Aqualink Lessons Learned H4D Stanford 2016

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Aqualink Lessons Learned H4D Stanford 2016

  1. AquaLinkSponsor: Navy Special Warfare Group 3 - SEAL Delivery Vehicle Team 1 101# stakeholder interviews to date Week 9: Improve the operational effectiveness of divers through enhanced geolocation and communication capabilities Week 1: Provide real-time vitals monitoring and capture data to solve long-term health problems for divers Samir Patel Rachel OlneyDave AhernHong En Chew
  2. Hong En Chew Samir Patel Dave Ahern Rachel Olney B.S. Electrical Engineering, M.S. Aeronautics and Astronautics M.S. Mechanical Engineering M.A. International Policy Studies B.S. Product Design M.S. Mechanical Engineering Hardware Design and Integration Finance, Mechatronics, Design Military Operations, Military Innovation Needfinding, Hardware Design Team AquaLink
  3. Video Link https://vimeo.com/168709483
  4. Users 53 1929 Who We Interviewed
  5. EmotionalState Pivot: Who is our beneficiary? New Problem, New Opportunities Customer Discovery Beneficiary Buy-In Our Journey Crossroads Commercial Viability? 1 2 3 4 5 6 7 8 9 10 Partners Deliver
  6. “What they do as a part of their normal routine… is the thing of many people’s nightmares.” “Everything’s a pain point.” - Anonymous SEAL
  7. - Need funding from sponsors for further R&D/manufacturing - Need evaluation/ certification by NEDU before field deployment - Early adopters - Secondary I: Commercial saturation divers (in particular the offshore oil/gas industry) -The broader technical/scientific diving community KEY PARTNERS KEY ACTIVITIES KEY RESOURCES VALUE PROPOSITION BUY-IN / SUPPORT DEPLOYMENT BENEFICIARIES MISSION BUDGET MISSION ACHIEVEMENT FACTORS - Problem sponsors: Navy Special Warfare Group 3 (NSWG 3), U.S. Special Operations Command (SOCOM) - Military diver-related research organizations: Navy Experimental Diving Unit (NEDU), SOCOM Human Performance Resource Center, Naval Underwater Medical Institute (NUMI) - Commercial partners: medical device/wearables companies, mil-spec dive equipment manufacturers - Fundamental cycle: hypotheses -> MVP (rapid prototyping of hardware/ software) -> stakeholder interviews to evaluate MVP -> pivot and repeat - Defence procurement expertise: course staff, sponsors, DIUX, liaisons - User expertise: military divers, scientific divers - Medical expertise: med sch, SOCOM HPRC - Hardware/software prototyping costs - Purchase of existing products on the market for evaluation 1. Feasibility: At the end of the quarter, NSWG3/SOCOM decide that our proposal merits further development and initiates their internal processes for funding/pilot testing/field deployment 2. Performance: Our prototype should demonstrate that all critical features can be integrated within given size/weight/cost specs 3. User satisfaction: Divers are excited about the efficiency it delivers and Medical Staff are excited about forecasting health - Obtain device validation and approval from NEDU - Pilot test with a select group of users in NSWG3 - Scale up to many units in and beyond NSWG3 - Medical Staff: Create the Navy’s first long-term repository of diver health data: detailed dataset to improve training/operation protocols and predict and prevent long-term injuries Direct users in NSWG3 and other military divers Military diver-related research organizations e.g. NEDU, SOCOM HPRC, NUMI - Divers: Seamless integration of real-time vital monitoring, geolocation, and communication with conventional dive computer capabilities: alerts protect diver from short-term injuries Mission Model Canvas - Week 1
  8. “An Hour in the Life”
