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) Security-as-a-Service

Security-as-a-Service 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

Security-as-a-Service 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 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 Security-as-a-Service

Why have these services become so popular? (為什麼這些服務會受到歡迎?) 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

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

SaaS – more than just hosted video (安防服務商機—不僅僅只有代管影像) • 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

Security-as-a-Service 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? • 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　 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 • 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

Why increased business benefit? 為什麼會提高商業利益？ • 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 cost saving for the customer? 對用戶端而言，為什麼更省錢? • 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

Challenges for the customers 客戶的挑戰 • 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； Security-as-a-Service

Challenges for the supplier 供應商的挑戰 • 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

Benefits for the customer from a financial viewpoint 從財務的角度看用戶可獲得的好處 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

Thank you for your attention 感謝 您的出席/蒞臨 Sources: Zenita, Detektor, SaaS Group （以上資料，由Zenita, Detektor 由 Zenita, Detektor雜誌, 及SaaS團隊提供） Security-as-a-Service