SlideShare uma empresa Scribd logo
1 de 26
Baixar para ler offline
Gunshot Wound
Kit Team 23, Cohort 5
Samantha (Brailey) Faris
James (Jimmy) Smiley
Frank (Frankie) Sommers
Interviews Since Last Class: 9
Interviews To Date: 87
Gunshot Wound Kit Columbia Univ 2020
What We Were and What We Are Now
Customers
Segments
MVP
Value
Propositions
Channels
? ? ?
Gunshot Wound Kit Columbia Univ 2020
Market Size and Market Type
TAM
$25.2 billion
● TAM - Total Available Market
○ ≈57 million students grades K-12 in the U.S.
○ Average cost to send child to school
≈$10,000
○ Average school medical budget ≈4.5%
● SAM - Serviceable Available Market
○ Geographical Restrictions for startup
○ Emergency medical funds vary
● SOM - Serviceable Obtainable Market
○ 1 kit per every classroom
○ Average classroom size ≈23
● Market Type: Resegmented Market
○ Entering an existing market and
(resegmenting it) expanding upon current
products to satisfy an unaddressed problem
by the incumbents.
SAM
$1.2 billion
SOM
$243 million
Gunshot
Wound
Kit
Medical
Startup
Ecosystem
Companies which cut into a potential buyer’s
budget (therefore decreasing the funds available
to purchase our product) are listed on the petal
diagram.
Bleed Stop
Kits
Petal Diagram
Gunshot Wound Kit Columbia Univ 2020
Gunshot Wound Kit Columbia Univ 2020
Buyers = Schools...but who are “Schools”
Public - Type A
● Budget Board Meetings
& Budget Vote
○ Annually
Private
OR
OR
● All budget decisions
made internally.
● Varies from school to
school.
Public - Type B
● Personal discretion over
budget allocation
Principal
Board of Education District Superintendent
School Nurse
District Head of Nurses
School Nurse
School Nurse
Principal
Head of Security
Payment Flow
Student Tuition
/ Taxpayer
Transportation
Facilities
Energy
Staff
Medical Services
Training
Food Services
Gunshot Wound Kit
Epi-Pen
AED
Emergency Services
Everyday Needs
Users: Low Influence
-Students, easy to reach
-Teachers, easy to reach
-Other Faculty at
schools, moderately
easy to reach
-Community Members,
easy to reach
Buyers: High Influence
-Headmasters, hard to
reach
-District Board Members,
hard to reach
-Head of Nurses, hard to
reach
-Head of Security, hard
to reach
Recommenders:
Moderate Influence
-Nurses, easy to reach
-Security, moderately
easy to reach
-Assistant Principals,
easy to reach
-Principals, hard to reach
Archetype
Gunshot Wound Kit Columbia Univ 2020
Minimum Viable Product: Feedback
Medical Professional
Feedback
● Handle
○ Easier to grasp handle
type
○ Larger end piece
● Syringe Release or Lower
Profile
○ “Syringe” detaches from
head cap
○ Prevents potential
knocking and dislodging
Civilian Feedback
● Add gloves to each kit
○ Avoid contact with
victim’s blood
● Utilize pictures / diagrams with
written instructions inside the
kit
○ Help “ease of use” factor
○ Don’t have to worry
about user being able to
read
■ Children, non-
native speakers,
etc.
Buyer Feedback
● Want to physically hold the
product
● Want a visual demo of how
product works
○ Video, talking
walkthrough, etc.
“I’d love to see it. Send me a video
and bring the device in [to my
office]. ”
- Nurse Ashley, East High School,
Waterloo, IA
…..So, What’s Next?
FDA approval process
Do research into what the process is and get
FDA advisor
Final Price Point?
Dependent on device manufacturing and
research costs
Final MVP Get out of the building and ask customers!
Gather information school to school, try to find
a pattern and understand sales cycle
Purchasing schemes in schools complicated
and variable, what’s the best method of entry
for targets?
What We Still Don’t Know How Do We Find Out?
THANK
YOU
Appendix
Type: Hypotheses Test Pass / Fail Result
“Get”
Strategy
When presented with the idea for
school’s to be fully prepared and
able to protect the students of their
school at open conferences, board
meetings, and town halls the
personnel in charge will be forced
into giving our product a look.
Interview schools, school
boards, and parents and ask
how much influence do open
meetings have on the
decisions made at the school
and if they are worth the time.
Pass: Parents say that many changes have
come out of town hall meetings
Fail: Parents say that town hall meetings are a
waste of time and just give the false impression
of the body having a voice
“Get”
Strategy
When an overwhelming amount of
large, well-known firearm safety
groups advocate for schools to
adopt this life saving technology,
the schools will invest into our kits.
Interview gun advocacy group
leaders and see whether or not
there is an interest in our
product and if they would be
willing to utilize their workers
and volunteers to advocate for
our product to be implemented
into schools.
Pass: Gun advocacy groups accept and like our
product AND these groups then start a
movement about spreading awareness and how
our product should be placed into schools.
Fail: Groups don’t see a need or like our
product OR don’t spend the resources on
advocating for our product
“Get”
Strategy
When the parents paying the taxes
or tuitions of their child’s school
demand for these kits to be
adopted into the school, the
schools will listen.
Interview parents and ask if
they would vouch for a product
like ours and determine the
level of influence they have on
school decisions. (Board?
Council? Votes?)
Pass: Parents accept and like our product and
see a need for it in schools, so much so, that
they bring it up to the school personnel.
Fail: Parents don’t feel the need for something
like this or that it is not important enough for
them to spend their time advocating for it
“Get”
Strategy
Schools will want the device once
presented with it.
Interview schools and ask if
they see a need and / or would
adjust their budget to purchase
a product like this (MVP).
Pass: Schools like the idea and the product and
say they would invest in this technology (give or
take a few adjustments)
Fail: Schools say “get out” and that they don’t
want to ever see us again
Revenue
Model
Revenue model matches the
diagram on the previous slide
Contact school treasury
department, principal, board of
education, or district
superintendents and ask about
the inner workings of the
school and who allocates funds
and how they are allocated.
Public vs. Private?
Pass: Revenue model distribution matches our
diagram
Fail: School budgets vary greatly from our
proposed revenue model and funds come from
different places
Channel
Schools are unlikely to change their
current safety methods and
procedures unless physically
presented with the new device /
method.
Interview the “buyer” and
“policy-makers” (school board /
treasuries) of medical devices
in school systems.
Pass: School personnel are receptive to the in
person pitches and ideas
Fail: School personnel are turned off / display
“waste of my time” behavior during the pitch /
idea. Would rather have seen an ad or received
a phone call / email.
Pass: Feedback from nurses and
