Our goal is to lead our sector. That means continuous innovation, both in terms of technology and design, and the acquisition by Axis has really helped us here. Before it, we used to introduce a wide range of different products with the idea that, if one didn’t work out, we would try something else. We are now much more focused, concentrating exclusively on smart IP intercoms and access control.

a&s Adria: Mr. Grzegorczyk, what is your role at 2N, which department and markets are you in charge of?

Grzegorczyk: My name is Pawel Grzegorczyk. I am Area Account Manager, responsible for Hungary, Poland, and the Balkan region: Serbia, Bosnia & Herzegovina, Montenegro, Croatia, Slovenia, Albania, North Macedonia, and Kosovo. I received the ‘Ing.’ title – which is granted to graduates of Master’s programmes – from the Faculty of Applied Informatics at Tomas Bat’a University in Zlín, Czech Republic, where I specialized in Security Systems and Management. I worked at CSC Computer Sciences as a technical support and then spent two years at Hewlett-Packard Enterprise as an Account Manager. I joined 2N in September 2017.

a&s Adria: For 30 years 2N has been at the forefront of access control and telecommunications. Among other things, you developed the first IP and LTE intercoms. What were the most important milestones and, in numbers, what does 2N looks like today when it comes to revenue, number of employees, offices, and countries you sell your products to?

Grzegorczyk: 2N is the global leader in IP access control systems. We were founded in 1991 in the Czech Republic, and it’s true that we have been in the vanguard of innovation in the sector, developing the world’s first IP intercom in 2008 and the first LTE/4G intercom ten years later. We now cover the full range of solutions in the field of access control systems for buildings and communication within buildings, with a focus on contactless technology.

Prague remains our global headquarters, but we now have teams in many other countries, including the USA, UK, Germany, Italy, Spain, Netherlands, France, UAE, and Australia, as well as an extensive distribution network across the rest of the world. In 2016, we became part of the Axis Group. This has helped us to continue to innovate, as has the fact that we reinvest 14% of global revenues in R&D to meet the growing demand for smarter access control systems.

a&s Adria: In 2016, you became a part of the Axis family, which again became a part of Canon. How did that complement your business throughout these years? Can you give us an example of their support?

Grzegorczyk: The acquisition by Axis has been hugely beneficial for our business. The global trend from analog intercoms to IP technology has helped us significantly, but we have delivered an average annual growth rate of 20% since the acquisition. Our goal is to differentiate and lead our sector. That means continuous innovation, both in terms of technology and design, and the acquisition has really helped us here. Before it, we used to introduce a wide range of different products with the idea that, if one didn’t work out, we would try something else. We are now much more focused, concentrating exclusively on smart IP intercoms and access control, and working with Axis has accelerated our product development. For example, we are developing new intercoms on the Axis Artpec chipset platform and are getting into video processing technology and video compression based on what Axis has developed over the last twenty years.

Perhaps the most important impact, though, has been on 2N’s mindset. We used to be a mid-sized company in terms of our thinking and behavior. We think much bigger now. Some of our recent projects illustrate this. For example, 2N intercoms are in the One Palm project in Dubai and our lift technology is in Warsaw’s Varso Tower, the European Union’s tallest building.

Axis is more focused on the security vertical, whereas 2N supplies access control solutions to the residential and commercial sectors that Axis is not targeting. There have, however, been instances of 2N and Axis working together on integrated residential projects. One example is in Boston, where Urban Property Management maintains a portfolio of more than one hundred upscale condominium properties in the city and outlying suburbs.

But the bigger picture is our long-term strategic vision: to become number one in the intercom market in our priority regions – North America, Europe, and Australia – which are less price sensitive than elsewhere and which value innovation most highly. This will require us to accelerate the transition from analog intercom systems to IP smart intercoms, a task that 2N and Axis are taking on together.

a&s Adria: As the “number one company in IP intercoms“, to quote 2N’s CEO, Michal Kratochvil, you certainly have an extensive portfolio in that segment. Can you present your IP intercoms portfolio in brief and single out one flagship (or the most sold) product/s?

Grzegorczyk: The real strengths of our IP intercoms are their modularity and enhanced capabilities. The modularity allows the functions of the intercom to be modified very precisely based on the user’s requirements. Most of our installations are now assembled with the Bluetooth module which allows residents and office workers to eliminate entry cards and use mobile phones as a means of identification to gain entry.

In terms of one flagship product, I would single out the 2N IP Style because it incorporates the best camera, the best video transmission, and display, and has a quality user interface that can be activated by a simple tap of a smart device. It’s also beautiful. The 2N IP Style has already won multiple awards around the world, including three in the US for technological innovation: a CE Pro BEST (Best Electronics Systems Technologies) Award at the CEDIA Expo in Indianapolis and two separate awards at the IoT/Connected Product Awards. It has also won two high-profile design awards: an iF Award for product design innovation and a Red Dot Design Award, one of the most prestigious awards available for product design.

a&s Adria: 2N’s IP Style range of intercoms has received four awards for design in 2022. What makes it so appealing and suitable for modern architecture and what multiple technologies does it combine?

Grzegorczyk: We definitely take design just as seriously as technological innovation. In the case of the 2N IP Style, it has a minimalistic design built around two main elements: a horizontal bar at the top which shelters ‘invisible’ speakers and the best camera on the intercom market, and below it, a thin, 480 cm² glass touchscreen. The touchscreen is unprecedented in the intercom market both for its size and for being complete without buttons. The glass is also IP65 and IK08 certified for durability and tested to endure heavy rain, a dusty environment, or vandalism.

However, design is of limited value on its own, which is why we prioritize the combination of design and functionality in our products. Technologically, there are a few things about the 2N IP Style that elevate it above the competition in the market. For instance, it incorporates a 5MP camera with a wide dynamic range (WDR) and our revolutionary WaveKey mobile access technology. We recently added a bi-directional video and a QR code reader as well. The QR code upgrade, in particular, was a response to changing trends in consumer behavior and working patterns, specifically the acceleration of e-commerce and companies operating hybrid, less centralized working models.

a&s Adria: What are the benefits of IP technology in the intercom segment of access control?

Grzegorczyk: IP technology has transformed access control since the 2N IP Vario was launched in 2008. It has enabled the development of smart, flexible, fully customizable solutions – which can also be integrated into complex, comprehensive security systems. The kinds of innovative solutions that are commonplace today would simply not be possible without them. IP technology has also enabled access control systems to be managed remotely, in real-time. This has made a huge difference in residential buildings, where building managers are able to monitor, maintain – and fix – a large number of devices from one place.

