Author | Li Yangxia
Editor | Lin Juemin
When the gate of the new era opens, most of the people who flock to it are warriors.
In Ma Zeming’s memory, it was an afternoon in March 2015.
Shenzhen is in the sweltering and humid seasons of spring and summer.
He and his partner, Xiao Han, who is in charge of the operation of the WeChat official account, checked the content of the day and sent it out.
In an instant, more than 60 trial applications poured into the backstage. Caught off guard, he excitedly sent screenshots to the product group. That afternoon, the atmosphere in the office became lively.
No one expected that the market’s enthusiasm for domestic virtualization software was so high.
This official account push is the first appearance of Sangfor’s server virtualization software products, and it is also the first step for Sangfor to vigorously enter the field of cloud computing.
Regarding Sangfor, Leifeng.com has heard the voices of two types of industry professionals:
The first is “When we were making products, we bought a bunch of Sangfor products directly, and all the product managers and technology rushed to research. I have to say that Sangfor has the strongest innovation ability in a large security company.”
The second is “Isn’t Sangfor’s current managed cloud just to manage servers for customers? Can this also be called innovation?”
In Leifeng.com’s view, this just reflects the industry’s two perceptions of Sangfor:
On the one hand, it is very capable of technological innovation; on the other hand, the managed cloud is still incomprehensible.
In fact, this is a cognitive bias.
There is a kind of “obstacle” in front of people in the industry’s perception of Sangfor. They always feel that Sangfor should “play big at once” when it comes to cloud development, and innovation is called innovation if it makes something that disrupts the industry.
Christensen said in the book “The Innovator’s Dilemma”: “There are two modes of business innovation, one is to make expensive things cheaper; the other is to make complex things simple.”
From the perspective of Sangfor’s development, this is its common approach—— 1. Find opportunities in the times; 2. Innovate technological products independently; 3. Start with individual markets; Big companies look down on the market, and then let more users slowly come in, let many people who are not users know this market, and finally slowly erode it and become the champion.
I am convinced that being a cloud is the way to go. In fact, they did not expect at the beginning that they could be at the forefront of the market in subdivided tracks such as hyper-convergence and desktop cloud; nor did they think about innovating and inventing a “managed cloud” category 10 years ago. What’s more, it didn’t plan from the beginning that cloud computing would have a team of two to three thousand people, and the investment was increasing year by year; Sangfor insisted that since it was chosen, it must be done well.
1. Act according to the time and follow the trend
Sangfor is the first security company in China to transition to the cloud. Sangfor’s VPN, network-wide behavior management, next-generation firewall and other security products have long enjoyed a good reputation in the industry.
It is said that several security devices with Sangfor LOGO can be found running in most office buildings in major cities across the country.
You can imagine how successful Sangcon’s security business is.
Since security is so prominent, why do we need to “cloud transformation”?
Going back to 2010, going to the cloud was not a mainstream voice at that time. At that time, Alibaba Cloud had just been established for two years, Huawei had just released its own cloud computing platform, and various bigwigs were still arguing about the cloud.
Sangfor, which is rapidly rising in the IT market relying on a strong channel system, found in the service process that customers’ data centers are gradually moving towards cloud and virtualization, and single security can no longer meet the security needs of cloud-based businesses.
In a cloud environment, hardware, networks, systems, applications, etc. in traditional information systems are replaced by virtualization products on the cloud. The devices and systems of users on the cloud are dynamically changing, so traditional concepts such as system security and boundary security are no longer applicable to cloud security.
Sangfor realizes that future security capabilities will become the fourth largest infrastructure besides computing, storage, and network, and all of them will be integrated into the cloud infrastructure, becoming a built-in default capability in the infrastructure, with unified security products and services, security management and operations are no longer a burden. Sangfor later called this capability “built-in security”. Sangfor Cloud has integrated more than 20 years of security capabilities into various products and solutions such as hyper-convergence, EDS, desktop cloud, and managed cloud.
In that era when the cloud computing situation was still unclear, Sangfor was bold and ambitious, actively seeking changes, and being the first to eat crabs. With years of understanding of the market, Sangfor is keenly aware of the trend that hardware security protection equipment will be replaced in the future, and firmly moves towards “cloud transformation”.