security guards prefer the demonstration
tutorial and presentation of a visual
MVP.
Type: Hypotheses Test Pass / Fail Result
Value
Proposition
Schools may not be aware of a
need to be prepared in the event
of a shooting incident.
Specifically in the time after a
shooting, prior to medical
professionals arriving to the
scene.
Interview school
personnel in charge of
making safety
decisions (school
board, security).
Pass: Personnel are not aware / do not believe
there is a need for proper medical equipment and
training.
Fail: Personnel were aware / do see a need to
invest in gunshot wound equipment.
Fail: Majority of personnel contacted at
schools around the country either had
awareness or previous discussions of a
possible school shooting situation. About half
of these schools had actually implemented a
“stop the bleed” training course or kit.
Value
Proposition
Individuals that are prepared with
sock tourniquets (personal kits)
think that there should be easier
to use options for the average
bystander.
Interview / read
reviews / online forum
discuss with the target
demographic of
individuals who wear
personal bleed kits.
Pass: People believe there should be a public, easy
to use, option for the common individual to properly
assist in the event of a shooting.
Fail: People believe the current personal carry
options are adequate enough and people should
just use those.
Customer
Segment
The common / non-medically
trained person does not know
how to prevent exsanguination
resulting from a gunshot wound.
Interview random
students at schools.
Pass: People have not had online or in-class
training on how to stop a bleed
Fail: People have had online or in-class training on
how to stop a bleed.
Pass: 29/30 people have not had online or
in-class training on how to stop a bleed.
Customer
Segment
The common/non-medically
trained person would be willing to
step in and help someone
wounded by a gunshot if there
was a device (with instructions)
available.
Interview random
students at schools..
Pass: People say they would be willing to step in
Fail: People say they would be uncomfortable,
unwilling, or unable to assume the burden of
attempting to help someone wounded by a gunshot.
Pass: 21/30 people said they would likely be
willing to step in and attempt to stop a
person from bleeding out.
Customer
Segment
The common / non-medically
trained person does not know
how to PROPERLY apply direct
pressure or tourniquet to a
gunshot wound.
Interview EMT’s,
firefighters, and police
officers.
Pass: Medical professionals demonstrate
experiences of civilians failing to properly treat
gunshot wounds prior to arrival.
Fail: Medical professionals demonstrate
experiences of civilians properly treating gunshot
wounds prior to arrival.
Pass: 7/9 EMT’s interviewed had a story of a
bystander failing to properly treat a wound or
getting in the way / making a situation worse
prior to and upon arrival of the medical
professionals onsite.
Revenue
Model
Schools are willing to spend
money in order to facilitate a
bystander’s ability to save a life
from a gunshot wound.
Interview the “buyer”
(school board /
treasuries) of medical
devices in school
systems.
Pass: There is a budget and in spending money to
obtain a means to help save a life in the event of a
gunshot wound while also saving money on
previous kits.
Fail: There is a lack of budget or willingness to
spend money on a gunshot wound kit.
Pass: Many schools interviewed have
already invested in a similar product and
would be willing to entertain a product that
facilitates the user experience and
decreases required training time and
investment.
Channel
Schools are unlikely to change
their current safety methods and
procedures unless physically
presented with the new device /
method.
Interview the “buyer”
and “policy-makers”
(school board /
treasuries) of medical
devices in school
systems.
Pass: School personnel are receptive to the in
person pitches and ideas
Fail: School personnel are turned off / display
“waste of my time” behavior during the pitch / idea.
Would rather have seen an ad or received a phone
call / email.
Pass: Feedback from nurses and security
guards prefer the demonstration tutorial and
presentation of a visual MVP.
Day 2 Original
Slides
Market Size and Market Type (Original)
TAM
$50 million
● TAM - Total Available Market
○ Every school in America (Private, Public, Charter,
Boarding, etc.)
● SAM - Served Available Market
○ Not every school could afford to purchase units
based on current medical budgets
● SOM - Serviceable Obtainable Market (Target Market)
○ Some schools already have “stop the bleed” kits
and would not transition
● Market Type: Resegmented Market
○ Entering an existing market and (resegmenting it)
expanding upon current products to satisfy an
unaddressed need by the incumbents.
SAM
$40 million
SOM
$35 million
Petal Diagram
Gunshot
Wound
Kit
Medical
Startup
Ecosystem
Bleed Stop
Kits
● Any company which cuts into a potential buyer’s
budget (therefore decreasing the funds available
to purchase our product) is listed on the petal
diagram.
● The companies in the petal diagram make up the
TAM on the previous slides.
Day 3 Original
Slides
Customer Segments
● Buyers
○ School:
■ Head of Nurses (per district)
■ Principals
■ Superintendents (Board of Education)
● Users
○ School:
■ Security Guards
■ School Nurses
■ Teachers
■ Students
● Influencers (Recommenders)
○ Gun violence / safety advocates (Tourniquet carriers)
○ Parents of children at school
○ School Nurses, Teachers
○ EMT / Fire Department / Police Officers
● Potential Saboteurs
○ School Nurses / Security Guards / Teachers
● Researchers
● FDA
Value Proposition Hypotheses
● The Problem & Our Solution
○ Schools are aware of a need to be prepared in the event of a shooting incident.
○ Specifically speaking, we are focusing on the time after a shooting but prior to
medical professionals arriving to the scene.
■ Solution is to introduce our Gunshot Wound Kit
Shooting Exsanguination
3-4 minutes
7-8 minutes
Medical Professional Arrival
Gunshot Wound Kit
Day 4 Original
Slides
Channels: Direct B2B
● Direct, face to face, interaction with “schools”
○ Who are “schools”?
■ Location / Regionally Dependent
● Board of Education
● Superintendent
● Principals
● Head of Nurses
● Interviews found that the school’s buyers and influencers would want a physical preview,
example, and tutorial prior to committing to purchasing the device
○ Impossible to do over the phone
○ Difficult to do via Skype, Email, or Online Advertisements
Get Strategy & Customer Relationships
Market (School)
Adoption
Conferences
Gun Safety
Advocacy
Groups
Key Opinion
Leaders Door to Door
● Conferences
○ Board meetings
○ Town Halls
● Gun Safety Advocate Groups
○ Present device
○ Reach larger stage (nationally)
● Key Opinion Leaders
○ Parents of children in school
○ Nurses
○ Teachers
● Door to Door
○ School to School
○ Pitch and sell with MVP

