WEBVTT 00:00:01.440 --> 00:00:04.800 Hello from the Smart City World Congress in Barcelona. 00:00:04.800 --> 00:00:07.800 I'm Emma Lozano Doogan bringing you The Smart Deal 00:00:08.240 --> 00:00:12.920 6 smart city startups will be pitching their solutions and companies for a chance to get 00:00:12.920 --> 00:00:18.320 business opportunities and a 50,000 euros grant to advance their visions. 00:00:18.480 --> 00:00:22.680 Deciding who will get the grant and who will be the ideal smart city 00:00:22.680 --> 00:00:27.160 partner, is a panel of venture capitalists and industry experts. 00:00:27.480 --> 00:00:31.200 The six finalists, selected from a shortlist of 40 startups, 00:00:31.200 --> 00:00:34.840 will be pitching in front of Sophia Escheu from SpeedInvest, 00:00:35.160 --> 00:00:37.200 Thomas Beaugendre from Demeter 00:00:37.200 --> 00:00:39.600 Pascal Stuerchler from from Bloomhaus 00:00:39.760 --> 00:00:42.400 and Yotta Capital's Nadia Bouzigues 00:00:42.400 --> 00:00:44.920 as well as Christophe Orceau from Kurrant, 00:00:45.080 --> 00:00:48.080 Abdulrahman Ibrahim from the Al Madina region. 00:00:48.240 --> 00:00:50.640 Schréder’s Werner De Wolf 00:00:50.640 --> 00:00:53.280 and Connexin’s Ralph Varcoe. 00:00:53.280 --> 00:00:57.280 The jury will then get the chance to ask the companies questions 00:00:57.280 --> 00:00:59.760 as well as evaluate the presentations. 00:01:15.400 --> 00:01:17.960 First up to the judges is GoodVision. 00:01:17.960 --> 00:01:22.720 Daniel will be presenting their AI enabled traffic management solution 00:01:23.800 --> 00:01:26.600 My name is Daniel Stofan and I'm a founder of Goodvision. 00:01:26.600 --> 00:01:29.960 Our vision always was to build sustainable, intelligent solutions 00:01:29.960 --> 00:01:31.040 for the traffic industry. 00:01:31.200 --> 00:01:34.200 Solutions that prevent traffic congestion, 00:01:34.200 --> 00:01:37.800 decrease road fatalities, and simply make the traffic in cities flow. 00:01:37.840 --> 00:01:41.760 Our product is a camera based AI that optimizes traffic management 00:01:41.920 --> 00:01:45.840 of roads and makes cities safer and helps with the Vision Zero strategy. 00:01:46.160 --> 00:01:49.680 Today, we distribute to customers globally on all five continents, 00:01:50.000 --> 00:01:54.000 where we automate traffic operations and remove lots of manual labor. 00:01:54.400 --> 00:01:58.400 Pitching at The Smart Deal means showing to the public that, with AI, 00:01:58.400 --> 00:02:01.920 things in the traffic domain, can be done much easier and smarter. 00:02:03.040 --> 00:02:07.880 We started GoodVision five years ago, in 2019, to help cities to optimize 00:02:07.880 --> 00:02:12.320 their traffic operations simply by getting the maximum out of their camera systems. 00:02:13.360 --> 00:02:18.760 GoodVision operates in a intelligent transport industry, which, as you can 00:02:18.760 --> 00:02:22.600 imagine, is pretty critical for the daily lives of us all. 00:02:23.400 --> 00:02:26.160 It is responsible to design 00:02:26.160 --> 00:02:29.240 and manage how the traffic is flowing through cities. 00:02:29.560 --> 00:02:33.280 It is trying to prevent the congestion. 00:02:33.520 --> 00:02:36.400 It is controlling the traffic on intersections 00:02:36.400 --> 00:02:41.840 and trying to make our daily commuting as pleasant and safe as possible. 00:02:42.760 --> 00:02:47.240 But also, as you probably expect, it's something is often failing in this job. 00:02:47.680 --> 00:02:50.640 Because it is a very old and traditional industry, 00:02:50.640 --> 00:02:52.280 it's very fragmented. 00:02:52.280 --> 00:02:55.520 And, basically traffic processes 00:02:55.600 --> 00:02:58.600 still require lots of manual efforts, lots of manual labor. 00:02:59.360 --> 00:03:02.040 Obviously connected tasks, 00:03:02.040 --> 00:03:04.840 that that need to be done, 00:03:04.840 --> 00:03:07.920 are done by disconnected, incompatible 00:03:07.920 --> 00:03:11.120 vendors, by incompatible siloed systems. 00:03:12.280 --> 00:03:12.960 Basically 00:03:12.960 --> 00:03:17.320 every vendor that is coming, that is providing some sort of, traffic sensor 00:03:17.320 --> 00:03:21.520 or traffic system is coming with a proprietary hardware based, 00:03:22.200 --> 00:03:28.160 single purpose sensor and in the end, it makes the traffic falls 00:03:28.160 --> 00:03:30.400 on the intersection look like Christmas trees. 00:03:30.400 --> 00:03:34.160 I would say having or keeping the city's future proof 00:03:34.160 --> 00:03:37.560 and making them ready for the things to come 00:03:37.800 --> 00:03:41.600 for the new big things to come, such as autonomous driving, for example. 00:03:42.120 --> 00:03:45.120 It is a it is a huge challenge and a very expensive task. 00:03:46.560 --> 00:03:51.160 Currently these days, operators, road operators, they are very limited 00:03:51.160 --> 00:03:55.280 and they are it's very hard for them to spot 00:03:55.560 --> 00:03:59.200 and react to traffic incidents as fast as is needed. 00:03:59.520 --> 00:04:02.360 What GoodVision does is we enable cities to actually 00:04:02.360 --> 00:04:05.680 centralize their traffic intelligence and completely reuse 00:04:05.680 --> 00:04:09.640 their existing traffic infrastructure, such as CCTV systems, camera systems. 00:04:09.880 --> 00:04:14.040 We have we have created, AI based traffic analytics platform 00:04:14.520 --> 00:04:17.520 that is basically converting every road sensor 00:04:17.520 --> 00:04:21.000 into intelligent sensor, every road camera into an intelligent sensor. 00:04:22.360 --> 00:04:25.320 It is incredibly easy to use physically 00:04:25.320 --> 00:04:28.480 getting up our system, to run 00:04:29.040 --> 00:04:32.040 takes days or takes hours. 00:04:32.040 --> 00:04:35.040 And as an example, I will be showing that, 00:04:35.480 --> 00:04:38.480 in a city of Minneapolis, we were able to, 00:04:39.600 --> 00:04:43.360 make our system up and running on their highway cameras within one afternoon. 00:04:43.840 --> 00:04:49.320 Our AI can recognize and detect the widest range 00:04:49.320 --> 00:04:53.520 of traffic events and user based scenarios that were ever possible. 00:04:54.960 --> 00:04:57.000 Thanks to this, 00:04:57.000 --> 00:04:59.160 operators are getting the traffic 00:04:59.160 --> 00:05:02.280 data and traffic insights much faster. 00:05:02.280 --> 00:05:05.160 Like just in time with a top class accuracy. 00:05:05.160 --> 00:05:07.680 That's a critical element of our system, 00:05:07.680 --> 00:05:12.240 and it makes them actually able to create countermeasures 00:05:12.840 --> 00:05:17.280 much faster and, basically prevent events 00:05:17.400 --> 00:05:21.480 from or prevent congestion from getting heavy, prevent accidents 00:05:21.480 --> 00:05:25.200 from being fatal, and saving billions of annual 00:05:25.200 --> 00:05:29.360 economic losses that are done by poor commuting and congestion. 00:05:31.440 --> 00:05:33.440 We are a team of 27, 00:05:33.440 --> 00:05:36.680 we are headquartered in, London, UK 00:05:36.680 --> 00:05:39.080 and our R&D center is in Prague. 00:05:40.320 --> 00:05:44.760 We are operating globally. 00:05:44.760 --> 00:05:48.360 Thousands of traffic analysts are using GoodVision, 00:05:48.520 --> 00:05:53.040 and we are working with more than 120 enterprise customers on five continents. 00:05:54.120 --> 00:05:57.120 And, we're looking for new ones, of course. 00:05:57.240 --> 00:06:01.400 And last thing, Goodvision was growing pretty stable, 00:06:01.880 --> 00:06:04.600 doubling the revenue in the last three years, 00:06:04.600 --> 00:06:09.720 currently operating at 2 million USD ARR and 187% NRR 00:06:10.080 --> 00:06:13.360 And, in the next year, we're going to triple the revenue 00:06:13.360 --> 00:06:16.400 because our current proposition is actually targeting 00:06:16.400 --> 00:06:18.480 much wider markets than before. 00:06:20.880 --> 00:06:23.040 Thank you so much for your pitch. 00:06:23.040 --> 00:06:25.960 I hope you're very happy about it. 00:06:25.960 --> 00:06:29.280 While the jury is thinking about what to ask you while they're taking everything in. 00:06:29.280 --> 00:06:32.160 I would like to ask you a question, Daniel. 00:06:32.760 --> 00:06:38.880 What do you think the biggest opportunity is for GoodVision in the upcoming years? 00:06:39.960 --> 00:06:42.720 Yeah, that's a good question actually. 00:06:42.720 --> 00:06:46.360 You can imagine that every existing road, piece of road, 00:06:46.360 --> 00:06:49.360 every existing road sensor is an opportunity for GoodVision. 00:06:49.360 --> 00:06:54.120 So the problems we are solving are identical everywhere in the world. 00:06:54.400 --> 00:06:57.520 So we are not creating the demand for the market. 00:06:57.520 --> 00:06:58.440 The demand is there. 00:06:58.440 --> 00:07:00.840 It was there 100 years ago. 00:07:00.840 --> 00:07:03.840 Just the problems to be solved were simpler. 00:07:03.840 --> 00:07:08.400 So, the greatest opportunity is that the window of opportunity is open, 00:07:08.400 --> 00:07:13.000 and we are looking for partners that actually bring it to the new territories, 00:07:13.000 --> 00:07:16.560 because our product is actually perfectly able to scale. 00:07:16.800 --> 00:07:18.240 I seen you are taking notes. 00:07:18.240 --> 00:07:21.480 And so let's start with the questions for Daniel. 00:07:21.480 --> 00:07:25.320 Abdul Rahman is there anything you would like to ask Daniel? 00:07:25.360 --> 00:07:28.080 Yes, thanks, my question is beyond the traffic management. 00:07:28.080 --> 00:07:29.120 Okay. 00:07:29.120 --> 00:07:30.480 What are the use cases? 00:07:31.480 --> 00:07:33.480 Traffic management industry is huge. 00:07:33.480 --> 00:07:37.760 So we are concentrating on traffic management, 00:07:38.520 --> 00:07:41.120 but a very obvious new domain is security, 00:07:41.120 --> 00:07:44.200 law enforcement, traffic enforcement, law enforcement. 00:07:44.400 --> 00:07:47.400 This is this is very connected and, 00:07:48.160 --> 00:07:51.560 very connected submarket where we are actually right now at 00:07:51.560 --> 00:07:57.600 the edge of going is connecting, integrating with, connected car systems, 00:07:57.600 --> 00:08:00.640 autonomous driving, because our product actually serves 00:08:00.640 --> 00:08:03.840 as the central brain of the traffic operations 00:08:03.840 --> 00:08:07.360 that not only consumes and analyzes and does, you know, 00:08:08.560 --> 00:08:12.000 creates some some events, but actually feeds those systems 00:08:12.000 --> 00:08:15.840 with the situational awareness data that they can act upon. 00:08:16.600 --> 00:08:19.800 So it is like a central thing, very general or not general, 00:08:19.800 --> 00:08:23.440 but like reusable for all kinds of these use cases, we are trying to glue 00:08:23.440 --> 00:08:26.440 those various domains together. 00:08:26.600 --> 00:08:29.760 Perfect. Next let's go to Thomas. 00:08:29.840 --> 00:08:32.120 Thank you very much for the presentation. 00:08:32.120 --> 00:08:35.760 Could you please, tell us a bit more about your AI model? 00:08:35.760 --> 00:08:36.880 What's unique about it? 00:08:36.880 --> 00:08:38.160 How did you train it? 00:08:38.160 --> 00:08:40.760 And, you know, what's being done? 00:08:40.760 --> 00:08:45.600 We have been collecting our own data set for many years, even before GoodVision. 00:08:45.600 --> 00:08:46.200 So actually, 00:08:46.200 --> 00:08:49.560 we have our own proprietary data set, probably the largest on the market 00:08:49.960 --> 00:08:53.120 that is specifically trained for traffic use cases. 