Open platform IP video management firm Milestone Systems has set up subsidiaries in Australia and Spain to support continued long-term business growth in these regions.
Explained Lars Thinggaard, president & CEO, Milestone Systems: “Continuing the planned build-up of our international presence, Milestone is pleased to establish footholds in Australia and Spain. They number 9 and 10 in our growing global coverage with local sales offices.
“In close collaboration with our authorised partner network, these subsidiaries enhance the key customer focus that Milestone provides. With a long-term view to our channel relationships, we work to provide hands-on assistance for our partners and customers. These locations fit into our ongoing expansion strategy for representation in all major markets to give solid support in local languages and time zones.”
Australian foothold
Regional sales manager for Milestone Systems Australia Pty. Ltd., Angelo Salvatore will now run this new subsidiary based out of Melbourne, reporting to Peter Biltsted. His operational territory also covers New Zealand and the South Pacific Islands.
Salvatore is a security industry professional, coming from Alloys International where he helped that company expand win an estimated 20-25 per cent of the IP security market in Australia in 2007, creating and managing a new division called AlloysNVP since 2001.
Salvatore has been selling Milestone software since 2003, as part of the “authorized Milestone Partner eco-system”. He is also trained and certified in the top Milestone products, both XProtect Enterprise and XProtect Corporate, and has garnered a wealth of experience with cameras, networks and hardware related to IP solutions.
Since 2003 Milestone has worked with four major distributors in Australia (Alloys International, ADI, Anixter and Lan1) and in New Zealand with Channel Ten and MPA. These involve over 100 active IP video partners in their combined channels, and more than 60 of these have already been certified in Milestone software.
Peter Biltsted, territory manager for ANZ and MEA at Milestone Systems, said: “Milestone has been growing about 45-50 per cent annually over the past several years in this region. Our biggest project to date is with 1,600 cameras.
“We have our IP video installed in ports, airports, hospitals and many educational institutions, including another big project that will grow beyond 1,000 cameras. We also have a number of integration partners in this region, who have exciting developments going on with Milestone. Our new office here will support all of these initiatives with local expertise and focus.”
Spanish flavour
In Spain, the new Milestone office in Barcelona is to be managed by Nikitas Koutsourais, a Spanish national and experienced security industry businessman, who comes from a position as regional manager Western Europe for Tyco International’s CCTV and access control strategic business unit, where he worked directly with the Iberian market.
In his new role as country manager for Milestone Systems Spain, he will be reporting to Claus Roenning, with a focus on both technical support and sales activities with installing partners in the Iberian region.
Claus Roenning, southern European territory manager for Milestone Systems, said: “The Spanish and Portuguese markets are very interesting for security business because there is strong growth in this sector. In 2006 and 2007, crime rose by 60 per cent in Madrid alone, according to the police.”
“Milestone has translated our products and manuals to Spanish, created a Spanish website, and now open this office to demonstrate our commitment to the area. True local contact and understanding of regional needs are decisive success factors.”