#AxisInnovates - Edition for new Axis partners by Axis Communications

#AxisInnovates Edition for new Axis partners

The story of the first network camera Page 4 Customer stories from around the Nordics Page 10 Meet the team that is always there for you Page 22

Contents Editorial 3 History 4 This is Axis 7 Voice of a partner 8 Customer stories 10 Axis Communications Academy 20 Meet the team 22 Online channels 23

Axis in the Nordics Axis Communications Gränden 1 223 69 Lund Phone: +46 (46) 272 1800 Sales: +46 (46) 272 2050

Helsinki Oslo

Stockholm Linköping Gothenburg HQ Lund

EDITORIAL

Is partnership an overused word? By Jimmy Ek, Manager Sales Nordics A warm welcome to the Axis Partner Program. My name is Jimmy Ek and I’m the manager for our Nordic sales team. I’ve been with Axis for 10 years and can certainly vouch for that Axis is a fantastic company. The culture, the people, the innovation spirit, the quality products and not least the Axis’ partners. It all comes together to form a true business success story. At Axis we invent products and solutions for a smarter and safer world, and we make those solutions available for the end-users through our partner network. Becoming a partner gives you access to the industry’s most complete and reliable product portfolio, world class training and support, along with innovative tools and services. This will benefit not only you but your customers.

We made a strategic decision many years ago that our channel partners would be the main interface to our worldwide end user customer base. As such, our channel partners are undoubtedly the lifeblood of our business and we invest significant time, money and resource into supporting our channels partners. Despite all the above, according to me partnership is an overused word in business today. But there is no question that our world is built on relationships, whether it is in our personal lives or in the workplace. However, in business the old saying “people buy from people” still rings true, even in the modern age of mass digital communication and inbound marketing.

In this magazine, you will read a selection of customer stories about what partnership beyond the marketing words really means for us. The stories inside explain how Axis technology is installed and integrated in end customer security solutions and how it’s done with the help of partnership where Axis and partners together and on individual level goes that extra mile to support the customers in ways that truly increase the value not only for businesses but also for people and nature. Get inspired by your industry colleagues and their end users. Axis technology offers many possibilities to expand and develop your business also beyond security. And we are here to support you all the way. Also meet the Axis account managers that will be dedicated to your success at the end of this magazine.

At Axis we understand the importance of strong relationships and that’s why we have put our partner programme at the heart of our business for the past 30 years. But what do we mean by partner? In our view it is pretty simple: it’s a trusted relationship that benefits both sides, and in the ideal scenario, leads to 1+1 equaling 3. We are stronger working together than either of us could be on our own. When we win, you win.

HISTORY

Carl-Axel Alm, Senior Expert Enginer and Martin Gren, Co-founder of Axis

Changing the face of surveillance: The brains behind the first network camera

More than 25 years ago, at a trade show in the US called the Networld+Interop show, the small print server company Axis Communications launched AXIS Neteye 200, the world's first network camera. This is the story behind this invention.

There’s no proven formula to success. But on a closer look, great inventions and innovation have a few things in common: Enthusiastic and engaged people with an idea, an incentive and good timing. These factors were also the base for the invention of the first Axis network camera. And it all started with a journey to Japan… Time travel to the beginning of a revolutionary idea Let’s jump back to a day in the early ‘90s when the seed to a great idea was planted: Martin Gren, the co-founder of Axis, was on a business trip in Tokyo to meet potential customers. One of them turned out to have an inventory of analog cameras that were rather difficult, if not impossible to sell. Knowing that Axis had experimented with technology that made networks smarter, he asked Martin if it was possible to attach them to a network.

Martin Gren saw the potential and the idea started to sprout. What he didn’t know then was that an Axis engineer named Carl-Axel Alm, was in the process of developing a prototype of a network video conference system. When Martin came back from Japan with his new idea and saw what his colleague was working on, he realized that they weren’t far away from turning this from an idea into reality. But instead of using the technology for a video conference system, a sector where he didn’t see Axis doing business in the future, Martin suggested using the new hardware to create a network camera. When talking about the realization of a network video camera that receives control data and submits the recorded images via the internet, it is important to remember that this whole development process happened before the world wide web was commonly known.

It was mainly used by network engineers and specialists. The team, therefore, had to build the product in line with the technology that was available at the time. Looking back at the situation at the time, Carl-Axel explains: “If you had a really nice boss, maybe you had a modem and a 200 MHz computer." "The performance was slow, only one frame every 17 seconds (or 3 frames per minute). So the products we did were in line with the available technology at the time,” explains Carl-Axel, and Martin adds: “We built the product only because we could, not because we saw a market for it.” Finally, on September 17, 1996, in Atlanta, just after the Olympic games, the hard work came to fruition in the form of the first-ever launch of a network camera: “NetEye”, AXIS 200 Network Camera.

HISTORY So who was the first customer? “We had an indirect business model, but we did get tech support calls and end user leads. One such was from Steve Wozniak, the other founder of Apple, who gave us the first support call. It turned out he had a bunch of AXIS 200 cameras,” says Martin.

Steve Wozniak, Co-founder of Apple with Martin Gren

Realizations and impressions Many big, new inventions are misunderstood, and the first network camera faced the same challenge. “I had two moments that helped me realized we were onto something great. The first time was, when we visited the IFSEC tradeshow in England in the spring of 1996 before AXIS 200 was launched and we saw that everything was analog. Either the industry would remain analog, or we were onto something big. The second time was at the same tradeshow in 1998 when we showcased the camera and it became clear that people underestimated us. They thought that we were into cheap webcams and on the wrong tradeshow,” says Martin. Selling the first cameras and the birth of the ARTPEC chipset “When we first started working on AXIS 200, we did it because we could, not because of market requirements. But as soon as we went to the security shows, such as Ifsec, we realized that the existing technology was outdated (as it was mainly analog) and so was the business model of the video surveillance industry,” explains Martin. At the time, it was a common business model that companies would leave it to manufacturer reps to sell the products directly to the integrators and end-users. Unlike many other companies, Axis had a legacy of being an IT company with a very strict two-tier model, which meant that the company only sold its products to distributors who then sold them to integrators. There were no exceptions. Since network cameras required an ecosystem of software, servers, switches and routers, the old model was not applicable and most important, the two-tier business model was a lot more scalable. Axis started to get more and more deals which made the team confident that they were onto something big. Hence, they decided to invest in the industry’s first dedicated chip for network cameras, the ARTPEC-1 which stands for Axis Real Time Picture Encoding Chip.