However, it is not so easy for Sangfor to earn a “key position” in the fiercely competitive “cloud computing” arena.
In “Whiplash”, the protagonist Neiman dreams of becoming a top jazz drummer, but at first he was just a substitute. So, he practiced hard for a long time, and the tiger’s mouth was worn out with blood by the drumstick. Even though the dark red blood dripped from Neiman’s fist holding the drumstick tightly onto the drum surface, he put on a Band-Aid and continued to practice. The harder he worked, the luckier he was, and he finally earned himself the opportunity to replace the core.
If you want to gain opportunities in the cloud computing market, Sangfor must be like Neiman, and you will not survive if you are not crazy. If you want to pursue the ultimate, you must pay the price.
In the transition to the cloud, I am convinced that we have to face two problems: one is not enough understanding of the cloud, which is a problem of awareness; the other is whether we dare to invest, that is, a problem of courage.
For a long time in the past, cloud vendors have been “reckless”, spending manpower and resources, “for big and big”, I must also have the functions you provide, and try to pave the way. This kind of competition regardless of cost is extremely costly.
The cloud computing market seems to be a red sea, and the security field is not far behind. For Sangfor, its opponents include both cloud vendors and security vendors. The former includes Alibaba Cloud, Tencent Cloud, Huawei Cloud, H3C, etc., while the latter includes Qi Anxin, Venus, Zhichuangyu, Anheng, NSFOCUS, AsiaInfo Security and a number of established security companies.
Sangfor not only has the courage to take this step and take a correct “cloud transformation” road, but also finds its own core competitiveness and differences in the left and right sides. Otherwise, it will be overwhelmed by the “ferocious” trend of the times.
According to Zhang Jianhua, Vice President of Sangfor and Deputy General Manager of R&D System, Sangfor has found its own path.
Sangfor has set three major strategies: first, secure cloud; second, ultimate performance; third, considerate service.
It is perfect to use cloud as a sword and security as a shield.
To paraphrase a classic line “A cloud without safety is like a plate of loose sand, without the wind blowing, it will be scattered in two steps”
Sangcon absolutely sees this very clearly. In the era of digital economy, more and more enterprises are migrating their IT infrastructure to the cloud. The cloud is the “sword” of the digital transformation of enterprises and a “sharp edge” for Sangfor to open up new battlefields.
Building a secure cloud is an important starting point for Sangfor’s cloud transformation, and it is also a part of Sangfor’s differentiation strategy.
In Zhang Jianhua’s view, building a secure cloud requires a God’s perspective, which requires the ability to see through the underlying resources. Many cloud companies do not put security at the forefront in order to make money.
Sangfor has thought of a way, which is “built-in security”. In this way, on the one hand, customers do not need to spend extra money to purchase various security devices;
That is to say, online security, data protection, and threat handling can be realized more conveniently. The most important thing is that compared with the traditional authorization method based on the number of terminals, SF Cloud adopts the “per-core fee” that is in line with virtualization scenarios, which is more flexible and supports over-provisioning , to achieve high cost performance.
“Networking capabilities” and “security capabilities” are Sangfor’s strengths, but Sangfor’s “cloud transformation” road is far more than that simple, and it cannot be achieved by setting a strategy.
To break out of the cocoon and become a butterfly, it is necessary to break through technical difficulties.
2. Adhere to self-developed “cloud technology”
Sangfor has not only made technology, but also adhered to the self-research strategy and firmly grasped the initiative.
Before upgrading to Sangfor Cloud, Sangfor has accumulated cloud technology accumulation for at least 10 years.
When it comes to “cloud computing”, virtualization has to be mentioned. In the past 10 years, cloud computing has almost all started from virtualization, and VMware is one of the most representative manufacturers in the world.
Cloud Computing 1.0 era solved how to virtualize hosts to form a resource pool; 2.0 era is the mature stage of underlying technology and industry solutions. This stage mainly implements virtualization of storage and network devices, through A variety of technologies integrate computing, storage, network, security and other hardware resources into a virtual resource pool. The 3.0 era is the stage of hybrid cloud and multi-cloud management, and the fight is about services.
