SaaS厂商新机会：企业上不上云？如何兼顾安全与成本

今年年初爆发的新型冠状病毒疫情，正在催化远程办公和企业上云的步伐。3月20日，工业和信息化部办公厅发布关于推动工业互联网加快发展的通知，其中提出促进企业加快工业设备联网上云、业务系统云化迁移。

The outbreak of a novel coronavirus outbreak early this year is catalyzing the pace of remote office and enterprise cloud. On March 20, the general office of the Ministry of industry and information technology issued a notice on accelerating the development of the industrial Internet, which proposed to promote enterprises to accelerate the cloud access of industrial equipment networking and cloud migration of business systems.

但是，面对大量数据，尤其是工业数据的上云，信息安全成为企业担心的首要问题，一些企业要求数据需要保存在自己的数据中心。除此之外，各类场景的云化对于其背后的技术支撑要求极高，后台的数据中心如何适应上云的变化等等。

However, in the face of a large number of data, especially industrial data on the cloud, information security has become the primary concern of enterprises. Some enterprises require data to be stored in their own data center. In addition, the cloudization of all kinds of scenes requires a high level of technical support, and how the background data center adapts to the changes in the cloud, etc.

而对于超融合市场中开路先锋之一的Nutanix来说，这些正是超融合的机会。

For nutanix, one of the pioneers in the hyperintegration market, these are opportunities for hyperintegration.

Nutanix成立于2009年，目前在超融合市场上的市场占有率排名第一。超融合架构是基于标准通用的硬件平台，通过软件定义实现计算、存储、网络融合，实现以虚拟化为中心的软件定义数据中心的技术架构，核心功能是分布式存储系统和统一的资源管理平台。企业要进行数字化转型，第一步是进行超融合，然后才是构建私有云、混合云和多云，超融合可以理解为是企业上云的基础。

Founded in 2009, nutanix currently ranks first in market share in hyperintegration market. Super fusion architecture is based on the standard universal hardware platform, which realizes the integration of computing, storage and network through software definition, and realizes the technical architecture of software definition data center with virtualization as the center. The core function is the distributed storage system and the unified resource management platform. The first step for enterprises to carry out digital transformation is to carry out super integration, and then to build private cloud, hybrid cloud and multi cloud. Super integration can be understood as the foundation for enterprises to go to cloud.

根据IDC预测，2021年中国90%以上的企业都会采用多云的方式，即通过公有云、私有云组合管理自己的信息系统，超融合就是解决企业在多云平台上运行的技术。

According to IDC's forecast, more than 90% of Chinese enterprises will adopt the multi cloud mode in 2021, that is, through the combination of public cloud and private cloud to manage their own information system, hyper integration is the technology to solve the problem of enterprises running on the multi cloud platform.

如果把计算和存储比喻为家电，通过电线连接用户，按照使用量进行收费。公有云就像发电厂，有的企业会考虑自己接一根电线；但用私有云的企业，就相当于自己买发电机。Nutanix提供的“家电”可以支持企业在不同发电厂或发电机之间的切换。

If the calculation and storage are compared to household appliances, users are connected by wires and charged according to the usage. The public cloud is like a power plant, and some enterprises will consider connecting a wire by themselves; but the enterprises using the private cloud are equivalent to buying a generator by themselves. Nutanix's "home appliances" can support businesses switching between different power plants or generators.

Nutanix中国区董事总经理马莉和中国区技术总监夏峰的感受是，企业对于上云的需求加快。“总体来看疫情对IT行业的影响不是最大的。软件厂商能够看到一些新机会。”马莉说，有些企业原来听说过超融合、听说过多云，但是最开始并没有马上行动的合作伙伴，已经主动找到他们，想学习一下，为自身将来的转型做储备。

The feelings of Ma Li, managing director of nutanix China, and Xia Feng, technical director of nutanix China are that the demand for cloud is accelerating. "Overall, the impact of the epidemic on the IT industry is not the biggest. Software vendors can see some new opportunities. " Mary said that some enterprises have heard about super integration and cloud, but the partners who didn't take immediate action at the beginning have taken the initiative to find them and want to learn from them to make reserves for their future transformation.

在中国落地

Landing in China

这一次，夏峰切实感受到中国企业布局多云的进程在加速。

This time, Xia Feng really felt that the process of Chinese enterprises' cloud layout was accelerating.

当大批企业或员工在线办公，这对于远程办公软件来说是很大的挑战，挑战考验的是整个系统后台的支撑能力。

When a large number of enterprises or employees work online, it is a great challenge for the remote office software, the challenge is to test the support ability of the whole system background.

