Securities code: 688225 securities abbreviation: CICA security
AsiaInfo Security Technology Co., Ltd
Record of investor relations activities
No.: 2022015
√ research on specific objects \uf0a3 analyst meeting
Investor relations \uf0a3 media interview \uf0a3 performance briefing
Activity category \uf0a3 press conference \uf0a3 roadshow activity
\uf0a3 site visit \uf0a3 one-to-one communication
\uf0a3 others (please describe other activities in words)
Name of participants China Merchants Securities Co.Ltd(600999) Liu Yuping, Shi Kai, Meng Lin, Xu Yuanting
And name of person: Zeng Yizhi of Huatai Bairui fund
(in no order)
Time: 10:00, March 28, 2022
Place online communication
Investment and customs staff of the office of the board of directors of listed companies
Name of receptionist
1、 Company profile
CICA security officially set sail in 2015, successfully integrated the business of trend technology in China and achieved rapid development, ranking first in China’s network security software. The company builds a leading position in network security with “understanding the network and cloud”: “understanding the network” accounts for the first place in the telecommunications industry. Its products are widely deployed in the core network, access network and support network of operators, and grow together with the network construction of operators; “Understanding the cloud” means that AsiaInfo security inherits the technical and talent advantages of trend technology, and has carried out several rounds of iterations on its products after the investor relations activities. The product capacity has exceeded the absorption version. It is in a relatively advanced position in the field of cloud host protection in China. It will continue to invest in research and development and maintain its leading position in the industry in the future. AsiaInfo security selects areas with large space, high growth rate and its own technical advantages in product track layout. Advantageous products include cloud security, terminal security, apt, anti-virus wall, situational awareness, security management and security services. The company has a wide range of industries, including operators, finance, energy, government and manufacturing, and has achieved rapid growth in the past two years. The company adheres to the development strategy of product, platform and service, and has efficient R & D and transformation ability. In terms of product service strategy, the company adheres to the entry of advantageous products and Platform Alliance
Continuously serve customers, build an overall defense system, one point attack, whole network response and overall immunity. In terms of sales strategy, insist on increasing the expansion of key industries, improve market share, build provincial offices, create benchmark cases of key customers, and pay equal attention to channel coverage. 2、 Q & a session: is the company’s core product line expanded? Which products will grow faster in 2021? A: the division of the company’s four product systems has not changed, but the internal product composition has changed. For example, large terminal security was originally mainly sold on anti-virus, but in 2021, we added some functional components, such as table tube and access control, to provide customers with a large terminal platform. This is conducive to the promotion of our customer unit price and the rapid growth of product revenue. Q: are terminal security products charged by terminal points? Are there any additional purchases? A: Yes, it is generally charged according to the points purchased by customers. Regular customers will have additional purchases, and the additional purchase income will be much larger than that at the time of the first purchase. The customer unit price of new customers has also increased significantly compared with the previous two years. Q: what is the annual increment of new customers for standardized products? A: from 2018 to 2020, there will be about 2000 new customers of standardized products every year, and the income of standardized products will also increase rapidly. In 2021, we will improve and expand the sales system, increase the number of new customers in the future, and increase the revenue of standard products one after another. Q: how about the growth of identity security products? What about the demand side? Is there a general timetable for the transformation of identity products and relative standardization? A: identity security products have their own characteristics. In terms of relevance, they are closely combined with customers’ business systems and it systems; In terms of maturity, we have accumulated a lot of customized work experience in the practice of the operator industry. Therefore, in the field of identity security, in addition to CICA security, almost no larger head manufacturers participate. Identity is the entrance of the digital world and runs through the whole network. In the process of digital transformation, identity security should run through the business system. The needs of all walks of life are releasing one after another, including the opening up of government platform and mutual recognition of identity authentication proposed by the government recently. The demand for identity security products is rigid. At present, some investment is being made in the research and development of identity security products. Within one to two years, some industry micro customized versions will be launched in combination with industry attributes, and then the version suitable for small and medium-sized enterprises. Q: are major customers the main type of customers in the future?
A: the advantage of CICA security lies in serving large customers. In the past, the sales capacity was not enough to support and cover more customers. With the completion of sales capacity, in addition to increasing the expansion and operation of head customers, we will also cover small and medium-sized customers in the industry in a wide area. Operators account for a relatively high proportion of the industry’s customer structure. In the early stage, we plan to cut into other industries through core advantageous single products, gradually increase the promotion of the platform, and stack safe operation services to achieve increment. We are doing this in finance, manufacturing, power and government industries, and the proportion of customers’ income in these industries will gradually increase.
Q: will hardware products and software products be strictly distinguished during bidding?
A: there is no deliberate distinction. The main reason is that customers conduct bidding according to the needs of their own safety construction projects. At present, the penetration rate of security products has reached a certain level, and customers need to integrate these products more. The rate of missing and false positives is relatively high, which makes the enterprise’s security operation and maintenance personnel a headache and can not meet the overall security protection needs. The amount of single subject matter has been increasing in recent years, which shows that the demand side pays more and more attention to the overall security capability, and the product capability, solution capability and planning capability of security manufacturers on the supply side still need to be improved to meet the needs of customers.
Q: what is the product development plan of AsiaInfo security?
A: the endpoint product system is mainly threat defense products, which are standard products with a wide range of applications, and will be vigorously promoted to key industries, governments and other departments; On the one hand, identity security is commercialized, on the other hand, it evolves to a zero trust system, and the market expectation in the future is relatively optimistic; XDR platform, security middle office and security operation services will be implemented on the customer demand side in succession, and the mode of platform + service will be iterated continuously; In addition, new directions such as industrial Internet, Internet of vehicles and 5g security are also being laid out.
Annex list (if any) none
Date: March 28, 2022
