- Duration: 31 min
- Platform: meet
- Source: Read.ai 01JBM9098MVMTRZR7NARKXYM1R (https://app.read.ai/analytics/meetings/01JBM9098MVMTRZR7NARKXYM1R)
Transcript
[jay reddy]: with, to go to market with, as well as some of the A firms like AECOM and WSP and Jacobs. And yeah, that’s just the background on Mobi and, you know, history from a business standpoint of the US strategy and the scale up. Dill will give you a background on himself and the company and what we actually do and what problems we solve. [Michael Houck]: Real quick, what’s the cap on the safe? [Dov Ganor]: 20 million for the first two million. What’s that, sorry? 20 million for the first two million. Okay, cool. Sounds good. Cool. So let’s do it, take some time. I want to show you, as we started, that what Jay will summarize everything, show you how the product it look like, what we’re doing in California, that you understand, and then go on the presentation in another way. So we have everything covered up. [Michael Houck]: We’re trying all different methods, you know. One heads up, I noticed that the invite was for 45. I do unfortunately only have 30. Just wanted to flag that. [UNKNOWN_SPEAKER]: Okay. [Dov Ganor]: So, that’s, you can see that? Yes. What you can see here, this is, you’re familiar with JTPT, right? Of course. And what you see is something very similar, right? You can write prompt, it begins to answer. But this, you know, language models, right, does not understand transportation. So basically, in this collaboration that we are working with Microsoft and, you know, the open AI generative model, it can be agnostic and work with the Google with the other small groups. When they want to answer this domain specific expertise, they need to know the language. And that’s why we are working actually with Accenture as the integrator, because also when you’re working with South African government, you need to have Accenture as the largest integrator for AI in the world, according to what some say. Anyway, you’re familiar with Accenture. I guess. So when you bring those together, we are, in a sense, the engine that enable to talk transportation, understand and provide the insight that they can actually look. And if you look on that, just as a shot, when you do this kind of digital transformation into organization, like the one that is the Department of Transportation of California, that the responsibility about having safer and smooth mobility and managing everything on the network. So we are taking everything that they do into a digital transformation with a new AI capability to do it and in a sense make it like align everybody and make it democracies and make everything like a digital understanding with the data that we have. And also with third party and other things, but our unique ability to provide new kind of analytics and insight and AI-driven solution into that specific mobility domain. What you can see here in a sense, right, when you look into it, so you have all these kind of things that you can do based on safety, equity, climate, right, and you can see, tell me, identify traffic disruption, or before and after, I’m building a new bridge or new something like that, rock metering, detect traffic incidents, simulate things, whatever. You can see in a sense, not only the user interface, but actually we provide them with all these kind of advanced reports and BI that this is the engine that we have behind it. And of course you can have also safety dashboard and live traffic dashboard and data coming from camera. And that’s in a sense, Just to give you the feeling that we are taking the organization and make this kind of digital transformation. I think the engine that we developed with this unique expertise for more than 10 years in Moby and actually in that field for a longer time. And now we are actually be able to go into such kind of organization and it’s like a blue ocean because everything which is there with just a new layer that come on top of that and it’s coming from the government And now it’s a question, who is going to get the market for the right? And that’s not the player that we are the provider, but it’s the Accenture, the Microsoft, the Google guys, they are the ones that are trying to get, you know, their language model is like, it’s like the cloud, right? But the domain expertise now need to be captured by different users. So we’ve been there at the right time to penetrate the market. And we pivot everything into this kind of, of, of OK. So you’re familiar, that’s one that you have, right? So it’s AI mobility insight. The AI is crossover, right? It’s not only the AI, it’s the engine, it’s the ability to look into this traffic management center and make that revolution. What we find out is that when you look at that, because, well, the The problem is clear. There is limited capacity. You cannot build any more roads, and the demand is growing. So what happened is bottleneck, right? And when you look into that, you see that just the way that they are doing today, if you’re going to a traffic management center that you have in big cities or .s, they have a lot of screens. And it’s, look, but that’s not effective. There is an incident. They call the policemen. There is nothing there. To make it more proactive and enable to actually manage the network like you are managing computer networks, cellular networks, power network, all of these things. Everybody, so they have