But I believe that one of the most transformative impacts of IP technology is still in the relatively early stages: mobile access control. It seems so natural to us now, but phones have replaced watches, cameras, calculators, calendars, CD players, TVs, books, newspapers, and, most recently, credit cards. Keys will soon be added to this list. Driven by the convenience it offers, industry forecasts indicate exponential growth in mobile credentials over the next few years.

In residential buildings, for example, we also expect to see an acceleration in the trend of homeowners integrating access control into their home automation systems. As more and more people start to appreciate the full potential of IP intercoms and answering units, these devices are being transformed into the central control panel, regulating everything from the lights, air-conditioning and music system through to the garage door and lawn irrigation system. They are also being connected with security systems to deter intruders while, at the same time, allowing couriers to deliver packages even when no one is at home.

 a&s Adria: You’ve enriched the new 2.35 version of the 2N OS with several new useful features. Bi-directional video is especially a great feature for the hearing impaired, but leaving the video message and pinching-to-zoom is also something that will be a standard in intercoms. Tell us more about these updates.

Grzegorczyk: It’s true that bi-directional video helps ensure that 2N’s devices can be used by the hard of hearing, as it allows them to communicate using sign language. However, that wasn’t our only motivation in adding bi-directional video. It was also a response to the fact that, based on CBRE’s EMEA Occupier Survey 2022, 72% of companies are moving towards a ‘hybrid workplace’ model. Over 60% of companies are looking to increase the provision of mixed, shared or mobile work settings, with nearly 80% planning to downscale dedicated assigned seating. This change has led more and more companies to reconsider the viability of a ‘traditional’ receptionist: a person sitting on the front desk for the full working day to oversee access into the building. For buildings that decide to go without a dedicated reception, bi-directional video is great because visitors can still see the person they are talking to as well as vice versa.

Pinching-to-zoom on the answering unit is a clear security benefit because it allows users to see the caller’s face, name tag or ID more clearly.

a&s Adria: Thanks to open standards, IP Intercoms from 2N can connect with a wide range of external devices. What kind of devices and from what manufacturers? Also, since ONVIF settings have had a total rework, what profiles do 2N intercoms now support?

Grzegorczyk: 2N’s products can be integrated with the largest players in the residential market, including Control4, Stratis, and Brivo. With more and more customers seeing the value of integrating access control into their home automation systems, for example, this is becoming a huge advantage because easy integration is key in this area. Consumers – quite rightly – have no patience for smart home devices that don’t work well together, so proprietary, closed systems which can’t be interconnected with different brands are a real problem. It means that the buyer then has to seek out a home automation vendor that specializes in custom solutions – which, probably, means buying a whole range of appliances that the vendor is endorsing, thereby increasing the costs.

The re-work of the ONVIF settings means that 2N intercoms now support T as well as S profiles. The S profile already supported basic video streaming; the T profile enables advanced video streaming. This opens up a range of new possibilities, including motion detection and tamper alarms, as well as the support of bi-directional audio. This therefore even further broadens the integration options with third-party security devices, allowing customers to connect 2N’s devices to fully comprehensive security solutions.

 a&s Adria: The residents like being able to monitor their entrance and open the front door remotely using the 2N Mobile Video app. As a key service provided by My2N, which is hosted on Amazon servers, it provides top-level reliability. Thanks to what architecture can you guarantee a high percentage of connectivity to your customers and what are other key benefits of using your cloud service?

Grzegorczyk: Our rapid developments in cloud computing have brought the option of remote administration and scalable solutions, as well as a reduction in costs. Remote management is one of the key selling points of 2N IP access control devices – and emergency lift communication systems too. Being able to configure, integrate and administer our devices online, via the My2N portal, allows service providers to monitor a huge number of units from wherever you are based, 24/7, and it’s a free service.

a&s Adria: Last year, you introduced WaveKey. What features make it “the fastest mobile access technology on the market, with unrivaled reliability and absolute security,” as you state on your website?

Grzegorczyk: WaveKey is our next-generation Bluetooth-based mobile access technology. The new patented technology is capable of unlocking a door in just 0.3 seconds, which is twice as fast as an RFID card. The secret lies in its unique pre-authentication system of up to eight mobile phones within the reader’s range.

In terms of security, WaveKey solves the challenge around the unwanted door opening. Thanks to our adaptive algorithms and RSSi signal trend analysis, the reader knows whether the user is approaching the reader or moving away from it. A phone within range but lying on a table will never open a door. WaveKey thus resolves limitations that have sometimes been associated with earlier versions of Bluetooth access control technology. Bluetooth communication is also fully protected in our own secure channel. We used AES-128 and RSA-1024 encryption keys.

And in terms of reliability, WaveKey was tested intensively over a six-month period in busy office buildings. We tested over 15,000 door openings with 100 different phone models covering 20 brands – all to guarantee that our customers can trust WaveKey.

 a&s Adria: 2N has developed solutions for different industries’ properties and scales. Among many case studies, you recently finished projects in the Park One building in Bratislava, the Churchill Residence in Prague, and Varso Tower in Warsaw, the new tallest building in Europe. On a couple of these examples, how did you meet customers’ needs for a premium and complete access control and/or elevator system?

Grzegorczyk: Park One, in the center of Bratislava, is a good recent example of a project which incorporated a large number of 2N devices. It’s a 12,000 m2 office space plus a four-story parking lot and 72 2N Access Unit Ms form the heart of the solution. The 2N Access Unit M is the ideal reader for office buildings like Park One. As well as being quick to install and affordable even for projects requiring a large number of units, the glass front panel remains scratch-free even after years of daily use.

Four 2N IP Verso intercoms were also used. Thanks to its modularity, the 2N IP Verso is fully configurable to the needs of each project and is easy to interface with other systems to achieve even higher site security. The intercom makes it possible to create a contact list of tenants in the building similar to that in your mobile phone and is scrollable via the touchscreen in the same way. It is also water and vandal-resistant. As the winner of a prestigious Red Dot award for design, the 2N IP Verso also fitted the Park One project’s focus on aesthetics.

2N Access Commander, 2N’s software tool for managing its devices, then allows the status of the intercoms and access control units to be monitored remotely, in real-time.

