• KORSA Comfort windows are “smart” windows that can be controlled from a smartphone and work with “smart” home systems. This solution is combined with the Ajax LifeQuality air quality sensor that measures temperature, humidity level, and carbon dioxide (CO₂) level.
• If the user sets the norm for these indicators in the application, the sensor sends a signal, and windows are automatically opened for safe ventilation.
• An increased level of carbon dioxide can lead to apathy, drowsiness, headaches, etc. So, if the user sets the CO₂ rate in the room on the level 1000 ppm, the sensor detects this level, and the windows will open for ventilation of 6 mm automatically, around the perimeter of the entire sash. As soon as the CO₂ level drops to normal, for example, 700 ppm, the windows will automatically close.
• You can see how it will work in the video:

To date, at the end of 2023, the Ajax company held a large presentation of several new products. In particular, LifeQuality is a professional indoor air quality monitor measuring CO₂, temperature, and humidity levels. It is equipped with Swiss and Swedish sensors used in medical equipment. Users can see the current indicators, the history for several days, a week, a month, a year, and understand the dynamics of air quality.

The company also introduced the LightSwitch product, which helps control various lighting devices both on-site and remotely, and WaterStop, a remote-controlled water shut-off faucet. It helps build a fully automated anti-flood system.

Earlier, we also wrote about launching Ajax Systems’ first foreign factory in Turkey.

The company shows how the factory is working in a short video.

• The Turkish facility with an area of 8,300 m² manufactures the full range of Ajax devices, duplicating the current production in Ukraine. The total capacity of the factory is 3.2 mln devices per year. Previously Ajax declared plans to produce at least 150,000 devices per month.
• More than 100 people already work at the factory in Turkey. We plan to hire at least 400 people.
• The launch of new production facilities abroad was in the company’s plans long before the war. This is a step in the logical continuation of production scaling.
• Meanwhile, Ajax Systems has fully restored the existing manufacturing and product development in Ukraine. The company has two factories in Kyiv, and R&D’s in Kyiv, Kharkiv, Vinnytsya, and Lviv. Today Ajax is actively hiring specialists for both factory and R&D teams.
• Also, the company has its own logistics hub in Poland and develops local teams in strategic markets of Spain, Italy, Great Britain, Germany, France, UAE, South Africa, and other countries.
• Ajax has more than 2 million premises worldwide using its protection systems. The company has sales in more than 120 countries.

In April 2021 the AIN.Capital editorial team has visited the main production site of Ajax Systems, situated in Kyiv. The company’s representatives have shared the principal processes of gadget development and demonstrated all the assembly stages.

LifeQuality

It is a professional indoor air quality monitor measuring CO₂, temperature, and humidity levels. Packed with Swiss and Swedish sensors used in medical equipment, LifeQuality provides the most reliable data.

There is also something new for Ajax interfaces — charts in the app. Users see the current indicators, can view the history for several days, a week, a month, a year, and understand the dynamics of air quality. A light indicator instantly reports CO₂ level on tapping the Ajax logo. It glows yellow, red, or purple if the concentration of carbon dioxide exceeds the norm.

LifeQuality will become available for order in Q4 2022.

LightSwitch

With LightSwitch, the system users can control a wide range of illumination devices, both on-site and remotely, through Ajax apps. LightSwitch features a large touch-sensitive panel responsive to a tap or contactless activation — it is enough to put a hand at least 15 mm close to the device, and the light turns on.

Due to the soft LED backlight, it’s easy to do even in the dark. The sound and vibration of LightSwitch evoke positive emotions, bringing such a familiar feeling of mechanical switch.

LightSwitch will become available for order in Q4 2022.

WaterStop

Ajax Systems unveils WaterStop, a water shutoff valve with remote control. It helps to build a fully automated leak prevention system with professional security technology reliability. The device consists of a quality Bonomi valve and a powerful electric actuator that shuts off the water automatically by command from the Ajax app or a button pressed on-site.

The actuator works on batteries for up to 3 years while being able to shut off the water in a matter of seconds. A command to do this is delivered by the Jeweller radio protocol which has a communication range of up to 1,100 meters and features encryption, frequency hopping, and jamming detection.

WaterStop will become available for order in Q4 2022.

FireProtect 2

FireProtect 2 is a whole lineup of detectors, providing a wholly new level of technology in residential fire safety. Ajax developed a patented smoke chamber that is ultimately dustproof and impenetrable for insects. This means that there is no need to clean it regularly. Under the hood, the detector has a dual-spectrum optical sensor that can distinguish smoke from water steam.

The second sensor in the detector is the thermistor. It quickly distinguishes the temperature spike, which gives a significant advantage when synthetic materials burn. An extended version of the detector with an additional carbon monoxide sensor was presented as well. Both detectors have versions with replaceable or sealed batteries. The device works up to 7 years from a replaceable battery and at least 10 from a sealed one.

Ajax also developed separate versions without a smoke chamber, in a slightly smaller enclosure. Different versions: with a temperature sensor, with carbon monoxide sensor and with both these sensors.

Ajas Systems app updates

To align the Ajax security system app design with new devices, the product design team presented a new control tab for automation devices and announced future changes.

Now, the interface considers the structure of the human body, movements, and interaction context. This enables users to turn on the device so fast, not even glancing at the smartphone. In the new control tab, devices are sorted by pages, so users just need to swipe to the side — and the next batch of buttons is always there in the very same place.

New dark mode, improved fonts, cross-platform consistency, quick access to automation devices — get all this in Ajax apps by the end of this year.

Other vital announcements from Ajax System during the presentation included:

• The partner portal. To improve cooperation with partners, the company announced the partner portal on the Ajax website. The portal gives authorized Ajax partners access to partner programs, including training, marketing support and incentive systems. The partner portal will become available this autumn in the UK, Italy, Spain, Portugal, Scandinavian, and Benelux countries.
• Ajax-Ready label. The company presented Ajax Ready, a label for new independent products based on an Ajax security system. This is a whole new direction for partners who see more system applications and want to discover new vertical markets.
• PRO Desktop 3.4 update. To give company owners, installers, and operators an essential tool to work even more effectively, Ajax presented PRO Desktop update with new crucial functionality — the maintenance report. It allows having all the information on the security devices at a glance: the hub status, battery levels, communication status, and other critical parameters.
• Co-branded app for Ajax partners. Ajax believes in the synergy with partners, therefore, developed the co-branded app — an app for security companies who want to increase their brand awareness every day. Every time clients open the Ajax app, they interact with service providers. From the convenience perspective, clients have quick access to contacts and billing information. This replaces calls and payment reminders, as the company is directly connected with the client through the app.
• DIN Holder bracket to fix Relay or WallSwitch on a DIN rail and a new Socket Plus (type G) with arc fault protection.

