Open an enterprise network security
A large amount of spam cannot be isolated, the vicious virus invaded, for the ordinary people, I accidentally recruited, and finally only reinstate the machine, because it is too trouble, the mother, too. However, if you have their own life for some special industries, the department, the machine does not want their life? There must be a network (all) security prescription with high security coefficients.
Enterprise users build security network awareness gradually strengthened, and promoted the domestic network () security (full) software market is extremely hot. Manufacturers have actually acting, including the release of new technical products, and introduction of new channel strategies. And financial, government, telecommunications, electricity, energy, etc. But in a few years ago, such a situation is NANAN software vendors not dare to expect. In 2000, the same in the sunny spring, Xu Yan walked into a tobacco company in the south, introducing the latest anti-virus products of NAI to the company's information department. Customers have been reflected in the problem of enterprise network security protection, Xu Yan has learned. You know, the customer did not say "no" directly to the sales staff. A few months later, Xu Yan, who may be a thick road gives customers a sense of security, or it may be a certain budget for enterprises to invest in network security. In short, Xu Yan has got a few million orders. At the safe software market at the time, millions of security software projects are not a small number, which is the first security project under Xu Yan. Today, accompanying official households successfully completed a security system integration project in government, finance, telecommunications, oil, electricity, and radio and TV, this year's 29-year-old Xu Yan is called the "powerful role" of Yunnan official house electronic technology company. "My love is not only the money to earn online, the most important is the field of digital information involving extremely sensitive digital information, and it is challenged to the people and do things." Since the IT industry in 1996, the original Kangbo PC started, After the first four years of experience, Xu Yan experienced a professional plan. Synchronizing with Xu Yan's experience is that my country's enterprise-level security market has changed in these years. Under the "Help" of Nima, SQL Worm King, Shock Wave, Sobig and MyDoom, enterprise users are awkward, painful, and finally show the network security arrow. When domestic security product providers are experiencing or singing alone, or when they are in full swing, or when they are trapped, the enterprise users have just passed through the cultivation period. Now, the enterprise-level security market is a metaphor for gold mines. Domestic security software products have more than 10 years of experience in personal consumption markets and have taken a small step into the corporate market. Foreign manufacturers direct high-end users, in addition to the governments, public security departments, etc., there is no way to move, in other industries, it is extremely moving, and gradually extension into the personal consumer market "small play" . The network is boundless, and the virus facing the user is also a variety of viruses. In the trend, Nai, Symantec and other companies, the dazzling financial report, encouraged some new accomplices to join in, such as this year's new face in Blue Harui. Even if the person in charge of the network department of SMEs, it will also say that NAI antivirus, trend EPS protection strategy is not bad; Symantec virus invaded prevention, virus attack protection and other enterprise safety solutions can also, Ans are worth considering in the anti-hacker. However, the strength and strategy of the manufacturer are different, and there is a trick in the development of the new market. Prescription 1: (tied) fixed channel
Matching the temptation of Qin Jade's poetry of the factory - "The year-round pressure line is a wedding dress". Pursuing a large number of loyal ISV and Si, almost all the commodities of all manufacturers and agents competing into the enterprise market. However, in China's giant crucial site, "Free Eating" is an idiotic dream, so manufacturers will always target confusion in their channels, and move a similar "eradication surgery." In the field of enterprises, the manufacturer channel architecture is generally direct, and the industry agent is supplemented. However, with the maturity of the market, more and more vendors have begun to focus on channel management, focusing on cooperation with industry agents. Previously, the security software market had a major event: ISS announced the formal establishment of China's branch, and also signed the exclusive total distribution cooperation agreement with China and Soft, and showed a new set of safety that has been completed in China but not in China. Solution Proventia. China-Soft President Chen Yuhong speaking at the meeting, this strategic cooperation, ISS can effectively provide products to the right enterprises and government departments through China-Soft International's extensive distribution network, and China Soft International can provide customers with hardware and solve The programs and the authoritative network security products of ISS. At the same time, the two sides will not only establish a new standard in the products and programs, but will also be promoted in the domestic network security market. Eye know that the marriage of ISS is so bright and atmospheric, the Soft power industry background is the guarantee of ISS new technology products to enter the domestic industry market. And ISS originally used in the domestic market to detect the detection of anti-virus intrusion, began to do safety software integration management, and entered the comprehensive corporate network security management field. This action actually declares that the five-year cooperation with the original distribution Shang'an is completely over. The Sales of Ans' own products began far more than the sales of agency brand, which is the main reason for cooperation. Another reason for the end of cooperation, i.e., the requirements of the Nishi requires a complete share of the ISS source code fail. Previously, Andrity announced to create a self-branded determination, claiming more emphasis on the sales of channels, and plans to strengthen channel construction work in 2004. The SUG (Information Security and Tools Software Business Group) just determined as the three major pillars of Jinshan, has also begun a new journey. Feng Xin, deputy general manager and market director and market director, said the company's target market has increased Xi'an, Kunming, and the sales volume increased by at least 15% over last year. According to Feng Xin, in Jinshan's channel system, there are currently two major categories of the industry. ISV currently has an educational background is the main force of Jinshan. Jinshan entered the enterprise market began in 2002, in August 2003, in Beijing, Shanghai, Guangzhou, Chengdu, Nanjing and other five target markets, sales slowly, education, public security, telecommunications, military and other field products have been occupied 60% of the company's overall security software products. Symantec follows the development channel method. Its strict channel management system has given its competitors' great enlightenment, its "partner program", the expertise necessary to implement and manage complex security facilities And related resources are provided to their partners, through the system's certification, value-added, support and partner programs to meet the goals of partners and users.
The company's global engineer certification program requires at least one certified engineer to have at least one certified engineer, and it is eligible to cooperate with Symantec. At present, Shenzhou Digital is the general agent of its enterprise safety products; there have been more than 100 core agents in China. Shang, in 2004, Trend Micro is "mandatory" to conduct channel architecture policies change. Trend Technology and the dealer partners in all parts of dealer partners, last year's sales have turned a few times higher than the previous year. It has made good results in telecommunications, government, finance, electricity, education, energy and other fields. However, a huge marketing network, making the company's original customer manager direct marketing model, which is very difficult. This year, completely transforming the distribution channels to distribution channels and is not doubtful. The company has gradually cultivated into a core dealer. TCSE-TREND Micro Certified Security Expert has exceeded 600 through certified Trend Micro Certified Security Expert. The new manufacturer is also claiming that the regional general agents and various industry agents, with 20-30 key system integrators, to work hard to develop industry users in more than 20 provinces and municipalities directly under the Central Government. Director Hu, the Director of the Diagnosis Results, said that there is a problem with the unit safety system. He will only find a project implementation, and it is the "one-stop" solution and service of ISV. In addition to the manufacturers provide test products to key industry users, more enterprises users get product information from the dealer, they trust the security system solutions provided by ISV or Si, or they know which company's security software The most advanced or most applicable. Therefore, there is a distributor of the senior industry background, always incense. Manufacturers have sang a "close to you, you can find my own"; and the enterprise-level user is far from the demand, may "bind" both sides. Flat and channel management is the slogan and action of the manufacturer, which type channel model is ordered, and it is still its own existing customer and target market. Prescription 2: Hand holding "service"
