 Yeah, so Avinash, you start your presentation. Yeah, so yeah, as Lovsas said, it's a journey and what we come through, like it beginning as a designers, we started with idea and it will be hit in the market. But you know, as we go, and then we came across entrepreneurship that completely change our perception about entrepreneurship and designing as well. So let's see, from the beginning, this was a basic idea we had in our mind, that is, like, there is a box step, solo cooker, that is an existing product. And there is a users we had in our mind that is high rise building users and how could this product, these people or this user segment could work because, you know, they are not even using the solo cooker at all. So Professor Chakravarty has come up with the idea that let's let's have this product redeveloped. It was our P2 project that time when I was a student and how this product can be redeveloped for this user segment. So like, we were into like user research and visiting different areas of Bombay and Thane and luckily we got this user and this is change our complete perception about, you know, how people are using solo cooker in high rise building or in metro cities. So these pictures actually tells you that these guys having a big balcony in his flat in Thane area and he was using that parabolic solo cooker and, you know, box step solo cooker heavily. I stayed there, I had lunch with them and they told me a nice story that they were using solo cooker last 15 years and they were saving LPGs on, you know, because of using solo cooker and the taste was phenomenal. I had lunch with them and that change our perception and that change our focus as well because then in our mind, these users could be every metro city living guy who needed this solo cooker box because how this guy is using the solo cooker. Everybody could use it and then we are started, you know, getting behind this idea and how can we develop the solo cooker for this user. So basic idea is like you can blow up the glass tube which is having a vacuum in between and you can put the food boxes inside and then you can start cooking. This was very basic idea came from, you know, water heater, solar water heater tubes and we thought this could work and we had a basic mockup model ready. We just use a bistro bottle, scans and glass jars for it and it worked. It worked. We started getting temperature inside and it was phenomenal. This was then a final concept which I submitted a solo cooker which is mounted in the window which could have a rectangular interface as well. And it was a non-working conceptual design which I made in that time. So yeah, then started working on a real product which could work and which could show us a result whether it is working or not. The technology is right. You have two layers of glass in between. You have a vacuum, sun rays coming inside and it's getting heated up, you know, heat traps inside because vacuum is a perfect installation. Everything is in place. The technology is saying the physics behind it is everything perfect. But this prototype is miserably failed. Like we didn't got any result in this and we were shocked at how this is happening because physics is right, technology, engineering is right and what we where we failed and we're not getting any result out of it. So what we did, we just torn apart that first prototype and we just put a reflector underneath and then here it is like our first success. We were able to bake a cake in it, but not in Bombay but in my hometown, Aman Nagar, where the plenty of sunlight available that time. So what we discovered here is it's not about technology. It's not about our perception, what we thought initially that engineering could work. But there are a lot of things. Due to this prototype, we learn a lot and then we started developing a different different because obviously glass is very dangerous to mount in the window, particularly in very high-rise buildings in Bombay area or any metrocities. So we started, you know, shift our focus to the material where we started using polycarbonate boxes. So here you can see a multiple prototypes where we tested this theory whether polycarbonate or glass, which is the best material for our products. So this box type, this boxes actually gives us a result and we started cooking. Then later on the third prototype, we started working on aesthetic. Let's say, if you're using a polycarbonate, there are different different methods to use the polycarbonate sheet and this is very first handmade products, which we made. This is for the presentation at Rastapati Bhavan in 2017, I think. And we presented this idea. Everybody loves this idea that how it is going to fit in the window. You can open the vents to control the temperature. You can have, you know, interface like a microwave oven, nothing like traditional solar box type solar cooker. So we were happy and we were like going about it and we developed this prototype, which actually, you know, we used vacuum forming manufacturing techniques and we made these products. And every day, we were having lunch in this solar cooker. We cooked our lunch in the office. You could see in the IDC if you come, you can start cooking and use it. But what happened? There are like, when daily we are having different, different testings. We used to cook different cousins. Like there are different dal rice, cakes, chicken, non-veg and vegetarian dishes. And we were, you know, it's actually giving the results. We actually, you know, set up a lab, engineering