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…

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…

I'm joined by Steve Maxson, a 20-year medical device manufacturing veteran and Innovation Lead at US Extruders, as we explore the future of balloon-based therapies and the evolution of medtech manufacturing. Steve shares insider knowledge on emerging technologies that are transforming cardiovascular care and reshaping how we think about medical device development. In this episode, we breakdown: The Next Wave of Balloon-Based Technologies → How integration of electronics and balloons is revolutionizing treatments → Why new energy delivery methods are attracting billion-dollar acquisitions → Deep dive into cryo, RF, and pulse field ablation approaches → The engineering challenges of combining soft materials with electronics Mastering Medical Device Manufacturing → Critical collaboration strategies between contract manufacturers → How metallization on balloons is changing the game → Breaking down technical barriers in profile reduction → Why design for manufacturability can make or break your startup Navigating Contract Manufacturing Relationships → Why transparency trumps secrecy in early development → Common pitfalls startups face when selecting partners → The hidden advantages of mid-sized manufacturers → How to structure your RFQ process for success Market Insights & Future Trends → Why neurovascular is the next big frontier → How outpatient migration is driving innovation → The evolution from cardiovascular to neurovascular applications → Emerging opportunities in visualization and sensing Building Technical Credibility → The power of specialized technical content → Why depth beats breadth in medtech marketing → Building trust through expertise sharing → Engaging with sophisticated audiences Best Quotes: "Adding sensors to balloons, adding cameras to balloons... you're going to see more and more devices mounted to the body of balloons. It really is next level." "Don't try to be too cute on the timeline... these aren't investors. Just be completely honest, be like 'yeah this is our timeline.' If it's fundraising dependent just tell them that - they understand, they're running businesses." "I am much more in the hack and harvest camp where you're like 'hey let's see if we can get some stuff, cut it open, glue it together, make it work' because I feel like it's such an application - nothing's static, balloons are moving, they're flexing, they're bending, they're inflating." Key Insights for Innovators: Start with hack-and-harvest prototypes before full-scale development Share therapy details early with manufacturing partners Consider mid-sized manufacturers for better startup support Build design for manufacturability into early development Focus on scalability in initial designs Want more insights on medtech innovation and development? Subscribe for weekly deep dives with industry leaders. FIND STEVE MAXSON ON SOCIAL LinkedIn: linkedin.com/in/stevemaxson1 Steve’s podcast: www.youtube.com/@stevemaxson1 FIND SPENCER JONES ON SOCIAL LinkedIn: https://www.linkedin.com/in/spencer-jones- ... XO Medtech LinkedIn: https://www.linkedin.com/company/xo-medtech Episode Timestamps: 0:00 - Introduction & background 2:15 - Balloon-based energy delivery deep dive 7:00 - Clinical use cases 14:08 - Contract manufacturing collaboration examples 18:35 - Future market trends discussion 23:50 - Technical content marketing insights 27:35 - Advice for medtech startups…

In this episode, I'm joined by Kat Weaver, founder of Power To Pitch and a successful entrepreneur who scaled and sold her first company she started in her college dorm room. With an impressive track record of winning 22 out of 23 pitches, Kat now helps founders craft winning pitch decks and fundraising strategies. In this episode, we breakdown: The Art of Effective Communication → Why pitching is a learnable skill, not just natural talent → The importance of practice and preparation → Pitch scripts and boosting memorization → Common mistakes in pitch delivery and presentation Key Components of a Winning Pitch → Why starting with a compelling story and problem statement matters → The role of metrics and data in grounding your pitch → How to handle pitch decks vs. verbal delivery → Navigating Q&A sessions effectively The Four Essential Founder Qualities → Coachability: Being open to feedback and improvement → Transparency: Being honest about struggles and challenges → Grit: Persistence through the fundraising journey → Passion: Genuine excitement about your venture Virtual Pitching Best Practices → Managing energy and engagement in virtual environments → Professional presentation setup and background → Technical considerations for online meetings → Adapting communication style for virtual platforms Fundraising Reality Check → Why venture capital isn't the only path forward → Understanding the statistics of VC funding → Exploring non-dilutive funding options → Strategic considerations before giving away equity Best Quotes: "If you don't have a concise formulation about who you are, what you do, and what you need, then you've already lost." "An opportunity to pitch is never wasted, ever. You never know who's in the room." "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 the subscribe button to unpack hot takes and insider tactics from the trenches of medtech startups. 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 KAT WEAVER ON SOCIAL LinkedIn: https://www.linkedin.com/in/catw-weaver Power To Pitch: https://powertopitch.com Power to Pitch Fundraising Program: https://www.powertopitch.com/apply Power to Pitch grant Program: https://www.powertopitch.com/grantpower Recommended Resources: "Traction" by Gino Wickman "Buy Back Your Time" by Dan Martell Episode Timestamps: 0:00 - Introduction and Kat's journey to becoming a pitch expert 5:40 - Core principles of effective pitching 7:58 - Hot takes on pitch decks 11:08 - Four qualities Kat looks for in founders 12:55 - Common pitching mistakes and red flags 17:30 - Pitch Q&A considerations 21:00 - Spencer gets roasted 27:08 - Pitching in a virtual world 31:52 - The formula for an impactful pitch 35:58 - Hot takes on venture capital 37:37 - Book recommendations and closing thoughts…