00:08:53.560 --> 00:08:57.240 Each of these cases that I was mentioning, from highways to tolls 00:08:57.240 --> 00:09:01.480 and so on, this is collected and gathered by us. 00:09:01.480 --> 00:09:07.080 And then we have a model zoo basically that is a set of models in our platform 00:09:07.080 --> 00:09:12.400 that is used for use case by use case without user or customer noticing it. 00:09:13.200 --> 00:09:15.720 So, it is a deep learning technology, 00:09:15.720 --> 00:09:19.640 of course, of deep neural networks, but not just that, 00:09:19.640 --> 00:09:22.640 it is a combination of proprietary 00:09:22.640 --> 00:09:26.400 combination of computer vision techniques, statisticals models. 00:09:26.680 --> 00:09:29.680 And in the core there is a there is a deep learning AI. 00:09:29.800 --> 00:09:32.400 We have Pascal. 00:09:32.400 --> 00:09:36.480 So Daniel, congratulation to what you have achieved until now. 00:09:36.480 --> 00:09:40.520 You know I'm going a little bit challenging you, you know, so 00:09:40.960 --> 00:09:46.080 when you listen to Elon Musk and to Tesla, you know, he is saying that tomorrow 00:09:46.080 --> 00:09:50.040 there are connected cars driving by themselves all over. 00:09:50.560 --> 00:09:55.280 And I saw you are focusing much on speed, violation, 00:09:55.280 --> 00:10:00.240 on from driving on accidents things like that. 00:10:00.240 --> 00:10:03.600 But in future with self-driving cars, 00:10:04.560 --> 00:10:08.160 is there still an opportunity for your solution or not? 00:10:08.160 --> 00:10:13.080 And, what kind of opportunity you see in the future for that? 00:10:14.000 --> 00:10:15.480 Thank you. Absolutely. Yes. 00:10:16.520 --> 00:10:18.240 We can with our product, we 00:10:18.240 --> 00:10:21.640 can do the speed violation detection, but that's not the aim of it. 00:10:21.640 --> 00:10:27.600 I mean, you as a customer can use it for detect speeding vehicles, 00:10:27.600 --> 00:10:31.880 but mainly those connected cars, autonomous drivers and so on. 00:10:32.320 --> 00:10:35.560 They need to be fed with the situational awareness data 00:10:35.960 --> 00:10:41.880 in order to behave, in order to detour, in order to, you know. 00:10:41.920 --> 00:10:44.920 Yeah, detour basically to take the best route. 00:10:44.920 --> 00:10:48.280 Emergency vehicles the same even if they're not autonomous, 00:10:48.280 --> 00:10:51.120 they are blind and they need to know what's what's ahead. 00:10:51.120 --> 00:10:54.120 GoodVision is a system that will provide them with this. 00:10:54.480 --> 00:10:57.480 The real, implication is on, 00:10:57.800 --> 00:11:01.920 or focuses on management of the traffic and those connected cars. 00:11:01.920 --> 00:11:04.640 They are, by the way, a great source of data 00:11:06.400 --> 00:11:09.240 and great consumer of the insights. 00:11:09.240 --> 00:11:11.040 They need those insights. 00:11:11.040 --> 00:11:14.520 So and they wish they had it because when they had it, 00:11:14.520 --> 00:11:17.320 then also traffic management system will have it. They will cope. 00:11:17.320 --> 00:11:18.360 They cooperate. 00:11:18.360 --> 00:11:23.560 What we do basically is we try to create a platform that will provide 00:11:23.560 --> 00:11:28.320 a seamless communication between sensors, traffic systems and road users. 00:11:28.840 --> 00:11:32.160 Road users like pedestrians, connected cars 00:11:32.720 --> 00:11:36.600 or just, regular, you know, driver in a normal car. 00:11:37.440 --> 00:11:38.800 Well, thank you so much. 00:11:38.800 --> 00:11:39.600 Well done. 00:11:39.600 --> 00:11:43.320 And I'll see you again soon backstage. 00:11:43.320 --> 00:11:44.520 Thank you for your time. 00:11:44.840 --> 00:11:46.760 Thank you very much. 00:11:49.920 --> 00:11:52.240 Judges, you've seen the pitch. 00:11:52.240 --> 00:11:55.680 What were some positives and what were some negatives? 00:11:55.760 --> 00:11:57.760 Sophia, if we can start with you. 00:11:57.760 --> 00:12:00.600 the most impressive thing is actually like their growth numbers. 00:12:00.600 --> 00:12:02.120 Like, I think if you are, 00:12:02.120 --> 00:12:04.960 a B2Government business, that's actually quite impressive to show. 00:12:04.960 --> 00:12:08.440 It is basically like doubling your, your revenue almost every year. 00:12:10.040 --> 00:12:11.280 And I think 00:12:11.280 --> 00:12:14.680 on the critical side, what I would be most worried about is really 00:12:14.680 --> 00:12:18.880 the long sales and onboarding cycles that it takes to sell 00:12:18.920 --> 00:12:21.920 to these type of customers, especially because I think 00:12:22.080 --> 00:12:26.280 what he mentioned is a pain point in the beginning, the very like manual 00:12:26.440 --> 00:12:29.880 like camera systems that they have in place right now could at the same time 00:12:29.880 --> 00:12:34.600 also be actually slowing down growth and slowing down adoption from cities. 00:12:34.920 --> 00:12:37.920 Okay, Thomas, what do you think? 00:12:38.440 --> 00:12:40.000 Yeah, 00:12:40.000 --> 00:12:41.240 was a good pitch. 00:12:41.240 --> 00:12:43.880 I think the good thing is that we really understand 00:12:43.880 --> 00:12:46.440 the issue that they're targeting. So that's a good point. 00:12:46.440 --> 00:12:49.920 But then I think maybe we should better understand 00:12:50.120 --> 00:12:53.200 the benefits of the solution in what they address. 00:12:53.680 --> 00:12:56.800 And, also the competitive landscape is not really addressed. 00:12:56.800 --> 00:13:00.520 So that should be something to improve. 00:13:03.120 --> 00:13:05.040 Next up we have a Vizzia 00:13:05.040 --> 00:13:10.360 who are looking to curb illegal waste dumping and crime with their AI solution. 00:13:10.360 --> 00:13:11.640 Katrin will be pitching. 00:13:12.240 --> 00:13:16.480 Hello, my name is Katrin and I'm the co-founder and CEO of Vizzia. 00:13:16.760 --> 00:13:21.840 We offer a video surveillance solution for cities with two core promises, 00:13:22.200 --> 00:13:24.880 make them cleaner, and make them safer. 00:13:24.880 --> 00:13:29.560 I graduated from HEC, then Polytechnic, where I met Alexandre my CTO. 00:13:30.160 --> 00:13:32.440 Together we worked for the city of Brussels, 00:13:32.440 --> 00:13:36.160 which exposed us to the huge need for safety solutions in cities. 00:13:37.280 --> 00:13:39.080 That's where Vizzia was born. 00:13:39.080 --> 00:13:41.760 Last year we raised 2 million. 00:13:41.760 --> 00:13:43.960 We’re growing fast and are raising funds 00:13:44.040 --> 00:13:46.840 to reach 10 million in revenues in 18 months. 00:13:47.160 --> 00:13:49.000 Hello everyone, 00:13:49.000 --> 00:13:50.920 so thank you for having me. 00:13:52.440 --> 00:13:54.520 A few things about our market. 00:13:54.680 --> 00:13:56.760 Incivilities are rising fast. 00:13:56.760 --> 00:13:58.760 We’re talking about illegal waste dumping, 00:13:58.760 --> 00:14:03.240 vehicle thefts, housebreaking, but also drug trafficking. 00:14:03.240 --> 00:14:07.800 And to solve this, cities are spending billions in video surveillance. 00:14:08.160 --> 00:14:11.080 So, for example, French cities have spent 1.5 billion 00:14:11.080 --> 00:14:14.640 over the last 12 months in video surveillance. 00:14:15.800 --> 00:14:20.400 But despite all of this, only 7% of incivilities are cleared. 00:14:20.400 --> 00:14:23.400 And this is because the video surveillance system 00:14:23.720 --> 00:14:26.720 has not changed since the early 2000. 00:14:26.880 --> 00:14:30.240 Basically, if you're a mayor and you want to install video surveillance 00:14:30.240 --> 00:14:33.640 in your city, you want to protect it, you have to buy hundreds of cameras, 00:14:33.880 --> 00:14:36.040 you have to deploy kilometers of fiber, 00:14:36.040 --> 00:14:38.800 and you have to build a physical data center. 00:14:38.800 --> 00:14:40.960 So now there are two problems with that. 00:14:40.960 --> 00:14:45.160 First, fiber costs millions and it takes one year to deploy. 00:14:45.640 --> 00:14:48.640 And second, physical data centers 00:14:48.680 --> 00:14:51.360 make investigations impossible. 00:14:51.360 --> 00:14:53.880 Imagine you get your car stolen in Paris. 00:14:53.880 --> 00:14:58.360 The police can look where the car went in Paris on the Parisian data center. 00:14:58.560 --> 00:15:00.760 But then when it leaves the city, they're stuck. 00:15:03.000 --> 00:15:06.000 So to solve this, the VSaaS industry was born. 00:15:06.200 --> 00:15:08.240 Video Surveillance as a Service. 00:15:08.240 --> 00:15:10.680 So this is an industry. 00:15:10.680 --> 00:15:14.280 The idea is to shift video surveillance to the cloud. 00:15:14.920 --> 00:15:16.520 It was born in the US. 00:15:16.520 --> 00:15:18.360 You have very few players. 00:15:18.360 --> 00:15:21.600 Two of them have already reached 3 billion in valuation. 00:15:22.320 --> 00:15:25.240 And there's no one in Europe except from Vizzia. 00:15:25.240 --> 00:15:28.920 On the sales side, we don't sell equipment as most players. 00:15:29.360 --> 00:15:31.200 We sell results. 00:15:31.200 --> 00:15:33.960 So firstly we're going to sell cleanliness, 00:15:34.440 --> 00:15:38.640 install Vizzia and you’ll get a drop of 80% of your illegal dumpings. 00:15:39.000 --> 00:15:42.480 And then second we sell to mayors safety. 00:15:43.200 --> 00:15:45.800 Take Vizzia and you will increase by ten 00:15:45.800 --> 00:15:50.200 the number of investigations that you solve. 00:15:50.200 --> 00:15:55.000 And how we do that, is because on the tech side, 00:15:55.000 --> 00:15:57.560 we control the entire process end to end, 00:15:58.280 --> 00:16:01.320 from capturing footage to penalizing the offenders. 00:16:01.600 --> 00:16:04.600 So first we install a VSaaS infrastructure. 00:16:05.280 --> 00:16:08.280 Those are cameras that are on 4G and in the cloud. 00:16:08.280 --> 00:16:10.120 So there is no more fiber. 00:16:10.120 --> 00:16:11.480 Everything is on the 4G. 00:16:11.480 --> 00:16:13.480 There is no more on prem servers. 00:16:13.480 --> 00:16:15.240 Everything is in the cloud. 00:16:15.240 --> 00:16:16.800 So this new setup 00:16:18.440 --> 00:16:20.040 help us be very much faster. 00:16:20.040 --> 00:16:22.440 We install in a few days, very flexible. 00:16:22.440 --> 00:16:27.000 You can move our things around as you want and for a fraction of the price. 00:16:27.600 --> 00:16:31.440 And then on our cloud we have a few AI applications. 00:16:32.000 --> 00:16:34.920 The first one was to detect illegal waste dumping. 00:16:34.920 --> 00:16:38.760 So the idea is to accelerate the investigations on the cloud. 00:16:39.280 --> 00:16:43.000 So the first one was to automatically detect illegal waste dumping. 00:16:43.240 --> 00:16:46.280 And now we also detect, for example, we can track 00:16:46.280 --> 00:16:49.280 suspected cars in the cloud. 00:16:49.800 --> 00:16:53.880 And the third thing is that we centralize all this in a SaaS platform 00:16:53.960 --> 00:16:58.680 where all stakeholders can jump in so the police can look at the offenses, 00:16:59.000 --> 00:17:02.320 send penalties, and the mayor can see the level of cleanliness, 00:17:02.400 --> 00:17:05.920 can see the level of safety, can see the fines generation. 00:17:06.240 --> 00:17:10.040 So it's a huge political ROI and a huge financial ROI. 00:17:11.160 --> 00:17:16.280 And so, we've installed 70 cities in France in 16 months. 00:17:16.400 --> 00:17:20.760 3 in Switzerland, this is quite new and we have a huge network effect 00:17:20.760 --> 00:17:25.680 because mayors talk to mayors and thanks to this network effect 00:17:25.840 --> 00:17:29.480 we've built this with only 4 salespeople and no marketing costs. 00:17:30.960 --> 00:17:34.840 And our current ACV is €31,000. 00:17:36.120 --> 00:17:37.800 Average ACV. 00:17:37.800 --> 00:17:42.680 So with only 3000 customers, ee can hit the 100 million in revenues. 00:17:43.640 --> 00:17:46.160 But you have to know that it's a quite fast pitch. 00:17:46.160 --> 00:17:49.160 And our ACV is actually doubling. 00:17:49.920 --> 00:17:51.080 That was quite a pitch, 00:17:51.080 --> 00:17:53.640 we can tell you've done this before. 