WEBVTT

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 ♪♪

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>> IT'S TIME TO GO INSIDE

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INNOVATION BROUGHT TO YOU BY

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ALLEGION. PIONEERING SAFETY.

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ENCAMP RECENTLY RAISED $12

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MILLION IN SERIES B FUNDING AND

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ITS REVENUE GREW BY 800 PERCENT

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IN 2020, AND THE COMPANY NOW HAS

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MORE THAN 60 FULL-TIME

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EMPLOYEES.

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AND IS STILL GROWING RAPIDLY.

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PLUS, INDIANA UNIVERSITY ADDED

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CEO LUKE JACOBS AND SENIOR

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SOFTWARE ENGINEER DAN SMEDEMA TO

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WELCOME TO THE SHOW.

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>> THANK YOU VERY MUCH, GERRY,

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GOOD TO BE HERE.

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>> BEFORE WE GET INTO REALLY

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COOL THINGS HAPPENING AT ENCAMP,

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GIVE US THE BUSINESS MODEL,

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ENVIRONMENT HEALTH AND SAFETY

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COMPLIANCE SOFTWARE.

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GIVE US A THUMBNAIL WHAT THE

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COMPANY IS ABOUT.

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>> HAPPY TO.

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THE EASIEST WAY, ESPECIALLY FOR

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YOUR AVERAGE PERSON, WE FUNCTION

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LIKE TURBO TAKES ENVIRONMENTAL

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RULES SCALED UP TO ENTERPRISE

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LEVEL.

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COMPANIES NEED TO TRACK

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REQUIREMENTS THAT THEY HAVE TO

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MAINTAIN AT A STATE LEVEL, A

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FEDERAL LEVEL FOR ENVIRONMENTAL

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REPORTING.

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ONCE THEY ACTUALLY KNOW WHAT

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THEY NEED TO REPORT, THEY NEED

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TO TRACK THE DATA AND SUBMIT THE

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DATA TO THE RIGHT AGENCIES.

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WE'RE A SOFTWARE COMPANY THAT

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REALLY TAKES AN END TO END

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APPROACH WITH THAT ENTIRE

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PROCESS WITH OUR CUSTOMERS TO

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WORK WITH THEM TO NOT ONLY

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ESTABLISH THE FACILITY

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FOUNDATIONS, BUT THEN ACTUALLY

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COMPLETE FINAL REPORTING IN AN

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ONGOING BASIS FOR THEM

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>> YEAH, AND WE WERE TALKING OFF

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CAMERA, LUKE, YOU REALLY FEEL

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THAT YOUR SECRET SAUCE, IF YOU

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WILL, YOU HAVE THE SOFTWARE, THE

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TECHNOLOGY, BUT IT IS THAT

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SUPPORT KIND OF BEHIND THE

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TECHNOLOGY THAT IS REALLY

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HELPING TO FUEL GROWTH.

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>> YEAH, ABSOLUTELY, GERRY.

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SO ONE OF THE, I THINK, KEY

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ELEMENTS OF OUR BUSINESS IS THAT

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WE STAFF OUR CUSTOMER SUCCESS

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TEAM AND SUPPORT TEAMS WITH

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PEOPLE WHO HAVE DIRECT

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EXPERIENCE WORKING AS

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ENVIRONMENTAL CONSULTANTS.

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THIS IS ACTUALLY MY BACKGROUND

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BEFORE I WAS THINKING ABOUT

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REALLY STARTING A COMPANY I WAS

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WORKING AS AN ENVIRONMENTAL

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PROFESSIONAL, AND I TRULY

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BELIEVE WE BRING THE NEXT

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GENERATION OF TECHNOLOGY TO THIS

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SPACE, BUT THEN WE DO LAYER THAT

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IN WITH AN ELITE TEAM OF

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ENVIRONMENTAL SPECIALISTS WHO

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WORK CLOSELY AND CAREFULLY WITH

