business model, business model canvas, mission model, mission model canvas, customer development, hacking for defense, H4D, lean launchpad, lean startup, stanford, startup, steve blank, pete newell, bmnt, entrepreneurship, I-Corps, pilot training, USAF

1. Learn 2 Win
Total Interviews: 107
Andrew Powell
MBA/MA, Product +
Education Expert
Phil Stiefel
JD/MBA, USAF Engagement
Sasha Seymore
JD/MBA, Product
Sam Lisbonne
MS, Technical + Acquisitions
Sponsor Problem Statement:
“Combat Air Force (CAF) instructors need
improved and expedited training procedures
in order to reduce phase duration and
information loss of trained student
personnel.”
Final Problem Statement:
“The USAF lacks modern learning
tools to deliver academic content
on-demand to students and pilots,
leading to degraded skills within
operational squadrons.”

2. USAF Pilot Training
Undergraduate Pilot Training (UPT)
Progression: Never flown before to
capable of solo flight in turboprop
trainer
Aircraft: Beachcraft T-6 II
Innovator(s): Pilot Training - Next
(PTN)

3. USAF Pilot Training
Undergraduate Pilot Training (UPT)
Progression: Never flown before to
capable of solo flight in turboprop
trainer
Aircraft: Beachcraft T-6 II
Innovator(s): Pilot Training - Next
(PTN)
Formal Training Units (FTUs)
Progression: Newly minted pilot to
capable of solo flight in specific
airframe
Aircraft: all fighter, bomber, heavy,
and tanker aircraft
Innovator(s): N-Ski, limited efforts at
Tinker/Luke/Shaw AFBs

4. USAF Pilot Training
Formal Training Units (FTUs)
Progression: Newly minted pilot to
capable of solo flight in specific
airframe
Aircraft: all fighter, bomber, heavy,
and tanker aircraft
Innovator(s): N-Ski, limited efforts at
Tinker/Luke/Shaw AFBs
Operational Squadrons
Progression: Maintenance of
proficiency and preparation for
Combat Mission Ready (CMR) status
Aircraft: specialized aircraft
Innovator(s): ?
Undergraduate Pilot Training (UPT)
Progression: Never flown before to
capable of solo flight in turboprop
trainer
Aircraft: Beachcraft T-6 II
Innovator(s): Pilot Training - Next
(PTN)

5. Where we started...
Undergraduate Pilot Training (UPT)
Progression: Never flown before to
capable of solo flight in turboprop
trainer
Aircraft: Beachcraft T-6 II
Innovator(s): Pilot Training - Next
(PTN)
Formal Training Units (FTUs)
Progression: Newly minted pilot to
capable of solo flight in specific
airframe
Aircraft: all fighter, bomber, heavy,
and tanker aircraft
Innovator(s): N-Ski, limited efforts at
Tinker/Luke/Shaw AFBs
Operational Squadrons
Progression: Maintenance of
proficiency and preparation for
Combat Mission Ready (CMR) status
Aircraft: specialized aircraft
Innovator(s): ?

6. Where we started...
UPT
FTU
Operational
Squadron

7. Where we started...
UPT
FTU
Operational
Squadron

8. No. 1: Pilot training is antiquated.

9. Pilot training needs to change for pilots.

10. Pilot training needs to change for instructors.

11. No. 2: Pilot training is complex.

12. It has a multifaceted structure and deep external dependencies.
1. Information retention
2. Training flight scheduling
3. Cumbersome to track student performance
4. Logistical hindrances
5. Reliance on other AF squadrons
6. Pilot recruitment shortages and retention issues

13. It has a multifaceted structure and deep external dependencies.
1. Information retention
2. Training flight scheduling
3. Cumbersome to track student performance
4. Logistical hindrances
5. Reliance on other AF squadrons
6. Pilot recruitment shortages and retention issues

14. 1. Information retention
2. Training flight scheduling
3. Cumbersome to track student
performance
4. Logistical hindrances
5. Reliance on other AF squadrons
6. Pilot recruitment shortages and
retention issues
By week two, we elected to
focus on academics...

