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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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The physical side of data protection
The physical side of data protection

The impact of the COVID-19 pandemic has accentuated our digital dependency, on a global scale. Data centres have become even more critical to modern society. The processing and storage of information underpin the economy, characterised by a consistent increase in the volume of data and applications, and reliance upon the internet and IT services. Data centres classed as CNI As such, they are now classed as Critical National Infrastructure (CNI) and sit under the protection of the National Cyber Security Centre (NCSC), and the Centre for the Protection of National Infrastructure (CPNI). As land continues to surge in value, data centre operators are often limited for choice, on where they place their sites and are increasingly forced to consider developed areas, close to other infrastructures, such as housing or industrial sites. Complex security needs One misconception when it comes to data centres is that physical security is straightforward One misconception when it comes to data centres is that physical security is straightforward. However, in practice, things are far more complex. On top of protecting the external perimeter, thought must also be given to factors, such as access control, hostile vehicle mitigation (HVM), protecting power infrastructure, as well as standby generators and localising security devices to operate independently of the main data centre. Face value How a site looks is more important than you may think. Specify security that appears too hostile risks blatantly advertising that you’re protecting a valuable target, ironically making it more interesting to opportunistic intruders. The heightened security that we recommend to clients for these types of sites, include 4 m high-security fences, coils of razor wire, CCTV, and floodlighting. When used together in an integrated approach, it’s easy to see how they make the site appear hostile against its surroundings. However, it must appear secure enough to give the client peace of mind that the site is adequately protected. Getting the balance right is crucial. So, how do you balance security, acoustics and aesthetics harmoniously? Security comes first These are essential facilities and as a result, they require appropriate security investment. Cutting corners leads to a greater long-term expense and increases the likelihood of highly disruptive attacks. Checkpoints Fortunately, guidance is available through independent accreditations and certifications, such as the Loss Prevention Certification Board’s (LPCB) LPS 1175 ratings, the PAS 68 HVM rating, CPNI approval, and the police initiative - Secured by Design (SBD). Thorough technical evaluation and quality audit These bodies employ thorough technical evaluation work and rigorous quality audit processes to ensure products deliver proven levels of protection. With untested security measures, you will not know whether a product works until an attack occurs. Specifying products accredited by established bodies removes this concern. High maintenance Simply installing security measures and hoping for the best will not guarantee 24/7 protection. Just as you would keep computer software and hardware updated, to provide the best level of protection for the data, physical security also needs to be well-maintained, in order to ensure it is providing optimum performance. Importance of testing physical security parameters Inspecting the fence line may seem obvious and straightforward, but it needs to be done regularly. From our experience, this is something that is frequently overlooked. The research we conducted revealed that 63% of companies never test their physical security. They should check the perimeter on both sides and look for any attempted breaches. Foliage, weather conditions or topography changes can also affect security integrity. Companies should also check all fixtures and fittings, looking for damage and corrosion, and clear any litter and debris away. Accessibility When considering access control, speed gates offer an excellent solution for data centres. How quickly a gate can open and close is essential, especially when access to the site is restricted. The consequences of access control equipment failing can be extremely serious, far over a minor irritation or inconvenience. Vehicle and pedestrian barriers, especially if automated, require special attention to maintain effective security and efficiency. Volume control Data centres don’t generally make the best neighbours. The noise created from their 24-hour operation can be considerable. HVAC systems, event-triggered security and fire alarms, HV substations, and vehicle traffic can quickly become unbearable for residents. Secure and soundproof perimeter As well as having excellent noise-reducing properties, timber is also a robust material for security fencing So, how do you create a secure and soundproof perimeter? Fortunately, through LPS 1175 certification and CPNI approval, it is possible to combine high-security performance and up to 28dB of noise reduction capabilities. As well as having excellent noise-reducing properties, timber is also a robust material for security fencing. Seamlessly locking thick timber boards create a flat face, making climbing difficult and the solid boards prevent lines of sight into the facility. For extra protection, steel mesh can either be added to one side of the fence or sandwiched between the timber boards, making it extremely difficult to break through. A fair façade A high-security timber fence can be both, aesthetically pleasing and disguise its security credentials. Its pleasant natural façade provides a foil to the stern steel bars and mesh, often seen with other high-security solutions. Of course, it’s still important that fencing serves its primary purposes, so make sure you refer to certifications, to establish a product’s security and acoustic performance. Better protected The value of data cannot be overstated. A breach can have severe consequences for public safety and the economy, leading to serious national security implications. Countering varied security threats Data centres are faced with an incredibly diverse range of threats, including activism, sabotage, trespass, and terrorism on a daily basis. It’s no wonder the government has taken an active role in assisting with their protection through the medium of the CPNI and NCSC. By working with government bodies such as the CPNI and certification boards like the LPCB, specifiers can access a vault of useful knowledge and advice. This will guide them to effective and quality products that are appropriate for their specific site in question, ensuring it’s kept safe and secure.

