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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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."

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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 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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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."

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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 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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📈 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..."

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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 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