Medical Device Success - Your Success is Our Mission!: Recent Episodes
Ted Newill
100 episodes! Wow! Hard to believe. Over 64,000 cumulative downloads. Thank you for all your support. And…..you will have to keep listening because there is a lot more to share with you. Today we go back to value-based care from the providers viewpoint. Joseph Schulman is back for the second time. Joe is the Senior Vice President Enterprise Data and Chief of Information Intelligence at Northwell Health. Yes, we talk a bit about how Value Based Care is influencing a large healthcare system. And, we discuss whether it is sustainable. However, I want you to listen carefully to what Joe talks about. Its is about data and scale. Would you ever think that a healthcare system executive would talk in terms as if he was from Google or Microsoft. This is where our large healthcare systems are investing strategically so they can succeed in a rapidly changing environment. Joe likes Peter Drucker’s quote, “You can’t improve what you don’t measure.” Point is, if you are going to truly know your customer, you need to know this. Whether you sell one item to the operating room or dozens of items to every floor in the hospital….you need to know this. A quick aside, I really enjoyed my visit to BIOMEDevice Boston. It was an impressive trade show. I recorded two podcasts from the stage there. It was informative and fun. For those of you out west, there is BIOMEDevice Silicone Valley taking place November 29 and 30 at the Santa Clara Convention Center. I highly recommend it and will put a link in the show notes. If you like the podcast, please share it with a friend via the share link of you podcast player of choice. Thank you!
Now Go Win Your Week! Joseph Schulman’s LinkedIn link Northwell Health website link BIOMEDevice Silicon Valley link Ted Newill’s LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted’s contact page
Fact is, women have more challenges in pursuing their careers than men. In the show notes you will find a link to the McKinsey 2021 report on Women in the Workplace that clearly spells this out. To address these challenges, Shelly O’Donovan, CEO, Authentic Influence Group is creating a Life Science Women’s Mastermind group in the MedTech Leaders community. In this podcast, Shelly and I discuss the goals of this mastermind group and how masterminds are different from masterclasses. And, we talk about how this particular group will help the professional women that participate with their career challenges. Now guys, this is not your que to turn off the podcast because the elements of a successful mastermind group could pertain to you. Perhaps you would like to start one. If after listening to this podcast you want to learn more about Shelly’s group, go to Medtechleaders.net. There you will find a plan page that is specific to the Life Science Women’s Mastermind group. There will also be links in the show notes to Shelly’s LI profile and her business website. I recorded the interview with Shelly several weeks ago. In the interview, we talk about starting the group in late September. It is already late September. The group will start in October once we have a few members on board.
Now Go Win Your Week!! Shelley O’Donovan LinkedIn profile link Authentic Influence Group website link Lifescience Women’s Mastermind Group landing page link McKinsey’s Women In The Workplace 2021 report - https://www.mckinsey.com/featured-insights/diversity-and-inclusion/women-in-the-workplace Medical Device Success Podcast Survey link Promo code for free BIOMEDevice Boston Expo Pass – MDS22 BIOMEDevice Boston website link Ted Newill’s LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted’s contact page
2023 is right around the corner. Let’s break that habit of last minute planning for shows and events. To help us start planning for 2023, Lauren and Kimberly are back for part 2 of this two part series. Lauren Dustman is Senior Manager, Global Events at Hyperfine and Kimberly Stanséll is a Meeting, Trade Show and Event Strategy Consultant. In this episode we cover the phases of planning, forecast for attendance in 2023, where trade shows and events are in the marketing mix, site visits, trade show technologies and what doesn’t work. This is another episode that is fun and full of good advice. A quick bit of housekeeping. First, in the show notes you will see a link to a podcast survey. Please please take the survey. It will help me provide a better podcast for you. The most important questions are at the end of the survey. Thank you in advance!! Second, I have accepted BIOMEDevice Boston and BIOMEDevice Silicone Valley as a sponsor for several episodes. So, you will hear a couple of ads in my voice during these episodes. They are short, to the point and of great value for many listeners.
Now Go Win Your Week! Lauren Dustman LinkedIn Profile link Kimberly Stanséll LinkedIn Profile link Links to websites with holograms for trade show exhibits:
https://www.yoongli.com https://www.tradeshowhologram.com/holoblog/
Medical Device Success Podcast Survey link Promo code for free BIOMEDevice Boston Expo Pass – MDS22 BIOMEDevice Boston website link Ted Newill’s LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted’s contact page
I am honored to have two event planning experts, Lauren Dustman, Senior Manager, Global Events at Hyperfine and Kimberly Stanséll, Meeting, Trade Show and Event Strategy Consultant to guide us today in this conversation. Combined, these ladies manage about 100 shows and events annually. Today’s episode is the first of two episodes about medical trade shows. Last week we talked about industry trade shows. Today, we cover the 2022 trade show and event experience year to date and what we think will happen this fall. How have trade shows changed and what should you consider doing differently this fall to optimize them? Of course, we talk about alternatives to traditional trade show activity. This is a great conversation full of pointed advice. The second episode focuses on trade shows in 2023. Yes, it is August and 2023 will come sooner than you think. A quick bit of housekeeping. First, I have changed the podcast art. This is what you see when you go to the library of your podcast player of choice and look for the MDS podcast. I felt like the original art was dated and needed to be refreshed. So, don’t freak out when you don’t see the old art. Second, in the show notes you will see a link to a podcast survey. Please please take the survey. It will help me provide a better podcast for you. The most important questions are at the end of the survey. Thank you in advance!! Finally, I have accepted a sponsor for several episodes. So, you will hear a couple of ads in my voice during these episodes. They are short, to the point and of value for many listeners
Now Go Win Your Week! Lauren Dustman LinkedIn Profile link Kimberly Stanséll LinkedIn Profile link Medical Device Success Podcast Survey link Promo code for free BIOMEDevice Boston Expo Pass – MDS22 BIOMEDevice Boston website link Ted Newill’s LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted’s contact page
Have you ever heard of BIOMEDevice Boston or BIOMEDevice Silicone Valley? These are two of several MedTech Industry shows that are known as hubs of new technologies, startup guidance and networking opportunities. Do you know what goes on at these meetings? I can tell you that they are organized to give MedTech leaders and startups a view into the technologies and best practices that will shape our devices and services for years to come. Today you are going to learn more about that with the help of our guest, Adrienne Zepeda, Group Event Director, Informa Markets. Adrienne will talk about who attends these shows, the technical emphasis of the shows, the exhibitors, the very informative events that take place, the keynote speakers, the wide variety of other subject matter experts and how to get the most out of these shows. BIOMEDevice Boston takes place Sept. 28th and 29th. BIOMEDevice Silicone Valley takes place Nov. 29th and 30th. For readers and podcast listeners that want to attend the Expo portion of the BIOMEDevice Boston for free, use the promo code - MDS22 in the registration form found at the BIOMEDevice Boston website link below in the show notes. It is a $50 value. Now Go Win Your Week!! Adrienne Zepeda’s LinkedIn profile link Promo code for free BIOMEDevice Boston Expo Pass – MDS22 BIOMEDevice Boston website link BIOMEDevice Silicone Valley website link Ted Newill’s LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted’s contact page
Do you know the 6 pillars of Digital Surgery? Many pre-surgical, surgical and post-surgical technologies that have been developed individually are now being brought together under the banner of Digital Surgery. What does this mean and what are these pillars? To help us with this is Jawad Ali, MD, a surgeon and community builder. Dr. Ali is working with SAGES to write an article to better define and classify this important subject. We will also talk about how MedTech intersects with this area and how MedTech companies can be sure they are not left behind. As usual, the big companies have already invested in this concept. Let’s be sure the small and medium sized companies get invested too.
Now Go Win Your Week! Jawad Ali, MD LinkedIn profile link Vality Partners link Austin MedTech Connect link Eric Topol, MD, book Deep Medicine link SAGES link Ted Newill’s LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted’s contact page
You can’t talk about Value Based Care without including CMS and the Center for Medicare in the conversation. In many of the past episodes on VBC we repeatedly refer to Medicare. Today we get their input with the help of Douglas Jacobs, MD, Chief Transformation Officer, Center for Medicare at the CMS. I really appreciate CMS allowing this conversation to happen. Doug is going to help us understand what CMS is, more specifically what the Center for Medicare is, bundled payments, VBC, ACOs, The Center for Medicare and Medicaid Innovation, The council for technology and innovation, the importance of health equity and more. We frequently relate these issues to MedTech. For anyone that wants to better understand the CMS and the Center for Medicare specifically, you will want to listen to this episode.
Now Go Win Your Week!! Doug’s LinkedIn link CMS website link Medicare Website link The overall Medicare vision link Medicare & Health Equity link Medicare and Accountable Care link Ted Newill’s LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted’s contact page
Great insights and advice on Corporate Accounts in MedTech. Multiple factors have impacted the relationships between MedTech companies and their customers over the past 2 years. The pandemic started a cascade of events influencing elective surgeries, budgets, HCP shortages, HCP costs, supply chains and so on. One area these factors have come together to create change is in the management of corporate accounts. To help us understand these changes and what we can do about them is Frank Ripullo, II, Managing Partner at Excelerant Consulting. Frank and his team are well known across the MedTech industry as the go to firm to help companies of all sizes tackle the strategic issues related to corporate accounts. By the way, I do not take compensation for interviews like this. I have known Frank now for a couple years and participated in numerous webinars with him. It was through that exposure that I came to know how knowledgeable he and his team are in this area. Frank’s LinkedIn link and website link are in the show notes. Check out the blog at their website. It is excellent.
Now Go Win Your Week!! Frank’s LinkedIn Profile link Excelerant Consulting website link Be sure to check out their blog. It is excellent! Ted Newill’s LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted’s contact page
How does MedTech be part of the Win, Win, Win with providers, payers and patients as hospital systems move toward Value Based Care models? The challenge of crossing the chasm between Fee For Service and Value Based Care intrigued Wael Barsoum, MD. He wanted to play a more significant role in finding solutions to this challenge. He started his career as an orthopedic surgeon. With the guidance of mentors like Joseph Iannotti, MD, PhD (currently Chief of Staff, Cleveland Clinic); Joe Hahn, MD (retired Chief of Staff, Cleveland Clinic); Marc Harrison, MD (now President & CEO Intermountain Health) and others he became an operational leader at the Cleveland Clinic. He ultimately became the President and CEO of the Cleveland Clinic in Florida. He “retired” from the Cleveland Clinic and became the President and Chief Transformation officer at Healthcare Outcomes Performance Company…also known as HOPCo. We dig into Wael’s very interesting career, HOPCo’s 3 verticals, Value-Based Care, how MedTech companies can be part of the win-win-win, Stryker as an example of a company with the right culture, who is MedTech’s real customer and more. There is a lot of great guidance in this episode. Now Go Win Your Week! Wael Barsoum, MD LinkedIn Profile link HOPCo website link Transforming Healthcare Podcast - Search for it on your favorite podcast site. I found it easily on Apple podcasts. Ted Newill’s LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted’s contact page
You would not want this to happen to your company. The motivation for this episode came to me as I read a post in a medically oriented private Facebook group where a doctor very professionally took a MedTech company to task for poor service. When I share more of the details in a moment, you will be as shocked as I was. And, more important, you would not want this to happen to your company. The billion-dollar companies have reputation management covered. But I believe many of the small to medium sized companies in MedTech do not. This presentation does have slides that I will explain clearly so you shouldn’t miss anything by listening. If you want the slides, send me an email or watch the video in few days on the Medical Device Success YouTube channel. If you think this podcast could be of value to a colleague, simply use the share button on your podcast listening platform. They will appreciate it. See the show notes for links.
Now Go Win Your Week! Ted Newill’s LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted’s contact page
Do you know what a CXO is? Do you know how a CXO can contribute to a company’s prelaunch or commercial launch success? By the end of this podcast you will have answers to both of those questions. Today’s episode is about an important new kind of service organization to MedTech and HCPs. It is called a CXO. You have heard of CROs. Today you will learn about a CXO called The Clinician Exchange. To help us understand how they work with MedTech and HealthCare organizations we will talk to Skender Daerti, CEO. A CXO fits into the Customer Success equation of a small or large company. It can also help a startup with upstream marketing and strategic planning or downstream implementation and scaling. An example of an upstream service could be voice of customer during product development. An example of downstream could be a training and e-learning program related to a device for a major hospital system. Today we make a little history because it is the first face to face interview I have done for the podcast. Almost all my previous podcasts were done via Zoom. And that is why it is a podcast only and won’t be turned into a YouTube video. I have to say, it is more fun being face to face. This is my first time working in this environment. So, you may hear some background noise and our sound levels may not be the greatest. We had to find a quiet spot in a busy hotel. It is not an easy thing to do. However, the content is very good! By the way, I want to emphasize that even though The Clinician Exchange serves the MedTech industry, I do not get any compensation for this podcast. If you like this podcast please recommend it to a friend via the share link on your podcast player of choice. If you would like to learn more about the MedTech leaders community, go to medtechleaders.net. Links to Skender’s linkedin prof and website will be in the show notes. There will also be a link to the MedTech Business Academy podcast that I participate in with Skender and a crew of other MedTech experts like Barbara Strain, Mike Sperduti, Scott Alexander and Tom Hickey.
