Security-as-a-Service ( 安防服務商機趨勢 )

– why the Security industry will migrate from a commodity driven to a service

based business ( 為什麼安防電子產業，會由商業銷售為主，漸漸朝向以服務為主的商業模式 ?)

Lennart Alexandrie,Founder and CEO of Ar Media International

( 瑞典商 瑞亞媒體 創辦人 / 執行總裁 )Founder of the SaaS Group(SaaS 團隊 發起人 )

Security-as-a-Service

AR Media International AB( 瑞典商 瑞亞媒體 )

Publisher of the printed media ( 出版印刷雜誌 ):• Detektor International magazine (DETEKTOR 國際英文版 ) : for the EMEA market ( 主要針對歐洲、中東、非洲之共同市場中發行 )

• Detektor Scandinavia magazine (DETEKTOR 北歐語文版 ): for Sweden, Norway and Denmark ( 主要在瑞典、挪威、丹麥地區市場發行 ) • SecurityUser.com a tabloid news paper in two different editions – for Sweden and Denmark ( 這是一份夾報型的報紙刊物，共有二種語文版本—瑞典文 及丹麥文 )

Publisher of the online media ( 發行電子媒體 ):• SecurityWorldHotel.com, 及• SecurityUser.com

Organiser of the security events ( 主辦安防科技展會 ):• Sectech Sweden, Sectech Denmark, Sectech Norway (Sectech 瑞典展 ) 、 (Sectech 丹麥展 ) 、 (Sectech 挪威展 )

• Security User Expo 展 ( 每二年一次，在 Denmark 舉辦 )

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SaaS Group(SaaS 團隊 )

A think tank and a network of influential people from different leading companies, such as Stanley Security, G4S, Securitas and Axis, to mention just a few. 這是由來自不同市場領導企業 ( 如 Stanley Security, G4S, Securitas, 及 Axis 等企業 ) ，對產業具有影響力的一群人，所組成的資訊「智庫」人脈團隊 / 組織。The major task for the SaaS Group is preparing for and promoting a sound process for security companies to migrate from a product oriented to a service based business. SaaS 團隊的主要任務，是為安防企業要轉成以安防服務型業務為主的過程，預先籌劃出可行的良好轉型階段 / 步驟而準備，並在未來有效推廣。The group is led by chairman Jens Lennen, well-known entrepreneur in Sweden and CEO of Zenita.這個團隊，是由瑞典知名企業 Zenita 的集團執行總裁 Jens Lennen 先生，擔任現任的理事長。

Security-as-a-Service

Security-as-a-Service ( 安防服務商機趨勢 )

– why the Security industry will migrate from a commodity driven to a service based business

( 為什麼安防電子產業，會由商業銷售為主，漸漸朝向以服務為主的商業模式 ?)

What have these companies/trademarks in common? ( 以下這些公司 / 品牌，有哪些共通之處 ?)

Security-as-a-Service

They do not deliver commodity products but services他們都不是銷售商品，而是以服務提供為主

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They have changed the market…and people’s mindset他們已經改變市場商模 ... 及一般人的思考模式

Availability ( 因為容易取得 ) • Easily accessible from different devices such as smart phones, tablets and computers他們的服務，可以很容易透過智能型手機、平板電腦、及一般電腦，下載取得使用；Simplicity ( 因為使用簡單 )• User-friendly 介面人性化• Low cost to get started 取得成本低 ( 即可開始使用 )

• Worry-free – as the infrastructure offers automatic storage, update and backup 因為服務平台提供自動儲存、更新、及備份等功能—使用者在使用上不須煩惱這些操作上的問題Interesting conclusion 因此，獲致一個有趣的結論 :• Ownership is not a key selling point – it is the content that counts 這些服務的賣點，不再是誰擁有這些企業，而是它所提供的服務內容 ! Security-as-a-Service

Why have these services become so popular?

( 為什麼這些服務會受到歡迎 ?)

• Security as a service can be defined as a complete service where an agreed functionality and security level is offered to the customer安防服務商機可以定義成，對消費者 ( 用戶端 ) 提供所需之安防功能的整體服務。 • This complete security service solution can be generated by a combination of technical systems mixed with services generated by human resources and includes remote- and cloud services and even an insurance solution這種全方位的安防服務配套，可以經由系統科技之整合，透由人力資源 ( 派遣 ) 及遠端 ( 含雲計算服務 )管理，甚至加上保險，所產生的整體服務配套方案。

• This complete service solution can also include a financing solution through external funding enabling the combined service to be obtained and taken as an operating cost for the customer這種全方位的安防服務配套，也可能因提供創新服務得到外部注資 (補助 /金融 ) 之方案，或將服務成本轉嫁給消費用戶。Security-as-a-Service

Security as a Service (SaaS) – the business concept(安防服務商機趨勢之商業模式)

• Security Services may be linked to online structures, such as management of intrusion alarms, access control, operational alarms etc安防服務也有可能以網路鏈結的方式提供如入侵警報偵測、門禁進出管理、警報操作管理等。• Can be packaged with other security services, such as IT security, security guarding services and consulting也可以與其他 ( 如資訊安全、保全服務、與安防顧問諮商 ) 服務，整合成配套服務方案提供。• The aim of the concept is to achieve the very best possible combination plus business benefits for the customer整個發展的主要構想宗旨，是要以顧客為主體，提供他們最大的服務 / 商務組合，並讓企業獲得利潤及利益。