lab. You could see a lot of wires and sensors over there. And we were kept on trying and innovating on the what kind of food boxes will be there, what type of coating will be there, whether adding the mirror and adding the reflector will enhance the, you know, its its capacity or efficiency. We hired actually renewable energy students, interns to research on it and how it is working and what physics behind it and how it is, we actually compared it with the traditional box solar cooker and we are getting very phenomenal results compared to traditional box solar cooker. But one thing here, we are forgetting you our users. We still had that user in our mind that Mr. Chitre who had a big balcony and using his solar cooker and we thought everybody will, will start, you know, buying this solar cooker and use this solar cooker. But we never thought what is the motivation behind using that solar cooker to Mr. Chitre actually. And it's not about the technology, if it is working, if it is, you know, high efficient and innovative. What is the user perception behind using the solar cooker that we forgot and we kept on, you know, inventing and innovating on our product and we thought we have a brilliant product in our hand. We went into Ahmedabad. There's a food festival and for our surprise, like in Ahmedabad, if you see, there is a, it's a big city, but not like Bombay. There's a very few high-rise building, but there are, you know, different, different apartments and bungalows over there. So individual houses over there and people actually using it because there's plenty of sunlight over there and they liked it. We also presented our solar cooker in Bombay area, but only enthusiasts are approached us and then said they are very happy to see a new kind of solar cooker, but they are suspicious about using solar cooker in Bombay area. They said, like, okay, what are we going to do at night? What are we going to do if it rains here? So these kinds of questions we are getting from Bombay people, but in Ahmedabad, everybody was like wanting solar cooker line in my house, when it will be available in the market. And they were jumping on it. So then we started thinking about like whether this is for high-rise buildings or metrocities or whether this is for tier two cities or where people have terraces and whether they are actually, from the initially, they are using solar cooker and traditional solar cooker and whether they'll replace this solar cooker with their traditional one. So we were wondering and then we started, you know, professor loves that and we started idea program and very first question he asked, like, what is the motivation behind using the solar cooker? Who will use the solar cooker? So basic pitch we wanted to develop and notice what he said, right? The motivation, the pitch and what is this pitch you may have heard maybe in the lean startup session by GTC. So the pitch thing, the value proposition, why it is valuable to the user. You know, when we think about that, many times the common mistake that we do is it's fast or it's economical or the design is good. But if I get a fast car, maybe a Ferrari or whatever, and I have to drive from where I live in Palawa to Pawai, where I have to go for office and I get stuck at Shilfada for two hours, what's that fastness going to give me? What is the benefit I am really getting out of it? So unless we know what benefit the customer is looking for, on this drive, I'm not looking for a fast car. There is no way I can drive fast. My current car cannot drive to its full potential, right? What I'm looking for is maybe comfort that I have to sit for two hours in the traffic. Can I be comfortable there? So what is the most important thing? Some features may be there for one customer to give them one benefit. Some features may give another benefit to another customer segment. So different customer segments may want different benefits. Quickly, I'll take an example, a pen. A pen for a student serves very different benefit than a pen for a CEO who is meeting with Prince of Qatar to sign an MOU in front of press, right? So they need very different pen and different features to deliver that benefit that they need to either just do a writing or to actually show off and all that. So Avinash, yeah, please go ahead. So these basic questions we started asking our users. We started meeting ruler area users. We started meeting here to cities users. So here we decided we finalized the pitch and we decided like going with the semi urban and ruler areas where actual people are concerned with the fuel, cooking fuel. And we started asking these questions to the users. We are not directly asking them, do you know solo cooker or will you use the solo cooker? Or have you used the solo cooker? The basic questions behind should be like what they use for the cooking? What are the options they have? What they cook? How is the daily life they are going day to day life? Why they buy the solo cooker? What is the motivation behind it? What is the problem they are trying to solve? So these questions we started asking and we get only one answer that cooking fuel cost is raising. That is the very basic motivation behind it. If there is any other option to them which can save their LPG gas cost, that would be phenomenal. That they would like to try and work it out because we can't directly replace the LPG stove because it's very convenient, especially people who live in metro cities and tear to cities. Those are going on day by day using the LPG. It is very