Peer Q&A Session

Now, let's turn to Samuel and Carlo. Questions for one each other. Samuel, you start asking Carlo. Are you ready?

Climb’s Business Model Direction

So, this is my question. I know you are really early stage, you are still developing it. The question is, how do you think now, for what you know, will be your business model? Yeah, very briefly.

In general, we are B2B, so we don't have any intention, at least in the foreseeable future, to go on a B2C. The way we are moving now is essentially on two lines. The first one is directly providing this as a SaaS, so like the solution as it is.

SaaS Offering and Agency Partnerships

we are also doing it custom the second line is through agencies so we have currently two partnerships with agencies one is the Bob Ovieri agency in Milan so they are doing corporate events we are one of their products another is agency for like teaching sales so they are using they are using Climb as a first assessment.

And then based on the result, they are providing their normal training course. So we have this B2B or B2B2B.

I hope this answered the question.

Validating the Idea and Reaching Product–Market Fit

I have a question for you as well. Then let's see if someone from the audience has it. My question is about validation. How did you validate this idea and the problem market fit?

and how did it turn and actually also how long was your validation period well the idea trace is back to three years ago so we we and the company is not incorporated yet so we are moving all like a bootstrap bootstrap so it took us a long time to validate we are working with a startup studio since like a year

Lean Interviews, Iterations, and the Revenue Threshold

ago we essentially applied a lean method based on experimentation so we started with a lot of problem discovery interviewing more and more especially hr of big companies and banks then after interviewing we came up with a product we got some feedback a lot of stuff to to change

then we came up with this product which is is being very appreciated for what we saw so far now we are actually still at the end of the validation period so we validated a lot but we're validating the last very last step which is we are

selling it so we have mentally a sort of threshold where we say okay when we hit this amount of revenues then we we go on and that's why we didn't incorporate yet although we are speaking with actually a couple of fans and we are doing some pieces but still we consider it within the validation framework you

know like at the end of the validation phase yeah great thank you very much are

Audience Q&A: New Use Cases for the Methodology

there any questions from the audience yeah one please come in clap your hands for this brave what's the name nice to meet you I have a question for you how do you see this integrated with business English learning asking for a friend you

Adapting Climb Beyond Soft Skills (e.g., Languages, Cybersecurity)

know like we think the climb is firstly a methodology so we see it very very adaptive and flexible to adapt to different scenarios.

When we started developing it, we wanted to teach Python. Looks like it was a period where everybody was teaching Python. Then we realized everybody was teaching Python, so we're like, okay, let's go for something different.

We went on soft skills because they fit well within this system, but within this validation framework, framework, we want to prove the methodology and the digitalization of this methodology, not much a specific subject.

So we are actually considering teaching also other minor things like cybersecurity, for example, which are hard skills.

So I think it adapts very well because teaching languages is a little bit it's hard skill but also considers also some some parts of you know the personality and the way of speaking and so on and so forth that are very can be very interconnected with this kind of

methodology thank you to you again let's make a warm applause power brave I hope

the friend the friend is happy okay now let's move and let's make the opposite

Data-Driven Product: Access, Quality, and Roadmap

so Carlo a question for someone first I want to say it's amazing it's a very amazing product so my question it's very difficult to make a question because it

seemed like there's a lot of stuff I wanted to ask first how like it seems like of course the the important part of your product seems to be like the data so to have like a reliable reliable data data and how difficult it is or it was to access certain data and you think there's still room for expansion and

Public vs. Private Data and Continuous Enrichment

type of data you plan to add to this to this product I like the question so I'm happy to answer how hard it is it depends on the type of data I hope there was a chance to understand that we mix different kind of data there is public data like from you know websites and descriptions there is private data

there the hard part is buying them it costs a lot of money to buy all the data but that that's where we build you know the advantage because it's when you have all the data and you combine them that you create new value we are all the time

adding new information because we talk a lot with our customers we have we are lucky no you know we have customers so we discuss with them every day and we understand their needs so yeah we we are adding information you know about a

number of employees that is more accurate about financial aid which is a public public source we just need to structure them in a nice way and easy to access so yeah it's we keep we keep doing this and I I can use this

question also to expand a bit because our goal is to go you know through for for all Europe. The real goal is to have, I know, I mean, the sentence is, the wow effect

sentence is, we want to build, you know, the digital twin of the economic system of Europe. And so we need to go to every country. And yeah, that's why also we are seeking for investors stores for the end of the year to go and expand over Italy yeah so this is the