The Quality Mindset: Unlocking Medtech Success with Kyle Rose In this episode, Spencer is joined by Kyle Rose, CEO of Rook Quality Systems and expert quality and regulatory consultant, to explore the critical role that quality management plays in medtech innovation and startup success. Key topics covered: The Importance of Early Quality Integration → Why quality shouldn't be an afterthought in product development → Finding the right balance between speed and compliance → How quality processes can actually accelerate innovation Quality Management for Resource-Constrained Startups → Tailoring quality systems to startup needs vs. large company approaches → Leveraging external expertise and scalable solutions → How to efficiently achieve strong compliance The Impact of Quality on Exits and Acquisitions → How acquirers evaluate a company’s quality during due diligence → Planning for international expansion with quality processes → Avoiding post-acquisition quality headaches Evolving Quality Management Systems → The shift from paper-based to electronic quality management systems (eQMS) → Pros and cons of different QMS approaches for startups → Leveraging technology without losing human expertise Building a Culture of Quality → Involving the whole team in quality processes → The founder's role in championing quality → Extending quality mindset to manufacturing partners Best Quotes: "We don't want to slow down development or engineering, we want to keep [you] moving fast… let us handle the quality side and not slow you down.” “My personal pet peeve is having to go back and redo work - having a quality mindset really prevents that.” Want more insights on medtech quality and regulatory strategy? Subscribe to unpack hot takes and insider tactics from the trenches of medtech startups. Find Kyle Rose and Rook Quality Systems: Website: https://rookqs.com/ LinkedIn: linkedin.com/in/kyle-rose-rook 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 Kyle Rose and Rook Quality Systems 3:30 - What is elite quality management? 7:45 - The importance of early quality integration in medtech startups 11:45 - Kyle’s recommendation for early-stage companies 18:02 - Quality management horror stories and lessons learned 25:32 - The evolution of quality management systems and eQMS solutions 30:43 - Rook’s secret sauce 33:33 - How quality impacts exits and acquisitions in medtech…

I'm joined by Mark Norton, former Apple Manufacturing Manager and now Founder and CEO of Adele Health, as we explore the journey from tech giant to medtech startup and the challenges of building an innovative diabetes management solution. In this episode, we breakdown: The Apple Manufacturing Experience → Transitioning from oil rigs to the cutting edge of tech manufacturing → Insights into Apple's meticulous approach to product design and quality → Lessons learned from managing global supply chains during unprecedented events Applying Big Tech Principles to Medtech → Translating Apple's attention to detail into medical device development → The importance of user-centric design in healthcare technology → Balancing aesthetics with medical-grade reliability and accuracy Navigating the Medtech Startup Landscape → Challenges of developing FDA-regulated devices vs. consumer electronics → The critical role of regulatory strategy in product development → Importance of aligning incentives with suppliers and partners Building Adele Health: A New Approach to Diabetes Management → Creating user-friendly glucose monitoring solutions → Leveraging AI and machine learning for personalized insights → Balancing privacy concerns with data-driven health management From Concept to Market: The Medtech Journey → Importance of early regulatory planning and pre-submission meetings → Strategies for iterating on hardware and software designs → Building a team that bridges the gap between engineering and healthcare Best Quotes: "When your products are used every day, almost all the time… you have to have that elegant usability, the ruggedness, the durability, the reliability." "We have a phrase we keep using: we'll just figure it out. And I think that's startups to a tee. You just figure it out." "Always have a second source of supply. Never be sole-sourced." 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 MARK NORTON ON SOCIAL LinkedIn: https://www.linkedin.com/in/mark-norton-adele/ Adele Health: https://adelehealth.com Episode Timestamps: 0:00 - Introduction to Mark Norton and his journey 2:54 - How to Strategically Approach Product Design 8:38 - Applying Big Tech Principles to Medtech 13:42 - Navigating the Medtech Startup Landscape 18:03 - From Concept to Market: The Medtech Journey…