The ARTPEC name was made up by one of the employees in the Axis marketing department in Boston. “The investment in the first ARTPEC chip was so significant that, if we hadn’t succeeded, it could have cost us the company. We realised what a great opportunity this would be and continued the development in order to bring the company forward,” says Martin. Axis didn’t have to wait long for the reward for this decision: The ARTPEC built the base for the camera business to grow at a very high pace as the cameras were now suitedfor proper video surveillance. The result was an increasing monetary outcome.

"This led to a funny story a little further on in the process, when the camera was already on the market,” says Martin, “One of our tech support guys, Kettil, got a call from a customer who had an AXIS 200 installed at a ski slope, and the camera didn’t work. At the time, we had some challenges finding a proper enclosure for the camera, as Carl-Axel mentioned. Kettil asked the customer how cold it was, at which the customer told him that it was minus 22 degrees Celsius! Kettil asked what kind of enclosure he was using. The customer answered: ‘Enclosure? What enclosure?’ ‘Well… you must have an enclosure if you’re going to have the camera outside…’.”

The story behind the first design Moreover, it was the unusual design of the camera that attracted attention as it was not brick-shaped, like all the other cameras back then. This rather odd design had a few side effects. “It actually had the worst and the best form at the time. The best form, because it ended up on the front page of

The first sketch of AXIS 200, visualizing the unusual non-brick-shaped design.

many computer magazines as it looked so different. The worst form, because we had such problems finding a casing that matched the camera,” explains Carl-Axel.

The obstacles of “NetEye” So far, it sounds like a very smooth journey, but like many great inventions, the team had to face a few obstacles as well. Some were rather small, for example when they learned that registering a second trademark for their internal product name “NetEye” would be too expensive, which is why they stuck with AXIS 200. But the team wouldn’t let themselves be put off by some difficulties. “Quitting was never an option for us. The most important thing was that our division was separated from the rest of Axis, which gave us freedom and space to elaborate with new ideas. I think, otherwise we would have never come that far,” said Martin. “I agree,” adds Carl-Axel, “We were a core team of 8-10 people who ran the camera division completely separated from the rest of Axis. We were able to try and learn from our mistakes. But at the same time, it was very practical to have the support from the rest of the company in our back through functions like purchase, sales and finance.” That realization of using a web browser as a way to view the camera footage was a true game changer! The mentioned issues hadn’t included the management so far, which needed to be convinced of a product that didn’t exist at all in the nineties. There were inventions before, but they were mainly extensions or improvements of already existing products and therefore easier to promote – to customers and the management.

“I was presenting to the Axis board of directors and tried to show them that we were onto something big. I mean, that realization of using a web browser as a way to view the camera footage was a true game changer! This turned later into a web-server with live pictures. In the end, my deal with Mikael Karlsson and the board was to sell 10,000 units within two years. After those two years, we had reached 14,000. I think that’s quite good considering it was something completely new,” says Martin. The numbers spoke for themselves and Martin Gren got his camera business unit. It was the beginning of a new era for Axis. A small camera for Axis, a giant leap for video surveillance Fortunately, Martin and Carl-Axel didn’t let these challenges keep them from developing AXIS 200. A device that was the cornerstone to a smarter and safer world through network solutions, which now include network video surveillance, data analytics, access control and audio systems. It is impressive to see how two ideas can merge and spawn a device like AXIS 200 that changed the landscape of the surveillance market forever.

Nobody, not even the developer themselves could have ever dreamt of where this would lead twenty-three years later: The network camera was not only the stepping stone for new technology but also the base for many interesting and complex use cases. When you’re listening to the two inventors, it becomes clear that they love what they’re doing. “I have been at Axis for over 25 years and have seen the thermal cameras, the modular cameras and radar come to life. I still have the same role as developer engineer, since I’m a bit of a crazy inventor like ‘Gyro Gearloose’. Developing new, fun things drives me. Things that can be sold in great volumes. I don’t like developing products that just become a craze. Something that turns out to be good and that customers like,” says CarlAxel with a smile.

This is Axis

Axis creates network solutions to improve security and optimize business performance.

1984 11.6 3,800+ 179

founded in Sweden

billion SEK in sales* employees

in over 50 countries

countries with local presence via an extensive partner network

Axis Group companies:

Part of

Canon Group

Video surveillance solutions

Access control solutions

Hardware, video management software and recorders, analytics and applications

Open, scalable, and flexible access control solutions that integrate seamlessly with other systems

www.axis.com/products/ network-cameras

www.axis.com/products/ access-control

Intercom solutions Surveillance, reliable communication and remote door access combined www.axis.com/products/ network-intercoms

Audio solutions Complete, high-quality audio solutions to improve security, make live or scheduled announcements www.axis.com/products/ audio

* Sales 2020 1.2 billion USD

VOICE OF A PARTNER

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Persson ,A xl å dlås oli sS

AXIS Site Designer – saves time and money and helps increase the business AXIS Site Designer helps security firms design better solutions for their customers For a long time, Axlås Solidlås' business was based on traditional locks opened with physical keys. Now the company is a supplier of complete security installations for both large and small businesses. Metal-coloured lock units are still sold in the company's four stores today, but the largest revenue comes from access control systems and alarms, followed by camera surveillance, which is a segment that's growing rapidly.

The right products for an optimal solution Axlås Solidlås wanted to find a simple and cost-effective way to design security solutions for its customers. The biggest challenge to designing an optimal security system was to ensure that the right combination of products, features and accessories was chosen at every time. The answer was AXIS Site Designer, a tool for handling system design and projectand installation estimations of a security

solution. This web-based tool improves the entire design process, where both project design and implementation are adapted and tailored to meet individual customer needs. AXIS Site Designer gives suggestions on the best products and features for different security solutions, as well as which accessories are suitable for which products. AXIS Site Designer makes it easier for us to offer the best possible solution to the customer, says Mikael Persson, project manager/supervisor at Axlås Solidlås. It's cost-effective, it saves time, and is easy to work with. The tool ensures that the combination of products and functions is optimally suited for each unique situation and specific customer, at each security installation. By using AXIS Site Designer, you also make sure you don't forget anything, says Mikael Persson.

