project sail eng245 2017
Post on 12-Apr-2017
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Creating a virtual reality cyber security focused analytical device to improve the effectiveness of data and
threat management for a range of operational applications
Interviews:
Flight Simulator 68
Cyber Security 34
Total 102
Creating a full-motion virtual reality simulator that will increase pilot
proficiency by making training more readily available.
WEEK 0 WEEK 10
TEAM:
Luke FischerDoD
Isaac FaberDoD
Mel SusantoBusiness
Suguru AzegamiBusiness
Project SAIL
RESEGMENTING AS LOW COST NEW MARKET
• Military aviation units
• Commercial airline corporations
• General aviation flight training academies
• VR hardware manufactures (Oculus, HTC, Sony, Microsoft)
• FAA
• Military aviation units for initial training and mission rehearsal
• Commercial AviationAirlines/ Flight schools for initial and refresher training
• General AviationIndividuals/ Flight schools for initial and refresher training
• Reduce pilot error: give access to pilots to more readily train in a flight simulator
• Reduce flight simulator cost: allow companies to operate effective simulators at a lower per unit cost
• Reduce space required: enable customers to practice at their convenience with a drastically reduced footprint
Fixed: -Hardware required for build-Software design and engineering-Development lab/facilities Variable:-Service or Product based sales structure-Manufacturing production process
• Hardware sales (or lease) revenue• Software licence to third party simulator developers• Monthly subscription fee for simulator software/data analytics function/training management tool
• Software Engineering: -create an interactive/ immersive interface-track pilot data• Mechanical Engineering:-create a modular cockpit to fit the needs of many aircraft • FAA Accreditation
• Direct contactthrough training site visits • Ads
• Social Media
• VR mapping of flight decks• FAA simulator specifications• Manufacturing facilities to develop prototype
• Direct Sales
• Sales consultants
• Mobile marketing
1
2
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5
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7
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9
WeekBusiness Model Canvas
10
• Military aviation units
• Commercial airline corporations
• General aviation flight training academies
• VR hardware manufactures (Oculus, HTC, Sony, Microsoft)
• FAA
• Military aviation units for initial training and mission rehearsal
• Commercial AviationAirlines/ Flight schools for initial and refresher training
• General AviationIndividuals/ Flight schools for initial and refresher training
Fixed: -Hardware required for build-Software design and engineering-Development lab/facilities Variable:-Service or Product based sales structure-Manufacturing production process
• Hardware sales (or lease) revenue• Software licence to third party simulator developers• Monthly subscription fee for simulator software/data analytics function/training management tool
• Software Engineering: -create an interactive/ immersive interface-track pilot data• Mechanical Engineering:-create a modular cockpit to fit the needs of many aircraft • FAA Accreditation
• Direct contactthrough training site visits • Ads
• Social Media
• VR mapping of flight decks• FAA simulator specifications• Manufacturing facilities to develop prototype
• Direct Sales
• Sales consultants
• Mobile marketing
1
2
3
4
5
6
7
8
9
WeekWhat We Thought: Value Proposition
• Reduce pilot error!: give access to pilots to more readily train in a flight simulator
10
+
=
• Military aviation units
• Commercial airline corporations
• General aviation flight training academies
• VR hardware manufactures (Oculus, HTC, Sony, Microsoft)
• FAA
• Reduce pilot error: give access to pilots to more readily train in a flight simulator
• Reduce flight simulator cost: allow companies to operate effective simulators at a lower per unit cost
• Reduce space required: enable customers to practice at their convenience with a drastically reduced footprint
Fixed: -Hardware required for build-Software design and engineering-Development lab/facilities Variable:-Service or Product based sales structure-Manufacturing production process
• Hardware sales (or lease) revenue• Software licence to third party simulator developers• Monthly subscription fee for simulator software/data analytics function/training management tool
• Software Engineering: -create an interactive/ immersive interface-track pilot data• Mechanical Engineering:-create a modular cockpit to fit the needs of many aircraft • FAA Accreditation
• Direct contactthrough training site visits • Ads
• Social Media
• VR mapping of flight decks• FAA simulator specifications• Manufacturing facilities to develop prototype
• Direct Sales
• Sales consultants
• Mobile marketing
1
2
3
4
5
6
7
8
9
WeekCustomer Segments
• Military Aviation
• Commercial Aviation
• General Aviation
10
“Usage rate of Army helicopter flight simulators is only at 50%”
- Wade Bechel, Deputy Director, Army Simulation
“Need to travel to Denver to conduct simulator training but the company pays for it”
- Jamie Law, United Airlines Pilot
“See the possibility of using this on student to learn the steps.”