“From the very beginning, the highly competent team of NAS Australia has guided us through the local market complexity and specifics, helping us prepare for the next significant geographical expansion. Together, with NAS’s solid national branch network and our world-class technologies and solutions, we will definitely drive and strengthen the Australian security market,”

Dmytro Shchebetenko, Regional Sales Director, MEA & APAC at Ajax Systems

• NAS Australia is a Queensland family-owned and operated wholesaler of cutting-edge TV reception, custom installation, and security products established in 1982. NAS has recently implemented an active product diversification strategy that has seen them partner with many reputable brands in the CCTV, Security, Access Control, Home Theatre, Home Automation, Enterprise Wi-Fi, and Data industries.
• Specifically for the local market needs, the manufacturer also changed the LED indicator color in Ajax StreetSiren to blue since the red one is commonly used for fire detectors in Australia.
• Ajax Systems officially entered the Australian market in 2022. With FCC and IC certificates received, the company is currently working towards growing its presence in the regions where the 915 MHz frequency band is used. This certification also opened Ajax the doors to the US market this year.

• Ajax Systems is the largest security system manufacturer in Europe established in Ukraine. The product range consists of over 50 wireless and wired devices for ultimate indoor and outdoor security. Today, Ajax reliably protects over 1.500.000 people in 130 countries across the globe.

Previously, the company reported that it had delivered the first batch of its systems to SS&Si Dealer Network, the first official partner in the region and one of the leaders among distributors of security solutions and low-voltage equipment in the United States. SS&Si sells Ajax products to its customers under a distribution agreement.

“Today, we start sales in the United States with our distributor in North America, SS&SI. The first shipment has arrived. We have been preparing for this step for six years. It is the largest security market in the world. Let’s see how cool we are,” Aleksandr Konotopskyi writes.

“SS&Si is proud to support Ajax Systems as their distribution partner in the United States. Early feedback from our dealer partners indicates that their long-range wireless technology, universal compatibility with IP cameras, and uniquely competitive fee structure will lead to widespread adoption in the U.S. market,” Jake Voll, President at SS&SI Dealer Network, comments.

Ajax Systems has been preparing for this big geographic expansion. Having obtained FCC and IC certifications, Ajax is currently focused on growing its presence in markets where the 915 MHz frequency band is used, particularly in the United States, Canada, Australia, Latin America, and Southeast Asia.

• Ajax Systems has already begun to build a local production team and is ready to hire at least 400 people.
• The plant expects to produce at least 150,000 devices per month.
• The company said it had been planning to open new production facilities abroad long before the full-scale war.

“The opening of a new plant in Istanbul is a strategic step planned by the company and aimed at diversifying production facilities. We chose Turkey based on a combination of factors: the availability of manufacturing professionals, infrastructure, the free economic zone conditions, the level of taxes, the quality of contractors, and proximity to our major markets. The new production will strengthen the Ajax product development and accelerate access to new markets,” says Aleksandr Konotopskyi, CEO of Ajax Systems.

Ajax Systems has fully resumed the existing manufacturing and product development in Ukraine. The company is recruiting specialists for the plant and expanding the R&D team. This production facility remains in Ukraine.

Also, the company has its logistics hub in Poland and is developing local teams in strategic markets in Spain, Italy, Great Britain, France, UAE, South Africa, and other countries.

In December, the company opened an R&D office in Lviv. In a year, the new office plans to assemble a team of 20-25 professionals. Last year, Ajax Systems acquired the development team of Concepter, a Ukrainian company specializing in product design and development.

The new office will open in January 2022

According to the company’s representatives, the experience of autonomous R&D teams in Kharkiv and Vinnytsia has shown strong results. The Kharkiv office has developed Fibra, a new Ajax wired product line, and the Vinnytsia team will complement the product line with a brand new detector.

Ajax is now looking for talented engineers — embedded and hardware developers, Java developers, and project managers. The company will open the Lviv office in January 2022.

“Lviv is very attractive for IT companies, both outsourcing and product ones. We see a high potential in local developers and students and expect the team to create several new devices during the year,” said Aleksandr Konotopskyi, founder and CEO at Ajax Systems.

The Lviv team will develop new Ajax security system devices independently of the Kyiv, Kharkiv, and Vinnytsia offices. You can find all Ajax Systems job openings for the Lviv office here.

Who is the richest in the IT industry

• 8th place in Top 100 richest Ukrainians in 2021 is taken by the co-founder of the UK-based fintech startup Revolut, Vlad Yatsenko. His net worth is estimated by NV at $1.277B. In July of 2021, Revolut raised $800M, and its valuation increased sixfold: from $5.5B in 2020 to $33B.
• 14th spot is occupied by the founder of the aerospace firm Firefly Aerospace, Max Polyakov, with a fortune of about $540M. In May of 2021, Firefly Aerospace raised nearly $200M, and its valuation went way beyond $1B.

According to AIN.UA’s estimates, the ranking takes just one of Polyakov’s assets, Firefly Aerospace, into account. It was valued at more than $1B even before its launch. The worth of his other aerospace companies and all the IT businesses are not factored in.

• 17th place is held by the owner of Rozetka Vladyslav Chechotkin. According to NV, Chechotkin’s net worth is $472M.

The share of Vladyslav Chechotkin is often miscalculated, with the total attributed to Chechotkin alone. But this includes shares of two entrepreneurs, Vladyslav and Iryna Chechotkin, who own the company that the stake in Rozetka belongs to. Thus, according to AIN.UA’s own calculations, the figure of $472M reported by Novoye Vremya is in the range of $359M to $526M but should be attributed to both stakeholders.

• Spots 23, 24, and 25 are taken by Alex Shevchenko, Dmytro Lider, and Max Lytvyn, the co-founders of Grammarly, an online spelling and grammar checker. NV estimates each one’s net worth at $386M.

In calculating the wealth of the co-founders of Grammarly, the valuation of the company at $2.3B should be factored in, as cited by PitchBook and confirmed by the American Forbes magazine. Considering that the latest round took place back in 2019 (the co-founders’ shares have remained the same) and their cumulative share being 76%, the valuation of the fortunes of Alex Shevchenko, Dmytro Lider, and Max Lytvyn, according to AIN.UA, should be about $582M each, which is $196M more than cited by Novoye Vremya.

• The founder and CEO of Ajax Systems, Aleksandr Konotopskyi, is in 26th place, with a net worth of about $380M.
• No. 30 is occupied by one of the co-founders of GitLab company, Dmytro Zaporozhets, with a fortune of approximately $375M. On October 14, 2021, Gitlab went public on Nasdaq. Today its shares are listed on the market at $113.75 per share, and its total capitalization exceeds $15B. Dmytro Zaporozhets owns 2.5% of the firm’s stock, hence his high position in the ranking.
• 37th spot is taken by the founder of People.ai, Oleg Rogynskyy. NV estimates his net worth at $279M. In August of 2021, People.ai raised $100M as part of a new investment round and was valued at $1.1B. As such, the company became a unicorn. Besides, Oleg Rogynskyy has mentioned that, given the current size of the company, it is time to think about an IPO.
• 42nd and 51st positions are held by the co-founders of the IT company SoftServe Taras Kytsmey ($245M) and Yaroslav Lyubinets ($199M). Taras Vervega ($167M), Yuriy Vasylyk ($131M), and Oleh Denys ($130M) are ranked 63rd, 77th, and 78th, respectively.
• 48th place in Top 100 richest Ukrainians in 2021 is taken by the founder and director of Terrasoft company, Katherine Kostereva, with a net worth of $207M, according to NV.

