Embrace the safety concept of platform delivery

         Single product business and platform business , What changes need to be made in sales consciousness ？

         Obviously, the biggest change is the change of pattern , Upgrade from focus to focus . If you just blindly emphasize the design of product scheme , Without cultivating the change of sales consciousness , Will appear, everyone said good , But the phenomenon that business opportunities are not explored or there are not many business opportunities .

         therefore , We must make unremitting efforts to train and empower sales 、 Scenario drill , It is not necessary to master the platform sales ability immediately , But we must pay attention to the gradual development of the platform concept .

         for instance , The latest white paper on data security governance 4.0, Platform protection is adopted in the technical construction plan , It can be seen that single point protection is adopted IPDR Systematic construction mode , And as an important component of platform , This is a set of concepts that are easy to remember and understand （ Single point protection is based on the time dimension ）. In addition, a set of analysis methods can be formed from the spatial dimension , many - tube - End , Understanding this is better than understanding OSI The seven tier architecture of is easier , Because some friends may not have studied computer science .

         If you have a basic theory in your mind , When discussing needs with customers , You won't just focus on a single point , Such as cloud - tube - In the end model , After the endpoint security discussion , Naturally, I will think of how to connect to the cloud , The connection pipeline will come out safely , Transmission encryption 、 Trusted access （ Zero trust ） Naturally speaking , Then there is load protection in the cloud , This involves two dimensions inside and outside the cloud , Discussions can be held in the East, West, North and south of Yunnei .

         Platformization is a concept , It is a way of thinking that integrates single products , It can form a dimension reduction blow to the single product scheme . Business in the field of network security , Has experienced waiting Insurance 2.0 This wave of policy dividends , Many customers have bought a large number of network security products , Today, , The market has also filtered out a number of competitive pieces , For example, Weibo online intelligence 、 Convincing Internet behavior management . The single product capacity of Party A is gradually saturated , In case of serious homogenization of Party B's single products , How to keep the business of network security competitive ？ Platform is a good choice , There are platforms here 3 It's a connotation , That is, the platform of the scheme 、 Ability platform 、 Thinking platform .

         Platform of the scheme , That is, reconstruct a new security scheme , No longer limited to single product capabilities , It's about integrating single product capabilities . for instance , In attack detection XDR platform , Combined with the previous terminal side 、 The network layer 、 Cloud workload and other multi-point telemetry data , Use the central platform for unified analysis , Its detection effect is better than that of the previous single point , Has greatly improved .

          Ability platform , That is, the security capability is no longer limited to a certain level , Instead, it carries a variety of security capabilities and grows sustainably . For example, in the scenario of multi branch networking , In the past, a branch point needed multiple security products , Detection class 、 Protective class 、 Security access class , Now use SASE Such programs , Directly pull data to a platform integrating multiple security capabilities through drainage mode , Realize fast and secure access .

         Thinking platform , This is mainly from the perspective of people , Party A is also good , Party B is also good , Need platform thinking . From the perspective of Party A , Integrate power through the platform , Build your own “ Safe operating system ”, Make it possible to choose more effective security components , The so-called gathering a group of security experts for my use . From the perspective of Party B , The single product business model is not very competitive , Build the thinking mode of platform business , Make continuous success possible , Also form long-term partners with customers , The so-called business as well as friends .

         Compare the single product business , There are many benefits of platformization , For example, providing online services , But say goodbye to the passing business completely . Of course , Platform business is not easy to succeed , The resources invested in the early stage are relatively heavy , But this is a business model that starts with bitterness and ends with sweetness , In line with the values of sustainable development . At present, domestic companies that fully embrace platform strategic security are deeply convinced , At present, we see its cloud security boundary SASE、 Access control ZTA、 Operational confrontation XDR And other platforms have played a value on the customer side . It's a new start , Full of challenges and opportunities , From the perspective of historical experience, platformization PK Single product , Embracing change may be a good choice .