Medical Device Success - Your Success is Our Mission!

100 episodes! Wow! Hard to believe. Over 64,000 cumulative downloads. Thank you for all your support. And…..you will have to keep listening because there is a lot more to share with you. Today we go back to value-based care from the providers viewpoint.  Joseph Schulman is back for the second time.  Joe is the Senior Vice President Enterprise Data and Chief of Information Intelligence at Northwell Health. Yes, we talk a bit about how Value Based Care is influencing a large healthcare system.  And, we discuss whether it is sustainable. However, I want you to listen carefully to what Joe talks about.  Its is about data and scale.  Would you ever think that a healthcare system executive would talk in terms as if he was from Google or Microsoft.  This is where our large healthcare systems are investing strategically so they can succeed in a rapidly changing environment. Joe likes Peter Drucker's quote, “You can't improve what you don't measure.” Point is, if you are going to truly know your customer, you need to know this.  Whether you sell one item to the operating room or dozens of items to every floor in the hospital….you need to know this. A quick aside, I really enjoyed my visit to BIOMEDevice Boston.  It was an impressive trade show.  I recorded two podcasts from the stage there.  It was informative and fun. For those of you out west, there is BIOMEDevice Silicone Valley taking place November 29 and 30 at the Santa Clara Convention Center.  I highly recommend it and will put a link in the show notes. If you like the podcast, please share it with a friend via the share link of you podcast player of choice.  Thank you! Now Go Win Your Week! Joseph Schulman's LinkedIn link Northwell Health website link BIOMEDevice Silicon Valley link Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page

Fact is, women have more challenges in pursuing their careers than men. In the show notes you will find a link to the McKinsey 2021 report on Women in the Workplace that clearly spells this out. To address these challenges, Shelly O'Donovan, CEO, Authentic Influence Group is creating a Life Science Women's Mastermind group in the MedTech Leaders community.  In this podcast, Shelly and I discuss the goals of this mastermind group and how masterminds are different from masterclasses.  And, we talk about how this particular group will help the professional women that participate with their career challenges.  Now guys, this is not your que to turn off the podcast because the elements of a successful mastermind group could pertain to you.  Perhaps you would like to start one.  If after listening to this podcast you want to learn more about Shelly's group, go to Medtechleaders.net.  There you will find a plan page that is specific to the Life Science Women's Mastermind group.   There will also be links in the show notes to Shelly's LI profile and her business website. I recorded the interview with Shelly several weeks ago.  In the interview, we talk about starting the group in late September.  It is already late September.  The group will start in October once we have a few members on board. Now Go Win Your Week!! Shelley O'Donovan LinkedIn profile link Authentic Influence Group website link Lifescience Women's Mastermind Group landing page link McKinsey's Women In The Workplace 2021 report - https://www.mckinsey.com/featured-insights/diversity-and-inclusion/women-in-the-workplace Medical Device Success Podcast Survey link Promo code for free BIOMEDevice Boston Expo Pass – MDS22 BIOMEDevice Boston website link Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

2023 is right around the corner. Let's break that habit of last minute planning for shows and events. To help us start planning for 2023, Lauren and Kimberly are back for part 2 of this two part series.  Lauren Dustman is Senior Manager, Global Events at Hyperfine and Kimberly Stanséll is a Meeting, Trade Show and Event Strategy Consultant. In this episode we cover the phases of planning, forecast for attendance in 2023, where trade shows and events are in the marketing mix, site visits, trade show technologies and what doesn't work.  This is another episode that is fun and full of good advice. A quick bit of housekeeping. First, in the show notes you will see a link to a podcast survey. Please please take the survey.  It will help me provide a better podcast for you.  The most important questions are at the end of the survey.  Thank you in advance!! Second, I have accepted BIOMEDevice Boston and BIOMEDevice Silicone Valley as a sponsor for several episodes.  So, you will hear a couple of ads in my voice during these episodes. They are short, to the point and of great value for many listeners. Now Go Win Your Week! Lauren Dustman LinkedIn Profile link Kimberly Stanséll LinkedIn Profile link Links to websites with holograms for trade show exhibits: https://www.yoongli.com https://www.tradeshowhologram.com/holoblog/ Medical Device Success Podcast Survey link Promo code for free BIOMEDevice Boston Expo Pass – MDS22 BIOMEDevice Boston website link Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

I am honored to have two event planning experts, Lauren Dustman, Senior Manager, Global Events at Hyperfine and Kimberly Stanséll, Meeting, Trade Show and Event Strategy Consultant to guide us today in this conversation. Combined, these ladies manage about 100 shows and events annually. Today's episode is the first of two episodes about medical trade shows.  Last week we talked about industry trade shows. Today, we cover the 2022 trade show and event experience year to date and what we think will happen this fall. How have trade shows changed and what should you consider doing differently this fall to optimize them?  Of course, we talk about alternatives to traditional trade show activity. This is a great conversation full of pointed advice. The second episode focuses on trade shows in 2023.  Yes, it is August and 2023 will come sooner than you think. A quick bit of housekeeping. First, I have changed the podcast art.  This is what you see when you go to the library of your podcast player of choice and look for the MDS podcast.  I felt like the original art was dated and needed to be refreshed.  So, don't freak out when you don't see the old art. Second, in the show notes you will see a link to a podcast survey. Please please take the survey.  It will help me provide a better podcast for you.  The most important questions are at the end of the survey.  Thank you in advance!! Finally, I have accepted a sponsor for several episodes.  So, you will hear a couple of ads in my voice during these episodes. They are short, to the point and of value for many listeners Now Go Win Your Week! Lauren Dustman LinkedIn Profile link Kimberly Stanséll LinkedIn Profile link Medical Device Success Podcast Survey link Promo code for free BIOMEDevice Boston Expo Pass – MDS22 BIOMEDevice Boston website link Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

Have you ever heard of BIOMEDevice Boston or BIOMEDevice Silicone Valley? These are two of several MedTech Industry shows that are known as hubs of new technologies, startup guidance and networking opportunities.  Do you know what goes on at these meetings?  I can tell you that they are organized to give MedTech leaders and startups a view into the technologies and best practices that will shape our devices and services for years to come. Today you are going to learn more about that with the help of our guest, Adrienne Zepeda, Group Event Director, Informa Markets.  Adrienne will talk about who attends these shows, the technical emphasis of the shows, the exhibitors, the very informative events that take place, the keynote speakers, the wide variety of other subject matter experts and how to get the most out of these shows.  BIOMEDevice Boston takes place Sept. 28th and 29th.  BIOMEDevice Silicone Valley takes place Nov. 29th and 30th. For readers and podcast listeners that want to attend the Expo portion of the BIOMEDevice Boston for free, use the promo code - MDS22 in the registration form found at the BIOMEDevice Boston website link below in the show notes.  It is a $50 value. Now Go Win Your Week!! Adrienne Zepeda's LinkedIn profile link Promo code for free BIOMEDevice Boston Expo Pass – MDS22 BIOMEDevice Boston website link  BIOMEDevice Silicone Valley website link Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

Do you know the 6 pillars of Digital Surgery? Many pre-surgical, surgical and post-surgical technologies that have been developed individually are now being brought together under the banner of Digital Surgery.  What does this mean and what are these pillars? To help us with this is Jawad Ali, MD, a surgeon and community builder. Dr. Ali is working with SAGES to write an article to better define and classify this important subject.  We will also talk about how MedTech intersects with this area and how MedTech companies can be sure they are not left behind.  As usual, the big companies have already invested in this concept. Let's be sure the small and medium sized companies get invested too. Now Go Win Your Week! Jawad Ali, MD LinkedIn profile link Vality Partners link Austin MedTech Connect link Eric Topol, MD, book Deep Medicine link SAGES link Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

