Spire Global Inc at Stifel Cross Sector Insight Conference Transcript

The following is excerpted from the question-and-answer section of the transcript.

Question: Erik Rasmussen - Stifel Nicolaus - Analyst : Great. Thanks for that, Peter. But I think from what I find interesting is that one slide that you have where the funnel, if we can go to that, I think this is a real key point of the story, but maybe walk us through how a customer comes into the organization. Do they usually sign -- initially, I would think that because you were a new -- newer company, sort of, innovating in this space, didn't really know about the capabilities. Maybe walk us through sort of the sales cycle, how it initially was and how it's evolved, and everything else, and then a few other questions on this.

Question: Erik Rasmussen - Stifel Nicolaus - Analyst : All right. What do these kind -- you typically structure these contracts. Give us an idea of --

Question: Erik Rasmussen - Stifel Nicolaus - Analyst : How that -- how they looks for an initial customer onboarding and then the upsell that you're talking about? REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. JUNE 06, 2023 / 7:00PM, SPIR.N - Spire Global Inc at Stifel Cross Sector Insight Conference

Question: Erik Rasmussen - Stifel Nicolaus - Analyst : Okay.

Question: Erik Rasmussen - Stifel Nicolaus - Analyst : All right and each one of these points -- points on the value chain have an additional ASP attached to it.

Question: Erik Rasmussen - Stifel Nicolaus - Analyst : Are you noticing, though, that customers making transition through this funnel a lot quicker in terms of when you first onboarding customers early on in the company's infancy stage, where now people are utilizing this data and words are getting around a little bit more that is a lot of capabilities and the analytics that they can use for this data? Are you noticing that they're sort of speeding up the process of going through that value chain?

Question: Erik Rasmussen - Stifel Nicolaus - Analyst : Okay. Maybe just on the competitive landscape, and I think that one slide that you have, which is the three satellites, the talk, look, and listen. I think a lot of questions we field is the confusion around sort of where you fit within as well. Everyone just assume -- especially early days with the Ukraine conflict and war that everyone just assumed everything was Earth observation and everything was just sort of images and pictures. But in your specific area, why do you not compete with those other phenomenology as whether it's the communications or the imagery?

Question: Erik Rasmussen - Stifel Nicolaus - Analyst : And then where do you find your differentiation versus others? And why is RF -- is there anything difficult about -- around that versus some of the other technologies?

Question: Erik Rasmussen - Stifel Nicolaus - Analyst : I think -- we'd love to take more questions, but maybe do it offline. Thank you for all joining us today. Peter, thank you for joining us.