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 OlneyDave 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 Design
M.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

Users
53
1929
Who We Interviewed

EmotionalState
Pivot: Who is
our beneficiary?
New Problem, New
Opportunities
Customer
Discovery
Beneficiary Buy-In
Our Journey
Crossroads
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

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

“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 Air
Vitals
Sensing
Vitals
Monitoring
Decomp
Mgmt
Geo-
Location
Gaps

Need funding from sponsors for
further R&D/manufacturing
Need evaluation/ certification by
NEDU before field deployment
Early adopters
Operators Must Benefit During
Mission for Buy-In
KEY RESOURCES
DEPLOYMENT
BENEFICIARIES
(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
interviews to evaluate MVP ->
pivot and repeat
- 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
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 Divers develop SOP
to upload data as part of recovery process.
Obtain device validation and
approval from NEDU
Pilot test with a select group of
users in NSWG-3
Scale up to many units in and
beyond NSWG-3
Direct users in NSWG3 and
other military divers
Military diver-related research
organizations e.g. NEDU,
SOCOM HPRC, NUMI
- 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 Divers
How: 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
- Commercial partners: mil-
spec dive equipment
manufacturers
interviews to evaluate MVP ->
pivot and repeat
- 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
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
Influencers
SWG 3
Master Diver, SDVT-1
Decision Makers
CAPT NSWG-3
REAR 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
Direct users in NSWG3 and
other military divers
Military diver-related
research organizations e.g.
NEDU, SOCOM HPRC,
NUMI
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-1
LT 2, SDVT-1
Other SEALs
Influencers
LT 1, SDVT-1
Master Diver, SDVT-1
Decision Makers
CAPT A, NSWG-3
REAR ADM A, NSW
Beneficiary (Week 5)
Week 3 → Week 5

EmotionalState
New Problem, New
Opportunities
Customer
Discovery
Beneficiary Buy-In
Our Journey
Crossroads
1 2 3 4 5 6 7 8 9 10
Partners Deliver
Pivot: Who is
our beneficiary?

“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 Crisis
Orient
Decide

EmotionalState
New Problem, New
Opportunities
Customer
Discovery
Partners Deliver
Beneficiary Buy-In
Our Journey
Crossroads
1 2 3 4 5 6 7 8 9 10
Pivot: Who is
our beneficiary?

“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

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

Weeks
52 86 7 9431
MVP Timeline

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

Finance Funds for MVP creation
Supply Chain Resources for Manufacturing
Physical Manufacturing Facilities, Testing
Facilities
Human Advisors for: Guidance on Process,
Military Expertise, Operator Knowledge
Network 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
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)
Influencers
SWG 3
Decision Makers
NSWG-3
NSW
Research Entities
Commercial Divers
Fishing
Tourism
NSWG
Provide 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 Entities
Provide a periodic check in from
equipment placed in the field.
Commercial Divers and
Fishing
Enable the location of assets.
Tourism Divers
Find 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
Course Faculty and Staff, DIUX,
Military Liaisons:
Who: SDV/SEAL Divers
How: Commodore of NSWG-3
approves if long-term/external funding
is not needed, otherwise Commander
of NSW needs to approve

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

Version 1.0: GPS/Iridium Version 2.0: Motor Driven Version 3.0: Scaleable
NSWG Operators:
● Provide enhanced location to
the SDV
NSWG 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………………………………...………..$10,500
Manufacturing Space or Partner……...….....$10,000
Labor……………………………………………...…......$12,000
Shipping/Travel………………………….....…..…...$5,600
Total……………………………………………...……..…$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 Fundraising
Operational
H4D
Test + Cycle
Seed
Identify 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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