Interview: Borislava Kenarova, Regional Sales Manager, Milestone Systems

a&s Adria: Can you please introduce yourself to our readers, with an emphasis on your business experience and your position at Milestone Systems?

Kenarova: My name is Borislava Kenarova, I am Regional Sales Manager at Milestone Systems responsible for Central and Eastern Europe, CIS and Israel. In May 2025 it will be 9 years since I started working for Milestone Systems. I lead a sales team of 10 experienced professionals who work with our channel partners and end customers in the region. The territory which we cover consists of close to 30 countries. We have also a dedicated team of 4 solution engineers, 2 marketing managers and a technology partner manager who help us strengthen the Milestone Systems position in the region. The teams are based in Sofia, the second biggest office in EMEA where we currently have more than 200 employees.

a&s Adria: Milestone Systems is a leading provider of video technology. According to your latest published Annual Report, Milestone delivered a record-high net revenue of €226 million in 2023, setting a four-year record. In the soon-to-be-published Annual Report for 2024, will these numbers be even higher, and what key factors do you believe are contributing to this growth? What are the unique differentiators of Milestone compared to other video surveillance competitors?

Kenarova: Yes, you are right – the new Annual Report for 2024 is now published and I am proud to share that Milestone has delivered exceptional results in 2024, marked by significant growth in both revenue and earnings. Net revenue rose to DKK 2 billion from DKK 1.7 billion in 2023, reflecting a robust 18.7% increase. This is a doubling of the revenue from 2020.

a&s Adria: Milestone XProtect is at the core of your success. How does its open platform support a wide range of security devices, and what role do its technology partners play in ensuring this extensive compatibility?

Kenarova: Milestone XProtect serves as a foundational element of our success by leveraging an open platform that supports an extensive array of security devices. This open architecture is designed to facilitate seamless integration with a diverse selection of cameras, devices, and top-tier business solutions. By empowering our hardware and software partners, we allow them to expand their business opportunities and develop integrated video solutions that extend beyond traditional security applications.

The role of our technology partners is crucial in ensuring this broad compatibility. Through a two-tier distribution and partner channel model, we create an ecosystem where partners can collaborate and innovate. This model not only enhances the scalability of our solutions but also ensures that we can adapt our business practices to meet the evolving needs of the market and our customers. By connecting our channel and technology partners, we enable them to create best-of-breed video solutions that exemplify the strength of our open platform, ultimately driving better business outcomes for all stakeholders involved.

a&s Adria: Can you explain the key features introduced in Milestone Systems’ latest 2024 R2 update for the XProtect platform, and how the release of XProtect Remote Manager enhances Care Plus subscriptions?

Kenarova: In the 2024 R2 update for the XProtect platform, Milestone Systems has introduced several key features aimed at enhancing the functionality and usability of its Video Management Software (VMS). A standout addition is the XProtect Remote Manager, an online tool designed for both service providers and end-users to effectively monitor and manage multiple XProtect installations from anywhere with an internet connection.

The integration of XProtect Remote Manager into Milestone Care Plus subscriptions significantly enhances the value of this service. Care Plus already provides access to critical security and feature updates, ensuring that the XProtect system remains up-to-date and secure. With the addition of Remote Manager, subscribers can now streamline daily workflows, prioritize tasks more effectively, and access real-time system information, allowing for proactive management of their surveillance systems. This holistic approach not only improves operational efficiency but also strengthens the overall security posture of the installations.

In summary, the 2024 R2 update for the XProtect platform, highlighted by the introduction of XProtect Remote Manager, empowers users with advanced monitoring and management capabilities that enhance the effectiveness of Care Plus subscriptions, ultimately leading to a more secure and efficient surveillance solution.

a&s Adria: Can you provide insights into the strategic reasons behind the merger between Milestone Systems and BriefCam? How do you foresee the integration of BriefCam’s video analytics capabilities with Milestone’s open platform video management software enhancing the overall value proposition for customers? Additionally, what challenges and opportunities do you think the merger presents for both companies?

Kenarova: The merger between Milestone Systems and BriefCam represents a strategic move aimed at consolidating leadership in the video analytics and management market. By merging with BriefCam, Milestone not only strengthens its portfolio but also positions itself as a market leader in both video analytics and video management solutions.

One of the primary strategic reasons for this merger is the alignment of both companies’ strengths. Milestone is recognized for its robust video management software, while BriefCam is a leading player in standalone video analytics. The integration of BriefCam’s advanced video analytics capabilities with Milestone’s open platform video management software enhances the overall value proposition for customers. This synergy allows for more comprehensive solutions that address a wider array of use cases, ultimately providing customers with greater flexibility and choice in vendor integration.