Now Go Win Your Week! Skender Daerti’s LinkedIn profile Link The Clinician Exchange website Link MedTech Business Academy podcast link on google Ted Newill’s LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted’s contact page
Today, we explore artificial intelligence in ultrasound with our guest, Hila Goldman-Aslan, CEO of DIA Imaging Analysis. There is a lot of learning for professionals in this episode. DIA Imaging Analysis is a company founded by 3 women. The other two co-founders are Michal Yaacobi and Dr. Noah Liel-Cohen. We explore:
Hila’s career and what positioned her for MedTech leadership The founding, growth and challenges faced by DIA Hila’s view of the future of AI in MedTech and Key learnings for MedTech professionals.
This is a story of imagination, determination and persistence. In the show notes below I have links to Hila’s Linked In profile and the DIA Imaging Analysis website. And, if you like this podcast, simply share it with a friend using the share link on your podcast player of choice. For those of you that want to know more about the MedTech Leaders community, go to medtechleaders.net.
Now Go Win Your Week!! Hila Goldman-Aslan’s LinkedIn Profile link DIA Imaging Analysis website link Ted Newill’s LinkedIn Profile link Medical Device Success website link MedTech Leaders Community link Link to Ted’s contact page
In 2021, Episode 55 was the most downloaded podcast of the year. It was published July 18. Because podcast listeners tend to scroll only so far back to find material to listen to, I felt this episode was very worthy of a replay. Most of my podcasts are evergreen. One difference is that today in the show notes I do have an unlisted link to the RAW YouTube video of this episode. This is great if you want to see the slides. For newer listeners, enjoy! For veteran listeners of the podcast that have already heard this or watched the video….you have the week off. Or, you may want to listen again.
Do you know which digital platform is most effective in targeting physicians? Is it LinkedIn, Facebook, Instagram, Twitter or TikTok? Listen to the podcast and in a few minutes, you will know the answer. The pandemic caused a tremendous amount of rethinking about how MedTech gains the interest and attention of prospects. Physician micro-marketing is a solution. Our guest to help us with this fascinating and surprising subject is Scott Alexander, CEO of Jairus Physician Micro-Marketing. Scott also shares a case study of where micro-marketing and micro targeting helps a company ramp initial sales and pivot to a what they thought was a secondary market that turns out to be their primary market. All this done rapidly and economically when compared to traditional marketing and sales. Now Go Win Your Week! Scott Alexander LinkedIn Link
Jairus Physician Micro-Marketing website link
YouTube Video Link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
What kind of podcast is NOT concerned with the number of listeners? A Narrow Podcast. It is concerned with who the listeners are. In this episode, I explain the concept of Narrow Podcasting and how it could be an important new type of content in support of Marketing and Sales.
I will start with a Question - Does a MedTech product have to have AI as a direct component to be considered enhanced by AI? The answer is “No”. AI can contribute to the success of a product or service in many ways.
Today we continue with the subject of Artificial Intelligence. What is different is that we approach the subject from the view of a company that helps MedTech companies create AI based software that assist their clients products in one of three ways. Our guest today is Moshe Safran, CEO of RSIP Vision USA. Moshe and his team have been helping companies for years with their AI related challenges. By the end of this podcast, we should have you thinking outside the box in terms of how AI works with and can support products.
Links to Moshe and RSIP Vision are below in the show notes.
Thanks for listening in today. If you like this podcast, please refer it to a friend simply by using the share link on your podcast player. If you want to learn more about the MedTech Leaders’ community, go to medtechleaders.net. By the way, some of you participated in the offer to join the community in February and March. This has resulted in the promised matched contribution to HERhealthEQ.org. Thank you very much!! The money will go to help women in the third world get access to critical medical instrumentation. Now Go Win Your Week! Moshe Safran, LinkedIn Profile link
RSIP Vision website link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Some of you that are old enough will remember when doctors, clinics and hospitals were complaining about implementing electronic medical records which we now call EMR. EMR then advanced and became Electronic Health records or EHR. EHR is actually more powerful than EMR. EHR is the term most of us use today. Then, if your product created a report or an image, your company was busy creating links to the electronic records so the report or image could be stored electronically. Now we take all much of this for granted.
Our guest today says that even though EHRs were not intentionally designed to aid clinical informatics “without EHR we would have no AI in healthcare.”
Today we dive into the mind of a clinician and researcher who is very involved in clinicial informatics and artificial intelligence. Our guest today is Ron Li, MD. Ron is a Clinical Assistant Professor Department of Medical and Hospital Medicine, Stanford University and he is the Medical Informatics Director for Digital Health and Artificial Intelligence Clinical Integration at Stanford Health Care. We learn about how a health care system is investing in efforts to design and implement programs and workflows that incorporate clinical informatics and AI to improve outcomes and reduce costs. And, we talk about how MedTech fits in.
This is our 6th episode related to AI in MedTech. We have at least one more. If you have listened to most of these, you will have a good idea as to what is going on in the minds of clinicians, researchers, companies and providers. This knowledge can help guide you in your career and/or your company’s strategies related to informatics, deep learning and its products. Do your products need an AI component to add more value or do they need to fit into a work flow that is being enhanced by AI?
Thanks for listening in today. If you like this podcast, please refer it to a friend simply by using the share link on your podcast player. If you want to learn more about the MedTech Leaders community, go to MedTechLeaders.net. Now Go Win Your Week!! Ron’s LinkedIn profile link
Books Ron recommends:
The Fifth Discipline by Peter M. Senge link Cloud Computing: Concepts, Technology & Architecture (The Pearson Service Technology Series from Thomas Erl) by Thomas Erl, Ricardo Puttini, Zaigham Mahmood link Prediction Machines: The Simple Economics of Artificial Intelligence by Ajay Agrawal, Joshua Gans, Avi Goldfarb link Systems Thinking: Managing Chaos and Complexity: A Platform for Designing Business Architecture by Jamshid Gharajedaghi link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Then the FDA team had an “Aha!” moment! At first, the meeting didn’t start off that well. The FDA heard the term “artificial intelligence” and were immediately skeptical. Then the Viz.ai team hit the pause button and said this was about speed to treatment for stroke, not necessarily doing a better job interpreting images. “Aha!!” The rest is history. What if your company could develop a product that reduces hospital stays by 2.5 days, demonstrates a 37% improvement at discharge from the hospital and a 40% improvement 90 days after discharge? And, what if this product resulted in a 38% improvement in speed to treatment for a critical condition? This life altering technology is offered by Viz.ai. In today’s episode we Zoom travel to Israel to visit with David Golan, CTO and Co-Founder of Viz.ai. This is our fifth episode related to artificial intelligence in MedTech. Not only is Viz.ai an amazing life altering technology, it is also a great story. While artificial intelligence plays an important role in their technology, David explains that it is only part of the total product.
Don’t forget that in the months of February and March all new member dues for the MedTech Leaders Community are being contributed to HERhealthEQ.org. Furthermore, I am matching ten of these contributions. Membership costs about the same amount as 4 cups of artisanal coffee. Learn more at medtechleaders.net.
Check the notes below for links to the David’s linkedin profile and Viz.ai website. There will also be links to me in the event you have questions or feedback. And, if you like this podcast, please share it with a friend using the share link in your podcast player. Now Go Win Your Week!! David Golan, PhD, LinkedIn link
Viz.ai website link https://www.viz.ai
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
In 2016, Geoffrey Hinton, PhD, famous for his work on artificial neural networks said, “It is quite obvious that we should stop training radiologists”. Well…it just so happens that we are still training radiologists. They are as important as ever.
Today we get back to Artificial Intelligence in MedTech. To help us look at AI in radiology and MedTech is Paul Yi, MD, Director, University of Maryland Medical Intelligent Imaging Center. It is also known as UM2ii which is pronounced “you me”. In today’s episode you will learn why AI is not going to replace radiologists and doctors in general, where AI is helping doctors right now, where it can contribute in the future and how MedTech can contribute and learn. As usual, this is an information packed episode that will position you to better understand AI and how it can contribute to your future and your company’s future.
Be sure to look at the show notes for links that Paul recommends. And, if you like this podcast simply share it with a friend via the share link on your podcast player.
A little housekeeping. In March as in February, all new membership dues for the MedTech Leaders community are going to be contributed to HERhealthEQ.org. This is an organization that helps women in the third world with health equity by putting much needed medical equipment in a position to be of assistance in their health care. In fact, I will match the dues of the next 10 people that join. You can learn more about the community at medtechleaders.net. It costs only about 4 cups of artisanal coffee annually.
More housekeeping. We have rounded out one team for the Ukrainian MedTech Assistance Group. I would like to create one more team. No one knows when this terrible war will be over. But we want to be ready to assist several Ukrainian MedTech companies the minute it is over.
Thanks for your patience with the housekeeping. Both issues are important. Now Go Win Your Week!! Paul Yi, MD LinkedIn profile link
Recommended learning:
Deep Learning: A Primer for Radiologists link JAMA Video on Machine Learning for Medical Image Analysis link
Recommended Newsletters:
Doctor Penguin link The Imaging Wire link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Do you know two of the big successes in Ukrainian startups? They are nearly household words in North America. As the tragedy in Ukraine unfolds, what many don’t know is how robust the Health Tech and MedTech startup ecosystem was. In this episode, we explore the ecosystem and why it was so successful. We go through the financial data that reveals among other things that Ukraine is ranked in the top 4% in the world in growth of innovative companies. Then we ask if we can be prepared to help resurrect the MedTech industry in Ukraine. These intelligent, creative, inventive and ambitious people deserve our support.
In the MedTech Leaders Community we will put together two teams to be on standby. Our program is called Ukrainian MedTech Assistance Group. Each team will have marketing, sales, distribution, health economics, regulatory, quality and office systems expertise. Learn more about the MedTech Leaders Community at medtechleaders.net. Or, reach out to me via the link in the show notes.
I apologize for using the term “the Ukraine” in parts of the episode. It should be just Ukraine. God Bless Ukraine!! Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
“Healthcare is super broken pretty much wherever you are living right now. What would the world look like if it wasn’t?” Joseph is seeking out and funding the answers across five continents. Read Verge Healthtech’s statement of purpose…”Health is the world's greatest wealth. This is why we focus on investing in transformative innovations to make healthcare better. Not just for some, but for all. We are the world's first VC fund investing exclusively, and globally, in impactful healthcare technologies at the earliest stages.”
This interview is timely because we are talking about funding enterprises that are having an impact on value-based care and utilize artificial intelligence. As you know, these two subject areas are part of an overlapping series of episodes I am releasing now.
This is a super interesting interview where we cover a lot of ground:
From Joseph’s career and how he got into impact investing, What is scary about running a fund, Examples of a couple unique products he has invested in, Funding leadership, Scaling challenges, Components of leadership success and failures. And…we diverge into science fiction healthcare with a brief discussion of Star Trek, The Expanse and the Book of Boba Fet.
Finally, for those of you that see this video, yes, I have a shaved head and puffy eyes. I had non-invasive procedure done called a HIFU thalamectomy. More on that in another episode. Oh…it seems to have been successful.
Now Go Win Your Week!!
Joseph’s LinkedIn Profile link
Verge Healthtech’s website link
Recommended book:
Traction by Geno Wickman link - https://www.amazon.com/Traction-Get-Grip-Your-Business/dp/1936661837
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
MedTech sales and sales processes have been dramatically reshaped by the pandemic. Many of these changes will be permanent. One such change is the recognition of the importance and effectiveness of inside sales. Our expert guide on the subject is Mike Sperduti, CEO, Emerge Sales. He will explain the importance of neurolinguistics in sales dialog architecture, the 3 myths of inside sales, the 5 key elements to successful inside sales programs and much more. When I look at the span of MedTech technologies and the variety of customer stakeholders, I am hard pressed not to find a place where inside sales adds value to MedTech companies. Many of the big companies are using inside sales aggressively. You will enjoy this entertaining and informative episode.
