{"version":"1.0","type":"rich","provider_name":"Acast","provider_url":"https://acast.com","height":250,"width":700,"html":"<iframe src=\"https://embed.acast.com/$/62301a5c63c97500122f8a76/67c88766ece4993ac72d32cd?\" frameBorder=\"0\" width=\"700\" height=\"250\"></iframe>","title":"A Medical Record for Each Vine w/ Shawn DeMartino, Sentinel","description":"<p>After struggling with tracking vineyard data firsthand, Shawn DeMartino, CEO and Founder of <a href=\"https://www.sentineltech.eu/company/product\" rel=\"noopener noreferrer\" target=\"_blank\">Sentinel</a>, decided to create a solution with his partner.&nbsp;Enabling vine by vine mapping and data collection that could stand the test of time enables vineyard managers to increase the lifespan of a vineyard, manage viruses, and effectively create a “medical record” for each individual vine.&nbsp;&nbsp;</p><p><br></p><p><strong>Detailed Show Notes:&nbsp;</strong></p><p>Shawn’s background - winemaking, viticulture, now general management</p><p>Sentinel was a Covid project that became real, software that collects individual vine information over time</p><ul><li>“Patient medical system of record for vines”</li><li>The solution includes a mobile app, desktop platform, and high-accuracy GPS (receivers that clip onto phones)</li><li>Maps all the vines in the field</li><li>Configurable data collection forms</li><li>Available in 5 countries currently</li></ul><p>Mapping the vineyard</p><ul><li>Create a 3D model with lat/long and elevation</li><li>Basics (variety, clone), images, comments, discrete statuses (e.g., life stage, virus status)</li><li>The vineyard mgmt team populates data, can walk up the vines and record</li><li>Work with/ Sentinel to put in bulk metadata (e.g., block info, varietal)</li><li>A client mapped 100 acres in 1 week</li></ul><p>Work order function</p><ul><li>E.g., irrigation can be recorded</li><li>Roguing, planting, and grafted statuses can auto-update when the work order is completed</li></ul><p>Core benefits</p><ul><li>Extend the life of the vineyards</li><li>Virus/disease management, see the program more clearly, identify asymptomatic vines in hot spots (case study: ~10% of vines asymptomatic)&nbsp;</li><li>Optimize pick areas (through mapping flavor profiles)</li></ul><p>Pricing</p><ul><li>Mostly software, hardware costs small</li><li>Annual subscription based on acres, not users (&lt;1% of farming cost)</li><li>Biggest growers ~$2k/year</li></ul><p>ROI example: client roguing 1% of vines/year w/ growing virus problem, Sentinel enabled them to get ahead of the problem in 1 year</p><p>Marketing mostly organic search</p><ul><li>Articles and podcasts helped</li><li>Last 18 mo, mostly word of mouth</li><li>Referral program: The referrer gets a bottle of Krug</li></ul><p>Barriers to adoption</p><ul><li>Worries about time requirements; the goal is to collect data when already in the field</li><li>Worries about less flexibility to manage vineyard; full customization of data enables more flexibility</li><li>Next on the product roadmap - continue to flesh out more work order functionality</li></ul><p>Other tech Shawn is interested in</p><ul><li>Winery management platforms (e.g., Innovint)</li><li>Soil moisture probes for irrigation</li></ul><p><br></p>","author_name":"Robert Vernick, Peter Yeung"}