Another challenge when developing a solution for an end-user is the potential difficulty to visualise and understand at the time of purchase, what form the security system will take, as well as how it will work in practice. This is where AXIS Site Designer is incredibly good, because you can easily illustrate to customers exactly what they will get and pay for. Among other things, you can see the view from the cameras, how we have thought about camera placement, as well as the range of the loudspeakers, says Mikael Persson. More professional partner You can use a tablet to easily show customers their solutions, it makes us much more professional in our customer interactions, says Mikael Persson. Mikael Persson also emphasises how easy it is to operate, how easy it is to search through the products, and that it is a very educational tool to work with. It's easy to continually make adjustments and changes during the course of the project and during implementation.

VOICE OF A PARTNER

AXIS Site Designer is a very important tool for me. It means that you don't have to be afraid that something might go wrong. It's like having an extra pair of eyes that provide valuable information prior to installation, such as the range of the sound from the loudspeakers, says Mikael Persson. It also generates reports that makes it easier to compile information about products and solutions for each customer. And to have AXIS Site Designer's reports and drawings in Swedish is a plus. Not needing to translate the documentation makes the daily work slightly easier, says Mikael Persson. Increased confidence AXIS Site Designer enhances the facility to deliver high-quality tailor-made solutions, which increases customer confidence in the installer, as well as in Axis. Mikael Persson is very pleased with the cooperation with Axis: "We get good technical support 24/7. Axis employees are a good sounding board and easy to work with."

Increased sales The flexible tool saves time and money and helps increase sales. AXIS Site Designer has helped create more business for us because we can give better and more professional quotations, says Mikael Persson.

About AXIS Site Designer >

A web-based tool for designing security systems adapted to the exact requirements and needs of customers

Handles system design and project estimation and installation

Specifies and selects the right Axis cameras as well as other units and accessories for each situation. It shows performance and helps you determine product locations, as well as storage and bandwidth requirements, and the right recording solution

An intuitive map function allows you to position cameras and units in order to see their coverage, and to eliminate any problems such as blind spots, prior to implementation

Streamlines the management of all types of projects - whether it is a system comprising thousands of units in several installations/locations, or a solution comprising a few products on one site

Makes projects faster and easier to create, revise and/or implement; and it simplifies and reduces the time it takes to go from a design draft to project completion

Automatic generation of complete products specifications in just a few minutes

Suitable for designing surveillance systems that use Axis end-to-end products, as well as products and functions from selected third-party VMS partners (video management software)

Helps security firms work faster and win more tenders

Free web application at axis.com

Saves time and money, significantly shortening the time from installation to delivery and setup

Read more www.axis.com/solutions/axis-end-to-end-solutions-for-surveillance

If a customer wants to make an adjustment, such as replacing or adding certain products or units, then it's easy to update installations retrospectively. To put it in words – we provide a better job for our customers, says Mikael Persson. About Axlås Solidlås Axlås Solidlås has been supplying complete security installations since 1915, when it started as a traditional lock company. Now Axlås Solidlås is one of Sweden's leading security firms, offering products and solutions in locks, alarms, fire alarms, access control systems, CCTV, or combinations of these. Axlås Solidlås is part of Prosero Security Group.

CUSTOMER STORY

Heidi W ath e

Alarm call-outs reduced by more than 50% Securitas add network speakers to perimeter security solutions on construction sites. By Heidi Wathen, Inside Sales Account Manager "This is a construction site and a protected area. It is now closed, please leave the area." This message comes from an Axis network speaker at a construction site in Finland, and it has shown to be effective in providing alerts and scaring off intruders. If the intruders fail to leave, an operator at an alarm center is alerted. The operator switches on a real-time public address system and informs that the intruders are being monitored on camera and that security guards and the police are on their way. An open system Rene Piiparinen highlights the open system as one of the primary advantages of Axis products and solutions."Integrating Axis products with other devices and products, even from other suppliers, is straightforward and easy. We also appreciate the range of features and analytics available, and

it's easy to upgrade and add different features when we need them." The advantages of Axis products and solutions are also emphasized from a longer-term perspective. "Axis is constantly developing products and features that can be integrated and updated with existing solutions and systems, making Axis products future proof" says Rene Piiparinen. Long-term cooperation Securitas has been an Axis partner for a long time and greatly appreciates the close and straightforward cooperation and communication. "It's easy to get in touch with people and obtain good support, both locally and from head office. We receive great training and documentation that we can share with our customers. We also appreciate having direct contact with Axis, with no middlemen," says Mika Aro.

Saves time and money The speaker solution saves both time and money for security companies as guards do not have to physically go out every time an alarm is triggered from a security installation. Situations can often be handled remotely instead. Many intruders leave the scene when faced with the fact that they have been observed and caught on camera, and security guards and police are on their way.

"The number of call-outs has fallen dramatically. On average, we're seeing between a third and half as many call-outs as before." Mika Aro, Sales Manager Securitas

CUSTOMER STORY

For Kreate, this has reduced the risk of construction sites being vandalized and subject to theft, which can result in unwelcome disruptions and problems with ongoing work. Another advantage of the speaker solution is that it is mobile; as soon as a building project is completed, Securitas can move the security solution to another construction site. But Kreate is not the only company that has had problems with unauthorized visitors in the evenings and at night; Securitas has had Axis network speakers installed as part of security solutions for schools, restaurants, recycling companies, power stations and other businesses to enhance safety and security.

"Both we and our customers are very pleased. I'm pleasantly surprised by how much more effective our security solutions are now when we've added Axis speakers." Rene Piiparinen, Solutions Manager, Securitas

One-stop-shop solutions Rene Piiparinen has seen a general increase in demand for outdoor security systems in recent years. The aim is normally to deter intruders, not catch criminals. Moreover, there is a growing demand for solutions that are one-stopshop, where customers want one point of contact. Demand is also growing for intelligence and analytics to be integrated into products.

Rene Piiparinen has some advice for businesses planning to install security solutions:

"Choose a supplier with a good reputation, good references and good people. Choosing a futureproof solution and looking at total cost of ownership from a long-term perspective, five years and beyond, is crucial." Rene Piiparinen

Learn more about critical infrastructure solutions: www.axis.com/solutions/ critical-infrastructure Partners in this customer story: Securitas Finland: www.securitas.fi

About Kreate https://kreate.fi/en/ One of the leading Finnish infrastructure construction companies, employ some 450 experts in construction. The 2019 turnover was approximately EUR 220 million. Kreate professionally delivers a wide range of infrastructure construction projects in any environment based on solid, extensive expertise.

