Start-up/large group: the safety and security sector accelerates collaborations

To get an appointment at the SNCF, they “hunted” professional profiles related to safety and security issues and intelligent video on LinkedIn. William Eldin and Damien Mulhem, the co-founders of the XXII start-up specializing in analysis by artificial intelligence (IA) images, had a great proposition: “Our technology solves a scourge: abandoned luggage which is extremely expensive”, recalls William Eldin, CEO of XXII.

The start-up founded in 2015 in Paris began its approaches in 2017. And for more than two years, went from POC to POC (proof of concept). “We made a dozen of them on the
abandoned luggage
, attacks, people entering the tracks, overflowing bins…” Then came the time of “pilots integrated into the operation of the trades to find out if industrialization would be possible”. Result: a highly documented operational feedback before transforming the pilot into operating licenses.

Promote meetings between start-ups and large groups

The sales cycle to the SNCF was spread over three years. A very long time for a start-up, but not necessarily for a large group like the SNCF, even taking into account the delay due to the health crisis. “We took advantage of it to fine-tune our offer and go see other partners,” confides the CEO of XXII. In particular to convince Renault and an investment fund – you have to pay the salaries! The company currently employs 65 people and achieved a turnover of 3.5 million euros in 2021.

Between start-ups and large groups, the timing is sometimes complicated and the agendas are not always aligned. Also, to multiply collaborations, 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.

Chaired by Marc Darmon, Deputy CEO of Thales and Chairman of the Council of Trust and Security Industries (CICS), the committee has set itself the priorities of securing major events, in particular the 2024 Olympic Games in Paris,
cybersecurity
digital identity, digital sovereignty, smart and connected city security…

Springboard to international

“We help local authorities and large purchasing groups of security and safety technologies to structure their demand”, testifies Dominique Legrand, president of the National Association of Video Protection (AN2V), one of the main industrial associations of the CSF-IS in the alongside Hexatrust (cybersecurity), Gicat (defense industries), Gican (shipbuilding) and
FIEEC
(electronic industries). “We introduce them to innovative start-ups and SMEs likely to respond either with an off-the-shelf product or with their R&D capacity. Difficult, otherwise, for these young shoots, to make themselves known to large groups. »

Like other start-ups, Two-i hopes that structures such as CSF-IS or AN2V will contribute to accelerating sales cycles with large groups. “These associations also help us to anticipate the regulations that structure the foundations of our market”, explains Julien Trombini,
CEO of Two-i
, an artificial intelligence start-up in the service of video analysis invested in the concept of “Smart & Safe City” created in 2017 which employs 25 people. European regulation on the protection of personal data (RGPD), facial recognition… the subjects are not lacking!

Based at Metz, Two-i has entered into a partnership with the multinational Nvidia, an American tenor of graphics cards used in video analysis and AI, and the Danish SME Milestone Systems, a leader in security and safety supervision software. “We developed specific code to port our AI solution to Nividia’s hardware platforms and theenvironment Milestone software. Which took five months,” says Julien Trombini. Thus, the start-up’s algorithms are referenced in their respective catalogs of applications and available for sale to major customers around the world.

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Start-up/large group: the safety and security sector accelerates collaborations


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