ChannelLife Australia logo
Industry insider news for Australia's technology resellers
Story image

Exclusive Interview: Milestone on their partner ecosystem and the A/NZ VMS market

By Patrick Martlew
Fri 2 Feb 2018
FYI, this story is more than a year old

As an open platform VMS provider, Milestone Systems works quite closely with their partners in order to deliver value down the chain to end-customers.

They provide the base structure with their XProtect platform, and resellers provide further innovation through technology integration and development of solutions.

This gives customers a wealth of choices when looking at implementation, and widens the scope of potential use cases, so ensuring clear-cut communication with their resellers and distributors becomes even more paramount for delivering value to customers.

At the Milestone Integration Platform Symposium, we sat down with Milestone Systems South Pacific country manager Jordan Cullis and regional channel director Angelo Salvatore.

We discussed how they are faring in A/NZ as well as what things like AI and IoT mean for the future of the surveillance industry.

How important is the A/NZ market for Milestone?

Cullis: A/NZ has traditionally been a huge part of Milestone's business and obviously it will continue to represent a significant portion of that. It’s where we have our largest on-the-ground footprint and we’ve been putting significant investment into new verticals where we haven’t been particularly strong in the past.

Salvatore: When you look at the A/NZ market, it’s definitely maturing and the channel in the region has now stabilized. Our channel partner programs and the structure of the channel in that space have solidified to a point where we’re now looking at building that skill base so we can grow the market further. As much as I love the technology that we have available, if we didn’t have the channel to execute it, we would not be able to deliver on our brand promise.

With Jordan now on board, our Australian channel is in a good position to extend their reach in terms of new distribution partners and specialised reseller’s who deliver valuable solutions to the end client.

How is the channel expanding in A/NZ?

Cullis: The channel has just recently undergone a significant expansion, as we have just appointed a new distributor in CSD. That’s a big change for us, as their reach and their strength in the market is something that we’re really going to leverage moving forward. When we’re talking about integration partners - or resellers as we call them - we’re always looking for businesses that are a little more dynamic and looking to ‘create an intelligent world’.

How would you describe Milestone’s approach to market?

Cullis: Milestone really approaches the market from a thought leadership position, as we tend to view our platform as a launching pad, not an end-game. By delivering a Milestone VMS, what we’re offering our customers is the ability to develop and evolve an ecosystem of products over a period of time, allowing them to dynamically solve their business problems as they become apparent.

For example, we’ve been particularly successful in retail over the last few years, with many customers that have started out with relatively small solutions who have been able to grow those solutions out.

Salvatore: Moving forward, our CTO has said that 50% of all information coming into our system is probably not going to be video in the next 5 - 10 years and we have to prepare for that. Having the technology available to the channel will allow our partners to be able to upskill and change the way they do business.

We really push the idea to partners that they need to assess their business to really determine whether they’re maximising the opportunity they have with Milestone on an open platform.

On another note, one way I explain our market approach to people who aren’t necessarily from our industry is that 'Milestone is to the surveillance industry what a smartphone is to apps'. So, we provide the platform for all the manufacturers and they can then produce their technology on top of that.

Does A/NZ present any challenges that you don’t see in other markets?

Salvatore: There is a challenge in upskilling our reseller base and providing them with the adequate tools and information to provide value for clients. Looking back 20 or 30 years, the (physical) security market was quite stagnant from a technology perspective, we are now experiencing an exponential shift where there is something new to deal with or learn every day.

The other thing is we have to ensure that our partners are staying relevant to their customer base. Customers are looking for certain solutions, applications and skill sets to make sure their product is relevant. So for us, we’ve spent a lot of time and resources on creating certification programs and support models in order to counteract any brain drain.

How do you see your channel partner program as distinct? How does it deliver value for partners?

Cullis: Being quite new to the job, it’s been interesting to come into a business with a clearly structured and defined program for the reseller network beyond the distribution layer. We do have a very strong program in place which gives people very clear metrics about what we expect from them and - more importantly - what they can get back from us.

Resellers also have a very clear layer of communication with all of the distribution networks, enabling them the flexibility to buy from whoever they feel is most appropriate at the time. It’s a very well-rounded program that gives everyone the clarity they need to execute their business with absolute confidence.

Salvatore: Furthermore, the program rewards loyalty and participation. If they do take up the training and certifications that we offer, we acknowledge that and show that to customers. This gives a trust factor back to the end customer, so they can be assured that the company they’re dealing with has done the certified training.

Just picking up on that a bit, do you think there are issues around clarity in the wider channel space when we’re talking about partner programs?

Cullis: Absolutely there are. One of the things that most businesses grapple with is the distribution layer, because essentially we’re diluting it by adding more. In this situation, it doesn’t have the same impact because every layer is protected by the program, right down to the end user. That person or company can then have confidence that they’re buying technology at the right price, and have the project delivered to them by certified professionals with the appropriate skill set.

