2. Original
Mo=va=on
• Mike
is
a
tennis
player
-‐
no
easy,
inexpensive
way
to
track
racket
swing
speed
• Create
a
differen=ated
sensor
device
for
consumers
to
track
their
physical
ac=vity
• The
ac=vely
band
has:
§ Real-‐=me
metrics
§ SoJware
trainer
§ Versa=le
across
sports
ac=vi=es
3. Customer,
Problem,
Solu=on
Hypotheses
• Ques=on:
Is
there
a
market
for
our
product?
• Problem:
People
who
work
out
don’t
have
the
data
they
need
• Sensors
will
give
detailed
stats
and
solve
the
problem.
4. Riskiest
Assump=ons
• Would
people
buy
a
sensor
solu=on
to
track
their
physical
ac=vity?
• Are
athletes
willing
to
buy
versa=le
devices
(as
opposed
to
targeted
devices)?
• Could
the
devices
be
manufactured
at
a
reasonable
cost?
• Would
people
actually
wear
the
sensors?
6. Tests
• In
the
field
interviews,
we
discovered
that
most
consumers
were
not
interested
in
our
product.
For
the
ones
who
wanted
to
buy,
the
quoted
price
was
$100.
• All
atheletes
we
spoke
to
were
almost
100%
willing
to
buy
the
product
at
$200
price
point.
• We
pivoted
our
target
audience
from
general
consumers
to
athletes
(and
wannabe
athletes)
• Two
le]ers
of
intent
• $2344
promised
• Athletes
who
said
yes:
17
(100%!)
• Three
consumers
said
yes
(6
said
no)
9. Problem
From
Persona
Point
of
View
• Mike
the
tennis
player
-‐
needs
a
coach
to
assess
progress
• High
cost
to
buy
custom
racket
and
ongoing
coaching
• Device
&
sensor
will
help
Mike
self-‐
assess
10. Pivot
Table
ITERATIONS
1
2
3
Assump=on
People
are
interested
in
Athletes
are
interested
in
Devices
can
be
built
and
tracking
their
performance
versa=le
device
sold
at
a
reasonable
margin
Ask
30
/
/
Conversion
25
/
/
Currency
Interested
/
/
Test
Customer
discovery
Interviewed
coaches
and
Arduino
sensors
price
tennis
players
checks
Result
Validated
(?)
Invalidated
Validated
Conclusion
Intermediate
to
pro
level
Athletes
are
more
Hardware
prototypes
for
athletes
are
more
interested
in
devices
the
sensors
can
be
built
interested
in
tracking
designed
specifically
for
for
$40-‐$50.
performance
the
sport
they
are
into.
The
quality
and
accuracy
of
the
data
is
what
customers
care
most
about.
However,
versa=lity
11. Final
Results
&
Big
Vision
• To
sell
coaching
soJware
&
sensors
• Viable
market
for
devices
• Kickstarter
project