Milestone Systems, the global company for open platform IP video management software (VMS), continues to ensure ongoing expansions in its personnel. Milestone has a keen focus on supporting the success of its partner community, so the last several months have been busy with hiring new people to the company and rewarding well-deserved internal upward career moves. Some earlier ‘family members’ who had spread their wings to other areas of the industry have also returned to the Milestone home to ply their broadened expertise.


Jennifer Hones has rejoined Milestone as the Western Region Key Account Manager. She was at Milestone from 2010-2015, then moved to Vicon as National Distribution Manager and National Account Manager, and on to Dahua as Enterprise Business Development Manager. In her new Milestone role, she assists partners in the management and growth of principal end user accounts, establishing Milestone in A&E firms focused on Fortune 500 companies and strategic vertical markets, and key community partner relationships.

Jennifer is a graduate of Stanford University with a BA in International Relations and an MA in Sociology. She was a starting guard for the Stanford women’s basketball team, playing in two NCAA national title games. Her competitiveness, experience, organisation, and the relationships she has within the organisation and industry are a winning combination!

Will Ramsay also is welcomed back to Milestone as the Channel Business Manager for the Gulf territory, where his contributions in his earlier 5-year tenure were greatly appreciated. In this newly created region - which includes the states of AL, MS, TN and KY - Will returns knowing the customer base and the end users very well.

He brings 20 years of industry experience to this position, having held high-level sales roles at rep firm Murphy & Cota, integrator at North American Video and distributor at ADI. He holds a master’s degree from Mississippi State University and resides in Memphis.

Andrei Junqueira is now the Milestone Channel Business Manager for Brazil

New hires

Andrei Junqueira is now the Milestone Channel Business Manager for Brazil. He spent almost 10 years with Axis Communications in sales and business development, where his latest position was as Sales Manager for South America. At Axis, he leveraged his leadership, strategic thinking and sales focus to build territories, increase the number of channels and partners, and shape the long-term sales growth path in the region.

He rose from earlier engineering positions at Verint and Johnson Controls, gaining extensive experience with VMS and integrations with Building Management Systems, Access Control and HVAC. Andrei graduated with a Master’s in Business Administration for IT in Robotics Engineering at University of Brasilia.

Aaron Hallmark is the Milestone Channel Business Manager for the new Mid-South territory. He brings substantial knowledge of the security industry. He began as a technician with Connections 21 before moving to Dowley Systems, a large systems integrator, as a technician, Account Executive and General Manager.

After some time as a Regional Sales Manager with Pivot3, Aaron founded his own integration company, RFIP, sold after 7 successful years to Orion Systems, where he spent the last 15 months as their Strategic Project Business Manager. Aaron has served in the US Army where he achieved the rank of Section Platoon Sergeant for the 145th Calvary. He is based in Norman, Oklahoma.

Dan Viotto has joined the Americas team as Channel Business Manager in the newly aligned Southwest Territory: San Diego, Las Vegas (Clark County) and Arizona

Security and internet analytics experts

Dan Viotto has joined the Americas team as Channel Business Manager in the newly aligned Southwest Territory: San Diego, Las Vegas (Clark County) and Arizona. He comes from Knight Security, a large multi-site Milestone Partner in Texas, where he was a Sales and Marketing Manager.

Dan’s professional roles included Director of Channel Partner Development, VP of Operations and Business Development and Managing Partner, with experience in the security, internet analytics and B2B consulting industries for a track record of revenue growth through personnel and process development. He is a graduate of UCLA with a BA in Political Science and will live in San Diego.

Dave Loyer is the new Milestone Channel Business Manager for the Great Lakes territory. He has 25 years of security experience in operations, sales and service, including Infinite Technologies LLC in Detroit, a Milestone Gold Partner, where he managed projects with security and surveillance integrations.

Dave achieved multiple security certifications, notably as a Milestone Certified Integration Technician, and he holds a Mechanical Design (CAD) Associates degree from Owens Community College. He has been a long-time Milestone advocate, affected particularly by two projects he managed. The first was a big city Medical Center; the second was a County Community College, which involved Milestone XProtect open platform VMS integrated with Platesmart license detection and Herta facial recognition. Dave will be working from Toledo, Ohio, also coaching his kids’ baseball and hockey teams.

JJ Jadali is the Milestone Channel Business Manager for the new Mid-Atlantic territory

LPR and facial recognition technology experts

JJ Jadali is the Milestone Channel Business Manager for the new Mid-Atlantic territory, backfilling Walter Coady who was promoted to Federal Key Account Manager. JJ has significant experience in the security industry, most recently as Business Development Executive with Genesis Security Systems, recently purchased by Convergint Technologies.

