Speaker 1: What's up, guys? We just recorded an unprecedented and incredible episode with my friends Andrei and Zanolli. Tell us, Zanolli, how was it?

Speaker 2: We talked about innovation, we talked about technology, we talked about Bluetooth. Inside Milestone, this blew a lot of people's minds. What do you think, Andrei?

Speaker 3: Wow, it's going to be really cool. People will be curious to know how we did it. Watch it, it's going to be really cool. This partnership between Telefônica Vivo and Milestone is unmissable. Don't miss the episode.

Speaker 1: Exactly. Roll the vignette. Hello, friends and subscribers of Portal Netseg. We're back here at Espaço Xur for another episode of the videocast. We've been doing this weekly, we've had fantastic and incredible stories. If you haven't subscribed yet, subscribe, activate the bell and leave your like because today's content is amazing. We're going to bring two professionals, a manufacturer and a final user of a monitoring product, that we're going to be talking about here. One of them is already known to us, he's been here a few times with us. He's the country manager of Milestone, my friend Andrei Junqueira.

Speaker 3: Luis, thank you very much for opening the space for us once again. I'm happy to be able to talk to this guy here, who I'm going to let our guest speak.

Speaker 1: Yes, and our guest is more than special. He's the technical manager of new solutions in electronic security at Telefônica Vivo, Roberto Zanolli. Welcome, Roberto.

Speaker 2: Thank you, Luis, thank you, Andrei, for the invitation. It's a pleasure to be here. Cool, cool.

Speaker 1: It's a pleasure for us to receive this interconnection between the user and the solution itself. The user and the manufacturer working together to improve security solutions. For us, it's really top quality content. I want to start by getting to know you a little bit. I want you to tell us, Zanolli, a little bit about your trajectory. When did you start in this area of security? How is it for you?

Speaker 2: I have more than 20 years of experience. First of all, I'm Roberto Zanolli, better known as Zanolli. More like Zanolli, right? Yes, like Zanolli. I have more than 20 years of experience, being only at Telefônica for 9 years. Today, I'm the technical manager for everything related to the company's electronic security. So, it's for inspection of new products, technology, everything that is aimed at our heritage, to defend our heritage, the structure and the clients. It's not small, right? No. It's a gigantic company. It's a universe. Very cool. Even more so because we're not talking about a region. We're talking about a continent, which is Brazil. So, it's at a national level.

Speaker 1: Brazil is a separate country. So, we're talking about two giants. We're also talking here with Andrei, who brought this idea from Milestone. Milestone is a European company that is all over the world. Tell us a little bit about it, Andrei.

Speaker 3: I've already talked about it in some episodes, so I won't be too extensive. People already know me. Zanolli is a long-time partner. I always say this before I even start talking, but we're partners. We have clients, but we also have partners, because we're sharing and learning from each other. Well, speaking of this learning in my career, I've been in the market for more than 25 years now. I've been at Milestone since 2018 as the country manager of Milestone. We've done a very interesting job here in the last few years with Milestone. For you to understand today, we've already talked about this, expressive growth of two digits for three or four years. So, it shows not only the work we've been doing, but also the need for the market and how big the market is. Zanolli said this, the continental dimensions that we have. Milestone is here today to serve this audience, with our open solutions. I'm here at your disposal. I think you already know my experience, after you watch some previous episodes. So, I'll give you a sneak peek, you'll see it on the netseg, but I have a passion for this market, I've been in it for a long time, and it's a pleasure to talk about a successful case here.

Speaker 1: Yes, it's always good to remember. Andre, when he was here, told us that he started there, going up in the posts, that is, in the integration, in the installation, he went through all the processes. He's a guy who knows a lot about security, so it's important for us. And now, bringing this partnership, Andre always commented on the importance of an open platform, of bringing partners, of being together, and today Zanolli represents a big company that has applied this technology. How is that?

Speaker 2: Yes. Taking advantage of Andre's hook, I started at Telefônica, going up the stairs to fix the camera as well. That's it. That's it. It's been a while.

Speaker 3: We even forget that we've been through a lot.

Speaker 2: It's a lot.

