Sramana Mitra: Let’s get into the use cases. You’ve talked about a variety of verticals in which you have businesses. Let’s start with the home vertical. You said you have partnerships with several brands within the home segment. Tell us more about the use cases.
Yamin Durrani: If you look at the home segment, the typical approach that a brand takes is to build an end-to-end solution. We look at different brands like GE Lighting, which already have a strong presence in the home segment. They want to compete in the space of home security. Their pain point was there was no software stack that provided the backend infrastructure. That would have taken them close to two years and $5 million to $8 million.
We built an open stack that is hardware-agnostic. We could integrate through a client that would sit on their hardware and connect to the cloud services. If they do that, they are able to compete without spending that much time on R&D. Their risk goes down significantly and they can go to market within four to eight months.
Sramana Mitra: So you have partnerships with GE, Phillips, and those kinds of brands.
Yamin Durrani: Yes. Our home security product is in 110 countries with over five million users and 12 million devices. There are brands that are unknown to the US consumer like brands in China and Europe. We don’t have to worry about the supply chain and all, or the marketing. It is the brand that sells the product. They use us to drive the home security application.
Sramana Mitra: Is it a SaaS business model?
Yamin Durrani: In the home security, it’s more of a freemium model. There is a fixed component, but it is a subscription from the end consumer to Kami, and a cut is provided to the brand.
Sramana Mitra: Do these integrations require a lot of services or are they, more or less, off-the-shelf at this point?
Yamin Durrani: That’s where we have differentiated. We have built modules that help us service the different needs of the brands. Part of the initial customization that we were having a challenge with was the hardware integration. It wasn’t the soft backend stack or the AI services; it was just that the hardware needed the connectivity to the cloud.
Everybody was using different types of chipsets. Somebody was using a Qualcomm chipset versus some other brand. We have built an SDK that helps to integrate the hardware a little bit easier. We have developed a small chip that can be used for faster integration where they can use a strategic tie-up with another chip company. If somebody wants to go to market in less than two or three months, they can just use our chip partners. It’s a reference design in some ways.
Sramana Mitra: Interesting. Are the bulk of the use cases in the home market security?
Yamin Durrani: Yes, the bulk of them are related to security. Home can be divided into four sections. There’s the outside like doorbells and backyards. The goal is to look for vehicles, pets, packages, and humans. We have AI models such as package detection and vehicle detection. Inside the home, people use it for keeping an eye on pets and the elderly. We’ve developed a solution around baby cry detection and fall detection for the elderly. You keep innovating further in that space.