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City Climber NSF Final Presentation

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  • We’re going to start with our initial canvas
  • Low-touch, high-touch, middle ground
  • Lots of sub-segments – those willing to try now, those willing to try later, etc.Lots of different “locks” – versions of technology. Different lock will work differently on same customerLots of potential paths to successTakes a lot of perseveranceAnd you have to take a leap of faith (pot of gold) – which can be foreign to scientifically minded peopleIncremental successes are still encouragingThere are costs to turning back

Transcript

  • 1. city climberwall-climbing inspection robots 100 Total Contacts VIDEO
  • 2. team • Professor of robotics at CUNY City College • Inventor of City-Climber wall-climbing robots • Co-founder and Senior Technical Advisor of InnovBot • Recipient of NSF CAREER Award, 2007Jizhong Xiao / PI • NYC-based Academic Industrialist • Served as Chief Scientific Officer of biotech start-up until 2010 • Academic basic science research faculty for over 25 years • Responsible for CUNY Industry-University Research CollaborationsJohn Blaho / IM • MA candidate in Computer Science, CUNY Brooklyn College • Experience in education technology, policy analysis, politics, teaching • Author of chapter in forthcoming book on for-profit education startups • Does the „robot‟ celebration after every video game soccer goalMickey Muldoon / EL
  • 3. the first canvasKEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER PROPOSITION RELATIONSHIPS SEGMENTS• Manufacturers • Continuous R&D • Cost/risk • Personal support • Property• Large civil • Manufacturing reduction: for major management engineering firms • Sales and window customers companies• Military marketing cleaning, paintin • Automated • Property owners g, or building support for • Window cleaners exterior cheaper models • Military inspection • Communities for • Construction and • Performance: research and engineers Reach difficult hobbyists • Academic KEY RESOURCES spaces for CHANNELS research and surveillance hobbyists • Human: (e.g. • Direct sales • Municipalities engineers tunnels, skyscra • Government • Solar farms • Intellectual: IP pers) grant-writing • Dry docks • Financial: R&D • Newness: for • Website • Oil rigs money research and hobbyists COST STRUCTURE REVENUE STREAMS • Research and development • Unit or bulk sales • Sales and marketing • Leasing units • Manufacturing • Direct contracts for window washing or inspection • Cost of raw parts • Military/police/naval contracts • Installation revenue • IP License/royalties
  • 4. segment pruning
  • 5. segment pruning TechnologyMarket Size Readiness Inspection of big, flat things
  • 6. application 1: tanks and towers Magnetic inspection crawlers But there are currently no already in widespread use for non-magnetic crawlers for storage tank stainless steel and inspection, especially for concrete inspection ultrasonic thickness tests
  • 7. application 2: turbine blades
  • 8. from a robotic inspectioncompany: “We currently have some extremely promising commercial opportunities … and I would like to introduce your climber … There are at least three such opportunities I am working on right now. They are rather urgent … They have applications now. The only thing they lack is a small Climber that can be demod. And you have that NOW … Their revenues are in excess of $200M and they would want your Climber ideally to fully commercialize it and scale it up.”
  • 9. application 3: building façades • Mandatory façade inspection in NYC, Chicago, Phila, Bost on, Pitt, St. Louis, Detroit, Columbus, Milwaukee, Wash DC, etc. • Real-time video feed • Follow cracks beyond reach of scaffold • Corner buildings: check street-facing façades where scaffold drop not mandatory • Cheaper way to do thorough inspection where some problems found • Impact echo analysis
  • 10. earlyvangelistRudi Sherbansky•President, ASPA Engineering•VP, New York State Society ofProfessional Engineers
  • 11. Lesson inspecting big flat things: 1 here‟s what we thought sell/lease robots Our Property company owners $$
  • 12. Lesson inspecting big flat things: 1 here‟s what we found  Ecosystem of third-party architects, engineers, and inspection companies  Other industrial inspection robots use daily rental models  Offering services on top of products is far more profitable
  • 13. inspecting big flat things:Lesson 1 here‟s what changed Sales, Rentals Primary Leases, Subcontracts contracts Our Property Inspectors owners company $$ $$ Modernize local inspection Build pathway over time, codes will be more lucrative
  • 14. Lesson 2 pricing: here‟s what we thought Technology is unique and patented We can charge a premium: Saves over costly and dangerous human scaffold work Other industrial $40-60k “crawlers” sell for upwards of $50k
  • 15. Lesson pricing: here‟s what we found 2 • Customers explain that human inspectors are far more versatile and capable • Closest competitor has run into price concerns • Disruptive innovation, could replace centuries-old inspection techniques • Survey: $20k is the most any engineering company would payDeep price savings must be a major part of value proposition
  • 16. Lesson pricing: here‟s what we changed 2  Focus on low-end Minimal Viable Prototype $5k mfg cost $20k retail $500/day rental
  • 17. customer discovery: here‟s what we thoughtLesson 3 (robot)
  • 18. customer discovery: here‟s what we found ?
