SkynetSam Gussman (creative generalist), Alvin Goh (hacker), Olga Musayev (project

development), Kevin Mott (project manager)

Liaisons/Mentors: Steve Behmer, Ryan Blake, Wayne Chen, Andrew Smallwood# Interviewed this week: 12

4 User, 8 Experts, 6 Engineers, 2 Business Leaders# interviewed total: 90

Developing autonomous drones for situational awareness. Helping prevent battlefield fatalities by

pinpointing friendly and enemy positions.

MVP Demo for JulyHuman Detection and Manual Classification

ATAK Integration

Mil Reticle

Customer DiscoveryHypotheses Results Actions

DARPA is a potential customer and a beneficiary

Interviews Validated. One of interviewees is trying to start a program in COTS drones, and our demo could be used to help pitch it to the Director of DARPA. There is also a BAA-16-31 that is directly relevant to our project, though it is office-wide and not tied to any specific program.

Talk to the PMs for the offices that could be interested in our project.

Apply to the BAA after talking.

DARPA acquisitions are made by the PMs.

Interviews with DARPA PMs, research

Partly validated. The PMs for the office make the initial decisions. It’s important to meet with the PMs before applying to increase chances of being selected. If they give a thumbs up, they then pitch it up the DARPA chain.The level of needed approval depends on the amount of money.

Meet with PMs for the offices and demo our technology, to help them select our product and pitch it to the Deputy Director of DARPA.

We could find labelled training data and a CV expert before July

Interviews with CV Lab, Movidius, research

Validated. CV Lab and AFRL have offered to provide labelled training data that we could use. CV Lab may get us a student to work on our problem. The processing may take more than 50 hours.

Get and process the labelled data.

Get student with low hourly rate so as to not blow our budget

Experiments

Customer DiscoveryHypotheses Results Actions

JSOC is a beneficiary with a unique value proposition

Interviews Validated. JSOC has many of the same use cases as other groups in SOCOM, but also “unique” cases that emphasize low cost and COT.

Maintain a line of products that’s totally off-the-shelf and under $3,500.

AFRL is doing something similar to our project

Interviews Partly validated. We talked with an AFRL group that’s working on vehicle recognition and they said there’s another group that’s doing person recognition on drone feed data. Right now, they’re both in the data collection stage.

Talk with AFRL group that’s doing person recognition in drone feed data.

Our July demo should include person recognition, ATAK integration, and Mil Reticle.

Interviews Validated. Multiple users confirmed that this would be the features to prioritize.

Build a demo that does human detection, ATAK integration (plugin), and Mil Reticle.

Experiments

Partners-ResourcesComputer Vision Expert:One of the following:

- Stanford Computer Vision Lab- Independent Contractor

AFRL (has code that does this on ATAK and will share it with us)

Activities Resources

Partners

People Recognition

Geolocation of person

ATAK Integration

Easy UI/UX

Pre-plan Routes

Autonomous Flight

Web Servers / Dataset Tagging,Training Data,

Algorithm / Model

Camera Metadata (DJI API),Drone Location data

ATAK Source Code,ATAK Testing

User Feedback

Litchi,Open Source Navigation Code,

Drones

Trained Deep Learning Model,Drones

ATAK Team- AFRL (R.K)- DARPA (M.F., K.U., B.)

SOCOM

Litchi Open source drone software community

DJI (short-term supplier)Kespry (long-term strategic alliance?)

Suppliers

Joint Business Dev: DARPADARPA

Motivations- PM wants to pitch new program for COTS drones to Director of DARPA-- needs cool projects

- Improve utility of ATAK with new plug-ins

- Manage work constraints by off-loading development of technical

features for ATAK

Skynet

Motivations- Get money from any agency

- Develop program on ATAK to take advantage of easy integration and great UI

-Get guidance and mentors for

ATAK source code and ecosystem, technical help, feedback, advice, Money?

