“Milestone’s merger with Canon’s BriefCam and Arcules will lead to AI-driven video analytics innovations.”: Alvin Chia, Director – Business & People Support, Asia Pacific, Milestone Systems

In an exclusive conversation with CXO News and APAC News Network, Alvin Chia, Director – Business & People Support, Asia Pacific, Milestone Systems highlights the increasing integration of AI and analytics in video surveillance.

What are the solutions and services that are today available from the Milestone portfolio in India today?

Milestone Systems develops and sells video management software (VMS) and analytics to use in and beyond security all over the world. The technology is used across many industries and sectors, from law enforcement, airports and hospitals to hotels and smart city management.

Milestone is an independent company in the Canon Group, Europe’s leading provider of data-driven video technology and the second largest worldwide. Milestone make cities, businesses and public spaces safer and more secure.

Milestone Systems offers a range of solutions and services in India, primarily focusing on video management and surveillance technologies, analytics and cloud solutions.

In 2024, Milestone merged with Canon-owned BriefCam and Arcules, bringing together expertise in video management software (VMS), innovative video analytics and cloud solutions. The decision to merge the companies was driven by a shared vision to deliver intelligent, data-driven video technology that empowers customers to make better decisions and optimize their operations.

The portfolio includes:

• Video Management Software (VMS): Milestone provides the world leading robust open-VMS platform – XProtect – that integrates with a wide range of devices (over 11,000), ensuring flexibility and avoiding vendor lock-in. The XProtect platform is used across various sectors, including manufacturing, data centers, and critical infrastructure​

• Video Analytics: One of the core innovations within Milestone’s offering is AI driven video analytics, which allows organizations to convert video footage into actionable insights. The BriefCam analytics is designed to optimize operations, enhance customer experiences, and support business strategies beyond just security​
• Smart City Solutions: Milestone’s technology is playing an important role in the development of smart city initiatives, particularly for urban security and operational efficiency​
• Cloud-based Solutions:Arcules VSaaS Cloud Security is our plug-and-play, scalable cloud video management system, best suited to small- and medium-sized businesses and multisite operations. Arcules can monitor sites remotely across devices with real-time notifications. In addition, Milestone’s cloud includes a hybrid combination of Arcules and XProtect, and a private cloud solution based on AWS (Amazon Web Services) Milestone also adapts its solutions to local infrastructure needs, including considerations for stable internet connectivity and power supply.
• Enterprise & Government Solutions: Milestone is expanding its footprint in India, catering to both enterprise and government sectors, with tailored solutions for a variety of industries. ​
• Healthcare Solutions: Milestone Systems is actively contributing to the healthcare sector by integrating video management and analytics to enhance patient safety, streamline operations, and improve overall security in hospitals and medical facilities. The technology helps monitor critical areas, manage crowd control, and support compliance with healthcare regulations.

What are the use cases of Video Management Software in Indian urban infrastructure, healthcare and security sectors?

Overall, Video Management Software and Analytics are enhancing safety, operational efficiency, and data-driven decision-making across urban, healthcare, and security sectors in India.

Driven by artificial intelligence (AI) modern video technologies also enables automation in monitoring and decision-making, such as detecting unusual behavior and triggering immediate alerts

Urban Infrastructure:

• Smart Cities: Video Management Software is the heart in managing urban security and optimizing city services. In smart city projects, Milestones VMS provides a stable platform to monitor traffic flow, manages public transport systems, and enhances citizen safety through real-time surveillance​
• Traffic and Incident Management: With analytics hosted on Milestones VMS wehelp analyze traffic patterns, manage congestion, and track incidents like accidents, which improves urban mobility and response times​
• Public Safety Monitoring: Video technology can enhancethe safety of public spaces such as markets, train stations, and airports by providing surveillance for crowd control and faster emergency responses​

Healthcare Sector:

