Christman Roos: In Technology, the Winners Will Be Those Who Can Connect Their Solutions To The State’s Real Problems

Estonia’s next digital leap will depend not only on the solutions the state develops itself, but also on which companies are able to bring their expertise into policymaking at the right time. Artificial intelligence, the data economy, cybersecurity and digital sovereignty are all areas where decisions made in the coming years will create markets for those who know how to link their solutions to the state’s real challenges.

The development of Estonia’s digital sector is a strong example of dynamic cooperation between the public and private sectors, which largely began with the Tiger Leap initiative in the 1990s. Companies are involved not only as service providers, but also as experts whose practical experience helps assess what kinds of solutions the state needs in order to implement its visions, which risks need to be mitigated, and how new technologies can create added value for the economy.

As Estonia stands on the threshold of a new digital leap, it is becoming increasingly important for companies to be involved in decision-making at an early stage. The advantage will go to companies that can contribute already when the problem is being defined, and the initial terms of reference are being formulated – not only once a procurement process or draft law has already been prepared. If the problem has been framed on the wrong basis, even highly skilled development work may fail to produce a quality solution. This is why companies’ practical experience is most valuable precisely at the stage where the problem is being defined.

The window of opportunity is open now

Estonia’s digital state needs new solutions and wants to make processes more efficient through artificial intelligence. Good examples of this include the initiatives “AI Leap” and “Estonia.ai”. At the same time, the importance of cybersecurity and resilience is growing, the consolidation of central state IT services under the responsibility of the Information System Authority has been set in motion, and digital sovereignty is increasingly being discussed. In addition, the public sector is under pressure to provide higher-quality services more cost-effectively, while the run-up to the 2027 Parliamentary (Riigikogu) elections will begin to shape the political priorities of the next government term.

For companies, this creates several practical opportunities. AI developers can link their solutions to productivity growth, alleviating labour shortages and improving the efficiency of public services. Cybersecurity companies have an opportunity to position themselves as partners to the state in resilience, data protection and crisis preparedness. Providers of cloud and data solutions can contribute to discussions on secure data use, data location and strategic independence. Education technology companies can connect their solutions to “AI Leap”, digital competence and the needs of the education system. Providers of digital solutions for the public sector can help the state improve service quality and reduce administrative burden.

At the same time, it is not enough for a solution to be technologically strong. A company’s expertise has an impact only when it is translated into language that policymakers can understand: what societal problem the technology helps solve, what risk it mitigates, what costs it helps reduce, or which national objective it supports. This is especially important in a field where technical decisions are increasingly closely linked to questions of rights, freedoms, security and trust.

Focus on a problem-based approach

Estonia has taken a rather pragmatic and problem-based approach to managing digital risks. There is scepticism towards monitoring private correspondence, imposing general restrictions on young people’s access to social media, and broadly banning smartphones in schools. For companies, this means that the state is not necessarily looking for sweeping bans and restrictions, but rather for skills development and technologies that help manage risks more precisely. This creates opportunities for solutions that support safe digital use in schools, protect children in online environments, improve identity management, or help organisations use data more responsibly.

A similar opportunity is emerging in the discussion on digital sovereignty. Estonia is not engaged in a broad-based move away from US-origin software and cloud services or Chinese-made devices, but the public sector is testing whether alternative solutions would be feasible if needed. If data location, supply chain transparency and service independence become more important, they may also develop into preferred criteria in procurements, strategies and partner selection. For local and European technology companies, this means a greater opportunity to offer solutions that are trustworthy, transparent and adaptable to the needs of the public sector.

Three questions every technology company should ask

Despite political changes, digital and technology companies will continue to play an important role in demonstrating which solutions are genuinely feasible and what value they create for the state. The winners will be those companies that do not wait for a finished set of requirements, but help decision-makers understand what technological opportunities already exist and how they can support national objectives – for example, how to achieve the goals of the Digital Society Development Plan in practice.

Against the backdrop of the approaching elections and institutional changes in the digital sector, every technology company should ask three questions: which state problem does our solution help solve, in which policy process should this be discussed, and are our messages reaching the right decision-makers before the framework has already been set?

If the answers are unclear, this is not merely a communication problem – it is a missed business opportunity. This is where government relations becomes a growth tool for companies: it helps connect a technological solution to national priorities, reach the right decision-makers and take part in discussions before decisions have been finalised.

Christman’s opinion piece was published in the Business Technology section of Äripäev.