It has been calculated that ZNV surveillance products have served 300 cities in over 60 nations and regions, and tailored integrated surveillance solutions for telecom, government, public security, traffic, army, environment protection, energy, finance and education.
ZNV received great achievements in its main business “power supply and environment monitoring, but also integrated its telecom ICT advantage into security technologies and started its own brand in video surveillance business. Since then ZNV would get more decision-making power in business operation and put more investments and focus on security business.
With a background in telecom base station monitoring, ZNV knew what customers need and started video surveillance applications long before. “We have provided industrial solutions since 2008 and focus on tailored products and services. In 2013, we devote greater efforts to security from R&D, product, marketing and focusing on four industries ---- telecom, public security, energy and traffic, presenting integrated surveillance solutions for global customers,” said Lei Jun, Vice President of ZNV. This is a brand new start for ZNV in security industry.
Integrated Solution Gene
Security enterprises encounter varying challenges when evolving from an equipment manufacturer into a solution provider. Some have product technology strengths, but are green at software platforms; some provide individual software, but know little about system and equipment integration; some have big product sales, but are more like manufacturers. ZNV started from base station monitoring and security surveillance and stuck to industrial solutions, the industry strategy still dominates the new ZNV.
To better serve the industrial customers and express its market-oriented concept, ZNV divided product planning responsibilities belonging to R&D department into marketing department, shortening the distance between the product planning team and the customers. In addition, ZNV split the former software department into network management software department and business software department; the former was responsible for the basic but core network management development, while the latter is responsible for the industrial software development, like public security and grid industries.
Software and service is the core of ZNV in industry competition, as the benefits are the fundamental for enterprise development. “We expect to establish a long-term cooperation, not just selling hardware or platform. When their business range and demands seem to change after the system completion, ZNV will offer sustainable maintenance and services, like software upgrading, or new function integration. This is how we get permanent customers.”
ZNV has enough R&D resources for customized development. “We put emphasis on several key industries, attempting for modular hardware and software as much as possible. Take the software for instance, the core modular software accounts for 80% of our R&D resources in improving system reliability, vigor and advancement, while the 20% are responsible for the customized industrial demands. We have good R&D efficiency, to synchronize all industrial software. All services related to the core modules can be updated at the same time.”
Overseas and Industry Markets
ZTE Corporation has channels in global telecommunication market, with overseas sales accounts for 30%, mainly in Africa and Middle East, like Ethiopian, Uruguay and Libya, ZNV keeps devoting itself to the existing market, and explores European, American and Asian markets. ZNV customer services focus on Europe and America area, Middle East, West Africa and North Africa area, Northeast Africa area and Asia-Pacific area.
Keeping Telecom-class Quality and Differentiation
Besides the global market layout adjustment, ZNV intensifies the “terminal products” strategy, which is not contrary to its industrial solution orientation. The large potential industrial market and the customization feature determine that both upstream and downstream of the industrial chain shall keep close cooperation, as one cannot stay exclusive dominant. ZNV develops differentiated terminals products for the industries.
ZNV invests a lot on video cameras and has a whole series of analog cameras, network cameras, HD cameras and network adaptive cameras. More importantly, ZNV considers the customers most in developing products and technologies. “Actually it's the enterprise that cares about technologies. The user cares more about better experience, convenience, maintenance cost and resource consumption. Our products and software applications are based on these factors. We have H.265 video compression algorithm to present better images but use less bandwidth, and we have 4G wireless surveillance technologies.”
Serve Every Industrial Customer
Unlike most security enterprises, ZNV has a unique style and concept. It roots in the industrial market, providing customized software and hardware integration solutions for the industrial customers. It has good customization and demand response capabilities. Usually one successful project brings one permanent customer, and it is under transition from project orientation to both project and product orientation, so ZNV survive better in a severe industry competition and not so vulnerable to the risks.