the users and they are the ones that need to manage the network. And these guys, what we’ve seen for a long time, it’s just not effective. The question is how can you bring data-driven solution in order to make it more automatic and use the policy to optimize the entire, just because you manage it in a better way. And actually you can improve more than 30% the performance of that Nordic without building even a single road. And you know the cost of building a real infrastructure, right? It can take millions and 20 years just to build one road, right? In the same money and budget, you just improve everything. And again, in the US, everyone is talking about, how can I provide services to people? They call it equity, to get to jobs, to get to leisure time, to get to health care, all of these things. That’s one of the things. So it’s not only about vehicles. It’s about mobility. That’s what we call mobility. So how can we use data from different sources, historical data? In order to make that kind of revolution. That’s the solution that we provide. We build the solution. It’s a cloud solution. The model is called T-MAS, Traffic Management as a Service. As every basic AI, when people ask me, what is AI, what do you mean? Because we developed it 10 years ago as an AI company. It was not then so much a partner. Basat is like the father of AI in Israel. It started in the 80s and 90s, right? It’s not something just now more mature with the DNA. So the nice thing is that you actually have a computer that helps you to have a better decision making. It’s an automatic. And the basic, what you do about it, you need to understand better what is going on, like human, what is going on around you. And we’re doing something which is different than the market. Because the market is very focused. Tell me what is the speed or what is the traffic in one junction and we want to understand the entire how people are getting from origin to destination, why they are there, where they’re coming, where they go, what kind of mode they are using. We need to understand the entire story in order to have a better situational awareness. Based on that and building all these kind of patterns and use the context. We don’t even try to traffic signal, we’re trying to manage big events, like the Superbowl that I’m going to show you, or like a commuter that can multi-model, or that commuting going in and out into an industrial zone, et cetera. So we change the way that we think about it to be able to understand what’s going to happen and what we need to do about it in order to optimize it according to what is your policy, right? Less emission, bring more people, accessibility, or whatever. We provide this kind of dashboard, like you see here, and like I showed you in the beginning, that people can interact. But in the back end, there is like the AI, or what we call the state board, that can tell you this is recommended. This is regular or not regular. Provide you a lot. So everything is running in the background as well in that. This kind of one of the examples, the first thing that they were telling you, which Samir was saying, that he was the head of the Atlanta CIO that they were in looking into managing big events. And Super Bowl was one of them. So like two years in advance, they opened a dedicated traffic management center and a team of specialists that this guy, Terry Lord, was managing it. And they said, okay, how can we manage big events? Reduce the 50% the ingress and egress and you know in Atlanta we used to say that after the game people asked I said people go to look nobody was asking about traffic maybe there is one that this is the article that they asked me and say if nobody’s talk about traffic it’s mean that they made a miswork and you can actually google it and compare Atlanta you know they talk about the advertising about the result about game, but not about traffic. Here after that in Miami, it was everything about people stuck for five hours to get in and out into the game, the Super Bowl. So it took us some time. You know, Jay went to Israel, he said, I have to bring you to Miami. It is a process when you are talking with cities, but once you do that process and that’s what we’ve done in the last few years, then actually you have a customer now for a very long time. [UNKNOWN_SPEAKER]: Right. [Dov Ganor]: So we were dying about it and now they actually give us specifically a mobility challenge to manage big events because they are prepared for the World Cup coming soon. So they just send it, we need to submit it in a week from now. And then they tell me that that will be our procurement process that we show that in that mobility challenge, they’re going to actually be like, they invest the money not too much, but they are getting shares. So they also have the interest to make your technology as part of their solution. And then you look about how managing big events. I have the same thing now in Chile, in Mexico, and they are also going to host the World Cup, right? The football World Cup, the European, right? Not the American football. It’s the biggest event that is happening So that’s not the, it’s just like a marketing goal that people are ready to put attention and budget and resource in order to bring the technology and then you take it forever, everywhere from there, just like a marketing interest. That’s the idea of it. And that’s the good about it. And again, just to