It's February! The month of Valentine’s Day. I can’t think of a better way to celebrate than to assist an organization dedicated to health equity for women in underserved areas of the world. I am specifically talking about HERhealthEQ.org that was founded by Marissa Fayer. Marissa was my guest in Episode 78. During February, the membership fees for all new members of the MedTech Leaders community will be contributed to HERhealthEQ. I call that a win win. You can learn more at MedTechLeaders.net. Membership costs about 4 cups of coffee and far less than a dozen roses and will help women in third world countries. Now Go Win Your Week!! The Medical Device Success podcast is ranked #2 in the top 20 medical device podcasts by FeedSpot.com https://blog.feedspot.com/medical_device_podcasts/
Mike Sperduti LinkedIn profile link
Mike’s Emerge Sales website link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Let me start out with a factoid. Every day…let me repeat those two words…Every day data from over 70 clinical trials and 11 systematic reviews are published. How in the world are clinicians and hospital systems expected to keep up with that data to be sure they are delivering the best care for their patients? How are MedTech companies to know how they fit in? To help us understand this huge issue is our guest, Jonathan Chen, MD, PhD, Assistant Professor of Stanford Department of Medicine and the Center for Biomedical Informatics. Jonathan will help us out in this second episode related to Artificial Intelligence in medicine and MedTech.He is one of a new and unusual breed of clinicians that has extensive education and training in medicine and computer sciences and informatics. I am calling this episode “Foundation of AI in Healthcare and Medtech” because we spend a lot of time talking about the key foundational elements for AI and where it may make the biggest difference related to our scarcest resource in medicine today. That scarce resource is trained healthcare professionals. We will explore:
the difference between bioinformatics and medical informatics recommender algorithms the iron triangle of healthcare “The decaying relevance of Clinical Data…” “The Wisdom of the Crowd or the tyranny of the Mob” what can be done with the masses of unlabeled data and where does MedTech fit into all of this.
I recommend listening to Episode 77 – An introduction to AI in Medtech with Bertalan Meskó, MD, PhD, The Medical Futurist. Look to the show notes for links to Jonathan’s LinkedIn profile and a couple books he recommends. If you are like me, you may listen to podcasts at higher playback speeds. I don’t recommend that today. Jonathan and I move quickly through a lot of information. If you like this podcast, recommend it to a friend via the share link in your preferred podcast player.
During the month of February, all new membership fees to the MedTech Leaders community are being contributed to HERhealthEQ.org. You learned about HERhealthEQ last week when I interviewed Marissa Fayer, the founder of this organization. For those of you that don’t know, MTL is an online community of MT professionals. Annual membership costs about 4 cups of coffee and there is a free trial. You can learn more at MedTechleaders.net. Now Go Win Your Week!! Jonathan Chen, MD, PhD, LinkedIn Profile link
Recommended Books:
Deep Medicine: How Artificial Intelligence Can Make Healthcare Human Again by Eric Topol, MD – Link The Digital Doctor: Hope, Hype, and Harm at the Dawn of Medicine’s Computer Age by Robert Wachter, MD - Link
The Medical Device Success Podcast was ranked #2 of the best medical device podcasts by Feedspot. See ranking at Best 20 Medical Device Podcasts
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
What percentage of death due to cervical cancer are in 3rd and 2nd world countries? You will be shocked by the answer. It is inexcusable considering how simple the test is to detect it. HERhealthEQ is a non-profit organization that is a little different than what you may consider the typical medically related non-profit looks like. Today, you will learn more about the inequity in women’s health in 3rd and 2nd world countries and how Marissa’s efforts contribute to bringing equity to underserved populations of women. She frequently jokes that this journey started in a bar. You will learn about that too. Marissa is also a successful MedTech engineering and business consultant. By the end of the podcast you will have some ideas about how you can contribute to heath equity.
Most of you know that I am also the host of the MedTech Leaders community. It is a place where professionals like yourself get together to share ideas and solutions and learn from subject matter experts. Tell you what, for the month of February, all funds from new memberships will go to Marissa’s HERhealthEQ.org. Membership costs about 3 or 4 cups of artisanal coffee. So, it is not expensive. Seven new members will equal a $100 contribution. I call that a win win. You can learn more at medtechleaders.net.
Be sure to look below for links to Marissa’s HERhealthEQ website, her consulting website and her LinkedIn profile link. If you like this podcast, please recommend it to a friend. An easy way to do that is to share it using the share link in your preferred podcast app. Now Go Win Your Week!! Marissa Fayer LinkedIn Profile Link
Fayer Consulting website link
HERhealthEQ website link
Marissa’s personal website link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Let me lead off with three questions:
Do you know the 3 levels of artificial intelligence? Do you know the 4 major methods of machine learning? Do you know the 3 medical specialties with the greatest number of active AI technologies?
In this short podcast, you will get the answers to those questions and more.
Bertalan is the Director of the Medical Futurist Institute. He has been a guest of the podcast before in episode 36 where we talked about the future of MedTech. He and his team have advised or presented to top pharmaceutical companies, MedTech companies and government agencies. They have participated in and/or led courses at leading universities such as Harvard, Yale and Stanford. If you haven’t subscribed to their newsletter, pause this episode and go to medicalfuturist.com and subscribe. I subscribe to their newsletter. Also, at the Medical Futurist website you will find a wealth of articles and eBooks on a wide variety of subjects related to the future of healthcare. Links to this website and books we mention are in the show notes.
As regular listeners know, the emphasis of the podcasts and video casts for the first half of the year will be Value-Based Care, Artificial Intelligence and Robotics in MedTech. The past two weeks we introduced Value-Based Care with Barbara Strain. Due to the challenge of scheduling many of these subject matter experts, the episode themes will be mixed up a bit. Don’t worry, I will help you keep track of them. I have got more very interesting guests lined up.
I just sent out the January MedTech Leaders community newsletter welcoming the 14 new members who joined over the past couple months. If you want to learn more about the community go to medtechleaders net. There is a free trial and an annual subscription costs only 3 or 4 cups of artisanal coffee depending on the size of the cups. Now Go Win Your Week!! Bertalan Meskó’s LinkedIn profile link
The Medical Futurist Website link
Meskó, B., Görög, M. A short guide for medical professionals in the era of artificial intelligence. npj Digit. Med. 3, 126 (2020). https://doi.org/10.1038/s41746-020-00333-z
Recommended Book - Superintelligence: Paths, Dangers, Strategies by Nick Bostrom
Amazon link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
What can MedTech companies do to be constructive, profitable and value-added participants in the shift to Value-Based Care? The big companies are all over this. They have entire departments devoted to being ahead of this curve. What about the small and medium sized companies? Today we dig into that. This episode is “Intro to Value-Based Care Part 2”. Once again, our guest to finish this introduction is Barbara Strain, Founder and principal of Barbara Strain Consulting. Prior to her move into consulting, Barbara was on the provider side of the healthcare equation as Director of Supply Chain Analytics and later Director of Value Management at the Univ. of Virginia Health System. She is also a founding member of AHVAP, the Association of Healthcare Value Analysis Professionals. Needless to say, she knows what she is talking about. In the last episode, we covered the history of value based care including discussion of various government cost containment measures that are currently in place. Now we dig further into the trend towards Value-Based Care and what MedTech companies can do to consider this trend in their product development, marketing and sales efforts.
I want to give another warm welcome to new members of the MedTech Leaders community. Barbara is a member and can be reached within the community. For more information on this community, go to medtechleaders.net.
I want to thank all of you for your support throughout 2021. The podcast audience has continued to grow. And, we have maintained our Feedspot ranking of the 2nd most popular medical device podcast. Not bad when you consider this is a home produced program without the backing of a media company or commercial enterprise. The best support you can give me is to share this podcast with a colleague using the share link on your preferred podcast platform. Again, thank you. Now Go Win Your Week!! Barbara Strain’s LinkedIn Profile link
Barbara’s website link
“Building New Pathways” Whitepaper link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Understanding this important subject is part of knowing your customer. Here is a factoid from today’s conversation, the sickest 5% of the US population consumes 50% of healthcare resources. One of many reasons fee for service is not sustainable and that the move to value-based care is gaining momentum. Today’s episode is the first of several episodes on Value-Based Care. I am calling it "Intro to Value-Based Care Part 1". Our guest for both part 1 and part 2 is Barbara Strain, Principal of Barbara Strain consulting. Prior to her recent move into consulting, Barbara was the Director of Supply Chain Analytics and later Director of Value Management at the Univ. of Virginia Health System. She is also a founding member of AHVAP, the Association of Healthcare Value Analysis Professionals. So, she has lived the history of DRGs, Bundles and Value-Based Care. Barbara is going to give us a foundation in the subject so we will be better prepared for guest speakers from a hospital system, a physician practice and from industry.
Before I get to today’s episode, I want to share what the podcast content will look like over the first half of the year. We (when I say we, I mean you and me)…We will be exploring 3 big themes. These themes are Value-Based Care, Artificial Intelligence and Robotics. I really believe these three areas will have a major impact on healthcare and MedTech going forward. I have been working hard rounding up guest experts in these areas. If you know someone I should consider as a guest speaker, let me know. I am serious. Use the contact link in the show notes or message me via LinkedIn or the MedTech Leaders community. Of course, there will be some other subject matter experts and “In the C-Suite” guests mixed in. And, due to the difficulties scheduling guests, the themes will be mixed up in order of publication. So, one week you may get value-based care and the next week artificial intelligence followed by robotics.
By the way, Barbara is a member of the MedTech leaders’ community. A place for MedTech leaders and sales and marketing professionals to help each other out, learn from each other and subject matter experts. Several people joined last week. A warm welcome to all of you. You can learn more at medtechleaders.net. There is a free trial and the cost is equal to about 3 or 4 cups of artisanal coffee depending how big the cup is you drink. Now Go Win Your Week!! Barbara Strain’s LinkedIn Profile link
Barbara’s website link
“Building New Pathways” Whitepaper link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Let’s get the new year off to a good start and know our customer, market and industry better than your colleagues and competition. Let's create a knowledge gathering system for you. It will pay off in terms of your professionalism, your results and your career! Early in my career I just took what the company told me as the gospel about what was going on in the medical specialties I was selling to and the industry I participated in. Granted waaay back then…the multitude of knowledge access points that exist today did not exist (YouTube, eNewsletters, News aggregators, Webinars, Facebook, Twitter, Specialized websites, etc.). With all these access points there is really no excuse not to know what is going on in your market and to know your customer.
In today’s podcast and video cast I will share my approach to this. No doubt, after you listen or view this episode, you will have good ideas to add. Please let me know and I will mention them in the next podcast.
We will review:
Four categories of knowledge you should be investigating every week. Four methods to stay up to date. Examples of how to put these methods to action.
When you are done listening and or viewing, you will have a very clear idea of how to set up your knowledge gathering system and you will be better for it.
Finally, a warm welcome to several new MedTech Leaders community members that joined in December!! Medtechleaders.net Now Go Win Your Week!! Links to mentions in the podcast:
Becker Healthcare and Hospital Review https://www.beckershospitalreview.com
Healio - https://www.healio.com
JAMA Network - https://jamanetwork.com
MASS Device - https://www.massdevice.com
Feedspot top 20 Medical Device Podcasts - https://blog.feedspot.com/medical_device_podcasts/
State of Demand Gen Podcast - https://www.refinelabs.com/podcast
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
“Employees at three out of every five companies rated their organization weak at execution…” This was one result of a Harvard assessment of employees from more than 1,000 companies, governments and non for profits. The Harvard assessment resulted in the 17 traits of organizational effectiveness where the number one trait was “Everyone has a good idea of the decisions and actions for which he or she is responsible”. This can be achieved when there is a plan with clear strategies and supporting tactics. It is at the tactical level that people find their accountability. Teams love accountability especially when they see how it supports a plan. It is even more effective when employees take part in creating the strategic plan and own it. Part 2 of our 2-part series on strategic planning focuses on the strategies and tactics that achieve the company’s or function’s key goals and objectives. Time is also spent in terms of personal strategies and tactics.
If you are new to the podcast and are thinking “Hey! Where do I find Part 1?“ Not to worry! Part 1 was Ep 71. You can find it in the podcast list at the Medical Device Success website. Use the podcast pulldown menu to find it.
