Thanks for your questions. As a reseller you have this information readily available but I appreciate the opportunity to post it here. However, this will be my last post as this has become a marketing link and BRS has strict policies against public discussions. Far be it from me to violate one of our cardinal rules. So, please, accept my apologies for not engaging further.
Q 1) You have recently let go of your entire sales team …
A 1) I won’t go in to the reasons we fire people. We made a change and I’m very happy with the results. There was no change in direction when this staff modification occurred. That being said; the new staff, the retained staff, and the future staff (we expect to hire 10 additional sales members by EOY) are and must be able to sell disruptive technology to governments, large corporate enterprise, SMBs, and residential through channel partners.
I will say this; there is no way a company can achieve exponential growth by selling direct. Resellers and channel partners are essential to the success of any company in this business. If there has been any noticeable change reflected by our modifications in staffing, it would be that current staff embraces that concept.
Q2) From your threads above, I get the impression that you will focus on only the major systems and small, RMR-type cloud solutions within the security market…
A2) We sell AISight to all size companies, individuals, and governments. AISight is not only a video product; it monitors and analyzes any and all sensory data from SCADA, InfoSec, big data, and Video. It is available in three sales models but the product is the same for everyone; Enterprise sales (all up front), SaaS (on-site but leased), and Cloud (no hardware or software costs, just a monthly fee per camera/sensor and an IP address for each). For those that have lower bandwidth; an edge appliance 1”x1”x4” is available.
Q3) You are moving the technology to other markets, a move with which I agree (if you can handle video, you can handle SCADA information easily). Do you foresee the security component of your company becoming a much smaller segment than SCADA, big data, etc.?
A3) I answered the first part of your question prematurely in A2 but as for the market size; Video software will be a $0.8b market in two years. SCADA Oil and Gas will reach$1.4b, SCADA power will reach $4b and SCADA water will reach $0.7b in the same period. We expect our market to grow correspondingly.
Q4) I know that your algorithms require quite a bit of horsepower to analyze the video streams. However, do you think AISight's machine learning engine will ever run as an application embedded on a camera, industrial mini-server, etc.?
A4) AISight can be configured (although out of the box it accommodates 99% of our users) to run on a distributed model. We can put the AE (Analysis Engine) in a very small appliance on the edge and the MLE (Machine Learning Engine) on the server. With everything on the server we have increased or camera counts per server from 24 cameras per server to 800 cameras per server. If the AE is moved to the edge, whether in the camera or the appliance; the camera/server ratio breaks 4k per server. SCADA can also handle many thousands of sensors per server. A server costs less that $10k and mounts in a standard 4u rack.
Q5) There are several companies that have entered the RMR/analytics … their approach is to beat competitors on cost. How will you differentiate BRS's SaaS/Cloud solution from those low-cost alternatives?
A5) Everyone in the VA market has attempted to compete based on cost. This is the primary reason the industry has done so poorly. AISight currently monitors entire countries, military installations, and soft and hard targets around the world. The Republican Convention, sporting events and venues like the upcoming World Cup rely on AISight’s extreme capabilities to prevent incidents from escalating. It would be a crime to offer the residential and SMB user less that we provide eastern, mid-eastern, Pan-American and EU entities. AISight comes in one strength only; FULL. The price is reflective, however with the new economies of scale both from new camera/server ratios and owning our own Cloud deployments; the price for AISight in the cloud is very competitive!
Thank you John for the opportunity and forum to post my thoughts and thanks to everyone for your interests. I hereby retract my original curt comment regarding "wasting time." It seems, given the proper atmosphere, constructive conversation can be informative. Find more info on our "just released" website: brslabs.com
Ray Davis, Chief Executive
Behavioral Recognition Systems, Inc. (BRS Labs)