WEBVTT 00:00:00.360 --> 00:00:00.600 Since. 00:00:00.600 --> 00:00:03.240 Smart city startups pitching to a jury. 00:00:03.240 --> 00:00:05.080 of VCs and industry experts. 00:00:10.440 --> 00:00:13.440 For the chance to get up to €50,000 00:00:13.680 --> 00:00:15.680 and maybe some future business deals. 00:00:26.800 --> 00:00:28.760 This is the Smart Deal 00:00:33.040 --> 00:00:35.320 I'm your host, Emma Lozano Doogan 00:00:35.320 --> 00:00:37.640 join me as startups NEXQT 00:00:38.760 --> 00:00:40.160 Telraam 00:00:40.160 --> 00:00:41.560 Kestrix 00:00:41.720 --> 00:00:43.400 latitude 40 00:00:43.400 --> 00:00:44.840 Irmos Technologies 00:00:45.640 --> 00:00:47.280 and Mobility Singage 00:00:47.680 --> 00:00:49.240 Pitch their solutions 00:01:18.880 --> 00:01:22.000 In only a five minute pitch and a Q&A part, 00:01:22.000 --> 00:01:23.400 the startups will have to 00:01:23.400 --> 00:01:25.360 wow the jury who will decide 00:01:25.360 --> 00:01:27.600 who takes home the grand prize. 00:01:27.720 --> 00:01:29.280 Welcome to the Smart Deal. 00:01:32.400 --> 00:01:34.320 First up to the judges, Telraam 00:01:34.320 --> 00:01:38.920 Chris will explain why they believe their traffic data solution that goes on 00:01:38.920 --> 00:01:42.720 residents windows can be a game changer for mobility. 00:01:43.560 --> 00:01:46.720 Hello, I'm Chris, co-founder of Telraam 00:01:48.400 --> 00:01:51.240 I've been working as a traffic engineer for about 15 years. 00:01:51.240 --> 00:01:54.640 We've created Telraam out of the need I experienced in my previous job, 00:01:54.640 --> 00:01:58.680 for simple and affordable traffic count on streets where data is typically lacking. 00:01:59.040 --> 00:02:02.040 Traffic data is expensive but essential, yet 00:02:02.280 --> 00:02:05.040 traffic data is typically lagging on streets where people actually live, 00:02:05.040 --> 00:02:06.960 in these small residential streets. 00:02:06.960 --> 00:02:09.720 With Telraam we created a system in a very simple sensor 00:02:09.720 --> 00:02:12.720 so anybody can start collecting traffic counting data, 00:02:12.920 --> 00:02:15.920 you put it on your window, start counting, and you're done. 00:02:16.560 --> 00:02:19.200 We hope winning the Smart Deal deal will help us establish 00:02:19.200 --> 00:02:22.360 partnerships so we can grow Telraam outside of our home market. 00:02:26.320 --> 00:02:27.640 As you've Telraam 00:02:27.640 --> 00:02:31.720 is about affordable, multimodal traffic counts 00:02:31.720 --> 00:02:34.320 with the emphasis on affordable, 00:02:34.320 --> 00:02:35.920 that's the main issue. 00:02:35.920 --> 00:02:38.000 And so I've been working as a traffic engineer 00:02:38.000 --> 00:02:39.560 for my entire professional life. 00:02:39.560 --> 00:02:42.080 I've bought all types of traffic counting data. 00:02:42.080 --> 00:02:45.040 They have one thing in common they're all expensive. 00:02:45.040 --> 00:02:47.760 So if you're if you're, 00:02:47.760 --> 00:02:50.760 municipal worker and you're responsible for collecting accounting data, 00:02:50.800 --> 00:02:52.480 here are your options. 00:02:52.480 --> 00:02:56.480 There's more you can do manual counts, there’s other stuff, but more or less you have 00:02:56.520 --> 00:02:57.520 you've got these two options. 00:02:57.520 --> 00:02:59.800 You can do tubes, pneumatic tubes. 00:02:59.800 --> 00:03:03.480 works fine, but it's temporary. 00:03:03.520 --> 00:03:04.920 It's not multimodal. 00:03:04.920 --> 00:03:07.560 So definitely not ideal. These things break. 00:03:07.560 --> 00:03:08.840 So it's not ideal. 00:03:08.840 --> 00:03:11.840 And they get also more expensive because you need to have technicians on site. 00:03:12.360 --> 00:03:15.000 Or you can have all these fancy new 00:03:15.000 --> 00:03:18.040 AI cameras or lidar radar, 00:03:18.320 --> 00:03:21.120 which you will find many of here, which are all very nice. 00:03:21.120 --> 00:03:23.520 I've worked with that data. Really good data. 00:03:23.520 --> 00:03:26.960 But the downside is, again, expensive, not just the equipment. 00:03:26.960 --> 00:03:30.080 You can see a technician there on site on a cherry picker, 00:03:30.240 --> 00:03:34.200 so you can see the cost and the complexity to install such a device. 00:03:34.200 --> 00:03:37.960 If you're a municipal worker of a a small city, you can buy one of those. 00:03:38.000 --> 00:03:40.200 That's it. So you will not find many, 00:03:41.280 --> 00:03:43.560 locations where you want to count. 00:03:43.560 --> 00:03:46.560 So with Telraam we try to fix that. 00:03:46.840 --> 00:03:49.840 And now I'll do my Steve Jobs moment 00:03:50.000 --> 00:03:52.040 with this little device. 00:03:52.040 --> 00:03:57.600 So we've made, our own hardware to solve the problem of the high cost. 00:03:57.600 --> 00:03:59.000 Basically. 00:03:59.000 --> 00:04:01.880 So what's inside? 00:04:01.880 --> 00:04:04.880 The key words here are affordable, 00:04:04.920 --> 00:04:06.960 simple and scalable. 00:04:06.960 --> 00:04:08.400 Why affordable? 00:04:08.400 --> 00:04:12.040 We've designed a PCB who just does the things that we want to do. 00:04:12.320 --> 00:04:14.360 So very simple. 00:04:14.360 --> 00:04:17.560 Lightweight hardware, lightweight AI software 00:04:17.560 --> 00:04:19.560 to do the traffic counting on the device. 00:04:19.840 --> 00:04:22.400 Low data payload volume. 00:04:22.400 --> 00:04:26.760 So also the cost to send to cloud is very low and very simple to install. 00:04:26.800 --> 00:04:29.280 Like, you don't need a technician to put this on a window. 00:04:29.280 --> 00:04:31.800 Anybody can do that. 00:04:31.800 --> 00:04:36.040 So this is the essential component one of our solution 00:04:36.040 --> 00:04:39.480 the citizens is most definitely equally important. 00:04:39.560 --> 00:04:42.000 This is the crux of Telraam, 00:04:42.000 --> 00:04:45.360 this is the core how we try to change the approach to traffic counting. 00:04:45.560 --> 00:04:49.480 We work with volunteers, will install this little thing on their window 00:04:49.480 --> 00:04:54.000 and collect data for us, or I should say for our clients, the local authorities. 00:04:54.480 --> 00:04:58.560 So they basically eliminate the entire cost layer 00:04:58.560 --> 00:05:00.800 of technicians who have to install technology in the field. 00:05:00.840 --> 00:05:03.000 They will do this for free for us. 00:05:03.000 --> 00:05:08.000 So you convert an opex nightmare into a simple community management problem, 00:05:08.000 --> 00:05:09.640 which is not that hard. 00:05:09.640 --> 00:05:12.880 I mean, we're managing now 3000 users, active users. 00:05:13.600 --> 00:05:15.000 It's not that hard. 00:05:15.000 --> 00:05:16.800 We just need to help them give them a push. 00:05:16.800 --> 00:05:18.520 If it's simple, they can help. 00:05:18.520 --> 00:05:21.680 Moreover, they are your partners, not just in installing. 00:05:21.960 --> 00:05:24.080 They're also your eyes on the ground. 00:05:24.080 --> 00:05:27.480 They can actually help you interpret the data that you're collecting with them. 00:05:27.840 --> 00:05:29.880 So if you see a data signal, 00:05:29.880 --> 00:05:32.440 all of a sudden it's like 2 or 3 times as many cars. 00:05:32.440 --> 00:05:33.680 Why is that? 00:05:33.680 --> 00:05:36.600 They know we can ask them because they're there. 00:05:36.600 --> 00:05:40.960 So we try to establish this partnership between our clients, the city 00:05:40.960 --> 00:05:44.080 and the people to cooperate, collecting the data 00:05:44.080 --> 00:05:45.600 and also interpreting the data. 00:05:45.600 --> 00:05:48.240 This is the crux of Telraam. 00:05:48.240 --> 00:05:49.960 Third component last but not least. 00:05:49.960 --> 00:05:50.760 And I'll also try 00:05:50.760 --> 00:05:54.960 to make a bridge to the previous, talk actually an open data platform. 00:05:54.960 --> 00:05:56.000 So another frustration 00:05:56.000 --> 00:05:59.640 why we started with Telraam is there's lots of data out there but it's hidden. 00:05:59.640 --> 00:06:01.480 It's not it's not findable. 00:06:01.480 --> 00:06:03.240 So we started from the onset, 00:06:03.240 --> 00:06:06.320 our data platform is going to be open easy to find. 00:06:06.520 --> 00:06:10.160 So on one end we have the full chain of data creation 00:06:10.480 --> 00:06:13.680 up to data connectivity hosting but also publishing. 00:06:13.680 --> 00:06:17.760 So people can find the data easily, but also API access for third parties 00:06:17.760 --> 00:06:18.600 to exploit the data. 00:06:18.600 --> 00:06:22.200 Like NEXQT, NEXQT would be a user of the API of Telraam, 00:06:22.200 --> 00:06:23.520 that's how we see it. 00:06:23.520 --> 00:06:26.520 We want to be this bridge between the data enablers, 00:06:26.520 --> 00:06:29.560 the data generators, people with the sensor and the consumers. 00:06:30.240 --> 00:06:32.720 So you might now think, 00:06:32.720 --> 00:06:36.200 what kind of Hippie that they put on Kurrant to say engagement, 00:06:36.600 --> 00:06:39.920 with an open data how to monetize. 00:06:39.920 --> 00:06:41.840 But it's not a fantasy. 00:06:42.120 --> 00:06:46.400 So we are already taking quite the journey and we are profitable. 00:06:46.400 --> 00:06:49.680 So with this model with working with engagement, 00:06:49.680 --> 00:06:51.720 you can actually make a profitable business. 00:06:51.720 --> 00:06:55.880 So at the moment you'll see on the map, the growth of our sensor network. 00:06:56.480 --> 00:06:58.800 We have 3000 devices active. 00:06:58.800 --> 00:06:59.560 And then last week 00:06:59.560 --> 00:07:03.480 we had a big celebration in the office because we hit the 3000, landmark. 00:07:04.800 --> 00:07:07.800 But you'll also see from the map that we're very strong in Belgium. 00:07:07.840 --> 00:07:11.440 And so I think in Belgium, I are would say probably 00:07:12.000 --> 00:07:14.960 the biggest one in terms of traffic equipment. 00:07:14.960 --> 00:07:17.280 Half of the local authorities are working with us. 00:07:18.120 --> 00:07:19.840 So We are already having a very well established client base, 00:07:19.840 --> 00:07:23.840 but it's mostly Belgium. We do have a merchant presence abroad. 00:07:23.840 --> 00:07:25.280 You can see it everywhere. 00:07:25.280 --> 00:07:28.680 Also in the US, by the way, in San Francisco, we have a small network. 00:07:28.680 --> 00:07:31.800 If you incidentally, if you walk from the headquarters of AirBnB 00:07:31.880 --> 00:07:34.880 to the headquarters of LinkedIn, you pass by two Telraams. 00:07:35.400 --> 00:07:36.960 So we’re everywhere. 00:07:36.960 --> 00:07:39.600 What we lack is the means and the capacity to scale. 00:07:39.600 --> 00:07:41.720 And that's where we hope Kurrant can help. 00:07:41.720 --> 00:07:43.560 Exposure, finding partners. 00:07:43.560 --> 00:07:45.480 Our model to scale outside of Belgium 00:07:45.480 --> 00:07:46.760 is to work with partners. 00:07:46.760 --> 00:07:51.120 So we hope that, winning this prize will help us do that. 00:07:51.800 --> 00:07:52.800 So join the count! 00:07:55.160 --> 00:07:56.520 Thank you so much Chris 00:07:56.520 --> 00:07:58.680 for your presentation. 00:07:58.680 --> 00:08:00.160 Nice touch. 00:08:00.160 --> 00:08:01.800 Bringing it. 00:08:01.800 --> 00:08:03.600 Learn from the best. Yeah. 00:08:03.600 --> 00:08:05.600 And a very visual presentation. 00:08:05.600 --> 00:08:09.520 So before we start with the Q&A part, let me ask you so 00:08:10.440 --> 00:08:12.560 the sensors is installed on people's 00:08:12.560 --> 00:08:15.560 windows, does that mean B2C? 00:08:15.560 --> 00:08:17.040 You also do B2B. 00:08:17.040 --> 00:08:19.640 Can you tell us a bit more about your business model? 00:08:19.640 --> 00:08:22.080 Yeah, very good question because it's confusing. 00:08:22.080 --> 00:08:26.280 So I would say we distinguish between where our users, 00:08:26.280 --> 00:08:29.920 which are our citizens who we need to help nurture and feed the community 00:08:30.080 --> 00:08:31.000 and our clients 00:08:31.000 --> 00:08:34.200 and our clients are local authorities most of the time, local authority. 00:08:34.200 --> 00:08:37.040 So it's I would say the the model is B2G. 00:08:37.040 --> 00:08:40.040 We sell devices and support to cities 00:08:40.040 --> 00:08:43.080 and we help them find the residents and we support the residents 00:08:43.080 --> 00:08:44.520 to generate the data for them. 00:08:44.520 --> 00:08:46.280 So that's that's our model. Okay. 00:08:47.320 --> 00:08:48.960 I would like to start with Philipp. 00:08:48.960 --> 00:08:50.280 Thanks for the presentation. 00:08:50.280 --> 00:08:52.520 Really, really engaging. 00:08:52.520 --> 00:08:54.680 Really, Fun start. 00:08:54.680 --> 00:08:57.160 I wanted to ask you about the volunteers, actually. 00:08:57.160 --> 00:08:58.680 How do you get them to sign up? 00:08:58.680 --> 00:09:01.040 Because you mentioned they were free. 00:09:01.040 --> 00:09:02.760 Which is a great data source, a free one. 00:09:02.760 --> 00:09:04.400 But, how do you engage with them? 00:09:04.400 --> 00:09:06.840 How do you keep growing? 00:09:06.840 --> 00:09:10.040 It's something which keeps surprising me for every porject that we start, 00:09:10.440 --> 00:09:14.160 that we always find more volunteers than we have sensor to distribute. 00:09:14.160 --> 00:09:16.600 So imagine a city by 20 devices. 00:09:16.600 --> 00:09:19.280 We'll have 50 people who want to sign up. 00:09:19.280 --> 00:09:22.400 It's just something which is very close to people's heart. 00:09:22.400 --> 00:09:26.040 I mean, local traffic, speeding, too many cars, too many trucks. 00:09:26.040 --> 00:09:30.360 I mean, the usual is a lot of involvement already from citizens 00:09:30.360 --> 00:09:34.320 And so if they get the opportunity from the city to help generate this data, 00:09:34.320 --> 00:09:35.760 they will just sign up. 00:09:35.760 --> 00:09:38.520 And most of the time there's no incentive, 00:09:38.520 --> 00:09:41.760 there's no price that they just they just happy that they can join 00:09:42.440 --> 00:09:44.280 and work with the city. 00:09:44.280 --> 00:09:47.280 It also helps to break this antagonistic relationship 00:09:47.280 --> 00:09:50.280 between local authority and the city because they can collaborate. 00:09:50.440 --> 00:09:53.440 So also for the city, it's a win because again, they give this for free. 00:09:53.840 --> 00:09:57.160 So yeah, never have issues finding volunteers 00:09:57.160 --> 00:10:00.960 have more issues finding more money to get more sensors out. 00:10:01.440 --> 00:10:02.280 Thank you. 00:10:02.280 --> 00:10:03.800 Okay. 00:10:03.800 --> 00:10:07.000 Pauline is looks very eager to ask a question. 00:10:07.360 --> 00:10:09.240 Let me hijack just this. 00:10:09.240 --> 00:10:12.760 Oh, how do you actually approach these volunteers? 00:10:13.080 --> 00:10:14.880 You send them letters? 00:10:14.880 --> 00:10:18.360 No, we we tap into the communication network of our clients. 00:10:18.360 --> 00:10:21.680 So local authorities, they will they will have connections 00:10:21.680 --> 00:10:25.000 from their own social media, maybe fliers, sometimes a press release. 00:10:25.320 --> 00:10:28.880 And then what we prepare for them beforehand is a sign up form 00:10:28.880 --> 00:10:33.160 which can be digital, a flier or whatever, and that's what they have to fill in. 00:10:33.160 --> 00:10:37.080 But the reaching these volunteers, we work with our client, the local authorities, 00:10:37.240 --> 00:10:40.240 they have their the closest relations with the with their citizens. 00:10:40.240 --> 00:10:43.240 That's that's how we tap in. Clear? More or less? 00:10:43.600 --> 00:10:45.360 Pauline. 00:10:45.360 --> 00:10:49.680 And focusing on the convenience, for the client and the volunteers. 00:10:49.680 --> 00:10:52.040 Do you, do you have maintenance 00:10:52.040 --> 00:10:55.120 for the hardware or something like that to take into account? 00:10:55.200 --> 00:10:56.160 Yeah, very good question. 00:10:56.160 --> 00:10:58.400 Because I will say very proudly, we, 00:10:58.400 --> 00:11:02.880 we are changing an opex nightmare to a community management problem. 00:11:03.040 --> 00:11:05.400 So you shouldn't displace one problem for the other. 00:11:05.400 --> 00:11:06.840 And I think we don't. 00:11:06.840 --> 00:11:09.480 So the key thing is it has to be so simple. 00:11:09.480 --> 00:11:12.800 So that also non-technical people can super easily install, 00:11:13.560 --> 00:11:17.760 the second part of it's simple consumer electronic device. 00:11:17.760 --> 00:11:20.040 If it's broken we just swap 00:11:20.040 --> 00:11:25.120 so you don’t have this very expensive cost of going on site having to do 00:11:25.120 --> 00:11:27.320 repair tubes or change batteries of expensive systems 00:11:27.320 --> 00:11:31.480 o the whole system intrinsically is designed to make these opex costs 00:11:31.840 --> 00:11:36.480 take them away and change them by a very manageable community management problem. 00:11:36.640 --> 00:11:40.560 We have one half FTE who's managing all the incoming 00:11:40.560 --> 00:11:43.320 queries from citizens for a community of 3000 users. 00:11:43.320 --> 00:11:45.200 So I mean, that's manageable. 00:11:46.760 --> 00:11:48.280 Okay. 00:11:48.280 --> 00:11:49.040 Good sign. 00:11:49.040 --> 00:11:52.040 They're all wanting to ask questions. 00:11:52.040 --> 00:11:53.560 Hello, Chris. 00:11:53.560 --> 00:11:56.200 How do you centrally monitor all these devices? 00:11:56.200 --> 00:12:00.120 How do you know if there's a battery that's dead or there's a lorry parked 00:12:00.120 --> 00:12:01.440 in front of the sensor? 00:12:01.440 --> 00:12:03.120 Oh. Good question. 00:12:03.600 --> 00:12:04.440 That's a good question. 00:12:04.440 --> 00:12:07.000 Again, we rely on the citizen mostly. 00:12:07.000 --> 00:12:09.720 So, for example, the biggest 00:12:09.720 --> 00:12:12.720 enemy of Telraam are cats and cleaning ladies. 00:12:12.840 --> 00:12:14.520 So that's tricky. 00:12:14.520 --> 00:12:16.440 But we have a built in system 00:12:16.440 --> 00:12:18.720 where people sign up and they sign up 00:12:18.720 --> 00:12:20.480 when they make an account with an email address, 00:12:20.480 --> 00:12:23.520 so we can alert them if you can see suspicious activity with their sensor. 00:12:23.520 --> 00:12:25.600 They get an alert. We'll ask them, can you check? 00:12:25.600 --> 00:12:26.960 Can you re-plug in? 00:12:26.960 --> 00:12:29.920 I mean, that solves like 90% of the issues. 00:12:29.920 --> 00:12:33.960 Other than that we do group checking for those clients as a service sometimes. 00:12:33.960 --> 00:12:36.760 So that's a paying service that we do. 00:12:36.760 --> 00:12:40.320 But mostly we try to really offload this to the citizen. 00:12:40.920 --> 00:12:44.280 And if they are involved, they're hooked in 00:12:44.520 --> 00:12:45.600 then they will do this. 00:12:45.600 --> 00:12:47.720 They will do this for us, or the city. 00:12:48.840 --> 00:12:51.840 Lara also wanted to ask a question. 00:12:52.320 --> 00:12:54.160 What about intellectual property? 00:12:54.160 --> 00:12:57.280 How do you protect yourself? 00:12:57.600 --> 00:13:02.600 and how do you differentiate yourself from any other competitors if they exist? 00:13:02.840 --> 00:13:03.360 Yeah, yeah. 00:13:03.360 --> 00:13:04.320 Good point. 00:13:04.320 --> 00:13:07.200 So for starters there's no patent or anything. 00:13:07.200 --> 00:13:10.200 I mean, the method that we use is very common. 00:13:10.480 --> 00:13:12.280 It's AI on edge. 00:13:12.280 --> 00:13:13.800 We also use you YOLO 00:13:13.800 --> 00:13:16.400 I mean, everybody uses YOLO. 00:13:16.400 --> 00:13:17.880 So we do the same. 00:13:17.880 --> 00:13:21.000 The only thing where I think we we have an edge is, 00:13:21.240 --> 00:13:24.240 the miniaturization of these, of these tools. 00:13:24.320 --> 00:13:26.080 Its not that simple. 00:13:26.080 --> 00:13:28.360 You’re power constrained, cost constraint. 00:13:28.360 --> 00:13:31.320 So you're not just using the latest YOLO and push and do something. 00:13:31.320 --> 00:13:33.840 No, you have to retrain it. 00:13:33.840 --> 00:13:37.320 Cut the stuff, which is not that necessary 00:13:37.360 --> 00:13:38.000 And reprogram it, and see. 00:13:38.000 --> 00:13:39.920 So there's some know how, how to make that. 00:13:39.920 --> 00:13:43.800 And that's I would say IP but it's not patented, Its just know how. 00:13:43.800 --> 00:13:45.960 We try to keep track of the technology 00:13:46.200 --> 00:13:50.400 and continuously evolve but towards miniaturization not towards new features. 00:13:52.640 --> 00:13:54.160 Thomas. 00:13:55.880 --> 00:13:57.480 My question was about 00:13:57.480 --> 00:14:01.360 the reliability of the output. 00:14:01.720 --> 00:14:04.440 I mean, I think you have, you need to have a minimum of sensors 00:14:04.440 --> 00:14:07.440 deployed to have a qualitative data. 00:14:07.640 --> 00:14:09.960 Are the sensor the only source of data 00:14:09.960 --> 00:14:12.960 or do you plug with other sources? 00:14:13.200 --> 00:14:14.080 Yeah, that's the question. 00:14:14.080 --> 00:14:15.440 And I have a follow up on 00:14:15.440 --> 00:14:19.360 maybe the industrialization side and the technological roadmap. 00:14:19.400 --> 00:14:21.440 Okay. 00:14:22.200 --> 00:14:26.840 Is the question more and on the accuracy or the uptime for the device? 00:14:26.840 --> 00:14:30.000 no the accuracy, I mean, the outcome, how many sensors 00:14:30.000 --> 00:14:32.880 do you have per square meters 00:14:32.880 --> 00:14:33.600 Oh like this. 00:14:34.400 --> 00:14:36.120 It really depends on the project then. 00:14:36.120 --> 00:14:39.720 So, I usually use the sensor per capita for an area. 00:14:39.920 --> 00:14:44.440 So I would say that like saturated is one sensor with 300 inhabitant 00:14:44.440 --> 00:14:47.000 Then you almost have all streets basically. 00:14:47.000 --> 00:14:51.840 But what's more common is one sensor for 2500 capita, something. 00:14:52.560 --> 00:14:55.240 We also have Brussels, where I mean one municipality 00:14:55.240 --> 00:14:57.440 where every street is monitored. 00:14:57.440 --> 00:15:00.080 So it depends on the client how far they want to go 00:15:00.080 --> 00:15:03.480 and how much of a backbone this tech is compared to other. 