Four relay A9188 modules were also used for the lifts. The relay is part of 2N’s lift access control solution and is designed to be connected to both the 2N IP Verso and the 2N Access Unit M. Park One is a 13-floor building (nine above ground, four below) but the solution is capable of operating up to 64 floors.

The Varso Tower in Warsaw was a very different project. It is the European Union’s tallest building at a height of 310 meters, with 53 floors. The project developer selected the market leader in high-rise elevators, Schindler Elevators, to install 29 lifts (two of which are evacuation lifts in case of fire) in the building, and the 2N Lift8 – Central Unit was selected for emergency communication. It’s a highly modular lift communication system that only needs a two-wire bus and therefore does not increase the requirements for traveling cable. The system comes with its own application for surveillance. 2N Call Centre software can be supplied as well.

Up to eight lift shafts can be connected to one 2N Lift8 – Central Unit. Each shaft can have up to six communicators. It also offers a wide range of communication interfaces, including PSTN/GSM/UMTS/IP. The communication interface can be changed on a modular basis, without having to replace the whole system.

Within each of the shafts, it’s possible to run a conference call between all of the connected units, including the unit in the machine room. This makes service maintenance easier and is a 2N smart enhancement for the emergency communication system.

Finally, the fireman communication unit operates during fire-fighter interventions. It activates a top-priority call and allows you to establish a connection with the cabin communicator and machine room in the same lift shaft.

Separate from the emergency lift communication, 83 IP intercoms from 2N were also installed to upgrade the access control system, at the main entrance to the Tower and on each floor at the main doorway to the companies renting the building.

A third prestigious project is Šumi, a contemporary urban building situated in the center of Ljubljana, Slovenia, which was opened in the spring of 2022. The complex comprises residential, commercial catering, and hotel areas. The residential part of the project incorporates a string of award-winning products, such as the 2N IP Style, 2N IP Verso, and 2N Indoor View answering units. It also includes WaveKey, our new Bluetooth access control technology.

 a&s Adria: What are the most important trends in intercom and access control markets and what can we expect from 2N in the following years?

Grzegorczyk: First, the switch from analog intercoms to IP technology is the most significant trend shaping our industry right now. With the IP intercom, you have features like HD, incredible audio quality, and a huge range of integration options. HD video intercoms are already being widely used in residential properties. The second trend is mobile. Mobile-based access systems were already in huge demand before Covid, but the pandemic will accelerate this because they limit skin contact with shared surfaces and so help provide a safe and secure home access experience. And the third trend we are seeing is the integration of new solutions like mobile access control and video calls from door intercoms into home automation control apps. To be able to do that, your devices must be IP-based to be able to offer appropriate APIs. It is also essential that you, as a manufacturer, can offer SDKs for your app, so it can be integrated into home automation applications.

 a&s Adria: Your opinion on the Adriatic region access control market and your company’s position in it? What are your plans in this area, are you looking for a regional partner?

Grzegorczyk: The situation varies from country to country. In Croatia and Slovenia, we are active in the access control segment, but mostly as a module for intercoms. It is not common for us to install standalone access control devices, although sales are slowly growing in this area. We won’t be looking for another distributor in those two countries just yet. In Serbia, Bosnia & Herzegovina, and Montenegro, we are mostly focused on the industry, transportation, and commercial segments. In this region, we would be interested in another partner with a focus on the residential sector.

a&s Adria: Can you briefly introduce yourself to our readers?

Lien: I am Stacey Lien, the VIVOTEK EMEA Sales Director. I am managing the sales team, customers, and partners in the EMEA region.

 a&s Adria: You are VIVOTEK EMEA Sales Director. Can you tell me more about the EMEA team organization?

Lien: VIVOTEK focuses on the EMEA market since 2012. We have the branch office and the warehouse established in the Netherlands, which helps dispatch stock all over the EMEA seamlessly. Meanwhile, our sales representatives are located within EMEA, and you can easily find our representatives to provide security solutions. Instead of adapting crowd tactics to sell to the channel market, we focus more on those vertical markets which need professional know-how and take plenty of time to do PoC (Proof of Concept). Hence, we get extraordinary achievements in transportation markets, such as in Germany, France, Poland, the Czech Republic, Italy, the UK, and Ireland. We can proudly say: “VIVOTEK is the invisible safeguard to most of the EU trains.” Besides, we also have success cases for the retail market in the UK, and the healthcare market in Germany. Accurate AI can be a good solution to solve manpower and operation issues.

a&s Adria: VIVOTEK is part of Delta Electronics Group. Can you tell us more about VIVOTEK inside of Delta and Delta Electronics in general?

Lien: VIVOTEK is a Delta Electronics subsidiary, leading power management and IoT solutions provider in Taiwan. The company has a team of over 80,000 professionals worldwide, catering to various industries, including smart building, energy, and infrastructure. In the past, VIVOTEK and Delta have partnered and consolidated resources in the development of smart buildings, smart factories, and smart street lamps. These projects have facilitated VIVOTEK’s endeavor in global expansion.

a&s Adria: How did VIVOTEK overcome the pandemic, the lack of electronic components on the market, and the increase in the price of raw materials and transport?

Lien: Despite the current challenges that we are facing, and with everyone’s collective efforts in adjusting input/output, we were able to maintain healthy revenue growth YoY. So far, we have been very successful in adapting to the current situation and meeting all the needs of our partners.

a&s Adria: VIVOTEK manufactures all its devices in Taiwan. In 2020, you opened the first automated testing line, and you are in the process of building the fourth factory. To what extent have you upgraded your production capacity, how many units do you now produce per hour?

Lien: VIVOTEK is both branded and headquartered in Taiwan. Since its inception in the IP surveillance industry as an R&D enterprise some 22 years ago, VIVOTEK has built up a complete business ecosystem that spans research and development, manufacturing and production, and three exceptional factories, all within Taiwan. To ensure continued expansion and enhance production efficiency, the company shifted its factory development strategy to automation in 2020. VIVOTEK has made many milestones, including ISO9001, ISO14001, and SO14064-1 certification compliance, and built an excellent reputation as an international brand.

a&s Adria: You have implemented your solutions at your mother company’s new plant, creating synergy between VIVOTEK’s total smart IP surveillance solution and USGBC LEED Gold-certified DET plant 7. What type of products did you install and how did you make it cyber secure?