"We're seeing more and more advanced features, which means that businesses, including ours, can act much more proactively in the event of intrusions and alerts," says Mika Aro.

CUSTOMER STORY

Tin

a Rasmus

so n

Digital solution improves service while increasing security and revenue Sweden’s first unmanned confectionery stores install a comprehensive system from Axis, Milestone Systems and Entryfy to optimise security, improve service and boost profits. By: Tina Rasmusson, Inside Sales Account Manager “Welcome to Crazy Candy!” The prerecorded voice message can be heard from the loudspeaker as visitors enter Crazy Candy’s unmanned bulk confectionery store in Uppsala, just north of Stockholm. The lights switch on, the music starts. Instead of shop staff, the store features a fully digitalised solution with door entry system, loudspeakers, network camera, and checkout. Challenging beginnings Crazy Candy opened the first of its two stores just as the Coronavirus pandemic hit. After a few, very difficult months, mired by restrictions and experiencing a loss of revenue, it was clear that the store’s owners would drastically need to cut costs and reduce staff head count. The situation escalated to the point where there were only two viable options; close the stores or find an

alternative solution that would improve store success and ultimately revenue. Tough start Damoon Mortezaie, Founder, Crazy Candy, begins: “We found ourselves in a desperate situation. We wanted to stay open and to win back our customers, but we knew that a radical transformation was needed in order to do so. We decided to fully automate our stores and stay open around the clock.” It was very important that the stores should be secure without compromising customer experience. The solution would need to be future-proof, implementing technology that would allow devices to be incorporated as required. It also needed to be robust, reliable and completely automated.

Damoon continues: “We wanted a seamless and comprehensive solution, utilising very high-quality products that would be long-lasting and fully scalable to meet ongoing business requirements.” A solution to support retail innovation Crazy Candy installed a cloud-based system which was comprised of Axis’ door control solution, network cameras and loudspeakers, a digital access control system from Entryfy and a video management tool from Milestone Systems. As all products were designed and manufactured based on open standards, this facilitated seamless interoperability between Axis own-brand and third-party systems to create a comprehensive, overarching solution.

CUSTOMER STORY Check-out area in store Store doors are contactless, requiring QR code and BankID activation which provides confirmation of identity. Once inside, a store welcome message is automatically triggered as lights switch on and ambient music begins to play. Audio instructions follow, explaining how to use the store. Damoon explains the identification system: ”While a mobile accessible system called BankID is used as identification in Sweden, other technical identification solutions can also be used with this system, which can be tailored depending on country or territory.” Transactions take place at a digital checkout terminal where customers weigh and scan their confectionery before paying. When the store is empty once again, the music stops and the lighting switches off after a short delay, saving energy. This offers a distinct advantage over manned stores which would still draw power even when empty for extended periods. Store surveillance cameras are monitored and operated remotely from a central control room, offering seamless operation regardless of the number of stores. Recorded video material can be processed and passed to authorities when necessary, in accordance with applicable laws. High-quality technology with ongoing support Axis solutions are designed for reliability over the longer term, as well as simple operation and maintenance backed by full Axis support. Axis network cameras offer high-quality light sensitive image capture with wide dynamic range (WDR), so they can produce sharp images even in variable light conditions. In addition, Axis Lightfinder technology allows image capture in almost total darkness; highly beneficial when used to protect a retail site such as Crazy Candy where lights are automatically turned off when the last customer leaves. The IP audio solution employed on site requires no additional hardware and is simple to install, saving time and money and reducing the requirement for technical expertise for fine-tuning, while Entryfy’s access control solution can be adapted for different applications to support access cards, codes, and opening via mobile app, in addition to the BankID solution.

Axis solutions are designed for reliability over the longer term, as well as simple operation and maintenance backed by full Axis support. Axis network cameras offer high-quality light sensitive image capture with wide dynamic range (WDR), so they can produce sharp images even in variable light conditions. In addition, Axis Lightfinder technology allows image capture in almost total darkness; highly beneficial when used to protect a retail site such as Crazy Candy where lights are automatically turned off when the last customer leaves. The IP audio solution employed on site requires no additional hardware and is simple to install, saving time and money and reducing the requirement for technical expertise for fine-tuning, while Entryfy’s access control solution can be adapted for different applications to support access cards, codes, and opening via mobile app, in addition to the BankID solution. Amanda Fischer, Chief Operating Officer at Entryfy comments on the partnership that has brought this technology together: “This is how a partnership should work, with a high level of mutual confidence, and a close dialogue on product development. When we develop new solutions, services and products, it is natural for us to choose Axis’ qualitative hardware. The products are simple to integrate, and operational reliability is outstanding. Reduced costs and increased revenues The solution has resulted in a significant reduction in costs for Crazy Candy. In addition, revenues have increased, as customers enjoy the increased flexibility, enabling them to shop over 24 hours, 7 days a week. The solution has exceeded expectations and proven that there is a high demand for fresh, high-quality bulk confectionery even in challenging times.

Damoon reveals that he was initially worried about theft due to customers being able to let themselves into a completely autonomous store, but these fears were quickly allayed: “Due to the fact that visitors identify themselves before being allowed into the store, and are then monitored with surveillance cameras, wastage is small and attempted theft is very low; people pay and do the right thing. We have had a couple of minor incidents but these were very quickly resolved. In general, customers behave better without staff than with staff being present.” A positive response and future plans Crazy Candy has received an extremely positive response from customers. Regular clientele includes students shopping at night, shift workers, and older people who prefer to shop very early in the morning. It is also popular with families who prefer to use Crazy Candy rather than queuing in a crowded supermarket environment. Regarding plans for the future, the next step is to open new stores in other locations in Sweden, where the strategy is to be within or adjacent to residential areas. Automated voice messages are to be improved, using the camera system to track customer movement around the store, and the loudspeaker to give special offers for products that are on display at the checkout. Damoon concludes: “I am incredibly grateful for this solution. Its flexibility and ease of use have transformed the business and mean that I don’t have to be on-site all the time. We want to become Sweden’s largest independent chain of unmanned confectionery stores, and with Axis, Milestone Systems and Entryfy providing such a high-quality collaborative solution to meet our needs, it feels like anything is possible.” Learn more about retail solutions: www.axis.com/solutions/retail Partners in this customer story Entryfy https://entryfy.com/ Milestone www.milestonesys.com