• Patient and Facility Safety: Hospitals use VMS to monitor critical areas like ICUs and operating rooms to ensure patient safety and protect staff and visitors​
• Asset and Equipment Management: VMS helps track valuable medical equipment, ensuring their security and availability for use​
• Regulatory Compliance: Video surveillance assists healthcare providers in meeting safety standards and ensures privacy protection in sensitive areas​

Security Sector:

• Critical Infrastructure Protection: A reliable and robust Video Management Software is vital in securing critical infrastructure, such as power plants and data centers, controlling the camera surveillance and enabling rapid response​.
• Emergency Response and Public Safety: VMS supports law enforcement by providing a stable and fast platform for real-time video feeds for quicker emergency responses and investigation assistance​
• Access Control Integration: VMS integrates with access control systems, allowing the monitoring of restricted areas and supporting security audits​

How would you assess the vertical wise traction of VMS today in India?

The vertical-wise traction of Video Management Software (VMS) in India has been growing significantly, particularly in key sectors such as smart cities, transportation, healthcare, and retail. India has seen increasing adoption of IP-based video security systems, as organizations seek more efficient and scalable solutions for security and management.

• Smart Cities and Public Infrastructure: The XProtect Video management software(VMS) has been instrumental in the development of smart cities in India, with applications in traffic management, surveillance, and public safety. VMS in urban infrastructure has contributed to the efficient monitoring of public spaces and critical assets, such as airports, train stations, and highways.
• Transportation and Security: In sectors like public transportation and law enforcement, VMS plays a critical role in monitoring and ensuring the safety of commuters and public spaces. Milestone Systems has successfully implemented VMS solutions for airports and police departments, where real-time monitoring and data security are paramount​.
• Healthcare Sector: The healthcare sector in India is increasingly leveraging VMS to enhance patient safety, protect sensitive areas such as pharmacies and ICUs, and ensure the security of hospital premises. Advanced VMS solutions with AI capabilities and analytics are also being used to monitor patient flow, prevent theft, and provide real-time alerts for emergencies.
• Retail and Enterprise Security: The retail sector in India is increasingly using video technology to enhance security and customer experiences. In enterprise environments, Milestones XProtect supports a range of applications from monitoring staff to tracking security incidents in large facilities​

As VMS technology continues to evolve with advancements in AI, analytics and cloud computing, its adoption is expected to increase across various sectors, driven by the need for advanced security solutions and data-driven insights. This growth is reflective of the broader trend in India’s shift towards integrated, IP-based surveillance systems.

What are the unique differentiators of Milestone over other video surveillance competitors?

Scalability and customization

• With XProtect Milestone provide a truly open Video Management Software platform, allowing seamless integration with a wide range of cameras, devices, and third-party solutions, ensuring maximum scalability and customization for diverse needs. Most othercompetitors offer moreclosed systems that limit integration capabilities
• Milestone offers solutions that scale effortlessly, from small setups to enterprise-level deployments, ensuring businesses of all sizes can rely on the same high-performance software.
• Features a highly customizable user interface that allows users to tailor their experience for specific workflows, improving operational efficiency.
• Milestone also adapts its solutions to local infrastructure needs, including considerations for stable internet connectivity and power supply.

Cloud Solutions

• With Arcules Cloud Security Milestone offers a plug-and-play, scalable cloud video management system, best suited to small- and medium-sized businesses and multisite operations.
• Arcules can monitor sites remotely across devices with real-time notifications. In addition, Milestone’s cloud includes a hybrid combination of Arcules and XProtect, and a private cloud solution based on AWS (Amazon Web Services)

Advanced AI and Analytics Integration:

• Milestone is still an open platform, enabling advanced AI-driven analytics, from facial recognition to behavioral analysis, directly within the platform, offering smarter surveillance capabilities.

Strong Focus on Cybersecurity:

• Milestone implements robust built-in cybersecurity measures, such as encryption, secure remote access, and multi-layered authentication, ensuring data safety and compliance.

Partner-driven innovation

• Unlike many other companies relying mostly on internal development for updates and featuresMilestone has an active community of technology partners and developers contributing to the Milestone Marketplace, fostering constant innovation and access to cutting-edge tools.