Members of the MedTech Leaders community will find a copy of the slides in the Strategic and Tactical Planning topic area along with the podcast and video cast. You can learn more about the MedTech Leaders community at medtechleaders.net. It costs the equivalent of four cups of good coffee annually. And, there is a free trial. Get Organized to Win 2022! Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
“You told me the opposite of what I have been told by everyone else about how they would attack this market.” Said one CEO to Jim during an interview. Jim got the job and helped lead this company to success. During his stellar career, Jim has been part of 7 startups. We cover a lot of ground that will have pearls of wisdom for all listeners whether you are in the C-Suite or in marketing and sales. Lots of great career advice as well. We set the foundation with Jim’s current role at Explorer Surgical where he is heading up sales in a MedTech SAAS technology. Some of you may want to implement this technology once you understand how powerful it is. This technology can really help companies with unique surgical products scale more rapidly with improved consistent outcomes. Then we move into his deliberate process for deciding whether to join a startup organization. During all of this we delve into the strategic and tactical power of startups as learning organizations.
I would like to welcome the new members of the Medtech Leaders community. They joined to get access to the Part One Strategic Plan slides that I posted with the podcast in the Strategic and Tactical planning Topic area in the community. And I was about to forget to mention that today’s guest, Jim Surek is a member of the MedTech Leaders community. You can learn more about the community at medtechleaders.net. The annual fee costs a few cups of coffee. And, there is a free trial.
During the podcast Jim credits several people with contributing to his career including Patrick Pilcher, Ron Pickard, Jeff Greiner, Paul LaViolette, Jennifer Fried and more. Now Go Win Your Week!! Jim Surek’s LinkedIn link
ExplORer Surgical website link
GHX website link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Only 23% of companies follow a formal strategic planning process. Companies with strategic plans are 12% more profitable. The big MedTech companies are in the final phases of the 2022 strategic plans. What about the small to medium sized companies? What about you as an individual? Imagine how much more productive and profitable you might be with your own personal plan. This is part 1 of a 2 part series to offer some guidance on creating a strategic plan whether it is for a company, a function and/or you as an individual. Today we will cover Assumptions, the SWOT analysis, Opportunities and Gaps and finally Key Goals and Objectives. In part 2, I will cover strategies and tactics and executing the plan. This is important because only 13% of companies successfully execute their annual plan.
I will be using slides. For podcast listeners, I will try to clearly explain my progress through the slides. There is a way you can get copies of the slides. You have heard me talk about the MedTech Leaders community. This is where Medtech professionals get together to help each other out with best practices, problems, solutions and ideas. You can learn more at medtechleaders.net. Members of the MTL community can request a free copy of the slides. There is a very low annual fee and there is a free trial. It costs less than 4 Starbuck’s coffees. Why charge anything you ask? To keep the spammers out and cover basic community costs. I guarantee you I am not making money from the community. It is more of a passion project than a profit project at this point. Now Go Win Your Week! Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Today’s guest is Patricia Zilliox, CEO of Eyevensys, a clinical stage biotechnology company based in Paris, France and Dallas, Texas. Patricia is running a very exciting startup that combines a medical device and gene-therapy that is targeting some of the biggest causes of blindness. The idea behind this biotechnology is the brainchild of Founder Francine Behar-Cohen, MD, PhD. What I find fascinating is the fact that they do not use a virus to transport the therapy. Instead, they turn a little muscle in the eye into a protein factory. There are advantages to this approach that you will learn about in a few minutes. We will talk about the technology, Patricia’s career and some of the early challenges in being in her first CEO role.
If you like this podcast, be sure to recommend it to a friend and or subscribe. An easy way to share the podcast is by using the share button on your podcast provider. Links to Patricia’s LinkedIn profile and the Eyevensys website will be in the show notes.
For those of you looking for a community of like-minded MedTech professionals, consider looking at the MedTech Leaders Community. I am the host of this community. You can learn more at medtechleaders.net. One advantage of being in the community is that most of these podcasts/video casts start out as live events. Members can attend and ask questions. And I am working on events related to AI in MedTech, Value Based Care, Telehealth, marketing and sales and of course more C-Suite interviews. Now Go Win Your Week!! Patricia Zilliox’s LinkedIn Profile link
Eyevensys Website link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Today we head back to the front line of sales with my guest Chip Helm, Account Executive, Government Accounts for Cook Medical. This is a great conversation. Chip is passionate about sales as a career and very enthusiastic about his career with Cook Medical. We are going to talk about the foundation of his career, the differences between government sales and community hospital sales, how Cook Medical helped field sales reps throughout Covid and how the sales environment has changed with the pandemic. Chip will confirm that sales is harder work in this pandemic environment.
Chip is also the author of two books on sales. In the show notes below you will find links to Chip’s LinkedIn profile, his books and his personal website. Now Go Win Your Week! Chip Helm’s LinkedIn Profile link
Chip Helm’s personal website link
Books by Chip Helm
Everyday Sales Wisdom for Your Life and Career
Amazon Link
BIGGER THAN SALES: How Humility and Relationships Build Career Success
Amazon Link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
One of the most common pieces of advice I give to those asking for help on a variety of challenges is to “build a Success Model”. This advice has been given to a wide variety of MedTech Executives from CEOs to sales representatives. In this episode we explore what a Success Model is and how to implement one. This is a podcast and video cast. There are slides. For listeners, I spell everything out pretty clearly. Viewers of the video cast will see the slides. If you want a copy just let me know and I can send out a PDF of the slides.
Here is what we will be covering today:
The Sayings Common Sense Yet…. What Is a Success Model? Where Are They Most Effective? Why Are They Important? The Success Model Process Success Model Examples – Turnaround, Territory, Disruptive Technology and Distribution Channel
Now Go Win Your Week! Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
“The worst thing is not that someone has a bad impression of you. The worse thing is that someone has no impression of you!”
This is my favorite quote in my conversation with today’s guest, Shelly O’Donovan, Founder and CEO of Authentic Influence Group. You will definitely pick up a couple pearls on communication in this program. Many of the changes in communication that have been imposed on us during the pandemic are here to stay. With Shelly’s help, we discuss:
authenticity some of the bigger challenges in communication today leaders and communication some tips for having impact and detecting lies.
If you want to meet some other like-minded MedTech professionals, consider looking into the non-LinkedIn community MedTech Leaders. I am the host of this community. You can learn more about it at medtechleaders.net. It has a lot of great leadership, sales and marketing resources.
Do not hesitate to contact me with questions, suggestions and ideas. Now Go Win Your Week! Shelly O’Donovan’s LinkedIn profile link
Authentic Influence Group website link
Books Shelly recommended:
Captivate by Vanessa Van Edwards
Amazon link
Louder Than Words by Joe Navarro
Amazon link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
“It is a big fallacy that your audience is rational”
Our guest today is David Aaker, PhD, considered by some to be the Father of Modern Branding. In this episode we are talking about creating game changing subcategories and storytelling in high tech and medtech. Dave is Professor Emeritus at Stanford University and is the Vice Chairman of the consulting firm Prophet. He has written numerous best-selling books on branding, marketing, leadership and now story telling. A couple weeks ago we talked to Geoffrey Moore about moving through the Technology Adoption Life Cycle. Today we add another layer of sophistication to this with the concept of creating a game changing subcategory for your product to help separate it from the competition and thrive. To support this effort, we also spend some time on story telling as a tactic to support your brand. Think about it, as an individual, when you share a story about yourself with friends or colleagues, you are probably hoping to enhance your personal brand. How you do this and what you include or leave out may make all the difference. The same can work for the products you make or represent.
As always, you will find links to Dave, Prophet and some of his books in the show notes. And, again, you will hear me refer to a couple attendees from the MedTech Leaders community. You can learn more about this community at MedTechleaders.net.
By the way, I recorded Dave while on the road in a hotel room. Yes…I have to do some field work too. So, the audio and video may not up to my usual quality level. I appreciate your patience with this. Now Go Win Your Week! David Aaker LinkedIn profile link
Prophet website link
Some Books by David Aaker
Building Strong Brands Link Brand Portfolio Strategy: Creating Relevance, Differentiation, Energy, Leverage, and Clarity – Link Owning Game-Changing Subcategories: Uncommon Growth in the Digital Age – Link Creating Signature Stories: Strategic Messaging that Energizes, Persuades and Inspires – Link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
“More change in the last 18 months than in the past 30 years.”
Over 30 years ago, Paula began her career in the medical device industry and in 2005, founded Legacy MedSearch and turned it into one of the most highly sought after MedTech search firms in the USA. Despite being a small boutique company, Legacy MedSearch has been honored as one of the 100 “Forbes Best Recruiting Firms in America” out of the 20,000 search firms for the last three years. (Note, they do have international clients as well). With Paula and Chris’s help, we will explore the big changes taking place in recruiting whether they are hiring a sales force or they are helping an emerging growth company fill out its C-Suite and/or Board of Directors. They also talk about how Legacy MedSearch literally becomes embedded in the strategic planning and executive sourcing for emerging growth companies. Here is a hint regarding the big changes – some C-Suite positions are being filled entirely virtually. That’s right…with no face-to-face interview. And, it is a candidates market. Paula and Chris will explain why and what that means to candidates and employers. Are you prepared for this new environment? They offer great advice and resources. Regardless of your functional position in MedTech, you will find this very informative and helpful.
As in the past couple podcasts, you may hear me refer to a couple members of the MedTech Leaders community asking questions in the chat. If you want to learn more about MedTech Leaders go to medtechleaders.net.
If you get value out of this podcast, please consider giving it a rating on your podcast provider, sharing it with a friend and/or subscribing. Now Go Win Your Week! Paula Rutledge LinkedIn Profile Link
Chris Miclot LinkedIn Profile Link
Legacy MedSearch website link
Candidate Solutions Page Link
The Thoroughly Prepared Candidate Interview Guide Link
Employer Solutions Link
Medical Device Guru Link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
This is a special episode. Our guest today is Geoffrey Moore, Author of Crossing The Chasm: Marketing and Selling Disruptive Products to Mainstream Customers which is on Inc. Magazines list of top 10 Marketing Books of All time. He has written several other books on marketing relative to disruptive technologies. Geoff is highly regarded throughout the high-tech world. Today, Geoff will take us on a tour of the Technology Adoption Life Cycle and then we dive into details of early market challenges and then the ultimate challenge of crossing the chasm into the mainstream market. We talk about disruptive technologies, early adopters, key opinion leaders, signs you are approaching the chasm, the pragmatists on the other side of the chasm, pragmatists in pain, the bowling alley, the tornado, mistakes to avoid and much much more. By the way, in our discussion the terms visionary and early adopter are interchangeable. Also, the terms pragmatists and early majority are also interchangeable. Everyone involved in leading a MedTech company and marketing and sales will learn a lot from this episode.
You will hear me refer to several attendees to this event. Three countries are represented. The Netherlands, the Czech Republic and the United States. These people are all members of the MedTech Leaders community. I always set up interviews as live virtual events so members can attend. If you want to learn more about the community, go to medtechleaders.net. Now Go Win Your Week! Geoffrey Moore’s LinkedIn profile link
Geoffrey Moore’s website link
Great books by Geoff:
Crossing the Chasm, Marketing and Selling Disruptive Products to Mainstream Customers. This third edition brings Moore's classic work up to date with dozens of new examples of successes and failures, new strategies for marketing in the digital world, and Moore's most current insights and findings.
Amazon Link
Zone to Win - Moore's classic bestseller, CROSSING THE CHASM, has sold more than one million copies by addressing the challenges faced by start-up companies. Now ZONE TO WIN is set to guide established enterprises through the same journey.
Amazon Link
Escape Velocity - Addresses the central dilemma established firms face: how to continue to harvest past success while driving the organization, its people and its processes, toward future growth and opportunities.
Amazon Link
Inside the Tornado - A follow-on work to Crossing the Chasm that deals with the dynamics of post-chasm markets, in particular the market share battle during hyper-growth that results in the anointing the market leader or gorilla.
Amazon Link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Understanding how the worldwide distribution ecosystem works is a must for any MedTech professional. This conversation with Daniel Cloutier provides a window into this world and how LOK brings value to the manufacturers it represents with turnkey distribution. Daniel jokes that they are “Global minus One”. Take a guess at what country that is. LOK Corporation represents companies ranging in size from start-ups to very large firms to optimize their worldwide distribution. Frequently, they are working with new concept and disruptive technologies. Daniel takes us through how they match products to their 17,000 strong distributor network and then help their manufacturers monitor distributor activity via sophisticated dashboards. They provide assistance all along the medtech roadmap from vetting the distributors, to finding KOLs in various countries, to getting regulatory clearances, ensuring distributors meet ISO requirements and more. And, venture funds, private equity, angels and incubators frequently seek LOK out for advice giving LOK a view of products in the pipeline. This podcast is a great review of the complexities of setting up international distribution and the value of a professional global manufacturers’ representative company. Now Go Win Your Week! Daniel Cloutier LinkedIn Profile link
LOK Corporation website link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Want your virtual prospecting to stand out? Bring your virtual presentations and messaging to life. This digital technology from VidiPlus will help. Dror Benjamin, CEO and his team have created a wonderful virtual tool. The way it brings your presentation items into the virtual window right next to you is very sophisticated. You can explode product images so you can reach in with your hand and point features out. Or, if used for service, you could explode a product image to focus in on key parts that you are talking about. While you have an image up you can rotate it. You can show videos, websites and YouTube. All of this is selected from a very convenient control widget so you are not sharing and unsharring your window to move from one medium to another. Needless to say, it will make any MedTech company look very tech savvy and credible. Now Go Win Your Week!! Dror Benjamin LinkedIn Profile link
VidiPlus website link
Arcreative website link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
In other words, a brand prescription for MedTech. Matthew has walked the walk. Or, maybe I should say conquered the mountain of marketing and sales challenges. He says, “It’s the only thing busy docs care about. They care about you and I aligning with their perspective; relieving them of internal, external, philosophical and practical pains; and solving their problems.” On the sales side he talks about one tactic that results in a 75% attention rate and a 3X increase in consultations. On the marketing side it is video and content that earns attention. “Earn” is the key word because promoting features and benefits and straight up outcomes does not work. And, much more.