You can't talk about Value Based Care without including CMS and the Center for Medicare in the conversation.  In many of the past episodes on VBC we repeatedly refer to Medicare.  Today we get their input with the help of Douglas Jacobs, MD, Chief Transformation Officer, Center for Medicare at the CMS.  I really appreciate CMS allowing this conversation to happen. Doug is going to help us understand what CMS is, more specifically what the Center for Medicare is, bundled payments, VBC, ACOs, The Center for Medicare and Medicaid Innovation, The council for technology and innovation, the importance of health equity and more.  We frequently relate these issues to MedTech. For anyone that wants to better understand the CMS and the Center for Medicare specifically, you will want to listen to this episode. Now Go Win Your Week!! Doug's LinkedIn link CMS website link Medicare Website link The overall Medicare vision link Medicare & Health Equity link Medicare and Accountable Care link Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

Great insights and advice on Corporate Accounts in MedTech. Multiple factors have impacted the relationships between MedTech companies and their customers over the past 2 years.  The pandemic started a cascade of events influencing elective surgeries, budgets, HCP shortages, HCP costs, supply chains and so on. One area these factors have come together to create change is in the management of corporate accounts.  To help us understand these changes and what we can do about them is Frank Ripullo, II, Managing Partner at Excelerant Consulting.  Frank and his team are well known across the MedTech industry as the go to firm to help companies of all sizes tackle the strategic issues related to corporate accounts. By the way, I do not take compensation for interviews like this. I have known Frank now for a couple years and participated in numerous webinars with him.  It was through that exposure that I came to know how knowledgeable he and his team are in this area.  Frank's LinkedIn link and website link are in the show notes.  Check out the blog at their website.  It is excellent. Now Go Win Your Week!! Frank's LinkedIn Profile link Excelerant Consulting website link Be sure to check out their blog. It is excellent! Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

How does MedTech be part of the Win, Win, Win with providers, payers and patients as hospital systems move toward Value Based Care models? The challenge of crossing the chasm between Fee For Service and Value Based Care intrigued Wael Barsoum, MD.  He wanted to play a more significant role in finding solutions to this challenge.  He started his career as an orthopedic surgeon.  With the guidance of mentors like Joseph Iannotti, MD, PhD (currently Chief of Staff, Cleveland Clinic); Joe Hahn, MD (retired Chief of Staff, Cleveland Clinic); Marc Harrison, MD (now President & CEO Intermountain Health) and others he became an operational leader at the Cleveland Clinic.  He ultimately became the President and CEO of the Cleveland Clinic in Florida.  He “retired” from the Cleveland Clinic and became the President and Chief Transformation officer at Healthcare Outcomes Performance Company…also known as HOPCo. We dig into Wael's very interesting career, HOPCo's 3 verticals, Value-Based Care, how MedTech companies can be part of the win-win-win, Stryker as an example of a company with the right culture, who is MedTech's real customer and more.  There is a lot of great guidance in this episode. Now Go Win Your Week! Wael Barsoum, MD LinkedIn Profile link HOPCo website link Transforming Healthcare Podcast  - Search for it on your favorite podcast site. I found it easily on Apple podcasts. Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

You would not want this to happen to your company. The motivation for this episode came to me as I read a post in a medically oriented private Facebook group where a doctor very professionally took a MedTech company to task for poor service.  When I share more of the details in a moment, you will be as shocked as I was.  And, more important, you would not want this to happen to your company.  The billion-dollar companies have reputation management covered.  But I believe many of the small to medium sized companies in MedTech do not. This presentation does have slides that I will explain clearly so you shouldn't miss anything by listening.  If you want the slides, send me an email or watch the video in few days on the Medical Device Success YouTube channel. If you think this podcast could be of value to a colleague, simply use the share button on your podcast listening platform.  They will appreciate it.   See the show notes for links. Now Go Win Your Week! Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

Do you know what a CXO is?  Do you know how a CXO can contribute to a company's prelaunch or commercial launch success?  By the end of this podcast you will have answers to both of those questions.  Today's episode is about an important new kind of service organization to MedTech and HCPs.  It is called a CXO.  You have heard of CROs.  Today you will learn about a CXO called The Clinician Exchange.  To help us understand how they work with MedTech and HealthCare organizations we will talk to Skender Daerti, CEO.  A CXO fits into the Customer Success equation of a small or large company.  It can also help a startup with upstream marketing and strategic planning or downstream implementation and scaling.  An example of an upstream service could be voice of customer during product development.  An example of downstream could be a training and e-learning program related to a device for a major hospital system. Today we make a little history because it is the first face to face interview I have done for the podcast. Almost all my previous podcasts were done via Zoom. And that is why it is a podcast only and won't be turned into a YouTube video.  I have to say, it is more fun being face to face.  This is my first time working in this environment.  So, you may hear some background noise and our sound levels may not be the greatest.  We had to find a quiet spot in a busy hotel.  It is not an easy thing to do.  However, the content is very good! By the way, I want to emphasize that even though The Clinician Exchange serves the MedTech industry, I do not get any compensation for this podcast. If you like this podcast please recommend it to a friend via the share link on your podcast player of choice. If you would like to learn more about the MedTech leaders community, go to medtechleaders.net. Links to Skender's linkedin prof and website will be in the show notes.  There will also be a link to the MedTech Business Academy podcast that I participate in with Skender and a crew of other MedTech experts like Barbara Strain, Mike Sperduti, Scott Alexander and Tom Hickey. Now Go Win Your Week! Skender Daerti's LinkedIn profile Link The Clinician Exchange website Link MedTech Business Academy podcast link on google Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

Today, we explore artificial intelligence in ultrasound with our guest, Hila Goldman-Aslan, CEO of DIA Imaging Analysis.  There is a lot of learning for professionals in this episode.  DIA Imaging Analysis is a company founded by 3 women.  The other two co-founders are Michal Yaacobi and Dr. Noah Liel-Cohen. We explore: Hila's career and what positioned her for MedTech leadership The founding, growth and challenges faced by DIA Hila's view of the future of AI in MedTech and Key learnings for MedTech professionals. This is a story of imagination, determination and persistence. In the show notes below I have links to Hila's Linked In profile and the DIA Imaging Analysis website.   And, if you like this podcast, simply share it with a friend using the share link on your podcast player of choice.  For those of you that want to know more about the MedTech Leaders community, go to medtechleaders.net. Now Go Win Your Week!! Hila Goldman-Aslan's LinkedIn Profile link DIA Imaging Analysis website link Ted Newill's LinkedIn Profile link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

In 2021, Episode 55 was the most downloaded podcast of the year.  It was published July 18. Because podcast listeners tend to scroll only so far back to find material to listen to, I felt this episode was very worthy of a replay. Most of my podcasts are evergreen. One difference is that today in the show notes I do have an unlisted link to the RAW YouTube video of this episode.  This is great if you want to see the slides.  For newer listeners, enjoy!  For veteran listeners of the podcast that have already heard this or watched the video….you have the week off.  Or, you may want to listen again. Do you know which digital platform is most effective in targeting physicians?  Is it LinkedIn, Facebook, Instagram, Twitter or TikTok?  Listen to the podcast and in a few minutes, you will know the answer. The pandemic caused a tremendous amount of rethinking about how MedTech gains the interest and attention of prospects.  Physician micro-marketing is a solution. Our guest to help us with this fascinating and surprising subject is Scott Alexander, CEO of Jairus Physician Micro-Marketing.  Scott also shares a case study of where micro-marketing and micro targeting helps a company ramp initial sales and pivot to a what they thought was a secondary market that turns out to be their primary market.  All this done rapidly and economically when compared to traditional marketing and sales. Now Go Win Your Week! Scott Alexander LinkedIn Link Jairus Physician Micro-Marketing website link YouTube Video Link Ted Newill's LinkedIn Profile link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

What kind of podcast is NOT concerned with the number of listeners? A Narrow Podcast. It is concerned with who the listeners are. In this episode, I explain the concept of Narrow Podcasting and how it could be an important new type of content in support of Marketing and Sales.