The calculations by AIN.UA show that the value of Katherine Kostereva’s share is significantly lower. At the time of leaving Terrasoft, Alexander Popov owned a 44.75% stake, valued at $51M. Based on the information that he and Kostereva had equal shares, hers should be valued at $51M too, instead of the $207M cited in the NV ranking.

• Oleksandr Kosovan, CEO and founder of MacPaw, is ranked 52nd. His net worth is estimated at $196M.
• Spots 53, 98, 99, and 100 are taken by the co-founders of Fintech Band, the developers of monobank Dmytro Dubilet with $196M, Oleg Gorokhovskyi — $100M, Yevheniya Kryvenko (Yatsenko) — $100M, and Mykhaylo Rogalskiy — $100M.

Who else has made it into the Top 100 richest Ukrainians in 2021

• 22nd place is occupied by the director general and co-owner of Fozzy Group, Volodymyr Kostelman. His fortune is estimated at $388M. Beside him, the ranking also features Roman Chyhir ($175M) and Oleh Sotnykov ($175M), ranked 58th and 59th, respectively. Fozzy Group also has an IT subdivision, and recently, they have tested a service to compete with zakaz.ua.
• The net worth of $346M has earned 32nd place to Stepan Chernovetskyi, head of the investment company Chernovetskyi Investment Group having some IT projects in its portfolio.
• No. 39 and No. 40 are taken by the co-founders of Nova Poshta, Volodymyr Popereshnyuk and Viacheslav Klymov, with a fortune of about $273M each.
• The developer Vasyl Khmelnytsky with a net worth of $223M is ranked 43rd. His main asset is UFuture Investment Group.
• 91st spot is occupied by the owner of the multistore Comfy, Stanislav Ronis. His net worth is estimated at $111M.

The richest five

At the top of the ranking, like in the last year, comes Rinat Akhmetov, whose fortune is valued at $11.5B (to put this into context: last year, Akhmetov’s wealth was estimated at nearly just half as much, $6.6m). The top 5 also include Viktor Pinchuk ($2.6B), Vadym Novynskyi ($2.44B), Petro Poroshenko ($1.52B), and Kostyantyn Zhevago ($1.497B).

Like last year, the company presented the gadgets during the online Ajax Special Event. This time, the broadcast was held for users and partners from 120 countries in 14 languages.

New products

DualCurtain Outdoor: Protected perimeter of your property

To provide users with fast and accurate early intrusion detection, Ajax has developed DualCurtain Outdoor, a wireless outdoor motion detector that guards a property perimeter.

According to the company, the device combines two curtain motion detectors directed in opposite directions. DualCurtain Outdoor has an unprecedented detection range of 30 meters and features Ajax patented technologies. The gadget is scheduled to go on sale in June 2021.

KeyPad Plus: Contactless system control without compromise on reliability

To make security system management as simple as possible, contactless identification function was integrated into a keypad. The new wireless KeyPad Plus supports encrypted access devices: Ajax Pass and its compact version Tag. To change the security mode, a user just needs to present an access device to KeyPad Plus. The combination of KeyPad Plus and Ajax Pass or Tag provides users with encrypted contactless identification and minimizes false alarms caused by errors when entering a passcode. It will be on sale from June 2021.

“These devices are equipped with an original DESFire® chip. It is a best-in-class contactless identification technology used by transport systems in European capitals and NASA access systems,” the company says.

MotionCam Outdoor: Photo verification of alarms for outdoor security

It is noted that the new wireless outdoor motion detector with a camera, MotionCam Outdoor, can recognize a threat in seconds in any weather and time of day and send an animated series of images.

“MotionCam Outdoor takes photo verification to a dramatic new level. The best optics with HDR camera and IR backlight produces clear and sharp images. That helps a monitoring station operator to respond correctly in any circumstances.”

MotionCam Outdoor is scheduled to go on sale in July 2021.

New Software Tools

The company released the tools for those involved in installing and maintaining Ajax systems.

PRO Desktop 3.0: Maintenance and monitoring of Ajax systems in one app

Ajax software has evolved along with the needs of the security industry. The new PRO Desktop 3.0 has combined tools for connecting, maintaining, and monitoring Ajax security systems in one PC app. Professionals will appreciate seamless connection and remote configuration of devices, flexible role arrangement and detailed event logs for employee control, built-in photo verification of alarms, and support for the mobile panic button.

Battery life calculator 

It provides installers with an estimate of how long the pre-installed batteries will work under specified parameters and when it is time to replace them.

Guide on Jeweller

To assist installers in work and evaluate the reliability of radio communications considering the parameters of a premise, Ajax Systems also released a guide on Jeweller, the proprietary Ajax radio communication technology. The guide consists of a handbook explaining the impact of materials on the Jeweller range and the calculator assessing its reliability.

Company plans

In 2021, Ajax Systems plans to enter the U.S., Canada, Australia, Latin America, and Southeast Asia markets. With FCC and IC certificates, Ajax will now be present wherever the 915 MHz frequency is used. Besides, the company has completed product line testing for India.

“We adapted the hardware, re-invented radio technologies, expanded the software’s capabilities at all levels, and conducted testing. Entering new markets results from a lot of work done by a team of 300 Ajax developers. People from all over the world join our team every day. We see our future in diversity. We are looking for people in France, Germany, Austria, Switzerland, Czech Republic, Slovakia, Hungary, Sweden, Norway. And soon there will be vacancies in several other countries,” Aleksandr Konotopskyi, Ajax Systems CEO.

Previously, AIN.UA visited the main Ajax Systems production facility in Kyiv. Company representatives told us about the main stages of gadgets development and showed us all the steps of their assembly. Check our photo essay to learn more.

In 2011, 95% of the market was accounted for by wired systems, whereas in 2021, wireless solutions cover about 70%–80%, and Ajax itself holds a leading position in the segment. Today, the company’s devices protect over 850,000 users in 120+ countries worldwide. Remarkably, all the company’s products are developed and manufactured in Ukraine. Its facilities include R&D offices in Kharkiv, Kyiv, and Vinnytsia, as well as two factories in Kyiv.

The AIN.UA editorial team has visited the main production site of Ajax Systems, situated in the capital. The company’s representatives have shared the principal processes of gadget development and demonstrated all the assembly stages.