终端用户计算（EUC）在这种情况下得到进一步应用和发展。在技术层面，终端用户计算分为两个不同的层面，一是虚拟桌面架构（VDI），另一个是通过公有云或云服务商提供的桌面云的方式，即“桌面即服务（DaaS：Desktop as a Service）”。企业可以通过DaaS技术，直接通过公有云申请相应需要的桌面办公。

In this case, end user computing (EUC) has been further applied and developed. At the technical level, end-user computing is divided into two different levels, one is virtual desktop architecture (VDI), the other is through the way of desktop cloud provided by public cloud or cloud service provider, that is, "desktop as a service". Enterprises can apply for desktop office directly through the public cloud through DAAS technology.

夏峰介绍，最早对管理桌面或者IT用户来讲，虚拟桌面主要是从几个方面考虑的。第一是集中管理，第二是安全，第三是在移动办公情况下通过不同的设备在任意时间、任意地点访问公司内部的办公软件、管理软件。这是当初VDI或者是DaaS技术发展起来的主要原因，早期大量超融合架构，就是应用在虚拟桌面或者是VDI环境下的。

Xia Feng introduced that for the earliest management desktop or it users, virtual desktop is mainly considered from several aspects. The first is centralized management, the second is security, and the third is to access the company's internal office software and management software at any time and at any place through different devices in the case of mobile office. This is the main reason for the development of VDI or DAAS technology. In the early stage, a large number of super fusion architectures were applied in the virtual desktop or VDI environment.

“我们也看到市场上有大量的需求，或是客户的关注点在远程虚拟桌面，以及DaaS这样的远程办公解决方案。它在任何时间、任何地点，通过任何设备都可以获取企业数据进行协同办公的特点，被更多企业关注。”马莉说。

"We also see a large number of demands in the market, or customers focus on remote virtual desktop, as well as remote office solutions such as DAAS. At any time, at any place, through any device, it can obtain enterprise data for collaborative office, which is concerned by more enterprises. " Ma Li said.

DaaS架构的优势还在于，可以访问公司的数据，但不存储任何公司的数据在本地设备上，有严格的身份认证、权限管理和访问策略。

The advantage of DAAS architecture is that it can access the company's data, but it does not store any company's data on the local device, and it has strict identity authentication, permission management and access policy.

除此之外，夏峰说，武汉中南医院、协和医院都是Nutanix的用户。他们为医院的信息系统（HIS）、医疗影像储传系统（PACS）、医疗大数据、社区医院制度的改革提供解决方案，包括虚拟桌面、数据中心的超融合IT基础架构；同时，也帮助几个应急防疫医院建立IT系统等。

In addition, Xia Feng said that Wuhan Zhongnan Hospital and Xiehe Hospital are users of nutanix. They provide solutions for the reform of hospital information system (his), medical image storage and transmission system (PACS), medical big data and community hospital system, including the super integrated IT infrastructure of virtual desktop and data center; at the same time, they also help several emergency epidemic prevention hospitals to establish IT systems.

各行业中最早复工的是证券机构，Nutanix有大量证券行业的企业客户，因为前段时间股票涨跌频繁，另外，除了商业银行，很多互联网银行如北京的中关村银行，原来都是通过超融合架构，快速把云的体验带到银行的业务环境。

The first to return to work in various industries is the securities institutions. Nutanix has a large number of corporate customers in the securities industry, because the stock price has been rising and falling frequently in recent years. In addition, in addition to commercial banks, many Internet banks, such as Zhongguancun bank in Beijing, used to quickly bring the cloud experience to the banking business environment through super integration architecture.

值得注意的是，许多传统制造业企业，面对此次疫情也在寻求更多改变。“他们需要拓展渠道、优化网上供应链以及当前的生产制造环节、后台的数据中心如何改造来适应上云的变化，这些都是超融合的机会。”夏峰说。

It is worth noting that many traditional manufacturing enterprises are also seeking more changes in the face of the epidemic. "They need to expand channels, optimize the online supply chain, and how to transform the current production and manufacturing links and backstage data centers to adapt to the changes in the cloud, which are all opportunities for super integration." Xia Feng said.

安全与成本

Safety and cost

厂商与云厂商之间可以类比成发电厂和家电的关系，如果我在家里私接一个功率很大的家电，导致家里整个电路短路，这个事情跟发电厂没有关系。云厂商是技术提供者的角色，SaaS厂商基于其上进行终端服务。”商汤产业战略研究院院长田丰说。

The relationship between manufacturers and cloud manufacturers can be likened to that between power plants and home appliances. If I connect a high-power home appliance privately at home, resulting in a short circuit of the whole circuit at home, this matter has nothing to do with power plants. Cloud vendors play the role of technology providers, and SaaS vendors provide terminal services based on them. " Said Tian Feng, President of Shangtang Industrial Strategy Research Institute.