The network cameras that are music to our ears

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Est er

CUSTOMER STORY

By Ester Hajos, Inside Sales Account Manager In 2020, when we probably needed it the most, the whole entertainment industry practically shut down. Covid-19 hit the music scene extremely hard. With lockdown and attendance restrictions, there was simply no room for live music. However, desperate times call for ingenious initiatives. Not everyone was satisfied to wait to see what would happen. All around the world, people were finding new ways to record and perform and getting their music out to an audience. Malmö Live, the concert hall in Sweden’s third-largest city and home of Malmö Symphony Orchestra (MSO), is a prime example. Starting in March 2020, concerts were canceled or rescheduled. Despite the new, totally unforeseen playing field, Malmö Live’s management acted fast. They considered what it would take to live-stream concerts – to build a Digital Concert Hall. Of course, you could assign an external professional producer, but this is an expensive solution which would limit the number of concerts. Malmö Live is publicly funded, and its function is to arrange concerts, classical music, and other genres, catering to existing and new target groups within and beyond the region. New application for surveillance cameras It was pretty clear that the weekly, full-scale symphony orchestra concerts required an external producer. These productions were just too advanced to produce in-house. But would it be possible to stream the smaller-format concerts, such as chamber orchestras and jazz ensembles? To get these concerts out to an audience stuck at home. The Malmö Live IT and tech team got just a couple of days to evaluate the situation and report back to management. Without many precedents to learn from. As luck would have it, Malmö Live had previously initiated a project focusing on digital

concert solutions. This project had already provided the concert hall with several Axis network cameras. “We had these cameras, which got us thinking,” says Anders Tannlund, head of IT at Malmö Live. “The first step was to check if we were allowed to use them in this new way. We contacted Axis and got the go-ahead.” Strong commitment saved the day The obvious second step turned out to be trickier – how to do it. How do you use cameras typically used for surveillance to broadcast live music?

Anders says, “We took what we had and made do with that as best we could.” With just a few days’ advance, the tech team broadcasted the first live stream using the Axis cameras and in-house equipment in April. Looking back, Anders says, “We dove right in. We didn’t have the technical experience, but the entire tech team got involved. The first two concerts were a bit touch and go. Sure, there were some technical issues, such as lagging. The production could also have been smoother and more professional, but we saw that it could work, and we learned a lot from it.”

CUSTOMER STORY

Continuously improving the equipment A crucial step was to invest in a new computer better suited to the task. There were also investments in hardware and peripheral equipment to up the production quality. Today, the system is based around vMix live video streaming software and new AXIS V5925 HDTV 1080p PTZ (pan–tilt–zoom) network cameras. During an average production, three persons handle the camera feeds from the concert room in the control room. They are in constant contact over intercoms with the producer, who sits in an adjoining room, deciding what is streamed to the viewers. In the concert room, there is a sound engineer and a lighting technician. The quality of the productions has improved steadily over time. With some 30 live streams as well as pre-recorded and edited videos, the team’s selfconfidence has improved significantly. “Every aspect of the productions is so much better today,” Anders says. Attracting a worldwide audience Looking at the number of viewers, Malmö Live’s Digital Concert Hall has been a success. Counting both in-house and external productions, there have been some 675,000 views. Interestingly, for a primarily regional concert hall, there have been viewers from across the world. And the word has spread. Other players in the same situation have approached Malmö Live, curious about how they can start their own digital productions. Clearly, without the technical team’s total commitment and enthusiasm, it wouldn’t have worked. The work has often been stressful but also provided a positive challenge. And it has built excellent team spirit. Mattias Tufvesson, Technical Director, says, “You often wish that you could control the cameras more creatively and have more time for pre-production. You want to improve the quality even further. But most of all, it’s been incredibly fun. And it still is. We’ve rotated, so everybody has had a chance to try their hands on the different tasks. We’re still on our learning curve but have certainly come a long way.”

Axis cameras enabled a quick switchover Malmö Live’s Digital Concert Hall has also meant significant changes for the musicians.

"Initially, it was a bit overwhelming, but the audience was our focus from the start. With our sheer range of music styles and formats, from one solo pianist to maybe 100 musicians, we need different digital set-ups. Having the Axis cameras, we got a quick start and could go ahead with many of the planned concert.” MSO Orchestra Manager Björn Lovén

Nothing has been decided yet, but the Digital Concert Hall at Malmö Live will likely continue in some form in the postpandemic future. “The digital format can never substitute live concerts, the feeling of being present in the hall when the music is created,” Anders says. Listen to live concerts: https://malmolive.se/en/ digitalconcerthall

Björn says that the orchestra and the musicians are grateful for the fast switchover. They have been able to perform continuously despite the dire situation. “Professional musicians are like athletes,” he says. “They need to perform, not only practice. That said, it can feel strange to perform in front of an empty concert room.” The right partner crucial for success Every cloud has a silver lining, as they say. For Malmö Live, the one positive thing about COVID-19 is that they have managed to establish a digital concert hall that complements the physical concert hall. “We have seen what you can achieve if you work with the right partners,” Björn says. “And we will keep that in mind going forward.”

"The Axis camera set-up can provide an extra layer to the live concerts. For example, we’ve seen that we have reached people that for geographical or other reasons can’t attend the live concerts.” Anders Tannlund Head of IT, Malmö Live

AXIS V5925 PTZ Network Camera AXIS V5925 combines excellent image quality with smooth PTZ control and broadcastquality audio for professional webcasting. It’s compatible with VISCA joysticks and VISCA over IP, making it easy to integrate with your existing AV installations. > > >

HDTV 1080p at 60 fps and 30x zoom High-quality audio with XLR inputs 3G-SDI and HDMI outputs

Increased security and better quality of life for care recipients through technology

