The main challenges for the Asia team selling Arcules under Milestone in Asia are likely a mix of channel, market, and customer-education issues. Arcules is positioned as a cloud VSaaS offering, and Milestone’s own materials frame the merger as a way to move customers from on-prem to SaaS, which means the sales team must overcome hesitation around cloud security, migration, and buying-model change.
Main challenges
- Cloud adoption resistance. Many security buyers in Asia still prefer on-prem systems, so the team has to explain why cloud surveillance is safe, scalable, and worth the switch.
- Channel confusion. Since Arcules was spun out of Milestone and later brought back, partners and customers may need clarity on how the portfolio fits together and who it serves.
- Price sensitivity. In many Asian markets, buyers compare cloud subscription costs against existing hardware they already own, which can slow deals even when the solution is technically better.
- Competitive pressure. The region is highly competitive, with strong incumbents and broad adoption of video surveillance across Asia-Pacific, so differentiation matters a lot.
- Integration and trust concerns. Customers often want reassurance about interoperability, data residency, uptime, and support before committing to a cloud platform.
What this means on the ground
For the Asia team, selling Arcules is less about proving the product exists and more about proving the business case. That usually means showing how cloud reduces infrastructure burden, speeds deployment, and supports AI-driven use cases without forcing a full rip-and-replace. The strongest message is probably not “cloud only,” but “cloud where it makes sense, with a path that fits existing Milestone environments”.
Practical selling angle
A simple way to frame the pitch is:
- Start with the customer’s current pain: storage, maintenance, remote access, or multi-site management.
- Show where Arcules reduces operational overhead.
- Position Milestone + Arcules as a unified portfolio rather than two separate products.
- Address security, compliance, and integration early, not late.
TL;DR
The biggest challenge is persuading Asia customers and partners to move from familiar on-prem security setups to a cloud subscription model while competing in a crowded regional market.
