Sramana Mitra: How big is your business?
Steve Bryan: We are in the range of about $5 to $6 million a year.
Sramana Mitra: How big is the TAM for the business?
Steve Bryan: We currently have 2,000 of the industry’s trucking companies. I mentioned earlier that there are about a half a million trucking companies. It might sound that we’ve barely scratched the surface. However, most of our customers are the largest trucking companies out there. They are names most of us would be very familiar with. They employ the majority of the drivers.
Sramana Mitra: That’s what I would have guessed. There’s a big head, and then a long tail. The bigger fleets are with the smaller number of companies.
Steve Bryan: That’s exactly right.
Sramana Mitra: If you look at the trucking companies above a certain size of fleet, what is your cut-off in terms of your target audience? How much of that market have you penetrated?
Steve Bryan: It starts to make sense to a trucking company to manage things based on data and analytics when they get to about 50 trucks. If you cut the industry off at 50, you’re left with about 8,000 companies.
Sramana Mitra: You’ve got about 2,000 of those 8,000.
Steve Bryan: Our customers employ about 1.3 million drivers of the 5 million that are out there.
Sramana Mitra: Where are you located?
Steve Bryan: We are headquartered in Portland, Oregon.
Sramana Mitra: Is there any competition in your market?
Steve Bryan: We like to think that we’re pretty much the go-to people. There’re a lot of really good companies that do a lot with data in the trucking industry. I don’t want to mislead anybody. The telematics suppliers for example do a tremendous amount of data analytics on the data they have. We are data agnostic. Vigillo doesn’t generate a single byte of data anywhere. We are the agnostic data analyst that sits in the middle and takes it in from all sources. There isn’t anybody else that does that. We love all data. We take it from the government, vehicle, and back-office applications. A lot of these fleets will operate on mixed technologies.