Former Genetec Integrator Turns VMS Developer, Edge360 / Surveill

Company **********

******* *** ******* ** **** ***** **** ********************* **** ********, ** * ******* ********** ********* focused ** ***** ** ********** ******** projects. ************* ** *******, ********, *** with *********'* ** ****** **********, ******* reports ** * **-***** ******* ******** Veteran ***** *** ******** ********.

** **** **** ******* ********** * VMS, *** ***************. ***** **** ********* **** ***** own ****** *** ********, ********* **** they **** ** ******** *** ********* the *********.

**** ******** **** ** ** ****, they ***** *** *** ** *********** work *******, ****** **** ***** ******** some ******** *********** *********.

Built *** ******* **** ****** ******** **** **** ******* ** *****

********* **** **** ***** * *** because ** *** ************* *********** ** conventional *****:

** ****'* **** ** ** * Monday *** **, "***, *** **** what **** ******** *****? ******* ***." What ** ******* *** ***** *** nightmares, *** * **** *******, *** still * *********. *** ***** **** to ******* ****** ********. *** *** industry *** ******** *** ******** **** what **** **** ***** ** ** was ***, "****, **'* *** ***-**-*** 'holistic' ********. *** ** *** **** me, ***%."

** **** **** ******** *** ********** a ** ************* ****** ** ****** virtual ************ *** ******* ****** *** events **** ******** *********. *******, ********* noted **** **** ********* ** ******** stream ***** ****** ****** ******** *** multiple *******/**** *******.

** ** ***** ** ***** ****** large ************ **** *********, ******, *** scale, *** ** **'* *** ******, it's **** **** ****, ***** ***'** talking **, **, **,*** *******, ***** is * ****** *** ****, *** across ** ********* ********. *** ******* that ** ****** *** *** *** same: ******** *** ***** ************ ******'* manage ********* *** **** ******* *** bandwidth **** ****'* **** *** ************ to ******* ** ** ********** *****.

** **** ********** **** **** ********** customers *** ******** ***** *** ******* clouds, ***** **** ******** ********, ****** than ********* ***** *** ********:

*********** *** **** ******** ***** *** private ****** **** ******* ***. ** we ****, "****, *** **** ***** boxes *** ******** **** ***'** ********* to *** **** ** **** ******* cloud, **** **** ************ *** ************ that *** **** *** ***** ** work **** *** **** ** ***** compute ***** **** ** ***** ********* that *** **** ** ********* ** yours." *** **** *** ***** **** to *** ********* ** *** *** to *** ************ ** *** *** should **** ** ** *** *******.

Ex-Genetec ***** ********** ********* ******* ******* / *********

******* ***** ****** ******* ******** ** Sales***** ******'*********** ********-*****, *** **** ** ** ******* on ******* ** *******'* *******, *** expanding *** ****** *******:

***** ********* ***** ** ** ******* competing **** *******, *********, *** ********, because *'* ***** **** ***** *** dealers [**** *** ******* ***** *****].

****** ********:

*'* ******* ** **** **************, *** I **** ** **** *** ******* per ***** ********** ******, *** **** New **** ****, *** ******, ********* a ****** ****.

** **** *********** *******'* ******** ** the ********* **:

**% ** **% ** *******'* ****** was ****** ** **** **** *** Northeast **. ** **** *** ******** up ****.

****** ********* **** ** *******'* ******** northeast ****** ******* **** ** *****.

****** *** ****** * *****, ****** critic ** *** ****** ********, ***:******* ****** ***** ********

Conventional *** ******* *********** + *****/*****

********* **** **** ******* **** ** its ****** ********* *** ******* ****** safety *******, **** ******* **** *** typical ************ *** ********* ******* ** that ****** (*.*., ********, *******, *********, etc.). *******, **** **** ******** ****** Fusus *** ***** ********* ** **** space.

**** **** ***** ***** *** ***** are, ** **********, ***********, **** *** looking ** **** **** **** ** partners ** ********. *******, **** ***** challenges ******* **** ***** *** *****'* direct ***** ***** ******** ** *******'* channel *****.

