極驗聯合創始人張振宇：科技企業如何成功出海？

{"type":"doc","content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"作爲網絡安全的一把鎖，驗證碼越來越多地出現在人們的生活中，並在對抗互聯網黑產中扮演至關重要的角色。事實上，驗證碼的歷史並不算久遠，誕生至今也不過 20 年光景。但由於我國互聯網起步晚於西方，導致以 reCAPTCHA 爲代表的驗證碼統治中國互聯網長達十餘年。不過最近一些年，隨着我國互聯網飛速發展，在安全交互領域湧現出了一批優秀企業，甚至有企業成功出海，將中國的驗證碼帶向全球市場。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"交互安全服務商極驗（GeeTest）正是其中的代表企業。2012 年極驗正式成立，並全球首創“行爲式驗證”技術；2014 年極驗在行業內首推“三角防護”模型；2019 年發佈國內首個圖數據建模平臺。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"目前，極驗在 20 個細分行業的頭部企業覆蓋率達到 47%，涵蓋航空、電商、遊戲、金融、地產、教育、政務等多個領域。同時與 Airbnb、小米、微博、東方航空、平安等全球 29 萬家企業達成合作，每天提供超過 12 億次的安全防護。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"近日，"},{"type":"link","attrs":{"href":"https:\/\/tgo.infoq.cn\/","title":"xxx","type":null},"content":[{"type":"text","text":"TGO 鯤鵬會"}]},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"有幸採訪到極驗聯合創始人張振宇，進一步瞭解極驗快速發展與成功出海的方法論。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"image","attrs":{"src":"https:\/\/static001.infoq.cn\/resource\/image\/94\/b5\/94254cc21e58cd12fae630af6b17c4b5.png","alt":null,"title":"極驗聯合創始人張振宇","style":[{"key":"width","value":"75%"},{"key":"bordertype","value":"none"}],"href":"","fromPaste":false,"pastePass":false}},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"用人工智能對抗人工智能"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"2012 年，武漢大學研究生張振宇和學長吳淵一同在學校裏做科研，科研之餘，二人研究做起了個人網站。不過他們很快發現，個人網站經常會遇到各種垃圾註冊、垃圾留言等。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"究其原因，主要是傳統的字符型驗證碼隨着圖像識別技術的發展，安全性正在降低，很難阻擋互聯網黑產的攻勢。此外，字符型驗證碼需要仔細查看並輸入字符，用戶體驗也比較差。但與此同時，企業或個人要想防止網站遭受垃圾註冊、薅羊毛等惡意攻擊，又必須使用驗證碼來分辨人與機器。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"存在真實痛點的張振宇和吳淵立刻看到了其中蘊藏的巨大機會，加上二人在實驗室裏就接觸了計算機視覺、機器學習等技術，已經具備一定的理論基礎，於是決定聯手打造一款基於 AI 內核，既安全又好用的驗證碼。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"有了成熟的想法並經過充分調研後，二人正式開始創業。2012 年，"},{"type":"link","attrs":{"href":"https:\/\/www.geetest.com\/","title":"xxx","type":null},"content":[{"type":"text","text":"極驗"}]},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"正式成立，並全球首創“行爲式驗證”技術，利用生物特徵與人工智能解決交互安全問題。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"所謂“行爲式驗證”，指的是通過用戶的滑動、點選等操作行爲來完成驗證，比如常見的拼圖式驗證碼就是其中的一種。雖然表面上只是一個簡單的用戶操作，但背後的技術邏輯卻很複雜。後臺能提取超過上百個行爲特徵，包括拖動模式、拖動速度等顯性特徵，和服務器的數據交換等隱性特徵，以及隨機性特徵等。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"“這樣一個全新的驗證形式，背後利用的是機器學習技術，對滑動過程中人的行爲軌跡進行建模和區分”，張振宇說，“在完成產品原型並獲得了種子用戶後，我們不斷去打磨這個產品以及背後的技術，最終呈現了這樣一個顛覆傳統字符驗證碼的產品，目前這個產品已經覆蓋了幾乎互聯網所有行業網站和 APP 中的多個場景，應用非常廣泛”。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"猖獗的網絡黑產始終是互聯網時代的毒瘤，其利用圖像、視覺識別技術破解字符、圖形等傳統驗證碼，極驗的“"},{"type":"link","attrs":{"href":"https:\/\/baike.baidu.com\/item\/%E8%A1%8C%E4%B8%BA%E5%BC%8F%E9%AA%8C%E8%AF%81%E7%A0%81\/19767280?fr=aladdin","title":"xxx","type":null},"content":[{"type":"text","text":"行爲式驗證"}]},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"”利用人工智能對抗人工智能，持續與黑產作鬥爭。