To get an appointment with SNCF, they “searched” professional profiles related to safety and security issues and smart videos on LinkedIn. William Eldin and Damien Mulhem, co-founders of the XXII start-up that specializes in artificial intelligence (AI) image analysis, had a good proposal: “Our technology solves a plague: abandoned luggage that is too expensive”, commemoration of William Eldin, CEO of XXII.
The start-up founded in 2015 in Paris started its strategies in 2017. And for over two years, it went from POC to POC (proof of concept). “We carried out a dozen of abandoned baggage, attacks, people entering the rails, overflowing garbage cans …” Then came the time of “pilots involved in trade operations to find out if it was possible the industrialization “. Result: a fully documented operational feedback before the pilot makes operating licenses.
Promote meetings between start-ups and large groups
The SNCF sales cycle is spread over three years. A very long time for a start-up, but not necessary for a large group like SNCF, even considering the delay due to the health crisis. “We took advantage of this to refine our offer and meet with other partners,” confides the CEO of XXII. Specifically to convince Renault and an investment fund – you have to pay the salaries! The company now employs 65 people and achieved a turnover of 3.5 million euros in 2021.
Between start-ups and large groups, timing is sometimes complicated and agendas are not always aligned. Also, to multiply partnerships, to make them more profitable for each of the partners, the safety and security sector – 150,000 employees and 29.7 billion euros in turnover – has been structured. In early 2020, a Strategic Sector Committee for Security Industries (CSF-IS) was created.
Led by Marc Darmon, Deputy CEO of Thales and Chairman of the Council of Trust and Security Industries (CICS), the committee itself set priorities for securing major events, specifically the 2024 Olympic Games in Paris, cybersecurity, digital identity , digital sovereignty, smart and connected city security …
“We help local authorities and large groups purchasing security and safety technologies build on their needs”, testified Dominique Legrand, president of the National Association of Video Protection (AN2V), one of the major industry associations. of CSF-IS next. Hexatrust (cybersecurity), Gicat (defense industries), Gican (shipbuilding) and FIEEC (electronics industries). “We introduced them to innovative start-ups and SMEs that are likely to respond to either an off-the-shelf product or their R&D capacity. It is difficult, if not, for these young shoots, to introduce themselves in large groups. »
Like other start-ups, Two-i expects that structures like CSF-IS or AN2V will contribute to speeding up sales cycles in large groups. “These associations also help us anticipate the regulations that form the foundation of our market,” explains Julien Trombini, CEO of Two-i, an artificial intelligence start-up video analysis service that has invested in concept of “Smart & Safe City” created in 2017 employing 25 people.European regulation on the protection of personal data (RGPD), facial recognition … topics are not lacking!
Based in Metz, Two-i has partnered with multinational Nvidia, an American tenor of graphics cards used in video analysis and AI, and Danish SME Milestone Systems, a leader in security and safety management software. “We developed specific code to port our AI solution to Nividia’s hardware platforms and Milestone’s software environment. That took five months, “said Julien Trombini. Thus, the start-up algorithms were referenced in their respective catalogs of applications and available for sale to major customers around the world.