Thought Leaders in Internet of Things: Coby Sella, CEO of Sansa Security (Part 1)

The Internet of Things (IoT) trend is significant, and will blossom over the rest of the decade. Imagine, however, with so many connected devices, how the security issue becomes critical! Let’s explore with Coby Sella.

Sramana Mitra: Let’s start with introducing our audience to yourself as well as to Sansa Security.

Coby Sella: I have been the Managing CEO for Sansa Security for the last four years. Sansa Security is a security-oriented company focused on IoT. We see ourselves as solving deep security problems in a smarter way.

Sramana Mitra: When you say focused on security in the IoT world, tell us more about specifically what the security issues and what kind of challenges the IoT world is facing vis-a-vis security? What part of that are you solving?
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Thought Leaders in Internet of Things: Danny Yu, CEO of DainTree (Part 5)

Sramana Mitra: If you were to look at your entire customer base, who are some of the off-the-chart leaders in adopting this kind of optimization?

Danny Yu: We can look at folks like United Stationers, an office products distributor. They have an office facility and also have some warehouse distribution. We’re deployed in a project with them where we are controlling every single LED light fixture on, what we call, a granular basis. Every fixture can be controlled discreetly. If you have a specific light over your head, you can control that specific light. Why is that project interesting? There are several factors. One is the amount of energy savings we achieve through converting from old fluorescent technology to LED plus controls. It’s over 90% energy savings. That’s a tremendous amount. >>>

Thought Leaders in Internet of Things: Danny Yu, CEO of DainTree (Part 4)

Sramana Mitra: It takes time to fully deploy the solution. If you have one customer with 20 to 40 facilities, it takes time to get it fully deployed, right?

Danny Yu: Yes. The way this works with existing buildings is they typically want to do some type of an upgrade to the facility. You time yourself with capital budget around energy efficiency. If you do well and they like that, they will keep rolling it out. We have had one customer, in the grocery area, that went from talking through our channel partner in December 2013 to getting the first trial to a particular end customer of theirs. We did our trial in February 2914, and we received orders for 50 facilities about three months later. >>>

Thought Leaders in Internet of Things: Danny Yu, CEO of DainTree (Part 3)

Sramana Mitra: You are more of a service side?

Danny Yu: It was a network analysis product. By helping companies solve problems with networking, it gets us to understand the problem better because a test company has to understand the test cases. What effectively happened is we gathered all these expertise across all these different applications about what problems we need to solve at a system level to enable all these applications to work together. The company shifted to being the solutions platform company. The company then picked the lowest-hanging fruit of vertical application to go after, which was commercial lighting.

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Thought Leaders in Internet of Things: Danny Yu, CEO of DainTree (Part 2)

Danny Yu: We have one application in retail. It’s a restaurant chain. They actually use a temperature sensor to detect whether or not their freezers have stayed cold. The reason why they do that is because if the power goes out and they’re not able to monitor and track the temperature of the freezer; then as per Federal Regulations, they have to throw out their food. That’s thousands of dollars. In this case, the sensors are located near the freezer.

Sramana Mitra: Double-clicking one more level down, how does a sensor pick-up occupancy? Temperature is easier.

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Thought Leaders in Internet of Things: Danny Yu, CEO of DainTree (Part 1)

Enterprise Internet of Things is getting a lot of hype these days. I sat down with Danny Yu, CEO of DainTree, a company that is actually selling an energy management solution for controlling the energy usage at commercial facilities. Very interesting window into a segment of the industry that is likely to create a couple of very large companies.

Sramana Mitra: Let’s start with a bit of context for our audience. Tell us about you and the company.

Danny Yu: DainTree is a provider of smart building control and energy management solutions. What we bring to our industry is the simplification of building energy management, which allows for tremendous energy and operational cost reduction and simplification of how enterprises run their business.

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