New features for ATAK, demo for DARPA Director convincing him to start a program for drones

Risks: We could get “locked into” DARPA; PM could change jobs and drone program won’t happen; ATAK team could use us as free labor for their tech development

Key Supplier: DJI(Long-term) Strategic Alliance: KespryKespry

(Autonomous Drones)

Motivations- Currently working in construction

only, which is a limited market

- Needs to branch out to new markets and use cases

- Need new channels to enter new markets

Skynet(Computer Vision) Motivations

- In short-term, can deliver betas to first-line of users using DJI drones

-In long term, need to partner with drone maker to build features required by the military-- route planning, object avoidance,

noise, battery life, etc.

Autonomous Drones, features SOCOM needs that we can’t build

ourselves

Channel into the military, new revenue stream from licensing

Risks: Kespry might not be able to deliver; might steal our ideas, might fail too early

The Partnership we need to have: Computer Vision Expert

CV Experts

Motivations- Publish, develop reputation for expertise

- Work on the cutting edge of computer vision, solve challenging problems

- Money (over $350 per hour)

Skynet

Motivations- Develop product applying computer vision to drone feed data

-Reach high level of accuracy with few false positives and negatives to create reliability

Limit costs to fall under budget

Tune algorithm on trained data to detect humans on new data

??? Equity? Money?

What we learned about costsWhat We Did: Created line-item expenses using structured analysis, fleshed out line items to specific costs, compiled expenses and restructured timeline to optimize expenditure, added 20% overhead to each quarter + $250 / week per employee.

CV Expert Dilemma: We need money to hire a CV expert to make a white paper to submit to a BAA to get money to hire a CV expert...

● Where do we get the initial funding to hire an expert?● Can we recruit one with equity alone?

Post S&T Options: After S&T runs out, we have three options:● Sell product to established DoD company and move on● Get S&T funding from another agency and keep going (viable)● Continue low-level sales and try to become a program of record (may not be viable)

Opportunity Costs: Even though our financial expenses may be low, we are paying with our time-- is this what we want to do for the next year?

Costed Bill of Materials

Finance and Operations Timeline

11

No Money

2019

2017

2018

2020

2021

2016 Q1 Q2 Q1 Q2 Q1 Q2 Q1 Q2 Q1 Q2Q1 Q2 Q3 Q4 Q3 Q4 Q3 Q4 Q3 Q4 Q3 Q4

DIUx - $500k

$1m

$5m

Prod

uct

Mile

ston

es

MVP

Busin

esse

sM

ilest

ones

Beta 2.0 Release

Class ends

Demo events

Apply SOCOM S&T, DARPA BAAs, SBIRs

SOCOM S&T Funding or DARPA BAA funding

1.0 Release

DIUxDemo events

Demo events

Sell product to large DoD contractor

Find other Agency S&T Funding

Try to become program of record while sustaining individual sales

Apply Other Agency S&T Funding

Mission Model Canvas-Software development computer vision on drone feeds-People recognition -Geolocation of person populated on map-Integration with ATAK and existing DoD tech-Autonomous drone hacking-not manufacturing- Hack COT drone like DJI- Partner with drone maker- Become sensor neutral

DoD- SOCOM: S&T and acquisition PMs- DARPA PMs

ATAK Integration- ATAK Programmers in DARPA and AFRL

Computer Vision-MotionDSP, OceanIT-Computer vision experts

- Increase situational awareness through computer vision, recognition of people and objects- Provide low-cost method of reconnaissance -Easy UI and use through integration w/ ATAK- New contracts and revenue streams through the DoD- New use cases for product- Reputation and awareness- Share data, work, insight-Added value to current program/technology-Provide demo to pitch new program to Director of DARPA- Low-cost detection of movement and people at border- Increase ability to respond to sensors

- Fulfill S&T Topic of Interest requirements- Establish and meet Key Performance Parameters (KPPs) - Achieve 80% accuracy rate on detecting people, with few false positives- Start new program for small UAVs in DARPA- Fulfill technical wishlist for ATAK- Improved identification and tracking of suspected illegal border crossers.- Achieve sustainable business selling in S&T phase to multiple agencies

Get awareness w/ demo days, technical experiment. conferences, etc.-S&T UAV Topic of Area-- submit white paper-SBIR Phase 1 Grant-Exchange expertise and collaborate-Talk with PMs, submit to BAA-16-31-Demo TE, TILO, and Ranger training events in JulyQ3, 2016 (May – June): $5,925 ($407 / Week)

