burden on us as a provider to do all of
that work for you, and it tends to get less
expensive overtime.
NPN: What is the pricing model?
Nesbit: The hardware has a very low
cost of around $350. The other thing we
do, since this is "software as a service," is
if you just own one site we only contract
for a year so we don't try to lock people
into long-term agreements. Either we
provide value or we don't and we don't
try to force somebody to stay with us.
The software itself is $600 per year;
we have some tiered pricing for the
larger marketers, but if you think about
that, for less than $1,000 you have a
complete solution. The technology
will send all your alarms to your cell
phone or mobile device. Whatever the
screen size is, it'll look just as good on
your cell phone as it does in your iPad
or at the office, so you are not limited
www.npnweb.com n NPN Magazine
by your device. There are no apps.
You are not obligated to sit in front of
your computer to make it work. Our
customers are doing their orders from
the comfort of their kitchen tables.
The reason that we targeted the $600
price point is that roughly works out
to $50 per month and that is roughly
what a site operator is paying for a
phone line. You can now turn off the
phone line, install the hardware and
send that money to us instead, and you
get this whole world of new capabilities
and technology for virtually the same
amount of money that you're spending
today.
NPN: How well does your solution
integrate with the tank gauging
hardware?
Nesbit: We are hardware agnostic. We
work as well with INCON tank gauges as
we do with Veeder-Root as we do with
OPW. And that is not always the case
in this industry. We allow customers to
make the best business decision…not
to mention our software allows manual
entries. With all of these divestitures, there
are sites out there that are still sticking
their tanks and with this you can enter it
in your cell phone right after you stick it.
NPN: What is the state of deployment
so far?
Nesbit: We've been actively marketing
the solution since February, and we have
a couple of really important customers
such as Southern Petroleum with 51
sites using the solution, and they're very
pleased. We're having conversations
with some of the bigger companies out
there. With someone like Sinclair that
has a franchise model, the burden that
an installation has on the site owner
operator can be very difficult, and this
erases that.
OCTOBER 2013
15
