Shulou(Shulou.com)06/02 Report--

In recent years, both inside and outside the industry, we can feel that surging changes are taking place in the security industry.

There is no doubt that the starting point of the change is the continuous improvement of intelligent security capabilities brought about by AI technology, which has brought about a series of changes in products, patterns and business models in the market. For example, Huawei relies on the intelligent security system to break into the core of the security industry, such as the "software-defined camera" to rewrite the business model and use value of intelligent security products.

When the hour hand is pushed to 2020, the waves of the intelligent security change are accelerating the oscillation, and begin to affect the market segment market structure. Just now, Huawei held the "Pratt & Whitney AI win-win Intelligent New era-Huawei Intelligent Security Distribution Strategy and New Product Conference 2020". The difference of this online launch is that it points to the combination of the security distribution market and Pratt & Whitney AI.

Security distribution is a relatively unique market existence, which accounts for 40% of the domestic security market, building the foundation of the sinking market and retail channels of the security industry. But it often makes people feel that this market is somewhat separated from the "high-end" keywords such as AI technology and intelligent scenes, but is more related to the descriptions of "crushing goods" and "running out of goods".

In fact, the security distribution market is like the thousand-yuan phone market when smartphones sprang up. The popularity of intelligence in this market has led to the real rise of the mobile Internet. However, the security distribution system formed for a long time has its own laws and disadvantages. If you want to bring intelligent security products into this field and achieve a truly inclusive AI, you need a comprehensive innovation from technology, products, to business models and channel models.

In order to facilitate the spread of the distribution market, Huawei identified its Chinese brand name "Huawei Hope" on the basis of its new intelligent security brand HoloSens, which was launched in August last year.

The brand essence of "Hope" includes all kinds of value chains brought by Huawei to the security industry, such as the improvement of intelligent technology, universal price, business rules of the distribution market, etc., as well as Huawei's unique judgment and thinking about this market.

Let's take a look at the "good hope" that is widely expected by the industry from the background of the security distribution market.

In August 1487, Portuguese navigator Dias led an expedition from Lisbon to discover the "Cape of good Hope" at the southernmost tip of the African continent, which opened the prelude to the great navigation era. Although "good hope" does not come from this, after the arrival of the "good hope" that Huawei brings to the intelligent security distribution market, the industry may also usher in a new era-an era of "small", "smart" and "smart", an era in which thousands of households are quietly guarded by AI.

The pain of flattening: several problems in Security Distribution

The little security needs around us come together and become a market with distinct characteristics of security distribution.

Needless to say, there have always been some basic problems in this market. On the whole, due to the limitations of technical products and the lack of options brought about by the scarcity of suppliers, the security distribution as a whole is in a flattened market supply system. Whether it is the supplier choice of the channel or the product choice of consumers, it is extremely depressed in the traditional security distribution system.

The flattening market characteristics bring significant problems to the security distribution market, especially to the channel merchants. For example:

1. The channel can only provide customers with few product choices, and sustainable consumption can only be sustained by selling boxes. There are a lot of in-depth security needs, channels are basically unable to dig.

2. The lack of differentiation and selectivity of products can easily lead to market collision and rivalry among channel vendors. In the end, in order to compete for priority supply rights and channel discounts, it can only be achieved by depressing profits and a large number of goods, which is easy to enter the vicious circle of the business cycle.

3. Due to the singleness of the product and the scarcity of differentiation value, customers are likely to directly choose the manufacturer to sell directly, thus the channel becomes the window of goods. In order to stimulate channel sales, manufacturers often make disorderly division of agents, and even connive at excessive competition by default.

The existence of these problems makes the market order and ecological environment of the security distribution market lack a benign atmosphere, and channel operators naturally lack the motivation to implement technological iterations. in the end, consumers will be difficult to buy suitable security products because of disorderly market competition. To some extent, the market has come to a time when it has to be changed.

In the above logic, it is not difficult to see that the main problem of the security distribution market comes from the lack of differences in products, and the market is flat. But the problem is not only from the product technology itself, then targeted to break the situation is also a systematic project.

In Huawei's view, the intelligent transformation of the security distribution market must include the comprehensive promotion of solutions, technology base and business rules. Specifically, the intelligent security distribution market should--

From flat product supply to differentiated solution supply in small scenes

From chaotic and disorderly channels to fine and orderly market division

From the product-centered delivery mode to the intelligence-centered inclusive ecology.

