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Savita Tech
We utilize emerging UV-C LED technology to combat hospital-acquired
infections (HAIs), saving lives and reducing healthcare costs.
Jeff Chen, PhD
NYU MBA Candidate
David McLaughlin
NYU MBA Candidate
Casey Clark, CFA
NYU MBA Candidate
Total # of Interviews: 49
Interviews Since Last Presentation: 9
VALUE
PROPOSITIONS
CHANNELS
CUSTOMER
RELATIONSHIPS
CUSTOMER
SEGMENTS
REVENUE STREAMSCOST STRUCTURE
KEY
PARTNERS
KEY
RESOURCES
KEY
ACTIVITIES
Day 1 Business Model Canvas
Reduce hospital-
acquired infections,
saving hospitals lives
and millions of
dollars per year.
Disinfect more
efficiently, allowing
for faster turnaround
times in operating
rooms.
Controlled light
source, so patients
do not have to leave
the room.
Clean technology that
does not rely on
chemicals.
Marketing & Sales
FDA Approval
Safety approval
Supplier of UVC LED
Manufacturers /
subcontractor
Langone Medical
Center
Infectious Disease
Society of America
(ISDA)
American Hospital
Corporation
Committee to Reduce
Infection Deaths
Association of
Professionals of
Infection Control and
Epidemiology (APIC)
CDC Healthcare
Infection Control
Practices
Physical product sales, upgrades, service
contracts (warranty)
Option: Lower upfront revenue, but receive a
percent of the money saved from lower HAIs
Ultraviolet-C LEDs
Intellectual property
(patents)
Human resources
given its a
knowledge-intensive
business
Production
Regulatory approvals
Demonstrate
effectiveness
Education/training
Dedicated personal
assistant
Long-term relationships
based on trust
Website
Conferences &
tradeshows for
hospitals, medical
devices, & infection
control divisions
Industry publications
Hospitals
Medical cleaning
companies
Freestanding, 24-
hour ERs
Primary care
physicians
R&D
Academic testing to prove
effectiveness
Production cost - Ultraviolet-C LEDs
Day 1 Summary
Value proposition
 We listed “Reduce hospital-acquired infections (HAI), saving hospitals lives and
millions of dollars per year” and some features of the product
 We didn’t know which type/source of HAIs we should focus on
Customer segment
 Hospitals, medical cleaning companies, freestanding, 24-hour ERs, primary care
physicians
 We didn’t know who we were selling our product to
Channels
 Website; conferences/tradeshows for hospitals, medical devices, infection control
divisions; industry publications
 We didn’t know the current practice of selling medical devices to hospitals
Revenue Model
Physical product sales, upgrades, service contracts (warranty), pricing based on cost
 No cross/up/continuous selling
What We Learned – Days 2 to 4
 Hand hygiene is No. 1 issue in reducing HAIs
 Infections from catheters and scopes are major concerns for infection-control
professionals
 WOWs (workstations on wheels) used by nurses are dirty and potential source
of HAIs
 Biggest problems with UVC LEDs is cost and perceived safety
 Buying process for medical devices is intricate
 High risk of human error in disinfection procedures
 Cell phones used in hospital by staff and visitors are dirty but no evidence they
are source of HAIs
 Sterilization process for surgical tools is working
 Medical professional know phones are dirty; consumers often don’t know/care
 Details of terminal cleaning process
 Health, safety, comfort of custodial staff cleaning rooms is crucial
 Monitoring of terminal cleaning is inconsistent and not always effective
 Hospital staffs take pride in not being on list of hospitals penalized by Medicare
for HAIs
Reduced HAIs
Save lives
Save billions
of dollars/yr
Director/Committee
Infection Control
Purchasing
Committee/CFO
Environmental
Services
Director/Committee
Infection Control
Purchasing
Committee/CFO
Environmental
Services
Professional
achievement
Patient safety
Hospital’s safety
reputation
Employee safety
Cost
savings/increased
profit
Insulation from
mistakes
What We Learned – Days 2 to 4
Value Proposition
Infection
Control
Committee
Eco-Labs
Central Sterile
Environmental
Services
Executive
Administrator
(CFO/CEO)
Purchasing
Committee
Group
Purchasing
Org.
