Reducing

Unnecessary

Surgeries

Increasing

PT Patient

Attendance112 Interviews

Aja Health

MS Data Science, MBA MBA, MA BS, MS Computer Science MS Electrical Engineering, MBA Founder Original3 Inc

Our end customer was insurers. We assumed that buy in from patients and physical therapists were means to that end

Adherence

=

Outcomes

25%

Surgery Reduction

Custom Hardware

Throughout Lean Launchpad we have made a number of pivots towards our final position

1 2 873 4 65 9

15 27 44 58 68 78 88 104 112

Athlete Pivot

Clinic Pivot

Text Message

MVP

Platform Pivot

Works Comp

Clinic

Text Messages

Interview Count

“Aja has left the building”

Channels• Insurers : Direct sales

Robert Pearl – CEO Permanente Group

Throughout Lean Launchpad we have made a number of pivots towards our final position

1 2 873 4 65 9

15 27 44 58 68 78 88 104 112

Clinic Pivot

Text Message

MVP

Platform Pivot

Works Comp

Clinic

Text Messages

Interview Count

Athlete Pivot

After limited interaction with insurance companies we pivoted to PT for athletes

Insurers

• Lack of statistical evidence

Athletes

• Regularly need PT and are

motivated

• Lie about recovery to re-enter play

faster

• Want quantitative measures of

progress

Dr. Joel Press – Medical Director of Rehab Institute of Chicago

Throughout Lean Launchpad we have made a number of pivots towards our final position

1 2 873 4 65 9

15 27 44 58 68 78 88 104 112

Clinic Pivot

Text Message

MVP

Platform Pivot

Works Comp

Clinic

Text Messages

Interview Count

Athlete Pivot

We found that PT clinics are very insterested in increasing adherce, something AJA health specializes in

Athletes

• Want progress data from at home

exercises

• Athletes meet with their trainers daily

Clinics

• Interested in differenating themselves

• Incentives aligned with patient outcomes

• Reponse rates were >75%

Throughout Lean Launchpad we have made a number of pivots towards our final position

1 2 873 4 65 9

15 27 44 58 68 78 88 104 112

Clinic Pivot

Platform Pivot

Works Comp

Clinic

Text Messages

Interview Count

Athlete Pivot

Text Message

MVP

Clinics owners showed immediate interest in

our text messaging solution

o Immediate Testing: Utilizing a text

message service and manual data roll ups

and manual message sending

o Foot in the door: The MVP provides us

with access to those at clinics who have

purchasing power

o Free for patients: A free MVP allows us to

test adherence hypothesis isolated from

cost

Throughout Lean Launchpad we have made a number of pivots towards our final position

1 2 873 4 65 9

15 27 44 58 68 78 88 104 112

Clinic Pivot

Platform Pivot Clinic

Text Messages

Interview Count

Athlete Pivot

Text Message

MVP

Dot Demo

With the success of the text messaging Aja Health became a platform

Passive tracking device that provides

quantitative measures of adherence

Low cost solution proven to increase patient

engagement and appointment attendence

Clinic, physican, and patient level metrics that

differentiate skill and predict aherence and

outcomes

Using MVP contacts we were able to demo the Recovery Dot hardware and gauge interest levels

Patients preferred the Recovery Dot due to its “hands-off” nature – provided it was covered by insurance

Clinic owners and therapists responded positively, but preferred the text message solution for its immediate value

Throughout Lean Launchpad we have made a number of pivots towards our final position

1 2 873 4 65 9

15 27 44 58 68 78 88 104 112

Clinic Pivot

Platform Pivot

Interview Count

Athlete Pivot

Text Message

MVP

Dot Demo

Workers

Comp

“You guys are missing the forest through the trees” -Dr. Lehman

Worker Comp Market

• 45.5 B Market

• Strong interest in adherence

• Value straight to bottom line for insurers

John Cole – Cincinnati Insurance

We forgot week 1’s lesson

Throughout Lean Launchpad we have made a number of pivots towards our final position

1 2 873 4 65 9

15 27 44 58 68 78 88 104 112

Clinic Pivot

Platform Pivot

Interview Count

Athlete Pivot

Text Message

MVP

Dot Demo

Works Comp

Clinic

Text Messages

Dynamic messaging engages

patients and increases their

adherence and enagement

Utilizing the familar SMS platform

there is no learning curveOur solution provides visibility into

which patients are adhering to their

prescribed regime

Automic roll ups of patients

adherence allows therapists to know

where their patients are on the road

to recovery

Updated and accurate information based on interviews

$6M

.

Annual

Net Profit

22K

Monthly Clinic

Revenue

Increase

$2

Monthly Cost

Per Patient

Per Clinic

600

Clinics

Serviced

Assumptions we made and gaps that we filled in by getting out of the building

Updated and accurate information based on interviews

TAM: 3B

SAM: 660M

Initial Income

•Year 1: 495K

•Year 2: 990K

•Year 3: 3M

• TAM data generated from intereviews with

Performance Health

• SAM is based off our finanical model pricing text

message services at $2 / patient / month

• Average 550 patients / clinic / month

• Sales Projections – Clinic Totals

• Year 1 – 75

• Year 2 – 150

• Year 3 – 450

• Conservative margins 50%+

Customer acquisition and retention plan and relevent metrics for Aja Health

Get

Keep

Grow• Clinic lifetime of 5 years with 250 annual patients

• Up-sell patients on in-app purchases

• Sell more devices that feed into platform

• Database of compliance for individual PTs

• App personalization for individual clinics

• Analytics for best interventions

• Sales are at the clinic level

• Foot in the door with text messaging

• Value of product must be signed off by therapists

CAC: 2.3k

Churn: 3%

LTV: 75k

An illustration of our learning throughout Lean Launchpad