Exceptional Customer Support and Training:

• Milestoneoffers extensive global customer support and dedicated training programs like Milestone Learning to empower users and ensure effective implementation.

What are the current functions of the Experience Center in Bangalore? How would you measure its success till date?

The Milestone Experience Center in Bangalore serves several key functions, focusing on showcasing advanced video and sensor technologies beyond traditional surveillance. It is designed to offer interactive experiences for partners and customers to explore innovative solutions such as data-driven analytics, industrial automation, and safety enhancements in healthcare, transportation, and manufacturing.

Key Functions:

• Technology Demonstration:

• • Features tools like heatmapping for optimizing manufacturing and data centers, crowd management systems for public spaces, and AI-powered analytics for transportation systems.
  • Demonstrates Arcules, Milestones cloud-based Video Surveillance as a Service (VSaaS) platform compatible with over 25,000 devices​

• Training and Collaboration:
  • Acts as a hub for educating clients on integrating video technologies with third-party applications, fostering collaboration with partners across industries​
• Industry-Specific Applications:
  • Showcases applications tailored for smart cities, critical infrastructure, and other verticals, highlighting solutions for cost optimization and operational efficiency​

Measuring Success:

The success of the Experience Center can be evaluated through:

• Customer Engagement:
  • Number of visitors and organizations utilizing the facility for demonstrations and training.
  • Growth in partnerships or client acquisitions attributed to the center.
• Technological Adoption:
  • Uptake of featured solutions like Arcules Cloud among Indian enterprises.
  • Feedback on the applicability and impact of demonstrated technologies.
• Market Impact:
  • Milestone’s growth in the Indian market as a result of awareness and education efforts through the center​

The Experience Center aligns with India’s “Viksit Bharat 2047” initiative, supporting technological and industrial advancements to enhance productivity and economic growth​.

What are the key pillars on which Milestone’s GTM strategy rests in India? What are some of the key initiatives undertaken this strategy?

Milestone Systems’ go-to-market (GTM) strategy in India focuses on several key pillars designed to expand its footprint and address the growing demand for advanced video surveillance solutions. These pillars include:

• Vertical-Specific Focus: Milestone targets critical industries such as smart cities, transportation (airports and public transit), data centers, retail, and critical infrastructure. These verticals are seen as high-growth areas with increasing adoption of modern and AI driven IP-based surveillance systems.
• Partner-Driven Ecosystem: Milestone operates through a two-tier channel model, collaborating closely with integrators, resellers, and technology partners to deliver customized solutions. The open-platform approach facilitates integration with a variety of hardware and software technologies, fostering innovation.
• Innovative Technology Offerings: Key initiatives include the launch of products like Arcules, a cloud-based video management solution tailored for organizations with limited IT resources. Milestone also regularly updates its software development tools to enhance system integration and scalability.
• Localized Investments: The company has expanded its operations in Bangalore with an Experience Center showcasing solutions for automation, data analytics, and public safety. This serves as a hub for customer engagement and tailored solution demonstrations, aligning with India’s focus on infrastructure modernization and smart cities.
• Sustainability and Data Security: Milestone actively supports open standards and initiatives like the Open Security & Safety Alliance (OSSA), emphasizing secure and interoperable solutions that meet evolving regulatory and data protection requirements​

Key initiatives include:

• Deployment in smart city projects, public transportation, and manufacturing automation.
• Development of a robust marketplace for partners and end-users to explore and implement solutions.
• Investments in workforce and infrastructure to better support Indian customers and partners​

This strategy positions Milestone as a leading player in India’s video surveillance market, with a focus on innovation, scalability, and collaboration to support diverse industry needs.

What is the overall channel structure that Milestone currently follows in India? What are the dynamics of some of these partnerships?