  9. Male, age 25-32 Significant exposure to SDV operations and conditions, but not an actual end-user Respond/react to acute health problems Limited ability to prevent issues based on access to data Friction: Don’t know what’s causing diver health problems SDV Operator Male, age 21-32 Competitive, driven, physically fit, mentally resilient Volunteers to join the Navy; spends 2-4 years training Volunteers to become a Navy SEAL; spends 1.5-2 years training Volunteers to join SDV; spends an additional 3-6 months training Driven by problem solving and technical mastery Not naturally focused on the long-term health impacts Highly specialized; constant pursuit of optimization Friction: time spent lost, short-term/acute health problems Medical Officer Researcher PhDs across the board Medical counterpart of SEALs Cares about the operators they are helping Explores uncharted territory Wants to try new technology Wields unique influence due to IRBs Friction: Access to divers and adequate equipment Beneficiaries
  10. EmotionalState Pivot: Who is our beneficiary? New Problem, New Opportunities Customer Discovery Beneficiary Buy-In Our Journey Crossroads Commercial Viability? 1 2 3 4 5 6 7 8 9 10 Partners Deliver
  11. “I’m not thinking long-term. If it kills me in the short term then I’m concerned about that. ” - Anonymous Air Force Pararescueman
  12. Pivot or Proceed? Geolocation Vitals Monitoring Type of Need This is the most immediate and active need the most often mentioned pain point. This is a latent need that the divers are unaware of; and a passive need of the Medical Dive Officers; and an active need of Researchers Beneficiary Divers, Dive Officers Researchers, Dive Officers, Divers, Dep of Navy, VA Realistic Goal A work around that will function within specific limitations A working minimal viable product that ruggedization of off the shelf products and aggregation of sensors Mission Achievement Wholesale adoption within SDV, employment throughout broader NSW community; limited commercial opportunities for recreational divers Adoption within SDV, application throughout NSW, DoD SOF elements, limited application within commercial dive sectors, athletes, etc
  13. ResearcherMedical OfficerOperators Beneficiaries
  14. Male, age 21-32 Competitive, driven, physically fit, mentally resilient Volunteers to join the Navy; spends 2-4 years training Volunteers to become a Navy SEAL; spends 1.5-2 years training Volunteers to join SDV; spends an additional 3-6 months training Driven by problem solving and technical mastery Not naturally focused on the long-term health impacts Highly specialized; constant pursuit of optimization Friction: time spent lost, short-term/acute health problems Customer Archetype: SEAL
  15. Vital Sense pill ? ? Navy Rebreather Navy Dive Computer Need Air Vitals Sensing Vitals Monitoring Decomp Mgmt Geo- Location Gaps
  16. Need funding from sponsors for further R&D/manufacturing Need evaluation/ certification by NEDU before field deployment Early adopters Operators Must Benefit During Mission for Buy-In KEY PARTNERS KEY ACTIVITIES KEY RESOURCES VALUE PROPOSITION BUY-IN / SUPPORT DEPLOYMENT BENEFICIARIES MISSION BUDGET MISSION ACHIEVEMENT FACTORS - Problem sponsors: Navy Special Warfare Group 3 (NSWG-3), U.S. Special Operations Command (SOCOM) - Military diver-related research organizations: Navy Experimental Diving Unit (NEDU), SOCOM Human Performance Resource Center, Naval Underwater Medical Institute (NUMI) - Commercial partners: medical device/wearables companies, mil-spec dive equipment manufacturers - Fundamental cycle: hypotheses -> MVP (rapid prototyping of hardware/ software) -> stakeholder interviews to evaluate MVP -> pivot and repeat - Defence procurement expertise: course staff, sponsors, DIUX, liaisons - User expertise: military divers, scientific divers - Medical expertise: med sch, SOCOM HPRC - Hardware/software prototyping costs (RDT&E from NEDU or SOCOM) - Purchase of existing products on the market for evaluation (NSWG3 or NAVSOC N-8). 