Mais conteúdo relacionado

Semelhante a Gunshot Wound Kit Columbia Univ 2020

Reality Test Should Be Used For School
Reality Test Should Be Used For SchoolReality Test Should Be Used For School
Reality Test Should Be Used For SchoolRoxy Roberts
 
Developing and Staying on YOUR Positive Message
Developing and Staying on YOUR Positive MessageDeveloping and Staying on YOUR Positive Message
Developing and Staying on YOUR Positive Messagecelinstitute
 
Impact report evergy x empowered 11082021
Impact report evergy x empowered 11082021Impact report evergy x empowered 11082021
Impact report evergy x empowered 11082021EricaDavis73
 
persuasive speech.pptx
persuasive speech.pptxpersuasive speech.pptx
persuasive speech.pptxamjadgulabro
 
ICFAI Marketing Management - Solved assignments and case study help
ICFAI Marketing Management - Solved assignments and case study helpICFAI Marketing Management - Solved assignments and case study help
ICFAI Marketing Management - Solved assignments and case study helpsmumbahelp
 
The Student Room The Secrets to Successfully Converting Students Report 2015
The Student Room The Secrets to Successfully Converting Students Report 2015The Student Room The Secrets to Successfully Converting Students Report 2015
The Student Room The Secrets to Successfully Converting Students Report 2015The Student Room Group
 
Essay On Why Shoplifting Is Wrong. Online assignment writing service.
Essay On Why Shoplifting Is Wrong. Online assignment writing service.Essay On Why Shoplifting Is Wrong. Online assignment writing service.
Essay On Why Shoplifting Is Wrong. Online assignment writing service.Christine Muller
 
Impact Report Wondersauce 10.08.2021
Impact Report Wondersauce 10.08.2021Impact Report Wondersauce 10.08.2021
Impact Report Wondersauce 10.08.2021Sara Hill (Corvil)
 
Explain The Ways And Strategies Of Inappropriate Behaviour
Explain The Ways And Strategies Of Inappropriate BehaviourExplain The Ways And Strategies Of Inappropriate Behaviour
Explain The Ways And Strategies Of Inappropriate BehaviourPamela Wright
 
Policy 018-complaints-and-appeals-for-academic-matters
Policy 018-complaints-and-appeals-for-academic-mattersPolicy 018-complaints-and-appeals-for-academic-matters
Policy 018-complaints-and-appeals-for-academic-mattersCommunity Training Australia
 
College Essay Editing Service
College Essay Editing ServiceCollege Essay Editing Service
College Essay Editing ServiceLucie Nicolas
 
Policy 019-complaints-and-appeals-for-non-academic-matters
Policy 019-complaints-and-appeals-for-non-academic-mattersPolicy 019-complaints-and-appeals-for-non-academic-matters
Policy 019-complaints-and-appeals-for-non-academic-mattersCommunity Training Australia
 
Lead Union Rep Training 18-19 pt3
Lead Union Rep Training 18-19 pt3Lead Union Rep Training 18-19 pt3
Lead Union Rep Training 18-19 pt3su-training
 
Mc govern on startup hypotheses and testing
Mc govern on startup hypotheses and testingMc govern on startup hypotheses and testing
Mc govern on startup hypotheses and testingTom McGovern
 
March '15 College Campus Food Pantry Research Proposal
March '15 College Campus Food Pantry Research ProposalMarch '15 College Campus Food Pantry Research Proposal
March '15 College Campus Food Pantry Research ProposalDerek Field
 
Wk3 assignment ideate
Wk3 assignment   ideateWk3 assignment   ideate
Wk3 assignment ideateJulie Loh
 
Communication Strategy for Church & Dwight
Communication Strategy for Church & DwightCommunication Strategy for Church & Dwight
Communication Strategy for Church & DwightMO ZHU
 

Semelhante a Gunshot Wound Kit Columbia Univ 2020 (20)

