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Welcome to another episode of The Uprising Show! In this episode, host Vivek sits down with Tom Ross, a veteran sales and marketing leader in the medical device startup world, also known as “The Device Doctor.” With over 30 years of experience in Silicon Valley’s medtech scene, Tom shares fascinating insights from his journey, from his early days in critical care devices to helping startups with go-to-market strategies and fundraising today.

Tom discusses how the medtech landscape has evolved, especially with the rise of digital health, and why true commercial success requires both solid technology and a deep understanding of the clinical problem at hand. He explains what makes a medtech product stand out, the often underestimated investment needed for market breakthrough, and the essential relationship between sales and marketing in this industry.

Tune in for wisdom on building impactful startups, fostering realistic optimism, embracing innovation, and a few personal reflections on lessons learned as a founder, mentor, father, and grandfather. Whether you’re a medtech founder, investor, or just passionate about healthcare innovation, you’ll find plenty of practical takeaways and inspiration in this episode.

Timestamps:

00:00 Southern California Education Journey

06:06 "Keys to Successful Company Breakthrough"

08:14 Digital Health Revolution and Investment Trends

12:22 Sales-Marketing Lead Dispute

14:13 Sales Reps' Evolving Role in Healthcare

18:44 Leveraging LinkedIn for Career Growth

21:26 Tracking Employee Digital Productivity

24:02 Tech-Driven Medical Solutions

29:45 Balancing Realism and Optimism

33:20 Tailoring Pitches to Investment Interests

35:51 Optimistic Realism in Investment Pitches

40:02 Balancing Treatment Safety and Efficacy

42:18 Commercial Success Requires Significant Investment

46:31 Learning to Let Go

48:34 "Podcast Links and Insights"

The Uprising Show Website: https://theuprisingshow.com/

Vivek Nanda's LinkedIn: https://www.linkedin.com/in/viveknanda1/

Vivek Nanda's Twitter: https://x.com/vickks

TopHealth Media Website: https://tophealth.care/