Deep Sentinel Raises $15M - CEO Interview & 2023 Profile

Deep ******** **********

**** ******** *** ******* ** ****. The ******* ******** **-******** ****** **** guards ***** ************ ********** ********, *** it **** **** ** "***** ** pairing ** **** ***** ************ ** fix ******** *** ****."

** ********, ** ** * ****** video ********** ******** **** ******** *** hardware, ********, *** **. *** ********** service *** * **** ******* ** $100 *** *** ***** ****** *** month *** $** *** **** ********** camera.

*** ******* ******** $*.* ******* ** series * ******* ** **** ********** ********, **** *****'***** ***********,*** *******, *********. ***** **** ** ******** ** undisclosed ****** ** ******* ********* *** ********** ***-****, ******** ************'*$** ******* ******* ** ****. ** ******* ****, *** ******* received ******* *********** ****** ** ******* from***** *****, *** *** **** ****** ******* was$** ******* **** ***** ********* *********, *** **, ****.

Business ***** *****

**** ******** *** ******** **** **** that **** ******** ******* *** ******** focus **** *** ** *** ** the **** *** *****:

** *** ***** ************* ** ********** probably *****75% ** *** ******** *** ** *** ****** ***. I'm so glad we started in B2C. Starting in B2C meant that we learned some of the harder problems early. And so by having solved those harder problems early. Our business transition has been smooth and amazing. [Emphasis added]

******** ********* *** ******** ** *******:

***** ** ***** *** ** ** the ******* *** ****** **** ****** effective, *********, *** ****-********* *** *********.

**** ********'* *** ***** ***** ** customers ** *** *******, **** ********:

Where * *** *** ******** ************** ** ** *** ******* ******* *** *** ****** *******. The fact that our guards intervened over to the audio, the fact that we built the analytics and the AI to do that. Now our balance sheet and P&L reflect that as well. [Emphasis added]

Products *******

**** *** ******* *******, ** ******* just******** ******* (*** *** **** ****), *** *** ** *** ******** to **** *** ****** ********** * ******/******* **** ******** ** 3rd ***** *******, ***** **** **** a "*** ***".

**** ******** *** ******** ******** ** terms ***** *** **** (*** **** *** camera) ********* ****. ************, *** ******** **** *** BYOC *********** ** ***** "** ****," which ***** * ***-******* *******:

**** **** ** ***** ** ****, but ** **** **** ** ***** in ********** *******, **** ** ****.

******** ******* ********* *** **** ***** with *** *** ***:

*** *** *** ** *** **** for *** **** ******** ************ *** branded *******. **'* *** **** ***, it's *** **** ********, **'* *** same *****, **'* *** **** ***, whether **'* ** **** ****** ** Hikvision ******, ******* ****** ****** ******, all ** ***** [****] **** ******* everything **** ***** **** ** ****.

**** ****** **** ******** ******** * BYOC ******, ******** **** **** ********* chose ** ******* ***** ******** ******* with **** ********'* ** **** ******* its *******:

* *** ** ****** ******* *** cameras ********* *** ****** ** *** service. **'* ** *********** ***** ** terms **, "*** *** *** **** cameras." *** *** ******* **** *** conversation *** ****'** ****** ***** ****[*** old ****** *******]. **** ***'* **** this *** ****'** **** ***** ***. They **** *** ***** ********.

*********, **** **** ********* ******* **** cameras, ****end ** ********* **** *** and replacing them with ours. That behavior is very consistent. [Emphasis added]

Technology *********** *** ** ***********

*** ******** ********* *** **** ******** applied ** ** *** *******:

*** *********** ***** ***** ** ***** AI *** **** ** *** ******. We ******* ***** ******** ** *** guards. ** **** * ***** ****** back-end **** ** *****, ******** ** capture **** **** *** ****** ** real-time *** ******* ** **** **** in ****-**** ** ****** ********* **** "this *****'* ********* **** *** **** down ** **%."