Speaker 3: But I think that what Zanolli gives, all this vision, is much more assertive in solving problems, because we've been in the field. I think we were talking earlier, I can even bring this, that we talk about being in the field, feeling what goes through the problems, to be able to have a much more managerial look on how to solve them. Today we have a very good experience, so Zanolli helps a lot.

Speaker 2: Knowing the business rules of the company is also very important. Having passion, love for what you do. I'm passionate about what I do. I close myself in my world, I keep drawing, illustrating what I can do better. Because I see that electronic security is much beyond a simple... Because in the mentality of people who don't live, putting a camera is a physical block. And it's much beyond that. For example, when we were talking about the issue of... We were looking for a VMS that could meet our needs, which we ended up drawing, the Fichiar project and the Limit. It's not a limit because it's limited, for God's sake. It's scalable. It's scalable. And we were drawing the solution as if the product was native to Milestone. Why? So we could have all the integrations, everything right, be able to extract the best possible from the products. And we ended up integrating within the Milestone Fichiar, Intercom, all the analytics, Bluetooth, which ended up bugging a lot of people's heads. How did you do it? Within Milestone, there are some little things that we ended up developing. And it's cool because the world of electronic security is much beyond a simple camera and a physical block. You have to study the whole scenario. The universe of telephony is so big that none of our locations are the same. One is different from the other, one has a characteristic, so you have to do an ethnicity analysis. It's very bureaucratic for us.

Speaker 1: You'd say that the risk analysis is different for each telephone site. Totally.

Speaker 2: Not only for sites, but also for regions. Everything is regionalized. It's very different from an administrative building, a store, a technical site. I see that today I have an advantage because I know... If I say, you know everything. But I can see the business rule of the company in the matter of electronic security, both in a building and a store, in a technical site. So we can draw and have this vision.

Speaker 1: This vision is cool. I think it's also important the fact that it's almost personalized, this implementation of Milestone for telephones. Is that it, Andrei?

Speaker 3: Yes, we were careful to work this with the client's point of view. So our concern, from the beginning, and I think Zanelli can explain a little more, what were the pains? To understand what happened, because a solution is only applied with these elements, and that's where Milestone's open platform comes in, as long as it solves problems. We always have to remember that. Am I solving a problem? So that was the first concern, for us to understand, and I think Zanelli's experience, I can say this and testify, it's not because we're here, but his concern is this, how do I bring technology to solve problems here? To really bring operational gains, inefficiencies that I have, or even vulnerabilities. With technology, this will bring a quality leap, and will be perceived by those who use it. So I think it was this look, and then I leave it to Zanelli, because we worked helping, because it's support. Who was the owner of the project, that's why I say he's a partner, we were supporting, and he, in this concept, in this look of necessity, managed to bring these pieces, that Milestone uses as an aggregator, an aggregator platform for all these technologies.

Speaker 1: Look, so let's go, tell us, what were these pains that you managed, and if there is still room for new applications?

Speaker 2: There always is, there always is. It's a universe, as I said, it's a universe. So you have many ways to implement and make things happen, with automation, I say that the universe, the sky is the limit, let's say so, for automation, the sky is the limit. And even, taking advantage of the hook there, that you just spoke of, no, it was you, sorry, Luiz, of the pains we have. Our greatest pain today, if you stop to think, it's always aimed at protecting and defending our heritage, which is that, each region has a problem. Unfortunately, we are not talking only about a region like São Paulo, we are talking about Rio de Janeiro, which is already different from São Paulo in terms of politics, you take the Northeast, there are regions that are very far away, and Telefônica serves the whole of Brazil. So you imagine, for us to be able to defend all of this, it's a lot of things, it's really a lot of things.

Speaker 3: And, Isanoli, we also had, I always say, there are the pains that are the most evident pains, but there is a pain that is much deeper, and it is the continuity of the services that you operate. When you bring this security, you guarantee, there are risks of discontinuity of the services you operate. This concern, I think, I saw since the first meeting, to say, look, to really bring a continuity of services here, we have to bring more security, more efficiency. It's interesting how we talk about security, but look where we're going to reach. The main client of Telefônica, the biggest concern, is the one who consumes the products.

