极验联合创始人张振宇：科技企业如何成功出海？

{"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":"作为网络安全的一把锁，验证码越来越多地出现在人们的生活中，并在对抗互联网黑产中扮演至关重要的角色。事实上，验证码的历史并不算久远，诞生至今也不过 20 年光景。但由于我国互联网起步晚于西方，导致以 reCAPTCHA 为代表的验证码统治中国互联网长达十余年。不过最近一些年，随着我国互联网飞速发展，在安全交互领域涌现出了一批优秀企业，甚至有企业成功出海，将中国的验证码带向全球市场。"}]},{"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":"交互安全服务商极验（GeeTest）正是其中的代表企业。2012 年极验正式成立，并全球首创“行为式验证”技术；2014 年极验在行业内首推“三角防护”模型；2019 年发布国内首个图数据建模平台。"}]},{"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，极验在 20 个细分行业的头部企业覆盖率达到 47%，涵盖航空、电商、游戏、金融、地产、教育、政务等多个领域。同时与 Airbnb、小米、微博、东方航空、平安等全球 29 万家企业达成合作，每天提供超过 12 亿次的安全防护。"}]},{"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 鲲鹏会"}]},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"有幸采访到极验联合创始人张振宇，进一步了解极验快速发展与成功出海的方法论。"}]},{"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":"极验联合创始人张振宇","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":"用人工智能对抗人工智能"}]},{"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，武汉大学研究生张振宇和学长吴渊一同在学校里做科研，科研之余，二人研究做起了个人网站。不过他们很快发现，个人网站经常会遇到各种垃圾注册、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，主要是传统的字符型验证码随着图像识别技术的发展，安全性正在降低，很难阻挡互联网黑产的攻势。此外，字符型验证码需要仔细查看并输入字符，用户体验也比较差。但与此同时，企业或个人要想防止网站遭受垃圾注册、薅羊毛等恶意攻击，又必须使用验证码来分辨人与机器。"}]},{"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":"存在真实痛点的张振宇和吴渊立刻看到了其中蕴藏的巨大机会，加上二人在实验室里就接触了计算机视觉、机器学习等技术，已经具备一定的理论基础，于是决定联手打造一款基于 AI 内核，既安全又好用的验证码。"}]},{"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":"有了成熟的想法并经过充分调研后，二人正式开始创业。2012 年，"},{"type":"link","attrs":{"href":"https:\/\/www.geetest.com\/","title":"xxx","type":null},"content":[{"type":"text","text":"极验"}]},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"正式成立，并全球首创“行为式验证”技术，利用生物特征与人工智能解决交互安全问题。"}]},{"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":"所谓“行为式验证”，指的是通过用户的滑动、点选等操作行为来完成验证，比如常见的拼图式验证码就是其中的一种。虽然表面上只是一个简单的用户操作，但背后的技术逻辑却很复杂。后台能提取超过上百个行为特征，包括拖动模式、拖动速度等显性特征，和服务器的数据交换等隐性特征，以及随机性特征等。"}]},{"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":"“这样一个全新的验证形式，背后利用的是机器学习技术，对滑动过程中人的行为轨迹进行建模和区分”，张振宇说，“在完成产品原型并获得了种子用户后，我们不断去打磨这个产品以及背后的技术，最终呈现了这样一个颠覆传统字符验证码的产品，目前这个产品已经覆盖了几乎互联网所有行业网站和 APP 中的多个场景，应用非常广泛”。"}]},{"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":"猖獗的网络黑产始终是互联网时代的毒瘤，其利用图像、视觉识别技术破解字符、图形等传统验证码，极验的“"},{"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":"行为式验证"}]},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"”利用人工智能对抗人工智能，持续与黑产作斗争。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"“产品打磨阶段最艰难，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":"在张振宇看来，极验的产品发展大致可以分为三个阶段："}]},{"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":"第一个阶段是产品打磨阶段（2012-2016），这 5 年极验主要对产品进行极致打磨，对技术进行不断突破；"}]}]},{"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":"第二个阶段是产品商业化扩展阶段（2017-2019），这期间极验开始在北京、上海、深圳、广州、成都等地建立线下网点，支撑产品更好地为客户服务；"}]}]},{"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":"第三个阶段是产品战略聚焦阶段（2020-至今），以极验最早的行为验证产品，加上前两年打磨的身份验证产品为核心，构建一个流量质量治理产品体系。