Milestone's Brazil Business Examined
While Milestone has become a major VMS supplier in North America and Europe, how is Milestone doing in Brazil? IPVM examines.
**** *** **** ** ****** *** the **** *** ****** ******* **** local ********* *************, ******* * ****** understanding ** *** ******.
** **** **** ** ******* *********'* Brazil ********, ********** *** ****** ************'* market ***********, ****** *********, *** ********** within *** ********* ******.
**** ** *** ***** ** * series ** ***** ********* *** ********* businesses ** ******* ***** ************ *************. For ******** ********, ************'* ****** ******** *****************'* ****** ******** ********.
Estimated ****** ***********
***** ********* ********* ******** ** *** mid- *** ****-*** ******* ** *** US, ** ******, ********* **** ******** in *** ****-*** ******. ************, ********* competes ******* ******* *** *** ** the **** *** ** *** ******, while *** **** ******** ** *** low *** ** *** *** ****** (whereas ******* *** ********* ** ***). Additionally, ******-***** ***********, **** ************* ******* (***% ***** ** *****-***************), *** **** *********** ******* *********** in *** ***** *** ** *** VMS ****** *** ** ***** **** to ******* ******* *** ******** *************/*********** that ********* **** *** **** ** a ******* *******.
********* ******* ****** ** **** ***, like ******* *******, ***** **** **** it ********* ****** ** * ******** of ********* ** *** "********** *** market:"
*********’* *** * ********** ****** ** the ********* ****** ** **** **** 15% *** ******* ****** *** **** 3 *****.Milestone *** * ***** ******** ** ****** ** *** ********** ****** with clients in several verticals, highlighting clients in Federal Justice, Critical Infrastructure, Cities and the Bank. [emphasis added]
We **** **** ******** ** *** ******* ***** [** **********], in the judiciary and in infrastructure. We also have end-users in industry, healthcare, and corporate buildings as well as some state-level smart city projects. [emphasis added]
************
* ********* ********** ************ *** *******-***** manufacturer's ***** ** **** **** **** sell "***% ******* *** *******," **** Milestone ****** ******* ******** ************* **************** **** *********'* ************* **** ************ and *********** **** **** * ***** of ***** **** *** **** ***** years:
***** * ******* **** ********* [** 2018] ** **** **** ******* ** consolidate *** ***** **** *** *******.
*********'* ******* ***** *******,*****, *************, ** **** ** *** ******* companies ** *** ************ *** ******.
***** *** ** **** *********** **** Brazilian **************(*** *****), ********* **** **** **** Anixter, **********, *** *** *** *** larger ********* ************, ***** ***** ********* ********** *** ******* ************.
***********
*********'* ******* ***** **** *** ***** "resellers" ** ******, ********* ** *** country's ***** *** ********* *******:
*** ****** ** ********* ********* ** Brazil ** ******* ********** ** *** number ** ********* ** *** ** Romania *** ** ***** **** *** number ** ************ ** *** ** Mexico (**** ******* **** ******).
** * **** **** ****, ********* highlighted ************** *** **** ******* ******* ** Brazil *** ***** *********** **** ***** systems ***********:******** **********,****** ********** ******** * **********, ******* **********á**** (**** ******* ******), ******* ****.
*******
*** ************* ** *** **** ** import * ******** ******* **** ******, therefore, ****** ****** *************, ***** ******** are *** ******* ** *** *******'* high ****** *****.
*** *******, ** ******* **** *** government ** ******'******** **************** ********** ******* **********á**** ** *** vendor *** *** *********** ** ***** of ****** ******** *** *,*** ********* XProtect ******** ****** ** *$ *,*** (US$187) *** ** ****** ******* (*** ********):
************, ********* **** ***** *************** ** *******-***** *** ********** ***** **** ********* XProtect ********* ******** **** ********* *** R$ *,*** (**$*** ** *** **** exchange ****) *** ******:
******, ***** **** ************ ******* ********** ******** ** *** Brazilian ***** ************** **** *** ********* ******** ********* licenses **** **** *** *$ *,*** (US$360 ** *** **** ******** ****) per ******:
******** ** **** ******** *************, *** offer ***** ****** ** ***-***** ** developing *********, ***** ******** **** **** Milestone's ****** ******* ** ************* ******* to, ** *** **** ********* **** its ** *******.
Geographical *****: ****** ** *********, *****, *** *******-****, ****** ** ***** *** *********
**********, *********'* ****** ******** ********** *** concentrated ** ******'* ******* ********* *** South ******* ** **** ** ** the ******* ****í*** (******* ** *** Central-West ******):
** *** ********* ** *** ******, Southeast, *** *****, ********** ** ****í***, São ***** *** ***í**** *****. **** said, ** ****** ********* **** *** distributors ****** **** * ******** ******** and ******* *** ******** ** *** the ****** ** ******.
Success: ****** ****** *****
** ********* ** *** ******* ******** highlighted ***** *** ** ************ ** a ***** ***********, *** ********* ********* as "******" ** ****** ****** *** government ***************, *** **********-***** ************ *** carved *** * ***** ** ****-*****, big-budget ********.