We also share our respect for Geoffrey Moore, author of “Crossing the Chasm, Marketing and Selling High-Tech Products to Mainstream Customers”. Dr. Moore will be a guest on the Medical Device Success podcast on September 22. It will start as a live event in the MedTech Leaders Community. You can learn more about the community at medtechleaders.net. There is a free trial.
And finally, last week a fellow podcaster revealed to me a link to the top 20 medical device podcasts. I didn’t know such a ranking existed. Medical Device Success was ranked second in the top 20. Needless to say, I was pleasantly surprised and very humbled at the same time. Medical Device Success does not have large company or media group helping with production like many others on the list. It is just me a webcam, an inexpensive microphone, a MAC desktop and some software. Thanks again to my listeners, the C-suite guests and the subject matter experts for all the support. It means a lot. Now…Go Win Your Week!! Matthew Ray Scott’s LinkedIn Link
FEED. The Agency. Link
Matthew’s Medical Sales Rx Course Link
Books Matthew recommends:
Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers, by Geoffrey Moore. Link The War of Art, by Steven Pressfield Link Turning Pro, by Steven Pressfield Link The Legend of Baggar Vance, by Steven Pressfield Link
Ted Newill’s LinkedIn Profile link
More Medical Device Success podcasts link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
This survey gives a unique look into the minds of these doctors and their practices. And, it has implications for MedTech sales and marketing for the remainder of 2021 and beyond.
Is sales an art or a science or a bit of both? And, how has the art and science changed in the past year? Some key trends in MedTech have accelerated due to the pandemic that will affect the art and science of selling. This episode is a discussion to help listeners and viewers be sure they are adjusting to the trends. One of the suggestions I make at the end of the podcast is for sales and marketing professionals that are in companies that do not take sales and marketing seriously is to form your own mastermind groups. We have them in the MedTech Leaders Community. However, you can form them yourself. In the near future, I will have a podcast on how to create and manage a mastermind group. Now Go Win Your Week! Looking for like-minded leaders and sales and marketing professionals and subject matter experts? Consider the MedTech Leaders community. To learn more, go to medtechleaders.net. There is a free trial and the Get Involved Plan is only $14 per year.
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
“If you point me at a target, I’ll get there’’ says Jeff. That includes succeeding at his first job in the life sciences as CEO of the startup, Advanced Scanners. This is a very interesting interview about a revolutionary technology and a leader with a “different” yet meaningful career. Unlike most of us, until he took this role, Jeff had no experience in MedTech. The Advanced Scanners technology will prove itself as essential in neurosurgery. Do you know what “anatomic shift” is and the difference it means in neurosurgery? You will soon. Then, it will spread its wings into numerous other specialties that need its capabilities. This is a great business story and personal story that shares numerous lessons all of us can learn from. 18 months to launch!
Jeff is a member of the MedTech Leaders Community. MTL is a place where MedTech professionals can help each other with best practices, questions, problems, solutions and successes all with the support of events featuring subject matter experts. To learn more go to medtechleaders.net. The Get Involved Plan is an investment of only $14 per year. There is a free trial. Now Go Win Your Week! Jeff Levine’s LinkedIn Profile Link
Advanced Scanners website link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
You all know that data, properly configured can help your sales team. However, this data can be very expensive and may not be configured in a way that is easy for your sales team to use. Enter MedScout, a revenue intelligence platform for Life Science companies. Skylar Talley, CEO, MedScout joins us today to share how they go about pulling together and presenting procedural data, prescription data and firmographic information and then present it in a unique way to help medtech sales teams be more productive. This is all done very economically when compared to some of the very expensive data companies. What Skylar, his co-founder, Casey Shattuck and the rest of the MedScout team is doing is impressive. Some people may say, “Ted, you can get some of this data yourself.” Keyword is ‘some’. And, you won’t have the firmographics to relate it all together in an easy to use platform. If you are asking your sales team to do this, I guarantee they are missing important prospects and wasting valuable time.
Important note – Don’t confuse Skylar’s company with the German medical tourism company also called Medscout. Skylar’s MedScout can be found at medscout.io.
As podcasts go, the Medical Device Success podcast is a bit unusual in that it is almost always set up as a live event for members of the MedTech Leaders Community to attend if they want to. Today, you will hear me refer to questions from one such attendee, Lisa Bichsel, CEO of the Bichsel Medical Marketing Group. BMMG is a terrific Life Sciences marketing firm. She is a member of the MedTech Leaders Community. And, she asks great questions which adds a lot to the depth of the podcast. Thank you Lisa.
For those of you interested in the MedTech Leaders Community, go to medtechleaders.net to learn more. The Get Involved plan is only $14 per year and there is a free trial.
Now Go Win Your Week!
Skylar Talley’s LinkedIn profile link
MedScout website link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
First, we define Population Health. Then we talk about its influence on MedTech. In the USA, Population Health is NOT the same thing as Public Health. One can influence the other. However, Population Health is driven by value-based health systems to provide better care at a lower cost by being connected, engaged and anticipatory via their facilities and providers to their patients. Joseph Schulman, Senior VP Population Health, Business Transformation at Northwell Health joins us to discuss this area of health care that is so important to understand. The movement toward Population Health and value-based healthcare has big ramifications for the development of medical technologies. Is Population Health a serious endeavor? Well, Northwell thinks it is important enough to have 400 professionals on Joe’s team to drive these initiatives.
I have always been pessimistic about the US healthcare system. After talking to Joe for this podcast and Mark Dixon several weeks ago, I have hope. Why? Because people like Joe and Mark are moving healthcare in the right direction. And, they are very very determined to succeed. As Joe said, “We have to raise the bar on how we're doing and pursue all the tremendous opportunities to deliver incredible results.” Yes, he is dedicated and determined.
For international listeners, I would be curious to hear if their healthcare systems are taking a similar approach. Now Go Win Your Week! Joseph Schulman’s LinkedIn Profile link
Northwell Health Website link
Book Joe recommends:
Team of Teams, New Rules of Engagement in a Complex World, by General S. McChrsytal, D. Silverman, C. Fussell and T. Collins.
Link to Kindle (ebook), hardcover and paperback
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Do you know which digital platform is most effective in targeting physicians? Is it LinkedIn, Facebook, Instagram, Twitter or TikTok? In a few minutes, you will know the answer. The pandemic caused a tremendous amount of rethinking about how MedTech gains the interest and attention of prospects. Physician micro-marketing is a solution. Our guest to help us with this fascinating and surprising subject is Scott Alexander, CEO of Jairus Physician Micro-Marketing. Scott also shares a case study of where micro-marketing and micro targeting helps a company ramp initial sales and pivot to a what they thought was a secondary market that turns out to be their primary market. All this done rapidly and economically when compared to traditional marketing and sales tactics.
A comment on the pandemic. With the Delta variant reigning supreme in many countries and the Lambda variant gaining ground in South America, be very careful of how you view your marketing and sales activities in other countries and in certain regions of the US. These variants have governments and hospital systems very nervous. One of the members of the MedTech Leaders community, a CEO of a firm in South Africa told me that they were busy gaining momentum several months ago only to have a new surge shut their sales efforts down.
Speaking of the MedTech Leaders community, we now have a new entry level member program called the Get Involved plan. It is only $14 per year and includes a free trial. Learn more at medtechleaders.net. If you are a leader or aspire to be a leader in MedTech, you will enjoy the community. Now Go Win Your Week! Scott Alexander LinkedIn Link
Jairus Physician Micro-Marketing website link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
“Failure to plan for market access early is one of the key causes of company underperformance and failure”, according to April whose team at TTi Health Research & Economics has helped companies recover from their lack of preparedness. A couple episodes ago I talked about the danger of the chasm in the Technology Adoption Life Cycle. In this episode, April reveals the possibility of two additional “chasms” that MedTech has to deal with. The reimbursement/payor chasm which is more complex than many experienced MedTech leaders believe. And the chasm between regulatory approval and market access when the evidence required in these two areas don’t align. “Evidence is your flywheel” says April. The right evidence powers you through your regulatory process and aligns that process and your claims with your value propositions across stakeholders and then on through your product launch.
If you don’t mind, I am going to be my own sponsor today. Some of you know that I am also the host of the MedTech Leaders Community. Some of you are already members. This is where MedTech professionals mingle to share best practices, problems, ideas and successes all with the support of subject matter experts. I have created a new entry level program called the Get Involved plan which is only $14.00 per year at the moment. There is a two-week free trial. Go to medtechleaders.net to learn more. You won’t regret it.
April Zambelli-Weiner, PhD LinkedIn Profile link
TTi Health Research & Economics Website link
TTi Health Research & Economics Market Readiness Assessment link
Books April recommends:
Dare to Prepare: How to Win Before You Begin, by Ronald M. Shapiro, Gregory Jordan, et al.
Kindle and paperback link
The Undoing Project: A Friendship That Changed Our Minds, by Michael Lewis
Kindle and paperback link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Where does the MedTech Sales process get in trouble? It is in the Presentation step of the process. On the surface the Presentation step sounds simple. It is not. With new concept technologies or complex technologies this step can get complicated with multiple sub-steps. That is why it is important to spend time working this out as a team. If you are a sales professional at a company that is not providing process guidance, you can actually do it yourself. It should result in increased sales and commissions.
A number of you have contacted me over the past few weeks with questions and comments. I have enjoyed the conversations and the emails. Don't be shy. The door to my office is always open.
Now Go Win Your Week!
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
THRIVE! As an orthopedic distributor in the midst of the pandemic what do you decide to do? Clay’s answer is THRIVE! That was Habakkuk's theme word for 2020. Think this is corny? It isn’t. Furthermore, Clay's team follows their four core values – servant heart, teamwork, excellence and perseverance to deliver on their mission which is "We exist to help restore life within the orthopedic community". Clay has built his company up to 15 employees in less than 8 years. We talk about how Habakkuk managed 2020 and what orthopedic distribution looks like going forward. According to Clay, the business model will not be going back to the 2019 version. We also spend a lot of time on how Clay and his team built their leadership skills. It is impressive. I don't know many people that can quote key learnings from leadership books like Clay can. More important is the fact he put them into practice.
A note to listeners and subscribers - I have been getting more feedback and requests for slides when I have them. This is great. I enjoy the interaction.
Now Go Win Your Week!!
Clay Steves’ LinkedIn Profile link
Habakkuk website link
Books Clay recommends:
The Advantage by Pat Lencioni
eBook, hardcover and paperback link
First Break All The Rules by Marcus Buckingham
eBook, hardcover and paperback link
The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About it By Michael Gerber
eBook and Paperback link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Fight the Technology Adoption Life Cycle Curve and you will lose. It is science. Why do MedTech leaders and sales and marketing pros continue to fight the TALC Curve? And, why am I bringing it up? Because in the past several weeks I have had conversations with startups that have been either not recognizing the curve or fighting it. Important Note! This applies primarily to New Concept Products. In this Episode:
Quick review of the Technology Adoption Life Cycle.Why is this important?The Good News and Bad News about Innovators and Early Adopters.How to identify Innovators and Early Adopters.How to sell to Innovators and Early Adopters.
Enjoy!
Now Go Win Your Week!
Recommended Book: Crossing the Chasm, Marketing and Selling Disruptive Products to Mainstream Customers by Geoffrey Moore
Kindle book linkPaperback book link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
How will the Four Forces shaping healthcare affect your sales and marketing strategies and tactics? Do you know how these forces align with the “Triple Aim”? Mark Dixon once led one of the largest healthcare systems in the US. Now he is a consultant for both healthcare systems and some of the largest life science companies in the world. From this unique vantage point, Mark walks us through the Four Forces and their potential impact on vendors/suppliers. This is particularly important for small to medium sized medtech companies that traditionally don’t view the healthcare ecosystem as strategically as the large medtech companies. This is also very important for Non US companies trying to better understand the US healthcare market.Near the end of the podcast, we talk about what this means about the way startups design the clinical studies they will use for FDA clearance or approval.
