Zach Supalla

So, so our company helps,

Our company helps manufacturers who make physical products connect those products to the internet.

And that ranges from companies who make consumer appliances like Keurig's coffee makers to industrial manufacturers who make their irrigation systems or industrial equipment used in manufacturing facilities.

And we help them connect those products to the Internet.

What that means is we give them a cloud platform those devices can connect to.

We give them the physical hardware that will actually go into the device.

So like a Wi-Fi module or a cellular modem.

If it's cellular, we give them SIM cards and data plans.

And then we do the whole communication stack in between the physical device and the web.

So that is sort of everything you need to build and deploy an IoT product.

Yeah.

So we make money essentially in four different ways.

When we work with a large company, we sell them a subscription to our cloud platform.

We sell them SIM cards and data plans.

And both of those are like recurring recurring revenue.

We sell the hardware that goes in the device.

And so that ranges from, you know, a couple bucks for a Wi-Fi module to tens of dollars for a cellular modem.

And then we'll often participate in some kind of professional services or implementation to get their product up and running.

Yeah, these days, most of our money comes from selling hardware.

Because of where we are and sort of how long we've been around, most companies start by buying a bunch of hardware up front, and then the recurring stuff kicks in later.