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CUSTOMER STORY

Better care provision and enhanced quality of life for old people and others in need of care in Grimstad municipality, thanks to a digital solution from Axis and Tellu. By: Frida Hjortronsteen, Manager Inside Sales - Nordics For old people and others in need of care, the nights can be cause for concern with the risk of falling and other types of accidents and incidents. Some have sleep problems and get up for a walk at night. A bad night's sleep affects their attention, appetite, and well-being the next day. Grimstad municipality, located on the south coast of Norway, wanted to ensure that municipality residents could receive supervision and care when they needed it. The goal was that even people with a great need of healthcare and care could also stay at home for as long as possible, and, at the same time, be safe both during the day and at night, but without being disturbed unnecessarily. It was primarily a question of patients who are older, have a disability, suffer from dementia and cannot tell day from night, are prone to falling, or generally feel insecure and are dependent on home care services and healthcare. "Grimstad municipality has made a comprehensive investment in healthcare technology, and wanted to develop it further," says Atle Werner Arntsen, welfare technologist at Grimstad municipality. Care recipients previously had an alarm solution with sensors but without a camera. There was then the possibility that staff would react to events and visit care recipients unnecessarily, even though they were not in any need of healthcare. One example is when sensors triggered an alarm if a patient got out of bed, but on arrival staff found that the patient was back in bed and sleeping soundly. Grimstad wanted to reduce this type of false alarm. In addition, it was a difficult work situation for the healthcare personnel who worked in the geographically vast

municipality, and Grimstad wanted to improve the work environment for the healthcare personnel.

the greatest invasion of privacy?" asks Tanja Fredensborg, a nurse at Grimstad municipality, rhetorically.

Only initial scepticism Grimstad municipality needed a reliable and secure solution, which would be dependable and easy to manage for the healthcare personnel. The municipality faced three main challenges. The first was the concern of some patients who considered video cameras to be an invasion of privacy. The second challenge was that health personnel were concerned that a technical solution would be used to monitor patients. Initially, many employees and patients were sceptical, because they felt that a camera solution would risk intruding on personal privacy.

A third challenge was that employees and patients initially felt insecure when operating the technology. Prior to installation, Grimstad municipality organised extensive training and information sessions to demonstrate to staff and care recipients how the solution worked. The municipality developed thorough procedures for using the cameras – in order to ensure safe and reliable use that would respect and safeguard personal privacy.

"It was important to demonstrate that there was no one sitting and monitoring the patients all day long, but only checking the images when a sensor activated an alarm, or at a certain time. Once they had seen all of the benefits, such as that people could stay at home longer and have a better quality of life, everyone became positive," says Atle Werner Arntsen. "If you compare it to the risk of having a stranger barging straight into your flat in the middle of the night – which is

"When the staff understood how the solution would be used, they thought, "that's not so dangerous," said Atle Werner Arntsen. Reliable intelligent overall solution First of all, the consent of the patients was sought. After that, an integrated solution was installed at the homes of those in need of healthcare, consisting of AXIS P3245-LV and AXIS M1065 network cameras, with AXIS Fence Guard and AXIS Video Motion Detection, as well as the Digital supervision service from Tellu, supplier of digital products and solutions in welfare technology. The monitoring of the camera images is performed locally

by healthcare personnel, by an operator at a regional or national emergency call centre, or a combination of the two. The easy-to-use solution allows the staff to remotely see whether patients need some kind of help. In addition, an alarm is triggered by events that activate a sensor. The alarm is sent to a mobile phone, PC or tablet, and healthcare personnel can verify the situation, check what has happened, as well as whether and what measures are required, and continuous surveillance is made possible. The images are transmitted in real time but are not recorded, and the network traffic is encrypted. Among the benefits of the products, Grimstad municipality highlights their high quality, reliability and stability.

"The products are flexible, allow adjustments to be made, are based on open platforms, and include the option to add your own functions. We appreciate the wide range of different types of cameras from Axis.” Caroline Cappelen Product Manager, Tellu

Nursing homes and old people's homes The next step was to introduce the solution into nursing homes and old people's homes. Healthcare personnel can easily monitor patients in several different rooms at the same time. The cameras provide very good image quality, and can reproduce sharp images in the dark at night. This means that healthcare personnel do not need to enter the rooms to check whether patients are feeling well or need help; no one wants to wake up the patients unnecessarily. "Residents in nursing homes often suffer from 'the corridor problem'," says Caroline Cappelen. "This is when they leave their room in the middle of the night, and when they return they take a wrong turn into another patient's room and wake them up."

Security enhancing technology The investment in Grimstad municipality has been a great success; the municipality can provide better care for those who need it. Since patients can stay at home for longer, Grimstad municipality has made gains in socio-economic terms, with reduced costs from fewer residents in nursing homes and old people's homes. It has also resulted in welfare gains for individuals who can stay at home, with increased well-being and much better quality of life. Many care recipients get a better night's sleep because they are not disturbed unnecessarily. "We are extremely satisfied with this security enhancing technology. Some patient groups, such as those with dementia, can stay at home for longer. It delays going up a step on the care staircase. This creates a sense of being in control, for them to be able to live in their own home, increasing a sense of security for relatives as well as ensuring patient safety. The technical solutions give us a unique opportunity to adapt to the needs of each patient, where the focus is on the patient," says Tanja Fredensborg.

"Our municipality is large and expansive, and at night we just need one car to cover the whole area. This solution is incredibly time and cost saving.” Tanja Fredensborg, Nurse, Grimstad Municipality

At the old people's homes and nursing homes where the solution has been introduced, the staff have increased flexibility and a better working situation with reduced stress, and the ability to better plan their time. Grimstad municipality plans to roll out the solution to more old people's homes and nursing homes. "In the slightly longer term, we are thinking about even more cameras and an even more developed solution. By then the next generation will have started to grow old, and they will have an even greater acceptance of the use of technology," says Tanja Fredensborg.

Better care Grimstad municipality has seen a drastic decline in the number of false alarms with fewer emergency call-outs, and can provide better care by means of correct resource allocation. "There is less pressure on home care services. Using the cameras makes it possible to see if something has happened that needs to be acted on; whether it's a person or a glass of water that's fallen over, or whether they've just gone to the toilet," says Tanja Fredensborg. Some old people get a sense of security from knowing that someone is looking after them throughout the night.

Tellu's Digital supervision > > >

Images from the cameras also provide better decision data for the municipality prior to healthcare personnel meeting patients, which means that necessary measures are taken more quickly. The solution has also resulted in major environmental benefits since staff avoid visiting patients unnecessarily, using the cameras for remote supervision instead. There has been a significant fall in the number of car journeys.

