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Skywalk Engr245 2021 Lessons Learned
This document outlines the development process for a wearable gesture control device aimed at enhancing interactions in augmented and virtual reality environments. Key insights include identifying market needs in enterprise training and consumer applications, alongside potential partnerships with tech companies. The team emphasizes the importance of intuitive gesture control and outlines various revenue models while expressing initial successes in partnerships and contract negotiations.
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Skywalk Engr245 2021 Lessons Learned
- 1. Skywalk Building the bridgebetween virtual and reality Tyler Chen Cindy Huang Bingyi Wang David Harrison Jackie Yang Picker PhD, Bioengineering Hustler MBA, BS Chem Eng. Hacker PhD, Physics Hustler MBA & BA Econ Designer PhD, Comp Sci Advisor Mentor Kenneth Brinson Rafi Holtzman 117 total interviews Day One: Building a wearable gesture control device for real and virtual worlds Today: Building a future-proof gesture control solution for AR headsets + DoD
- 2. Gesture control todayleaves something to be desired... This document is confidential and intended solely for the client to whom it is addressed.
- 3. Where it allstarted A wearable gesture-based controller to interact with devices in real and virtual worlds Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 The Future This document is confidential and intended solely for the client to whom it is addressed.
- 4. We provide awearable gesture- based controller to interact with devices in the real and virtual worlds, with a powerful developer toolkit for any user to build intuitive interfaces for VR/AR gaming, home automation/connected devices, fitness tracking, and other spatial digital interactions. Value Prop “We have no idea who our customer is” Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 The Future This document is confidential and intended solely for the client to whom it is addressed. Our first attempt...
- 5. We thought wecould solve gesture for these five markets Skywalk AR/VR Gaming Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 The Future This document is confidential and intended solely for the client to whom it is addressed.
- 6. Week 1: Wefound our market! (...or so we thought) Key Takeaways AR Enterprise Training Rapidly growing, we unlock significant untapped training use cases. Might require building generic hardware and custom software. Consumer AR/VR Rapidly growing, network factor for dev + user base. Big competition for few users. Health/Fitness Tracking Athletes want sport-specific metric tracking. Entrenched players, little hardware differentiation (Wearable) Virtual Assistant Need to differentiate from voice, home use means all-day use Prosthetics + Accessibility No dominant player, current sensors are terrible, current hardware is underutilized. Untested on amputees Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 The Future “I sent this to my coworker and he’s excited to try to incorporate if you want field testing.” - Enterprise AR Dev @ Altoura This document is confidential and intended solely for the client to whom it is addressed. 24 Interviews
- 7. Week 1-2 Insight:Robust gesture control is the limiting factor for AR enterprise training Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 Surgeons We provide an all-in-one XR enterprise training solution, enabled by a wearable device that offers seamless control to improve skill acquisition. Value Proposition The Future Pilots This document is confidential and intended solely for the client to whom it is addressed. “30 years ago I taped cardboard to my hotel walls to simulate a cockpit. That’s still my best option today.” - Commercial pilot “The current approach is see one, do one, teach one with no standard for progression to the next step.” - Neurosurgeon
- 8. Week 2-3 Insight:The need for our solution may exist at both the application and platform level Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 But early signs show… AR platforms may be interested! The Future This document is confidential and intended solely for the client to whom it is addressed. According to 10 pilots + 7 surgeons AR training meets a major market need
- 9. Week 4 Insight:Gesture is a huge pain point for AR headset manufacturers Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 “We contracted gesture out to two different companies, and we've received so many complaints about it. We need a more robust solution...” - Gesture Dev Lead at AR Headset company Time to make an MVP! The Future This document is confidential and intended solely for the client to whom it is addressed.
- 10. Week 5: Ourinitial spec sheet MVP... Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 “If you can deliver this we will definitely plan to integrate it and go to market. When can we try it?” - CTO, AR headset company The Future This document is confidential and intended solely for the client to whom it is addressed.
- 11. 7. Key Partners 8. Cooperation 5.Key Activities 4. Customer Relationships 3. Channels 2. Customer Segments 9. Cost Structure 8. Revenue Streams 6. Key Resources This document is confidential and intended solely for the client to whom it is addressed. High-fidelity gesture input device for AR Value Proposition
- 12. Week 5 Insight:Without intuitive and combat-ready control, Hololens is a $22 Billion paperweight Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 “We can’t use Hololens hand tracking for the army - it gives us away to night vision. Your product solves that issue.” - Branch Chief, Soldier Sensors (Army) The Future This document is confidential and intended solely for the client to whom it is addressed.
- 13. 7. Key Partners 8. Cooperation 5.Key Activities 4. Customer Relationships 3. Channels 2. Customer Segments 9. Cost Structure 8. Revenue Streams 6. Key Resources 1. Value Proposition Headset manufacturers DoD (IVAS) High-fidelity gesture input device Marketing/Channels This document is confidential and intended solely for the client to whom it is addressed. Headset Manufacturers: Department of Defense: Customer Segments Marketing/Channels AR reference design integration! Key Partners
- 14. “This would bea really cool demo for our reference design, and after that it’s just about timelines… Let’s make it happen.” - C-Suite Exec at Qualcomm Week 6 Insight: We are a peripheral, and a highly-valued one Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 “Being a peripheral allows greater focus on details that the big guys who worry about the whole platform cannot have, i.e. better quality.” - C-Suite Exec at Logitech The Future This document is confidential and intended solely for the client to whom it is addressed.
- 15. Week 7: Weembraced our peripheral-ness and built a new MVP Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 “Our mission is to prevent ourselves from becoming an easy-ripoff peripheral." - Rafi Holtzman Key Question: Can we sell our product as more than just hardware? The Future This document is confidential and intended solely for the client to whom it is addressed.
