Integrated hardware-and-software stacks remain the top priority for domestic customers.
Demand for Russian-made hardware is
growing, but customers remain primarily focused on end-to-end integration of hardware
and software solutions, according to Olga Goz, director for marketing and
digitalization at Axoft’s Center of Expertise and Distribution of Digital
Technologies. She shared her assessment of key IT market trends with IT Russia.
“Based on our 2025 data, the share of
hardware in the business portfolios of Russian IT companies is distributed as
follows: for 44% of respondents it accounts for less than a quarter of the
portfolio, for 18% it ranges from 25% to half, and for around 14% it reaches
50%. At the same time, more and more manufacturers are submitting their
products to the Minpromtorg registry (the Ministry of Industry and Trade) in
order to meet not only regulatory requirements, but also customer expectations.
This is why, in close cooperation with vendors, we will continue to develop
technology partnerships to build full technology stacks, both software-based
and hardware-based. The goal is to minimize procurement costs for different
solutions, as more clients are shifting their business focus toward finding
optimal options under tight budget constraints,” Goz explained.
Focus on Analytics
After foreign consulting firms stopped
sharing their data in 2022, analytics became a key area of focus for the
company. According to the expert, Axoft took on a systematic role in collecting
and analyzing objective and reliable data so that IT market participants could
better understand the state of the industry and upcoming trends, respond to
changes in a timely manner, and make informed decisions.
“In 2025, we conducted two major studies,
using both our extensive internal marketing data and information from
developers, partners, and customers. We analyzed the size and condition of the
Russian cybersecurity market and carried out research into the penetration of
Russian IT technologies not only across Russia’s regions, but also in
neighboring countries – Belarus, Kazakhstan, Uzbekistan, and Kyrgyzstan. We can
see how attitudes toward domestic products are changing both inside the country
and abroad, how our technologies are developing and improving, where demand is
growing, and where there are clear opportunities for further business efforts,”
Goz said.
Threefold Growth
Goz added that since 2022 Axoft has
achieved threefold growth. She attributed this performance to a proactive
strategy and a strong regional presence.
“We deliberately entered segments where
most market players at the time saw no obvious benefits. In 2012, this was
expertise in Russian cybersecurity products; in 2014, infrastructure solutions;
and in 2022, Russian hardware, which few believed in then, but which is now
seeing rising demand,” she noted.
The company representative also emphasized
the importance of long-term partnerships in a volatile environment.
“Mutual trust among all market participants
and the ability to assemble something coherent and meaningful out of fragmented
elements are the most valuable assets. With that foundation, risks can be
overcome and strength maintained under any conditions,” she concluded.