I will start with a Question - Does a MedTech product have to have AI as a direct component to be considered enhanced by AI? The answer is “No”. AI can contribute to the success of a product or service in many ways. Today we continue with the subject of Artificial Intelligence.  What is different is that we approach the subject from the view of a company that helps MedTech companies create AI based software that assist their clients products in one of three ways. Our guest today is Moshe Safran, PhD, CEO of RSIP Vision USA.  Moshe and his team have been helping companies for years with their AI related challenges. By the end of this podcast, we should have you thinking outside the box in terms of how AI works with and can support products. Links to Moshe and RSIP Vision are below in the show notes. Thanks for listening in today.  If you like this podcast, please refer it to a friend simply by using the share link on your podcast player.  If you want to learn more about the MedTech Leaders' community, go to medtechleaders.net. By the way, some of you participated in the offer to join the community in February and March.  This has resulted in the promised matched contribution to HERhealthEQ.org.  Thank you very much!!  The money will go to help women in the third world get access to critical medical instrumentation. Now Go Win Your Week! Moshe Safran, PhD, LinkedIn Profile link RSIP Vision website link Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

Some of you that are old enough will remember when doctors, clinics and hospitals were complaining about implementing electronic medical records which we now call EMR.  EMR then advanced and became Electronic Health records or EHR.  EHR is actually more powerful than EMR.  EHR is the term most of us use today. Then, if your product created a report or an image, your company was busy creating links to the electronic records so the report or image could be stored electronically.  Now we take all much of this for granted. Our guest today says that even though EHRs were not intentionally designed to aid clinical informatics “without EHR we would have no AI in healthcare.” Today we dive into the mind of a clinician and researcher who is very involved in clinicial informatics and artificial intelligence.  Our guest today is Ron Li, MD.  Ron is a Clinical Assistant Professor Department of Medical and Hospital Medicine, Stanford University and he is the Medical Informatics Director for Digital Health and Artificial Intelligence Clinical Integration at Stanford Health Care. We learn about how a health care system is investing in efforts to design and implement programs and workflows that incorporate clinical informatics and AI to improve outcomes and reduce costs.  And, we talk about how MedTech fits in. This is our 6th episode related to AI in MedTech.  We have at least one more.  If you have listened to most of these, you will have a good idea as to what is going on in the minds of clinicians, researchers, companies and providers.  This knowledge can help guide you in your career and/or your company's strategies related to informatics, deep learning and its products.  Do your products need an AI component to add more value or do they need to fit into a work flow that is being enhanced by AI? Thanks for listening in today.  If you like this podcast, please refer it to a friend simply by using the share link on your podcast player.  If you want to learn more about the MedTech Leaders community, go to MedTechLeaders.net. Now Go Win Your Week!! Ron's LinkedIn profile link Books Ron recommends: The Fifth Discipline by Peter M. Senge link Cloud Computing: Concepts, Technology & Architecture (The Pearson Service Technology Series from Thomas Erl) by Thomas Erl, Ricardo Puttini, Zaigham Mahmood link Prediction Machines: The Simple Economics of Artificial Intelligence by Ajay Agrawal, Joshua Gans, Avi Goldfarb link Systems Thinking: Managing Chaos and Complexity: A Platform for Designing Business Architecture by Jamshid Gharajedaghi link Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

Then the FDA team had an “Aha!” moment! At first, the meeting didn't start off that well.  The FDA heard the term “artificial intelligence” and were immediately skeptical.  Then the Viz.ai team hit the pause button and said this was about speed to treatment for stroke, not necessarily doing a better job interpreting images. “Aha!!” The rest is history. What if your company could develop a product that reduces hospital stays by 2.5 days, demonstrates a 37% improvement at discharge from the hospital and a 40% improvement 90 days after discharge?  And, what if this product resulted in a 38% improvement in speed to treatment for a critical condition?  This life altering technology is offered by Viz.ai.  In today's episode we Zoom travel to Israel to visit with David Golan, CTO and Co-Founder of Viz.ai.  This is our fifth episode related to artificial intelligence in MedTech.  Not only is Viz.ai an amazing life altering technology, it is also a great story.  While artificial intelligence plays an important role in their technology, David explains that it is only part of the total product. Don't forget that in the months of February and March all new member dues for the MedTech Leaders Community are being contributed to HERhealthEQ.org.  Furthermore, I am matching ten of these contributions.  Membership costs about the same amount as 4 cups of artisanal coffee.  Learn more at medtechleaders.net. Check the notes below for links to the David's linkedin profile and Viz.ai website.  There will also be links to me in the event you have questions or feedback.  And, if you like this podcast, please share it with a friend using the share link in your podcast player. Now Go Win Your Week!! David Golan, PhD, LinkedIn link Viz.ai website link https://www.viz.ai Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page   

  In 2016, Geoffrey Hinton, PhD, famous for his work on artificial neural networks said, “It is quite obvious that we should stop training radiologists”.  Well…it just so happens that we are still training radiologists.  They are as important as ever.  Today we get back to Artificial Intelligence in MedTech. To help us look at AI in radiology and MedTech is Paul Yi, MD, Director, University of Maryland Medical Intelligent Imaging Center.  It is also known as UM2ii which is pronounced “you”.  In today's episode you will learn why AI is not going to replace radiologists and doctors in general, where AI is helping doctors right now, where it can contribute in the future and how MedTech can contribute and learn.  As usual, this is an information packed episode that will position you to better understand AI and how it can contribute to your future and your company's future. Be sure to look at the show notes for links that Paul recommends.  And, if you like this podcast simply share it with a friend via the share link on your podcast player. A little housekeeping.  In March as in February, all new membership dues for the MedTech Leaders community are going to be contributed to HERhealthEQ.org.  This is an organization that helps women in the third world with health equity by putting much needed medical equipment in a position to be of assistance in their health care.  In fact, I will match the dues of the next 10 people that join.  You can learn more about the community at medtechleaders.net.  It costs only about 4 cups of artisanal coffee annually. More housekeeping.  We have rounded out one team for the Ukrainian MedTech Assistance Group. I would like to create one more team. No one knows when this terrible war will be over.  But we want to be ready to assist several Ukrainian MedTech companies the minute it is over. Thanks for your patience with the housekeeping.  Both issues are important. Now Go Win Your Week!! Paul Yi, MD LinkedIn profile link Recommended learning: Deep Learning: A Primer for Radiologists link JAMA Video on Machine Learning for Medical Image Analysis link Recommended Newsletters: Doctor Penguin link The Imaging Wire link Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

  Do you know two of the big successes in Ukrainian startups?  They are nearly household words in North America. As the tragedy in Ukraine unfolds, what many don't know is how robust the Health Tech and MedTech startup ecosystem was.  In this episode, we explore the ecosystem and why it was so successful.  We go through the financial data that reveals among other things that Ukraine is ranked in the top 4% in the world in growth of innovative companies.  Then we ask if we can be prepared to help resurrect the MedTech industry in Ukraine.  These intelligent, creative, inventive and ambitious people deserve our support. In the MedTech Leaders Community we will put together two teams to be on standby.  Our program is called Ukrainian MedTech Assistance Group.  Each team will have marketing, sales, distribution, health economics, regulatory, quality and office systems expertise.  Learn more about the MedTech Leaders Community at medtechleaders.net.  Or, reach out to me via the link in the show notes. I apologize for using the term “the Ukraine” in parts of the episode.  It should be just Ukraine. God Bless Ukraine!! Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

“Healthcare is super broken pretty much wherever you are living right now. What would the world look like if it wasn't?” Joseph is seeking out and funding the answers across five continents.  Read Verge Healthtech's statement of purpose…”Health is the world's greatest wealth. This is why we focus on investing in transformative innovations to make healthcare better. Not just for some, but for all. We are the world's first VC fund investing exclusively, and globally, in impactful healthcare technologies at the earliest stages.” This interview is timely because we are talking about funding enterprises that are having an impact on value-based care and utilize artificial intelligence.  As you know, these two subject areas are part of an overlapping series of episodes I am releasing now. This is a super interesting interview where we cover a lot of ground: From Joseph's career and how he got into impact investing, What is scary about running a fund, Examples of a couple unique products he has invested in, Funding leadership, Scaling challenges, Components of leadership success and failures. And…we diverge into science fiction healthcare with a brief discussion of Star Trek, The Expanse and the Book of Boba Fet. Finally, for those of you that see this video, yes, I have a shaved head and puffy eyes. I had non-invasive procedure done called a HIFU thalamectomy.  More on that in another episode.  Oh…it seems to have been successful. Now Go Win Your Week!! Joseph's LinkedIn Profile link Verge Healthtech's website link Recommended book: Traction by Geno Wickman link - https://www.amazon.com/Traction-Get-Grip-Your-Business/dp/1936661837 Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page

