The security industry must improve the company's big profits must go product integration road

The trend of integration is vividly reflected in the products of network dome, network matrix, optical matrix, wireless 3G network video server, portable interrogation professional system and other products. They are no longer a single device, they are no longer separate devices and are presented to users. The integration of higher and higher professional applicable equipment; the integration of software and hardware platform level, 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. The monitoring system appeared on the market in 2010 with a new look.

It should be said that from the mere pursuit of a single security product sales 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 lines in the surveillance market and gradual homogeneity of competition, how to provide customers with more convenient and efficient solutions has become the focus of all 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. For example, the intelligent traffic system for road traffic, the judicial interrogation system for prosecutors' trials, the electronic invigilation system for college entrance examinations, the unattended system for power substations, and so on.

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

First, 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.

Second, the solution model will help the industry's overall technological 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.

Third, the solution model helps to increase the efficiency of customers in the implementation of security strategies. 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.

Fourth, the solution model helps customers communicate 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.

Fifth, the solution model will help the dominant companies in the security industry to further build their dominant 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.

At present, although the solution has become the development trend of the security industry, from the aspect of customer demand, the future development direction of the solution will be professional industry 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.

From the aspect of product supply, the suppliers of future solutions will have the following characteristics: First, there will be some non-production integrated suppliers, which will acquire orders through their own integration capabilities and integrate other manufacturers. The products provide solutions services and become service providers that truly occupy the upstream of the industry. Secondly, some leading industry segments will become the main suppliers of solution solutions in the future. These companies will rely on their own product advantages to integrate other related products to achieve the supply of solutions. Third, the shape of corporate alliances will increase even more. Since most of the current enterprises are focused on the production of certain types of products, in order to achieve the supply of solutions, different companies will further unite and form synergies of their respective products to meet the requirements. Implementation requirements of the program.

As the industry users pay more and more attention to the solution, security system integrators also end up paying more and more attention to transforming the business concept from an installer to a solution provider and service provider.