Ajax Systems’ facilities

The main factory manufactures all 33 devices in the Ajax product range. Considering that the production facility is closely linked to the R&D department, and they both occupy the same premises, it is the place where the manufacturing of all new devices starts.

The new factory on the Left Bank, which Ajax opened in November 2020, specializes in the production of DoorProtect and DoorProtect Plus window/door opening detectors, SpaceControl key fobs, FireProtect, and FireProtect Plus fire detectors, and ReX signal range extenders. It is planned that in the future, both factories will duplicate each other’s project work and manufacture the entire project range.

Interestingly, in 2016, the factory on Skliarenko Street occupied only one of six floors. In 2021, the facility occupies five floors, which is 4,920 m². At the same time, the production site on the Left Bank has an area of 1,840 m², and Ajax Systems’ warehouse premises occupy 4,300 m² in total.

As of 2021, Ajax Systems employs over 1,800 staff, of whom 1,010 are involved in the production, including 687 employees at the main site and 323 more on the Left Bank. The R&D department is a separate entity; in 2021, the company employs about 350 engineers.

Where it all begins

The Ajax R&D center, specifically the Device Department, is responsible for the development of all devices and detectors. The development process for all devices is usually structured as follows. The business team generates an idea: what kind of device should be developed. Then, technical and product requirements to that idea are drawn up. They are passed on to the developers, who decide how and on which basis the device will work, considering the requirements. Following that, the research stage begins, during which similar/competing solutions are tested, and the main components are selected: sensors, processors, camera modules, etc.

After the research stage, the device team and lead present their concept to a wide audience of R&D professionals – it is like “defending a project.” Thus, ideas pass an additional filter and are further refined. And then, the industrial design stage begins. The industrial designer receives the input constraints: for example, the front should have a Fresnel lens on it, the camera in the detector should be oriented at such and such an angle, etc. Based on those requirements, the design of the device is created. But sometimes Ajax works backward: when there are no particular external constraints, the design is created first, and then the complete set is “embedded” into it.

In parallel, the scheme is worked out, and the software is programmed. After that, a printed circuit board (PCB) is developed. Then, depending on the needs, the device casing is printed on a 3D printer or manufactured by hard tooling: the company orders molds not for mass production but simpler and cheaper ones and casts prototypes from plastic. As a result, it gets prototypes in the final design.

Following that, the prototypes undergo extensive testing performed by developers and QA. If something doesn’t take off, it is readjusted, and new prototypes are assembled. And if everything works as expected, a big milestone follows, which takes a lot of money: molds are ordered for the final plastic. The pilot batch is assembled with the final casing and final boards, and this “gear” is used to test the release candidate of the firmware.

Everything ends with beta testing. First, there is a closed beta: devices are distributed among the employees. Then an open beta follows; for that, there is a selection of active users (both in Ukraine and abroad). After that, the device goes into mass production.

The development cycle draws heavily on the device. Ajax can make something simple or based on established technologies in six months. The most complex devices took eighteen months to develop, according to the company’s comments.

How the production is organized

It takes nine hours to make one device. But, since the factory handles devices in batches, the manufacture of one batch of final product units requires 3 to 4 days. First of all, components arrive; they are received at a remote storage depot, laid out, after which they undergo incoming inspection. Two truckloads can be inspected in a day. Ajax Systems works with Swiss, American, Japanese, Chinese, and Dutch brands, having established direct contacts with them. All new Chinese suppliers are subject to approval by the CEO, the company comments. After the incoming inspection, the materials become available for processing.

All Ajax Systems devices go through 4 main production departments: the surface mounting department, assembly department, semi-finished product department, and finished product department.

Surface Mounting (SMT)

This department is responsible for surface mounting components onto PCBs. This kind of mounting is carried out on SMT lines: the printer applies soldering paste to the PCB, the mounter places the components on the board, and then the board is soldered in the soldering furnace. SMT lines produce more PCBs than there are devices in the Ajax product range: this is necessary because some products of the company contain multiple boards each. Usually, a project is launched for 10,000 or 15,000 PCB units, and a working shift at the production area is at least 6 hours long.

Then, there is the AOI, which controls the quality of the soldering. The area has control islands, where one in ten PCBs is checked. As explained by the company, this helps selectively monitor whether the components are placed following the necessary points on the board.

There is a visual/optical inspection at the end of one of the SMT lines. The scanner checks a produced circuit board against the reference photo. If everything is fine, it proceeds to the next stage; if something goes wrong, the QA team re-examines the board to find out the cause and sends it back for re-soldering if necessary. After that, the board goes through another kind of inspection and returns to the route.

The department keeps records. The results are summed up daily – how many PCBs have been made. Performance is measured at each stage and displayed on monitors. This is to understand what buffers exist between the areas to ensure a smooth workflow, the Ajax representatives explain.

Assembly Department

Finished boards are sent to the assembly department, where DIP components are manually soldered onto them. On average, one person can solder around 500 devices per shift. The through-hole mounting is handled by several teams, and each is responsible for a separate device. Ajax notes that the production meets the EU quality standards and uses only lead-free solder alloy.

For components that are difficult to solder, production tools produced at the factory are used. They help lay out the boards and components at the right height and angle. It is noteworthy that all the factory employees wear green antistatic bracelets since the board is destroyed when static occurs.

The production follows the 5S workspace organization system. Each workplace is zoned, so there is space for a soldering station, components, etc. When the shift is over, employees clean their workplace. Ajax notes that by adhering to this method, work has become faster and more efficient.

After the board is soldered, it goes to the varnish area. This is necessary to protect the components from possible condensation that may occur when consumers use them. At the factory, there are manual (when the stenciled varnish is applied) and machine varnish coatings, which speeds up the process significantly.

After the boards are varnished, they are placed in dryers. Drying takes about 4-6 hours. Accordingly, when the varnish dries out, the board is ready for the next stage.

Semi-finished Product Department

Varnished boards are sent to the semi-finished product department. It consists of a test section, where the PCBs get a unique QR code and are flashed, and an assembly section.

In the test site, the board goes through certain control stages. On average, this test takes about 16-20 seconds per unit. If the program sees an error, the PCB is not flashed and takes the test several more times as described in the manual. If it fails, it is sent to the production repair area, where all problems are found and fixed, and then the board is returned to the production flow. It passes the test and only then is transferred to the packing and assembly lines. There are four of them in the main Ajax factory.

At the assembly area, specialists initially do many small operations. For example, they insert buttons or gaskets into the plastic between the case. Each assembler is responsible for a specific set of actions to deliver a finished device at the end of the line. It takes a minute to assemble one product; however, the conveyor line can produce 600 devices of one type or, for instance, 900 devices of another type per day.

There is quality control at all stages of assembly: every employee must check the item for quality before performing their task. The finished product is forwarded to the department of finished products.

