Airware, the company that developed the Aerial Information Platform, the industry’s most comprehensive operating system for commercial drones, today announced it is delivering, for the first time, complete enterprise drone solutions directly to the Fortune 500.
Airware’s drone solutions, built on top of Airware’s Aerial Information Platform, include cloud-based planning, commercial operator software, vehicles with sophisticated autonomy and on-board sensors, cloud data processing, as well as analytics and reporting, all within a complete workflow that enables companies to integrate aerial data into their existing business processes and systems. With Airware, companies in insurance, utilities, telecom, and oil & gas can improve operational efficiency, ensure compliance, enhance worker safety, and capture more accurate, repeatable data to improve decision making.
Airware also announced today $30 million in Series C funding. The round is led by Next World Capital with John Chambers, Andreessen Horowitz, and Kleiner Perkins Caufield & Byers (KPCB) participating. This funding will be used to increase Airware’s capacity to work with additional customers by expanding customer success, professional services, sales, and marketing functions as well as geographic expansion leveraging Next World Capital’s European expansion platform.
This ladies and gentlemen is how it is going to be done. How do I know? Because it’s the same way that VAR’s and ISV’s have been selling complex solutions to enterprise customers for decades. It’s a very simple sales proposition. Would you rather save a few bucks, pick all the pieces and then have to make a whole bunch of stuff work together, or would you rather have one butt to kick?
To paraphrase Geoffrey Moore and his book Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers., Airware may in fact be the first company to have crossed this chasm. Which means that they can now sell to mainstream customers who don’t want to pioneer and don’t want to integrate. To people and departments whose job depends on having stuff that enables them to deliver a required business solution on a cost effective timely basis.
Airware has obviously listened to their prospects and customers. I am betting that they are going to be richly rewarded.