He developed corporate security technology programs dedicated to protecting large organisations and their assets for companies like McCormick, Meritus Health, and Fannie Mae. Other roles included Business Development Manager at S2 Security where he managed the highest revenue-generating territory. He also worked at Brivo, developing enterprise accounts such as, AMD and United Rentals. He holds an MBA from Seton Hall University, and now resides in Rockville, Maryland.

A new Solutions Engineer, Alexander Laffrenier, is based in Toronto, Ontario. Alex worked for seven years at iView Systems as a Sales Engineer. He has done many technical demonstrations and worked with video analytics such as LPR from Genetec and Facial Recognition from Cognitec. Previously, he worked as a Network Engineer for Vitran Logistics.

Michael Gonzales is now a Milestone Solutions Engineer in Presales for the US and Canada

Video, ACS and intrusion systems’ professional

Michael Gonzales is now a Milestone Solutions Engineer in Presales for the US and Canada. He came from LINX LLLP, a low voltage integrator for structured cabling, audio/video, DAS and security, where he was Engineering Manager – Security, leading the engineering team in design, permits, estimates and implementation of video, ACS, intrusion and intercom systems.

Prior to that he was Sales/Project Manager at Sturgeon Electric Co. in the Rocky Mountain region developing security integrations and managing installations. Mike was also the President/CEO at Fort Collins Wintronic, an electronics and networking goods wholesaler.

Kevin Gentry is a new Support Professional in Milestone’s Technical Support Americas. He came from Hewlett Packard where he was a Field Engineer for more than 12 years. Mike Blay has come on board as Sales Support Specialist in the Milestone Partner Services and Sales Support group.

He got his Bachelor of Science in Business Administration and Management at Linfield College, and worked in sales and merchandising at Columbia Sportwear after other positions with retailers Pendleton, Mondelēz International and Big 5. He has also been a floor supervisor at Royal Casino in WA. Russell Gardner has joined Milestone’s Partner Activation team as Sales Development Associate and Lead Qualifier. He comes with over seven years of inside sales, lead and outbound calling expertise that will help channel partners see more success doing business with Milestone.

Jamie Mertz has filled a new role in Milestone as Sales Administrator, assisting the North America Field Sales and Sales Operations with leads, reporting, coordination and prioritising as well being a touch point and liaison between many departments and roles in the region. Stephanie Beale-Marlowe is Milestone’s new Technical Project Manager - a critical role in building the company’s project management practice.

Her focus is closing gaps in large and complex system deployments, ensuring proper risk mitigation, delivering an exceptional customer experience, expediting project deliverables and bringing solid project management discipline to the Americas teams. Stephanie is West coast born and Texas raised, and has been working in Product Management roles for the last 4.5 years.  She has a BA from University of North Texas.

Eric Moe is now Milestone’s Director of Sales North America, in charge of both Field Sales and Inside Channel Management


Eric Moe is now Milestone’s Director of Sales North America, in charge of both Field Sales and Inside Channel Management for alignment under a common reporting line. Eric has been with Milestone since 2013, moving from Director of Sales Operations responsible for Inside Sales, Partner Service and Sales Support, Partner & Business Development.

Earlier he was VP Sales & Operations at Connex International and Security Consultants International following a position as Director of Events at IP Video Security and sales roles at Transcend Communications and Paychex. Eric studied Marketing and Sales at University of St. Thomas in St. Paul, Minnesota.

Amy Hanks has been promoted to Manager, Partner Activation, having worked at Milestone from January 2016 as an Inside Channel Manager (ICM) covering the Southeast and Gulf territories, then taking on ICM responsibilities for the Atlantic territory. In her previous career at Coca-Cola, she managed 35 field employees and was responsible for sales and logistical support.

Her experience in developing, managing and implementing processes, as well as her passion for leadership and sales, make her an excellent fit for the Partner Activation team, where her primary responsibilities include leading the team in renewals and lead generation/development. As a true “Culture Contributor,” Amy has a memorable impact on everyone, bringing positive energy in her work at Milestone.

Danielle Quinones has been promoted from Scheduling Coordinator to Project Coordinator. Dani has been a valuable asset in organising Milestone’s training and professional services processes over the past 2.5 years. Recently, she has taken on additional duties in project management to coordinate activities with high-profile federal customers. Dani has made a significant commitment to studying project management outside of work through various courses and workshops, bringing valuable insight and feedback from her educational endeavors.

