aqualink lessons learned h4d stanford 2016

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 Olney Dave AhernHong En Chew

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 DesignM.S. Mechanical Engineering

Hardware Design and Integration Finance, Mechatronics, Design Military Operations, Military Innovation

Needfinding, Hardware Design

Team AquaLink

Video Link https://vimeo.com/168709483

https://vimeo.com/168709483

Buyers

Users53

19Experts

29

Who We Interviewed

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Pivot: Who is our beneficiary?

New Problem, New Opportunities

Customer Discovery

Beneficiary Buy-In

Our JourneyCrossroads

Commercial Viability?

1 2 3 4 5 6 7 8 9 10

Partners Deliver

“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

- 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

“An Hour in the Life”

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

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Customer Discovery

Beneficiary Buy-In



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Partners Deliver

“I’m not thinking long-term. If it kills me in the short term then I’m concerned about that. ” - Anonymous Air Force Pararescueman

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

ResearcherMedical OfficerOperators

Beneficiaries

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

Vital Sense pill

? ?

Navy Rebreather Navy Dive Computer

Need AirVitals

SensingVitals

Monitoring

DecompMgmt Geo-

Location

Gaps

Need funding from sponsors for further R&D/manufacturing

Need evaluation/ certification by NEDU before field deploymentEarly adopters

Operators Must Benefit During Mission for Buy-In


KEY RESOURCES


DEPLOYMENT

BENEFICIARIES


- 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


- 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


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 NEDUPilot test with a select group of users in NSWG-3 Scale up to many units in and beyond NSWG-3



- 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


Who: SDV/SEAL DiversHow: Master Diver approves usage Commodore of NSWG-3 approves long-term/external funding is not needed, otherwise Commander of NSW needs to approve


KEY RESOURCES


DEPLOYMENT

BENEFICIARIES


- Problem sponsors: Navy Special Warfare Group 3 (NSWG-3), U.S. Special Operations Command (SOCOM)- Commercial partners: mil-spec dive equipment manufacturers


- 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


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

InfluencersSWG 3Master Diver, SDVT-1

Decision MakersCAPT NSWG-3REAR 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


Divers: Integrate vital and system monitoring with real-time display capability

Medical Staff: acquire the real-time data in a digestible format



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-1LT 2, SDVT-1Other SEALs

InfluencersLT 1, SDVT-1Master Diver, SDVT-1

Decision MakersCAPT A, NSWG-3REAR ADM A, NSW

Beneficiary (Week 5)

Week 3 → Week 5

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Customer Discovery

Beneficiary Buy-In



1 2 3 4 5 6 7 8 9 10

Partners Deliver


“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

Act

Observe

Incorporating the OODA Loop in CrisisOrient

Decide

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Customer Discovery

Partners Deliver

Beneficiary Buy-In



1 2 3 4 5 6 7 8 9 10


“Can your buoy get to the surface faster than my UUV can? No? Then, I’ll stick with the UUV.”

- Oil & Gas Executive

- 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

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Customer Discovery

Partners Deliver

Beneficiary Buy-In



1 2 3 4 5 6 7 8 9 10


“Biggest thing would be to track the SDV… if I could get that, it would be awesome.” - Anonymous SEAL

Weeks52 86 7 9431

MVP Timeline

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Customer Discovery

Partners Deliver

Beneficiary Buy-In



1 2 3 4 5 6 7 8 9 10


“I get paid to break stuff, so yeah we can find out if it works.” - JABIL Engineer

Understanding the Resources

Finance Funds for MVP creation

Supply Chain Resources for Manufacturing

Physical Manufacturing Facilities, Testing Facilities

Human Advisors for: Guidance on Process, Military Expertise, Operator KnowledgeNetwork of support to enable process.


KEY RESOURCES


DEPLOYMENT

BENEFICIARIES


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


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)

InfluencersSWG 3

Decision MakersNSWG-3NSW

Research Entities

Commercial DiversFishing

Tourism

NSWGProvide 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 EntitiesProvide a periodic check in from equipment placed in the field.

Commercial Divers and FishingEnable the location of assets.

Tourism DiversFind 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 8Who: SDV/SEAL DiversHow: Commodore of NSWG-3 approves if long-term/external funding is not needed, otherwise Commander of NSW needs to approve

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Customer Discovery

Beneficiary Buy-In



1 2 3 4 5 6 7 8 9 10

Partners Deliver


“Wait, you have an actual prototype, hold on…can you get it to us in two weeks?” - Anonymous SEAL

Testing

Current MVP

Version 1.0: GPS/Iridium Version 2.0: Motor Driven Version 3.0: Scaleable

NSWG Operators:● Provide enhanced location to

the SDVNSWG 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

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

Prototype Development Requirements (2-3 months) :Material Cost………………………………...………..$10,500Manufacturing Space or Partner……...….....$10,000Labor……………………………………………...…......$12,000Shipping/Travel………………………….....…..…...$5,600Total……………………………………………...……..…$38,100

.edu ⇒ .com

AquaLink @ H4D

Start Course Completion

Low Demand

Dual Use

Crossroads

Niche Market

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

2016 2017 2018

Legend: Finance FundraisingOperational

H4DTest + Cycle

SeedIdentify 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

aqualink lessons learned h4d stanford 2016

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