How to Write it project solutions

Original article: PM

As a presales engineer in the company, there will be a large number of solutions planned to fall into the head. These solutions include hundreds of thousands and tens of millions. We have always been concerned about how to write a good solution.

However, we basically got the task of writing a solution one or two days before the solution was submitted, and we had to leave it alone, so we had to say something in my heart. After the abuse, we called to clarify the requirements of others, while asking questions, I will be able to outline the derivation and structure of the entire solution.

 

So I am actually very nervous, focused, and quickly responding to the brain. Basically, after a few minutes of phone calls or interviews, I have enough ideas. What should I do, find some scattered time to constantly deduce ideas
Next, I started to write it before it was relatively quiet and complete. At this time, I had to think clearly about what I was writing, and I only needed to keep typing, attention is also very concentrated when typing, and the brain is also high-speed reverse.
Yes. The more you write your ideas, the sooner you get it done.

 

It is not difficult to write a solution, but it is difficult to know how to write it. To sum up the writing scheme, organize your thoughts in a structured manner.

 

If there is a structure, there are ideas and solutions.

 

In addition, those who actually write a solution will never be satisfied with the solution they have written. The only way to do this is to make a little progress every time, and the quality of the Solution level will grow with the company's capacity.

Of course, I have asked many people, why can't you write a good solution?

Basically, there are four reasons:

1.1 first, there is no system

Once a user asks for a network solution, many people are blank and have no idea where to start. Many people seem to know a lot about their products, but they don't think they can write them out.

 

This situation is generally caused by the fact that programmers are not familiar with their product systems. It is not difficult to know one or two or more product selling points, but it is difficult to build a system, knowledge is made up of points of the system, rather than a discrete statement.

 

Most of our employees in this industry have not studied the management systems they sell very deeply. They are all from the very beginning and are familiar with the learning process, obtain
Wu. Therefore, it is very painful to control an overall solution at once. A complete solution can be written only when a person has a systematic idea of a product. Otherwise, a unit will have to be exhausted.

 

Therefore, if a person wants to write a solution, he must first have a comprehensive understanding of the ins and outs of his products, functional modules, fields, and typical customer implementations so as to establish a complete knowledge system, then, we gradually supplemented our competitor's knowledge and some technical knowledge to deepen our knowledge system.

 

1.2 second, no idea

Many users want to see some personalized content for their own businesses after reading the templated solution. At this time, some users can barely deal with the modification according to the standard solution template, however, personalized content-targeted solutions are no choice.

 

This situation is basically caused by the fact that the Creator is not familiar with the business of the enterprise. Writing a scheme, especially a targeted scheme, not only requires understanding of the enterprise's needs, in addition, you need to know the business requirements under which these requirements are generated.
If you want to solve this problem, you can find a specific solution to the problem. If you have the idea, you can write a good solution.

 

Therefore, to write a good solution, you also need to understand the business of downstream customers. The most effective way to understand the business is to conduct several detailed business surveys in person. With the business research as the foundation, in the survey process, you can grasp the user's concerns, and identify difficult issues. Naturally, you can better determine the personalized content of the solution.

 

The solution is to build a logical bridge between the customer's interests and product features.

 

1.3 Third, no material

People who do not often write solutions are often tired when writing a solution, even if they have ideas and ideas, because they lack enough materials. Many projects are bidding now, and different users may have different bidding requirements, so it is difficult to use a solution to adapt to all users. Therefore, each solution has some content to be prepared.

These contents are basically generic, but it takes a lot of time to prepare each scheme if there is not enough accumulation, resulting in a long completion period of the scheme.

 

Therefore, to write a solution, you must meet these three conditions. The first solution creator must be familiar with the business of the enterprise, or have relevant business research experience. The second solution creator is very familiar with the product, at least the role of the functional modules of the product is clear, and the third solution compiler has a large number of public material libraries.

 

1.4 Level 4: no hierarchy

Many people have been in contact with users for a long time. In order to show their importance to customers, they immediately expressed their intention to provide solutions. Of course, some customers just started to select models and do not know what to do, the supplier should also provide a solution immediately.

 

As a result, it is easy to develop a solution, and it is difficult to write a solution. If you cannot write it, you have to ask the company. The company has not assigned a special person to understand the situation, so you have to create one by template. Users can see that the content of several suppliers is similar, I think it is not good, and I have summarized some Personalized Requirements, so we started to toss the second round of solutions.

