Georgy Megrelishvili, Sbklaud: Customers treat any solutions which replace already implemented more exactingly

Georgy Megrelishvili: First, it is immaturity of domestic IT solutions and insufficient knowledge of such solutions and cases on their basis. An important point is also the high cost of replacement of information systems as it is necessary not only to buy software and the equipment, but also to book audit of business processes, cleaning and data migration, personnel training to work with new solutions, etc. At the same time manufacturing companies can have no developed service and partner network. It should be added to it also deficit of qualified specialists, their high cost and long term of search.

Georgy Megrelishvili: Many Russian solutions are created relatively recently and the number of the projects implemented on their basis are less so far, than at foreign analogs. Therefore, there are less best practices which can be replicated on other implementations. Therefore from the customer more involvement of own resources is required what not all are ready to go on. It can turn out that the company simply has no own specialists with necessary competences.

It should be taken into account that customers treat any solutions which replace already implemented (including domestic) more exactingly. Transition to a new solution – the strategic investment, its purpose – long-term support of a company performance in extremely severe and unpredictable conditions of today's market, and in this situation risks of the wrong choice are very high.

At the same time from suppliers of IT solutions a clear understanding of business value which their product will bring to the customer, and not just Russian "origin" of a product is required. Therefore more trust in customers is caused by those companies which have wide experience of development and deployment of own products (that is confirmed by references of clients), have the accurate strategy of their development and the confirmed compliance to industry standards and requirements of the legislation. It can be, for example, certifications of FSTEC, inclusion in the Register of the Russian software, positions in the main industry ratings. Also the possibility of the IT supplier to act as the business partner, but not just the contractor of tasks of customers is important.

Business priority – an optimal ratio of costs and efficiency. However it should be taken into account a strategic objective – growth of the Russian IT export. Such task is set for the industry. To receive this result, the Russian solutions should undergo testing by practice of the market, and it is already a task of all participants of an industry ecosystem: developers, vendors, clients.

Georgy Megrelishvili: First of all with the high level of responsibility at making decision on replacement of IT systems and high extent of bureaucratization of decision making process. Besides, also the lack of experience affects open IT market as there are insourcing companies.

Be necessary to remember that the high share of foreign IT solutions in state structures developed historically. On official assessment of Accounts Chamber, 96% of state departments use the IT solutions which are not entering the Register of the Russian software, and 99% use servers of management of databases from foreign vendors.

Georgy Megrelishvili: We see permanent increase in demand for the IT products connected with transition to the Russian cloud solutions and the organization of IT infrastructure in a cloud. Having begun of first in Russia to provide by some cloud services on the platform of own development, including on open source solutions, today we offer all complex of the services of a public cloud implemented on the protected Russian platform in reliable domestic DPC and also we keep projects on creation of private and hybrid clouds based on family of cloud products RUSTEK.

In new conditions which were created by COVID-19 pandemic for all economy it was important to customers to receive not only qualitative IT solutions, but also stable service from providers, first of all – domestic. It also became a factor of growth of interest in the Russian IT solutions and services.

Georgy Megrelishvili: The Sbklaud company is vendor of the Russian RUSTEK virtualization platform [1] and a complex of cloud products on its basis. RUSTEK is certified by FSTEC and included in the Register of the Russian software. Based on RUSTEK more than 50 projects, including in the large companies and state structures are already implemented.

Selecting RUSTEK, customers receive several advantages:

• Compliance to requirements to import substitution
• Convenience and simplicity of deployment and integration
• High speed and scalability
• The guaranteed data security
• The qualified support at all operational stages of the platform the customer

RUSTEK is the whole product family. So, RUSTEK-K helps to process and store personal data and confidential information in the protected circuit, RUSTEK-S – to create productive and economic virtual environment, and RUSTEK-ESU – to manage on a centralized basis virtualization platforms, such as VMware, OpenStack and RUSTEK-S. For the organization of virtual work places of employees the solution RUSTEK-VDI is created.