Speaker 2: This is important, because, as Milestone helped a lot in the issue of monitoring, in seeking to work with what Milestone offers to us, to be able to use the analytics, to be able to apply the integrations that I have today more easily, to be able to do, as if to speak of an open platform, all the APIs are all open,

Speaker 3: without any kind of licensing.

Speaker 2: Exactly. So, this for us is very good, you know, in the issue of monitoring our asset.

Speaker 3: And even complementing you, but he said, was this solution designed for you? And in fact it is, because the customization, the possibility is so great, we can talk about this, about what you designed today. To meet our internal need. Exactly, when you designed, and then I do not want to advance what you explain to our audience, but it is interesting, ok, Milestone, but what we used of intelligence there, today is something, I say, one of the most unprecedented and innovative things there, in terms of remote monitoring of sites. It is theirs, it is theirs. Cool, cool, it is a case,

Speaker 2: that is why it is a case. Use for access control, not only CFTV, alarmistica, integration with IO modules, I love IO modules, to do the automations, I think, I love it. So, like Milestone, I think it started, Milestone, in 2017, came into Telefônica, doing CD, in our distribution centers, and doing all the CFTV part, and monitoring of Perimetral. Then, after that, let's expand, let's do, today we have around, a little more than 550, more or less, almost 600 sites, in total, monitored in Milestone, and a little more than 3,000 devices inside.

Speaker 1: 3,000 devices, look at that.

Speaker 3: And I will say that, the characteristics also, that we, the challenges that were embraced by Milestone, with the support of the Anole team, were also, how to bring this information into the center, because the problem also, there are very remote sites, connectivity, complicated or diverse, this is brought, in different ways, from cell signal, fiber, so if you think, all this connectivity today, was thought, and today it is integrated

Speaker 2: inside Milestone. We developed a network, totally apart, from the corporate network, just to be working with this type of monitoring in the technical center.

Speaker 1: Look, how cool, because you are saying that, for example, a telephone that has its network throughout Brazil, and needed to make a remote network to really put all these differences of locations and types of devices inside the same software,

Speaker 2: is that what I am understanding? More or less. But it is more or less like this, an administrative network, and we developed a network, precisely because the corporate network does not reach the centers, so we ended up developing a remote network, a VPN to be able to work precisely for monitoring of technical sites, and it is totally scalable.

Speaker 3: And the diversity, this is what draws the most attention, in terms of, you will have several means for this to reach their NOC, so we worked with these diversities, in the beginning, many of the sites were even apart, and I think this was the work that Zanolli brought, to really bring connectivity all the time for these sites and monitoring. And what I wanted to bring as a cool element, that you commented, is how the platform was used. So it is a large connection platform, that you have the video as evidence, that is, the ready answer, through these stimuli that can come from IOs, and then there were the news, so I can do a remote operation of that site, even with interaction with padlocks, Bluetooth. Look how cool. So this is an innovative layer within the area of video monitoring, to bring this combination effectively. In other words, we wanted to bring the impact to the operator, to say, look, you don't need to go to several screens, you can do everything inside the same screen, that is, your perception of action is all there, in real time, you are seeing that situation, either for a map, or because he will see the screen and say, this looks simple, it looks like sci-fi, everyone does it, but to operationalize it, only Zanolli can do it.

Speaker 1: Zanolli's day-to-day practice,

Speaker 2: it's like taking advantage of the Bluetooth issue, this is something that a lot of people come to me and say, but how? I can open a door inside a site through Bluetooth, I can know through Milestone, if the door is open or closed. I'm going to say door, I'm going to say physical lock. In addition, through Milestone, we can also open this door remotely, there is an intercom to be able to have this communication from the monitoring center with the remote site, when I say remote site, I mean remote, and even taking advantage of the connectivity issue, we have a big differential in our company, that we have 4G in our favor, that I can use it all within a single cart, so I can, as Andrei said, I can use 4G, I can use a fiber, everything to be able to connect everything, I have a closed VPN to work within this remote network.

Speaker 1: So, you have simultaneous solutions so that even if one fails, you have another to keep the system working.

Speaker 2: It works as a redundancy, 4G. I always have fiber,

Speaker 1: and 4G... It became a school, for those who don't know, I have the same difficulties with remote sites, with 4G,