Those who get the channel win the world, and the same is true in the network security market. The data given by market analysts clearly points out that the channel sales of the network security market account for more than 90%, which is why a high-growth network security manufacturer must attach great importance to its own channel construction.
Recently, the domestic industrial control security manufacturer Winute announced that it had formally reached a strategic cooperation agreement with VSGJ, and said that in the future, Winnut and VST will deeply integrate superior resources, rely on innovative products and solutions in the three fields of Winute security, network and computing, and combine the channel network and platform service operation advantages of VV Jiajie to jointly develop the market and achieve win-win cooperation and sustainable development.
Security 419, as the only network security industry**, was invited to witness the strategic cooperation between the two parties, and hoped to output some of our interpretations through the observation of the cooperation.
It is understood that the cooperation between Winute and VST will provide network equipment and security products for customers in manufacturing, energy, transportation and other industries, and the cooperation points will mainly focus on the advantages of Winute, and will also simultaneously promote the comprehensive development of Winute's business, and at the same time give full play to the channel network of VST densely distributed in China, Singapore, Malaysia, Thailand, Indonesia and other Asia-Pacific regions, relying on Winute security, network, computing overall solutions, jointly develop business markets, and promote project landing and application.
2024 is the 10th year of Winute's establishment, and in the past few years (during the pandemic), Winnut has bucked the trend, not only expanding its staff size fivefold, but also seeing a significant increase in its revenue. According to the chairman and CEO of Winute Long Guodong previously told the security 419 several major information points, Winnut was founded at the beginning of the main focus on product research and development, from the current development of Winute, this is obviously one of the important prerequisites for its growth into the most successful industrial control security manufacturer in the industry. Since then, Winnut has made simultaneous efforts in brand building and marketing construction.
Taking the marketing side as an example, in recent years, it has established a huge sales team of nearly four to five hundred people, which is crucial for Winute to maintain stable business growth in recent years. In Long Guodong's words, no matter how hard your products and technologies are, if you don't have enough sales system to support them, the market will not be opened.
In 2019, Winnut started a comprehensive channel strategy, which has led to the company's rapid development in recent years. The business scope of Winnut has also rapidly expanded from specific provinces and several major industries in the early stage to covering more than 30 provincial offices and the whole industry. Driven by a perfect channel system, Winute has maintained a compound annual growth rate of more than 60%.
To be able to cooperate with Weishi Jiajie, Long Guodong put forward the following two points: first, after the cooperation between the two sides, Winute will have a multiplier effect in the short-term channel distribution, taking Winute's own 2000 channels as an example, Weishi Jiajie has a 10,000 channel system in the domestic market, and the channel volume is a 1:5 relationship, which will have a huge improvement in the future Winute's business coverage.
Second, the cooperation between the two sides also means that in the future, Winute will adopt the dual general generation model for the national business layout. The cooperation between Winnut and the world's leading listed company VSJ will help Winnut's IPO business compliance and financial compliance reach a higher standard, which will speed up Winute's future entry into the capital market.
It is understood that VSGJ, as an important service provider for the development of technology product channels and technical solutions in the Asia-Pacific region, is Huawei and Xinhua.
3. Alibaba, Tencent, Sugon, Lenovo, HP, Dell, Microsoft, Apple, Oracle, Seagate, Western Digital and other more than 300 important partners of the world's top 500 technology companies, which have very strict assessment standards in the selection of partners, can cooperate with VSJ is usually the head listed company.
The core reasons why VST chose to cooperate with Winnut are mainly the following two points: first, Winnut's technical capabilities and rich products and solutions have leading advantages and broad market prospects, which can supplement VSJ's package of product solutions on the channel side; The second is that Winnut itself is growing rapidly, has established a good reputation and reputation in the industry, has many benchmark cases and customer endorsements, and has an international layout and capabilities, which matches the international positioning of VSJ. The two sides can be ecological and long-term cooperation with each other.
According to the introduction of VSJ, the two sides will focus on the following aspects of cooperation in the future:
1. Deepen channel expansion cooperationWork closely with manufacturers, fully integrate the channel resources of VSJ, tap high-quality partners in target regions and key industries, and work side by side with Winute to build a channel system.
2. Empowerment and technical support cooperation in product introductionThe high-quality products and services of Winute in the fields of network, computing, network security and other fields will be jointly empowered to the channel and complete the value delivery of Winute products and solutions to partners, provide competitive overall product solutions and services, and help Winute reach cooperation with more partners.
3. Provide efficient business supportThrough VSJ, it has a mature business support system that has been tested by many manufacturers and customers to ensure the accurate and efficient operation of business processes, and at the same time, VSJ has a professional credit system to provide credit and financial support for channel partners to meet the needs of business development.
In general, the cooperation between the two parties will improve the overall operational efficiency through efficient order delivery, professional service delivery, and the construction of a fast and efficient channel, provide Winute and partners with efficient business support, marketing, channel expansion, technical support and empowerment and other support systems, and provide partners with Winute's network, computing, security package of overall solutions and value-added services.
The most obvious characteristic of the network security industry is that the vast majority of companies are technology-based enterprises, which also leads to their strong technology research and development, but these entrepreneurs are often weak in building a strong sales system. In an interview with Security 419, the CTO of a technology-based network security company lamented and called for startups to pay attention to and build a strong sales system in the early stage, so that technology and business can develop simultaneously.
In contrast, Long Guodong, chairman and CEO of Winut, discovered the seriousness of the problem earlier, and the company has recently strengthened its construction in this area. From the iterative maturity of the internal marketing system to the initial results of building a channel system of 2,000 partners across the country, coupled with the network security policy, Winute has rapidly increased the company's business volume from 10 million yuan to the current scale of 100 million yuan in recent years.
Each network security vendor will go through different stages of development, and at this stage, Winute has gone through multiple rounds of financing and received strategic capital injections from a number of central enterprises and state-owned assets. In the critical period of its impact on the IPO, Winnut has set an expected scale of 600 million to 800 million yuan for its overall business volume in 2024, which is one of the reasons why Winute is eager to find a strong partner in order to further boost its business.
"Winnut needs a partner with higher coverage and a strong marketing network on a global scale, and the strategic cooperation with VSC marks that Winnut will establish a more comprehensive and efficient service system and marketing network, and has broader prospects. Long Guodong made the above statement on this.
It is understood that in 2019, Winute has signed a contract with Huizhi Lingyun, an information integration service provider under TCL Group, in China, and cooperated with Weishi Jiajie, one of the largest channels in the Asia-Pacific region, to pull up the dual general generation model, which will further enhance the business scale of the domestic market on the one hand, and also include the continuous deepening of cooperation between the two sides to help Winnut explore overseas markets This far-reaching plan.
After any company's product and technical capabilities are widely recognized, it is the inevitable path for its development and growth to solve the problem of sales shortcomings in stages. From the point of view of Winnut's cooperation with VSJ, the reference that can be given to start-ups and large-scale growth enterprises is that their sales system and channel strategy must be planned in the long term and carried out in an orderly manner. The premise of doing this should be that it must have a perfect technology and product system, continue to deepen its benchmark case construction and large-scale implementation in the industry, and build a large-scale channel service system as soon as possible, and its multi-point requirements are indispensable.
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