The development of Sangfor’s product line basically follows the development track of cloud computing.
In 2012, Sangfor set sail for “cloud computing”, established a virtualization product line, and embarked on a grand voyage of cloud computing.
Sangfor called out the most elite internal team, the founder of the company went off in person, and invited well-known virtualization technology experts at home and abroad to join, and such a virtualization team was set up. It is said that at the beginning of its establishment, there were more than 100 people in this team.
In terms of the choice of technical route, Sangfor at the time bet on two things:
First, reject the OpenStack open source architecture generally chosen by the industry, and choose self-development. At that time, how to choose the type of virtualization technology was a question that enterprises who wanted to enter the field of cloud computing had to think about. In 2010, the OpenStack cloud management platform was open-sourced, providing an infrastructure for enterprises to build public and private clouds because of its openness and flexibility. Features such as uniqueness can save companies from being locked in to a certain supplier, so it was sought after by many Chinese companies at that time.
It can be said that most of the industry is now “brought cloud”, built based on third-party software such as OpenStack, such as Tencent Cloud and Huawei Cloud.
Only a few manufacturers choose to self-develop, and Sangfor is one of them. Maybe all programmers have this feeling. If a large framework is written by oneself, modification or refactoring will become very fast, but there will be great difficulties in early construction and function development.
The person in charge of Sangfor product planning believes that the Openstack architecture is relatively bloated, and the later operation and maintenance costs will be particularly high. It is difficult to choose self-research in the early stage, but it will be easy when it needs to be modified in the later stage. It is precisely because of this framework that Sangfor can realize “online and offline cloud”, which is Sangfor’s moat.
Second, KVM virtualization technology was chosen. At that time, KVM was not the mainstream choice, because it was also an open source virtualization technology, Xen came out four years earlier than KVM, and the technology was more mature. At that time, many people were proficient in Xen’s IT technology, and it was easier for enterprises to obtain virtualization technology resources. and talent.
Sangfor did the opposite and chose KVM. Facts have proved that Sangfor made the right bet. In the next few years, KVM did develop better. Now some mainstream cloud platforms have also switched to KVM.
The first product of Sangfor virtualization is the server virtualization aSV mentioned at the beginning.
But for Sangfor to really start to break through in the field of cloud computing, we have to start talking about the desktop cloud.
Sangfor has been working on security desktops for a long time when doing security, and its accumulation in the desktop field is not less than security. Therefore, the desktop cloud is the first field of breakthrough in the cloud business.
In 2014, Sangfor officially launched the commercial desktop virtualization product aDesk. In addition to the back-end server virtualization technology, on aDesk, Sangfor also successfully developed the SRAP desktop transmission protocol. This protocol can use efficient stream compression and intelligent data caching. , dynamic image optimization and other technologies, so as to achieve a smooth experience that does not lose to the top international service providers.
Sangfor can bring the desktop cloud to the same level as international manufacturers, which is not easy behind it.
When the first version of Desktop Cloud came out, it couldn’t even run videos, and could only do the most basic text office. It forced the product team to temporarily remove the product from the shelves and reflect behind closed doors on the problem of the product. After several rounds of research and discussion by the team, it was finally found that more problems lie in the underlying architecture.
Between tinkering and making do, and overthrowing and starting over, they chose to rewrite the underlying architecture. This is tantamount to overturning all the technology accumulation of the previous two years. But in order for users to have a better experience, Sangfor internally agrees that it is necessary to do so.
Until the fall of 2015, after repeated tests, the fluency of Sangfor Desktop Cloud finally did not lose to top international manufacturers. The most important point is that at that time, this set of domestic desktop cloud could be 30%-50% cheaper than foreign products.
According to IDC data, in 2017, Sangfor Desktop Cloud, Huawei, and VMware became the top three service providers in China’s desktop cloud market share. By 2021, Sangfor Desktop Cloud has become the No. 1 brand in China’s desktop cloud market.
