With the gradual enrichment of the product line in the security market and the severe homogeneity competition, how to provide customers with more convenient and efficient solutions has become the focus of all manufacturers. From the mere pursuit of a single security product sales to today's widespread emphasis on integrated integrated solutions, this development stems from the growing market competition and the inevitable result of product segmentation. Under such a background, there are manufacturers who understand the needs of customers and have product and system integration capabilities. Manufacturers provide customers with a full range of solutions through industrialization and upgrading of existing products, and continuously improve their own systems in practice. .

Today, both in the engineering field and in the IT field, the status of integrated service providers and system suppliers is rapidly increasing, and selling services is becoming more and more a mainstream business model. The security industry that is similar to it, is also experiencing a transition from a model of selling products to a model of selling solutions and services in the course of exploring differentiated competition. Financial security systems, campus security systems, safe city security systems, shop security systems, and so on, the need for integrated solutions one after another has become a major project that major security companies compete to pursue, and there are also more and more security products. Suppliers constantly emphasize and strengthen their own system integration and integration services to win the corresponding market share.

The security industry in the future will be digital, networked, and highly integrated. The future security industry will also not be an independent management module, and will be a sub-module of the comprehensive service content that will be formed together with other industries and other systems.

In recent years, the competition in the security industry has shifted from the previous product competition to the overall strength competition with system solutions as the core. The difficulties of enterprises with security equipment that does not have a rich product line and system solutions are increasing, and the trend of the industry continuing to concentrate on leading equipment companies is inevitable. Security industry from single product to system integration, from analog monitoring to network monitoring, from closed system to big data, cloud platform, is not a simple video transmission, but IT system solutions involving data collection, communication, processing, and feedback .

With the gradual enrichment of the product line in the security market and the severe homogeneity competition, how to provide customers with more convenient and efficient solutions has become the focus of all manufacturers. From the mere pursuit of a single security product sales to today's widespread emphasis on integrated integrated solutions, this development stems from the growing market competition and the inevitable result of product segmentation. Under such a background, there are manufacturers who understand the needs of customers and have product and system integration capabilities. Manufacturers provide customers with a full range of solutions through industrialization and upgrading of existing products, and continuously improve their own systems in practice. .

The development of the solution is conducive to the richness of the security market and the security industry from the attached security tools to the core of management. The solution will be the only way for the security industry to expand and extend to strive for greater survival. In the increasingly fierce market competition, the promotion idea of ​​system solutions is the most effective way to improve the overall competitiveness of enterprises. By providing end-to-end products, it can directly contact and meet the needs of customers. The difference from traditional single product sales is that the promotion of system solutions needs to be supplemented by a highly seamless integration of products and a better one-stop service. This is also a manifestation of soft power and value.

The maturity of security products Today, both in the engineering field and in the IT field, the status of integrated service providers and system suppliers is rapidly increasing, and selling services is becoming more and more a mainstream business model. The security industry that is similar to it, is also experiencing a transition from a model of selling products to a model of selling solutions and services in the course of exploring differentiated competition. Financial security systems, campus security systems, safe city security systems, shop security systems, and so on, the need for integrated solutions one after another has become a major project that major security companies compete to pursue, and there are also more and more security products. Suppliers constantly emphasize and strengthen their own system integration and integration services to win the corresponding market share.

There are many categories of security products, and the needs of customers vary. Therefore, because of the uniqueness of the security industry itself and the uniqueness of customer needs, the most convenient business model for security companies and customers is "service + resolution." First of all, according to the customer's actual situation and security requirements, help customers design and build a set of "tailor-made" security solutions, and then security companies in accordance with the needs of related programs, through similar to the "turnkey" project general service provided Customers, in order to minimize the customer's possible problems in the design, procurement, installation, commissioning process.

In fact, in recent years, many companies have begun to try to explore and promote this business model. For example, Hikvision, Dahua, Tiandi Weiye, Suzhou Keda and many other companies have gradually opened up their products to promote solutions. Gradually began to transition from product suppliers to system integrators and integrated service providers.

The trend of product changes to the program From the perspective of market demand, in the era of analog surveillance, single product manufacturers have their own battles, low customer demand and clear technical characteristics, resulting in a situation where the requirements of the solution are not high. In recent years, with the advent of IP high-definition and intelligent video analysis, and the development of “safe cities” and “smart cities”, the market demands are getting higher and higher, and system solutions are imperative. From a business point of view, traditional single product sales are reduced in market demand, profits are reduced, and technical services are more able to take into account the needs of users, so they can create higher value. In particular, the more powerful companies hope to become solutions. Provider.