Good hope is to bring this "small", "smart" and "intelligent" era to the intelligent security distribution market.

There are more possibilities in small scenes.

Perhaps it can be said that all the problems in the security distribution market can be mentioned in the "box + camera" flattened large supply model.

In the era of AI, every company, every community, and even every store may need to identify and analyze different targets, which makes the security distribution market also enter the era of solutions based on AI technology.

Guided by holographic intelligence, Huawei defines cameras through D-series software, intelligent NVR800 series, Huawei Hope APP, Huawei Hope Mall, forming a channel for differentiated AI algorithms to different small scenes to meet the ever-changing industry and social intelligent security needs.

At Huawei's intelligent security distribution strategy and new product launch, Huawei released solutions for ten scenarios to help end customers in the distribution market achieve low-cost and efficient intelligent transformation through a variety of intelligent applications.

The top ten scenes include: retailer super, factory park, construction site, agricultural breeding, enterprise park, warehousing and logistics, kindergarten, smart community, office building, restaurant. These ubiquitous small scenes around us are precisely the big business that the intelligent security distribution market urgently needs.

With the intelligent security system to bring specific industry, property, office scene differentiation, can start the distribution market business model and service delivery model comprehensive upgrade, while allowing intelligent security technology to quickly go deep into life.

For example, the Huawei intelligent security supermarket solution in the good hope system can not only monitor the situation 24 hours a day, set up a blacklist for AI control, but also complete intelligent functions such as repeat customer identification, best-selling product statistics and supply analysis, and non-inductive attendance. In fact, smart, capable and experienced supermarket owners are transplanted to the intelligent security system, making supermarket management worry-free, safe and efficient. It has achieved the value that other security products can not replace.

For example, Huawei intelligent security residential district solution can achieve key functions such as face recognition access control, electronic fence, high-altitude littering behavior recognition, so that property personnel no longer need to be always on the lookout for takeout express delivery, littering and other behaviors; owners also enjoy intelligent experiences without access cards and remote control of the community while obtaining a safer living environment. And such a system is far more simple and convenient than most intelligent property systems, and there is no need to increase the additional costs of operation and maintenance, system, equipment and so on.

With the opening of these values, security distribution is not only to sell products, but also to become an intelligent consultant for all scenes of urban life. The market for differentiated solutions and the long-term needs of customers are also firmly in the hands of distributors.

The flat, undifferentiated big becomes the small focus of the scene, and the commercial imagination of distribution rises with it.

Fine business, let security distribution all rivers return to the sea

The reform of security distribution should be treated as well as the standard. Although the iteration of intelligent technology may resolve the essential contradictions in the security distribution market, Huawei decided to start a change in the business model and stronger ecological empowerment to help distribution channels resolve the worries of becoming intelligent.

In the face of the problem of chaotic security distribution channels and vague commercial boundaries, Huawei proposes to strictly abide by the business boundaries in the field of intelligent security distribution, protect the interests of distribution channels and market pattern, and achieve a new type of symbiotic and win-win business relationship.

Specifically, Huawei promises to achieve "contracted responsibility fields" among partners in the region, to achieve regional exclusivity, to strictly control the number of licenses issued, to strictly check cross-district sales, to ensure that there is a reasonable profit space in the channel market, and to seriously deal with businesses that do not abide by the rules. At the same time, Huawei will also set scientific product pricing and profit space, provide a better channel growth plan, and open a broader product platform for channel partners.

In the face of the problem of competing for profits between manufacturers' direct sales and distribution channels, Huawei's approach is to insist on not making direct sales, completely ceding the market of small and medium-sized customers to channel partners, allowing partners to expand thousands of industries, and realizing the complementarity of Huawei and channels. This can also be proved by Huawei's ecological enabling strategy and technological infrastructure positioning in other areas.

Refined business strategy includes not only strictly ensuring the interests of partners, but also how to help partners grow, work with partners to expand the market cake, and provide solid services and marketing systems for Huawei's intelligent security products.