- Steve Blonstein, Private Pilot Instructor
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2
3
4
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8
9
Week
10
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Week
10
We got out and tested the MVP
Military
Commercial
Private
“The military isn’t spending any more money on simulators right now.”
- CPT Luke Leininger, PEO-STRI Aviation
“United flys me to Denver and I use the best simulators already.”
- Greg Smith, United Pilot
“We spent 5 years in development and are not making any money”
- Fly This Sim, CEO
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Week
10
● Market analysis was key
● Customer purchase insights helpful
● Comparable company CEO interview essential
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Week
10
Mid-Point Lessons Learned
● Customer interviews: ‘If you were doing this for cyber we would be interested’
● Heard the same message from nearly every interview for a week
● Untapped potential of VR for data visualization
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3
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5
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7
8
9
Week
Cyber security VR 10
The LEAP
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Week
10
Business Model Canvas
Fixed: -Hardware required for build-Software design and engineering-Development lab/facilities Variable:-Service or Product based sales structure-Manufacturing production process
1
2
3
4
5
6
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9
WeekWhat We Thought: Customer Pain Point
• Direct contact through site visits • Industry web traffic • Face to Face interaction (cold calls)• Sales Force Reps
• Direct Sales• Win contracts• Sales consultants
• Provide improved data visualization and mapping and threat mitigation • Provide a VR workspace that allows more efficient management of cyber related tasks (offensive, defensive and network admin)
• Software Engineering: -Integrate software for an interactive/ immersive interface - Custom Integration• Mechanical Engineering:-create a modular workspace to fit the needs of many users• Marketing• Funding• Software Engineers• Manufacturing facilities to develop prototype•Intellectual Property•Dir of Govt Programs Liaison
• Military R&D organizations (AFRL and ARL)• VR hardware manufactures (Oculus, HTC, Sony, Microsoft)• DIUx• In-Q-Tel
• Hardware sales• Software sales• Hardware/software support contracts
CUSTOMER SEGMENT• Military - US Cyber Command
• Commercial cyber defense
10
VALUE PROPOSITION• Provide improved data visualization & mapping and threat mitigation
• Provide VR workspace that allows more efficient management of cyber related tasks
“Enormous amounts of data are very challenging for analysts to visualize”
- LTC Carl Gosset
● Immediate excitement when shown the possible product
● Financial resources available
Military
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9
Week
1010
“If you could ingest data we could get you on our contract right now”
- Brandon White, Zeuss
“We already have so much to do; adding something that gives us more work is not good”
- Kevin Culberg
● Focusing on improving the analyst is a key distinction
● There are a large amount of existing tools that are under utilized
Commercial
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Week
1010
Quickly Identified Pain Points
Sensor
Sensor
Sensor
Sensor Grid
Data Repository
1 Billion Events Per Day
Data Filter (Rules)
3 million events Per Day
Smart Data Filter (ML)
1000s of events Per Day
?True
False
Machine Machine Machine Human
Existing Tools: Simple Viz/Event tables and CL
Typical Analyst Shift
Event Triage
1000s of events Per Day
Sift Events in Que (80%)
Document (15%)Hunt (5%)
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Week
10
Cyber Security MVP1
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Week
10
TAM = $74 billion (as of 2016)
SAM = $7 billion(DOD Cyber Budget)
Target market =
$460 million(USCYBERCOM)
● Global cybersecurity market
will grow to $102 billion in
2020 from $74 billion in
2016*
(CAGR(’16-’20): 8.4% )
● DOD budget will increase
by 15% from 2016 to 2017*Source: IDC report,
Cyber Security Market Size
◇ Cyber Security sector is exciting and has significantly
greater resources than the simulator market
◇ This is the perfect time to build a virtual reality business
exploiting the gaps in existing application areas
◇ We are applying to summer incubators to work on building
the first prototype and perfect product market fit
What’s Next?
Thank You!
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