Solink CEO Interview + VSaaS Profile
Solink told IPVM they were initially laughed at 10 years ago when suggesting using the cloud for enterprise video surveillance, but now "If you don't have a path to the cloud, you're probably going to get left behind."
In this report, we spoke with Solink's Founder and CEO Mike Matta, and we examine Solink's positioning, company growth, increased cloud competition, and expansion plans.
Solink **********
****** *** ****** ** **** ** Ottawa, ******. ***** *** ******** * full ***** *** *** ****** ********* platform, *********, *** ******* *** **** of * ****-** ********* ******* *** 3rd ***** *****.
*********, ***'** ****** ** ******** *** market **** ***'** *** *****, *** that ***** ** * ******* *** then ***'** ****** ** *** **** product ****** ***. **** ********, **'* about ****** *** **** ****** ** help ** ***** ** **** *** inflection ** ******, *** ****** **** that ** ***'* **** *** **************, our *******. ********** **** *** ********* my ***** ** ** ********** ** say, "*** ****** **'** **** ** to ******* *** ********** ** *** customers, ** *********, ** ******* ******, as ** ******, *********** ** *********, we *** **** ******** ******** ** bring ****** ** ******* *** ********** of *********"
** ********** *** ***** ********* ** a ***** ***** *******:
***** *** * **** **** ** started *** *******, *** ** ***** say *** *****, "********, *****, ***** Enterprise" ** *** ********, *** ****** would **** **** ** ***** ** us *** ***, "*** ** **** wildest ******." *** *** **'* ***** stakes, *****? ** *** ***'* **** a **** ** *** *****, ***'** probably ***** ** *** **** ******.
Commercial ****** ****** *****
****** **** *** ***** ** **** commonly **** ** ********** ******, *****, and **** (***** ***** ***********). ***** they ********* ******* * ******** *******/*** device *** ********** *******, ***** *******, and *********** ** **-******* ******** (*.*., Point-of-Sale), **** ** *** **** ***** own *** ********* *******.
Cloud ** ******* **% - **% **** **** ****
***** **** **** **** ******* * small ****** ** ******* (*%-*%) *** cloud *******, *** **** *** **** number ******* **** *******:
*** *****-******* ***** ****** ** ******* very, **** *******. *** ** ******* customers ** ********* ********* *** *** wanting ** ****** *** *****. **** want ** **** **** ****** ****** to ****** ******. *** **, * think ** *** *****, *** ******* to **** ***********, *** ********** ********** through ** *** ***** ****** ** a *** ******, *** ***** ** less ********. ** * ***** **** we've **** ** **** *** **** market ** ******** ******* ** **** range ** **** ** **% ** 80% **** **** ****. *** **** a ***** ****** ** ~*** ******* cameras **** ** *** ******* ****, so ***** ** ******** ****** ***** from ** *******.
***** ***** **** ~*** ******* ******* overall (******* ** *****), **** ******** the ***** ****** ** ******* **** quickly, *** *** ***** ****** ***** depends ** *** *** ******* *** market, *.*., *** *********** ****/****/**** ****** commercial *******/****/*******/***** ***.
** **** **** **** ****** ** growing ** * ****** **** **** the ***** ******:
*** ** *** ******** *** **** growing *************** ** **** ** *** vsaas ****** ** * ******* *****. More ********, **'** ******* ****** **** the ***** ****** ** *******. *** we ***'* **** *** ***** ** losing ****** ***** ** **** **********. So ** **** ** ******** ******* and *******, ** ***** ** **** as *** ***** ****** ** *******.
"Pushing" ***,*** ******* *********
***** ******** **** *** "******* ****" 300,000 ********* ******* ******** ** **,*** in ****:
**'* ******* **** ***,*** ** **** point. *** **** ****** ** **********, on * ********** ****** *****, **'* increasing **** **** ****. ** **'** seeing **** *******, **** **** ******** customers, *** **** **** ******* *** cameras *** ********* **** ****.
Revenue ********
**** ********* *** ******* ** ** roughly $**-** ******* ******** ***** ** the ****** ** ******* ********* *** assuming ****** ***-****** ******* ** *** ~$100 *****.
