Verkada Speaks On Disrupting Security Sales Channel

Executive *******

******* ******** **** *** current ***** ******* ***** is **** *** ********** so **** *** ******** to ***-***** **** ****** young ***** *************** **** are ******* ** ******* 7 **** * **** to ****** ************, **** executives **** *** ***** supportive ** *****.

Call ********** / *********

Different **** ****, ********, *****

***** ********** * ******* correct ***** **** ** is **** *** ***-***** to *** ******* **** incumbent ***** ************ *************, like ****, ********, *** Bosch *** ***** ********, as ** *********:

** **** * ** at *** *** **** I'm ***** ** ** I **** *** ***********. I **** ** ***** the ******* ** *** defense. ** ***** **** I *** **** ** Houston, *****, * ********* I *** * ***** shop. ** ***'** **** the *** ****, * pretend * *** ********** pizza, **** ****** *****. And ** ***********, **** I *** *** * said **** *'** *** 10 *********. **** ******** has ** *******, *** I ******* *** **Axis, ********, ***** the three big players in this space. And the crazy thing that happened was each one of them said the same exact thing to me. They said, Ryan, while we're enthusiastic that you want to look at our cameras for your pizza shop, we ***'* **** *** *******. ****'* *** ********* ** **. Here's a list of integrators in your area. So what I did was I was like, huh, that's interesting. And if you don't know what an integrator is, an integrator is essentially, you know, the guys that pull cables, their boots and ladders. They're like an ADT truck, Bay Alarm truck. And I called the integrators and I said, Hey, I'm trying to get these 10 cameras for 10 sites. Can you guys give me a price? Same thing happened. The *************** ** ***** **'** enthusiastic **** *** **** to **** **** ***** products, **can't **** *** *******. [emphasis added]

First ** ***** ***

** **** ********* **** Verkada **** ** **** differently **** **********, *********:

* ******** ** *** going ** ** ***first ******* **** ** *** ******* ** ***** ************ **** ******* *** ** *** ******** [emphasis added]

***** **** ********** ** some ********, ***** ** correct **** *** *** they ***** *** ** totally ****** **** ********** do. *** **** *** ability ** **** *** pricing, *** ************** ** do **, *** ** close *** **** ** disruptive ** *** ********.

60% ********* ****-*******

*** **** **** ******* has **** ***** ** is ***-***** *** ** not *** ***********, **** Young **********:

**** **'** ******** ****, which ** ***** ***********, isabout **% ** *** ********* **** **** ************ ***** [emphasis added]

*** *********** ******** ***** channel ***** **** **** as **** *** ********* about ********* ***********. ***** goes ** ** **** out ***-******** *********** ******* to **** **** ******:

** ****** **** ** the *******, *** ******* of *** *****, *** CDW's ** *** *****. You ****, *** *** of *** *****. ****'** the **** **** *** going *** ***** *** they're ******** ******* ** the *******.

Selling ** ******* - ** ****-**** *******

** *** *****, ***** was ***** **** **** is *** * ***** job **** ** **** RSM (*** *******, *** his). ***** *** ***** about *** ***-**** **** expected ** ******* ***********:

* **** ** ***** out ** ******, *'* be ****, ****, ** you *** ****-**** *******, probably *** ***** ** take * ****** ** you. *** *** ** be ******* **** ***** to **** ** **** every ****** ***. ** you *** *** **** and *** ****, *** know, *** *** ****, you ****, ******** *** the ***** ***** *** you. **** ***** ** something **** ***'** ** Ground ****, ****you **** ** ****** ********** **, ***'** *** ** ** ** *** ********, calling car dealerships, calling car washes, look for the things that are open on Saturday and Sunday. Without that you will never get to where you want to go, you'll never make your founders happy [emphasis added]

******* ***** *********** *** want ** ** ****:

[**] ******* **** ** me **** * *** 16, ****'** ****, ***, you're ***** **** * Lamborghini *** * $* million ***** **** *** love. * ***** **** him **** ****, *'* totally ***** ** ****. My ******* *** ***** changed. **** *** ****** here, ***** ******** **** never ******* ******. ** I ***** **'* *** of ***** ****** ***** as * ******, ** you're ** ****, ** you're ******** ***** *** to *** ******** ** the **** ********, *****'* no ****** ****** **** coming ****.

*********** **** ******* *********** are **** ** **** a *** ** *****:

**** ** *** *** everyone, ****if *** **** ** ** **** ** **** ***, ** **** ** ***** go work, you know, I can name 50 companies reach out to me independently. I'll tell you all. You know, again, this is something where we want people to go out and be aggressive with their sales tactics and go out and find as many deals as possible and put yourself in a position where you *** **** * *** ** *****. ****'* **** **'** **** ***. [emphasis added]

Making *****

** ***** ** ****** money, ***** ******** * few ********, *.*., * salesperson *** **** **** a ******* ** *** this ****:

****'** **** ******* ******, that *** ***** ****** a *** ** ***** right ***.***********, * *****'* **** him *** *** ****, eight ******, **** *** was ** *** *** three *** **** *** quarters *** ******** **** $500K ** *** **** six ******.