 

In fact, there are different policies for scheme preparation at different stages. do not provide the scheme easily. At the beginning, the project cooperation proposal can be provided, similar to the feasibility report. The project needs to inspect software technology and provide standard products.
Technical White Paper, after pre-sales research and preparation, provides a solution or tender on the basis of knowing ourselves and ourselves when other competitors see each other in the pre-demonstration stage.

 

Early solutions can only be provided in a hurry. The time is urgent and the quality is not high. Naturally, the solution is hard to write. If you want to solve the problem in an emergency, the problem cannot be solved by ordinary people.

If you want to write your plan well, you must be careful and time-consuming. It is impossible to write a high-quality solution within several hours. If you do research carefully, you cannot write a good solution. The only thing you need is skill. Writing a scheme is a kind of technical work. After understanding this, everyone can write a good scheme through practice.

 

2.1 First easy mistake: only arguments, no arguments

Poor solutions look very thick, but they are all functional lists, such as the product manual Summary edition, unlike the Solution book.

 

The bad solution is a lot of content, which is drowned in a pile of paper. I don't know what I want to say. I will give you a thickness, which proves that our work quality is very high. Many of our domestic enterprise customers, especially large enterprises, are very concerned about this and think that we can see from the thick description of the program that attaches great importance to the project.

 

If you do research carefully, you cannot write a good solution. The only thing you need is skill. Writing scheme is a kind of technical work. There is a pyramid writing principle, that is to say, the article must have a structure.

 

So it's a really good solution. It's not necessarily thick, but you can see that you are careful, you are serious.

 

A bad tendency of the current solution is to be long, thick, and comprehensive. It seems to be comprehensive, but it is not helpful to decision makers. There is no difference in all solutions. Every vendor says they can solve these problems and there are success stories.

 

As a result, all the solutions cannot provide decision makers with a concise judgment basis, so they have to make greater efforts to present products and evaluate users.

 

In fact, few corporate executives do not know their own faults. in the enterprise, if you are looking for someone at will, you can talk about the problem. In the Enterprise, you have a great deal of effort, no one may be able to tell you how to solve these problems.

 

Why are there so many problems in enterprises? The question is, what are these problems? Why are there so many problems? Instead, I keep saying that I can! Yes! Select me. Select me!

 

If you cannot find the cause to solve these problems, simply solve these problems, just as you cannot cure the disease. It is very difficult for such a templated, self-expanding solution to impress users.

 

The biggest problem with a bad solution is like writing a argumentative paper that can discover problems (this is also templated, but most Chinese enterprises are not aware of many of their problems and are not uncommon, I always think that I am a special type of enterprise), and propose the answer (engage in informatization), but there is no argument (Why is informatization related to enterprise management progress ?).

 

No matter how complicated the content is to be displayed, the terms are so scary, but they cannot impress users, especially those rational users.

 

When looking at the solution, many users cannot make up their minds, and they will feel like every family.

 

If a person who has never read a solution suddenly sees these solutions, why do you feel that a solution is well written? The key is that some schemes are well illustrated, it will feel that this company is good and very standard. However, the content is not highly recognized and is not actually understood.

 

2.2 Second easy-to-make error: business solution becomes a function list

A solution that saves trouble is to list product feature descriptions as technical solution content, or by referring to the software user manual. This solution is not prepared according to the user's business, however, it is difficult for users to recognize the solutions prepared according to their preferences.

 

Users of Solutions organized by function list will have a large and long experience, but it is very difficult to see what they want.

 

In addition, this solution has another characteristic: a problem is repeatedly raised, a problem is pointed out in the business background, a discussion is made, and a key explanation is made in the value analysis, when I introduced the function, I gave a brief description of a problem. It gave the user the feeling that there was a pile of data. Where did it reflect the specific nature of the solution?

 

The solution prepared by function list will not disappear for a long time, which is related to the general 4 P sales staff and the lack of spin sales staff. In the case of insufficient resources, to ensure efficiency, you can only provide the function list solution.

 

This article discusses how to compile a network security solution from the perspective of Network Security Engineering.

This article introduces the considerations of the network security solution design and the compilation framework of the network security solution. Finally, a case is used to describe the network security requirements, the design scheme for the requirements, and the complete implementation scheme.

