Service development is not only the challenge of the Communication Solutions and Security Department (CSSD - HCM) but also of the entire HPT, as each service area has its own specific characteristics. In this article, I will focus on the security service area.
So what does security service entail? In the role of security consulting/service deployment, HPT engineers assess and evaluate the security aspects of various components within the customer's system, including:
1. Network systems and related application databases.
2. Application servers.
3. Applications, especially web-based applications or applications enabling online transactions such as e-banking and e-commerce websites.
It is evident that this service focuses on assessing the security of applications, an area that customers are increasingly concerned about. Applications serve as the means to efficiently conduct business activities, and any attacks or damages to these applications can harm businesses not only financially but also affect their hard-earned reputation.
The Beginning... (Challenges and Initial Difficulties)
Nearly three years ago, the CSSD department acquired its first security service project, which served as a favorable start and sparked the idea of developing this service. However, besides this initial project, we encountered numerous challenges, some of which I can list here:
1. Lack of a reference project - Most security service projects require not using project information for marketing purposes.
2. HPT had no reputation in the security assessment service field.
3. Limited internal resources with insufficient deep expertise in the service domain - Service projects demand a high level of specialization.
4. Service projects offer high profitability but bring in relatively low numbers.
5.…
At the moment, we had a "first-hand" security service project. To ensure its success, we decided to invite several expert collaborators to participate. With this approach, the project was successfully implemented and received high praise from customers.
To establish HPT's technical capability and to proactively provide long-term security services to customers, our department was determined to develop a comprehensive security service package, performed by our own engineers. We started by conducting research, building project processes, creating service brochures, seeking highly specialized resources, and developing a development plan from expertise to the output of the security service area.
Although the goals were clear, the implementation foundation was uncertain and revolved around resource investment and business effectiveness. There were times when I felt overwhelmed because the development of security services yielded low returns and finding projects was challenging. Vietnamese customers were not accustomed to using such services and did not fully realize the benefits they could provide. Despite these difficulties, through the collective efforts of our department, we ended the year 2010 with modest numbers: 30,000 services and gradually expanded the usage of services as a spearhead to approach potential customers. Simultaneously, we thoroughly understood the customer's system through service implementation to better serve in-depth security solution consulting.
Currently... (being perfected and developing every day)
In 2011, we started the year by quickly implementing activities to enhance the expertise of our existing personnel in the security services sector. At the same time, we collaborated with business units to reach potential customers and thoroughly exploit project information from various sources based on the following assessments:
1. Foreign customers who have been using these services.
2. The e-commerce sector in enterprises and the booming e-banking systems of banks - the need to protect electronic transactions and electronic gateways is of great interest to organizations.
3. Utilizing real information about continuous cyber attacks on the systems of organizations/businesses during the beginning of 2011.
The "right time" has come, and through various means of approach, up to this point (Quarter 3/2011), the Communication Solutions and Security Department has achieved nearly 30,000 services, along with other highlights:
1. We have nearly 15 "reference" customers (compared to just one initially) across various sectors: finance, banking, insurance, government, and businesses.
2. HPT has gained recognition for its security services - evidenced by large foreign corporations becoming customers of HPT's security services, and even some customers directly contacting the department to inquire about these services.
3. We have skilled internal resources capable of proactively coordinating and implementing services.
4. The economic effectiveness of the security services sector is evident in the results obtained.
5. Additionally, for the first time, HPT has deployed these services for a foreign bank and received high praise from the customer.
The figure of 30% achieved up to this point is not much, even quite low compared to the committed sales target. Nevertheless, when reviewing these highlights, our department cannot help but be proud of the results achieved. These will provide a solid foundation for continuing the next steps in developing the security services sector at HPT.
And the future... (a promising future)
Looking at the statistics mentioned in the article (customer quantity, project trends, and value), one can see the feasibility of security services in Vietnam. A friend of mine who works abroad in a security assessment company once shared, "Abroad, a security service project can be worth 200,000 to 1 million USD." Those are truly desirable figures! The question is, how can HPT soon have such valuable projects? Can HPT achieve such projects in Vietnam?
The answer lies in the paragraph above - international projects. Particularly with some projects from multinational corporations, if we have the opportunity to participate in and win international service contracts for these corporations, we can deploy services for their subsidiaries/branches worldwide without the need for extensive travel (we can sit at HPT and still complete the deployment). The profits generated from these services for HPT will be significant, and HPT's brand will expand internationally. With this outlook for service exports, what does HPT need to do to prepare?
1.Resources need to be enhanced in terms of service expertise, requiring systematic investment in training and development. It is remarkable that in Vietnam, research and development (R&D) work to enhance the value of intangible assets, "knowledge," has not been invested in to the extent seen in foreign companies. Many outstanding examples can be seen in foreign companies that invest in R&D, such as Apple, Kodak, etc., to create differentiation in products/ideas compared to competitors.
2. HPT's "scope" in the security services sector - to undertake large service projects, HPT needs to develop to a certain level, not just as a department within a division, but as a center or even a dedicated security services company under HPT.
3. In addition, improving English proficiency to prepare for battles on the international stage is crucial. This goes beyond merely writing consulting documents.
The future development direction of our services lies in foreign projects. However, it does not mean that we neglect the potential Vietnamese market, especially when digital services are increasingly in need of security and require a deep understanding of human behavior and the business environment by the HPT team. At the current stage, based on my experience, most security service projects in Vietnam are typically below 30,000 USD. Although not numerous, with a large customer base, HPT can still achieve impressive figures in terms of business aspects in security services. As I recall, FPT's approach to software development comes to mind (as shared by Mr. Nguyen Thanh Nam, former CEO of FPT). Initially, their software business activities were not effective to the extent that they struggled to pay the salary of the director responsible for this area. Nonetheless, with a belief in software development, they accessed the foreign market through outsourcing for foreign software companies. After gaining solid experience and professionalism in software development, FPT returned to Vietnam and, with a professional approach in working with foreign partners, quickly dominated and led the software market in Vietnam. As for the security service sector, I myself hope that one day HPT will possess strengths and a brand reputation in security services similar to what FPT has achieved in software, even expanding further on an international scale.
The expectations and preparations we have for the security service sector may seem ambitious, but with what we currently have and the confidence in the future outlook of specialized service companies, we believe that HPT will soon become one of the prominent companies in providing services in general and security services in particular.