How security integrators face the status quo of discourse transfer

Since the development of security, the platform software has played an increasingly important role in the security system. The role of the platform vendor has also taken a leading role. The development of integrators is facing unprecedented challenges. In the past, there were not many integrators with domestic platform software R&D capabilities. Most integrators still took the form of cooperation with platform vendors. With the change of market demand and technology, integrators with platform R&D capabilities have gradually increased, but some integrators have Still choose to cooperate with platform providers to develop platforms. So, what kind of adjustment strategies should integrators adopt to maintain their core competitive advantages?

In recent years, system integrators have been caught between vendors and users. The fierce competition from peers and increasing equipment costs and financial costs have kept system integration profits shrinking. How to find your own core strengths becomes even more important. It is to invest funds and manpower as your own platform to integrate different technologies and IT architectures so as to eliminate the differences between different technical schools and create value for users. Also for their own profits; or with the manufacturers - integrators put the main force on the integration of engineering projects and systems, reduce the time and cost of exploration, and use other platforms for secondary development. Which one will become a more competitive model in the future? Today's domestic integrators are skeptical.

Qualification is the foundation For some large projects, the degree of system integration required by the project itself is very high. Some projects require the integration of geographical location information, material system information, and OA systems that are beyond the reach of traditional system integrators. Integrators must continue to upgrade in order to get more projects. Qiu Jianping, deputy general manager of Chengdu Chengtai Tuotian Industry Co., Ltd., said: “I always think that having a security license issued by the public security system alone is not enough. The real system integrators must also have a certificate issued by the Ministry of Industry and Information Technology. Businesses themselves require higher integration qualifications."

At present, the bidding mechanism for domestic large-scale projects is biased towards the general contract bidding system, and the entry threshold for project bidding is qualification. Platform vendors specializing in software do not necessarily have the qualifications of integrators, especially system integration qualifications, building intelligence qualifications, and more sensitive and classified qualifications. Without qualified qualifications, there is no way to bid. No project. Lin Kanhua, technical manager of Shenzhen Haoming Security Engineering Co., Ltd., said: “In general, integrators with high-level qualifications win the project's total package rights, and then go to identify the right third-party software platform developers to visit The development of the system.Because some projects will require special qualifications for special situations, the source and business model of pure software platform developers are also tend to cooperate with integrators.” And in terms of platform software development, the platform Businesses have absolute advantages, and the features and advantages possessed by different software platform vendors are also different. Based on the development needs of the platform vendors themselves, they will also value the integrator's qualifications and strength when choosing a system integrator to collaborate with.

Capital and talent is the key For system integrators, in addition to the hard strength such as qualification, the biggest competition in the future is the competition of soft power, such as talent and capital. In the past few years, large-scale projects aiming at boosting domestic demand have been launched in various local government departments, and large-scale and extra-large security projects such as urban rail transit, safe city projects and the World Expo have been continuously increasing. This is a large-scale security enterprise with abundant funds and outstanding technical talents. A great opportunity came.

For small and medium security integrators, the living environment is not so good. In the past two years, the number of hotels, office buildings, and real estate security projects have decreased correspondingly, and most of the space for small and medium-sized security enterprises to survive has shrunk dramatically. At present, there are more than 6,000 security integrated enterprises in China, and the majority of small and medium-sized integrators. Small and medium-sized integrators have the ability to independently undertake security projects under the million dollars, but their profits have been reduced in the fierce competition.

Security projects often involve more equipment procurement, which will inevitably occupy a large amount of project operating funds. Compared with large integrators with more financing capabilities, most small and medium-sized integrators are basically self-funded, relying on low-margin projects to survive, and have to undertake as many projects as possible. In such a living environment, once the funding gap arises, small and medium-sized integrators will be caught in the throat and difficult to develop.

At present, there are many cooperation models selected by integrators, including capital cooperation. Because if there is no capital, many projects cannot be carried out. To make the competitiveness stronger and stronger cannot be separated from the capital. Only with sufficient funds can the competitiveness be reflected. Qiu Jianping, deputy general manager of Chengdu Chengtai Tuotian Industry Co., Ltd., said: “Our company has sufficient capital to hire senior talents after entering the venture capital fund due to asset restructuring. In the process of project implementation, the capital turnover is more flexible. , will no longer give up some good projects because of funding issues; more importantly, have sufficient funds to develop software and hardware, to develop new applications with added value.