MedTech sales and sales processes have been dramatically reshaped by the pandemic.  Many of these changes will be permanent.  One such change is the recognition of the importance and effectiveness of inside sales.  Our expert guide on the subject is Mike Sperduti, CEO, Emerge Sales.  He will explain the importance of neurolinguistics in sales dialog architecture, the 3 myths of inside sales, the 5 key elements to successful inside sales programs and much more.  When I look at the span of MedTech technologies and the variety of customer stakeholders, I am hard pressed not to find a place where inside sales adds value to MedTech companies. Many of the big companies are using inside sales aggressively.  You will enjoy this entertaining and informative episode. It's February!  The month of Valentine's Day.  I can't think of a better way to celebrate than to assist an organization dedicated to health equity for women in underserved areas of the world.  I am specifically talking about HERhealthEQ.org that was founded by Marissa Fayer.  Marissa was my guest in Episode 78.  During February, the membership fees for all new members of the MedTech Leaders community will be contributed to HERhealthEQ.  I call that a win win.  You can learn more at MedTechLeaders.net.  Membership costs about 4 cups of coffee and far less than a dozen roses and will help women in third world countries. Now Go Win Your Week!! The Medical Device Success podcast is ranked #2 in the top 20 medical device podcasts by FeedSpot.com https://blog.feedspot.com/medical_device_podcasts/ Mike Sperduti LinkedIn profile link Mike's Emerge Sales website link Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

Let me start out with a factoid.  Every day…let me repeat those two words…Every day data from over 70 clinical trials and 11 systematic reviews are published.  How in the world are clinicians and hospital systems expected to keep up with that data to be sure they are delivering the best care for their patients? How are MedTech companies to know how they fit in?  To help us understand this huge issue is our guest, Jonathan Chen, MD, PhD, Assistant Professor of Stanford Department of Medicine and the Center for Biomedical Informatics.  Jonathan will help us out in this second episode related to Artificial Intelligence in medicine and MedTech.He is one of a new and unusual breed of clinicians that has extensive education and training in medicine and computer sciences and informatics.  I am calling this episode “Foundation of AI in Healthcare and Medtech” because we spend a lot of time talking about the key foundational elements for AI and where it may make the biggest difference related to our scarcest resource in medicine today.  That scarce resource is trained healthcare professionals. We will explore: the difference between bioinformatics and medical informatics recommender algorithms the iron triangle of healthcare “The decaying relevance of Clinical Data…” “The Wisdom of the Crowd or the tyranny of the Mob” what can be done with the masses of unlabeled data and where does MedTech fit into all of this. I recommend listening to Episode 77 – An introduction to AI in Medtech with Bertalan Meskó, MD, PhD, The Medical Futurist.  Look to the show notes for links to Jonathan's LinkedIn profile and a couple books he recommends.  If you are like me, you may listen to podcasts at higher playback speeds.  I don't recommend that today.  Jonathan and I move quickly through a lot of information.  If you like this podcast, recommend it to a friend via the share link in your preferred podcast player. During the month of February, all new membership fees to the MedTech Leaders community are being contributed to HERhealthEQ.org.  You learned about HERhealthEQ last week when I interviewed Marissa Fayer, the founder of this organization.  For those of you that don't know, MTL is an online community of MT professionals.  Annual membership costs about 4 cups of coffee and there is a free trial.  You can learn more at MedTechleaders.net. Now Go Win Your Week!! Jonathan Chen, MD, PhD, LinkedIn Profile link Recommended Books: Deep Medicine: How Artificial Intelligence Can Make Healthcare Human Again by Eric Topol, MD – Link The Digital Doctor: Hope, Hype, and Harm at the Dawn of Medicine's Computer Age  by Robert Wachter, MD - Link The Medical Device Success Podcast was ranked #2 of the best medical device podcasts by Feedspot.  See ranking at Best 20 Medical Device Podcasts Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

What percentage of death due to cervical cancer are in 3rd and 2nd world countries?  You will be shocked by the answer.  It is inexcusable considering how simple the test is to detect it.  HERhealthEQ is a non-profit organization that is a little different than what you may consider the typical medically related non-profit looks like.  Today, you will learn more about the inequity in women's health in 3rd and 2nd world countries and how Marissa's efforts contribute to bringing equity to underserved populations of women.  She frequently jokes that this journey started in a bar.  You will learn about that too. Marissa is also a successful MedTech engineering and business consultant.  By the end of the podcast you will have some ideas about how you can contribute to heath equity. Most of you know that I am also the host of the MedTech Leaders community.  It is a place where professionals like yourself get together to share ideas and solutions and learn from subject matter experts.  Tell you what, for the month of February, all funds from new memberships will go to Marissa's HERhealthEQ.org.  Membership costs about 3 or 4 cups of artisanal coffee.  So, it is not expensive.  Seven new members will equal a $100 contribution.  I call that a win win. You can learn more at medtechleaders.net. Be sure to look below for links to Marissa's HERhealthEQ website, her consulting website and her LinkedIn profile link.  If you like this podcast, please recommend it to a friend.  An easy way to do that is to share it using the share link in your preferred podcast app. Now Go Win Your Week!! Marissa Fayer LinkedIn Profile Link Fayer Consulting website link HERhealthEQ website link Marissa's personal website link   Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

Let me lead off with three questions: Do you know the 3 levels of artificial intelligence? Do you know the 4 major methods of machine learning? Do you know the 3 medical specialties with the greatest number of active AI technologies? In this short podcast, you will get the answers to those questions and more. Bertalan is the Director of the Medical Futurist Institute. He has been a guest of the podcast before in episode 36 where we talked about the future of MedTech. He and his team have advised or presented to top pharmaceutical companies, MedTech companies and government agencies. They have participated in and/or led courses at leading universities such as Harvard, Yale and Stanford.  If you haven't subscribed to their newsletter, pause this episode and go to medicalfuturist.com and subscribe.  I subscribe to their newsletter.  Also, at the Medical Futurist website you will find a wealth of articles and eBooks on a wide variety of subjects related to the future of healthcare.  Links to this website and books we mention are in the show notes. As regular listeners know, the emphasis of the podcasts and video casts for the first half of the year will be Value-Based Care, Artificial Intelligence and Robotics in MedTech.  The past two weeks we introduced Value-Based Care with Barbara Strain.  Due to the challenge of scheduling many of these subject matter experts, the episode themes will be mixed up a bit.  Don't worry, I will help you keep track of them.  I have got more very interesting guests lined up. I just sent out the January MedTech Leaders community newsletter welcoming the 14 new members who joined over the past couple months. If you want to learn more about the community go to medtechleaders net.  There is a free trial and an annual subscription costs only 3 or 4 cups of artisanal coffee depending on the size of the cups. Now Go Win Your Week!! Bertalan Meskó's LinkedIn profile link The Medical Futurist Website link Meskó, B., Görög, M. A short guide for medical professionals in the era of artificial intelligence. npj Digit. Med. 3, 126 (2020). https://doi.org/10.1038/s41746-020-00333-z Recommended Book - Superintelligence: Paths, Dangers, Strategies by Nick Bostrom Amazon link Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

What can MedTech companies do to be constructive, profitable and value-added participants in the shift to Value-Based Care? The big companies are all over this.  They have entire departments devoted to being ahead of this curve.  What about the small and medium sized companies?   Today we dig into that. This episode is “Intro to Value-Based Care Part 2”.  Once again, our guest to finish this introduction is Barbara Strain, Founder and principal of Barbara Strain Consulting. Prior to her move into consulting, Barbara was on the provider side of the healthcare equation as Director of Supply Chain Analytics and later Director of Value Management at the Univ. of Virginia Health System.  She is also a founding member of AHVAP, the Association of Healthcare Value Analysis Professionals. Needless to say, she knows what she is talking about.  In the last episode, we covered the history of value based care including discussion of various government cost containment measures that are currently in place.  Now we dig further into the trend towards Value-Based Care and what MedTech companies can do to consider this trend in their product development, marketing and sales efforts. I want to give another warm welcome to new members of the MedTech Leaders community.  Barbara is a member and can be reached within the community. For more information on this community, go to medtechleaders.net. I want to thank all of you for your support throughout 2021.  The podcast audience has continued to grow.  And, we have maintained our Feedspot ranking of the 2nd most popular medical device podcast.  Not bad when you consider this is a home produced program without the backing of a media company or commercial enterprise.  The best support you can give me is to share this podcast with a colleague using the share link on your preferred podcast platform. Again, thank you. Now Go Win Your Week!! Barbara Strain's LinkedIn Profile link Barbara's website link “Building New Pathways” Whitepaper link Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link