convenient. Anytime you can start cooking, you can cook anything on it. So it's definitely not replacing the solo cooker which we had. But if we started using half of our cooking time on the solar cooker because they have plenty of sunlight available, they definitely save their LPG costs up to 40 to 50% and they can recover their costs within three years of the solo cooker. So that we started using and what customers need is actually satisfying. So that is also a very big question we started asking and to our surprise, we actually started focusing, shift our focus to rural areas and tear to cities and middle class and lower middle class income group who's actually concerned about the LPG cost raising. So you can see the low income group in rural areas who actually doesn't have any fuel, cooking fuel options for them which is like to collect the woods or to collect this rural area persona, if you see, they used to go 15 to 20 kilometers away in the jungle to collect the woods. And it was like a hectic task for the woman. It actually task of a woman who she used to go get up early in the morning or like doing all the chores in the day. But for this particular task, they have to spend like three to four hours in the jungle. That is very dangerous. In other hand, in the middle income group, we can see they using the LPG cost LPG stores, but they are also concerned and alarmed about the LPG cost, raising LPG cost. So these groups actually motivated and they are looking for option for LPG or cooking fuel. So then what channels we would like to go and it's like we wanted to find channels through whom we can reach our customers. So there are different different customer segments which we talked in last slide. It is in rural area, we have to go and direct and direct distributions and sales. There are Pacific and Kendra's in all over in Talukas. So each Talukas Pacific and Kendra. So this Pacific and Kendra is the center of all the farmers and rural areas people used to go. Pacific and Kendra trained them for different, different, you know, new tech and employing employable technology, what they can use and get employed for it. So dissipation of new technology through Pacific and Kendra could be a good start point for us. Government of India have a different scheme for renewable energies. Through those streams, we can distribute the solar cooker that we are looking into and different institutes and NGOs working in rural development and renewable energy and sustainable technology. That could be a good start for us. And we are actually, you know, contacted a different points where people are already using the solar cooker or known about the solar cooker or they are into the field of solar cooking and sustainable cooking or they are like eco-friendly and sustainable groups who are into kind of solar energy development areas. So one of is Jimmy McGlean Center in Indore. They actually distributed different types of solar cooker around Indore areas and different rural areas and people are using the solar cooker and they get benefited of solar cooking technology. In Gujarat, also where one of the guy who started distributing the solar cooker, which can hardly made in 100 rupees, which is a paper, reflector paper model, he used to go into rural areas meeting all these women and training them on developing the solar cooker. So we also contacted this guy and we are looking forward to like, you know, collaborate with him and going to the user, get to know them why they'll use the solar cooker, how they are going to already using the solar cooker, what kind of food they're cooking on the solar cooker. So these kinds of different inputs we will get from this. Auroville is also one of the great center for the start. There are people who are heavily engaging in sustainable and renewable energy product development. So these kind of channels we are going to look into it. So how will we get and keep going the solar cooker customers? So as we said, we are getting to exhibitions, food festivals as usual, like last two years, lockdowns are happening. But as the lockdowns open, the food festival will start and then we'll keep attending the food festival and keep going, giving the demos in these exhibitions. Solar cooking recipes, we already developed 15 to 20 recipes for the solar cooking in-house. We actually hired chefs for this solar cooker and they developed like 15 recipes for different, different cuisines. And cooking show like Khana Khazana with the Sanjeev Kapoor or any other celebrity chef could be a good start where he can present in the solar cooker and show a particular recipe made in the solar cooker in sunlight. That would be great. Social media is definitely also reaching in the rural areas. People are watching and the network is available in rural areas. They are into different social media and definitely this is also a good start for here to cities. It will be good. Connecting with Mahila Mandals at rural areas and Mahila Guru where they can dry pulses and dry medicinal plants and all. This could be also a good start and good users for us and they could also give us a good start and good consumer in this thing. So revenue model, we are still figuring out how our revenue models will be but they're definitely a government subsidies for this kind of eco-friendly products, particularly in solar. So in bulk order distributors and organizations and social schemes for the initial stage before going to a direct sell into the product, we will find the revenue model for this. In fact, Sarin you