> > > > >

HD camera with IR light for dark rooms Microphone for listening and sound notification Motion sensor with push-notification, which can be fitted, for example, to a patient’s bed at night and connected to a camera so that when the sensor is activated, an alarm is sent via SMS or | email to healthcare personnel and/or a response centre Application for computer, mobile and tablet Secure login with ID port Encrypted video transfer Option to anonymise images Connected e-health platform

Read more: https://tellu.no/en/

More efficient rescue operations to fight fires and prevent and deal with accidents

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CUSTOMER STORY

By Kim Langkjær, Inside Sales Account Manager When the alarm sounds from the loudspeakers at the fire stations at any time of the day, fast and effective responses are crucial for the emergency services to best perform rescue operations in the event of accidents and fire, reduce injuries to people and damage to property, and ultimately save lives. Creating better and more efficient command and control Landskrona Fire and Rescue Service in Sweden wanted to streamline and improve the quality of its rescue operations, and was looking for a functioning camera solution for its command vehicle. The solution should provide faster and better overall command and control of the rescue work, as well as decision data for more efficient rescue and relief operations. The command and control centre and the incident command should have a better situational understanding to assist the decision-making process, which is particularly valuable in stressful and challenging situations. "Sometimes we cannot handle everything that happens all at once when we arrive at the scene of an accident. We needed a solution to allow the command and control centre to provide us with better support," says David Sköld, Incident Command Officer, Landskrona Fire and Rescue Service. "Sometimes you get stressed and might speak in incomplete sentences. In which case, it would be good for both the command and control centre and ourselves to see the same event in real time to get a shared understanding. This means that we can quickly make the right decision, which can be of critical, life-saving importance." The biggest challenge was for the solution to work technically, which was not the case with previous solutions. "We were very particular about finding the right partners," says David Sköld.

Reliable solution Incendium, specialists in secure solutions for live video streaming, installed a streaming service with its IncidentShare software and AXIS Q6215-LE PTZ Network Camera. A camera is mounted on the roof of the incident command vehicle so that the command and control centre can watch and follow the sequence of events and the emergency call-out on site, without being in direct contact with and dependent on the emergency call-out personnel. Axis Lightfinder technology allows the camera to capture and record colour images in the dark, without external lighting, which is an advantage for accidents and fire at night. The HDTV quality camera is connected to a microphone and has a 360-degree view. All data traffic is encrypted. Video from the camera is transmitted in real time to the emergency services command and control centre, which can then conduct operations with the rescue team ‘out in the field’. The command and control centre is a service leased by Registry Centre South, part of Region South Fire and Rescue Service. The camera is reliable, robust and weather-resistant, and can withstand shocks and vibration.

"The camera can handle both the speed and the rain, which is incredibly good," says David Sköld.

"The camera sees everything. It is of supreme quality and has a great IR sight. You can see for almost 400 metres in the pitch dark. It's simply fantastic! The incredibly sharp image quality in the dark means that the command and control centre can even see things before we do.” David Sköld, Incident Command Officer, Landskrona Fire and Rescue Service

David Sköld also highlights the good cooperation with Incendium, "Incendium's support staff are very knowledgeable and fast." When the camera on the command vehicle shows the sequence of events to the command and control centre, it can come to the aid of the incident command and the incident task force with advice and assistance and, if necessary, send reinforcements in the form of personnel and vehicles.

CUSTOMER STORY

The solution from Axis and Incendium

"Having the camera is like having an extra pair of eyes. We have the eyes of the command and control centre on site immediately from when we arrive at the scene of the accident. They can see the extent of the accident and provide assistance immediately, even before we get the chance to ask for it," says David Sköld. The solution is easy to use. Using the camera, the command and control centre can also assess and analyse the risks of the potential development of an accident or fire. Better for citizens The emergency services have experienced an increase in the quality of work, with increased efficiency.

In the next stage, David Sköld envisages that more fire engines and rescue vehicles will be equipped with cameras in order to increase the safety of all of the municipality's inhabitants, and in order to save more lives.

"I am very happy. The camera solution works extremely well, and has done so not least from a technical point of view. It provides very good image quality, even when we travel at high speed.” David Sköld

About Landskrona Fire and Rescue Service Landskrona Fire and Rescue Service carries out accident rescue operations in Landskrona and Sövalöv in southern Sweden, in order to prevent and deal with fires in apartment blocks and houses, road traffic accidents, drowning incidents, and other types of accidents.

The camera is also an important part of the learning process, where the emergency services learn and benefit from various incidents and accidents, such as when assessing and investigating fire scenes. The solution enables improved analysis of events to determine how a fire started, the ability to log the sequence of events and to facilitate the coordination of rescue and relief operations. It is also valuable later in the process if there is a subsequent fire cause investigation, usually initiated by the police, in which the images and video are used.

The emergency service also offers training courses in fire protection and first aid to companies, organisations and schools, as well as training, information, and advice to the general public. In total, Landskrona Fire and Rescue Service employs around 60 people: firefighters, task force leaders, incident command officers, fire engineers, and office staff. Every year, Landskrona Fire and Rescue Service is called out to approximately 700-750 alarm call outs.

"We provide better support for citizens and can provide a better service to society.” David Sköld

Partner in this story: www.incendium.dk

AXIS Q6215-LE PTZ Network Camera > Robust PTZ camera (Pan, Tilt, Zoom) with built-in infrared lighting > Provides perfect image quality with rapid pan/ tilt/zoom > A half-inch sensor that provides high light sensitivity and dynamics > Optimised IR up to 400 metres, with infrared lighting adapted to the current zoom setting > Compatible with MIL-STD-810G > HDTV 1080P resolution, WDR, Lightfinder and 30x optical zoom, which provide outstanding video quality, both in low light and in total darkness, at up to 400 metres distance > Flexible design that allows the camera to be mounted facing up or down, directly on a surface, or with a wall bracket or post bracket > Includes a wiper to remove water > Perfectly suitable for surveillance of open spaces such as airports, ports, or areas outside buildings and houses > Thanks to the robust design, the camera withstands harsh weather conditions, including wind speeds of up to 245 km/h IncidentShare > Software for secure transmission of video in real time > Adapted for the emergency services and police, who want a platform where they can view live streaming from vehicles, body cameras, drones, and other types of mobile cameras (firefighting robots or similar) > Provides the facility to receive live video from informants who call 112. The emergency call centre can send an SMS with a URL link to the informant and via the link get access to the mobile phone’s camera and see what the informant is trying to describe in words. > Three simultaneous viewers of the video images > Encrypted video transmission

Read more: www.axis.com/products/axisq6215-le

AXIS COMMUNICATIONS ACADEMY

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Empowering people and organizations through knowledge By: Markus Lai, Sales Engineering & Training Northern Europe Keeping and expanding knowledge within your company is important on so many levels. It gives us as employees an opportunity to learn and broaden ourselves within our field, which in all honesty has grown massively the last few years. It can spark interests in new solution areas creating a road for personal development and growth. For the end user, it means they get to interact with a professional that has a passion for his or her work and has gone through practical and theoretical training in order to become a certified professional. The end user will benefit from the same knowledge sharing and get a system, a design or an installation that is of the highest quality.