Furthermore, the merger opens numerous new business opportunities, particularly given that Milestone and BriefCam were already closely aligned as sister companies within the Canon Group. This existing relationship facilitates a smoother integration process and fosters collaborative innovation, allowing both companies to leverage their combined strengths for enhanced product offerings.

However, the merger does come with its challenges. Integrating different technological systems and aligning company cultures can be complex and may require careful management to ensure that operational efficiencies are realized. Additionally, maintaining the commitment to responsible technology use, particularly in areas such as facial recognition, will require ongoing dialogue and adherence to ethical standards, which both companies have prioritized.

In summary, the merger not only enhances the technological capabilities of Milestone’s offerings but also presents opportunities for innovation and market expansion. By addressing potential integration challenges while capitalizing on their shared vision for open platforms and responsible technology, both companies are well-positioned to deliver substantial value to their customers in the evolving landscape of video solutions.

a&s Adria: Milestone is closely collaborating with Canon Group sister company Arcules. In 2023, this collaboration resulted in a step forward with the rollout of Milestone Arcules, a video surveillance as a service (VSaaS) offering. Shortly after, you added Camera-to-Cloud capabilities to Milestone Arcules. What are the benefits of that addition for users?

Kenarova: The addition of Camera-to-Cloud capabilities to Milestone Arcules significantly enhances our VSaaS offering by providing users with greater flexibility, efficiency, and scalability in their video surveillance operations. With this integration, users can seamlessly stream video data directly from their cameras to the cloud, eliminating the need for on-premises storage solutions and infrastructure. This shift not only reduces costs associated with hardware maintenance and management but also allows for more efficient use of resources.

Moreover, the cloud-based architecture facilitates real-time access to video feeds and analytics from anywhere, empowering users to make informed decisions quickly and effectively

a&s Adria: How do you plan to respond to increasing demands for cloud and hybrid solutions in the future?

Kenarova: As we anticipate exponential growth in the VSaaS market, the combination of Milestone’s robust video management software with Arcules’ cloud capabilities positions us optimally to meet evolving user demands both for cloud and hybrid solutions in the future.

Kenarova: Additionally, this integration allows us to leverage advanced technologies like artificial intelligence, providing users with intelligent, data-driven insights that can optimize their operations and enhance security measures. Overall, the Camera-to-Cloud capabilities represent a bold step forward, aligning with our vision of delivering cutting-edge, scalable video solutions that adapt to the rapidly changing landscape of video technology.

a&s Adria: In 2024, you launched XProtect Hospital Assist. What are the benefits of this video solution for medical staff?

Kenarova: The introduction of XProtect Hospital Assist revolutionized patient monitoring in hospital units that require continuous observation. This cutting-edge video solution significantly boosts operational efficiency and improves patient care for medical staff.

One of the key advantages of XProtect Hospital Assist is its ability to allow staff to monitor multiple patients remotely, reducing the necessity for constant in-person checks. This capability enables healthcare providers to focus on critical tasks, streamlining workflow and enhancing overall efficiency.

The system also includes rapid incident response features, such as Fall Detection, which immediately alerts staff if a patient falls, ensuring timely intervention in emergencies. Such responsiveness is vital for delivering prompt care.

Additionally, the combination of live video and audio monitoring gives healthcare professionals a comprehensive view of each patient’s condition. The Multiroom Audio feature allows staff to listen to and communicate with patients across multiple rooms, fostering a more interactive and reassuring care environment.

Privacy is a top priority, and the Privacy Blur feature ensures that patient confidentiality is maintained while still allowing for effective monitoring.

In summary, XProtect Hospital Assist not only enhances the ability of medical staff to respond quickly to incidents and improve patient care but also optimizes their efficiency through advanced monitoring and communication tools. This innovative solution marks a significant step forward in hospital care.

a&s Adria: Milestone has long advocated that technology should be developed, sold, and used responsibly. In 2023, you established a program on Responsible Technology. What principles will guide the development of Milestone’s products, services, and interactions throughout the value chain?

Kenarova: At Milestone, our commitment to responsible technology is guided by five key principles that reflect our dedication to social responsibility and human rights. These principles are:

Accountability: We ensure that our technology remains under human control and oversight, and we take responsibility for any human rights issues that may arise. Our goal is to create safe and sustainable products designed with human rights in mind.

Transparency: We strive to provide clear and comprehensive information about our technologies, including their intended uses and limitations. This includes disclosing vulnerabilities and offering timely guidance on mitigations to our partners and customers.

