business model, customer development, e245, engr245, lean launchpad, lean startup, stanford, startup, steve blank

2. Computer Vision Enabled
Drug and Alcohol Impairment Detection
185 Interviews in 10 Weeks
B2C drunk driving
education and
awareness application
B2B drug and alcohol
impairment detection
software company
HGN Labs

3. Team
Renee Li
Patrick Robinson
Joan Gass
Harry Jiang
BinQuan Zhuang
Sanyam Mehra
BS, CS Major
reneeli*
MBA
jgass*
BS, CS Major
xinxuan*
MS in EE,
Computer Vision
sanyam*
Visionary
Hustler
Hustler
Hacker
Designer
Hacker
* @stanford.edu
JD, PhD
Neuroscience
Patent
binquan*
MBA, JD
Licensed Attorney,
Former Federal Prosecutor
patrickrobinson*

4. 28 deaths
per day
$44 bn
annually
Cost of Drunk Driving in the U.S. # Interviews: 0

5. Original Hypothesis
Mobile HGN App
B2C Customer Segment
Horizontal Gaze Nystagmus (HGN)
Impairment Testing

6. # interviews: 0

7. # interviews: 0

8. ParentsSocial Drinkers
Exploring B2C
“ I’d maybe pay a couple bucks ”
-- Beer drinker, Palo Alto, CA
“Our relationship is based on trust”
-- Mother of teen driver, Palo Alto, CA
# Interviews: 38

9. Alcohol CompaniesVehicle Fleets
“ We can’t assume liability”
-- VP Marketing, Anheuser-Busch InBev
“ This isn’t a hot issue for us ”
-- Uber Director of Growth
# Interviews: 68
Exploring B2B

10. Workplace SafetyAirlines
“ I could tell if one of my guys is drunk ”
-- Owner, Small Construction Company
“ There’s plenty we already do for this.”
-- Pilot
# Interviews: 68
Exploring B2B

11. “ I want this for every
one of my officers! ”
--Todd Jermstad
Chief of Probation
Bell County, Texas
B2B Eureka!!!
# Interviews:
115

12. First Sale
$9,000
# Interviews:
115

13. 10 M
People on
Court-Ordered
Supervision
4 hrs/wk
Saved per
Probation
Officer
$8 B
Total
Addressable
Market
# Interviews: 68
Pivot to B2B

14. Validating Signals
“How long until this is
on my phone?”
--Sheriff Day
“1 year”
-- HGN Labs
“HURRY UP!”
-- Sheriff Day
# Interviews: 129

15. Second Sale
$19,200
# Interviews: 129

16. Alex Popof
Founder and CEO,
Visual Labs
# Interviews: 162Understanding the Sales Cycle
Alex Popof, Founder and CEO of Visual Labs
2 3 4 61 5
Month
… hope and
patience ...
Trade
Show
Follow Up with
Decision Maker
Customer Key
Leader Webinar
30 Day
No-Cost Trial
Renewal
and PO

17. Minimum Viable Product
Scheduling
# Interviews: 162

18. Minimum Viable Product
Testing
# Interviews: 162

19. Minimum Viable Product
Notifications
# Interviews: 162

20. Minimum Viable Product
Reporting
# Interviews: 162

21. Partners and Resources
“ Apply for fast track! ”
# Interviews: 179

22. # Interviews: 185

23. # Interviews: 185

24. Next Steps
We have formed a Delaware C-Corp
Hopeful for NIH SBIR Grant for
$1.15M in November 2018
Revenue Generating
September 2019

25. Thank You!

26. Thank You!
Closed-eye
function not
yet available
Cross-eye
function not
yet available
Look at your
finger!
Best User!
Look at your
finger!

27. Appendix