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."

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📈 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."

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📈 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." 

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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/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."

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

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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. 
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..."

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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. 

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."

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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."

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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

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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

F Javier Perez from MedTech Digest and I are joined by David Narrow, Co-founder and CEO of Sonavex, where we explore the journey of building innovative medical devices, navigating regulatory approvals, and transforming dialysis care.

In this episode, we break down:

The Journey from Academia to MedTech Entrepreneurship
→ Spinning technology out of Johns Hopkins University
→ Building the right team and securing early validation
→ Transitioning from biomedical engineering to business leadership

Revolutionizing Dialysis Care with AI-Enabled Ultrasound
→ Understanding the critical need for better vascular access
→ How EchoMark and EchoSure work together to improve outcomes
→ Reducing catheter dependency from 7 months to weeks

Navigating CPT Codes and Reimbursement
→ Starting the process at the right time with clinical trials
→ Building relationships with specialty societies
→ Understanding the non-meritocratic nature of coding approval

Securing $24M in Funding During Tough Market Conditions
→ Working backwards from potential exits
→ Building comprehensive data rooms and economic models
→ Maintaining relationships with investors through milestones

Platform Technology and Future Applications
→ Expanding beyond initial use cases
→ Development of needle guidance technology
→ Leveraging grants for new product development

Best Quotes:

"It's not about how much you know, but how well you can apply, test, and iterate on that knowledge in the real world."

"What blew my mind was that 1% of the entire federal government budget is spent on dialysis care."

"An organized oligopoly is essentially a monopoly."

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

📈 Ready to accelerate your medtech journey? Join XO Medtech - the #1 network for medtech innovators: https://xomedtech.com

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

FIND DAVID NARROW ON SOCIAL LinkedIn: https://www.linkedin.com/in/david-narrow Sonavex LinkedIn: https://www.linkedin.com/company/sonavex Sonavex: www.sonavex.com

FIND F. JAVIER PEREZ ON SOCIAL
LinkedIn: linkedin.com/in/francisco-javier-perez-cfa
MedTech Digest: https://themedtechdigest.com/

Episode Timestamps: 
0:00 - Introduction to F. Javier Perez
3:45 - The Academic to Entrepreneur Journey 
6:00 - Understanding the Dialysis Market 
12:45 - Navigating CPT Codes and Reimbursement 
14:45 - Fundraising Strategy and Market Access 
24:20 - Study Details
31:32 - Future Applications and Pipeline Development