15. Then we got lost.

16. “Ambiguous causal links”
CONSEQUENCES
1. Training Mishaps
2. Long training times
3. Woeful pilot
retention
4. Degraded pilot
proficiency
= convergence of sponsor focus, core team competencies, and maximum impact
Academics Instructor Availability Aircraft Availability
Organizational
Constraints
❏ Death by
powerpoint
(passive
learning)
❏ Stovepiped
lessons with
poor retention
❏ Not
personalized or
adaptive
❏ Just in case, not
just in time
Trying to define
the problem...

17. The Journey
uncertain AR/VR tech solution
UPT
FTU
Operational
Squadron
Weeks 1-3

18. The Journey
We didn’t know how to
move forward, so we
looked at who else was
solving the issue...
uncertain AR/VR tech solution
UPT
FTU
Operational
Squadron
Weeks 1-3

19. This led us to pilot training innovators.
Pilot Training - Next (PTN)

20. Trip to Austin
After a visit to Texas, we generated three problem
statements around UPT and working with PTN.
1) Gamification strategies to improve engagement in
VR sims
2) Academic tooling to match the ease of accessibility
of VR sims
3) Lack of standardized data collection and analysis
tools for the PTN learning infrastructure

21. The Journey
uncertain AR/VR tech solution
assisting Pilot-Training NextUPT
FTU
Operational
Squadron
Weeks 1-3 Weeks 4-5

22. 1. The innovations of PTN revolve around persistent access
to educational tools
2. The largest impact on USAF training will be outside UPT
3. AR/VR tech adoption by FTUs requires changes to
academics as well as sims
Three Big Conclusions

23. Final Direction
Weeks 4-5
uncertain AR/VR tech solution
assisting Pilot-Training Next
Weeks 1-3
UPT
FTU
Operational
Squadron

24. Leaving the Building: Tinker and Beale
“You might be the smartest guy in the room. Heck, you might even be the
smartest guy on the floor. But the answers aren’t in the room or on this floor;
they’re outside the building.” - Steve Blank

25. Lead-up to Beale Visit #1
What is the current state of Continuation Training?
“There is no continuation training...CT isn’t getting done.”
Lt Col Noke: “If you can put continuation training into an
app… you’d make a lot of eyes moist with tears of joy.”

26. Beale Visit #1
What is the current state of Continuation Training?
“There is no continuation training...CT isn’t getting done.”
Lt Col Noke: “If you can put continuation training into an
app… you’d make a lot of eyes moist with tears of joy.”
Why not?
“Our CBTs and Powerpoints don’t port well into the Electronic Flight
Bag iPads, so nobody is actually using them.”
“With a library of 1000+ pg publications, nobody knows where to
begin.”

27. Beale Visit #1
What is the current state of Continuation Training?
“There is no continuation training...CT isn’t getting done.”
Lt Col Noke: “If you can put continuation training into an
app… you’d make a lot of eyes moist with tears of joy.”
Why not?
“Our CBTs and Powerpoints don’t port well into the Electronic Flight
Bag iPads, so nobody is actually using them.”
“With a library of 1000+ pg publications, nobody knows where to
begin.”
Bottom line:
The “here’s the material, stay on top of it” approach doesn’t
work.

28. MVP Refinement
Lt Col Noke and Lt Col Bubar’s initial vision:
- 3-5 minute micro-learning lessons
These would serve to teach elements of
the 1,000+ pg U-2 flight manual to new
and experienced pilots alike
- Get people to do training that matters that
otherwise would not have been done
U-2 “Dash 1” Publication

32. Beale Visit #2
Goal: Demo a U-2 Lesson on emergency procedures
Actions: traveled back to Beale, talked to TRSS
commander, EFB program admins

33. Accessible training is exciting.

34. Accessible training is exciting for pilots.

35. Accessible training is exciting for instructors.

36. Final Direction
Weeks 4-5
uncertain AR/VR tech solution
assisting Pilot-Training Next
Using Learn 2 Win for better
Initial Qual Training and
Continuation Training
Weeks 1-3 Weeks 6-10
UPT
FTU
Operational
Squadron

