"Instead of people - cars!"
As the legendary Steve Blank * bequeathed, the guys from the Perm startup Omi Robotics very early left the state of “spherical startup in the office”. Already the first product samples found their buyer, and participation in the acceleration program GenerationS, created by RVC and the Center for Innovative Development of Moscow (CIR), allowed us to create a new business line and begin preparations for the launch of mass production. During the competition, developers of an alternative to wipers with a shovel found a large Moscow investor, the founder of IMI.VC, Igor Matsanyuk. Prior to this, the founders spent their own and business angel money.
At the same time, IMI.VC became a partner of the Moscow technology incubation program, which gave him the opportunity to place portfolio startups at API Moscow, an acceleration platform opened by CIR.
But first things first, today we are talking with Oleg Kivokurtsev, one of the founders of the manufacturer of unmanned snow blowers Omi Robotics.
S.K .: Oleg, tell me, where did the idea to create a snow blower come from?
OK: We noticed that household robotics are gaining momentum every year, and are constantly moving like a locomotive. And as soon as the following solutions in this area, such as lawn mowers, began to appear, we could not stay put and wait. One of the main household problems, in addition to a dirty floor and an uneven lawn, is snow removal. With what we decided to fight.
S.K .: Who was originally with you and how were the roles distributed in the team?
OK: We worked together, I was responsible for promoting the project, selling and attracting investments, I also had all the organizational responsibilities to find suppliers and manufacturers of various components. Igor Eremeev, was engaged in hardware and software. He programmed controllers, as well as engaged in the design of electronics. Maxim Utev came up with the design, calculated all the nodes and forces acting on the equipment.
S.K .: Tell us what the prototype of your robot could do?
OK: Our first prototype was a telepresence snow blower with a minimal degree of autonomy. It was assembled from improvised means, a wooden cabinet, painted, rode on wheels and looked more like a box with a blade, but, nevertheless, it looked cool and coped with its task. Parking near our office was cleaned efficiently. Various media immediately became interested in him, after which we began to receive a large number of calls and pre-orders.
S.K .: How was your communication with investors? Was it difficult to attract financing?
OK: We went through a large number of contests, Generation S was decisive for us. We did not actively search for investors. It so happened that a newspaper article was written about us at the competition, and our investor read and became interested. A few Skype calls, after which a personal meeting and signing of the necessary documents to complete the transaction.
SK: Oleg, what about the economics of the project: how long does it take to create one robot, how much does it cost, what results have you already achieved in terms of revenue, how stable is it?
OK: Today, with all the components available, the assembly is 20 minutes. We designated the price of the robot in accordance with market conditions - 100,000 rubles. We have sales, but we are not actively selling them, because we are at the completion of the development of the first production batch, at the end of which we begin to enter the market. We have a large number of pre-orders from around the world, most from Europe.
S.K .: How do you see the future of the project, with the prospect of 1 year and several years in advance?
OK: In a year, we plan to sell several thousand copies of our products, and then proceed to the development of the second version, taking into account the wishes of the market. We already have several contracts and preliminary agreements with federal dealers of special equipment, with large retail chains, with outsourcing companies that carry out snow removal, as well as with shops specializing in robots.
We see entry into international markets this year. In a few years we will have a large number of competitors, but our product will win in price and functionality.
S.K .: In what direction, in your opinion, will robotics develop as a whole? What needs to be done to become competitive in this market?
OK: Today, there are not many solutions in the household robotics market, I would even say that the market is only 10% full of its capabilities. The greatest potential for B2C segment solutions. People are ready for such decisions, it is just necessary to formulate an adequate proposal, such as ours. I know only two models of robotic lawn mowers so far, if you move in this direction, you can occupy part of the market. I can say that I see great potential for solutions in the agricultural sector, in which there are a large number of identical operations. Also, that in the road construction industry you can succeed quite quickly and without much effort. Rollers roll asphalt in exactly the same trajectory with an offset of 1 m per minute. Motor graders able to independently carry out movement by the working body in accordance with the program laid down earlier. The operator also moves forward and backward. Excavators and loaders carry out the same movements throughout the entire shift.
SK: Give advice to young children who have cool ideas or a thirst to create something new, but have absolutely no idea where to "run." What is necessary, first of all, to make a distant dream turn into a foreseeable future?
OK: It’s necessary to pump up the sales skill, participate in contests and presentations, believe in your project, because if you do not believe it yourself, then no one will believe either. Listen only to good advice, as well as be arrogant and hardworking.
S.K .: "Insolent"? - It is interesting that you are investing in this concept?
OK: To be impudent, but adequate. Do not be afraid to establish contacts with various people, firmly stand your ground and competently argue, regardless of the status of the opponent in the dispute. To be ahead of competitors, and also not to be afraid to tell the truth.