对于Nutanix的角色，马莉解释说，如果把计算和存储比喻为家电，通过电线连接用户，按照使用量进行收费。公有云就像发电厂，有的企业会考虑自己接一根电线；但用私有云的企业，就相当于自己买发电机。Nutanix提供的“家电”可以支持企业在不同发电厂或发电机之间的切换。

As for nutanix's role, Marley explained that if you compare computing and storage to household appliances, connect users through wires and charge according to usage. The public cloud is like a power plant. Some enterprises will consider connecting a wire by themselves. But the enterprises using the private cloud are equivalent to buying generators by themselves. Nutanix's "home appliances" can support businesses switching between different power plants or generators.

但事实上，企业对于是否上云有自己的担忧，安全首当其冲。“我们看到客户上云最关注的就是安全与合规。”马莉说。疫情期间，夏峰走访几家企业就发现，中国对于企业上云有相应的规定，需要遵从一些认证和要求，这其中还包括一些数据不允许传到云上。

But in fact, enterprises have their own concerns about whether to go to the cloud, and security is the first to bear the brunt. "We see that security and compliance are the top concerns of our customers in the cloud." Ma Li said. During the outbreak, Xia Feng visited several enterprises and found that China has corresponding regulations for enterprises to go to the cloud, and needs to comply with some certification and requirements, including that some data is not allowed to go to the cloud.

目前，Nutanix推出的Xi Frame的解决方案，就正试图在中国落地。

At present, nutanix's Xi frame solution is trying to land in China.

一种落地方式是和国内公有云厂商或服务提供商合作提供DaaS服务。另外一种方式则是用户数据还是在本地，管理平面在云上，客户可以把自己的用户数据或者用户桌面的分配方式放在企业里，在自己的数据中心搭建本地虚拟桌面，但通过云上的控制平面来做。夏峰说，这样既能保证数据安全，也能满足企业的上云需求。

One way is to cooperate with domestic public cloud manufacturers or service providers to provide DAAS services. Another way is whether the user data is local, and the management plane is on the cloud. Customers can put their own user data or user desktop allocation mode in the enterprise, and build local virtual desktop in their own data center, but through the control plane on the cloud. Xia Feng said that this can not only ensure data security, but also meet the cloud demand of enterprises.

马莉表示，很多企业的做法是，可以把最安全、最保密的数据放在自己的数据中心，把一些备份数据或长期的、不敏感的数据放到公有云。

Ma Li said that many enterprises can put the safest and most confidential data in their data centers, and put some backup data or long-term and insensitive data in the public cloud.

除了安全，更多企业上云时思考的就是成本。SaaS厂商又如何兼顾成本和安全？

In addition to security, more enterprises think about the cost when they go to the cloud. How do SaaS manufacturers balance cost and safety?

成本主要是比较一次性购买和按期使用交费的成本。

The cost is mainly to compare the cost of one-time purchase and regular use and payment.

“客户更多会综合考虑成本，比如5年甚至10年的总体拥有成本，包括人员、运维、后期给企业带来的效益，而不是看一次性采购花了多少钱。”马莉表示，Nutanix有一个成本计算评估服务，可以帮助企业决定应用放在公有云还是本地，提供企业上云战略。

"Customers will consider the cost comprehensively, such as the total cost of ownership for 5 or even 10 years, including personnel, operation and maintenance, and the benefits brought to the enterprise in the later stage, rather than the cost of one-time purchase." Ma Li said nutanix has a cost calculation evaluation service, which can help enterprises decide whether to put applications in the public cloud or local, and provide enterprise cloud strategy.

而此前，Nutanix的一个证券公司客户，其业务部门用Splunk进行大数据分析，为证券VIP用户推送一些信息服务，如哪些股票比较好，可能有一些资金流入、流出等。

Previously, the business department of a securities company customer of Nutanix used Splunk for big data analysis to push some information services for VIP users of securities, such as which stocks are better, and there may be some capital inflow and outflow.

“开始，他们通过公有云购买了这样的SaaS服务，但后来发现这个服务使用频繁，如果长期看公有云的租用费用很高。最后，他们选择直接安装一个平台，利用Nutanix的超融合跑Splunk提供这个服务。”夏峰说。

"At first, they purchased such SaaS services through the public cloud, but later they found that the service was frequently used. If you look at the long-term rental cost of the public cloud, it is very high. Finally, they chose to install a platform directly and use nutanix's hyperfusion run Splunk to provide this service. " Xia Feng said.

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