Understanding this important subject is part of knowing your customer. Here is a factoid from today's conversation, the sickest 5% of the US population consumes 50% of healthcare resources.  One of many reasons fee for service is not sustainable and that the move to value-based care is gaining momentum.  Today's episode is the first of several episodes on Value-Based Care.  I am calling it "Intro to Value-Based Care Part 1".  Our guest for both part 1 and part 2 is Barbara Strain, Principal of Barbara Strain consulting.  Prior to her recent move into consulting, Barbara was the Director of Supply Chain Analytics and later Director of Value Management at the Univ. of Virginia Health System.  She is also a founding member of AHVAP, the Association of Healthcare Value Analysis Professionals. So, she has lived the history of DRGs, Bundles and Value-Based Care.   Barbara is going to give us a foundation in the subject so we will be better prepared for guest speakers from a hospital system, a physician practice and from industry. Before I get to today's episode, I want to share what the podcast content will look like over the first half of the year.  We (when I say we, I mean you and me)…We will be exploring 3 big themes. These themes are Value-Based Care, Artificial Intelligence and Robotics.  I really believe these three areas will have a major impact on healthcare and MedTech going forward.  I have been working hard rounding up guest experts in these areas. If you know someone I should consider as a guest speaker, let me know.  I am serious.  Use the contact link in the show notes or message me via LinkedIn or the MedTech Leaders community.  Of course, there will be some other subject matter experts and “In the C-Suite” guests mixed in.  And, due to the difficulties scheduling guests, the themes will be mixed up in order of publication.  So, one week you may get value-based care and the next week artificial intelligence followed by robotics. By the way, Barbara is a member of the MedTech leaders' community.  A place for MedTech leaders and sales and marketing professionals to help each other out, learn from each other and subject matter experts. Several people joined last week.  A warm welcome to all of you.  You can learn more at medtechleaders.net. There is a free trial and the cost is equal to about 3 or 4 cups of artisanal coffee depending how big the cup is you drink. Now Go Win Your Week!! Barbara Strain's LinkedIn Profile link Barbara's website link “Building New Pathways” Whitepaper link Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

Let's get the new year off to a good start and know our customer, market and industry better than your colleagues and competition.  Let's create a knowledge gathering system for you. It will pay off in terms of your professionalism, your results and your career! Early in my career I just took what the company told me as the gospel about what was going on in the medical specialties I was selling to and the industry I participated in.  Granted waaay back then…the multitude of knowledge access points that exist today did not exist (YouTube, eNewsletters, News aggregators, Webinars, Facebook, Twitter, Specialized websites, etc.).  With all these access points there is really no excuse not to know what is going on in your market and to know your customer. In today's podcast and video cast I will share my approach to this.  No doubt, after you listen or view this episode, you will have good ideas to add.  Please let me know and I will mention them in the next podcast. We will review: Four categories of knowledge you should be investigating every week. Four methods to stay up to date. Examples of how to put these methods to action. When you are done listening and or viewing, you will have a very clear idea of how to set up your knowledge gathering system and you will be better for it. Finally, a warm welcome to several new MedTech Leaders community members that joined in December!! Medtechleaders.net Now Go Win Your Week!! Links to mentions in the podcast: Becker Healthcare and Hospital Review https://www.beckershospitalreview.com Healio - https://www.healio.com JAMA Network - https://jamanetwork.com MASS Device - https://www.massdevice.com Feedspot top 20 Medical Device Podcasts - https://blog.feedspot.com/medical_device_podcasts/ State of Demand Gen Podcast - https://www.refinelabs.com/podcast Ted Newill's LinkedIn Profile link  More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page 

“Employees at three out of every five companies rated their organization weak at execution…” This was one result of a Harvard assessment of employees from more than 1,000 companies, governments and non for profits.  The Harvard assessment resulted in the 17 traits of organizational effectiveness where the number one trait was “Everyone has a good idea of the decisions and actions for which he or she is responsible”.  This can be achieved when there is a plan with clear strategies and supporting tactics.  It is at the tactical level that people find their accountability.  Teams love accountability especially when they see how it supports a plan. It is even more effective when employees take part in creating the strategic plan and own it. Part 2 of our 2-part series on strategic planning focuses on the strategies and tactics that achieve the company's or function's key goals and objectives.  Time is also spent in terms of personal strategies and tactics. If you are new to the podcast and are thinking “Hey! Where do I find Part 1?“  Not to worry! Part 1 was Ep 71. You can find it in the podcast list at the Medical Device Success website. Use the podcast pulldown menu to find it. Members of the MedTech Leaders community will find a copy of the slides in the Strategic and Tactical Planning topic area along with the podcast and video cast.  You can learn more about the MedTech Leaders community at medtechleaders.net.  It costs the equivalent of four cups of good coffee annually.  And, there is a free trial. Get Organized to Win 2022! Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

“You told me the opposite of what I have been told by everyone else about how they would attack this market.” Said one CEO to Jim during an interview.  Jim got the job and helped lead this company to success. During his stellar career, Jim has been part of 7 startups.  We cover a lot of ground that will have pearls of wisdom for all listeners whether you are in the C-Suite or in marketing and sales.  Lots of great career advice as well. We set the foundation with Jim's current role at Explorer Surgical where he is heading up sales in a MedTech SAAS technology.  Some of you may want to implement this technology once you understand how powerful it is. This technology can really help companies with unique surgical products scale more rapidly with improved consistent outcomes. Then we move into his deliberate process for deciding whether to join a startup organization.  During all of this we delve into the strategic and tactical power of startups as learning organizations. I would like to welcome the new members of the Medtech Leaders community.  They joined to get access to the Part One Strategic Plan slides that I posted with the podcast in the Strategic and Tactical planning Topic area in the community.  And I was about to forget to mention that today's guest, Jim Surek is a member of the MedTech Leaders community.  You can learn more about the community at medtechleaders.net.  The annual fee costs a few cups of coffee. And, there is a free trial. During the podcast Jim credits several people with contributing to his career including Patrick Pilcher, Ron Pickard, Jeff Greiner, Paul LaViolette, Jennifer Fried and more. Now Go Win Your Week!! Jim Surek's LinkedIn link ExplORer Surgical website link GHX website link Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

Only 23% of companies follow a formal strategic planning process.  Companies with strategic plans are 12% more profitable.  The big MedTech companies are in the final phases of the 2022 strategic plans. What about the small to medium sized companies?  What about you as an individual?  Imagine how much more productive and profitable you might be with your own personal plan.  This is part 1 of a 2 part series to offer some guidance on creating a strategic plan whether it is for a company, a function and/or you as an individual.  Today we will cover Assumptions, the SWOT analysis, Opportunities and Gaps and finally Key Goals and Objectives. In part 2, I will cover strategies and tactics and executing the plan.  This is important because only 13% of companies successfully execute their annual plan. I will be using slides.  For podcast listeners, I will try to clearly explain my progress through the slides. There is a way you can get copies of the slides. You have heard me talk about the MedTech Leaders community.  This is where Medtech professionals get together to help each other out with best practices, problems, solutions and ideas.  You can learn more at medtechleaders.net.  Members of the MTL community can request a free copy of the slides. There is a very low annual fee and there is a free trial.  It costs less than 4 Starbuck's coffees.  Why charge anything you ask?  To keep the spammers out and cover basic community costs.  I guarantee you I am not making money from the community.  It is more of a passion project than a profit project at this point. Now Go Win Your Week! Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