Q4, 2016 (July – Sept): $16,847 ($1,296 / Week)Q1, 2017 (Oct – Dec): $129,000 ($9,923 / Week)Q2, 2017 (Jan – March): $249,600 ($19,200 / Week)

-Demonstrate utility + low-cost- gain support from senior personnel-Show opportunities for new applications-Add utility to current program of record to increase adoption-Start a company or get acquired by another company

Beneficiaries

Mission AchievementMission Budget/Costs

Buy-In/Support

Deployment

Value PropositionKey Activities

Funding/Money, AccessATAK Integration-ATAK source code-DJI SDK or open-source Computer Vision-Algorithms (CV lab)-Computing power (AWS, movidius)-Training data: blimp or drone footage (AFRL)Autonomous Drone (DJI)

Key Resources

Key PartnersSOCOM- Tactical operators - SOF (SF, Ranger, SEALS, JSOC, MARSOC/Recon, drone operators)- SOCOM PMs- Small UAV S&T PM, Acquisition PM,Kespry, OceanIT, motionDSP, Stanford CV lab, AFRL, Computer Vision Expert, drone manufacturersDARPATactical Technology Office-SquadX and future Small UAV program Persistent Air Support ProjectATAK Program ManagerAFRLDHSBorder PatrolSkynet

__= New

Because you asked for more color coding . . .

Memorial Day- 30 May

SPC Jameson L. LindskogKIA 29 March 2011Kunar Province, Afghanistan

SFC Ofren ArrechagaKIA 29 March 2011Kunar Province, Afghanistan

SkyNet: Value Proposition Canvas

- Demo to show cool new product for new program

- Prove that program creates utility by funding useful products

Bring new, useful programs to

DARPA

Customer Jobs

- Hard to convince Director To give lots of money to new projects

DARPA PM

Gains

Pains

Gain Creators

Pain Relievers

- Help pitch new program on small COT UAVs to DARPA Director-Produce great products for theSquadX program

- utilize low-cost drone swarm to increase border coverage

- distributed autonomous drones ensure high refresh rate across the whole border

Products& ServicesDemo for drone

with visual recognition

software

SkyNet: Value Proposition Canvas

- Image recognition software applied on video feed- Aerial perspective- Hi-def camera- Flexible deployment

Monitor the border and respond to emergencies,

aliens and complaints

Customer Jobs

- border area is too large, unable to ensure full coverage- Impossible to look at the whole border 24/7 - Limited aerial assets

Border Patrol

Gains

Pains

Gain Creators

Pain Relievers

- Survey more area without needing more men- Increased awareness when entering situations

- utilize low-cost drone swarm to increase border coverage

- distributed autonomous drones ensure high refresh rate across the whole border

Products& Services

Drone with visual recognition

software

SkyNet: Value Proposition Canvas

- Knowing the locations of friends/enemies/civilians- Reduced ambiguity - autonomous assessment of aerial perspectives and video feed Custome

r JobsShoot bad

guys without getting shot- Cognitive overload from

existing tools-Manpower losses - Hassle of systems not communicating

SOF Elements (combat)

Gains

Pains

Gain Creators

Pain Relievers

-Increased situational awareness on the battlefield- Reconnaissance of inaccessible places

- Integrate with current systems that soldiers are familiar with- Frees up another soldier

Products& ServicesSituationally

awaredrone with visual

interface

SkyNet: Value Proposition Canvas

- Automatic patrol- Facial Recognition of people identified in vicinity- Automatic threat detection to flag security threats Custome

r JobsForce protectionDay-to-day security patrols

are manpower intensive

Difficult to be always aware of surroundings

SOF Elements (non-combat)

Gains

Pains

Gain Creators

Pain Relievers

- Reliable 24/7 Security Awareness- Knowing who lives around you, and who doesn’t- Ability to respond quickly to threats

- Swarms of drones can replace patrol units

-24/7 situation awareness of surroundings

Products& ServicesSituationally

awareautonomous

drones

SkyNet: Value Proposition Canvas

- Access into SOCOM acquisitions

- building company’s presence in military

Customer Jobs

Make more moneyBuild customer relationships

- Difficult to get large contracts, technology still maturing, only have limited consumer market share