To this end, Huawei will provide 1 billion funds to encourage the intelligent security distribution market, build Huawei intelligent security flagship stores and experience stores across the country, and set up a team of urban distribution managers with hundreds of people to serve full-time channel partners. and will also hold at least 200 new product launches, covering major cities across the country, so that customers can truly trust Huawei's intelligent security distribution products. At the same time, Huawei will also make use of the national after-sales maintenance station to carry out the after-sales service of the damaged parts nearby, the camera is only replaced but not repaired, and the "good parts first" after-sales strategy, so as to provide perfect protection for channel partners.

The refined business model allows the security distribution market to return to orderly, smooth and forward development-another meaning of good hope may be to enable distributors to be "good neighbors and keep an eye on each other" from now on.

Smart and inclusive, make the cake really bigger.

On the specific business model and business rules, it should be seen that, like the overall security market, the real impact of security distribution comes from the technology iteration itself.

A few years ago, there was such a saying, AI landing, security first. With the deepening of the landing and popularization of AI, it is clear that the security industry will also get the first wave of value dividends.

On August 8, 2019, Hua Hua released a new brand HoloSens for intelligent security, repositioning Huawei's intelligent security direction with "holographic perception, data intelligence, as intelligent security navigator", and becoming one of the important carriers of Huawei's "perception of everything, Internet of everything, and intelligence of everything". Intelligence is the core direction of Huawei in the field of security, and it is also the essential center of Huawei's implementation of intelligent security in the distribution market.

The landing of intelligence in the security distribution market is not only reflected in the new product functions brought about by AI technology. At the same time, it also witnessed a historic iteration of the business logic of the entire security distribution market. Nowadays, the demands of customers in the security distribution industry are becoming more and more specific, and the requirements for intelligent capabilities are becoming more and more clear, which is becoming more and more obvious for distributors.

From another point of view, what intelligent technology brings to security distribution is an absolute incremental market. In the past, selling several boxes to a number of customers may not be as good as providing a differentiated AI security and intelligent operations solution for a customer now.

The core value brought by good hope lies in the transformation of "wisdom". Through a series of product support, such as the just released D-series SDC and intelligent NVR800 products with IT computing power, together with Huawei Hope APP and Huawei Hope Mall, a complete intelligent solution built by software-defined cameras, algorithm malls and terminal APP can be completed simply, quickly and with high quality of experience.

Channel vendors can not only quickly upgrade to ISV; with unique development capabilities and technical moat based on the AI computing power, development platform and basic algorithms provided by Huawei, but also find relevant algorithms quickly and accurately, and realize the intelligent needs of customers through the platform model. So far, the huge transformation from "selling boxes" to "selling AI" has been completed very quickly, and channel vendors also have the opportunity to have long-term service and continuous development and innovative growth opportunities.

In the intelligent era, the security distribution industry can be a cake with unlimited boundaries. Because countless scenes, industries and people around us all have their own intelligent security and intelligent upgrading needs, distributors can moisten them and move towards their own intelligent era through inclusive AI.

Conclusion: there is water in a thousand rivers and a thousand months in the river.

The generalization, sinking and verticalization of intelligent security is in fact an irresistible trend.

But how does this trend really happen, and how to enable every practitioner in it to seize value, obtain transformation opportunities and long-term value growth-- this is the essence of "good hope" thinking and "good hope".

Let's reveal that the name good Hope comes not from the Cape of good Hope, but from the kiss of one of the nine sons of the dragon. From the handed down "Collection of Sanli Tu" to a variety of large wooden structures in medieval times, Gou Kou always lay quietly on the ridge of the roof, waiting for the peace of every family. The description of the kiss by the Chu people in Jian Ji Ji is "like an animal in shape and desirable in nature", which can avoid water and fire and ward off evil spirits.

Another meaning of good hope comes from the moon.

The kiss under the moon, this image reminds me of the sentence that there are thousands of rivers and months.

With the gradual rise of intelligent security in the distribution market, intensive cultivation of business scenes, channels and brands evolve together, each strictly abide by the commercial boundary. It is said that there is water in a thousand rivers, and there is a clear distinction.

And AI technology, quietly watching the security of every household, realizing the intelligent wish of big or small. It is said that there is a month in a thousand rivers, keeping stability and good hope.

Welcome to subscribe "Shulou Technology Information " to get latest news, interesting things and hot topics in the IT industry, and controls the hottest and latest Internet news, technology news and IT industry trends.