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"“產品打磨階段最艱難，也最有意思”"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"在張振宇看來，極驗的產品發展大致可以分爲三個階段："}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"bulletedlist","content":[{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"第一個階段是產品打磨階段（2012-2016），這 5 年極驗主要對產品進行極致打磨，對技術進行不斷突破；"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"第二個階段是產品商業化擴展階段（2017-2019），這期間極驗開始在北京、上海、深圳、廣州、成都等地建立線下網點，支撐產品更好地爲客戶服務；"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"第三個階段是產品戰略聚焦階段（2020-至今），以極驗最早的行爲驗證產品，加上前兩年打磨的身份驗證產品爲核心，構建一個流量質量治理產品體系。今年，極驗就會推出一個全新打磨的驗行爲、驗身份、驗設備的“三驗”產品體系。"}]}]}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"回顧這 10 年創業路，張振宇坦言創業初期的產品打磨階段是最艱難，也是最有意思的一個階段。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"“當時的一個核心難題是，我們作爲剛從學校走出來創業、總部在武漢的一個小團隊，很難獲得大型客戶的信賴和認可，不過好在我們行爲式驗證產品的巨大創新性以及產品背後用到的強大技術征服了客戶。一旦有大型客戶真正地去使用我們的產品，就能形成一種標杆或者是品牌效應，從而吸引越來越多的客戶選擇我們。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"第二個難題是，我們當時在安全性上做的是創新性研究，產品的內核基於機器學習和深度學習，當時大家更多是關注它們在圖像、語言、文字等領域的應用，很少會研究在人機交互安全領域特別是行爲軌跡數據上的應用。所以我們在做模型研究時，試錯成本比較高。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"第三個難題來自於高併發帶來的技術挑戰。我們的驗證產品基於 SaaS 形式，併發比較高，而在創業初期我們的增長速度又非常快，這對我們底層的技術架構來講挑戰非常大。”"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"雖然彼時擺在大家面前的難題很多，但好在創始團隊都扛了下來。2013 年，極驗獲得天使灣創投基金天使輪融資。2014 年，極驗獲得 IDG 資本 100 萬美元 A 輪融資。2016 年，極驗又成功拿到紅杉資本領投、IDG 資本跟投的 2400 萬美元 B 輪融資。“彈藥”充足的極驗，在機緣巧合之下，把目光投在了更廣闊的海外市場。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"走出去的機遇與挑戰"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"2015 年左右，海外在線酒店預訂 Tripadvisor 主動找到了極驗，希望可以採用極驗的驗證產品，來替換谷歌的 reCAPTCHA。極驗產品良好的交互體驗以及穩定的服務保障贏得了 Tripadvisor 的信任，Tripadvisor 也建議極驗應該積極開拓海外市場，和海外驗證碼一較高下。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"“談到海外驗證碼，不得不提一個人，‘驗證碼之父’路易斯·馮·安，他也是極驗團隊眼中的天才極客。路易斯創造了驗證碼以及 reCAPTCHA，並最後被谷歌收購。因此當有人提出極驗應該走向海外，挑戰谷歌 reCAPTCHA時，團隊上下興奮不已。”張振宇說道。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"興奮過後，極驗團隊意識到海外市場的確存在機遇，並且對彼時的極驗來說，出海時機已然成熟："}]},{"type":"bulletedlist","content":[{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"有充足的資金支持。2016 年，極驗完成 2400 萬美金 B 輪融資，讓極驗有能力加快擴展海外市場。"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"產品模式成熟。彼時極驗已成功服務全球 10 萬家企業，是當時國內市場最大的行爲驗證碼服務商。"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"“出海”的大行情逐漸成型。2017 年，我國已有 6000 家以上互聯網公司出海，出海產品則高達萬餘款。隨着中國科技公司逐漸崛起，“出海”已成爲越來越多公司的重要戰略選擇。"}]}]},{"type":"listitem","attrs":{"listStyle":null},"content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"競爭對手 reCAPTCHA 開始收費，從而給極驗提供良好的競爭空間，否則付費服務跟免費服務相比仍然會有很多劣勢。"}]}]}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"2017 年，極驗開始籌劃海外團隊，2018 年正式建立海外組。雖然已經做好了充分的準備，但真正出海後，極驗還是遇到了不少難題與挑戰。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"“出海前期主要面臨三個方面的挑戰。第一個挑戰來自於海外的合規工作。比如像歐盟這邊最典型的就是 GDPR 法案，它對於用戶個人數據的使用等都有一些規範。所以前期我們也是進行了多次磨合和調整，把海外業務做到符合當地的合規標準。對出海企業來說，合規是一個起步，必須要做到這一點。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"第二個挑戰來自於海外服務的穩定性。