Thurmon Lockhart (PI) Rahul Soangra (EL) Mike Abbott (M)

Team 221 Lockhart Monitor

“Smartphone System for Sideline Concussion Management”

(80 Customer Interviews)

Virginia Tech Virginia Tech-Wake Forest University Adaptive Technologies Ltd.

Original Idea: Low Cost Gait and Frailty Assessment on Smartphone Platforms

Day 1

Team 221 Lockhart Monitor

KEY PARTNERS KEY ACTIVITIES VALUE PROPOSITIONS CUSTOMER RELATIONSHIPS

CUSTOMER SEGMENTS

MOTIVATIONS FOR PARTNERSHIPS: - Society of Thoracic Surgeons (market 1) for support and communication of frailty index as reasonable and acceptable alternative to gait speed in database - Virginia Tech for access to technical expertise and IP license - Clinics to assist in continued HSR validation during SBIR PI and PII projects - Cloud database and application services (Amazon, Google, or equivalent)

CATEGORIES -Smartphone Platform/Network programming and application generation - HIPAA compliant database management - e-commerce model development - long term algorithm improvements and problem solving - CRM with healthcare providers and insurance companies

CHARACTERISTICS 1 - Cardiac Clinicians -Replaces accepted but cumbersome process (Gait Speed) in Cardiothoracic patient outcome predictions during Clinical Decision making process. -Reduced cost as compared to current methodology. -Reduced patient risk as compared to current methodology. 2 - Rehabilitation Centers - Objective measures of patient progress - Objective evidence of performance (important wrt to relationships with health insurance claims) - Clinic and at-home availability for patient activities 3 - Nursing Homes - Real time, day to day measure of resident condition - objective measure for tailoring daily activity - Increased fall prevention - Reduced long term cost of patient care 4 - RESEARCH - Value but no revenue 5 - Value common to all niches -Immediately accessible through Android and iOS app stores. -Convenience of use (single healthcare provider vs. multiple). - Richer, more objective data for use in improving patient outcome predictive algorithms. - Supports statistics-based healthcare

-Self-Service: Use by patients -Automated Services: Autogenerated Health Reports -Communities: Health Assessment - P3I activities such as STS database integration

-Niche Markets- 1 - Cardiac Clinicians 2 - Rehabilitation centers 3 - Nursing Homes 4 - Research access to large, data-rich and cloud based results 5- Insurance (Medical) KEY RESOURCES CHANNELS

TYPES OF RESOURCES: - Cloud hosting and database services -Human Resources - technical team (EL and PI) - programming - HIPPA expertise - CRM (healthcare and insurance) -Financial (looking at SBIR PI and PII now)

Channel phases: - Awareness: - advert via key partners (STS etc) - Publications - App is free for download - popularity by uniqueness/proprietary -Purchase: - organizational accounts -Web/mobile results delivery -Online web support/telephonic and personal support to customers

COST STRUCTURE REVENUE STREAMS VARIABLE COSTS - Software development - FDA approvals (minimal but disclosure is required) - Initial phase marketing and rollout FIXED (recurring) - Salaries (CEO, CTO, CRM, Eng., Support) - Cloud database management - HIPPA compliance/mgt

MUCH OF THIS IS UNKNOWN wrt DATA (TRIALS UNDERWAY FOR COMPARATIVE COSTS) - Current cost = 3+ people ~ hour to safely complete gait test - Arbitrarily suggest $10 to $20 per test result - ~37M US Cardiac patients annually - ~900k US mitral heart valve replacements annually TAM (cardiac) between $9MM and $37MM / yr - Account based payment on per use/result basis - Allows pass through to patient/insurance - no cost for application ownership

Your break-even point?

Day 1 My  First  Clueless  Business  Model  Canvas  

Day 1

Day 2

Learning : Exploring the Customer segments

Frailty  Monitor   Probably  Drunk  Monitor  

Team 221 Lockhart Monitor

Drunk  Monitor   Fall  Risk  Monitor  

Fall  Monitor-­‐We  got  it  now  

Cool  technology  but  “not  addressing  Customer  PAIN”  

Fall  Monitor-­‐We  got  it  now  

Cool  technology  but  “not  addressing  Customer  PAIN”  

Concussion  –  A  significant  Problem!  

•  1.6-­‐3.8  million  concussions  in  sports  and  recreaHonal  acHviHes  annually  (CDC  2010)  

•  Direct  and  indirect  costs  for  TraumaHc  Brain  Injury  is  $  60  billion    

•  Secondary  Concussion  •  Affects  quality  of  Life  

Problems  Reported  by  Customers  

SCAT  2,  SCAT  3  tools  are  used  •    Athletes  fake  the  test  •  Takes  too  long  •  Affected  by  GPA  and  socio-­‐economic  factors    

None  of  the  exisHng  tests  are  designed  for  sideline  assessment  

Our  Value  ProposiHons  

AthleHc  Professionals  

•  Faster    •  Less  expensive  than  exisHng  offerings  

 •  Physiological  data  (cannot  be  faked  by  athletes)  

 •  ObjecHve  data  

Customer  Interviews    

•  Dean  of  Clinical  Research  •  AthleHc  directors  •  Team  Physicians  •  Orthopedic  surgeons  •  Doctor  of  osteopathic  Medicine  (DOM)  •  Coaches  •  Research  Associates  

Customer  Archetypes  target  market  football  

•  High  School  athleHc  department    -­‐  1.5  million  High  school  players    -­‐  Low  Cost  Threshold  

   

•  Collegiate  athleHc  department  -­‐  75,000  Collegiate  players  

•  Professional  (NFL  only)  -­‐1700  athletes    

•  Army  (obviously  not  football)  -­‐  -­‐  2.2  million  soldiers  -­‐  *  Added  CS  due  to  a  stated  need  released  under  a  Rapid  

Innova4on  Fund  solicita4on  (RIF)  8-­‐22-­‐13    

Lockhart  Monitor  Pricing  Model  

Customer  Segment  

Test  Fee/  athlete  

Total  Available  Market  

Target  Market  

Sports   $1.00    $8,138,000      $7,767,500    

Army   $1.00    $2,280,000      $125,000  (Assuming  5%  penetraHon)  

•  Our  iniHal  plan  is  to  Market  in  US  only  

Market  Size  

KEY PARTNERS KEY ACTIVITIES VALUE PROPOSITIONS CUSTOMER RELATIONSHIPS

CUSTOMER SEGMENTS

-Edward Via College of Osteopathic Medicine -Carillion Radford -Equipment Manufacturer (helmet)

-Data aggregation for predictive recovery time -HIPAA compliant Database Management

-  Faster

-  Cheaper than Existing offerings

-  Cannot be faked by athletes

-  Access to normative objective data

-  Improving quality of Life

- Customer Service -Expand utility to comprehensive injury management -

High School Athletic Departments Collegiate Athletic Departments Professional Athletes US Army

KEY RESOURCES CHANNELS -Cloud Hosting and Database Services -Human Resource - Financial Support

-  Online Download of

App

-  Web, Telephonic, Personal support to customers

-  Direct sales

-  With partner equipment's

COST STRUCTURE REVENUE STREAMS VARIABLE COSTS - Software development FIXED - Salaries - Cloud database management

- $1 athlete enrollment per year- unlimited tests -Certified training program for AT and physicians - Physician referral network

Your break-even point?

Business  Model  Canvas  

Our  Decision  

Lessons  Learned  

Technical  Video  

Link:  hgp://www.youtube.com/watch?v=bioKcbr15zU&feature=youtu.be  

Link:  hgp://www.youtube.com/watch?v=ZKahkX08CCI&feature=youtu.be