In the era of security intelligence, users have more and more fragmented and personalized needs, and customized solutions have become popular with security users. According to Jiao Wei, the general manager of the special business department of Shenzhen Aoyou Communication Equipment Co., Ltd, "Based on the need for customization, the factory began to open more ports in the process of research and development to provide functional multi-port solutions, providing more complete technical cooperation support for the channel providers. This extremely increased customization demand, compared with the traditional business relationship, is also continuously promoting the growth of the channel providers, bringing greater living space for the channel providers."

But it is precisely because of entering the era of intelligence that the traditional security model has also begun to be constrained by the technology itself. "In the face of new technologies, factory engineers can master technical resources and update technology in real time, and the factory is also increasing investment in research and development to produce more innovative products. After the above premise, distributors start to transfer and copy products. But the difficulty lies in the link of transfer and copy." Jiao Wei proposed, "At present, the technicians of most distributors are still the security personnel of the old generation, and their ability to master, absorb and digest new technologies is not enough, which makes them unable to master the functional characteristics of new products in a short time, and thus can not match the needs of the purchaser perfectly, and the time of the purchaser is also wasted. For the above reasons, at present, more and more purchasers are starting to cross the distributors and directly produce with the factory Product sales docking is undoubtedly a huge business loss for distributors. In order to make up for this kind of business loss, the distributor must increase the expenditure on personnel training, logistics, talent introduction, etc., but the effect is not ideal. Especially at present, the dominant environment of the security industry is not optimistic, and the situation of distributors is increasingly difficult. "

In addition, due to the impact of e-commerce model in the Internet era, the distribution model in the traditional channel model is facing a huge survival crisis. "The single offline model is going downhill, and will be replaced by the online and offline direct sales model now and in the future." Jiao Wei believes.

Can "Distribution 3.0" change the dilemma of security distribution? Transformation is the key.

In order to cope with the insufficient distribution of the security distribution market and the changes in the industry in the intelligent era, Huawei put forward the slogan "Distribution 3.0" in March this year, trying to return the distribution market to a healthy state.

It is undeniable that "Distribution 3.0" is the best solution for the current security distribution market and points the way forward for the market. However, the proposal of "Distribution 3.0" also brings more challenges to the traditional security distribution, and the first problem is the transformation of channel providers.

Behind "Distribution 3.0", channel operators need to transform to become equipment manufacturers and engineering manufacturers. From this point of view, for channel operators, transformation has become the normal strategic layout of enterprises. However, due to lack of sufficient technical strength to support, the path of transformation is very difficult. "For channel providers, especially distributors, technology research and development must be a very important part of the transformation. If there is no long-term technology accumulation and effective resources, the transformation of distributors can only be called transformation. At present, many enterprises often ignore their own research and development strength or the uniqueness of technology, or there is no practical and effective innovation results, blindly introduce new products to the market, but to the market It has brought a lot of harm, but also brought a negative impact on the enterprise, bringing more pressure to the transformation of the enterprise. " Jiao Wei pointed out.

That is to say, in the face of strong market pressure and economic downturn, distributors and even enterprises must be down-to-earth, find their own advantages, and have exclusive research and development results on this basis to create a strong wall for themselves!

The new future of security distribution: simple and people-friendly

Distribution depends on channels, which are divided into sales channels and distribution channels. In other words, channel providers and distributors should belong to the inclusive relationship. However, at present, the security distribution market has accounted for 40% of the overall security market. How can other channel providers reflect their value?

Jiao Wei believes that "in this context, channel providers must have an understanding of their own strength, and integrate or secondary develop the system on the basis of their own strength to provide more optimized and practical solutions. Do not blindly follow others' channel models. Only by finding the most suitable way for themselves can the value of channel providers be realized.