Smart City Use Cases and Opportunities: Jay Chandan, CEO of Gorilla Technology (Part 3)

Sramana Mitra: How do you do that? How do you intervene in reducing infractions?

Jay Chandan: That is by better traffic management at the intersections. We have a traffic management solution which we have built and deployed at a fraction of the cost.

Sramana Mitra: You said you reduced traffic infractions.

Jay Chandan: The long-term goal is to decrease the number of infractions by 50% through monitoring and better traffic management.

Sramana Mitra: How do you do that?

Jay Chandan: We’re able to monitor and identify traffic violations using real-time video.

Sramana Mitra: You can monitor. You can identify. How do you reduce violations?

Jay Chandan: If I have never received a ticket in my lifetime and suddenly find myself having five tickets, I am going to follow the rules. That’s the long-term goal. My goal is to provide the government with the technology.

Sramana Mitra: Purely technology-wise, your value is to identify the violations. In both the use cases that you gave, it’s basically video analysis and being able to accurately pinpoint specific outcomes.

Jay Chandan: That is correct. The first one I talked about, which monitors ten thousand network devices, has got no video analysis at all.

Sramana Mitra: How do you go to market? Are system integrators building on top of your platform? What is the go-to-market strategy?

Jay Chandan: When we started out, we were a pure play product company. Over the last five to six years, Gorilla realized that we were leaving a lot of money on the table. We’ve built our own system integration practice. We’re platform-independent.

When it comes to industrial automation or vehicle management, we are able to deploy our own products. There’s no reason for us to leave behind a lot of money. It’s not just Taiwan. We’ve also opened our office in India. In the UK, we have an R&D and deployment center. We’re also building our center in Thailand.

Sramana Mitra: Many of the use cases that you are talking about have pure play product companies as well. Video analytics and traffic management cases exist. This is a strategy question that I want to ask you. Is it the best strategy to go so broad or is there one use case that is doing significantly better for you?

Jay Chandan: Not really. The reason why we are so broad is because of our platform. Our platform encompasses a variety of solutions on smart cities today. I talked about communication or lawful interception. When you look at the overall landscape today, it’s the confidence of the customers that we’re able to capture. These customers have been with us for 10, 12, 14 years.

The strategy is all about providing a one-stop shop. Remember, ‘the one throat to choke’ is the biggest issue customers have today. SI’s will put their hands up and say, “Go speak to the product guy.” We come in and sit on top of the platform and we’re able to integrate because of our platform independence. We are able to work with most of the service providers and hardware providers on the planet today.

This segment is part 3 in the series : Smart City Use Cases and Opportunities: Jay Chandan, CEO of Gorilla Technology
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