Efficiency Through Technology

CEDES and relayr CEOs provide insight about the companies’ strategic partnership.

CEDES, a global leader in elevator safety light curtains and optoelectronic sensors, and Industrial Internet of Things (IIoT) specialist relayr, announced a strategic partnership in April that combines “CEDES’ pioneering optical sensor solutions with relayr’s IIoT expertise” (CEDES, Relayr Join Forces To Bring IoT Solutions Closer to the Elevator Industry). CEDES CEO Christian-Erik Thöny (CT) and relayr CEO Jessica Poliner (JP) describe the partnership — to be fully revealed in the fall — as an exciting development that will bring cutting-edge Internet of Things (IoT) technology closer to the elevator industry, in turn enhancing safety, performance and the user experience. The partnership creates an innovative solution that “solves real, everyday problems for elevator users and enables an incomparable efficiency increase and cost benefit,” Thöny observes. He and Poliner recently took the time to speak with your author (KW) about the specifics. 

KW: Tell me how this partnership initially came about, evolved and came to fruition.

CT: We recognized the expertise of relayr at various exhibitions and on different internet platforms. It was soon clear that relayr is, by far, the most advanced Desktop as a Service (DaaS)/Software as a Service (SaaS) provider for our relevant market, with long-term experience in cloud services and AI-based services, e.g., preventive maintenance and beneficial condition monitoring. relayr itself recognized that CEDES, as a worldwide leading elevator and escalator sensor provider, is the perfect partner for an immediate market entry. First prototypes and test installations proved the perfect match, and the collaborative project is approaching customers, getting more and more leads that are now turning into orders. We see a naturally developing partnership with a massive benefit for our customers. We experienced relayr for quite some time as a very reliable and professional partner, which we very much appreciate since this project is of strategic importance.

JP: For some time, we had been looking for a way to evaluate our SaaS offering to bring it to the next level. It became clear to us that the key ingredient needed to achieve this lay in sensor fusion. relayr recognized CEDES as the leading sensor pioneers in the elevator space. As we learned more about each other’s offerings, not only did our technologies prove to be a good fit, but our values and cultures aligned well, too. The positive reception in the market has been proof-positive that we are bringing an innovative business solution that addresses the industry’s everyday problems in an accessible way — together. 

It looks like the first wave of applications will be realized in the North American market. This does not mean the European market will not adopt it: The opposite is true.

— CEDES CEO Christian-Erik Thöny

KW: Who are the initial customers/partners?

CT: The North American market is mature and experienced in using DaaS or SaaS, recognizing the huge benefits. Logically, new-installation customers are, on a broad basis, more interested, and it looks like the first wave of applications will be realized in the North American market. This does not mean the European market will not adopt it: The opposite is true. First projects have already begun, but it will take somewhat longer than in the North American market. In Asia, projects have been initiated, but they are limited to specific areas for now. For sure, this huge market will follow soon. 

JP: The North American market is characterized by its entrepreneurial mindset. Meaningful innovation solves everyday business problems and opens up new value streams that everyone can benefit from. Driven by this mindset and spirit, we see strong traction in the U.S. In Europe, the geographical density of elevators is much higher than in the U.S., which makes competition more fierce and operational excellence a must. It is an exciting time for us in both markets!

KW: Roughly when will it be expanded to a larger potential audience? 

CT: Currently and within the next couple of months, a very big marketing campaign aims to enhance consciousness about the big benefits of IoT DaaS, especially in the elevator and escalator industry. As soon as some fast adapters start using it, the market will recognize that everyone not using it will miss out on its unique selling proposition.

JP: We have unveiled our joint offering to a targeted audience in the U.S. and Europe ahead of the general product launch. We will premiere our offerings to a wider audience later this year in the U.S. and Europe. We have an exciting campaign lined up for the launch and look forward to sharing more details soon. 

KW: Tell me about the specific solution or solutions and what exactly it/they will do.  

CT: For the time being, this has not been released. It will be fully launched in the fall, first at the National Association of Elevator Contractors event in Reno, Nevada, in September, and finally at interlift in Augsburg, Germany, in October. In general, we can say our specific solution will significantly improve the efficiency and the use of elevators.

JP: Both relayr and CEDES are well known companies in the industry. People know our respective technologies and existing solutions. How these offerings come together will be unveiled at the time of our joint product launch that Christian mentions. Stay tuned!

We have unveiled our joint offering to a targeted audience in the U.S. and Europe ahead of the general product launch. We will premiere our offerings to a wider audience later this year in the U.S. and Europe.

— relayr CEO Jessica Poliner