Today's guest is Patricia Zilliox, CEO of Eyevensys, a clinical stage biotechnology company based in Paris, France and Dallas, Texas. Patricia is running a very exciting startup that combines a medical device and gene-therapy that is targeting some of the biggest causes of blindness. The idea behind this biotechnology is the brainchild of Founder Francine Behar-Cohen, MD, PhD.  What I find fascinating is the fact that they do not use a virus to transport the therapy.  Instead, they turn a little muscle in the eye into a protein factory.  There are advantages to this approach that you will learn about in a few minutes.   We will talk about the technology, Patricia's career and some of the early challenges in being in her first CEO role. If you like this podcast, be sure to recommend it to a friend and or subscribe. An easy way to share the podcast is by using the share button on your podcast provider.  Links to Patricia's LinkedIn profile and the Eyevensys website will be in the show notes. For those of you looking for a community of like-minded MedTech professionals, consider looking at the MedTech Leaders Community.  I am the host of this community.  You can learn more at medtechleaders.net.  One advantage of being in the community is that most of these podcasts/video casts start out as live events.  Members can attend and ask questions.  And I am working on events related to AI in MedTech, Value Based Care, Telehealth, marketing and sales and of course more C-Suite interviews. Now Go Win Your Week!! Patricia Zilliox's LinkedIn Profile link Eyevensys Website link Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

Today we head back to the front line of sales with my guest Chip Helm, Account Executive, Government Accounts for Cook Medical.  This is a great conversation. Chip is passionate about sales as a career and very enthusiastic about his career with Cook Medical. We are going to talk about the foundation of his career, the differences between government sales and community hospital sales, how Cook Medical helped field sales reps throughout Covid and how the sales environment has changed with the pandemic.  Chip will confirm that sales is harder work in this pandemic environment.   Chip is also the author of two books on sales.  In the show notes below you will find links to Chip's LinkedIn profile, his books and his personal website. Now Go Win Your Week! Chip Helm's LinkedIn Profile link Chip Helm's personal website link Books by Chip Helm Everyday Sales Wisdom for Your Life and Career Amazon Link BIGGER THAN SALES: How Humility and Relationships Build Career Success Amazon Link Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page  

One of the most common pieces of advice I give to those asking for help on a variety of challenges is to “build a Success Model”.  This advice has been given to a wide variety of MedTech Executives from CEOs to sales representatives.  In this episode we explore what a Success Model is and how to implement one.  This is a podcast and video cast.  There are slides.  For listeners, I spell everything out pretty clearly.  Viewers of the video cast will see the slides. If you want a copy just let me know and I can send out a PDF of the slides. Here is what we will be covering today: The Sayings Common Sense Yet…. What Is a Success Model? Where Are They Most Effective? Why Are They Important? The Success Model Process Success Model Examples – Turnaround, Territory, Disruptive Technology and Distribution Channel Now Go Win Your Week! Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page  

“The worst thing is not that someone has a bad impression of you. The worse thing is that someone has no impression of you!” This is my favorite quote in my conversation with today's guest, Shelly O'Donovan, Founder and CEO of Authentic Influence Group.  You will definitely pick up a couple pearls on communication in this program.  Many of the changes in communication that have been imposed on us during the pandemic are here to stay. With Shelly's help, we discuss: authenticity some of the bigger challenges in communication today leaders and communication some tips for having impact and detecting lies. If you want to meet some other like-minded MedTech professionals, consider looking into the non-LinkedIn community MedTech Leaders. I am the host of this community.  You can learn more about it at medtechleaders.net.  It has a lot of great leadership, sales and marketing resources. Do not hesitate to contact me with questions, suggestions and ideas. Now Go Win Your Week! Shelly O'Donovan's LinkedIn profile link Authentic Influence Group website link Books Shelly recommended: Captivate by Vanessa Van Edwards Amazon link Louder Than Words by Joe Navarro Amazon link Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

“It is a big fallacy that your audience is rational” Our guest today is David Aaker, PhD, considered by some to be the Father of Modern Branding.  In this episode we are talking about creating game changing subcategories and storytelling in high tech and medtech. Dave is Professor Emeritus at Stanford University and is the Vice Chairman of the consulting firm Prophet.  He has written numerous best-selling books on branding, marketing, leadership and now story telling.  A couple weeks ago we talked to Geoffrey Moore about moving through the Technology Adoption Life Cycle.  Today we add another layer of sophistication to this with the concept of creating a game changing subcategory for your product to help separate it from the competition and thrive.  To support this effort, we also spend some time on story telling as a tactic to support your brand.  Think about it, as an individual, when you share a story about yourself with friends or colleagues, you are probably hoping to enhance your personal brand.  How you do this and what you include or leave out may make all the difference.  The same can work for the products you make or represent. As always, you will find links to Dave, Prophet and some of his books in the show notes.  And, again, you will hear me refer to a couple attendees from the MedTech Leaders community.  You can learn more about this community at MedTechleaders.net. By the way, I recorded Dave while on the road in a hotel room. Yes…I have to do some field work too.  So, the audio and video may not up to my usual quality level.  I appreciate your patience with this. Now Go Win Your Week! David Aaker LinkedIn profile link Prophet website link Some Books by David Aaker Building Strong Brands Link Brand Portfolio Strategy: Creating Relevance, Differentiation, Energy, Leverage, and Clarity – Link Owning Game-Changing Subcategories: Uncommon Growth in the Digital Age – Link Creating Signature Stories: Strategic Messaging that Energizes, Persuades and Inspires – Link Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

“More change in the last 18 months than in the past 30 years.” Over 30 years ago, Paula began her career in the medical device industry and in 2005, founded Legacy MedSearch and turned it into one of the most highly sought after MedTech search firms in the USA.  Despite being a small boutique company, Legacy MedSearch has been honored as one of the 100 “Forbes Best Recruiting Firms in America” out of the 20,000 search firms for the last three years. (Note, they do have international clients as well). With Paula and Chris's help, we will explore the big changes taking place in recruiting whether they are hiring a sales force or they are helping an emerging growth company fill out its C-Suite and/or Board of Directors.  They also talk about how Legacy MedSearch literally becomes embedded in the strategic planning and executive sourcing for emerging growth companies.  Here is a hint regarding the big changes – some C-Suite positions are being filled entirely virtually. That's right…with no face-to-face interview.  And, it is a candidates market.  Paula and Chris will explain why and what that means to candidates and employers.  Are you prepared for this new environment?  They offer great advice and resources. Regardless of your functional position in MedTech, you will find this very informative and helpful. As in the past couple podcasts, you may hear me refer to a couple members of the MedTech Leaders community asking questions in the chat.  If you want to learn more about MedTech Leaders go to medtechleaders.net. If you get value out of this podcast, please consider giving it a rating on your podcast provider, sharing it with a friend and/or subscribing. Now Go Win Your Week! Paula Rutledge LinkedIn Profile Link Chris Miclot LinkedIn Profile Link Legacy MedSearch website link Candidate Solutions Page Link The Thoroughly Prepared Candidate Interview Guide Link Employer Solutions Link Medical Device Guru Link Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

This is a special episode.  Our guest today is Geoffrey Moore, Author of Crossing The Chasm: Marketing and Selling Disruptive Products to Mainstream Customers which is on Inc. Magazines list of top 10 Marketing Books of All time.  He has written several other books on marketing relative to disruptive technologies.  Geoff is highly regarded throughout the high-tech world. Today, Geoff will take us on a tour of the Technology Adoption Life Cycle and then we dive into details of early market challenges and then the ultimate challenge of crossing the chasm into the mainstream market. We talk about disruptive technologies, early adopters, key opinion leaders, signs you are approaching the chasm, the pragmatists on the other side of the chasm, pragmatists in pain, the bowling alley, the tornado, mistakes to avoid and much much more. By the way, in our discussion the terms visionary and early adopter are interchangeable.  Also, the terms pragmatists and early majority are also interchangeable.  Everyone involved in leading a MedTech company and marketing and sales will learn a lot from this episode. You will hear me refer to several attendees to this event. Three countries are represented. The Netherlands, the Czech Republic and the United States.  These people are all members of the MedTech Leaders community.  I always set up interviews as live virtual events so members can attend.  If you want to learn more about the community, go to medtechleaders.net. Now Go Win Your Week! Geoffrey Moore's LinkedIn profile link Geoffrey Moore's website link Great books by Geoff: Crossing the Chasm, Marketing and Selling Disruptive Products to Mainstream Customers. This third edition brings Moore's classic work up to date with dozens of new examples of successes and failures, new strategies for marketing in the digital world, and Moore's most current insights and findings. Amazon Link Zone to Win - Moore's classic bestseller, CROSSING THE CHASM, has sold more than one million copies by addressing the challenges faced by start-up companies. Now ZONE TO WIN is set to guide established enterprises through the same journey. Amazon Link Escape Velocity - Addresses the central dilemma established firms face: how to continue to harvest past success while driving the organization, its people and its processes, toward future growth and opportunities. Amazon Link Inside the Tornado - A follow-on work to Crossing the Chasm that deals with the dynamics of post-chasm markets, in particular the market share battle during hyper-growth that results in the anointing the market leader or gorilla. Amazon Link Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

