Sramana Mitra: How do you sell these use cases? How does GE, for instance, sell these use cases?
Yamin Durrani: Not everyone is selling all of these use cases. GE has smart lighting. They want to combine the security angle with the lighting angle. If there is detection of a human being by the camera, then lights should turn on. They can detect if there is nobody present in the room. They could switch off the lights. They can program it for different lighting. The primary goal is security.
Sramana Mitra: This is the OEM strategy mostly through security apps. What about the other verticals that you’re going into?
Yamin Durrani: The healthcare sector is primarily about elderly care. We look at the industry where assisted living facilities and skilled nursing facilities are wanting to find a device that can alert them if somebody fell. People over the age of 75 suffer from falls. 40% could be fatal. We looked at the industry and we didn’t find anything compelling in that space. Some of the existing solutions were very expensive or inaccurate. We developed something where there is an AI that’s more accurate. We have a way to verify that alert by having a human in the loop.
Sramana Mitra: Do you go directly to the market with elder care facilities?
Yamin Durrani: We always go direct first. We establish our presence in the market and have enough momentum behind it. Then we let the partners come to us. We believe in inbound sales when it comes to partnerships. Chasing partners hasn’t been very fruitful. It is better to have that pull from the market so that the partners come asking for integration. It applies to all B2B. The second advantage is you’re closer to the end user. You get quicker feedback.
Sramana Mitra: Are you already with partners now in the elderly care segment?
Yamin Durrani: No, we are just launching it. We are adding another service called elopement detection. If the patient wanders off, it could send an alert. We are going to launch a comprehensive solution next month.
Sramana Mitra: Do you have, on your radar, ideal partners? Is there a partner you have in mind?
Yamin Durrani: There are top three distributors in the space who take care of assisted living facilities. Then there are nurse calls companies that have a big presence. We are looking at all the avenues. We have some partnerships with nurse call companies.
Sramana Mitra: Aside from the home security segment, is there any other segment where you already have developed a certain amount of business?
Yamin Durrani: If you think about home, it’s very large. There are over 120 million homes just in the US. Only 37 of the million homes have some kind of an alarm system. This market is primarily underserved because the alarm system market is essentially a heavy upfront cost. Where Kami is helping in that space is getting rid of a lot of sensors, panels, and devices and providing AI as the alarm service that connects to the monitoring center.
That way, monitoring companies don’t have to sell expensive equipment and put them on a five-year contract. Instead, they partner with us. They can sell the cameras which can be $20 to $25 apiece. They can buy five devices. They not only get AI but also alarm service enabled through the camera system.