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It's a performative announcement - most American and Israeli cybersecurity vendors either don't sell in China or white label a Chinese product for the Chinese m
by alephnerd 10mo ago
It's a performative announcement - most American and Israeli cybersecurity vendors either don't sell in China or white label a Chinese product for the Chinese market.
I know 2 companies in that list that have done that very thing because otherwise it would have put their FedRAMP and CMMC pipelines at risk.
- trollbridge 10mo agoI worked at a place that faced exactly that. I initially was in the Huawei client engagement where they wanted copies of all of our source code. We said “no, nobody gets that”. They just keep asking over and over.
- bee_rider 10mo agoOn one hand, that seems like a sure way to get your product copied. On the other, they’d be totally nuts to run a cybersecurity product without the source code, right? Seems like a situation where getting the interests to align is just very difficult.
- trollbridge 10mo agoNo other customers demanded source code.
- bflesch 10mo agoEven with white labeled products so they stay legally compliant, is it really justifiable to increase the risk? They're having people flying in and out for "sales meetings", shared office spaces, devices, maybe even staff overlap. I understand it's a good way to make money but it comes with some tail risk.
- alephnerd 10mo agoBasically, a Chinese MSSP or SI is selected and given the American/Israeli company's logo and makes a revenue share agreement, and an airgapped environment using a distinct fork is deployed. That said, most companies decide not to operate in the Chinese market - the TAM is too small for the headaches that it entails (losing Gov and NATO+ defense procurement opportunities).