1. city climber
wall-climbing inspection robots
98
Contacts this week Contacts so far

2. team
• Professor of robotics at CUNY City College
• Inventor of City-Climber wall-climbing robots
• Co-founder and Senior Technical Advisor of InnovBot
• Recipient of NSF CAREER Award, 2007
Jizhong Xiao / PI
• NYC-based Academic Industrialist
• Served as Chief Scientific Officer of biotech start-up until 2010
• Academic basic science research faculty for over 25 years
• Responsible for CUNY Industry-University Research Collaborations
John Blaho / IM
• MA candidate in Computer Science, CUNY Brooklyn College
• Experience in education technology, policy analysis, politics, teaching
• Author of chapter in forthcoming book on for-profit education startups
• Does the „robot‟ celebration after every video game soccer goal
Mickey Muldoon / EL

3. the first canvas
KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER
PROPOSITION RELATIONSHIPS SEGMENTS
• Manufacturers • Continuous R&D • Cost/risk • Personal support • Property
• Large civil • Manufacturing reduction: for major management
engineering firms • Sales and window customers companies
• Military marketing cleaning, • Automated • Property owners
painting, or support for • Window cleaners
building exterior cheaper models • Military
inspection • Communities for • Construction and
• Performance: research and engineers
Reach difficult hobbyists • Academic
KEY RESOURCES spaces for CHANNELS research and
surveillance hobbyists
• Human: (e.g. tunnels, • Direct sales • Municipalities
engineers skyscrapers) • Government • Solar farms
• Intellectual: IP • Newness: for grant-writing • Dry docks
• Financial: R&D research and • Website • Oil rigs
money hobbyists
COST STRUCTURE REVENUE STREAMS
• Research and development • Unit or bulk sales
• Sales and marketing • Leasing units
• Manufacturing • Direct contracts for window washing or inspection
• Cost of raw parts • Military/police/naval contracts
• Installation revenue
• IP License/royalties

4. the canvas today
KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER
PROPOSITION RELATIONSHIPS SEGMENTS
• Manufacturers • Continuous R&D • Cost reduction: • Mix of free and • Architecture and
• Component • Manufacturing replaces paid support for engineering
suppliers • Sales and scaffolds or lessees and robot companies
• CUNY marketing human rope owners • Non-destructive
climbers • Subscription testing service
• Risk reduction model: access to providers
(Safety) 1/2/3/4 robots at
• Speed a time
improvement
KEY RESOURCES • Performance: CHANNELS
Reach difficult
• Human: spaces for • Direct sales
engineers surveillance • Potential
• Intellectual: IP • Rapid distrib./licensing
• Financial: R&D deployment partnership
money
COST STRUCTURE REVENUE STREAMS
• Research and development • Unit or bulk sales
• Sales and marketing • Direct contracts/subcontracts for inspection
• Manufacturing • Extended warrantees, support
• Cost of raw parts • Daily rentals
• Labor: inspection services
• Warehouse space and maintenance

5. building inspection: here‟s what we thought
sell/lease robots
Our Property
company owners
$$

6. building inspection: here‟s what we found
 Ecosystem of third-party architects,
engineers, and inspection companies
 Other industrial inspection robots use daily
rental models
 Offering services on top of products is far
more profitable and sustainable
 Customers have little desire to maintain and
service their own robots
 Customers more interested in daily rentals
than yearly leases, if technology is new

7. building inspection: here‟s what changed
Sales, Rentals Primary
Leases, Subcontracts contracts
Our Property
Inspectors owners
company
$$ $$
Local
inspection
Build pathway over time, codes
will be more lucrative

8. pricing: here‟s what we thought
 Technology is unique
and patented We can charge a premium:
 Saves over costly and
dangerous human
scaffold work
 Other industrial
$20-50k
“crawlers” sell for
upwards of $50k

9. pricing: here‟s what we found
• Customers explain that
human inspectors are far
more versatile and
capable
• Disruptive innovation,
could replace centuries-
old inspection techniques
• Survey: $10k is the most
any engineering company
would pay
Deep price savings must be a major part of value proposition

10. pricing: here‟s what we changed
 Focus on low-end
Minimal Viable
Product
$5k retail
$200/day
rental

11. customer discovery: here‟s what we thought
(robot)

12. customer discovery: here‟s what we found

13. Total market size Target
Façade Inspection
Services $1B
Maybe 1/40 of market
spending diverted to
Min. $40 million spent per year in robots
NYC for gov’t compliance, at least
25x worldwide
$25M
Do our own inspections
NDT equipment
Frost & Sullivan, 2011 $100M+
$1B Our robots could
maybe take 1/50 of
market
$20M
$100M+
NDT services Do our own inspections
Frost & Sullivan, 2011
$2.5B $200M+
(and
growing
at 5%)

14. use cases: industrial inspection
Stainless steel storage tanks are non-
Magnetic inspection crawlers already in
magnetic, so current inspection is labor-
widespread use for storage tank inspection,
heavy: workers holding devices on poles.
especially for ultrasonic thickness tests
Robots would be cheaper

15. use cases: industrial inspection

16. from an industrial inspection
company:
“We currently have some extremely promising commercial
opportunities … and I would like to introduce your climber
… There are at least three such opportunities I am working
on right now. They are rather urgent … They have
applications now. The only thing they lack is a small
Climber that can be demo'd. And you have that NOW …
Their revenues are in excess of $200M and they would
want your Climber ideally to fully commercialize it and
scale it up.”