00:17:54.240 --> 00:17:58.320 Before we turn to our judges again for questions and answers. 00:17:59.200 --> 00:18:00.680 I do have a question for you. 00:18:00.680 --> 00:18:05.440 You're not the only one here today that has an animal on their logo. 00:18:05.800 --> 00:18:10.040 Can you explain to me what the chameleon means in your logo? 00:18:10.360 --> 00:18:11.880 Yes. We use the logo 00:18:11.880 --> 00:18:16.000 that would be very friendly so that our mayors, the people we talk to, 00:18:16.160 --> 00:18:20.800 the decision makers would be happy to share with their citizens Vizzia. 00:18:21.840 --> 00:18:25.680 My next question, is questions? 00:18:26.640 --> 00:18:27.760 Werner, let's start with you. 00:18:27.760 --> 00:18:30.120 So the devices have to be installed by the police. 00:18:30.120 --> 00:18:34.960 It's a police controlled installation or it's, city owned equipment? 00:18:35.480 --> 00:18:37.680 Yeah. Good question. 00:18:37.680 --> 00:18:39.520 Basically we have three stakeholders. 00:18:39.520 --> 00:18:43.920 We have the mayors, the city police and the national police. 00:18:44.960 --> 00:18:48.440 The mayors, they're the ones who buy, the video surveillance systems. 00:18:48.800 --> 00:18:51.800 And then the systems are used either by the city police 00:18:52.000 --> 00:18:55.920 for illegal waste dumping, for example, either by a national police for, 00:18:57.000 --> 00:19:00.000 kidnaping, for example, and 00:19:00.040 --> 00:19:04.120 the whole challenge is to bring them to work together on one platform. 00:19:04.120 --> 00:19:07.440 And actually the investigations rates are so low 00:19:07.680 --> 00:19:10.680 because part of it is they cannot they don't work together. 00:19:10.880 --> 00:19:13.280 They have to physically go to the city. 00:19:13.280 --> 00:19:14.640 Then physically, 00:19:14.640 --> 00:19:17.640 take this video then physically and we centralize this and it's our, 00:19:18.880 --> 00:19:19.480 purpose. 00:19:19.480 --> 00:19:22.400 Ralph, is there anything you would like to ask? 00:19:23.120 --> 00:19:27.000 Hi. We heard in the pitch previously that you didn't need new cameras, 00:19:27.000 --> 00:19:30.200 you could plug their system into existing cameras. 00:19:30.720 --> 00:19:34.840 Do you have to have your cameras or could you utilize anybody's cameras 00:19:35.200 --> 00:19:37.440 and then have your platform sitting on top? 00:19:37.440 --> 00:19:40.080 Okay. Great question. 00:19:40.080 --> 00:19:43.080 What we have built actually it's 00:19:43.560 --> 00:19:46.160 what we have built is a Vizzia station. 00:19:46.160 --> 00:19:50.520 So we have a Vizzia station that's on 4G that sends everything to the cloud. 00:19:50.520 --> 00:19:54.120 And on this station you can put any camera of the market. 00:19:54.440 --> 00:19:57.640 But if a city has already, let's say, 200 cameras, 00:19:58.320 --> 00:20:02.080 we can also use the 200 cameras, put them on the cloud. 00:20:02.360 --> 00:20:05.400 So we'll basically bring this cloud thing into the city 00:20:05.680 --> 00:20:08.000 and then expand the existing park, 00:20:08.000 --> 00:20:15.040 with new cameras that are not fibered, that will be flexible. 00:20:15.280 --> 00:20:18.280 Christophe, anything you might like to ask? 00:20:18.400 --> 00:20:21.760 What about the geographical expansion of your company? 00:20:21.760 --> 00:20:28.440 I guess you won’t reach the 100 million you’re targetting without a geographical expansion 00:20:28.440 --> 00:20:31.160 How easy do you see it is? 00:20:31.160 --> 00:20:34.800 Does does that require additional investment in your software? 00:20:35.000 --> 00:20:40.880 VSaaS space is a space where, we don't build that many use cases. 00:20:40.880 --> 00:20:44.280 we don't need to build that many use cases in that many geographies. 00:20:44.280 --> 00:20:46.600 So basically we are kind of very focused. 00:20:46.600 --> 00:20:50.040 We do the illegal waste dumping in France 00:20:50.760 --> 00:20:53.120 now we do the security because we see that the cross-sell 00:20:53.120 --> 00:20:54.760 opportunities are super easy. 00:20:54.760 --> 00:20:56.520 So we started the second use case. 00:20:56.520 --> 00:20:59.360 And of course we want to build outside of France. 00:20:59.360 --> 00:21:00.840 And it's clearly a goal. 00:21:00.840 --> 00:21:04.960 That's why we are raising funds we've naturally sold to two cities 00:21:04.960 --> 00:21:09.000 in Brussels and three in Switzerland without any additional sales. 00:21:09.240 --> 00:21:09.920 But we have also, 00:21:11.000 --> 00:21:12.560 international strategy. 00:21:12.560 --> 00:21:17.640 Basically we are mainly looking into the UK market, Germany, Italy and Spain. 00:21:17.640 --> 00:21:23.280 Italy and Spain it's exactly the same as, France. 00:21:23.840 --> 00:21:27.600 UK, it's very interesting because the American players are already there. 00:21:28.560 --> 00:21:32.120 So the market is how do you say it? 00:21:32.520 --> 00:21:34.280 He's very educated on the VSaaS. 00:21:34.280 --> 00:21:36.480 It's the only markets in Europe that's very educated. 00:21:36.480 --> 00:21:37.960 So you could go there 00:21:37.960 --> 00:21:41.200 and be a bit faster, but there's a little bit more competition. 00:21:41.640 --> 00:21:43.440 This is the UK and then Germany 00:21:43.440 --> 00:21:49.120 is the country from the big ones in Europe that has less cameras. 00:21:49.480 --> 00:21:51.800 So the education will be a bit longer. 00:21:51.800 --> 00:21:55.200 But once you get there it's empty. 00:21:55.200 --> 00:22:00.000 You can be it's not really empty but it's the most empty one in Europe. 00:22:00.000 --> 00:22:03.240 Questions are over, you can relax now. 00:22:03.240 --> 00:22:04.720 And thank you so much. 00:22:04.720 --> 00:22:09.240 Great questions, great answers and round of applause. 00:22:09.240 --> 00:22:11.400 We'll see you again soon 00:22:14.960 --> 00:22:16.200 Same as before. 00:22:16.200 --> 00:22:19.240 What was something that made you go? Yes. 00:22:19.240 --> 00:22:21.960 And something that 00:22:21.960 --> 00:22:23.320 not so much. 00:22:23.320 --> 00:22:26.160 I liked the, very much 00:22:26.160 --> 00:22:31.840 the connection with the real life challenge that cities are facing. 00:22:32.680 --> 00:22:35.680 So they are, touching the right nerve. 00:22:36.760 --> 00:22:44.640 I represent the city, I can see a very relevant solution for us. 00:22:44.640 --> 00:22:45.760 Okay. Werner 00:22:45.760 --> 00:22:49.320 What I liked is the very focused approach, a very clear use case, 00:22:49.520 --> 00:22:52.520 at least in Brussels and in Belgium, where I live its a very important problem. 00:22:52.960 --> 00:22:54.040 So that's, I think, great. 00:22:54.040 --> 00:22:57.840 The point I didn't get across yet, I think, is 00:22:58.280 --> 00:23:00.000 it's going to be key to scale these fast. 00:23:00.000 --> 00:23:02.400 So how are you going to build a go to market to do this, 00:23:02.400 --> 00:23:05.240 let's say across Europe and across the world. 00:23:05.240 --> 00:23:08.120 So that part was for me, less clear, but very nice pitch. 00:23:11.120 --> 00:23:14.000 Last in this first round is Pando2 00:23:14.000 --> 00:23:18.000 Jean-Gabriel will tell the judges about making building and energy management 00:23:18.000 --> 00:23:21.000 more efficient and policy compliant. 00:23:22.360 --> 00:23:24.800 I'm Jean-Gabriel Winkler, co-founder and CEO of Pando2. 00:23:24.920 --> 00:23:29.560 After more than ten years working in M&A and strategy, I wanted to give my career a new turn. 00:23:30.560 --> 00:23:32.640 With a close friend of mine and my actual CTO, 00:23:32.640 --> 00:23:35.640 we decided to develop the first software solution 00:23:35.760 --> 00:23:39.400 able to tackle air pollution, comfort and energy efficiency issues. 00:23:39.640 --> 00:23:42.920 After six years of hard work, our SaaS platform is now generating 00:23:42.920 --> 00:23:46.880 more than 500k of revenue with huge growth prospects. 00:23:46.920 --> 00:23:50.880 We are now targeting to exceed €1 million of sales and 700k 00:23:50.880 --> 00:23:52.520 of recurring revenue by next year. 00:23:52.520 --> 00:23:54.440 We are confident in achieving this new goal 00:23:54.440 --> 00:23:57.320 thanks to our solution perfectly meeting the new air quality 00:23:57.320 --> 00:23:58.960 and energy regulations. 00:23:58.960 --> 00:24:02.160 And our outstanding and committed team of ten people based in Paris. 00:24:03.960 --> 00:24:08.520 We developed air quality monitoring app, historically, 00:24:08.520 --> 00:24:13.200 that has naturally integrated energy consumptions over time. 00:24:13.200 --> 00:24:20.320 With three main converging issues that are now facing new and stringent regulations, 00:24:21.360 --> 00:24:24.360 Air quality, energy, comfort. 00:24:24.640 --> 00:24:27.040 For instance, in France, in Belgium, 00:24:27.040 --> 00:24:30.800 any buildings, receiving teenagers 00:24:30.800 --> 00:24:35.400 elderly soon will have to go through an annual audit regarding air quality. 00:24:35.920 --> 00:24:39.360 Those same buildings will also have to cut their energy consumption 00:24:39.360 --> 00:24:44.640 by 40% in the next five years, without compromising air quality and comfort. 00:24:45.040 --> 00:24:49.680 And without proper an established solution on the market to do so, 00:24:49.680 --> 00:24:52.920 in order to face and meet those challenges, 00:24:53.280 --> 00:24:55.720 we've developed a software solution. 00:24:55.720 --> 00:24:58.800 Our business model is 80% SAS based. 00:24:59.280 --> 00:25:02.800 We've got, 20% remaining, corresponding to the sell of hardware 00:25:02.840 --> 00:25:05.760 that enabled us to sell further subscriptions. 00:25:05.760 --> 00:25:10.320 So we are selling subscriptions on any connected devices of the market 00:25:10.800 --> 00:25:15.000 for indoor air quality, outdoor air quality, energy, water consumption. 00:25:15.480 --> 00:25:20.200 We are also selling monitoring for HVAC solution components, 00:25:20.200 --> 00:25:22.960 mainly for maintenance purposes. 00:25:23.520 --> 00:25:30.960 And we are also offering the integration of environmental building energy tariff, open data. 00:25:30.960 --> 00:25:37.400 We are then, recording and analyzing all these data to provide value added services 00:25:37.400 --> 00:25:42.680 such as regulatory and certification compliance solutions. 00:25:42.680 --> 00:25:47.880 We also offer diagnostic and reporting building solutions, 00:25:49.040 --> 00:25:50.120 building control 00:25:50.120 --> 00:25:53.120 as well as smart grid management solutions. 00:25:53.760 --> 00:25:56.520 We are especially targeting the small and medium 00:25:56.520 --> 00:25:59.880 tertiary buildings, the most numerous ones in Europe. 00:26:00.400 --> 00:26:03.600 And it's really interesting because we've got hundreds of thousands of buildings 00:26:03.600 --> 00:26:07.080 that would be facing one of those three issues. 00:26:07.560 --> 00:26:13.280 And particularly we are addressing the 100,000 roughly buildings 00:26:13.280 --> 00:26:16.280 that we need to comply with all those three regulations. 00:26:16.720 --> 00:26:20.760 So at an average of 2,500 building, 00:26:21.200 --> 00:26:25.040 with a 10% market share on those hundred thousand buildings, 00:26:25.040 --> 00:26:29.560 we are targeting a 25 million target, within the next couple of years. 00:26:30.480 --> 00:26:35.480 We are particularly confident in achieving these goals because we are 00:26:35.480 --> 00:26:40.320 one of the unique factor that, took such a global approach on the market 00:26:40.320 --> 00:26:42.200 with those three components. 00:26:42.200 --> 00:26:45.840 As well, we've put together a specific business model 00:26:45.840 --> 00:26:48.920 relying specifically on indirect sales. 00:26:49.720 --> 00:26:55.720 We've got numerous operators of the market, national wide, international wide, 00:26:55.720 --> 00:26:58.520 that makes more than 90% of our sales. 