summarize and say what we were talking. So we have a product which is not only operated, right, there is a that already, the Israeli defense force, we were acting in emergency, evacuation of people, and we provide Israel demand models, and then we go to the U.S., including the Super Bowl, and now the Caltrans, and the Miami Park, and in Mexico, and this kind of big technology that’s, you know, not in the market, right? Accenture, IBM, Group Castle, and a bunch of other that Jay bring together and managing them. The idea is that he managed the IBM, IBM head of traffic is his best friend now. And this guy managed, I don’t know, 1000 sales guys. Yeah, so let me jump in. [jay reddy]: So, you know, as a startup selling to the US government, it’s obviously very difficult. You know, GovTech is very difficult in general. But the good thing is, this is a good transitional period with the Inflation Reduction Act, infrastructure bill, a lot of money going towards transportation now, which a lot of the big players are looking towards, like Accenture, IBM, and Microsoft. So we have domain expertise in this field and transportation, AI, and mobility for a So that’s why the big partners like us, that is why they’re putting us into, you know, projects and RFP responses and proposals. They don’t want to, you know, recreate the wheel. Strictly wants to work with partners going forward. And this is how we’re kind of rolling up and showing the, you know, the value add to these partners and hopefully going to market and coming out with the entire product set. I can go more into the, you know, and how we do projects and what’s in it for them. [Michael Houck]: Yeah, I guess, tell me the sort of the model and the sort of engagement in order to, like the sales pitch also, why this is, why they’re going to pay exactly what you guys think they’re going to pay. Obviously, once you get them, they are a long-term customer. But as someone, you know, I haven’t sold to governments before, so I’m learning from you guys here. Yeah. Learn about the economics and also how is how that reaches venture scale. [UNKNOWN_SPEAKER]: Yeah. [jay reddy]: Bill, do you want to give that a go? [Dov Ganor]: My example? So one of the, just to make sure that I’m focused, what you’re asking is maybe let me continue with some few with the presentation. I’m talking about the pipeline and how we do it. I think it will answer real quick. Sure. Sounds good. In a sense, just to show this slide, to complete this one, so what Jay was telling that the guys like IBM, for example, they already, Miami-Dade County already declined. They have like $55 million per year that they need to buy from them to provide services and hardware and solution, right? So you don't start a new kind of procurement process. So the idea is that you just need to find a way to start to work and show that the clients say, yes, I need it. And that's what we do with the challenge that I'm saying. And then you already have a procurement mechanism with money that is already there. And then you expand it to the entire district and the district of 33 cities. And then you expand it geographically to all these regions. So there was one customer, now I have 50 users. Sure. And then they bring, and the mobile model, we already have like eight application, one for situational awareness, one for transit, one for demand, one for, uh, even, uh, congestion pricing that now we are doing in Israel. Uh, so we have all these kinds of solutions. So, so as a SaaS, we sell more kinds of services and, and, you know, more, more, more users. And, uh, actually. You take it from the government and every mobility the service player is going to be actually we already have some in the pipeline that are publicly like mobility the service player like uber or the one that are doing the autonomous shuttles in like no now we are working with them would be and I need many public transportation agency as well public like owned by the government some of them are private and And then the stadiums that I was talking about. So once you have this kind, the customers is also almost any hospital, port, mobility, the service player, logistics player, UPS come to me and ask, how can you help me? Of course, I need to have a US platform that I have the insights ready to provide them. And that's what we do. So now once we're doing it in California, OK, now we can provide California services. So I see the city actually, and we are talking about an average of a million dollars, starting from a million dollars per city like Miami, not a day, maybe 35 cities, right? And then, but it's still, it's like an enabler to go to the other players around it. So it's a huge, it's Just to give another, in the end, I answer you first, not going there. But the other opportunity, for example, that we are working here when I'm in Latin America, we partner with American Mobile. American Mobile is Carlos Slim Company, I don't know if you know it. It's the largest company in Latin America. They have Verizon, they have cellular companies, in each one of this country. In Mexico, for example, we have 75 of the people are the customers of Telcel. And of course, they are also the biggest integrator in Latin America and it's a huge global, okay. He's one of the five people in the world. We are working specifically that kind of communication company. They are asking how there is the five and the IOT, all this kind of revolution, how