Reality Test Should Be Used For School
Reality Test Should Be Used For SchoolReality Test Should Be Used For School
Reality Test Should Be Used For School
 
Writing your problem or needs statement
Writing your problem or needs statement Writing your problem or needs statement
Writing your problem or needs statement
 
Developing and Staying on YOUR Positive Message
Developing and Staying on YOUR Positive MessageDeveloping and Staying on YOUR Positive Message
Developing and Staying on YOUR Positive Message
 
Impact report evergy x empowered 11082021
Impact report evergy x empowered 11082021Impact report evergy x empowered 11082021
Impact report evergy x empowered 11082021
 
persuasive speech.pptx
persuasive speech.pptxpersuasive speech.pptx
persuasive speech.pptx
 
ICFAI Marketing Management - Solved assignments and case study help
ICFAI Marketing Management - Solved assignments and case study helpICFAI Marketing Management - Solved assignments and case study help
ICFAI Marketing Management - Solved assignments and case study help
 
Item SIS-Model
Item SIS-ModelItem SIS-Model
Item SIS-Model
 
The Student Room The Secrets to Successfully Converting Students Report 2015
The Student Room The Secrets to Successfully Converting Students Report 2015The Student Room The Secrets to Successfully Converting Students Report 2015
The Student Room The Secrets to Successfully Converting Students Report 2015
 
Essay On Why Shoplifting Is Wrong. Online assignment writing service.
Essay On Why Shoplifting Is Wrong. Online assignment writing service.Essay On Why Shoplifting Is Wrong. Online assignment writing service.
Essay On Why Shoplifting Is Wrong. Online assignment writing service.
 
Impact Report Wondersauce 10.08.2021
Impact Report Wondersauce 10.08.2021Impact Report Wondersauce 10.08.2021
Impact Report Wondersauce 10.08.2021
 
Explain The Ways And Strategies Of Inappropriate Behaviour
Explain The Ways And Strategies Of Inappropriate BehaviourExplain The Ways And Strategies Of Inappropriate Behaviour
Explain The Ways And Strategies Of Inappropriate Behaviour
 
Policy 018-complaints-and-appeals-for-academic-matters
Policy 018-complaints-and-appeals-for-academic-mattersPolicy 018-complaints-and-appeals-for-academic-matters
Policy 018-complaints-and-appeals-for-academic-matters
 
College Essay Editing Service
College Essay Editing ServiceCollege Essay Editing Service
College Essay Editing Service
 
Policy 019-complaints-and-appeals-for-non-academic-matters
Policy 019-complaints-and-appeals-for-non-academic-mattersPolicy 019-complaints-and-appeals-for-non-academic-matters
Policy 019-complaints-and-appeals-for-non-academic-matters
 
Lead Union Rep Training 18-19 pt3
Lead Union Rep Training 18-19 pt3Lead Union Rep Training 18-19 pt3
Lead Union Rep Training 18-19 pt3
 
Mc govern on startup hypotheses and testing
Mc govern on startup hypotheses and testingMc govern on startup hypotheses and testing
Mc govern on startup hypotheses and testing
 
March '15 College Campus Food Pantry Research Proposal
March '15 College Campus Food Pantry Research ProposalMarch '15 College Campus Food Pantry Research Proposal
March '15 College Campus Food Pantry Research Proposal
 
Wk3 assignment ideate
Wk3 assignment   ideateWk3 assignment   ideate
Wk3 assignment ideate
 
Communication Strategy for Church & Dwight
Communication Strategy for Church & DwightCommunication Strategy for Church & Dwight
Communication Strategy for Church & Dwight
 
Communication Strategy for Church & Dwight
Communication Strategy for Church & DwightCommunication Strategy for Church & Dwight
Communication Strategy for Church & Dwight
 

Mais de Stanford University

Team Networks - 2022 Technology, Innovation & Great Power Competition
Team Networks  - 2022 Technology, Innovation & Great Power CompetitionTeam Networks  - 2022 Technology, Innovation & Great Power Competition
Team Networks - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries  - 2022 Technology, Innovation & Great Power CompetitionTeam LiOn Batteries  - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Quantum - 2022 Technology, Innovation & Great Power Competition
Team Quantum  - 2022 Technology, Innovation & Great Power CompetitionTeam Quantum  - 2022 Technology, Innovation & Great Power Competition
Team Quantum - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
Team Disinformation  - 2022 Technology, Innovation & Great Power CompetitionTeam Disinformation  - 2022 Technology, Innovation & Great Power Competition
Team Disinformation - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Wargames - 2022 Technology, Innovation & Great Power Competition
Team Wargames  - 2022 Technology, Innovation & Great Power CompetitionTeam Wargames  - 2022 Technology, Innovation & Great Power Competition
Team Wargames - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
Team Acquistion  - 2022 Technology, Innovation & Great Power Competition Team Acquistion  - 2022 Technology, Innovation & Great Power Competition
Team Acquistion - 2022 Technology, Innovation & Great Power Competition Stanford University
 
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition Stanford University
 
Altuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons LearnedAltuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons LearnedStanford University
 
Invisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons LearnedInvisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons LearnedStanford University
 
ānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learnedānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons LearnedStanford University
 
Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef Stanford University
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Stanford University
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Stanford University
 
Team Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power CompetitionTeam Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power CompetitionTeam Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power CompetitionTeam Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power CompetitionTeam Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power CompetitionTeam Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...Stanford University
 
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - CyberLecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - CyberStanford University
 

Mais de Stanford University (20)

Team Networks - 2022 Technology, Innovation & Great Power Competition
Team Networks  - 2022 Technology, Innovation & Great Power CompetitionTeam Networks  - 2022 Technology, Innovation & Great Power Competition
Team Networks - 2022 Technology, Innovation & Great Power Competition
 