The links below include a number of publications that will help you keep your finger on the pulse of healthcare in the United States.
Last week, after the podcast on prospecting, a number of listeners requested examples of embedded videos and the slide deck. It was fun interacting with you.
Now Go Win Your Week!!
Mark Dixon LinkedIn Link
Mark does not have a website. He doesn’t need one. If you need his email address or phone, contact me.
Publications and groups recommended by Mark:
Becker Hospital Review - https://www.beckershospitalreview.com (Newsletter is free)Advisory Board - https://www.advisory.com (requires paid membership)Dail-enews - http://dailenews.mdsi.org (free)Association of National Account Executives (ANAE) - https://www.nationalaccountexecutives.com (newsletter is free)
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
“What advice do you have related to prospecting for new customers in this new normal?” This is the most frequent question I get from MedTech executives, sales leaders and field salespeople. You can’t start the sales process unless you have a prospect! So, I decided to make the answer a slide presentation, podcast and videocast. This episode is purely about prospecting. I don’t talk about any other part of the sales process. The podcast/video cast agenda is:
The Prospecting ProblemSurveysParallel Trends That Compound The ProblemTraditional Prospecting vs. Modern ProspectingProspecting to get HCP Attention, Awareness and InterestGatekeepersTeam adoption problems
Enjoy!
Now Go Win Your Week!!
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Link to the Medical Device Success YouTube Channel - https://bit.ly/34dLwUR
We venture to Lyon, France to learn how Marc and his team fresh off a $28 million raise are setting the stage to dominate High Intensity Focused Ultrasound (HIFU) for prostate cancer. We also talk about other huge applications for HIFU, leading through the pandemic and his career. Marc and the EDAP team are poised for growth. Talk to this guy for an hour and you will be convinced he can lead them to attain their potential. Leadership + an innovative team bonded by a positive culture = RESULTS. And, they have been getting results for years.
Now Go Win Your Week!
Marc’s LinkedIn Profile link - linkedin.com/in/marc-oczachowski-4829955
HiFU Prostate USA website - https://us.hifu-prostate.com
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Matthew Vernhout, VP of Deliverability, NetCore, walks us through what “Journeys” are and how they can help with prospecting for new customers and nurture current customers. This is part of the Medical Device Success emphasis on Demand Generation. This is important because surveys show that most health care professionals and provider executives expect virtual interaction with vendors to continue in 2021 and beyond. We need to embrace Demand Generation strategies and tactics to be successful in the new normal. The SAAS industry and consumer products industry has been doing this for years with great success. And, you experience Demand Gen all the time. It is time for MedTech to catch up.
Now Go Win Your Week!!
Most of you know that I am also the host of the MedTech Leaders community. You can learn more about this non-LinkedIn community at https://medtechleaders.net. This is where leaders and those aspiring to be leaders get together to help each other with best practices, problems, solutions, ideas and successes. If you are interested in the MTL community…there is a 30-day free trial. Again, more info at https://medtechleaders.net.
Matthew Vernhout’s LinkedIn Profile link
NetCore Cloud Website link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Improvise, Adapt and Overcome. He started out as a Marine officer. This included time on the streets of Mogadishu, Somalia. He carried these Marine leadership values into Frito Lay and then Boston Scientific. Now, Will shares his thoughts on being proactive and excelling in his book “PROACTIVE: Achieving Excellence in Sales and Customer Relations”. He and his team assist with nearly 5 billion dollars of revenue at Boston Scientific. We talk about leading across his 5 pillars of responsibility. We also explore values that can be applied at any point in a career. We also talk about the new normal coming out of the pandemic. Leaders like Will are inspiring yet humble as you will see when you tune in. With leaders like this it is no wonder that Boston Scientific is a great place to work and thrive. It was ranked No. 1 Best Employer in 2019 by Forbes in the Health Care Equipment and Services Industry.
Now Go Win Your Week!
Most of you know that I am also the host of the MedTech Leaders community. You can learn more about this non-LinkedIn community at medtechleaders.net. This is where leaders and those aspiring to be leaders get together to help each other with best practices, problems, solutions, ideas and successes. If you are interested in the MTL community…there is a 30-day free trial. Again, more info at medtechleaders.net.
Will Gray’s LinkedIn link - linkedin.com/in/will-gray-26a55713
Boston Scientific Website link - https://www.bostonscientific.com/en-US/Home.html
Will’s book – PROACTIVE: Achieving Excellence in Sales and Customer Relations
Paperback - https://amzn.to/2P5J8vhKindle - https://amzn.to/3apPDAs
Will recommends the following books:
Left of Bang: How the Mariine Corp’s Combat Hunter Program Can Save Your Life By Patrick Van Horne and Jason Riley
Paperback - https://amzn.to/3xe1cVeKindle - https://amzn.to/32tOW50
Turning Pro: Tap Your Inner Power and Create Your Life’s Work By Steven Pressfield
Paperback – https://amzn.to/3aukT1vKindle - https://amzn.to/3arD4ow
Outliers: The Story of Success By Malcolm Gladwell
Paperback - https://amzn.to/3n56kX0Kindle - https://amzn.to/3dAG2sH
How Will You Measure Your Life? By Clayton M. Christensen
Paperback - https://amzn.to/3dAIHCyKindle - https://amzn.to/3v87HqY
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
In Episode 35 we laid the CRM foundation. Today we build on that foundation and begin to move into Sales Force Automation and Marketing Automation. This is where SFA and MA can start working hard for your company to increase revenues. Eliza Hammer-Gage, Senior Consultant, Red Argyle joins me again to show another way we can move MedTech into the realm of modern B2B demand generation tactics. Remember what I shared before, less than 40% of businesses have a CRM adoption rate over 90%. Because these statistics include large B2C companies, I suspect the adoption rate in small to medium sized MedTech companies is worse. This means a lot of companies are leaving money and opportunities on the table.
This is part of our series on Demand Generation. Red Argyle is a highly regarded SalesForce CRM consulting partner.
Note that I am not paid by the people or companies that I interview.
Now Go Win Your Week!
Eliza Hammer Gage’s LinkedIn Profile link
Red Argyle website link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
Most of you know that I am also the host of the MedTech Leaders community. You can learn more about this non-LinkedIn community at medtechleaders.net. This is where leaders and those aspiring to be leaders get together to help each other with best practices, problems, solutions, ideas and successes. This is supported with subject matter experts. If you are interested in the MTL community…there is a 30-day free trial.
Covid may have caused some sleepless nights for Arnoud in 2020. But his response with the use of Demand Generation Tactics and Learning Management Systems set Eaglet Eye up for a strong second half of the year and a strong start to 2021. Arnoud proves it can be done very economically. The result is that it creates a very positive high technology impression despite the size of the company. Using Learning Management Systems is an interesting response to travel restrictions caused by Covid. But the end result is better use of best practices by customers and happier customers. Now the Eaglet Eye Team will never go back to the traditional ways of training customers. We also talk about what it is like to manage a small emerging growth technology company that is helping doctors help people see better.
Great news! The Medical Device Success podcast is now over 18,000 downloads. Thanks for all the support!
Now Go Win Your Week!
Most of you know that I am also the host of the MedTech Leaders community. You can learn more about this non-LinkedIn community at medtechleaders.net. This is where leaders and those aspiring to be leaders get together to help each other with best practices, problems, solutions, ideas and successes. If you are interested in the MedTech Leaders community…there is a 30-day free trial. Again, more info at medtechleaders.net.
Arnoud Snepvangers LinkedIn profile link
Eaglet Eye website link
LearnDash learning management system link
Arnoud’s favorite podcasts:
Science podcasts:
BBC infinite monkey cage http://www.infinitemonkeycage.com/
BBC life scientific - https://www.bbc.co.uk/programmes/b015sqc7
WNYC Radio Lab https://www.wnycstudios.org/podcasts/radiolab
Business podcasts:
The Journal - https://www.wsj.com/podcasts/the-journalThe intelligence (Economist) - https://theintelligence.economist.com
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
“In order to grow, you have to master what you are doing today”. Career advice from Patrick Kothe. Pat has led EM Device Lab down a brilliant development path where they “productized” a current standard procedure and benefit from a simpler regulatory path and a shorter time to commercialization. This also reduced capital requirements. However, Pat took no shortcuts with customer discovery and validation where they got feedback on their product from around 600 emergency medicine doctors. Join Pat and me to learn about critical characteristics of a bootstrap CEO and key strategies for success. We also talk about the lessons learned from failures. They are less than 30 days to product launch! We wish the EM Device Lab team best of luck as they go to market.
Now Go Win Your Week!
Most of you know that I am also the host of the MedTech Leaders community. You can learn more about this non-linkedin community at medtechleaders.net. This is where leaders and those aspiring to be leaders get together to help each other with best practices, problems, solutions, ideas and successes. If you are interested in the MedTech Leaders community…there is a 30-day free trial.
Patrick Kothe’s LinkedIn Profile link
EM Device Lab website link
Pat’s Podcast Link – Mastering Medical Device
Or find it on your favorite podcast service.
Pat’s recommended book: When Pride Still Mattered: A Life of Vince Lombardi, By David Maraniss
Paperback linkKindle link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Surveys indicate that virtual support in the operating room and procedure room is here to stay. From the “back of a napkin” to commercialization, Jennifer Fried has led the ExplORer Surgical team to success. They are busy staking out a position as a leader in virtual support to medical device companies seeking to improve best practices, clinical support, training, collaboration and coaching in the operating room. In this episode she starts out explaining the technology and how it works. Then, we dive into the story of ExplORer Surgical. Believe it or not…the development of this technology is NOT a response to the pandemic. Of course, it has benefited from the pandemic. However, if you leave it at that, you miss some of the important value propositions that underly the power of the platform. Everybody is a winner with this platform…the patient, the hospital and the medical device company. Tune in!
Now Go Win Your Week!
Jennifer Fried’s LinkedIn Profile link
Explorer Surgical website link
Jennifer’s recommended books
The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers, by Ben HorowitzHardcover link Kindle link Venture Deals, Be Smarter Than Your Lawyer and Venture Capitalist, by Brad Feld and Jason MendelsonHard cover link Kindle link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Talking and listening on-camera are not natural skills.
MedTech sellers have rapidly been trained to adopt new tools, new platforms and fresh messaging they need to succeed in a virtual world. Yet most are left using trial and error to figure out how to use video to connect with customers and build relationships.
Why is this important? Because a recent survey of C-suite hospital executives showed that 75% believed that virtual interaction with vendors would stay the same in 2021 as 2020 or increase. The same access problems will remain with physicians and other healthcare professionals.
Julie Hansen provides those missing virtual selling skills for connecting effectively on video.
Almost every actor who has transitioned successfully from live performance to film or television has received on-camera training. Why do we expect our sales teams – people primarily from business or technical backgrounds – to be able to master on their own what professional performers require training on?
Julie Hansen is the founder of Performance Sales and Training where she puts her early career experience in television acting to use. After acting, Julie had a successful sales career. While in sales she realized what many sales people were missing in terms of "acting" skills. Now that selling is more virtual than ever, the ability to connect through the lens of a camera is more important than ever. She has written two books (links below) and will publish a third in the near future that focuses on connecting through the camera.
Julie has been rated a Top 50 Keynote Speaker by Top Sales World.
Now Go Win Your Week!
Julie Hansen’s LinkedIn Profile Link
Performance Sales and Training Website
Sales Presentations for Dummies
Paperback LinkKindle ebook Link
ACT like a Sales Pro
Paperback Link Kindle ebook Link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
The video cast and other great subject matter expert content is in the MedTech Leaders Community link
Link to Ted’s contact page
Stephanie knows the leadership profile necessary to contribute to the success of a new venture. Her education, mentoring and networking program has provided the support necessary to give birth to dozens of life science startups. We will talk about leadership and her popular “Global Online Entrepreneurship Class”. The spring 2021 cohort of this class starts March 31. One of the members of the MedTech Leaders Community took this course last year and told me he highly recommends it. Even people with advanced degrees like MBAs, Doctors of Medicine and Doctors in science take this course. In fact, in the most recent course there were participants from 13 countries and 4 continents.
Reminder – I am not compensated by UCSF for this podcast and video cast.