** ******** ** *********** *** ** lower ***** *****, ****** ******* *******, and ****** ******** ********** *** **** customer, ********* ** ********:

*** ***** ***** *** ******** *** not ** ****. *** ***** **** per ******** **** **** ************. ** increased *** ****** ** ********** **** we **. *** ** ** * lot **** ****.

Current ******** ********* & ********* *********

*** ******** ********* ** **** ******** ********'* ******* ********* ** ** ~60, *** ** ******** ******.

******** **** **** **** **** ******** is ******* ** ***** ***** ** the **, *** *** * **% retention **** *** *** ******* ** provides:

**,***+ ******* **** ********* ** ***** state ** *** *****.

*** ****** **** *'* **** ***** of ** **%+ *********.

Differentiating **** **********

**** ******** ******** **** *** ********* from ***** ********** ********** **** ******************:

** **** ********** ******* **** ******** like *'* ***** ******* ***** *** we ******* **** **********. ***** ********. ADT ** *** ***** ********. ********** is *************** *** ***** ********.

*** *** *** ***** **** **** was ********* ***** ***** ** **** had ****** ********** ** *** ** start (**** $** *** ***** **** in **** *** ****** ***** **********, similar ** **** *** ******* *** non-video **********).

*** ******** ******** ****** *** ******** v.s. *********** ***** ******* **** ****** Ridder ** ** ******* *** *** comparison ******* **** ******** *** ***:

** *** * ********** *******. **** is *** ******* **** ** *******.

** * *****, ** *** **** to **** ** **** *** **** 20 ***** *** *********** ** ******* advertising, *** *** **** * **** them ** ****we *** ****** *** ******** ** ****** *** ******** *******, ** *** ******, ** ***'* *** ****** ****** ******* * *** ****. [Emphasis added]

** **** ** *** **** * media ******* *** *** ***** *** deal **** ****** ******, *** **** like *** **** ****** *** ** a *** ** *** *****. * would ***** *** ******* ***** ** this **** *** *** **** **** ever ***** ** ****** ******.

**'* *** ** *** **** ****[*** & ********** *****] ***'* ****** *** they ***'* ****** ********* ****. *** I **** *** ** ***. ** are * **********-*****, ****-***** ******* *** that's *** *** * *** *** future.

**** **** ******** ******** ** "****** consistency *** ****** *******," **** ********. He ********** **** *** ******** *** "better, ******, *******" ******** ** **********.

Dealers *******

*** ******** **** **** ******** **** to **** ~*** ******* ********** *** country ** ****, *** *** ******* narrowed *** ******* **** *** ******* on ******* ****** ******** **** ********:

**** ** ******** ** ** ************ to *** *** **** ****-*** ***********, was **** **** ****** ******* ************ to ******* ** ** ** ***** to ***.

******** ******** ** *** ******* ****** for *** ******* ** ******* * more ********** ****** *******:

***** * **** ***, * *** a ****** *** *** **** *****. [He **** ** **,] "*'** ****** with **** ** *** ***** **** of ********** *********. *** **** **** figured *** *** ***********, *** ******* out *** *********, *** ******* *** the *******, *** ******* *** *** positioning, * **** ** **** **** you *** *** *** ** ********** my ********."

** *** ******* $** ** $*** bucks * ***** **** **. ** not **** ****** *** *** ***** ticket. *** ** *** **** **** me *** ** *** ****, "****, I **** *** ** ********** **** for **. ** **** ****. * need ** *** ** **** $*,*** to $**,*** * ***** *******, ** $5,000 ** $**,*** * ***** ** residuals, * *** **** ******* ****** a ****-**** ****** ******** *** *** escalations *** *** ******** *** *** billing, *** **** * ****** ******* manager ** ****** **** ******** *** grow."

