The rise of security software vendors

Unobtrusively as a supporting role In 2006, security software vendors are at the starting stage, the security industry does not have the concept of service providers, at that time, everyone is their own research and development of small software, and then catch up with the hardware equipment sales. In 2007, after the emergence of foreign professional software vendors, they began to have more professional software platforms for industries, special markets such as intelligent buildings, industrial monitoring, and so on. After 2010, the domestic Pingan City was launched on a large scale. The software platform developers in the true sense were independent and had independent identities and complete roles.

As far as the current situation is concerned, before last year, software vendors and friends were still optimistic and optimistic about changing hardware and software initiatives. However, since the second half of last year, the differences began to increase, and many small and medium software vendors have already seen it. Not to the future. The reason is that the larger software vendors have a certain technological strength advantage. After the listing, the comprehensive ability is more stable and the stronger ones appear stronger. And for those medium-sized software vendors, the living space is squeezed to smaller and smaller, and the smaller ones with less than 30 people may be stuck in the cracks because they are rooted in a specific industry. Listing has almost become a watershed in the field of software vendors. Therefore, the key to the survival of medium-sized software vendors lies in whether they have a professional market, because software requirements in the general industry are further converging, and powerful software vendors are stepping up the pace of transformation and upgrading, leaving medium-sized software vendors far behind. .

The medium-sized software vendors may face this situation because the software team of the first-line security hardware manufacturers has grown very fast, and as the software products gradually increase the assistive effects of hardware products, the engine power of the software becomes more prominent. Users will seldom pay attention to the hardware specifications of a certain vendor, or the hardware product line. Once they reach the solution and application level, they are almost software-driven, regardless of the seven established by Hikvision. Each division, or a group of excellent hardware equipment manufacturers such as Dahua, has its own software team, so in this case, the medium-sized software vendors have almost reached the point where there is no way to go. However, the software team with a scale of less than 30 people still has a certain vitality in a vertical industry such as medical, transportation, and even public security, which depends on its certain technology accumulation in certain industries. The cost is also relatively low.

Another reason why medium-sized software vendors are unsustainable is that the substantial increase in labor costs has added resistance to the already unfavorable situation. Because software vendors sell their services in the form of human resources, services are divided into knowledge and human resources. Now, in the second- and third-tier cities, software manpower costs are already quite high. In terms of independent software companies, the market has shrunk dramatically, and the competition has further intensified. It is ultimately reflected in the substantial increase in labor costs, so these two The block is the most central factor. In addition, there is still one item in China. There are still a large number of people who make software that rely on plagiarism and imitation to make a living. There are still few independent research and development and innovations. Therefore, the phenomenon of homogenization is also very serious, and its own value is difficult to reflect. The labor costs are increasing, so the situation will be more severe. Different from old companies, the time spent in the entire industry is longer, or in some areas, the foundation is deep, there is strength to compete and there is room to complete the transformation.

For security software vendors how to survive, on the one hand there are some accumulations in certain industries, and some promotion along the development of the industry. In the short term, other software peers can hardly surpass it; on the other hand, the stronger software vendors , In the integration of the industry chain, the effort is deeper. Although it is called a third party, it is by no means a single person in the battle. It has allied with downstream companies, including manufacturers, integrators, and engineering firms, including customers who have interactive interactions, and even have close connections with industry alliances. Easily put yourself in a stand-alone position. Of course, the most important thing is to continue to innovate, and any company must come up with new things to gain a foothold.

Based on the industry customers, what is needed is long-term accumulation. The earliest company to do compatibility is relying on system integration, or the hardware of a certain vendor, to maximize its own functions, but users may also use it. Not only the hardware products of other brands, but also the application scope of the subordinate units of the general industry users will be more extensive, even including the products of various periods. The diversity and complexity determine that most software vendors will consider compatibility when they enter the market. Whether the degree of integration or the degree of integration can directly affect the survival of the company.

Private Customs Constraints Foreign Investment Promotes Domestically-Known We all know that it's the most difficult and painful for industry customers to customize. The biggest concern is that there are too many versions and frequent changes in demand. Because domestic software vendors are also unwilling to jointly advocate norms or standards, domestic users like private subscriptions. On the one hand, they feel unique and have a sense of inner satisfaction. On the other hand, they are better and stronger than others and they are unwilling to admit that they are thinking and thinking. Like yourself. Therefore, it is actually very difficult for software vendors to operate. But from another point of view, as long as we feel that everyone can calm down and accumulate for a long time, although it is difficult at the beginning, the more relaxed it is, the firm can also explore the rules of the users. Personalized needs are not varied, but in fact there is experience to follow.