(MedAssets)
Human
Resources
Approve Efficacy & Usability Approve Vendor & Budget
What We Learned – Days 2 to 4
Purchasing ecosystem for hospital
Savita Tech
Customers
Direct sales
5-10% discount
GPO
10-50% discount
Distributors
40% discount
Directors of infection
control
Infection Control
Committee members
Directors of
Environmental
Services
Hospital administrators
What We Learned – Days 2 to 4
Distribution channels
VALUE
PROPOSITIONS
CHANNELS
CUSTOMER
RELATIONSHIPS
CUSTOMER
SEGMENTS
REVENUE STREAMSCOST STRUCTURE
KEY
PARTNERS
KEY
RESOURCES
KEY
ACTIVITIES
Reduce HAIs, saving
lives and hospitals
billions of dollars per
year.
Automatic monitoring of
disinfecting process
Clean technology, not
reliant on chemicals.
Marketing & Sales
FDA Approval
UL Safety approval
Joint Commission
Langone Medical Center
Supplier of UVC LED
Manufacturers /
subcontractor
Centers for Disease
Control & Prevention
Infectious Disease Society
of America (ISDA)
Committee to Reduce
Infection Deaths
Association of
Professionals of Infection
Control and Epidemiology
(APIC)
American Hospital
Association
Physical product sales, upgrades, service contracts
Option: Lower upfront revenue, but receive a percent of the
money saved from lower HAIs
Ultraviolet-C LEDs
Intellectual property
(patents)
Human resources, given
this is a knowledge-
intensive business
Clinical trials
UL Safety Approval
Production & design
Education/training
Dedicated Personal
Assistant
Long-term relationships
based on trust
Third Party Distributor
Architecture Design Firms
Website
Conferences for hospitals,
medical devices, &
infection control divisions
Industry publications
Infection Control
Committee / Director
of Infection Control
Hospital Admin
(COO/CEO)
Environmental
Services, Central
Sterile, & Eco-Labs
R&D
Academic testing to prove
effectiveness
Production cost - Ultraviolet-C LEDs
Patents
Medical cleaning
companies
Freestanding, 24-hour
ERs
Primary care physicians
Hospitals
FDA Approval for
“Critical” Devices
EPA Approval for
Non-Critical Devices
Germophobes,
Women 25-45
Personal Assistant
Self-Service
Website & Retail
Disinfect your cell
phone w/o using soap
and water
Peace of mind for
germophobes
Disinfect rooms more
efficiently, allowing for
faster turnaround times
Patients do not have to
leave the room
Disinfecting reusable
“critical” devices more
efficiently
Production, design,
marketing, UL safety
EPA Approval
FDA Approval
Financial (to make it
through FDA approval)
EPA
FDA
Buyer-supplier,
optimize economies
of scale
Physical product sales
Day 2 Business Model Canvas
VALUE
PROPOSITIONS
CHANNELS
CUSTOMER
RELATIONSHIPS
CUSTOMER
SEGMENTS
REVENUE STREAMSCOST STRUCTURE
KEY
PARTNERS
KEY
RESOURCES
KEY
ACTIVITIES
Reduce HAIs, saving
lives and hospitals
billions of dollars/yr
Reduce opportunity for
human error when
cleaning rooms
Reduce infections
caused by unsanitized
cell phones
Automatic monitoring of
disinfecting process
Clean technology, not
reliant on chemicals.