00:15:03.760 --> 00:15:06.480 I want to stress that we want to be complementary. 00:15:06.480 --> 00:15:11.120 so our position is on main roads by all means, used to complex things 00:15:11.120 --> 00:15:14.080 which you can do turning movements and more than just accounts. 00:15:14.080 --> 00:15:18.240 But on the smaller residential roads use Telraam it's way easier, 00:15:18.320 --> 00:15:22.000 way more cost effective, more value for taxpayer dollars. 00:15:23.840 --> 00:15:26.840 Any more questions? 00:15:27.840 --> 00:15:30.320 Now the most difficult question. 00:15:30.320 --> 00:15:30.760 No no no. 00:15:30.760 --> 00:15:31.560 Well we know each other. 00:15:31.560 --> 00:15:34.560 I'm living close to where the counters are being made. 00:15:34.560 --> 00:15:36.160 So it's an amazing idea. 00:15:36.160 --> 00:15:39.160 So it's a beautiful innovation I think also in the way you do it. 00:15:39.440 --> 00:15:41.160 My question is not so much on that part. 00:15:41.160 --> 00:15:44.160 It's more you mentioned you are extremely successful in Belgium, which is great. 00:15:44.640 --> 00:15:47.600 So what's your plan to take it internationally? 00:15:47.600 --> 00:15:49.360 And you mentioned looking for partners. 00:15:49.360 --> 00:15:50.960 Can you speak a bit about what you're looking for? 00:15:50.960 --> 00:15:52.320 Maybe there's people in the audience here. 00:15:52.320 --> 00:15:55.080 So I think it's an opportunity. 00:15:55.080 --> 00:15:55.800 Very good question. 00:15:55.800 --> 00:15:58.120 Because that's the thing that we're struggling with now. 00:15:58.120 --> 00:16:01.840 How do we copy paste, let's say from Belgium to international. 00:16:02.080 --> 00:16:04.560 We've tried a few things. 00:16:04.560 --> 00:16:06.400 Have local person doing it locally. 00:16:06.400 --> 00:16:10.800 But I'm more and more moving toward a partnership model because in Belgium 00:16:10.800 --> 00:16:13.840 we are supplying ancillary services also to deliver projects. 00:16:14.040 --> 00:16:16.960 We cannot do that in Germany or France or Spain. 00:16:16.960 --> 00:16:19.840 So we need like local partners who can basically take over 00:16:19.840 --> 00:16:22.320 the Telraam role we are doing locally in their market 00:16:22.320 --> 00:16:25.920 And so what we really need is partners, not just pure resellers. 00:16:25.920 --> 00:16:29.040 But partners, which you can work with for in their local markets. 00:16:30.000 --> 00:16:32.440 Thomas 00:16:34.800 --> 00:16:36.880 yeah, it was the question I started 00:16:36.880 --> 00:16:39.880 to say earlier on the technological roadmap. 00:16:39.880 --> 00:16:42.600 So I saw that you had several iterations of the hardware. 00:16:42.600 --> 00:16:45.600 Now is it fully ready the last version 00:16:45.720 --> 00:16:49.800 and what’s the next technological step 00:16:49.800 --> 00:16:51.240 that you want to do? 00:16:51.240 --> 00:16:51.960 Very clear. 00:16:51.960 --> 00:16:54.760 So like in the past, we started from the Rasberry Pi 00:16:54.760 --> 00:16:57.480 then we have our new sensor, which is two years in the field. 00:16:57.480 --> 00:16:59.160 We are continuously developing. 00:16:59.160 --> 00:17:00.200 So I mean, 00:17:00.200 --> 00:17:05.360 the rate of change in compute and power limited compute is so fast. 00:17:05.360 --> 00:17:08.000 So we are already working on the next generation model, 00:17:08.000 --> 00:17:09.640 which will be way more performant 00:17:09.640 --> 00:17:11.600 so you can do more than just traffic counts 00:17:11.600 --> 00:17:13.680 And I can see this trend continuing further 00:17:13.680 --> 00:17:18.160 What's key is that it will always be affordable low cost. 00:17:18.160 --> 00:17:21.280 So I mean the new tech will be used not to do something more extra 00:17:21.280 --> 00:17:21.840 No, no. 00:17:21.840 --> 00:17:26.320 To do more with the limited, I mean compute and budget that you have. 00:17:26.560 --> 00:17:28.040 And that's on the roadmap 00:17:28.040 --> 00:17:29.040 for next year. 00:17:29.040 --> 00:17:32.080 And I'm pretty sure once that one is out, we already start 00:17:32.080 --> 00:17:36.000 scanning for new AI chips, who will do sensor for. 00:17:36.000 --> 00:17:38.640 So it goes very, very fast. 00:17:38.640 --> 00:17:43.040 Oh. Oh. Laura 00:17:43.040 --> 00:17:45.200 Does your sensor work at night. 00:17:45.200 --> 00:17:48.200 So could it inform smart street lighting for example. 00:17:48.400 --> 00:17:49.440 Good question. 00:17:49.440 --> 00:17:50.960 The current one. No. 00:17:50.960 --> 00:17:53.920 As in it cannot do classified counts. 00:17:53.920 --> 00:17:55.120 It can just do counts. 00:17:55.120 --> 00:17:58.320 But on a single object such as counting lights that doesn't have infrared. 00:17:58.960 --> 00:18:00.000 The next sensor 00:18:00.000 --> 00:18:03.080 for example I'm pretty sure that the light revenue will be better. 00:18:03.080 --> 00:18:04.160 So that will work. 00:18:04.160 --> 00:18:07.360 And then the next one again will be more performant. 00:18:07.360 --> 00:18:11.160 So it's one of the things that we will we see improving and we'll fix. 00:18:11.640 --> 00:18:13.520 It's an important limitation now. 00:18:13.720 --> 00:18:16.640 thank you so much and I hope you enjoyed it. 00:18:16.720 --> 00:18:17.680 Yeah it was good fun okay. 00:18:17.680 --> 00:18:18.800 Thank you. 00:18:21.480 --> 00:18:24.720 So next question is questions. 00:18:24.720 --> 00:18:27.240 No not questions opinions. 00:18:27.240 --> 00:18:29.040 How did you feel about it. 00:18:29.040 --> 00:18:30.440 What did you like. 00:18:30.440 --> 00:18:35.520 Any advice you would like to give Chris about his pitch and his solution? 00:18:35.520 --> 00:18:38.040 His company? Who wants to start? 00:18:38.040 --> 00:18:41.280 Laura is looking at the microphone very aggressively. 00:18:42.960 --> 00:18:44.920 I think the community engagement 00:18:44.920 --> 00:18:48.240 element of this business is absolutely crucial to them succeeding. 00:18:48.960 --> 00:18:52.080 It seems like they're doing that well, but, they need to think about 00:18:52.200 --> 00:18:55.200 how they're going to scale up. 00:18:55.320 --> 00:18:56.840 Okay. Werner 00:18:56.840 --> 00:18:58.520 I am very much aligned. 00:18:58.520 --> 00:19:02.280 I think it's an amazing idea in Belgium it's proven it can work. 00:19:02.680 --> 00:19:05.200 But how do you internationalize that number one and two 00:19:05.200 --> 00:19:07.240 how do you keep, that's my last question, 00:19:07.240 --> 00:19:09.680 how do you keep the community engaged. Is there something like 00:19:10.720 --> 00:19:14.160 fatigue of citizens after two years having the thing against your window? 00:19:14.160 --> 00:19:16.800 So how do you keep the people involved? 00:19:16.800 --> 00:19:20.320 And how do you make sure that the cities can easily find the volunteers? 00:19:21.200 --> 00:19:21.960 Okay. 00:19:21.960 --> 00:19:24.960 Maybe Matteo, we didn't get a question from you, but. 00:19:26.640 --> 00:19:31.680 Yes. Well I definitely liked all the information about the well, 00:19:31.960 --> 00:19:35.280 the product itself, the explanation, the community element, 00:19:35.280 --> 00:19:36.840 the open source software. 00:19:36.840 --> 00:19:39.200 So I think it's, 00:19:39.200 --> 00:19:41.960 a type of solution that, that can have, 00:19:41.960 --> 00:19:44.960 a big impact. 00:19:45.120 --> 00:19:48.000 I personally missed, I'm not saying it. 00:19:48.000 --> 00:19:48.840 It's not there. 00:19:48.840 --> 00:19:53.520 I just would like to know a little more about, the actual market opportunity, 00:19:53.520 --> 00:19:57.840 the unit economics, the high growth potential of the solution. 00:19:58.400 --> 00:20:00.720 Okay. And maybe Lara. 00:20:00.720 --> 00:20:05.600 I think it's remarkable, this, social aspect of the involvement of the people. 00:20:06.560 --> 00:20:07.200 Although 00:20:07.200 --> 00:20:10.200 not sure if that will eventually work in, 00:20:10.440 --> 00:20:13.680 every city in Europe and depending on the, 00:20:14.040 --> 00:20:17.480 the windshields or the, the building of the houses, 00:20:17.560 --> 00:20:21.840 that will be necessary to put that, so, yeah, basically, 00:20:24.960 --> 00:20:26.240 Up next, Kestrix 00:20:26.240 --> 00:20:29.800 Lucy is hoping to reach for the skies and building efficiency 00:20:29.800 --> 00:20:32.800 with their drone and AI solution. 00:20:35.480 --> 00:20:36.040 Hi everyone. 00:20:36.040 --> 00:20:39.000 I'm Lucy, co-founder and CEO of Kestrix 00:20:39.000 --> 00:20:41.680 We are the startup automating energy surveys 00:20:41.680 --> 00:20:44.960 by flying thermal drones over buildings to map where the heat leaks. 00:20:45.440 --> 00:20:49.440 My co-founder Matt came up with the idea for Kestrix about three years ago 00:20:49.680 --> 00:20:53.760 when he went to retrofit his own house and couldn't figure out for the life of him 00:20:53.880 --> 00:20:57.400 what the first best thing to do to make it more energy efficient was 00:20:57.400 --> 00:20:58.760 To solve this problem, 00:20:58.760 --> 00:21:02.640 we came up with a solution whereby drones fly over a house to map 00:21:02.640 --> 00:21:06.240 how heat escapes and generate retrofit plans automatically. 00:21:06.600 --> 00:21:10.560 We are now 11 people strong in our office in London, 00:21:10.560 --> 00:21:14.760 serving 18 different customers across UK social housing and utilities. 00:21:15.240 --> 00:21:16.440 Excited to share more with you. 00:21:21.960 --> 00:21:23.160 Good afternoon everyone. 00:21:23.160 --> 00:21:26.240 My name is Lucy Lyons and I'm the co-founder 00:21:26.240 --> 00:21:28.360 and CEO of Kestrix. 00:21:28.360 --> 00:21:29.720 At Kestrix we are building 00:21:29.720 --> 00:21:31.440 the Google Maps of heat loss 00:21:31.440 --> 00:21:33.040 to scale energy retrofits 00:21:33.040 --> 00:21:35.240 of existing buildings. 00:21:35.640 --> 00:21:39.480 So first question for the audience was your house cold this winter 00:21:39.600 --> 00:21:42.600 and where are your energy bills skyrocketing? 00:21:43.120 --> 00:21:46.040 If the answer is yes, you are not alone. 00:21:46.040 --> 00:21:49.680 Globally, 25% of CO2 emissions come from 00:21:49.680 --> 00:21:52.840 heating and cooling the buildings that we all live, work and play in. 00:21:53.400 --> 00:21:58.080 And with 4 in 5 of the buildings that will exist in 2050 already standing, 00:21:58.840 --> 00:22:01.520 the world needs to retrofit its building stock 00:22:01.520 --> 00:22:04.560 for energy efficiency at speed and at scale. 00:22:05.560 --> 00:22:10.040 Now, the problem is, we are simply not retrofitting fast enough 00:22:10.040 --> 00:22:12.800 to reach net zero by 2050. 00:22:12.920 --> 00:22:15.640 In the UK alone, we need to retrofit 00:22:15.640 --> 00:22:19.560 1.8 homes every single minute. 00:22:19.760 --> 00:22:24.120 At today's rate, we are hitting that target in the 22nd century. 00:22:25.200 --> 00:22:25.960 So this begs 00:22:25.960 --> 00:22:29.720 the question why are we moving so slowly with retrofitting our buildings? 00:22:29.720 --> 00:22:33.680 If so much of the technology that we need to scale this, like good old 00:22:33.680 --> 00:22:37.040 insulation, already exists and is ready to be deployed? 00:22:38.080 --> 00:22:40.920 Well, part of the problem has to do with data. 00:22:40.920 --> 00:22:41.520 That is right. 00:22:41.520 --> 00:22:45.960 Today, there is no scalable system to measure how buildings are leaking heat, 00:22:46.920 --> 00:22:51.160 and this leads to lots of bottlenecks in the delivery of energy retrofit projects. 00:22:51.480 --> 00:22:54.520 So if you take it from one of our first customers, Peabody, 00:22:54.520 --> 00:22:58.640 the third largest social housing provider in the UK, the energy efficiency data 00:22:58.640 --> 00:23:02.760 they have is simply not reliable enough to plan or validate retrofits. 00:23:02.800 --> 00:23:04.320 So they're needing to go house 00:23:04.320 --> 00:23:08.280 to house doing these manual surveys, which is super slow and super costly. 00:23:09.480 --> 00:23:09.880 So this 00:23:09.880 --> 00:23:12.960 got us thinking what if there were a blueprint showing 00:23:12.960 --> 00:23:15.960 how much heat buildings are losing and what to do to fix them? 00:23:16.920 --> 00:23:19.520 And this is how we came up with Kestrix. 00:23:19.520 --> 00:23:21.720 So what does Kestrix do? 00:23:21.720 --> 00:23:26.720 Kestrix maps and quantifies how heat leaks from buildings by applying AI 00:23:26.760 --> 00:23:31.680 to the rapid analysis of thermal images captured by drones. 00:23:32.000 --> 00:23:35.760 And this helps us generate retrofit plans not just at the single home 00:23:35.760 --> 00:23:38.800 scale, but street by street and at city scale. 00:23:39.760 --> 00:23:41.320 So how does this work in practice? 00:23:41.320 --> 00:23:45.040 Well, first, we have a network of thermal imaging drones that capture 00:23:45.040 --> 00:23:48.600 data of the built environment, sort of 30 to 60m. 00:23:49.160 --> 00:23:53.600 Next, we have algorithms that turn 2D drone images into dynamic 3D 00:23:53.600 --> 00:23:57.960 heat loss models and then analyze those models for heat 00:23:57.960 --> 00:24:00.960 loss and yeah, diagnose heat loss hotspots. 00:24:01.080 --> 00:24:05.480 Lastly, dashboards recommend optimal energy retrofit pathways. 00:24:06.880 --> 00:24:07.560 So in 00:24:07.560 --> 00:24:10.560 this day and age of AI, I think it's always important to ask the question, 00:24:10.560 --> 00:24:13.960 what really is the efficiency that we're trying to create here. 00:24:14.280 --> 00:24:18.120 And basically Kestrix is rapid interpretation of aerial images 00:24:18.120 --> 00:24:21.480 is totally noninvasive and reduces energy surveying time 00:24:21.640 --> 00:24:24.640 from the normal 2 to 3 hours to less than one minute. 00:24:25.760 --> 00:24:29.760 We do this by applying a blend of AI for multimodal vision physics 00:24:29.760 --> 00:24:34.080 and form models and recommender systems, essentially pulling numbers and data 00:24:34.400 --> 00:24:37.400 and insights out of thermal images very quickly. 00:24:38.040 --> 00:24:39.480 And our customers love it. 00:24:39.480 --> 00:24:43.840 So, Kestrix is currently serving 18 social housing providers, 00:24:43.840 --> 00:24:46.680 local authorities and utilities across the UK. 00:24:46.920 --> 00:24:50.880 We have all in all mapped roughly 9000 homes, 00:24:50.880 --> 00:24:53.760 and we're working with some of the largest in the country. 00:24:55.080 --> 00:24:58.800 We've been able to do this because we have really strong foundations. 00:24:59.040 --> 00:25:03.440 So in terms of our team, I'm the co-founder and CEO of Kestrix. 00:25:03.480 --> 00:25:08.080 My background is in, carbon accounting, SAS tools, mostly on the sales side. 00:25:08.440 --> 00:25:11.320 My co-founder, Matt, comes from 20 years of high tech 00:25:11.320 --> 00:25:14.640 product leadership experience, ten, of which he spent at Google. 00:25:14.640 --> 00:25:16.560 But he grew up renovating, 00:25:16.560 --> 00:25:18.240 with parents renovating homes around him. 00:25:18.240 --> 00:25:20.240 And is a thermal drone pilot, 00:25:20.240 --> 00:25:23.760 we've also been the lucky recipients of lots of innovate UK grant funding, 00:25:23.760 --> 00:25:27.720 which has enabled us to build out a very strong core technical team 00:25:27.720 --> 00:25:30.720 built around sort of machine learning, computer vision. 00:25:31.480 --> 00:25:32.560 But we're just getting started. 00:25:32.560 --> 00:25:34.920 So today we've mapped around 9000 homes. 00:25:34.920 --> 00:25:40.400 But by, the 27, 28 heating season, we hope to be covering the scale of entire 00:25:40.560 --> 00:25:44.760 towns and cities, across the UK and also in Europe. 00:25:45.640 --> 00:25:48.840 So I'll leave you with this Kestrix is helping 00:25:48.840 --> 00:25:52.800 social housing to plan price and verify retrofits. 00:25:53.080 --> 00:25:56.720 But really, the vision here is to become the Google Maps of heat loss. 00:25:56.720 --> 00:26:00.920 The data layer powering the built environments climate transition. 00:26:01.080 --> 00:26:04.240 So thank you so much for listening and looking forward to your questions. 00:26:08.640 --> 00:26:11.400 Thank you so much Lucy for the presentation. 00:26:11.400 --> 00:26:14.800 You're talking about heat loss and you are on fire. So, 00:26:16.320 --> 00:26:20.160 I wanted to tell you if you could please talk to all my previous landlords. 00:26:20.720 --> 00:26:25.080 All the houses were freezing, so maybe you could help me out. 00:26:25.440 --> 00:26:27.480 Sorry to hear it. 00:26:27.480 --> 00:26:30.000 No. My actual question is, 00:26:30.000 --> 00:26:33.000 can you tell me about some 00:26:33.240 --> 00:26:35.320 value to one of your customers 00:26:35.320 --> 00:26:38.640 in terms of like, can you explain some of your case studies? 00:26:38.640 --> 00:26:41.040 Well one of your case studies. 00:26:41.040 --> 00:26:45.080 So of course, there's lots of uses for the data that Kestrix is capturing 00:26:45.080 --> 00:26:48.160 and processing, but an example of how one of our customers 00:26:48.160 --> 00:26:51.240 uses is to validate their retrofit projects. 00:26:51.480 --> 00:26:55.520 So Peabody is the third largest social housing provider in the UK. 00:26:55.520 --> 00:26:58.800 They own and operate about 103,000 homes. 00:26:59.120 --> 00:27:02.680 They have grants from the government that are basically enabling them 00:27:02.680 --> 00:27:04.160 to fund retrofit works. 00:27:04.160 --> 00:27:06.800 But because they don't have very good data, 00:27:06.800 --> 00:27:08.920 they don't really have a way of proving to the government 00:27:08.920 --> 00:27:10.840 the sort of return on investment of these funds. 00:27:10.840 --> 00:27:12.480 So what we've done with Peabody is 00:27:12.480 --> 00:27:15.480 we scanned a subset of their homes before they were retrofitted. 00:27:15.920 --> 00:27:18.440 They went and did the work, and then we scanned the homes after 00:27:18.440 --> 00:27:19.240 they were retrofitted. 00:27:19.240 --> 00:27:20.520 And this enables us 00:27:20.520 --> 00:27:24.200 not only to visualize, okay, heat loss before and heat loss after, 00:27:24.400 --> 00:27:30.280 but actually quantify how much insulation is saving in terms of bills and CO2. 00:27:30.840 --> 00:27:33.520 Which is fantastic for the housing association to win 00:27:33.520 --> 00:27:36.600 more grant funding in the future, and for the government to prove that 00:27:36.600 --> 00:27:37.640 there's some value for money. 00:27:38.760 --> 00:27:39.360 Okay. 00:27:39.360 --> 00:27:40.240 Perfect. 00:27:40.240 --> 00:27:43.040 Now let's turn to the jury 00:27:43.040 --> 00:27:46.040 who would like to start the Q&A part. 00:27:47.080 --> 00:27:48.600 Laura, 00:27:48.600 --> 00:27:51.080 Hi Lucy, great presentation. Thank you. 00:27:51.080 --> 00:27:53.400 How often do you re-survey. 00:27:53.400 --> 00:27:56.880 So in the case of yeah, I'd say working 00:27:56.880 --> 00:28:00.120 with social housing clients in the UK, it really goes based on the project. 00:28:00.160 --> 00:28:03.960 So, every year you know, the Department for Energy Security 00:28:03.960 --> 00:28:06.960 and Net Zero is dishing out more and more funds for retrofit. 00:28:07.240 --> 00:28:09.720 The idea is the work gets done within a year. 00:28:09.720 --> 00:28:13.600 So we would scan before to help them triage and figure out where to start. 00:28:13.800 --> 00:28:14.960 And then we'd scan after. 00:28:14.960 --> 00:28:19.440 So ideally every year, I think when we transition to an upfront mapping model 00:28:19.440 --> 00:28:24.480 where we're not just mapping for clients, it'll be more like 2 to 5 years. 00:28:24.480 --> 00:28:25.560 I mean, energy 00:28:25.560 --> 00:28:29.120 performance certificates should be renewed sort of once every five years. 00:28:29.320 --> 00:28:31.240 And we hope to eventually, 00:28:31.240 --> 00:28:34.880 be the technology that sort of underpins this, this certificate. 00:28:34.880 --> 00:28:36.600 So, yeah, I'd say 2 to 5 years. 00:28:36.600 --> 00:28:37.840 Thank you. Can I ask another? 00:28:37.840 --> 00:28:39.080 Yeah. 00:28:39.080 --> 00:28:41.280 2 million homes in two years. 00:28:41.280 --> 00:28:43.520 Why can't you go faster? Why can't you do more? 00:28:44.520 --> 00:28:45.360 It's a good question. 00:28:45.360 --> 00:28:49.680 I think it has mainly to do with the technical complexity 00:28:49.920 --> 00:28:51.480 surrounding building these algorithms. 00:28:51.480 --> 00:28:53.440 I think, you know, it looks easy, right? 00:28:53.440 --> 00:28:55.080 Like mapping how heat leaks. 00:28:55.080 --> 00:28:58.200 But really, under the hood, what this is doing is developing 00:28:58.200 --> 00:29:02.000 algorithms to turn thermal images into quantitative insights. 00:29:02.720 --> 00:29:06.360 And we have to adapt all of our algorithms to different types of buildings. 00:29:06.760 --> 00:29:11.040 So at the moment we are we are quite optimized for UK social housing. 00:29:11.840 --> 00:29:16.440 And then indeed other UK housing archetypes, with a lot more funding. 00:29:16.440 --> 00:29:18.120 We definitely could go faster, 00:29:18.120 --> 00:29:20.600 but we're trying to be realistic about what we think we can achieve. 00:29:20.600 --> 00:29:22.680 So just to clarify the constraints are in 00:29:22.680 --> 00:29:25.880 what's going on behind the scenes, not in actually capturing the footage. 00:29:26.400 --> 00:29:27.000 Exactly. 00:29:27.000 --> 00:29:31.200 I think we would also want to transition by the time we're in the millions to 00:29:31.240 --> 00:29:35.040 fixed wing drones or low flying aircraft, because you can capture more data 00:29:35.040 --> 00:29:35.600 with less. 00:29:36.720 --> 00:29:39.960 Again, yeah, less of an issue around how do we capture it. 00:29:39.960 --> 00:29:41.480 That's pretty simple. 00:29:41.480 --> 00:29:44.480 More of an issue around how do our pipelines handle that data? 00:29:45.000 --> 00:29:47.640 Because there are yeah, there's no off the shelf algorithm, for instance, 00:29:47.640 --> 00:29:50.640 to align thermal and visible spectrum images. 00:29:50.800 --> 00:29:51.480 We're building it. 00:29:51.480 --> 00:29:53.800 Thank you 00:29:53.800 --> 00:29:54.760 Matteo 00:29:58.080 --> 00:29:59.160 Thanks for the presentation. 