Development *********** *****

******* **** ** *** ********* **** many ***** ************ ******* ******* ** its ***** *********** ** ** ***********-******* company:

**'** ** *********** *****, ** **** integrators, *** ** ***** *** * sales ***. ** **** ****'* **** to ***** ** ****, ******* **** we *** *** ******* ***** **** level ******** *** **** *** ******* led ** ******* *******, ******* **** of ***** ** *** ********** *****.

********* ***** **** **** ************** ******* custom ******** *********** *** ******* ***** and *****:

**** *** *** *** **** ******** as ** ********** *** **** ** are ***** ** ******** ***********. **'** always *** * *********** ****. ** we **** *** ******* ******** ********** by ******** ****** *******, ********, ********** features *** ************* **** ****** ******'* provide. ** **** * ******** ** one ** *** ********' ******** *** a ****, *** *** *****, ***** others **** *****, ** ***** ******* solutions ****** **.

********* **** **** **** ********* **** or ********* ***** (***) *** ***** (Avigilon, *******, *********, ***.) *** ** Federal ********** *** **** **** ********.

*********

**** ********* ****** ** *********, ********* focused ** ********, **** **% ********* focus *** **% ** ***** *** marketing *****.

***** **** ***** **** ******* * large ******** ********** **** ** **** small *** ** ********** *** *******. Its ** ********* *** * ***** fraction ** **** ** *** *** competitors ** *** ** ******* ********** and **** **** *******, *** *******, Genetec (*,***+) *** ********* (*,***+).

Revenue / ******

******* ** ********* ***** *** **** IPVM *** ******* ******* ** ** the **** ** ********:

******* ******* ****** ** *** *** of ******** **** **** ****** ** there **** ** ******** ********* **** we **** ***. ** **** **** the **** ********* ****** **** ***** year. **'* *** ********** ***********.

******* ******, **** *** ****** *-** growth ** ******* ** ****:

**'** ******* **** **** ** *** surveillance ****, ** ****, ***% - 400% ******* ****** **** **** ****. I ****** **** ** ** ** substantially ******* *** *** **** ****, year ***** ****.

*******

********* ********** **** *** *** * startup:

** ** *** ********** *** * startup. **'** ***** ** ** *****, we've ******** **** ***** ****, **'** in *** *****, ** **** ** debt

** **** ***** **** ***** **** were ************ *** *** *** ***** outside *******, **** ***** ******** **:

** *** *********** ****** ** *******, absolutely. *** ******* **, ******* *** be **** ** *** ** ** could ** **** *** **. ** are * **** ****** *******, ******* year ***** ****, **'** *** ******* about ******* *** *** ****** ** all. ** **** * **** *** rate *** ***** **** ** **********.

**'* *** ****** ***** *** *******, it's ***** *** *******, *****? ** what * ***** *** **** ** do ** **** **** ** * blind ** **** ** ******** ****.

Pricing - ********* ** ****

******** ** ******* ** ****** * perpetual ******* ** * ********* **** subscription. **** **** **** ******* *********** was * ************** ******** ** **** VMSes.

**** ***** *** ******** ****, ********* that ******* *** ***** **** ** the *******, *** ********** **** *** aim ** ** ** ***** **** than ********/*******/*********, **** ** ********** ********* for ************.

Containerized ***

******* **** *** *********** ********* *************** of ******** ** *** *** ************, ***** ***** **** **** ** the *** ** * ********** ********** package, ***** ******** *** *** ********, OS, *** ********* ******. **** ****** simplify ********** *** *********** ******** ** traditional ** ******* ******* ***********.

*******, ******* **** ******* ** ****-*********, they *** ******** ************ *** ******* failover/redundancy **** ******* ******** ** ****** the ************. **** *** **** ****** scalable **** ***** ************* ******* **************,****** *****,*********, ***.