Marketing & Sales
EPA & FDA Approval
UL Safety approval
Langone Medical Center
Supplier of UVC LED
Group Purchasing
Organizations (GPOs)
Healthcare Supply Chain
Expo
Manufacturers
CDC
Joint Commission
Infectious Disease Society
of America (ISDA)
Committee to Reduce
Infection Deaths
Assoc. of Prof. of
Infection Control and
Epidemiology (APIC)
American Hospital
Association
Physical product sales, cross-selling, upgrades, service
contracts
Option: Lower upfront revenue, but receive a percent of the
money saved from lower HAIs
Ultraviolet-C LEDs
Intellectual property
(patents)
Human resources, given
this is a knowledge-
intensive business
Prototyping
UL safety Approval
Clinical trial
Production
Education/training
Dedicated Personal
Assistant
Long-term relationships
based on trust
Group Purchasing Orgs
Conferences for hospitals,
GPOs, medical devices, &
infection control divisions
Website
Architecture Design Firms
Industry publications
Infection Control
Committee / Director
of Infection Control
Head of Purchasing
Committee
Directors of Product
Selection Committee
at GPOs (e.g.,
MedAssets)
Directors of
Environmental
Services, Central
Sterile, & Eco-Labs
Other Hospital Admin
(CFO/CEO)
R&D
Academic testing to prove
effectiveness
Production cost - Ultraviolet-C LEDs
Patents
Hospitals
Medical cleaning
Companies
Freestanding, 24-hour
Ers
Primary care physicians
Germophobes,
Women 25-45
Personal Assistant
Self-Service
Website & Retail
Faster turnaround times
Patients do not have to
leave the room
Save lives by
disinfecting “critical
devices”
EPA approval for non-
critical devices
FDA approval for “critical”
devices
Financial (to make it
through FDA approval)
EPA
FDA
Buyer-supplier,
economies of scale
Physical product sales
Peace of mind for
germophobes
Day 3 Business Model Canvas
VALUE
PROPOSITIONS
CHANNELS
CUSTOMER
RELATIONSHIPS
CUSTOMER
SEGMENTS
REVENUE STREAMSCOST STRUCTURE
KEY
PARTNERS
KEY
RESOURCES
KEY
ACTIVITIES
Reduce HAIs, saving
lives and hospitals
billions of dollars/yr
Clean technology, not
reliant on chemicals.
Marketing & Sales
EPA & FDA Approval
UL Safety approval
Langone Medical Center
Supplier of UVC LED
Group Purchasing
Organizations (GPOs)
Healthcare Supply Chain
Expo
Manufacturers
CDC
Joint Commission
Infectious Disease Society
of America (ISDA)
Committee to Reduce
Infection Deaths
Assoc. of Prof. of
Infection Control and
Epidemiology (APIC)
American Hospital
Association
Physical product sales, cross-selling, upgrades, service
contracts
Option: Lower upfront revenue, but receive a percent of the
money saved from lower HAIs
Ultraviolet-C LEDs
Intellectual property
(patents)
Human resources, given
this is a knowledge-
intensive business
Prototyping
UL safety Approval
Clinical trial
Production
Education/training
Dedicated Personal
Assistant
Long-term relationships
based on trust
GPOs
Direct Selling
Conferences for hospitals,
GPOs, medical devices
Website
Architecture design firms
Industry publications
Infection Control
Committee / Director
of Infection Control
Head of Purchasing
Directors of Product
Selection Committee
at GPOs (e.g.,
MedAssets)
Eco-Labs, Central
Sterile
Other Hospital Admin
(CFO/CEO)
R&D
Academic testing to prove
effectiveness
Production cost - Ultraviolet-C LEDs
Patents
Hospitals
Medical cleaning
Companies
Freestanding, 24-hour
Ers
Primary care physicians
Germophobes,
Women 25-45
Personal Assistant
Self-Service
Website & Retail
Faster turnaround times
Patients do not have to
leave the room
Save lives by
disinfecting “critical
devices”
EPA approval for non-
critical devices
FDA approval for “critical”
devices
Financial (to make it
through FDA approval)
EPA
FDA
Buyer-supplier,
economies of scale
Physical product sales
Peace of mind for
germophobes
FDA approval
EPA approval
Environmental
services
Reduce infections
caused by unsanitized
cell phones
Reduce opportunity for
human error in cleaning
rooms
Status for doctors,
hospital execs from
reducing HAIs
Day 4 Business Model Canvas
Here’s Where We Ended
The long-term goal is to produce FDA approved products that reduce HAIs. We
will solve the following problems:
• Inadequate hand hygiene: UVC LED light that shines on hands after washing
(pivot)
• Catheter-related infections: UVC LED ring around the point of insertion (pivot)
• Reduce human error in the terminal cleaning process: Develop a fixture on
the ceiling that will zap high touch areas
Over the near-term, we will create products that need EPA approval, allowing us
to enter the market quickly. We will solve the following problems:
• Infections spreading via visitor and patient cell phones: Install equipment at
the entrance of high risk rooms which disinfects phones (pivot)
• Infections spreading through the terminal cleaning process: Equip custodial
staff with a “flashlight” that they will shine on high touch areas
• Inadequate cleanliness of nurses workstation on wheels (WOWs): With
“flashlight” (pivot)
At the moment, we are not focusing on products that reduce surgical site
infections and clean surgical instruments (pivot)
VALUE
PROPOSITIONS
CHANNELS
CUSTOMER
RELATIONSHIPS
CUSTOMER
SEGMENTS
REVENUE STREAMSCOST STRUCTURE
KEY
PARTNERS
KEY
RESOURCES
KEY
ACTIVITIES
Reduce HAIs, saving
lives and hospitals
billions of dollars/yr
Clean technology, not
reliant on chemicals.
