Deb Noller

So there's a two-sided equation there.

One is how do I run my buildings at the cheapest?

But the second one is how do I provide the best possible user experience?

We have an IoT gateway.

So IoT stands for Internet of Things.

So we connect to on-premise systems like smart thermostats, lighting systems, sensors.

But our model is not to sell any of that.

It's to connect with what people already have connected.

But in the case of WeWork, a very important data feed is just their ticketing system because that gives them insight into buildings where they have problems and they've got lots of complaints.

Or it's always hot.

And so that particular suite might be in the southwest corner of the building.

And so that means different ventilation or different temperature controls to, say, the other areas of the building.

The Nest is actually not an open device.

So it's actually very difficult to connect to a Nest.

So we connect to, generally speaking, we would start with building management systems.

So really large building management systems that run all of the heating and cooling in a building.

Most of those systems are moving to open protocols like BAPNET.

So we would connect to those types of systems, but we can also connect to individual sensors.

For example, we're working with a company called Monit

that does everything from door opening and closing to sensors in every seat and desk so that you can see which seats and which desks are being utilized.