00:29:59.160 --> 00:30:02.040 If I remember well, one of the slides was showing, 00:30:02.040 --> 00:30:05.640 9000 homes and 200,000 in revenue. 00:30:05.720 --> 00:30:06.840 Right. 00:30:06.840 --> 00:30:08.760 Can you tell us a little more 00:30:08.760 --> 00:30:12.000 about the business model and how those two numbers are related? 00:30:12.520 --> 00:30:13.160 Yeah. Of course. 00:30:13.160 --> 00:30:18.320 So, the vision with Kestrix is ultimately to supplement or replace 00:30:18.320 --> 00:30:22.320 the energy performance certificate in English, the Energieausweis in German. 00:30:22.760 --> 00:30:26.160 You know, the certificate says A to G, how energy efficient is your home? 00:30:26.160 --> 00:30:29.160 That will be a sort of data licensing model. 00:30:29.400 --> 00:30:32.560 Before we get to the scale, though, where we're mapping millions of homes, 00:30:32.880 --> 00:30:34.880 we operate on a SaaS basis. 00:30:34.880 --> 00:30:39.240 So essentially clients sign up to work with us on sort of 2 to 3 year contracts, 00:30:40.120 --> 00:30:41.560 depending on what, 00:30:41.560 --> 00:30:44.280 the throughput of retrofit work that they do, they sign up 00:30:44.280 --> 00:30:46.480 for different tiers, and each tier entitles 00:30:46.480 --> 00:30:49.600 you to software access, but also a certain number of credits 00:30:49.920 --> 00:30:53.960 and one credit equals one home scanned or one hectare scanned 00:30:54.240 --> 00:30:55.880 Actually we try and group them closely together. 00:30:55.880 --> 00:31:00.080 So our smallest customers will only be mapping 50 to 100 homes per year. 00:31:00.280 --> 00:31:02.800 Our largest ones will be mapping thousands. 00:31:02.800 --> 00:31:05.760 The price per home is lower the more that you map. 00:31:05.760 --> 00:31:08.080 So that's how it's working today. 00:31:08.080 --> 00:31:10.200 Werner is ready with a microphone. 00:31:11.760 --> 00:31:12.960 I love the thing. 00:31:12.960 --> 00:31:15.120 I think it's a pretty important thing you're doing. 00:31:15.120 --> 00:31:17.280 My concern is the following. You're focused. 00:31:17.280 --> 00:31:19.200 It's good to have focus 00:31:19.200 --> 00:31:22.000 and you focus on social housing, which is great. 00:31:22.000 --> 00:31:23.160 It has an impact. Also. 00:31:23.160 --> 00:31:25.200 The risk, of course, is that funding dries up 00:31:25.200 --> 00:31:27.280 because I think im not sure in the UK but in Belgium 00:31:27.280 --> 00:31:30.160 the focus is on adding more than on isolating. 00:31:30.160 --> 00:31:34.760 So my question is what about other market segments of houses. 00:31:34.760 --> 00:31:35.880 So can you make the business model 00:31:35.880 --> 00:31:39.560 work in other houses and how would you tackle those markets. 00:31:40.000 --> 00:31:41.080 Yeah, it's a really great question. 00:31:41.080 --> 00:31:43.080 I mean, I think we're we're tackling social housing 00:31:43.080 --> 00:31:46.520 because we do see an opportunity to the, you know, the UK government's warm homes 00:31:46.520 --> 00:31:51.000 plan is spending 1.29 billion pounds on retrofit over the next three years. 00:31:51.000 --> 00:31:54.360 So there's some stability in the market as a sort of beachhead. 00:31:54.840 --> 00:31:56.160 But yeah, definitely not forever. 00:31:56.160 --> 00:31:58.400 Also, it's only a drop in the ocean when you consider 00:31:58.400 --> 00:32:01.400 all the buildings in Europe and in the world. 00:32:01.440 --> 00:32:04.360 So we are exploring other sort of go to market routes 00:32:04.360 --> 00:32:06.840 in tandem with social housing, a bit on the side. 00:32:07.240 --> 00:32:10.080 I would say the most exciting one is probably installers. 00:32:10.080 --> 00:32:11.040 So where we've seen 00:32:11.040 --> 00:32:14.640 this is we work with E.ON, for example, one of the largest utilities in the UK. 00:32:14.920 --> 00:32:17.840 We are helping them serve Coventry City Council, 00:32:17.840 --> 00:32:21.680 who are retrofitting their homes with the support of this government funding. 00:32:21.880 --> 00:32:25.200 But at the same time, E.ON has their own installation business, 00:32:25.440 --> 00:32:28.400 not just for insulation but also for heat pumps. 00:32:28.400 --> 00:32:31.520 So little known fact when you want to understand 00:32:31.520 --> 00:32:34.720 how a heat pump is going to run in a house, it's super important 00:32:34.720 --> 00:32:38.120 to understand the the energy performance of the installation of this house. 00:32:38.400 --> 00:32:39.480 If you don't, then 00:32:39.480 --> 00:32:43.000 you might install a heat pump that runs for much more expensive than you need to. 00:32:43.000 --> 00:32:46.040 So something we can do is by quantifying heat loss, 00:32:46.040 --> 00:32:50.720 we can perform sort of a flash heat pump feasibility assessment, which, is useful 00:32:50.720 --> 00:32:53.760 not only for homeowners who are looking to install a heat pump, 00:32:53.760 --> 00:32:56.720 but for installers who want to sell the heat pump to a homeowner. 00:32:56.720 --> 00:32:59.640 So we're already exploring, actually, how we can resell the data, 00:32:59.640 --> 00:33:04.320 because even when social housing contracts us to map a thousand homes, we don't. 00:33:04.560 --> 00:33:07.120 Yeah, we don't give them that data. We license it to them. 00:33:07.120 --> 00:33:09.560 Meaning we could go to another customer, 00:33:09.560 --> 00:33:12.120 say E.ON, who's trying to install heat pumps, or EDF 00:33:12.120 --> 00:33:15.120 Octopus is probably the best example because they install a lot more. 00:33:15.840 --> 00:33:18.000 They can use it as lead gen and a sales tool. 00:33:19.720 --> 00:33:20.560 Philipp 00:33:20.560 --> 00:33:22.880 Thanks, Lucy. 00:33:22.880 --> 00:33:26.040 From all what you mentioned, I think the main value you bring 00:33:26.040 --> 00:33:29.400 is what you were just mentioning and how to exactly improve, 00:33:30.520 --> 00:33:31.520 the heat. 00:33:31.520 --> 00:33:33.160 Of the house. 00:33:33.160 --> 00:33:37.200 So my question is, your data source right now is from the drones. 00:33:37.520 --> 00:33:40.680 But when you want to scale into millions of homes per year, 00:33:41.120 --> 00:33:43.120 that's going to be kind of a limitation, right? 00:33:43.120 --> 00:33:46.640 Because you need both the drone and the drone operator. 00:33:46.640 --> 00:33:48.360 So there's a limit there. 00:33:48.360 --> 00:33:52.960 For certified drone operators, have you contemplated other data sources 00:33:53.040 --> 00:33:57.480 like, I know satellite or is there any way to scale quicker 00:33:57.720 --> 00:34:00.800 in terms of how you get the data to actually give them the recommendations? 00:34:01.440 --> 00:34:02.280 Yeah, definitely. 00:34:02.280 --> 00:34:04.240 So I mean, maybe a bit of context. 00:34:04.240 --> 00:34:06.000 I come from the carbon accounting world, right? 00:34:06.000 --> 00:34:09.960 So in in my last company, we had customers who, 00:34:10.520 --> 00:34:13.840 wanted to understand how to decarbonize their supply chain or their buildings. 00:34:14.480 --> 00:34:16.320 We would have to lean on publicly available 00:34:16.320 --> 00:34:19.320 data sets to tell them what was wrong and what to do. 00:34:19.320 --> 00:34:22.560 And one of the reasons I wanted to start Kestrix is that I felt like 00:34:22.560 --> 00:34:25.720 this model data and these estimates and averages were not getting us anywhere. 00:34:25.720 --> 00:34:30.680 So we really are built on this fundamental belief that collecting a high 00:34:30.680 --> 00:34:33.680 resolution, real empirical data set 00:34:33.680 --> 00:34:36.960 and using AI to analyze it really quickly, 00:34:37.560 --> 00:34:40.560 is the winning strategy that said, yeah, it's you know, 00:34:41.040 --> 00:34:42.040 we don't want to be relying 00:34:42.040 --> 00:34:45.040 on the progression of autonomous drone technology to scale, 00:34:45.480 --> 00:34:48.720 which is exactly why we're looking into fixed wing drones 00:34:48.720 --> 00:34:53.320 who fly more like 100m above a city, and low flying aircraft. 00:34:53.320 --> 00:34:55.280 This is actually how Google Earth collects. 00:34:55.280 --> 00:34:58.800 Most of it's satellite data is low flying planes. 00:34:59.480 --> 00:35:01.360 So this is definitely an option. And then. Yeah. 00:35:01.360 --> 00:35:02.480 Lastly, satellite view 00:35:02.480 --> 00:35:06.400 or building the highest resolution thermal satellites, that exist. 00:35:06.720 --> 00:35:08.080 They are. Yeah. 00:35:08.080 --> 00:35:11.120 They're also a London based company and we've discussed collaborating with them. 00:35:11.120 --> 00:35:15.280 I think the main challenge is just to actually quantify how heat is 00:35:15.280 --> 00:35:18.240 leaking through windows, walls and doors and separate windows, walls and doors. 00:35:18.240 --> 00:35:19.600 You need quite high resolution, 00:35:20.560 --> 00:35:21.680 satellites, especially 00:35:21.680 --> 00:35:25.800 thermal lower resolution and also, you're only capturing the roof. 00:35:26.120 --> 00:35:29.040 Not to mention the surface temperature is distorted by the clouds. 00:35:29.040 --> 00:35:32.720 So, in short, yes, but in long form, 00:35:32.720 --> 00:35:35.720 we still rely on an empirical data set that we collect. 00:35:35.840 --> 00:35:36.320 Lemy 00:35:37.440 --> 00:35:39.000 Two very practical questions. 00:35:39.640 --> 00:35:42.640 What is the payback period that, 00:35:43.000 --> 00:35:46.560 these authorities expect when they give you the money? 00:35:48.000 --> 00:35:48.480 What? 00:35:48.480 --> 00:35:52.080 When you give them a set of recommendation and they say, okay, 00:35:52.080 --> 00:35:55.960 we're going to do it, we will retrofit what is the, 00:35:56.400 --> 00:35:59.920 payback period that they would or would they say it's worth it? 00:36:00.520 --> 00:36:01.240 Second question. 00:36:01.240 --> 00:36:06.000 Imagine I own my building in London, and I ask you privately, 00:36:06.000 --> 00:36:09.480 you know, can you do a study of our building? 00:36:10.080 --> 00:36:10.960 How much would it cost? 00:36:12.680 --> 00:36:13.720 So to 00:36:13.720 --> 00:36:16.720 answer, maybe I'll answer your your first question first. 00:36:17.280 --> 00:36:20.400 If I'm understanding your correct your question correctly, and you mean the 00:36:20.440 --> 00:36:23.440 payback period of the actual retrofit rather than Kestrix? 00:36:23.640 --> 00:36:26.600 It's a bit of a trick question because it totally depends on the price of energy. 00:36:26.600 --> 00:36:29.760 So, in the, you know, when the Ukraine war started, 00:36:29.760 --> 00:36:33.600 we saw a huge spike in the price of energy, which in turn led 00:36:33.600 --> 00:36:36.600 to a rush of funding into retrofit measures. 00:36:36.880 --> 00:36:40.040 In terms of the payback periods now, again, it just 00:36:40.080 --> 00:36:43.280 it depends on the on the price of energy and the type of energy system 00:36:43.280 --> 00:36:44.800 you have in the house. 00:36:44.800 --> 00:36:47.960 But you see anywhere between eight years and 25 years. 00:36:48.200 --> 00:36:51.320 So it doesn't always make sense for a homeowner to, to fund this. 00:36:51.320 --> 00:36:53.640 I think, though, from a governmental perspective, 00:36:53.640 --> 00:36:56.640 it is about much more than just carbon emissions. 00:36:56.800 --> 00:36:59.160 You know, warmer homes are cheaper to heat. 00:36:59.160 --> 00:37:00.440 They are. 00:37:00.440 --> 00:37:01.520 But but not just that. 00:37:01.520 --> 00:37:03.240 They're they're healthier. 00:37:03.240 --> 00:37:04.920 You have less risk of damp and mold. 00:37:06.000 --> 00:37:07.840 And people just feel better in their homes. 00:37:07.840 --> 00:37:12.840 So it's an important part of modernizing, as well as sort of CO2 or cost savings. 00:37:13.680 --> 00:37:16.560 I think on your second question, if you were to come to us 00:37:16.560 --> 00:37:19.200 to do a single building, my first answer would be, actually, 00:37:19.200 --> 00:37:22.200 we don't do that because it's to service based for our model. 00:37:22.520 --> 00:37:24.680 We want to get to the point where we're mapping entire cities. 00:37:24.680 --> 00:37:26.880 And then you could come to me and I could already have the data 00:37:26.880 --> 00:37:28.600 and give it to you before that. 00:37:28.600 --> 00:37:32.400 We haven't wanted to get sucked into to commercial buildings as much because, 00:37:33.000 --> 00:37:36.480 it's to one off to service based not conducive to the SaaS model 00:37:36.480 --> 00:37:38.760 that I was explaining where you have lots of throughput every year. 00:37:39.880 --> 00:37:42.880 But probably a little bit less than a consultant. 00:37:43.040 --> 00:37:45.560 Lucy, thank you so much for your time. 00:37:45.560 --> 00:37:46.480 For your pitch. 00:37:46.480 --> 00:37:49.480 I hope you're feeling strong and confident about it. 00:37:49.800 --> 00:37:50.600 Thank you. 00:37:50.600 --> 00:37:53.600 Thanks, everyone. 00:37:56.360 --> 00:37:58.240 So opinions. 00:37:58.240 --> 00:38:00.280 Let's start with Pauline. 00:38:00.280 --> 00:38:01.840 But you know, I love the topic. 00:38:01.840 --> 00:38:03.720 So I think it it's, 00:38:03.720 --> 00:38:07.200 it was a really good pitch and I really would like to ask more questions. 00:38:07.720 --> 00:38:11.040 I would love to hear more about the economics. 00:38:11.680 --> 00:38:12.840 Okay. 00:38:12.840 --> 00:38:16.320 But, I will ask these questions off stage. 00:38:17.760 --> 00:38:18.640 Perfect. 00:38:18.640 --> 00:38:22.160 Thomas, any opinions on how the pitch went on the company? 00:38:22.160 --> 00:38:23.240 The solution? 00:38:23.240 --> 00:38:28.320 Yeah. The pitch was great. Good dynamic. Really interesting. 00:38:28.320 --> 00:38:30.760 Maybe the question that I would have asked, 00:38:30.760 --> 00:38:33.760 will be more about the competition and the different, 00:38:34.080 --> 00:38:36.840 not only direct competition, but also the different systems 00:38:36.840 --> 00:38:39.160 that we have to measure energy efficiency in the building. 00:38:39.160 --> 00:38:42.360 And, because we havealternatives, I mean, other way to do that. 00:38:43.640 --> 00:38:44.000 Okay. 00:38:44.000 --> 00:38:45.480 Philipp, 00:38:45.480 --> 00:38:46.640 you asked a question. 00:38:46.640 --> 00:38:49.560 So let us know how you felt about it. 00:38:49.560 --> 00:38:50.360 Yeah. 00:38:50.360 --> 00:38:52.840 For me to be honest really good pitch. 00:38:52.840 --> 00:38:57.280 I really liked how she started engaging with, with the public, with the questions. 00:38:57.480 --> 00:39:00.480 I think all of us felt, 00:39:00.840 --> 00:39:04.200 that we were identified with this problem on a individual level. 00:39:04.480 --> 00:39:08.120 But the focus for doing this on the B2B level is really good. 00:39:09.120 --> 00:39:11.880 Maybe, would be great to understand how they're going 00:39:11.880 --> 00:39:15.040 to grow more in the future, although she mentioned objectives. 00:39:15.240 --> 00:39:18.240 But if you're going to do an investment round or just to, 00:39:18.760 --> 00:39:22.400 and as an investor, I really like to know, but yeah, on my side. 00:39:22.400 --> 00:39:23.960 Really good. Pitch. 00:39:23.960 --> 00:39:24.960 Okay. 00:39:24.960 --> 00:39:27.680 Laura, you had a couple of questions as well. 00:39:27.680 --> 00:39:29.720 I really like this business. 00:39:29.720 --> 00:39:32.960 I think they're addressing a key issue, in the lack of progress 00:39:32.960 --> 00:39:35.960 on the net zero target in the UK, which is important. 00:39:36.760 --> 00:39:39.600 I think they've got a really clear roadmap of how to scale, you know, 00:39:39.600 --> 00:39:41.840 like with the low flying planes, for example. 00:39:41.840 --> 00:39:47.280 The one thing I can't forget, though, is refreshing the maps every 2 to 5 years. 00:39:47.280 --> 00:39:48.840 That just seems too long. 00:39:48.840 --> 00:39:51.720 Like Google Maps refreshes every year, doesn't it? 00:39:51.720 --> 00:39:54.880 If that's going to be a reliable data set that lots of people are using, 00:39:54.880 --> 00:39:57.320 I think they need to do that more frequently. Okay. 00:39:58.320 --> 00:39:59.800 Thank you so much for your opinions. 00:39:59.800 --> 00:40:02.280 It's going to be very insightful for Lucy. 00:40:04.760 --> 00:40:06.880 Latitudo 40 is up next. 00:40:06.880 --> 00:40:10.240 Get ready for Gaetano to explain their Earth observation 00:40:10.240 --> 00:40:13.520 and AI solution used for climate resilience. 00:40:14.880 --> 00:40:15.440 Hello. 00:40:15.440 --> 00:40:17.720 I am Gaetano Volpe CEO at latitudo 40. 00:40:17.720 --> 00:40:21.640 Our mission is to democratize the satellite data, making geospatial insights 00:40:21.640 --> 00:40:25.400 accessible to anyone that wants to shape a more sustainable future. 00:40:25.520 --> 00:40:26.560 Through our Earth Data Place 00:40:26.560 --> 00:40:28.920 any user can acquire high quality 00:40:28.920 --> 00:40:32.680 satellite imagery on any environmental variable needed. 00:40:32.760 --> 00:40:36.240 Earth Data Insights on the other end is our all-in-one solution. 00:40:36.240 --> 00:40:39.960 A geospatial intelligence platform, where end users can measure 00:40:39.960 --> 00:40:43.440 data, detect KPIs and simulate future interventions. 00:40:43.800 --> 00:40:47.320 We blend high level expertise and unstoppable teamwork 00:40:47.320 --> 00:40:49.040 to drive our vision forward. 00:40:49.040 --> 00:40:51.760 Let's shape a more sustainable future together. 00:40:56.680 --> 00:40:57.280 My name is Gaetano 00:40:57.280 --> 00:40:59.480 and now I present you, 00:40:59.480 --> 00:41:01.720 the AI copilot for climate sustainability. 00:41:01.880 --> 00:41:03.640 I start always with this image. 00:41:03.640 --> 00:41:06.280 This is Valencia and our mission 00:41:06.280 --> 00:41:08.920 is to avoid the next disaster like this. 00:41:09.280 --> 00:41:10.720 But what is the problem? 00:41:10.720 --> 00:41:13.560 The problem is a lack of data to decision path. 00:41:13.560 --> 00:41:18.360 These are generating around 400 billion of losses every year. 00:41:18.760 --> 00:41:22.120 40% of infrastructure are at risk for flooding 00:41:22.400 --> 00:41:25.480 and only last year 67 weather events. 00:41:25.480 --> 00:41:28.160 This is the big problem. How we solve it? 00:41:28.160 --> 00:41:32.240 We know that climate data are vast and complex and we are moving then 00:41:32.280 --> 00:41:37.480 using technology to simplify, refine and make this data available for everyone. 00:41:38.760 --> 00:41:41.120 So our solution is our copilot. 00:41:41.120 --> 00:41:44.080 Offer expert level answer to complex question 00:41:44.080 --> 00:41:47.160 like what should I allocate my climate budget? 00:41:47.360 --> 00:41:51.720 Where I need to invest to protect my critical asset? 00:41:52.320 --> 00:41:57.080 How can I identify my properties in the portfolio that are at Climate risk. 00:41:57.480 --> 00:41:58.960 Laitudo 40 is the solution. 00:41:58.960 --> 00:42:02.720 We created a complete pipeline that start from raw material, 00:42:03.160 --> 00:42:06.960 satellite data and finish with the our, interactor 00:42:07.320 --> 00:42:11.200 agent that interact with the data maps using prompt 00:42:12.160 --> 00:42:12.960 these to simplify the 00:42:12.960 --> 00:42:15.960 access and give more information to our customers. 00:42:16.400 --> 00:42:21.080 So, other aspect we offer the big save, and big value proposition to our customer. 00:42:21.400 --> 00:42:23.440 To create a climate solution, 00:42:23.440 --> 00:42:27.560 Normally you need to spend around 700,000 per square kilometer. 00:42:27.600 --> 00:42:31.080 Our solution is 98% cheaper 00:42:31.080 --> 00:42:36.280 and most important is 306 times faster because we need just one day 00:42:36.360 --> 00:42:40.560 to give eight years of data and insight to our customers. 00:42:41.120 --> 00:42:44.480 In ten years, our solution can offer a saving 00:42:44.480 --> 00:42:47.480 of more than 6 million of Euros. 00:42:47.520 --> 00:42:48.960 This is our solution. 00:42:48.960 --> 00:42:53.080 We offer different information, in particular not only maps 00:42:53.280 --> 00:42:56.760 but also expandable intelligence with graph, text 00:42:57.240 --> 00:43:00.040 and the capability to interact and ask questions 00:43:00.040 --> 00:43:03.040 to the platform. 00:43:03.200 --> 00:43:04.080 What do we offer? 00:43:04.080 --> 00:43:08.040 We offer the capability to identify and mitigate climate risk. 00:43:08.040 --> 00:43:11.120 The risks that we identify are the land surface temperature. 00:43:11.120 --> 00:43:15.120 To verify where the city is hot the urban heat island, 00:43:15.600 --> 00:43:20.560 the risk of heat wave in cities that can affect fragile people. 00:43:20.560 --> 00:43:23.320 Flooding risk, building height 00:43:23.320 --> 00:43:26.160 and also the pollution and hazardous materials 00:43:26.160 --> 00:43:28.800 These are just a part of our insight. 00:43:28.800 --> 00:43:33.520 We have also 12 more insights to help the city to become more sustainable. 00:43:34.920 --> 00:43:37.200 But this is from the past to today. 00:43:37.200 --> 00:43:39.160 We offer a solution to see the future. 00:43:39.160 --> 00:43:43.040 So we have the capability to assess the scenario and verify 00:43:43.040 --> 00:43:45.640 the impact of the investment before to act, 00:43:45.640 --> 00:43:47.760 so we can simulate what happens in the future. 00:43:47.760 --> 00:43:53.160 If you plant trees, change the land cover, add the new building and select between 00:43:53.160 --> 00:43:56.960 the different scenario, the most suitable from economic 00:43:57.120 --> 00:44:00.120 and the impact aspect. 00:44:00.440 --> 00:44:01.920 The companies on the market. 00:44:01.920 --> 00:44:04.280 We generated the 1.7 million last year. 00:44:04.280 --> 00:44:06.320 We have an ambitious goal to reach 3 million. 00:44:06.320 --> 00:44:07.400 We are very close. 00:44:07.400 --> 00:44:09.880 These are the most important custome that we have. 00:44:09.880 --> 00:44:14.280 So cities monitoring urban heat island and greenery, 00:44:14.880 --> 00:44:17.840 large systems integrators that use our algorithm 00:44:17.840 --> 00:44:20.040 to create market place for the government. 