00:26:59.240 --> 00:27:02.280 For instance, Idex, facility manager, 00:27:03.040 --> 00:27:08.080 deployed more than 1000 sensors in just one city, 80 buildings. 00:27:08.440 --> 00:27:12.440 In order to optimize the heating conceptions of those buildings. 00:27:13.080 --> 00:27:16.720 We've got ISPIRA group as well, focused on air quality 00:27:17.160 --> 00:27:21.080 that we loaded the 500 high schools of the Parisian region. 00:27:21.200 --> 00:27:24.000 That's a 100,000 of recurring revenue for us. 00:27:24.000 --> 00:27:27.920 In this context, we are looking to further accelerate our growth, 00:27:28.680 --> 00:27:32.040 that will go through the implementation of the strategic partnership, new ones 00:27:33.600 --> 00:27:37.920 As well we would like to develop a new solution regarding smart grid management 00:27:38.400 --> 00:27:43.000 as we are uniquely placed thanks to our granular information and data 00:27:43.520 --> 00:27:49.400 to address that, through the whole park of building we are monitoring. 00:27:49.400 --> 00:27:54.040 And to finish with, we've got a fully set up management team 00:27:54.040 --> 00:27:57.040 that are ready to take in these new challenges. 00:27:57.480 --> 00:27:59.720 And I thank you very much for your attention. 00:28:03.400 --> 00:28:04.360 Great. 00:28:04.360 --> 00:28:07.680 I mean, we're done now with the hard part, 00:28:07.680 --> 00:28:12.360 although we still have the jury questions, but I'm sure it will go really well. 00:28:12.960 --> 00:28:16.200 There is a question I would like to ask you 00:28:16.200 --> 00:28:19.200 before we turn to them, and it's 00:28:19.200 --> 00:28:22.680 can you tell me a bit more about the new air quality regulations? 00:28:23.080 --> 00:28:26.320 Yeah, it was, existing in France for roughly ten years, 00:28:26.960 --> 00:28:31.040 and they decided to reinforce the regulations. 00:28:31.680 --> 00:28:37.480 Every building, receiving or hosting teenagers will have to go different obligations. 00:28:37.800 --> 00:28:43.160 An annual review of their ventilation systems in order to optimize the air quality. 00:28:43.160 --> 00:28:50.160 As well they have to go through, best practices review as well to optimize, increase the air quality 00:28:50.160 --> 00:28:53.320 and to put together an action plan to increase it as well. 00:28:54.640 --> 00:28:58.520 Okay, I see Sophia is eager to ask you a question. 00:28:58.800 --> 00:29:01.800 Yes. Thank you so much for the good pitch. 00:29:01.800 --> 00:29:04.880 My question would be a typical VC question, I guess, 00:29:04.880 --> 00:29:08.320 but I would love to hear a bit more about your funding history so far. 00:29:08.680 --> 00:29:08.840 Yeah. 00:29:08.840 --> 00:29:11.840 And then another question related to this. 00:29:12.960 --> 00:29:16.320 Why you decided to go for a 1 to 2 million round? 00:29:16.320 --> 00:29:20.080 Because I think we're all aware it's quite a competitive market, like everything 00:29:20.080 --> 00:29:23.960 around building management, HVAC management, air quality, it's quite competitive. 00:29:24.240 --> 00:29:28.920 So do you think that those 1 to 2 million could actually be enough to 00:29:28.920 --> 00:29:31.720 get to the growth numbers that you would need to win the market. 00:29:31.720 --> 00:29:33.840 Yeah. Thanks for the question. 00:29:33.840 --> 00:29:37.120 So historically we relied on the non dilutive 00:29:37.280 --> 00:29:43.120 financing up to 1.5 millions in grant subsidies. 00:29:44.400 --> 00:29:47.400 Two years ago, we've had Airvance group 00:29:47.520 --> 00:29:50.760 most known through the subsidiary France Air in France, 00:29:51.360 --> 00:29:55.200 manufacturer and distributor of HVAC systems 00:29:55.760 --> 00:29:59.160 that took a minority part in the capital. 00:29:59.160 --> 00:30:02.480 So, that allowed us to further develop the company. 00:30:03.200 --> 00:30:06.920 And now we are at anice momentum 00:30:07.440 --> 00:30:11.040 with this, commercial opportunity to seize on all those three issues. 00:30:11.640 --> 00:30:14.040 We want to expand commercially 00:30:14.040 --> 00:30:17.040 in France and Europe even further, if possible. 00:30:17.880 --> 00:30:19.920 The the app is ready to go. 00:30:19.920 --> 00:30:22.920 It's already available in five languages. 00:30:23.760 --> 00:30:26.520 We've got, patents as well, 00:30:26.520 --> 00:30:30.640 going on with the first one, arriving next trimester. 00:30:31.400 --> 00:30:32.760 quarter, sorry. 00:30:32.760 --> 00:30:35.560 And we also want to seize the opportunity 00:30:35.560 --> 00:30:38.560 to develop this new smart grid management. 00:30:39.560 --> 00:30:42.480 Most of flexibility has been achieved 00:30:42.480 --> 00:30:45.600 through the management of huge industrial sites. 00:30:46.240 --> 00:30:49.960 But the big tricky question now is on all those small 00:30:50.160 --> 00:30:54.720 and medium terciary buildings, and we've got the perfect infrastructure, 00:30:54.720 --> 00:30:57.960 with room based, granular data 00:30:58.520 --> 00:31:03.640 that can be consolidated at building levels, territory national wide 00:31:03.640 --> 00:31:06.080 That will, enable us to provide 00:31:06.080 --> 00:31:10.920 a really nice information providers, for instance, and smart cities. 00:31:11.840 --> 00:31:12.640 Great. 00:31:12.640 --> 00:31:15.640 Nadia, do you have a question you'd like to ask? 00:31:15.640 --> 00:31:19.560 Can you tell us exactly what your solution is bringing in 00:31:20.040 --> 00:31:22.640 when you implement it in a regular building? 00:31:22.640 --> 00:31:27.560 inone of your examples and, how do you price your solution 00:31:27.600 --> 00:31:31.440 regarding to the savings that you are generating savings in euros 00:31:31.880 --> 00:31:35.040 and also the, savings in terms of, GHG emissions? 00:31:35.560 --> 00:31:39.760 Let's take the city of Lorient in France, for instance, 60 buildings, 00:31:41.000 --> 00:31:42.360 schools, nurseries. 00:31:42.360 --> 00:31:45.240 So they had to comply with the regulation. 00:31:45.240 --> 00:31:51.160 They deployed 250 probes. So roughly one per room. 00:31:51.160 --> 00:31:58.600 So we've got, first a subscription on the probe and that's a yearly subscription. 00:31:58.600 --> 00:32:02.640 Then we are adding fees for the annual reporting, 00:32:02.800 --> 00:32:05.800 because they also want wanted to monitor energy consumption. 00:32:06.280 --> 00:32:08.400 Then we've got something like 00:32:08.400 --> 00:32:13.600 200, €300 per year per building for the regularity compliance. 00:32:14.880 --> 00:32:19.200 And that's an add-up they can go, or we can go through 00:32:19.200 --> 00:32:21.520 energy, comfort or air quality 00:32:22.000 --> 00:32:25.240 And the objective then is to offer all three of them. 00:32:26.360 --> 00:32:29.080 Not all companies have developed 00:32:29.080 --> 00:32:32.080 specific modules that meet the regulations. 00:32:32.120 --> 00:32:33.880 They are increasing. 00:32:33.880 --> 00:32:38.520 Europe has also put this CSRD reporting system, 00:32:38.520 --> 00:32:43.520 and that represents another commercial opportunity for us 00:32:43.520 --> 00:32:46.840 that we are currently seizing as well. So we've got blocks. 00:32:46.840 --> 00:32:48.960 It's fully modular. 00:32:48.960 --> 00:32:51.600 It's subscription based at each time. 00:32:51.600 --> 00:32:56.760 And of course we want to provide, the full suite as soon as we can. 00:32:57.600 --> 00:32:59.040 Okay. Perfect. 00:32:59.040 --> 00:33:03.680 That was that's all we can do now for question answer session. 00:33:03.920 --> 00:33:08.240 So can we give him a round of applause and we'll see you again soon. 00:33:11.280 --> 00:33:12.120 Okay. 00:33:12.120 --> 00:33:13.880 What made you happy? 00:33:13.880 --> 00:33:15.480 What didn't make you so happy? 00:33:15.480 --> 00:33:17.640 What's making you a bit worried? 00:33:17.640 --> 00:33:19.720 And what's making you excited? 00:33:19.720 --> 00:33:21.800 Anything you would like to add? 00:33:21.800 --> 00:33:22.640 Pascal? 00:33:22.640 --> 00:33:26.400 Personally, I like those in direct selling style. 00:33:26.400 --> 00:33:29.880 You know, 90% indirect is quite an achievement. 00:33:29.880 --> 00:33:34.680 You know, I'm a little bit skeptical because it's, three regulations. 00:33:34.680 --> 00:33:35.160 I don't know 00:33:35.160 --> 00:33:40.600 if there are local regulations or if there are based on European directive. 00:33:40.600 --> 00:33:43.880 And what's the implementation of those directive then 00:33:43.880 --> 00:33:47.320 in other countries, you know, are they looking the same or not? 00:33:47.360 --> 00:33:52.400 Do they have to adapt to software for, for other countries and things like that. 00:33:52.400 --> 00:33:58.160 So there I would like to do know a little bit more, you know, yeah. 00:33:58.160 --> 00:33:59.280 That's it from my side. 00:34:00.480 --> 00:34:01.160 Okay. 00:34:01.160 --> 00:34:03.080 Anyone else would like to add a comment? 00:34:03.080 --> 00:34:04.280 Nadia. 00:34:04.280 --> 00:34:05.920 He's been convincing cities. 00:34:05.920 --> 00:34:07.440 He's been convincing. 00:34:07.440 --> 00:34:09.400 BNP Paribas Real Estate. 00:34:09.400 --> 00:34:11.280 This is very impressing. 00:34:11.280 --> 00:34:14.440 I, however, would have would have liked to know 00:34:14.440 --> 00:34:17.440 more about what kind of savings? 00:34:18.000 --> 00:34:20.840 In kilowatts in GHG whatever. 00:34:20.840 --> 00:34:25.360 What exactly are the results of implementing, aside from, 00:34:25.640 --> 00:34:30.200 abiding to the regulations, implementing this solution into a building? 00:34:30.400 --> 00:34:31.080 Okay. 00:34:31.080 --> 00:34:32.120 And Ralph 00:34:32.120 --> 00:34:34.960 Again, thinking about it from a UK perspective, 00:34:34.960 --> 00:34:37.960 which is where my business is based. 00:34:38.120 --> 00:34:40.160 I think the regulations, 00:34:40.160 --> 00:34:42.840 aren’t quite as much in our favor. 00:34:42.840 --> 00:34:46.080 So, I kind of want to understand that a little bit more. 00:34:46.440 --> 00:34:48.920 Well, thank you for all your comments. 00:34:48.920 --> 00:34:51.520 A lot to think about there. 00:34:51.520 --> 00:34:55.400 Great startups, great pitches, great presentations. 00:34:55.440 --> 00:34:58.440 You now have to make decisions, 00:34:58.560 --> 00:35:01.640 on who will get the 50,000, for example. 00:35:01.960 --> 00:35:05.080 So we'll be back with another three startups. 00:35:06.200 --> 00:35:10.000 The first three startups have presented their solutions and companies. 00:35:10.000 --> 00:35:12.760 We'll see what they get out of it during the deal reveal. 00:35:12.760 --> 00:35:16.800 Coming up, we have another pitching session in which 00:35:16.800 --> 00:35:20.120 another three startups will be fighting for the chance 00:35:20.120 --> 00:35:24.120 to get the business opportunities and the €50,000 grant. 00:35:30.880 --> 00:35:33.880 Let's kick off this second round with Meersens 00:35:33.880 --> 00:35:37.440 Morane will present this environmental intelligence startup. 00:35:38.240 --> 00:35:40.640 I'm Morane Rey-Huet, CEO an cofounder of Meersens. 00:35:41.040 --> 00:35:44.240 At Meersens we have one dream: to make the invisible visible, 00:35:44.640 --> 00:35:47.640 and to give the means to decision makers, to make the right 00:35:47.640 --> 00:35:50.680 decisions, the smart decisions and the healthy decisions. 00:35:50.920 --> 00:35:54.200 Meersens is a SaaS API solution for business. 00:35:54.520 --> 00:35:57.400 We model the environment such as air quality, UV, 00:35:57.400 --> 00:36:00.440 noise, whatever is around you that can potentially impact your health. 00:36:00.560 --> 00:36:02.640 We are the expert, the most scalable 00:36:02.640 --> 00:36:06.440 environmental intelligence platform around the world, anywhere, anytime. 