I'm joined by Jonathan Swill, Principal Consultant at Surgical Excellence Partners, as we explore the future of patient-specific implants in orthopedics, why 20% of knee replacement patients remain unsatisfied, and how personalized medicine combined with robotics and AI will transform musculoskeletal surgery.

In this episode, we dive deep into:

The Patient-Specific Implant Revolution in Orthopedics 
→ Why orthopedics is the "last bastion" to adopt patient-specific approaches while cranial maxillofacial surgery has made it the gold standard 
→ How automated surgical planning software is reducing design time from weeks to days by cutting engineer-surgeon iteration cycles 
→ The critical integration gap: precise robotic placement means nothing without the perfect implant design to match

From Research to Commercialization: The HSS Experience 
→ How exposure to both implant failures and custom department successes at Hospital for Special Surgery sparked the patient-specific vision 
→ Point of care labs enable hospitals to commercialize solutions internally and democratize patient-specific technologies 
→ Physical proximity to clinical problems allows research hospitals to move from issue identification to solution faster than anyone

The 20% Problem: Why Off-the-Shelf Implants Fall Short 
→ One in five total knee replacement patients worldwide report dissatisfaction with outcomes—that's over 500,000 people annually 
→ Mechanical alignment taught surgeons to align everyone to 7 degrees regardless of patient size, anatomy, or natural joint position 
→ Kinematic alignment restores patient's natural body position but still uses off-the-shelf parts with non-native geometries

Adoption Barriers: Why Perfect Technology Doesn't Guarantee Market Success 
→ Large orthopedic companies have hundreds of billions in off-the-shelf inventory that would become obsolete with widespread patient-specific adoption 
→ Entrenched sales forces with long-standing contracts and massive influence create structural resistance to innovation 
→ Surgeon education is harder than regulatory approval—you must prove improved outcomes, OR time savings, and cost reduction simultaneously

Kinematic vs Mechanical Alignment: The Paradigm Shift 
→ Mechanical alignment was the legacy standard because off-the-shelf implants were the only option available 
→ Kinematic alignment restores patient's natural anatomy and ligament positions but still lacks truly patient-specific geometries 
→ Even leaders like Restore3D still focus on mechanical alignment with patient-specific implants—massive opportunity remains for kinematic integration

AI-Powered Surgical Planning: From Support Tool to Decision Partner 
→ Current AI automates repetitive tasks like landmark identification and implant templating but remains basic and task-based 
→ Next five years will see AI become predictive—forecasting post-op outcomes from intraoperative imaging at 6, 12, 18, 24 month intervals 
→ AI will enable true kinematic alignment at scale by analyzing patient-specific anatomy and predicting optimal restoration positions

Lead Qualification Over Volume: The Startup Survival Strategy 
→ 90% of surgeons use one specific product and will die using it regardless of 3x cost savings from alternatives 
→ Cutting 10 poor-fit prospects to focus on 10 qualified leads yields more customers faster than broadly targeting 30-40 big names 
→ First sale cracks the ice—learn what worked, replicate the pattern, and qualify future leads against that success profile

Advice for Medtech Innovators: Become a Multi-Tool Athlete 
→ Choose startups over big companies early in career—wear multiple hats, learn faster, become more valuable to future employers 
→ Don't silo yourself into one specialty—COVID hiring freezes taught the value of broader medtech product development skills 
→ Being really good at 4-5 different disciplines makes you "glue guy" who translates across teams—more valuable than being best at one thing

Best Quotes:

"Why wouldn't you want to be Shohei Otani? Why wouldn't you want to be him?"

"If 20%, if only 80% of our patients worldwide are satisfied and in no more pain with their knee replacement, that's still 20% of people. At two to three million knee replacements a year, that is over 500,000 people that are unsatisfied."

"We need to not accept what's good enough. We need to accept perfection. We need to expect perfection because we see surgeons as these amazing geniuses that they are. But I think the tools that we're giving them are not allowing them to be perfect."

"Orthopedics is the last bastion to really take it on in terms of patient-specific work because cranial maxillofacial—that's what they do. That is the gold standard and that's how it's taken."

"You can make the best product in the world, but if they don't understand the value of your product and how it improves patient outcomes or how it improves surgeries, then it's not going to be a successful adoption."

"Do it right the first time and you won't have to do it again. We are okay, at least in an industry level, we're okay with doing it again. Because we're saying, 'oh, it survived for 18, 20 years, it's fine.'"

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Find the perfect vendors for your medtech project for free at MedtechVendors - https://www.medtechvendors.com/

📈 My FREE 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-course

FIND SPENCER JONES ON SOCIAL
Spencer's LinkedIn - https://www.linkedin.com/in/medtech-innovation/
XO Medtech LinkedIn - https://www.linkedin.com/company/xo-medtech/

FIND JONATHAN SWILL ON SOCIAL 
Jonathan's LinkedIn - https://www.linkedin.com/in/jonathan-swill/
Surgical Excellence Partners - https://surgicalexcellencepartners.com/

Episode Timestamps: 
0:00 - Introduction to Jonathan Swill and Surgical Excellence Partners 
5:00 - The HSS experience: where patient-specific passion began 
12:00 - Patient-specific implants explained: from imaging to surgery 
18:00 - Biomimicry and the future of implant design 
22:00 - Surgical guides and cutting tools: precision at the planning stage 
28:00 - Kinematic vs mechanical alignment: the paradigm shift 
34:00 - Why patient-specific implants haven't achieved widespread adoption 
40:00 - The reimbursement problem and 2-3 year patient turnover 
45:00 - Building the value proposition for hospital VACs 
50:00 - Pre-replacement interventions: tissue engineering and PRP 
55:00 - Entering the US market: surgeon education and innovation partnerships 
62:00 - Lead qualification over volume: the startup survival str...

I'm joined by Jelani Abdus-Salaam, Founder at Best of AI, as we explore how AI can transform medtech operations, the critical distinction between AI automation and AI agents, and practical strategies for adopting AI without massive organizational overhauls.

In this episode, we dive deep into:

AI Literacy Gap Creates Massive Medtech Opportunity → Medtech is perfectly suited for AI with rules-based QMS, defined regulatory standards, and structured clinical data—yet AI literacy remains surprisingly low → Companies that bought specialized AI solutions from domain experts succeeded 67% of the time, while internal enterprise initiatives failed at 95% → The paradox: medtech professionals excel at clinical work but lack exposure to AI, creating adoption barriers despite clear benefits

AI Agents vs AI Automation: The Game-Changing Distinction → Automations follow sequential steps while AI agents use reasoning and context to decide their own path to accomplish goals → AI agents can pull from multiple knowledge sources and adapt their approach based on the situation → Critical factor: AI is "really dumb" until you codify your processes—you must understand your business systems before deploying agents

The Chief of AI Role Is Now Essential → Every medtech company will soon need a dedicated AI officer who touches sales, marketing, and operations as the central nexus → Don't need full developers—someone who can use cursor, Claude, and orchestration tools to build and test solutions internally → Junior AI people trained by experienced practitioners can be incredibly effective when paired with enterprise-level leadership

Specialized Small Models Outperform Everything Apps → Specialized small language models working as agentic teams outperform single large models for complex tasks → Building your own small LLM specialized in one niche delivers better performance than ingesting documentation into ChatGPT → Open source models will prevail long-term for medtech—create custom models for specific processes

The Human-in-the-Loop Mandate for Healthcare → Humans must remain in the loop for quality assurance, especially in healthcare where hallucinations can be catastrophic → AGI isn't coming for 10-20 years—companies that fired hundreds expecting AI replacement had to rehire when systems failed → Build approval checkpoints where humans review and either approve or send AI agents back for refinement

Start With Custom GPTs, Not Enterprise Overhauls → Pick ChatGPT or Claude, list manual tasks you do repeatedly, and create custom GPTs that codify how you do those things → One founder automated SOP creation that took 20-30 minutes—now saves hours weekly compounding over dozens of tasks → Turn off data tracking settings if concerned about HIPAA compliance

Best Quotes:

"AI is really dumb. It's up to you, the person, the operator, the orchestrator, to understand what you want to happen for AI to follow what you want to happen."

"You will have individual departments. You will have the ability for AI agents to take information, pass that information into other teams or departments. That's already happening now."

"Even if you don't use AI in your business, you do need to know its capabilities because it can be used against you. Voice duplication is so easy. Deepfakes are getting so good. You need awareness."

"There's more and more people who understand the value of having a specialized AI person. Some people are calling this AI Chief Officer. All they do is learn AI, deploy AI, learn AI, deploy AI."

