Meeting Notes & Narrative: EdgeLink Systems

Date: [DD.MM.YYYY] Client: EdgeLink Systems Inc. Stakeholder: Marcus Weber, EU Regional Director Meeting Purpose: Present mini-offer (EU Compute Ecosystem and EdgeFlow AI Vision Node) and agree on pilot.

1. Company Profile (Context)

Brief reference for speaker

  • About Company: EdgeLink Systems Inc. — public company (NASDAQ: ELSX), developer of hardware and software for Edge Computing and Industrial IoT. Founded in 1989, ~350 employees, $123M revenue (FY2025). Specialization: embedded SoM modules, industrial gateways, cloud software for device management.
  • Strengths: Excellent hardware (Qualcomm Falcon Platform), strong position in US government market (NDAA/TAA compliant), experience in embedded systems, acquisitions for portfolio expansion.
  • Current Situation: Loses €5-10M/year in EU compute modules market. 50%+ EU OEM customers require Linux BSP, ready carrier boards, and EU CRA compliance — but EdgeLink Systems focuses on Android + US government. EdgeFlow.ai platform has potential, but adoption stuck at 10-15% due to hardware integration problems.

2. Stakeholder Profile (Psychology)

How to talk to this person

  • Name: Marcus Weber
  • Personality Type: Regional director focused on market penetration and compliance, MBA INSEAD, EU regulations expert
  • What He Values: Market impact and measurable results (€X million lost revenue, Y% market opened), understanding of EU regulations (CRA, CE marking), market entry speed, ready compliance solutions
  • How to Sell:
    • Speak the language of markets and regulations, not technologies
    • Show concrete market impact numbers
    • Demonstrate understanding of EU specifics (regulatory requirements, cultural differences)
    • Come with ready compliance roadmaps
    • Focus on market entry speed through staged approach

3. Narrative 1: EU Compute Ecosystem

Script for main part of presentation (Slides 2-4)

3.1 The Hook (Opening)

"Marcus, we studied your EU situation and noticed a critical gap: EdgeLink Systems EdgeCore SoM modules have excellent hardware, but 50%+ EU OEM customers cannot use them because they require Linux BSP, ready carrier boards, and CRA compliance — and you focus on Android + US government. This is €5-10M lost revenue/year."

3.2 The Problem & Vision

"Today the problem is:

  • 50%+ EU clients require embedded Linux (Yocto/BuildRoot) for industrial IoT, medical, automotive — but EdgeLink Systems only supplies Android AOSP
  • No ready carrier board reference designs — each OEM must develop custom carrier from scratch → 6-12 months time-to-market delay → choose competitors (Toradex, Variscite)
  • EU Cyber Resilience Act (CRA) enforcement begins in 2026-2027 — US-based EdgeLink Systems not familiar with EU regulations → EU buyers uncertainty → lost deals

But imagine: EU OEM engineer receives EdgeLink Systems EdgeCore ECS-610 module, downloads Yocto Linux BSP in 15 minutes, orders ready carrier board reference design for €5-10K license (instead of €100-200K custom development), reads CRA compliance report and launches prototype in 3 months (instead of 12). EdgeLink Systems EdgeCore becomes preferred choice for EU industrial IoT."

3.3 The Solution (Metaphor)

"We propose not just BSP development, but transforming EdgeLink Systems EdgeCore into 'Toradex for Qualcomm Falcon Platform'. Promwad creates complete infrastructure for quick start of EU OEM clients: Linux BSP (Yocto/BuildRoot) for 3 modules, 3 carrier board reference designs for different verticals, EU CRA compliance documentation."

3.4 The Proof

"We've done similar work for:

  • Embedded Linux BSP development for various SoC platforms
  • Carrier board design for industrial IoT applications
  • EU regulatory compliance (CE marking, cybersecurity standards)

This is not just technology — we have structured processes for ecosystem enablement and EU market entry."

3.5 The Ask (Proposal)

"First step is a 6-month project in 3 phases:

  • Phase 1: Linux BSP Development (€120K, 3 months) — Yocto/BuildRoot for 3 modules
  • Phase 2: Carrier Board Reference Designs (€200K, 3 months) — 3 ready designs
  • Phase 3: EU CRA Compliance Documentation (€60K, 2 months) — regulatory clarity

Total Investment: €380K over 6 months → Unlocks €6M+ ecosystem revenue over 3 years, 15.8x ROI, 14-month payback."

4. Narrative 2: EdgeFlow AI Vision Node

Script for second part (Slides 5-6)

4.1 The Context

"There's another opportunity that solves the adoption problem of your EdgeFlow.ai platform. EdgeFlow.ai has potential €12-15M revenue over 3 years, but adoption is stuck at 10-15% implementation because 50-60% POCs get stuck on hardware integration — customers spend 6-12 months to design custom carrier boards, integrate cameras, optimize AI pipelines."

4.2 The Solution

"Here we can offer EdgeFlow AI Vision Node — turnkey Edge AI appliance pre-integrated with EdgeFlow.ai. This is a family of ready devices (Smart City, Industrial, Broadcast variants) with FPGA ST2110 professional video transport (<10ms latency) and pre-optimized Qualcomm AI Engine pipelines. Smart City operator receives device 'out of the box', turns on → automatically connects to EdgeFlow.ai cloud, creates AI workflow in 15 minutes without coding."

4.3 The Value

"This will give you:

  • Unlocking EdgeFlow.ai adoption (POCs complete in weeks, not months)
  • 500-1000 appliances/year hardware sales (€2-5M)
  • 3x accelerated SaaS subscriptions (€3-5M ARR boost)
  • 27.7x ROI, 14-month payback
  • Competitive advantage: turnkey solution, no vendor lock-in, open ecosystem"

5. Closing & Objections

Handling objections

  • Objection 1: "This is too expensive / we're not ready for such investments" -> Answer: "We propose a staged approach: can start with Phase 1 (BSP Development, €120K) and evaluate market response. ROI 15.8x means each invested euro brings €15.8 revenue. Payback 14 months."
  • Objection 2: "We don't have resources for coordination" -> Answer: "This is exactly what we offer — we take on all development and coordination. You get ready solutions without diverting your resources. Promwad — EU-based partner, we understand EU specifics."
  • Objection 3: "How will this affect our current strategy?" -> Answer: "This complements your strategy, doesn't change it. We open EU market that is currently closed. Android + US government remains, Linux + EU market is added. This is expansion, not replacement."

Closing Question: "How much does this resonate with your plans for EU market penetration and unlocking EdgeFlow.ai adoption?"