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Broadcom - Hacking for Defense - Stanford 2017

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mission model, mission model canvas, customer development, Hacking for Defense, lean startup, stanford, startup, steve blank, Pete Newell, Joe Felter, minimum viable product

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Broadcom - Hacking for Defense - Stanford 2017

  1. Sponsor: 5th Special Forces Group Broadcom Week 1: Problem Provide wide-area broadband internet in denied areas (e.g. Syria, Iraq) Solution: Aerial based solution to beam Internet directly to denied area Week 9: Problem Provide wide-area broadband internet in denied areas (e.g. Syria, Iraq) Solution: Aerial based solution to beam Internet directly to denied area Total Interviews: 118
  2. BroadCom: Team Fabien Villemalard Economist & IT Teun de Planque Computer Scientist and Electrical Engineer Mechanical Engineer Yitao Zhuang
  3. Total Interviews: 118 OD-As Journalists Syrian and Iraqi Citizens Domain experts
  4. Proposed Solution Week 2 Proposed Solution Week 9 Our Journey
  5. BroadCom: Emotional Rollercoaster Team Formation Have a solution Chaos 4 Potential Solutions MVP Deployment? + Team member left Happy Sponsor Emotional State Time
  6. A Slow Start Incomplete Team, No Strategy
  7. Broadcom: Emotional Rollercoaster Emotional State Time Team Formation Have a solution Chaos 4 Potential Solutions MVP Deployment? + Team member left Happy Sponsor
  8. A team with experts
  9. We have a solution Experts in telecommunication and UAS + 5 mins brainstorming = A solution !
  10. Broadcom: Emotional Rollercoaster Emotional State Time Team Formation Have a solution Chaos 4 Potential Solutions MVP Deployment? + Team member left Happy Sponsor
  11. - “Wait a minute, who are your beneficiaries? ODA in 5th SFG?” - “We are not sure. By the way, what does ODA mean?”
  12. Know your beneficiaries before having a solution! Broadcom: Lesson Learned
  13. Initial Secondary Beneficiaries and Value Proposition SFOD-A (Special Forces Operational Detachment - Alpha) - Need telecommunication capability to other OD-A units, allies and local population
  14. Beneficiaries Rejected by the Sponsor “We already have enough telecommunication gadgets for our soldiers.” Col. Leahy, Commander of 5th SFG
  15. Understanding the Daily Life of SFG
  16. Lesson Learned “It is all about winning hearts and minds (of local people)” - Former Navy Seal -Sponsor -Former British Special Forces -Delta Force
  17. Local Civilians Confirmed Beneficiaries and Value Propositions SFG (Company Commander) ● Provide unbiased information and counter-propaganda ● Know what local citizens are thinking and talking about ● Communicate to local population directly ● Access to accurate information or entertainment ● Capability to communicate to the outside world
  18. Broadcom: Emotional Rollercoaster Emotional State Time 4 potential solutions Team Formation Have a solution MVP Deployment? + Team member left Happy Sponsor Chaos
  19. 4 Solutions Proposed 1. Mesh Network 2. Cell Tower 3. Truck Based 4. Aerial Based
  20. Interviews with Experts → Winner 1. Mesh Network 2. Cell Tower 3. Truck Based 4. Aerial Based
  21. Positive Feedback! “Your recommended solution is the BEST of all hypotheses. YOU ARE TALKING” Col. Krummrich, Operational officer for USAJFKSWCS, military liaison
  22. Broadcom: Emotional Rollercoaster Emotional State Time Team Formation Have a solution Deployment? + Team member left Happy Sponsor Chaos MVP 4 Potential Solutions
  23. BroadCom: MVP •3G/4G communication •Satellite communication as backhaul •Onboard server for cached material •COTS parts (total est: ~$70K) •Mounted on a proposed MALE UAS platform or existing Group III UAS
  24. Mission Achievement 5th Special Forces Group Local Civilians ● Number of users of the internet service ● Number of Facebook/Twitter posts created (intelligence collection) ● Number of downloads of the cached content (counter-propaganda)
  25. BroadCom: Emotional Rollercoaster Emotional State Time Deployment? + Team member left Team Formation Have a solution Happy Sponsor Chaos 4 Potential Solutions MVP