Sangfor regards the desktop cloud as the first “anchor point” of its “cloud transformation”, and has deeply rooted into the fields of education, medical care, government and enterprises.
Not only virtualization and desktop cloud, but also convinced and unswervingly chose self-research in hyper-convergence.
At the very beginning, Sangfor faced two choices. One was to combine distributed storage with Vmware solutions. This path was a “shortcut” to the market with quick results; the other was to insist on full-stack computing, storage, and networking with high investment and full autonomy. route. Combined with Sangfor’s in-depth research on the market and user demands, Sangfor chose the product route of full-stack integration.
Sangfor combines its own KVM-based virtualization platform (aSV), distributed storage (aSAN), network virtualization (aNET) and security functions (aSEC) to provide a one-stop solution for data center infrastructure. Compared with other data center infrastructure (DCI) vendors, Sangfor is more neutral in terms of hardware.
In 2015, Sangfor launched commercial hyper-converged products.
Soon after the release of the product, in Shanghai, Sangfor ushered in the opportunity to prove themselves, and what they had to face was a head-to-head competition with Nutanix, the “ancestor” service provider of hyper-convergence.
This is the first time for Sangfor to face-to-face with a world-class technology manufacturer in the customer testing session.
At that time, Sangcon Shanghai Regional Director recalled that he could not sleep well in those few days, because cloud computing was positioned as the most critical strategy for the company in the future, and this battle was crucial to the entire cloud business.
After a long test and comparison, the results show that Sangfor is much better than Nutanix in terms of performance and customer environment matching.
Almost the entire office cheered. This battle gave Sangfor strong confidence and made Sangfor believe that it can do better than foreign service providers.
However, new problems appeared again.
During user research, Sangfor found that out of concerns about stability and performance, many customers only dared to use domestic hyper-convergence in edge systems. Sangfor’s R&D team was very troubled, determined to carry and optimize customers’ key applications, and worked hard on stability and performance.
Later, the R&D team set a rule, that is, all members of the R&D and product teams went out of the office, rushed to the customer’s site to solve the problem, listened to the customer’s needs and suggestions, and then quickly improved product capabilities and quality.
In the internal BBS, the R&D team also launched a “bug” reward activity. As long as the bugs and problems raised are helpful to improve product quality, they can get a certain amount of rewards.
Although there are not many rewards, it has fully mobilized the enthusiasm of the whole company to “find faults”.
Li Bin, a young man in the after-sales technical service department, can ask more than 20 questions a month just by making suggestions on the internal BBS.
This tradition of positive feedback on customer needs and problems has also been maintained within Sangfor.
Sangfor has accumulated tens of thousands of product optimization suggestions on its internal BBS, and these suggestions have brought great help to the substantial improvement of hyper-converged performance and stability.
Convinced that hyper-convergence really breaks out of the cocoon and becomes a butterfly, it is still in the cooperation with Rimula Men’s Wear to carry key applications.
In 2011, Rimula men’s wear was still using the first generation cloud platform, which used the background of blade server, VMwear, and EMC storage integration. In 2015, with the transformation of the business model from the wholesale model to the retail model, the cloud platform is required to meet the requirements of the O2O model and the new CRM system. Changes of 10,000, 100,000, or even higher orders of magnitude. This puts forward higher requirements for the performance and scalability of the cloud platform.
They had to start building a second-generation cloud platform. In order to meet the needs of the terminal, Rimula Menswear intends to use the BI system to conduct a complete POC test, and Sangcon’s hyper-converged architecture shortens the time for the business system to extract data from the original 10 hours to 3 hours, which is much higher. out of expectations.
This test is really convincing.
The CIO of Rimula Menswear said: “The choice of Sangfor is based on trust in its service and R&D capabilities, and on the other hand, when I came into contact with Sangfor before, I agree with their corporate culture. Therefore, I hope to maintain a long-term cooperative relationship.”
In 2016, Sangfor hyper-convergence announced the realization of Oracle carrying capacity, which is also the first time that a domestic hyper-convergence service provider has realized the core data carrying capacity.
After Rimula Menswear, Sangfor has accumulated a little bit of word of mouth, and hyper-convergence has also opened up the market a little bit.