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OUR CUSTOMERS TO ENSURE NOT ONLY

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IS THE SOFTWARE DOING WHAT THEY

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NEED IT TO DO, BUT THEY'RE

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SUPPORTED ALONG THE WAY, WHICH

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IT IS REALLY BEARED OUT ACTUALLY

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AND SHOWN ITS VALUE NOT ONLY IN

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OUR CUSTOMER ACQUISITION, BUT

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ONCE OUR CUSTOMERS GET IN THE

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ENCAMPMENT WITH US AND START

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USING OUR SOFTWARE, THEY

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BASICALLY STICK AROUND, AND THEY

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OFTEN GROW.

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SO WE HAVE REALLY STRONG NET

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RETENTION ACROSS THE CUSTOMER

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BASE.

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I THINK THAT REALLY IS BECAUSE

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OF THE PEOPLE THAT WE HAVE

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SUPPORTING THE CUSTOMERS

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>> YEAH.

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AND YOUR CUSTOMERS ARE BIG TIME

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PLAYERS, YOU HAVE SMALLER MOM

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AND POP CUSTOMERS.

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BUT YOU'RE DEALING WITH SOME OF

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THE BIGGEST COMPANIES IN THE

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WORLD.

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>> THAT'S CORRECT.

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WE HAVE CUSTOMERS FROM LOCAL AG

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RETAILERS IN KENTUCKY THAT I

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DROVE TO MYSELF AND GOT DEALS

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DONE UP TO FORTUNE 50, NUMEROUS.

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>> LUKE, TALK ABOUT WHAT'S NEXT,

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800% REVENUE GROWTH IN 2020, YOU

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RAISED $12 MILLION IN SERIES B,

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CLOSED ON EARLIER THIS YEAR.

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60-PLUS EMPLOYEES.

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WHERE DO YOU SEE THINGS GOING?

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YOU'RE REALLY ON A GROWTH

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TRAJECTORY.

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>> YEAH, IT'S BEEN A RIDE FOR

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SURE.

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AND WE'RE REALLY GRATEFUL FOR

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THE GROWTH WE'VE EXPERIENCED.

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AT THIS POINT, FOR THIS YEAR,

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OUR GROWTH REALLY HASN'T BEEN

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SLOWING DOWN, WE'RE OVER 400%

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YEAR-OVER-YEAR GROWTH FOR THIS

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YEAR, AND IF YOU KIND OF THINK

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ABOUT THE NUMBERS, IT GETS

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HARDER TO CONTEND GROWING FASTER

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THE BIGGER YOU GET.

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REALLY -- WE'RE PROBABLING TO

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END THE YEAR -- PROJECTING TO

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END THE YEAR AT OVER 500%.

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LOOKING TO 2022, 2023, FOR US,

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IT'S EXPANDING OUR CUSTOMER

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BASE, CONTENDING TO MOVE UP

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MARKET AND SERVING THESE REALLY

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LARGE ENTERPRISES TO HELP THEM

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MANAGE THEIR ENVIRONMENTAL

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COMPLIANCE, AND REALLY BUILDING

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OUT ADDITIONAL REPORTING

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CAPABILITIES FROM OUR SYSTEM.

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THERE ARE A LOT OF REGULATIONS,

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WE'VE STARTED WITH TARGETED

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SEGMENT, THERE IS A PROGRESSION

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ON PRODUCT ROADMAP TO REALLY

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EVENTUALLY BECOME THE OPERATING

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SYSTEM FOR THE ENTIRE SPACE IS

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SO A LOT OF WORK AHEAD, WE'LL BE

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HIRING MORE ENGINEERS, MORE

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SALES PEOPLE, MORE CUSTOMERS

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SUCCESS PRETTY MUCH ACROSS THE

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BOARD.

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>> I KNOW YOU'RE A NATIVE

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HOOSIER, A BIG SUPPORTER OF THE

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INDIANA TECH SCENE.

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LUKE JACOBS.