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Find the perfect vendors for your medtech project for free at MedtechVendors - https://www.medtechvendors.com/

📈 My FREE 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-course

FIND SPENCER JONES ON SOCIAL 

Spencer's LinkedIn - https://www.linkedin.com/in/medtech-innovation/ 

XO Medtech LinkedIn - https://www.linkedin.com/company/xo-medtech/

FIND JELANI ABDUS-SALAAM ON SOCIAL 

Jelani on X/Twitter - https://twitter.com/JelaniFuel 

Jelani on Instagram - @JelaniFuel 

Scale With Agents - https://www.scalewithagents.com/ 

Episode Timestamps: 
0:00 - Introduction to Jelani and his journey to medtech AI 
5:00 - The medtech AI adoption paradox 
10:00 - AI agents vs automation distinction 
20:00 - Why medtech needs Chief of AI officers 
27:00 - Specialized models vs everything apps 
35:00 - Prompt engineering strategies 
47:00 - Agent-to-agent healthcare ethics 
57:00 - Simulation departments becoming mandatory 
1:07:00 - Starting with custom GPTs 
1:11:00 - Building data-first company culture

I'm joined by Jeff June, MedTech Founder and Ecosystem Builder, as we explore the broken venture capital model in healthcare, why accelerator programs are failing early-stage companies, and his battle-tested strategies for building successful MedTech ventures through strategic partnerships and ecosystem development.

In this episode, we dive deep into:
The Funding Crisis Reality Check
→ Why venture capital has transformed into private equity, abandoning true early-stage companies
→ How founders are achieving FDA clearance and $500K revenue without raising venture capital
→ The massive disconnect between what VCs fund versus what MedTech innovation actually needs

The Accelerator Industrial Complex Problem
→ Why sponsor-driven programs select companies through the lens of corporate partners, not innovation merit
→ How success metrics focused on "total funding raised" create perverse incentives that harm true innovators
→ The power of micro-accelerators and peer learning over brand-name program marketing

Technical Founders Are More Capable Than They Think
→ Why being told to "find an experienced CEO" is the worst advice technical founders receive
→ How clinical founders should lead with their expertise story, not generic market-size slides
→ The critical difference between selling yourself first versus selling your technology

The Clinical-to-Consumer Healthcare Revolution
→ How patient education and responsibility can solve healthcare's innovation adoption crisis
→ Why great clinical innovations fail when they don't fit reimbursement models
→ The untapped opportunity for consumer health technologies with clinical validation

Ischemia Care: A $15M Success Story
→ How Jeff's stroke diagnostics company accomplished what others needed $120M to achieve
→ Building ecosystems of clinicians, hospitals, payers, and strategics for maximum leverage
→ The first blood test for stroke and lessons from commercializing breakthrough diagnostics

Strategic Partnership Acquisition Playbook
→ Why M&A timelines have stretched to 12+ years and average deal sizes tripled
→ How to build relationships with division presidents who have P&L responsibility, not BD departments
→ The "we can do what you'll never be able to do" positioning that unlocks strategic partnerships

Reimbursement Reality: The Two-Year Patient Turnover Truth
→ Why payers optimize for getting patients off their rolls within two years
→ How to speak the specific language of individual payers versus generic "healthcare system" messaging
→ The critical distinction between clinical evidence for FDA versus clinical evidence for adoption

Ecosystem Building Over Individual Excellence
→ Creating comprehensive support networks that enable ventures to achieve more with less capital
→ Why fractional experts who truly integrate with your team outperform expensive full-time hires
→ Building relationships that become competitive moats in highly specialized healthcare markets

Best Quotes:
"You are not an AI enabled solution. Stop it. Stop putting that as the first words describing your company."
"There is no such thing as a healthcare system. Every hospital is individualized, they work with different payers. You are not saving 'the healthcare system' money."
"The best people you will work with want to knock you out right away. They want to know what you know and you've got to lead them."
"You're far more capable than you think you are. Trust your instincts more. You know more than you think you do."
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Find vendors at MedtechVendors - https://www.medtechvendors.com/

📈 FREE 5-day course: https://xomedtech.com/free-course

FIND SPENCER JONES ON SOCIAL
Spencer's LinkedIn - https://www.linkedin.com/in/medtech-innovation/ 
XO Medtech LinkedIn - https://www.linkedin.com/company/xo-medtech/ 
FIND JEFF JUNE ON SOCIAL
Jeff's LinkedIn Profile-  https://www.linkedin.com/in/jeffjune/
Ischemia Care - https://www.ischemiacare.com/ 

Episode Timestamps:
0:00 - Introduction to Jeff June's three-decade MedTech journey
5:00 - Why the venture capital model is broken for early-stage MedTech
15:00 - Technical founders are more capable than they're told
22:00 - The accelerator industrial complex diagnosis
35:00 - Clinical-to-consumer healthcare transformation
45:00 - What MedTech innovators consistently overlook
55:00 - Building ecosystem partnerships over individual excellence
65:00 - Reimbursement reality and payer psychology
75:00 - Strategic M&A relationship building playbook

I'm joined by Aaron Moncur, Founder and President at Pipeline Design & Engineering, as we explore his unique approach to building an engineering empire centered on promoting joy in team members' lives, innovative automation solutions, and creating community-driven platforms that are revolutionizing how engineers collaborate and learn.

In this episode, we dive deep into:

From Near-Death Surfing to Engineering Excellence 
→ How a life-threatening surfing experience at Diamond Head shaped Aaron's resilience and company philosophy 
→ Why Pipeline got its name from Banzai Pipeline (not oil pipelines) as inspiration for engineering excellence 
→ The journey from Hawaii to Arizona and building a culture-first engineering services company

Revolutionary Company Culture Philosophy 
→ Why "treat customers well, but treat team members better" drives superior engineering outcomes 
→ How daily huddles, weekly launchpads, and core value nominations create authentic engagement 
→ The 10-week sprint story that proves culture translates to tangible business results

Governed by Productivity, Not Bureaucracy 
→ Why engineers purchase without approval processes and how trust accelerates project delivery 
→ The guiding principles approach that empowers decision-making over rigid rule-following 
→ How small teams of 10-15 maintain quality without drowning in process

AI Integration That Actually Works 
→ Using ChatGPT to transform meeting transcripts into winning project summaries 
→ Why customers say "you guys actually listened" when AI helps capture requirements perfectly 
→ Team adoption strategies that prioritize productivity over mandates

The Engineering Empire Ecosystem 
→ CAD Club's mission to prevent violence by teaching life skills through engineering mentorship 
→ The Being an Engineer podcast reaching 300+ episodes with industry legends like SolidWorks founders 
→ The Wave platform creating mentorship connections and design accelerators for engineers

Easy Motion: The Game-Changing Innovation 
→ How no-code visual programming eliminates the controls engineer bottleneck 
→ Reducing 30-40 hour programming tasks to 20 minutes with drag-and-drop automation 
→ Why mechanical engineers can now create sophisticated automated sequences without coding

PDX: The Ultimate Hardware Training Bootcamp 
→ October 21-22 intensive featuring 30+ industry experts in custom manufacturing 
→ Office hours concept providing live consulting on real engineering problems 
→ Why small teams with multi-disciplinary talent can develop artificial hearts in under a year

Best Quotes: 
"What makes a kid so angry that he's willing to harm one of his peers? CAD Club is really about helping kids understand what healthy adult behavior looks like."

"The best way to treat your customers well is to make sure your team is really happy doing what they're doing. Would you rather have an engineer just showing up for a paycheck or one finding joy in their work?"

"We don't have any formal approval process for purchasing. When an engineer needs something, they buy it. We've been operating for 15 years and it's never been a problem."

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Find vendors at MedtechVendors - https://www.medtechvendors.com/

📈 FREE 5-day course: https://xomedtech.com/free-course

FIND SPENCER JONES ON SOCIAL 
Spencer's LinkedIn - https://www.linkedin.com/in/medtech-innovation/ 
XO Medtech LinkedIn - https://www.linkedin.com/company/xo-medtech/

FIND AARON MONCUR ON SOCIAL 
Aaron's LinkedIn Profile - https://www.linkedin.com/in/pipelinedesign/
Pipeline Design & Engineering Website - https://www.linkedin.com/company/pipelinedesign/
The Wave Platform - https://www.thewave.engineer/
PDX Event - https://www.thewave.engineer/product-development-expo/pdx-2025/

Episode Timestamps: 
0:00 - Introduction and surfing story from Hawaii 
12:00 - Custom automation and fixture examples 
18:00 - Culture philosophy: joy as highest purpose 
28:00 - Productivity over bureaucracy approach 
36:00 - Communication skills for engineers 
44:00 - The engineering empire ecosystem 
52:00 - Easy Motion no-code automation platform 
58:00 - AI integration and future tools

I'm joined by Ross Peterson, Chief Business Development Officer at ProPlate, as we explore the specialized world of metallization and electroplating for medical devices, from life-saving pediatric applications to cutting-edge energy delivery systems.
In this episode, we dive deep into:

The Science of Medical Device Metallization
→ How electroplating adds metal microinches at a time using electrical current and metal ion chemistry
→ Why vacuum deposition is required to metalize non-conductive polymers like balloon catheters
→ The four primary applications: stimulation, ablation, sensing, mapping, and radio opacity

Rare Earth Magnet Plating Mastery
→ How ProPlate became the only company in North America capable of electroplating neodymium magnets
→ Why these strongest commercially available magnets corrode in open air and are extremely toxic unprotected
→ The supply chain implications of China's dominance in rare earth materials

Life-Saving Pediatric Innovation
→ The heartwarming story of plating magnets for UCSF Berkeley's esophageal atresia treatment device
→ How magnetic anastomosis creates a non-invasive solution for babies born with disconnected esophagus
→ Why receiving a Christmas photo from a healthy patient family became the ultimate reward

Next-Generation Electrode Technology
→ How replacing thick platinum iridium with stainless steel and selective precious metal plating cuts costs 50%+
→ The game-changing potential for PFA devices using 20-30 electrodes per device
→ Why traditional marker band methods fail on miniaturized, flexible stents

Advanced Manufacturing Capabilities
→ The shift from wet chemistry to PVD processes for superior polymer compatibility
→ How batch processing beats one-by-one crimping for complex geometries
→ Creating marker bands under 2 French with wall thicknesses under 1 mil

Best Quotes:
"One in 3,000 babies are born with esophageal atresia. If anything, this is something that we should be working on."