Now a trend in the development of security companies is the transformation. This transformation is the transformation of the direction of enterprise development, and it is the transformation of a single product and service provider to a solution provider. The reasons for this trend are external environmental factors and the need for the company's own development.

The national "Twelfth Five-Year Plan" clearly stated that it is necessary to vigorously strengthen the construction of public service facilities. As part of the construction of public service facilities, the construction of security monitoring will inevitably achieve rapid development during the "12th Five-Year Plan" period, and more and more large and medium-sized projects will emerge. Especially in the construction of large and medium-sized projects, the project's constructors and consumers often prefer to face only one supplier. This supplier can provide one-stop service from software to hardware, from construction to after-sales maintenance. . In the competition of these projects, solution providers often take a greater advantage. This requires security companies to transition to solution providers as quickly as possible, including software, hardware, engineering, and larger integrators. Only in this way can it occupy a place in the security market in the future. This is also an external factor in the transformation of security companies. Second, the security industry is gradually developing in the direction of platformization, industrialization, and industry. Due to the more and more meticulous division of labor in the industry, different types of industries are required to have more targeted solutions. This requires security companies to go deep into certain industries according to their own characteristics, deepen the industry's needs, and provide more targeted full-scale solutions. solution. This is also an internal factor in corporate transformation.

Security companies compete for transformation "solution providers" have both the impact of the big environment, but also the industry's own internal needs of the industry. The big environment is that nowadays, there are many well-known companies in various industries that are shifting from product providers to solution providers. The reason is that the profit rate of a single product is getting lower and lower, and along this line of thinking, development must continue. The pursuit of large-scale production and cost control, but it is more and more difficult to do, which led to many other companies to find a way out and turn program providers become a good choice.

Product manufacturers in other industries generally go through the process of pursuing large-scale and segmentation, and strive to do specialization and scale on a certain product. Security companies did not go through this path mainly because self-monitoring equipment has changed from analog to network, because the compatibility standards for network products have not been unified. This has created a great deal of use of different brands of products in a monitoring system. Obstacles make it difficult to provide a single product at a certain point. In particular, the sudden emergence of high-definition network in the past two years has forced manufacturers to wait for the unification of standards and to transform them into "solution providers" in a short period of time.

In security companies, there are more and more providers of transformation solutions. These vendors include chips, software, hardware, engineering, and integrators. In the process of transitioning to a solution provider, these enterprises often have greater advantages in enterprises with comprehensive strengths, including financial advantages, human resources advantages, and large project management advantages. The advantages of capital and human resources help to better integrate and complement their own disadvantages and gradually increase their market competitiveness. The advantages of large project management can make the project smoothly in the implementation and maintenance of the later stage, and obtain a better brand effect.

The solution model promotes the rapid development of the industry. In fact, the solution has become the main competitive means for security product suppliers, and it is also an inevitable trend of the development of the industry. Compared with traditional selling products, selling the products through sales solutions has inherent and inevitable advantages.

The solution model helps companies in the security industry to further build their own superior position. Providing a solution requires the supplier to have a higher level of technology and the ability to integrate resources. Therefore, only those companies with better qualifications and stronger capabilities can better implement the sales model of the solution. As such enterprises further occupy the market in this way, the dominant position of advantageous enterprises will be further strengthened.

The solution model helps security companies increase profits. The integrated services include consulting, overall services, etc. The overall quotation will be much larger than the single product sales overlap. For China's security companies, in the increasingly fierce market competition, the mode that can improve their profitability is all companies are willing to take the initiative to adopt.

The solution pattern helps to increase the efficiency of the customer in implementing the security strategy. The solution can enable customers facing many technologies and products to reduce the cost of decision-making and search, and to meet the overall needs of customers in a similar way to turn-key projects. Not only does it provide customers with more peace of mind and peace of mind, it also stimulates the purchase needs of customers who were not enthusiastic about the construction of complex security systems and who have concerns about a large number of purchases and installations.

The solution model helps customers communicate and engage with security companies. In the past, procurement and sales faced the demand for multiple products face to face, that is, multiple products, which not only affected the efficiency, but also resulted in insufficient equipment matching at the technical level. Through the implementation of the solution, both the security company and the customer lead the procurement and sales in a point-to-face manner. That is, customers face the need of their own to provide more suppliers that can provide overall solutions, and the suppliers have their own capabilities. Facing customer's various system construction requirements. Such a model will effectively ensure communication and engagement between the two.

