The future industry pattern must be stratified, and there will be giants in various segments, but there will be no security giants like Haikang.
Zhang Tian (pseudonym) has been in the security circle for nearly 30 years, and has experienced the great changes in the industry from analog to digital to intelligent, and also witnessed Hu Yangzhong, Fu Liquan and a group of old comrades in the rivers and lakes step by step from behind him to become the leader of the entire industry.
He is in his fifties, sturdy and tough, as passionate as most young people, and can’t see more signs of the years. .
Today, he described his personal understanding of the operation and management of security companies, as well as the former government officials, state-owned enterprise sales and current well-known corporate executives. Judging the future direction of the company's security and AI security.
The following is Zhang Tian’s self-report:
My career The experience is more complicated. After graduating from college, I worked as a civil servant for a period of time. I had a chance. The university professor introduced me to a state-owned enterprise with a technical background.
Because I am a liberal arts student, I found that nothing will happen after entering this company, no account, no file, no experience, no industry background, Can only start from the salesman.
Because it is nothing, a white paper is better to draw. During the salesman's period, he forced himself to learn and use it, from the English index to the communication principle, and then slowly entered the IT field.
After a few years, I feel that the state-owned enterprises may not be suitable for themselves, and then join a startup company.Use communication technology to do security.
At that time, it was very uncomfortable to abandon the iron rice bowl and join the startup company. This was a very risky step. I finally decided to gamble. .
About 2000, China's security market is still based on analog technology, the video recorder is tape-based, and the transmission is coaxial cable, if a project is for transmission Distance requirements are relatively long, analog signals are difficult to transmit at high quality, and modulation is more difficult.
Although it is not difficult for the communications giant to solve this problem, at that time, the Chinese communications industry was in a period of rapid development, and there was no extra energy to penetrate the security field. .
Based on these two points, the team I was responsible for decided to use the more mature digital optical communication technology I mastered to convert the analog signal into a digital signal, and then use The photoplastic way to transmit data breaks the distance limit.
At the time, there were almost no similar technologies in the country, and there were no similar products. Only a few manufacturers of analog optical transceivers, in just a few years, our Sales reached hundreds of millions of dollars, becoming a hot company in China's security market at that time.
In the later stages of the company's development, business-driven, the industry will force us to do things that core teams such as cameras, storage, and software are not good at.
At the same time, limited by the professional background of executives, the company’s strategic plan has two voices: one advocates offense and believes that the company wants to expand The product line breaks the bottleneck of enterprise development; one group advocates defense, and the company's core products continue to optimize, iterate, and hold one's own acre of three fields.
Unfortunately, management has been unable to reach an agreement in the direction of corporate strategy adjustment.I also failed to seize the opportunity at the security gold node.
Many business management theories in Europe and the United States admire the company to do the best thing that you are best at, to be the ultimate, not to be bigger or even more Controlled product line of business.
But in that era, Chinese companies were in a barbaric growth period. On the one hand, the market was full of countless opportunities. On the other hand, the single point advantage was easy. Was beaten by price wars. When you spread the plate, the more opportunities there are, the more risky the corresponding risk will be.
In this matter, I personally belong to the offensive, do business, either grow bigger or give up. Until now, I still insist on this point of view.
After careful consideration, I chose to leave the business.
In fact, the problem we encountered is not a case. Most companies will face adjustment and transformation during the development process. How to choose? In the end, whether to stay together and continue to work hard, or to re-start the ship, I was thinking about it at that time. :
A senior executive team of a startup company must complete four stages: one honeymoon period; two, storm period; three, adjustment period; Efficient period. Without a storm period, it is impossible to create a good product; but if it has not been in the storm, the company is also difficult to sustain.
Offensive, defensive, innovative...
In the new security market, it can be divided into three major sects : "defense faction" represented by Haikang and Dahua; "innovation" as the first in Shangtang and Yan;Huawei and Ali are the "offensives" on the list.
The strategy of each of their "sends" is different.