Brett Larson
speaker
455 appearances
2 recordings
1 series
first heard Dec 2024
last heard Feb 2025
Brett Larson’s voice in public audio — every appearance, attributed to the second.
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Appearances
And then it's a much more formalized selling playbook that tracks the KPIs just like Key Ints.
They're getting compensated.
On both their selling activity as well as their commission.
Last year, cohort one of these sales noids hit the field and they did 80,000 customer visits, added 3,000 new customers to a base of what was previously 30,000 at a accretive gross margins, and they exited the year at about a million dollars a week in sales from that first cohort.
The second cohort entered this year in twenty twenty five and hopefully we'll do a bit better just from lessons learned.
Obviously they're now competing in Keynes' bread and butter target customer set.
So they are running into them sometimes with these customers being vended, but the majority of the time these customers have never used machine vision at all.
think it's more like sixty to seventy percent of their sales have been people that have never had a camera on their factory.
Obviously the financial implications here are they're trying to grow their customer base from thirty thousand to hundreds of thousands over time, which could be obviously revenue opportunity and then at a creative gross margins and reduce the customer concentration as well over time.
The stickiness of a customer is quite high.
Once you're on the factory floor and the people that are managing the floor are familiar with the software used to program the cameras, and it's usually more or less standardized, especially for some customers where they, for the sake of simplification, they don't want a bunch of different machine vision vendors out there and the associated software.
It's a CapEx sale, and they have, as I mentioned, historically been focused on the top of the pyramid customer.
So they've been tied to the large CapEx build outs of companies like Apple.
And Amazon.
And that obviously comes in a wave.
And then it's more of a question of stacking new S curves and when the next waves and CapEx is going to come.
But the customers themselves are generally quite sticky.
Maybe this is a good segue into the different in markets.
And we can start with consumer electronics.
It's interesting because that in market's tied to the CapEx spending around new consumer electronics or features.
Showing 181–200 of 455 · page 10 of 23
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