Milestone Systems’ go-to-market (GTM) strategy in India focuses on several key pillars designed to expand its footprint and address the growing demand for advanced video surveillance solutions. These pillars include:

• Vertical-Specific Focus: Milestone targets critical industries such as smart cities, transportation (airports and public transit), data centers, retail, and critical infrastructure. These verticals are seen as high-growth areas with increasing adoption of modern IP-based surveillance systems.
• Partner-Driven Ecosystem: Milestone operates through a two-tier channel model, collaborating closely with integrators, resellers, and technology partners to deliver customized solutions. The open-platform approach facilitates integration with a variety of hardware and software technologies, fostering innovation.
• Innovative Technology Offerings: Key initiatives include the products like Arcules, a cloud-based video management solution tailored for organizations with limited IT resources. Milestone also regularly updates its software development tools to enhance system integration and scalability.
• Localized Investments: The company has expanded its operations in Bangalore with an Experience Center showcasing solutions for automation, data analytics, and public safety. This serves as a hub for customer engagement and tailored solution demonstrations, aligning with India’s focus on infrastructure modernization and smart cities.
• Sustainability and Data Security: Milestone actively supports open standards and initiatives like the Open Security & Safety Alliance (OSSA), emphasizing secure and interoperable solutions that meet evolving regulatory and data protection requirements​

Key initiatives include:

• Deployment in smart city projects, public transportation, and manufacturing automation.
• Development of a robust marketplace for partners and end-users to explore and implement solutions.
• Investments in workforce and infrastructure to better support Indian customers and partners​

This strategy positions Milestone as a leading player in India’s video security market, with a focus on innovation, scalability, and collaboration to support diverse industry needs.

Milestone Systems in India follows a structured channel strategy to drive its video management software (VMS), analytics and cloud solutions. Its channel structure is primarily a two-tier model that includes distributors and resellers, supported by a robust partner program tailored for system integrators, solution providers, and security specialists.

Key Dynamics of the Channel Structure:

• Three-Tier Partner Model:
  • Authorized Partners: Entry-level with access to foundational resources.
  • Advanced Partners: Provide enhanced solutions with certifications and access to the full Milestone portfolio.
  • Premier Partners: Highly skilled and certified partners collaborating on strategic business plans, receiving top-tier support and incentives​
• Partner Enablement:
  • Training and certification programs, such as the Milestone Certified Design Engineer (MCDE) and Integration Technician (MCIT), ensure high competence among partners.
  • Resellers benefit from resources like demonstration licenses, marketing support, and technical assistance​
• Focus on Key Projects and Verticals:
  • Milestone’s Indian channel partners are engaged in strategic initiatives like smart city projects, IT/ITeS, retail, and transportation. Collaborative efforts, like the Kolkata Smart City surveillance, highlight Milestone’s role in leveraging advanced technology through channel partnerships​
• Local Support and Expansion:
  • Milestone has invested in local infrastructure, including customer experience centers and expanded workspaces in Bangalore, to support partner communities and ensure efficient service delivery​

This ecosystem empowers Milestone’s partners to deliver scalable and customized VMS solutions while maintaining a customer-centric approach.

What are going to be the key focus areas for Milestone in the next few quarters?

• Milestone Systems’ key focus areas for the upcoming quarters revolve around several strategic initiatives aimed at expanding its market presence, embracing technological advancements, and addressing customer needs. Notably, Milestone is integrating Artificial Intelligence (AI) and video analytics to enhance data-driven insights and improve overall security solutions​
• MIlestone plans to continue growing in high-demand sectors, particularly healthcare and hospitality, while reinforcing the commitment to “Responsible Technology.” This initiative aims to ensure that their technology serves humanity ethically and responsibly​
• Milestone is also looking to expand its partner ecosystem, with a particular focus on strengthening relationships with resellers, distributors, and technology partners to foster innovation and grow its presence in key industries​

Additionally, AI’s role in transforming security systems with more advanced analytics will remain central. These initiatives are part of Milestone’s goal of maintaining its leadership in datadriven video technology while fostering a future of bothresponsibility and market expansion.

Rajneesh De, APAC News Network