Lien: The Delta Electronics new Plant 7 in Wellgrow Industrial Estate, Chachoengsao received the LEED (Leadership in Energy and Environmental Design) Gold certification in the New Construction category from the United States Green Building Council (USGBC). The certification categories include sustainable sites, energy & atmosphere, materials and resources, indoor environmental quality, water efficiency, innovation in design, and regional priority credit. VIVOTEK designed a total solution including IP cameras, NVRs, POE switches, and the VAST 2 VMS. The system has over 178 units of smart IP surveillance cameras including 5MP IB9387-HT Indoor/Outdoor Varifocal Bullet cameras, 5MP FD9187-HT Indoor Varifocal Fixed Dome cameras, 5MP FE9380-HV Indoor/Outdoor 360° Fisheyes. In addition, the system has POE switches, Outdoor POE cabinet switches as well as the VAST 2 VMS. VIVOTEK VAST 2 IP video management software meets the real-world needs of DET 7 Plant by providing easy operation on multiple monitors with Matrix Video Wall software and a custom layout to accommodate both corridor and panorama orientations.

VIVOTEK collaborated with industry-leading cybersecurity software partner, TrendMicro, to provide network cameras with Trend Micro’s anti-intrusion software. VIVOTEK’s cybersecurity solution meets industry protocols and constantly provides solid shields to increase protection from various cyberattacks. VIVOTEK brings high-security protection and robust network surveillance to ensure a safer network environment for Delta Plant 7. As a global ESG leader and green building advocate, the new Delta Thailand Plant 7 is not only a remarkably efficient green building, but it is secure as well. By choosing customized VIVOTEK’s surveillance total solution, Delta Plant 7 achieves both security and sustainability at a world-class level.

a&s Adria: You have mentioned that you strongly focus on transport and traffic. Did you have any exemplary projects in that vertical in the EMEA region?

Lien: Yes, we have recently integrated a traffic surveillance solution for the Garneton Toll in Zambia. The Wilson Mofya Chakulya Toll Route is a brownfield toll road concession that runs along the T3 in that country. Connecting the nearby suburbs of Chimwemwe, Mindolo, and Mindolo North, the Garneton Toll is one of the most important routes in the region. VIVOTEK collaborated with system integrator, Africa Technology Operations and Maintenance (ATOM), to upgrade and replace dozens of cameras. This included connecting individual surveillance cameras to a centrally managed system using VIVOTEK’s VAST 2 software. A total of 8 VIVOTEK IB9367‐HT cameras were installed at the lanes. These cameras are outdoor-ready with weather-proof IP66, IP67, and vandal-proof IK10-rated housings, and their built-in IR illuminators are effective for up to 30 meters.

Additionally, 9 VIVOTEK IP9165-LPR-A Kit cameras were installed along the route to provide superior nighttime surveillance. Certified by numerous LPR software manufacturers around the world, this camera can cover both scene overview and LPC view while capturing vehicle speeds of up to 90 km/hr. The camera’s supreme anti-glare capability and CaMate IR illuminator with Continuous Variable Angle Technology (CVA Tech) guarantee high accuracy and plate recognition at night when visibility is poor. Moreover, this camera is easy to install and requires little maintenance, effectively minimizing costs and labor hours. Furthermore, 4 VIVOTEK CC8160 cameras were installed inside the Control Building to secure a good overall view indoors. The 2-megapixel CMOS sensor features a 180° horizontal panoramic view with a built-in microphone, capturing audio data along with visual information. Fitted with Smart Stream II to optimize bandwidth efficiency, the CC8160 is WDR enhanced and produces hi-res images at 30 fps any time of day.

VIVOTEK provided an excellent traffic solution for the client. The NRFA was able to replace their old system with a network of highly reliable surveillance cameras that boast accurate Automatic Number Plate Recognition. Using the VAST 2 central management software, the surveillance cameras are consolidated into a seamless IP surveillance system. VAST 2 simplified the management of the cameras while providing end-user analytics. The entire system with all peripheral benefits was achieved, satisfying the client’s demands for an accurate and reliable surveillance system.

 a&s Adria: Are you satisfied with VIVOTEK’s business in the region of Southeast Europe?

Lien: In 2022, our business in the Adriatic region is very good. As a large number of projects were stopped or slowed down during the pandemic, a good part started to return in the second half of last year and this year. Therefore, in the first half of this year, we had a growth of over 60%. First two quarters we worked very hard. At the beginning of the summer, the market calmed down in terms of orders and deliveries of equipment. The fact that we had excellent delivery time leads helped us a lot to achieve growth, and in this way, we were able to attract new partners to try and get to know VIVOTEK as a brand. Our new partners were also convinced of the quality of VIVOTEK products and the service that we as a brand provide. This year we have also had strong pre-sales. For the past 6 months, we have been working every day to offer solutions and equipment to our partners, both long-term and new ones. For me, the greatest recognition is that our long-term and new partners are satisfied and that we, as a brand, manage to fulfill their needs and market expectations in these demanding times for business.

a&s Adria: Which direction will VIVOTEK product development go in and which solution can we expect in the future?

Lien: VIVOTEK is well-known as an IP surveillance solution provider in this industry. Our more-than-20-year expertise led us to take great success in the past. However, this is a rapid-changing era. 10 years ago everybody talks about AI but doesn’t know how to utilize it, while 10 years later some already control the core technology, and are ready to enhance and enlarge its accessibility. We are also ready to face this exciting epoch. AI-driven tech is a big scope in our plan. We all see those old movies: a police officer sits in front of the desk, seeking hours to find a suspicious video clip for a case. With AI, the “Deep Search” feature helps you find fragments among hundreds of hours of video clips not only for one camera but also in all connected cameras.

This is just a piece of AI’s picture. Imagine what can be done if we can create more AI rules and adapt them to software, storage device, and even to cameras. The main function of IP cameras is to capture images. So we were eager for the high resolution and kept improving the low light performance. When these become commonplace, a camera that has AI to analyze images can be expected. This is another trend, called “Edge Camera.” When stepping into the “Edge world,” we can’t avoid talking about the “Cloud.” In our industry—we call it VSaaS—Video Surveillance as a Service. This brand-new direction is more suitable in selected regions due to it relying more on internet traffic and users’ habits. In short, in the following 3-5 years, VIVOTEK will devote itself to AI-driven, edge applications, and cloud services. As to the strategy for EMEA—we are highly motivated. We maintain our efforts on what we have done, continue to watch the industry trends and then focus on vertical markets and new segments.

a&s Adria: And in Southeast Europe?

