Business model
Grupa Pracuj is a leading technology platform in the HR sector in Europe. It supports enterprises in recruitment, retention and development of their staff, helps users of its platforms find the right job enabling them to reach their full potential, and creates world-class technologies shaping the future of the HR market.
Two complementary pillars
The Group’s business model is built on two complementary pillars: recruitment platforms and HR software solutions offered in a SaaS model.
Synergy of areas
Thanks to the synergy between these two areas, the Group effectively supports employers in acquiring talent and enables candidates to easily access attractive job opportunities.
Job Classifieds
Two-sided relationship model:
Job boards, thanks to their leading position on local markets, are the main source of the Group's revenue:
- Pracuj.pl and the:protocol.it in Poland,
- Robota.ua in Ukraine.
The online recruitment platforms are based on a two-sided business model. The growing number of job offers attracts more candidates, which in turn increases the effectiveness of recruitment and motivates more employers to post ads. This creates a network effect that helps scale the model.
Benefits for employers:
- publication and editing of job ads,
- employer branding,
- recruitment support systems and efficiency statistics based on AI and Big Data.
Benefits for candidates:
- access to a wide database of offers,
- the ability to apply using the easy-apply and multi-apply functions,
- additional functions such as a CV creator, candidate profile or recruitment tips.
HR Software
Comprehensive management of recruitment processes
The second pillar of the Group's activity are the recruitment management systems, which operate under the SaaS (Software as a Service) model.
The offered solutions enable comprehensive management of recruitment processes and support HR tasks throughout the HR cycle, both pre-hire and post-hire.
The Group's portfolio mainly includes:
- eRecruiter, HRlink and Kadromierz – in Poland,
- softgarden group – in Germany, Austria and Switzerland (DACH region).
These systems support, among others, the publication of job advertisements in multiple channels, application selection, cooperation with hiring managers, onboarding management, as well as reporting and analytics.
Revenue model
Based on a fixed monthly or annual subscription fee, depending on the number of users and selected modules. The key indicator of the stability of this segment is MRR (Monthly Recurring Revenue) - recurring monthly revenue from subscriptions.
Sales channels
Adapted sales channels
The Group reaches its customers through diverse sales channels, tailored to their operational needs and scale of operations:
- direct sales,
- inside sales (telesales),
- e-commerce solutions for independent publication of advertisements,
- channel for service of HR consulting agencies (ADP).
Support by analysis departments
Sales teams are supported by business analysis departments, responsible for processing sales data, monitoring market trends and decision-making support.
Customer segmentation
In the recruitment segment, the Group classifies clients mainly by the number of employees. Currently, the Group's services are actively used by over 160 thousand clients, representing all key sectors of the economy - from finance, through IT, sales and marketing, to production, construction and logistics.
In the HR Software area, segmentation also takes into account the average number of recruitment processes conducted by a given organization in a given period (month or year).
Candidate characteristics
Collar colors
The classification of candidates and advertisements is based on the popular division into so-called "collar colors", which determines the product offer and sales strategy:
- White Collars – professionals and specialists (e.g. IT, finance, law),
- Pink Collars – mainly service positions (e.g. retail, HoReCa),
- Blue Collars – physical and technical workers (e.g. construction, production).
A diverse approach
A differentiated approach to target groups allows the Group to better tailor its offer, increase the responsiveness of advertisements and optimize recruitment costs.
Income and settlements
Revenue from recruitment sites
In Job Classifieds, revenue is generated through:
- sale of packages in advance – with a validity period (usually one year),
- sale of individual recruitment projects (advertisements) in the e-commerce channel.
Revenue recognition
Revenue is recognized upon publication or expiration of unused projects.
Freemium model
In Ukraine, there is also a freemium model – each client is entitled to one free advertisement per month.
HR Software segment revenues
In the HR Software segment, revenues are recurring – they are recognized in accordance with the subscription cycle, and their stability is reflected in the MRR indicator.
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Contact for investors
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