This video cast is public in the Medical Device Success YouTube channel. Most of the time I reserve video casts for the MedTech Leaders Community. However, I think what Stephanie shares about leadership and the UCSF course are time sensitive. So, the video is public.
You can learn more about the MedTech Leaders Community at medtechleaders.net. This community is where leaders help each other out with best practices, problems, solutions, ideas and successes. All with the support of subject matter experts. There is a 30 day free trial.
Now Go Win Your Week!
Stephanie Marrus LinkedIn Profile Link
UCSF Global Online Entrepreneurship Class Link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Does your operations team collaborate with sales and marketing to create a virtuous circle that is a win for the customer, the employees and sales revenue? Learn how Jeff does it. Jeff started his career in sales and made his way into MedTech operational leadership. As COO at Endologix, he and his team won the Turnaround of the Year Award from the Association for Corporate Growth. This is the second of the “In the C-Suite Series” with many more to come. Join Jeff and me as we talk about important aspects of leadership and career management. This includes his 4 steps to accelerating your success. At the end of this podcast, if you have learned just one or two things that could impact your leadership skills and/or career, you are better off today than you were yesterday.
This is one of our “In the C-Suite” interviews where we explore how leaders are responding to the extraordinary challenges of our time.
The video cast will be in the MedTech Leaders community. This is a non-LinkedIn community where leaders help each other out with best practices, problems, solutions and successes. We have over 80 members from 18 countries. Learn more at medtechleaders.net. There is a 30 day free trial.
Now Go Win Your Week!
Jeff Brown LinkedIn Link
Jeff's Recommended Book – Flash Forecast by Daniel Burris - A fresh way to look at the future so you are prepared for it. And, different techniques to strategically respond to events that will shape the future.
Paperback LinkAudio book LinkE-Book Link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
MedTech Leaders Community link
Link to Ted’s contact page
Do you know what the Mother, Daughter, Sister, Grandmother Test is? Today, Trevor McCaw, CCO, of TriSalus Life Sciences will answer that question. It has to do with the values that guide him and keep him grounded every day. Trevor joins us to talk about this groundbreaking company, the steps in his career to the C-Suite, career advice, why he chose the medical device industry, challenges and his leadership response to the pandemic.
This is the first of many “In the C-Suite” interviews where we explore how leaders are responding to the extraordinary challenges of our time . Trevor is a member of the MedTech Leaders Community.
You can learn more about MedTech Leaders Community at medtechleaders.net. The video cast of this podcast is available in the community. There is a 30 day free trial. It is a place where leaders help each other out with best practices, problems, solutions, ideas and successes. This is all done with the support of subject matter experts.
Now Go Win Your Week!!
Trevor McCaw LinkedIn Link
TriSalus Life Sciences website
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
What does a box truck have to do with Virtual Trade Shows? You will find out in this episode. I gathered 5 executives from the MedTech Leaders Community to discuss Virtual Trade Shows. We review the 2020 Virtual Trade Show experience. We discuss what worked and what didn’t work. Then we talked about solutions and alternatives. Finally, we reviewed our intentions related to virtual trade shows and alternatives in 2021. Trade shows will never be the same. And, our participation will not be the same. Companies are definitely investing in alternatives.
Later in the video cast, Lauren Dustman, BMMG, shared the Virtual Trade Show Decision making matrix that she and her colleagues developed at BMMG to assist their clients. It is a nice tool.
This was a live event in the MTL community and has been converted into a podcast and video cast. It was a lively and very informative discussion.
The panelists were:
Lauren Dustman, Virtual and Live Event Strategist, BMMG and member of HCEAJeff Hydar, Chief Commercial Officer, PhotoniCareMark Lunam, Head of Global Learning Development and Training, Chy A ConsultingKarl Wolcott, VP Strategic Accounts, The Alpha Source GroupYours truly - Ted Newill – Host of Medical Device Success and MedTech Leaders Community
The next live event in the MedTech Leaders Community will be the first of the C-Suite series with community member Trevor McCaw, CCO, TriSalus Life Sciences.
You can learn more about the MTL Community at medtechleaders.net. There is a 30 day free trial.
Now Go Win Your Week!!
Lauren Dustman, Virtual and Live Event Strategist, BMMG and member of HCEA LinkedIn Profile Link
Jeff Hydar, Chief Commercial Officer, PhotoniCare, LinkedIn Profile Link
Mark Lunam, Head of Global Learning Development and Training, Chy A Consulting, LinkedIn Profile Link
Karl Wolcott, VP Strategic Accounts, The Alpha Source Group, LinkedIn Profile Link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
Key points – 2021 will be a battle between science and disinformation. And, “The country where the willingness to get vaccinated is greater, wins”. Bertalan is the Medical Futurist. He and I spent some time this past week talking about the pandemic and our near term and long-term future in MedTech. If you don’t subscribe to his newsletters you should. If governments, medical associations, patients and industry seek him out for advice, then this podcast/video cast may be worth a listen (view).
How should the Medical Device industry look at their products and align them with the future? We discuss this.
Back to “willingness” and “winning”. India and China have vaccine acceptance rates of 87% and 85% respectively. At 64%, the US ranked 14th among major economies. The Understanding America Survey conducted in December showed 56% of over 8,000 US respondents indicating a willingness to get the vaccine. This lack of willingness in the US will be a drag on the US economy. Meanwhile, countries like India, China, South Korea, Israel, The UK, etc will more quickly open their economies and prosper.
The MedTech Industry has an obligation to promote science and vaccination.
Now Go Win Your Week!
Bertalan Meskó’s LinkedIn profile - linkedin.com/in/bertalanmesko
The Medical Futurist Website – https://medicalfuturist.com
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
For MedTech sales to succeed in this new environment, you need Demand Generation. For Demand Generation to succeed, you need a well implemented and accepted CRM system. Only 45% of organizations use CRM for its intended purpose. Less than 40% of businesses have a CRM adoption rate over 90%. Because these statistics include large B2C companies, I suspect the adoption rate in small to medium sized MedTech companies is worse. MedTech is leaving money on the table and starving their sales funnels!! This is why I asked Eliza Hammer Gage, Senior Consultant, Red Argyle to spend two episodes on CRM as part of our series on Demand Generation. Red Argyle is a highly regarded SalesForce CRM consulting partner.
Note that I am not paid by the people or companies that I interview.
The MedTech Leaders Community is growing. Over 70 members from 18 countries. We have over 8 hours of content on selling in the virtual world. A couple members said it is like a master class. There is a 30-day free trial. The equivalent of your first paid month will be contributed to Direct Relief, Doctors without Borders or the American Red Cross.
The videocast will be in the MedTech Leaders Community at medtechleaders.net.
Now Go Win Your Week!
Eliza Hammer Gage’s LinkedIn Profile link
Red Argyle website link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
Want to more than double your webinar attendance and engagement throughout the webinar? Want more impactful virtual sales calls? For MedTech companies this is a no brainer. Reasonable cost and very effective. If a major pharma company likes the results they are getting, you will too. In this 5th episode that is part of our demand generation series we talk to Avi Tessler, CEO of eatNgage to learn more about their online engagement platform that is all about breaking bread. There is a special offer at the end so pay attention.
Note that I am not paid by the people or companies that I interview.
The MedTech Leaders Community is growing. Over 70 members from 18 countries. We have over 7 hours of content on Selling in the Virtual World and 5 hours on Demand Generation. A couple members said it is like a master class. There is a 30-day free trial. The equivalent of your first paid month will be contributed to Direct Relief, Doctors without Borders or the American Red Cross.
The videocast will be in the MedTech Leaders Community at medtechleaders dot net.
Now Go Win Your Week!
Avi Tessler’s LinkedIn profile link
eatNgage website link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
In this Covid world, sales teams should be demanding support from well thought out marketing automation platforms. So many of our traditional lead generation sources are completely or partially blocked. Today, Asad Ali, Brand Manager for sendinblue gives us an overview of how one platform can work on behalf of sales. We also learn that marketing automation is not that expensive. But it does require some strategic and tactical changes.
Does your company effectively employ marketing automation? Let me know. I would like to talk to a few people that are benefiting from MA.
The video cast is in the MedTech Leaders Community at https://medtechleaders.mn.co
MedTech Leaders is a community where MedTech execs and sales and marketing professionals help each other by sharing best practices, problems, solutions, ideas and successes. This is supported with weekly events with subject matter experts. Some say it is like a master class. Take a look! There is a 30 day free trial.
Note, I am not compensated in any way by the companies I interview.
Sendinblue is having a Black Friday sale. You can find the link in my show notes. 50% off!
Now Go Win Your Week!!
Asad Ali’s LinkedIn profile link
Sendinblue website link
Sendinblue Black Friday sale link
Sendinblue Automation Blog + ebook link
Sendinblue Local Business Digitalization guide link
Ted Newill’s LinkedIn Profile link
This is part three in our series of helping sales with Demand Generation. Once again, Jeannette Castańeda, Chief Email Geek at Inbox P.I., joins us to help with the details of a case study. Last week she gave us the framework of successful email campaigns. This week we go deeper into details. Results speak. In her short stint as an email specialty agency, she has added a cumulative $15 million in revenue to her clients’ bottom lines. It can happen when Demand Generation strategies and tactics are done correctly.
Now Go Win Your Week!!
The MedTech Leaders Community is growing. Over 70 members from 18 countries. We have over 7 hours of content on selling in the virtual world. Our current theme is Demand Generation. A couple members said it is like a master class. There is a 30-day free trial. The equivalent of your first paid month will be contributed to Direct Relief, Doctors without Borders or the American Red Cross.
Learn more about the MedTech Leaders Community at https://medtechleaders.mn.co
Video cast is in the MedTech Leaders community
Jeannette’s LinkedIn Profile Link – linkedin.com/in/imjeannettec
Link to Inbox P.I. website - https://inboxpi.com
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
This is the 2nd in our series on Demand Generation. Jeannette Castañeda, Chief Email Geek at Inbox P.I. guides us through the success factors for effective email campaigns. This is not only important to marketing, it is also important to sales who need better qualified leads in this Covid era. If your open rate is below 30% and your click through rate is below 10%. Something is wrong. Let’s make it right!
The video cast is in the MedTech Leaders Community at https://medtechleaders.mn.co
Now Go Win Your Week!
Jeannette’s LinkedIn Profile Link – linkedin.com/in/imjeannettec
Link to Inbox P.I. website - https://inboxpi.com
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
Bob Iasillo, National Sales Director at 2020/Now, an emerging MedTech company needed actionable sales leads in this era where traditional prospecting tactics are no longer viable. He roled up his sleeves, did his research and put into action a unique social media campaign. No agency help. No formal marketing automation campaign. Just DIY (Do It Yourself). And, he got results! You will be surprised at his social media channel of choice. I was. This is the first episode in our series on Demand Generation. It is fun. Bob is a member of the MedTech Leaders community and just started his own podcast – The Future of Eye Care. Congrats Bob!
This coming week we have our second episode in the Demand Generation series “Turn Your Leads Into Clients with Properly Executed Email Campaigns” with Jeannette Castañeda of Inbox P.I.
We welcomed several new members to MedTech Leaders Community last week. We are growing. Over 70 members from 18 countries. We have over 7 hours of content on selling in the virtual world. A couple members said it is like a master class. There is a 30-day free trial. The equivalent of your first paid month will be contributed to Direct Relief, Doctors without Borders or the American Red Cross.
Link to MedTechLeaders – https://medtechleaders.mn.co
Now Go Win Your Week!!
Bob Iasillo’s LinkedIn Link
Bob recommends watching “The Social Dilemma” on Netflix
Chris Walker Refined Labs Podcast Link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
Plus – a glimpse at why members find value in the community. In this short episode, we talk about what are the next important subjects for the podcast and video cast. First, a couple episodes about marketing automation. And sales leaders, you better pay attention because in the Covid world, marketing automation may be what saves you. Then we have several episodes about the Future of MedTech as Covid continues its rampage. We look out at 2021 and into 2022. We will also include a panel discussion about the experiences MedTech Leader members have had with virtual tradeshows and what it means about participating in the future.
By the way, the Medical Device Success podcast has over 12,000 downloads. Thank you very much for your support!!
In this episode we show an example of how a member found value in the MedTech Leaders Community. We are growing. Over 70 members from 18 countries. We have over 7 hours of content on selling in the virtual world. A couple members said it is like a master class. There is a 30-day free trial. The equivalent of your first paid month will be contributed to Direct Relief, Doctors without Borders or the American Red Cross.
Learn more about MedTech Leaders at https://medtechleaders.mn.co
Now Go Win Your Week!