Commercial Partners

Gains

Pains

Gain Creators

Pain Relievers

-New revenue stream-Potential long term partnership

- Contracts with military, willing and eager to adopt new technology (early adopters) even if tech is not fully matured

Products& ServicesPartnership /

contract

SkyNet: Value Proposition Canvas

- Integrating drone camera feed enhanced with image recognition

- augmenting ATAK interface with image processing

Customer Jobs

Manage ATAKSystem under

cost- Proprietary technologythat does not talk to othertech- low adoption rate, ‘fancy new toy’ that’s not used much

ATAK Project Manager

Gains

Pains

Gain Creators

Pain Relievers

-Increased value to ATAK program

- Easy integration with ATAK- Promote culture of open-source- improving receptiveness to ATAK

Products& ServicesAutonomous

drone with live video feed

integrated with ATAK

SkyNet: Value Proposition Canvas

-Image recognition software first of its kind in the military

- tool could potentially be applied across platforms (as a software plugin)

Customer Jobs

Manage ProgramsFill gaps

- Tech is new and recognitionof potential enemy may triggerblowback- new technology always too expensive, sometimes they don’t get used after purchasing

SOCOM Small UAS PM

Gains

Pains

Gain Creators

Pain Relievers

- Provides new tool that existing programs don’t provide - Potential to scale

-Retain man-in-the-loop, test software during training stateside and slowly scale to overseas.- Maintain low costs by utilizing COTS, consistently engage user feedback at all stages of development.

Products& Services

COTS Drone with visual recognition

software

Appendix

LRC1 (present - end of class)

LRC2 (JUL-SEP)

LRC3 (OCT-DEC)

Mission AchievementOrganization Beneficiary Mission Achievement

SOCOM Tactical operators Increase awareness of surroundings with minimal operator input.

PMs Get the right equipment to troops at a reasonable cost.

DARPA ATAK PM Get ATAK utilized in multiple military organizations, create a plugin ecosystem to add value over time

TAK sUAS plugin team Fully implemented plugin features

DHS Border Patrol Improved identification and tracking of suspected illegal border crossers.

Potential commercial partners

Kespry/OceanIT/motionDSP Decreased R&D Costs, new revenue streams, relationships with US Government customers. Improvements to existing technology

Skynet Team Skynet (Us) Awarded SBIR phase 1 & 2OR Transition to S&T acquisition process (via SOCOM) or corporate partnership

Get/Keep/Grow Diagram

Aw

aren

ess

Inte

rest

/Exc

item

ent

Pre

ssur

e on

M

anag

emen

t

S&

T or

SB

IR

acqu

isiti

on Joint P

rogram of

Record

Up-sell

Unbundling

Adoption by

other Agencies

Keep Customers

Get / Keep / Grow – Border Patrol (SWAG)

Get

Strategy: Ethos, Excitement

Tactics: Utilize preexisting SOCOM contracts to build ethos, Demo / industry day, quarterly exercises

Keep

Strategy: Become program of record, training and support

Tactics: Take steps to become program of record, maintenance program & warranty, quality customer support, youtube training videos “How to do X in 5 mins”

Grow

Strategy: Get adopted by other agencies, upsell, develop dual use

Tactics: Unbundle from ATAK, develop new interfaces (AR), upgrade to object classification, partner w/ traditional vendors and manufacturers, become joint program of record, work with CTTO, RTTO and other agencies,

Get / Keep / Grow – SOCOM

Get

Strategy: Awareness, Excitement, Pressure on Management, Acquisition through S&T or SBIR process

Tactics: Demo days, industry days, company nights, technical experimentation events, yearly conference, quarterly exercises, cold calling, referrals by network, hackathons, focus on Tier 1 Units (e.g. JSOC) and echelon 1 PMs

- Both operators and PMs

Keep

Strategy: training, support, iterate. Support phone number, support email, Field Service Representative

Tactics: Maintenance program & warranty, quality customer support, youtube training videos “How to do X in 5 mins”

Grow

Strategy: Get adopted by other agencies, upsell, develop dual use

Tactics: Unbundle from ATAK, develop new interfaces (AR), upgrade to object classification, partner w/ traditional vendors and manufacturers, become joint program of record, work with CTTO, RTTO and other agencies.