This means that from a company perspective, we get customers that are highly satisfied with the engagement as well as the end result, and as a company, we can do more installations with higher quality in less amount of time.

It’s great how raising knowledge and competency within an organisation has so many direct positive effects on the business and that it often starts with the individual. As a company with a long history of innovation, we have always shared our knowledge and ideas, but equally we have realised the importance of learning from partners and customers.

Welcome to Axis Commuinications Academy! View the video: www.axis.com/ videoplayer/37214

AXIS COMMUNICATIONS ACADEMY

Classroom trainings

Network Video Fundamentals

Advanced Configuration

Get to Know Network Audio

The Fundamentals is a comprehensive course, covering the essentials of network video. Topics such as basic camera installation, image usability, bit rate optimization and video analytics are explored in theory combined with hands-on labs.

Learn how to efficiently bring camera installations to full operation, how to handle problems that can emerge during camera installations and configuration. Then practice what you have learned through various hands-on exercises.

Introduction to Axis network audio systems. You will learn about how network audio can be used intelligently for public address, security and background music. The course contains both theory and practical exercises to teach you how to set up and configure a network audio system.

Length: 2 days Format: classroom Who should attend? Professionals working with system integration and network video design.

Designing Network Video Systems This course covers many important aspects of designing a network video surveillance system. Topics such as surveillance goals, camera placement, video, network performance and storage solutions are discussed. All theory presented is put into practice in a comprehensive lab session. Length: 1 day Format: classroom Who should attend? Professionals working with network video design.

Length: 1 day Format: classroom Who should attend? Professionals involved in technical design and implementation of a security system.

Length: 1/2 days Format: classroom Who should attend? Professionals working with system integration or audio integration.

System Solutions

Get to Know Cybersecurity

Developed for installers, designers and sales professionals this training builds on your existing security industry knowledge, providing all that’s necessary to implement scalable solutions utilising AXIS Camera Station video management software.

With increasing levels of cybercrime and widespread hacking, protecting your system is more important than ever. Learn the basics of cybersecurity and how it applies to a network video system.

Length: 1 day Format: classroom Who should attend? Individuals that will sell, support, install, configure, or manage a complete solution built from Axis products based around AXIS Camera Station.

Length: 1/2 day Format: classroom Who should attend? Professionals working with cybersecurity.

MEET THE TEAM

We are here for you! Contact our Nordic Inside Sales Team www.axis.com/ contact-us Sweden, Denmark, and Norway +46 46 272 20 50 Finland +358 207 346 350

Ester Hajos – Provides the best support in the world

Ester has the supportive role with a lot of experience from customer service. Her areas are onboarding our new partners, campaigns, internal routines, a few accounts and new customer support. She will be the one welcome you into Axis and to help you getting your designated account manager. You can always give her a call in need of support.

Frida Hjortronsteen – The team leader everyone wishes they had

Frida is our team lead and has previously worked with the Swedish market within Axis. She comes from a hospitality background where she has learnt to stay focused and give the best possible service to her customers. Her vision is to create the best ISAM team Axis has ever seen.

Heidi Wathen – Our wonder woman in Finland

Heidi holds down the fort at the Axis offices in Helsinki, Finland. She´s been a member of the Axis family since January 2019, and bringing a very strong and versatile background in Sales, she has vowed to take care of our Axis partners with amazingness. Heidi is also famous as Helga Viking, when her party mode kicks in! Outside office hours, of course…

Kim Langkjær – Our Danish bright shining star

Before joining Axis, Kim has previously filled a wide variety of roles within Sales and Administration with responsibilities for sales coordination, customer contact and sales planning. Kim started at Axis in March 2021, coming from the automotive industry, and has been focused on addressing customers’ needs and concerns as quickly and effectively as possible, while handling and coordinating projects with partners and customers.

Tina Rasmusson – A Swedish superhero that is always there for you

Having worked in sales, with various tasks including teaching, for many years, Tina has developed a solid experience and understanding of customer relationships. Tina joined Axis in 2019 and has since then become a highly valuable colleague and a tremendous support for our Swedish partners. We simply love Tina and so will you.

ONLINE CHANNELS

Where to go to stay informed... Partner pages

In Axis partner portal you can apply for project discounts for specific customer projects, place orders for demo products, and search on serial numbers. You an also find images, product documentation and much more. Visit the partner pages (login required): www.axis.com/en-gb/partner/channel-partner-program (click on the yellow button "Already a partner?")

New products and solutions

Are you having a hard time keeping up with all of our new product and solution launches? You are not the only one. To make your life easier, we have created a web page that will be updated every month with the most recently launched products, solutions and tools from Axis Communications. Check out the new products: www.axis.com/products-and-solutions/new-products

Online news, training and events in the Nordics

At Axis, we always strive to give our partners and other stakeholders with an easy and accessible way of learning more about the trends, solutions and topics that concern our industry today. We offer everything from events to webinars, newsroom content and much more. Go here for more information: www.emea-comms.axis.com/nordics-enews

Secure Insights blog

If you are a buyer or user of security solutions, then you have come to the right place. We created this blog to help businesses like yours learn the ins and outs of surveillance, get insights from intelligent security solutions and show how surveillance can help you gain business intelligence. The Axis blog is meant to be a place for the entire Axis community to meet and exchange ideas. So please jump in and join the conversation! Visit the Axis blog! www.axis.com/blog/secure-insights/

#AxisInnovates - Edition for new Axis partners

Articles inside

Customer stories

Voice of a partner

Meet the team

Axis Communications Academy

Editorial

History