- 16. Week 7: It’snice to be wanted. Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 “Unless they desperately need you, no one will pay you to build an integration with their platform." - Steve W. “If you meet our specs we’ll pay you a contract price to build an integration with our platform." - Marketing Coordinator, ThirdEyeGen The Future This document is confidential and intended solely for the client to whom it is addressed. :)
- 17. Week 7: Wereceived a contract!!! Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 Skywalk + The Future This document is confidential and intended solely for the client to whom it is addressed. Drafted a 1-year contract: Integration fee, bundled sales, revenue share
- 18. Week 7 Insight:Subscription models may provide us recurring revenue Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 Yes! We’re more than just hardware. Skywalk + “We could also go the device- as-a-service model and pay a subscription for gesture." - Head of Commercial AR, Lenovo The Future Bundled Sales & Software Subscription This document is confidential and intended solely for the client to whom it is addressed.
- 19. 7. Key Partners 8. Cooperation 5.Key Activities 4. Customer Relationships 3. Channels 2. Customer Segments 9. Cost Structure 8. Revenue Streams 6. Key Resources 1. Value Proposition Headset manufacturers DoD (IVAS) Today: Robust gesture input solution Tomorrow: Digital representation of hands for 3D spatial interaction Marketing/Channels ● Materials and device assembly ● Packaging and distribution ● Software/hardware design ● Platform integration and expansion ● Marketing/social media ● Legal, insurance frameworks ● Infrastructure costs Headset OEMs and AR platform providers ● Purchase of device ● Customized/contract solution development ● Subscription to full postural algorithms + UI ● SaaS revenue sharing agreement DoD ● Contracts This document is confidential and intended solely for the client to whom it is addressed. Revenue Streams Headset OEMs and AR platform providers: Bundled device sales Upfront integration + development contract Subscription to full postural algorithms + UI SaaS revenue sharing agreement Department of Defense: SBIRs Contract solutions
- 20. Week 7: Wewere naïve about manufacturing and IP Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 The Future This document is confidential and intended solely for the client to whom it is addressed. Manufacturing requires working with multiple firms, industrial design will be a bottleneck. Patents will be owned by us if the university decides to pass. We thought... However...
- 21. Week 7: Weidentified manufacturers who can take us from proof of concept to mass production Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 - Will support us in early stage design (DFA and DFM) - Can scale from 10 unit to 1000s per day - Validated COGS progression - $500/prototype, <$40 at scale Key Takeaways “We did this for Fitbit when they were early. We build in certifications and can scale with you to MM of units/mo.” - C-Suite Exec at Racer Technologies The Future This document is confidential and intended solely for the client to whom it is addressed.
- 22. Week 8: Welearned about university IP by trial and error! Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 Key Takeaways - OTL is willing to pursue our first nonprovisional patent! - OTL licensing negotiation for our combined patents - Pursue patent sublicensing in parallel domains (e.g. toys) The Future This document is confidential and intended solely for the client to whom it is addressed.
- 23. Weeks 8-9: Wehave received serious interest in joint marketing demos Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 “YES. We can collaborate on pitches to brands, have you at our booths. This will totally open up our SDK. Let me intro you to our partner at Coachella. - GTM Strategy Lead, Niantic The Future This document is confidential and intended solely for the client to whom it is addressed.
- 24. Week 9: High-fidelitygesture control will enable mass adoption of AR Sources: Accenture Grandview Research Fortune Business Insights Statista T4 Total Addressable Market Served Available Market Target Market Enterprise AR Market $18 Billion $9.9 Billion $3.5 Billion Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 The Future The hand is mightier than the mouse! This document is confidential and intended solely for the client to whom it is addressed.
- 25. 7. Key Partners 8. Cooperation 5.Key Activities 4. Customer Relationships 3. Channels 2. Customer Segments 9. Cost Structure 8. Revenue Streams 6. Key Resources 1. Value Proposition Headset manufacturers DoD (IVAS) ● Materials and device assembly ● Packaging and distribution ● Software/hardware design ● Digital platform development and expansion ● Marketing/social media ● Legal, insurance frameworks ● Infrastructure costs Manufacturers Marketing/Channels GET ● Viral, blogs,reviews, SEO ● Direct applications KEEP ● Co-development, customization, support GROW ● Forums, documentation ● Cross-sell, Unbundling ● File IP early and often ● Increase TRL ● API + SDK Integration ● Algorithm + ML development ● Device hardware engineering ● Interaction design ● Developers ● User-captured training data ● Hardware/Software ● Algorithms ● Direct partnerships (bundled/OEM sales) ● DoD requisitions Today: Robust gesture input solution Tomorrow: Digital representation of hands for 3D spatial interaction This document is confidential and intended solely for the client to whom it is addressed. Headset OEMs and AR platform providers ● Purchase of device ● Customized/contract solution development ● Subscription to full postural algorithms + UI ● SaaS revenue sharing agreement DoD ● Contracts
- 26.
- 27. We ARE continuingthis journey! Advisor Mentor Kenneth Brinson Rafi Holtzman Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 The Future Tyler Chen Picker PhD, Bioengineering Cindy Huang Hustler MBA, BS Chem Eng. Bingyi Wang Hacker PhD, Physics David Harrison Hustler MBA & BA Econ Jackie Yang Designer PhD, Comp Sci Reach out at: tyler.chen@stanford.edu $250k Pre- Seed Aug 2021 Validation at Stanford July 2021 This document is confidential and intended solely for the client to whom it is addressed.