agile, business model, defense innovation, customer development, h4d, hacking for defense, lean, lean launchpad, lean startup, stanford, steve blank

1. Session 1.5: Who Are The Beneficiaries?
Pete Newell, Tom Byers, Joe Felter, Steve Blank

2. Agenda
• Lecture: Beneficiaries

3. Customer Development in the DoD/IC:
Beneficiaries

4. Concept
Developer
- Write concepts and
conceptualizes the
capabilities required
to support them
- Focus is on 10-30
years out from
present
Masters the art of the
imaginable
The Major Players

5. Concept Developer
- Write concepts and
conceptualizes the
capabilities required
to support them
- Focus is on 10-30
years out from
present
Masters the art of the
imaginable
Capability
Manager
- Writes Requirements
that will achieve the
capabilities imagined
by the Concept
Developer
- Integrates
capabilities
(DOTMLPF)
- Focuses on 3-10
years out
Masters the art of what’s
possible
The Major Players

6. Concept Developer
- Write concepts and
conceptualizes the
capabilities required
to support them
- Focus is on 10-30
years out from
present
Masters the art of the
imaginable
Capability Manager
- Writes Requirements
that will achieve the
capabilities imagined
by the Concept
Developer
- Integrates
capabilities
(DOTMLPF)
- Focuses on 3-10
years out
Masters the art of what’s
possible
Program
Manager
- Buys things that
meet the capability
managers’
requirements
- Operates on a
Congressional
budget cycle: now to
3 years out
Masters the art of what’s
available
The Major Players

7. Concept Developer
- Write concepts and
conceptualizes the
capabilities required
to support them
- Focus is on 10-30
years out from
present
Masters the art of the
imaginable
Capability Manager
- Writes Requirements
that will achieve the
capabilities imagined
by the Concept
Developer
- Integrates
capabilities
(DOTMLPF)
- Focuses on 3-10
years out
Masters the art of what’s
possible
Program Manager
- Buys things that
meet the capability
managers’
requirements
- Operates on a
Congressional
budget cycle: now to
3 years out
Masters the art of what’s
available
User
- Focuses on the
moment
- Has problems they
can’t explain
- Gets no vote…except
when...
Achieves the impossible
with what is on hand
The Major Players

8. Concept Developer
- Write concepts and
conceptualizes the
capabilities required
to support them
- Focus is on 10-30
years out from
present
Masters the art of the
imaginable
Capability Manager
- Writes Requirements
that will achieve the
capabilities imagined
by the Concept
Developer
- Integrates
capabilities
(DOTMLPF)
- Focuses on 3-10
years out
Masters the art of what’s
possible
Program Manager
- Buys things that
meet the capability
managers’
requirements
- Operates on a
Congressional
budget cycle: now to
3 years out
Masters the art of what’s
available
User
- Focuses on the
moment
- Has problems they
can’t explain
- Gets no vote…except
when...
Achieves the impossible
with what is on hand
The Major Players

9. How this problem And this proposed solution
That’s agonizingly slow – so where are the islands of innovation?
Became this solution

10. The Advantages of Dual use Technologies

11. Questions to ask everyone you talk to
- What operating concept is this problem related to (why is this a problem) and who
authored the concept?
- If you can’t share the concept with me because it is classified or the distribution is
limited, can you explain a commercial concept that is similar?
- Who is/are the capability manager(s) that will eventually write a requirement for
the solution we might come up with?
- What engineering development centers, national labs etc. are doing research into
the technology associated with the gap this problem falls in?
- Who is/are the Acquisition Program Manager(s) who will eventually buy the
solution?
- Who will use a solution to this problem? If I can’t access them directly do you
know of anyone with a similar problem in the commercial world?
How do I find out more?