00:36:07.040 --> 00:36:11.040 The Smart Deal is a great opportunity for Meersens to scale our business 00:36:11.040 --> 00:36:12.600 anywhere around the world. 00:36:12.600 --> 00:36:16.640 So together, let's make Meersens the champion of environmental intelligence. 00:36:17.600 --> 00:36:18.280 Good afternoon everyone. 00:36:18.280 --> 00:36:20.720 I'm very happy and pleased to be with you today. 00:36:20.920 --> 00:36:22.440 Let me give you three numbers. 00:36:22.440 --> 00:36:26.520 The first one is around 24% of global deaths are related 00:36:26.520 --> 00:36:28.360 to your immediate environment. 00:36:28.360 --> 00:36:29.720 When I said immediate environment, 00:36:29.720 --> 00:36:33.040 I talk about the air, about UV, about noise, about pollen 00:36:33.640 --> 00:36:36.640 whatever is around you that can potentially impact your health. 00:36:36.640 --> 00:36:38.120 So let me just take an example. 00:36:38.120 --> 00:36:41.760 Just about noise in the EU or in the UK is just costing around 00:36:41.760 --> 00:36:44.880 ten billions every year just because of the noise. 00:36:45.680 --> 00:36:48.440 Just imagine if we take the overall environment, 00:36:49.640 --> 00:36:53.440 80% of chronic diseases are related to your immediate environment. 00:36:53.480 --> 00:36:57.240 Why in the hell shall we die about something 00:36:57.240 --> 00:36:59.080 that we can actually prevent before? 00:36:59.080 --> 00:37:01.000 So this is all about Meersens. 00:37:01.000 --> 00:37:05.080 Let me give you three use cases with top end customers that we have at Meersens. 00:37:05.440 --> 00:37:08.120 The first one is Bouygues. They trust us. 00:37:08.120 --> 00:37:12.240 And for them, for each and every work that they do in the cities in Paris, 00:37:12.400 --> 00:37:15.240 we provide the noise simulation of the environment. 00:37:15.240 --> 00:37:18.160 This is a regulation obligation that they have to do 00:37:18.160 --> 00:37:21.280 everywhere for all the work that they do anywhere in the world. 00:37:21.520 --> 00:37:24.760 So for that, thanks to Meersens we provided just one click 00:37:25.120 --> 00:37:28.720 the environment about the noise and what is the impact for the people 00:37:28.720 --> 00:37:32.880 they just build walls around to make sure that they are not going to put more noise 00:37:32.880 --> 00:37:36.360 than whatever was there around before they actually started the work. 00:37:37.280 --> 00:37:41.360 Second use case is about Generali, they use the same environmental data 00:37:41.360 --> 00:37:44.360 from Meersens in order to set up prevention plans. 00:37:44.360 --> 00:37:47.920 So by knowing in advance when are we going to have pollen? 00:37:47.920 --> 00:37:49.760 When are we going to have air issues? 00:37:49.760 --> 00:37:54.960 They're able to set up the prevention plans for their users, for their insurance companies. 00:37:55.600 --> 00:37:57.480 Third one is about Chanel 00:37:57.480 --> 00:38:01.000 Same thing, they use our data everywhere, anywhere. 00:38:01.360 --> 00:38:04.800 And they are able to use this data to provide the right beauty routine 00:38:04.800 --> 00:38:06.680 for all their customers around the world. 00:38:06.680 --> 00:38:07.840 You are in Tokyo. 00:38:07.840 --> 00:38:09.960 You want to know what is the situation today? 00:38:09.960 --> 00:38:12.920 The system of Chanel will provide you the right routine 00:38:12.920 --> 00:38:14.520 related to your immediate environment. 00:38:14.520 --> 00:38:16.720 If you are in Paris its going to be the same 00:38:16.720 --> 00:38:18.120 if you are in New York is going to be the same. 00:38:18.120 --> 00:38:19.400 Just one unique platform 00:38:19.400 --> 00:38:22.520 that provides the same level of quality data around the world. 00:38:24.040 --> 00:38:26.840 The environmental data, as I shared, is a major concern. 00:38:26.840 --> 00:38:29.600 It's a big number if you just look at monitoring. 00:38:29.600 --> 00:38:33.680 But more often I rather prefer bottom up numbers rather than top downs, 00:38:33.720 --> 00:38:36.120 because those numbers maybe doesn't mean much. 00:38:36.120 --> 00:38:39.640 But here, at the end of the day, we have the cities, utilities, industry, 00:38:39.840 --> 00:38:44.000 consumer brands, insurance firms, logistic companies. 00:38:44.200 --> 00:38:47.080 They all want to play a role in the environmental space, 00:38:47.080 --> 00:38:48.880 and they want to differentiate themselves. 00:38:48.880 --> 00:38:51.880 And we're here to help them to provide this solution. 00:38:52.600 --> 00:38:55.680 The main challenge they're facing, they have an issue of accessing 00:38:55.680 --> 00:38:59.680 proper data, the quality of the data and also the scalability of data. 00:39:00.040 --> 00:39:03.040 So this is what at Meersens we solved. 00:39:03.120 --> 00:39:03.760 We solved. 00:39:03.760 --> 00:39:05.080 And we are the most expert 00:39:05.080 --> 00:39:09.040 scalable platform around the world that provides you environmental data. 00:39:09.040 --> 00:39:12.600 So air quality, UV, noise, we provide data 00:39:12.600 --> 00:39:15.600 without the need of hardware deployment. 00:39:15.600 --> 00:39:17.840 And it's very easy to deploy. 00:39:17.840 --> 00:39:22.000 At the end we provide data anywhere, anytime for our customers. 00:39:23.040 --> 00:39:23.720 We have already 00:39:23.720 --> 00:39:26.800 major tractions demonstrated in many different fields 00:39:27.000 --> 00:39:31.000 with major customers around the world, either in the cities, smart buildings. 00:39:31.000 --> 00:39:34.800 At the end, keep in mind that we always provide the same data to all those customers. 00:39:34.840 --> 00:39:37.240 It looks a lot of different sectors or different segments, 00:39:37.240 --> 00:39:38.880 but then they leverage this data 00:39:38.880 --> 00:39:42.440 to set up their use cases as I just shared with you at the beginning. 00:39:43.120 --> 00:39:47.440 Now, I'm very happy and pleased to share with you that, UnitedHealth Group, 00:39:48.120 --> 00:39:50.680 which is one of the major insurance companies in the US 00:39:50.680 --> 00:39:54.800 that just gave us $80,000 AR Revenue 00:39:54.880 --> 00:39:57.760 And we just beat Google and the weather channel. 00:39:58.200 --> 00:39:59.320 why we did that? 00:39:59.320 --> 00:40:02.760 Because we were the most accurate data and the most scalable data for them, 00:40:02.920 --> 00:40:07.760 we provided for the 40,000 zip codes in the entire US for the five plus years, 00:40:08.080 --> 00:40:11.560 a quality data for air quality, weather and pollen. 00:40:11.680 --> 00:40:12.720 And this is helping them 00:40:12.720 --> 00:40:15.880 to set up the right prevention plans all around the US market. 00:40:16.000 --> 00:40:19.240 And this is just the beginning with a player like this one. 00:40:19.720 --> 00:40:22.240 And we are so happy that at the end they told us 00:40:22.240 --> 00:40:25.360 we ask them why did you choose us instead of Google or whatever? 00:40:25.360 --> 00:40:27.560 They said you were the best quality 00:40:27.560 --> 00:40:32.080 and you were the most agile company and the most expert in your field. 00:40:32.080 --> 00:40:36.160 In this particular situation, connecting the environment to the health business, 00:40:36.960 --> 00:40:39.640 this cannot be done by ourself. 00:40:39.640 --> 00:40:40.720 We have a wonderful team. 00:40:40.720 --> 00:40:44.840 I've co-founded Meersens with Louis, which is a, an expert and our CTO 00:40:44.840 --> 00:40:48.080 at Meersens with an entire team to provide this particular solution, 00:40:48.080 --> 00:40:49.840 which is quite unique in the world. 00:40:49.840 --> 00:40:52.680 We are looking for €3 million of investment, 00:40:52.680 --> 00:40:57.080 mostly to increase five times or, number of people. 00:40:57.080 --> 00:41:01.040 And by the same time, we will actually increase by 14 times the revenue. 00:41:01.360 --> 00:41:03.480 I don't want to give you like big numbers like that. 00:41:03.480 --> 00:41:06.440 I want to be very focused until 2027. 00:41:06.440 --> 00:41:08.360 We want to do €8.5 million. 00:41:08.360 --> 00:41:10.840 This is our main target and main focus. 00:41:10.840 --> 00:41:13.840 I'm sure that you're very happy about this pitch. 00:41:13.840 --> 00:41:16.960 I was seeing quite nice names up there. 00:41:16.960 --> 00:41:22.120 I mean, I saw Generali, I also saw Nuxe, Chanel, 00:41:22.120 --> 00:41:27.200 and my question is, could you get me some discounts for Chanel 00:41:28.760 --> 00:41:31.160 no, no. 00:41:31.160 --> 00:41:33.400 That's okay. Don't worry about it. No. 00:41:33.400 --> 00:41:38.120 My actual question is what makes your technology different? 00:41:38.440 --> 00:41:40.480 Different? What makes it special? 00:41:40.480 --> 00:41:41.920 Thank you Emma for this question. 00:41:41.920 --> 00:41:44.280 To be very clear, how do we train our AI 00:41:44.280 --> 00:41:47.280 for environmental data to be able to provide you, 00:41:47.320 --> 00:41:52.120 accurate air quality or UV noise, pollen, whatever is around you with an accuracy 00:41:52.120 --> 00:41:58.200 of 50m by 50m and a precision without sensors, up to 93% or beyond 93%. 00:41:58.200 --> 00:41:59.400 Actually. How do we do that? 00:41:59.400 --> 00:42:02.400 We train our models on satellite data first, 00:42:02.400 --> 00:42:05.160 and we also use like 30,000 sensors on the ground. 00:42:05.160 --> 00:42:06.600 Some of them are public ones. 00:42:06.600 --> 00:42:08.320 Some of them, we deployed. 00:42:08.320 --> 00:42:10.480 Some of them are from our customers. 00:42:10.480 --> 00:42:15.000 We have, doctors at Meersens that had been working with two major labs, 00:42:15.000 --> 00:42:17.160 one in Barcelona, not far from you, 00:42:17.160 --> 00:42:20.440 which is called IS Global, which is a leader in epidemiology, 00:42:20.760 --> 00:42:24.760 and another one which is based in Lyon which is about AI, which is called LIRIS 00:42:25.120 --> 00:42:27.880 and we have been able to use are our algorithms to train 00:42:27.880 --> 00:42:32.200 on a cohort of 30,000 people that have been followed by 15 years. 00:42:32.680 --> 00:42:36.160 And we tracked the environment where they were during all the time, 00:42:36.160 --> 00:42:39.480 and what are the diseases that they actually generated during those 15 years? 00:42:39.720 --> 00:42:42.760 And our AI has been trained and learning in order to make the colleration 00:42:43.040 --> 00:42:45.000 I just, we just have to hear from the judges 00:42:45.000 --> 00:42:47.440 what they need to ask, what they want to know. 00:42:47.440 --> 00:42:51.880 So if we could start with the judge questions, 00:42:52.240 --> 00:42:55.240 Werner, I can see you running for the mic. 00:42:55.680 --> 00:42:56.360 Thank you, thank you. 00:42:56.360 --> 00:42:59.360 You stole my first question, which was how do you guarantee quality? 00:42:59.360 --> 00:43:00.360 Now you answer that one. 00:43:00.360 --> 00:43:02.800 My second question is how scalable is that? 00:43:02.800 --> 00:43:05.920 How scalable can you indeed guarantee that quality around the world? 00:43:05.920 --> 00:43:10.000 And is that a defensible or something you can defend versus your competitors? 00:43:10.280 --> 00:43:10.880 Yeah. 00:43:10.880 --> 00:43:15.520 So first we, we have been training our models for the past 6 or 7 years now. 00:43:15.880 --> 00:43:19.160 And, we are we are actually collecting data 00:43:19.200 --> 00:43:22.440 like terras of data every day in order to train our models. 00:43:22.680 --> 00:43:26.400 And we don't need actually, sometimes the satellite data is no longer required. 00:43:26.520 --> 00:43:30.840 So we always double or data sources in order to train our models. 00:43:31.120 --> 00:43:34.120 And today we are covering 195 countries around the world. 