00:44:20.040 --> 00:44:21.840 Last, we have also customer in 00:44:24.440 --> 00:44:25.120 MENA 00:44:25.120 --> 00:44:31.200 So Abu Dhabi government use our solution to verify the compliance with 00:44:31.200 --> 00:44:35.640 Green Abu Dhabi 2030 and to monitor the evolution of construction sites. 00:44:37.320 --> 00:44:39.480 Our business model is fully SaaS. 00:44:39.480 --> 00:44:41.720 We have two aspect. 00:44:41.720 --> 00:44:46.000 One, we are a data company, so we sell our data to the integrator. 00:44:46.160 --> 00:44:48.000 The other one, we are a platform company. 00:44:48.000 --> 00:44:52.880 So customer pay subscription for access to our insight platform. 00:44:54.000 --> 00:44:56.040 What is our market? It is a very big market. 00:44:56.040 --> 00:44:59.040 We are playing in the global market for environmental risk 00:44:59.520 --> 00:45:04.560 and we play with a lot of big customer, big names Skifi, Earthscan and ClimateView. 00:45:04.800 --> 00:45:07.800 But we can, offer a solution 00:45:08.160 --> 00:45:12.280 that offers climate insight for non-expert, hyperlocal insight, 00:45:12.280 --> 00:45:15.720 and the simulation that is a really game changer in this sector. 00:45:16.840 --> 00:45:19.680 Our team, the core of the company for founder, 00:45:19.680 --> 00:45:25.000 with the huge experience in space and the AI sector, then 25 employees. 00:45:25.200 --> 00:45:28.000 But the most important aspect that they are 00:45:28.000 --> 00:45:31.000 100% space and climate enthusiast. 00:45:31.640 --> 00:45:35.640 So we opened our round at 5 million. 00:45:36.240 --> 00:45:39.120 This round is to improve our technology, 00:45:39.120 --> 00:45:42.120 try to grow in organic 00:45:42.200 --> 00:45:46.160 with the acquisition of smaller companies and improve our marketing. 00:45:46.200 --> 00:45:50.000 With this, we can have 8X boost of our revenue 00:45:50.000 --> 00:45:53.040 and 10 x the increasing of our valuation. 00:45:53.280 --> 00:45:55.800 So let's shape a sustainable future together. 00:45:55.800 --> 00:45:58.800 I repeat again and thank you for your attention. 00:46:02.200 --> 00:46:05.200 Thank you so much, Gaetano, for your presentation. 00:46:05.480 --> 00:46:07.320 You've done your homework. 00:46:07.320 --> 00:46:10.560 Before we turn to the jury for the questions, 00:46:10.920 --> 00:46:13.320 I wanted to ask you something. And it's. 00:46:13.320 --> 00:46:17.160 What have you learned from making geospatial 00:46:17.160 --> 00:46:21.080 AI understandable for non-technical planners? 00:46:21.080 --> 00:46:22.080 Because it can be difficult. 00:46:22.080 --> 00:46:23.880 Yeah, very interesting question. 00:46:23.880 --> 00:46:26.120 They are not AI, not data scientists. 00:46:26.120 --> 00:46:27.760 They know how to solve the problem. 00:46:27.760 --> 00:46:32.120 So we need to break the barrier between their needs and the technology. 00:46:32.400 --> 00:46:35.200 And the most important lesson learned 00:46:35.200 --> 00:46:38.640 is that words beat pixels. 00:46:39.240 --> 00:46:43.200 So we need to create a solution that can use words and not just maps. 00:46:43.480 --> 00:46:44.440 Okay. Perfect. 00:46:44.440 --> 00:46:48.080 And my next question is questions. Jury 00:46:48.120 --> 00:46:49.920 Oh, Matteo, 00:46:50.920 --> 00:46:53.040 Matteo wants to ask you something. 00:46:53.040 --> 00:46:55.120 Thanks. Thank you for the presentation. 00:46:55.120 --> 00:46:56.360 First of all. 00:46:56.360 --> 00:46:59.360 So in your last slide about the funding, 00:46:59.360 --> 00:47:02.360 the fundraising, one of the point was, 00:47:02.760 --> 00:47:04.560 accelerate growth. 00:47:04.560 --> 00:47:08.080 And, I want to ask you, what are the main barriers? 00:47:08.080 --> 00:47:11.640 You see, for accelerating growth and, 00:47:11.920 --> 00:47:14.920 how do you plan to overcome them? 00:47:15.600 --> 00:47:16.920 It's a fantastic question. 00:47:16.920 --> 00:47:18.680 At the moment, we have two barriers. 00:47:18.680 --> 00:47:21.680 One is to find the, 00:47:21.840 --> 00:47:23.920 excellence in sales management. 00:47:23.920 --> 00:47:27.720 So we are looking a lot to people that can sell and push our solution. 00:47:27.720 --> 00:47:31.320 to the market. It is not easy also, because we have not the budget 00:47:31.640 --> 00:47:34.880 of a large corporation that can invest 200K 00:47:34.880 --> 00:47:37.480 to hire a sales director or sales manager. 00:47:37.760 --> 00:47:41.200 The second is that we need to create awareness in the market. 00:47:41.800 --> 00:47:45.640 At the moment, satellite is not the primary technology 00:47:45.640 --> 00:47:48.840 in when we speak with the city with data integrators. 00:47:48.840 --> 00:47:51.280 And so we are evangelizing the market. 00:47:51.280 --> 00:47:56.160 So the data is here and we are creating this approach to remove the other barrier 00:47:56.360 --> 00:47:58.520 and so to create the the demand. 00:47:58.520 --> 00:48:00.640 My question is not directly related 00:48:00.640 --> 00:48:04.680 to your, presentation, because I looked at your history 00:48:04.680 --> 00:48:09.640 and you started as consultants before you moved on to selling software. 00:48:10.000 --> 00:48:13.960 So how did you manage to make this transition 00:48:13.960 --> 00:48:18.080 from consultants to actually providing of, you know, software? 00:48:18.360 --> 00:48:19.840 Did you lose people in the mean? 00:48:19.840 --> 00:48:23.000 just walk us through in 30s. 00:48:23.000 --> 00:48:24.920 Yeah, I come from the industry. 00:48:24.920 --> 00:48:27.920 So the business model was consultancy. 00:48:27.920 --> 00:48:30.680 Then we had the, the lucky and the opportunity 00:48:30.680 --> 00:48:34.760 to meet the Techstars in our way in 2021. 00:48:35.160 --> 00:48:36.480 And we understood that 00:48:36.480 --> 00:48:40.920 the consultancy is not scalable for us also because, it's a complex. 00:48:40.920 --> 00:48:43.200 And so we decided to invest 00:48:44.160 --> 00:48:45.360 to reduce the business, 00:48:45.360 --> 00:48:49.400 to invest to product design and product development. 00:48:49.400 --> 00:48:50.280 And now we are here. 00:48:50.280 --> 00:48:53.280 And, our choice is, was correct 00:48:53.280 --> 00:48:56.640 because now we can play on this very important stage 00:48:56.640 --> 00:48:59.640 and to tell about our story and our company. 00:49:00.680 --> 00:49:03.320 Pauline, thank you very much. 00:49:03.320 --> 00:49:07.400 Could you elaborate a bit on your clients and your sales cycle, please? 00:49:08.160 --> 00:49:09.320 Yeah, yeah. 00:49:09.320 --> 00:49:11.720 We have three types of customer. 00:49:11.720 --> 00:49:12.960 One is pure B2G. 00:49:12.960 --> 00:49:16.920 So we deal with Cities or with connection to Cities 00:49:16.920 --> 00:49:20.560 this has a sales cycle of around 3 to 6 months. 00:49:20.920 --> 00:49:22.920 Then we go to the data integrator. 00:49:22.920 --> 00:49:26.680 So large companies that are creating smart city solutions, 00:49:26.680 --> 00:49:30.600 they need to use data in this platform that are empty. 00:49:30.600 --> 00:49:35.400 So they ask us, can you fill your information in my smart city platform. 00:49:35.400 --> 00:49:38.200 And so this is very quick because they already have the project. 00:49:38.200 --> 00:49:39.000 They need to. 00:49:41.680 --> 00:49:44.080 Give a solution to the needs of the customers. 00:49:44.080 --> 00:49:47.240 So very quick because now and this is only a problem 00:49:47.240 --> 00:49:50.320 with scalability on how many data integrators we can meet. 00:49:50.680 --> 00:49:56.560 We are entering into B2B market mainly, starting from a real estate. 00:49:56.560 --> 00:50:00.640 We have a case in real estate, and the next future with an investment 00:50:00.640 --> 00:50:03.120 is pure B2B to go to companies 00:50:03.120 --> 00:50:06.720 that need to report the impact or their activity on the environment. 00:50:06.960 --> 00:50:11.440 There is the corporate sustainability reporting scheme 00:50:11.440 --> 00:50:14.880 of the European Commission that will start from large corporates, 00:50:14.880 --> 00:50:19.640 too small to report the impact that the company has on the environment. 00:50:19.640 --> 00:50:21.480 We are one of the solution that will do this. 00:50:21.480 --> 00:50:24.480 Avoid deforestation, new plantation, reduce, 00:50:24.720 --> 00:50:27.960 not polluting the materials on the ground. 00:50:28.240 --> 00:50:32.240 So we started with the B2G and now we are evolving to B2B 00:50:33.280 --> 00:50:34.680 Werner 00:50:34.680 --> 00:50:38.000 What you do is it's leading to big infrastructure 00:50:38.000 --> 00:50:41.040 investments to protect the cities or the infrastructure. 00:50:41.760 --> 00:50:43.360 So how do you validate your model? 00:50:43.360 --> 00:50:44.560 How do you make sure 00:50:44.560 --> 00:50:48.360 or how do you convince your customers and yousrselves that what you project 00:50:48.360 --> 00:50:52.440 as the future is valid and that you avoid hallucination of your algorithms, etc.? 00:50:52.880 --> 00:50:55.440 Yeah, this is very important. 2 aspects: 00:50:55.440 --> 00:51:00.000 One, our algorithms are validated by large organizations. 00:51:00.000 --> 00:51:02.200 First of all, European Space Agency. 00:51:02.200 --> 00:51:05.680 We had the approval from European Space Agency that the data 00:51:05.680 --> 00:51:09.520 that we produce are correct because they use the validation. 00:51:09.680 --> 00:51:12.320 Second, we test in the past. 00:51:12.320 --> 00:51:15.840 So the satellite is a fantastic technology because it's a time machine. 00:51:16.000 --> 00:51:17.400 So I can do in the past 00:51:17.400 --> 00:51:21.360 something verify some change and they have the ground truth. 00:51:22.320 --> 00:51:23.640 This is the way we validate. 00:51:23.640 --> 00:51:27.400 It's clear the validation of the data is, an investment 00:51:27.400 --> 00:51:31.320 we do every day for the each algorithm we created the dataset for the validation. 00:51:32.240 --> 00:51:36.000 Has there been a proof of concept where you went to a city, 00:51:36.000 --> 00:51:41.720 you did this and then they did something that when they faced a catastrophe 00:51:41.720 --> 00:51:44.720 or whatever, they will able to protect their infrastructure. 00:51:46.240 --> 00:51:46.920 Yeah. 00:51:46.920 --> 00:51:49.080 This is sometimes the city. 00:51:49.080 --> 00:51:54.600 We have the different approach now, the cities and some regulation 00:51:54.600 --> 00:51:58.320 and some mandatory reporting is similar to companies 00:51:58.320 --> 00:52:01.320 because European Commission is regulating a lot. 00:52:01.640 --> 00:52:04.360 So also to obtain new finance from the European 00:52:04.360 --> 00:52:08.120 Commission, from national government, they need to report the sustainability 00:52:08.120 --> 00:52:11.120 of the city, for example, the city of Naples, that one 00:52:11.400 --> 00:52:13.880 initial customer to continue with them. 00:52:13.880 --> 00:52:17.520 They have this historical center sponsored by Unesco 00:52:18.000 --> 00:52:22.400 and Unesco asked the city how are you guaranteeing 00:52:22.400 --> 00:52:26.560 the sustainability and climate comfort of this 00:52:26.560 --> 00:52:31.120 historical center that receives 14 million of tourists every year. 00:52:31.320 --> 00:52:33.600 So they asked us, can you help me to do this? 00:52:33.600 --> 00:52:38.880 Because I have this reporting scheme to do to my founder and my sponsor. 00:52:40.080 --> 00:52:43.040 Laura. 00:52:43.040 --> 00:52:44.440 The end of your, 00:52:44.440 --> 00:52:48.720 customer offering, where the client is, the end user is asking a question. 00:52:49.120 --> 00:52:52.360 Is that your AI solution 00:52:52.360 --> 00:52:54.560 or is it a third party that you're using? 00:52:54.560 --> 00:52:56.040 Yeah we are. 00:52:56.040 --> 00:53:00.880 We created this AI agent that can understand what is the question? 00:53:00.880 --> 00:53:03.720 Is clear if the question is not answerable. 00:53:03.720 --> 00:53:07.160 So I cannot answer I have not enough information to to answer 00:53:07.160 --> 00:53:12.760 to this question or go to our platform, ask the to produce the data or verify 00:53:12.760 --> 00:53:16.160 if the data are already produced and then give it back an answer. 00:53:16.480 --> 00:53:20.680 An answer is two aspects. One is an answer, 00:53:20.680 --> 00:53:22.320 another one is a report. 00:53:22.320 --> 00:53:24.680 Yeah. So it's your AI model. 00:53:24.680 --> 00:53:28.560 Yeah, I call, text to map and map to text. 00:53:28.800 --> 00:53:29.760 Yeah. Thank you. 00:53:29.760 --> 00:53:33.440 And then another quick one, the 25 people in your company, what do they do? 00:53:33.720 --> 00:53:35.400 Yeah, yeah, this is another. 00:53:35.400 --> 00:53:38.360 I'm proud of this fantastic team here. 00:53:38.360 --> 00:53:40.920 There are two of my team the lead data scientist. 00:53:40.920 --> 00:53:46.320 So and one of the business development team, we have a divided in three part. 00:53:46.320 --> 00:53:49.720 So we have data scientists that are the people that are looking for 00:53:49.720 --> 00:53:50.240 the future. 00:53:50.240 --> 00:53:54.120 So Paolo is creating the new algorithm for the future of the company. 00:53:54.280 --> 00:53:57.360 Then do you have the product engineering people that are working 00:53:57.360 --> 00:54:01.600 on the product, on UX integration, then sales and marketing team 00:54:01.600 --> 00:54:05.440 that are the core of our sales strategy and the, 00:54:06.040 --> 00:54:09.960 push our technology on the market. 00:54:10.480 --> 00:54:13.480 Which climate related use case currently drive most of your platform? 00:54:13.920 --> 00:54:14.240 Yeah. 00:54:14.240 --> 00:54:18.960 At the moment our strength is the thermal aspect. 00:54:19.120 --> 00:54:24.160 So we create this virtual constellation that can transform 00:54:24.480 --> 00:54:28.320 low resolution, low frequency data into high resolution, high frequency data. 00:54:28.440 --> 00:54:31.880 We compete with satellite thermal operator, 00:54:32.080 --> 00:54:33.560 the second one is the folloding. 00:54:33.560 --> 00:54:38.280 So the two aspects are temperature and flooding risk 00:54:38.520 --> 00:54:43.080 because are the two main aspects that at the moment impact on our customers. 00:54:44.680 --> 00:54:45.440 Okay. 00:54:45.440 --> 00:54:47.240 Perfect. That's all the time we have. 00:54:47.240 --> 00:54:48.440 Thank you for all these questions. 00:54:48.440 --> 00:54:52.120 Thank you for your pitch and I'll see you backstage soon okay. 00:54:52.360 --> 00:54:54.000 Thank you Emma, bye. 00:54:58.200 --> 00:55:01.200 Any feedback for Gaetano. 00:55:01.320 --> 00:55:04.720 I think he did a great job I think it's something 00:55:04.720 --> 00:55:07.720 that more and more local governments are thinking about, 00:55:07.800 --> 00:55:11.920 you know, how to be proactive and prevent natural disasters from happening. 00:55:15.000 --> 00:55:16.560 So it's an interesting concept. 00:55:16.560 --> 00:55:18.320 And, you know, I think 00:55:18.320 --> 00:55:21.320 the competition would be interesting to dive a little bit deeper into, 00:55:22.520 --> 00:55:25.560 but it certainly, especially in North America, 00:55:25.560 --> 00:55:30.280 in the US market, cities, county, states, as well as the federal government, it's 00:55:30.720 --> 00:55:35.480 it's very top of mind, when you have tornadoes, hurricanes 00:55:35.480 --> 00:55:38.480 and those types of disasters coming through your area. 00:55:38.600 --> 00:55:40.400 Anyone else maybe Lara? 00:55:40.400 --> 00:55:44.280 not only city but also big corporations and I'm thinking on ourselves. 00:55:44.280 --> 00:55:48.120 So we have the responsibility when you manage infrastructures to, 00:55:48.320 --> 00:55:49.520 to be able to predict 00:55:49.520 --> 00:55:52.560 and to be able to understand what would be the impact in the future. 00:55:52.560 --> 00:55:54.960 So I think this is a very interesting solution. 00:55:56.040 --> 00:55:57.360 Maybe understand a little more 00:55:57.360 --> 00:56:00.800 in terms of costs on investments for, the clients. 00:56:01.160 --> 00:56:03.800 And what would that translate to? 00:56:03.800 --> 00:56:08.200 So that afterwards you can have a benefit in implementing a solution like this? 00:56:09.240 --> 00:56:10.920 Any more feedback? 00:56:10.920 --> 00:56:11.880 I thought it was brilliant. 00:56:11.880 --> 00:56:15.560 I would have liked to have seen maybe some more demos of the platform itself. 00:56:15.720 --> 00:56:19.360 Some of the screenshots I think the images that were shown were kind of static. 00:56:19.760 --> 00:56:22.360 I'm just interested in what the platform actually looks like. 00:56:22.360 --> 00:56:23.520 Fair enough. 00:56:23.520 --> 00:56:25.200 And Werner, since the mic is there. 00:56:25.200 --> 00:56:28.760 Very interesting idea and very well laid out. 00:56:28.760 --> 00:56:31.640 I'm just wondering, for example, on flooding, 00:56:31.640 --> 00:56:34.160 I think is flooding by infrastructure 00:56:34.160 --> 00:56:37.320 It’s not a local decision by a local authority, I believe very often. 00:56:37.720 --> 00:56:43.440 So my question is at what level do you need to interact to have the impact? 00:56:43.680 --> 00:56:47.800 I think it's very often more regional or even national international organizations 00:56:48.000 --> 00:56:51.840 that need to, take actions on certain things so that that part is, 00:56:52.880 --> 00:56:55.080 for me, not yet very clear. 00:56:57.480 --> 00:57:00.320 Bridging the gap between tech and infrastructure maintenance, 00:57:00.320 --> 00:57:04.640 Samuel is going to tell us about Iroms technologies. 00:57:05.840 --> 00:57:07.000 Hi everybody 00:57:07.000 --> 00:57:11.560 My name is Panagiotis Martakis and I'm the founder and CEO of Irmos Technologies. 00:57:11.880 --> 00:57:14.800 Our mission is to maximize the safe life 00:57:14.800 --> 00:57:17.800 for bridges and critical infrastructure. 00:57:18.000 --> 00:57:22.080 We offer an intelligent platform that uses our custom sensors 00:57:22.320 --> 00:57:25.120 combined with advanced AI algorithms 00:57:25.120 --> 00:57:28.120 to monitor the heartbeat of structures. 00:57:28.200 --> 00:57:32.120 Our solution revolutionizes how major infrastructure owners work. 00:57:32.520 --> 00:57:33.600 My name is Sam. 00:57:33.600 --> 00:57:37.160 I'm in charge of the commercialization of our technology, and I'm very excited 00:57:37.160 --> 00:57:41.520 today to be here to share with you how we close multi-million contracts 00:57:41.840 --> 00:57:44.840 with top international clients in less than three years. 00:57:47.360 --> 00:57:48.360 Hello everyone! 00:57:48.360 --> 00:57:49.120 My name is Sam. 00:57:49.120 --> 00:57:52.680 I'm chief of staff at Irmos Technologies and it's a pleasure to be here today 00:57:53.000 --> 00:57:56.760 to showcase how we unlock predictive maintenance for bridges. 00:57:58.120 --> 00:58:00.040 We do this because 50% of 00:58:00.040 --> 00:58:03.360 our bridges have expired and they're getting older every day. 00:58:03.880 --> 00:58:06.320 We cannot afford to replace all of them. 00:58:06.320 --> 00:58:09.840 It would be simply too expensive and a disaster for the environment. 00:58:10.320 --> 00:58:14.360 But maintenance today still relies on visual inspections 00:58:14.720 --> 00:58:18.160 that are subjective and only assess the surface of a bridge. 00:58:19.360 --> 00:58:23.520 Government spend billions every year in infrastructure maintenance, 00:58:23.720 --> 00:58:25.040 but we still experience 00:58:25.040 --> 00:58:28.680 unexpected collapses of bridges, such as the one that you see in this picture. 00:58:29.160 --> 00:58:32.280 This happened last year in Germany and this bridge was not forgotten. 00:58:32.520 --> 00:58:35.280 It went through all the conventional assessments, but 00:58:35.280 --> 00:58:38.840 the results were simply not aligned with the reality of the bridge. 00:58:40.080 --> 00:58:41.720 And this is where we come in. 00:58:41.720 --> 00:58:45.240 We provide infrastructure owners a data driven 00:58:45.240 --> 00:58:48.440 information system for maintenance decisions. 00:58:48.960 --> 00:58:52.880 We combine intelligent algorithms with cost efficient sensors 00:58:53.120 --> 00:58:56.520 that we designed and assembled in-house in our office in Zurich 00:58:57.360 --> 00:59:01.320 and with our technology infrastructure owner such as the Swiss government, 00:59:01.640 --> 00:59:06.320 the autobahn in Germany, Sacyr here in Spain, detect and predict risk, 00:59:06.840 --> 00:59:11.000 optimize maintenance accordingly and reduce their overall cost. 00:59:13.040 --> 00:59:15.000 Let me show you how it works. 00:59:15.000 --> 00:59:16.280 Suppose you have a bridge. 00:59:16.280 --> 00:59:19.280 The left part has cracks and the right part does not. 00:59:19.680 --> 00:59:22.440 The left part is less stiff 00:59:22.440 --> 00:59:25.440 and vibrates slower than the right part. 00:59:25.680 --> 00:59:29.400 Our sensors collect this information and our algorithm 00:59:29.400 --> 00:59:34.080 translate it into health metrics, namely stiffness and traffic loads. 00:59:35.000 --> 00:59:38.880 And with this information, our clients, the owner of the infrastructure, 00:59:39.360 --> 00:59:42.680 can reliably track the structural integrity of the bridge 00:59:42.680 --> 00:59:46.320 over time and predict its evolution in the future. 00:59:46.680 --> 00:59:50.040 And this enables them to do maintenance exactly when 00:59:50.360 --> 00:59:53.360 and where it is truly needed. 00:59:54.200 --> 00:59:57.200 Our solution works and also sells. 00:59:57.360 --> 01:00:01.960 Since the incorporation of the company in 2023, we have signed contracts 01:00:02.200 --> 01:00:06.480 worth over €3.5 million with clients across Switzerland, 01:00:06.920 --> 01:00:11.600 Germany, Greece and had an initial pilot project in the US. 01:00:13.480 --> 01:00:15.000 Now, why are 01:00:15.000 --> 01:00:18.720 infrastructure owners willing to pay millions for our solution? 01:00:19.120 --> 01:00:22.800 Let's assume I'm responsible for a portfolio of ten bridges at Sacyr 01:00:22.800 --> 01:00:23.840 here in Spain. 