37. Tinker AFB Trip

39. Tinker Trip: Why Aren’t CBTs Used?
“I haven’t been in the CBT
room in a decade.”
-Senior officer at Tinker AFB

40. Tinker Trip: Current State
Computer Based
Trainings (CBTs) are
graded by hand and
placed in a physical
binder

41. Tinker Trip: Current State
What functionality is lost when CBTs are graded
on paper?
→ student knowledge gaps cannot be tracked
before they result in a mishap
→ wing commanders have no way to tell which
units are training
→ there is no way to tell which subjects are
being neglected
→ no way to structure information revisit rates

42. Tinker Trip: Bringing it Home
Our thesis for academics:
Greater Accessibility → Greater
Usage → Greater Learning

43. Two AvenuesAvenueAAvenueB
Existing L2W
development
team
Existing L2W
development
team
AFWERX
STTR, plus
NSIN grants
and/or other
SBIRs
Beale AFB
procurement
USAF course
development
contractors*
USAF course
development
contractors*
Beale AFB U-2
squadron
U-2, E-3, and
other training
and operation
squadrons,
USAF and USN
400+ high schools
30 colleges

44. Current Progress: Funding
In order to compete for the a Direct to Phase II SBIR
19.2 RAPID program, we are currently raising $375,000
of private pre-seed investment to match 1:4
government dollars.
$250,000 already committed from top investors like
Seeking additional $125,000 in commitments by July 1

45. To sample a Learn 2 Win lesson, download “L2W Sports” from the app store and login using:
Username: FOOTBALL@L2WSports.com
Password: learn2win

46. Appendix

47. Weeks 4-5
uncertain AR/VR tech solution
assisting Pilot-Training Next
using Learn 2 Win for better
Initial Qual Training and
Continuation Training
The Journey
Weeks 1-3 Weeks 6-10
UPT
FTU
Operational
Squadron

48. The Team
8Stanford degrees
13 years military
experience
1startup company
in progress
Supported by: Lt Col
Niewiarowski (sponsor), Jeff
Krueger (student advisor),
Robert Locke (industry
advisor), Col. Tim “Papa”
Murphy (military advisor)

49. Mission Model Canvas: Week 2

50. Mission Model Canvas: Week 5
KEY PARTNERS
- USAF sponsors
- Pilot Training Next initiative
- Air Education and Combat Command
- AFRL GRILL team
- U-2 and E-3 pilots and instructors
- Contractors delivering academic
portions of training
- Software team
building training information into the
app
- Admins writing the course syllabi for
USAF
KEY RESOURCES
VALUE PROPOSITIONS
- Strategic coordination to
maximize effectiveness of PTN
and GRILL rollout to the
benefit of Secondary
beneficiaries
- Reduce impact of training
gaps: keep knowledge up to
speed while pilots experience
gaps in flight training pipeline
and while assigned to non-
flight duty tours (Pentagon,
COCOM staff, etc.)
- Increase information retention
by trainees: bringing better
performance and use of
resources
- Reduce training man-hours:
freeing time, energy, and funds
for other programs such as
maintenance and new system
development
KEY ACTIVITIES
- Building useful lessons using
state of the art learning
methodologies
- Assessing effectiveness of
PTN/GRILL innovations
- Offer data-driven guidance on roll
out of new curriculum across the
Force
- App Design Tailored to Customer
- IT Security Approvals
- Generating and securing syllabus
writer and contractor approval
- Security Clearances and CAC
cards held by most team members
- Existing partnership with external app
developer
- Subject matter expertise in educational
effectiveness evaluations and experience
scaling innovations across distributed
learning systems
MISSION ACHIEVEMENT/IMPACT FACTORS
- Deploy a solution to PTN and/or AETC
- Measure effectiveness of PTN and GRILL efforts
- Provide a framework and metrics to improve curricula and disseminate best practices
- Improve speed of training to address pilot shortage issues
- Reduce flight mishaps via improved learning outcomes
- Increase confidence of new pilots and their instructors
Mission/Problem Description:
Improving U-2 and E-3 Pilot Training
Designed by: L2W-Mil Team Date: April 30 Version:2.0
DEPLOYMENT
- Pilot project with U-2 or E-3
squadron (ongoing GRILL effort
in the E-3)
- Incorporate lessons learned;
expand to new aircraft
alongside existing efforts
BUY-IN & SUPPORT
- Pilot buy-in: need to avoid
perception of being yet another
CBT (computer-based tutorial)
- Metrics: to prove effectiveness
of adopted methodology
- PTN and GRILL buy-in and
support of AECC/Cont of Learning
MISSION BUDGET/COST
Fixed:
- Software design & engineering
- Helpdesk/support functions
Variable:
- Lesson building
- Travel to PTN (Austin TX), GRILL (Dayton OH), and Beale AFB (CA)
BENEFICIARIES
Primary
- PILOT TRAINING NEXT TEAM
- GRILL TEAM
- ACC
Secondary
- PILOTS: U-2 and E-3 pilots,
technicians, ABMs and staff.
- INSTRUCTORS: safer, more
effective aircrews make
instructor jobs easier and safer.