I'm joined by Samantha Wagner, Business Development Manager at Medical Murray, as we explore the journey from R&D engineer to medtech business strategist and the challenges of bringing novel devices to market. In this episode, we breakdown: Navigating the RFQ Process → Essential preparation steps for founders → Balancing technical details with business realities → The importance of communicating challenges and pain points The Art of Manufacturer Partnerships → Building long-lasting relationships in the medtech space → The value of transparency and mutual success → How to handle funding cycles and financial constraints From Concept to Creation: The Development Journey → Strategies for effective prototyping and proof of concept → Balancing cost, quality, and speed in product development → Aligning expectations throughout the process Avoiding Common Pitfalls → Missteps in vendor selection and how to avoid them → The importance of on-site visits and thorough vetting → Preparing for the inevitable challenges in R&D The COGS Conundrum → Why sharing cost targets is crucial for success → How COGS transparency guides development and ensures viability → Balancing honesty with business strategy Top Quotes: "It's super important to communicate specifics of what your pain points are, what your biggest challenges are... I think that's one part of the RFQ slide deck that you guys have that I think hardly any customer shares with us that I wish pretty much every customer did." "We're constantly hacking up devices and buying used product or expired product and trying to apply it to new devices or new technologies. That's one of the most cost-effective ways, I think, to prototype.” "R&D is challenging, and there will be issues. There's going to be unforeseen challenges that come up, and you're going to have to be prepared to overcome those." 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 SAMANTHA WAGNER ON SOCIAL LinkedIn: [ https://www.linkedin.com/in/samanthawagneria/ Medical Murray LinkedIn: https://www.linkedin.com/company/medical-murray/ Medical Murray Website: https://www.medicalmurray.com/ Episode Timestamps: 0:00 - Introduction and Sam's background 1:52 - Readiness essentials for the RFQ process 5:24 - Different approaches to development and manufacturing 8:27 - How to set yourself up for success 12:06 - Navigating relationships with suppliers and manufacturers 15:10 - Quality vs Cost 18:48 - Honest communication is key 23:55 - Common pitfalls in the RFQ process 29:06 - The importance of sharing COGS targets…

I'm joined by Dr. Josh Ammerman, Founder and CEO of ComboSpine, as we explore the journey from practicing neurosurgeon to medtech entrepreneur and the challenges of building a successful startup in the spine surgery space. In this episode, we breakdown: 1. The Physician Entrepreneur's Journey →Transition from clinical practice to medtech innovation →Importance of surrounding yourself with the right team and resources →Recognizing the need for business skills beyond medical expertise 2. Navigating the Regulatory Maze →Building strategic partnerships and avoiding common pitfalls →The value of a holistic approach to product development →Importance of considering market dynamics and regulatory constraints 3. Mastering Value Analysis Committees (VACs) →Evolution of VACs and their impact on purchasing decisions →Strategies for developing clinical champions →Tailoring your approach to different hospital contracting models 4. Fundraising in a Challenging Climate →The importance of storytelling and persistence in pitching →Value of lead investors and maintaining investor relationships →Balancing clinical expertise with business acumen in presentations 5. Building a Culture-Centric Startup Team →Focusing on shared values and work ethic →Importance of responsiveness and ethical behavior →Extending company culture to distributors and partners Best Quotes: "As a physician entrepreneur, I have absolutely no training in anything but the surgical skills. No one ever taught me how to found a business, how to raise money, how to build a team, pursue intellectual properties, build a business plan. We don't teach doctors how to do that." "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 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-m... FIND SPENCER JONES ON SOCIAL LinkedIn: https://www.linkedin.com/in/spencer-jones-... XO Medtech Linkedin: https://www.linkedin.com/company/xo-medtech FIND DR. JOSH AMMERMAN ON SOCIAL LinkedIn: https://www.linkedin.com/in/joshua-ammerma... Combospine Linkedin: https://www.linkedin.com/company/combospine/ ComboSpine: www.combospine.com Episode Timestamps: 0:00 - Introduction to Dr. Josh Ammerman and ComboSpine 4:45 - The Physician Entrepreneur's Journey 9:42 - Navigating the Regulatory Maze 14:55 - Mastering Value Analysis Committees (VACs) and selling into hospitals 23:45 - Fundraising in a Challenging Climate 31:32 - Building a Culture-Centric Startup Team…