01:00:23.840 --> 01:00:27.160 I have 10 million to spend on maintenance for the next five years. 01:00:27.720 --> 01:00:30.720 How can I invest this money in an optimal way 01:00:30.880 --> 01:00:34.640 to reduce the risk of bridge closures, or even collapses? 01:00:36.200 --> 01:00:38.480 Irmos, not only informs me 01:00:38.480 --> 01:00:42.200 about how my bridge vibrates, but remember 01:00:42.200 --> 01:00:45.200 it transform them into weighting scales. 01:00:45.920 --> 01:00:49.640 In this way, I can understand how a bridge behaves 01:00:49.960 --> 01:00:52.800 when they get under the same load. 01:00:52.800 --> 01:00:55.360 In this specific example, 01:00:55.360 --> 01:00:58.800 we see a train crossing three bridges, one after the other. 01:00:58.800 --> 01:01:02.680 It's the same train, same location, same day, but we see very different 01:01:02.680 --> 01:01:05.840 reaction in how the bridges absorb the shock. 01:01:06.640 --> 01:01:08.840 And in this particular example, we see that 01:01:08.840 --> 01:01:12.560 something is off with the green bridge relative to the two others. 01:01:14.440 --> 01:01:16.680 Now back to my portfolio. 01:01:16.680 --> 01:01:21.240 Irmos enables me to keep a real time overview of the health of my bridges, 01:01:21.480 --> 01:01:26.400 but also compare them with each other, because now I actually have real world 01:01:26.520 --> 01:01:31.800 objective data about my bridges, and this way I can understand which bridge 01:01:32.040 --> 01:01:35.040 in my portfolio is in the worst state 01:01:35.360 --> 01:01:38.360 and invest my money in an optimal way. 01:01:39.240 --> 01:01:42.240 This is the team behind Irmos Technologies. 01:01:42.320 --> 01:01:47.440 The company was founded by Panagiotis and Yves, they both did research together 01:01:47.440 --> 01:01:50.920 at ETH Zurich and the impulsion for the company was to translate 01:01:50.920 --> 01:01:53.920 the result of the research into a commercial product. 01:01:54.120 --> 01:01:57.280 Today we're a team of 13 employees, all based in Zurich. 01:01:57.360 --> 01:02:00.360 I'm chief of staff with a background business in economics 01:02:00.360 --> 01:02:02.880 responsible for the commercialization of our solution, 01:02:02.880 --> 01:02:05.360 and I actually worked also on the investor side 01:02:05.360 --> 01:02:09.120 before joining to startup, and we also closed our first funding round 01:02:09.120 --> 01:02:13.800 this year, onboarding two leading Swiss VCs for a total of €2 million. 01:02:15.960 --> 01:02:16.360 This is it. 01:02:16.360 --> 01:02:17.560 This is Irmos 01:02:17.560 --> 01:02:20.200 If you're interested in supporting us in making infrastructure 01:02:20.200 --> 01:02:23.200 safer and more sustainable, I will be very happy to talk 01:02:23.640 --> 01:02:27.200 If you're an investor, we plan our next funding round for 2027, 01:02:27.520 --> 01:02:32.040 and this will enable us to grow at portfolio level to scale across Europe 01:02:32.280 --> 01:02:35.280 and target 10 million in yearly revenue, 01:02:35.800 --> 01:02:36.920 in the coming years. 01:02:36.920 --> 01:02:39.920 Thank you very much. 01:02:42.720 --> 01:02:44.280 Thank you so much, Samuel. 01:02:44.280 --> 01:02:47.280 That was avery good presentation. 01:02:47.520 --> 01:02:50.040 I actually think I found the ideal client for you. 01:02:50.040 --> 01:02:53.040 If you got this client, you would be set. 01:02:53.200 --> 01:02:56.400 And it's the Danyang-Kunshan Grand Bridge. 01:02:56.640 --> 01:03:00.480 It's 164km in China. 01:03:01.080 --> 01:03:04.080 This one, you'd be set. 01:03:04.200 --> 01:03:09.000 I wanted to ask you a question before we go to the Q&A part of your pitch. 01:03:09.000 --> 01:03:09.480 And it's, 01:03:10.520 --> 01:03:14.720 in your presentation, you talked about portfolio level deployment. 01:03:15.480 --> 01:03:18.000 What exactly do you mean by that? 01:03:18.000 --> 01:03:22.640 Yes. So everything we do at Irmos is with scalability in mind, 01:03:22.920 --> 01:03:27.320 because today infrastructure maintenance rely on insights from engineers. 01:03:27.960 --> 01:03:29.720 But engineers, they provide services. 01:03:29.720 --> 01:03:31.160 And this is not scalable. Right. 01:03:31.160 --> 01:03:35.560 How many engineers do you need to give you information about the 500,000 bridges 01:03:35.560 --> 01:03:37.200 we have in Europe? 01:03:37.200 --> 01:03:40.200 We revolutionized this because we provide 01:03:40.440 --> 01:03:43.440 a scalable, product driven solution. 01:03:44.000 --> 01:03:46.880 Now talking about portfolio level deployment. 01:03:46.880 --> 01:03:51.000 This is reaching a state where our technology is fully self-sufficient, 01:03:51.360 --> 01:03:56.440 so that the onboarding of a new bridge is very simple, which will give huge 01:03:56.440 --> 01:04:00.040 incentives to our client to onboard a lot of bridges from their portfolio, 01:04:00.360 --> 01:04:04.800 collect tons of data, enabling them to do predictive maintenance. 01:04:04.800 --> 01:04:06.920 And this is the future of Irmos. 01:04:06.920 --> 01:04:08.640 Thank you for clarifying that. 01:04:08.640 --> 01:04:12.520 I have seen that Matteo and Lara want to ask you some questions. 01:04:12.800 --> 01:04:15.000 Let's start with Matteo. 01:04:15.000 --> 01:04:16.200 Thanks for the presentation. 01:04:16.200 --> 01:04:19.080 I have two questions, actually. I hope it's allowed. 01:04:19.080 --> 01:04:20.520 The first one is, 01:04:21.800 --> 01:04:22.480 What are the 01:04:22.480 --> 01:04:26.040 alternatives in the market at the moment and why this is better? 01:04:26.600 --> 01:04:30.360 Yes. So I was, as I was mentioning, the alternative 01:04:30.360 --> 01:04:33.120 right now on the market are basically engineers. 01:04:33.120 --> 01:04:37.040 So engineering offices, the owner of the bridge can mandate, 01:04:37.680 --> 01:04:39.960 an engineering office to do an assessment about this bridge. 01:04:39.960 --> 01:04:42.240 What they get in the end is a report saying, okay, 01:04:42.240 --> 01:04:43.600 this bridge is healthy or not. 01:04:43.600 --> 01:04:46.400 You should do maintenance or not. 01:04:46.400 --> 01:04:49.320 And what do the engineer base their report on? 01:04:49.320 --> 01:04:51.480 Exactly. They do simulations. 01:04:51.480 --> 01:04:55.080 So they do they create digital twins and then they run a bunch of different 01:04:55.080 --> 01:04:59.320 simulation scenarios about, for example, increasing traffic load and so on. 01:04:59.760 --> 01:05:02.520 And based on this simulation, 01:05:02.520 --> 01:05:05.120 they come to conclusion. 01:05:05.120 --> 01:05:06.120 But what you have to understand 01:05:06.120 --> 01:05:09.800 is that these simulations are not based on hard data. 01:05:10.480 --> 01:05:14.000 And this gives them an I mean, because they don't have data 01:05:14.000 --> 01:05:17.240 and we're talking about potential, you know, collapses of bridges. 01:05:17.480 --> 01:05:19.800 They have an incentive to be quite conservative 01:05:19.800 --> 01:05:21.520 about the assumptions that they make. 01:05:21.520 --> 01:05:24.840 And this then in turn translate for the asset owner, 01:05:25.000 --> 01:05:28.000 either in heavy retrofitting where it's not needed 01:05:28.200 --> 01:05:30.720 or sometimes what happened in Genoa, 01:05:30.720 --> 01:05:33.720 they did not retrofit well, but it was it was needed. 01:05:34.120 --> 01:05:34.920 Okay. Thanks. 01:05:34.920 --> 01:05:39.080 And the second question is you mentioned that you are planning a round in 2027. 01:05:39.640 --> 01:05:42.640 What do you need to achieve before the next round? 01:05:42.760 --> 01:05:43.240 Exactly. 01:05:43.240 --> 01:05:46.240 So right now we close our first round this year. 01:05:46.400 --> 01:05:47.160 2 million. 01:05:47.160 --> 01:05:51.040 And right now the focus is on, product development again to, 01:05:51.160 --> 01:05:54.960 to reach the state where our technology will be completely self-sufficient. 01:05:54.960 --> 01:05:56.680 So imagine we just have the sensors, 01:05:56.680 --> 01:05:59.760 we place them on the on the bridge, turn the button, 01:05:59.760 --> 01:06:02.280 and the bridge is online. You see the data this. 01:06:02.280 --> 01:06:05.120 And then we also need to focus now to deliver to our clients. 01:06:05.120 --> 01:06:09.440 We just signed big contracts, multi-year contract with big clients in Europe. 01:06:09.640 --> 01:06:11.800 And we need to deliver. So this is the focus right now. 01:06:12.960 --> 01:06:15.560 And then the next round in 2027. 01:06:15.560 --> 01:06:18.320 Okay. Lara 01:06:18.320 --> 01:06:19.720 Thank you. 01:06:19.720 --> 01:06:23.920 How many devices are necessary to put in a bridge 01:06:24.520 --> 01:06:27.240 per meter or... 01:06:27.240 --> 01:06:29.840 it's a good question and also a difficult 01:06:29.840 --> 01:06:32.880 one to answer because obviously it depends on the size of the bridge. 01:06:33.440 --> 01:06:36.080 But to give you a, let's say a rough estimation, 01:06:36.080 --> 01:06:39.080 it's about one sensor per ten meter of bridge. 01:06:40.000 --> 01:06:42.720 And would you say that 01:06:42.720 --> 01:06:47.080 your expertise is on the hardware or the software 01:06:47.080 --> 01:06:51.240 on the software, more specifically on the interpretation of the data 01:06:51.480 --> 01:06:55.360 Because collecting data from vibration, I mean, there are a lot of commercial 01:06:55.360 --> 01:06:56.160 sensors out there. 01:06:56.160 --> 01:06:58.680 You can just buy them and then you get the raw data. 01:06:58.680 --> 01:07:03.600 But you need expertise in understanding or in creating value out of this raw data. 01:07:03.600 --> 01:07:08.080 And this is exactly where our USP lies, how we translate this 01:07:08.640 --> 01:07:13.080 raw data into information that even non-technical people 01:07:13.080 --> 01:07:16.080 can understand, get the information they need 01:07:16.200 --> 01:07:18.600 to plan their maintenance in an optimal way. 01:07:20.080 --> 01:07:22.160 Michael has a question. 01:07:22.160 --> 01:07:23.760 Do you charge per device? 01:07:23.760 --> 01:07:26.760 I know what is the cost. 01:07:26.880 --> 01:07:28.800 I know you don't have the exact numbers 01:07:28.800 --> 01:07:31.520 because every bridge is different but you charge per device. 01:07:31.520 --> 01:07:34.560 If I had you come out and have a solution 01:07:34.560 --> 01:07:37.560 for an issue how does that break down. 01:07:37.600 --> 01:07:41.200 So we have in terms of business model, we have a one off set up fee 01:07:41.280 --> 01:07:44.760 to cover the cost of installing the sensors on the bridge. 01:07:45.120 --> 01:07:45.960 That's a one off. 01:07:45.960 --> 01:07:51.000 And then we have a monitoring subscription annually for the client to access. 01:07:51.000 --> 01:07:55.040 Basically our digital platform where the client can see the data, 01:07:55.040 --> 01:07:56.640 the interpretation of the data 01:07:56.640 --> 01:07:59.640 and all the insight that we provide for predictive maintenance. 01:07:59.760 --> 01:08:00.960 This is our business model. 01:08:00.960 --> 01:08:04.120 And then one follow up question you mentioned you have a US pilot. 01:08:04.440 --> 01:08:07.880 Who is that with and do you have any other do you have any other traction 01:08:07.880 --> 01:08:09.360 in the US market? 01:08:09.360 --> 01:08:11.280 Yes. I mean it's it's growing. 01:08:11.280 --> 01:08:14.280 So we it was with the Port Authority of New York and New Jersey. 01:08:14.800 --> 01:08:17.760 And through that we also so we're still in talk through that. 01:08:17.760 --> 01:08:22.160 We also connected with Department of Transportation of New York City. 01:08:22.640 --> 01:08:26.840 And they also expressed their interest in piloting our technology, early next year. 01:08:26.840 --> 01:08:29.520 So we also plan accordingly. 01:08:29.520 --> 01:08:32.800 Obviously, right now our core focus is Switzerland and Europe, 01:08:33.200 --> 01:08:35.320 but we know that the US is further down the road. 01:08:35.320 --> 01:08:38.440 And we we start, exploring this market already now 01:08:38.440 --> 01:08:41.480 and, we’re very excited about also the opportunity 01:08:41.480 --> 01:08:45.120 of doing another pilot with the Department of Transportation of New York City. 01:08:47.280 --> 01:08:49.440 Werner has the mic 01:08:49.440 --> 01:08:52.040 very relevant problem I think, and a quite sizable market 01:08:52.040 --> 01:08:53.200 very well laid out by the way. 01:08:53.200 --> 01:08:56.760 So you managed to present something very technical in a very visual way. 01:08:57.000 --> 01:08:58.040 A very different question. 01:08:58.040 --> 01:09:02.040 Your founding team is 4 PhD from well-known universities in Europe, 01:09:02.040 --> 01:09:06.600 which is great, the risk of that that you often see is that people get 01:09:06.600 --> 01:09:11.400 stuck in the technology and are spending less time on the go to market. 01:09:11.400 --> 01:09:13.800 So what's your plan on that side? 01:09:13.800 --> 01:09:14.800 So how many of your people 01:09:14.800 --> 01:09:18.000 are focused on that, and what's your plan to make this a global success? 01:09:18.560 --> 01:09:18.800 Yeah. 01:09:18.800 --> 01:09:23.000 So that's also why I got, you know, I joined the team 01:09:23.160 --> 01:09:25.280 to help them on the on the business side. 01:09:25.280 --> 01:09:26.400 But I have to say the, 01:09:26.400 --> 01:09:30.120 the CEO since day one, he fully committed on the business side. 01:09:30.360 --> 01:09:34.720 So all the technical side is on the CTO and he's a very good, businessman. 01:09:34.720 --> 01:09:38.280 He also secured I mean, he bootstrapped the company up to 01:09:38.280 --> 01:09:42.640 to around 2 million in revenue and also non dilutive funding. 01:09:42.840 --> 01:09:46.240 So he is a very good business acumen. And 01:09:47.240 --> 01:09:48.280 and also 01:09:48.280 --> 01:09:51.280 in terms of scaling maybe on the business side you know this 01:09:51.280 --> 01:09:54.360 we have a specificity in our market is that there is not so many different 01:09:54.360 --> 01:09:54.960 players right. 01:09:54.960 --> 01:09:57.960 But each players represent thousands of bridges. 01:09:58.360 --> 01:10:01.840 So right now we spend a lot of time, you know building trust in Switzerland 01:10:01.840 --> 01:10:02.760 with the Swiss government. 01:10:02.760 --> 01:10:07.320 Now we are in we have access to a potential portfolio of 4500 bridges. 01:10:07.800 --> 01:10:09.720 Same in Germany with the Autobahn. 01:10:09.720 --> 01:10:11.080 We just started with one. 01:10:11.080 --> 01:10:13.400 The Autobahn is 20,000 bridges. Right. 01:10:13.400 --> 01:10:15.120 So it's about building trust. 01:10:15.120 --> 01:10:18.080 And, and now once you're in, you can scale 01:10:18.080 --> 01:10:21.080 within one account. 01:10:21.640 --> 01:10:23.600 Okay, Thomas. 01:10:23.600 --> 01:10:25.040 Quick question. 01:10:25.040 --> 01:10:27.760 Is your technology, 01:10:27.760 --> 01:10:30.720 replicable to other infrastructures? 01:10:30.720 --> 01:10:33.200 Yes, absolutely. 01:10:33.200 --> 01:10:36.240 So when we started the company, we explored a bit 01:10:36.240 --> 01:10:39.440 which market could be where we could bring the most value. 01:10:39.440 --> 01:10:41.720 So we explored bridges because this is also where 01:10:41.720 --> 01:10:45.040 the the co-founders have their expertise but also buildings. 01:10:45.480 --> 01:10:50.160 So we also had project with some clients in the building sector. 01:10:50.160 --> 01:10:52.680 And we understood, okay, what value we can bring there. 01:10:52.680 --> 01:10:56.120 Today we strategically focus on bridges because again, 01:10:56.120 --> 01:10:57.760 this is where we have our expertise. 01:10:57.760 --> 01:11:00.760 And this is also where the market traction is for us right now. 01:11:01.480 --> 01:11:04.440 But buildings we keep this in the, in the backlog 01:11:04.440 --> 01:11:07.080 for a future growth opportunity for the for the company. 01:11:07.080 --> 01:11:08.280 And then further down the road, 01:11:08.280 --> 01:11:11.640 you can also think about the different kinds of structures, 01:11:12.280 --> 01:11:17.320 energy producing facilities, even maybe, wind turbine or this kind of thing. 01:11:17.320 --> 01:11:18.360 This is all possible. 01:11:18.520 --> 01:11:23.120 You mentioned, getting insight from lots of different bridges 01:11:23.120 --> 01:11:27.280 and pulling it all together, is there any AI behind that insight, 01:11:27.280 --> 01:11:30.280 or are you relying on the team to analyze the information? 01:11:30.800 --> 01:11:31.040 Sorry. 01:11:31.040 --> 01:11:34.040 You are speaking about comparing bridge with each other? 01:11:34.040 --> 01:11:37.800 Yes, this is based on transfer learning techniques. 01:11:38.120 --> 01:11:41.440 And this was like a proof of concept was was developed 01:11:42.480 --> 01:11:45.320 through the PhD of the CEO. 01:11:45.320 --> 01:11:46.840 So we have a proof of concept now, 01:11:46.840 --> 01:11:50.400 what we lack to further develop this algorithm is the data. 01:11:50.760 --> 01:11:55.040 So that's why now we deploy our technology on on several assets 01:11:55.800 --> 01:11:58.480 optimize our sales channels to go to portfolio level. 01:11:58.480 --> 01:12:00.840 This is already happening today. 01:12:00.840 --> 01:12:04.320 We monitor portfolio of 11 bridges from just one client. 01:12:04.920 --> 01:12:09.920 And the more data we collect, the better our algorithms will become. 01:12:09.920 --> 01:12:13.040 And then this comparing of bridges will become a reality 01:12:14.040 --> 01:12:15.360 at scale I mean. 01:12:16.080 --> 01:12:16.640 Okay. 01:12:16.640 --> 01:12:18.880 That's all the time we have for questions. 01:12:18.880 --> 01:12:21.400 Thank you so much for your presentation. 01:12:21.400 --> 01:12:24.040 I hope you leave the stage proud. Thank you. 01:12:24.520 --> 01:12:26.640 Thank you everyone. 01:12:30.040 --> 01:12:32.400 You know the drill. 01:12:32.400 --> 01:12:34.040 Opinions. Feedback. 01:12:34.040 --> 01:12:38.400 Anything you'd like to tell Samuel about his presentation? 01:12:38.400 --> 01:12:41.400 The startup. 01:12:41.640 --> 01:12:43.600 Werner 01:12:43.600 --> 01:12:45.520 I think it was very well laid out. 01:12:45.520 --> 01:12:48.520 I think this is a very technical topic, 01:12:48.520 --> 01:12:51.880 coming from PhD engineers, but I think he managed 01:12:51.880 --> 01:12:54.880 to lay that out in a very understandable way with a clear value prop 01:12:54.920 --> 01:12:56.640 So I think that was very well done. 01:12:56.640 --> 01:12:57.960 I think it's a very relevant problem. 01:12:57.960 --> 01:13:00.120 The only little thing I was missing at the end, 01:13:00.120 --> 01:13:03.720 that was the last question I had, is he didn't speak about the IP position. 01:13:03.720 --> 01:13:06.720 I would expect there is a strong one looking at the type of topic, 01:13:07.120 --> 01:13:09.120 but I think to an investor, that's for sure 01:13:09.120 --> 01:13:12.480 something that I would bring in the picture for this type of, solution. 01:13:13.440 --> 01:13:14.520 Just to add, 01:13:14.520 --> 01:13:19.040 to what Werner was saying also is the fact, on competitive analysis. 01:13:19.040 --> 01:13:22.360 So what exactly do they bring that it's 01:13:22.360 --> 01:13:26.640 so much better than the other solutions that we know that already in the market. 01:13:26.640 --> 01:13:29.840 So I think that could be could have been a little bit, emphasized. 01:13:29.880 --> 01:13:32.880 Okay, Pauline, I did see your hand go up. 01:13:33.560 --> 01:13:35.840 I think it was a very good presentation. 01:13:35.840 --> 01:13:38.040 And I like the illustration. 01:13:38.040 --> 01:13:42.960 Again, making it the topic more real for those who are not technical. 01:13:43.760 --> 01:13:49.160 But but I, you know, he mentioned the cost efficient sensors, 01:13:49.160 --> 01:13:52.160 and I would have loved to learn more about how 01:13:52.480 --> 01:13:54.640 they achieve discussed efficiency. 01:13:54.640 --> 01:13:56.960 Laura, Last one. 01:13:56.960 --> 01:13:59.400 I was just going to say, I think it was a really great presentation 01:13:59.400 --> 01:14:00.960 and similar to Kestrix 01:14:00.960 --> 01:14:03.280 I think they've really thought out what they need to do 01:14:03.280 --> 01:14:05.800 to get to the next stage of growth. 01:14:05.800 --> 01:14:08.000 They identified gaps in product development, 01:14:09.000 --> 01:14:10.200 the AI pipeline that 01:14:10.200 --> 01:14:13.200 we discussed, and they're thinking about diversification as well. 01:14:13.200 --> 01:14:14.320 So really good. 01:14:15.480 --> 01:14:17.560 Next up, NEXQT 01:14:17.560 --> 01:14:19.520 Fouzi is looking to wow the jury 01:14:19.520 --> 01:14:21.840 with their AI SaaS solution they've created 01:14:21.840 --> 01:14:24.840 to make urban decarbonization easier 01:14:26.200 --> 01:14:29.560 Hello, I’m Fouzi Benkhelifa, CEO and co founder of NEXQT. 01:14:29.880 --> 01:14:31.960 After 20 years in urban engineering, 01:14:31.960 --> 01:14:35.120 I saw that driving decarbonization and digitalization 01:14:35.280 --> 01:14:38.240 was too expensive and too complex for most cities. 01:14:38.240 --> 01:14:42.120 So we built NEXQT, a sensor-less AI platform that uses open data, 01:14:42.400 --> 01:14:45.400 satellite imagery, GPS, and existing counting devices 01:14:45.640 --> 01:14:49.360 to deliver actionable insights for city managers in near-real time 01:14:49.560 --> 01:14:53.640 without additional hardware. Deployed in 30 cities, including Paris. 01:14:54.120 --> 01:14:57.120 NEXQT orchestrates a wide range of data streams 01:14:57.120 --> 01:15:00.640 into insights at building and road level everywhere in the city. 01:15:01.320 --> 01:15:04.480 Because every city deserves the intelligence to transition. 01:15:04.480 --> 01:15:05.800 Join us and make it happen! 01:15:08.400 --> 01:15:10.280 Hello, my name is Fouzi Ben Khalifa. 01:15:10.280 --> 01:15:12.000 I just want to say one thing. 01:15:12.000 --> 01:15:13.680 Imagine this 01:15:13.680 --> 01:15:16.040 cities are spending millions in IoT 01:15:16.400 --> 01:15:19.120 to track their urban activities, 01:15:19.120 --> 01:15:21.080 but they are facing a lack 01:15:21.080 --> 01:15:22.840 of information for decarbonization. 