Traditional security channel providers face dilemma in the IP era

In the current rapid development of IP security monitoring, the choice of IT product channel provider or traditional monitoring channel provider is indeed a dilemma for the monitoring product manufacturers and general agents: traditional monitoring channels will not sell IP monitoring products. However, there are feelings with the manufacturers, and there are certain contacts and markets, while IT channel providers have technical and service advantages. However, IP monitoring, as its name implies, is IP (IT)+monitoring, so choosing an IT channel provider will also have a certain risk and running-in process. Personally think that in the dilemma, most of the monitoring manufacturers or agents will still retain the original traditional monitoring channels, and will not abandon the "traditional" election "IT" because of the development of IP monitoring.

The arrival of IP takes time, and the stability and promotion of growth are more important than the IP monitoring of security monitoring. It is a trend recognized by all manufacturers and distributors. However, there will be different opinions as to when the large-scale application will take place in China. In order not to know when it will arrive, or to think that within a short period of time, it is impossible to go beyond analog “trends” and venture to choose IT product distributors with little experience in the monitoring industry as their partners, regardless of the degree of cooperation. , or how to ensure the simulation of market share while effectively tapping the IP network to monitor the market, will be a very adventurous behavior, ensure stability and promote growth is the current major brands should be more important considerations, and the traditional monitoring agents Maintaining the relationship is the basis for ensuring stability and promoting growth.

While studying and transforming, traditions can also change IT

Security monitoring IP, network technology, storage technology, platform software technology are all obvious “shortcomings” for traditional security monitoring and distribution distributors, but IP trends cannot be avoided, so agents at all levels want to be good in the future market. The survival must be studied and transformed, from a single product sales to an overall packaged solution vendor, from a simple product distribution channel provider to an integrated solution provider, all from the corporate structure and planning talents. Range of learning and change. After all, IP-based technology still needs time. The traditional monitoring and resellers really want to carry out the transformation.

Tradition and IT each take their own strengths, and each has its own advantages. The market for network security monitoring is very large. Traditional monitoring agents and IT product distributors can consider some cooperation modes. Traditional monitoring dealers exchange routing equipment and networks on the network. There are defects in storage and backup, secondary development of software platforms, etc., but after winning some large-scale IP security monitoring projects through relationships and strengths, they will not be able to transfer to IT dealers. IT dealers can become traditional The dealer's next home, forming a cooperative relationship, each take their own merits, and each has its own benefit.

Locking profits and avoiding the monitoring of "Chinese cabbage" security monitoring products, the profit margin is getting lower and lower, is now the security monitoring agents complained most problems, sometimes they jokingly called themselves "security logistics company", how to help agents lock in profits, To ensure the enthusiasm and stability of distributors are considerations for product manufacturers and general agents. Have to admit that IT-originated channel distributors often use their own overall solutions, or the advantages of overall project integration in certain industries, and the consistent concept of “white cabbage” sales of IT products to operate security monitoring products, thereby destroying the entire game. Rules, messing up the market environment. Therefore, letting the manufacturer and the general agent be love and hate to him, it is a headache.

Channels and "projects, industries" in parallel, traditional and IT complementary monitoring IP, a clear trend is that manufacturers and distributors will slowly change the situation depends too much on the channel, the channel will slowly change from a "thigh" to " "The calf", the project and the industry's operation will become more and more important, so in the future instead of the traditional monitoring of dealers and IT channels, but how to choose the more powerful IT integrators in some industries, this one The competition will become more intense and more valuable.