Understanding how the worldwide distribution ecosystem works is a must for any MedTech professional. This conversation with Daniel Cloutier provides a window into this world and how LOK brings value to the manufacturers it represents with turnkey distribution. Daniel jokes that they are “Global minus One”.  Take a guess at what country that is. LOK Corporation represents companies ranging in size from start-ups to very large firms to optimize their worldwide distribution.  Frequently, they are working with new concept and disruptive technologies.  Daniel takes us through how they match products to their 17,000 strong distributor network and then help their manufacturers monitor distributor activity via sophisticated dashboards.  They provide assistance all along the medtech roadmap from vetting the distributors, to finding KOLs in various countries, to getting regulatory clearances, ensuring distributors meet ISO requirements and more.  And, venture funds, private equity, angels and incubators frequently seek LOK out for advice giving LOK a view of products in the pipeline.  This podcast is a great review of the complexities of setting up international distribution and the value of a professional global manufacturers' representative company. Now Go Win Your Week! Daniel Cloutier LinkedIn Profile link LOK Corporation website link Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

Want your virtual prospecting to stand out? Bring your virtual presentations and messaging to life. This digital technology from VidiPlus will help. Dror Benjamin, CEO and his team have created a wonderful virtual tool. The way it brings your presentation items into the virtual window right next to you is very sophisticated. You can explode product images so you can reach in with your hand and point features out.  Or, if used for service, you could explode a product image to focus in on key parts that you are talking about.  While you have an image up you can rotate it.  You can show videos, websites and YouTube.  All of this is selected from a very convenient control widget so you are not sharing and unsharring your window to move from one medium to another.  Needless to say, it will make any MedTech company look very tech savvy and credible.  Now Go Win Your Week!! Dror Benjamin LinkedIn Profile link VidiPlus website link Arcreative website link Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

In other words, a brand prescription for MedTech. Matthew has walked the walk. Or, maybe I should say conquered the mountain of marketing and sales challenges. He says, “It's the only thing busy docs care about. They care about you and I aligning with their perspective; relieving them of internal, external, philosophical and practical pains; and solving their problems.” On the sales side he talks about one tactic that results in a 75% attention rate and a 3X increase in consultations. On the marketing side it is video and content that earns attention.  “Earn” is the key word because promoting features and benefits and straight up outcomes does not work.  And, much more. We also share our respect for Geoffrey Moore, author of “Crossing the Chasm, Marketing and Selling High-Tech Products to Mainstream Customers”. Dr. Moore will be a guest on the Medical Device Success podcast on September 22.  It will start as a live event in the MedTech Leaders Community. You can learn more about the community at medtechleaders.net.  There is a free trial. And finally, last week a fellow podcaster revealed to me a link to the top 20 medical device podcasts.  I didn't know such a ranking existed.  Medical Device Success was ranked second in the top 20. Needless to say, I was pleasantly surprised and very humbled at the same time.  Medical Device Success does not have large company or media group helping with production like many others on the list.  It is just me a webcam, an inexpensive microphone, a MAC desktop and some software.  Thanks again to my listeners, the C-suite guests and the subject matter experts for all the support.  It means a lot. Now…Go Win Your Week!! Matthew Ray Scott's LinkedIn Link FEED. The Agency. Link Matthew's Medical Sales Rx Course Link Books Matthew recommends: Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers, by Geoffrey Moore. Link The War of Art, by Steven Pressfield Link Turning Pro, by Steven Pressfield Link The Legend of Baggar Vance, by Steven Pressfield Link Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page

This survey gives a unique look into the minds of these doctors and their practices.  And, it has implications for MedTech sales and marketing for the remainder of 2021 and beyond. 

Is sales an art or a science or a bit of both?  And, how has the art and science changed in the past year?  Some key trends in MedTech have accelerated due to the pandemic that will affect the art and science of selling.  This episode is a discussion to help listeners and viewers be sure they are adjusting to the trends.  One of the suggestions I make at the end of the podcast is for sales and marketing professionals that are in companies that do not take sales and marketing seriously is to form your own mastermind groups.  We have them in the MedTech Leaders Community.  However, you can form them yourself.  In the near future, I will have a podcast on how to create and manage a mastermind group. Now Go Win Your Week! Looking for like-minded leaders and sales and marketing professionals and subject matter experts?  Consider the MedTech Leaders community.  To learn more, go to medtechleaders.net.  There is a free trial and the Get Involved Plan is only $14 per year. Ted Newill's LinkedIn Profile link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

“If you point me at a target, I'll get there'' says Jeff.  That includes succeeding at his first job in the life sciences as CEO of the startup, Advanced Scanners. This is a very interesting interview about a revolutionary technology and a leader with a “different” yet meaningful career.  Unlike most of us, until he took this role, Jeff had no experience in MedTech.  The Advanced Scanners technology will prove itself as essential in neurosurgery. Do you know what “anatomic shift” is and the difference it means in neurosurgery?  You will soon. Then, it will spread its wings into numerous other specialties that need its capabilities.  This is a great business story and personal story that shares numerous lessons all of us can learn from.  18 months to launch! Now Go Win Your Week! Jeff Levine's LinkedIn Profile Link Advanced Scanners website link Ted Newill's LinkedIn Profile link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

You all know that data, properly configured can help your sales team.  However, this data can be very expensive and may not be configured in a way that is easy for your sales team to use.  Enter MedScout, a revenue intelligence platform for Life Science companies.  Skylar Talley, CEO, MedScout joins us today to share how they go about pulling together and presenting procedural data, prescription data and firmographic information and then present it in a unique way to help medtech sales teams be more productive.  This is all done very economically when compared to some of the very expensive data companies.  What Skylar, his co-founder, Casey Shattuck and the rest of the MedScout team is doing is impressive.  Some people may say, “Ted, you can get some of this data yourself.” Keyword is ‘some'.  And, you won't have the firmographics to relate it all together in an easy to use platform.  If you are asking your sales team to do this, I guarantee they are missing important prospects and wasting valuable time. Important note – Don't confuse Skylar's company with the German medical tourism company also called Medscout.  Skylar's MedScout can be found at medscout.io. As podcasts go, the Medical Device Success podcast is a bit unusual in that it is almost always set up as a live event for members of the MedTech Leaders Community to attend if they want to.  Today, you will hear me refer to questions from one such attendee, Lisa Bichsel, CEO of the Bichsel Medical Marketing Group.  BMMG is a terrific Life Sciences marketing firm. She is a member of the MedTech Leaders Community.  And, she asks great questions which adds a lot to the depth of the podcast.  Thank you Lisa. For those of you interested in the MedTech Leaders Community, go to medtechleaders.net to learn more.  The Get Involved plan is only $14 per year and there is a free trial. Now Go Win Your Week! Skylar Talley's LinkedIn profile link MedScout website link Ted Newill's LinkedIn Profile link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