Finished Product Department

The first section is a long-test area, through which 100% of Ajax devices go. Here sensors are assigned to the hub, and the employees perform manipulations with the products to check them programmatically.

There is also a production room where the intelligent control panel of the hubs is tested. They are connected to all communication channels, and the battery is tested as well. Moreover, the devices are tested physically in special test rooms. For example, to test the device operation in the dark, the factory has a “black room,” a space with black walls where no light can enter. Thus, the devices are calibrated to proceed further to the quality control section.

At the quality control area, the finished device is once again tested programmatically. Here the workers also check whether the device has passed all the previous stages. While the test is in progress, a visual check is carried out – the product is checked for scratches, gaps under the case, inclusions in plastic, its graininess, and other parameters. Each controller performs certain steps. For example, if it is a MotionCam, they need to swipe a hand in front of the device three times, and so on. When the program sees that the manipulation has been done, they proceed with the check. When the program does not let through the device, it is returned to the skipped stage. If everything is fine, the device is sent to the packaging area.

Overall, the company’s devices go through 11 stages of control. The defect rate is only 0.1 – 0.3%. Production is organized in such a way as to minimize the likelihood of defects and block their transfer from one stage to the other, as Ajax adds. The in-circuit test is used where visual inspection is not possible, such as after soldering and programming. The quality system works from incoming inspection of all the incoming components and semi-finished products to acceptance tests before packaging the finished products.

At the packaging area, the workers fold boxes, pack assembly kits, and add instructions. It is noteworthy that during packing, each assembly kit has to be weighed. A fully assembled product is weighed separately. At this stage, all the necessary stickers and QR codes are attached.

At the end of the process, we get a complete Ajax product. At the end of the line, all devices are scanned and sent to the database, from which you can see how many packed devices are ready for shipment. The production capacity of Ajax Systems is 25,000 items per shift. This means that each of the areas serves 25,000 units during one shift.

Hiring and Working Conditions

Ajax states that it is important to hire employees quickly and efficiently at the same time. They need to be adapted and trained. At the very beginning, candidates will have a short interview with a recruitment consultant, get a small test task, and have an interview with a foreman in the production facility (the department where the candidate will work in). If a person passes an interview, they can go through staff onboarding the next day.

The onboarding day starts with an Intro (a training on product, company, quality, health, and safety), followed by signing the documents and a tour around the production facility. The next day, the candidate becomes an employee, and their senior colleagues (foremen) help them adapt to the workplace.

Further, the newcomer will have a one-month probation period. The person is given a checklist, which has to be filled out during this period. It helps the newcomer to get acquainted with the different stages of production and learn certain skills. After the probation period and successful certification, the person is introduced to their position. There is a referral program – an employee can invite a friend and, after their friend goes through the probation period, they will receive a monetary reward.

The production facility has a grading system. After the certification, everyone confirms their qualifications or improves them. The first certification is carried out three months after the start of work, other ones – every six months. Based on the results of the assessment, the employee is assigned a grade. And this is the way they can influence their level of income. At all the production stages, senior employees can switch people between operations. Thus, everyone can try themselves at different stages.

Most of the employees work from 9 a.m. to 6 p.m.; however, some areas work 24/7. For example, SMT installation specialists work in shifts: the machines stop only for readjustments and maintenance. The same schedule works for the test and long-test departments.

Work during the quarantine

With the imposition of the lockdown due to the coronavirus pandemic, Ajax Systems continued its work. The company launched transportation to subway stations, disinfected workplaces, and informed employees about the necessary protective measures. As noted by the management of Ajax, at this time, they worked according to the strategy of “no layoffs” – the staff was not laid off, but new team members were not recruited as well. At the same time, the salaries of the employees remained the same. Those who self-isolated kept their jobs.

Despite some difficulties with parts and components delivery to factories, the Ajax factory actively produced devices. Ajax started recruiting new employees after the easing of quarantine restrictions. The production has doubled: if in January 2020, there were 456 employees, in December, its number grew to 1,000. The company’s goal for 2021 is to recruit 1,000 more employees to work at the new factory on Boryspilska.

Ajax noted that it planned to hold the second Ajax Special Event, a large online presentation of the company’s new products in 2021. It is going to present several new products; however, the company does not disclose detailed information.

The company says that Karl Robb, a former Vice President of EPAM, will join the Board.

Karl’s main goals for the company will be:

1. Improving corporate governance
2. Preparing Ajax Systems for an IPO
3. Strengthening the company’s globalization and growth rate
4. Helping to scale Ajax’s engineering team

Karl already has a similar experience: he participated in EPAM’s preparation for the IPO on the New York Stock Exchange.

The company responded to AIN.UA’s request that it was not yet ready to announce specific details on the upcoming offering, but it could take place in a couple of years.

“In the next year or two, Ajax Systems plans to quadruple sales and do the IPO roughly in 2023 on one of the major stock exchanges,” the company said.

The company’s first investor, Andriy Dovzhenko from SMRK, also reported on the company’s preparations for the IPO. After a partial exit with the entry of Horizon Capital, he told AIN.UA that the IPO is the company’s long-term goal.

Now the company is hiring a staff of 150 people for a new location. Next year, it plans to increase the number of employees up to 1,000.

Scaling up production

The second plant of Ajax Systems is located on the left bank at 9 Boryspilska St., on the territory of the former Kyiv radio plant. The area of the facility is 1,865 m².

The company does not disclose the amount of investment in the new plant. The reason for opening the second location is the scaling-up of Ajax production.

“Next year, we plan to double our business, so we need one more production site. We decided to open it at Boryspilska, as it already has a large production cluster. This location will also allow us to attract more employees from the left bank and build a large production team faster,” commented Oleksandr Konotopskyi, CEO at Ajax Systems.

Plans for 2021

Currently, the new factory is focused on the production of DoorProtect and DoorProtect Plus detectors. Next year, the company plans to involve the second plant in the production of the entire product range. Thus, the two Ajax plants will work on the same projects.

“We’ve launched 24/7 testing, gathering and assembling, quality control, and packaging at the Boryspilska plant. In the future, we plan to switch all the sites to the 24/7 schedule,” said Bohdan Demchyshyn, Ajax Systems Chief Production Officer.

This year, Ajax plans to recruit 150 people for the new location. The following positions are available: pickers, packers, assemblers, test stand operators, REE assemblers, and quality inspectors.

According to the company, their system resolves the problem of false dispatches by taking photos of the person coming into the house.

“Nine years ago, when we started Ajax Systems, receiving an award like this one was the holy grail for us. Such achievements motivate us to keep growing and developing and to become the No. 1 player in the global security market in the nearest future,” Aleksandr Konotopskyi, CEO of Ajax Systems.

About the award

PSI Premier Awards is the annual award of the British security industry magazine, PSI Magazine, which awards the most popular security solutions. The winners were chosen by the votes of the magazine’s readers.

