Adam Schmideg: B2B Startups at Swarm | Swarm Orange Summit Madrid 2019

so let's start how much do you think a toilet seat costs the Pentagon in 2016 I'm talking about a plain white simple toilet seat as opposed to the picture so there is no alien abducted involved the toilet seat doesn't have to be used as a weapon it shouldn't survive a nuclear attack should be used for sitting on was a price tag on there now the Pentagon paid six hundred forty dollars apiece no no no simple Etsy it and now we are getting there soon yeah yeah yeah so now we're talking yeah we're getting there say well the journalists found this amount baffling and they made the readers find it baffling to like you know for our six hundred forty pounds was bit below the average weekly wage of an American worker that time so it meant Slyke you have your monthly salary you buy four toilet seats and you still have money to pay a Big Mac menu for your family so it was baffling and I bet the procurement management Pentagon found it baffling - well she probably bought the toilet seat in Walmart price tag actually starts at ten bucks apiece you can have a special one wooden weed stainless fitting and all that stuff 4:15 say I would call if I were a procurement manager at Pentagon that cognitive dissonance but I can resolve that cognitive dissonance they said it's easy to sell toilet seat to household or to happy clap or think well suppose you're running a restaurant so you want to buy a toilet seat but you want to make sure it's solid so you guess get sit on it many guests in a row and it's also germ-free as much as possible and it's compliant because we need compliance and I haven't run a restaurant business myself but I'm pretty sure toilet seats are regulated so you can't get away with anything that's it say it's a lot of work for the producer you know to check is it solid enough okay change germ-free okay compliant okay lot of work to do so you may end up buying the same toilet seat with more because you have to pay for the boxes and the ticks in the boxes so imagine how long that checklist could be for the Pentagon so it costs a lot to sell a toilet she to the Panda a toilet sit see to the Pentagon six hundred forty bucks to be precise say well we might think of this is a an unusual story like this proportion like 50 more than 50 times more but this is business as usual and the bigger the business the more it takes so our sales cycle in a mister business case is 12 months sometimes the suppose you have a start-up and it may take 12 months to get your product to the enterprise and if you run startup you may have like 12 months funding to prove your product all together that this is what I call a cognitive dissonance when a well for a start-up we we had a wonderful product so we wanted to get it to the enterprise let's call it Wayne Enterprises and our seek knows someone in top management not Bruce Wayne and Wayne Enterprises is running on Amazon AWS they store their data in s3 our startup is running on AWS storing the datum s3 the same Amazon Cloud Asia a deal made in heaven so to speak and it turned out their Amazon Cloud is not the same as ours technically they are the same of course so what was the underlying reason for the difference yeah this those boxes to check and to take and what I wanted to know what's the underlying reason so what's the real reason for that that it takes so long and I assume it has a server I assume you know that there are stupid bureaucrats maybe but no I don't think that's the right answer I think the actual answer is that they care for the customers and they want to protect them and I know this in this circle it may sound strange but this is I actually believe it is that they want to protect their customers so let's look at the other side that the startup side so can any dumbass commit code to the code base and potentially the customers data break everything is it possible that we have a database password like 1 2 3 4 is it possible or is it possible that we skip integration tests before release and you know cross our fingers instead so the Wayne Enterprises actually expects us to say no to these questions under hundreds of other questions but this is still possible so this is the other side of the coin yep this is a sad situation because on the one hand there is the startup who can't get to the enterprise on the other hand the enterprise misses on the startups innovation so there is a gap between these two worlds what do we do when we see a gap well we are trying to figure out how to build a bridge and now I'm getting really excited here because because I think swarm could be the bridge and I'm showing you how in a minute and for data we'll use this device it resembles a presenter do you think you know this device but this is actually a new model the first model of the Bruce Enterprises time machine so if I push this button it will emit a laser beam that punches a hole into the space-time continuum and it can take us to three years from now to 2020 - to the next orange swarm summit in Caracas so let's let's see that I'm too quick so as you know we just signed a contract with the three top tech companies that means they approve that swarm meets the requirements of the third party core what would they require third party for providers which means swarm 2.0 is compliant this is good news so it not only complies to to that but you can check this URL I left off the bzz part because it's obvious so you can check all the acronyms what we comply with here and it's good news shadow for starters because it simply means all you have to do is you add swarm to your browser dependency tab and you're good you just create your dad upload it to the marketplace and you're done and if you want to know what data the company you want to work with exposes you just check it here while it's an old fashioned website I know so you just check it here and we will have a session like session a deep dive how to do that so how to write adapt that replaces Google and Facebook and that code is pretty simple so we can do it in an hour and I will I invite you to do that but before that I want to look back at our three years so how did we get here what happened you probably know the MVP product which is a short for minimal Viable Product and I want to use or we wanted to use a different model which is the product cube so this means we had a large problem space and we had to find a minimal Viable Product in that space it has three dimensions one is the industries accompanies the other is the data segments and the third dimension is compliance so let's walk through all of them but not all companies were born the same or equal some are pretty flexible and there are some companies more conservative so would you start using swarm with a German insurance company well if we can believe the cliche about them that would be a suicide this is why we picked two smallish companies one scandinavian on one american what was a failure but the other was a success the data segments but the company has many data segments processing so take for example a bank it has its core business so you can never touch customer data or account balance or transaction history that their cool business it would take a decade to get into it but if you walk up to the admin and you want to know about the customer segmentation they talk it's not so sensible what's the age of the cars in their fleet that's even less sensitive data so this is the data segment that we one that we had to find the right place for us and we had the idea to go for an internal survey like do you like your colleague X or would you fancy vegetarian food in the canteen these questions an internal survey and then we narrowed this area even more so we had the idea of going with a meeting scheduler I mean meeting scheduler like doodle for the enterprise if you will the compliance was a huge area it was a rich source of in front of inspiration not only for us but for big companies many were inspired to when they notice that you're browsing from the EU they displayed an under-construction sorry page she was a good source of information understandably because like when a user asked asks you to delete all their data how do you do that you spent millions of dollars or securing that user data never gets lost and now you they want you to delete it so you have to look for the data in the database is in caches lock fires whatever and this was actually the area that we picked a meeting scheduler when there is a person who can say okay delete me and they will be deleted and all that data is lost or it be fails it's wouldl D was the application that we wrote three years ago that we opened offer to these small companies for meeting scheduling where you could say that okay I remove myself from this this meeting and it behaved as if you never existed and I luckily have a recording of demo prototype at the time and I want to show you the transcript in the comment line what happened then it's used a construct that was called feeds at the time it may be better to understand for you so Alice wants to schedule a meeting get the description to it bob says his availability Carol joins in telling her availability are the same so now you can query you who the participants are not surprisingly we have verbum caro and we can also query what's the best time for the meeting what's the first day of the week which is Wednesday the bottleneck is Bob so Bob updates is availability and now we can't query that's the best time and it's Tuesday the interesting part comes now when Bob wants to get removed from this whole conversation what happens now when we query the participants we can't see Bob right so what's the availability we don't want to take into account that bob is not free on Monday what's the best time it's Monday because Bob doesn't matter if you look around something's wrong I think or maybe the space-time continuum I'm afraid where was I so I was talking about this gap between the enterprise and the startup and how I think it could be swarm that bridges the gap and about this I have many questions without an answer I assume you have questions too