Marketing & Sales
EPA & FDA Approval
UL Safety approval
NYU
SBIR/SBTT
Langone Medical
Center
Supplier of UVC LED
CDC
Joint Commission
Manufacturers
Group Purchasing
Organizations (GPOs)
Infectious Disease
Society of America
(ISDA)
Assoc. of Prof. of
Infection Control and
Epidemiology (APIC)
Physical product sales, cross-selling, upgrades, service
contracts
Option: Lower upfront revenue, but receive a percent of the
money saved from lower HAIs
Financial
Intellectual property
(patents)
Ultraviolet-C LEDs
Human resources, given
this is a knowledge-
intensive business
Raising capital
Prototyping
UL safety Approval
Clinical trials
Production
Dedicated Personal
Assistant
Long-term relationships
based on trust
Direct Selling (website and
sales force)
GPOs
Conferences/Industry
publications
Architecture design firms
Infection Control
Committee / Director
of Infection Control
Head of Purchasing
Directors of Product
Selection Committee
at GPOs (e.g.,
MedAssets)
Manager of
environmental
Other Hospital Admin
(CFO/CEO)
R&D
Academic testing to prove
effectiveness
Production cost - Ultraviolet-C LEDs
Patents
Personal Assistant
Save lives by
disinfecting “critical
devices”
EPA approval for non-
critical devices
FDA approval for “critical”
devicesEPA
FDA
FDA approval
EPA approval
Reduce infections
caused by unsanitized
cell phones
Reduce opportunity for
human error when
cleaning rooms
Status for doctors,
hospital execs from
reducing HAIs
Day 5 Business Model Canvas
Here’s What We’re Doing Next:
1) Keep interviewing
2) Obtain non-dilutive financing to build prototype (month 0-3)
• NYU Healthcare Innovation Makerthon
• NYU Business Plan Competition
• VentureWell grants and competitions
• SBIR / SBTT grants (other grants from government organizations?)
• Public/private grants to test for efficacy
3) Build prototypes that will receive UL safety and EPA approvals (month 3-6)
4) Test the effects of prolonged skin exposure to UVC LED light (month 0-6)
5) Efficacy test in Langone Medical Center (month 8-18 month)
Langone Medical center verbally agreed to apply for grants with us and potentially test in live hospital
environment
6) Quick full-time jobs and start the startup (month 16)
7) Begin developing relationships with manufacturers and suppliers for production (month 13-18 months)
8) Build direct channel and distribution networks (month 16-18)
9) Try to acquire capital first round of capital to scale up production, from VCs or other sources (month
16-20)
10) Acquire second round financing for products that need FDA approval (month 26-30)
11) Build a billion dollar business with UVC LEDs as the core technology

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Savita NYU 2015

  • 1. Savita Tech We utilize emerging UV-C LED technology to combat hospital-acquired infections (HAIs), saving lives and reducing healthcare costs. Jeff Chen, PhD NYU MBA Candidate David McLaughlin NYU MBA Candidate Casey Clark, CFA NYU MBA Candidate Total # of Interviews: 49 Interviews Since Last Presentation: 9
  • 2. VALUE PROPOSITIONS CHANNELS CUSTOMER RELATIONSHIPS CUSTOMER SEGMENTS REVENUE STREAMSCOST STRUCTURE KEY PARTNERS KEY RESOURCES KEY ACTIVITIES Day 1 Business Model Canvas Reduce hospital- acquired infections, saving hospitals lives and millions of dollars per year. Disinfect more efficiently, allowing for faster turnaround times in operating rooms. Controlled light source, so patients do not have to leave the room. Clean technology that does not rely on chemicals. Marketing & Sales FDA Approval Safety approval Supplier of UVC LED Manufacturers / subcontractor Langone Medical Center Infectious Disease Society of America (ISDA) American Hospital Corporation Committee to Reduce Infection Deaths Association of Professionals of Infection Control and Epidemiology (APIC) CDC Healthcare Infection Control Practices Physical product sales, upgrades, service contracts (warranty) Option: Lower upfront revenue, but receive a percent of the money saved from lower HAIs Ultraviolet-C LEDs Intellectual property (patents) Human resources given its a knowledge-intensive business Production Regulatory approvals Demonstrate effectiveness Education/training Dedicated personal assistant Long-term relationships based on trust Website Conferences & tradeshows for hospitals, medical devices, & infection control divisions Industry publications Hospitals Medical cleaning companies Freestanding, 24- hour ERs Primary care physicians R&D Academic testing to prove effectiveness Production cost - Ultraviolet-C LEDs