00:43:34.360 --> 00:43:38.080 And we are very strong in air quality, UV noise, weather and 00:43:38.440 --> 00:43:41.600 and pollen, which are our top key figures for that. 00:43:41.840 --> 00:43:43.440 Christophe I can see you're going for the mic 00:43:43.440 --> 00:43:46.000 Yeah. Quick question about your business model. 00:43:46.000 --> 00:43:47.080 Your pricing model. 00:43:47.080 --> 00:43:50.920 You mentioned quite a lot of market segments and target customers. 00:43:51.120 --> 00:43:55.480 Do you have one singular pricing model or do you have one per segment? 00:43:55.480 --> 00:43:57.280 How do you manage that? 00:43:57.280 --> 00:44:01.160 First, you have to understand that we are a SaaS platform and an API platform. 00:44:01.160 --> 00:44:04.360 So the API is everything is always the same for everyone. 00:44:04.480 --> 00:44:09.520 We are around €0.002 per calls, from our customers. 00:44:09.720 --> 00:44:11.480 We don't sell per call actually. 00:44:11.480 --> 00:44:14.480 I mean people will buy for example, 50,000 calls per month 00:44:14.520 --> 00:44:15.800 or 5 million calls per month. 00:44:15.800 --> 00:44:18.400 So if I take like for example, UnitedHealth Group in the US, 00:44:18.400 --> 00:44:22.840 they are buying like 5 million calls per month, for the entire year. 00:44:22.840 --> 00:44:26.640 And usually we are an agreement of three years as a minimum, subscription 00:44:26.640 --> 00:44:27.400 with our customers. 00:44:27.400 --> 00:44:31.600 So this is a the basic price, I would say said for most of our customers because 00:44:31.600 --> 00:44:35.440 they are mostly using API right away because we get integrated to their, 00:44:36.640 --> 00:44:38.680 platform or to their, 00:44:38.680 --> 00:44:41.840 digital twins or whatever they need in order to integrate our data. 00:44:42.280 --> 00:44:45.080 For the SaaS platform, it's depending on the option that you are using. 00:44:45.080 --> 00:44:48.720 So it varies from I would say the lowest price is around 5000 00:44:48.920 --> 00:44:51.920 and can go up to almost $100,000 00:44:52.040 --> 00:44:54.840 per year in order to, 00:44:54.840 --> 00:44:58.320 to have the entire systems or solution suites of Meersens. 00:44:58.320 --> 00:44:59.880 Thomas 00:45:00.760 --> 00:45:03.320 I was wondering about your go to market strategy, 00:45:03.320 --> 00:45:06.320 because even if this is the same platform, you have different 00:45:06.320 --> 00:45:10.240 kind of customer from cities to corporates and different kind of sectors. 00:45:10.240 --> 00:45:14.080 So do you have a specific focus where, in terms of customers 00:45:14.080 --> 00:45:16.960 and also given the different application that you have, 00:45:16.960 --> 00:45:20.080 maybe you focus more on applications with the biggest ROI? 00:45:20.560 --> 00:45:21.560 Yeah. 00:45:21.560 --> 00:45:24.440 So I would say that 80% of our focus is mostly on 00:45:24.440 --> 00:45:27.640 smart city players and health business. 00:45:27.640 --> 00:45:28.680 But in the smart city, 00:45:28.680 --> 00:45:35.320 we are mostly focusing on integrators like I don't know, Schréder, Egis, Veolia 00:45:35.320 --> 00:45:36.880 We are not directly B2G. 00:45:36.880 --> 00:45:41.280 We are very B2B oriented because once I sell to Veolia for example, 00:45:41.520 --> 00:45:42.680 they go to other cities. 00:45:42.680 --> 00:45:44.680 They will use the same platform all the time. 00:45:44.680 --> 00:45:48.400 So my focus today is B2B integrators in Europe. 00:45:48.640 --> 00:45:51.640 For the health business is mostly insurance companies only, 00:45:52.120 --> 00:45:55.000 even though the 20 other percent that was the 80%. 00:45:55.000 --> 00:45:58.920 The 20 other percent as a parital rule is purely opportunity. 00:45:59.080 --> 00:46:02.200 So people who are calling us through our SEO SEA 00:46:02.400 --> 00:46:05.400 from our website and they contact us like Chanel. 00:46:05.560 --> 00:46:06.480 They contacted us. 00:46:06.480 --> 00:46:09.480 They saw I want to use your data I said sure we sell it to you. 00:46:09.760 --> 00:46:11.360 You've answered all the questions. 00:46:11.360 --> 00:46:13.600 I would say success, right. 00:46:13.600 --> 00:46:16.080 So I will see you again backstage. 00:46:16.080 --> 00:46:17.520 And thank you so much. 00:46:17.520 --> 00:46:19.720 Thank you, muchas gracias, ciao. 00:46:23.840 --> 00:46:25.120 Time to see what you think. 00:46:26.080 --> 00:46:27.680 What were the good things? 00:46:27.680 --> 00:46:30.680 What were the things that maybe need a bit of improving? 00:46:31.160 --> 00:46:34.160 Well, I just love the energy. 00:46:34.480 --> 00:46:36.840 I mean, that is kenergy, right? 00:46:36.840 --> 00:46:39.000 Kenergy great! 00:46:39.000 --> 00:46:40.280 Absolutely fabulous. 00:46:40.280 --> 00:46:42.240 I mean, that's all I really wanted to say. I thought it was great. 00:46:42.240 --> 00:46:43.440 Thank you. 00:46:43.440 --> 00:46:44.120 Werner. 00:46:44.120 --> 00:46:45.400 I think, well laid out pitch, 00:46:45.400 --> 00:46:48.400 very well done. And clear. 00:46:48.520 --> 00:46:50.200 The essence came out very strong, I think. 00:46:50.200 --> 00:46:53.200 What you guys do better than other ones. 00:46:53.840 --> 00:46:57.560 For me, the open question is how easy it is to to replicate this. 00:46:57.560 --> 00:47:00.280 So can you keep the edge, and how do you do that. 00:47:00.280 --> 00:47:02.000 That's for me less clear. 00:47:02.920 --> 00:47:04.000 Okay. 00:47:04.000 --> 00:47:06.400 Yeah I agree with my colleagues a great pitch. 00:47:06.400 --> 00:47:07.480 So thank you for that. 00:47:07.480 --> 00:47:11.080 Maybe the topic to address is the business model. 00:47:11.080 --> 00:47:16.840 Because in this kind of sectors, we know that it's easy to sell a prestation 00:47:16.840 --> 00:47:19.200 but go into a SaaS business model can be difficult. 00:47:21.480 --> 00:47:24.040 Up next, Auste from Stuart Energy, 00:47:24.040 --> 00:47:27.160 which is set on improving EV charging management. 00:47:28.320 --> 00:47:31.160 I'm Auste, CEO and co-founder of Stuart Energy. 00:47:31.280 --> 00:47:35.200 Four years ago, together with my partner Tadas, we founded Stuart Energy, 00:47:35.360 --> 00:47:37.200 with the clear vision to enable 00:47:37.200 --> 00:47:41.120 effortless electrical car charging and energy management solutions. 00:47:41.360 --> 00:47:45.440 The idea of Stuart came from a combination of personal values and challenges 00:47:45.440 --> 00:47:47.160 I noticed in the world around me. 00:47:47.320 --> 00:47:50.240 I have always been passionate about simplifying things 00:47:50.240 --> 00:47:52.880 and making complex problems more approachable. 00:47:53.040 --> 00:47:56.000 I am grateful for the opportunity to pitch at The Smart Deal. 00:47:56.000 --> 00:47:57.240 It gives us the chance 00:47:57.240 --> 00:48:01.120 to scale our efforts, reach more industries and make a bigger impact. 00:48:01.160 --> 00:48:04.680 I believe we can make a huge difference not just for businesses, 00:48:04.680 --> 00:48:08.480 but for everyone who depends on electricity in their daily lives. 00:48:09.560 --> 00:48:14.520 So first of all, I will start from, our team because, these four years 00:48:14.520 --> 00:48:19.520 gave us, really huge experience in EV charging, the charging sector. 00:48:20.240 --> 00:48:23.200 So, we were able to, 00:48:23.200 --> 00:48:26.200 develop and sell hardware technology 00:48:26.400 --> 00:48:29.280 secure more than 5000 charging points into our system 00:48:29.280 --> 00:48:33.760 and also establish valuable partnerships with major players in the EV industry. 00:48:35.280 --> 00:48:37.240 Being involved in different activities 00:48:37.240 --> 00:48:40.840 from manufacturing, software development operations. 00:48:41.080 --> 00:48:47.040 We noticed that there's a huge problem with unstable EV charging ecosystem 00:48:47.040 --> 00:48:51.120 and especially with the pricey support of that ecosystem 00:48:51.120 --> 00:48:52.600 or maintenance of that ecosystem. 00:48:53.600 --> 00:48:55.360 I will give you an example. 00:48:55.360 --> 00:48:58.800 Currently we just spoke with one company based in USA, and they're, 00:48:59.000 --> 00:49:02.440 supporting 3000 charging points across all the country. 00:49:03.800 --> 00:49:09.760 They’re spending 2.5 million dollars for salaries of people 00:49:09.760 --> 00:49:11.600 who are supporting these charging points. 00:49:11.800 --> 00:49:15.320 And, there is quite a huge number of, expenses. 00:49:15.320 --> 00:49:18.520 And we really are looking for solutions 00:49:18.520 --> 00:49:21.680 like ours to help them, to solve it, like to decrease it. 00:49:21.680 --> 00:49:24.680 So, I'm really happy to present Stuart. 00:49:24.760 --> 00:49:27.760 It's a co-pilot, helping support teams 00:49:27.840 --> 00:49:30.960 to troubleshoot EV charging issues ten times faster. 00:49:31.600 --> 00:49:34.160 And, also, not only, 00:49:34.160 --> 00:49:36.920 I really love that you mentioned that, data is one thing. 00:49:36.920 --> 00:49:40.200 So we are giving not only data but an actual plan 00:49:40.200 --> 00:49:44.320 how to solve issues and what to do, at a certain time. 00:49:44.320 --> 00:49:48.520 I cannot say that it's not a crowded market because when we are speaking about EV charging 00:49:48.520 --> 00:49:53.160 so there are plenty of solutions across all the sectors 00:49:54.040 --> 00:49:58.240 but in terms of AI analysis and analytics and the support of, 00:49:58.480 --> 00:50:01.880 of, charging issues, there are not so many, current products. 00:50:02.680 --> 00:50:07.600 So we believe that we are standing out in the market like, bridging all the gaps 00:50:07.600 --> 00:50:11.920 between manufacturing, installation, operations and support. 00:50:11.920 --> 00:50:15.360 But the thing that we noticed recently we want to, 00:50:16.760 --> 00:50:19.480 we noticed that there is a huge problem. 00:50:19.480 --> 00:50:22.480 Parts of the problems are coming from installation parts. 00:50:22.480 --> 00:50:26.160 So we want to kind of incorporate all of the, 00:50:27.120 --> 00:50:30.120 information into one platform and to give a, 00:50:30.600 --> 00:50:34.360 learning platform for, for installers. 00:50:34.840 --> 00:50:40.240 So we are using B2B SaaS model, subscription based, of course API as well. 00:50:40.240 --> 00:50:44.760 But it's not the main thing and creating like add on 00:50:44.760 --> 00:50:48.760 or envisioning to create add on services, to accelerate 00:50:49.520 --> 00:50:52.600 revenue stream from different, data points. 00:50:53.440 --> 00:51:00.640 Currently we are raising up to 500,000 euros, to build our product 00:51:00.640 --> 00:51:04.680 and to increase sales and also, I believe that there are 00:51:04.680 --> 00:51:07.960 some companies who would be interested to pilot with us here. 00:51:07.960 --> 00:51:13.160 So we are looking for companies with EV fleets, to make a pilot project for them. 00:51:15.880 --> 00:51:18.160 Thank you for your pitch. 00:51:18.160 --> 00:51:21.280 We can now relax because that's out of the way. 00:51:21.680 --> 00:51:24.720 And I mean, at the end of the day, all the questions 00:51:24.720 --> 00:51:27.960 that they ask you, your going to know the answer to them, so no worries there. 00:51:27.960 --> 00:51:33.520 I did want to ask you because I know you founded 00:51:33.520 --> 00:51:36.760 this, startup with Tadas 00:51:37.320 --> 00:51:41.000 and I was wondering, where did you meet tadas? 00:51:41.000 --> 00:51:46.080 When did you meet Tadas and how did the idea of Stuart Energy come? 00:51:46.080 --> 00:51:47.640 And why with Tadas? 00:51:47.640 --> 00:51:49.840 Did you guys click when you were working together? 00:51:49.840 --> 00:51:50.120 What? 00:51:50.120 --> 00:51:51.480 What's the story there? 00:51:51.480 --> 00:51:54.080 Yeah, the story is quite long, actually. 