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Fleetwise H4D 2021 Lessons Learned

business model, business model canvas, mission model, mission model canvas, customer development, hacking for defense, H4D, lean launchpad, lean startup, stanford, startup, steve blank, pete newell, bmnt, entrepreneurship, I-Corps, Security, NSIN, DPAS, Vehicle Fleet Readiness, Joe Felter, Air Force, DOD

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Fleetwise H4D 2021 Lessons Learned

  1. Jeff Jang MBA Jordi Vila MBA Jack Hochschild MS AA, PhD CEE Tommy Poa MS MS&E Dilan Nana BSc CS Interviews “Air Force Fleet Management and Analysis (FM&A) personnel need a way to quickly and easily ascertain the functionality of vehicles across their fleet in order to better prioritize resources and manage maintenance workflows.” “Low levels of vehicle fleet readiness negatively impact flight operations. Vehicle Management personnel need tools that automate fleet data insights and identify optimal maintenance priorities in order to improve Estimated Time in Commission (ETIC) accuracy and minimize Non-Mission Capable (NMC) rates.” Problem Sponsor 4th Logistics Readiness Squadron (LRS), Seymour-Johnson Air Force Base 11 4 Original Problem Statement: Final Problem Statement: Business Mentor: Eric Schrader Defense Mentor: Col. Denny Davies
  2. AIR FORCE VEHICLE FLEET MANAGEMENT HAS UNIQUE DEMANDS Seymour Johnson Air Force Base has 600+ ground vehicles supporting 17 units The Air Force utilizes thousands of vehicles for operations that all require unique maintenance demands. Objective: ensure that vehicles are running when they are needed
  3. BACKGROUND: INITIAL UNDERSTANDING OF SPONSOR’S PROBLEM Defense Property Accountability System (DPAS) Complex Manual Excel spreadsheets One-size-fits-all approach without robust data analysis Ad hoc solution by end user Unpopular (not user- friendly) “Digesting these spreadsheets is hell” - Vehicle Management Superintendent
  4. BACKGROUND: INITIAL UNDERSTANDING OF SPONSOR’S PROBLEM Defense Property Accountability System (DPAS) Complex Manual Excel spreadsheets One-size-fits-all approach without robust data analysis Ad hoc solution by end user Unpopular (not user- friendly) “Digesting these spreadsheets is hell” - Vehicle Management Superintendent
  5. BACKGROUND: INITIAL UNDERSTANDING OF SPONSOR’S PROBLEM Defense Property Accountability System (DPAS) Complex Manual Excel spreadsheets One-size-fits-all approach without robust data analysis Ad hoc solution by end user Unpopular (not user- friendly) “Digesting these spreadsheets is hell” - Vehicle Management Superintendent Hours and hours of manual work Requires “Excel Expert” Rife with inefficiencies Prone to human error
  6. 10 9 8 7 6 5 4 3 2 1 Weeks Build & Deploy Design MVP Define the problem + Discovery 114 Interviews 14 Survey Responses 89x Beneficiaries 7x Cybersecurity/ Deployment Experts 8x Commercial Fleet Managers 10x Procurement Experts 5x Former H4D Students 9x Enterprise Solutions Experts THREE PHASES TO OUR APPROACH
  7. DEFINING THE PROBLEM + DISCOVERY = EXTENSIVE CUSTOMER INTERVIEWS HYPOTHESES TO VALIDATE: ● Primary beneficiary: FM&A are beneficiaries most impacted by current problem ● Leadership visibility: LRS Command lacks a unified quick-reference dashboard to show vehicle fleet status ● Operator inefficiencies: Home-grown excel spreadsheets lack real-time, lack automation and prone to human error/requires significant user training 10 9 8 7 6 5 4 3 2 1 Weeks Define the problem + Discovery
  8. WE THOUGHT FM&A WERE OUR ONLY BENEFICIARIES… Logistics Readiness Squadron (LRS) Mechanic Shops Other Units on AF Base (Vehicle Control Officers) Fleet Management & Analysis (FM&A) Vehicle Management Flight