Milestone’s reporting systems Pia High is now Marketing Specialist in the Americas Regional Marketing Team

Michael Morgan started with Milestone as a Finance Intern in October 2017 and quickly proved his ability to understand Milestone’s reporting systems and forecasting financial models. He recently finished his Bachelor of Science in Finance from Portland State University in December and in April became a permanent addition to the Americas Finance team as a Financial Analyst.

Pia High is now Marketing Specialist in the Americas Regional Marketing Team. She started with Milestone in 2016 the day after she graduated from Portland State University, as an intern in Partner Service and Sales Support (PSSS) proving to have a great work ethic, organisational skills and disposition that quickly earned her a permanent spot in Milestone. As her degree in Marketing & Advertising suggests, Pia has a passion for marketing, so her skills will be leveraged to continue building a strong brand and marketing presence throughout the region.

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Artificial intelligence: why you should enable deep learning and video analytics
Artificial intelligence: why you should enable deep learning and video analytics

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AI is a timely solution in an age when there is more video surveillance than ever. There are too many cameras and too much recorded video for security operators to keep pace with. On top of that, people have short attention spans. AI is a technology that doesn’t get bored and can analyse more video data than humans. Systems are designed to bring the most important events and insight to users’ attention, freeing them to do what they do best: make critical decisions. Multiple camera streams AI can reduce information overload to enable humans to work with the data more efficiently The video benefits reflect the larger goal of AI to amplify human skills. AI can reduce information overload to enable humans to work with the data more efficiently. Another benefit is faster search, and new systems make searching video as easy as searching the internet. AI enables specific people or cameras to be located quickly across all the cameras at a site. 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3 key security tips for public event planners
3 key security tips for public event planners

Public spaces in cities and suburbs are important places for community development and promoting outdoor recreation. These areas may include main streets, parks, promenades, band shells and fields. Such locations are often utilised by public event planners for community activities, including summer festivals, wintertime ice skating rink installations, music concerts and art fairs. As the year draws to a close, holiday and Christmas markets as well as major New Year’s Eve events, present cities with constant public event security needs. The public nature of these events increases risks of incidents with high-speed vehicles that put attendees in danger. Fortunately, there are three ways for public space managers to prevent casualty-causing collisions and further promote the use of local public areas. Developing an effective action plan    When strategising how to react to an alert, think about what time of the year and time of day the event is occurring It is important to have a plan developed before an incident or accident occurs. Warning systems, utilising doppler radar and digital loop technologies, alert guards to abnormal vehicle velocity changes in the surrounding area. Managers of public areas should organise a meeting with public safety authorities and local agencies to discuss what must immediately occur when a high-speed vehicle is approaching a public event. When strategising how to react to an alert, think about what time of the year and time of day the event is occurring. Having such a reaction plan in place combines technology and strategic planning to ensure everyone is on the same page to effectively target a threat and promote overall event safety. Securing public areas  Ideally, there will be no need to implement a well-conceived action plan. After all, taking preventive measures to secure public areas where events take place is important to keep people safe from accidental vehicle collisions and intentional attacks. Protect attendees by clearly separating pedestrian and vehicle locations using security devices such as – Barricades Portable barriers Bollards Install guard booths  Avoid the risk of vandalism and theft, making sure people are safe when walking back to the cars at night by keeping parking areas illuminated with flood lights. Install guard booths with employees who monitor activity in the parking area and who are prepared to react if an alert is triggered. Furthermore, prevent accidental collisions by clearly marking the parking area with informative warning signs and using barricades to direct traffic. These three tips can be used by public area managers to promote security at the next community event. Additionally, the technologies used to secure an event can also be used as infrastructure for year-round security. Installing gates that shut when the public space is closed or using aesthetically pleasing bollards are steps any public area manager can take to promote community safety.