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries  - 2022 Technology, Innovation & Great Power CompetitionTeam LiOn Batteries  - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
 
Team Quantum - 2022 Technology, Innovation & Great Power Competition
Team Quantum  - 2022 Technology, Innovation & Great Power CompetitionTeam Quantum  - 2022 Technology, Innovation & Great Power Competition
Team Quantum - 2022 Technology, Innovation & Great Power Competition
 
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
Team Disinformation  - 2022 Technology, Innovation & Great Power CompetitionTeam Disinformation  - 2022 Technology, Innovation & Great Power Competition
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
 
Team Wargames - 2022 Technology, Innovation & Great Power Competition
Team Wargames  - 2022 Technology, Innovation & Great Power CompetitionTeam Wargames  - 2022 Technology, Innovation & Great Power Competition
Team Wargames - 2022 Technology, Innovation & Great Power Competition
 
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
Team Acquistion  - 2022 Technology, Innovation & Great Power Competition Team Acquistion  - 2022 Technology, Innovation & Great Power Competition
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
 
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
 
Altuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons LearnedAltuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons Learned
 
Invisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons LearnedInvisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons Learned
 
ānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learnedānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learned
 
Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
 
Team Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power CompetitionTeam Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power Competition
 
Team Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power CompetitionTeam Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power Competition
 
Team Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power CompetitionTeam Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power Competition
 
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power CompetitionTeam Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
 
Team Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power CompetitionTeam Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power Competition
 
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
 
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - CyberLecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
 

Último

EBUS5423 Data Analytics and Reporting Bl
EBUS5423 Data Analytics and Reporting BlEBUS5423 Data Analytics and Reporting Bl
EBUS5423 Data Analytics and Reporting BlDr. Bruce A. Johnson
 
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptxClinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptxraviapr7
 
Education and training program in the hospital APR.pptx
Education and training program in the hospital APR.pptxEducation and training program in the hospital APR.pptx
Education and training program in the hospital APR.pptxraviapr7
 
How to Add Existing Field in One2Many Tree View in Odoo 17
How to Add Existing Field in One2Many Tree View in Odoo 17How to Add Existing Field in One2Many Tree View in Odoo 17
How to Add Existing Field in One2Many Tree View in Odoo 17Celine George
 
DUST OF SNOW_BY ROBERT FROST_EDITED BY_ TANMOY MISHRA
DUST OF SNOW_BY ROBERT FROST_EDITED BY_ TANMOY MISHRADUST OF SNOW_BY ROBERT FROST_EDITED BY_ TANMOY MISHRA
DUST OF SNOW_BY ROBERT FROST_EDITED BY_ TANMOY MISHRATanmoy Mishra
 
Drug Information Services- DIC and Sources.
Drug Information Services- DIC and Sources.Drug Information Services- DIC and Sources.
Drug Information Services- DIC and Sources.raviapr7
 
AUDIENCE THEORY -- FANDOM -- JENKINS.pptx
AUDIENCE THEORY -- FANDOM -- JENKINS.pptxAUDIENCE THEORY -- FANDOM -- JENKINS.pptx
AUDIENCE THEORY -- FANDOM -- JENKINS.pptxiammrhaywood
 
The basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptxThe basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptxheathfieldcps1
 
How to Solve Singleton Error in the Odoo 17
How to Solve Singleton Error in the  Odoo 17How to Solve Singleton Error in the  Odoo 17
How to Solve Singleton Error in the Odoo 17Celine George
 
3.21.24 The Origins of Black Power.pptx
3.21.24  The Origins of Black Power.pptx3.21.24  The Origins of Black Power.pptx
3.21.24 The Origins of Black Power.pptxmary850239
 
KARNAADA.pptx made by - saransh dwivedi ( SD ) - SHALAKYA TANTRA - ENT - 4...
KARNAADA.pptx  made by -  saransh dwivedi ( SD ) -  SHALAKYA TANTRA - ENT - 4...KARNAADA.pptx  made by -  saransh dwivedi ( SD ) -  SHALAKYA TANTRA - ENT - 4...
KARNAADA.pptx made by - saransh dwivedi ( SD ) - SHALAKYA TANTRA - ENT - 4...M56BOOKSTORE PRODUCT/SERVICE
 
Unveiling the Intricacies of Leishmania donovani: Structure, Life Cycle, Path...
Unveiling the Intricacies of Leishmania donovani: Structure, Life Cycle, Path...Unveiling the Intricacies of Leishmania donovani: Structure, Life Cycle, Path...
Unveiling the Intricacies of Leishmania donovani: Structure, Life Cycle, Path...Dr. Asif Anas
 
Diploma in Nursing Admission Test Question Solution 2023.pdf
Diploma in Nursing Admission Test Question Solution 2023.pdfDiploma in Nursing Admission Test Question Solution 2023.pdf
Diploma in Nursing Admission Test Question Solution 2023.pdfMohonDas
 
Prescribed medication order and communication skills.pptx
Prescribed medication order and communication skills.pptxPrescribed medication order and communication skills.pptx
Prescribed medication order and communication skills.pptxraviapr7
 
HED Office Sohayok Exam Question Solution 2023.pdf
HED Office Sohayok Exam Question Solution 2023.pdfHED Office Sohayok Exam Question Solution 2023.pdf
HED Office Sohayok Exam Question Solution 2023.pdfMohonDas
 
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdfP4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdfYu Kanazawa / Osaka University
 
5 charts on South Africa as a source country for international student recrui...
5 charts on South Africa as a source country for international student recrui...5 charts on South Africa as a source country for international student recrui...
5 charts on South Africa as a source country for international student recrui...CaraSkikne1
 