今年，极验就会推出一个全新打磨的验行为、验身份、验设备的“三验”产品体系。"}]}]}]},{"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":"回顾这 10 年创业路，张振宇坦言创业初期的产品打磨阶段是最艰难，也是最有意思的一个阶段。"}]},{"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":"“当时的一个核心难题是，我们作为刚从学校走出来创业、总部在武汉的一个小团队，很难获得大型客户的信赖和认可，不过好在我们行为式验证产品的巨大创新性以及产品背后用到的强大技术征服了客户。一旦有大型客户真正地去使用我们的产品，就能形成一种标杆或者是品牌效应，从而吸引越来越多的客户选择我们。"}]},{"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":"第二个难题是，我们当时在安全性上做的是创新性研究，产品的内核基于机器学习和深度学习，当时大家更多是关注它们在图像、语言、文字等领域的应用，很少会研究在人机交互安全领域特别是行为轨迹数据上的应用。所以我们在做模型研究时，试错成本比较高。"}]},{"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":"第三个难题来自于高并发带来的技术挑战。我们的验证产品基于 SaaS 形式，并发比较高，而在创业初期我们的增长速度又非常快，这对我们底层的技术架构来讲挑战非常大。”"}]},{"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":"虽然彼时摆在大家面前的难题很多，但好在创始团队都扛了下来。2013 年，极验获得天使湾创投基金天使轮融资。2014 年，极验获得 IDG 资本 100 万美元 A 轮融资。2016 年，极验又成功拿到红杉资本领投、IDG 资本跟投的 2400 万美元 B 轮融资。“弹药”充足的极验，在机缘巧合之下，把目光投在了更广阔的海外市场。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"走出去的机遇与挑战"}]},{"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，海外在线酒店预订 Tripadvisor 主动找到了极验，希望可以采用极验的验证产品，来替换谷歌的 reCAPTCHA。极验产品良好的交互体验以及稳定的服务保障赢得了 Tripadvisor 的信任，Tripadvisor 也建议极验应该积极开拓海外市场，和海外验证码一较高下。"}]},{"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":"“谈到海外验证码，不得不提一个人，‘验证码之父’路易斯·冯·安，他也是极验团队眼中的天才极客。路易斯创造了验证码以及 reCAPTCHA，并最后被谷歌收购。因此当有人提出极验应该走向海外，挑战谷歌 reCAPTCHA时，团队上下兴奋不已。”张振宇说道。"}]},{"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":"兴奋过后，极验团队意识到海外市场的确存在机遇，并且对彼时的极验来说，出海时机已然成熟："}]},{"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":"有充足的资金支持。2016 年，极验完成 2400 万美金 B 轮融资，让极验有能力加快扩展海外市场。"}]}]},{"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":"产品模式成熟。彼时极验已成功服务全球 10 万家企业，是当时国内市场最大的行为验证码服务商。"}]}]},{"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”的大行情逐渐成型。2017 年，我国已有 6000 家以上互联网公司出海，出海产品则高达万余款。随着中国科技公司逐渐崛起，“出海”已成为越来越多公司的重要战略选择。"}]}]},{"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":"竞争对手 reCAPTCHA 开始收费，从而给极验提供良好的竞争空间，否则付费服务跟免费服务相比仍然会有很多劣势。"}]}]}]},{"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，极验开始筹划海外团队，2018 年正式建立海外组。虽然已经做好了充分的准备，但真正出海后，极验还是遇到了不少难题与挑战。"}]},{"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":"“出海前期主要面临三个方面的挑战。第一个挑战来自于海外的合规工作。比如像欧盟这边最典型的就是 GDPR 法案，它对于用户个人数据的使用等都有一些规范。所以前期我们也是进行了多次磨合和调整，把海外业务做到符合当地的合规标准。对出海企业来说，合规是一个起步，必须要做到这一点。"}]},{"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":"第二个挑战来自于海外服务的稳定性。我们不能通过国内服务器去提供海外服务，在海外单独建机房节点也比较困难。所以当时我们选择与一些云服务公司以及网络加速公司合作，来铺设海外的服务架构。"