*** ** *** ********* for **** *******, ***** declared:

***** ******** *****,***** ******,*** ** ***** ****** ********, ** could ** *** ****...

** **** ****** ***** headshots *** ***** ********* during *** ******* ** emphasize *** **** **** are ******:

***, ** *** *******, he **** * ******** example:

** *** *****,find * $** ******* ****, **** * ******* ***** and move on to the next one. [emphasis added]

**** ******* * **% commission ****, ***** ** aggressive, *** **********. ** course, *** **** ****** are ***** ** **** a $** ******* **** but ** *******'* ******* $1,000 *** ****** ***** (hardware + ****** ********), that's **,*** *******, ***** is * ***, *** not **********.

Young ****** *******

******* ******* *** * lot ** ***** ****** and ** ** *** by ******** ** ***** emphasized **** **- ** 27-year-olds *** ** ** enterprise ***** (******** **** 2,000+ ********* ** *,***+ students):

* ****, **** * growth **********, **** ** something ***** *********, *** could **** ** *** door, *** *** ****** running *** ******** ******** and **** ** *** want ** ******* **** an ********** ****, ***% will **** *** *****,you ***** ******* **** ****** ** **** ***** *****. ** **** ****** ** *** ********** **** **** *** **, ** ***** ***. And traditionally, you know, that's a space where you've got 10 years of experience and these people are some of our top performers here [emphasis added]

Hunt ******** ***** **** ***** ** ********

******* *********** *** ***** roughly * ***** ** training *** **** ******** to **** ** ***** own:

** **** *** ** the **** ***** ********* in *** ***** *** by * *** ********* *****. *****, *** ****, we **** * ***** entire **** ****** **. It's ** ********* ******* that **** *** *** weeks. ******, * ****, the *******'* ***************. *** come ** *** ***** week, ***'** ******** **** tools *** ***'** ******** the ****. **** ***'* one ** ***** ****** where *** **** * crutch ***** ***'** ******* for *** ** **** help *** *** **** you ***.You're ******** *** ****. ***'** ******** *** *******, *** *** ** *******. **** **** *** *******, ** *** **** ** ***** ** **** ***. If you don't like that, then this is probably not the right place for you. But if you want control everything, this is an easy product. Once *** ***** ***** **** *****, **'* ***** ** ** *** *** ***** **** ****** ** **** ********* *****, onto a demo. [emphasis added]

The ***** *** ****? ***'** ****

***** ******* ** ****** for ****** **** **,***+ Yeti ********, ***** ********** that *********** ****** **** 90% ** **** *****:

** *******,the **** ** ***** *********** ****** **% ** ** ****** ** **** **** *** ********. If you're out there, depending on marketing, the channel and anyone. Good luck. Like you're not going to find what you're looking for. If you're going out there and you're putting in the effort every single day to go grind it out and find every single account that's out there. God bless you [emphasis added]

** **** ****** ********** that **** *********** ** not **** ** ******** but *** **** *********** at ******* *** ******* prospectors:

*** ** ***'** * salesperson, ***'** ** **** call. *********** *****, **** it ** ********* *** last ***** *** **** to **. *** ** you ***'* *** ** that ******* ** ***** an ******* **********, *** will ***** **** *******, all ** ***** ** building **** ******. *** again, **** ** *** it's *****. ** ** you're *** *** *****, building **** ******, ***'** never ** ********** ** your **** *** ****'* literally **** * *** to ** ***** ** be **********"

**** ** ****** *** incumbent ******** ***** *****, super ****** ***** (****** all) **** ******* ** close ***** ******** **** end ***** ** ***** in **** ******.

Best ***** ************, **** *** **** *** ** **

***** ******** ** *** power ** ****** *****:

*** **** ******** *** here ** ******* ******, I ***** **% ** them ********, ** ** honest, ***** **** ***** is * ********* ****. It's ********* ***** **'* like, ***, * **** to *** ***** ****** salespeople, **** **'* **** the ******* ****** **** itself. ****'* *** *** case. **you **** *** **** ***** ************ ** *** *****, *** *** **** * ****-*** *******, *** ***** ** *** *** **** *** **** *** ** **. But here, we have an amazing product. And we have the best sales team on earth.

*** ***** *** ******* flaws ** *******'* ********, Verkada's ***** ****** ***** for ******. *** *******, Verkada *** $*+ ******* in ***** ** ** government ******** (********* *******) per * ******** ******* IPVM ********, ***** ** quite * *** *** a ******* **** * few ***** ***.