The solution model helps the industry's overall technology advancement and upgrade. The implementation of the plan requires more collaboration and cooperation between the products. It needs overall harmonization and matching of interfaces. This will help to automatically adjust cooperation among enterprises in the industry and gradually eliminate production enterprises that do not meet industry standards. The industry has achieved upgrades and advancements and improved the service capabilities of the entire industry.

The road to a solution takes a long way to go At present, the overall structure of the security market is rationally distributed, and all links in the industry chain are developing in a balanced manner. The development of China's security industry to the present day, whether it be the R&D, production and sales of products (hardware and software), or the integration of large-scale platform systems, or the construction of large-scale security projects, and the development of operational services, all have certain strengths. In all aspects of the security industry chain, many security companies at home and abroad have gathered and provided services ranging from low-level to high-level. The development of the solution is conducive to the richness of the security market and the security industry from the attached security tools to the core of management. The solution will be the only way for the security industry to expand and extend to strive for greater survival.

However, we need to realize that, in addition to the constant improvement of solutions, in addition to allowing major manufacturers to continuously extend and improve their own product lines and to sell their own products for sale, the convergence and linkage between systems of different manufacturers has also become a concern of the industry. . "Unified standards" is the consensus of major manufacturers, but how to unify and what standards to use will depend on the law of industry development.

The development, perfection, and market expansion of the solution is a gradual process that cannot be accomplished overnight. It requires a lot of time and experience to accumulate. Moreover, for security companies that choose to take the solution route, the investment in personnel and capital must be fully guaranteed, and the company’s strength is more demanding.

From the perspective of customer needs, the direction of future solutions will be professional subdivision and professional module subdivision. On the one hand, solutions have increasingly exhibited the characteristics of the industry, such as finance, chemical industry, education, public facilities, etc., and have formed differentiated demands for solutions based on the special needs of the industry. On the other hand, it is a subdivision of professional modules, which includes monitoring systems, detection systems, intelligent management systems, and so on. According to the needs of the industry, suppliers will be further subdivided. In different market segments, more will also be accumulated with dedicated experience and cases to win the market.

This change from product to solution is the direction and trend of the development of the entire security industry. Some industry-oriented solutions are at the front end, and companies with strong integration capabilities and core hardware and software technologies will gradually grow in this revolution. stand up. The pattern of China's security industry will gradually evolve from "a hundred flowers bloom" to several "dominant" situations. As the security industry gradually penetrates into all aspects of national life, the division of labor in the industry will become more and more detailed. In each industry, several companies with higher professional and comprehensive strength will emerge, and these enterprises It will lead the continuous development of the security industry.

For a long period of time in the future, industrialization will continue to be the main direction for the development of the security market. It will gradually infiltrate all aspects of the national economy, and integrate organically with production and living systems, such as corporate ERP and public security. Bureau policing inspection system integration. The emergence of new technologies such as intelligent analysis and biometric identification will inject more vital elements into the industrialization of the security market.

Future industry solutions will also develop in the direction of intelligence, high-definition, and platformization, and will be more closely linked with people's production and life.

Concluding remarks From merely pursuing a single sales of security products to today's widespread emphasis on industrial solutions, this development stems from the increasing market competition and the inevitable result of product segmentation. With the gradual enrichment of the product line of the security market and gradual homogeneity and competition, how to provide customers with more convenient and efficient solutions has become the focus of major manufacturers.

Under such a background, there are manufacturers who understand the needs of customers and have product and system integration capabilities. Manufacturers provide customers with a full range of solutions through industrialization and upgrading of existing products, and continuously improve their own systems in practice. , Track industry demand and industry norms in real time, and form an independent industry product that focuses on the non-security and monitoring needs of audio and video technology. Security products reflect the trend of integration. They are no longer a single device. They are no longer separate and independent devices. The users are presented with more and more professional integrated devices. The integration of software and hardware platform levels. Including the integration of monitoring platform and GIS system; integration and integration of monitoring platform and urban management platform; integration and integration of monitoring system and OA system, etc.

This change from a single product to a solution will provide comprehensive management, centralized management, and interoperability of all business relationships across the entire security industry, providing a good platform for security products. The security industry in the future will be digital, networked, and highly integrated. The future security industry will also not be an independent management module and will be a sub-module of the comprehensive service content that will be formed together with other industries and other systems.