The main problem is that many domestic software vendors have not yet formed product strategies.

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ussian vendors themselves do not fully understand what exactly they are selling, so they cannot formulate a clear and attractive price. Does the price depend on the number of workstations or servers on which the software is installed? Or maybe the volume of functionality plays a determining role? Or the license validity period? Or all parameters together?

Due to such uncertainty, the project approach works. The price for software is set directly during negotiations, and all parameters are approved in a dialogue between estonia whatsapp number database the parties on an individual basis. Moreover, this state of affairs is typical not only for startups, but also for large players.


Our vendors do not understand that their development, even if completed and working, does not become an IT product in itself. It needs to be "packaged" in a format understandable to the buyer, which allows calculating the profitability of the purchase, taking into account the costs of integration and planning scaling.

Previously, Western vendors sold licenses, offered services for adaptation and technical support of software. Their approach to positioning and trading software was developed over decades of work in global markets. Ready-made practices for calculating prices and rules for selling IT products were simply transferred to our soil.

But they left, and we returned to the state of a "growing market" in which clear rules and practices have not yet been formed. In Russia, such a culture is beginning to form mainly due to the emergence of development teams aimed at understanding and satisfying the needs of large customers.

Until domestic companies realize this bottleneck and the importance of overcoming it, there will be no significant increase in the competitiveness of Russian developments at the domestic and international levels.

Solution and product - what's the difference
The lack of a product approach leads to the fact that IT solutions are not sold, which significantly limits their commercial potential and scalability. Meanwhile, in the modern world, the difference between the concepts of "IT solution" and "IT product" has long been important and pronounced.

An IT solution is the result of the work of developers, engineers and programmers. However, it turns into a product when it acquires a clearly defined sales price, a clear volume of useful functionality, terms of use and pricing for the end user.

A product differs from a solution in that it is ready for use by a wide range of consumers due to clearly defined characteristics and cost. For example, a license with a price depending on the number of users or cores on the server. Or a software and hardware complex, the cost of which is determined by the number of components included in the system.