我們不能通過國內服務器去提供海外服務，在海外單獨建機房節點也比較困難。所以當時我們選擇與一些雲服務公司以及網絡加速公司合作，來鋪設海外的服務架構。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"第三個挑戰來自於業務開展。我們團隊都沒有海外工作經歷，所以在前期對於海外業務如何開展也進行了充分的討論。當時公司提出了兩個方案，一個是去海外成立線下事業部，組建海外團隊，另一個是在國內組建團隊，去開展海外線上業務。因爲我們的驗證產品是輕量級的 SaaS 產品，部署起來比較容易也很方便，所以最終我們選擇了第二種方式。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"現在回過頭來看，如果當初我們選擇在北美建立線下海外事業部，很可能會受到疫情衝擊，損失也會比較大。而我們通過線上模式，反而在疫情期間實現了快速增長。所以我們總結的一點出海經驗就是四個字，"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}},{"type":"strong"}],"text":"精益創業"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"。"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}},{"type":"strong"}],"text":"通過小成本試錯的方式，先把模式跑通，之後再去加大投入。"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"”張振宇總結道。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"出海後的極驗迅速完成了美國服務器集羣，德國、新加坡加速節點的部署，以及合規工作，並通過與海外機器人管理領域的頭部公司 Distil、DataDome 的合作，極驗的驗證碼在全球被廣泛使用，也得到來自 eBay 等全球企業的使用與認可。而在 Gartner 最近兩次有關機器流量治理以及 CAPTCHA 解決方案的報道中，極驗成爲國內首家被關注的機器流量治理服務商，併成爲Gartner 2020年在 OFD 領域具有代表性的流量治理廠商。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"出海企業的增長祕笈"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"如何在海外實現業務增長是每個出海企業必須要面對的難題，經過多年實踐，極驗也總結出了自己的打法。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"“"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}},{"type":"strong"}],"text":"第一，我們特別重視數字營銷。"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"To B 企業要想做好海外市場的業務增長，必須在海外用戶普遍獲取信息的渠道上去找突破口，比如 Facebook、Twitter 以及一些技術社區等等。"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}},{"type":"strong"}],"text":"第二，要做好大型標杆客戶的拓展。"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"To B 企業必須要有標杆大客戶，先獲得這些客戶的認可和信心，之後再以此得到其他海外客戶的認可。我們在出海的前兩年，拓展了很多大型客戶，包括 Distil、DataDome 等等。這些大型客戶也能幫助企業形成強大的品牌效應，爲我們帶來良好的背書和宣傳。"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}},{"type":"strong"}],"text":"第三，渠道代理商的拓展。"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"我們在東南亞，墨西哥等地，找到了非常優秀的合作伙伴，他們成爲我們的渠道商，或者產品代理。都爲我們在海外業務的展開，提供了非常大的幫助。”張振宇說道。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"當然，對於每個出海企業，始終繞不開的一個關鍵詞就是“本地化”，只有先做好本地化，業務纔有持續增長的活力與可能。至於出海本地化具體該怎麼做，不同出海企業也結合自己的實際業務情況給出了答案。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"“整體來講，我們的產品在本地化上還是很有優勢的。因爲驗證產品最主要的作用就是區分人機，各個國家的需求都是很標準，很統一的。因此我們不需要在產品上做太大的改動，只是在其他方面做了些優化。比如在語言上，極驗支持全球 78 種語言的服務，在使用習慣上，我們也會充分考慮當地客戶的習慣。此外在服務器速度、服務支撐、認證方面，我們也根據當地情況做了優化與調整。”張振宇回答道。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"寫在最後"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"當前，極驗已成功打開海外市場，並將中國的驗證碼帶向全球。但張振宇也坦言，隨着數據隱私政策趨嚴，交互安全服務商獲取的數據非常有限。因此，要想更好地辨別人機，還是需要依靠更深入的人工智能技術。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"“我們最近兩年一直在研究圖神經網絡技術，通過這項技術構築底層安全核心。在未來，隨着互聯網交互形式的全面升級，比如 AR、VR 得到廣泛使用後，交互安全領域在產品技術上也會跟着實現一個大的突破。”張振宇表示。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":" "}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"人機識別的對抗是一個持續升級和演進的過程。鬥爭還在繼續，而極驗也還在路上，朝着更廣闊的天地走去。"}]}]}