What is unique about MotionCam

The application of photo verification technologies in MotionCam eliminates the dispatch of security patrols to false alarms. MotionCam captures the movement and takes a series of photos to assess the situation. It allows the system owners and the security company to see whether the intrusion has occurred or the system was not deactivated mistakenly.

The first photo is delivered in less than 9 seconds. Wings radio protocol allows you to install MotionCam at a distance of up to 1,700 meters from the hub, and at the same time, enables the device to work up to a record 4 years from the supplied batteries.

PSI Premier Awards 2020 is already the second award for Ajax from the British professional community. Previously, in 2017, the product was recognized as the “Intruder Alarm of the Year” by the organizers of the IFSEC International exhibition in London.

Other winners

Other winners of the PSI Premier Awards 2020 are:

• CCTV PRODUCT OF THE YEAR 2020 – Hikvision PanoVu
• INTRUDER PRODUCT OF THE YEAR 2020 – Ajax MotionCam
• ACCESS CONTROL PRODUCT OF THE YEAR 2020 – Paxton10
• TECHNOLOGICAL INNOVATION OF THE YEAR 2020 – CSL Router
• SOFTWARE/ANALYTICS PRODUCT OF THE YEAR 2020 – Texecom Cloud
• MANUFACTURER/DISTRIBUTOR TRAINING AWARD 2020 – Pyronix
• DISTRIBUTOR OF THE YEAR 2020 – ADI Global

MotionCam

MotionCam is a motion sensor with a camera for alarm verification. It captures the intrusion and takes a series of pictures – this allows to be sure whether someone got into the room or the device recorded the activity of domestic residents.

The company has developed a new Wings radio protocol specifically for the device. It guarantees the transfer of images in less than 9 seconds to a distance of 1,700 meters and, according to company representatives, provides record energy efficiency for this type of device with batteries lasting up to 4 years.

“MotionCam motion sensors do not violate privacy, because they activate the camera only when there is an alarm – neither users nor the security company has a loophole that allows the sensor to take a picture on command. All data is encrypted during transmission and during storage, and photos are not processed or analyzed by anyone,” Ajax notes.

OS update

Ajax has updated the operating system of its Malevich devices to version 2.8. One of the main innovations is the ability for users to automate their routine activities. Now the security system in the facility can be armed according to the schedule, you can manage home and office equipment according to the schedule, and so on.

For example, the system allows you to configure the operation of the heat-insulated floor according to the schedule and automatically turn on the electric boiler at night – when electricity is cheaper.

Other features include:

• Anti-flood system. Ajax LeaksProtect leak detectors from the first drops detect a pipe burst, leakage in washing machine or dishwasher. The script automatically shuts off the water and prevents flooding.
• Home power shutoff in the event of a fire. Fire detectors instantly respond to smoke and temperature rise, and the script turns off the electricity at the facility.
• Turning on lights and sirens during an alarm. The system scares off robbers while they are still approaching the building with the help of blinding light and loud sirens.
• Simulation of presence. When going on vacation, you can set the schedule for lighting and audio systems. The house will not look empty in the absence of its tenants and will not attract the attention of robbers.

Multi-Rex

Ajax added the ability to connect up to 5 ReX radio signal range extenders to a single control panel. This means that the coverage area has increased from 12 to 35 km², and now you can secure large facilities: an office with several floors, a factory with concrete floors, a farm with a large number of buildings and a vast territory, etc.

Aleksandr Konotopskyi. Photo: Ajax Systems.

It is reported that the fund bought out a part of Ajax Systems share from the first investor, SMRK (the fund invested $1 million in 2015 and still remained the only investor of the company), as well as a part of the shares from the company management.

“We are honored to become partners with Aleksandr Konotopskyi, the talented founder of Ajax Systems and his impressive management team, and we look forward to working with them over the coming years for the success of the company. We were attracted by Aleksandr’s vision, exceptional results of the company, its innovative product line, and success in serving customers in Ukraine and in international markets,” comments Olena Kosharna, founder and CEO of Horizon Capital.

“Ajax Systems is growing at a very fast pace, with more than 70% of revenue coming from export sales in more than 75 countries, mainly the EU. We are happy that the core of our team is Ukrainian engineers and world-class developers, we are proud of the results of their work,” commented Aleksandr Konotopskyi, founder and director of Ajax Systems.

Andriy Dovzhenko, the managing partner of SMRK, noted in his commentary to AIN.UA that the fund made “a very successful exit from the partial sale of previously bought shares,” and the long-term goal is to bring Ajax Systems to the IPO:

“This agreement gives a strong and clear signal about investment opportunities in Ukraine, both for venture investors and for private equity funds. We hope that the example of Ajax Systems will encourage even more Ukrainian entrepreneurs to create new companies and achieve even greater success,” added Dovzhenko.

Recall, Ajax Systems was founded in 2011. Today, the company’s products are sold in more than 75 countries around the world. The company employs over 500 people, 20% of whom are in R&D. The company has 5 patents. Wireless security system Ajax Systems is one of the most high-tech in the world. According to the company, by January of this year, Ajax has already sold more than a million devices.

The Ajax Systems product line includes more than 20 devices for protecting the premises and surrounding areas, fire safety, flood protection, as well as devices for home automation equipment. Products are designed and manufactured in Ukraine.

120 employees are involved in production. R&D Department consists of about 55 employees. In August last year three employees worked for Marketing Department. Now there are seven employees. Previously we had one or two employees who dealt with sales, now it is a full department: Director of Sales, four employees are responsible for the western markets and another two employees – for the Ukrainian market.

Valentin Hrytsenko, Marketing Director of Ajax Systems. Photo: Secur.ua

For the time being we have a strong partner in Ukraine, who has well-developed sales channels. We also were looking for distribution partners on other markets, using the same model. However, the next stage in developing the operational activities – to build strike teams on the markets. Their goal is to entice away the distributors’ clients in order that they could use our product. The team should obtain enough information, education and support in certain projects. Development of such business development presales model will make it possible better to understand the market needs. We are testing such an approach on the Ukrainian market, where we employed two business development managers and a brand manager. This team will continue to grow.

Do they use b2b model while working with security companies?

Yes, b2b models are used in cooperation with security companies, integrators, installers and retail networks. If we are talking about security companies, last year a few private firms purchased our equipment for their security surveillance systems. Now we cooperate with 67 such companies. Finally, State Security Police has also joined us.

How long does the cycle of sales in Ukraine take place in general?

In Ukraine we have a few stages. The first one – agreement with a security company that they accept our equipment for monitoring. Such negotiations can continue for the period of up to three months. Then we hold negotiations with the company to use the equipment as their standard equipment. These negotiations take longer time – half- year or a year.

How strong are your competitors? Which way do you persuade the security companies to switch to your system?

