Just finished watching the webinar with Graham. My quick key points from the interview below:
- I like Graham. He's direct and simlifies the product well. Uses analogies to highlight what historically labour intensive tasks are now replaced with sensors that we don't even think about (such as checking oil prior to every drive)
- Graham highlighted the huge burdern the healthcare system is currently under with regards to aged care. He acknowledges it isn't 'sexy or flash' but knows there's a growing need to deal with the issue and it isn't going away.
- He made the point that Talius offers a 'one-stop-shop' for all indications (sleep, emergency, fall, etc) whereas many competitors solely focus on one
- Not aware of any competitors doing all indications like TAL
- All growth is organic. No acquisitions and investing heavily in their platform.
- Stated TAM is $1.3b and currently TAL has approx 1% of Aus market (not considering global)
- Current subscriptions at 37k (they estimate they could achieve 2.3 million.)
- Subscriptions are so scalable. Some indications they charge $1/week. Imagine a 50% increase..
- ARR is currently $2.3m
- Sensors are 'passive' requires no client input, recording, etc. Less friction
- Gov funding means Gov regulations. ie sensor data is important for both carers and compliance
- Many clients start on a single indication (sleep for eg) then scales to falls, medication, other indications = more revenue
- Sensors are plug n play. 2-3 yr battery life. No cabling. This is so critical for ease of use, no IT, quick setup.
- Large moat. Current business model labour intensive (drive to home and record). Gov needs more people to stay at home but compliance increasing
- Believes cashflow positive in next few qtrs. End of year consistently profitable. Already know they'll be at 50k subscriptions now with what they've sold which will cover all costs
- Graham has been the only salesman. Doing two roles. Now starting to recruit staff and BDM from 1-5.
- Graham aware he needs to do a share cosolidation shortly
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