{"id":190793,"date":"2022-05-20T00:00:00","date_gmt":"2022-05-20T00:00:00","guid":{"rendered":"https:\/\/facfox.com\/news\/markforged-ceo-shai-terem-real-growth-is-coming-to-am-decision-makers\/"},"modified":"2022-05-27T09:19:18","modified_gmt":"2022-05-27T09:19:18","slug":"markforged-ceo-shai-terem-real-growth-is-coming-to-am-decision-makers","status":"publish","type":"post","link":"https:\/\/facfox.com\/news\/markforged-ceo-shai-terem-real-growth-is-coming-to-am-decision-makers\/","title":{"rendered":"Markforged CEO Shai Terem: \u201cReal Growth is Coming to AM\u201d"},"content":{"rendered":"

After going public and trading on NYSE since July 2016, Markforged has been releasing detailed data on its performance. For over a decade, all 3D printing<\/a> stocks have suffered from long periods of decreasing value interrupted by short bursts of very rapid growth. Markforged\u2019s stock has been no different; and yet the company\u2019s growth has been solid, regular and organic, with a \u201cstrong balance sheet and a track record of execution to our industry\u201d, as Markforged CEO Shai Terem put it during the latest analyst call on Q1 2022 results when the company reported revenues of $21.9 million and 8.6% YoY growth. 3dpbm had the opportunity to speak with Mr. Terem about Markforged\u2019s latest results, ongoing growth strategy and medium to long-term goals.<\/p>\n

Bringing real value to AM<\/h2>\n

\u201cOur focus,\u201d Mr. Terem explained,\u201d has always been on high-value, end-use manufacturing application<\/a>s, printed at the point of need [to] solve today\u2019s extreme supply chain challenges, resulting in a growing install base and leading gross margins. We are accelerating organic product innovation as planned and increasing our addressable market.<\/p>\n

Today Markforged generates yearly revenues of about $100 million, which is a similar threshold to other 3D printing<\/a> (and non-3D printing<\/a> companies) that have gone public. That revenue level would make it a relatively small company by Wall Street standards while, at the same time, those who are familiar with the AM industry know that selling $100 million of 3D printers and 3D printing<\/a> materials is no small feat.<\/p>\n

\"\"
Photo Credit: NYSE<\/figcaption><\/figure>\n

\u201cI would definitely describe us as a small company \u2013 Terem clarifies \u2013 and I do think that in the US markets, in public markets, the $100 million revenue threshold is probably the right place to be when going public.<\/p>\n

\u201cThere are many disadvantages to being public such as, for example, what is going on today [i.e. tech stocks trading very low due to uncertainties and geopolitical instability] however the big advantage is that we were able to \u2018catch the wave\u2019 and secure over $300 million in funding,\u201d the Markforged CEO explains. \u201cThis enabled us to have a very strong balance sheet, which meant we were able to accelerate our investment in R&D. Before that, as a start<\/a>-up, we were working on one product at a time. Now we\u2019re working on two and a half products at the same time. We can accelerate innovation and time to market of new technologies. And that\u2019s the biggest advantage.\u201d<\/p>\n

The stock market for 3D printing<\/a>-related stocks has been a roller coaster, with short outbursts of enthusiasm and long periods of decrease in value. Markforged is hoping to stand out or at least not contribute to this trend. \u201cFor at least the past ten years, since I\u2019ve been working in this space,\u201d Terem says, \u201cthis industry has been generally over-promising and under-delivering. This generated a hype cycle, with peaks such as those we had in 2013\/14 and then again in 2021. some really good marketers were able to tell a really big story about exponential scaling. But the truth is that we are working to change manufacturing. And it takes time.\u201d<\/p>\n

From final part<\/a>s back to prototypes?<\/h2>\n

From the start<\/a>, Markforged has been very much focused on tools and direct final part<\/a>s rather than prototypes. Customers use Markforged composites and metal solutions mainly to replace aluminum and steel part<\/a>s. This has enabled the company to enter the segment of real high-value, mission-critical application<\/a>s: for example, the part<\/a>s that go into cars as well as into the manufacturing lines for cars. These part<\/a>s cannot break outside of the planned maintenance cycle. \u201c[This approach has enabled us to] have high gross margins, because our customers get a lot of value from replacing a $500 machined metal part<\/a> with a $12 3D printed composite part<\/a>.\u201d<\/p>\n

Given its strong focus on end-use part<\/a>s, it came somewhat as a surprise that last March Markforged introduced Precision PLA as a material for its industrial-grade printers. It might have appeared as a reverse course of action but in fact, the use of PLA on industrial Markforged systems makes logical sense (Stratasys also recently introduced PLA for its systems). \u201cThe reason we introduced Precision PLA is that we were receiving requests from customers who were using our systems to build end-use part<\/a>s, but they also needed to make prototypes and of course, our end-use materials were too expensive for that. They tried to use different printers but having the ability to do both the prototype and the part<\/a> on the same printer is more effective.\u201d Terem also anticipated that \u201cwe\u2019re going to introduce more materials to give our customers the ability to do the entire life cycle on the same platform, at the same level of accuracy, for the entire lifecycle.\u201d<\/p>\n

<\/p>\n

As shown by the level of care when launching new materials and products, Markforged has been very cautious in communicating what its technology can do, producing extensive case studies and limiting the amount of pure brand marketing. \u201cOf course, we do need to build the right brand awareness \u2013 Terem admits \u2013 but I think we need to do it while maintaining credibility and focusing on reliability. It\u2019s very important for us that our customers trust us.\u201d<\/p>\n

