Evolv: "We're A Channel First Company"

By Isabella Cheng and John Honovich, Published Sep 20, 2021, 03:01pm EDT

Evolv is one of the newest physical security unicorns, raising nearly $500 million earlier this year, and now rapidly expanding its sales organization.

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We spoke with Evolv's CRO A.J. De Rosa who declared that Evolv is a "channel first company", discussing how they are hiring numerous physical security industry veterans to ramp up their channel sales efforts.

For background, see our coverage of Evolv's recent financials and 590% YoY growth.

**********

***** ***** * ******* detection ****** ********* ** a ******* **** ********* paying $*,***-*,*** *** * month *** *****'* ******** and ******** **** * years. **** **** ***** an ****** ** * "purchase ************" ***** ********* pay ~$**,*** ******* *** the ******** *** ***** must **** * *-**** contract, **** * ***** monthly ************ *** (~$*,***) to *** *****'* ********.

Industry *****

***** *** ***** ******** industry ******** *********:

  • *** *****, ******** ** ******* Sales, ****** *****, ****
  • ***** ********, ********* ******* *******, former ******** *** *******
  • **** ****, ******* *********, ****** Milestone, *******
  • ***** **********, ******* ** ***** Manager, ****** ***** ********
  • **** *******, ***, ****** **** and ***** ********
  • ****** ******, ******* ** ***** Manager, ****** *****, ****, Milestone
  • ******* *******, ******** *********** ********, Asia *******, ****** *******
  • ***** *****, ******** ** ******* Sales, ****** ****/***

**** ** *** ** accident, ** *****'* *** on ***** **** ****** investor's **** ********** **** Evolv ** ******* *** hires **** *** ******** security ***** *** ******* have ******* ************* *** those **** * ****** background **** *** *********** contacts. ****** * ****** network ** ****** *** physical ******** ** ****** world ** ***:

* ****** ********** *********** enterprise ***** *********, **** a ***** ***** ******. And **’** ******** ******* people **** *** ***** world, *** **** **** the *** *****, *****. They **** *** ******** security *****, **** **** video *********. ** **’** had ***** ** **** reps **** ** **** that *****, **** **** relationships ******* **** *** channel, *** ****’** **** to ******** *** ******* and ******* **** **** pretty *******. ******* ** sell ** ****** **** oftentimes *** ******** **** the ****** *****, ****** police ********, ****** ******** and ***, **’** **** finding **** **** ** find ******** **** ****, they **** * *****-** network. ** ****’** ******** coming **** ***** ***** buckets, ********** *****, **** cybersecurity, ***, **** *** physical ******** *****, *** then ****** **** *** safety ***** ** ****** that **** * ***** connective ****** ** ****** people *** *** *** decision ****** *** ******** security.

*** ** **** ********** similiarily ** **:

** ***** ** ** that [******* *****] ** need ** **** ****** within *** ***** ************ that **** *** ** partner, *** ** ****** and ******** *** ******* partners *** **** ** good ******** ******* *** channel

Expansion *******

** **** **** ***** has ~** ********-****** ********* currently, **** ***** ** grow ** ** ** end ** **** *** to ~*** ****** ******* 2022.*** *****'* ****** ****.

Started *** ****

***** ******* **** ****** sales, *** *** *******'* CEO **** **** **** reverse *** *** ******* expects **% ** ***** to **** ******* *** channel *** **% ****** in *** ******:

** *** **** ******** Call **** ****, ** expected **% ** *** sales ** **** ******* the ******* *** **** 70% **** ****. ***** on ** *** *****, we ****** **** ** change, ** ****, *******, 70% ******* *** ******* and **% ******. **, we **** * **** channel-friendly *** ******* ***** go-to-market ********.

