According to a study by Skolkovo and TAdviser, in 2024, more than 50 domestic customer relationship management systems at different stages of maturity and focused on different business segments were presented on the Russian market. Some vendors, for example, amoCRM and Bitrix24, focused on a software product for small and medium-sized businesses and achieved great success. Others, together with integrators, go to large companies with specific requests and finalize the functionality of their systems for them. The top managers of such customers interviewed by analysts generally recognized Russian CRMs as quite working, but had complaints about their scalability, accounting for industry specifics, as well as the level of technical support.

In the TAdviser review, read about what turbulence the Russian CRM systems market underwent in 2025, and what prospects experts see in 2026.

According to preliminary estimates of TAdviser, at the end of 2025, the Russian CRM market increased by 25% and reached 44.1 billion rubles. The estimate of 2024 was adjusted upward: the growth of YoY is estimated at + 25% − up to 35.3 billion rubles.

According to the results of 2025, IT companies state a change in the market paradigm: the first half passed with active growth in all directions, while the second half of the year was marked by a noticeable decline. Among the reasons are the optimization of customer IT budgets, freezing of new projects and strengthening the trend for internal development. In response to economic challenges, some of the players invested in their own solutions.

Experts note the complication of customer requests and the expansion of implementation perimeters: demand has shifted from isolated CRMs to digital ecosystems. If in 2022-2024. the focus was on the choice of platforms and migration, then the main new trend in 2025 can be called the evolution or encryption of the role of integrators. They become partners of customers in terms of business effect, and not just executors of SOW.

According to the situation at the beginning of 2026, the market continued to develop against the background of pressure from macroeconomic factors. The economy entered a phase of low growth while maintaining high interest rates, investment projects are either postponed or revised, IT budgets are being cut. An additional factor is the increase in the tax burden, which, with high competition in the market, cannot be completely transferred to the cost of software licenses.

In the new ranking of the largest Russian suppliers of CRM systems, the Digital Economy League integrator holds the lead with revenue of more than 3.7 billion rubles (an increase of 80% y/y). In the first three - vendors "BPMSoft" and AmoCRM.

The total revenue of all participants in the rating amounted to 20.4 billion rubles.

IT companies are building their strategies for 2026 based on three main dominant vectors: the need to grow in the turbulence of the market situation, import substitution in the Enterprise segment, and the transition to a radical AI-driven model. The expected background of the year is characterized by macroeconomic pressure, budgetary caution of customers and increased competition.

CRM systems vendors do not plan to reduce investments in their products. The bet is on the development of platform and partner ecosystem. Import substitution in CRM is overgrown with institutionalized programs with centers of competence and long project cycles. IT companies set specific commercial tasks to expand the base, including through expansion outside the Russian Federation.

According to the information on projects contained in the TAdviser database, for 2023-2025. CRM systems were most often implemented in trade, in the field of financial services, in construction, IT and healthcare. These industries account for 51% of all completed projects known to TAdviser.

For 2023-2025, the database TAdviser was replenished with information about more than 400 projects for the implementation of CRM systems. During this period, such projects were most often implemented on the solutions of vendors,, Elma,, "1C-Bitrix", and "BMCoft". Alexrovich 1C-Rarus "1C" Manzana Group

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• Priorities and complexities of CRM customers
• What is a CRM system: available about technology
• CRM Base Modules
• CRM classification
• Who and why needs a CRM system?
• Errors in CRM