00:51:54.080 --> 00:51:58.360 We know each other for, I don't know, ten years or even more. 00:51:59.320 --> 00:52:02.320 We've been working with different projects together. 00:52:02.400 --> 00:52:03.920 Some of them were more successful. 00:52:03.920 --> 00:52:05.960 Some of them were not so successful. 00:52:05.960 --> 00:52:09.880 But eventually we decided to tap into energy management 00:52:09.880 --> 00:52:13.760 and, first idea or first thing that we started was, 00:52:14.960 --> 00:52:18.320 storage system integration and management solution. 00:52:18.320 --> 00:52:21.280 And then we pivoted, to EV charging. 00:52:21.280 --> 00:52:25.000 And as I mentioned, you know, our story was very kind 00:52:25.000 --> 00:52:28.840 of, complex and mixed between different solutions. 00:52:28.840 --> 00:52:31.720 So now we are here 00:52:31.720 --> 00:52:34.080 concetrated on a software and a solution. 00:52:34.080 --> 00:52:36.640 Great. Great team. 00:52:36.640 --> 00:52:40.920 Jury, anyone want to start with the questions? 00:52:40.920 --> 00:52:41.600 Sophia 00:52:41.600 --> 00:52:42.600 Thank you for the pitch Auste 00:52:42.600 --> 00:52:45.960 it was really, let's say, refreshing to hear a bit 00:52:45.960 --> 00:52:48.960 about a different topic than the pitches we heard before. 00:52:50.560 --> 00:52:54.120 Would it be possible to elaborate a bit more on your ideal customer profile? 00:52:54.120 --> 00:52:58.120 Because I know, I guess it varies also between private and public 00:52:58.440 --> 00:53:01.760 charging stations, but who exactly would be the customer 00:53:01.760 --> 00:53:05.920 that's actually paying for your solution and feeling the pain point right now? 00:53:06.360 --> 00:53:06.520 Yeah. 00:53:06.520 --> 00:53:09.680 So I will give you a couple of examples. 00:53:09.680 --> 00:53:12.280 So, one company, as we said, as I explained already. 00:53:12.280 --> 00:53:15.520 So we are working on selling reliability as a service. 00:53:15.640 --> 00:53:17.280 So servicing charging points. 00:53:17.280 --> 00:53:20.880 So this is the kind of, maintenance providers for charging points. 00:53:21.080 --> 00:53:26.200 So this is one major line of our potential customers 00:53:26.480 --> 00:53:30.280 and another one, that we also agreed to have a pilot last week. 00:53:30.520 --> 00:53:33.160 Is a public transport company from Sweden. 00:53:33.160 --> 00:53:36.160 They are also having quite a huge fleet of, 00:53:36.480 --> 00:53:39.520 EV busses and, recognizes this problem. 00:53:39.520 --> 00:53:41.200 So this is kind of, 00:53:42.400 --> 00:53:44.880 let's say maintenance providers and operators. 00:53:44.880 --> 00:53:48.000 But mainly now we are focusing on a transport sector. 00:53:48.040 --> 00:53:49.280 Doctor Saad. 00:53:49.280 --> 00:53:51.040 Thank you for the pitch. 00:53:51.560 --> 00:54:00.840 My question is about your solution saying is solving 80% faster 00:54:00.840 --> 00:54:03.400 Solving the EV problems 00:54:03.400 --> 00:54:07.000 80% faster how did you get there? 00:54:07.360 --> 00:54:10.360 10 times, of course 00:54:10.480 --> 00:54:12.040 it's not a precise number. 00:54:12.040 --> 00:54:16.000 We just, I can tell you a story that we had 00:54:16.000 --> 00:54:17.920 servicing EV charging points. 00:54:18.200 --> 00:54:21.400 So we had an issue, and we had to take, 00:54:21.640 --> 00:54:24.600 3 working days of technical support with 00:54:24.600 --> 00:54:28.240 specialists and two programmers to identify what is their issue. 00:54:28.520 --> 00:54:30.800 if they are not very common, 00:54:30.800 --> 00:54:32.760 so sometimes when you have rare issue, 00:54:32.760 --> 00:54:36.080 you really have to put a lot of effort in understanding that. 00:54:36.520 --> 00:54:39.880 And we did the same, with our tool. 00:54:40.000 --> 00:54:43.000 So just take like, I don't know, one minutes less than one minute. 00:54:43.120 --> 00:54:46.120 Pascal, would you like to ask a question? 00:54:46.720 --> 00:54:49.360 Are you already in contact with some, 00:54:49.360 --> 00:54:53.000 you know, possible, customers? 00:54:54.000 --> 00:54:54.440 Do you have 00:54:54.440 --> 00:54:58.800 already a letter on intent or things like that in dsicussion? 00:54:59.400 --> 00:55:01.880 Yes. So we are in the discussions 00:55:01.880 --> 00:55:04.920 of having two pilot projects, one in the USA 00:55:05.280 --> 00:55:09.280 and one in the Sweden, or Nordics, because its a company that operates in the Nordics. 00:55:09.880 --> 00:55:12.440 Can you give us a little bit more information? 00:55:12.440 --> 00:55:15.400 What's the size of those POCs? 00:55:15.400 --> 00:55:16.800 What the size of the POC’s? 00:55:16.800 --> 00:55:19.840 So, the USA based company, they are operating 00:55:20.160 --> 00:55:24.640 3000 charging points, not operating, servicing a thousand charging points. 00:55:24.640 --> 00:55:29.000 And the public transport company from Sweden, 00:55:29.320 --> 00:55:32.320 is having 1300 charging points. 00:55:32.800 --> 00:55:35.640 I think Nadia, do you have any questions? 00:55:35.800 --> 00:55:38.200 I guess only one. 00:55:38.200 --> 00:55:43.360 Because I'm really quite convinced about the need that you are fulfilling. 00:55:43.600 --> 00:55:45.640 What is your competition today? 00:55:45.640 --> 00:55:49.520 Do you have other platforms that are also promising? 00:55:50.880 --> 00:55:53.880 This kind of SaaS solution? 00:55:54.200 --> 00:55:58.320 I would say that we can divide competition in several levels. 00:55:59.040 --> 00:56:02.840 So one competition comes from, if you EV charging management platforms, 00:56:02.840 --> 00:56:04.720 who can incorporate the solutions. 00:56:05.040 --> 00:56:09.880 They are not very common yet, but maybe in the future, and, direct competition. 00:56:09.880 --> 00:56:13.920 So for a direct competition, like, companies who are really close 00:56:13.920 --> 00:56:17.400 to our ideas or solutions, we found two companies. 00:56:17.400 --> 00:56:21.400 One is based in the, European Union and another in the USA. 00:56:22.760 --> 00:56:24.720 Maybe we still have to dig 00:56:24.720 --> 00:56:28.680 more, but, we are pretty familiar with the market, so I believe that 00:56:29.040 --> 00:56:34.560 it's more or less, it and, in terms of our, competitive advantage. 00:56:34.560 --> 00:56:38.800 So that's why we want to incorporate not only analytics and answers. 00:56:39.720 --> 00:56:42.400 So also we are incorporating a bit more data points 00:56:42.400 --> 00:56:47.120 than we are doing at this moment, we are, putting information 00:56:47.120 --> 00:56:51.200 from a charger manufacturer and it gives us like more accurate data. 00:56:51.920 --> 00:56:56.040 And also the learning platform that I mentioned a little bit before, it's 00:56:56.480 --> 00:56:59.560 not really defined, feature, but we believe 00:56:59.560 --> 00:57:02.720 that it has to be kind of serviced at this point. 00:57:03.400 --> 00:57:04.600 Lots of questions. 00:57:04.600 --> 00:57:06.120 So lots of interest. 00:57:06.120 --> 00:57:07.480 I mean, that's a good sign. 00:57:07.480 --> 00:57:10.000 So I hope you're very happy about your pitch. 00:57:10.000 --> 00:57:11.040 And thank you so much. 00:57:11.040 --> 00:57:12.280 And I'll see you soon. 00:57:12.280 --> 00:57:13.000 Thank you. 00:57:17.960 --> 00:57:20.960 You know the deal. 00:57:21.120 --> 00:57:22.200 What are we thinking? 00:57:22.200 --> 00:57:23.640 What are we feeling? 00:57:23.640 --> 00:57:25.360 What do we want to discuss? 00:57:25.360 --> 00:57:28.360 It's absolutely a great presentation, you know, 00:57:28.440 --> 00:57:32.720 so I think there is a problem out there because every time when I use an EV, 00:57:32.720 --> 00:57:35.720 I want to charge it somewhere at the charging station. 00:57:35.920 --> 00:57:37.800 It's not really working, you know? 00:57:37.800 --> 00:57:40.680 So there is room for improvement. 00:57:40.680 --> 00:57:44.080 I think it's super early stage, to be honest. 00:57:44.080 --> 00:57:46.360 You know, they are. Yeah. 00:57:46.360 --> 00:57:53.160 Probably they have to prove a little bit how much they can really speed up. 00:57:53.160 --> 00:57:58.080 The fixing of those EV stations 00:57:58.080 --> 00:58:00.360 Okay. Thomas. Anything. 00:58:00.360 --> 00:58:02.440 So that's the same comment. 00:58:02.440 --> 00:58:03.400 It's quite early stage, 00:58:03.400 --> 00:58:06.680 so it will be really key to have the results of this PLC 00:58:06.680 --> 00:58:09.120 that you are going to have in the coming months. 00:58:12.280 --> 00:58:16.000 Our last pitch of this year's The Smart Deal is from VizioSense. 00:58:16.160 --> 00:58:19.240 Maxime will tell us about their flow measuring solution. 00:58:20.840 --> 00:58:23.160 My name is Maxime Schacht, and I'm the CEO of VizioSense. 00:58:23.200 --> 00:58:26.200 In 2022, we founded VizioSense with the mission 00:58:26.200 --> 00:58:30.800 of creating the ethical AI camera specifically for the smart city sector. 00:58:30.880 --> 00:58:36.080 To ensure complete privacy protection for our users, we have chosen to design 00:58:36.080 --> 00:58:40.520 and manufacture these cameras here in France with a local OEM partner. 00:58:40.640 --> 00:58:43.600 We are also developing our own software and AI, giving us 00:58:43.600 --> 00:58:46.400 full control over every line of code within the camera. 00:58:46.880 --> 00:58:49.880 While our cameras are technically not capable of streaming video, 00:58:50.040 --> 00:58:54.200 we have implemented security mechanisms to detect any potential misuse. 00:58:54.320 --> 00:58:56.840 I hope The Smart Deal jury will value the innovation. 00:58:58.280 --> 00:58:59.440 With VizioSense, 00:58:59.440 --> 00:59:03.040 we're going to talk about flow measurement and privacy. 00:59:03.840 --> 00:59:06.160 Did you know that on Earth 00:59:06.160 --> 00:59:09.160 there is more than 1 billion CCTV cameras? 00:59:09.520 --> 00:59:12.400 Most of them are made in China 00:59:12.400 --> 00:59:16.080 and some countries have discovered leaks going to China. 00:59:16.760 --> 00:59:19.920 It created a big geopolitical crisis. 00:59:20.240 --> 00:59:22.920 The UK, the US, Australia 00:59:22.920 --> 00:59:25.920 have all banned major Chinese brands. 00:59:26.320 --> 00:59:28.760 But when the data is not leaked, 00:59:28.760 --> 00:59:31.080 at least it's stored on servers 00:59:31.080 --> 00:59:33.960 or seen behind a screen. 00:59:33.960 --> 00:59:36.080 So at VizioSense, 00:59:36.080 --> 00:59:40.640 we decided to create an ethical edge AI camera. 00:59:41.440 --> 00:59:44.920 We've augmented this camera with a very powerful processor 00:59:45.520 --> 00:59:51.640 that analyzes the image locally, only to extract the value of all data. 00:59:52.120 --> 00:59:55.520 We don't call them cameras anymore, we call them sensors. 00:59:55.680 --> 00:59:58.000 And then we started with flow measurement. 00:59:58.000 --> 01:00:01.120 We have three applications that are helping 01:00:01.120 --> 01:00:04.280 cities to measure traffic or optimize spaces. 01:00:04.600 --> 01:00:08.320 The first one is VizioPark for monitoring parking lots. 01:00:08.320 --> 01:00:14.360 Thanks to us, a citizen will gain 5 to 10 minutes to find an empty spot. 01:00:14.560 --> 01:00:19.680 A city will reduce the traffic or the CO2 consumption by 30%. 01:00:20.200 --> 01:00:22.480 The second application is VizioCount 01:00:22.480 --> 01:00:27.240 It helps, for instance, collectivities to perform their mobility studies 01:00:27.400 --> 01:00:30.840 and to change their urban environment. 01:00:31.160 --> 01:00:34.240 The last application is VizioCrowd. 01:00:34.600 --> 01:00:38.760 VizioCrowd, measures the density of people in public sites 01:00:39.280 --> 01:00:42.440 for statistics or security purposes. 01:00:42.880 --> 01:00:47.760 We have developed a unique value proposition for the integrators that we target. 