  • 19. the canvas todayKEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER PROPOSITION RELATIONSHIPS SEGMENTS• OEMs • Continuous R&D • Cost reduction: • Mix of free and • Architecture and• Component • Manufacturing replaces paid support for engineering suppliers • Sales and scaffolds or lessees and robot companies• CUNY marketing human rope owners • Non-destructive climbers • Subscription testing service • Risk reduction model: access to providers (Safety) 1/2/3/4 robots at • Speed a time improvement KEY RESOURCES • Performance: CHANNELS Reach difficult • Human: spaces for • Direct sales engineers surveillance • Potential • Intellectual: IP • Rapid distrib./licensing • Financial: R&D deployment partnership money COST STRUCTURE REVENUE STREAMS • Research and development • Unit or bulk sales • Sales and marketing • Direct contracts/subcontracts for inspection • Manufacturing • Extended warrantees, support • Cost of raw parts • Daily rentals • Labor: inspection services • Warehouse space and maintenance
  • 20. Total market size TargetFaçade InspectionServices $1B Maybe 1/40 of market spending diverted toMin. $40 million spent per year in robotsNYC for gov’t compliance, at least25x worldwide $25M Do our own inspectionsNDT equipmentFrost & Sullivan, 2011 $100M+ $1B Our robots could maybe take 1/50 of market $20M $100M+NDT services Do our own inspectionsFrost & Sullivan, 2011 $2.5B (and growing $245M+ at 5%) $4.5 B+
  • 21. how to get there?revenue <$100k $500k $2M $10M + Tanks, towers, turbines high-end Channel Customer serious industrial partnership in the discovery/ contracts product works demos $$ SERVICES $$ line basic commercial- grade model Open small Lobbying: Pilot test with Iterate Mainstream Expand rental/sales update earlyvangelists product usage in outside warehouse building NYC NYC code Building facadesfunding SBIR and/or seed SBIR Phase II and/or angel Series A Series B
  • 22. what about …surveillance? window cleaning?
  • 23. … other wall-climbers? City Climber is: • Patented • Cheaper • Simpler • More reliable • Better with rough surfaces • Best weight-to-payload
  • 24. March 21KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER PROPOSITION RELATIONSHIPS SEGMENTS• Manufacturers • Continuous R&D • Cost/risk • Personal support • Property• Large civil • Manufacturing reduction: for major management engineering firms • Sales and window customers companies• Military marketing cleaning, paintin • Automated • Property owners g, or building support for • Window cleaners exterior cheaper models • Military inspection • Communities for • Construction and • Performance: research and engineers Reach difficult hobbyists • Academic KEY RESOURCES spaces for CHANNELS research and surveillance hobbyists • Human: (e.g. • Direct sales • Municipalities engineers tunnels, skyscra • Government • Solar farms • Intellectual: IP pers) grant-writing • Dry docks • Financial: R&D • Newness: for • Website • Oil rigs money research and hobbyists COST STRUCTURE REVENUE STREAMS • Research and development • Unit or bulk sales • Sales and marketing • Leasing units • Manufacturing • Direct contracts for window washing or inspection • Cost of raw parts • Military/police/naval contracts • Installation revenue • IP License/royalties
  • 25. March 22KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER PROPOSITION RELATIONSHIPS SEGMENTS• Manufacturers • Continuous R&D • Cost reduction: • Personal support • Government• Large civil • Manufacturing replaces for major infrastructure engineering firms • Sales and scaffolds customers inspection , esp.• Military marketing • Risk reduction • Automated Bridges, dams (Safety) support for • Nuclear power • Speed cheaper models plants improvement • Communities for • Property • Performance: research and owners/managers/ Reach difficult hobbyists Third party KEY RESOURCES spaces for CHANNELS evaluators surveillance • Dry docks • Human: • Rapid • Direct sales • Military engineers deployment • Website • Construction • Intellectual: IP • Newness: for • Indirect : via • Solar farms • Financial: R&D research and partners • Broadcasters money hobbyists • Window cleaners COST STRUCTURE REVENUE STREAMS • Research and development • Unit or bulk sales • Sales and marketing • Leasing units • Manufacturing • Direct contracts for inspection • Cost of raw parts • Installation revenue • IP License/royalties • Military/police/naval contracts
