio fundada en México por Armando Kuroda y Luis Francisco Silva hace más de dos años y medio.

Luis Silva y Armando Kuroda diseñaron una plataforma que permite a los gestores de cobranza visitar a los deudores más cercanos de acuerdo con su ubicación.

La idea de este negocio surgió a raíz de que Armando tenía dificultades para salir a cobrar en la puerta de sus clientes cuando prestaba dinero por internet en su antiguo negocio.

Se dio cuenta de que no había un proveedor de gestores que se dedicara exclusivamente a la visita de los clientes, que otras empresas también vivían el mismo dolor y que los gestores de cobranza estaban jugando en desventaja en el sector financiero tradicional.

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Luis explica que esta industria paga por recuperación, pues los gestores ganan un salario mínimo y un incentivo con base en lo que recuperan, pero hay cuentas por cobrar que son irrecuperables.

Además, dice el emprendedor, hay una discrepancia para llegar a lo que ellos llaman la última milla; es decir, llegar a la puerta de los clientes para validar el domicilio, ofrecerles créditos, entregarles plásticos de débito y crédito, o para cobranza.

Por esta razón, Luis y Armando formaron una red de gestores para hacer cobros de cartera vencida a domicilio con presencia en todo México.

Funciona a través de una plataforma digital con un modelo basado en la economía colaborativa (sharing economy), similar al de compañías como Uber o Rappi, en donde los gestores pueden tomar cuentas por cobrar de instituciones financieras de acuerdo con su ubicación a través del GPS de su celular.

Kobra, el servicio de gestiones de cobranza a domicilio

Kobra es una red de cobro de cartera vencida a domicilio con presencia en todo México.

Con tres años de vida, y bajo la batuta de los emprendedores Luis Silva Armando KurodaKobra se ha convertido en la mayor plataforma digital de cobranza a domicilio, la cual une a acreedores con gestores de cobranza independientes. Las SOFOMES encuentran a cientos de gestores certificados por la plataforma dispuestos a trabajar bajo demanda.

Usando la tecnología se garantiza que las gestiones sean seguras y dentro del marco regulatorio. Cada gestión genera data valiosa para que la SOFOME mejore su ciclo de riesgo.

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La red abierta de gestores de la plataforma Kobra permite bajar costos fijos e incrementar la cobertura donde la SOFOME tiene sus créditos colocados, esto gracias a que ofrecen un esquema comercial basado en eventos y no en recuperación.

En pocas palabras, Kobra es una red de cobro de cartera vencida a domicilio con presencia en todo México.

BENEFICIOS PARA LAS SOFOMES:
  • Potencializa la capacidad de hacer visitas de cobranza a domicilio en zonas donde no hay cobertura o con alta rotación de gestores.
  • Acceso a talento a distancia y bajo demanda.
  • Tener un mayor control mediante validaciones geolocalizadas.
  • Conoce detalles de respuesta del deudor en tiempo real.
  • Modelo Disruptivo. No cobran por recuperación.
  • Mejora la comunicación entre tu financiera, el cobrador y el deudor.

La plataforma digital “Kobra”, es una de las startups que se encuentran participando en la primera edición del Programa de Aceleración “FACTORYA”, evento convocado por Scotiabank y el Tecnológico de Monterrey, el cual llegara a su término en las próximas semanas.

Kobra, la startup que revoluciona el proceso de cobranza

El proceso de cobranza puede convertirse en un dolor de cabeza tanto para deudores como para las instituciones financieras que otorgaron el crédito.

En tanto, las financieras se enfrentan a complicaciones al momento de recuperar la cartera vencida, como la comisión que deben pagar a los despachos sobre el monto de la cuenta.

Kobra es una plataforma especializada en cobranza que busca hacer el proceso más sencillo y justo para instituciones, deudores y cobradores.

El sistema conecta la cartera morosa de las financieras con cobradores profesionales. De esta forma, la empresa paga por visita y los negociadores organizan su día para ir al domicilio del deudor, recibiendo un pago cada que acuden más un porcentaje de la cantidad recuperada.

Para verificar que la gestión se haga en la forma correcta, los deudores confirman que recibieron la visita y califican al cobrador, lo que permite detectar cualquier irregularidad a tiempo.

El origen de Kobra

Armando Kuroda, fundador de la empresa, explica que Kobra surgió como una solución para otro de sus emprendimientos, Credilikeme, la plataforma de préstamos para personas que lanzó en 2012.

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«No encontrábamos un proveedor que nos diera el servicio que buscábamos con el nivel de calidad que se espera en la actualidad. Vimos una oportunidad ahí, desarrollamos el producto para nosotros mismos”.

http://gobiznext.com/startups/kobra-la-startup-revoluciona-proceso-cobranza/

Sin embargo, cuando platicaban con otras financieras sobre la solución que habían desarrollado se dieron cuenta de su potencial y la lanzaron al público en enero de este año. A la fecha se han realizado más de 10 mil visitas a través de su red.

Recientemente, la empresa se convirtió en una de las ganadoras de BBVA Open Talent 2016, la inciativa de BBVA Bancomer para impulsar a los emprendedores en el sector fintech y recibió un premio de 30 mil euros que Kuroda planea destinar a tres rubros: “continuar sumando entidades financieras a la plataforma, cobradores y seguir desarrollando la tecnología”.

Los emprendedores detrás de Kobra, Jorge Enriquez (COO) y Armando Kuroda (CEO) [Foto tomada del Centro de Innovación BBVA]