"The first few batches came out with no magnets left. They disintegrated, they were rusted."

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Subscribe to the channel so you don't miss hot takes and insider tactics from the trenches of medtech startups.
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Find vendors at MedtechVendors - https://www.medtechvendors.com/
📈 FREE 5-day course: https://xomedtech.com/free-course

FIND SPENCER JONES ON SOCIAL
Spencer's LinkedIn - https://www.linkedin.com/in/medtech-innovation/
XO Medtech LinkedIn - https://www.linkedin.com/company/xo-medtech/

FIND ROSS PETERSON ON SOCIAL
Ross's LinkedIn - https://www.linkedin.com/in/ross-peterson-proplatetech/
ProPlate Website - https://www.proplate.com/

Episode Timestamps:
0:00 - Introduction to Ross Peterson and ProPlate
5:00 - Electroplating explained for fourth graders
12:00 - Rare earth magnet challenges and supply chain
18:00 - Life-saving pediatric esophageal atresia project
25:00 - Working with startups vs large strategics
30:00 - Future opportunities in electrode technology

I'm joined by Jeremy Ridley, Senior Director of Engineering at Delve, as we explore how the best engineers design and develop complex medtech innovations, from managing regulatory constraints to building breakthrough products that actually make it to market.

The Hidden Reality of Medtech Engineering Leadership
→ Most engineering leaders underestimate the time required for regulatory alignment - Jeremy reveals it should be happening from day one, not after product development
→ The biggest career mistake engineers make is staying in their technical comfort zone instead of developing business acumen and market understanding
→ Successful medtech engineers must become "translators" between technical teams, regulatory bodies, and business stakeholders - it's a skill that separates leaders from individual contributors

Why Traditional Product Development Fails in Medtech
→ The waterfall approach that works in other industries creates dangerous blind spots in medtech where regulatory changes can kill projects overnight
→ Jeremy's contrarian take: spend more time in the problem definition phase rather than rushing to solutions - most failed medtech products solve the wrong problem elegantly
→ User research in healthcare requires a completely different approach than consumer products - you're often designing for three users: patients, clinicians, and administrators

The Regulatory Reality Check Every Founder Needs
→ FDA conversations should start 18-24 months before you think you need them - waiting until you have a "complete" product is a recipe for expensive pivots
→ The Pre-Submission process is your secret weapon for getting regulatory clarity early, but most startups use it wrong by asking vague questions
→ Quality systems aren't just compliance checkboxes - they're competitive advantages that enable faster iteration and better products when implemented correctly

Engineering Team Building Secrets for Medtech Startups
→ The ideal early engineering hire isn't the most senior person available - it's someone who's navigated 0-to-1 product development in regulated industries
→ Cross-functional collaboration skills matter more than pure technical depth because medtech requires constant coordination between engineering, regulatory, clinical, and business teams
→ Remote engineering teams can work in medtech, but you need different processes for documentation and knowledge transfer due to regulatory requirements

The Economics of Medtech Engineering Decisions
→ Design for manufacturability from day one - Jeremy reveals that manufacturing constraints kill more medtech products than technical feasibility issues
→ The "good enough" philosophy from software doesn't apply to medtech where incremental improvements can mean life or death for patients
→ Budget 30-40% more time and resources for testing and validation than you would for non-medical devices - this isn't optional padding, it's reality

Navigating the Innovation vs. Regulation Tension
→ The most successful medtech companies treat regulatory strategy as a product feature, not a barrier - it becomes part of their competitive moat
→ Innovation happens within constraints, not despite them - Jeremy's teams use regulatory requirements as design inspiration rather than limitations
→ The biggest breakthrough opportunities exist where regulation is evolving - AI/ML in medical devices is the current frontier with massive potential

Future-Proofing Your Medtech Engineering Career
→ Learn to speak the language of business outcomes, not just technical specifications - your ability to connect engineering decisions to patient outcomes and revenue determines your ceiling
→ Develop expertise in emerging areas like digital therapeutics, AI-enabled devices, and remote monitoring - these are where the growth opportunities will be
→ Build relationships across the entire medtech ecosystem including regulatory consultants, clinical partners, and manufacturing specialists - your network is your net worth in this industry

Best Quotes:

"Most engineers think about regulatory as this thing that happens at the end. But if you're not thinking about it from day one, you're setting yourself up for failure. The FDA isn't your enemy - they're actually trying to help you build better products."

"The biggest mistake I see engineering leaders make is staying in their comfort zone. You can't just be a great engineer anymore. You need to understand the business, understand the market, understand the regulatory landscape."

"Quality systems aren't overhead - they're actually your competitive advantage. When you have robust processes, you can iterate faster, you can scale better, and you can respond to regulatory feedback more quickly."

"Innovation doesn't happen despite constraints - it happens because of constraints. Some of our best product decisions have come from regulatory requirements that forced us to think differently."

Want more insights on medtech innovation? Subscribe to the channel so you don't miss hot takes and insider tactics from the trenches of medtech startups. 

🤝 Join the #1 network for medtech innovators on the internet. Become a member to accelerate your journey, collaborate and build valuable ventures. Join for free using this link - https://tinyurl.com/xo-medtech-free-tier 

Find the perfect vendors for your medtech project for free at MedtechVendors - https://www.medtechvendors.com/ 

📈 My FREE 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-course

FIND SPENCER JONES ON SOCIAL
Spencer's LinkedIn - https://www.linkedin.com/in/medtech-innovation/
XO Medtech LinkedIn - https://www.linkedin.com/company/xo-medtech/

FIND JEREMY RIDLEY ON SOCIAL
Jeremy's LinkedIn - https://www.linkedin.com/in/jeremy-ridley-delve/
Delve Website - https://www.delve.com/

Episode Timestamps:
0:00 - Introduction and Jeremy's background at Delve
3:15 - The evolution from engineer to engineering leader
7:42 - Why most medtech products fail before reaching market
12:28 - Regulatory strategy as competitive advantage
18:35 - Building engineering teams for medtech startups
24:12 - The hidden costs of poor design decisions
29:47 - Quality systems and process optimization
35:23 - Innovation within regulatory constraints
41:18 - Future trends in medtech engineering
46:52 - Career advice for aspiring medtech leaders
52:30 - The importance of cross-functional collaboration
57:15 - Final thoughts and key takeaways

I'm joined by John Behles, Owner at Lexigent LLC and Founder & GP at PhiCAP Fund, as we explore the critical role of intellectual property strategy in medtech success, common IP pitfalls that destroy startup valuations, and how physician-led venture capital is reshaping healthcare investing.

In this episode, we dive deep into:

The IP Strategy Foundation 
→ Why doing your own prior art research makes you a more sophisticated founder 
→ The critical difference between landscape opinions, FTO studies, and patentability searches 
→ How to create a comprehensive IP strategy before you ever file a patent

The Gold Standard IP Timeline 
→ Why smart founders do FTO studies before product development even begins 
→ The sliding scale approach: when simple DME products don't need comprehensive IP protection 
→ How to avoid the "caveman approach" of filing patents without strategy

Patent vs. Trade Secret Strategy 
→ When black box technologies should stay trade secret instead of being patented 
→ How one cybersecurity company got a $50M valuation through trade secret strategy 
→ Why software patents face court hostility and abstract rejections

International Patent Protection 
→ The counterintuitive advantages of filing PCT first instead of US provisional 
→ How to get your patent allowed in 4-6 months using Patent Prosecution Highway 
→ Why Track One applications are often a waste of $2,000

Licensing Deal Negotiation Landmines 
→ Why "net royalty" rates will destroy your economics (hint: $3 left from $1,000 revenue) 
→ The power of floor pricing and volume-based escalators 
→ How warranties and indemnification clauses can bankrupt startups

Patent Examiner Psychology 
→ Why adversarial patent attorneys hurt your chances of getting patents allowed 
→ The relationship-first approach that dramatically improves patent prosecution success 
→ How to conduct interviews that actually move your case forward

The Physician-Led Venture Revolution 
→ How PhiCAP Fund enables physicians to be their own private equity 
→ Why private equity acquisition of medical practices is destroying healthcare 
→ Creating two monetizable vehicles through IP holding company structures

Due Diligence Red Flags 
→ The licensing assumption trap that kills deals before they start 
→ Why patent portfolios can become net negatives in M&A situations 
→ How Inter Partes Review turned patent ownership into a liability

Best Quotes: 
"If your patent strategy is 'I want to go and enforce my patents against everybody in my space,' that is a dead loser."

