Guide (can be deleted) Table of contents Use Milestone colors Choose layout on new slide 1. Select an appropriate layout from the layouts gallery Use colors from top row (Click in bottom of the New Slide button) Automating Sales Processes To Change layout of an existing slide Do not use these colors Drive Competitive Advantage 1. Select Layout next to New Slide-button or right click outside slide Text color 2. Choose a suitable layout from Milestone Systems the drop-down menu 1
Today’s Agenda ● Intro to Milestone usage of Visible Thread ● How can Using VT be strategic to Milestone ● What type of VT customers is Milestone’s? Global Bid Desk Overview ● Visible Thread & Qvidian Work Streams Knowledge, Pay & Timing Matters 2
● Owned 100% by Canon ● Stand-alone company in the Canon Group ● Solid financial backing Intro To Milestone’s VT Journey ● Dedication to technological innovation ● Shared vision for video surveillance ● Ownership endorsed by Milestone partners 3
Getting Started ● 2014 Proof of Concept Partner- ● During APMP conference Chicago I Regionalize - Pilot - 2015 Enable-2017 2016 POC - 2014 discovered the solution to my Save Time in Global Bid Three geo- Self-service problems RFP Desk based Teams Teaming ● 2015 Pilot response Shipley Add Proposals Proposal Localization Knowledge Management ● Milestone hired our first proposal Management manager ● Discover the science of VT ● 2016 Regionalized ● Developed an adoption plan ● Three geo-based teams ● 2017 Partner Enabled 4
Global Bid Desk Background Partner End User Milestone Increase Win Rate Response RFPs’ Standardize Validated QA Very Detailed Response Pairs Increase Profitability Limited Global T eam Of Lower Time Response Time Specialists Investment Ensure T echnical Reduce Delivery Highly T echnical Compliance Risks Increase Retention Create Winning Highest Quality Biggest Projects Proposal Proposal 5
Solution Business Development #A Investing in Win Rate: #B W eekly Governance A. Governance is biggest ROI thru meetings to review project #C pursuit decisions Develop the Proposal Management pursuit Win Theme business cases Key Account Management Capture B. Proposal Management and #D Management Create the development of the “win theme” Bid decision Executive Develop the Program Management gate discipline Summary winning Position in support of a pursuit decision solution Milestone to be the preferred Win rate Proposal C. Key Account Management solution improvement development Lower the of 2x – 3x and delivery risks contributes and supports the compliance Implement Price T o Win pursuit and capture activities Provide Strategy Win rate Delivery improvement support D. Program Management supports Win rate improvement the pursuit with a quality assurance technical solution VisibieThread Provided Significant Capability 6
Global Bid Desk Capability & Experience Opportunity Request For Proposal Capture Plan Response Response Customer Demo To Win Supported Proposal Development Development Document Presentation Worksheet 4 4 10 4 4 4 4 2 2014 45 65 186 120 85 80 15 6 2015 60 100 80 20 2016 200 120 55 15 7
The Science of VT is NLP ● NLP is a range of computational techniques for the automated analysis and representation of human language ● Mainly unstructured ● Produced for Human consumption ● Not directly machine processable 8
NLP 3 Main Paradigms ● Syntactics Curve ● Bag-of-Words ● Specifies the way groups of words are to be arranged ● Semantics Curve ● Bag-of-Concepts ● Specifies what well-formed expressions are supposed to mean ● Pragmatics Curve ● Bag-of-Naratives ● Specifies how contextual information can be leveraged 9
VT - Transactional to Strategic Dictionaries Typical VT 10
Milestone’s VT Usage Roadmap ● Hypothesize ● Will NLP and VT bring Milestone value (Yes) ● What type of value (Both) ● Transactional or Strategic ● Adoption Model ● Deploy ● Innovate ● Propagate 11
Guide (can be deleted) Table of contents Use Milestone colors Choose layout on new slide 1. Select an appropriate layout from the layouts gallery Use colors from top row (Click in bottom of the New Slide button) How Can VT be strategic for Change layout of an existing slide Do not use these colors Milestone Systems 1. Select Layout next to New Slide-button or right click outside slide Text color 2. Choose a suitable layout from The Open Platform Community the drop-down menu 12
