Blackline Safety: Competitive Positioning in Connected Detection
Former VP at Honeywell
inpractise.com/articles/blackline-safety-competitive-positioning-in-connected-detection
Former VP at Honeywell
Interview Transcript
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When you were at BW Technologies and the numbers went from $35 million to $140 or $150 million, as you mentioned, what drove that initial growth? What was different about the BW device that was meeting the market's needs or solving an existing problem?
To give you a bit of history, in the early days of gas detection, workers used detectors with sensors to identify oxygen deficiency, combustible gas, CO, H2S, and other exotic gases using electrochemical sensors. Each morning, a worker would challenge the instrument with gas to ensure it was responding correctly. They had to maintain manual notebooks and use rudimentary data logging functions to download information to a spreadsheet. Instruments were taken into the field, used during work shifts, and if an alarm was triggered, the instrument had to be brought in, downloaded, and analyzed. This process was labor-intensive, as someone had to sift through all the events and records to determine what happened and respond to incidents. The people managing and maintaining the instruments did everything manually.
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