17. use cases: building inspection
• Mandatory façade
inspection in NYC,
Chicago, Phila, Boston,
Pitt, St. Louis, Detroit,
Columbus, Milwaukee
• Real-time video feed
• Follow cracks beyond
reach of scaffold
• Corner buildings: check
street-facing façades
where scaffold drop not
mandatory
• Cheaper way to do
thorough inspection where
some problems found
• Impact echo analysis

18. customers: building inspection
Rental: $150/day + $2500/yr membership
x 3000 inspections/year nationwide
x 2 days/inspection
(90 customers)
= $1.2M annual revenue
Work on economics
Payment flows

19. earlyvangelist

20. how to get there?
revenue <$100k $500k $2M $10M +
Non-destructive testing
high-end
Channel Customer
serious industrial
partnership in the discovery/
contracts product
works demos
$$ SERVICES $$
line
basic
commercial-
grade model
Open small Lobbying:
Pilot test with Iterate Mainstream Expand
rental/sales update
earlyvangelists product usage in outside
warehouse building
NYC NYC
code
Building inspection
funding SBIR and/or seed SBIR Phase II and/or angel Series A Series B

21. why not surveillance?

22. what about other wall-
climbers?
City Climber is:
• Patented
• Cheaper
• Simpler
• More reliable
• Better with rough
surfaces
• Best weight-to-payload

23. From ASTM standard E2270 - 05: 12.1.5 Document conditions of the facade so that it may be
compared with past or future observations to establish a rate of
deterioration.
Need building photos
Code: The methods used to examine the building shall permit a complete inspection of same.
Except as herein required, the use of a scaffold or other observation platform is preferred, but
the QEWI may use other methods of inspection as he/she deems appropriate. A physical
examination from a scaffold or other observation platform (a “close-up inspection”) is required for
a representative sample of the exterior wall. The QEWI shall determine what constitutes a
representative sample. The representative sample shall include at least one physical
examination along a path from grade to top of an exterior wall on a street front using at least one
scaffold drop or other observation platform configuration, including all setbacks.

24. March 21
KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER
PROPOSITION RELATIONSHIPS SEGMENTS
• Manufacturers • Continuous R&D • Cost/risk • Personal support • Property
• Large civil • Manufacturing reduction: for major management
engineering firms • Sales and window customers companies
• Military marketing cleaning, • Automated • Property owners
painting, or support for • Window cleaners
building exterior cheaper models • Military
inspection • Communities for • Construction and
• Performance: research and engineers
Reach difficult hobbyists • Academic
KEY RESOURCES spaces for CHANNELS research and
surveillance hobbyists
• Human: (e.g. tunnels, • Direct sales • Municipalities
engineers skyscrapers) • Government • Solar farms
• Intellectual: IP • Newness: for grant-writing • Dry docks
• Financial: R&D research and • Website • Oil rigs
money hobbyists
COST STRUCTURE REVENUE STREAMS
• Research and development • Unit or bulk sales
• Sales and marketing • Leasing units
• Manufacturing • Direct contracts for window washing or inspection
• Cost of raw parts • Military/police/naval contracts
• Installation revenue
• IP License/royalties

25. March 22
KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER
PROPOSITION RELATIONSHIPS SEGMENTS
• Manufacturers • Continuous R&D • Cost reduction: • Personal support • Government
• Large civil • Manufacturing replaces for major infrastructure
engineering firms • Sales and scaffolds customers inspection , esp.
• Military marketing • Risk reduction • Automated Bridges, dams
(Safety) support for • Nuclear power
• Speed cheaper models plants
improvement • Communities for • Property
• Performance: research and owners/managers/
Reach difficult hobbyists Third party
KEY RESOURCES spaces for CHANNELS evaluators
surveillance • Dry docks
• Human: • Rapid • Direct sales • Military
engineers deployment • Website • Construction
• Intellectual: IP • Newness: for • Indirect : via • Solar farms
• Financial: R&D research and partners • Broadcasters
money hobbyists • Window cleaners
COST STRUCTURE REVENUE STREAMS
• Research and development • Unit or bulk sales
• Sales and marketing • Leasing units
• Manufacturing • Direct contracts for inspection
• Cost of raw parts • Installation revenue
• IP License/royalties
• Military/police/naval contracts