Lien: In the future, in the Adriatic region we will continue to develop our primary verticals, such as business related to transportation (railways), a vertical based on traffic solutions, and, certainly, on SMB solutions for small and medium businesses. As almost every train in Europe has a VIVOTEK camera, we also plan to continue with that vertical in this part of Europe. Since railway transport in Adriatic region countries has been somewhat neglected after the events of the 1990s, we expect a strong investment in that segment. This part of Europe is very important in the railway network of Europe since it connects the East and West. Even the once famous Orient Express passed through this region. As the past decade was more related to investment in road connectivity, I believe that this decade will see the investments in railway infrastructure and return to the importance it had before the 1990s.

a&s Adria: Mr Riha, thank you for sparing time to talk to our readers. Could you present yourself, your educational and professional background, and what business area are you in charge with at Zenitel?

Riha: I am Zenitel’s area sales manager, safety and security, for Central and Eastern Europe. I have 25 years of sales experience with selling B2B and technical solutions. With all my positions I have enjoyed establishing new relationships in new markets and increasing sales.

a&s Adria: Zenitel has many years of experience in research and development of public address and intercom systems. On the road of becoming one of the global leaders in this area, Zenitel has experienced a lot challenges and milestones. Tell us more about your company’s history, its important milestones, its present state in number of employees, sold products, revenue, etc.?
Riha: While Zenitel history dates back to 1901, we were the first company in 2006 to introduce IP-based intercom systems (VoIP). In 2014, we incorporated IP video in our intercom stations. An important additional milestone for Zenitel was in 2021, when we joined forces with ASL (Application Solutions Limited). With more than 30 years of experience, ASL has a strong offering in Public Address, General Alarm and Voice Alarm Solutions (PAGA/PAVA), as well as Control Management products.

Zenitel’s primary solution offering is within intercom and public address. Among others, we actively focus towards building security, public safety, education, healthcare, transportation, manufacturing, and retail markets. Ease of integration is one of the key features of our solution as our solutions are very easy to integrate with most third-party Access Control, Video Surveillance/Video Management Systems, Alarm Systems, Security Management Systems, Radio Integrations, Telephony and DECT, and PA Systems. Our 300-person team of engineers, sales, product managers, customer service, and more are located around the world.

a&s Adria: Could you briefly present your product portfolio? What are your core technologies?

Riha: Zenitel solution are designed to deliver crystral clear communication no matter what the situation might be. Our product portfolio includes IP intercoms, IP speakers and public address solutions. The audio quality for our solution is best in class as in our solutions carry features such as active noise and echo cancellation, automatic volume control, automatic gain control, a 10W speaker, a 10W class D amplifier, and a 100db sound pressure level.

a&s Adria: What product or product group would you stand out as flagship or most sold both in public address and in intercom systems portfolio and why?
Riha: Our Turbine series is the most popular intercom solution. Since its early design and development, the Turbine Intercom has delivered high audio performance in situations where communication is critical. The Turbine IP Intercom achieves this by combining an array of innovative features that push the limits of audio and acoustic technology. For example, a10W speaker, matching 10W class D amplifier, and digital MEMS microphones can provide open, duplex, hands-free communication. And with an audio amplification that powerful, the intercom solution can also be used as a public address speaker.

In addition, the Turbine intercom can adjust a voice that is too loud or too soft to an intelligible signal for the call recipient. The speaker volume automatically adjusts to an audible level to overcome ambient noise levels, even up to 30dB. And while many intercoms impose physical constraints upon its users, where a person must stand close to the station in order to be heard clearly, the Zenitel Turbine intercom solution automatically adjusts the gain on the speaker’s voice, effectively maintaining a constant volume level to the receiver, regardless of the speaker’s distance from the station. This drastically increases the intercom’s usability and improves safety, as not only are the speaker’s hands free, but they are also no longer restricted to a close proximity of the intercom.

Within the public address domain, our Vipedia & Integra system are known for their quality and reliability. The solutions provide exceptional audio performance, with 16bit/48kHz sampling and high-quality audio processing that results in crystal clear, high intelligibility message reproduction. In addition, the solutions are designed for high availability and 10-year operating lifespans, while meeting rigorous safety standards, with EN 54-16, UL, and CSA certifications.

a&s Adria: You have launched a next generation of intelligent IP speaker series, some of which, like ELSII-10HM IP horn speaker and ELSIR-10CM ceiling speaker, you presented at this years’ Intersec and ISC West. What are their key features and benefits?

Riha: IP speakers are essential for mitigating security and safety challenges, especially in demanding environments. The interactivity and integration features of our new IP speakers provide many benefits over traditional public address systems, to include talk back functionality, ambient listening, automatic volume control, and flexible zoning. Even more, each speaker has their own built-in amplifier that eliminates the need for central or localized amplifiers and reduces cabling. Our use of open standards such as SIP, Multicast, and RTP streaming enables easy integration. Our three modes of operation, SIP, IC-EDGE, and ICX-AlphaCom allow users to scale to their needs, from single devices to standalone systems, to enterprise grade solutions. Last, the speakers conform to IEEE802.1x network standards, providing a cybersecure deployment.

There are many uses for our new IP speakers, including around a building and fence line for perimeter protection, anti-theft and vandalism in stores and parking lots, paging for employee and visitor announcements, crowd and queue management in large areas such as sports stadiums, as part of a passenger information solution in transportation hubs, and more.

a&s Adria: All Zenitel TCIV+ stations, kits, and IP speakers are now packed with the ONVIF Profile T features and you also use open-source code. How does that help to seamlessly integrate and map Zenitel solutions with other security systems?
Riha: ONVIF is an open industry forum that provides and promotes standardized interfaces for effective interoperability of IP-based physical security products. ONVIF profiles make it easy to recognize how ONVIF conformant devices and clients are compatible with one another. An ONVIF profile has a fixed set of features that must be supported by a conformant device and client. It ensures that a client that conforms to Profile S, for example, will work with a device that also conforms to Profile S. There are also conditional features, which are features that shall be implemented by an ONVIF device or ONVIF client if it supports that feature in any way, including any proprietary way. Optional functionalities are also defined, they do not need to be implemented but can if it’s chosen. Video and audio from our devices can be recorded, either manually or based on trigged events, or by other hardware and rule-sets in the security management system. As a company, Zenitel is committed to seamless compatibility.

a&s Adria: In 2021, Zenitel was awarded Work Boat Intercom Supplier of the Year by publication Baird Maritime. Since maritime is one of the most important verticals for Zenitel, your company did a lot of updates to its maritime intercom solutions. Update of the Ex Intercom stations as well as updating and adding new features to their range of IP Intercoms was part of this. Most importantly was probably the DNV classification of its new ICX AlphaCom System. Tell us more about these updates and what does DNV classification stands for?