"Most people don't realize that just because you have a license, you may not have the right to manufacture it. They may only want you to sell it."

"Patent attorneys are a notoriously odd crowd. Do they sweat when they get on the phone and talk to another human being? You really don't need that type of personality when dealing with the Patent Office."

"If I get assigned into a particular art unit in 3600, I'd rather just have my money back."

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Subscribe to the channel so you don't miss hot takes and insider tactics from the trenches of medtech startups.

🤝 Join the #1 network for medtech innovators on the internet. Become a member to accelerate your journey, collaborate and build valuable ventures. Join for free using this link.

Find the perfect vendors for your medtech project for free at MedtechVendors - https://www.medtechvendors.com/

📈 My FREE 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-course

FIND SPENCER JONES ON SOCIAL
Spencer's LinkedIn
XO Medtech LinkedIn

FIND JOHN BEHLES ON SOCIAL
John's LinkedIn Profile
PhiCAP Fund Website

Episode Timestamps: 
0:00 - Introduction to John Behles and his journey from Boeing engineer to IP attorney 
3:00 - The mythology around intellectual property and why founders get it wrong 
7:00 - The gold standard IP timeline: landscape first, then patentability, then filing 
12:00 - When to do FTO studies and how budget drives IP strategy decisions 
17:00 - PhiCAP Fund's mission to enable physician-led healthcare investing 
24:00 - Red flags in IP due diligence that kill startup valuations 
28:00 - Licensing agreement negotiation: avoiding the "net royalty" trap 
35:00 - International patent strategy: why PCT first beats US provisional 
42:00 - Patent examiner psychology and the relationship-first prosecution approach 
47:00 - How IP portfolios influence M&A valuations and VC deals 
52:00 - Building comprehensive IP strategies that evolve with your company 
56:00 - PhiCAP Fund opportunities and IP strategy consultation offerings

I'm joined by Natalie Freels, CEO at InsightHealth Consulting, as we explore how data-driven market intelligence is revolutionizing medtech commercialization strategies and transforming how innovative companies bring breakthrough technologies to market.

The Hidden Truth About Market Research in Medtech
→ Traditional market research methods are failing medtech startups because they rely on outdated physician survey data that doesn't reflect real-world adoption patterns
→ Most medtech companies waste 40% of their market research budget on generic industry reports instead of targeted, actionable intelligence specific to their device category

Cracking the Code on Physician Adoption Behavior
→ Physicians don't adopt new technologies based on clinical evidence alone - peer influence networks and financial incentives drive 70% of adoption decisions
→ The "early adopter" physicians in medtech aren't the ones you think - they're typically mid-career specialists with strong hospital relationships, not academic leaders
→ Geographic clustering analysis reveals that successful medtech launches spread through specific hospital systems and regions in predictable patterns

The Data Sources Big Medtech Doesn't Want You to Know About
→ Payor claims databases contain hidden goldmines of adoption data that small medtech companies can access for under $10K annually
→ Social media sentiment analysis of physician communities provides earlier signals than traditional market research at a fraction of the cost

Why Most Medtech Market Strategies Fail Before Launch
→ 80% of medtech companies enter markets without understanding the reimbursement landscape complexity, leading to 2-year delays in meaningful revenue
→ Total addressable market calculations are typically inflated because companies don't account for adoption curve realities and competitive displacement
→ The biggest market entry failures happen when companies target the wrong customer segment first - going after academic medical centers instead of mid sized and community hospitals

Best Quotes:

"Traditional market research in medtech is like driving while looking in the rearview mirror - you're making decisions based on where the market was, not where it's going."

"The medtech companies that will survive the next decade are the ones that treat market intelligence as a core competency, not an outsourced afterthought."

"Real-time competitive intelligence isn't just about knowing what your competitors are doing - it's about predicting what they're going to do before they know it themselves."

"Most medtech startups fail not because they build bad products, but because they fundamentally misunderstand how their markets actually work."

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🤝 Join the #1 network for medtech innovators on the internet. Become a member to accelerate your journey, collaborate and build valuable ventures. Join for free using this link.

Find the perfect vendors for your medtech project for free at MedtechVendors - https://www.medtechvendors.com/

📈 My FREE 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-course

FIND SPENCER JONES ON SOCIAL
Spencer's LinkedIn
XO Medtech LinkedIn

FIND NATALIE SPENCER ON SOCIAL
Natalie's LinkedIn Profile
InsightHealth Consulting Website

Episode Timestamps:
00:00 - Introduction to market intelligence in medtech
03:45 - Why traditional market research fails medtech startups
08:12 - The real drivers of physician technology adoption
14:30 - Revenue intelligence strategies that increase win rates
19:55 - Hidden data sources for competitive advantage
25:20 - Common market entry mistakes and how to avoid them
31:10 - Advanced competitive intelligence tactics
37:45 - Building internal market intelligence capabilities
43:20 - AI and predictive analytics in medtech market research
48:15 - Future trends in medtech competitive intelligence
52:30 - Key takeaways and action items for medtech innovators
55:45 - Closing thoughts and contact information

I'm joined by Brian More, CEO at Nanovis, a nanotechnology company that's transforming patient outcomes through breakthrough surface engineering innovations.

In this episode, we jump into:

The Nanotechnology Impact in Spinal Implants
→ Nanovis creates surfaces that mimic natural bone structure at the nanoscale, dramatically improving osseointegration rates
→ Their proprietary nanotopography increases surface area by 30-40x compared to traditional smooth implants, accelerating bone growth
→ The technology reduces healing time from months to weeks by creating optimal conditions for osteoblast attachment and proliferation

From Academia to Commercial Success: The Nanovis Journey
→ How demonstrating clear clinical superiority over existing titanium coating technologies landed them funding
→ How strategic partnerships with major implant manufacturers accelerated market penetration without requiring massive sales infrastructure

Breaking Through FDA Regulatory Barriers
→ Why positioning their technology as a surface modification rather than a new device class helped secure FDA clearance
→ Demonstrating substantial equivalence while still showing enhanced performance through the 510k pathway
→ Why they showed clinical data and compared to the industry standard (and why it actually mattered)

Future of Nanotechnology in Medical Devices
→ Surface engineering will become standard across all implantable devices, not just spinal hardware
→ Next-generation developments include drug-eluting nanosurfaces that release therapeutic compounds over time
→ AI-driven surface optimization will create patient-specific nanotopographies based on individual bone density and healing patterns

Building Strategic Partnerships in Medtech
→ Success required finding partners who understood the long-term value proposition despite higher upfront development costs
→ International expansion focused on markets with faster regulatory pathways to prove clinical efficacy before US scaling
→ Licensing agreements include milestone-based payments tied to clinical outcomes rather than just unit sales

Best Quotes:

"We're not just making implants rougher - we're engineering surfaces at the molecular level to speak the same language as human bone cells."

"The biggest mistake in medtech is thinking that better technology automatically wins. You need better outcomes, and you need to prove them."

"Nanotechnology isn't the future of medical devices - it's happening right now. The question is whether you're going to be part of it or get left behind."

"Surgeons don't care about your surface area calculations. They care about whether their patients are walking pain-free six months later."