Security-as-a-Service

SaaS – more than just hosted video

(安防服務商機—不僅僅只有代管影像)

• The technology shift from analogue to digital has created opportunities to create tailor made or standard packaged security services based on cost efficient technology科技發展由類別 ( 模擬 ) 轉到數位化，已經因為科技使成本更趨經濟，確認創造了一些套裝服務或客製化的安防服務商機Examples of technical drivers: 這些科技轉變如 :• IP on all types of systems 各種電子系統都已經網路化； • VCA – Video Contents Analysis 可加入影像分析辨識 (VCA) 功能• Expanded bandwidth 可用頻寬已加大• Open interfaces make it simpler for the customer 因使用介面更開放，消費者更能簡易使用 • Systems can be managed through web browsers and smart phones etc　系統容易透過智能手機、或上網，進行操控管理　

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Why is SaaS attracting so much attention right now?為什麼安防服務商機 ( 在歐洲 )目前已獲得許多的關注 ?

• Product prices have become much cheaper making it harder for all suppliers to make a profit based on product sales今日的安防產品，價格已經很低，對所以的供應商來說，單靠產品銷售，已經很難有利潤；• Products have also become more installation and user friendly which has in turn cut the costs for the users產品因為已經（被大量運用）安裝於各地，而且也比以往”更容易使用” ，這促使廠商可以降低成本，供應給消費者；• Margins for all parts of the supply chain are becoming increasingly less零件供應鏈的利潤，也大幅下降

Security-as-a-Service

The impact of globalisation – tougher profit margins全球化後的衝擊 -- 更難獲得高利潤

• Focus on functions – suppliers are becoming more acquainted with the business flows and processes of the clients and can tailor make solutions based on their individual business needs更專注於功能性—供應商更能熟悉對應客戶（用戶端）的商業運作模式，因此更能針對各別客戶之商業需求，客製化提供所需要的配套方案；

• Always Online – functions and operations continuously monitored保持永遠在線—所有系統功能及操作軌跡都能一直監控 /監測；• Increased access via modern interfaces 透由中間的調變器介面 ( 如路由器、傳輸介面 ... 等）增加網路存取之便利

Security-as-a-Service

Why increased business benefit? 為什麼會提高商業利益？

• Employees need to spend less time on directly handling security and associated features　　供應方的員工可以花更少時間，在直接處理安防監控及相關事項方面；• More efficient and cost-optimised servicing and maintenance visits, many tasks can be carried out through remote servicing　　因為許多監控管理之服務工作，可以透過網路遠端作業，因此使巡邏及監視管理服務的效率更高，成本更合理；• Lower training costs for existing and future staff　　對員工的培訓成本更低；• Shared centralised infrastructure provides economies of scale and efficiency gains　　因共用後端中央管理平台，因此可以提供經濟規模的服務及更高的管理效益；• Lower training costs for existing and future staff SaaS also offers increasing revenues through more efficient use of staff, focused on the core business　除對員工培訓方面成本降低外，安防服務商機，因為更有效進行人員的運用，及更專注於企業核心業務的運作，提供更高的收益；

Security-as-a-Service

Why cost saving for the customer? 對用戶端而言，為什麼更省錢 ?

• Lack of knowledge on how SaaS is procured客戶對於要到哪裡獲得安防服務（ SaaS) 的服務，不清楚；• More difficult to compare tenders in terms of the services offered由於加入服務項目，更不容易比價；

• Measuring and verifying that the agreed security and functionality level is maintained and achieved over time客戶對於評估及辨別可以所要用的安防產品及功能的認知已經過時；

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Challenges for the customers客戶的挑戰

• Insufficient knowledge of the client‘s business對客（用）戶的業務模式不瞭解• The mindset – traditionally security integrators and installers sell the installation and products rather than function and service心態問題—傳統安防安裝商以提供產品含安裝進行銷售，不太會以提供系統綜合功能及服務來進行銷售。

• Standardisation of interfaces / protocols介面 / 通訊協定標準化• To acquire new competence for different types of support services and sales etc取得不同服務及銷售支援之新能力

Security-as-a-Service

Challenges for the supplier供應商的挑戰

A major advantage for the customer with an SaaS solution, including the financing of the project, is the absence of a major initial direct investment.　用戶端使用安全服務 (SaaS) 的主要好處（含專案的費用），減少一次支出的金額；

Although today we are aware that security plays a very important role in the protection of an organisation, we may still not wish to burden the balance sheet with a fixed asset such as a security system.　儘管今日，我們已認同安防設備所提供安全防護的重要性，我們仍然不願意因為建置安防設備，一下子在財報上，呈現大筆的支出數字。

The investment aspect is, therefore, an important component of the SaaS concept.因此，從投資（財會）的角度，用戶接納安防服務（ SaaS) 的概念將會變得重要。

Security-as-a-Service

Benefits for the customer from a financial viewpoint

從財務的角度看用戶可獲得的好處

Sources: Zenita, Detektor, SaaS Group（以上資料，由 Zenita, Detektor 由Zenita, Detektor 雜誌 , 及 SaaS 團隊提供）

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