26. March 28
KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER
PROPOSITION RELATIONSHIPS SEGMENTS
• Manufacturers • Continuous R&D • Cost reduction: • Personal support • Building inspection
• NDT research • Manufacturing replaces for major and engineering
centers and labs • Sales and scaffolds customers companies
• Military marketing • Risk reduction • Automated • Non-destructive
• Large civil (Safety) support for testing service
engineering firms • Speed cheaper models providers
improvement • Government
• Performance: infrastructure
Reach difficult inspection , esp.
KEY RESOURCES spaces for CHANNELS Bridges, dams
surveillance • Website • Nuclear power
• Human: • Rapid • Indirect : via plants
engineers deployment partners
• Intellectual: IP • Indirect: NDT
• Financial: R&D equipment
money distributors
COST STRUCTURE REVENUE STREAMS
• Research and development • Unit or bulk sales
• Sales and marketing • Leasing units
• Manufacturing • Direct contracts for inspection
• Cost of raw parts • Installation revenue
• IP License/royalties

27. April 4
KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER
PROPOSITION RELATIONSHIPS SEGMENTS
• Manufacturers • Continuous R&D • Cost reduction: • Personal support • Building inspection
• NDT research • Manufacturing replaces for major and engineering
centers and labs • Sales and scaffolds customers companies
• Military marketing • Risk reduction • Automated • Non-destructive
(Safety) support for testing service
• Speed cheaper models providers
improvement
• Performance:
Reach difficult
KEY RESOURCES spaces for CHANNELS
• •
surveillance
• Direct sales
Human:
engineers
Rapid
deployment
• NDT equipment
distributors
• Intellectual: IP
• Indirect : via
• Financial: R&D
partners
money
• Website
COST STRUCTURE REVENUE STREAMS
• Research and development • Unit or bulk sales
• Sales and marketing • Leasing units
• Manufacturing • Direct contracts for inspection
• Cost of raw parts • Installation revenue
• IP License/royalties

28. April 11
KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER
PROPOSITION RELATIONSHIPS SEGMENTS
• Manufacturers • Continuous R&D • Cost reduction: • Personal support • Building inspection
• NDT research • Manufacturing replaces for major and engineering
centers and labs • Sales and scaffolds customers companies
• Military marketing • Risk reduction • Automated • Non-destructive
(Safety) support for testing service
• Speed cheaper models providers
improvement • Federal and State
• Performance: Departments of
Reach difficult Transportation
KEY RESOURCES spaces for CHANNELS
surveillance
• Human: • Rapid • Direct sales
engineers deployment • NDT equipment
• Intellectual: IP distributors
• Financial: R&D
money
COST STRUCTURE REVENUE STREAMS
• Research and development • Unit or bulk sales
• Sales and marketing • Leasing units
• Manufacturing • Direct contracts for inspection
• Cost of raw parts • IP License/royalties

29. April 18
KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER
PROPOSITION RELATIONSHIPS SEGMENTS
• Manufacturers • Continuous R&D • Cost reduction: • Personal support • Building inspection
• NDT research • Manufacturing replaces for major and engineering
centers and labs • Sales and scaffolds customers companies
• Military marketing • Risk reduction • Automated • Non-destructive
(Safety) support for testing service
• Speed cheaper models providers
improvement • Federal and State
• Performance: Departments of
Reach difficult Transportation
KEY RESOURCES spaces for CHANNELS
surveillance
• Human: • Rapid • Direct sales
engineers deployment • NDT equipment
• Intellectual: IP distributors
• Financial: R&D
money
COST STRUCTURE REVENUE STREAMS
• Research and development • Unit or bulk sales
• Sales and marketing • Leasing units
• Manufacturing • Direct contracts for inspection
• Cost of raw parts • IP License/royalties

30. April 25
KEY PARTNERS KEY ACTIVITIES VALUE CUSTOMER CUSTOMER
PROPOSITION RELATIONSHIPS SEGMENTS
• Manufacturers • Continuous R&D • Cost reduction: • Personal support • Building inspection
• NDT research • Manufacturing replaces for major and engineering
centers and labs • Sales and scaffolds customers companies
• Scaffolding equip. marketing • Risk reduction • Automated • Non-destructive
distributors (Safety) support for testing service
• Component • Speed cheaper models providers
•
suppliers improvement • Federal and State
Robotics • Performance: Departments of
companies Reach difficult Transportation
(licensing) spaces for
• Military
KEY RESOURCES
surveillance
CHANNELS
• Human: • Rapid • Direct sales
engineers deployment • Scaffolding equip.
• Intellectual: IP distributors
• Financial: R&D • NDT equipment
money distributors
COST STRUCTURE REVENUE STREAMS
• Research and development • Unit or bulk sales
• Sales and marketing • Leasing units
• Manufacturing • Direct contracts for inspection
• Cost of raw parts • IP License/royalties