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
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 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
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