Since its inception 11 years ago, security systems integrator Digital Surveillance Solutions (DSS) has focused on selling a narrow but powerful and feature-rich set of products.
“This allows our sales team and field personnel to become highly knowledgeable about our offerings as opposed to integrators that chase every kind of security project that crosses their desks,” says Michael Blumenson, president of DSS. “Our staff are all trained and certified on core products and demonstrate a deep understanding of how these products integrate.”
One of the key physical security vendors that has partnered with DSS since the beginning is VMS (video management software) vendor Milestone Systems.
“Milestone’s software has been important to our ongoing success. Their software is built on an open platform which gives us the freedom to integrate with a variety of technology partners, and it’s helped us influence IT decision makers’ buying decisions. As IP video technology has become mainstream, we’ve seen IT directors playing a growing role in the sales and implementation processes – especially with regard to provisioning and configuring servers, storage, and software on their IP network,” – Mike Blumenson, president of DSS.
One customer that illustrates the success and longevity of DSS’ partnership with Milestone is the University of Buffalo (UB), which is a public research university with 30,000 students and multiple campuses located in Buffalo and Amherst, NY. “We’ve been selling IP video systems to the UB for more than 10 years now,” says Blumenson. “Our first implementations began with a small video surveillance project funded by one department. With subsequent projects we continued to utilize Milestone and we were successful in creating a de facto VMS standard despite individual departments continuing to make separate buying decisions. In time we were able to unify Milestone across all departments and campuses when large grant-funded projects were deployed.”
On two separate occasions, independent security consultants embraced the existing Milestone platform as the correct VMS for UB to continue its VMS expansion. Today, Milestone aggregates more than 600 IP video cameras (and growing) on the UB campus, which DSS manages and supports.