In terms of personalized requirements, such as in intelligent building systems, users will have high requirements on the performance of the system. From front-end high-definition video recording to HD display in the background, the hardware specifications are unexpected, and the software industry must follow suit. At the same time, the use and transmission environment of intelligent buildings are also quite complex, and the complexity of the system is even higher. Some relatively unpopular applications or functions may even be used. Some special industries such as airports, if you find a common software vendor to operate, it will be difficult to meet the requirements, then for the software manufacturers with precipitation, it can provide them with a thoughtful and complete solution. Another example relates to customized requirements related to production and management, which also require high detail. Generally speaking, one function is complex and one is an unpopular application. Under the joint action of the two, users are willing to find a more professional software service provider. As the development of the industry chain becomes more and more focused, the industry is becoming more and more clear and gradually forms norms and consensus. The independence of security software vendors should be more clearly defined, such as in a certain function or application. If the hardware can't be realized, it must be achieved by software in the end, but the characteristics such as stability, reliability, and functionality are the most basic characteristics of independent software vendors.

Whether security management software should be centralized or centralized, or whether it is a management strategy or even personnel rights, the quantifiable indicators only began to appear. With the increase of industry concentration, the differentiated characteristics of the industry It has also been fully demonstrated, at this time we all discovered that the original software can also be singled out, and in order to achieve a particular application, it began to gradually clear and quantify security software indicators.

Compared with the domestic security software vendors' late start, after the foreign software vendors entered the Chinese market, the rapidly rising labor costs and the harsh requirements of private customization made foreigners feel unable to move. Therefore, there is almost no foreign market. However, these foreign investors have room for survival in other countries outside of China, except that they feel difficult to survive in the Chinese market. Therefore, the domestic security software industry is popular at present. Whether it is a safe city, an intelligent building, or a subdivided industry such as an airport train station, or even an enterprise park and a government project, each has its own operation method, resulting in different situations. Judging from the users' feedback, whether or not it is praised depends on the length of entry time. Old software vendors can naturally get more satisfaction, but there are some areas. For example, the degree of satisfaction with forest fire prevention, intelligent analysis, and face recognition is still relatively low, and there are mainly technical bottlenecks. In addition, the usage patterns also cause great differences.

The cost issue has always affected the pattern of the software circle. From the perspective of the cost of security software, the current cost of human services at both foreign and domestic levels is quite high. At the initial stage of the localization of foreign companies, it caused a considerable gap, foreign pricing and user satisfaction. And the price they are willing to pay is very high. In addition, the foreign sales strategy and after-sales team are also not quite in line with China's market, and to a certain extent, it also restricts the development of its localization.

On the advantages of domestic software, in fact, it is currently not backward, some of the technology has even led the international, whether from the output, research and development or technology, there are areas of pride, the strength of domestic software and after-sales service satisfaction It is decided that domestically used software is used by Chinese people, so there is no need to import services that are not very good foreign products.

The ultimate value of the software is still reflected in the user's operation of the hardware, so the model for the bundled sales of hardware still exists. However, independent third-party software developers that have been sold separately have gradually come out of their own path. For example, they provide services for users by providing overall solutions. This is mainly reflected in the software, and it should also be the hardware manufacturers themselves to make software and The essential difference between the three-party software vendors, and the core purpose of hardware vendors is based on marketing hardware. Independent software developers will sell their own software to users, and they can also sell to hardware vendors, allowing them to more fully sell their own hardware products.

The foreign market is more mature than the domestic market. Their entire industry is no longer a single vendor market. From the exhibitions across the country, it can be seen that more than 90% of the manufacturers are selling hardware equipment. If you step into the security exhibition, you will find that The field is the world of hardware devices, and this phenomenon will prompt us to go the route of foreign solution providers. The more powerful the hardware manufacturer's own software is, or whether the vision of an independent person is more extensive, or it is better to combine it with other industries in a certain field, and it will theoretically appear. The hardware manufacturers will continue to improve their software capabilities and solution offering capabilities. Independent software vendors will work hard to counteract the squeeze from resource integration in the industry chain, so in the future there will be multiple modes of coexistence.