Leading the market No.1 VMS Manufacturer Worldwide Milestone Systems is a global leader within open platform video management software (VMS) for IP network-based video surveillance 13
2010-2015 Video Mgmt. Software (VMS) Examples Definition Compliance IP video surveillance 1. Runs on standard IT Solutions Provider hardware management software runs ● Pelco 2. Records digital video on standard IT hardware and streams directly from and ● Bosch records digital video streams IP-network directly from an IP-network ● Honeywell 3. On to industry standard on to industry standard storage devices storage devices. 4. Sold by vendors that also Non-Solutions Provider sell their own branded VMS sold by vendors that cameras ● Milestone Systems also sell their own branded 5. Sold by vendors who do not ● Genetec offer their own brand of video surveillance cameras. cameras ● SeeTec Communications Examples include: Pelco, Bosch and Honeywell. VMS sold by vendors who do not offer their own brand of video surveillance cameras. Examples include: Milestone Systems, Genetec and Seetec Communications. 14
2016 Vid. Mgmt. SW of Windows Sys Examples Definition Compliance Any video management software 1. Must be video management ● Milestone XProtect which only manages Windows software which manages only Corporate based operating system Windows based operating hardware devices. The VMS ● Genetec Security system hardware devices must be sold as a licensed 2. Must be sold as a licensed Operations Center software and manage any type software of video surveillance camera or ● Avigilon ACC Enterprise 3. Must not be a hardware encoder. The VMS must not be a ● …. hardware device or included any device hardware device revenue. 4. Must not include any Optionally the VMS of Windows hardware device or pro systems may include the service revenue manufacturer’s other video 5. Must manage any type of management software video surveillance camera components such as licensed 6. Optionally may include the software used for viewing, manufacturer’s other video central management and third- party integrations. management software components such as, software used for viewing, central management software and third-party integrations 15
Milestone in brief ● Founded in 1998 ● Standalone company in the Canon Group ● Global leader in open platform video management software ● Software sold through a network of authorized and certified partners ● Offer customers a flexible, scalable, future-proof video management solution 16 Milestone Group Confidential
Milestone & Canon ● Owned 100% by Canon ● Stand-alone company in the Canon Group ● Solid financial backing ● Dedicated to technological innovation ● Shared vision for video surveillance ● Ownership endorsed by Milestone partners 17
At a glance +130 +600 +1,200 countries employees solution partners +5,000 +8,000 +150,000 camera integration customer drivers partners solutions 18
Global footprint Milestone Systems Denmark, Corporate HQ UK & Russia Ireland Milestone Systems Germany Portland, France North Americas HQ Milestone Systems Bulgaria, China Spain S.L. Italia Global Development Center Japan S.r.l. Korea Lebanon Milestone Systems Silicon Valley, California, Global Incubation Center India Saudi UAE Arabia Mexico Milestone Systems Singapore, APAC HQ Brasil South Africa Australia 19 Milestone Group Confidential
150,000+ customer installations Education Healthcare Hospitality City Surveillance/ Government Plemmirio Marine Reserve - Sicily 20
Continuous growth 21 Milestone Group Confidential
● Owned 100% by Canon ● Stand-alone company in the Canon Group ● Solid financial backing Product Marketing ● Dedication to technological innovation ● Shared vision for video surveillance ● Ownership endorsed by Milestone partners 22
VMS: Video Management Software ● Connect all security into one system ● Always know what’s happening ● Efficient visual verification of incidents ● Keep your business and employees safe WHY VIDEO ● Safeguard your building and assets SURVELLIANCE ● Document security breaches 23
NVR: Network Video Recorder ● Connect all security into one system ● Always know what’s happening ● Efficient visual verification of incidents ● Keep your business and employees safe WHY VIDEO ● Safeguard your building and assets SURVELLIANCE ● Document security breaches 24
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