Irisitys CEO Marcus Bäcklund gets interviewed by stock analyst Rickard Engberg from Erik Penser Bank
Strong finish of the year
The conversation starts with a sum up of the 4th quarter. Marcus declare that Irisity experienced a strong finish of the year, despite effects of the pandemic. Focus during this time has been on all three customer segments – security companies, camera manufacturers and enterprises. Irisity has managed to get well established with security company G4S, camera manufacturer Axis and Stockholm Public Transport (SL) as enterprise on one of the verticals.
Erik asks about the difference and dynamics between the two components of revenue – MMR (Monthly Recurring Revenue) and Saas Revenue. MMR has grown to 25% this quarter and Saas Revenue has become even stronger. Marcus explain that the reason as to Irisity report in this way is because not all revenue is acquired on a monthly basis. Especially within the enterprises segment there is many customers that wish to pay upfront though a one-time payment.
When it comes to gross margin Erik wants to know more about how commercial rollouts affects the end result? Marcus says that it all has to do with pilots and key installations. These burden the gross margin but it is a threshold Irisity have to pass in order to generate good margins in the future.
Irisity will continue to recruit, primarily within international sales and R&D. Erik is happy to hear that this cost will not scale with revenue.
New deal with Axis
Erik asks Marcus to describe the new deal with camera manufacturer Axis. Marcus explains that it is about Axis new, powerful TPU cameras, which is Googles Tensor Prosessing Unit. Irisity will develop an embedded solution of IRIS™ for these cameras, including all current IRIS™ algorithms as well as the more advanced deep learning algorithms. Together with Axis and their immense global distribution network Irisity will present this new, very competent camera that can run advanced AI detection autonomously without any server or cloud support. The ability to run deep learning and neural networks directly in cameras is quite new still and this is believed to create many new opportunities for Irisity.
Revenue generations for this new type of deals
Revenue for Irisity in these situations will be generated both through licensing deals from distributors as they deliver the camera to end-consumer, as well as through a fixed price model which is the more common. The market for this type of camera is significant. Since the camera is not dependent on online connection the cameras will be able to be installed on places where similar solutions previously have not been possible. This includes many new areas such as unattended railway crossings, home care of the elderly, protection of lone workers, unattended shops and other places where protection of individuals are needed but the cost for server installation is too high or bandwidth too low. Many new opportunities will open up with this solution, as well as with camera manufacturer Mobotix.
The process of G4S and other negotiations
Erik continues to ask; ”Can you describe the process you have with G4S and how negotiations with other actors are moving along?”. Marcus says that with G4S the first phase of planning, education and pilot installations on selected markets has just been completed during this quarter. Next phase starts this coming year and consists of a broader implementation. The foundation has been laid in phase one for further rollouts during 2021. GardaWorld and Prosegur are also worth mentioning in this context, where the discussions are relatively far along. Prosegur have implemented Irisitys solutions on a variety of markets and wants to evaluate all types of options within both security assets and algorithms. GardaWorld is a relatively new process that just started in this quarter. They are both global companies that are active in about 40 countries each. GardaWorld is the world’s largest unlisted security company.
Within the Enterprises segment focus lies on different identified verticals such as rail, schools, infrastructure, public places and night guard. Irisity always approaches big actors on these markets but always in coordination with a partner. The belief is that more verticals will emerge through the camera manufacturer collaborations. Tenders are often won together with a hardware and/or security company partner as Irisitys solutions are not always all that is sought after. However, certain tenders, such as the Stockholm Public Transport (SL) deal are specified as an AI software solution.