**** *** * ******* ****** *** our ****** *******.That's **** ** ******* **** ****** **** ** ******* ** ****** * ***** ****** ** ******* *** ****** **** ************ **********. Focusing on their feedback, they started building the dealer program as a path to getting to customers. [Emphasis added]

**** *** *** ******* ***** *** us. *** **** **** ** *** that, ** *** ****, * ***** 3 ** * ******* **** *** over $*,*** ** ********* * ***** and ****'* ***** ** ******* ** pick ** *****.

***, ***** **% ** **** ********'* revenue ***** ******* *******:

*****80% ** *** ******* ** *** ******* *******, whether that's Deep Sentinel originated or originated at the dealers. [Emphasis added]

*******

*** ******** **** *** ******* ****** prices ******* ***** ** ******* ****** services ******* *******:

** ******* *** ******* ** * series ** ***** ** *********** ******* 2020 *** ****** ******* ****, ***** we ****** ** *******.

** ******* ****** ********** ** *** end ** ****.We ***** ********** ** ** *** ** ****** *** ******* ** *********** ***** **** ** *** ****** ********* and find a scalable way for them to have residuals, yet it's not price inhibitive for the customers. [Emphasis added]

***** *** ************* *****, **** ********'* current ******* ** $*** *** *** first ****** *** $** *** **** additional ***. *** ******* **** ******** possible ***-*** ** ******** ** *** basic ******* *******:

*** ********* **** **** ********** **********, we **** **** * ********** ***** if **** ****, *** *******, ** point **[*** ******] ** * **** busy *****, **** *** *** *** usage-based ****** *** ******** ********.

Future ***********

*** ******** ******* ** * ******* metrics *** *** *******: ******* *******, reaching $*** ******* ** ****** ******* in * *****, *** ******* ********** customer *** ********* *****. ** ******* capital, ******** ****:

*** **** ** ** ******* **** capital ** ****** ****enterprise ******* where we've got to do some product development to build out the backend systems. [Emphasis added]

** ******* *******, ******** **** *** company **** **** "************" *** **** to $*** ******* ** ******* ** well ** **** **** ********* ** 5 *****:

[** ****]continue ******* ******* ************. We are not a growth at all costs company. We are a tech company. We do have venture investment but we're ***** ** ** * ****** *** **** ********** ***** ********* *** *********** **** ** **** *** *** ** **** *******. [Emphasis added]

** ** **** ** ** *** more **** *** ***** **** *** next **** *****, ** *** **** just ***** ** **** ***** *** million ** *******, *** **** **** breakeven *** ******** **** **** ** growth ******* **** *******.

**'* *** ** **** ** *** million ** ******* ** ******* ** possible. **'* **get ***** *** **** ******** *** **** ******** ** ** ******** ******* ****. [Emphasis added]

** ******* ********** ******** *** ********* needs, ******** ****:

*** **** *** ***** ** ****** about ********* *** ***********. * ***** Silicon ****** *** * **** *** rap ** ****** ****** *** ***** a ****** ***** **** ****'* *** what ** **** **** * *** of ****.

******** **** ****** ** *** ***** where ** *** "**** ** ****** without ******** ******** ********* *************:

**** * ****** ****** ***********.There ****'* ******** ************* ** ****** ****** **** ***** ** ***** *****. They're able to listen to political opinions that they disagree with. When people feel safe. They can thrive at school, they're able to thrive at work, and they're able to take risks and help other people when they feel safe. [emphasis added]

********* ****** **** **** ** **** communities. ****'* * **** ******* ** the *****.

******** ****** ** ******** ** ******* why **** ********'* ********** ** ********** to ******* *** *** **** *** world * ****** *****:

*'** ***** **** **** * ******** anecdote ***** *** ** ** ***** customers *** *********. * ******* **** Bezos *** ** *** *** ***** round ** **** ******* *** ** he ***** ****, "*** * ****** alongside **** *****?" ** ***** **** me ** * ****** **** ************. We *** *** ******* *** * very ******* ********* ** *** ****. The **** ****** *** **** ******.