1. Feasibility: At the end of the quarter, NSWG3/SOCOM decide that our proposal merits further development and initiates their internal processes for funding/pilot testing/field deployment 2. Performance: Our prototype should demonstrate that all critical features can be integrated within given size/weight/cost specs 3. User satisfaction: Seamless integration into current SOP Divers develop SOP to upload data as part of recovery process. Obtain device validation and approval from NEDU Pilot test with a select group of users in NSWG-3 Scale up to many units in and beyond NSWG-3 Direct users in NSWG3 and other military divers Military diver-related research organizations e.g. NEDU, SOCOM HPRC, NUMI - Divers: Integrate vital and system monitoring with real-time display capability - Medical Staff: acquire the real- time data in a digestible format Medical Staff: Create the Navy’s first long-term repository of diver health data: detailed dataset to improve training/operation protocols and predict and prevent long-term injuries NAVSOC/SOCOM Procurement Specialist. (Initiated by NSWG3’s N8, approved by NEDU testing.) Air Force and Navy Pilots Mission Model Canvas - Week 3
  17. Who: SDV/SEAL Divers How: Master Diver approves usage Commodore of NSWG-3 approves long-term/external funding is not needed, otherwise Commander of NSW needs to approve KEY PARTNERS KEY ACTIVITIES KEY RESOURCES VALUE PROPOSITION BUY-IN / SUPPORT DEPLOYMENT BENEFICIARIES MISSION BUDGET MISSION ACHIEVEMENT FACTORS - Problem sponsors: Navy Special Warfare Group 3 (NSWG-3), U.S. Special Operations Command (SOCOM) - Commercial partners: mil- spec dive equipment manufacturers - Fundamental cycle: hypotheses -> MVP (rapid prototyping of hardware/ software) -> stakeholder interviews to evaluate MVP -> pivot and repeat - Defence procurement expertise: course staff, sponsors, DIUX, liaisons - User expertise: military divers, scientific divers - Hardware/software prototyping costs (RDT&E from NEDU or SOCOM) - Purchase of existing products on the market for evaluation (NSWG3 or NAVSOC N-8). 1. Feasibility: At the end of the quarter, SDVT-1/NSWG-3 decide that our proposal merits further development and initiates their internal processes for funding/pilot testing/field deployment i.e. creating the ODR 2. Performance: Our prototype should demonstrate that all critical features can be integrated within given size/weight/cost specs 3. User satisfaction: Seamless integration into current SOP, increased situational awareness FOLLOW THE PROCESS ● SDVT-1/NSWG-3/NSW CDR create ODR ● N8 drafts CDD ● J4 will select office to lead the charge ● N8/Ops field test, third- party labs certify ● J8 creates official requirements ● N4 approves funding End Users (Divers): SWG3 Influencers SWG 3 Master Diver, SDVT-1 Decision Makers CAPT NSWG-3 REAR ADM, NSW Option 1: Provide a more accurate mechanism for divers to locate the SDV and/or locate deployed objects more efficiently and reduce lost time Option 2: Record diver location history and make it available for post-dive analytics to aid intelligence generation Provide information on teammates’ locations to prevent ‘diver missing’ situations Mission Model Canvas - Week 5
  18. Divers: Integrate vital and system monitoring with real-time display capability Medical Staff: acquire the real-time data in a digestible format Direct users in NSWG3 and other military divers Military diver-related research organizations e.g. NEDU, SOCOM HPRC, NUMI NAVSOC/SOCOM Procurement Specialist. (Initiated by NSWG3’s N8, approved by NEDU testing.) Value Proposition (Week 3) Beneficiary (Week 3) Option 1: Provide a more accurate mechanism for divers to locate the SDV and/or locate deployed objects more efficiently and reduce lost time Option 2: Record diver location history and make it available for post-dive analytics to aid intelligence generation Value Proposition (Week 5) End Users (Divers): LT 1, SDVT-1 LT 2, SDVT-1 Other SEALs Influencers LT 1, SDVT-1 Master Diver, SDVT-1 Decision Makers CAPT A, NSWG-3 REAR ADM A, NSW Beneficiary (Week 5) Week 3 → Week 5
  19. EmotionalState New Problem, New Opportunities Customer Discovery Beneficiary Buy-In Our Journey Crossroads Commercial Viability? 1 2 3 4 5 6 7 8 9 10 Partners Deliver Pivot: Who is our beneficiary?