Vision and Expansion: Building a European “Digital Twin”

answer I have a few questions section but I'll try to be short now the first one is but right now do you consider your startup has digital twin of Italian

economy I would say we are at a good point okay but yeah there's still a lot to do we have plans because we have a lot of data but we're building a lot of new knowledge that will you know kind of build on connections also among

companies for example I want to spoil it too much okay sure sure but thinking about such incredible technology I think that development would cost a lot and a lot of time as well so the first real the questions I had I thought before was

Funding So Far and the Next Investment Phase

but how was your starting I mean have you been financed do you have do you have investors some kind of founds private the public how do you move so

very private funds we are we started bootstrapping we have our founder Massimo Fariello which really believed in this project and decided to put to invest a lot in first person and together with him professor Roberto Savona from the University of Brescia and so this is the starting point and it has been like that for last few years two years and that how as I was saying

before now we are seeking for investors new investors external ones to expand all over Europe because we have built you know the structure and all the model now what we can do is just add a lot of data and create much more knowledge yes

Security, Competitive Advantage, and AI’s Impact on Jobs

any questions not one question let's go hello my name is Momo by the way based on my curiosity I want to know how you are protecting this amount of data because protecting data in Europe it's really important and based on the business plan that you have you have you should have a great idea for the protecting data you should have a great idea for protecting the data and I'm a data analyst and I have to tell you you and your team did a great job a great

job by the way half of the team is here so if you want to discuss with them raise Raise your hands, guys. So you will be.

Now, hold on a second, because I have a question for you. When you see such a product, don't you fear to maybe in the future lose a job? Very harsh question. I know. Rude and harsh. Go for it.

Based on this tools that I can see every day, like Cloud Codecs, literally I lost my confidence and I'm searching today maybe another type of jobs not as data analysts or data scientists. Thank you.

I also wanted to answer this question, because I had the same fear, but I think what's happening is not losing jobs, but creating new opportunities. Companies are not really, you know, cutting hires, they're just doing more projects. So I hope it's going to happen like that.

But going back to your questions about how to protect data, so Pietro will assist me then, then but I would say you know you're right because that's where we keep having our competitive advantage and it's the only way to be you know productive and complementary to cloud copilot and charge PT I don't know exactly how much I can say now but yeah we are working a lot on that because as you said it's very very important it's if we don't protect that we lose the advantage yeah okay thank

you i appreciate it thank you thank you okay do you have any other questions you don't oh there is one so you're gonna drink your drink a bit later please clap your hands for this brave We've, what's her name? Regina. Regina.

Climb Assessment Design vs. Privacy Constraints

So I had a question for Climb.

See, sorry, can I switch? I don't know if I could see. Okay.

Nonverbal Communication and Why Biometrics Are Deferred

So like seeing the example about the negotiation skill, how would the game, so I'm just like imagining, how would the game take into consideration the like people skills of like nonverbal communication?

So like eye contact, facial expressions, body language, Yeah.

We took into consideration that as well. In our demo, we tried to imagine involving the phone or the camera.

But spoiler, I'm also a lawyer. And I know that GDPR, AI Act, all this is AI Act compliant, which is the European regulation on AI.

but when you start to analyze people people biometric data to analyzing performances and do profiling on performances within an employment environment this starts to be kind of tricky from a legal aspect and that's

why we're not doing it now maybe in USA or in China maybe it will be somehow possible but but here in Europe is a but we also know that in general there's no one on the market that is doing it because essentially we all have the same

law so we are not doing it now but it's something we we have somewhere in you know you know somewhere in our in our mind hidden maybe for the future and

actually yes please clap your hands Regina and thank you very much I have

What Results Are Shared with Employers (and What Isn’t)

another question for you then I promise we can close because you mentioned before that you don't share every data that you gather with your client basically right with the company the employee is employed in exactly why and which kind of data do you share okay well right now we share simple data so

So we share a general result of the gaming session, we share the percentage of passing, we don't share data regarding the personality of the person, so we don't say this person is arrogant or is acting arrogant or stuff like that, because those could be also considered biometric data so we are assessing that but we are for now we are showing the

past not past the amount of time a person took a test how long how often so if the person did because the company can set can set also threshold so the company can say I want my team to do the test at least five times we suggest on the on the platform we suggest but the company has is free to to to adjust it

as they want but maybe they want them to do you know for you to do the test five times within a framework of three months we show if you do them all in one hour the same day if you do them more often if you do more than five if you just do three times if you pass it always or only a few times so we show this kind of

data so far for now yes we are working on that we are adding more but this is this comes also from the validation question that you have so we are also getting feedbacks from companies and so on those feedbacks we're working we're working we're working to you know add more information and implement yeah

Wrap-Up

thank you very much thank you very much and clap your hands again