  9. BUT WE REALIZED MANY MORE STAKEHOLDERS WOULD BENEFIT Logistics Readiness Squadron (LRS) Mechanic Shops Other Units on AF Base (Vehicle Control Officers) Fleet Management & Analysis (FM&A) Vehicle Management Flight
  10. ✔ 4th Logistics Readiness Squadron (LRS) (our sponsors) to iterate on product market fit, especially during prototyping ✔ Other LRSs, VSCOS, VCOs to understand metrics and dashboards they care about ✔ Cybersecurity experts for base-wide deployment (Tesseract, Software Factories) ✔ Software Engineering ❏ Consolidate data into one centralized database ❏ Automate prioritization process ❏ Data visualization and analyses ✔ Design ❏ Easy-to-use customer facing tool ❏ Flexible customization and adaptability for new vehicles and other bases ❏ Secure access control ✔ Modular web platform: to upload, visualize and generate reports on fleet data ✔ Secure local hosting server: to keep fleet data secure ✔ Secondary computer to connect to DPAS (connect via hotspot) ✔ Security clearance & IT accreditation and approval: to gain access to DoD platforms ✔ Provide a centralized vehicle-status data repository that consolidates data from DPAS/Excel (1, 2, 3) ✔ Offer web-based visualization tools to assess and update status of the fleet (dashboards for data analytics and download summaries, and reports) (1, 2) ✔ Track the end-to-end maintenance process to minimize vehicle downtime (1, 2, 3, 4) ✔ Real-time feedback/status platform to report vehicle issues to central chain of command across bases(1, 2, 4) ✔ Predictive Scheduled Maintenance to estimate up to 90 days in advance when vehicles will need regular service, based on historical usage data (1,2,3,4) ✔ IT support to get authentication rights to real-time access vehicle fleet and vehicle readiness statuses ✔ 4th LRS sponsor support to fully understand current infrastructure and pain-points ✔ Buy-in from 4th LRS to deploy and receive timely feedback Customer Segmentation ✔ Primary: Fleet Management & Analysis (FM&A) ✔ Secondary: Vehicle Maintenance Flight HQ (Commander) ✔ Tertiary: Squadron HQs (Commander) ✔ And beyond: Maintenance Shops, VCOs, and end user customers (units on base) ✔ Initial product deployed Seymour Johnson AFB ✔ Scale to other bases with different protocols and requirements ✔ Stand-alone machine read spreadsheets from DPAS, implement Local Solution ✔ Platform development: software development costs and maintenance of technology offering ✔ Variable Cost: travel to Seymour Johnson Air Force Base, Travis AFB ✔ Timeline to deploy: tangible MVP by end of Week 6 in order to have sufficient time to iron out bugs, iterate new versions, and ensure CSAT ✔ Funding opportunities: SBIR, STTR and AFWERX ✔ Centralized Platform: consolidate all necessary data from current sources (excel, DPAS) ✔ Increase Efficiency: reduce the average Estimated Time in Completion (ETIC), which is the estimated date vehicle will be out of maintenance ✔ Automated Workflow: optimize work order management by automatically prioritize resources based on ETIC and mission-critical levels ✔ Increased Visibility: through automated dashboards, data analytics, summaries, and reports ✔ New Capabilities: Compare MELs across bases for quick vehicle deployment, predict maintenance schedule to allocate airmen work, standardization across bases Air Force vehicle maintenance tracking Team Fleetwise 04/23/21 4 WE REDEFINED OUR BENEFICIARIES ✔ Long Term plans WEEK 1 WEEK 4 Customer Segmentation ✔ Primary: Daily users at the Unit-level maintenance organizations (e.g. 4th LRS) ✔ Secondary: The Air Force and all its bases involving vehicles and maintenance ✔ Tertiary: Other branches of the military where maintenance of vehicles is relevant (i.e. army bases, navy bases etc.) b/c this platform is not confined to work only on ‘Air Force vehicles’ ✔ And beyond: Any organization wanting data analysis and access to the status and maintenance of their vehicles.