Sales ******* *******

***** ********** *** *******'* chairman *** *** *** strongly ****** *** ***** team:

* **** **** **** I **** **** ** Filip, **** *** *** first ******, **** * tell **** * **** sideways **** **** ** with ** **** **** lobby *** **** *** that *** ** **** out.

Better **** ***** ******* ****** ******** *** *****

***** ************ **** ********* have * ******** ********** of ****** **** *** industry:

* ******* ***** ** i *** **** *******? Same ***** **** *** guys *** ******** ******** right *** **** ** this ****** *** **** like ** * ***** to **** ** ****** that *'* ******* **** the ****** ********? **** is **** ****** * thing, ***** *** ** be **** ***** ****** out **** ***** ****?

*******, ** *******, ****** convincingly, ***** *** ***** to ** **** ** security ** ***** **** traditional ********-***** ******* ****** offerings, ******:

**** ** ***** ********. Every ****** *** *******. Everywhere *** **, *** could ** **** *** Francisco, *** *** *** go **** *** *******, you ***** ** **** in *******, *** *** will **** $* ******* worth ** ******* **** walking **** *** ******.

** ********* *** ***** of ********* *******, ********** to *** ******** *******:

* ******** ** ****, I *** * ****** lead. **** *** ********* the **** ****** ** earth **** * **** to **** **** *******? God, ***** ******** ***** spend ********. **** ***** do ********. **** ** one ** ***** ****** where ******* * ****, literally ***** *** ********** awareness ***** ** *** in *****'* *****, **** need ** ******."

** *** ***** ***** Clark ****** ****** ********, they **** ***** **,*** cameras, **** ******** ***** 100 ******* ******* ** the **** ** ***** on *******. ** *** can ***** **** *** of ***** ********. *'* not * ****** *********, but * *** **** you **** **** ********** checks *** ** ****** big. *** * *** assure *** **** ***'** not ***** ** *** something **** **** ** any ***** ********.This ** * ***** ******'* *****.

Goal ** ******* **** **** ***** ******

***** *******, *** ****** control, **** ******* *** coming, ********* *****, *********** that **** ***** **** money *** *********** ******* into *** **** ********:

the **** ** ** **** ***** ****** ** *** ****** *** ***. Now that means as a salesperson, you've got a lot of things to sell to the same customer, which means if you've got a big account, you're probably going to make a lot of money.

**** ****** ** *** original, ***** *** **** other ********* ****** **** strategy. *******, *** *******, the ***** ******* ** locking *** ******** **** more ******* **** ***** closed ********* ***.

Coronavirus ***** **

****, ***** ********* **** Verkada's ***** *** ** in *** **** * months:

* **** ****** ***********, I **** **'** ******** grown ** ****** **%

**** ***** ******* ** great *** * ****** incumbent *** ** * startup ****** ** **** as **** ***, ** is ****** ** *****.

Errors - ****** ******, *********** ****, *************

***** **** * *** clear ******. *** *******, Young ****:

** $** ******* ****** growing ** **% **** over ****. ** **** check.

**** ****** ***********, *** market *** ******* ** single ******, *** ******** close ** **%. ******* can **** ****** *** by ****** ***** **** incumbents *** *** ****** as * ***** ** not ******* **** ****.

***** **** **** ** the **** **** "** have ** *********** **** that's ********* ****** *** people", *******, ** ***** acknowledged **** ** *** actually ****** ** *** 100 ***** ** ********.

** *** ***** ****, no ***** ******* *** a ****** *** ***** team, ****** **** ***********, with ***** **********:

**'** ******* *** ****, as * ** ** market ****, *** ****, in *** ** *** range. *** **** *** SDR **** ***** *** we **** ***** **. And **'** ******* **** very ************.

*******, ***** ********* *******'* general ********* ***** *************:

*** ** *** ******* in *** ********** ***** these **** ********* ****** so **** *** ***** about **, **'* ****, yeah, **'** * ****** company. *** **** ****** list ** *** **** they **** ***** **, they ***** ** ** as *** ************* *******. And ****'* *** ********* part. **'* **** **% of ***** *** **** is **** ******* **** camera ****** *****.

***** ****** **** **** a*-****-*** ******* **** **** on ********** *** ***********, ***** * ******* review ** ************* ******, did *** **** ** his ******. ** *** other ****, ** ***** Young ***** ** ******* some ****** ***** ******* typically ******* ******* ** its ***** ****** ** this ****.

Outlook: ******* ********** *** ******** ***** ******* *** ***

**** * ***** **********, hungry "** ** **" year *** **** **** are ********* **** * weeks ** ******** ** close ***** **** ***-***** is * ***** ******, compared ** *** ********** and ******** ** *********** sales **********. ******* **** is ******** **** *** those ***-***** *** *** locked **** ******* *** many ***** ** **** while ***** *********** **** to *** **** *******-****** opportunity ** **** *****.