Milestone Systems

• Assessed and merged three separate companies, unifying their individual Salesforce solutions.
• Complex inter-company data policies managed, ensuring compliance with strict legal requirements.
• One of the first global implementations of Salesforce Revenue Cloud Advanced, successfully completed.

Milestone Systems is a global market leader within video technology software that aims to make the world see by empowering people, businesses and societies with data-driven video technology. You can find Milestone products on more than 500.000 customer sites all over the world, including universities, hospitals and public transportation making the world a safer place. Milestone Systems, today an independent company owned by Canon Group, employs approximately 1.500 people across 26 countries.

Milestone Systems implemented Salesforce in 2012 to support their growing global business. In 2024, Milestone Systems acquired two VMS companies: BriefCam Ltd. and Arcules. The task that DYNACAP & Milestone set out to tackle was to design and develop a new Salesforce instance from scratch that could support the processes and products of Milestone, BriefCam, and Arcules. 

This undertaking was a full-scale digital transformation project, with the goal of designing and building an operating model and a scalable, maintainable solution capable of supporting all sales, quotation, order, and post-sales processes in a unified way. A key pillar of this effort was the introduction of Revenue Cloud to enhance, automate, and redefine Quote-to-Cash workflows.

• Scaling for Growth: With Salesforce in place since 2012, Milestone Systems aimed to evolve beyond its existing setup, ensuring a scalable foundation for future business expansion.
• Unifying Operations Across Acquisitions: Following the acquisitions of BriefCam Ltd. and Arcules, Milestone sought to integrate multiple product lines, processes, and business models into a unified system.
• Advancing Subscription-Based Sales: With a complex multi-tiered GTM model, Milestone pursued a best-in-class quotation and revenue recognition framework to support its growing subscription business.
• Strategic Digital Transformation: Committed to future-proofing its operations, Milestone set out to design and implement a new Salesforce instance from scratch, aligning with its long-term vision.
• Enhancing Cross-Functional Collaboration: By standardizing processes across sales, quotation, order, and post-sales teams, Milestone aimed to foster seamless collaboration and operational efficiency.
• Building for Global Scale: To support its presence in 25+ countries, Milestone worked to develop a robust operating model and system architecture designed for scalability and long-term maintainability.

DYNACAP acted as the trusted transformation partner for Milestone Systems all the way through the transformation journey. We started out with analyzing the current state of people, processes and tools, and based on that came up with a recommendation on how to best support the future business needs of Milestone. Together with the skilled employees at Milestone, we built a transformation program that was deemed to be the biggest and most important in Milestone Systems in many years. DYNACAP acted as both transformation partner and system integrator, defining the future business processes, designing the solution landscape and developing a seamless Salesforce solution across Sales Cloud, Service Cloud, Experience Cloud and Revenue Cloud Advanced. 

Milestone Systems achieved significant milestones through this large-scale digital transformation, including:

• Unified Operations: Designed and implemented a scalable Salesforce solution integrating sales, quoting, order management, and post-sales processes across Milestone Systems, BriefCam, and Arcules.
• Seamless System Integration: Established a future-proof operating model that connected multiple business units within a single Salesforce instance.
• Quote-to-Cash Transformation with Revenue Cloud: Enabled a fully digital, automated, and scalable Quote-to-Cash process including accurate revenue recognition, subscription management, and complex pricing models for greater financial accuracy and efficiency.
• Enhanced Efficiency: Streamlined workflows and automated key processes, reducing manual effort and improving overall productivity.
• Improved Data Visibility: Provided leadership with real-time insights through a centralized system, enabling smarter decision-making.
• Stronger Partner Experience: Enable Partners to create their own quotes, submit queries and create a 360 overview of their assets through Experience Cloud.