  • 26. March 28KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER PROPOSITION RELATIONSHIPS SEGMENTS• Manufacturers • Continuous R&D • Cost reduction: • Personal support • Building inspection• NDT research • Manufacturing replaces for major and engineering centers and labs • Sales and scaffolds customers companies• Military marketing • Risk reduction • Automated • Non-destructive• Large civil (Safety) support for testing service engineering firms • Speed cheaper models providers improvement • Government • Performance: infrastructure Reach difficult inspection , esp. KEY RESOURCES spaces for CHANNELS Bridges, dams surveillance • Website • Nuclear power • Human: • Rapid • Indirect : via plants engineers deployment partners • Intellectual: IP • Indirect: NDT • Financial: R&D equipment money distributors COST STRUCTURE REVENUE STREAMS • Research and development • Unit or bulk sales • Sales and marketing • Leasing units • Manufacturing • Direct contracts for inspection • Cost of raw parts • Installation revenue • IP License/royalties
  • 27. April 4KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER PROPOSITION RELATIONSHIPS SEGMENTS• Manufacturers • Continuous R&D • Cost reduction: • Personal support • Building inspection• NDT research • Manufacturing replaces for major and engineering centers and labs • Sales and scaffolds customers companies• Military marketing • Risk reduction • Automated • Non-destructive (Safety) support for testing service • Speed cheaper models providers improvement • Performance: Reach difficult KEY RESOURCES spaces for CHANNELS • • surveillance • Direct sales Human: engineers Rapid deployment • NDT equipment distributors • Intellectual: IP • Indirect : via • Financial: R&D partners money • Website COST STRUCTURE REVENUE STREAMS • Research and development • Unit or bulk sales • Sales and marketing • Leasing units • Manufacturing • Direct contracts for inspection • Cost of raw parts • Installation revenue • IP License/royalties
  • 28. April 11KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER PROPOSITION RELATIONSHIPS SEGMENTS• Manufacturers • Continuous R&D • Cost reduction: • Personal support • Building inspection• NDT research • Manufacturing replaces for major and engineering centers and labs • Sales and scaffolds customers companies• Military marketing • Risk reduction • Automated • Non-destructive (Safety) support for testing service • Speed cheaper models providers improvement • Federal and State • Performance: Departments of Reach difficult Transportation KEY RESOURCES spaces for CHANNELS surveillance • Human: • Rapid • Direct sales engineers deployment • NDT equipment • Intellectual: IP distributors • Financial: R&D money COST STRUCTURE REVENUE STREAMS • Research and development • Unit or bulk sales • Sales and marketing • Leasing units • Manufacturing • Direct contracts for inspection • Cost of raw parts • IP License/royalties
  • 29. April 18KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER PROPOSITION RELATIONSHIPS SEGMENTS• Manufacturers • Continuous R&D • Cost reduction: • Personal support • Building inspection• NDT research • Manufacturing replaces for major and engineering centers and labs • Sales and scaffolds customers companies• Military marketing • Risk reduction • Automated • Non-destructive (Safety) support for testing service • Speed cheaper models providers improvement • Federal and State • Performance: Departments of Reach difficult Transportation KEY RESOURCES spaces for CHANNELS surveillance • Human: • Rapid • Direct sales engineers deployment • NDT equipment • Intellectual: IP distributors • Financial: R&D money COST STRUCTURE REVENUE STREAMS • Research and development • Unit or bulk sales • Sales and marketing • Leasing units • Manufacturing • Direct contracts for inspection • Cost of raw parts • IP License/royalties
  • 30. April 25KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER PROPOSITION RELATIONSHIPS SEGMENTS• Manufacturers • Continuous R&D • Cost reduction: • Personal support • Building inspection• NDT research • Manufacturing replaces for major and engineering centers and labs • Sales and scaffolds customers companies• Scaffolding equip. marketing • Risk reduction • Automated • Non-destructive distributors (Safety) support for testing service• Component • Speed cheaper models providers• suppliers improvement • Federal and State Robotics • Performance: Departments of companies Reach difficult Transportation (licensing) spaces for• Military KEY RESOURCES surveillance CHANNELS • Human: • Rapid • Direct sales engineers deployment • Scaffolding equip. • Intellectual: IP distributors • Financial: R&D • NDT equipment money distributors COST STRUCTURE REVENUE STREAMS • Research and development • Unit or bulk sales • Sales and marketing • Leasing units • Manufacturing • Direct contracts for inspection • Cost of raw parts • IP License/royalties