Riha: Since we are a Norwegian company, we always seek DNV approval first for our range of maritime & energy products where this is required. Meeting DNV standards are important when there is requirement that needs this assessment. DNV is by far the leading classification society in our markets, and also when receiving a DNV approval it is easier when seeking other approvals for markets where this is required – such as ABS (American Bureau of Shipping), CCS (China Classification Society), LR (Loydss Register) and other. Meeting stringent requirement is a necessity in our markets, but at the same time the requirement are quite specific and doesnt necessarily cover all configuration and product groups. What is important is to meet the key requirements – usually related to central equipment and central functionality. When it comes to the ICX AlphaCom System this is then in compliance with:

• DNV rules for classification – Ships
• IMO Res. A.694(17) General requirements for shipborne radio equipment forming part of the global maritime distress and safety system (GMDSS) and for electronic navigational aids
• IMO A.1021(26) Code on alerts and indicators (2009)
• LSA Code VII 7.2
• IMO MSC Circ 808

a&s Adria: Thanks to Zenitel, digital technology is going to play an even bigger role in the future of maritime, with more interfaces between systems and preferences for a “smarter” way of processing and distributing information. What will become possible in near future?

Riha: The maritime industry, although a traditional and long lasting industry segment is undergoing a global change to become smarter, safer and greener. Part of this is also the critical onboard communication systems. We see a change in RFQ’s towards more digital systems, based in IP technology and with interface between systems such as PAGA, Intercom, CCTV, Wireless communication and information & entertainment systems. However systems still need to be redundant and there is also a requirement in IMO regulations to have a secondary system onboard that is outside the main power of the vessel, so although we see core systems requiring more digital setup, there is still a huge market on analog systems as they are “safer” for pure onboard communication. Things we will see in the near future is more use of touch screens on the bridge and engine room control systems, where the onboard communication will be accessed via application interface on the main monitor. We also see that CCTV combined with audio is getting a stronger position, something that creates great opportunities for us as we have gained great experience interfacing CCTV systems with our own developed audio systems both in PAGA and Intercom segment. Lastly crew welfare is becoming increasingly important, and an onboard info & entertainment systems is not just a stand alone TV system anymore, but interfaced with other critical communication systems to make sure crew and passengers are notified early in case of emergency.

a&s Adria: As one of few organizations that have contributed to creating industry standards for safety and security, what is Zenitel’s approach to cybersecurity and can you highlight some of your strengths when it comes to preventing cyber attacks?
Riha: Zenitel is committed to keeping critical communication systems secure. We have kept IP security at the forefront for many years. In 2010, we were the first IP intercom vendor to implement IEEE 802.1X network access control. Zenitel is a member of the Center for Internet Security (CIS), a forward-thinking nonprofit entity that harnesses the power of the global IT community to safeguard private and public organizations against cyber threats. The CIS Controls and CIS Benchmarks are the global standard and recognized best practices for securing IT systems and data against the most pervasive attacks. These proven guidelines are continually refined and verified by a volunteer global community of experienced IT professionals. CIS is home to the Multi-State Information Sharing & Analysis Center (MS-ISAC), the go-to resource for cyber threat prevention, protection, response, and recovery for state, local, tribal, and territorial governments.

Learn more from our Cybersecurity Hardening Guide here.

a&s Adria: By Market and Market’s estimates, the digital twin market is valued at $3.1 billion today and is projected to reach $48.2 billion by 2026. As a technology or a model that connects the dots between IoT, AI and big data, digital twin will help companies to increase situational awareness, reduce and mitigate security and safety threats, optimize operations, etc. Where does Zenitel see its role as digital twin technology adaption increases?

Riha: Zenitel sees its participation in a digital twin ecosystem through some of its solutions, such as IP speakers, intercoms, and public address/voice alarm systems. We believe our solutions will support digital twin by providing data/events that will allow businesses to further enhance their safety and security capabilities in different use cases such as access control, parameter management, emergency response, and more. We are ensuring that our solutions and systems have the necessary connectors that feed digital twin with events and data. For example, our range of IP devices has built-in hardware acceleration for edge AI, allowing better control of data to be kept private or to be shared with the digital twin.

Learn more here.

a&s Adria: Zenitel will be exhibiting at the Adria Security Summit next month in Zagreb. What do you expect from Adriatic region’s largest conference and exhibition, are you looking for new partners and distributors, and what is your opinion about Adriatic region’s security market in general?

Riha: First and foremost, we look forward to this event as an opportunity to meet many of our partners and customers. While we will be sharing our solutions, we are excited to have conversations with our partners and customers around emerging trends and how they are shaping up their expectations from a global player like Zenitel.

a&s Adria: Mr Yashmakov, we go a long time back, since you worked for a known video surveillance provider. For those who haven’t read our magazine then, can you present your business experience in brief, with an emphasis on your move to Ajax Systems and your role within that company?

Yashmakov: Yes, we do go a long way back – I was there in 2015 for the first edition of the Adria Security Summit in Sarajevo, but my career in Security started long before that, so I guess I am as experienced as they come. But what does it mean to be “experienced” in today’s world? Experience helps you to avoid mistakes in a stable and predictable environment – but those two descriptions are no longer valid, so I think the new skillset for management should be attitude and adaptability. As many things in life usually are – my transition from Hikvision to Ajax was completely unexpected and unplanned because I was not looking to change my job. I remember I did my first Ajax interview mostly out of good manners because they invited me, so my curiosity was not so much about the job – but more about the company. My plan was to challenge Ajax with all the difficult questions that I could think about – but when the interview was over I realized that because my plan didn’t work my eyes were open to something that I couldn’t see until this point – “the future of Security”. I felt inspired by Ajax and I agreed to help built a new local team and set-up a new market structure in the Balkans&Adriatic – a region which I know well.

a&s Adria: Even though Ajax Systems has been in this business for only ten years, it has reached some impressive numbers. How did it all start for your company? What were its most important milestones, how many employees do you have now, and where do you sell your products? Last year, you reached a notable number of premises under your protection?