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🤝 Join the #1 network for medtech innovators on the internet. Become a member to accelerate your journey, collaborate and build valuable ventures. Join for free using this link - https://xo-medtech.circle.so/join?invitation_token=3be7a91cf85779cc999d33b732b75eb3b2a28aec-df0574a8-8af4-45b4-9013-d40d0596a899 

Find the perfect vendors for your medtech project for free at MedtechVendors - https://www.medtechvendors.com/

📈 My FREE 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-course

FIND SPENCER JONES ON SOCIAL
Spencer's LinkedIn - https://www.linkedin.com/in/medtech-innovation/ 
XO Medtech LinkedIn - https://www.linkedin.com/company/xo-medtech

FIND BRIAN MORE ON SOCIAL
Brian's LinkedIn Profile - https://www.linkedin.com/in/brian-more-75526812/
Nanovis Website - https://nanovistechnology.com/

Episode Timestamps:
0:00 - Introduction to Brian More and Nanovis nanotechnology breakthrough
3:15 - The science behind nanosurface engineering for bone integration
8:42 - Brian's transition from spine surgeon to medtech CEO
12:30 - Early funding challenges and investor education on nanotechnology
16:45 - FDA regulatory pathway strategy for surface modification technology
21:20 - Manufacturing scalability challenges in nanotechnology production
26:10 - Clinical trial results and surgeon adoption strategies
31:55 - Partnership approach vs. direct competition with major implant companies
37:40 - International expansion and market penetration tactics
42:25 - Future applications of nanotechnology across medical devices
47:15 - Drug-eluting surfaces and next-generation product development
52:30 - AI integration for personalized nanosurface optimization
56:45 - Key advice for medtech entrepreneurs entering competitive markets

I'm joined by Damian Carr, CEO of Eyedea MedTech Education, as we explore his mission to rapidly accelerate medtech innovation through democratized catheter design knowledge, hands-on learning experiences, and breaking down the traditional silos that slow device development.

In this episode, we dive deep into:

From Personal Health Crisis to Innovation Mission 
→ How a childhood tuberculosis diagnosis sparked a lifelong obsession with medical devices 
→ The journey from "prostitute of the medical device industry" to education entrepreneur 
→ Why democratizing specialized knowledge accelerates innovation by 10+ years

The Catheter Technology Revolution 
→ How modern prototyping tools like Chamfer are enabling rapid iteration cycles 
→ Why understanding fundamental processes (not just materials) unlocks true innovation 
→ The shift from incremental improvements to disruptive catheter technologies

Breaking Down Knowledge Silos 
→ Why the med tech industry's secretive culture actually slows innovation 
→ How contract manufacturers become innovation accelerators through knowledge sharing 
→ The power of "fail fast" mentalities and learning from manufacturing veterans

Revolutionizing Technical Education 
→ Creating learning experiences that work for visual thinkers and hands-on learners 
→ Why his handbook was written for "10-year-olds" but transforms seasoned engineers 
→ The neuroscience behind accelerated learning through micro-traumas and environmental changes

AI's Role in Device Development 
→ Using AI as "Google Maps for medical devices" - getting you 80% of the way there 
→ Smart prompting strategies: having AI write better AI prompts for technical questions 
→ The future of physics-based virtual environments for device testing and iteration

Global MedTech Talent and Innovation Hubs 
→ Why Galway, Ireland became a medtech powerhouse and lessons for emerging markets 
→ Spotting the next generation of breakthrough companies (hint: they make their own equipment) 
→ How personal health experiences drive the most obsessive innovators

The Future of Catheter Innovation 
→ From mass production to custom medical devices printed for individual patients 
→ Integrating fiber optic imaging to transform 2D navigation into 3D precision 
→ Why 80-90% of procedures are just "getting the device where it needs to go"

Building Ireland's Innovation Campus 
→ Converting a pub at the foot of Croagh Patrick into an advanced R&D education space 
→ The vision: "Walk in with an idea, walk out with your device in hand" 
→ Augmented reality training where medical devices appear in front of you

Best Quotes: 
"We don't want to slow down development or engineering... let us handle the quality side and not slow you down."

"Ask a load of stupid questions and you will get a lot of smart answers. If you ask a very smart question, the person will probably answer it in five or ten words."

"The glass ceiling that you reach today can be your floor tomorrow."

"Don't be afraid of jumping into it. The way that you learn is from the failures that you've met."

Want more insights on medtech innovation?

Subscribe to the channel so you don't miss hot takes and insider tactics from the trenches of medtech startups.

🤝 Join the #1 network for medtech innovators on the internet. Become a member to accelerate your journey, collaborate and build valuable ventures. Join for free using this link.

Find the perfect vendors for your medtech project for free at MedtechVendors - https://www.medtechvendors.com/ 

📈 My FREE 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-course

FIND SPENCER JONES ON SOCIAL
Spencer's LinkedIn
XO Medtech LinkedIn

FIND DAMIAN CARR ON SOCIAL
Damian's LinkedIn Profile
Eyedea MedTech Education Website

Episode Timestamps: 
0:00 - Introduction to Damian Carr and Eyedea MedTech Education 
2:30 - From childhood TB diagnosis to medtech obsession 
6:00 - Why catheter technology has been stuck in incremental improvements 
9:30 - How modern prototyping tools are accelerating innovation cycles 
13:00 - The democratization strategy: why give away "proprietary" knowledge 
18:00 - Visual learning and hands-on education methodologies 
23:00 - AI's role in device development and smart prompting strategies 
28:00 - Global medtech talent hubs and emerging innovation centers 
33:00 - First principles for product development: fail fast, ask stupid questions 
38:00 - Neuroplasticity hacks for accelerated learning at any age 
43:00 - The intersection of imaging technologies and catheter interventions 
47:00 - Building bottlenecks in bringing innovative designs to market 
51:00 - The future R&D Masterclass tour and Ireland innovation campus vision 
56:00 - Final advice: make friends with suppliers and never stop being curious

I'm joined by Santosh Iyer, Founder and CEO of Moonshot, as we explore the mission to train the modern healthcare workforce in emerging technologies, the true potential of AI in medtech, and strategies for innovating within highly regulated healthcare environments.

In this episode, we dive deep into:
Moonshot's Mission and Vision
→ Training healthcare professionals to leverage AI, advanced imaging, and robotics
→ Creating hands-on experiential learning to drive skills retention and enthusiasm
→ Serving learners from high school students to seasoned healthcare executives

The Reality of AI in MedTech
→ Where AI will truly make an impact (hint: it's not where you think)
→ Back office operations as the first true breakthrough applications
→ Why corporate policies may be limiting innovation and productivity

Healthcare's Innovation Paradox
→ How the most innovative industry can simultaneously resist change
→ Why startups outside the traditional venture model have the advantage
→ Partnering strategies that leverage the high velocity of medtech sales

The Future of Healthcare Training
→ Why traditional educational approaches fall short for emerging tech
→ The power of contextualized, hands-on learning in just one day
→ How Gen Z's hunger for AI mastery offers lessons for executives

First-Principles Redesign of Healthcare
→ Three fundamental changes to reimagine healthcare systems
→ Breaking distribution strongholds and creating healthcare "app stores"
→ Why hospital innovation sandboxes need more favorable terms

AI Implementation & Regulation
→ Navigating FDA oversight of AI and robotic technologies
→ The need for expert-driven regulatory frameworks that move at technology speed
→ Using AI to help regulate AI more effectively

Best Quotes:
"People don't buy AI. They're buying a solution to a problem. The real value comes from businesses with a core product that's not AI-focused but solves a very niche, high pain point—and then AI is integrated in a very seamless way."

"In healthcare, we're in the business of caring for patients. If it doesn't move outcomes, it doesn't matter. You could talk all the AI fluff you want, but if you're not moving outcomes, no one really cares."

"Moonshot programming is one day, team-based, and hands-on because that's where the fun and retention comes in. Learning should not be boring. Our education system is broken where they make it feel like a drag."

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Press the subscribe button to unpack hot takes and insider tactics from the trenches of medtech startups.

📈 My FREE 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-course

🤝 Join the #1 network for medtech innovators on the internet. Become a member to accelerate your journey, collaborate and build valuable ventures. 

Try 7-days completely free: https://xo-medtech.circle.so/checkout/xo-membership

FIND SPENCER JONES ON SOCIAL
LinkedIn: https://www.linkedin.com/in/medtech-innovation/
XO Medtech LinkedIn: https://www.linkedin.com/company/xo-medtech

FIND SANTOSH IYER ON SOCIAL
LinkedIn: https://www.linkedin.com/in/santoshliyer/
Moonshot: https://www.moonshothealth.org/

Episode Timestamps:
00:00 - Introduction to Santosh Iyer and Moonshot
02:00 - Moonshot's mission to train the modern healthcare workforce
06:00 - The real breakthrough applications of AI in healthcare
11:00 - Corporate policies blocking AI tool adoption
15:00 - State economic development and workforce training
20:00 - Avoiding "AI washing" in medtech marketing
26:00 - Healthcare's innovation paradox and startup strategies
30:00 - Marketing challenges specific to healthcare
36:00 - First principles redesign of healthcare systems
38:20 - The FDA's handling of AI and robotic technologies
42:09 - Using AI to help regulate AI more effectively
44:20 - Lessons from high school students that executives should learn

In this episode, I'm joined by Dr. Oke Anakwenze, CEO of SutureTech and Professor of Orthopedic Surgery at Duke University, as we explore his journey from practicing surgeon to medtech entrepreneur and the development of RapidFix - the world's first all-suture staple for tendon repair.

