Komus will sell cyber defense solutions

The Komus retail chain is entering the cybersecurity market, offering corporate clients solutions for data protection and their integration into customer information systems. The retailer’s partner is Informzashita, whose cooperation will give access to Komus’ customer base. Experts consider the project promising, but warn that information security solutions require an individual approach, which ultimately can increase their cost for the client.

Komus, a major player in the Russian stationery and office supplies market, as well as a manufacturer of paper products, plans to begin supplying cybersecurity solutions. The network intends to implement the project in partnership with the integrator of specialized solutions Informzashchita, the companies told Kommersant.

Informzashita explained that this way the integrator will gain access to the partner’s extensive client base and new sales channels. Komus, as a retail chain, provides an additional service for clients: installation and integration of popular data protection solutions, client certification according to state security standards, and not just selling packaged solutions. The companies do not disclose the terms of cooperation.

According to the forecast of the Center for Strategic Research (CSR), the volume of the Russian cybersecurity market in the next few years will grow by an average of 24% per year and by 2027 will amount to 559 billion rubles. At the end of 2022, the market as a whole (products and services) in Russia increased by 4%, to 193.3 billion rubles, the share of services, for example, organizing security in a company, amounted to 26% of the total market volume, and information security tools – 74% (see “Kommersant” dated July 31).

“The alliance of a corporate reseller of business products and an integrator in the field of information security is an interesting experiment that will be watched by the entire industry,” says Rustem Khairetdinov, deputy general director of the Garda group of companies. The advantages of such a partnership, according to him, are clear: sale of solutions under framework corporate agreements without a long tender procedure, wide coverage of potential clients.

However, Mr. Khairetdinov emphasizes, there are also disadvantages: corporate products in the field of cybersecurity are not suitable for sale through a “universal supplier,” that is, according to the marketplace model, and there are almost no “boxed” solutions on the market. “The share of added value in the deployment, configuration and support of products is high,” warns the expert.

The company’s desire to expand its product line and enter new markets is a good initiative, says Valentin Krokhin, director of product development at Solar Group of Companies. But this would be beneficial only if we were talking about Saas solutions (software as a service) or “boxed” products, for example antiviruses. However, Informzashita, he clarifies, does not have such products: “Selling, for example, a SOC without support options looks like a dubious idea.”

Tatiana Isakova