01:15:23.480 --> 01:15:27.760 So at NEXQT, we develop a platform that helps cities 01:15:27.960 --> 01:15:31.760 to access to insight, At building and street level. 01:15:32.000 --> 01:15:35.600 What does it mean for a city to be on line with, 01:15:36.320 --> 01:15:41.200 the net zero objective by 2050? 01:15:41.200 --> 01:15:47.720 It means three pillars decarbonization in the building system, 01:15:47.720 --> 01:15:50.240 shifting from cars and renovation. 01:15:50.520 --> 01:15:54.360 But to achieve this, they have to spend 01:15:54.360 --> 01:15:58.320 a lot of budget for their decarbonization strategy. 01:15:58.680 --> 01:16:01.680 Or they are to fly in blind 01:16:03.040 --> 01:16:06.160 Here's the crazy part of the things. 01:16:06.560 --> 01:16:11.000 Cities are a very sensor rich but inside poor 01:16:11.000 --> 01:16:13.800 means that they are covered by sensors, 01:16:13.800 --> 01:16:17.480 but they are not able to make the most of this information 01:16:17.640 --> 01:16:21.920 due to siloed information system, due to the lack of competencies. 01:16:22.080 --> 01:16:27.440 So at NEXQT we help cities to access, not to data but to insights. 01:16:28.880 --> 01:16:33.600 We built an AI platform that brings this transition intelligence to every city. 01:16:33.600 --> 01:16:38.520 We squeeze the juice of every, data stream of the city 01:16:38.520 --> 01:16:41.640 concerning building, roads, energy networks. 01:16:42.200 --> 01:16:45.040 The magic of the platform is very simple. 01:16:45.040 --> 01:16:49.800 We have three level of insight at city level, district, building and roads. 01:16:50.240 --> 01:16:55.120 And the last part of the magic is that as a time machine, our platform 01:16:55.320 --> 01:16:58.440 give you access to five years of time series. 01:16:59.040 --> 01:17:01.560 From day one. 01:17:01.560 --> 01:17:06.840 Here is what the city manager can see a ready to use transition twins. 01:17:07.160 --> 01:17:08.280 Click on a building. 01:17:08.280 --> 01:17:10.680 You will see the renovation potential. 01:17:10.680 --> 01:17:11.520 Click on the street. 01:17:11.520 --> 01:17:14.520 You will see the impact of a bike lane development. 01:17:14.680 --> 01:17:15.480 Click on the district. 01:17:15.480 --> 01:17:18.480 You will see how to optimize the district heating system. 01:17:18.560 --> 01:17:20.760 It's not data visualization. 01:17:20.760 --> 01:17:24.000 It's really decision intelligence for the cities. 01:17:26.080 --> 01:17:28.440 Why cities are working with NEXQT? 01:17:28.440 --> 01:17:31.080 Very simple, simple math. 01:17:31.080 --> 01:17:34.080 We are ten times cheaper than any IoT system. 01:17:35.920 --> 01:17:40.680 We deliver eight times faster any insight to the users. 01:17:40.920 --> 01:17:45.720 We cover the city 100% 01:17:45.720 --> 01:17:49.680 And no need to have a data science degree to use our platform. 01:17:50.880 --> 01:17:53.880 Let's be concrete with the city of Paris. 01:17:53.960 --> 01:17:56.240 We help them to identify the blind spot. 01:17:56.240 --> 01:17:58.760 Where are these fossil fuel heated buildings? 01:17:58.760 --> 01:18:00.480 Just close to the district heating system. 01:18:00.480 --> 01:18:04.320 And so we can optimize it. With the city of Luxembourg. 01:18:04.560 --> 01:18:09.320 We help them also in assessing what is the real impact of that free public 01:18:10.680 --> 01:18:13.600 transport policy and have access to the insights. 01:18:13.600 --> 01:18:16.600 And with Veolia, we contribute to their roadmap 01:18:16.760 --> 01:18:19.680 for future credit carbon based services. 01:18:19.680 --> 01:18:22.400 It's concrete. It's additional revenue. 01:18:23.880 --> 01:18:24.440 Talking about 01:18:24.440 --> 01:18:30.520 revenue, we are at 40K euros in annual recurring revenue, 01:18:30.520 --> 01:18:32.600 with only one salesperson. 01:18:32.600 --> 01:18:33.960 Just do simple math, 01:18:33.960 --> 01:18:36.960 If we are ten in sales or 100 sales, it gives you the range. 01:18:38.600 --> 01:18:42.000 Our business models is very simple 01:18:42.000 --> 01:18:46.720 It's based on the population and compared to the study budget of the city. 01:18:46.920 --> 01:18:49.920 And as I told you, we are ten times cheaper. 01:18:50.280 --> 01:18:54.840 The new thing I can share with you today is, our company has been selected 01:18:54.840 --> 01:19:02.080 by ISO to draft the future GHG standard for Urban activities. 01:19:02.080 --> 01:19:05.080 Concerning the development of NEXQT we are very proud to say that 01:19:05.280 --> 01:19:08.280 after our first fundraising, 01:19:08.280 --> 01:19:12.080 we'll target 2.5 million in the in the coming year 01:19:12.280 --> 01:19:17.680 to accelerate our sales force and to develop our market across Europe. 01:19:19.520 --> 01:19:20.520 Who is NEXQT? 01:19:20.520 --> 01:19:23.880 NEXQT is a hybrid team of builders 01:19:24.040 --> 01:19:28.040 coming from companies that sell service to to cities, 01:19:28.320 --> 01:19:33.120 and top notch experts from the carbon cycle science. 01:19:33.120 --> 01:19:36.120 If you believe that every city 01:19:36.360 --> 01:19:39.360 should access to transition intelligence, 01:19:39.520 --> 01:19:42.520 join us and make it happen. 01:19:46.200 --> 01:19:48.960 Thank you so much for your pitch, Fouzi 01:19:48.960 --> 01:19:53.880 Before we turn to the jury for the Q&A part, I wanted to ask you a question. 01:19:53.880 --> 01:19:56.240 So I heard you. 01:19:56.240 --> 01:19:59.480 You were talking about the ISO standard, and I was wondering, 01:19:59.480 --> 01:20:03.960 why do you think that's the strategic opportunity for NEXQT? 01:20:05.360 --> 01:20:09.320 It's strategic because of two levels at the global level 01:20:09.320 --> 01:20:13.440 this ISO standard is in collaboration with GHG protocol, 01:20:13.520 --> 01:20:17.640 which is one of the standard of the of the GHG monitoring. 01:20:17.840 --> 01:20:20.840 And so we have the possibility to, 01:20:21.040 --> 01:20:24.160 develop our business with, very, 01:20:25.440 --> 01:20:30.760 I would say, recognized framework. 01:20:30.840 --> 01:20:35.760 Second, for small cities, it's easier to adopt our platform 01:20:36.000 --> 01:20:40.480 because they only have to rely on this ISO standard, 01:20:41.080 --> 01:20:44.640 rather than developing, terms of references for services. 01:20:44.640 --> 01:20:50.840 And so, it will accelerate the sales cycles and access to small and medium cities. 01:20:51.240 --> 01:20:53.760 Okay. Fair enough. Good point. 01:20:53.760 --> 01:20:56.960 And now I want to turn to the jury. 01:20:58.040 --> 01:21:01.280 Lara, I think you've been taking notes. 01:21:02.160 --> 01:21:04.240 So do you want to start? 01:21:04.240 --> 01:21:04.880 Yeah, sure. 01:21:04.880 --> 01:21:07.040 Thank you very much for your presentation. 01:21:07.040 --> 01:21:09.080 Congratulations on your company. 01:21:09.080 --> 01:21:13.080 So if I understood correctly and, from my perspective, 01:21:13.320 --> 01:21:16.320 one of the problems cities have is the information, 01:21:16.320 --> 01:21:22.960 and the combination of the information in different standards and type of data, 01:21:22.960 --> 01:21:25.440 how do you believe 01:21:25.440 --> 01:21:28.800 besides the ISO that you mentioned that it's easier for them 01:21:28.800 --> 01:21:33.480 to have all of these together and you are able to present them 01:21:33.480 --> 01:21:36.720 this information that actually give them insights. 01:21:36.960 --> 01:21:40.320 How do you overcome that with your solution? 01:21:40.800 --> 01:21:44.520 So, at the present time, we are working with some pioneer cities 01:21:44.520 --> 01:21:48.160 like Paris or Luxembourg and we are already facing this question. 01:21:48.640 --> 01:21:52.560 They have, activity data coming from some sectors, 01:21:52.920 --> 01:21:55.920 but what they need is, 01:21:56.040 --> 01:21:59.120 I will say a larger coverage of this information 01:21:59.320 --> 01:22:03.240 because this information system are focusing on specific buildings, 01:22:03.400 --> 01:22:08.440 are focusing on specific roads where the transition is, about things 01:22:08.640 --> 01:22:13.120 at the district level where there's no, capacity to measure this. 01:22:13.280 --> 01:22:18.640 And so we compensate, in a way, this blind spot on the city. 01:22:18.920 --> 01:22:21.240 And so, for example, for the city of Paris, 01:22:22.240 --> 01:22:24.720 they have an action plan at the city level. 01:22:24.720 --> 01:22:27.000 But now with our platform they have the action plan 01:22:27.000 --> 01:22:29.440 at the arrondissement level, at the district level. 01:22:29.440 --> 01:22:35.160 And, it helps the city to empower the local stakeholders 01:22:35.160 --> 01:22:38.280 because they can share easily with our platform, 01:22:39.280 --> 01:22:42.280 this kind of insights. 01:22:43.000 --> 01:22:45.840 Yes. Matteo 01:22:46.360 --> 01:22:47.800 Thanks for the presentation. 01:22:47.800 --> 01:22:52.000 I wanted to ask you how does your sales cycle looks like? 01:22:52.480 --> 01:22:56.720 And which scalability potential do you see for this type of solution? 01:22:57.880 --> 01:22:59.800 The sales cycle 01:22:59.800 --> 01:23:02.760 depends also on the political context. 01:23:02.760 --> 01:23:04.640 I would say that, 01:23:04.640 --> 01:23:06.960 at the present time it's around 01:23:06.960 --> 01:23:09.960 3 to 5 months. 01:23:09.960 --> 01:23:12.960 We have, you know, 01:23:13.800 --> 01:23:16.800 we have been 01:23:18.240 --> 01:23:21.240 accredited by procurement agency. 01:23:26.520 --> 01:23:30.880 most of the, of the procurement, processes. 01:23:30.880 --> 01:23:35.160 So we, for example, with the city of Saint-Cloud, 01:23:35.160 --> 01:23:39.240 just close to Paris, it takes us only six weeks to sign. 01:23:39.960 --> 01:23:43.960 And so we are shortening a lot this cycle, 01:23:44.080 --> 01:23:49.080 thanks to our capacity to be in this, procurement agency. 01:23:49.720 --> 01:23:51.320 There's many in France and in Europe. 01:23:51.320 --> 01:23:53.400 So we, we try to work with them. 01:23:53.400 --> 01:23:56.120 And in terms of scalability, 01:23:56.120 --> 01:23:59.640 in fact, we are addressing the most advanced cities, 01:23:59.640 --> 01:24:05.800 but also small cities like Mondorf-les-Bains in Luxembourg, 5000 people city, 01:24:06.120 --> 01:24:10.160 because our platform is at multiple scales. 01:24:10.440 --> 01:24:15.520 And so we don't have any issue with less equipped cities. 01:24:16.200 --> 01:24:19.080 We re working with, as I told you, 01:24:19.080 --> 01:24:22.080 with a 5000 cities and a 2 million cities. 01:24:22.320 --> 01:24:27.600 And so we demonstrate through our first customer in Luxembourg, 01:24:28.120 --> 01:24:33.320 with our pilot in Denmark and so on, that our platform is 01:24:33.320 --> 01:24:38.240 universal enough to address the, the information gap at the local level. 01:24:40.680 --> 01:24:41.720 Werner 01:24:42.200 --> 01:24:43.800 I might have a follow up question on that. 01:24:44.160 --> 01:24:47.640 You seem to have a great product, and congratulations with the customers 01:24:47.680 --> 01:24:49.600 you have onboarded in France. 01:24:49.600 --> 01:24:52.720 I think this market maybe see different initiatives around Europe, 01:24:52.720 --> 01:24:54.400 will consolidate. 01:24:54.400 --> 01:24:56.880 We see that already happening on the the company's doing that 01:24:56.880 --> 01:24:58.560 for for the businesses. 01:24:58.560 --> 01:24:59.840 So I think speed matters. 01:24:59.840 --> 01:25:04.240 And my question is how do you gonna make sure that your international expansions 01:25:04.680 --> 01:25:07.840 in B2G, which is not the most trivial one, will go fast. 01:25:07.840 --> 01:25:10.840 So how do you going to tackle that? 01:25:11.880 --> 01:25:15.920 So first, our fundraising is to develop 01:25:15.920 --> 01:25:19.800 our, sales, and the sales force is really important. 01:25:19.960 --> 01:25:23.200 I told you, with only one sales, we can have this kind of, 01:25:23.880 --> 01:25:25.360 anual reccuring revenue. 01:25:25.360 --> 01:25:27.600 And as I told you, we are also now 01:25:28.640 --> 01:25:30.600 linked to city networks. 01:25:30.600 --> 01:25:35.080 We are working with C40 cities with GHG protocol. 01:25:35.360 --> 01:25:40.200 And so we use the strength of these networks 01:25:40.560 --> 01:25:43.240 to disseminate our experience. 01:25:43.240 --> 01:25:45.600 For example, 01:25:45.600 --> 01:25:49.200 three months ago, we organized a webinar with one of the city networks. 01:25:49.200 --> 01:25:52.200 We have 200 participant. 01:25:52.360 --> 01:25:55.840 And so based on this, we catch five and ten customer, signed 01:25:56.280 --> 01:26:00.120 our strategy is to leverage, on our introduction 01:26:00.120 --> 01:26:03.120 with major influencers. 01:26:04.320 --> 01:26:05.280 Thomas. 01:26:05.280 --> 01:26:08.680 Quick question on the cost side. 01:26:09.840 --> 01:26:13.440 How do you manage the, the computers computational cost, 01:26:13.800 --> 01:26:17.040 the cloud cost, when you're going to scale up in different geographies? 01:26:17.760 --> 01:26:23.720 So first our model was built on a large scale dataset. 01:26:23.720 --> 01:26:25.600 For example, our, 01:26:28.040 --> 01:26:30.360 data sourcing for the traffic 01:26:30.360 --> 01:26:34.760 is coming from a major company, covering 83 countries. 01:26:34.760 --> 01:26:38.400 So we have exactly the same kind of data 01:26:38.880 --> 01:26:41.960 in 83 country thanks to this data source. 01:26:42.560 --> 01:26:47.400 We have also, standardized all the data cleaning and so on. 01:26:47.400 --> 01:26:51.840 So today it's only a fraction of operating cost. 01:26:52.200 --> 01:26:53.320 That is important. 01:26:53.320 --> 01:27:01.240 But we have already the infrastructure to roll out in any situation 01:27:01.520 --> 01:27:06.160 And we have also developped 01:27:08.360 --> 01:27:11.360 within our platform we have developed, 01:27:12.360 --> 01:27:15.360 digitally responsible approach. 01:27:16.320 --> 01:27:18.400 So we are trying to, 01:27:18.400 --> 01:27:22.080 to work with batches of information selected. 01:27:22.240 --> 01:27:26.640 So we are very careful for our carbon footprint 01:27:26.960 --> 01:27:28.800 and our operational costs. 01:27:29.240 --> 01:27:30.440 We still have time. Yes. 01:27:30.440 --> 01:27:31.200 Pauline. 01:27:31.200 --> 01:27:31.560 Yeah. 01:27:31.560 --> 01:27:34.320 Question on the on the onboarding of your clients. 01:27:34.320 --> 01:27:37.960 Do you have to train your clients so they can use the solution? 01:27:38.240 --> 01:27:40.320 How does it work? 01:27:40.320 --> 01:27:42.840 Honestly depends on the profile 01:27:42.840 --> 01:27:45.840 It looks like I would say 01:27:46.200 --> 01:27:48.840 citymapper, Google Earth. 01:27:48.840 --> 01:27:50.440 It's not, 01:27:50.440 --> 01:27:53.440 rocket science to access to this, but, 01:27:54.840 --> 01:27:58.480 Beyond the only the interface, the frontend, 01:27:58.800 --> 01:28:02.720 we need also, to help them, 01:28:02.720 --> 01:28:04.760 To make the most of the platform. 01:28:05.000 --> 01:28:07.800 And so the, the first session 01:28:07.800 --> 01:28:11.320 there, a training session where he trainer 01:28:11.320 --> 01:28:14.200 work on the use cases. It's part of the price. 01:28:14.200 --> 01:28:16.920 It makes the difference because they have this 01:28:16.920 --> 01:28:19.960 the feeling that they are also in capacity 01:28:20.040 --> 01:28:24.000 to address the elected official needs. 01:28:24.240 --> 01:28:28.040 They can address specific needs without, our help after that. 01:28:28.280 --> 01:28:32.640 So we empower them with concrete use case over the city. 01:28:33.480 --> 01:28:34.200 Okay. 01:28:34.200 --> 01:28:37.040 We do have time for a quick one. Lemy 01:28:38.080 --> 01:28:39.040 Apologies for 01:28:39.040 --> 01:28:42.040 the naive, statement I'm trying to understand. 01:28:42.040 --> 01:28:46.440 What is your secret sauce. Its the software you've developed? 01:28:46.920 --> 01:28:49.560 And as you, this is what I understand. 01:28:49.560 --> 01:28:54.240 And as you start marketing, do you find that there are other people 01:28:54.640 --> 01:28:59.840 who are working on the same type of software and then using the dreaded world 01:28:59.840 --> 01:29:04.200 of artificial intelligence to leapfrog into better ways to do it? 01:29:04.800 --> 01:29:08.040 So our secret sauce is a mix of, 01:29:09.120 --> 01:29:11.840 you know, expertise in, 01:29:11.840 --> 01:29:14.400 in carbon cycle science in cities. 01:29:14.400 --> 01:29:18.800 So we have access thanks to our co-founders like Philippe Ciais 01:29:19.080 --> 01:29:24.920 and Phil DeCola to this, most advanced methodology to this aggregate data. 01:29:25.040 --> 01:29:28.040 And so we have this IP for us, 01:29:29.200 --> 01:29:33.720 we have also some additional data sources, 01:29:34.600 --> 01:29:38.200 that we are processing that have not yet published. 01:29:38.440 --> 01:29:43.560 And so we know, how to, make the difference with some competitors. 01:29:43.960 --> 01:29:46.840 Honestly, we have 2 or 3 competitors today. 01:29:46.840 --> 01:29:48.400 You can see it on the CDP, 01:29:49.440 --> 01:29:52.200 Carbon Decarbonization Project Website 01:29:52.200 --> 01:29:55.480 we have Google with Google Environmental Insight Explorer, 01:29:55.480 --> 01:29:58.840 we have climate view but climate view, it's only a dashboard. 01:29:59.040 --> 01:30:02.240 But when it comes to geographical information, it's Google. 01:30:02.560 --> 01:30:06.320 And for example, we beat Google, in Paris 01:30:06.480 --> 01:30:10.680 because they were offering also their system because we are science based 01:30:10.920 --> 01:30:15.840 and means that we are not only processing data, we have to scientific control, 01:30:16.080 --> 01:30:21.440 And that's why, ISO have selected us to draft this. 01:30:22.600 --> 01:30:23.040 Okay. 01:30:23.040 --> 01:30:25.040 Thank you so much for the questions. 01:30:25.040 --> 01:30:27.600 That's all the time we have. 01:30:27.600 --> 01:30:30.000 Fouzi, I hope you are feeling 01:30:30.000 --> 01:30:33.520 confident and happy about your pitch. 01:30:33.720 --> 01:30:34.680 I'll see you backstage. 01:30:34.680 --> 01:30:37.680 Yeah, I'll see you backstage. 01:30:41.000 --> 01:30:44.040 And now it's my turn for the Q&A 01:30:44.560 --> 01:30:47.040 Jury, how did we feel about the pitch? 01:30:47.040 --> 01:30:49.960 Lara, since you asked the first one? 01:30:51.120 --> 01:30:51.920 Yeah. 01:30:51.920 --> 01:30:56.720 I think I like the fact that, indeed, 01:30:56.760 --> 01:31:01.400 you are able to do a lot of things, with the information. 01:31:01.400 --> 01:31:07.120 So being able to collect and have these data on relevant 01:31:07.280 --> 01:31:10.880 things that are happening in the cities and actually be able, 01:31:11.280 --> 01:31:15.440 as the presentation showed, to provide relevant insights. 01:31:16.320 --> 01:31:19.320 I believe also they, yeah, because I think 01:31:19.320 --> 01:31:23.280 that in terms of cities, the data sometimes it's difficult to obtain. 01:31:23.280 --> 01:31:26.240 But, from what he explained, 01:31:26.240 --> 01:31:29.160 they have different platforms where they are able to collect 01:31:29.160 --> 01:31:32.240 and then with the intelligence and the algorithms and etc. 01:31:32.240 --> 01:31:35.240 also to be able to extrapolate, which I think it's good. 01:31:35.960 --> 01:31:40.440 But, in cases where you don't have all these information, 01:31:40.440 --> 01:31:45.280 I think it might be more difficult to to have real insights on the situation. 01:31:45.760 --> 01:31:46.800 Okay. 01:31:46.800 --> 01:31:49.800 Werner, any comments? 01:31:49.800 --> 01:31:53.800 I think I felt high energy, which is always what I like to see. 01:31:53.800 --> 01:31:56.240 So I think, a good level of energy in the pitch. 01:31:56.240 --> 01:31:57.840 I think you laid out well 01:31:57.840 --> 01:31:59.600 what they were doing and about what the USP was. 01:31:59.600 --> 01:32:01.000 I would compare to competition, 01:32:01.000 --> 01:32:04.920 maybe he could spend a bit more time on the content of the USP 01:32:05.480 --> 01:32:07.680 And for me, the other remark I think 01:32:07.680 --> 01:32:11.720 is the, the scaling up to the next level and bring this internationally, 01:32:11.720 --> 01:32:15.440 it will be I think, challenging and I would recommend them to spend 01:32:15.880 --> 01:32:19.480 think a bit further of whether there is ways to accelerate that. 01:32:20.080 --> 01:32:20.760 Okay. 01:32:20.760 --> 01:32:22.640 And maybe we haven't heard from Laura. 01:32:22.640 --> 01:32:24.240 So maybe. 01:32:24.240 --> 01:32:27.000 Yeah I thought it was a great presentation. 01:32:27.000 --> 01:32:30.720 Two things that jumped out for me that were good were the ISO greenhouse 01:32:30.720 --> 01:32:32.040 gas emission standard. 01:32:32.040 --> 01:32:34.200 I think getting involved in that will really help 01:32:34.200 --> 01:32:37.200 show the prestige behind this business and help them grow. 01:32:37.440 --> 01:32:38.560 That was impressive. 01:32:38.560 --> 01:32:41.840 And the second thing was the claim that they can be 10% cheaper 01:32:41.840 --> 01:32:42.840 than their competition. 01:32:42.840 --> 01:32:45.600 I would have liked to have known a little bit more about that. 01:32:45.600 --> 01:32:48.080 I think the answer is the procurement agency and the, 01:32:49.200 --> 01:32:50.760 efficiency that gives them. 01:32:50.760 --> 01:32:53.760 But yes, maybe for next time I would like to see more. 01:32:54.120 --> 01:32:55.560 Okay. 01:32:55.560 --> 01:32:57.840 And then there's only one person we haven't 01:32:57.840 --> 01:33:00.840 heard from Philipp. 01:33:01.240 --> 01:33:03.600 yeah, for me, like, I think the only recommendation 01:33:03.600 --> 01:33:06.600 would be to focus a bit more on the team. 01:33:07.200 --> 01:33:09.800 You were answering 01:33:09.800 --> 01:33:13.040 in the last question that, the Smart cities was. 01:33:13.920 --> 01:33:15.440 Sorry. 01:33:15.440 --> 01:33:20.080 The secret sauce was in the knowledge of the team and the slide of the team. 01:33:20.080 --> 01:33:22.800 He really went over it in maybe two seconds. 