51. Mission Model Canvas: Week 9
KEY PARTNERS
- Air Education and Training
Command
-Beale AFB (U-2 Community)
- AFWERX Boston (STTR)
- Air Combat Command
- Formal Training Units
KEY RESOURCES
- Existing app to serve as MVP
- App developers to expand
app functionality
- USAF training materials
VALUE PROPOSITIONS
- Reduce impact of training
gaps: keep knowledge up to
speed while pilots experience
gaps in flight training pipeline
and while assigned to non-
flight duty tours (Pentagon,
COCOM staff, etc.)
- Increase information retention
by trainees: bringing better
performance and use of
resources
- Reduce training man-hours:
freeing time, energy, and
funds for other programs such
as maintenance and new
system development
- Prevent mishaps with
enhanced analytics
- Cross-train different crew
positions (E-3)
KEY ACTIVITIES
- Build optimal software
platform adapted to
FTU/squadron training needs
- Explore ways to get this on
SIPR
- Integrate into syllabus reform
efforts
MISSION ACHIEVEMENT/IMPACT FACTORS
- Deploy a solution to the FTUs
- Provide a framework and metrics to improve curricula and disseminate best
practices
- Reduce flight mishaps via improved learning outcomes
- Increase information retention in pilots for superior pilot performance
Mission/Problem Description:
Improving CT in USAF
Designed by: L2W-Mil Team Date: 28 May Version: 7.0
DEPLOYMENT
- Pilot project with U-2
squadron at Beale AFB
- Potential project with E-3
squadron at Tinker AFB
BUY-IN & SUPPORT
- Pilot buy-in: Existing
enthusiam for U-2 squadron,
visit to Tinker for E-3
- AFWERX: STTR may be
source of non-dilutive funding
MISSION BUDGET/COST
Fixed:
- Software design & engineering
- Helpdesk/support functions
Variable:
- Lesson building
- Travel to Beale AFB (CA)
BENEFICIARIES
- FTU students (first at Beale
AFB)
- FTU instructor pilots
- Squadron pilots
- Coursework developers
- Service Academies

52. Activities, Partners, Resources
Revamp L2W for Mil
Code new software app
PM & HQ
support
Integrate with existing
training systems
Testing & Evaluation
DeploymentTech
Procurement/
Contract Vehicles
Iterating
Funding
CONFIRMED
IN
PROGRESS
Beale AFB Tinker AFB
Sponsor/N-Ski
$150K $50K
Local
Angels
$150K
$500K-700K (Seed)
$25K 1.5M (Series A)
Phase I: $150K
Direct to Phase II: $750K
D2P2 RAPID: $1.5M (4:1 match)
$30K
$16K

53. Team Video: https://youtu.be/OlifTgQ1mtA