*******
****** *** ****** $**+ ******* ** venture ******* ** ******** ****** *** no ********* ******* ** *** **** 2 *****. ***** **** **** **** been ******* ** ******** *********** ******:
* ***** **'** **** ****** ******* on ******** * ********** ******** **** doesn't **** ** ****** *******, ***** we *** ******* ****** *******. **'** just **** ****** ******* ** ****** sure **** *** **** ********* ** our ****** *** ***********. **'** ****** operated ** *** **** **, ** have ** **** * ******** **** sustains ******. **** **** ****, ** the **** ** ****** **** **'** seeing, ** **** ****** **********.
** **** ** ***** * ********* round, *** **** **** **, **** should ** *** **** ***** **** we ****. ** ***** ** ** a **********, ****-********** ******, ** *******'* need ********** ******* *** ***** ******* of ******* ** ******* **** ****** and *** ******* ********.
** **** ********** **** **** **** followed ***** ******* **** ******* *** company, ******* ** (*) ********** ********** for *** ******** ********, (*) ********* in ***** *** ********* ** **** and ******* ********, *** (*) **** flow. ***** *** ********* **********, ******* at *** ***** *******, ** ******** that **** *** *****:
*****, **'* *** **********, *** *** unit ********* *** ******* ** * place ***** ** ***** **, *** we **** ** ** * *&* breakeven *****. ** **** ** ** a **** **** ********* *****, *** we're ***** ******* ******* *** **** to ** **** ** **** **** to ******* *****
Consistent ********* ******
****** ******* * ********* ** ~***, confirming **** ******** ** ******* **** a ******* ****** ** ********* *** using ********. ****** *** ***** ****** employee ****** ** *** **** *** years, **** ***** ** ******** ** size.
Vertical-Focused ***** ****
***** **** **** **** **** **** building ********-******* ***** *****:
**'** ****** **** * ******* ***** organization, ** *** *** ** *** day, **'* *** **** ******** **** win. *** ** *****'* ** ** to ****** ****** ** *** ********, it *****'* ****** *** ***** **** product **. *** **** ** ** able ** *** ** *** **** the ******. **'** ******** **** * lot ** **** *** ***** ******* our ** ** ****** ******. ** really ***** ** ** ********, ** focus ** ** ********** ********, ** retail ********, ** *******, ** ********, by ***********. ** **** ******** ********* in ********.
** **** ********** **** ****** *** a ***** ***** ******* ** *********:
***** ** **** *********. **'* *** just **** ** ********* ******** *****. It's ********* ******* ******, **'* ********* products, **'* ********* **********, *** *** you **** *** ****** *********. ********** is *********.
*******, ***** *** ****** ** ********, Solink's ********* ******* ************* ******* **** Verkada, *** ***'* *********** ** ******** has ******* ******** *** ***** ***** by ******** ** *******.
Expanding ****** ****** / ***
***** **** **** ***** **** *** still **** ********** ** ******, **** are ****** ********* **** ***** *********:
**** ** *** ******* ********* *** the ********* ***** ** **** **** around *** *******. * **** ** think ** **** *** *** *** two ** ***** ******** ** ********? How ** *** **** ** ** retail? *** ** *** **** ** in *******? *** ** *** **** up ** *******, ******** ******** *** want ** ****.
*****'* **** ** ** ** ***** verticals, *** *** ** ****** **** that *** ******. ***** **** ******** building *** ***********, ******** *** ***** around "*** ** *** ********* *********."
** **** **** **** *** ****** increasing ****** **** *****-**** *********:
*****'* **** ********* **** *** *** product *** ***** ****. **** ***'* have *** *** **** *********. ** know ** *** ******* ** * video **** ***** ***** **** ***** cloud ********* ** **** **** ******* offerings.
** **** ******** **** **** *** targeting ********* ****** ***** ******** *********** lifecycle:
*** ******* ****** *** ****** ** buy *******'* ******* ** ******* **'** all ******* ** * **** ** hardware *** ******** ******. ****, ****** have *** *******, *** *********, *** use *****, **** ****** **** **** to *****. *** *** ****** ****** buy *** ***** ********, *** *** reason ** ******* ******** ******, ** has * *********. **** **** ********* comes ** ********, *** *** **** to ******* **, *** **** ** buy *********. ** ** ***** ** it **, ** *****'* * **** year ********* ** ********, *** ** there's * ******** ******** **** *** 60 *********, **** *** **** ****, then ****'** ****** * ***** ** hardware ***** *****. *** ** *** do ** ********* **** ****** *****?