01:00:49.000 --> 01:00:51.000 The first is the performance. 01:00:51.000 --> 01:00:54.920 Thanks to our, very powerful AI processor, 01:00:54.920 --> 01:00:59.120 we are performing 25 times better than traditional companies. 01:00:59.360 --> 01:01:03.760 Also, our AI is customizing itself over time. 01:01:04.360 --> 01:01:09.080 The second value proposition is that we let our partners audit our system. 01:01:09.440 --> 01:01:15.640 We’re not shy about the performance, but we do that while respecting GDPR rules. 01:01:15.640 --> 01:01:19.240 Images are blurred and respect privacy. 01:01:19.720 --> 01:01:22.880 The third value proposition is that they are autonomous 01:01:22.880 --> 01:01:25.960 to design any use case around flow measurement. 01:01:26.080 --> 01:01:27.760 Thanks to this value proposition, 01:01:27.760 --> 01:01:30.760 we've been attracting 40 partners in ten countries. 01:01:30.800 --> 01:01:34.800 We sell them the sensor at a fixed price and they pay for a subscription 01:01:34.800 --> 01:01:36.120 for the application. 01:01:36.120 --> 01:01:39.920 They are completing the solution with their dashboard, 01:01:40.040 --> 01:01:43.040 their installation and their maintenance service, 01:01:43.360 --> 01:01:46.120 and they are the ones bidding or selling directly 01:01:46.120 --> 01:01:49.120 to cities, airports and railway companies. 01:01:49.120 --> 01:01:53.840 Thanks to this ecosystem of partners and actually only a handful of them, 01:01:54.160 --> 01:01:57.600 we've been increasing our annual recurring revenue 01:01:57.600 --> 01:02:02.240 by €125,000 in just six months of commercialization. 01:02:02.680 --> 01:02:07.800 We are connecting, parking lots in Luxembourg around train stations. 01:02:07.800 --> 01:02:10.800 We are measuring taxi lines at airports. 01:02:10.800 --> 01:02:12.360 We are also counting 01:02:12.360 --> 01:02:16.520 the number of pedestrians in the famous port of Piraeus in Greece. 01:02:17.120 --> 01:02:22.560 By the end of the year, we will hit €200,000 of annual recurring revenue, 01:02:22.840 --> 01:02:26.800 and a year later, half million euro. 01:02:27.320 --> 01:02:32.640 Two years later, we will hit €1 million in annual recurring revenue. 01:02:32.840 --> 01:02:39.640 for that sector diversification that we are targeting, we need your help 01:02:39.920 --> 01:02:44.680 along our historical investors who are reinvesting €400,000. 01:02:44.680 --> 01:02:48.960 We are looking for another €400,000 of dilutive money. 01:02:50.560 --> 01:02:53.200 This will help us to adapt 01:02:53.200 --> 01:02:57.520 our software to other form factors of sensors. 01:02:57.920 --> 01:03:02.200 Therefore, we can target private sectors such as logistics, 01:03:02.360 --> 01:03:05.360 transport or smart building. 01:03:05.360 --> 01:03:08.920 We have a very talented team behind to execute. 01:03:09.600 --> 01:03:11.040 These are the three leaders. 01:03:11.040 --> 01:03:16.960 We have more than 15 years of experience each in either the field of AI or IoT. 01:03:17.560 --> 01:03:20.200 The company has been labeled deep tech 01:03:20.200 --> 01:03:23.080 for its very disruptive innovation 01:03:23.080 --> 01:03:26.080 in the field of AI and computer vision. 01:03:27.000 --> 01:03:29.640 I hope you're happy with this pitch. 01:03:29.720 --> 01:03:33.080 I'm sure the jury are also eager to ask you questions. 01:03:33.080 --> 01:03:36.520 I mean, we've seen that they always have enough questions. 01:03:36.640 --> 01:03:38.560 That's not an issue. 01:03:38.560 --> 01:03:40.680 But I did want to ask you. 01:03:40.680 --> 01:03:46.120 I know you work in logisitics as well, so can you tell me some of the use cases? 01:03:46.600 --> 01:03:50.520 Yes. So we've been starting our sector diversification 01:03:50.520 --> 01:03:52.840 and we've been very opportunistic. 01:03:54.560 --> 01:03:58.960 A logistics integrator approached us with gate monitoring. 01:03:58.960 --> 01:04:01.960 You probably saw the image earlier on the slides. 01:04:02.080 --> 01:04:05.360 We can detect when the truck is arriving at the gate, 01:04:05.640 --> 01:04:08.720 and we make the logistics company gain four minutes 01:04:09.120 --> 01:04:11.640 to load the assets into the truck. 01:04:11.640 --> 01:04:17.120 These four minutes represent €500 of saving per gate per month. 01:04:17.240 --> 01:04:19.640 Let's start the Q&A part. 01:04:19.640 --> 01:04:22.080 Dr. Saad if you would like to start. 01:04:22.480 --> 01:04:25.840 First, thank you for the pitch, its a great presentation. 01:04:26.160 --> 01:04:29.200 My question about how easy 01:04:29.800 --> 01:04:32.800 it is to install and deploy your solution. 01:04:33.080 --> 01:04:35.640 So we are technology enabler. 01:04:35.640 --> 01:04:37.480 We are not, 01:04:37.480 --> 01:04:40.960 at the bottom of the lamppost when the installation is happening. 01:04:41.120 --> 01:04:43.720 We've been international on day one. 01:04:43.720 --> 01:04:46.480 Our first project was in Luxembourg. 01:04:46.480 --> 01:04:49.120 Our company is just shipping the system 01:04:49.120 --> 01:04:52.960 and we have guidelines for any integration, 01:04:52.960 --> 01:04:56.920 any installation company to install the system by themselves. 01:04:57.120 --> 01:04:58.480 They just need to plug, 01:04:59.720 --> 01:05:02.720 they need to put the supply. 01:05:02.840 --> 01:05:05.880 They need to direct the camera to the right area. 01:05:06.120 --> 01:05:07.120 And this is it. 01:05:07.240 --> 01:05:10.080 Oh, Werner, you have the microphone 01:05:10.200 --> 01:05:12.160 Thank you for the good pitch, Maxim. 01:05:12.160 --> 01:05:15.800 You have quite some different use cases and quite some different target 01:05:15.800 --> 01:05:18.800 customer segments, which is on one hand, nice. 01:05:19.720 --> 01:05:21.040 There's also a risk of defocus. 01:05:21.040 --> 01:05:24.520 So my question is should you focus more to make sure 01:05:24.520 --> 01:05:27.520 you're the best in one of them and stay the best in one of them? 01:05:27.520 --> 01:05:31.000 Or you think it's better to indeed split yourself across multiple 01:05:31.000 --> 01:05:32.440 target segments and use cases? 01:05:32.760 --> 01:05:35.240 It's a very good question. 01:05:35.240 --> 01:05:40.000 First, from an AI perspective, detecting a truck at the gate 01:05:40.400 --> 01:05:45.000 is not that far from detecting, a car on the parking lot. 01:05:45.360 --> 01:05:48.400 So AI wise there's still some focus, 01:05:49.880 --> 01:05:51.720 regarding the resellers. 01:05:51.720 --> 01:05:52.840 The integrators. 01:05:52.840 --> 01:05:56.320 You're right that when we target the smart city sector and when we target 01:05:56.320 --> 01:05:59.560 the logistics sector, these are not the same kind of players. 01:06:00.000 --> 01:06:03.640 We are trying to bring them the best technology tools, 01:06:03.960 --> 01:06:08.320 and we want to be in the toolbox of all these major players. 01:06:09.600 --> 01:06:13.000 We we are going to see where where it leads us, 01:06:13.000 --> 01:06:15.280 in terms of potential, 01:06:15.640 --> 01:06:20.200 I’m not closed, to other sectors than smart city because I'm seeing shorter sale cycles 01:06:20.440 --> 01:06:24.760 I'm seeing, quicker ROI for customers. 01:06:24.760 --> 01:06:29.200 So I strongly believe in this, logistic use cases. 01:06:29.920 --> 01:06:31.120 Nadia. 01:06:31.120 --> 01:06:34.040 Do cities and, logistics 01:06:34.040 --> 01:06:37.840 customers value the fact that you are not benefiting from, 01:06:38.760 --> 01:06:41.200 private informations and, collecting them? 01:06:41.200 --> 01:06:43.360 Yes, I will answer in two times. 01:06:43.360 --> 01:06:45.880 First, even though the ban is not happening 01:06:45.880 --> 01:06:49.120 in France, a French collectivity is aware of this 01:06:49.320 --> 01:06:54.240 and takes this into account in their decision, to deploy the system. 01:06:54.760 --> 01:07:00.080 So I think, French based system is a plus, in the sale. 01:07:01.960 --> 01:07:03.880 The second part of the question is 01:07:03.880 --> 01:07:08.320 when we are deploying on the logistics site, in the canteen, 01:07:08.920 --> 01:07:12.080 we have a lot of questions about the respect of privacy. 01:07:12.200 --> 01:07:15.160 The employer needs to prove to its employee 01:07:15.160 --> 01:07:18.240 that it is not spying on how long they spent time at, 01:07:18.960 --> 01:07:21.360 at the coffee machine or in the restaurant. 01:07:21.360 --> 01:07:24.000 So this is clearly explained. 01:07:24.000 --> 01:07:29.320 We can, limit how many images are collected 01:07:29.560 --> 01:07:32.920 in a day or in a week, even though they already are anonymized. 01:07:33.120 --> 01:07:37.120 So we do everything to ensure maximum privacy. 01:07:37.960 --> 01:07:41.920 And yes, this is a big recurring question in the sales process. 01:07:42.760 --> 01:07:46.960 They've come back strong for this round two because they've had many questions. 01:07:47.520 --> 01:07:51.880 But I hope you are very confident and that you're feeling even stronger. 01:07:52.160 --> 01:07:55.360 So I'll see you backstage soon. Thank you. 01:07:58.960 --> 01:07:59.680 Let's 01:07:59.680 --> 01:08:02.560 hear what they thought about this last pitch. 01:08:02.560 --> 01:08:04.840 So, Ralph. 01:08:04.840 --> 01:08:06.760 It was just interesting to hear 01:08:06.920 --> 01:08:09.880 that there are many different use cases. 01:08:09.880 --> 01:08:13.720 And as was pointed out, I think that that perhaps 01:08:13.720 --> 01:08:17.080 focusing is really critical. 01:08:17.840 --> 01:08:21.360 But I love the idea that privacy is being protected. 01:08:23.040 --> 01:08:26.360 In the UK I feel like 500 million of the billion 01:08:26.360 --> 01:08:29.400 CCTV cameras worldwide are actually up looking at us. 01:08:30.440 --> 01:08:33.320 Having more devices that aren't 01:08:33.320 --> 01:08:37.080 actually tracking everything we're doing would be a really good thing. 01:08:37.080 --> 01:08:39.000 So I liked it a lot. 01:08:39.000 --> 01:08:41.320 Okay. Sophia, what do you think? 01:08:41.320 --> 01:08:42.880 I think, honestly, 01:08:42.880 --> 01:08:46.640 you could really tell that, it's an amazing technology and that Maxime, 01:08:47.040 --> 01:08:49.840 and his team are like really experts in what they're doing. 01:08:49.840 --> 01:08:54.360 And I think that's like one thing that's super crucial, to win this market, 01:08:54.880 --> 01:08:59.640 I think something that I'm still not 100% sure about is what it takes 01:08:59.880 --> 01:09:02.680 to really build an edge and build like an 01:09:02.680 --> 01:09:06.880 international company here that can actually, like, show 01:09:06.880 --> 01:09:10.680 high growth numbers, because there are there are many different players. 01:09:10.680 --> 01:09:14.280 And I think you you have multiple differentiation aspects. 01:09:14.280 --> 01:09:18.120 And I'm just wondering like what would be like the ideal combination 01:09:18.120 --> 01:09:23.160 to follow this long term vision of becoming like a big global player. 01:09:23.160 --> 01:09:23.680 Because right now 01:09:23.680 --> 01:09:27.280 we see many different players coming from different geographies, different angles. 01:09:27.480 --> 01:09:29.160 I think every every city, 01:09:29.160 --> 01:09:32.720 every like integrator is also looking for like a bit of a different style. 01:09:33.280 --> 01:09:38.120 And that's something that I haven't made up my mind on that part 01:09:39.840 --> 01:09:43.120 And that's all the time we have for The Smart Deal this year. 01:09:43.120 --> 01:09:46.120 But there's still something juicy left. 01:09:46.120 --> 01:09:49.840 The Deal Reveal, in which you will get to see what partnerships 01:09:49.840 --> 01:09:54.120 have come out of it, and who takes home the €50,000 grant. 01:09:54.480 --> 01:09:56.480 Keep an eye on Kurrant to find out.