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city climbe wall-climbing inspection robots Contacts this week Contacts so far 98

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  • 1. city climberwall-climbing inspection robots98 Contacts this week Contacts so far

2. team Professor of robotics at CUNY City College Inventor of City-Climber wall-climbing robots Co-founder and Senior Technical Advisor of InnovBot Recipient of NSF CAREER Award, 2007Jizhong Xiao / PI NYC-based Academic Industrialist Served as Chief Scientific Officer of biotech start-up until 2010 Academic basic science research faculty for over 25 years Responsible for CUNY Industry-University Research CollaborationsJohn Blaho / IM MA candidate in Computer Science, CUNY Brooklyn College Experience in education technology, policy analysis, politics, teaching Author of chapter in forthcoming book on for-profit education startups Does the robot celebration after every video game soccer goalMickey Muldoon / EL 3. the first canvasKEY PARTNERSKEY ACTIVITIES VALUE CUSTOMER CUSTOMERPROPOSITIONRELATIONSHIPSSEGMENTS Manufacturers Continuous R&D Cost/risk Personal support Property Large civil Manufacturing reduction: for major managementengineering firms Sales and window customers companies Military marketing cleaning, Automated Property owners painting, or support for Window cleaners building exteriorcheaper models Military inspectionCommunities for Construction andPerformance: research andengineers Reach difficulthobbyists AcademicKEY RESOURCESspaces for CHANNELSresearch and surveillance hobbyists Human:(e.g. tunnels, Direct sales Municipalities engineers skyscrapers) Government Solar farms Intellectual: IP Newness: for grant-writing Dry docks Financial: R&Dresearch and Website Oil rigs money hobbyists COST STRUCTURE REVENUE STREAMSResearch and development Unit or bulk salesSales and marketing Leasing unitsManufacturing Direct contracts for window washing or inspectionCost of raw parts Military/police/naval contracts Installation revenue IP License/royalties 4. the canvas todayKEY PARTNERSKEY ACTIVITIES VALUECUSTOMER CUSTOMERPROPOSITION RELATIONSHIPSSEGMENTS Manufacturers Continuous R&D Cost reduction: Mix of free and Architecture and Component Manufacturing replaces paid support for engineeringsuppliers Sales and scaffolds or lessees and robotcompanies CUNY marketing human rope owners Non-destructive climbersSubscription testing serviceRisk reduction model: access to providers (Safety) 1/2/3/4 robots atSpeeda time improvement KEY RESOURCESPerformance: CHANNELS Reach difficult Human:spaces for Direct sales engineers surveillance Potential Intellectual: IP Rapiddistrib./licensing Financial: R&Ddeployment partnership moneyCOST STRUCTUREREVENUE STREAMSResearch and development Unit or bulk salesSales and marketingDirect contracts/subcontracts for inspectionManufacturingExtended warrantees, supportCost of raw partsDaily rentalsLabor: inspection servicesWarehouse space and maintenance 5. building inspection: heres what we thought sell/lease robots Our Property company owners$$ 6. building inspection: heres what we found Ecosystem of third-party architects, engineers, and inspection companies Other industrial inspection robots use daily rental models Offering services on top of products is far more profitable and sustainable Customers have little desire to maintain and service their own robots Customers more interested in daily rentals than yearly leases, if technology is new 7. building inspection: heres what changedSales, Rentals PrimaryLeases, Subcontracts contractsOurPropertyInspectors ownerscompany $$$$Local inspection Build pathway over time,codes will be more lucrative 8. pricing: heres what we thought Technology is uniqueand patentedWe can charge a premium: Saves over costly anddangerous humanscaffold work Other industrial$20-50kcrawlers sell forupwards of $50k 9. pricing: heres what we found Customers explain that human inspectors are far more versatile and capable Disruptive innovation, could replace centuries- old inspection techniques Survey: $10k is the most any engineering company would payDeep price savings must be a major part of value proposition 10. pricing: heres what we changed Focus on low-end Minimal Viable Product $5k retail $200/dayrental 11. customer discovery: heres what we thought (robot) 12. customer discovery: heres what we found 13. Totalmarket size TargetFaade InspectionServices $1BMaybe 1/40 of marketspending diverted toMin. $40 million spent per year inrobotsNYC for govt compliance, at least25x worldwide$25MDo our own inspectionsNDT equipmentFrost & Sullivan, 2011$100M+ $1BOur robots couldmaybe take 1/50 ofmarket$20M$100M+NDT servicesDo our own inspectionsFrost & Sullivan, 2011$2.5B$200M+(andgrowingat 5%) 14. use cases: industrial inspection Stainless steel storage tanks are non- Magnetic inspection crawlers already in magnetic, so current inspection is labor- widespread use for storage tank inspection, heavy: workers holding devices on poles. especially for ultrasonic thickness tests Robots would be cheaper 15. use cases: industrial inspection 16. from an industrial inspectioncompany:We currently have some extremely promising commercialopportunities and I would like to introduce your climber There are at least three such opportunities I am workingon right now. They are rather urgent They haveapplications now. The only thing they lack is a smallClimber that can be demod. And you have that NOW Their revenues are in excess of $200M and they wouldwant your Climber ideally to fully commercialize it andscale it up. 17. use cases: building inspection Mandatory faadeinspection in NYC,Chicago, Phila, Boston,Pitt, St. Louis, Detroit,Columbus, Milwaukee Real-time video feed Follow cracks beyondreach of scaffold Corner buildings: checkstreet-facing faadeswhere scaffold drop notmandatory Cheaper way to dothorough inspection wheresome problems found Impact echo analysis 18. customers: building inspectionRental: $150/day + $2500/yr membershipx 3000 inspections/year nationwidex 2 days/inspection(90 customers) = $1.2M annual revenue Work on economicsPayment flows 19. earlyvangelist 20. how to get there?revenue