Yashmakov: Yes the company is around 10 years old but the first few years were tough, I mean the operational capacity was not yet at the same level as the vision and enthusiasm of the company. Our first Wireless panel was released in 2011 and at that time it was called “Страж” (meaning Guard in English). If you don’t recognize it today it means that this was not a huge success on the market. J This low point of our history is exactly what drove our CEO to go back to the drawing board and he redesigned everything: R&D, manufacturing, marketing the whole company was redesigned, even the logo of Ajax was changed to the one you know today and we added the word “Systems” after Ajax to make it clear that we provide professional systems. We have a belief in the company that there should be no compromise with quality, design and user experience, the products are just the outcome of this belief and this is why Ajax Systems is known for having “Zero Bullshit” policy. Today we have over 2000 employees out of which around 500 are local and are spread out in all major European countries, South Africa, India, UAE, America, Canada and Australia. Through our global distribution network, we sell in more than 130 countries – we are guided by common sense in everything we do.

a&s Adria: As a Ukranian company, Ajax Systems is facing a difficult time being in the midst of an attack from the Russian army. If you can share with us, what is it like for your colleagues to work in those conditions? Did you face losses in men or equipment, how did you keep your production going, and did you have to evacuate to another premises? Has your recently equipped research laboratory at the Faculty of Electronics at Kyiv Polytechnic Institute and your R&D offices in Kyiv and Kharkiv been affected?

Yashmakov: This is a sensitive topic for everyone at Ajax Systems and everyone in Ukraine for that matter. Rather than focus on this ruthless and unprovoked war, I prefer to tell you about an unexpected (to me at least) side effect of this situation. Ajax lead by our CEO showed the world a masterclass of leadership, crisis management, resource allocation, re-settlement of employees, logistics of finished goods and factory equipment, exceptional planning and all this while bombs are falling and people are in panic. Within the first week almost 500 people from Ajax were relocated to the west part of the country, accommodation was arranged for them and the salaries for the next month were paid in advance to them. Within the second week of the war a new factory building (more than twice the size of the old one) was introduced and equipped with more production lines than the old one. By the third week we had our first ready products produced in the new factory and we acquired a new warehouse with more capacity than we need for now. In the meantime, more talent is being hired in R&D because simply more of it is available and is concentrated just in the west part of the country – which means that our roadmap for the new products will come ahead of the planned time. So, in between Covid; Silicon shortage; Technical challenges from suppliers and bloody war in Ukraine – Ajax is coming out stronger than before. This is because of extreme dedication, motivation and unity between everyone in our ecosystem including our users of course. Imagine what Ajax will achieve when the environment calms down a little bit.

a&s Adria: You came up with a slogan as a means of resistance to violence. What message does it send?

Yashmakov: Basically the slogan is self-explanatory – Through our products Ajax Systems offers the feeling of being safe and having peace of mind about your property and loved ones. We work against thieves, fires or leaks – therefore “We stand against evil”!

a&s Adria: Having a lot of customers, how will you continue servicing their equipment and securing their premises?

Yashmakov: Yes, we have many users I think we already passed 1.3M and this number is growing fast and all of those users have never experienced a drop in our service. The reliability aspect of what we offer to the market is a major selling point for us therefore it is important that we do not rely on open-source platforms or use outdated technology. One example is the communication between our Hub to our cloud, we created our own HTS protocol which is a binary protocol so it’s very fast and can work on small bandwidths plus we are hosted on Amazon cloud with multiple notes working in a cluster in three different locations in Europe which first of all provides excellent load balancing in order to accommodate our huge growth in the number of users and also we have one cluster always in hot back-up mode. If your readers are interested in some fun statistics, I can tell you that Amazon is giving Ajax 99.9% reliability of the cloud service, and together with our technology we can bring the availability of the cloud up to 99.99% throughout the year to our customers. To most people these numbers sound funny, but our business is based around this reliability. Our products on the other hand have a general defect rate of just 0.3% (this is a peak value) so our RMA center is not really overloaded as you can understand.

a&s Adria: As a part of your engagement against violence, you developed an app Air alert in just one day. What is it used for and how many people use it at the moment?

Yashmakov: This is a simple but very effective app made to help the Ukrainian people who live in remote areas or generally in places where the civil defense sirens are not so effective. We saw the need to have a reliable alternative tool to generate a loud alert warning of an airstrike or chemical attack or any type of danger to the public issued by the Ukrainian Government. This app supports “critical alerts” function, meaning that notifications will sound even if your phone is in sleep mode or is on silent. How many people are actually using it – I don’t know, but I think most everyone that is in Ukraine right now.

a&s Adria: Lets get back to your offerings. Your first product line is Jeweller wireless intrusion detection, fire protection, and leak detection. Can you present in detail its most important features?

Yashmakov: All of our peripheral devices are designed to detect specific threats, it could be unauthorized movement inside or outside the property with video verification for example, or detection of CO (Carbon monoxide) built-up in your garage, or water leakage in your server room, or smoke in your kitchen, or unusual temperature build-up in your warehouse or unexpected high electrical consumption – actually there are almost unlimited number of threats. Being able to detect is one thing, but being able to act on a threat in real-time is really what gives you the feeling of safety and peace of mind that we spoke about earlier. Being able to create your own specific scenario and to be part of the process yourself is what I think is the best feature of the system, for example – if water leak detected – then stop the water supply, or if fire detected -stop electricity, or if intruder detected – call monitoring company and switch on lights and so on.

a&s Adria: How far away from the hub do Ajax devices really work and how does your special energy-efficient radio protocol prolong the usage of batteries in your devices?

Yashmakov: The topic of wireless range and battery life always brings a lot of attention to the customers, because this is something easy to understand and more importantly easy to measure and compare. Unfortunately for everyone, this is far from the truth. In real life nobody uses a MotionProtect detector in open space in direct line of sight to the Hub, and nobody can predict how many alarms will need to be transmitted, what will be the temperature and how far the detectors will be installed from the hub – in order to fulfill the maximum range and battery life. So why do we give absolute values if they are never used? The answer is that there is no other way to measure in a fair and consistent way the performance of your products other than in a laboratory environment. This is why all manufacturers are following the same guidelines when making similar measurements to make sure we are not misleading the market (at least I hope all manufacturers are doing that).