According to IDC data, from 2016 to the present, Sangfor hyper-convergence has been the top three service providers in China’s hyper-convergence market share for six consecutive years.
As Zhang Jianhua said: “At Sangfor, all technologies serve the strategy, and the longest persistence of Sangfor is the matching of strategy and technology.”
According to reports, Sangfor currently has more than 3,000 R&D personnel, accounting for one-third of the company’s total employees, and there are more than 1,000 R&D personnel in the cloud computing business. Moreover, Sangfor invests 20% of its revenue in research and development every year, but what the outside world does not know is that this 20% is not used to build data centers, so what is this 20% used for? The answer is to recruit R&D personnel, which is the core competence of Sangfor.
Zhang Jianhua introduced that Sangfor currently has established five major R&D centers in Shenzhen, Beijing, Changsha, Chengdu, and Nanjing across the country. Among them, the Shenzhen R&D center is responsible for the overall planning, operation and organization of Sangfor Cloud, and is responsible for cloud platforms, hyper-convergence, managed cloud, and edge computing. Beijing R&D Center is responsible for the research and development of Convincing cloud network products, which has established the ability of hyper-convergence and hosted cloud business network virtualization; Changsha R&D Center is responsible for Convincing Cloud Desktop Cloud and Convincing Cloud Distributed Storage EDS File and object storage capabilities; Chengdu R&D Center is responsible for the research and development of Convin Cloud disaster recovery products and Convin Cloud Distributed Storage EDS block storage; Nanjing R&D Center is responsible for the research and development of Convin Cloud security-related businesses and products, and the hosting cloud “business is safe when it goes online” The ability comes from this.
This kind of research and development scale and investment all show the determination to be convinced of the track of cloud computing.
Going from 0 to 1 is often the most difficult. Being able to face up to difficulties and persist in self-research can be said to be 100% determined to do cloud.
As mentioned earlier, now is an era of multi-cloud integration, and it is precisely because of the choice of self-research from the underlying architecture that Sangfor has the opportunity to help users realize “one cloud” online and offline.
This is also the latest strategic direction proposed by Confucian Cloud. Through the method of online and offline cloud, users can experience consistent cloud services on cloud and local deployment, and can migrate or combine at will to form a hybrid cloud with the same architecture.
It’s easy to understand offline, building a private cloud data center through hyper-convergence, but what about online? Sangfor does not seem to provide public cloud products.
This brings us to the “hosted cloud” mentioned at the beginning of this article.
3. Adhere to the “custodial cloud” service
In 2016, Sangfor launched a managed cloud product – Sangfor Cloud Managed Cloud.
Managed cloud is a cloud access method between public cloud and private cloud. It can not only realize the user’s ownership or control of cloud assets, but also provide users with corresponding cloud service hosting business. It is equivalent to a hosted private cloud.
If there is an idiom to describe Convincing Cloud Hosting Cloud, it must be “a collection of armpit into fur”, which gathers all the essential things together.
Sangfor Cloud Managed Cloud is not only a collection of all previous Sangfor products, but also a collection of solutions and services.
In terms of products, there is actually not much to say. Looking back, from VPN, firewall to desktop cloud and even hyper-convergence, Sangfor creates a blockbuster product almost every one or two years. Convincing Cloud Hosting Cloud not only integrates these explosive products, but also provides each customer with personal service, equipped with a 24-hour one-to-one exclusive butler, and a complete set of security solutions.
Let’s look at the details of how SF Cloud manages SNSF Cloud?
Many users of the public cloud have a worry that the service response is not timely. Trust cloud hosting cloud service, in addition to helping customers solve problems at any time, can also help users to be freed from complicated IT operation and maintenance.
It is also worth mentioning the “security service”. In the process of migrating to the cloud, simple security products can no longer meet the security needs of users. “The concept.
In the early stage of cloud migration, we help customers formulate strategies, including the adjustment of security architecture and business architecture;
When Sangfor just launched the managed cloud business of Sangfor Cloud, Xu Chong just joined the job and became one of the first batch of solution managers for managed cloud.