Data explosion: Futureproofing your video surveillance infrastructure
Data explosion: Futureproofing your video surveillance infrastructure

Video surveillance systems are producing more unstructured data than ever before. A dramatic decrease in camera costs in recent years has led many businesses to invest in comprehensive surveillance coverage, with more cameras generating more data. Plus, advances in technology mean that the newest (8K) cameras are generating approximately 800% more data than their predecessors (standard definition). Traditional entry-level solutions like network video recorders (NVRs) simply aren’t built to handle massive amounts of data in an efficient, resilient and cost-effective manner. This has left many security pioneers grappling with a data storage conundrum. Should they continue adding more NVR boxes? Or is there another, better, route? Retaining video data In short, yes. To future proof their video surveillance infrastructure, an increasing number of businesses are adopting an end-to-end surveillance architecture with well-integrated, purpose-built platforms for handling video data through its lifecycle. This presents significant advantages in terms of security, compliance and scalability, as well as unlocking new possibilities for data enrichment. All of this with a lower total cost of ownership than traditional solutions. Security teams would typically delete recorded surveillance footage after a few days or weeks Previously, security teams would typically delete recorded surveillance footage after a few days or weeks. However, thanks to increasingly stringent legal and compliance demands, many are now required to retain video data for months or even years. There’s no doubt that this can potentially benefit investigations and increase prosecutions, but it also puts significant pressure on businesses’ storage infrastructure. Data lifecycle management This necessitates a more intelligent approach to data lifecycle management. Rather than simply storing video data in a single location until it’s wiped, an end-to-end video surveillance solution can intelligently migrate data to different storage platforms and media as it ages. So, how does this work? Video is recorded and analysed on a combination of NVR, hyperconverged infrastructure (HCI) and application servers. Then, it’s moved to resilient file storage for a pre-determined period, where it can be immediately retrieved and accessed for review. Finally, based on policies set by heads of security, data is moved from file storage to highly secure, low-cost archive storage such as an object, tape or cloud. Data is moved from file storage to highly secure, low-cost archive storage Long-term storage This process is known as tiering. It allows businesses to use reliable, inexpensive long-term storage for most of their data, whilst still enabling security pioneers to retrieve video data when the need arises, such as during a compliance audit, or to review footage following a security breach. In a nutshell, it offers them the best of both worlds. Scaling your video surveillance infrastructure can be a headache. Businesses that rely on NVRs – even high-end units with 64 or even 96 hard drives – are finding themselves running out of capacity increasingly quickly. In order to scale, security pioneers then have to procure new boxes. With NVRs, this inevitably involves a degree of guesswork. Should they go for the largest possible option, and risk over provisioning? Or perhaps a smaller option, and risk running out of capacity again? Common management console Security pioneers can easily add or remove storage capacity or compute resources – separately or together As businesses add new cameras or replace existing ones, many end up with inadequate surveillance infrastructure made up of multiple NVR boxes along with several application servers for running other surveillance functions such as access control, security photo databases, analytics, etc. This patchwork approach leaves security pioneers scrambling for capacity, maintaining various hardware footprints, repeating updates and checks across multiple systems, and taking up valuable time that could be better spent elsewhere. By contrast, flexible HCI surveillance platforms aggregate the storage and ecosystem applications to run on the same infrastructure and combine viewing under a common management console, avoiding ‘swivel chair’ management workflows. Plus, they offer seamless scalability. Security pioneers can easily add or remove storage capacity or compute resources – separately or together. Data storage solutions Over time, this ensures a lower total cost of ownership. First and foremost, it removes the risk of over provisioning and helps to control hardware sprawl. This in turn leads to hardware maintenance savings and lower power use. Many security pioneers are now looking beyond simple data storage solutions for their video surveillance footage. Meta tags can provide context around data, making it easier to find and access when needed Instead, they’re asking themselves how analysing this data can enable their teams to work faster, more efficiently and productively. Implementing an end-to-end video surveillance architecture enables users to take advantage of AI and machine learning applications which can tag and enrich video surveillance data. These have several key benefits. Firstly, meta tags can provide context around data, making it easier to find and access when needed. Object storage platform For instance, if security teams are notified of a suspicious red truck, they can quickly find data with this tag, rather than manually searching through hours of data, which can feel like looking for a needle in a haystack. Plus, meta tags can be used to mark data for future analysis. This means that as algorithms are run over time, policies can be set to automatically store data in the right location. For example, if a video is determined to contain cars driving in and out of your premises, it would be moved to long-term archiving such as an object storage platform for compliance purposes. If, on the other hand, it contained 24 hours of an empty parking lot, it could be wiped. These same meta tags may be used to eventually expire the compliance data in the archive after it is no longer needed based on policy. Video surveillance architecture Continuing to rely on traditional systems like NVRs will fast become unsustainable for businesses Even if your organisation isn’t using machine learning or artificial intelligence-powered applications to enhance your data today, it probably will be one, three, or even five years down the line. Implementing a flexible end-to-end video surveillance solution prepares you for this possibility. With new advances in technology, the quantity of data captured by video surveillance systems will continue rising throughout the coming decade. As such, continuing to rely on traditional systems like NVRs will fast become unsustainable for businesses. Looking forward, when moving to an end-to-end video surveillance architecture, security pioneers should make sure to evaluate options from different vendors. For true futureproofing, it’s a good idea to opt for a flexible, modular solution, which allow different elements to be upgraded to more advanced technologies when they become available.

How can the security industry provide affordable and cost-effective solutions?
How can the security industry provide affordable and cost-effective solutions?

Cost is a reality to be managed. No matter how powerful or desirable a technology may be to a customer, the sale often comes down to the basic question: Can I afford it? And affordability extends not just to the purchase price, but to the cost of technology over its lifespan. In addition to advances in technology capabilities, the security industry has also achieved inroads to make its offerings more worth the cost. We asked this week’s Expert Panel Roundtable: What is the physical security industry doing to make more affordable and cost-effective technology solutions for end users?