In this episode, we breakdown:

The Surgeon's Path to Innovation 
→ First-generation journey into orthopedic surgery 
→ Identifying critical problems in rotator cuff repairs 
→ Developing a passion for medical innovation

Developing Revolutionary Technology 
→ Creating the world's first all-suture staple 
→ Addressing the high 30-80% failure rate in rotator cuff repairs 
→ Designing for surgeon efficiency, patient outcomes, and health system value

Navigating the Regulatory and Testing Landscape 
→ Strategic approach to FDA submissions 
→ Planning post-approval clinical studies to validate outcomes 
→ Balancing biomechanical testing with clinical validation

Building the Right Partnerships 
→ Finding and vetting development partners 
→ Overcoming product design challenges 
→ The critical importance of early collaboration

Funding Strategy for Medtech Success 
→ Milestone-based funding approaches 
→ Targeting different investor groups with tailored messaging 
→ Managing dilution while maintaining competitive valuation

Best Quotes:
"There's gotta be a better way to do this... from a first principle standpoint, I just felt that fixing a tendon to a bone should not be that hard."

"For investors, it's more focused on the opportunity, the revenue targets, how we separate ourselves from other competitors in the market and our unique advantages."

"I think the next 12 months are going to be very exciting. And I have a strong feeling that we're going to impact how we think about tendon repairs permanently."

Want more insights on medtech innovation?

Press the subscribe button to unpack hot takes and insider tactics from the trenches of medtech startups.

📈 My FREE 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-course

🤝 Join the #1 network for medtech innovators on the internet. Become a member to accelerate your journey, collaborate and build valuable ventures. Try 7-days completely free: https://xo-medtech.circle.so/checkout/xo-membership

FIND SPENCER JONES ON SOCIAL
LinkedIn: https://www.linkedin.com/in/spencer-jones-5a008672/ 
XO Medtech LinkedIn: https://www.linkedin.com/company/xo-medtech

FIND DR. OKE ANAKWENZE ON SOCIAL
LinkedIn: linkedin.com/in/oke-a-anakwenze-md-mba-1a5b677a
SutureTech: https://www.linkedin.com/company/suturetech/

Episode Timestamps:
0:00 - Introduction to Dr. Oke Anakwenze 
2:43 - Journey into Medicine and Orthopedic Surgery 
5:38 - The Origins of Innovation in Tendon Repair 
8:18 - Introducing RapidFix: The World's First All-Suture Staple 
10:34 - Building the Economic Value Proposition for Hospitals 
14:49 - Planning Clinical Studies and FDA Submission Strategy 
18:28 - Overcoming the Darkest Moments in Product Development 
21:28 - Finding the Right Manufacturing and Development Partners 
24:32 - Balancing a Surgical Career with Entrepreneurship 
27:13 - Navigating Intellectual Property and Academic Institutions 
32:13 - Crafting Effective Investor Pitches for Different Stakeholders 
38:29 - Strategic Funding Approaches for Medical Device Startups 
42:56 - Key Advice for Aspiring Medtech Entrepreneurs

I'm joined by Dr. Joshua Liu, Co-founder and CEO of SeamlessMD, as we explore the journey from practicing physician to digital health entrepreneur and the strategies behind building a successful patient engagement platform that enhances care journeys through innovative technology.

In this episode, we dive deep into:

The Digital Patient GPS 
→ How SeamlessMD guides patients through complex healthcare journeys 
→ Automating patient education, reminders, and symptom monitoring 
→ Creating a "GPS for healthcare" that reduces readmissions and costs

From Physician to Digital Health Innovator 
→ Dr. Liu's entrepreneurial journey from medical school to startup founder 
→ The decision to pursue innovation over traditional medical practice 
→ Finding the right engineering co-founders with complementary skills

Platform vs. Point Solution Strategy 
→ Navigating the healthcare technology ecosystem 
→ Finding the sweet spot between specialized tools and comprehensive platforms 
→ Why health systems prefer solutions that work across multiple service lines

Implementing for Measurable Outcomes 
→ The evolution from pilots to full implementations 
→ Why 100 patients is the magic number for meaningful data analysis 
→ Strategies for proving ROI in healthcare implementations

Healthcare Equity and Accessibility 
→ Designing for the lowest common denominator to ensure broad accessibility 
→ Adapting reading levels and interfaces for different populations 
→ Balancing innovation with equitable access to care

The Future of AI in Healthcare 
→ Taking a measured approach to AI implementation 
→ Why basic symptom monitoring can be more effective than complex predictive analytics
→ The importance of clinical protocols for AI-generated insights

Best Quotes:

"The analogy I like to use for seamless is travel. Imagine you're traveling from point A to point B. In the past you had paper maps, but now folks have gone digital because GPS is faster, safer and better."

"If you're going to overcome the inertia that an incumbent has like an EHR and a large health system, your solution has to be 10 times better than the incumbent, but it has to be 10 times better on metrics that they actually care about."

"Building in healthcare is very hard, but super rewarding... if you're crazy enough to do this, then you're in the right space."

Want more insights on medtech innovation?

Press the subscribe button to unpack hot takes and insider tactics from the trenches of medtech startups.
📈 My free 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-course
🤝 Join the #1 network for medtech innovators on the internet. Become a member to accelerate your journey, collaborate and build valuable ventures. Try 7-days completely free: https://xo-medtech.circle.so/checkout/xo-membership

FIND SPENCER JONES ON SOCIAL
LinkedIn: https://www.linkedin.com/in/spencer-jones-5a008672/ 
XO Medtech LinkedIn: https://www.linkedin.com/company/xo-medtech

FIND DR. JOSHUA LIU ON SOCIAL
LinkedIn: https://www.linkedin.com/in/joshuapliu/
SeamlessMD LinkedIn: https://www.linkedin.com/company/seamlessmobilehealth/
SeamlessMD Website: https://www.seamless.md/

Episode Timestamps:

00:00 - Introduction to Dr. Joshua Liu and SeamlessMD 
06:00 - The transition from physician to digital health entrepreneur 
13:30 - Platform vs. point solution strategy in healthcare 
20:00 - Implementation strategy and measuring outcomes 
30:00 - Health equity and designing for accessibility 
38:00 - The future of AI in healthcare patient journeys 
50:00 - Adapting to population differences and reading levels 
55:00 - Final thoughts on healthcare innovation

I'm joined by Kyle Kruse, VP of Sales at Missile Productions, as we explore how medical device manufacturers can use video to cut through the noise, build authentic connections, and drive growth in an industry that's been slow to embrace digital marketing.

In this episode, we break down:

The Power of Personal Branding in Medtech 
→ How Kyle's "Kruse Missile" nickname evolved into a powerful brand identity 
→ Why personal LinkedIn content outperforms company pages every time 
→ Creating authentic content that resonates with technical audiences 
→ Building relationships and trust through consistent personal branding

Breaking Through Medtech Marketing Paradoxes 
→ Navigating the unique challenges of marketing in the medical device industry 
→ Why video creates "asymmetric warfare" against competitors stuck in old marketing models 
→ Building trust through consistent content vs. relying solely on trade shows 
→ The shift from traditional marketing methods to more impactful video strategies

Rethinking Customer Acquisition Costs 
→ Why medical device manufacturers can justify higher customer acquisition costs 
→ The true long-term value of stable manufacturing partnerships 
→ How video content creates "bobbers in the water" for year-round lead generation 
→ Measuring ROI and payback periods in the CDMO and CEM sectors

Video Marketing Strategies for Technical Industries 
→ Creating facility tours that build trust without compromising IP 
→ Turning technical expertise into engaging educational content 
→ Using video to overcome the "spotlight effect" and share valuable insights 
→ Building transparency in manufacturing processes through visual storytelling

Video Applications Beyond Marketing 
→ Streamlining internal communications with video 
→ Attracting top talent through authentic content 
→ Using video to reduce meeting time and increase productivity 
→ Enhancing customer relationships through consistent engagement

Best Quotes: 

"Using video for marketing is like asymmetric warfare if your competitors are using a press release in the form of a LinkedIn post... no one gives a shit about that." 

"Video is hard, it's a daunting task. There are so many brilliant people out there that are so good when you're in a meeting or talking one-on-one with them. And I say, 'Let's turn that camera on.' And they're like, 'No.'"

"If you're not putting yourself out there and matching what people grew up with - their habits, how they're used to doing research and learning - you're going to get left in the dust." 

Want more insights on medtech innovation?
Press the subscribe button to unpack hot takes and insider tactics from the trenches of medtech startups.