*** ****:**** ***** ************ ****** ******** **********
Customers **** ************ *******
***** **** **** ***** **, ****** looked ** **** ********* ** ********* the **** *** ******** ******** *** has ******** *** ***** *******:
"*** ***** **** **** ******* *** sell ** *** ****** ****, *** can **** ** *******. *** ***'* know *** ***** **** ** ****, you ***'* **** *** ******* **** we **** ****, *** ***'* **** how *** ****, *** **** ** structured *** *** ********** **** ** face." ** **** ****** ** ********** one *****, *** ** ********* ********** that ********, ** ****'* *********** **. So *** ** *** ****** **** we ***** **, *** ********** ** the ********, ** *** ** ** homogenous, *** ***** ** **** ******* the **** ** **** * ******* vertical. ** *** ** ** ******.
*******, ** **** **** **** ***** be * ********* ** *****, *** they **** ******* ************* *** ************* to *** ***** ******* ********* *** be ******* ** * ******** ****** those **** ****** ****.
Constant ******* *********** - **** *** ******** *** *******
***** ******** **** **** **** "**** 100 ******** *** *******", ************ ** as * ******* ** ***** *****-*********:
** **** **** *** ********* ******** a *******. ********* ****'** **** ** minor ******. ****'** ***** **** ** patches ** *** *****. ********* ****'** kind ** ***** ******* *********** ****** the ******, *** **** **'** ********** and ****'* *** ******* ** ***** in ***** ** **** ***'** ********** releasing, ***'** ********** ******** *** *******, because *** **** **** ****** ***** feedback **** **** **** ***'** ****** happening ** **** ********** ***********. *** that **** ******** **** ** ******** our *********** ****, *** ******* ****, our ******* ****, *** ******* ****, everybody ** ****** ********** *** ********** and ******** *** **'** **** ** kind ** **** ****** *** *******, based ** *** ********* *** ****** the **** ***** **** **
******** *********** ** ******** ***** ** a ******** ********* ** ***** *********. While ** **** *** ****** ****** to ****** *** ****** ******, ** have ****** ******* **** ***** ** weekly *******. *** *** ******* ***** out ** ******* *** *** ******** day, ***** ** ********* ********, ****** an ********** ***** "*******" ** ********* smaller **** ** **-******* *** *****, by *** ****** ** *** **-**** distribution, ********** ******** **** ******** ** less ******** ********.
Motorola *********** *** ***** ** "**** *****"
***** *** ************* **********'* ***********/****** ********:
**** ******** ** ***** ** **** smart. * ***** ****'** ******* ****** term. ** *** **** ** *** leaders ** *** ***** ** *** next **** ** ** *****, [***** companies] *** *** ***** ** ** the **** *** *** *** *** current *******. *** **** **** **** renewal ** *** *** *** *** platforms ** *** ******** *****, ******* they **** **** ********** ********** ******* cloud. ****'* ** **********, * ***** very **** ** *****. ********'* ***** smart ** *** ***** **** "***, we're ***** ** **** ****** ***** on *** ******** *** **-******* ****, and ** **** ** **** ** option ** **** ** *** ********** and **** *** ***** **** ****** the ******** ****** ****** **** ******* completely."
**** ****** *** ***** ** **** they're ***** ** ****'** ************* ***** base. *** **'* * ***** ********** tactic ** "** ****** *** ***** to ** ** ****, *** ** we **** * **** ******* **** for ****?"
******** *** ******* ****** * *********** competitor ** ****** ** **** ************ ************ **** ** ********* ***** (Ava)*** ** *** *** ***** ********* ******* ********.
