1. MammOptics Ramin Miri – Pedro Hernandez – Emma Medjuck – Josef Miller Value Proposition

2. MammOpticsStrategy Test Value Proposition Find the Right Customer Radiation-free Non-invasive Earlier detection Researchers Doctors Patients Technicians

3. MammOpticsCustomer discovery Research hospitals Mainstream hospitals PatientsTechnicians Debra M. Ikeda, M.D. Director of Breast Imaging Department at Stanford Cancer Center “Optical Spectroscopy is one of the emerging techniques for breast cancer and your technology seems superior…” “We would be happy to collaborate with you once the prototype is ready and you begin clinical experiments” Purchased experimental IR-based breast imaging machine

4. MammOpticsCustomer discovery Research hospitals Mainstream hospitals PatientsTechnicians Sunita Pal, M.D. Clinical Assistant Professor Stanford Cancer Center Problems with current mammograms - Current technologies cannot detect all kinds of cancer - High rate of false positives - Controversy on effects of X-rays - Patients are afraid of pain and discomfort Ideal mammogram - High contrast - Detection of backgroung metabolism - High sensitivity and specificity

5. MammOpticsCustomer discovery Research hospitals Mainstream hospitals PatientsTechnicians IN PROGRESS Palo Alto Medical Foundation: - Enough funds - Not a research hospital UCSF General Hospital - Limited funds - Research oriented Santa Clara Hospital - Limited funds - Not a research hospital

6. MammOpticsCustomer discovery Research hospitals Mainstream hospitals PatientsTechnicians Interview 6 women who regularly perform mammography and 8 young women who have never performed mammography Selection bias: all educated, middle/upper class -Radiation free method is the main value women see in our device - Comfort and non-invasivness is a benefit but not very important to most women - Doctors are the major influence over what method of screening women choose

7. MammOpticsCustomer discovery Research hospitals Mainstream hospitals PatientsTechnicians Alicia – X-Ray mammography technician in the Stanford Cancer Center “X-Ray machines are perfect”

8. MammOpticsSummary Research hospitals Mainstream hospitals PatientsTechnicians EarlyvangelistsIn progress Rely on doctors opinion Comfortable with current techniques

9. MammOpticsSummary Research hospitals Mainstream hospitals PatientsTechnicians EarlyvangelistsIn progress Rely on doctors opinion Comfortable with current techniques Who purchases the device?