can we actually get a new kind of business model? That's where they find mobile, their solution for smart city and mobility. So what we're actually building, it's called all digital infrastructure. That's the way they use in the US. So on top of the world, you need to have everything connected. So they provide the connectivity, but they also provide us with the data. And now in order to do it, so I have data for 75% of the people that I can understand their mobility. In the US, for example, we are working with an all-state company that we have 20% of the vehicles have the GPS location on that. And so we bring together also data from video analytics, from cellular data, from the vehicles themselves, bring everything into this universe. So when we come to the market, for example, in Latin America, we touch down. First of all, this company already have a local, right, They come, Mexico is the headquarter where I am, but then they have the cellular and they have people all in every city in Latin America. They're sales people, they're operation people. We bring the product, they sell it, and on top of Mobi, they sell, they, not us, right? They sell the entire digital infrastructure. So we are like the brain, we are like the backbone, and they sell how you operate telematics in buses. How do you provide video cameras installed all over the road? How do you provide an enforcement system like the ticketing that you're doing? How do you build the hardware in the traffic management center? So they build everything around the Moby as a background for their digital transformation. Because we are talking with the president, for example, of El Salvador. That's what I'm doing right now. I'm going there next week. And we want to have Carlos Lin come. And we are talking about $500 million investment in digital infrastructure in El Salvador that they want to provide. [jay reddy]: So in an example, the US has cameras. They have parking. They have sensors. El Salvador, starting from the ground up, we are building the entire mobility plan for El Salvador from parking, ticketing, safety, fire, ambulance, traffic signals, polling. So that’s why we’re bypassing a lot of that. But it’s not us, right? [Dov Ganor]: I want to make clear. So we are focusing in provide the software product, our product, which is orchestrated everything. So we are connected to the We are connected to the vehicles. We are connected. It’s like a band that you have a guitar and a drummer. What we do is orchestrate everything. So it’s players. That’s what we do. And that’s why we are in a position to lead that effort because we need to manage all of it. But they are the integrators. They do the sales. They provide the professional services that we are focusing to be a lean team that provide a product which is in the cloud. And that’s the way that you can be very efficient on your team and your scalability. So once we now have like three, you know, we’re going to close the contract in the next few weeks in El Salvador the first, Guatemala is the second and some city in Mexico, but they are already more then sit in the pipeline that we want to bring in, because after the two, three, that it would work there, everybody will come to that. Because it’s clear that the problem is huge and they look for that. Then we’ll go to the World Bank to bring funding for that. And there is a lot of things as we do it in that kind of scale. And I want to thank for all of this, which we start with the basic, then the GNI on top of that, which is the cloud solution. Totally. Once you have this kind of El Salvador in 30 years, we are talking about hundreds of millions of dollars. We start small, right? But we go up. That’s the idea. I think that hopefully answers your question. Just a quick, so we were talking about these three things, the US, Latin, Israel, that we are there. This is the pipeline that we have. We are targeted $10 million. From that pipeline for 2025. And that's, you know, bring us already to have evaluation from Gen X, which we have a SPV that they are saying, okay, let's let's look around there with an $80 million pre-mine evaluation. I told you that I want in order to secure all of this effort that can take a few months until it will be fully signed and done. After I signed the contract with the government, California, we have finalized this POC this week, and they need to take a decision early next year, maybe two, three months from now. And Elsa was only to be signed in the next, you know, they tried to do it before the end of the year, but if not, you know, Q1 2025. So definitely in order to continue to push and make all of, after Of course, the value adds and everything. We can also go to the bank and bring money. So that’s where now what we are really offering this kind of opportunity to do it with, as you asked, a cup or 20% discount. That’s where we are. [Michael Houck]: Cool. Look, guys, I think it’s interesting. I unfortunately do need to jump because we’re at 30. If there’s anything else you guys think we should take a look at, please send it over. I have the deck already, which is great. So I’ll forward this to the rest of the team, and we’ll circle up, and I can follow up next week. [jay reddy]: Okay, thank you very much. We appreciate it. Please let us know if you have any questions. [Michael Houck]: Good to chat. Yeah, I’ll follow up with questions. [Dov Ganor]: Thanks so much. See you. Bye.