Channel *****

** **** ********** **** they *** ******** *** the ******* / ***** organization **** * '*******-*****' approach, ****** ****:

******* *** **** ***** that **** ** ** an ************ **** ***'* have ** *********.

*** **** ******* ** scale ** ************, **************, and ******* ** *** product ** *** *****, being **** ** ** that ******* *** ******* allows ** ** ******** to ***** *** ******* through *** ************ *** the ****** ** ******* that ** *** **** the *****, ******* ****** having ** ***** *** people ****** *** ************ as **** ** ** would ** ** **** just ***** ** *** direct

Integrator ***********

*********** **** *** ************* sold ******* ********* ** metals ********* ** **** would ** * *** category *** **** ***********. Evolv's ******* ******** ***** sell (*** ******** *** ongoing ************ *****) ******** to *** ******** *** then ***** *** ***** a ***** ****** *****. Evolv ******** ** ******* on ******** ****** *********.

*** ****** ** **** this ********** * *** category / ******** *** most *********** **** **** them ***** ** * different **** ** ******* that *** *** *********** (unlike ***** *** ******).

*** ********, ** ** least **********, ** **** at * *** ******** dollars * ***** **** will ********* ** ** greatest ****** ** ****** organizations *** *** ** SMB. *** ***** **** for *********** *** ** education, ** ******* ***** have *********** ******* / grants *** ******** *********.

** **** ** **** Evolv ***** **** ****.

Vote / ****

Comments (15)

*** ****** **** ***** agreement ******** ***? *’* curious **** ***** ******* liability *** *********** ******* look ****.

**** ****** ***** ***** told ** **** **** even **** *** ***** than ***’*:

**** ** ****…

Agree
Disagree: 1
Informative
Unhelpful
Funny: 1

******, * **** ***. Do *** ****** ** to ** ***** **** others **?

** **** *******, *********, is ** * ****** is *** ******** *** a ******** ******. * assume ***** ** **** form ** *** ************ we **** ************** *** nothing ******** **** *** be **** *** **'* a **** ********* ****.

Agree
Disagree
Informative
Unhelpful
Funny

*****’* *** ***** ****** detection ** ********* ****** out ** *** ******** wanting ***** ********* ******* revenue *** * ******* that **** ****** ***** and ***** ******** *** they *** ** **** because *** *** *** pays “**********” **** ** improvements *** *******. **** right. 🙄

**’* **** *** *** in * ********** *********** but **** **** *** analytics ** **, **’* the *********** **** *** stuck **** ******* *** the ******** **** ****** in *** **** *****. I *** *** **** NOT ********* ******** ** a ********, ********** ****** life ******/*** *********.

**** **** *** *********** tablets ** *****, **** is * ***, *** that ***’* ********* ***** enough.

Agree: 9
Disagree: 4
Informative: 3
Unhelpful
Funny

*** ***** ************** ** this ******** ** **** it's *** **** ***** video. * ***'* **** how **** ** ***** but * ***** ** has **** ********* **** just ****** ** '***' a *** **** **. That's *** ******** ***** proposition, **** ** *** 'see' **** **** *** hidden ******* **** *** not ********* ** *** weapons ***** *******.

Agree: 2
Disagree
Informative
Unhelpful
Funny

****'* * ****** ***** jump ** ********** ** a ****** *** ********** know **** ****** *****.

****** * ***** ** concept **** ** ** amusement **** ** *******.

**** ******* *****.

********** ****** ** ******** to ***** ****. *** don't **** ** **** a ***** ** ****** a *******. *** **** to **** * ****** to **** * ***** of ******.

*** * ** *****, I ***** *** "*********" anything ****** *** *** rising ******** *******. *** even **** ***'* ** guaranteed. *** ******** ******** around *********** ** ********* rather **** ********* *** guarantees. **** **** *********** of ********* *** **** low ******** ***** ***** are *** ******.