Speaking of Ukraine, a common growth trend is observed in the area of home security. Earlier most of security companies provided services to commercial objects, where they installed alarm system at repair stage. Now Ajax Systems is mostly approached by house management bodies, which prefer not to lay wires and have their own suggestions. Moreover, the users are attracted by the model, where the system is operated through smartphone. That’s why the end users install wireless or hybrid solution where the central part is wired and wireless sensors are connected to it via special integration modules

Our hybrid solution, where our sensors are connected to the popular local central units Ajax uartBridge and Ajax ocBridge integration modules, are the most popular on the Ukrainian market. If users need wireless solution, Ajax also has weak competition in this segment. Concerning very cheap solutions, these solutions are nonprofessional and security companies do not accept it for their security surveillance systems. We have one Ukrainian manufacturer who offers cheaper models than hours, but their quality is questionable. If we take western analogues, it is much more expensive.

What about foreign competitors? Do you already sell in 45 countries?

We sell in 67 countries. These are the countries, which have the partners, who regularly make bulk purchases. All of them are operating in a professional niche – they sell systems to security companies and integrators. In foreign countries we are focused on home segment – buildings and apartments, small offices. Now this sector is growing steadily.

In Western Europe they do not have a strong tradition to deal with surveillance systems of security companies. People here are more used to self-monitoring. It means that a user hires an installer in order to install the system, and all alert messages are sent to his/her cell phone. A user calls the police himself/herself or asks his/her neighbor to clarify the situation. This model works because most of residential property is insured.

In order to meet the requirements of insurance companies we obtained the European certificates of the highest level for wireless systems. This allows us to compete with huge manufacturers. Our solutions are very convenient for installers, because the process of installation and set-up is very easy, and, consequently, a demand for such devices is rising.

In the countries, which are accustomed to use security surveillance systems (post-Soviet territory, the Balkans, Central Asia), adaptation of our solution can be longer than in Europe. It happens by the reason that many surveillance systems and companies, cooperating with these countries, have different standards and adjustment of the product can take a certain time.

Some markets have interesting models of cooperation, where telecom operators try to sell auxiliary services, including in the security sphere. In the nearest future we are going to launch a project in the Central Europe jointly with one of the famous telecom operators, who use our equipment in combination with their service for monitoring and insurance.

If wireless security systems occupy 90% of the European market, you should probably have much higher level of competition here than in Ukraine.

Europe has price competition. Our classic competitors – huge companies, have developed the existing solutions 3-5 years ago. They sell these solutions at old prices. China is also close on their hills, the components become cheaper, etc. Huge companies are quite inert, and the market itself is blocked by costly certifications.

The European certification Grade 2 costed you about $100 000?

Thus, on one hand, such certification is a good protection against low-quality products, on the other hand, some countries use it as punitive collusion. For instance, Germany has its own security system certification for major commercial objects. It has been elaborated by German manufacturers in order to control the market de facto. It costs about 500,000 Euro and is obtained for the period of three years.

At the same time, only about 3% of house management bodies are connected to security systems. However, the demand is increasing and the companies, who provided services to commercial services, start servicing home management segment. Therefore, we also work on this market.

Verisure (Sekuritas Direct) monitoring center can be called our strong competitor in Europe. It is a Swedish brand, represented in 11 European countries. Israeli company develops equipment for this center pay subscriber’s fee for monitoring services. Verisure has about 2 million subscribers. They actively invest in marketing and are focused on house management segment.

Indeed, it is much easier for those who have a recurring revenue (an income model that describes regular payments over time for a service or subscription – editor’s note) to promote a product on the market. They understand that in average a client stays with them for the period of eight years and monthly pays, for instance, 30 Euro. The costs on the customer engagement are quite high, but he/she stays with the company for a long time. We, as solutions manufacturers, continuously have to assiduously strive for new clients. Every month we make our plan from scratch. Therefore, for the next year we plan to develop auxiliary services.

What kind of services can it be?

Recently we conducted a survey of Ukrainian users to find out what kind of services they are ready to pay for on monthly basis. First of all, it is storage of video recording archives in a cloud. Third-party cameras can be integrated in our system and video stream can be viewed using our applications. A user can store such video on his/her own hard drive. Accordingly, the next stage can provide an opportunity to store a video in our cloud.

Another solution is an automated payment for mobile communications. Now a user himself/herself monitors whether the hub SIM card account is topped up. We can charge ourselves with billing. It should be implemented in partnership with mobile phone company.

We also have an idea to offer our users an opportunity to obtain insurance. Such services are available on Ukrainian market, where you can obtain a certificate of insurance even without property listing. We are going to implement it in partnership with local insurance companies.

Our own monitoring center is one more solution that is not quite relevant for Ukraine, but it is very good for Western Europe. Such center will just receive the alarm signal if there is a need to call the required service. It works like this in the USA.

Last August you told that in 2017 you were going to enter markets of the USA and Canada.

We are focused on the European market, where we have significant growth rates. As for the USA and Canada, there we need to support other radio frequencies. De facto it means a development of new product line. Still we have not set any deadline for entering these markets.

In general, the competition is fiercer on these markets. It is very difficult to enter there without a recurring revenue, because the costs on customer engagement are very high. There should also be made a lot of integrations. Europe is interesting for us due to the fact that competition is not so strong here. European companies are much more conservative and are growing more slowly.

If the Internet of things was in our DNA since the beginning, most of European countries tried to add new options to old solutions. For example, opening their application, you need to send one more inquiry to find out system status. Using our application, a user always sees all options online. Such advantages are accumulated, dramatically changing the perception of product.

According to our partners, we are almost the only company-producer, which studies the market and rapidly satisfies the demand.

So, we made opening detector DoorProtect Plus for Italy. It also has shock sensor, accelerometer and it is well-suited for attic windows. The Italians like to open the windows for fresh air. If someone decides to force it in, the inclinations angle will change that will fix the detector and the user will receive the alarm signal. In Norway it was critical to have a system where actuation of one smoke detector would trigger all alarm sensors on the object and we provided them with the required solution. Therefore, it is very interesting for our distribution partners to follow what products we are going to develop as it would also increase their own competitive advantages.

So, you have a demand. Your production is rapidly growing – you almost double production volumes every half a year. In February of 2016 you had 5,000 pcs, in August – 10,000 pcs and in November – about 35,000 pcs.

In December we already had 44,000 pcs. We are not always in time to satisfy the demand. Sometimes our partners lack the product.

Tell us, what facilitates an increase in demand? How do you promote Ajax products?

Ukraine has quite a huge market. However, it was not noticed earlier. Actually, we are the first who began telling the world about it and popularizing security systems among end consumers.

Our global challenge is to create a linkage: “If there is a security system, it should be Ajax system”.

That’s why we have conducted a survey in Ukraine. 80% of people have already said that they started thinking about security system since they found out about Ajax, and not vice versa. Security companies approach us and say that they wish to gain users over and, therefore, they are interested in cooperation with us.

