3 2 · d e t e k t o r i n t e r n a t i o n a l
the VMS market
"Yes, we are now launching our
Husky. It is a new, simple and
slick plug-and-play NVR. It
comes with preinstalled licences
and is perfect for those inexperi-
enced with installing software."
How do you view the VMS
competition, for example
Genetec?
"We have great respect for all
competition on the market. The
IP technology is on the rise in
many countries. We are different
since we use a lot of the turnover
on R&D. This means that we get
a quick platform development.
Our competitors have other tech-
nological offerings which some
prefer and think are better, with
another set-up and a different
organisation."
Why do you think Milestone
is better?
"Our solution will last both in
the long term and in the short
term. Our database technology
that we have developed ourselves
is unique. Other companies use
generic data bases while we at
Milestone have full insight."
What are the plans for your
platform XProtect?
So Milestone is trying to
achieve a clear profile?
"We want to make it even clearer
what Milestone is all about, and
put focus on our partners to make
it even easier to work with Mile-
stone. We are strengthening the
organisation to get closer to our
partners. It is important to recruit
the best competence. We are
looking for convergence between
security and IT, and to get the best
from both worlds."
Are IT and security far apart?
"Itīs interesting, they are not far
apart at all and more connected
than one would think. The IT
sector joins the security sector
from the network side. While the
security sector is more product
oriented, the IT sector has a differ-
ent perspective where the products
are more secondary."
Why are they converging?
"The IP technology within
security has grown a lot. And
video has become big within the
IT companies since it's something
that demands a lot of bandwidth
and storage."
Is there any other big news
from Milestone?
industry. It is a business I know a
lot about and that will help secure
future growth for Milestone."
How will Milestone continue
to expand?
"We are represented all over the
world but aim to strengthen our
impression further and get closer
to our customers, which are the
distributors, reseller and end users."
How will you achieve that?
"A great deal of the explanation
lies in our ecosystem of partners
that have developed a part of
their solution on our platform.
A lot of the marketing activities
are performed with these partners
and we are going to invest a great
deal this year, for example in our
educational Milestone Partner
Open Platform days. We have an
aggressive communication plan
in the EMEA and we will attend
several security shows."
So 2014 is an important
year for Milestone?
"Yes, we are going all in and there
is a huge interest for Milestone in
many countries. We are well-
known, but we can of course get
even more well-known, both for
partners and customers."
You were the CEO at
ADI Alarm system, what
drew you to Milestone?
"Milestone is a very exciting
company. The open strategy the
company has is both exciting and
unique on the market. The busi-
ness model is based on an open
platform. No matter what you do
you have thousands of companies
that have developed a part of their
security solution on Milestone's
platform. That gives great oppor-
tunities for growth."
What is unique with Milestone?
"The open platform and the fact
that we invest a great deal of the
company's revenues into R&D
and developing our products is
what makes us unique."
How can you strengthen
Milestone?
"I can among other things add
management competence from
the security industry. Many others
here have competence within for
example R&D or IT, while I can
come with input from the security
ThomasLausten,vicepresidentsalesEMEA,MilestoneSystems:
"We are enabling convergence between security and IT"
Thomas Lausten enjoys
a well-known security
profile in both his home
country denmark and
the rest of Scandinavia.
He started his security ca-
reer in 1993 and had for
many years key positions
at both Bewator and Sie-
mens before he became
the CeO of AdI Alarmsys-
tem in 2011. On the 1st
of december last year he
decided to take on a new
role vice president sales
eMeA at the danish VMS
company Milestone Sys-
tems. detektor met with
Thomas Lausten and
asked him some ques-
tions about the move to
Milestone, the VMS mar-
ket and future business
opportunities.
By Henrik Paulsson
Thomas Lausten,
vice president sales
EMEA, Milestone
Systems.