  11. MANAGING DIGITAL WORKFLOWS IS KEY What we learned so far: ● DPAS acts as a central database for fleet maintenance ● Many pain points exist due to lack of actionable insights from data ● FM&A and LRS Leadership desire platform that provides automated analytics from DPAS database What leadership shared: “DPAS stores the data, but doesn’t serve us to conduct our mission. That’s why everyone has these spreadsheets.” - LRS Commander
  12. DESIGN THE SOLUTION: MARKET ANALYSIS & MVP REQUIREMENTS HYPOTHESES TO VALIDATE: ● Adjacent efforts: There are no other ongoing efforts to solve the LRS pain points ● Automated Dashboard: We can replace manually-generated tracking spreadsheets with an automated dashboard 10 9 8 7 6 5 4 3 2 1 Weeks Design MVP
  13. IS ANYONE ALREADY TRYING TO DO THIS? DoD Contractors DPAS is a broad system; providing detailed analytics on maintenance is not priority
  14. IS ANYONE ALREADY TRYING TO DO THIS? DoD Contractors DPAS is a broad system; providing detailed analytics on maintenance is not priority Air Force Software Factories Solving for F-35 aircraft maintenance (not vehicles)
  15. IS ANYONE ALREADY TRYING TO DO THIS? + DoD Contractors DPAS is a broad system; providing detailed analytics on maintenance is not priority DoD Organizations Developing a custom app for vehicle inspections Air Force Software Factories Solving for F-35 aircraft maintenance (not vehicles)
  16. MVP: WE CAN IMPROVE UPON COMPLEX SPREADSHEETS Through interviews: ● Find out what metrics decision-makers care about ● Iterate design and get user feedback Metrics-focused MVP: ● ETIC (Estimated time in commission) ● NMC (Non-mission capable) rates
  17. ● Two types of maintenance: scheduled and unscheduled ● Current unscheduled maintenance almost 3x industry standard: PIVOT FROM DASHBOARD TO BUSINESS INTELLIGENCE TOOL
  18. “Predictive maintenance is the true game changer” - LRS Commander “Predictive maintenance would inform us on what types of items to buy so that they are already on shelves... looking ahead 60 days would be amazing.” - VM Flight Commander
  19. ✔ 4th Logistics Readiness Squadron (LRS) (our sponsors) to iterate on product market fit, especially during prototyping ✔ Other LRSs, VSCOS, VCOs to understand metrics and dashboards they care about ✔ Cybersecurity experts for base-wide deployment (Tesseract, Software Factories) ✔ Software Engineering ❏ Consolidate data into one centralized database ❏ Automate prioritization process ❏ Data visualization and analyses ✔ Design ❏ Easy-to-use customer facing tool ❏ Flexible customization and adaptability for new vehicles and other bases ❏ Secure access control ✔ Modular web platform: to upload, visualize and generate reports on fleet data ✔ Secure local hosting server: to keep fleet data secure ✔ Secondary computer to connect to DPAS (connect via hotspot) ✔ Security clearance & IT accreditation and approval: to gain access to DoD platforms ✔ Provide a centralized vehicle-status data repository that consolidates data from DPAS/Excel (1, 2, 3) ✔ Offer web-based visualization tools to assess and update status of the fleet (dashboards for data analytics and download summaries, and reports) (1, 2) ✔ Track the end-to-end maintenance process to minimize vehicle downtime (1, 2, 3, 4) ✔ Real-time feedback/status platform to report vehicle issues to central chain of command across bases(1, 2, 4) ✔ Predictive Scheduled Maintenance to estimate up to 90 days in advance when vehicles will need regular service, based on historical usage data (1,2,3,4) ✔ IT support to get authentication rights to real-time access vehicle fleet and vehicle readiness statuses ✔ 4th LRS sponsor support to fully understand current infrastructure and pain-points ✔ Buy-in from 4th LRS to deploy and receive timely feedback Customer Segmentation ✔ Primary: Fleet Management & Analysis (FM&A) ✔ Secondary: Vehicle Maintenance Flight HQ (Commander) ✔ Tertiary: Squadron HQs (Commander) ✔ And beyond: Maintenance Shops, VCOs, and end user customers (units on base) ✔ Platform development: software development costs and maintenance of technology offering ✔ Variable Cost: travel to Seymour Johnson Air Force Base, Travis AFB ✔ Timeline to deploy: tangible MVP by end of Week 6 in order to have sufficient time to iron out bugs, iterate new versions, and ensure CSAT ✔ Funding opportunities: SBIR, STTR and AFWERX ✔ Centralized Platform: consolidate all necessary data from current sources (excel, DPAS) ✔ Increase Efficiency: reduce the average Estimated Time in Completion (ETIC), which is the estimated date vehicle will be out of maintenance ✔ Automated Workflow: optimize work order management by automatically prioritize resources based on ETIC and mission-critical levels ✔ Increased Visibility: through automated dashboards, data analytics, summaries, and reports ✔ New Capabilities: Compare MELs across bases for quick vehicle deployment, predict maintenance schedule to allocate airmen work, standardization across bases Air Force vehicle maintenance tracking Team Fleetwise 04/23/21 4 PREVIOUSLY: NEBULOUS VALUE PROPS & MISSION ACHIEVEMENT ✔ Long Term plans ✔ Initial product deployed Seymour Johnson AFB ✔ Scale to other bases with different protocols and requirements ✔ Stand-alone machine read spreadsheets from DPAS, implement Local Solution
  20. ✔ 4th Logistics Readiness Squadron (LRS) (our sponsors) to iterate on product market fit, especially during prototyping ✔ Other LRSs, VSCOS, VCOs to understand metrics and dashboards they care about ✔ Cybersecurity experts for base-wide deployment (Tesseract, Software Factories) ✔ Software Engineering ❏ Consolidate data into one centralized database ❏ Automate prioritization process ❏ Data visualization and analyses ✔ Design ❏ Easy-to-use customer facing tool ❏ Flexible customization and adaptability for new vehicles and other bases ❏ Secure access control ✔ Modular web platform: to upload, visualize and generate reports on fleet data ✔ Secure local hosting server: to keep fleet data secure ✔ Secondary computer to connect to DPAS (connect via hotspot) ✔ Security clearance & IT accreditation and approval: to gain access to DoD platforms ✔ Increase Mission Capability Rates (MCR) for each vehicle category, ensuring that vehicle downtime doesn’t impact flying missions (1, 2, 3) ✔ Offer web-based visualization tools that consolidates data from DPAS to assess status of the fleet (dashboards, graphs, summaries, reports) (1, 2) ✔ Prioritize maintenance tasks to minimize vehicle downtime (1, 2, 3, 4) ✔ Predictive Scheduled Maintenance calendar to estimate when vehicles will need regular service or be below MEL, predicted inspection intervals and mileage (1, 2, 3) ✔ Real-time feedback/status platform to report issues (1, 2, 4) ✔ IT support to get authentication rights to real-time access vehicle fleet and vehicle readiness statuses ✔ 4th LRS sponsor support to fully understand current infrastructure and pain-points Customer Segmentation ✔ Primary: Fleet Management & Analysis (FM&A) ✔ Secondary: Vehicle Maintenance Flight HQ (Commander) ✔ Tertiary: Squadron HQs (Commander) ✔ And beyond: Maintenance Shops, VCOs, and end user customers (units on base) ✔ Platform development: software development costs and maintenance of technology offering ✔ Variable Cost: travel to Seymour Johnson Air Force Base, Travis AFB ✔ Timeline to deploy: tangible MVP by end of Week 6 in order to have sufficient time to iron out bugs, iterate new versions, and ensure CSAT ✔ Funding opportunities: SBIR, STTR, AFWERX and OTA ✔ Better functionality of data sources: consolidate all necessary data from current sources (excel, DPAS) to better assess and maintain