1. Solar Ear Learning Agenda Ideas 1

2. Contribute to transforming the health sector 2 Identify a community of health innovators Empower employee changemaker talent Build bridges to BI’s business Overall goals of MMH

3. The opportunity 3 Ashoka and BI have decided to support Solar Ear’s efforts to replicate its work in India through a donation of 600,000 Euros over the course of three years. This support will enable Solar Ear to reach out to the hearing impaired masses in India that is estimated to be 80 million people, but with a market penetration of hearing aid products that historically has been less than 1%. The replication of Solar Ear’s activities in an emerging market like India presents an exciting learning opportunity for both BI and Ashoka.

4. Key knowledge and learning objectives with Solar Ear* 4 Through this partnership we will explore: Scalable business models that target new customer segments, mainly base of the pyramid (low-income) populations New types of screening and distribution models via Micro Entrepreneurs Best practices of eco-system collaboration with stakeholders across diverse sectors (e.g. government, academia, NGO, etc.) The packaging of products and services to make a sustainable holistic health care offering Social impact in terms of cost savings for society and improved health outcomes How all of the above learnings could be applicable to BI’s therapeutic focus areas such as stroke prevention (screening for atrial fibrillation & hypertension), chronic obstructive pulmonary disease (COPD), diabetes and breast cancer * See Appendix for guiding questions under each of these areas

5. How we will learn: team structure 5 Solar Ear Learning Committee The learning committee will be a cross-organizational team consisting of Ashoka & BI (global and local team members) and Solar Ear team members. This team will oversee the iterative learning process, produce learning deliverables and ensure knowledge transfer back into our organizations. When relevant and helpful, we will invite outside experts (such as Ashoka Fellows and other issue area experts) to provide guidance on specific learning topics. The learning committee will meet regularly to assess progress and re- align on key learning objectives and deliverables. The learning committee will present findings to the key MMH organizational bodies on a regular basis.

6. How we will learn: key activities 6 Major learning activities consist of: Executives in Residence placed with Solar Ear India to work on strategic areas of learning – annually? Site visits to see Solar Ear’s operations in action and meet their customers and stakeholders – annually? Stakeholder interviews – ongoing Social impact evaluation of Solar Ear’s activities and outcomes – annual evaluation Business (revenues) evaluation – annually? Relevant events and research to understand what others are doing in the field – benchmarks (e.g. what other social entrepreneurs are doing in the field of hearing health) - ongoing Guides and white papers that crystallize key learnings - ongoing

7. Transferring knowledge and key learnings 7 Knowlege transfer from learning committee to MMH bodies: Regular presentations on knowledge and learnings, and the implications for BI Site visits for members of BI’s leadership to Solar Ear India Strategy sessions to discuss how findings are applicable to other therapeutic areas Knowlege transfer from learning committee to local teams: Integrate learnings into annual MMH in-gatherings Updates during regional telecoms Invite champion local leaders to take part in site visits

8. External communication 8 How does BI want to communicate externally about this opportunity? E.g. Stories on MMH website that document our collaborative learning journey and process Presentations at key events by Ashoka and BI Engaging media mavens in writing about Solar Ear and our learning process

9. APPENDIX 9 The following guiding questions for key learning areas are geared towards generating knowledge and experience that will enable BI to think about working in new ways in other therapeutic disease areas. One output could be a guide targeting relevant BI business units to think about new business opportunities and the case for these opportunities.

10. Scalable business models 10 How did we identify the scope of the problem/ conduct a market analysis? What is the customer profile? What is Solar Ear’s unique value proposition for the local context? How is it changing its strategies to fit the local context versus what is it directly transplanting? What pricing strategy was chosen and how was it determined? Were any changes made to the pricing strategy over time, and if so, why? At what point does Solar Ear break even? How are its profits tracking over time? Etc. What do we want to learn?

11. New types of screening and distribution models 11 How do these new models meet the particular needs and situation of customers? How do they fit the local context? How do they work in practice? Who are the different stakeholders and how are they each incentivized? How are these models more efficient and innovative than traditional practices? Etc. What do we want to learn?

12. Best practices of eco-system collaboration 12 Who are Solar Ear’s main stakeholders and how are they working to create an eco-system of hearing health? What do each bring to the table? What is the win-win for these stakeholders working together? How is the greater system more efficient and effective as a result of this multi-stakeholder strategy versus working in isolation? Etc. What do we want to learn?

13. Packaging of products and services 13 What are the products and services being packaged in the case of Solar Ear? Why package products and services into one offering? How does this improve costs, efficiency and, ultimately, health outcomes? What is the pricing strategy for these different products and services so they become affordable to the customer? How are they being made accessible to the customer? Etc. What do we want to learn?

14. Health outcomes and social impact 14 How is Solar Ear measuring its activities? (How could this be improved?) How is Solar Ear measuring its health outcomes? (How could this be improved?) What is Solar Ear’s total cost savings for Indian society? What is it’s overall impact over time on its beneficiaries? Etc. What do we want to learn?

15. Applicability to BI’s therapeutic focus areas 15 What specific questions should we be asking to evaluate the potential of these areas?