  20. “Right now they’re stuck with a six foot antenna, if you could just make that thing smaller than one foot they would love you forever” - Anonymous SEAL
  21. Act Observe Incorporating the OODA Loop in Crisis Orient Decide
  22. EmotionalState New Problem, New Opportunities Customer Discovery Partners Deliver Beneficiary Buy-In Our Journey Crossroads Commercial Viability? 1 2 3 4 5 6 7 8 9 10 Pivot: Who is our beneficiary?
  23. “Can your buoy get to the surface faster than my UUV can? No? Then, I’ll stick with the UUV.” - Oil & Gas Executive
  24. - Obtain device validation and approval from NEDU - Pilot test with a select group of users in NSWG3 - Scale up to many units in and beyond NSWG3 Deployment (Week 3) FOLLOW THE PROCESS: - SDVT-1/NSWG-3/NSW CDR create ODR - N8 drafts CDD - J4 will select office to lead the charge - N8/Ops field test, third-party labs certify - J8 creates official requirements - N4 approves funding Deployment (Week 5) Understanding Deployment
  25. EmotionalState New Problem, New Opportunities Customer Discovery Partners Deliver Beneficiary Buy-In Our Journey Crossroads Commercial Viability? 1 2 3 4 5 6 7 8 9 10 Pivot: Who is our beneficiary?
  26. “Biggest thing would be to track the SDV… if I could get that, it would be awesome.” - Anonymous SEAL
  27. Weeks 52 86 7 9431 MVP Timeline
  28. EmotionalState New Problem, New Opportunities Customer Discovery Partners Deliver Beneficiary Buy-In Our Journey Crossroads Commercial Viability? 1 2 3 4 5 6 7 8 9 10 Pivot: Who is our beneficiary?
  29. “I get paid to break stuff, so yeah we can find out if it works.” - JABIL Engineer
  30. Understanding the Resources
  31. Finance Funds for MVP creation Supply Chain Resources for Manufacturing Physical Manufacturing Facilities, Testing Facilities Human Advisors for: Guidance on Process, Military Expertise, Operator Knowledge Network of support to enable process. KEY PARTNERS KEY ACTIVITIES KEY RESOURCES VALUE PROPOSITION BUY-IN / SUPPORT DEPLOYMENT BENEFICIARIES MISSION BUDGET MISSION ACHIEVEMENT FACTORS Conduct Customer Discovery Outreach to key partners Design and Manufacture MVPs Test MVPs for functionality and with customers Obtain approval by Navy - Hardware/software prototyping costs (RDT&E from SOCOM) - Purchase of existing products on the market for evaluation (NSWG-3 or NAVSOC N-8). 1. Feasibility: At the end of the quarter, SDVT-1/NSWG-3 decide that our proposal merits further development and initiates their internal processes for funding/pilot testing/field deployment i.e. creating the ODR 2. Performance: Our prototype should demonstrate that all critical features can be integrated within given size/weight/cost specs 3. User satisfaction: Seamless integration into current SOP, increased situational awareness 4. Increase Mission Capabilities: Reduce the time it would take for the diver to get a GPS fix 500% increase in efficiency. FOLLOW THE PROCESS: ● SDVT-1/NSWG-3/NSW CDR create ODR ● N8 drafts CDD ● J4 will select office to lead the charge ● N8/Ops field test, third- party labs certify ● J8 creates official requirements ● N4 approves funding End Users (Divers) Influencers SWG 3 Decision Makers NSWG-3 NSW Research Entities Commercial Divers Fishing Tourism NSWG Provide greater situational awareness for SDVT-1 with a mechanism for the SDV to obtain absolute location and comms while staying underwater and minimizing exposure. Research Entities Provide a periodic check in from equipment placed in the field. Commercial Divers and Fishing Enable the location of assets. Tourism Divers Find lost tourists or have an automatic location check in. SOCOM: Provide funds NextFlex: Materials Supplier Stanford PRL/AOERC: Enable manufacturing and Testing Problem sponsors: Navy Special Warfare Group 3 (NSWG-3), U.S. Special Operations Command (SOCOM) Course Faculty and Staff, DIUX, Military Liaisons: Mission Model Canvas - Week 8 Who: SDV/SEAL Divers How: Commodore of NSWG-3 approves if long-term/external funding is not needed, otherwise Commander of NSW needs to approve
  32. EmotionalState New Problem, New Opportunities Customer Discovery Beneficiary Buy-In Our Journey Crossroads Commercial Viability? 1 2 3 4 5 6 7 8 9 10 Partners Deliver Pivot: Who is our beneficiary?