MEL levels of different vehicle types and eliminate the need for various homegrown products ✔ Predictive than reactive scheduling: based on historical maintenance data, predict future maintenance schedule and optimize with ongoing operations ✔ Increased Visibility: through automated dashboards, data analytics, summaries, and reports ✔ Increase Efficiency: automate work order management by ETIC and mission-critical levels Air Force vehicle maintenance tracking Team Fleetwise 05/02/21 6 ITERATIVE DESIGN PROCESS ALLOWED US TO UNDERSTAND THESE ✔ Long Term plans ✔ Initial product deployed Seymour Johnson AFB ✔ Scale to other bases with different protocols and requirements ✔ Stand-alone machine read spreadsheets from DPAS, implement Local Solution
  21. OUR DEPLOYMENT APPROACH IS BOTTOM-UP FROM THE MAIN USER GOALS: ● Validate MVP features: deploy MVP features and predictive scheduling to end users (for LRS workflow) to validate MVP offering ● Validate secondary use case: identify additional industries that share LRS pain points ● Determine next steps: product and team feasibility 10 9 8 7 6 5 4 3 2 1 Weeks Build & Deploy
  22. DEPLOYED MVP TO 4TH LRS @ SEYMOUR JOHNSON AIR FORCE BASE “This is badass!” - FM&A section chief Shipped: Metrics-focused dashboard to bring ETIC & NMC rate visibility Features in development: ● MEL Status ● Manning Report ● Predictive Maintenance
  23. END USERS LOVED IT - AWESOME! “This sounds exactly like what we’ve been looking for. How can we help?” - LRS Commander “I wouldn’t have to worry about slides anymore” - VM Flight Commander "Our base has the 4th most-utilized fleet in the entire Air Force … so changes like this really matter. What can we do to implement this?" - VM Flight Commander “This wouldn’t be [just] another tool, but something that actually enables us to do our work.” - LRS Commander
  24. ADOPTION RISK: LACK OF BUY-IN FROM PURCHASING AUTHORITY Purchasing Authority Beneficiaries See the value of the tool We have a problem! And we know how to solve it. Need to understand the impact of the tool We can support you! But we don’t see a problem.
  25. MITIGATE ADOPTION RISK: DEMONSTRATE PRODUCT VALUE USING DATA Purchasing Authority Beneficiaries See the value of the tool Need to understand the impact of the tool Survey & collect user data to quantify impact of tool We have a problem! And we know how to solve it. We can support you! But we don’t see a problem.
  26. MITIGATE ADOPTION RISK: DEMONSTRATE PRODUCT VALUE USING DATA “This tool will assist every level of Vehicle Management to make better and more timely decisions. It will help us budget our time and resources in a more efficient way.” - FM&A Section Lead
  27. WE THINK THERE IS A COMMERCIAL MARKE Stanford University City of Austin City of San Francisco City of Dallas “A lot of analysis I do is pieced together by pulling data and working in tools like Excel and Access that people tend to look down on.” - Municipal Fleet Manager Consistent Pain Points across military & commercial use cases: ● Mandated to use enterprise-wide asset management system not designed for fleet management ● Platform doesn’t provide analytics insights ● Requires time-consuming manual analysis
  28. ATTRACTIVE OPPORTUNITIES IN THE FLEET MANAGEMENT MARKET $19.9 Billion $34 Billion ANNUAL GROWTH RATE 11.3% 2020 2025 ● Globally, fleet management market projected to reach $34.0B by 2025, for a compound annual growth rate (CAGR) of 11.3% ● Growth attributed in part due to rise in the adoption of cloud-based solutions ● Need for operational efficiency by fleet owners is also driving the fleet management market Source: https://www.marketsandmarkets.com/Market-Reports/fleet-management-systems-market-1020.html