So this program gives clarity at each layer, so that everyone understands their role when it comes to their individual responsibility to the end-user. In the broader market that doesn’t exist. There are very limited cases where that kind of program has been successfully deployed. A lot of people have tried but they’ve had trouble getting it to work.

Are innovations in AI, IoT and Big data causing an explosion of demand for VMS? How will this play out going forward?

Salvatore: Having been a witness to this industry over the last 17 years, the last time this happened was when we transitioned from analogue to IP. That was an exciting period because there was general inertia around it beforehand, however, that was just a single product - it was analogue vs digital. That lifecycle moved on over the years and there hasn’t been the same level of innovation in the industry since.

What we’re seeing today is that next inflexion point, but we’re no longer simply talking about a product technology, we’re talking about an entire industry. From a reseller perspective, they can now go forward in practically any direction they want. They’ve got access to a plethora of tools that will stop the margin drain that’s existed in the industry as the technology has matured.

Cullis: We’re definitely at that inflexion point of creating a genuine Internet of Things. We see ourselves as the platform to accomplish that, as these devices become more readily available and the communication platform becomes standardised.

Related stories
Top stories
Story image
Telstra
Ericsson and Ciena, Telstra enhance service capacity for Telstra's optical network
Ericsson, Telstra, and Ciena have announced new enhancements to Telstra's Next Generation Optical Network, which will increase the service capacity of Telstra's optical network to 400 GE (Gigabit per Second Ethernet).
Story image
Artificial Intelligence
Siemens expands NVIDIA partnership for industrial metaverse
Siemens is expanding its partnership with NVIDIA to enable the industrial metaverse and increase the use of AI-driven digital twin technology.
Story image
Amazon
What brands can expect from Amazon Prime Day in Australia
Amazon Prime Day is the annual two-day shopping event, kicking off this year from July 12-13 and is the global online shopping platform's biggest sales event. 
Story image
Cybersecurity
Delinea’s Joseph Carson recognised with OnCon Icon Award
Delinea chief security scientist and advisory CISO Joseph Carson has been recognised as a Top 50 Information Security Professional in the 2022 OnCon Icon Awards.
Story image
Cloudian
Cloudian, Vertica to deliver on-premise data warehouse platform
"We’re enabling our customers to capitalise on a leading object storage platform and maximise the value of their digital assets.”
Story image
Aspire
NEC expands Open RAN ecosystem with Aspire Tech acquisition
With its agreement to acquire Aspire Technology, NEC Corporation has further increased its capacity to deliver End-to-End Open RAN ecosystems.
Story image
MSP
Video: 10 Minute IT Jams - An update from CyberArk
Olly Stimpson joins us today to discuss the importance of MSP programmes and how MSP partners are experiencing success with CyberArk.
Story image
Manufacturing
Sutton Tools deploys Infor M3 CloudSuite for manufacturing
Sutton Tools has also implemented the Infor OS cloud operating platform, including Infor Intelligent Open Network and Mongoose.
Story image
Citrix
The best ways to attract young talent during labour shortages
New research from Citrix reveals hybrid working and ventures into the metaverse are top of mind for Gen Z workers.
Story image
Mergers and Acquisitions
SAS acquires Kamakura to propel risk technology innovation
Underscoring SAS growth in the domain-specific solutions space, the acquisition will enable SAS to greatly enhance the breadth of its risk solutions portfolio. 
Story image
Digital Fingerprint
Decline in counterfeit cherries after digital fingerprinting
Reid Fruits says there’s been a dramatic decline in counterfeit products for its cherries over the past three export seasons to Asia because of digital fingerprinting.
Story image
Digital Transformation
Google Cloud launches new Digital Accelerator bundles for Aussie SMBs
The new bundles are designed to help Australian small and medium-sized businesses embrace digital transformation and take their businesses online.
Story image
Macquarie Data Centres
Macquarie deal to pioneer CO2-cutting data centre tech in Australia
Macquarie Data Centres has signed a multi-year deal with ResetData, an Australian first provider using Submer data centre technology. 
Story image
Ransomware
Secureworks reveals new information on BRONZE STARLIGHT threat group
New research from Secureworks has uncovered new information on the Chinese threat group BRONZE STARLIGHT and how they are using targeted ransomware to initiate complicated attacks.
Story image
Cybersecurity
Tech and data’s role in the changing face of compliance
Accenture's study found that 93% of respondents agree or strongly agree new technologies such as AI and cloud make compliance easier.
Story image
Internet of Things
ManageEngine wins big in IDC MarketScape assessment
ManageEngine's Endpoint Central service has been recognised as a leader by IDC MarketScape in several categories including Internet of Things device deployments and UEM software for SMEs.
Productivity
Discover the 5 ways your ERP may be letting you down. Is your current system outdated, difficult to manage, and costing you a fortune?
Link image
Story image
Microsoft
ASI Solutions named finalist of Microsoft Surface Partner of the Year
"ASI Solutions has a strong Microsoft focus, building value by helping customers maximise investment in modern workplace solutions."
Story image
Supply chain
Supply chains continue to be disrupted, enterprises embrace circular economy