********* ** ****-******** ** ******** ************* at ******'* **** *********** ************, **** the ******* ******* ** * ***-*** camera ************ ******** ** ****** **** IPVM ***** *** ********* ******* *****'* decision ** ******* *** ***** ************ in **** **** * *********/********* ******** through ********** **. *********, **** ******** is ******** ** * **** ******* Bank ** ****** ******** ***** ****** Milestone's ******** ** * "*****/***** ** reference," ***** **** *******:
********* *********** *** ****** ****** ******** as * ********, ******* **** **** long-standing ************* *** ********* *********** *** this *******:
Our ****** ****** ******** ** ******. Openness and flexibility are prioritized by the government and we have some customers where the systems integrator has been selling Milestone for ~14 years. [emphasis added]
************, ********* *********** *** ********* ** "examples ** *** **** *******:"
******* ********** ** ** ***,*** *. **.
Success: *********** **** ***
** *** **** ******* ** *********** our ************ *** ***** ********* ** Brazil, ******* *** * ******** *********** with *** ***** ****.
***** ** ** ***** *** **** for *** *********/*** *********** ** **** achieved *** ******, ********** **** *** should ***** *** ****** ******* ** expand *** ***** ** ****** ***** partnering **** ********* ****** ***** *** to ****** *** ********** ********.
**** ******* *** ** *** **** week **** * ******* *** ******* on **** ****; *******, *** *** yet ** *******.
Success: ********** ******, **********, ***********
* ***** ***** ************ ************ ********* on *********'* ********** ******, ****** **** Milestone *** "***-***********" *** ******* **** "stability" **** ** **** ** *** competitors.
**** ***** ***** ****, ********* ********* that ** ********* *** ******* ******, among ***** ******, ** ** ****** points:
** ******** ********** ** ***** ** selling ******** *** *** *********** ** combining ***** ********* **** **-******* ********* to ** ***** *** *********.
*** ********** ****** ** **** * strength, ** *** *********** ** ***** business ** ******.
Challenge: ******* ****** **** *************** **** ************
********* **** **** **** ******* **** and ****, ***** **** ********* ** one-off ******** *** ***** ******** ** the**************** ***. **** ***** ** ******* ** statements **** ******** ***** ******** ************* claiming **** *** ****** *** ************ used ** ** ****** ** ******, Milestone *********:
*** ************ ****** **** ** ** bigger. ***** ****, ** **** ********* a ************** ******.Events **** ** *** . [emphasis added]
********* ******** **, ************ *** ******* pursuit ** *********** ** ******* *******:
We **** ** ** ******. Milestone sees the importance of Brazil in the global market. We used to have big expectations about the Brazilian market and have shifted to a long-term focus with end-users such as airports, highways, and ports. We would like to do more in infrastructure and transportation and are looking for airport and highway projects and consistent ***** *** ********** ****** ** ******* ** *****. [emphasis added]
***********, ************** ******** **** ** ******** are ****** ******* *** ****** *********, with ******* *******, *** *******, ** airports ** *********, ***** ******, ****ã* ***** (*********)*** *** ******* ** *** ** Janeiro (****ã*).
Challenge: ******** *** **** *** *****
********* ************ ** **** **** ** needs ** ** * ****** *** of ******** *** ***** ** ******:
** **** ** ******* ************ ** integrations *** ****** **** ** ********. Training ** * *********, *** ** want ** **** *** ***-**** ** differentiate *********, *** *******, ***-**-*** ********* vs. **** *********.
******* ** **********, *** ***** ****** that ********* ** ********* ******* **, after **** ****** ** ******, ********* is ********* ** ***** ******** ************* with *** **** ********* **** ***** VMSes ******** *** ******* *** ******* competitors ******* *** ***.
*** **** **** *********, ****** ******* and ***, **** *** **** ******** a **********-******** ******* ** *** ******* is ******* ************ ** **** **** of ***** ***********.
**********
** ******* ** ** *********'* ********* regarding *** ****** ** *** ******** and ***** *** ** *** ****** business, *** *******-***** ************ *** ********* in ******* *** * ***** *** itself ** ****** **** ****-*****, ***-****** projects **** *** *******'* **** ***** government ****** (*.*. ******* **** ** Brazil, ****** ***).
**** ****, ********* ** ******* ****** beyond **** *****, **** ******* ******* more ******** ** ***** ********* ***-***** and *********** **** ** ***, ********, and ******* **** ** ***** *** solutions ** *** ***** ***** ****** than *********, ***** ******* ** ********* the **** ** ** *** ** and ***** ********* *******. ** *** integrator **** ****, "********* ** *** expensive ** ******."
* ** * ****** ******** ** this ****** ******* *** ******* ***** somewhat ****** **** ** **** *** Corporate ********, *** **** *** **** don't ******* ** **** ******** **** Plus ** *** ***** ** ***** bundled ** *** *****. ********* ** also *** *** *** **** ********* product **** *********, *** ***** *** 3 ***** ******** ******* ***** *** a ******** ** *********.
* *** **** * *** ******** by *** ***** ** **** ******** Resellers ***** ** *** ********* ***** on *** *******. ***** *** **** sell *******+ *** ************+ *** *** listed.