Thought Leaders in Internet of Things: Guillermo Diaz, CEO of Kloudspot (Part 4)

Sramana Mitra: You haven’t talked about healthcare vertical use cases. Are you in healthcare and clinical studies?

Guillermo Diaz: Yes. We are working closely with a healthcare organization in Colorado. They are trying to do similar things, but we are also working with them on the connectivity into image readers. This means being able to do Zoom rooms on the fly whether I am at the hospital or home. They are working on this hybrid experience for the hospitals.

When I come in, I need to check-in. We make sure that appropriate facial recognition, thermal readings, and health questionnaires are done. We also make sure that their office spaces have the same health guidelines, which include social distancing and wearing of masks. They want to know if someone is taking off their mask while they are in the building because it’s a violation of policy. It also includes their hand sanitizers which are now IoT devices.

Pre-COVID, if a hand sanitizer ran out of liquid, you could get by for a few hours or a day. Today, you cannot do that. They have to know exactly where they are at with their hand sanitizer volume per location. They need to make sure that it is always full. We also detect people coming in and out of the restroom, for example so that they can alert the cleaning crew to make sure that it is all sanitized. 

Sramana Mitra: How big of a company are you? What is your revenue range?

Guillermo Diaz: This year our ARR will be between $8 million and $10 million. 

Sramana Mitra: What is an average deal size?

Guillermo Diaz: Our average deal size is around $250,000. It’s a subscription model. When we move into the hybrid environment, it is all SaaS. 

Sramana Mitra: Switching gears again, what do you think are open problems? You are seeing the world at a particular vantage point. What are some open problems that you are not working on, but you would like to see new entrepreneurs go solve and build companies around?

Guillermo Diaz: I am biased here. I see that this whole notion around perimeter and security is huge. I was at Cisco for 20 years. I have a pretty good view of the space. We used to think of the perimeter as this large enterprise and the perimeter became the building or an office. We have now gone home to work. The perimeter is now you. All of the security and privacy elements need to be surrounding you as you move from your home to your satellite location and office. We are working on pieces.

As the world becomes more hybrid and flexible, this area will become more of an issue. It’s like this social dilemma. You want to be safe. I want you to know about me but I don’t want you to know about me. There is this dilemma there where you want people to keep you safe but you want to have privacy. How do you crack the code on that?

Sramana Mitra: It’s one of the questions that I was mulling over as I was speaking, because this is intrusive. A lot of what you are talking about is very intrusive. How does that play in your user base?

Guillermo Diaz: In our user base and our platform, we are very flexible. Our AI policy engine is based on what the policy of the organization is. For example, Kloudspot might have a policy around coming back to the office. That might be different from HP’s policy. In our platform, we put the power of that policy definition into the hands of the customers. They may have different data policies.

Some of our customers might want more details around Guillermo. They want to know exactly when Guillermo came in. In call centers, they want to know when and where. They almost want to know down to the keystrokes of what I am doing because they want to track productivity. That is intrusive, but that is their policy. If you want to work there, that is the policy. You may not want to work there and that is fine.

You might want to work at Kloudspot where we don’t do that. We do want to make sure that you entered the building. In our case, we don’t want to know if a specific person is moving around. We want to know if somebody is moving around because we want to do things like social distancing and capacity management. We put the power of the policy in the hands of the customer. 

This segment is part 4 in the series : Thought Leaders in Internet of Things: Guillermo Diaz, CEO of Kloudspot
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