Security System Integrators' Transformation to Operation Service Providers

Faced with increasingly fierce competition in the security market, in order to seek greater share in the market, they are seeking suitable strategic partners to join forces. After joining hands, how can we make 1+1 greater than 2, besides having a high degree of recognition for each other's products, we need to define each other's market position. Combining the characteristics of their respective products, jointly defining the market's positioning and more accurately focusing on the industry's solutions, is the next major development direction of the strong and powerful alliance. In the face of high-end user groups, users have higher requirements on product quality. The front-end video capture requirements need to be clearer and more stable. The storage requirements to the back-end are more stable, more reliable, and the retrieval and display requirements are more intelligent and more convenient. In the future, the system is required to be scalable. More powerful and more standard interface. This group's requirements for products are consistent with the position of Ruijie and AXIS. At the same time, further division of such groups is focused on the provision of industry solutions.

In the face of large user groups and numerous industries, product features must be embodied in the industry, combined with business applications to solve security precautions while adding value to customers. The quality of a system can be evaluated from two aspects: 1. Whether the system can solve the basic needs of security; 2. Whether the system can bring value to customers. These two points are specific to the industry, both commonalities and differences. In different industries, the level of demand for security protection will be different, and the difference in business needs will be even greater. The industry's solutions must be based on deep understanding of the industry, long-term communication and research with industry users, and have been precipitated through the implementation and verification of multiple projects. It is difficult to form a system with industry characteristics, and it requires high understanding of the business. However, there are many commonalities within the industry, and it is easy to replicate. Once successful, the business can quickly expand and occupy the majority of the market in this industry.

Providing industry solutions is another development trend after strong alliances. Strong and strong, with a focus on tobacco, telecommunications and other industries. Positioning each other clearly. Taking the tobacco industry as an example, the tobacco industry has accumulated a relatively long period of time. The tobacco-specific version system has been verified by a number of tobacco projects. At the same time, it has been integrated with the core business systems of tobacco companies to fully understand the industry. Business applications that bring value added to customers. In the face of high-end industrial users, it provides a stable and clear video source, and Ruijie provides a reliable back-end. The combination of the two must be done in the tobacco industry.

Analyze the requirements and prioritize them together. Deep cooperation also requires both parties to face the same needs, analyze, understand, and filter, formulate reasonable development plans and priorities, and define and plan products. There are often users complaining about the front-end features that cannot be supported in the background. How to deal with this situation, solve the problem of incompatibility between hardware and software, and deep cooperation. For the features of the front-end device, such as two-way voice, multiple video, corridor mode, intelligent analysis, front-end recording, etc., Ruijie and AXIS conducted in-depth The discussion will identify which features the customer is paying attention to in the project and prioritize them. Step-by-step in-depth integration of the front-end devices in the background will solve the problem of incompatibility between the front-end and back-end functions.

With the further networking of video surveillance, strong alliances have become a trend. Strong alliances, focusing on providing industry solutions, whether to find a suitable partner, whether there is a clear positioning of each other, take the initiative, whether to jointly face the needs of customers to tap, will determine the success or failure of a strong combination.