OCS analysts noted that IT integrators use 70–80% of domestic brands' solutions for their regional projects. At the federal level, the share of Russian products ranges from 50 to 60%. The popularity of local solutions in the regions is largely due to the demand structure: a significant portion of orders comes from government institutions and enterprises with state participation. In addition, many industrial and infrastructure customers fall under the CII requirements and are therefore focused on domestic technologies.
In 2023, the system integration segment at the federal level accounted for 45% of all IT services, according to CNews data. One of the reasons for the higher share of the segment in domestic markets is the local specifics of doing business. "As a rule, regional consumers do not have sufficient human resources to independently implement complex integration projects. Large companies with regional divisions are in a similar situation. IT integrators provide assistance on the ground: they implement comprehensive solutions, carry out commissioning works, and support systems", — explains Yulia Rudym, Vice President for Regional Development at OCS.
The high percentage of domestic solutions used in the regions is largely due to the industry affiliation of customer companies. According to OCS analysts, 30–35% of orders come from government institutions, 20–25% from industry, 10–20% from construction, energy and transport, and another 20% from commercial companies from other industries. Most of these organizations belong to the state or are CII enterprises: they follow the import substitution policy and choose Russian brands.
As a rule, large companies with a regional branch network are served by federal integrators. The latter often cooperate with regional players to compensate for the lack of a large-scale distributed structure and improve the quality of services provided on the ground. The reverse situation is also common: regional players enter into partnerships with federal integrators to maintain rare competencies that are not always in demand in the domestic market. Sometimes this becomes the beginning of expansion into neighboring regions and entry to the federal level.
According to OCS estimates, large regional integrators implement an average of 30 to 70 projects per year, while small ones implement 10–30. Large-scale implementations may involve 4 to 7 vendors (5–10% of a large integrator's portfolio). Such orders typically include work on organizing IT infrastructure, digitizing processes or areas, and implementing information security software. Small projects such as creating a small server infrastructure or implementing specialized software require the participation of an average of 2–4 vendors.
Most likely, in 2025–2026, the share of Russian solutions in regional projects will remain at a consistently high level, and in federal projects it will gradually increase.