Fairness & Inclusion: We aim to develop technologies that are free from harmful bias, ensuring equitable treatment of all individuals affected by our products. Our objective is to build technologies that accurately represent and respond to diverse groups without prejudice.

Privacy: We prioritize the privacy rights of individuals and communities by adopting a Privacy by Design and by Default approach. This involves identifying and mitigating data protection risks throughout the product development lifecycle.

Security: We are committed to protecting the confidentiality, integrity, and availability of our technologies by adhering to industry best practices. Our Security by Design approach ensures that security risks are identified and addressed at every stage of development.

These principles not only guide our internal operations but also serve as a baseline for our partners and customers, fostering a culture of responsible technology development and usage throughout the value chain.

a&s Adria: Can you provide a couple of representative recent case study examples?

Kenarova: Here are a couple of representative recent case study examples from our region over the past year, showcasing successful implementations of Milestone XProtect, although the specific names of the projects cannot be disclosed due to ongoing implementations:

Supermarket Chain: A major supermarket chain sought to enhance its security measures across multiple locations while improving operational efficiency. The primary challenge was to centralize their security operations to ensure comprehensive monitoring and management of their assets and premises. By implementing Milestone XProtect as their video management platform, they achieved a robust security infrastructure that not only safeguarded their physical assets but also streamlined operations. This integration allowed for real-time surveillance, incident response capabilities, and improved overall efficiency in managing security protocols across all stores.

Logistics Company: One of the largest logistics companies in the region faced challenges related to the security of their distribution centers and fleet management. The need for a centralized security system that could provide both asset protection and operational oversight was critical. Utilizing Milestone XProtect, they were able to implement a scalable solution that enhanced surveillance across their facilities and vehicles. This platform enabled them to monitor shipping operations in real-time, ensuring the safety of packages and improving logistics efficiency, while also addressing compliance requirements for security.

Government Institutions: Several government institutions recognized the need for enhanced security measures to protect sensitive information and assets. Their main challenge was the integration of various security systems into a centralized management platform. By deploying Milestone XProtect, they successfully centralized their security operations, ensuring not only the protection of their premises but also improving response times to incidents. The platform provided a comprehensive solution that integrated existing security investments while delivering operational efficiency and heightened security measures.

These are only a few examples that illustrate how organizations across various sectors are leveraging Milestone XProtect to address their unique challenges related to security and operational efficiency.

a&s Adria: Can you describe Milestone Systems’ business strategy in the Adriatic region, and how do you tailor your products and services to meet the specific needs of this market?

Kenarova: Milestone Systems’ business strategy in the Adriatic region is guided by four strategic objectives that emphasize a strong organizational culture, innovative video technology, collaborative partnerships, and a deep understanding of customer needs. We have a strong emphasis on understanding customer needs to develop future-proof solutions. This means strengthening market and sales focus to cater to the unique requirements of local customers. Collaborating with local partners is crucial to our strategy -by working closely with technology partners, distributors, and resellers in the Adriatic region, Milestone can develop tailored solutions that enhance the customer experience. This partnership model is designed to create value for all stakeholders involved. Overall, Milestone Systems is dedicated to being a responsible technology leader in the Adriatic region, ensuring that its products and services are not only innovative but also aligned with the specific needs and expectations of local customers.

a&s Adria: Will you be presenting your latest updates at this year’s Adria Security Summit in North Macedonia?

Kenarova: We are looking forward to the Adria Security Summit in North Macedonia to present latest updates from our side together with our distributors and resellers from the region and of course in close collaboration with our technology partners.

a&s Adria: I want to share some additional information about the upcoming regional conference that is relevant for the region as well

Kenarova: I’m excited to talk about a significant event we’re organizing: the Milestone Technology Day 2025, scheduled for April 16th in Bucharest, Romania. This regional conference will serve as a platform to explore the latest industry trends and unveil future technologies that are shaping our sector.

One of the key highlights of the event will be the collaboration with leading technology partners, all integrated with Milestone’s video management software. This will provide attendees with an insightful look into how innovative video solutions can effectively address real-world business challenges.

We have an engaging agenda planned, featuring sessions such as “The ROI of AI-Driven Video Analytics: Saving Time, Reducing Costs, and Driving Growth with Your Security Tech Stack,” “The Rise of Cloud and Hybrid VMS: Transforming Your Business through Cloud Solutions,” “The Promise of Generative AI in the Physical Security Industry,” and “Building a Future-Proof VMS Architecture.”

We’re looking forward to facilitating conversations that will both inspire and empower businesses with the insights and resources necessary to succeed in a changing environment.