  • 3. Day 1 Summary Value proposition  We listed “Reduce hospital-acquired infections (HAI), saving hospitals lives and millions of dollars per year” and some features of the product  We didn’t know which type/source of HAIs we should focus on Customer segment  Hospitals, medical cleaning companies, freestanding, 24-hour ERs, primary care physicians  We didn’t know who we were selling our product to Channels  Website; conferences/tradeshows for hospitals, medical devices, infection control divisions; industry publications  We didn’t know the current practice of selling medical devices to hospitals Revenue Model Physical product sales, upgrades, service contracts (warranty), pricing based on cost  No cross/up/continuous selling
  • 4. What We Learned – Days 2 to 4  Hand hygiene is No. 1 issue in reducing HAIs  Infections from catheters and scopes are major concerns for infection-control professionals  WOWs (workstations on wheels) used by nurses are dirty and potential source of HAIs  Biggest problems with UVC LEDs is cost and perceived safety  Buying process for medical devices is intricate  High risk of human error in disinfection procedures  Cell phones used in hospital by staff and visitors are dirty but no evidence they are source of HAIs  Sterilization process for surgical tools is working  Medical professional know phones are dirty; consumers often don’t know/care  Details of terminal cleaning process  Health, safety, comfort of custodial staff cleaning rooms is crucial  Monitoring of terminal cleaning is inconsistent and not always effective  Hospital staffs take pride in not being on list of hospitals penalized by Medicare for HAIs
  • 5. Reduced HAIs Save lives Save billions of dollars/yr Director/Committee Infection Control Purchasing Committee/CFO Environmental Services Director/Committee Infection Control Purchasing Committee/CFO Environmental Services Professional achievement Patient safety Hospital’s safety reputation Employee safety Cost savings/increased profit Insulation from mistakes What We Learned – Days 2 to 4 Value Proposition
  • 7. Savita Tech Customers Direct sales 5-10% discount GPO 10-50% discount Distributors 40% discount Directors of infection control Infection Control Committee members Directors of Environmental Services Hospital administrators What We Learned – Days 2 to 4 Distribution channels
  • 8. VALUE PROPOSITIONS CHANNELS CUSTOMER RELATIONSHIPS CUSTOMER SEGMENTS REVENUE STREAMSCOST STRUCTURE KEY PARTNERS KEY RESOURCES KEY ACTIVITIES Reduce HAIs, saving lives and hospitals billions of dollars per year. Automatic monitoring of disinfecting process Clean technology, not reliant on chemicals. Marketing & Sales FDA Approval UL Safety approval Joint Commission Langone Medical Center Supplier of UVC LED Manufacturers / subcontractor Centers for Disease Control & Prevention Infectious Disease Society of America (ISDA) Committee to Reduce Infection Deaths Association of Professionals of Infection Control and Epidemiology (APIC) American Hospital Association Physical product sales, upgrades, service contracts Option: Lower upfront revenue, but receive a percent of the money saved from lower HAIs Ultraviolet-C LEDs Intellectual property (patents) Human resources, given this is a knowledge- intensive business Clinical trials UL Safety Approval Production & design Education/training Dedicated Personal Assistant Long-term relationships based on trust Third Party Distributor Architecture Design Firms Website Conferences for hospitals, medical devices, & infection control divisions Industry publications Infection Control Committee / Director of Infection Control Hospital Admin (COO/CEO) Environmental Services, Central Sterile, & Eco-Labs R&D Academic testing to prove effectiveness Production cost - Ultraviolet-C LEDs Patents Medical cleaning companies Freestanding, 24-hour ERs Primary care physicians Hospitals FDA Approval for “Critical” Devices EPA Approval for Non-Critical Devices Germophobes, Women 25-45 Personal Assistant Self-Service Website & Retail Disinfect your cell phone w/o using soap and water Peace of mind for germophobes Disinfect rooms more efficiently, allowing for faster turnaround times Patients do not have to leave the room Disinfecting reusable “critical” devices more efficiently Production, design, marketing, UL safety EPA Approval FDA Approval Financial (to make it through FDA approval) EPA FDA Buyer-supplier, optimize economies of scale Physical product sales Day 2 Business Model Canvas