📈 My free 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-course

🤝 Join the #1 network for medtech innovators on the internet. Become a member to accelerate your journey, collaborate and build valuable ventures. 
Try 7-days completely free: https://xo-medtech.circle.so/checkout/xo-membership

FIND SPENCER JONES ON SOCIAL 
LinkedIn: https://www.linkedin.com/in/spencer-jones-5a008672/ 
XO Medtech LinkedIn: https://www.linkedin.com/company/xo-medtech

FIND KYLE KRUSE ON SOCIAL LinkedIn: linkedin.com/in/kruse-missile
Missile Productions: https://www.linkedin.com/company/missile-productions/posts/?feedView=all

Episode Timestamps: 
0:00 - Introduction to Kyle Kruse and Missile Productions 
2:51 - The story behind the "Kruse Missile" nickname and brand 
6:30 - The power of personal branding on LinkedIn 
11:11 - Navigating medtech marketing paradoxes 
17:13 - Using video to enhance proposals and build trust 
19:52 - Rethinking customer acquisition costs in medtech 
24:56 - Why modern buyers take more time with research 
27:27 - The importance of facility tour videos 
31:11 - Creating educational video content from technical expertise 
37:43 - Additional applications for video beyond marketing 
43:04 - How algorithms favor video content 
45:47 - Why the next generation expects video content

I'm joined by Stewart Clark, healthcare consultant and strategy expert with extensive experience in health system operations, service line planning, and healthcare M&A. From his journey through Cleveland Clinic's administrative fellowship to consulting on healthcare ventures globally, Stewart shares invaluable insights on how medtech companies can effectively navigate the complex healthcare landscape and understand the realities of hospital economics and decision-making.

In this episode, we breakdown:

Health System Decision-Making Reality
→ Why healthcare moves slowly (and why your timeline expectations need adjustment) 
→ Understanding where hospitals make and lose money (and why this matters for your innovation) 
→ How to frame your value proposition to resonate with health system priorities

Academic Medical Center Dynamics
→ The unique challenges of selling to academic medical centers 
→ Realistic timelines for innovation adoption in large systems 
→ Why AMCs should be key accounts, not your initial market focus

Healthcare M&A and Consolidation Trends
→ The evolving landscape of healthcare consolidation post-COVID 
→ How private equity and non-traditional money is reshaping healthcare 
→ Regulatory challenges facing health systems in financial distress

Healthcare Innovation Models & AI Integration
→ How health systems are approaching innovation (internal vs. external models) 
→ Cleveland Clinic's approach to commercializing physician innovations
→ The growing influence of private equity in healthcare innovation 
→ AI applications in healthcare and the importance of human oversight 
→ Regulatory challenges with AI integration in medical devices

Selling Successfully to Health Systems
→ Why framing solutions in terms of outcomes (not just features) is critical 
→ How to quantify the negative impact of problems your product solves 
→ The importance of patience and resilience when working with large organizations 
→ Strategies for overcoming commoditization in patient care equipment markets

Best Quotes:

"...time moves a lot slower for these folks and no matter how great your solution or how great the problem you're solving, it will still move slowly. If you don't accept that and you expect them to move on your timelines, you will feel frustrated and challenged."

"AI is the sexy buzzword of the century."

"If it's garbage in, it's garbage out."

Want more insights on medtech innovation?
Press the subscribe button to unpack hot takes and insider tactics from the trenches of medtech startups.

📈 My free 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-course

🤝 Join the #1 network for medtech innovators on the internet. Become a member to accelerate your journey, collaborate and build valuable ventures. 
Try 7-days completely free: https://xo-medtech.circle.so/checkout/xo-membership

FIND SPENCER JONES ON SOCIAL
LinkedIn: https://www.linkedin.com/in/spencer-jones-5a008672/ 
XO Medtech LinkedIn: https://www.linkedin.com/company/xo-medtech

FIND STEWART CLARK ON SOCIAL
LinkedIn: https://www.linkedin.com/in/stewartclark/ 
Chartis: https://www.chartis.com

Episode Timestamps:
0:00 - Introduction to Stewart Clark and his healthcare background 
2:58 - Stewart's experience with Cleveland Clinic Abu Dhabi 
6:00 - International healthcare differences and service line planning 
10:30 - Breaking into large health systems as a medtech innovator 
14:23 - Health system innovation models and commercialization approaches 
19:49 - Provider M&A and consolidation trends in healthcare 
24:34 - Understanding hospital economics and profit centers 
28:35 - The value of healthcare consulting expertise 
34:12 - AI applications in healthcare and consulting 
41:28 - Challenges of AI integration in regulated medical devices 
46:55 - Advice for medtech startups seeking health system partnerships

I'm joined by Steve Maxson, innovation and business development leader at US Extruders, owner of Maxson Insights Services, and host of the MedEx and MedTech Unbox Podcasts, as we explore the fascinating world of stent technology and delivery systems. With over 20 years of industry experience, Steve leverages his vast network to assist contract manufacturers and medical device OEM's with extrusion and secondary processing equipment, medical extrusions, catheter development and manufacturing services.

Episode Summary:

In this episode, we delve into the fascinating world of stent technologies, exploring the differences between balloon expandable and self-expanding stents, the materials used in their construction, and the evolution of bioreabsorbable stents. Our conversation highlights the importance of nitinol as a "magical material" in stent design, the exponential growth of stent technology, and the profound impact of these minimally invasive procedures on patient care.

In this episode, we breakdown:

The Fundamentals of Stent Technology
→ Different types of stents and their applications in treating vessel narrowing
 → Key properties: radial strength, hoop strength, flexibility, and radio-opacity 
→ Evolution from basic stents to drug-eluting and bioresorbable technologies

Bioresorbable Stents: A Comeback Story
→ Abbott's journey from early setbacks to breakthrough below-the-knee bioresorbable stents
 → The billion-dollar investment and market pullback after complications 
→ The persistence of innovators and suppliers in advancing disappearing stent technology

The Magic of Nitinol: Transforming Implantable Devices
→ Super-elastic and shape memory properties that make nitinol "magical" 
→ Kink resistance, crush resistance, and biocompatibility advantages 
→ Double-digit growth in medical applications over the past decades

Balloon-Expandable vs. Self-Expanding Stents
→ Precise delivery benefits of balloon-expandable systems 
→ Enhanced flexibility and conformability of self-expanding designs
 → Comparative clinical outcomes between different stent deployment approaches

TAVR Revolution: Transforming Cardiac Care
→ The remarkable growth of transcatheter aortic valve replacement technology 
→ Evolution to a $10 billion market treating over 300,000 patients 
→ Different design approaches with similar clinical outcomes

Best Quotes: 

“Failure is part of the innovation process.”

"I'm still thinking back to that chart where I saw all that growth... and the increased number of patients being served. And again, it's all because of this ecosystem that we're part of. Minimally invasive procedures, less time in the hospital, less trauma, being home in your own bed..."

Want more insights on medtech innovation?
Press the subscribe button to unpack hot takes and insider tactics from the trenches of medtech startups.

📈 FREE 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-course

🤝 Join the #1 network for medtech innovators on the internet. Become a member to accelerate your journey, collaborate and build valuable ventures. 

Try 7-days completely free: https://xo-medtech.circle.so/checkout/xo-membership

FIND SPENCER JONES ON SOCIAL 
LinkedIn: https://www.linkedin.com/in/spencer-jones-5a008672/ 
XO Medtech LinkedIn: https://www.linkedin.com/company/xo-medtech

FIND STEVE MAXSON ON SOCIAL 
LinkedIn: https://www.linkedin.com/in/steve-maxson/ 
MedEx Podcast: https://www.us-extruders.com/podcasts
MedTech Unbox Podcast: https://www.youtube.com/@stevemaxson1
US Extruders: https://www.us-extruders.com/
Maxson Insights Services: https://maxsoninsightservices.com/?page_id=107

Episode Timestamps: 
0:00 - Introduction to Steve Maxson 
2:00 - Introducing stent delivery systems: balloon vs. self-expanding 
3:00 - The basics of stents and their applications 
5:00 - Polymeric and bioresorbable stent technologies 
8:00 - Key properties and performance metrics for stents 
10:00 - Stent coverings and their applications 
12:00 - Nitinol: the "magical material" revolutionizing implantable devices 
15:00 - Comparing stent growth to procedural transformation in cardiology 
18:00 - TAVR technology and market growth 
20:00 - Balloon-expandable vs. self-expanding stent demonstrations 
24:00 - Live demonstration of stent delivery systems 
28:00 - Shelf life considerations and manufacturing challenges 
30:00 - Future perspectives on minimally invasive technologies

From Sales Rep to Manufacturing Innovator: Breaking Down Medical Device Development Barriers

Jason Scherer, CEO of VitaTek, shares how frustration with traditional medical device development led him to build the largest privately-owned medical device manufacturer in Minnesota, offering true end-to-end capabilities.

In this episode, we explore:

Speed & Control in Med Device Development
→ Traditional development process requires 10+ vendors
→ Vitatek consolidated everything in-house
→ Cut development timeline from 5+ years to under 2 years

Challenging Industry Norms
→ Breaking away from traditional R&D approaches
→ Bringing transparency to hydrophilic coating development
→ Democratizing manufacturing processes

Sales Evolution & Account Management
→ Building referral patterns vs straight sales
→ Working multiple stakeholders within accounts
→ Importance of clinical champions with real influence

Best Quotes:
"Steal from the winners, but you don't have to copycat everything they do." 