AI ** ******* ****** ************* / *****-****** ********
***** **** **** ****** **** ** leverage ** ** ****-**** ****** ************* to ******** ******* ***** *** ******* improvements:
*** ***** ***** ***** ** ******** to *** ******, *** ** **** cumbersome **** ** ***** ** **, or ******** ******, ** *** *** Zero ***** *** *** ************* ** setup *********** ** *** *** ****. For ******* "* **** ** ***** people ** *** *****. ****, ****, let's **** *** ******** ** *** queue, ***'* ****** *** **** ******* is, ***'* ****** *** ******** *********, and *** **** ****** ** * have ** **** ****, * ***** the ******* *****." *** ** ***** kinds ** *** **** ************** *** very *******, *** *** *** ** right ** *** ***, *** **** days *****, **'* **** *** ********, and *** **** ** ** **** it. * ***** ** **** ****** this **** ************* ***** **** **** allow *** ** **** ** ***** so **** *** *** *** ** day ***, *** ** **** **** adapt *** ********** ********** ** **** you ******** *** ******* ** *** the ********* ** *** *** ** the ***.
*** ******* ******* ** ** *********** Solink ****** ** *** *************** *******, ***** ***** **** **** *** using * ******* ******** ***** **** looks ** ****** ******** ****** * cameras ** *** **** **** ** determine *** ****** ****** ** **** are *******:
***** ** **** *** ****** ****** Camera *******, ************, ********* *****-****** ******** has **** *********** ** ** ********** and ***********, ** ***** ******** *** training * ******* ******** ***** *** not ********* ******** *********.
Impact ** ***** *** ****** ********
***** ******'* ************ ****** ****** ** brick-and-mortar ****** *** **** ********** ******** by *****, ***** **** ******* ** has *** **** ** **** ******:
* ***'* ***** ** **** **** it **** **. ** ** ***** the ****** ** ***** ** ***. Well, *****'* *** ******* ******* ** North *******. *** ** **'* * five **** *********, *****'* *** ****** purchases ***** ****. *****'* * *** of ******, *** **'** *** *** hitting *** ********** ***** ***** ** need ** ****** *******. ***** ****'* just * ******** **, **'** ********** small. * ***** **** **** **** you **** ****** ****, *** *** just **** ** *** ******* *******, and *** **** ** **** ******* every ****, ***'** ***** ****** ****, 6% ** *% **** **** **** growth ** *** ***** ****** ** cameras. ** ******* *** **** **** brick *** ****** ** ******* ***** might ** *********, *** **** *** cameras *** *** *** ***** *** cameras ******** ** ********.
Metrics *** ******
***** **** **** ***** ** ************ metrics, **** ** *** *** ***, for ********* **** ** ******** *** critical *** "******* ** *******":
** **** ** *** *********, ******* if * ******** **** *** $***? Year ***, *** **** *** **** paying **** ***, *** *****, *** four. **** ** ***** ** **** is ***%, ******* **** ***, ****'** paying *** $***, **** *****, ****'** paying *** $***, *** **** ******* by **%. ****'* **** ** *****. Solink ** ************* ****** **** ****.
******* ****** ** *** (*** ******** Score), ***** ** **** ** * leading *********. ***** *** **** ******* we ***** ** *** ** **** ourselves *********** **. ****'* *** ******** time ** *********, **** ********** ** our ************** ** ****** ** *** always **. *** ***'* **** **** that **'** ***** ***** *** *** a **** ******* ** *** ***** footprint.
***** *** ****** ******** ** **, though ** ***** **** ** ***** on ************* ******* ** ********** **** out ***** ************ *********** **** *** years, ********* ********** ***. **** *************, Solink ** ***** ********** ***** *** has ** *********** ** * ******* growing ****** *******, **** **** ********** and *** ******** *** ******* *** cloud.
****** ** ******* ******* ** **** space *** ***** ****** ** ** by *** *** **** ** **** with *** *** ********* ********** **** the ********, ******** *******, *** *********** Solink's ******* *** **** **** ** with. ****** ******* *** **** ** be *** ****** **** ****. ** far *** **** *********** ** *******. The ********* *-**** ************* **** ******* about ********* ***** **** ***** **** I **** *** ***** **** ** not **** ***** *** ******** *** customers *** *** ***% ****** *******. (Basically *********** *** *** *** ***** to ** ******** ***** ****** ******* and ************ *** *** "******") *** a *** ***** ** ** ****** focused *** ***** **** **** **** long **** **** ** ***** ** the **** ** **********, *****, *** morals.