01:33:22.800 --> 01:33:25.600 I focus a bit more on that because it's one of the main values 01:33:25.600 --> 01:33:28.600 that they have. 01:33:30.320 --> 01:33:30.960 And last 01:33:30.960 --> 01:33:35.080 but certainly not least, Stefan will be looking to get the jury's 01:33:35.080 --> 01:33:39.240 attention with their public transport and mobility systems solution. 01:33:40.440 --> 01:33:43.640 Hi, I'm Dominik, and together with my co-founder Stefan, 01:33:43.640 --> 01:33:46.760 we have successfully developed business models using real time 01:33:46.760 --> 01:33:49.760 mobility data over the past few years. 01:33:49.960 --> 01:33:52.960 These include location analysis platforms, 01:33:53.120 --> 01:33:56.800 mobility concepts and multimodal departure boards. 01:33:58.160 --> 01:34:01.400 We have gained deep insights into highly fragmented IT 01:34:01.440 --> 01:34:05.400 systems of transport operators and quickly realized 01:34:05.760 --> 01:34:08.280 that these systems have reached a limit. 01:34:08.880 --> 01:34:12.960 With Mobility Signage, we have developed a solution that saves cost 01:34:12.960 --> 01:34:15.960 and makes transport companies fit for the future. 01:34:16.240 --> 01:34:19.240 Unfortunately, I can't be there in person today. 01:34:19.480 --> 01:34:22.480 But you're in good hands with Stefan, so have fun! 01:34:26.960 --> 01:34:29.920 Hi, I'm Stefan from Mobility Signage 01:34:29.920 --> 01:34:33.920 and we provide modular intelligence for mass transportation. 01:34:34.360 --> 01:34:39.400 The situation is that half of the workforce will retire within the next 01:34:39.400 --> 01:34:44.520 five years, and which leads to half a million of missing workers. 01:34:44.760 --> 01:34:50.200 And in addition, we'll have 50% of more passengers in public transport 01:34:50.520 --> 01:34:53.520 if we want to meet the EU climate goals. 01:34:53.960 --> 01:34:58.760 If we look at the IT infrastructure of these mass transportation companies, 01:34:58.760 --> 01:35:00.880 then we see that these systems, 01:35:00.880 --> 01:35:03.240 are all very fragmented 01:35:03.240 --> 01:35:06.240 with proprietary interfaces they are using. 01:35:06.360 --> 01:35:07.880 They are mainly outdated. 01:35:07.880 --> 01:35:10.320 Also, if you look at these user interfaces, 01:35:10.320 --> 01:35:13.360 they look like made in the 90s and they actually are 01:35:13.920 --> 01:35:15.800 and they mostly run on premise. 01:35:15.800 --> 01:35:20.640 So you also need all these IT admins and these companies to make them run. 01:35:21.960 --> 01:35:24.120 That's why we see a potential 01:35:24.120 --> 01:35:28.320 to replace this system because they really reached their limits. 01:35:28.960 --> 01:35:33.600 It's currently one of the highest priorities and planned investments. 01:35:33.840 --> 01:35:38.680 We also see that Europe is ramping up investments for infrastructure. 01:35:39.240 --> 01:35:41.880 And finally, this market opens up 01:35:41.880 --> 01:35:44.880 for innovation and startups. 01:35:45.600 --> 01:35:48.240 Our solution is an AI native 01:35:48.240 --> 01:35:51.240 operating system for mass transportation. 01:35:51.840 --> 01:35:55.000 We provide our solution modular 01:35:55.160 --> 01:35:59.000 with open and standardized interfaces. 01:35:59.160 --> 01:36:02.280 So we don't have this fragmentation anymore. 01:36:02.720 --> 01:36:05.160 We provide it as software, as a service. 01:36:05.160 --> 01:36:07.200 So we continuously develop it. 01:36:07.200 --> 01:36:09.120 We host it in the cloud. 01:36:10.400 --> 01:36:12.720 And it's never outdated. 01:36:12.720 --> 01:36:15.440 And wherever possible we use AI 01:36:15.440 --> 01:36:18.800 or automation to make the processes, 01:36:19.920 --> 01:36:22.000 automatic and get rid of all 01:36:22.000 --> 01:36:25.000 the manual steps they are currently doing. 01:36:25.000 --> 01:36:26.120 How does it actually work? 01:36:26.120 --> 01:36:28.880 So in public transport we have a lot of data producers. 01:36:28.880 --> 01:36:30.560 Yeah, right. We have vehicles. 01:36:30.560 --> 01:36:34.320 We have sensors, schedules, constructions and so on. 01:36:34.320 --> 01:36:39.000 And on the other side, on the right side we have consumers of this data 01:36:39.000 --> 01:36:41.360 like passenger information displays. 01:36:41.400 --> 01:36:45.720 We have some interactive screen speakers where we inform passengers 01:36:45.720 --> 01:36:48.720 when the next bus comes, mobile apps and so on. 01:36:50.280 --> 01:36:55.080 And these systems are connected with a lot of different software systems, 01:36:55.080 --> 01:36:58.080 and in between with properiatery interfaces. 01:36:58.560 --> 01:37:01.920 And that's what we replace with a data hub, 01:37:02.920 --> 01:37:05.680 which contains a universal data connector. 01:37:05.680 --> 01:37:09.360 So we already implemented so many different interfaces 01:37:09.360 --> 01:37:14.040 which are known in this industry, also proprietary interfaces, 01:37:14.040 --> 01:37:18.440 so that we can connect through all these data, have them in our data hub, 01:37:18.720 --> 01:37:21.960 which then serves as a single source of truth. 01:37:22.560 --> 01:37:25.800 And based on these data we can build a foundation model, 01:37:25.800 --> 01:37:29.640 AI foundation model which really understands the public transport data. 01:37:30.240 --> 01:37:32.560 On top of that, we build modules 01:37:32.560 --> 01:37:36.160 which our customers can then use to process these data. 01:37:36.560 --> 01:37:39.240 There's like a device manager where you can monitor 01:37:39.240 --> 01:37:43.560 all your devices, content management to bring content on these, 01:37:44.880 --> 01:37:47.080 text to speech and so on. 01:37:47.080 --> 01:37:50.320 And, yeah, we already have customers, 01:37:50.520 --> 01:37:56.480 big customers like, BVG in Berlin or in Stuttgart, but also small customers. 01:37:56.480 --> 01:37:58.800 So it works for all sizes. 01:37:58.800 --> 01:38:02.760 We see that cross-selling and upselling works really well. 01:38:02.760 --> 01:38:07.760 So we follow a land and expand strategy, and we also see high usage. 01:38:07.760 --> 01:38:10.760 So they are using our modules 01:38:10.760 --> 01:38:13.760 that I have in place really often. 01:38:14.440 --> 01:38:15.800 The advantage is that we have 01:38:15.800 --> 01:38:19.800 to competitors in this market is we don't have legacy. 01:38:20.200 --> 01:38:23.200 So what those companies, 01:38:23.200 --> 01:38:26.960 market leaders still have in place, we can we we don't need this. 01:38:26.960 --> 01:38:29.880 We can build up from the ground and have no legacy. 01:38:29.880 --> 01:38:33.600 We directly start with software as a service we follow an AI 01:38:33.600 --> 01:38:37.720 or die approach means we are using AI whenever it's possible. 01:38:38.160 --> 01:38:40.560 And we directly start with a great 01:38:40.560 --> 01:38:41.880 user experience. 01:38:44.000 --> 01:38:47.520 Dominik, my co-founder, and me, 01:38:47.520 --> 01:38:52.440 we started this venture two years ago, but we already started six years ago. 01:38:52.440 --> 01:38:55.800 What you saw in the video was our first venture, Veomo. 01:38:56.320 --> 01:38:58.920 And, where we aggregated, like, 01:38:58.920 --> 01:39:01.920 more than 120 APIs. 01:39:02.440 --> 01:39:04.920 And. Yeah, right now, for Mobility Signage, 01:39:04.920 --> 01:39:08.760 we are seeking for an investment of 1.8 million. 01:39:09.160 --> 01:39:12.680 1 million is already committed from our lead investor. 01:39:13.040 --> 01:39:16.640 And if it's interesting for you to join this, then, 01:39:18.000 --> 01:39:19.240 please contact me. 01:39:19.240 --> 01:39:22.240 Thank you. 01:39:25.880 --> 01:39:28.320 Thank you, Stefan, for the pitch. 01:39:28.320 --> 01:39:31.280 Many insights there for our jury 01:39:31.280 --> 01:39:36.280 Before they get to ask their questions, I think I should ask you a question first. 01:39:36.960 --> 01:39:39.960 You've built a strong foundation. 01:39:40.160 --> 01:39:43.200 What's your approach to growing revenue from here? 01:39:43.440 --> 01:39:44.400 Yeah. 01:39:44.400 --> 01:39:48.120 So I think the, the hardest part in this is to get into this market 01:39:48.120 --> 01:39:52.600 because the, market barriers in this are really high for a new startup 01:39:52.600 --> 01:39:55.600 to get that, because you need this references and so on. 01:39:55.800 --> 01:39:59.640 And what we showcase in the last two years that with our approach 01:39:59.640 --> 01:40:03.080 this land and expand strategy, we started with a small module 01:40:03.080 --> 01:40:06.240 at this customer and then expand really works well. 01:40:06.240 --> 01:40:10.600 And so we have now a perfect foundation to grow from here. 01:40:10.920 --> 01:40:14.520 And we’ll further invest in the product development 01:40:14.760 --> 01:40:17.960 to offer our clients, broader portfolio. 01:40:18.400 --> 01:40:20.840 Okay. I'm happy with that answer. 01:40:20.840 --> 01:40:22.440 Let's turn to the questions. 01:40:22.440 --> 01:40:24.280 Thomas is there like me? Me. 01:40:26.400 --> 01:40:28.960 Thank you very much for the presentation. 01:40:28.960 --> 01:40:31.920 I have the first question on the cyber security. 01:40:31.920 --> 01:40:34.320 How do you address this topic and the risk of outage? 01:40:34.320 --> 01:40:37.600 We saw that a cloud is good, but we can have some outage. 01:40:37.600 --> 01:40:42.680 The AWS they were out a few you days ago I think. 01:40:42.680 --> 01:40:44.040 So how do you address that? 01:40:44.040 --> 01:40:47.040 Yeah. So cyber security is a big topic. 01:40:47.160 --> 01:40:50.360 So we address this also with like certifications. 01:40:50.360 --> 01:40:55.080 We are an ISO 27 001 certification process right now for example. 01:40:55.320 --> 01:41:00.000 So this is one thing. 01:41:02.320 --> 01:41:06.120 And basically what we also see is that okay right now 01:41:06.120 --> 01:41:07.920 they have this on premise solution, 01:41:07.920 --> 01:41:11.200 but they also need the admins and so on to maintain this. 01:41:11.520 --> 01:41:15.240 And what we also see is most of them don't have the capacity to do 01:41:15.360 --> 01:41:17.400 to really work on these on premise solutions. 01:41:17.400 --> 01:41:21.720 So I think with our solution, we can have a much better, much secure 01:41:21.720 --> 01:41:24.720 solution compared to what they have. 01:41:24.800 --> 01:41:26.240 Laura has the mic. 01:41:26.240 --> 01:41:29.240 Hi, Stefan, is your software 01:41:29.400 --> 01:41:30.560 you say it's modular? 01:41:30.560 --> 01:41:33.480 Is the pricing to the end user based on modules, 01:41:33.480 --> 01:41:35.440 or do they have to subscribe to the whole thing? 01:41:35.440 --> 01:41:38.240 It's modular. So this is one of the core things. 01:41:38.240 --> 01:41:42.960 In the past like competitors had basically like a monolith. 01:41:42.960 --> 01:41:43.600 Right. 01:41:43.600 --> 01:41:47.760 Like one big software that you had to and which was fulfilling 01:41:48.640 --> 01:41:49.760 all these requirements. 01:41:49.760 --> 01:41:52.920 But this was one big software, and it's also super 01:41:52.920 --> 01:41:55.920 hard to replace for these public transport companies. 01:41:56.040 --> 01:41:57.720 And this is our approach. 01:41:57.720 --> 01:41:59.520 We go with this modular approach. 01:41:59.520 --> 01:42:03.120 And so then it's much easier for them to replace. 01:42:03.240 --> 01:42:06.240 Start with replacing small parts of it. 01:42:06.840 --> 01:42:07.080 Yeah. 01:42:07.080 --> 01:42:10.520 And if a customer only takes one module and they're not interested in 01:42:10.520 --> 01:42:13.520 anything else, does that make sense for you commercially? 01:42:13.640 --> 01:42:14.920 Yeah, it's still makes sense. 01:42:16.040 --> 01:42:18.200 But as of now, 01:42:18.200 --> 01:42:22.320 most of them, like I would say six out of eight already requested an upsell 01:42:22.360 --> 01:42:23.880 in the last two years. 01:42:23.880 --> 01:42:26.440 So it works pretty well, 01:42:26.440 --> 01:42:29.440 I would say. 01:42:29.520 --> 01:42:32.760 And what key learnings from Vilma, are shaping, 01:42:33.480 --> 01:42:37.080 your strategy and in particular, your go to market strategy. 01:42:37.080 --> 01:42:40.080 And, the customer acquisition. 01:42:40.920 --> 01:42:42.720 So it's a bit of a different market. 01:42:42.720 --> 01:42:44.160 We addressed this, Vilma. 01:42:44.160 --> 01:42:47.160 So we didn't address public transport as well as more, 01:42:47.440 --> 01:42:50.280 real estate industry. 01:42:50.280 --> 01:42:53.200 Also, yeah, mostly real estate industries that we address there. 01:42:53.200 --> 01:42:57.880 So it's a bit of a different market, but still of, of course, like, 01:42:58.520 --> 01:43:01.160 building up teams, sales teams. 01:43:01.160 --> 01:43:04.520 And so there were so many learnings that we can apply to in the new company. 01:43:05.400 --> 01:43:07.800 Yeah. 01:43:07.800 --> 01:43:08.880 Matteo. 01:43:08.880 --> 01:43:09.240 Yeah. 01:43:09.240 --> 01:43:12.920 What are the main challenges you see to reach 2 million, 01:43:13.200 --> 01:43:16.360 in recurring revenue in two years? 01:43:16.880 --> 01:43:19.880 So as I said, right now, 01:43:20.240 --> 01:43:24.600 with our product portfolio, we concentrate mostly on passenger information. 01:43:24.800 --> 01:43:25.560 And this is like 01:43:25.560 --> 01:43:29.320 our entrance in this market, but our vision is much stronger, right? 01:43:29.320 --> 01:43:31.920 We want to be like an operating system for them. 01:43:31.920 --> 01:43:36.480 So we will mainly invest in development so that we, 01:43:37.880 --> 01:43:38.640 have further 01:43:38.640 --> 01:43:42.840 modules to really fulfill this vision of being the operating system. 01:43:42.840 --> 01:43:46.800 And not only like this part of passenger information that we serve right now. 01:43:47.280 --> 01:43:48.800 And then, of course, also sales. 01:43:48.800 --> 01:43:51.480 Right? We, 01:43:51.480 --> 01:43:54.280 yeah, we need you need to be 01:43:54.280 --> 01:43:56.880 especially in this market, it's also people's business 01:43:56.880 --> 01:43:59.920 and you need to be in contact early with them because 01:43:59.920 --> 01:44:02.920 sales sales cycles, 01:44:03.040 --> 01:44:06.040 are a bit longer than in other markets probably. 01:44:06.200 --> 01:44:09.640 So you need new to have early touchpoints with them. 01:44:11.000 --> 01:44:11.720 Lemy 01:44:12.080 --> 01:44:15.080 So if I understand correctly the magic sauce is 01:44:15.400 --> 01:44:18.320 you are replacing a lot of disparate 01:44:18.320 --> 01:44:21.320 software, outdated programs 01:44:21.600 --> 01:44:22.400 with yours. 01:44:22.400 --> 01:44:23.880 And what happens to these old things. 01:44:23.880 --> 01:44:26.880 They simply trash them? 01:44:27.120 --> 01:44:29.320 They simply delete them? 01:44:30.240 --> 01:44:31.720 The old programs? Yeah 01:44:31.800 --> 01:44:35.400 I mean, if we replace them fully, then they are not needed anymore. Yes. 01:44:37.640 --> 01:44:39.160 But they are also there will 01:44:39.160 --> 01:44:43.080 be a part or a time where we maybe 01:44:43.880 --> 01:44:47.520 do not replace like the full big monolith 01:44:47.560 --> 01:44:51.040 they currently have in place, but only parts of it. 01:44:51.280 --> 01:44:54.800 And so what we do in this case, to make it easier for them to, 01:44:55.960 --> 01:44:58.640 get started with our modules, is we implement 01:44:58.640 --> 01:45:02.720 these proprietary interfaces that the current solution has 01:45:03.160 --> 01:45:06.800 and can get the data from there, and so are still like, 01:45:07.560 --> 01:45:12.000 yeah, there can still, be a time where both software, 01:45:12.200 --> 01:45:15.200 our solution and the current solution is in place. 01:45:15.880 --> 01:45:19.800 So the, the client, have you had clients saying, 01:45:19.840 --> 01:45:23.880 okay, you’re a startup, how can we trust you compared to, 01:45:23.920 --> 01:45:27.680 you know, one of these big companies that I know 01:45:27.960 --> 01:45:31.080 if there's a problem, there will be 20 technicians on the spot. 01:45:31.800 --> 01:45:33.720 I think that's the biggest point in this market. 01:45:33.720 --> 01:45:35.640 You need trust, you need references. 01:45:35.640 --> 01:45:38.920 And that's why I said the entrance barrier in this market is so high. 01:45:39.120 --> 01:45:42.000 Once you are in this market, it's like super sticky, right? 01:45:42.000 --> 01:45:46.040 In the software, you have long contracts and so on, super attractive ones. 01:45:46.040 --> 01:45:48.160 But getting in is so hard 01:45:48.160 --> 01:45:51.160 and that's why we don't see any innovation in this market. 01:45:51.200 --> 01:45:52.120 But what we 01:45:52.120 --> 01:45:56.320 what we showed in the last two years, that was this approach that we have 01:45:57.960 --> 01:45:59.960 going in with small modules. 01:45:59.960 --> 01:46:01.640 And then, 01:46:01.640 --> 01:46:04.440 by the time they 01:46:04.440 --> 01:46:06.920 we gain the trust from these customers 01:46:06.920 --> 01:46:10.560 and they, where we can do upsell with more and more modules. 01:46:10.920 --> 01:46:13.920 This approach works. 01:46:14.680 --> 01:46:15.680 Okay. 01:46:15.680 --> 01:46:18.240 Lara has a question. Yes. 01:46:18.240 --> 01:46:21.440 If I understood, you already have, some clients or, 01:46:21.880 --> 01:46:24.880 some entities what are the success 01:46:24.880 --> 01:46:27.880 KPIs that this client, 01:46:28.720 --> 01:46:31.640 liked in your product? 01:46:31.640 --> 01:46:35.720 I give you one example from public transport to make a bit more clear. 01:46:35.920 --> 01:46:37.280 What's the issue there. 01:46:37.280 --> 01:46:39.800 So when you are a public transport company 01:46:39.800 --> 01:46:43.880 and you think about passenger information screens at the bus stop, for example. 01:46:43.880 --> 01:46:44.360 Yeah. 01:46:44.360 --> 01:46:48.360 Then every so and so year you do a tender for these screens. 01:46:48.360 --> 01:46:51.040 There and you think about the hardware first. Okay. 01:46:51.040 --> 01:46:53.560 And then you do a tender for this hardware. 01:46:53.560 --> 01:46:57.720 And then you also get a software delivered with it to get the data on the screen. 01:46:58.200 --> 01:47:01.440 And then next time you make a tender for, 01:47:02.160 --> 01:47:06.760 TFT screens, then you make one few years later for LED screens, then e-paper. 01:47:06.760 --> 01:47:10.480 So different technologies and then also maybe different vendors in. 01:47:10.760 --> 01:47:15.680 And then by time you have maybe six different software systems 01:47:16.440 --> 01:47:19.440 to provide data to all these different kind of screens. 01:47:19.680 --> 01:47:20.520 Right. 01:47:20.520 --> 01:47:23.720 And this makes your IT infrastructure super messy. 01:47:23.720 --> 01:47:27.240 And also the, the software that you get there is from hardware vendors. 01:47:27.360 --> 01:47:29.520 So they are more interested in selling you the hardware. 01:47:29.520 --> 01:47:33.000 They don't have a focus on a good working software. 01:47:33.400 --> 01:47:36.480 And what we already do is we have one software 01:47:36.480 --> 01:47:39.120 supporting all these different screen technologies, 01:47:40.120 --> 01:47:42.680 and that's already such a big win for them. 01:47:42.680 --> 01:47:45.360 They have one software supporting all these different 01:47:45.360 --> 01:47:47.280 and it's not a black box anymore. 01:47:47.280 --> 01:47:49.320 These other systems are black box. 01:47:49.320 --> 01:47:52.960 If something is not showing on the screen, they don't know who's responsible 01:47:52.960 --> 01:47:55.960 actually for this, who's sending to whom, which data. 01:47:56.040 --> 01:47:57.280 And we open this up. 01:47:57.280 --> 01:48:01.320 We show them really which data are coming in, which data are going out. 01:48:02.400 --> 01:48:05.040 from a black box 01:48:05.040 --> 01:48:08.040 we go to really an open 01:48:08.480 --> 01:48:11.480 monitoring for all these interfaces. 01:48:12.120 --> 01:48:12.960 Okay. 01:48:12.960 --> 01:48:14.400 Thank you so much Stefan. 01:48:14.400 --> 01:48:18.720 You've had the honor of closing the Smart Deal because you’re our last pitch. 01:48:18.720 --> 01:48:20.400 So thank you so much for your time. 01:48:20.400 --> 01:48:23.400 Thank you so much. 01:48:26.040 --> 01:48:28.000 So we've done this five times. 01:48:28.000 --> 01:48:30.840 Let's do six feedback 01:48:32.400 --> 01:48:32.840 I mean I 01:48:32.840 --> 01:48:35.840 think it was an interesting presentation. 01:48:35.840 --> 01:48:38.200 Curious to to know more maybe 01:48:38.200 --> 01:48:41.200 I'll have a little chat later. 01:48:41.520 --> 01:48:44.240 The problem was well explained. 01:48:44.240 --> 01:48:45.920 The solution is clear. 01:48:45.920 --> 01:48:49.920 There were a lot of questions regarding the go to market and the scalability. 01:48:49.920 --> 01:48:52.920 I think these are, 01:48:52.920 --> 01:48:55.200 two elements that, 01:48:55.200 --> 01:48:58.400 for this type of solution needs to be taken into account. 01:48:59.200 --> 01:49:00.720 Yeah. 01:49:00.720 --> 01:49:03.800 my advice is, 01:49:03.800 --> 01:49:07.600 without the, Q&A, I would not have understood 01:49:08.040 --> 01:49:10.600 what this business actually does, while 01:49:10.600 --> 01:49:13.800 with the two previous presentations from their presentation. 01:49:13.800 --> 01:49:16.800 I had a clear idea what the product is, what you know, how they were, 01:49:17.240 --> 01:49:20.240 and that he should have given some 01:49:20.320 --> 01:49:23.320 at least one example during his presentation. 01:49:23.800 --> 01:49:24.480 Yeah. 01:49:24.480 --> 01:49:27.960 Maybe I agree that, some use case would be easier to understand the 01:49:28.200 --> 01:49:30.480 value proposition, but the pitch was great. 01:49:30.480 --> 01:49:34.640 And, I agree that the market penetration is key in this sector. 01:49:35.040 --> 01:49:39.240 And to be sure that the technology is robust, without outage risk, 01:49:39.240 --> 01:49:41.880 and, I think that the challenge. 