  33. “Wait, you have an actual prototype, hold on…can you get it to us in two weeks?” - Anonymous SEAL
  34. Testing
  35. Current MVP
  36. Version 1.0: GPS/Iridium Version 2.0: Motor Driven Version 3.0: Scaleable NSWG Operators: ● Provide enhanced location to the SDV NSWG Commanders: ● Provide Increased situational awareness (know where the SDV is actually at) Scientific Divers: ● Location-tracking for Researchers, Mapping/Locations of Interest General Population: ● Waterproof Case for Deep Sea Diving NSWG Operators: ● Enhanced operations ● Time/distance features Ocean-based Communications: Shipping, Travel, Tactical Emergency Signals: Distress NSWG Operators: Provide similar location + comms capability to dive pairs Commercial Dive Masters: ● Able to track all divers ● Divers who get lost have an means to communicate back to boat crew and dive master Mission Achievement ❏ Defined by beneficiaries ❏ Measured by level of excitement ❏ Quantified in terms of job efficiency
  37. IRL 1 IRL 4 IRL 3 IRL 2 IRL 7 IRL 6 IRL 5 IRL 8 IRL 9 First pass on MMC w/Problem Sponsor Complete ecosystem analysis petal diagram Validate mission achievement (Right side of canvas) Problem validated through initial interviews Prototype low-fidelity Minimum Viable Product Value proposition/mission fit (Value Proposition Canvas) Validate resource strategy (Left side of canvas) Prototype high-fidelity Minimum Viable Product Establish mission achievement metrics that matterTeam Assessment: IRL 4 Internal Readiness Level
  38. Prototype Development Requirements (2-3 months) : Material Cost………………………………...………..$10,500 Manufacturing Space or Partner……...….....$10,000 Labor……………………………………………...…......$12,000 Shipping/Travel………………………….....…..…...$5,600 Total……………………………………………...……..…$38,100 .edu ⇒ .com AquaLink @ H4D Start Course Completion Low Demand Dual Use Crossroads Niche Market
  39. NSWG-3: Jordan Spector, Derick Shima, Scott Terry, Nick Hill, Jeff Brown, Brian Ferguson, Scott Feeley, Pat Rollo, Zech Carmack, Bob Foley, Sophie Hill, Jim Hanlon, Jason Mendes, Matt McGraw, Mike Iovino Mentors: Conor Donahue, Todd Cimicata, Chris Conley, Brynt Parmeter, Malcolm Thompson, Colin Supko, Tammer Barkouki, Noel Gonzalez, Bob Brakeman, Angelo Cruz, Brandon Davies, Jason Marsh Research: Karen Kelly, John Florian, Travis Harvey, Caroline Shlocker, Mark Zdeblick Acknowledgments
  40. 2016 2017 2018 Legend: Finance Fundraising Operational H4D Test + Cycle Seed Identify Customers and Appropriate Sales Model Test + Cycle Build Out Series Funding Organize Channels for Sales to Customers Organize Marketing Resources, Partners, and Activities PEO-M

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