Choosing your security entrance installation in line with your company culture
Choosing your security entrance installation in line with your company culture

The extensive analysis and discussion preceding any decision to implement a new physical security solution – whether it’s hardware, software or a combination of both – often focuses on technology, ROI and effectiveness. When it comes to deciding what type of security entrances to install at your facility, you will almost certainly also consider the aesthetics of the product, along with throughput and, if you’re smart, you’ll also look into service concerns. Each of these factors has its important place within the evaluation process, and none should be overlooked as they all have a significant effect on how well your entrances will perform once they are installed. Culture influences door solution decisions How significant will the change from current entrances to security entrances be for employees? Still, one additional factor actually trumps everything: if you have not considered your organisation’s culture in choosing a security entrance, you may be missing the most important piece of the puzzle. Culture is a part of every other decision factor when selecting an entry solution. Before you make a decision about what type of entrance to deploy, you need to consider and understand the values, environment and personality of your organisation and personnel. For example, how significant will the change from current entrances to security entrances be for employees? If people are accustomed to simply walking through a standard swinging door with no access control, this will be a culture change. Beyond this, whether you are considering a type of turnstile, a security revolving door or possibly a mantrap portal, simply walking through it will be a significant change as well. Training employees on door security You’ll want to know whether employees have ever used security entrances before. If these types of entrances are in place in another part of the facility, or in a facility they’ve worked in at an earlier time, the adjustment will not be as great as if they’ve never used them at all. Consider, too, how your personnel typically react to changes like this in the organisation or at your facility. They may be quite adaptable, in which case there will be less work to do in advance to prepare them. However, the opposite may also be true, which will require you to take meaningful steps in order to achieve buy-in and train employees to properly use the new entrances. With the increased importance of workplace security, discussing new entrances with  workforces will help maintain a safer environment Communicate through the decision-making process All of this will need to be communicated to your staff, of course. There are a number of ways to disseminate information without it appearing to come down as a dictate. Your personnel are a community, so news about changes should be shared rather than simply decreed. As part of this process, you’ll need to give some thought to the level of involvement you want for your staff in the decision-making process. Finally, do not overlook the special needs among your personnel population. You undoubtedly have older individuals on staff, as well as disabled persons and others who bring service animals to the office. Entrances need to be accessible to all, and you never want to be in the position of having a gap in accessibility pointed out to you by the individual who has been adversely affected. New security entrance installation By communicating early and often with your personnel, you can alleviate a great deal of the anxiety Once you have made the decision about which security entrances to install, training your personnel on how to use the new security entrances – both before and after the installation – will help to smooth the transition. Because workplace security is such a big issue right now, it makes sense to discuss the new entrances in the context of helping to maintain a safer environment. They will prevent violent individuals from entering, decrease theft, and most of all, promote greater peace of mind during the workday. If you can help them take control of their own safety in a responsible way, you have achieved much more than just a compliant workforce. By communicating early and often with your personnel, you can alleviate a great deal of the anxiety and concern that surrounds a significant change in the work environment. Schedule group meetings Consider your employees; what type of communications do they respond best to? A few suggestions to educate staff on the benefits of the new entrances include: Typically, you would communicate a general message 2-3 months in advance and then provide more specific information (for example, impacts to fire egress, using certain entrances during construction) in a follow up message closer to the installation date. Schedule group meetings to: announce the rationale for increased security, share statistics on crime, review the new security changes that are coming, show drawings/photos of the new doors/turnstiles, and show the orientation videos available from the manufacturer. These meetings are an excellent way to work through user questions and directly address any concerns. Once the installation of a new security system is complete, it is a good idea to have an "ambassador" on board to help employees use these new systems Ensure you monitor public areas If you are implementing a lot of new changes, such as a new access control system, new guard service and security entrances, you might consider hosting a ‘security fair’ on a given day and have the selected vendors come for a day with tabletop displays to meet employees and answer questions during their lunch. This could be a great way to break the ice in a large organisation. Make user orientation videos (provided by the manufacturer) available in several ways, for example: Intranet Site Monitors in public areas—lounges, cafeteria, hallways, etc. Send to all staff as email attachments Immediately after installation, once the doors or turnstiles are operational but before they are put into service, train ‘ambassadors’ on how to use the door/turnstile. Have these people monitor and assist employees during peak traffic times. What is the ultimate success of the installation? By communicating clearly and openly with your population you can greatly facilitate adoption and satisfaction If you have thousands of employees, consider dividing them into groups and introduce the new entrance to one group at a time (Group A on Monday, Group B on Tuesday, etc.) to allow a little extra orientation time. Place user education ‘quick steps’ posters next to the door/turnstiles for a few weeks to help employees remember the basic steps and guidelines, e.g., ‘stand in front of the turnstile, swipe badge, wait for green light, proceed.’ Ask your manufacturer to provide these or artwork. While there are always going to be people who are resistant to change, by communicating clearly and openly with your population you can greatly facilitate adoption and satisfaction. Your responsiveness to any issues and complaints that arise during and after the implementation is equally fundamental to the ultimate success of the installation.