When serving customers, Xu Chong found that although there are many standardized cloud products on the market, the needs of customers are actually varied. What products are really suitable for customers and how to use these products are sometimes more important than the functions of the products themselves. important.
In order to satisfy the customer, he went to the customer’s site tirelessly, and repeatedly communicated with the customer to understand the needs. The customer saw that he took the initiative, and always explained it tirelessly.
After a long time, whenever a customer puts forward a demand, Xu Chong can basically quickly know what the original intention behind the customer is, and understand what the customer really thinks, so the customer always jokes with him, “You are the one who is most familiar with our business besides me. people.”
Later, the service experience of the first batch of solution managers has gradually become the most distinctive “personal service” of managed cloud.
Leifeng.com recently visited a pre-sales technical expert who was convinced of cloud hosting cloud and saw many details:
He only joined Sangfor in 2020, but he is the person who has the most contacts with Sangfor’s cloud hosting benchmark customers, and any small needs of the enterprise cannot escape his eyes. He said: “Managed cloud is a bit like the category of dedicated cloud. It targets customers who care more about data sovereignty and data controllable enterprises. They are more or less afraid of data security for large public cloud vendors.” For example, financial related Audit units, they will audit where their business systems are deployed, and they need to see which physical host and which cabinet the business system is on. “These high security requirements have brought many market opportunities for the managed cloud business.”
In addition, users in traditional industries are actually more inclined to choose dedicated clouds like managed clouds, because technical and security talents are very scarce in traditional industries, and the convincing cloud managed cloud that can provide personal services just hits the pain points of these enterprises. Managed cloud is also gradually applied to a wider range of scenarios, such as real estate, cultural tourism, etc.
In the second half of 2021, the trustworthy cloud hosting cloud has been raised to an unprecedented height, accelerating the completion of the collection of products and solutions, as well as the collection of services, and began to build an online (custodial cloud) offline (hyper-converged) “one cloud” “.
4. Never forget, there must be memories
Technology is the basis for cloud computing to win the trust of customers, and service is the premise of continuing this trust. Whether it is the government or the enterprise, what they really need is technical services, not simple technology.
In fact, it is not only a managed cloud. When Sangfor was doing virtualization, it would also help customers meet some resource needs, such as running servers on hyper-convergence; later, it gradually developed into cloud requirements, such as tenant hierarchical authority control, etc. ; Now some additional middleware and database services in the application center will also be added.
Take the database expert group service as an example. The annual salary of a DBA expert with ordinary experience is about 400,000 to 500,000. If a company wants to use a database, it must be equipped with such a database expert to prevent data loss.
Sangfor has built a platform-based capability based on the database, which can achieve rapid delivery and deployment, and help customers with O&M tuning and troubleshooting, coupled with some services from database experts, forming a closed-loop database solution. Customers can achieve the same service effect without hiring a professional DBA.
With the continuous enrichment of digital scenarios, IT management and operation and maintenance are also more complicated. For most customers, product portfolio alone cannot solve their problems. maintenance, helping them to be freed from complicated IT operation and maintenance.
Anyone who has used the public cloud knows that the response service of the public cloud is not timely and reliable, unless it is a particularly large customer. But if something goes wrong, the company can’t handle it by itself, and it can’t afford to wait, otherwise the day lily will be cold.
The strength of SF Cloud hosting cloud is personal service. Sangfor has also set up a customer success department internally to provide customers with butler-style services. Now the team is close to 300 people. And each managed cloud customer has a dedicated butler.
From the solution planning before going to the cloud to the butler-style service after going to the cloud, buying the managed cloud of Convince Cloud is equivalent to hiring a military advisor and nanny.
Leifeng.com learned from the person in charge of Sangfor hosting cloud operation and maintenance that if customers have problems in the process of using the cloud, such as finding that the server is unavailable, the platform cannot be operated, or there is an urgent need to operate, etc., they can contact the hosting cloud service team Feedback, the service team will respond within 5 minutes after receiving the feedback.
Thanks to the integration of R&D, operation and maintenance of managed cloud. Whether it is product launch or meeting customer needs in the later stage, the managed cloud operation and maintenance team can be closer to customers to ensure cloud stability, rapid response capabilities, rapid deployment, and rapid response capabilities.