  26. BroadCom: Concepts of Operation
  27. BroadCom: Emotional Rollercoaster Emotional State Time Team Formation Happy SponsorHave a solution Chaos 4 Potential Solutions MVP Deployment? + Team member left
  28. Could we use many of these together? ... so why not fly 20 of them over the target area. The concept looks great! Col. Leahy, Commander of 5th SFG
  29. Dual-Use Applications Telecommunication for Disaster Relief Low cost alternatives for persistent ISR
  30. All components are commercially available. BroadCom: Internal Readiness Level
  31. BroadCom: Acknowledgements 5th Special Forces Group: Col. Leahy, Col. Krummich, Joshua Burch, Paul Murphy Military Liaison: Todd Forsman, Scott Sanders TA: Isaac Matthews Mentor: Craig Seidel Special Thanks: Stanford DoD/IC community
  32. Thank you! BroadCom: Providing Internet Service to the Denied Areas
  33. Appendix
  34. Primary: 5th Special Force Group (especially ODA teams) Secondary: - Allied forces in denied areas (coordination purposes); - Population in denied area (informational purposes). Third: potential other beneficiaries could include other military units, Gov’t org. that provide aid (FEMA, UN, USAID), NGOs, Private co. op. in denied areas (Oil & Gas, Mining, …) - DIUX - Purchasing arm of the military through the SOCOM (Special Operations Command) known as Acquisition,Transport and Logistics unit; - Head of US 5th Special Forces Group. - Warehouse and Assembly facility; - UAS/Drones - Telecommunication Engineer; - Electrical/Mechanical Engineer. BroadCom: Mission Model Canvas - Purchase of off the shelf equipment; - Assembly of equipment; - B2Gov. distribution; - Maintenance and Repair of equipment - US 5th Special Forces Group; Drone Operator - Telecommunication suppliers; L3, Cobham, AvL, Ericsson, Nokia - Drone manufacturers AAI (RQ-7), Zenith Aerospace (Solar) CyPhy (Tethered Drone) - Provide internet to local citizens so that 5th SFG can collect useful intelligence - Local citizens post valuable information (for 5th SFG) on provided Internet - Leasing of equipment - Maintenance services - Off the shelf elements - Assembly - B2Gov. Distribution and transport costs to destination. - Total = 70k Beneficiaries Mission AchievementMission Budget/Costs Buy-In/Support Deployment Value Proposition Key Activities Deploy an IP based broadband communication infrastructure which is (i) Compatible with smartphones on the ground (2G, 3G, 4G, LTE); (ii) Durable; (iii) Mobile; (iv) Discrete from obvious visual detection; (v) Highly customizable in terms of area coverage (vi) Target. Download 5MB/s. Upload 1MB/s. (Whatsapp, Twitter, Facebook) (vii) Operated min. 30km range; (iix) Target urban areas with 1 to 3 story buildings and at least 1 city block; (ix) Min. concurrent connections of 40 users Key Resources Key Partners - Direct sales channel where confidentiality is ensured, and select clients are chosen; - Large conference gatherings; - In the field, UAV should fit in the back of a humvee; - Can take off over short distances
  35. Create sense of urgency from the start! Lesson learnt: Response time is slow Week 1 Broadcom 2 3 4 5 6 7 8 Expectation 5th SFG actual response SOCOM actual response
  36. Lesson learnt: How to talk to Special Forces - SOCOM is trained keep information rather than share information; - Quote: “I told all that my JAG could tell me I could say” - Required creative approach: - Do homework before interviews as much as possible to target questions as much as possible; - When talking use analogies; - Multiple touch points is essential; - Emails with images and open ended questions; - Use of intermediaries; - Use of former SOCOM officers; and - Talk to more senior ranking officers with more comfort to share information
  37. Lesson learnt: Model Canvas - The model canvas is a powerful tool for assessing product- market fit; - It is not a sequential tool to solving a problem but an iterative process whereby each new bit of information may disarrange the entire model canvas

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