Cloud & Telecom Security

In general, security market has a wide range of products and services. It consists of products (FW,IDS/IPS,VPN,UTM,SOC,4A,etc.) and services, e.g. Risk Assessment, Managed Security Services(including monitoring,etc.) , consulting services for Cobit/ITIL/ISO/IATF, solutions, system hardening, penetration testing, management , training etc.

We have a hard time selling our services. Because Chinese customers have a low recognition of the services unlike the westerners do. In their mind, services should be free if I have bought your product and you should do the rest of that. On the other hand, services aren’t unified and standardized. Customers won’t pay much money for it . That’s the problem.

Howerver security services are a promising market. No one is willing to lose this market, you’d better keep an eye on this always. Some day in the near future some kinds of services will come up. Security services will end up in the form of products in China market. Actually lots of company have done this in advance.

Today I addressed on TelecomSec 2007 summit at Beijing. My topic is “Security As A Service of telecom operators”. Here is the slides I used.

Actually I began to thinking security value-added services by telecom operators when I worked for China Telecom before 2000. At that time, it’s only an idea, because the focus of management of China Telecom was totally to grow up number of subscribers and the revenue, without much interests to value-added services.

At Telecomsec 2006, just a year ago, I addressed on “Value of Telecom Security “. I do believe it’s time for China telecom operators to roll out security value-added services. Because the growth of subscribers and ARPU have been shrinking. How to grow benefit and improve user loyalty are the pain of telco executives. At the same time, along with the projects of ITSM inside telecom operators, operation maturity and internal governance have been improved a lot, compared against a couple of years ago. Read more…