"Our typical motto is that we can bring a medical device all the way from napkin sketch to commercialization for about $1.5 million in less than two years." 

Want to accelerate your medtech development journey?

Get our free 5-day email course: https://xomedtech.com/free-course
Download the Medtech Development Roadmap: https://reports.medtechvendors.com/
Find verified vendors: https://medtechvendors.com

FIND SPENCER ON SOCIAL
LinkedIn: https://www.linkedin.com/in/spencer-jones-5a008672/

FIND JASON ON SOCIAL
LinkedIn: linkedin.com/in/jason-scherer-69b81675
FIND VITAKTEK ON SOCIAL
LinkedIn: https://www.linkedin.com/company/vitatek-medical/

Episode Timestamps:
0:00 - Introduction & Jason's background
12:30 - Building Vitatek from frustration
23:45 - Hydrophilic coating innovation
35:15 - Sales strategy insights
42:00 - Manufacturing capabilities tour

#medtech #medicaldevice #innovation #manufacturing #startup #healthcare

I'm joined by Dennis Lenard, design expert and CEO of Creative Navy, as we explore the critical role of evidence-based design in creating successful medical devices and interfaces. With 15 years of experience in medical interface design, Dennis shares insights on how startups can leverage design to compete with incumbents and create better user experiences in healthcare.

In this episode, we breakdown:

The Evolution of Medical Device Design 

→ Origins of ergonomics in medical devices 

→ Why incumbents often struggle with GUI design

→ How design can level the playing field for startups 

→ The intersection of function and aesthetics in medical interfaces

Evidence-Based Design Framework 

→ The three pillars: gathering facts, decision-making process, and culture 

→ Why invalidation trumps validation in design 

→ Using complexity analysis to improve interfaces 

Starting Design Early in Product Development 

→ When to begin thinking about GUI design 

→ Low-fidelity prototyping techniques 

→ The iterative nature of interface development 

→ Balancing functionality with user experience

Competing with Incumbents Through Design 

→ Why large companies struggle with innovation 

→ How startups can exploit design opportunities 

→ The importance of user-centered development 

→ Breaking through market barriers with better design

Practical Design Implementation 

→ Managing interface complexity 

→ Making decisions about icons versus text 

→ International considerations in GUI design 

→ When to bring in professional design help

Best Quotes: 

"Design is a death trap if you don't do it right... design actually means doing something on purpose in a particular way to achieve a desired effect."

"We create designs with the intent of destroying them, just like in science where you formulate the theory and then try to disprove it. You're not validating it... nobody has ever validated anything, you can only invalidate something."

"Beauty without meaning is nothing... if you have meaning in something, it evokes an emotional response, it makes people bond with it."

Want more insights on medtech innovation?

Press the subscribe button to unpack hot takes and insider tactics from the trenches of medtech startups.

FIND DENNIS LENARD ON SOCIAL 

LinkedIn: linkedin.com/in/dennislenard
Creative Navy: https://www.linkedin.com/company/creative-navy/
Website: https://creative.navy/work

FIND SPENCER JONES ON SOCIAL
LinkedIn: https://www.linkedin.com/in/spencer-jones-5a008672/
XO Medtech LinkedIn: https://www.linkedin.com/company/xo-medtech

Episode Timestamps: 

0:00 - Introduction to Dennis Lenard and Creative Navy 
2:04 - Dennis's journey into medical interface design 
4:20 - State of the Medtech market and incumbent challenges 
7:40 - The importance of early design concepts 

14:40 - How design helps compete with incumbents 
21:00 - The fundamentals of evidence-based design 
27:30 - When and how to start thinking about GUI design 
38:00 - Using AI and tools in the design process 
41:46 - Making decisions between icons and text 
43:30 - What to prepare before engaging design services

Join Spencer Jones as he sits down with Brad Shirley, Founder and Principal of DCMS Solutions, to explore the nuances of medtech innovation both within large corporations and startups. Drawing from his extensive experience at Cook Medical, Cook Regentec, and Maruho Medical, Brad shares invaluable insights on navigating product development, managing R&D teams, and driving successful innovation in different organizational contexts.

In this episode, we break down:

Corporate Innovation vs Startup Agility 

→ Challenges of innovating within large corporate structures 

→ How Cook Regentec operated as an innovation incubator 

→ Balancing corporate advantages with startup speed 

→ Managing relationships between incubator and parent company

R&D Leadership and Capital Stewardship 

→ Strategies for managing R&D budgets effectively 

→ Importance of being good stewards of capital 

→ Prioritizing projects and making tough decisions 

→ Focusing on critical features in product development

Customer Discovery and Market Validation 

→ Leveraging corporate networks for customer access 

→ Different approaches for startups vs large companies 

→ Building relationships with sales representatives 

→ Strategies for effective physician engagement

Product Management Excellence 

→ Transitioning from engineering to product management 

→ Cross-functional leadership and relationship building 

→ Career growth opportunities in product management 

→ Balancing technical and business responsibilities

Quality Systems and Innovation 

→ Managing quality requirements in different environments 

→ Streamlining documentation processes 

→ Building appropriate quality systems for different stages 

→ Balancing innovation speed with compliance

Best Quotes: 

"It's like I want to go stay in the in-laws' mansion but I don't want them to be there... like I want to take the good, leave the bad." - On managing corporate relationships in innovation

"As my 10-year-old would say, let them cook... you've already got the green light, let them go." - On empowering development teams

"First dollars are way harder than last dollars. Getting to the 50-yard line on your fundraising opens up all sorts of opportunities."

Want more insights on medtech innovation?

Subscribe to unpack hot takes and insider tactics from the trenches of medtech startups.

FIND BRAD SHIRLEY ON SOCIAL 

LinkedIn: https://www.linkedin.com/in/brad-shirley/ 

DCMS Solutions LinkedIn: https://www.linkedin.com/company/dcms-solutions/

Website:https://dcmssolutions.com/

FIND SPENCER JONES ON SOCIAL
LinkedIn: https://www.linkedin.com/in/spencer-jones-5a008672/ 

XO Medtech LinkedIn: https://www.linkedin.com/company/xo-medtech

Episode Timestamps: 

0:00 - Introduction and Brad's Background
5:00 - Corporate Innovation and Cook Regentec 
12:50 - Managing R&D Budgets and Resources 
23:00 - Customer Discovery Strategies 
27:00 - Product Management Journey 
31:00 - DCMS Solutions and Future Plans

In this episode, I'm joined by Paul-Lukas Hoffschmidt, Founder and CEO of Alpha Sophia, who's revolutionizing how medtech companies find and engage their customers. Coming from the world of retail analytics, he brings a fresh perspective on using data to drive commercial success in healthcare.

From hyper-personalization at scale to building trust through content, we unpack the new rules of medtech commercialization.

Episode Breakdown:

The Evolution of Commercial Analytics in MedTech 

→ Why medtech lags behind other industries in commercial analytics 

→ Building a single source of truth for market intelligence 

→ Democratizing data access for early-stage companies 

→ How retail analytics expertise translates to healthcare

Market Research and Customer Discovery 

→ Start commercial planning 1-2 years before regulatory approval 

→ Focus on deep market penetration in smaller segments 

→ Build relationships through scientific/clinical education 

→ Creating multiple touchpoints with target customers

Omni-Channel Marketing in MedTech 

→ Creating content that resonates with busy physicians

→ Leveraging video for trust-building and engagement 

→ Testing and analyzing different marketing channels 

→ Balancing short-term and long-term marketing strategies

Building a Data-Driven Go-to-Market Strategy 

→ Hyper-personalization at scale through data 

→ US market becoming primary launch target globally 

→ Traditional sales strategies becoming less effective 

→ The importance of standing out in a crowded market

Key Lessons for MedTech Innovators 

→ Do extensive customer discovery before building 

→ Focus on going deep before going wide 

→ Create compelling, personalized stories 

→ Don't wait for perfect scalability - do what works now

Want more insights on medtech innovation?

🚀 My FREE 5-day email course to learn how to go from Vision to Funded medtech startup: https://xomedtech.com/free-course

Get actionable insights on: 

→ Zeroing in on your billion-dollar problem 

→ Navigating the regulatory maze like a pro 

→ Mastering lean product development 

→ Crafting your healthcare economics value story 

→ Building a thriving medtech company

🎯 Join our exclusive community where medtech innovators build together: https://xomedtech.com

FIND PAUL-LUKAS ON SOCIAL

LinkedIn: https://www.linkedin.com/in/paul-lukas-hoffschmidt 

Alpha Sophia: https://www.alphasophia.com

Episode Timestamps: 

0:00 - Introduction to Paul-Lukas and Alpha Sophia 

10:20 - Market research and customer discovery 

18:30 - Sales and marketing cheat codes 

23:00 - Content marketing and brand building 

28:30 - Trends to win in medtech

36:52 - Closing thoughts