**** *** *** ****** ********, ** we ****** ******* ** **** ******, limitations, ** ********** ****** **** ***** containers ****** *********** *****. *******, **** enterprise-focused ***** *** ******** ********* ********* (e.g., ***** **************, ***** *********, ***** monitoring, ********* **********, ***.) **** ********* servers, ****** **** ***** ******* *** own ******* ** ***** ********* ****** installation.

OEM ** ****** ******* *********

******* **** **** *** **** ** OEM ** ***** ******** *** ***:

**********, ** **** *** *** ***. We *** **** **** ** * position ***** *** ***** ******* *****. Especially *** *** ***** ****** ******* firms ** ****** **** *** *****'* have * ******* ********. *** *** our ******* ** *****, **** ***** management **** ******* *** ******* **************, we *** *** **** ** *** different ****** ******* ******* ******** ****, very ******.

Cloud "*****" / *** ******* *****

******* **** ******** ** "*****-*****", *** unlike *******, ** ** *** * turnkey *****. **** ********** **** **** would **** ***********/******* ** ***** ***** own ***** ********* ***** ********:

** ** *** ***** *****. **** we ***** ****** ** *** ** that * *******, * ***** ********** provide **** *******. ** ***** **** Surveill ** ** *** ******** *** them ** ***** ** **. ** want ** ***** ** *** *******. Always ***** ** *** *******, ****** drive *** ******* *******. ***'* *** stagnant **** **. ** **'** ****** our ******** *** ***** ** ****** their ********.

***** ********,********* (******** ** *** ******)*** ********* **** **** ******* ***-***** offerings, ****** **** ***** ** ************* more ******* *** *********** **** ******* VSaaS *********.

No ****** ******* *********** *******

***** **** *****-******* ********* *** **** expanding **** ****** *******, ******* **** they ** *** **** ** ** this:

**, ** ***'* **** ** ******* our *** ****** ******* **********. *** problem ** **** *** **** ***** of *** ****, *** *** ***** focusing ** *** *** ***** ****** around *** ******* **** *** ***** to ******** *******, **** ******* ****** to **** ** *** ******. ** are ****, **** ********* ** ******** on ******** *** ****** **** **** we're ****** ****** **** ******* ******. It's * ********** ******* *** ******* and *******. ****** ******* *** **** progressing ****** ****. *****'* * *** of ******** ********** *** ***** *** modern **** ********** *** ****** *******.

Dealer ******* *****

******* **** *** ************* *** ** easier ** ******* *** ********, *** it ********* *** ** ********* ********.

****, **** *** ************ * *********** regional ***** *******-****** ***** ********* *** are ******* ***:

** **** ** ****** * ****** network **** *** * *** **** business, ******* ** **, ** ***, 250 ****** ******* *** *** **** whatever ****** ******* ******* **** ****, and ***** ***** *** *** ***** scale ********** ***********.

No ********* *********** *******, ******* *** **** **

******* **** **** ** *** **** to ******* ****** ***** *********:

** ***** *** **** ******** *** analytics ** ***% ** *** ****. You **** ***** *** **********, ****** SOCs **** *** ***** ***** ** the **** **** **** ******, ****** well.

**** ********** **** **** **** *** open ** ***-****** ********* ***********:

** ** *** **** *** ****** partners' ********* ***. ** *** *** analytic *******. ** *** ***** ********** experts, ******* *** *******, *** **** visualization *******. ** ** **** ** allowing *** ********* ******* ** ***** on ******** *** **** ******** ****'* out *****. *** ** *** ******** a ******** **** ** **** *** accepting ** *** ** *****.

*******

******* ***** **** ********** ** ****** in ** ************ *********** ***/***** ****** and ** ******* **** *** ****** that ***** ********** ********* **** ********* to ********** ****** (*.*., ****** ** analytics, ******* *****, ******* ****** **********, etc.).

*******, ******** ** *** ***** **** at *** *** *** **** ******, so **** ********* **** ** ***** on *** **** **** *** ********* with ********* ** *** **** ***, and *** **** ***** *** ******** in *****, *******, ****-******** *******.