Then after hosting, someone asked, is it safe?
In terms of security, SF Cloud adheres to the concept of “shared responsibility for security”.
The specific process is roughly like this:
The butler will enter a safe channel when providing services. The safe channel is authorized by the customer to operate the butler. During the entire operation and maintenance service operation process, the whole process of operation and maintenance service will be recorded and recorded cooperatively, so that users can feel more at ease.
Coupled with the convinced “built-in security”, it can be said that it saves costs and saves a lot of worry.
Sangfor is able to provide butler-style services. The underlying logic is its dedication to technology. Using technicians on the cutting edge and working hard on products is something that no cloud can learn.
There used to be a large factory that recruited convincing technicians with high salaries to do remote operation and maintenance, hoping to overtake in service corners. In fact, I misunderstood it in essence. I am convinced that the design of services is reflected in the maintenance of products by technicians rather than people themselves.
It is worth mentioning that a large part of the reason for Sangfor’s good service is due to the channel, because the channel is the part of the people closest to the user.
At present, what Dayun lacks the most is the ability of this part. Leifeng.com once heard such a sentence: “The public cloud does not have enough understanding of the industry, and it does not have the delivery capability to deal with various scenarios.”
And for almost 10 years, many channels were particularly afraid of IT, for fear of being eaten by the public cloud. Therefore, many channels naturally do not trust the public cloud. It is also very difficult for the public cloud to go deep into specific industries.
The reason why Sangfor’s differentiation strategy is feasible is because it has the support of a wide range of channel providers. Sangfor has always focused on channels, and more than 90% of industry projects have been completed in cooperation with industry SIs. So when it comes to “close to users”, I am afraid that no one can do better than Sangfor.
At present, based on its original channel system, Sangfor continues to hand over some cloud services to the channel.
Zhang Jianhua said: “We must do a good job in the design of capabilities, so as not to let the people who serve the channel suffer. In the past, the service of the original factory allowed the channel to continue to do something. You can’t say that I am doing cloud today. All services are all mine, we cannot compete with channels.”
Leifeng.com learned that the service methods and service quality of Sangfor channels are controlled in accordance with a set of standards system of Sangfor. Whether it is Sangfor’s own service or channel service, Sangfor will check the final service quality.
In the Shencong team, the term “digital equality” is frequently mentioned, because they believe that small and medium-sized enterprises also have the right to obtain the same digital transformation services as large enterprises and enjoy the dividends brought by cloud computing.
It can be understood that Dayun is doing Carrefour, so Sangfor is doing 7-11.
“In order for customers to have a better experience, Sangfor can turn left at the door and turn 300 meters to your data center.” Zhang Jianhua once said.
The accumulation of this kind of multi-cloud data center is not available in Dayun. Dayun is essentially a shared business, which requires him to build a centralized data center.
What Sangfor advocates is the establishment of a “digital convenience store”. Up to now, Sangfor Cloud Hosting Cloud has built 100+ data centers in 54 cities across the country, and Sangfor’s long-term accumulation in the field of cloud computing has gradually emerged.
In the context of digital transformation, migrating to the cloud has to be done, especially for some traditional enterprises that build data centers locally for data security and controllability, but lack professional IT talents for management; In some remote areas, business delays occurred.
Sangfor proposes “online and offline cloud”, users can choose any way to go to the cloud, and migrate online and offline, and can get unified management and experience. At the same time, the 24-hour personal service also reduces the difficulty of management for enterprises. Rest assured hosting.
In the second half of cloud computing, whether Sangfor can win through “service” is still unknown. But it is foreseeable that the upper limit of the public cloud is about to reach its peak, and the process of Dayun holding its own is already halfway through.
When security vendors are still selling customization and hardware, Sangfor undoubtedly opened a new map.
If it can occupy the minds of mainstream users for a period of time in the future, this will be accomplished.
This article is transferred from: https://www.leiphone.com/category/gbsecurity/OA28egie1QQ7mNl5.html
This site is only for collection, and the copyright belongs to the original author.