could actually throw a little bit more light on these channels and user aspects. So I'm going to ask Avinash, are these a starting set of assumptions or are these final right now? These are all assumptions we are trying and studying right now. So now you tell me how will customer discovery or lean startup apply here? I'll add to it. What would you do to validate, verify these assumptions? So very first assumption is like food festivals and exhibitions and all that we tested and that we tried already. So second one is like cookery shows and all, showing cookery shows on the TV. How will you find that? A channel, through a media channel who is having these cookery shows and what actually people would like to see in the cooking show. All right, so I'll add there. So solar cooking demos, okay. You did some testing which is very good. So this is all lean startup model. So if you can, then you act. Your bias should always be towards action rather than sourcing and researching many reports and keep analyzing, keep building models and killing it to death. Don't do that. Focus on action, try to get data, try to get real data, try to read sites from that data, from your real interactions. To see you got to interact with people, you also get to start to monitor to know how well are you doing. If you make a change next time, improve the conversion. Does it improve the conversation time, the people or more people stop if you change the layout of your cooking stall or show or whatever, right? Or it was a different recipe. Right. Right. Would it make more people stop and ask, keep monitoring. Some metric has to be there, how much conversion is happening. And then as we improve the experiment, as we refine our method, as we refine our process, we know whether we are actually moving towards the goal or away from the goal. The goal is to get more and more customers as efficiently as possible. Cooking recipes, whether people watch the shows, you may find it very hard to find that data from channels and from the shows, unless you are really network. And even they may or may not have a very nice distribution of what's the persona of these people. They may just have a number that, okay, this is the viewership. But what is the persona? Who is watching? Who is not watching? So first, we need to define as entrepreneur, who is that we are targeting. And then as you go and start your customer discovery, this is the data that you can collect. You can ask from them. You can collect that data. How many shows they watched? When was the last time? How do I influence them? When was the last time they cooked something that they watched on a show? When was the last time they bought something that was used by Sanjeev Kapoor in his kitchen? So evidence means real behavior, real action. Similarly, social media, very important, right? And to promote their product on social media. But does my user spend any time on that social media? They only get time on weekends. Then my rest should only run on weekends. These insights will only come when we actually go and talk to people and try to understand them as life is happening in their day. This is an example of someone who wants to market to someone who goes to coffee shops, who is a coffee consumer. These are all the details that they may note down or think about or they may try to build in the persona. Because then it gives us knowledge on who to target, how to target, where to target, what matters to them, which brands we can co-promote with, what are their motivators, so what words will capture their attention. So everything, right? How much of this is about the product? Very, very less. So this is we need to keep in mind. I think that's mostly it. That's the crux. So for example, right now, Avinash talked about the low income growth and rural households and all, right? There may be another persona and the pitch, if I have to just pitch, I just wrote it down to give an alternate example that there can be different customer segments with very different needs. So one persona, for example, I picked this, maybe young professionals who are health conscious, right? So my pitch for that would be just an example. Young professionals who have started to see the signs of lifestyle diseases are always looking for options to have healthy means, preferably home cook for themselves, their kids and their parents and have become increasingly hygiene conscious, especially in the COVID era. So now our solar cooker provides a healthy meal with more nutrition, an assumption that needs to be tested. I'm assuming right now that it retains more nutrition because of less burning or whatever. Less oil home cooked without supervision, so you don't need time to watch it over. Avoid waiting for the meal to be cooked when you get home because it is already ready to be served. And to top it all, it saves more than 50% of your LPG expense, as you can cook majority of your meals through this. So different value propositions, health, home cooked, into kids needs and parents needs and all that is getting combined here. I think you gave us very good example of the oven itself with a different persona in mind. And our students now have come up with the problem statement, we wanted them to just get into the pitching aspect. So they would come up with the problem statement and with your right questions, we will see how they will pitch it. Because whatever said Anand, we've been hearing a lot, but till you don't get over there and modify it, it was not happening. So we need your help there.