To answer your question, in terms of wireless range we claim up to 2000m. To put this in perspective so your readers can have a clear picture – your average WiFi range is about 150m with very high-power requirement, then you have the ZigBee and Z-Wave networks which are made for smart home devices and are very low-power – but their range is still about 150m. So, by this comparison you can understand that we developed our own closed wireless protocol “Jeweller” to be low-power, high distance and most of all secure. Because of this, some of our detectors can run for 7 years without replacing the battery.

a&s Adria: How can a user monitor the Ajax security system?

Yashmakov: When I think about it, the answer to this question is the reason why Ajax Systems is breaking through one of the most boring, stagnant and uninteresting markets – the Intruder alarm market. So what is the answer? It’s called “User Experience”. Finally, the users are given the chance to have control of the system they paid money for, the users have the chance to help design their own system and to be informed about everything that is going on during their absence. All you need is internet connection and a smartphone. No additional fees or surprises.

a&s Adria: One of the most common requests from industry professionals is for a hybrid security system. The combination of wires and radio allows covering large and industrial facilities. The expertise developed since 2011 results in Fibra. What advantages embody the new Fibra product line of wired devices? The first release includes nine devices. What are they?

Yashmakov: I think it’s nice that you think that the most common requests from the industry is for a hybrid system, I wish this was the case. The Adria region and the Balkan region generally reacts with a small delay compared to North-West Europe when it comes to adopting new technology, but this is not a bad thing. Ajax is not trying to change the local habits of the market, we are trying to adapt to them. This is partly the reason we decided not to release “Fibra” products to the whole Europe but just parts of it, so the official release date is still pending for the Adria region.

Let me explain what’s the idea behind the Hybrid Hubs using “Fibra” communication technology. “Fibra” combines the reliability of wires with the freedom of radio connection, it is a digital-generation wired system. At the physical level, Fibra looks like a bus connection where detectors are connected to a control panel with a 4-core cable, but the benefit is actually hidden at the software level because our customers get the same user experience but in a wired connection. “Fibra” is taking all the benefits of the wireless so it is extremely low-power which means that 30 wired “Fibra” devices will run for 60 hours on a 7 Ah backup battery. This is 5 times more than Grade 2 requires, in fact it meets the Grade 3 requirements. In terms of the wired devices that you can add to the system, basically they are the usual indoor Motion detectors: MotionProtect, MotionProtect Plus and MotionCam. Magnetic door contacts: DoorProtect and DoorProtect Plus, and then you have Glass break detectors: GlassProtect and CombiProtect, then you have the StreetSiren and HomeSiren and the KeyPad.

a&s Adria: Like in Jeweller devices, data transmission within Fibra is encrypted. What anti-sabotage technologies are the devices equipped with?

Yashmakov: Yes for sure encryption is at the center of our R&D’s minds when they develop new communication methods. In the case of “Fibra” we use dynamic encryption where the Hub and devices change the encryption algorithm at every communication session, so good luck if someone is trying to decrypt the system using brute force. The Hub is always in monitoring mode and it scans all connected devices according to the settings made by the installer so the user (or monitoring company) gets notified if there is a drop in the voltage of any device or if the line is broken and power starts to drop. The latest upgrade of the system will bring the anti-sabotage one step higher as it will enable physical protection of the “Fibra” line from being broken. To accomplish this you need to connect the beginning of the line to one hub terminal and its end to the other. Such a connection creates a ring topology and in case of a line fault, the ring splits into two loops working independently of each other.

a&s Adria: Ajax Systems expanded the automation product line and developed a Socket (type G). You marketed that it has an unprecedented over-the-air communication range? And in what way are its settings more flexible?

Yashmakov: The type G socket is not really the main focus in this region because this standard is used only in the UK, Cyprus and Malta but if you are asking about the Socket in general then yes, being an Ajax device it has a range of about 1000 m but is also fully compatible with the Range extenders (ReX and ReX2) so that distance can be easily extended. The Socket gives you the ability to control appliances remotely and to monitor the power consumption of your premises, but I think its best feature is to help automate your security system. You can create scenarios with the Socket where the top power consuming devices are switched off as you leave your house so you never have to worry if you left something on, or switch off the lights in your office automatically when leaving, or turn on your coffee machine at a certain time in the morning. Those are just examples.

a&s Adria: Can you connect video surveillance cameras to the Ajax security system? With what video surveillance manufacturers’ cameras did you integrate your system with?

Yashmakov: Video verification of alarms is something Ajax really believes in, and considering the huge amount of CCTV cameras already installed it makes sense to combine your security system and video surveillance in one app. There are 3 quick ways to do that:

1. Use Ajax motion detector with a photo camera – MotionCam or MotionCam Outdoor (Winner of the Intruder product of 2020 – PSI Premier Awards)
2. Connect to Hikvision, Dahua, Uniview and Safire cameras and DVRs in less than a minute with no additional configuration needed (cloud to cloud integration)
3. Unlimited choice of manufacturers – using RTSP stream, which is a standard protocol in most IP streaming devices

a&s Adria: Can you present or enlist some of the most complex and important installations you have done throughout the years?

Yashmakov: Over the years we’ve had very interesting projects in remote locations, unconventional design solutions, and the value of the protected properties ​​have won respect for integrators and developers. In the spring of 2021, the Ajax security system with the FireProtect and FireProtect Plus detectors was installed at the Ukrainian Vernadsky Research Base in Antarctica, the polar station plans to install even more Ajax devices. Thanks to the alternative power supplies for hubs and the Enterprise API, Ajax systems are now installed on yachts worth tens of millions of dollars. The system achieved a good track record on movable properties like mobile homes, freight transport, and food trucks, and is now confidently opening new vertical markets. This is a manifestation of great trust.

a&s Adria: What will the future of Ajax Systems look like, especially taking into account the latest unfortunate events?

Yashmakov: Pandemic health crisis, silicon shortage, technical issues from suppliers of components and now a brutal and completely destructive war in your home country – most companies will not survive. Ajax Systems however, is not like most companies, we are made up of tough people who are motivated and are willing to self-sacrifice because we all share a common belief that we are the driving force of the security market and we are pulling it forward by being different and not lead by old stereotypical views. The biggest prove that we have already changed the way people perceive security is that other manufacturers 10 times bigger than us are following our lead, some more successful than others.

I look forward to revealing our roadmap for the next 6-12 months and I can promise you that we are just beginning our journey to re-shape the market – but this will be done in the correct time and in the right venue together with our partners who have stayed loyal and have been very supportive and patient with us.