The Market is Changing — Distributors are Transforming
In 2022–2024, the Russian IT market underwent significant changes: the departure of foreign vendors, a shift in the product landscape, and a growing demand for localization. However, the key tasks of integrators remained the same — delivering equipment and software on time. In the new environment, the efficiency of dealers' work has become more dependent on the capabilities of distributors, which has led to increased demands on their services.
66% of respondents stated that they want to see distributors as more active participants in the chain "vendor → supplier → integrator → client." Among the most demanded services:
· 22% — extended financial services (lending, flexible payment schemes);
· 19% — logistics with additional options;
· 19% — in-depth service support;
· 12% — delivery of third-party cargo.
Strategic Partnership — A New Trend
After 2022, distributors are increasingly acting not just as suppliers, but as strategic partners, participating in project planning and joint development of solutions with vendors.
· 42% of respondents noted a significant transformation in the role of distributors;
· 25% saw the first steps in this direction;
· 21% are observing an active process of change.
Anna Chernyakova, Vice President of OCS, gave an example:
«Many distributors are increasing their engineering competencies. For example, OCS launched a production division in 2020, and today it is already a site of 1.5 thousand sq. m, where we offer contract assembly, equipment modernization, branding, and other services».
Cooperation and Expertise — Key Factors for Success
Currently, the trend towards partnership is increasing in the IT industry:
· 23% of respondents consider the contribution of distributors to be critically important for the development of the industry;
· 40% rate it as moderately significant.
Experts predict that in the next 3–5 years, distributors will strengthen their positions in:
· service support (25%);
· development of solutions jointly with vendors (23%);
· creation of own products (21%).
Savings and Risk Reduction — Real Benefits
The transformation of distributors is already bringing measurable benefits to business:
· 24% of companies reduced the risk of supply disruptions;
· 22% noted savings in time and money;
· 20% reduced operating costs;
· 16% strengthened competitive advantages.
Anna Chernyakova emphasizes:
«A positive effect is given by large distributors investing in services».
Distributors are Becoming Market Drivers
Under the influence of sanctions, digitalization, and new business demands, IT distributors are moving from a traditional model to a partnership model. They not only supply goods, but also develop services, helping integrators reduce costs and win competition.
Research methodology:
· 144 companies (76% integrators, 15% retailers, 7% developers, 2% service providers);
· Survey of managers working with distributors;
· Geography: 26 cities in Russia;
· Period: summer 2024.
Illustrations provided by the press service of OCS.