First, we define Population Health.  Then we talk about its influence on MedTech.  In the USA, Population Health is NOT the same thing as Public Health.  One can influence the other.  However, Population Health is driven by value-based health systems to provide better care at a lower cost by being connected, engaged and anticipatory via their facilities and providers to their patients.  Joseph Schulman, Senior VP Population Health, Business Transformation at Northwell Health joins us to discuss this area of health care that is so important to understand.  The movement toward Population Health and value-based healthcare has big ramifications for the development of medical technologies.  Is Population Health a serious endeavor?  Well, Northwell thinks it is important enough to have 400 professionals on Joe's team to drive these initiatives. I have always been pessimistic about the US healthcare system.  After talking to Joe for this podcast and Mark Dixon several weeks ago, I have hope.  Why? Because people like Joe and Mark are moving healthcare in the right direction. And, they are very very determined to succeed.  As Joe said, “We have to raise the bar on how we're doing and pursue all the tremendous opportunities to deliver incredible results.” Yes, he is dedicated and determined. For international listeners, I would be curious to hear if their healthcare systems are taking a similar approach. Now Go Win Your Week! Joseph Schulman's LinkedIn Profile link  Northwell Health Website link  Book Joe recommends: Team of Teams, New Rules of Engagement in a Complex World, by General S. McChrsytal, D. Silverman, C. Fussell and T. Collins. Link to Kindle (ebook), hardcover and paperback Ted Newill's LinkedIn Profile link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

Do you know which digital platform is most effective in targeting physicians?  Is it LinkedIn, Facebook, Instagram, Twitter or TikTok?  In a few minutes, you will know the answer.  The pandemic caused a tremendous amount of rethinking about how MedTech gains the interest and attention of prospects.  Physician micro-marketing is a solution. Our guest to help us with this fascinating and surprising subject is Scott Alexander, CEO of Jairus Physician Micro-Marketing.  Scott also shares a case study of where micro-marketing and micro targeting helps a company ramp initial sales and pivot to a what they thought was a secondary market that turns out to be their primary market.  All this done rapidly and economically when compared to traditional marketing and sales tactics. A comment on the pandemic. With the Delta variant reigning supreme in many countries and the Lambda variant gaining ground in South America, be very careful of how you view your marketing and sales activities in other countries and in certain regions of the US.  These variants have governments and hospital systems very nervous.  One of the members of the MedTech Leaders community, a CEO of a firm in South Africa told me that they were busy gaining momentum several months ago only to have a new surge shut their sales efforts down. Speaking of the MedTech Leaders community, we now have a new entry level member program called the Get Involved plan.  It is only $14 per year and includes a free trial.  Learn more at medtechleaders.net.  If you are a leader or aspire to be a leader in MedTech, you will enjoy the community. Now Go Win Your Week! Scott Alexander LinkedIn Link Jairus Physician Micro-Marketing website link Ted Newill's LinkedIn Profile link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page

“Failure to plan for market access early is one of the key causes of company underperformance and failure”, according to April whose team at TTi Health Research & Economics has helped companies recover from their lack of preparedness. A couple episodes ago I talked about the danger of the chasm in the Technology Adoption Life Cycle.  In this episode, April reveals the possibility of two additional “chasms” that MedTech has to deal with.  The reimbursement/payor chasm which is more complex than many experienced MedTech leaders believe.  And the chasm between regulatory approval and market access when the evidence required in these two areas don't align. “Evidence is your flywheel” says April. The right evidence powers you through your regulatory process and aligns that process and your claims with your value propositions across stakeholders and then on through your product launch. If you don't mind, I am going to be my own sponsor today.  Some of you know that I am also the host of the MedTech Leaders Community.  Some of you are already members. This is where MedTech professionals mingle to share best practices, problems, ideas and successes all with the support of subject matter experts.  I have created a new entry level program called the Get Involved plan which is only $14.00 per year at the moment.  There is a two-week free trial.  Go to medtechleaders.net to learn more.  You won't regret it. April Zambelli-Weiner, PhD LinkedIn Profile link TTi Health Research & Economics Website link TTi Health Research & Economics Market Readiness Assessment link Books April recommends: Dare to Prepare: How to Win Before You Begin, by Ronald M. Shapiro, Gregory Jordan, et al. Kindle and paperback link The Undoing Project: A Friendship That Changed Our Minds, by Michael Lewis Kindle and paperback link Ted Newill's LinkedIn Profile link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

Where does the MedTech Sales process get in trouble?  It is in the Presentation step of the process.  On the surface the Presentation step sounds simple.  It is not.  With new concept technologies or complex technologies this step can get complicated with multiple sub-steps.  That is why it is important to spend time working this out as a team.  If you are a sales professional at a company that is not providing process guidance, you can actually do it yourself.  It should result in increased sales and commissions. A number of you have contacted me over the past few weeks with questions and comments.  I have enjoyed the conversations and the emails.  Don't be shy. The door to my office is always open. Now Go Win Your Week! Ted Newill's LinkedIn Profile link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

THRIVE! As an orthopedic distributor in the midst of the pandemic what do you decide to do?  Clay's answer is THRIVE!  That was Habakkuk's theme word for 2020.  Think this is corny? It isn't. Furthermore, Clay's team follows their four core values – servant heart, teamwork, excellence and perseverance to deliver on their mission which is "We exist to help restore life within the orthopedic community".  Clay has built his company up to 15 employees in less than 8 years.  We talk about how Habakkuk managed 2020 and what orthopedic distribution looks like going forward. According to Clay, the business model will not be going back to the 2019 version.  We also spend a lot of time on how Clay and his team built their leadership skills.  It is impressive.  I don't know many people that can quote key learnings from leadership books like Clay can.  More important is the fact he put them into practice. A note to listeners and subscribers - I have been getting more feedback and requests for slides when I have them.  This is great. I enjoy the interaction. Now Go Win Your Week!! Clay Steves' LinkedIn Profile link Habakkuk website link Books Clay recommends: The Advantage by Pat Lencioni eBook, hardcover and paperback link First Break All The Rules by Marcus Buckingham eBook, hardcover and paperback link The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About it By Michael Gerber eBook and Paperback link Ted Newill's LinkedIn Profile link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

Fight the Technology Adoption Life Cycle Curve and you will lose.  It is science. Why do MedTech leaders and sales and marketing pros continue to fight the TALC Curve?  And, why am I bringing it up?  Because in the past several weeks I have had conversations with startups that have been either not recognizing the curve or fighting it.  Important Note! This applies primarily to New Concept Products.  In this Episode: Quick review of the Technology Adoption Life Cycle.Why is this important?The Good News and Bad News about Innovators and Early Adopters.How to identify Innovators and Early Adopters.How to sell to Innovators and Early Adopters. Enjoy! Now Go Win Your Week! Recommended Book: Crossing the Chasm, Marketing and Selling Disruptive Products to Mainstream Customers by Geoffrey Moore Kindle book linkPaperback book link Ted Newill's LinkedIn Profile link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page  

How will the Four Forces shaping healthcare affect your sales and marketing strategies and tactics?  Do you know how these forces align with the “Triple Aim”?  Mark Dixon once led one of the largest healthcare systems in the US.  Now he is a consultant for both healthcare systems and some of the largest life science companies in the world.  From this unique vantage point, Mark walks us through the Four Forces and their potential impact on vendors/suppliers.  This is particularly important for small to medium sized medtech companies that traditionally don't view the healthcare ecosystem as strategically as the large medtech companies.  This is also very important for Non US companies trying to better understand the US healthcare market.Near the end of the podcast, we talk about what this means about the way startups design the clinical studies they will use for FDA clearance or approval.  The links below include a number of publications that will help you keep your finger on the pulse of healthcare in the United States. Last week, after the podcast on prospecting, a number of listeners requested examples of embedded videos and the slide deck.  It was fun interacting with you. Now Go Win Your Week!! Mark Dixon LinkedIn Link Mark does not have a website.  He doesn't need one. If you need his email address or phone, contact me. Publications and groups recommended by Mark: Becker Hospital Review - https://www.beckershospitalreview.com (Newsletter is free)Advisory Board - https://www.advisory.com  (requires paid membership)Dail-enews - http://dailenews.mdsi.org (free)Association of National Account Executives (ANAE) - https://www.nationalaccountexecutives.com (newsletter is free) Ted Newill's LinkedIn Profile link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page