Patient Counselling. Definition of patient counseling; steps involved in pati...
Patient Counselling. Definition of patient counseling; steps involved in pati...Patient Counselling. Definition of patient counseling; steps involved in pati...
Patient Counselling. Definition of patient counseling; steps involved in pati...raviapr7
 
A gentle introduction to Artificial Intelligence
A gentle introduction to Artificial IntelligenceA gentle introduction to Artificial Intelligence
A gentle introduction to Artificial IntelligenceApostolos Syropoulos
 

Último (20)

EBUS5423 Data Analytics and Reporting Bl
EBUS5423 Data Analytics and Reporting BlEBUS5423 Data Analytics and Reporting Bl
EBUS5423 Data Analytics and Reporting Bl
 
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptxClinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptx
 
March 2024 Directors Meeting, Division of Student Affairs and Academic Support
March 2024 Directors Meeting, Division of Student Affairs and Academic SupportMarch 2024 Directors Meeting, Division of Student Affairs and Academic Support
March 2024 Directors Meeting, Division of Student Affairs and Academic Support
 
Education and training program in the hospital APR.pptx
Education and training program in the hospital APR.pptxEducation and training program in the hospital APR.pptx
Education and training program in the hospital APR.pptx
 
How to Add Existing Field in One2Many Tree View in Odoo 17
How to Add Existing Field in One2Many Tree View in Odoo 17How to Add Existing Field in One2Many Tree View in Odoo 17
How to Add Existing Field in One2Many Tree View in Odoo 17
 
DUST OF SNOW_BY ROBERT FROST_EDITED BY_ TANMOY MISHRA
DUST OF SNOW_BY ROBERT FROST_EDITED BY_ TANMOY MISHRADUST OF SNOW_BY ROBERT FROST_EDITED BY_ TANMOY MISHRA
DUST OF SNOW_BY ROBERT FROST_EDITED BY_ TANMOY MISHRA
 
Drug Information Services- DIC and Sources.
Drug Information Services- DIC and Sources.Drug Information Services- DIC and Sources.
Drug Information Services- DIC and Sources.
 
AUDIENCE THEORY -- FANDOM -- JENKINS.pptx
AUDIENCE THEORY -- FANDOM -- JENKINS.pptxAUDIENCE THEORY -- FANDOM -- JENKINS.pptx
AUDIENCE THEORY -- FANDOM -- JENKINS.pptx
 
The basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptxThe basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptx
 
How to Solve Singleton Error in the Odoo 17
How to Solve Singleton Error in the  Odoo 17How to Solve Singleton Error in the  Odoo 17
How to Solve Singleton Error in the Odoo 17
 
3.21.24 The Origins of Black Power.pptx
3.21.24  The Origins of Black Power.pptx3.21.24  The Origins of Black Power.pptx
3.21.24 The Origins of Black Power.pptx
 
KARNAADA.pptx made by - saransh dwivedi ( SD ) - SHALAKYA TANTRA - ENT - 4...
KARNAADA.pptx  made by -  saransh dwivedi ( SD ) -  SHALAKYA TANTRA - ENT - 4...KARNAADA.pptx  made by -  saransh dwivedi ( SD ) -  SHALAKYA TANTRA - ENT - 4...
KARNAADA.pptx made by - saransh dwivedi ( SD ) - SHALAKYA TANTRA - ENT - 4...
 
Unveiling the Intricacies of Leishmania donovani: Structure, Life Cycle, Path...
Unveiling the Intricacies of Leishmania donovani: Structure, Life Cycle, Path...Unveiling the Intricacies of Leishmania donovani: Structure, Life Cycle, Path...
Unveiling the Intricacies of Leishmania donovani: Structure, Life Cycle, Path...
 
Diploma in Nursing Admission Test Question Solution 2023.pdf
Diploma in Nursing Admission Test Question Solution 2023.pdfDiploma in Nursing Admission Test Question Solution 2023.pdf
Diploma in Nursing Admission Test Question Solution 2023.pdf
 
Prescribed medication order and communication skills.pptx
Prescribed medication order and communication skills.pptxPrescribed medication order and communication skills.pptx
Prescribed medication order and communication skills.pptx
 
HED Office Sohayok Exam Question Solution 2023.pdf
HED Office Sohayok Exam Question Solution 2023.pdfHED Office Sohayok Exam Question Solution 2023.pdf
HED Office Sohayok Exam Question Solution 2023.pdf
 
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdfP4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
 
5 charts on South Africa as a source country for international student recrui...
5 charts on South Africa as a source country for international student recrui...5 charts on South Africa as a source country for international student recrui...
5 charts on South Africa as a source country for international student recrui...
 
Patient Counselling. Definition of patient counseling; steps involved in pati...
Patient Counselling. Definition of patient counseling; steps involved in pati...Patient Counselling. Definition of patient counseling; steps involved in pati...
Patient Counselling. Definition of patient counseling; steps involved in pati...
 