The strategy has so far paid off. Terem revealed to 3dpbm that Markforged has over 12,000 active systems. All these systems, including both composites and metal solutions, are connected via Markforged\u2019s Digital Forge, a digital manufacturing workflow composed of software, printers, and materials working seamlessly on a unified platform. The system is purpose-built to integrate into existing manufacturing ecosystem, eliminating barriers between design and functional part<\/a> and helping to generate and analyze data about real usage.\u201d<\/p>\n

\n
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Online manufacturing service that meets your most stringent requirements. Get competitive quotes and put your parts into production.<\/div>\n<\/div>\n

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Even though Markforged is a hardware company, software represents a major aspect of the company\u2019s strategy. In fact, since going public, Markforged has made only one major acquisition: simulation software company Teton. \u201cTeton helps our customers perform simulations and validations of part<\/a>s so that they can test their strength before printing it out. In addition, it gives customers the ability to optimize between the time of the print, and the cost of the print, based on the materials used. When manufacturing production part<\/a>s it is very important to help them balance between time, money and strength.\u201d<\/p>\n

Moving Markforged forward<\/h2>\n

The increased focus that the current US administration has put into AM \u2013 especially with an eye on reshoring production \u2013 could help companies like Markforged reach an even larger target of adopters. Terem agrees that now the time may have come, whereas technologies may not have been ready in the past. \u201cIn 2014, the Obama administration also highlighted the benefits of AM for the future of manufacturing in the State of the Union Address,\u201d Terem says. \u201cAt the time, it created a lot of awareness and a lot of demand for 3D printers. The problem \u2013 he adds \u2013 is that in 2014 most of the technologies were still very heavy, expensive and complicated, or with significant material limitations.\u201d Markforged\u2019s solutions were made to address these challenges.<\/p>\n

\u201cGreg Mark founded the company in 2013 to offer affordable, easy to use industrial-grade composite part<\/a>s,\u201d Terem says. \u201cThat\u2019s a big difference because now for $20,000 to $70,000 you can buy a Markforged system, plug it into the wall, take Markforged University training over the Internet and start<\/a> printing industrial-grade part<\/a>s. We can replace aluminum and even steel part<\/a>s.<\/p>\n

<\/p>\n

\u201cGetting back to the impact of President Biden\u2019s support, it could certainly help local administrations allocate more funding for companies to scale up their adoption of 3D printing<\/a>. It could be a great opportunity for the US and I think that Markforged is uniquely positioned to reap the benefits of such initiatives because we have one of the most affordable and easy-to-use solutions on the market today.\u201d<\/p>\n

The global situation may present more challenges which Markforged now has to take into consideration since it does operate globally having kicked off its global expansion by opening its EMEA HQ in Dublin in 2019.<\/p>\n

\u201cGlobally we are already seeing a general trend for deglobalization, with two main different drivers that impact AM adoption,\u201d he tells 3pdmb. \u201cOne of them is around supply chain: most of the companies cannot wait for part<\/a>s to get from one side of the world to the other. So everyone is trying to build stronger supply chains by printing part<\/a>s when they need them. We have automotive<\/a> customers that already have over 3000 part<\/a>s in a digital library that they print on demand. So these part<\/a>s are being printed on demand.<\/p>\n

\u201cThe second is, unfortunately, especially in Europe with the Ukrainian crisis, a trend for companies and entire countries to want more independence in order to be more resilient. Companies are looking to be able to meet supply chain challenges worldwide, making sure that they will have the right part<\/a> in the right time frame.\u201d<\/p>\n

\"\"
Markforged\u2019s facility in Billerica, MA<\/figcaption><\/figure>\n

Competition and TAM<\/h2>\n

Markforged is a relatively unique company in AM with a relatively unique technology but more competitors are now emerging. Anisoprint, a company based in Luxemburg, also offers continuous fiber-reinforced part<\/a>s, while many other companies, including extrusion market leader Stratasys, are introducing machines that can print stronger part<\/a>s using high-performance polymers and chopped fiber-reinforced materials. Even companies like HP are looking at metal replacements for industrial part<\/a>s as a key adoption application<\/a>.<\/p>\n

\u201cSurprisingly, we don\u2019t see a lot of competition when we go into a deal,\u201d the Markforged CEO reveals. \u201cI would say that we see competition from other vendors in less than 30% of cases, most often in the medical<\/a> segment. This means that most of the time \u2013 Terem clarifies \u2013 we compete against traditional manufacturing. We compete against machining and other traditional processes that have been around for decades and centuries.<\/p>\n

What\u2019s changing in the world now is that we see more and more decision-makers that have grown up with additive. Today, my daughter has SolidWorks courses in high school and they have a 3D printing<\/a> lab. Every University now has a 3D printing<\/a> lab. So the new generations of engineers and decision-makers are much more aware of these possibilities. And I think that will create a significant inflection point over the next few years.\u201d<\/p>\n

If Markforged now thinks so, it may very well be true.<\/p>\n

 <\/p>\n

* This article is reprinted from 3D Printing Media Network<\/a>. If you are involved in infringement, please contact us to delete it.<\/p>\n

<\/i> Author:\u00a0Davide Sher<\/p>\n","protected":false},"excerpt":{"rendered":"

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