On the West we commence biting off pieces of old-brand market, which are left behind in the competition. One more factor is a total growing demand for wireless solutions: there are not so many certified high-quality wireless solutions.

Distributors themselves are also looking for interesting products, which are rapidly developing and unavailable in their competitors’ portfolios.

For them we are such a cool workhorse, continuously running, releasing new products and updating software.

Installers understand that today they have installed 5 detectors for the client, and tomorrow 3 new ones will be created and can also be offered to the client. In 2-3 months the Clients can themselves buy new sensors to satisfy their additional needs. A possibility of remote updating of the hub is also one more advantage for end consumers and our partners. Such options are not typical of the standard systems of major manufacturers. You have just installed it once and forgot about it.

In the West we still had no active communications with end users. All that we are doing now is supporting our partners’ activities. We collect information on the market, monitor the competitors and decide where we should enter. For the time being, we discuss the strategy for the next year, including generation of consumers’ demand on the target markets. Spain, Italy and Scandinavia are the markets, which are supposed to grow manifold over the next year. We have strong partners there and, on account of demand generation, jointly we can occupy a good market share.

Sometimes demand for your products exceeds production capabilities. At the same time, for a year your sales have increased by 5 times. If you have not enough resources for growth, may be you are going to raise additional funds?

This year we have bought our own SMD-line for assembly of printing plates. This purchase was funded by the European credit funds. In general, we have a financial cushion, and we haven’t even spent previous investments (in June of 2015 Ajax Systems raised $1 million from SMRK fund — editor’s note).

Our business is healthy – we always live on the money, which we earn, and think how to find cheap and sophisticated solution.

Here we can agree on additional deadlines in payments to suppliers for the component parts. We can also use one video for multiple reel options. I am talking about such solutions, which enable rapid growth, but do not require a lot of money.

Do you have an intention to accelerate the growth? Facing a demand, you are not able to satisfy it.

Now we reconceptualize the company’s processes and operating structure. We have integrated every employee into a single management system, put all documents in order and fixed all processes. It is possible to grow only in case, when all processes are scaled.

Currently we are building TOP management team, adding the elements that we lacked, for instance, Chief Financial Officer and Chief Sales Officer. Soon we will be looking for the Chief Operating Officer. Accordingly, further we will be faced with a question – how to manage people on our markets. How to ensure and monitor their KPI? We test different options in Ukraine and examine how it works, what nuances are there and how to scale it. We do not intend to get involved in shock-work construction, but rather pursue the Lean Startup approach.

It is one thing to live on investor’s money, to take on any hype and try to sell something in a short term, and another one is to build sustainable business without operating fuckups and compromises, rapidly expanding on a conservative market.

However, you should, probably, have certain problems due to the rapid growth.

Sometimes we have problems with supplies of the component parts. There can be delays or we can wrongly plan what we actually need. In this case we reallot orders from different countries to satisfy the most urgent needs. Although, it is accompanied with repackaging and reflashing. We also have management failures. Once I forgot that it takes a very long time to obtain visa to visit the Great Britain. We have submitted the documents in two weeks before the exhibition. Despite of the fact that we applied for consideration of the documents under accelerated procedure, we encountered a delay and the visa was issued on the last day of the exhibition.

Do you have overtime production due to the fact that demand exceeds supply?

Our production process consists of one standard shift. We discuss the issue of the second shift that we are going to schedule for the next year. We should know the forecasts of our partners to be able to plan our production process correctly.

It is essential that every employee clearly understands his/her objectives and sees the picture, drawn in the minds of management team. For this purpose we hold quarterly meetings of all Chiefs, where we discuss our achievements, focus for the next quarter and blockers. It is useful to understand the functions of different employees and management decisions inside departments. In general, it’s cool to be proud of your colleagues.

What are the problems that you see in the company now?

It is not expansion of production – here everything is clear, but human resources scaling, that arouses most of the questions. How is it better to build the structure of human resource management, how to motivate everyone in a proper way, how to find new talents and compete with other employers – it is a major challenge.

One more topical issue is information, obtained from different markets. Distributors see the market one way and installers see it otherwise, and we face a problem how to handle all this data in order to understand the needs of users and partners. Now we are developing an approach to such data handling.

In the meantime Ajax line consists of 16 devices (+2 should be released in the nearest time), including 5 devices that were released this year. Last year you told that a total number of devices should be 40 and, in view of product development, you should move towards smart home. Now you have closed all internal security issues, including integration of cameras. What’s next? What will be the remaining 24 devices like?

This year we have spent a lot of time on Hub OS Malevich, but finally system updating was successful. The next focus is a new generation of server architecture.

We scheduled 5 more devices for the next year. All of them will be, first of all, related to street security. In Ukraine we care about inside protection of our home, in Italy the outside security detectors are more popular. Now we are going to launch a transmitter – a module, transforming wired detector into wireless one, which integrates it into our ecosystem. This will enable us to connect popular solutions in this segment to our system.

We are developing and testing street motion detectors. It is a very interesting sector with low number of successful producers as far as this technology is science-intensive and cost-consumable. Japanese Optex is the leader in this sphere. We also plan to develop blind detector, which is installed on outside window and reacts on motion towards the window.

One more sector that we are going to develop is related to commercial objects. We will soon release RangeExtender, which will make it possible to cover large areas.

Concerning the smart house, we already have WallSwitch, which is installed into the Manchester plate and is operated through the application. This device is already capable of simple scenario: when you set the alarm system in or off, this device can connect the power and disconnect it. Further we are going to add a lot of other scenarios. In the first quarter of 2018 we will release full-fledged dry contact relay that will provide more opportunities.

With respect to home security we cover 80% of user cases. Every new device will bring us closer to 100%. Plus we will have a transmitter that will make it possible to connect the detectors that we lack to our system. For instance, it can be gas detector.

We are also interested in personal security sector – alert buttons and trackers for children. We have many requests, related to car alarm system.

In fact, we have an idea to become a human security center, when a person will have an opportunity to monitor the state of the house, car, family on the screen of a smartphone. That sounds great!

You have almost 20 devices and your key focus is home management bodies and small business. Are you going to extend it to the street and huge objects, i.e. to grow extensively and cover more markets? Will it complicate growth rates and market share?

We assess the market of intrusion alarms globally. It has certain segments, but we are interested in occupying the largest share of overall market. It is huge objects like airports or shopping malls, where such corporations as Bosch and Siemens are represented. We are pretty far away from this. To occupy this market we need to release 100 devices instead of 40 ones. Although, in fact, one device has five variations.

We are keen on creating such a product line that will occupy the market owing to convenient installation mechanism and harmonious functioning of the system. If earlier the project development on the market was slow and complicated, now our goal is to simplify this process to the maximum possible extent. Market complexity was due to the crowd mentality. Everyone said what should be done and which way. All universal products were created in such a way. And our approach is to simplify everything. This approach allows being stronger competitors.