Russia needs a unified standard for interaction between vendors and partner companies

The market needs not only technologies, but also industry-wide standards of interaction — a study of the experience of partners with information security vendors, conducted by Solar Group, an architect of comprehensive security and the center of expertise and distribution of digital technologies Axoft, showed. The survey involved heads of commercial departments, project offices, sales department employees and technical specialists of about 100 companies — integrators, developers and resellers.

About 60% of respondents noted that the market needs not only the development of solutions for import substitution, but also the development of industry-wide standards and interaction policies.

Representatives of surveyed companies generally feel higher satisfaction from interacting with foreign suppliers who have left the market (80.6%) than with domestic colleagues (74.6%), although the difference is not dramatic. Thus, the processes of cooperation between integrators and Russian vendors require more attention — they are 74% satisfied with interaction with local companies, while with foreign companies — 84%. On the other hand, developers rated cooperation with Russian vendors higher (82%) compared to foreign partners (64%). The least satisfaction with interaction with both Russian and foreign suppliers was demonstrated by resellers, whose indicators were 68% and 74%, respectively.

40% of respondents indicated that qualitative changes are required in relations with domestic suppliers in matters of affiliate marketing (37.9%), defining clear interaction policies (42.1%) and pricing policy (33.7%).

In technical aspects, respondents noted the importance of seamless integration of information security solutions from Russian vendors (58.9%), in particular, within the framework of implementing NGFW solutions (31%), DLP and PAM systems (18% and 14%, respectively). In addition, respondents noted the importance of project expertise (12%), high-quality technical consulting from Russian vendors (11%), and compliance of domestic solutions with regulatory requirements and technical documentation (10%).

“When talking about import substitution, now often more attention is paid to the development of technologies, but it’s not only about them. Our survey showed that high standards and policies for interaction with partners are no less important for market participants when assessing the level of satisfaction with Russian vendors than the technical side of the issue,” commented on the results of the studyAlexey Malikov, director of the department for work with partners at Solar Group «.

Since February 2024, Solar Group of Companies, together with the distributor Axoft, has been meeting the market needs for products and technologies, as well as for resources and qualified specialists.

“We constantly study the needs of customers, stimulating manufacturers to improve their products to meet market demands, and partners to make systemic improvements in industry interaction with vendors. More than 77% of integrators and resellers of our channel have adjusted their portfolio towards Russian solutions, for 29% the compatibility of solutions with each other is an important criterion, 24% see their priority task as the selection of compatible solutions specifically in the field of information security, and 48% of developers enter into technology alliances to eliminate incompatibility problems,” noted Alexey Kakunin, commercial director of Axoft.