Download - Aqualink Week 9 H4D Stanford 2016
AquaLink
Navy divers perform challenging tasks under challenging conditions, and having the right equipment can be a tremendous capability
multiplier. How might we improve the operational effectiveness of our
nation’s divers? AquaLink is an ecosystem of devices that provides added situational
awareness to divers and their supporting elements to aid mission success. TEAM
Dave Ahern: International Policy/Defense AcquisitionHong En Chew: Hardware EngineeringRachel Olney: Product DesignSamir Patel: Mechatronics/Finance
SPONSOR
U.S. Navy Special Warfare Group 3U.S. Special Operations CommandA
quaL
ink
This Week Previously Total
Users 5 37 43
Buyers 3 14 17
Experts 2 20 23
Interview Breakdown
Act
1. Tested last week’s MVP in pressurized
water chamber at Jabil up to 3.5 atm (115’)
2. Added basic satellite communication (text
messaging) functionality to MVP
Observe
Continued Exploration of Multi-sided Markets
Understand commercial business flows
RecapOrient
Outreach to oil and gas industry contacts
Conversations with Jabil and NextFlex
Decide
Refine testing vs. funding timelines
Discussions of plans moving forward post-class
2
34
1
Testing the Prototype
Testing the Prototype
Testing the Prototype
Resources, Partners, & Activities Diagram
Customer Discovery ManufacturingOutreach Testing
Course Staff, Military Liaisons, Mentors, DIUX
Approval
SOCOMSDVT-1
129th Rescue Wing
Funding
Pro
toty
ping
Dep
loym
ent
?J8 Office of Testing and Evaluation
Lessons Learned About Cost
How Many Will We Sell?● To NSWG-3/SDVT-1 on the order of 10-100, no promising commercial data points yet
What’s the revenue model? Sales vs Subscription vs. Pay-per-use?● We’re selling hardware (and possibly embedded firmware) but are unsure of the future. Most
likely candidate: Direct-to-business hardware sales.Pricing Tactics: How much do we charge? Do revenues point to a business worth doing?
● Possibly not, but initial few data points suggest no.Is the market size as we expected? How have we validated? Are there enough customers?
● Probably not, but we’re relying on more but still few data points and primarily phone interviews. There are possibly more commercial use cases out there that we haven’t uncovered.
Is the market growing significantly?● We don’t know the market size, but DARPA’s recent involvement in developing underwater
GPS might suggest otherwise.How excited are customers? Do they want to buy repeatedly?
● Interest in concept from the sponsor side but they need to try an actual prototype to get excited.
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.
Mission Model Canvas
Who: SDV/SEAL DiversHow: Commodore of NSWG-3 approves if 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
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 Liasons
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)
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.
Finance, Operations, and FundraisingH1 2016 H2 2016 H1 2017 H2 2017 H1 2018 H2 2018
Legend: Finance FundraisingOperational
H4D
Test + Cycle
Seed Identify Customers and Appropriate Sales Model
Test + Cycle
Build Out
Series Funding
Organize Channels for Sales to Customers
Organize Marketing
Questions
MVP: Position Communication
Data Out: Position & IDData In: Positions & IDsVersion 1.0/2.0: SDV BuoyVersion 3.0: Small Scale Diver Buoy
MVP: Initial Physical Builds
MVP: Initial Physical Builds
GPSIRIDIUM
LCD Screen
Mission AchievementVersion 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
AquaLink Value Proposition SDVT-1 Diver
Value Proposition Canvas
Customer
Jobs
Products & Services
GainsGain Creators
PainsPain Relievers
A device that enables the SDV/dive pairs to:1. Obtain absolute location 2. Obtain comms link
Enhanced situational awareness of location of self and others on-demand with minimal exposure
Time spent lostDifficulty of finding objects or the SDV underwater in poor visibilityAvoidable incomplete missions due to lack of a convenient comms channel for C2 node to update SDV/divers and adapt plan of action on the fly
Complete assigned mission within time constraints
An easily accessible GPS fixAn easily accessible satcom network between dive pairs, SDV, and C2 node
A small form factor, easily deployable and retrievable buoy with GPS and satcom capability
AquaLink Value Proposition Research Diver
Value Proposition Canvas
Customer
Jobs
Products & Services
GainsGain Creators
PainsPain Relievers
A device that enables the divers to:1. Obtain absolute location 2. Obtain comms link
Enhanced situational awareness of location of self and others on-demand with minimal exposure
Time spent trying to find other membersPoor methods of communication (whiteboards, hand signals)
Complete research mission tasks
An easily accessible GPS fixAn easily accessible satcom network between divers
A small form factor, easily deployable, retrievable, and economic buoy with GPS and satcom capability