Summary of Conference Call Records Company Overview - The company discussed is 深信服 (Deepin Technology), focusing on its subscription products and services in the cybersecurity and cloud computing sectors. Key Points and Arguments Industry and Business Performance - Subscription product lines, such as MSS (Managed Security Services), have shown significant growth of 20%-30%, while traditional hardware sales have declined. Subscription methods now account for 50% of the cybersecurity business [1][2] - The MSS solution integrates firewall, EDR, XDR, and situational awareness into a platform, providing a good customer experience, but only 10%-15% of long-term operational customers currently utilize it due to high costs. The goal is to increase this to 50% [1][2] - Managed cloud services maintain a growth rate of 40%-50%, primarily targeting medium-sized customers through competitive pricing, representing about 25% of cloud computing revenue [1][13] - EDS (Enterprise Data Services) has seen significant demand in manufacturing and finance, with a large market share and a new unified storage solution launched this year [1][14][19] Pricing and Customer Segmentation - The price for a complete MSS system is approximately 30,000 to 40,000 yuan, which includes bundled services like firewall and XDR. Customers typically increase their module usage over time, leading to higher renewal amounts [1][4] - 信创 (Xinchuang) hyper-converged products are priced 20%-30% higher than non-Xinchuang products, with Xinchuang customers accounting for over 50% of total sales despite being only 20%-30% of the customer base [1][21] AI and Technological Integration - The AICP platform aims to help enterprises utilize AI resources and optimize hardware performance through GPU pooling technology, but its high price is leading the company to adjust its pricing strategy [1][22][23] - The company has discussed AI products like email protection and security GPT, but market acceptance remains low due to high costs and the need for local deployment for data security [9][10][11] Market Dynamics and Competitive Landscape - The cybersecurity market is highly competitive, with price wars among leading firms, resulting in high investment but low returns. Despite some smaller players exiting, the overall market has not improved significantly [2] - The transition from centralized to distributed storage in the financial sector is ongoing, with some clients still using traditional databases, indicating a gradual shift rather than an immediate change [17][18] Future Outlook - The company expects to increase its enterprise user base from approximately 20 to around 100 in the future, with individual user spending gradually increasing [6] - The hyper-converged market is growing at 20%-30%, with a focus on filling the gap left by VMware's exit [20] - The company is exploring ways to leverage existing customers to expand its user base, particularly in AI technology [28] Challenges and Considerations - High costs remain a significant barrier for many potential customers, particularly in manufacturing, where investment decisions are cautious without clear ROI [26][27] - The company recognizes the need to balance hardware and software costs to make their offerings more attractive to customers [27] Additional Important Information - The company has a strong focus on providing high-level operational services, requiring a small team to manage multiple enterprise users [7] - The managed cloud service offers a cost advantage over traditional public cloud services by allowing flexible pricing based on actual resource usage [15]

本报告导读： 发布AICP 平台，布局XaaS、安全GPT 等。①网安业务，2024 年公司通过云端和本地交付安全服务。 云计算业务，2024 年公司发布了超融合/云平台6.10.0 版本，面向大模型开发场景，发布AI 算力平台 （简称AICP）。物联网业务，公司旗下信锐网科持续投入网络联接，将研发创新应用于用户网络 的"云、网、端"环节的产品、服务及解决方案。②重点布局的产品集中在网络安全和云计算及基础设施 业务。深信服在这两块业务上都面向未来布局了XaaS 业务、安全GPT、AI 算力平台、EDS 等新业务。 聚焦XaaS 和AI 业务，市场管理内外结合。①2025 年公司聚焦持续提升产品品质和推进产品创新上，包 括XaaS 业务和AI 相关业务。市场方面会积极开拓头部行业客户和海外市场，并深化渠道体系建设。内 部会加强组织能力建设，提高公司精细化管理水平和盈利能力。②未来3-5 年，公司业务将集中在如下 方面：1.聚焦关键产线和XaaS 业务；推动AI 与网安、云计算融合的创新业务产品。 2.加大拓展KA 行业头部市场和海外市场。3.持续提升产品质量，深化渠道体系建设。4.继续加强组织能 力建设和人才培 ...

证券研究报告 公司研究 [Table_ReportType] 点评报告 [Table_StockAndRank] 深信服(688369.SH) 投资评级： 上次评级： [Table_A 庞倩倩 uthor计算机] 行业首席分析师 执业编号：S1500522110006 邮 箱： pangqianqian@cindasc.com 信达证券股份有限公司 CINDA SECURITIES CO.,LTD 北京市西城区宣武门西大街甲127号金隅大厦 B座 邮编：100031 [Table_Title] 业绩逐步恢复，AICP 平台升级打开云业务增长空间 ➢ 云业务订单带动收入增长，利润端同比亏损收窄。收入端：2025 年一 季度实现营收 12.62 亿元，同比增长 21.91%，主要是由于今年第一季 度公司云业务订单增速较好，带动公司整体收入实现增长，且公司去年 同期收入基数较低。利润端，公司 2025 年第一季度实现归母净利润- 2.50 亿元，亏损同比收窄 48.93%。此外，2025 年一季度公司经营性 净现金流同比增长 28.00%，主要是由一季度产品销售收到的现金增加 以及购买原材料支付的货款减少所致。 ➢ ...