  • 9. VALUE PROPOSITIONS CHANNELS CUSTOMER RELATIONSHIPS CUSTOMER SEGMENTS REVENUE STREAMSCOST STRUCTURE KEY PARTNERS KEY RESOURCES KEY ACTIVITIES Reduce HAIs, saving lives and hospitals billions of dollars/yr Reduce opportunity for human error when cleaning rooms Reduce infections caused by unsanitized cell phones Automatic monitoring of disinfecting process Clean technology, not reliant on chemicals. Marketing & Sales EPA & FDA Approval UL Safety approval Langone Medical Center Supplier of UVC LED Group Purchasing Organizations (GPOs) Healthcare Supply Chain Expo Manufacturers CDC Joint Commission Infectious Disease Society of America (ISDA) Committee to Reduce Infection Deaths Assoc. of Prof. of Infection Control and Epidemiology (APIC) American Hospital Association Physical product sales, cross-selling, upgrades, service contracts Option: Lower upfront revenue, but receive a percent of the money saved from lower HAIs Ultraviolet-C LEDs Intellectual property (patents) Human resources, given this is a knowledge- intensive business Prototyping UL safety Approval Clinical trial Production Education/training Dedicated Personal Assistant Long-term relationships based on trust Group Purchasing Orgs Conferences for hospitals, GPOs, medical devices, & infection control divisions Website Architecture Design Firms Industry publications Infection Control Committee / Director of Infection Control Head of Purchasing Committee Directors of Product Selection Committee at GPOs (e.g., MedAssets) Directors of Environmental Services, Central Sterile, & Eco-Labs Other Hospital Admin (CFO/CEO) R&D Academic testing to prove effectiveness Production cost - Ultraviolet-C LEDs Patents Hospitals Medical cleaning Companies Freestanding, 24-hour Ers Primary care physicians Germophobes, Women 25-45 Personal Assistant Self-Service Website & Retail Faster turnaround times Patients do not have to leave the room Save lives by disinfecting “critical devices” EPA approval for non- critical devices FDA approval for “critical” devices Financial (to make it through FDA approval) EPA FDA Buyer-supplier, economies of scale Physical product sales Peace of mind for germophobes Day 3 Business Model Canvas
  • 10. VALUE PROPOSITIONS CHANNELS CUSTOMER RELATIONSHIPS CUSTOMER SEGMENTS REVENUE STREAMSCOST STRUCTURE KEY PARTNERS KEY RESOURCES KEY ACTIVITIES Reduce HAIs, saving lives and hospitals billions of dollars/yr Clean technology, not reliant on chemicals. Marketing & Sales EPA & FDA Approval UL Safety approval Langone Medical Center Supplier of UVC LED Group Purchasing Organizations (GPOs) Healthcare Supply Chain Expo Manufacturers CDC Joint Commission Infectious Disease Society of America (ISDA) Committee to Reduce Infection Deaths Assoc. of Prof. of Infection Control and Epidemiology (APIC) American Hospital Association Physical product sales, cross-selling, upgrades, service contracts Option: Lower upfront revenue, but receive a percent of the money saved from lower HAIs Ultraviolet-C LEDs Intellectual property (patents) Human resources, given this is a knowledge- intensive business Prototyping UL safety Approval Clinical trial Production Education/training Dedicated Personal Assistant Long-term relationships based on trust GPOs Direct Selling Conferences for hospitals, GPOs, medical devices Website Architecture design firms Industry publications Infection Control Committee / Director of Infection Control Head of Purchasing Directors of Product Selection Committee at GPOs (e.g., MedAssets) Eco-Labs, Central Sterile Other Hospital Admin (CFO/CEO) R&D Academic testing to prove effectiveness Production cost - Ultraviolet-C LEDs Patents Hospitals Medical cleaning Companies Freestanding, 24-hour Ers Primary care physicians Germophobes, Women 25-45 Personal Assistant Self-Service Website & Retail Faster turnaround times Patients do not have to leave the room Save lives by disinfecting “critical devices” EPA approval for non- critical devices FDA approval for “critical” devices Financial (to make it through FDA approval) EPA FDA Buyer-supplier, economies of scale Physical product sales Peace of mind for germophobes FDA approval EPA approval Environmental services Reduce infections caused by unsanitized cell phones Reduce opportunity for human error in cleaning rooms Status for doctors, hospital execs from reducing HAIs Day 4 Business Model Canvas