“Businesses urgently need to find a solution that can help them to manage this disruption, and transition to a circular economy."
Story image
Hybrid workforce
Why hybrid working is here to stay and how to ace it
Citrix's new report reveals hybrid workers are more productive and engaged at work than their office and completely remote counterparts.
Story image
Accounting
Four factors to consider when choosing the right job accounting solution
Progressive job-based businesses can achieve success by strengthening their ability to quantify every cost attributable to the delivery of an outcome for a customer.
Story image
Review
Hands-on review – CleanMyMac X utility for macOS
We get hands-on with a useful utility that macOS users never thought they needed but probably do.
Story image
Artificial Intelligence
Vectra AI named as AWS security competency partner
Threat detection and response company Vectra AI has announced that it has become an Amazon Web Services Security Competency Partner.
Story image
Artificial Intelligence
Eight top DevSecOps trends to support IT innovation in 2022
The use of DevSecOps practices is growing, as it is increasingly seen as the best way to produce high-quality and secure code. So what are the current trends?
Digital Transformation
Discover the 5 signs your business is ready for a cloud-based ERP. Is your business being left behind as more of your competitors switch to the cloud?
Link image
Story image
Wiise
Four things wholesale distributors need to consider for FY2023
In a post-pandemic world, there are many things for a distribution business to juggle. ERP solutions company Wiise narrows down what companies should focus on.
Story image
Artificial Intelligence
Dynatrace extends automatic release validation capabilities
Dynatrace has extended its platform release validation capabilities to improve user experience at every stage of the software development lifecycle.
Story image
Tech job moves
Tech job moves - Bitdefender, Cohesity, Fortinet & MODIFI
We round up all job appointments from June 27-30, 2022, in one place to keep you updated with the latest from across the tech industries.
Story image
Human Resources / HR
Honeywell launch third RAP in support of Reconciliation Australia
"RAPs provide a framework to leverage their structures and diverse spheres of influence to support the national reconciliation movement."
Story image
Gaming
Sony releases a new gaming gear brand for PC gamers
Sony has unveiled INZONETM, a new gaming gear brand for PC gamers that makes gaming more immersive and offers greater gaming ability.
Story image
Samsung
Monitors are an excellent incentive for getting employees back
The pandemic has taught us that hybrid working is a lot easier than we would’ve thought, so how can the office be made to feel as comfortable as home? The answer could be staring you in the face right now.
Story image
Enterprise Resource Planning / ERP
Five ways your ERP is letting you down and why its time for a change
Wiise explains while moving to a new system may seem daunting, the truth is that legacy systems could be holding your business back.
Story image
State Library of Victoria
State Library of Victoria entrusts Oracle support and security to Rimini Street
“Our finance team are very happy with the support and security that Rimini Street provides, which keeps our assets and our customers secure."
Story image
Public Cloud
Public cloud services revenues top $400 billion in 2021
"For the next several years, leading cloud providers will play a critical role in helping enterprises navigate the current storms of disruption."
Story image
New Relic
New Relic looks to observability market with new partner programme
New Relic has announced the availability of New Relic Partner Stack, an enhanced programme expanding New Relic’s commitment to partners.
Project management
Discover the 4 crucial factors for choosing the right job-costing solution. Is your team struggling to cost jobs and keep projects running on budget?
Link image
Story image
Ransomware
Businesses unprepared to defend against ransomware attacks
Ransomware attacks continue to impact organisations worldwide with high costs, but businesses are still largely unprepared.
Story image
Payroll
How New South Wales state departments achieved cloud migration success
State departments in New South Wales are heading to the cloud to achieve better workflow solutions, and one company is paving the way for their success.
Story image
Cyber Criminal
Identity and access: the fight is on
Blue team defenders are used to protecting our data, applications, and users with access controls and other security mechanisms, which is why attacks like this are especially challenging when they target identity and access control systems.
Story image
Design
Hands-on review: Phillips Hue starter kit
The set-up was one of the simplest I have ever had to do. It is also where the products shine. I was able to connect the bridge, the three lightbulbs and the strip within 10 min.
Story image
Data Protection
Five signs your business is ready to move to the cloud
Many organisations are thinking about moving to the cloud. But what are the signs you are ready, and what are the reasons to move?
Supply chain
Discover the 4 critical priorities for wholesale distribution businesses in FY23. Are you worried about how supply chain issues may affect your business in 2023?
Link image
Story image
Low-code
Appian unveils low-code certification program in Australia
Appian has announced a program to provide the next generation of low-code developers with access to education on the subject and certification to foster career opportunities.
Story image
Online shopping
Consumers want speed, visibility in return for brand loyalty
72% of Australian shoppers want complete online order visibility and 63% are loyal to retailers who deliver goods the fastest.