 

Concept of Network Security Solution

The network security solution can be considered as a construction drawing. The quality of the drawing directly affects the quality of the project. in general, the network security solution involves a wide range of content, which is professional and practical.

 

Considerations for designing Network Security Solutions

 

For a person engaged in network security, the network must have an overall and dynamic security concept. in general, it is necessary to have an overall grasp of the entire project. Instead of focusing only on a certain area that you are familiar with, you do not have to worry about or even understand other areas, in this way, we cannot write a good security solution.

 

The solution is to use products and technologies to solve problems encountered by users. designers only have a deep understanding of security technology, product lines, and products. Only the written solutions can meet the requirements of users.

 

Evaluate the quality of the network security solution

A network security solution needs to be grasped from the following eight aspects.

1. uniqueness. Due to the complexity and particularity of Security, uniqueness is the most important criterion for evaluating security solutions. In reality, each specific network is unique and needs to be handled according to the actual situation.

2. Have a comprehensive understanding of security technologies and security risks, including all current and future situations.

3. There must be an appropriate and pertinent assessment of possible security risks and threats to your network system, combined with existing security technologies and security risks, it cannot be reduced.

4. remedy the problem by using appropriate security products, security technologies and management means to reduce the risks and threats that may be encountered by your network system and eliminate the root causes of risks and threats, enhance the capability of the entire network system to resist risks and threats, and enhance the immunity of the system itself.

5. The solution should reflect the service support for users. this is an important part. because both products and technologies will be reflected in services, services can ensure quality and services can improve quality.

6. When designing a solution, you must understand that network system security is a dynamic, comprehensive, and professional project. You cannot solve all your problems in one step.

7. After the solution comes out, we need to constantly communicate with users to get their security requirements, expectations, and problems in a timely manner.

8. The products and technologies involved in the solution must be able to withstand verification, scrutiny, and implementation. There must be a theoretical basis and a practical basis.

Network security solution framework

 

In general, the framework of a security solution involves six aspects. You can choose some of these aspects based on your actual needs.

1. Security Risk Analysis

2. Actual Security Risk Analysis

3. Network System Security Principles

4. Security Products

5. Risk assessment

6. Security Services

 

Network security case requirements

The uniqueness and dynamic nature of Network Security determine that different networks need to have solutions that are not feasible. An actual case can improve the security solution design capability.

The project name is: security management of the network information system beyond the Information Group Company (the company name is fictitious)

Project requirements

The Group has five requirements on Network Security:

1. Security

It comprehensively and effectively protects the security of enterprise network systems, and prevents changes, leaks, and loss of computer hardware, software, data, and networks from accidental or malicious damages to ensure data integrity.

2. controllability and Management

It can automatically and manually Analyze network security conditions, detect and promptly detect potential security threats, develop security policies, trigger alarms in a timely manner, block malicious attacks, and have strong controllability and management capabilities.

3. system availability

When a subsystem encounters a problem, the normal operation of the enterprise's information system is not affected, and the system has a strong availability and timely recovery.

4. Sustainable development

Meet the requirements that exceed the business needs of information group companies and sustainable development of enterprises, with strong scalability and flexibility.

5. Legitimacy

The security devices and technologies used are legally certified by China's security product management department.

 

Task

The project has four tasks:

1. Study the running conditions (including network structure, performance, and number of information points) of computer network systems (including all levels of institutions, grass-roots production units, and wide area networks for mobile users) of information companies, to analyze and evaluate the threats and possible risks of the network in a qualitative and quantitative manner.

2. Study the running status of computer operating systems (including server operating systems and client operating systems) (including operating system versions) Beyond the Information Corporation, based on the latest development trend of the operating system, the system analyzes and evaluates the defects and possible risks of the operating system in a qualitative and quantitative manner.

3. Research on computer application systems (including information management information systems, office automation systems, real-time grid management systems, geographic information systems and
Internet/Intranet information publishing system) (including application architecture, development tools, database software, and user permission allocation policies,
Based on the business needs of business operators, this module analyzes and evaluates problems, threats, and risks of application systems in a qualitative and quantitative manner.

4. Based on the above qualitative and quantitative evaluations, combined with user needs and the latest development trends of network security at home and abroad, we have formulated security policies and solutions for the computer network systems of information Corporation excellence, ensures the safe and reliable operation of the group's computer network information system.

