Speaker: Luke Irving, CEO & Founder
Give us a brief overview of Fingermark and your financial success.
Luke Irving: Hi, my name is Luke Irving. I am CEO and founder of Fingermark. We're a 17 year old technology business based in the Hawke's Bay, but global offices all over the world, 120 staff and counting. We optimize fast food restaurants. It started with kiosks. Now, more recently in the last six years developed the world leading drive-thru analytics product Eyecue, which is taking a very difficult pieces of information out of the drive-thru, delivering them into easy to read messages for the staff so they can help perform better under pressure. Kiosks obviously with self ordering and the labor shortages has exploded. We are now a global partner of KFC rolling into currently 17 different countries into the KFC stores with our, with our self ordering technology, Our financial success, It's really grown in the last 3-4 years. We've gone from 10 million sort of average revenue and now we're forecasting 40 million this year and 70 million in 2025.
Tell us about your innovation.
Luke Irving: So our innovation is split into two areas. So we've got two core products, one called Supersonic, which is our ordering platform, which is anything from QR code to kiosk right through to which we're now working in is replacing the point of sale within the back of house where we are giving the staff members a more appropriate view of, ordering platforms than what's been traditionally there for the last 20-30 years. So very cool. So huge amounts of data, a lot of transactional data, a lot of stuff that we can do and use to create new products on top of that. Our second product is Eyecue which is the world's leading vision analytics platform for for drive-thru. But now we're moving that into other parts of the restaurant. So taking very difficult pieces of information and bringing them all together and delivering insights which help those staff members perform better, but also retrospective data as well at the back, which is for corporate and and store owners as well to, to see how their stores are performing at certain times. We're really the, the whole mandate around Fingermark is around speed. So helping stores go faster. So that is our, you know, that's our North Star. How do we use data in particular to be able to drive more performance through, through the store? That's really what our core innovation is based around. And we've got 65 developers now which are driven by sort of that, you know, that mandate.
What are your marketing and sales strategies to win overseas?
Luke Irving: So our marketing and business sales strategies we adopt around the world is because we play an enterprise, we go for a very small group of, of customers. So you're thinking McDonald's, KFC, Chick-fil-A, Burger King or RBI and Yum brands. So because we work with those brands, they sort of cascade us down into all the stores. So our, sales and marketing is kind of two approached. It's two pronged approach is definitely getting to that corporate level and once you get through that door, you're sort of made in that, in that corporate level. And that's, that's what we've spent 17 years doing with the biggest brands in the world. And then you've got to win over the, the local regions and then, and also the store owners or the store managers to actually adopt your technology. So as much as it's, it's mostly about brand awareness for us. So and also being able to showcase our products. So getting into, you know, some select number of stores and then quite often that the performance in the ROI is built around those, then we can start to talk about that to all the other stores as well in certain regions. So we, we've looked at going sort of region by region. We started in Australia, we're up in the United States as our big main focus. But that's Australia sort of spawned us off into Asia and MENA as well. So, you know, working in enterprise, you need to be at trade shows. So we spend a lot of time and money in, in market, especially in the United States. So we're in 3 to 4 trade shows a year. And a lot of it is also thought leadership too. So I'll speak and talk about some of the stuff that we're doing and how that can affect, you know, the our customers, being the, major brands and store owners. So that's really, that's where our focus is with, with marketing sales. It really is a word of mouth opportunity and then harvesting those, those leads into, into our active sales. So that's how I've done it.