01:49:42.080 --> 01:49:42.480 Laura 01:49:42.800 --> 01:49:45.600 For me, I understand this market sector quite well. 01:49:45.600 --> 01:49:49.800 So I was clear on what the USP was, for the solution. 01:49:49.960 --> 01:49:52.120 I liked how he sort of addressed 01:49:52.120 --> 01:49:55.480 the facts of, you know, older systems being fragmented, etc., 01:49:55.480 --> 01:49:58.840 and then explaining how his solution will, solve that problem. 01:49:59.080 --> 01:50:03.400 And the point about hardware vendors sometimes selling a mediocre 01:50:03.720 --> 01:50:06.720 piece of UX, and how this is so much more superior. 01:50:06.720 --> 01:50:07.960 I thought that was that was great. 01:50:10.080 --> 01:50:12.000 Werner 01:50:12.000 --> 01:50:15.920 To me, it's the beautiful of this thing. 01:50:15.920 --> 01:50:17.360 It's a very simple idea 01:50:17.360 --> 01:50:20.360 which you could apply, I think, in many other areas, by the way. 01:50:20.600 --> 01:50:22.200 But at the same time, that's also the weakness. 01:50:22.200 --> 01:50:25.320 So I think other people must be thinking about something similar. 01:50:25.320 --> 01:50:27.560 And I would encourage, 01:50:27.560 --> 01:50:30.720 the founders to look to move fast. 01:50:30.840 --> 01:50:33.200 I think speed, I think is essential, which is the obvious in this, 01:50:33.200 --> 01:50:36.520 in this sector, but also keep a close look at what, 01:50:36.520 --> 01:50:39.520 what other people are doing to make sure that they stay ahead. 01:50:39.760 --> 01:50:40.440 Okay. 01:50:40.440 --> 01:50:41.320 Actually, let me ask 01:50:41.320 --> 01:50:45.880 one more person, Michael, because I think we haven't heard from you this pitch. 01:50:47.800 --> 01:50:51.280 It's interesting, you know, you dive into some of these 01:50:52.400 --> 01:50:53.880 programs that have been used in 01:50:53.880 --> 01:50:57.400 some of these industries, and you realize it hasn't been changed in decades. 01:50:57.400 --> 01:51:00.800 And I think the operators in certain industries 01:51:00.800 --> 01:51:04.440 get so used to that software, and they don't like the change. 01:51:04.440 --> 01:51:06.720 And so they're just kind of set in their ways. 01:51:06.720 --> 01:51:10.320 So I think entry into the types of markets are very tough. 01:51:10.320 --> 01:51:14.400 But once you can get in, I think it's correct in the sense of yeah, 01:51:14.400 --> 01:51:19.160 you can just once you get the data over, you can basically trash the software. 01:51:19.160 --> 01:51:20.320 However, 01:51:20.320 --> 01:51:24.920 how do you get buy in from those users that are pretty much set in their ways? 01:51:24.920 --> 01:51:27.960 So I think it's a tough, 01:51:29.200 --> 01:51:32.440 entry into that, industry. 01:51:33.720 --> 01:51:36.560 But, once you get in, I think there's a lot of potential. 01:51:37.680 --> 01:51:38.200 That's it 01:51:38.200 --> 01:51:41.840 for the 2025 edition of The Smart deal. 01:51:41.840 --> 01:51:44.160 We had six incredible pitches, 01:51:44.160 --> 01:51:48.200 and it was a very exciting day, but there's still something exciting left. 01:51:48.400 --> 01:51:49.680 The deal reveal. 01:51:49.680 --> 01:51:54.600 So stay tuned to find out who gets the €50,000 grant 01:51:54.880 --> 01:51:57.160 and maybe some business deals 01:51:58.720 --> 01:52:00.600 Thanks to the sponsors 01:52:00.600 --> 01:52:02.040 Connexin, Schréder and Via Verde 01:52:02.040 --> 01:52:04.960 €50,000 in non-dilutive grants 01:52:04.960 --> 01:52:08.360 were on the table so we first heard why 01:52:08.360 --> 01:52:12.240 the sponsors believed it was important to support these startups. 01:52:12.600 --> 01:52:14.080 Hello everybody. 01:52:14.240 --> 01:52:15.480 If you have not met me yet, 01:52:15.480 --> 01:52:16.600 my name is Laura 01:52:16.600 --> 01:52:18.160 I work for a company called Connexin 01:52:18.160 --> 01:52:19.680 and we are on a mission to connect 01:52:19.680 --> 01:52:21.120 the real world with the digital world 01:52:21.120 --> 01:52:23.040 to improve the way we live. 01:52:24.320 --> 01:52:27.720 We do this by taking information from our network, our sensors 01:52:27.720 --> 01:52:31.440 and our data, and turning that into real world insights for our clients. 01:52:32.040 --> 01:52:33.600 And using this model, 01:52:34.560 --> 01:52:37.560 we have lots of different use cases in operation today. 01:52:37.840 --> 01:52:39.960 And I won't go through everything. 01:52:39.960 --> 01:52:40.640 But basically 01:52:40.640 --> 01:52:43.720 everything rests on our backbone, which is our network infrastructure. 01:52:44.440 --> 01:52:47.600 Predominantly that's LoRaWAN and we have and around 01:52:47.600 --> 01:52:50.760 a thousand sensors connecting, to that in various places 01:52:51.200 --> 01:52:55.200 that's powering things like smart buildings and so air quality, 01:52:55.400 --> 01:53:00.360 occupancy energy, etc., which is allowing smarter, greener operations. 01:53:01.280 --> 01:53:04.000 We work with utility companies, so we provide 01:53:04.000 --> 01:53:08.040 smart water meters and leakage detection, which is helping 01:53:08.040 --> 01:53:11.040 water companies manage their water better and reduce waste. 01:53:12.080 --> 01:53:14.720 We work in the public sector and mobility space. 01:53:14.720 --> 01:53:19.800 So we have smart lighting, connected traffic lights, lots of different 01:53:19.800 --> 01:53:25.000 sorts of bin sensors, all helping to create smarter, greener, more efficient spaces. 01:53:25.560 --> 01:53:28.320 All of this feeds into our platform, ConnexinOS. 01:53:29.760 --> 01:53:31.800 So just to go into the detail behind that a little bit 01:53:31.800 --> 01:53:35.000 more, you can see from the bottom we have our network layer. 01:53:35.040 --> 01:53:38.040 We do use LoRaWAN predominantly, as I said before. 01:53:38.040 --> 01:53:41.680 But we are starting to explore NB-IoT and a few other options. 01:53:43.240 --> 01:53:47.120 The data is then all integrated into our operating system. 01:53:47.520 --> 01:53:50.520 Well, we'll also sometimes bring in third party feeds, 01:53:51.320 --> 01:53:54.840 so APIs from our client systems or their providers. 01:53:55.200 --> 01:53:59.000 And within that operating software we normalize the data. 01:53:59.000 --> 01:54:03.600 So we decrypt it, clean it, standardize it, and store it to maintain accuracy. 01:54:04.560 --> 01:54:07.360 And then the data is presented into the various, 01:54:07.360 --> 01:54:09.120 different versions of ConnexinOS. 01:54:09.120 --> 01:54:12.600 So our water companies, for example, will use waterOS. 01:54:12.920 --> 01:54:15.840 And in there they will have dashboards that show them, 01:54:15.840 --> 01:54:17.320 real time insights. 01:54:18.000 --> 01:54:20.640 To demonstrate our success. 01:54:21.040 --> 01:54:21.880 We currently have 01:54:21.880 --> 01:54:25.360 over 6 million premises in the UK that are covered by our LoRaWAN network, 01:54:25.800 --> 01:54:30.800 and we're forecasted to have 36.5 million by 2030. 01:54:31.120 --> 01:54:34.120 So a big, aim there for us. 01:54:34.360 --> 01:54:38.160 We have 275,000 smart water meters connected 01:54:38.360 --> 01:54:42.600 and a further 2.9 million to connect as part of our existing contracts. 01:54:43.000 --> 01:54:45.280 So we're very busy. 01:54:45.280 --> 01:54:48.680 On the contracts, we have four long term ones in place. 01:54:48.680 --> 01:54:53.400 And the fifth, which is just about to, be announced for smart water metering. 01:54:54.240 --> 01:54:57.720 I mentioned that because these are long term contracts, minimum of ten years 01:54:57.720 --> 01:55:00.000 that have really secured the future of our business. 01:55:00.000 --> 01:55:01.160 So great for us. 01:55:01.560 --> 01:55:04.760 We are one of the UK's largest independent LoRaWAN networks, 01:55:05.360 --> 01:55:08.280 which we're proud, we want to be the biggest and stay the biggest. 01:55:09.880 --> 01:55:11.080 ESG is something that's 01:55:11.080 --> 01:55:14.080 really close to our hearts and something that we're proud of. 01:55:14.240 --> 01:55:17.560 An example of that, to quantify it is Yorkshire Water. 01:55:17.560 --> 01:55:20.920 One of our clients have announced recently that they have reduced 01:55:21.120 --> 01:55:24.640 wastage by 15% through one of our, solutions. 01:55:24.640 --> 01:55:29.240 So that's, saving literally millions of liters of water every year in the UK. 01:55:30.640 --> 01:55:32.880 And then finally through innovations, 01:55:32.880 --> 01:55:36.480 internally, we're making ourselves more sustainable by doing things 01:55:36.480 --> 01:55:42.480 such as, on the fiber network, using AI driven GIS planning, 01:55:42.760 --> 01:55:46.240 to make our sort of networks more efficient and without wastage. 01:55:48.360 --> 01:55:49.440 That's it. 01:55:49.440 --> 01:55:53.360 I just wanted to say thank you, to everyone for letting us participate. 01:55:54.160 --> 01:55:58.160 For the startups that pitched yesterday, you should know that 5 to 6 years ago, 01:55:58.160 --> 01:56:00.600 Connexin was very much in the same position as you. 01:56:00.600 --> 01:56:02.320 And we were looking for investment. 01:56:02.320 --> 01:56:06.120 And, I hope that Connexin is therefore an inspiration to you guys. 01:56:06.120 --> 01:56:09.920 So if you have a strong, solid strategy and the determination 01:56:09.920 --> 01:56:12.200 to see that through, then you will succeed. 01:56:12.200 --> 01:56:12.960 Thank you very much. 01:56:15.960 --> 01:56:16.800 Welcome, everybody. 01:56:16.800 --> 01:56:18.480 Thank you Antoine for the introduction. 01:56:18.480 --> 01:56:20.560 I’m Werner De Wolf from Schréder. 01:56:20.560 --> 01:56:21.240 Who are we? 01:56:21.240 --> 01:56:24.080 We are the leading global players 01:56:24.080 --> 01:56:28.080 in lighting, smart lighting of outdoor spaces. 01:56:28.080 --> 01:56:30.960 And I would characterize us, like, in, the spirit 01:56:30.960 --> 01:56:34.160 of a young startup, our scale up with 150 years of experience. 01:56:34.160 --> 01:56:35.240 And I'm very serious on that. 01:56:35.240 --> 01:56:38.520 We want to really keep the entrepreneurial spirit of the many people 01:56:38.520 --> 01:56:41.960 we have seen pitching yesterday and combine that with and say was, 01:56:42.320 --> 01:56:45.600 pretty well grounded more than a hundred years of experience. 01:56:45.600 --> 01:56:47.840 We are a family owned business headquartered in Belgium 01:56:47.840 --> 01:56:51.040 and active all over the world in more than 70 countries. 01:56:51.400 --> 01:56:54.320 All what we do is about three main keywords. 01:56:54.320 --> 01:56:58.480 It's about providing more safety, which is obvious when it's about traffic 01:56:58.480 --> 01:56:59.600 and roads. 01:56:59.600 --> 01:57:03.960 It's about providing more comfort so that people can live 01:57:03.960 --> 01:57:06.960 a good life in the cities that we, that we put light in. 01:57:07.360 --> 01:57:11.080 But lastly, and for sure, very important to do it in a sustainable way. 01:57:11.120 --> 01:57:15.240 We can play a role to, let's say, decarbonize cities to make sure that, 01:57:15.400 --> 01:57:19.320 we typically are 40% of the energy consumption of a city, 01:57:19.320 --> 01:57:23.040 which we can heavily reduce by doing the right things on smart lighting. 01:57:23.320 --> 01:57:26.160 But we can also play an important role in circular economy, 01:57:26.160 --> 01:57:30.640 as well as in biodiversity, by avoiding, for example, light pollution 01:57:30.880 --> 01:57:33.880 and making sure indeed that people, citizens, can live 01:57:33.880 --> 01:57:36.880 a good life in the cities that we light. 01:57:37.280 --> 01:57:39.000 Why are we in smart cities? 01:57:39.000 --> 01:57:42.000 Well, for the simple reason that wherever you live in this room, 01:57:42.120 --> 01:57:46.160 we most likely have a managed smart asset within hundred meters of where you live. 01:57:46.960 --> 01:57:50.600 But I want to say by that is that lighting poles are there 01:57:50.600 --> 01:57:55.000 every 60 meter in every street we have, let's say building permit, we have power. 01:57:55.000 --> 01:57:57.000 We have a communication backhaul. 01:57:57.000 --> 01:58:01.280 We have a huge opportunity to make those poles smart 01:58:01.280 --> 01:58:04.600 and providing added value for the citizens that live in the neighborhoods. 01:58:05.040 --> 01:58:06.120 And that's basically what we are doing. 01:58:06.120 --> 01:58:08.040 If you have some time later on 01:58:08.040 --> 01:58:11.520 pass by our stand, which is in the hall, a bit further there to the left, 01:58:12.120 --> 01:58:14.520 pass by the stand to take a look at what we are doing 01:58:14.520 --> 01:58:18.680 and what functionality can be added to a light bulb to indeed 01:58:18.680 --> 01:58:22.840 work on both safety, sustainability and comfort of of living. 01:58:23.520 --> 01:58:24.560 Why are we here? 01:58:24.560 --> 01:58:29.680 I think similar to what Laura mentioned, on one hand, to get inspired, 01:58:29.680 --> 01:58:34.280 I think it's amazing to see the energy from the startups and scale ups yesterday. 01:58:34.280 --> 01:58:38.280 It's inspiring for us to listen to you guys understand what you are doing, 01:58:38.760 --> 01:58:40.160 but also to inspire you. 01:58:40.160 --> 01:58:43.200 It's also great to have the dialog with you, afterwards, 01:58:43.200 --> 01:58:46.560 to indeed work together and to see how we can create value. 01:58:47.080 --> 01:58:51.000 If I look at what NEXQT brought yesterday in the space of carbon 01:58:51.000 --> 01:58:54.360 accounting for cities, that's very close to also what we are doing with our, 01:58:55.320 --> 01:58:56.400 what is our Exedra Solution 01:58:56.400 --> 01:58:59.360 when it comes to reducing the carbon footprint in the city. 01:58:59.360 --> 01:59:02.360 So getting inspired and hopefully inspiring. 01:59:02.640 --> 01:59:06.960 We are a company that is willing to invest in smart scale ups that are in the area 01:59:06.960 --> 01:59:08.000 where we can play. 01:59:08.000 --> 01:59:12.240 So if you have, ideas, suggestions, don't hesitate to reach out to me 01:59:12.240 --> 01:59:14.120 or my colleagues to have a discussion. 01:59:14.120 --> 01:59:17.160 Thank you all for the great pitches yesterday, the great ideas 01:59:17.160 --> 01:59:20.360 you're working on, and keep working hard to make them come to life. 01:59:22.400 --> 01:59:23.080 Thank you again 01:59:23.080 --> 01:59:25.040 for the opportunity to be here. 01:59:25.320 --> 01:59:26.880 So we are Via Verde, 01:59:26.880 --> 01:59:28.760 and our main purpose 01:59:28.760 --> 01:59:30.320 as we like to call ourselves 01:59:30.320 --> 01:59:31.960 is like we provide mobility. 01:59:31.960 --> 01:59:34.320 So, what do we do? 01:59:34.320 --> 01:59:38.760 Well, we allow access and payments to people that are our clients 01:59:38.760 --> 01:59:43.320 and we come from, a big group, as we said, called Brisa. 01:59:43.320 --> 01:59:46.320 And Brisa manages a lot of highways in Portugal. 01:59:46.480 --> 01:59:50.680 And we are a company created within the group for the purpose of, 01:59:51.240 --> 01:59:54.240 supporting and facilitating the tolling collection. 01:59:54.240 --> 01:59:58.200 So moving from, let's say, what you see here on the left is a ticket 01:59:58.600 --> 01:59:59.520 for many years ago 01:59:59.520 --> 02:00:03.280 when you passed the toll plaza, and then we moved from using a device in the car, 02:00:03.520 --> 02:00:08.240 and you pass a lane without even stop and eventually to a digital world. 02:00:09.520 --> 02:00:09.960 We have 02:00:09.960 --> 02:00:12.960 like, major milestones, within our story. 02:00:12.960 --> 02:00:18.320 So we started in 1991 with the spread of the Via Verde system within the country. 02:00:18.480 --> 02:00:23.000 We started in the concessions of Brisa and then we expanded 02:00:23.000 --> 02:00:25.000 to all the concessions in the country. 02:00:25.000 --> 02:00:28.000 So it's a system that works not only in our, 02:00:28.080 --> 02:00:31.000 let's say mother company, but also in the others. 02:00:31.000 --> 02:00:36.120 And we evolved from tolling basic service to other services as parking. 02:00:36.280 --> 02:00:38.880 paying fuel, paying ferry, farmadrive. 02:00:38.880 --> 02:00:41.880 So a lot of systems that you could use, using this device 02:00:42.200 --> 02:00:44.640 in 2015 with digitalization. 02:00:44.640 --> 02:00:49.440 So we thought we should move also to have our services within the mobile phone, 02:00:49.440 --> 02:00:52.760 which is something that was becoming quite popular at the time, as you know. 02:00:52.960 --> 02:00:56.880 So we also added some services related with parking on street 02:00:56.880 --> 02:00:58.440 and also electric vehicles. 02:00:58.440 --> 02:01:02.160 And more recently we have a mandate for internationalization 02:01:02.360 --> 02:01:05.280 where we are starting to operate systems 02:01:05.280 --> 02:01:08.480 in the Netherlands and also having other services 02:01:08.480 --> 02:01:13.800 for our clients like public transport, other micro-mobility services 02:01:14.040 --> 02:01:17.640 and eventually even being, an EV operator. 02:01:18.200 --> 02:01:22.280 This has also made us evolve from a different model, from a purchase 02:01:22.280 --> 02:01:25.560 model where you could buy the device to put in the car in the beginning, 02:01:25.560 --> 02:01:30.160 to a subscription model where we like to add different services 02:01:30.160 --> 02:01:34.680 for our clients, so that they can see an added value in the system. 02:01:34.840 --> 02:01:40.360 So we have been moving from making a shift as although we are a mobility company, 02:01:40.360 --> 02:01:44.640 but we started in the base of having a car, having a device 02:01:44.640 --> 02:01:48.000 and a specific service to be to have a more 02:01:48.000 --> 02:01:51.080 integrated experience, better related with the person. 02:01:51.080 --> 02:01:56.000 So a user centric experience, not having an only device, but an app 02:01:56.000 --> 02:02:00.400 where you can have a majority of services and with an ecosystem. 02:02:00.400 --> 02:02:04.800 So not having only tolling and parking, but you can have the bundle of services 02:02:04.800 --> 02:02:07.800 that actually makes sense for our customers. 02:02:07.920 --> 02:02:11.280 So, we like to say that we build the future 02:02:11.280 --> 02:02:12.320 ok, this is a lot of marketing. 02:02:12.320 --> 02:02:14.280 But I think that is the purpose 02:02:14.280 --> 02:02:17.600 actually, we are here today because we don't do this alone. 02:02:18.320 --> 02:02:21.840 We are a small company within a big group, a big corporate group, 02:02:21.840 --> 02:02:25.920 which sometimes is quite heavy to make a move forward. 02:02:25.920 --> 02:02:29.920 But we know we have to move forward because the mobility sector is quite agile 02:02:29.920 --> 02:02:31.200 and moves really fast. 02:02:31.200 --> 02:02:36.240 So we need to be aware of new technology, new entrants. 02:02:36.400 --> 02:02:40.160 So that's why we, agreed to be here because it's really interesting to 02:02:40.240 --> 02:02:45.000 to have, brought to us these new ideas, these new systems that somehow 02:02:45.000 --> 02:02:49.440 we can pilot and eventually even future integrate within those services. 02:02:49.680 --> 02:02:52.560 So basically, that's it. Thank you. 02:02:55.040 --> 02:02:56.320 After the presentations, 02:02:56.320 --> 02:02:57.880 it was time for announcements. 02:02:57.880 --> 02:03:00.200 BNP Paribas and Plug and Play 02:03:00.200 --> 02:03:02.360 announced their interest in Kestrix 02:03:03.080 --> 02:03:04.800 Really 02:03:04.800 --> 02:03:07.800 Really great business model. 02:03:08.240 --> 02:03:09.720 Really interesting solution. 02:03:09.720 --> 02:03:12.840 And I'm sure that we can either find opportunities to invest or 02:03:12.840 --> 02:03:15.840 to do introductions, to future corporate partners. 02:03:16.800 --> 02:03:20.120 Via Verde showed interest in Irmos Technologies 02:03:20.840 --> 02:03:25.720 We felt that for the group level that Irmos as a technology 02:03:25.720 --> 02:03:28.360 and we have been discussing that is really interesting for us 02:03:28.360 --> 02:03:32.880 and really fits our business so we look forwards to continue 02:03:32.880 --> 02:03:35.600 to conversate with you about this 02:03:37.560 --> 02:03:41.080 Kurrant Ventures announced their investment interest in Latitudo 40. 02:03:41.400 --> 02:03:46.160 We really like a lot this startup because they come from the expertise. 02:03:46.160 --> 02:03:48.360 So they have expertise in data analytics 02:03:48.360 --> 02:03:51.520 of satellite images and basically they found 02:03:51.520 --> 02:03:53.240 and build and design a solution 02:03:53.240 --> 02:03:55.680 to solve this problem. 02:03:55.680 --> 02:03:57.840 And this is what usually we like at Kurrant 02:03:57.840 --> 02:04:01.280 is to be able to engage with startups who have the expertise, 02:04:01.800 --> 02:04:04.720 vertical expertise, on a certain topic. 02:04:04.720 --> 02:04:08.440 And so we are very excited to continue the conversation with Latitudo 40, 02:04:08.440 --> 02:04:12.320 and I hope that next year, like today, we can tell you that last year 02:04:12.320 --> 02:04:14.320 we invested in Latitudo 40. 02:04:15.880 --> 02:04:20.800 And then, came the grand finale, the announcement of who got the grants. 02:04:21.080 --> 02:04:25.360 €10,000 went to Kestrix after Lucy wowed the jury 02:04:25.360 --> 02:04:28.560 with her presentation of their heat loss mapping tool. 02:04:31.280 --> 02:04:34.240 Chris from Telraaam explained their unique approach 02:04:34.240 --> 02:04:38.200 to mobility monitoring, earning them €15,000. 02:04:40.640 --> 02:04:44.120 And the big winner of the event was Irmos technologies. 02:04:44.120 --> 02:04:48.520 Samuel picked up the €25,000 check to continue 02:04:48.520 --> 02:04:52.400 to expand their remote sensing tech for infrastructure. 02:04:56.360 --> 02:04:59.000 This brought the event to an end 02:04:59.000 --> 02:05:03.040 an edition that took the main stage at the Innovation Playground 02:05:03.040 --> 02:05:06.160 of the Smart City Expo World Congress in Barcelona. 02:05:06.160 --> 02:05:08.600 And left us wanting more, 02:05:08.600 --> 02:05:10.920 paving the way for what’s coming next year.