A gentle introduction to Artificial Intelligence
A gentle introduction to Artificial IntelligenceA gentle introduction to Artificial Intelligence
A gentle introduction to Artificial Intelligence
 

Gunshot Wound Kit Columbia Univ 2020

  • 1. Gunshot Wound Kit Team 23, Cohort 5 Samantha (Brailey) Faris James (Jimmy) Smiley Frank (Frankie) Sommers Interviews Since Last Class: 9 Interviews To Date: 87
  • 3. What We Were and What We Are Now Customers Segments MVP Value Propositions Channels ? ? ?
  • 5. Market Size and Market Type TAM $25.2 billion ● TAM - Total Available Market ○ ≈57 million students grades K-12 in the U.S. ○ Average cost to send child to school ≈$10,000 ○ Average school medical budget ≈4.5% ● SAM - Serviceable Available Market ○ Geographical Restrictions for startup ○ Emergency medical funds vary ● SOM - Serviceable Obtainable Market ○ 1 kit per every classroom ○ Average classroom size ≈23 ● Market Type: Resegmented Market ○ Entering an existing market and (resegmenting it) expanding upon current products to satisfy an unaddressed problem by the incumbents. SAM $1.2 billion SOM $243 million
  • 6. Gunshot Wound Kit Medical Startup Ecosystem Companies which cut into a potential buyer’s budget (therefore decreasing the funds available to purchase our product) are listed on the petal diagram. Bleed Stop Kits Petal Diagram
  • 9. Buyers = Schools...but who are “Schools” Public - Type A ● Budget Board Meetings & Budget Vote ○ Annually Private OR OR ● All budget decisions made internally. ● Varies from school to school. Public - Type B ● Personal discretion over budget allocation Principal Board of Education District Superintendent School Nurse District Head of Nurses School Nurse School Nurse Principal Head of Security
  • 10. Payment Flow Student Tuition / Taxpayer Transportation Facilities Energy Staff Medical Services Training Food Services Gunshot Wound Kit Epi-Pen AED Emergency Services Everyday Needs Users: Low Influence -Students, easy to reach -Teachers, easy to reach -Other Faculty at schools, moderately easy to reach -Community Members, easy to reach Buyers: High Influence -Headmasters, hard to reach -District Board Members, hard to reach -Head of Nurses, hard to reach -Head of Security, hard to reach Recommenders: Moderate Influence -Nurses, easy to reach -Security, moderately easy to reach -Assistant Principals, easy to reach -Principals, hard to reach Archetype
  • 12. Minimum Viable Product: Feedback Medical Professional Feedback ● Handle ○ Easier to grasp handle type ○ Larger end piece ● Syringe Release or Lower Profile ○ “Syringe” detaches from head cap ○ Prevents potential knocking and dislodging Civilian Feedback ● Add gloves to each kit ○ Avoid contact with victim’s blood ● Utilize pictures / diagrams with written instructions inside the kit ○ Help “ease of use” factor ○ Don’t have to worry about user being able to read ■ Children, non- native speakers, etc. Buyer Feedback ● Want to physically hold the product ● Want a visual demo of how product works ○ Video, talking walkthrough, etc. “I’d love to see it. Send me a video and bring the device in [to my office]. ” - Nurse Ashley, East High School, Waterloo, IA
  • 13. …..So, What’s Next? FDA approval process Do research into what the process is and get FDA advisor Final Price Point? Dependent on device manufacturing and research costs Final MVP Get out of the building and ask customers! Gather information school to school, try to find a pattern and understand sales cycle Purchasing schemes in schools complicated and variable, what’s the best method of entry for targets? What We Still Don’t Know How Do We Find Out?
  • 16. Type: Hypotheses Test Pass / Fail Result “Get” Strategy When presented with the idea for school’s to be fully prepared and able to protect the students of their school at open conferences, board meetings, and town halls the personnel in charge will be forced into giving our product a look. Interview schools, school boards, and parents and ask how much influence do open meetings have on the decisions made at the school and if they are worth the time. Pass: Parents say that many changes have come out of town hall meetings Fail: Parents say that town hall meetings are a waste of time and just give the false impression of the body having a voice “Get” Strategy When an overwhelming amount of large, well-known firearm safety groups advocate for schools to adopt this life saving technology, the schools will invest into our kits. Interview gun advocacy group leaders and see whether or not there is an interest in our product and if they would be willing to utilize their workers and volunteers to advocate for our product to be implemented into schools. Pass: Gun advocacy groups accept and like our product AND these groups then start a movement about spreading awareness and how our product should be placed into schools. Fail: Groups don’t see a need or like our product OR don’t spend the resources on advocating for our product “Get” Strategy When the parents paying the taxes or tuitions of their child’s school demand for these kits to be adopted into the school, the schools will listen. Interview parents and ask if they would vouch for a product like ours and determine the level of influence they have on school decisions. (Board? Council? Votes?) Pass: Parents accept and like our product and see a need for it in schools, so much so, that they bring it up to the school personnel. Fail: Parents don’t feel the need for something like this or that it is not important enough for them to spend their time advocating for it “Get” Strategy Schools will want the device once presented with it. Interview schools and ask if they see a need and / or would adjust their budget to purchase a product like this (MVP). Pass: Schools like the idea and the product and say they would invest in this technology (give or take a few adjustments) Fail: Schools say “get out” and that they don’t want to ever see us again Revenue Model Revenue model matches the diagram on the previous slide Contact school treasury department, principal, board of education, or district superintendents and ask about the inner workings of the school and who allocates funds and how they are allocated. Public vs. Private? Pass: Revenue model distribution matches our diagram Fail: School budgets vary greatly from our proposed revenue model and funds come from different places Channel Schools are unlikely to change their current safety methods and procedures unless physically presented with the new device / method. Interview the “buyer” and “policy-makers” (school board / treasuries) of medical devices in school systems. Pass: School personnel are receptive to the in person pitches and ideas Fail: School personnel are turned off / display “waste of my time” behavior during the pitch / idea. Would rather have seen an ad or received a phone call / email. Pass: Feedback from nurses and security guards prefer the demonstration tutorial and presentation of a visual MVP.