 

Solution Design

To sum up, we need to know the following content:

Communication and the content to be understood generally includes:

1. users' organization and Information Status, existing hardware and equipment, network conditions, and software systems in use;

2. Planning, objectives, scale, and requirements of the new system, including users' requirements for system security, reliability, ease of use, and scalability;

3. Business Content, Current Situation of Business Process Systems, and software functional requirements;

4. Selection of platforms and databases;

5. Information security and storage requirements;

6. Understanding of software development mechanisms;

7. Hot technologies of interest to users;

The communication should be extensive and should not be limited to the specific project owner. If necessary, you can visit higher-level users, as well as the main persons in charge of each department or technical authority, measure the test taker's knowledge about the project,
During communication and visits, users should be good at identifying their identities, grasping the ideas of users who have the right to decide on the project and have a great impact, and paying attention to the areas they are interested in the project. In order to be targeted in the solution.

 

Guides users to the technical routes and product features that the company is good. You can tell the user about the situations and features of projects you have previously worked on. It is best to use the demonstration. This is what the user will tell you about and what is meaningless, what are the products of other competitors. This facilitates in-depth communication with users and finds resonance points with users.

Tracking and understanding competitors and the status quo of similar products, this is a long-term accumulation process, analysis of the potential characteristics of the competitor's products and solutions, find or propose new system highlights that attract users than competitors. Of course, the proposal of these highlights must first consider their technical strength and project investment scale.

 

Diandian Network Security Company (the company name is fictitious) obtained the right to implement the project at 1.5 million of the project cost through bidding. in the solution design, nine aspects should be included: company background, beyond information
Security risk analysis of the Group, complete Network Security Implementation Scheme Design, Implementation Scheme Plan, technical support and service commitment, Product Quotation, product introduction, third-party testing report and security technical training. one copy of Network Security
The design plan should include nine aspects:

1. company background,

2. Security risk analysis,

3. solution,

4. Implementation Scheme,

5. Technical support and service commitment,

6. Product Quotation,

7. Product introduction,

8. Third-party detection report

9. Security Technology Training.

Specifically

 

1. company background

The background of cybersecurity companies should include: Company Profile, company staff structure, successful cases, product or service licenses or certifications.

1. Diandian Network Security Company Profile

2. company personnel structure

3. Successful Cases

4. Product License or service certification

5. Beyond the implementation of network security by Information Group

 

2. Security Risk Analysis

Analyzes risks of the physical structure, network systems, and applications of the network.

1. Security Analysis of the physical structure of the existing network

Detailed analysis goes beyond the network structure of information group companies and branches, including Intranet, external network and remote network.

2. Network System Security Analysis

Analyzes in detail the actual network connection, Internet access, desktop system usage, and host system usage of information companies and subsidiaries, and finds out possible security risks.

3. Security Analysis of network applications

Analyzes in detail all service systems and application systems of information Excellence Group and its subsidiaries to identify possible security risks.

 

 

Iii. Solutions

The solution includes five aspects:

1. Establish the system information security architecture framework of an excellent Information Group Company

2. Technical Implementation Strategies

3. Security Management Tools

4. Emergency response

5. Disaster Recovery

 

IV. Implementation Plan

Implementation plans include: project management and project quality assurance.

1. Project Management

2. Project Quality Assurance

 

5. Technical support and service commitment

It includes technical support content and technical support methods.

1. Technical support content

Including the products and technical services included in the security project, the technologies and services provided include: (1) install and debug all the products and technologies involved in the project. (2) security products and technical documents. (3) provide the latest information about security products and technologies. (4) free product upgrades within the server.

2. Technical Support

Technical support services provided after the completion of the security project, including: (1) 24-hour support services at the customer's site. (2) Customer Support Center Hotline. (3) Customer Support Center email service. (4) Customer Support Center Web Services.

 

6. Product Quotation

Quotation for all products and services involved in the project.

 

7. Product Introduction

Beyond the introduction of all products involved in the security project of the Information Group Company, the main purpose is to make users know what the selected products are and do not need to be detailed, but describe how to clear them.

 

8. Third-party detection report

A third-party neutral organization performs security scanning and Security Detection on the implemented network security architecture, and provides relevant detection reports.

 

9. Security Technology Training

Introduction and use of related products