  29. ✔ 4th Logistics Readiness Squadron (LRS) (our sponsors) to iterate on product market fit, especially during prototyping ✔ Other LRSs, VSCOS, VCOs to understand metrics and dashboards they care about ✔ Platform One for Air Force- wide deployment ✔ Tesseract for strategic partnership (accelerator) ✔ Software Engineering ❏ Consolidate data into one centralized database ❏ Automate prioritization process ❏ Data visualization and analyses ✔ Design ❏ Easy-to-use customer facing tool ❏ Flexible customization and adaptability for new vehicles and other bases ❏ Secure access control ✔ Modular web platform: to upload, visualize and generate reports on fleet data ✔ Secure local hosting server: to keep fleet data secure ✔ Secondary computer to connect to DPAS (connect via hotspot) ✔ Security clearance & IT accreditation and approval: to gain access to DoD platforms ✔ Offer web-based visualization tools that consolidates data from DPAS to assess status of the fleet (dashboards, graphs, summaries, reports) (1, 2) ✔ Increase Mission Capability Rates (MCR) for each vehicle category, ensuring that vehicle downtime doesn’t impact flying missions (1, 2, 3) ✔ Prioritize maintenance tasks to minimize vehicle downtime (1, 2, 3, 4) ✔ Predictive Scheduled Maintenance calendar to estimate when vehicles will need regular service or be below MEL, predicted inspection intervals and mileage (1, 2, 3) ✔ Supply Chain Integration to minimize parts ETA, cost, and sourcing time (1, 2, 3, 4) ✔ Real-time feedback/status platform to report issues (1, 2, 4) ✔ 4th LRS sponsor support to fully understand current infrastructure and pain-points ✔ IT support to get authentication rights to real-time access vehicle fleet and vehicle readiness statuses Customer Segmentation 1. Primary: Fleet Management & Analysis (FM&A) 1. Secondary: Vehicle Maintenance Flight HQ (Commander) 1. Tertiary: Squadron HQs (Commander) 1. And beyond: Maintenance Shops, VCOs, and end user customers (units on base) 1. Dual-Use: Oracle eAM users (Universities and Municipal Fleet Management) ✔ Platform development: software development costs and maintenance of technology offering ✔ Platform deployment: $35k -$150K to deploy AF-Wide with Platform One + maintenance costs ✔ Variable Cost: travel to Seymour Johnson Air Force Base, Travis AFB ✔ Timeline to deploy: tangible MVP by end of Week 6 in order to have sufficient time to iron out bugs, iterate new versions, and ensure CSAT ✔ Funding opportunities: SBIR, STTR, AFWERX, OTA, discretionary funding (spark cells), UFR ✔ Better functionality of data sources: consolidate all necessary data from current sources (excel, DPAS) to better assess and maintain MEL levels of different vehicle types and eliminate the need for various homegrown products ✔ Predictive than reactive scheduling: based on historical maintenance data, predict future maintenance schedule and optimize with ongoing operations ✔ Increased Visibility: through automated dashboards, data analytics, summaries, and reports ✔ Increase Efficiency: automate work order management by ETIC and mission-critical levels Air Force vehicle maintenance tracking Team Fleetwise 05/31/21 10 MISSION MODEL CANVAS - WEEK 10 (FINAL) ✔ Long Term plans ✔ Initial product deployed Seymour Johnson AFB ✔ Scale to other bases with different protocols and requirements ✔ Stand-alone machine read spreadsheets from DPAS, implement Local Solution
  30. ● Don’t jump to solutions ● Hustle for interviews ● Map out the entire workflow ● Be diplomatic in communication Great learning experience that we will use for the rest of our lives On repeat week after week TAKEAWAYS FROM H4D & LEAN LAUNCHPAD METHODOLOGY
  31. HELP US BUILD FLEETWISE
  32. MSgt McCarthy, 4th LRS - Problem sponsor Eric Shrader - Business mentor Col. Denny Davies - Defense mentor Nick Mirda - Team TA H4D teaching team ...and everyone interviewed SPECIAL THANK YOU TO ...

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