Security Solutions Development Preview in 2012

In the past two years, under the birth of market demand, the security industry has developed rapidly. At the same time, the entire security industry has also undergone earth-shaking changes. Compared with security equipment suppliers, the system platform/solution provider team is expanding and its influence is also expanding. In 2010 at Beijing Anbo, security giant Hikvision launched a series of industry solutions based on the accumulation of products and users' needs. One year later, at the Shenzhen AMB fair in 2011, companies that clearly put forward their own industrial solutions have mushroomed. Jumping out of a single product business model, the development of the company's industrialization has become the choice of more and more powerful security vendors.

So in the future, how will security solutions develop? What other trends are worth paying attention to? "Pacific Security" specifically summarizes the status of the industry in security solutions, and analyzes the future direction of the solution.

Status Quo: Enterprises have transformed their security solutions. “In addition to products this year, we put more focus on the industry solutions,” said Optimus. “This year we launched a new smart city solution...” According to Wei, "The ability of companies to provide solutions is one of the strengths of the company's brand strength," says Xiang Fei. "This year's booth, half of us are used to display industry solutions," said Hikvision. ......

At the 2011 Shenzhen Amway Expo, where the stars gathered, the solution has become one of the protagonists of the entire show. Security companies with powerful capabilities have established their own solution display areas. The integration has been truly demonstrated in the audience. before.

"Transition from a single security equipment provider to security system service providers is an inevitable trend for the continuous development of this industry," said Han Rongfu, director of research and development at Anwei Security. He analyzes that the essence of enterprise transformation is the transformation and evolution of a company from a low-level or a primary value creation state of a single product and a simple link to a combination of products and a multi-level integration of advanced value creation. This change is consistent with the development of the industry. The main areas of security industry used in the early stage were military, finance, and law and order. Now that security products have moved into communities, factories, and campuses, the penetration rate is becoming wider and wider. The provision of security solutions is like a turnkey project. Engineering firms do not have to look for suppliers one by one to find products. If they find one, they can get a full range of services.

Today, services have gradually become one of the main factors in the competition of enterprises, whether in the engineering field, the IT world or the consumption field. From the user's point of view, the company can provide users with value-added services and how much value they provide. This is the true competitiveness of the company, and the solution is to consolidate all this. From the mere pursuit of a single security product sales to today’s widespread emphasis on industrial solutions, this development stems from the ever-increasing market competition and the inevitable result of product segmentation.

Trends: Industry/Professional Segments Need to Adjust Service Capability Currently, security companies fall into two categories. One is large-scale security vendors that focus on horizontal development in the security industry, such as Honeywell, Tyco, Bosch, Samsung, CSST. And so on, they are not only involved in many areas of security but also perform well; the other is the vertical development of security companies, such as Hikvision, Dahua, Tianwei Waiye, Zhongxing Liwei, etc., which are mainly developed for different industries. Different solutions, the main security monitoring areas.

From the aspect of customer demand, the development direction of the solution is also corresponding to it. The first is the industry/professional subdivision, such as finance, prisons, education, public facilities, etc., to form a differentiated demand for solutions based on the special needs of the industry. On the other hand, it is a subdivision of professional modules, including monitoring systems, inspection systems, intelligent management systems, and so on. That is, depending on the needs of the industry, suppliers will be further subdivided. In different market segments, more will also be accumulated with focused experience and cases to win the market.

In terms of product supply, there will be some non-productive integrated suppliers in the future. Such suppliers have strong integration capabilities. They integrate the products of other manufacturers and provide solution services, becoming truly upstream in the industry. Service provider. In addition, some leading industry segments currently rely on their own product advantages to integrate other related products, and will gradually become the main solution provider in the future. In addition, corporate alliances are also one of the ways for solution providers to survive. At present, most companies are product manufacturers that focus on a certain category. In order to achieve the supply of solutions, they will further unite to form a synergy between their products.

All in all, the diversified development of solution supply methods will bring a new round of development to the industry's competitive situation. Only those security companies that constantly adjust their own service capabilities and service levels according to market demand can maintain their long-term market position in the industry.

Difficulties: To enhance the ability to integrate and compete for industry status The supply of solutions is still relatively new to most Chinese security companies. Therefore, security companies need to carefully analyze the operation mode of excellent companies at home and abroad, and quickly improve their own relevant capabilities through continuous imitative learning. The service capability of the solution is not a simple integration of 1+1=2. More times, more technical, marketing, and service capabilities are needed to support the implementation of the solution. The transformation of an enterprise due to the external market environment will face various difficulties that need to be overcome.

First, the company's existing integration capabilities and system service capabilities need to be strengthened. At present, the vast majority of security companies still remain in the stage of selling products, and since their birth, they have been relying on selling products and have come to the present day. Therefore, in the process of realizing the transformation of the model, the integration capability and system service capability have been strengthened. It will be the top issue and the biggest difficulty facing related companies.

Second, the ability to implement follow-up after-sales services for the solution needs to be improved. Especially for the security alliance project that is jointly awarded by the alliance of companies, in the follow-up after-sales service, it is even more necessary to test the ability of coordination and cooperation among related companies.

Third, changes in the industry service model also mean the industry's new round of reshuffle. Enterprises in the forefront of the industry need to be prudently and steadily implemented in the process of transition to integrated service providers. Otherwise, they will easily lose their original market position and be controlled by others.

Postscript The 2011 security industry application has gradually penetrated into all aspects of life, proving that industrial applications are getting closer and closer to life. The transition from products to solutions has followed the development trend of the security industry. Due to the security companies in China, most of them are engaged in the production of a single category, and the implementation of solutions and supply methods will also have more new models. Different industries have their own needs and characteristics. For security companies that choose to take the industrialization route, the investment of personnel and funds must be fully prepared.