** *** * *** **** ** at * *.*., ****** *****, *** try ** **** *** *****. ** stopped *** *** *** *** *** the ********. ** **** **** *** jumped **** *** ********'* ***** *** then **** **. ** ****'* **** a ****** ** ** *** ******* back. ** *** ******* ** *** door ****** ** *** **. **[*** investor/customer] *** ******. ** *** *** typical "*** **** ******" *****. *** we **** **** ** **** *** at *** ***** *** ****** *******.

****'* ********* ****** ********* ** ***** one ** *** ********* **** ** wake ** *** ** ** **** every ***. ****'* *** **** ** thing **** ***** ** *****.

****'* * ****, *********** *****, *** it's ***% *******. **'* **** ** talk ***** ** *** ***-***** ***** week. *** **'* *** ** **** up ***** ***.

**** **a *** ** ** ****** **** ***** ** **** *** ***** * ****** *****. [Emphasis added]

Deep ********'* *******

*** ******** ******* ******** ** **** Deep ******** ****** ** ********** **** AI *** *** ****** ** **** in *********** *** **** ** ******:

********* ****** **** **** ** **** communities. ****'* * **** ******* ** the *****...This ** *** ******** ** ******, *** **'* *******. It's not government provided... [We] believe that so much more than anything else, it's a private entity, so we know who our customers are. We're *********** ** ****. [Emphasis added]

Long **** *****

** ********** *** ****-**** ***** *** belief ** **** *** *******:

* **** ********* ** ********* **** this ** * ****-**** *****. ** we *** ** *** ******* ** revenue *** *********** ** **** *****, we'll ** ** $* ******* ** 7 *****. ** **'** ** $* billion ** * ***** *** *************, we *** **** *** ****-**** ***** here.

** ***'** ** ********* **** *** really ******* ** *10-year, **-****, ** **-**** *****, riding that balance is important. [Emphasis added]

Comments ** ***

*** ******** ****** ***** *** ********* an *** *** ***** ** * company:

* *** * **** ****** *** pandemic. ** ***** * ****, * of **** *** *** ***-******* ****** companies. *** ****'* *** ******* ** it. *** **** **** ****** ***-******* dollar ********* **** *******, **** ********* don't *** [****].You *** ******* ******, *** *** ***'* *** *** *****. [Emphasis added]

** ** *** ******, *** ******** level **** ** **** ** ********** else. ***investors ***'* *** ***** *** ** ** ** ****** ***** *** ***. [Emphasis added]

******,*********'* *** ******* ** *** (***** lying ***** ** ********) *** ** fears ***** ****** ********(****** ********'* ****** ** *** ***-*****).

Comments ** *******'* ********

*** ******** **** *** ***** ** running * ******** ** ********** ** Verkada's:

* **** **** **** *** **** game ****. * *** ** *** time. *** ** *****'* *** *** long ****. * **** ** ******** as ** ******* ** ******** *********** and ******** **** *** ************* ***** goals. * **** ***'* **** *** market ** * ***** ** *** pan.

* **** ** *******'* ***** ***********, putting ***** ** *** *****. ** you ****** *** ***** **********, **** what ******** ** ***, **** *******, [and ****] **** ******* *******.That's *** * *********** ************** ** ** ****, and I've been wrong so far. I'm okay with that. If you're wrong, and you're Warren Buffett, you double down and if you do see something beyond what they see, you keep doubling down and that's what I do.

*******

******* ** **** ** *** *****, remote ***** ********** ** * ****** trend *** **** ******** *** * long-term *****. *******, ***** ** ******* competition **** ********* ******** **** ** remote ***** ********** *** ********** *** likely **** ***** ** *** ** remote ***** ********** **** ****. **** is ** **** **** ***** ** cover **** ****** ** *** ******.