Agree: 5
Disagree
Informative: 2
Unhelpful
Funny

*** **** ** **** a ****** ** **** a ***** ** ******.

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Agree
Disagree
Informative
Unhelpful: 3
Funny

******, *** ***** **** have ** ****** ** transmission, ********** **** **** artificially ****** ****** ************.

Agree
Disagree
Informative
Unhelpful
Funny

***** ... *** ***** ever ********* " ***% Guranteed ** **** *** weapon" ** ***** ********** ? * ******* *** key ** ******** * lot ** ******, **** people *** **** ** something **** ************* ****** this ***** ******** ***** require ** ** ********** instrument ** ********* ** be *** ** ***** with ***** ******* ****** in ***** ** ******* spread ** *****.

Agree
Disagree
Informative
Unhelpful
Funny

**** **** ****** **** knives *** ********** * deadly ****** *** **** try ** ******** ****, I'll ******. *** ******* is *****. ***** ************* I've **** ** ****** to *** ***** ** being *******.

Agree
Disagree: 2
Informative: 2
Unhelpful
Funny

*****, ******! **** ******** have *** ****? * am ********** ** ******* more.

Agree
Disagree
Informative
Unhelpful
Funny

** *****'* ****** ****** and ********* ** *** sales ****** * **** heard ** ****, **** wasn't ** ***** *******. For ***** ***** ******, schools *** ********* ****'* a ****** *** *****. Stopping **** ** ***** but **** ***'* *** only ******.

*** ***** ***** *'** seen/heard ** ** ********** throughput ** ** ************* venue, ** **** **** stress ** *** **** layer ** *****. * major ******* ***** *'** seen ** ********** **** solution ** ** ****** contract ******** ***** *******. That ** **** ******* if ** *****'* ******** staffing ***** ** *** next ******** ********** ***** tickets *** ***** *** seating ** *****.

** **** *** * live ***** **** * competitor ** ****** **** week *** ** *** also * *******. * don't **** ** ***** that ******'* ********** ******** but ** ** ******* technology **** **** *****'* seem ***** ****** ***.

Agree
Disagree
Informative: 2
Unhelpful
Funny

*****, * *** *** opportunity ** *** ***** live ** * ******** environment *** ** ** extremely **********. ****** *** demonstration, ** ******** ****** up * ***, ****** of * ***, ** a ***'* *** ******* in ** ***-***** **********. The ******* ** **** up *** ******** *** location ** *** ******* on *** ******'* **** with *** ** *** other ***** ******* ****** it *** ***********. *'** seen **** ** *****'* competitor's ********* ** ******* settings **** *********.

** *** ******, ***** sales **** ** **** clear **** ** ** meant *** ******* ** "mass ********" ***** ***** categorizes ** ***** ******* knives, ***** ******* ******, larger ******** ******, ***. This **** ******** ****** knives, ***** **** ******, and ******* ******, ***** still *** ** ******** in * **** ********* setting, *** **** *** run **** * ****** rate ** ***** ******.

******* ** ** ******* helping **** *** ****** away **** **+ **** metal ******** ********** **** causes ***********. **** *********** are ****** ** ****** large ****** ** ****** in * ****** ******** which ** **************** **** trying ** ***** ******* bringing ** * ****** of **** *********.

Agree: 2
Disagree
Informative: 3
Unhelpful
Funny

** **** * **** large ******** **** *** been ***** **** *** over * **** *** they ** * ***** job. ********** **** *** large ****** ** ****** that **** ******* **** on * ***** *****.

Agree
Disagree
Informative
Unhelpful
Funny

**** ******* ***** ****** Evolv ***** ********* ***, does *** **** **** working? **** *******?

Agree
Disagree
Informative
Unhelpful
Funny

***, *** **** ***** working. ***** **** ** that *** "****** *****" to ***** ******* ** the ********, ***** ***** a ************. ** ******* subscribing ** *** ******** (i.e. ****** *** ********* fee), *** ******* *** no ***.

Agree
Disagree
Informative: 2
Unhelpful
Funny
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