}]},{"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":"第三个挑战来自于业务开展。我们团队都没有海外工作经历，所以在前期对于海外业务如何开展也进行了充分的讨论。当时公司提出了两个方案，一个是去海外成立线下事业部，组建海外团队，另一个是在国内组建团队，去开展海外线上业务。因为我们的验证产品是轻量级的 SaaS 产品，部署起来比较容易也很方便，所以最终我们选择了第二种方式。"}]},{"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":"现在回过头来看，如果当初我们选择在北美建立线下海外事业部，很可能会受到疫情冲击，损失也会比较大。而我们通过线上模式，反而在疫情期间实现了快速增长。所以我们总结的一点出海经验就是四个字，"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}},{"type":"strong"}],"text":"精益创业"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"。"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}},{"type":"strong"}],"text":"通过小成本试错的方式，先把模式跑通，之后再去加大投入。"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"”张振宇总结道。"}]},{"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":"出海后的极验迅速完成了美国服务器集群，德国、新加坡加速节点的部署，以及合规工作，并通过与海外机器人管理领域的头部公司 Distil、DataDome 的合作，极验的验证码在全球被广泛使用，也得到来自 eBay 等全球企业的使用与认可。而在 Gartner 最近两次有关机器流量治理以及 CAPTCHA 解决方案的报道中，极验成为国内首家被关注的机器流量治理服务商，并成为Gartner 2020年在 OFD 领域具有代表性的流量治理厂商。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"出海企业的增长秘笈"}]},{"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":"如何在海外实现业务增长是每个出海企业必须要面对的难题，经过多年实践，极验也总结出了自己的打法。"}]},{"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，我们特别重视数字营销。"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"To B 企业要想做好海外市场的业务增长，必须在海外用户普遍获取信息的渠道上去找突破口，比如 Facebook、Twitter 以及一些技术社区等等。"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}},{"type":"strong"}],"text":"第二，要做好大型标杆客户的拓展。"},{"type":"text","marks":[{"type":"color","attrs":{"color":"#494949","name":"user"}}],"text":"To B 企业必须要有标杆大客户，先获得这些客户的认可和信心，之后再以此得到其他海外客户的认可。我们在出海的前两年，拓展了很多大型客户，包括 Distil、DataDome 等等。这些大型客户也能帮助企业形成强大的品牌效应，为我们带来良好的背书和宣传。"},{"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":"我们在东南亚，墨西哥等地，找到了非常优秀的合作伙伴，他们成为我们的渠道商，或者产品代理。都为我们在海外业务的展开，提供了非常大的帮助。”张振宇说道。"}]},{"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":"当然，对于每个出海企业，始终绕不开的一个关键词就是“本地化”，只有先做好本地化，业务才有持续增长的活力与可能。至于出海本地化具体该怎么做，不同出海企业也结合自己的实际业务情况给出了答案。"}]},{"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":"“整体来讲，我们的产品在本地化上还是很有优势的。因为验证产品最主要的作用就是区分人机，各个国家的需求都是很标准，很统一的。因此我们不需要在产品上做太大的改动，只是在其他方面做了些优化。比如在语言上，极验支持全球 78 种语言的服务，在使用习惯上，我们也会充分考虑当地客户的习惯。此外在服务器速度、服务支撑、认证方面，我们也根据当地情况做了优化与调整。”张振宇回答道。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"写在最后"}]},{"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":"当前，极验已成功打开海外市场，并将中国的验证码带向全球。但张振宇也坦言，随着数据隐私政策趋严，交互安全服务商获取的数据非常有限。因此，要想更好地辨别人机，还是需要依靠更深入的人工智能技术。"}]},{"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":"“我们最近两年一直在研究图神经网络技术，通过这项技术构筑底层安全核心。在未来，随着互联网交互形式的全面升级，比如 AR、VR 得到广泛使用后，交互安全领域在产品技术上也会跟着实现一个大的突破。”张振宇表示。"}]},{"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":"人机识别的对抗是一个持续升级和演进的过程。斗争还在继续，而极验也还在路上，朝着更广阔的天地走去。"}]}]}