* Steve Blank - patriarch of the startup industry, participant in eight projects, including: E.piphany, Zilog and MIPS Computers, Ardent and Rocket Science Games.
Interview for GenerationS contest took Sergey Kokarev
At the same time, IMI.VC became a partner of the Moscow technology incubation program, which gave him the opportunity to place portfolio startups at API Moscow, an acceleration platform opened by CIR.
But first things first, today we are talking with Oleg Kivokurtsev, one of the founders of the manufacturer of unmanned snow blowers Omi Robotics.
S.K .: Oleg, tell me, where did the idea to create a snow blower come from?
OK: We noticed that household robotics are gaining momentum every year, and are constantly moving like a locomotive. And as soon as the following solutions in this area, such as lawn mowers, began to appear, we could not stay put and wait. One of the main household problems, in addition to a dirty floor and an uneven lawn, is snow removal. With what we decided to fight.
S.K .: Who was originally with you and how were the roles distributed in the team?
OK: We worked together, I was responsible for promoting the project, selling and attracting investments, I also had all the organizational responsibilities to find suppliers and manufacturers of various components. Igor Eremeev, was engaged in hardware and software. He programmed controllers, as well as engaged in the design of electronics. Maxim Utev came up with the design, calculated all the nodes and forces acting on the equipment.
S.K .: Tell us what the prototype of your robot could do?
OK: Our first prototype was a telepresence snow blower with a minimal degree of autonomy. It was assembled from improvised means, a wooden cabinet, painted, rode on wheels and looked more like a box with a blade, but, nevertheless, it looked cool and coped with its task. Parking near our office was cleaned efficiently. Various media immediately became interested in him, after which we began to receive a large number of calls and pre-orders.
S.K .: How was your communication with investors? Was it difficult to attract financing?
OK: We went through a large number of contests, Generation S was decisive for us. We did not actively search for investors. It so happened that a newspaper article was written about us at the competition, and our investor read and became interested. A few Skype calls, after which a personal meeting and signing of the necessary documents to complete the transaction.
SK: Oleg, what about the economics of the project: how long does it take to create one robot, how much does it cost, what results have you already achieved in terms of revenue, how stable is it?
OK: Today, with all the components available, the assembly is 20 minutes. We designated the price of the robot in accordance with market conditions - 100,000 rubles. We have sales, but we are not actively selling them, because we are at the completion of the development of the first production batch, at the end of which we begin to enter the market. We have a large number of pre-orders from around the world, most from Europe.
S.K .: How do you see the future of the project, with the prospect of 1 year and several years in advance?
OK: In a year, we plan to sell several thousand copies of our products, and then proceed to the development of the second version, taking into account the wishes of the market. We already have several contracts and preliminary agreements with federal dealers of special equipment, with large retail chains, with outsourcing companies that carry out snow removal, as well as with shops specializing in robots.
We see entry into international markets this year. In a few years we will have a large number of competitors, but our product will win in price and functionality.
S.K .: In what direction, in your opinion, will robotics develop as a whole? What needs to be done to become competitive in this market?
OK: Today, there are not many solutions in the household robotics market, I would even say that the market is only 10% full of its capabilities. The greatest potential for B2C segment solutions. People are ready for such decisions, it is just necessary to formulate an adequate proposal, such as ours. I know only two models of robotic lawn mowers so far, if you move in this direction, you can occupy part of the market. I can say that I see great potential for solutions in the agricultural sector, in which there are a large number of identical operations. Also, that in the road construction industry you can succeed quite quickly and without much effort. Rollers roll asphalt in exactly the same trajectory with an offset of 1 m per minute. Motor graders able to independently carry out movement by the working body in accordance with the program laid down earlier. The operator also moves forward and backward. Excavators and loaders carry out the same movements throughout the entire shift.
SK: Give advice to young children who have cool ideas or a thirst to create something new, but have absolutely no idea where to "run." What is necessary, first of all, to make a distant dream turn into a foreseeable future?
OK: It’s necessary to pump up the sales skill, participate in contests and presentations, believe in your project, because if you do not believe it yourself, then no one will believe either. Listen only to good advice, as well as be arrogant and hardworking.
S.K .: "Insolent"? - It is interesting that you are investing in this concept?
OK: To be impudent, but adequate. Do not be afraid to establish contacts with various people, firmly stand your ground and competently argue, regardless of the status of the opponent in the dispute. To be ahead of competitors, and also not to be afraid to tell the truth.
* Steve Blank - patriarch of the startup industry, participant in eight projects, including: E.piphany, Zilog and MIPS Computers, Ardent and Rocket Science Games.
Interview for GenerationS contest took Sergey Kokarev