  • 17. Type: Hypotheses Test Pass / Fail Result Value Proposition Schools may not be aware of a need to be prepared in the event of a shooting incident. Specifically in the time after a shooting, prior to medical professionals arriving to the scene. Interview school personnel in charge of making safety decisions (school board, security). Pass: Personnel are not aware / do not believe there is a need for proper medical equipment and training. Fail: Personnel were aware / do see a need to invest in gunshot wound equipment. Fail: Majority of personnel contacted at schools around the country either had awareness or previous discussions of a possible school shooting situation. About half of these schools had actually implemented a “stop the bleed” training course or kit. Value Proposition Individuals that are prepared with sock tourniquets (personal kits) think that there should be easier to use options for the average bystander. Interview / read reviews / online forum discuss with the target demographic of individuals who wear personal bleed kits. Pass: People believe there should be a public, easy to use, option for the common individual to properly assist in the event of a shooting. Fail: People believe the current personal carry options are adequate enough and people should just use those. Customer Segment The common / non-medically trained person does not know how to prevent exsanguination resulting from a gunshot wound. Interview random students at schools. Pass: People have not had online or in-class training on how to stop a bleed Fail: People have had online or in-class training on how to stop a bleed. Pass: 29/30 people have not had online or in-class training on how to stop a bleed. Customer Segment The common/non-medically trained person would be willing to step in and help someone wounded by a gunshot if there was a device (with instructions) available. Interview random students at schools.. Pass: People say they would be willing to step in Fail: People say they would be uncomfortable, unwilling, or unable to assume the burden of attempting to help someone wounded by a gunshot. Pass: 21/30 people said they would likely be willing to step in and attempt to stop a person from bleeding out. Customer Segment The common / non-medically trained person does not know how to PROPERLY apply direct pressure or tourniquet to a gunshot wound. Interview EMT’s, firefighters, and police officers. Pass: Medical professionals demonstrate experiences of civilians failing to properly treat gunshot wounds prior to arrival. Fail: Medical professionals demonstrate experiences of civilians properly treating gunshot wounds prior to arrival. Pass: 7/9 EMT’s interviewed had a story of a bystander failing to properly treat a wound or getting in the way / making a situation worse prior to and upon arrival of the medical professionals onsite. Revenue Model Schools are willing to spend money in order to facilitate a bystander’s ability to save a life from a gunshot wound. Interview the “buyer” (school board / treasuries) of medical devices in school systems. Pass: There is a budget and in spending money to obtain a means to help save a life in the event of a gunshot wound while also saving money on previous kits. Fail: There is a lack of budget or willingness to spend money on a gunshot wound kit. Pass: Many schools interviewed have already invested in a similar product and would be willing to entertain a product that facilitates the user experience and decreases required training time and investment. Channel Schools are unlikely to change their current safety methods and procedures unless physically presented with the new device / method. Interview the “buyer” and “policy-makers” (school board / treasuries) of medical devices in school systems. Pass: School personnel are receptive to the in person pitches and ideas Fail: School personnel are turned off / display “waste of my time” behavior during the pitch / idea. Would rather have seen an ad or received a phone call / email. Pass: Feedback from nurses and security guards prefer the demonstration tutorial and presentation of a visual MVP.
  • 19. Market Size and Market Type (Original) TAM $50 million ● TAM - Total Available Market ○ Every school in America (Private, Public, Charter, Boarding, etc.) ● SAM - Served Available Market ○ Not every school could afford to purchase units based on current medical budgets ● SOM - Serviceable Obtainable Market (Target Market) ○ Some schools already have “stop the bleed” kits and would not transition ● Market Type: Resegmented Market ○ Entering an existing market and (resegmenting it) expanding upon current products to satisfy an unaddressed need by the incumbents. SAM $40 million SOM $35 million
  • 20. Petal Diagram Gunshot Wound Kit Medical Startup Ecosystem Bleed Stop Kits ● Any company which cuts into a potential buyer’s budget (therefore decreasing the funds available to purchase our product) is listed on the petal diagram. ● The companies in the petal diagram make up the TAM on the previous slides.
  • 22. Customer Segments ● Buyers ○ School: ■ Head of Nurses (per district) ■ Principals ■ Superintendents (Board of Education) ● Users ○ School: ■ Security Guards ■ School Nurses ■ Teachers ■ Students ● Influencers (Recommenders) ○ Gun violence / safety advocates (Tourniquet carriers) ○ Parents of children at school ○ School Nurses, Teachers ○ EMT / Fire Department / Police Officers ● Potential Saboteurs ○ School Nurses / Security Guards / Teachers ● Researchers ● FDA
  • 23. Value Proposition Hypotheses ● The Problem & Our Solution ○ Schools are aware of a need to be prepared in the event of a shooting incident. ○ Specifically speaking, we are focusing on the time after a shooting but prior to medical professionals arriving to the scene. ■ Solution is to introduce our Gunshot Wound Kit Shooting Exsanguination 3-4 minutes 7-8 minutes Medical Professional Arrival Gunshot Wound Kit
  • 25. Channels: Direct B2B ● Direct, face to face, interaction with “schools” ○ Who are “schools”? ■ Location / Regionally Dependent ● Board of Education ● Superintendent ● Principals ● Head of Nurses ● Interviews found that the school’s buyers and influencers would want a physical preview, example, and tutorial prior to committing to purchasing the device ○ Impossible to do over the phone ○ Difficult to do via Skype, Email, or Online Advertisements
  • 26. Get Strategy & Customer Relationships Market (School) Adoption Conferences Gun Safety Advocacy Groups Key Opinion Leaders Door to Door ● Conferences ○ Board meetings ○ Town Halls ● Gun Safety Advocate Groups ○ Present device ○ Reach larger stage (nationally) ● Key Opinion Leaders ○ Parents of children in school ○ Nurses ○ Teachers ● Door to Door ○ School to School ○ Pitch and sell with MVP