  • 11. Here’s Where We Ended The long-term goal is to produce FDA approved products that reduce HAIs. We will solve the following problems: • Inadequate hand hygiene: UVC LED light that shines on hands after washing (pivot) • Catheter-related infections: UVC LED ring around the point of insertion (pivot) • Reduce human error in the terminal cleaning process: Develop a fixture on the ceiling that will zap high touch areas Over the near-term, we will create products that need EPA approval, allowing us to enter the market quickly. We will solve the following problems: • Infections spreading via visitor and patient cell phones: Install equipment at the entrance of high risk rooms which disinfects phones (pivot) • Infections spreading through the terminal cleaning process: Equip custodial staff with a “flashlight” that they will shine on high touch areas • Inadequate cleanliness of nurses workstation on wheels (WOWs): With “flashlight” (pivot) At the moment, we are not focusing on products that reduce surgical site infections and clean surgical instruments (pivot)
  • 12. VALUE PROPOSITIONS CHANNELS CUSTOMER RELATIONSHIPS CUSTOMER SEGMENTS REVENUE STREAMSCOST STRUCTURE KEY PARTNERS KEY RESOURCES KEY ACTIVITIES Reduce HAIs, saving lives and hospitals billions of dollars/yr Clean technology, not reliant on chemicals. Marketing & Sales EPA & FDA Approval UL Safety approval NYU SBIR/SBTT Langone Medical Center Supplier of UVC LED CDC Joint Commission Manufacturers Group Purchasing Organizations (GPOs) Infectious Disease Society of America (ISDA) Assoc. of Prof. of Infection Control and Epidemiology (APIC) Physical product sales, cross-selling, upgrades, service contracts Option: Lower upfront revenue, but receive a percent of the money saved from lower HAIs Financial Intellectual property (patents) Ultraviolet-C LEDs Human resources, given this is a knowledge- intensive business Raising capital Prototyping UL safety Approval Clinical trials Production Dedicated Personal Assistant Long-term relationships based on trust Direct Selling (website and sales force) GPOs Conferences/Industry publications Architecture design firms Infection Control Committee / Director of Infection Control Head of Purchasing Directors of Product Selection Committee at GPOs (e.g., MedAssets) Manager of environmental Other Hospital Admin (CFO/CEO) R&D Academic testing to prove effectiveness Production cost - Ultraviolet-C LEDs Patents Personal Assistant Save lives by disinfecting “critical devices” EPA approval for non- critical devices FDA approval for “critical” devicesEPA FDA FDA approval EPA approval Reduce infections caused by unsanitized cell phones Reduce opportunity for human error when cleaning rooms Status for doctors, hospital execs from reducing HAIs Day 5 Business Model Canvas
  • 13. Here’s What We’re Doing Next: 1) Keep interviewing 2) Obtain non-dilutive financing to build prototype (month 0-3) • NYU Healthcare Innovation Makerthon • NYU Business Plan Competition • VentureWell grants and competitions • SBIR / SBTT grants (other grants from government organizations?) • Public/private grants to test for efficacy 3) Build prototypes that will receive UL safety and EPA approvals (month 3-6) 4) Test the effects of prolonged skin exposure to UVC LED light (month 0-6) 5) Efficacy test in Langone Medical Center (month 8-18 month) Langone Medical center verbally agreed to apply for grants with us and potentially test in live hospital environment 6) Quick full-time jobs and start the startup (month 16) 7) Begin developing relationships with manufacturers and suppliers for production (month 13-18 months) 8) Build direct channel and distribution networks (month 16-18) 9) Try to acquire capital first round of capital to scale up production, from VCs or other sources (month 16-20) 10) Acquire second round financing for products that need FDA approval (month 26-30) 11) Build a billion dollar business with UVC LEDs as the core technology