Good work i-Corps team 221 on the great pivots and continuing diligent work to find a viable market for this technology.

1. 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.

2. Original Idea: Low Cost Gait and Frailty Assessment on
Smartphone Platforms
Day 1
Team 221 Lockhart Monitor

3. 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
MUCH OF THIS IS UNKNOWN wrt DATA
(TRIALS UNDERWAY FOR COMPARATIVE COSTS)
- Current cost = 3+ people ~ hour to safely complete
gait test
Your break-even point?
Day 1
My
First
Clueless
Business
Model
Canvas

4. Day 1
Day 2
Learning : Exploring the Customer segments
Frailty
Monitor
Probably
Drunk
Monitor
Team 221 Lockhart Monitor
Drunk
Monitor
Fall
Risk
Monitor

5. Fall
Monitor-­‐We
got
it
now
Cool
technology
but
“not
addressing
Customer
PAIN”

6. Fall
Monitor-­‐We
got
it
now
Cool
technology
but
“not
addressing
Customer
PAIN”

8. 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

9. 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

10. Our
Value
ProposiHons
AthleHc
Professionals
• Faster
• Less
expensive
than
exisHng
offerings
• Physiological
data
(cannot
be
faked
by
athletes)
• ObjecHve
data

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

12. 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

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

14. Market
Size

15. 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

16. Our
Decision

17. 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