The video cast link - https://youtu.be/Dgg_xOsSc1s
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
In January 2018 when Dominik Beck took the helm of Rudolf Riester, GmbH, he began executing a plan to put Riester in a more competitive position against its larger rivals. Then in early 2020 Covid spread across the world. For the Riester team, due to the nature of its product line, Covid became an opportunity. But to take advantage of an opportunity, you have to execute. Under Dominik’s guiding hand, the Riester team has risen to the challenge and seen revenue growth as a result. In this episode, we learn more about how Riester responded to the pandemic. We also learn about the complexities of moving a product line toward telemedicine and the new skill sets needed in sales and IT to support this move.
The MedTech Leaders Community is growing. Over 70 members from 18 countries. We have over 7 hours of content on selling in the virtual world. A couple members said it is like a master class. There is a 30-day free trial. The equivalent of your first paid month will be contributed to Direct Relief, Doctors without Borders or the American Red Cross.
Learn more about the MedTech Leaders Community at https://medtechleaders.mn.co
The video cast with slides is available in the MTL community.
Now Go Win Your Week!
Dominik Beck’s LinkedIn Profile link - linkedin.com/in/dominik-beck-991192b
Rudolf Riester, GmgH website link - https://www.riester.de
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
In past episodes of the podcast and video cast, we have covered various components of virtual presentations and virtual selling. Richard Goring, Director at BrightCarbon, brings all these components and more together to help guide us to professional virtual presentations that will get results in the MedTech world. BrightCarbon is a presentation design company that has worked with life science companies of all sizes to help them communicate their stories and value propositions.
The MedTech Leaders Community is growing. Over 70 members from 17 countries. We have over 7 hours of content on selling in the virtual world. A couple members said it is like a master class. There is a 30-day free trial. The equivalent of your first paid month will be contributed to Direct Relief, Doctors without Borders or the American Red Cross.
The video cast with slides is available in the MTL community.
MedTech Leaders Community Link
Now Go Win Your Week!
Richard Goring’s LinkedIn Link
BrightCarbon website Link
Link to BrightCarbon Masterclass presentation page. Here you will find a variety of classes on different aspects of presentations. Best of all…they are FREE! https://www.brightcarbon.com/events/
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
Brad Ansley, VP Healthcare, Richardson Sales Performance takes us through the details and important considerations of a virtual medtech sales process. It is fascinating and thought provoking when you look at the very important things you take for granted in a face to face selling situation that you must now build into a virtual sales interaction. Brad walks us through the 6 critical skills of virtual selling and aligns them with the sales process.
The MedTech Leaders Community is growing. We have a lot of content on selling in the virtual world. A couple members said it is like a master class. There is a 30-day free trial. The equivalent of your first paid month will be contributed to Direct Relief, Doctors without Borders or the American Red Cross.
MedTech Leaders Community link - https://medtechleaders.mn.co
The video cast with slides is available in the MTL community.
Now Go Win Your Week!
Brad Ansley’s LinkedIn Profile link - linkedin.com/in/bradansley
Richardson Sales Performance Website https://www.richardson.com
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
Jeff Howell, Director of Growth, AlayaCare, shows us how he uses embedded videos to enhance his prospecting, qualifying and relationship building in his sales process. It is impressive. He compares it to “pulling up in a Ferrari”. These are great virtual tools in a Covid world where it is more difficult than ever to get through to doctors, nurses and other health care professionals. Getting by gatekeepers is difficult enough in face to face situations. Now it is even more difficult. Jeff will explain how embedded videos help open the door.
The MedTech Leaders Community is now over 60 members from 17 countries. There is a 30-day free trial. Two great live events this coming week. The equivalent of your first paid month will be contributed to Direct Relief, Doctors without Borders or the American Red Cross.
Now Go Win Your Week!!
Watching the Video Cast really brings this message to life. Here is the link
MedTech Leaders Community Link
Jeff Howell’s LinkedIn Profile Link
Vidyard Link
Soapbox Wistia Link
YouTube video on how to use Soapbox Link https://www.youtube.com/watch?v=olL8k-pC0FQ
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
Kelly Clark and Relentless Recruiting conducted a survey with 60 life science executives and sales executives to better understand if there is an overall recruiting and hiring issue in obtaining Super Star Sales Reps.
How valuable are super stars reps to sales leaders? Where do these stars came from?How do their initial skill levels compare with other candidates?And what is the cost of making a bad hire.
In this video cast, Kelly Clark and Barry Rogers share the results of the survey and we discuss the implications of these findings for MedTech leaders and sales executives. What you will learn could have major implications on how you go about your recruiting process. If you are a candidate for a job, it will make you rethink how you present yourself.
Want to be the first to experience these subject matter experts and ask them questions? Join over 50 members of the MedTech Leaders Community (from 15 countries). Take advantage of the 30-day free trial. You can cancel your membership in about 3 clicks. The theme of the community for the next several weeks is Going Virtual. I have at least 3 more subject matter experts scheduled. After Going Virtual, the next theme will be The Future of MedTech. MedTech Leaders Community Link
Now Go Win Your Week!
Kelly Clark’s LinkedIn Profile Link
Relentless Recruiting website Link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
We continue to offer solutions to the challenges MedTech professionals face in the Covid era. One of the biggest is the changes in how we communicate. Those that can communicate their value proposition most effectively have the best chance of surviving and winning in the long term.
Virtual presentations are key and you must know how to best use the tools at hand. Today, we talk to David Paradi of ThinkOutsidetheslide.com. He has been a guest on the podcast before. However, this is also a video cast so you can go to the Medical Device Success YouTube channel to see exactly how to implement today’s techniques. Are you using PowerPoint’s Sections, Zoom and Morph features? Do you know how to turn your cell phone into a webcam? No? Then you need to tune in.
Want to be the first to experience these subject matter experts and ask them questions? Join over 50 members of the MedTech Leaders Community (from 15 countries). Take advantage of the 30-day free trial. You can cancel your membership in about 3 clicks. The theme of the community for the next several weeks is Going Virtual. I have at least 3 more subject matter experts scheduled. After Going Virtual, the next theme will be The Future of MedTech.
Now Go Win Your Week!
Link to the MedTech Leaders Community - medtechleaders.mn.co
Link to the Video Cast - https://youtu.be/08RoD8oHNtU
Dave Paradi’s LinkedIn Profile link
Dave Paradi’s Think Outside the Slide Website link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
The PowerPoint Zoom menu feature: https://support.office.com/en-us/article/use-zoom-for-powerpoint-to-bring-your-presentation-to-life-9d6c58cd-2125-4d29-86b1-0097c7dc47d7)
A decent YouTube on using the Zoom feature is https://www.youtube.com/watch?v=dGqHSvs9qpE
The PowerPoint Morph feature: https://support.office.com/en-us/article/use-the-morph-transition-in-powerpoint-8dd1c7b2-b935-44f5-a74c-741d8d9244ea
The purpose of the MedTech Leaders community is to bring together medtech leaders and those aspiring to be leaders to:
understand and achieve best practicesshare resources and expertisegive each other feedbackcelebrate successesset the stage to become recognized leaders in your organization and industrycreate a foundation for positions of greater responsibilitymeet people from around the world for new perspectivesall this with no spam, no judgement, no politics
In this podcast and video cast, I take you on a tour of the community to help you better understand its value. For a couple months, when posting podcast episodes, I have been talking about the creation of a robust on-line community for medtech professionals. I found 20 medtech leaders to participate in the beta community to help me set it up. This has been fun and informative. Today, I open the doors for the first wave of prospective members. Let me be up front, it is a paid community. However, there is a 30-day free trial that gives you the opportunity to exit at no cost if you feel there is no value for you.
Of course, we want to have some fun too. See you there!
Here is a link the community – https://medtechleaders.mn.co
Here is a link to the video cast – https://youtu.be/w8txj1vC3LA
NOTE! The doors to the community are open only a few days at a time. This is so we can onboard new members properly and understand how to get the most out of the community. Once we feel new members a familiar with how everty thing works, we open the doors again. Probably once a week or two.
Ted Newill LinkedIn Link
Medical Device Success website Link
Ted’s contact page at Medical Device Success Link
What do doctors think of this virtual world of events and contacts? In this podcast and video cast, Lisa Bichsel, Lauren Dustman and I interview a multi-specialty panel of 5 doctors to hear what they have to say. We talk to an ophthalmologist, a radiologist, an emergency medicine physician, a gastroenterologist and a family practitioner. There are some very good pearls of wisdom in this discussion.
BTW, the medical technology leader’s community that I have been finishing with the help of beta participants has really come together. We will open the doors to this community next weekend.
Now Go Win Your Week!!
Video cast link
Lisa Bichsel LinkedIn Link
BMMG website Link
BMMG video blog on the art of virtual event best practices link
Ted Newill LinkedIn link
Medical Device Success website link
Ted’s contact page at Medical Device Success
In this podcast/video cast Lisa Bichsel and I interview two leaders in the healthcare exhibit and event ecosystem. One of our guests is Jeannie Wert, Director Exhibition Management, Siemens Healthineers and Board President of the Healthcare Convention & Exhibitors Association (HCEA). Our other guest is Mike Ellery, Chief Creative Officer, Sparks Marketing Corporation, a leader in the exhibit marketing industry. We discuss the challenges to medical associations and the life sciences industry in transitioning to virtual platforms and exhibits. Lots of valuable insights to help life science leaders make decisions related to virtual trade show participation. Dinners delivered to virtual attendees. Butterflies and pigeons in virtual booths. May as well have some fun while stuck with virtual events! Link to the video cast and other important links below.
Now Go Win Your Week!
Link to the video cast https://youtu.be/EbolGbICHSQ
Jeannie Wert LinkedIn Link
Healthcare Convention and Exhibitors Association Link
Mike Ellery LinkedIn Link
Sparks Marketing Corporation Link
Lisa Bichsel LinkedIn Link
BMMG website Link
BMMG video blog on the art of virtual event best practices Link
Ted Newill LinkedIn Link
Medical Device Success website link
Ted’s contact page at Medical Device Success
How does a life sciences company succeed in a world of virtual congresses and tradeshows? We address this problem in a 3-part series of podcasts/video casts. We decided to offer a video cast because we use a lot of slides to communicate valuable information. Once again, I teamed up with Lisa Bichsel and the Bichsel Medical Marketing Group to create and produce this series. The BMMG team are all pros!
In this first part:
We show examples of virtual shows and how they work. We rank the virtual show platforms. We cover best practices.We review Pros and Cons of virtual exhibiting.We talk about the challenges facing small and medium sized companies. And, we discuss the cost issues. Some societies are charging crazy virtual exhibiting fees. Finally, we look at future trade show models.
Part 1 – A Guide to Medical Marketers (Sales management should pay attention too!)
Part 2 – We interview leaders in the Healthcare Exhibiting and Event Ecosystem to get their view of the dynamics of virtual congresses.
Part 3 – We ask several doctors what they think of the virtual environment and how it impacts them.
Now Go Win Your Week!
Link to video cast of Part 1 - https://www.youtube.com/watch?v=RrHQh8Aj1Bg
Lisa Bichsel LinkedIn Link
BMMG website Link
Ted Newill LinkedIn Link
Medical Device Success website link
Ted’s contact page at Medical Device Success
In your search for professional guidance and ideas, one or two podcasts is not enough. Today, I recommend two other medical device related podcasts that I like and learn from. One is Medical Sales Nation hosted by Jim Surek, a VP of Sales in a surgically related company. The other is Medical Device Made Easy hosted by Monir El Azzouzi a QA and Regulatory expert. Someday, I will interview these guys for my podcast. Next, we talk about journaling as a way to reflect, reduce stress, be accountable and solve problems in these challenging times.
Now Go Win Your Week!!
Jim Surek’s LinkedIn Profile Link
Medical Sales Nation podcast Link
Monir El Azzouzi’s LinkedIn Profile Link
Easy Medical Device Website Link
Medical Device Made Easy June News Link
Ted Newill LinkedIn link
Medical Device Success website link
Ted’s contact page at Medical Device Success Link
In past episodes we missed something important about virtual communications. Today, Nick Morgan, PhD, Founder and CEO of Public Words, helps us fill the gap by understanding the neuroscience behind virtual communications. Nick is one of America’s top communication experts. He has helped celebrities, business leaders and organizations with their communication challenges. His insights will help you better communicate virtually and therefore be more successful in today’s environment.
The Medical Device Success Community beta is making progress. However, I would like a couple more marketing professionals in the beta. Let me know if you are interested and I will send more information.
Now Go Win Your Week!
Nick Morgan, PhD LinkedIn link
Public Words website link
Link to Nick’s books Click Here, this link includes his 2018 bestseller Can You Hear Me? How to Connect in a Virtual World
Ted Newill LinkedIn link
Medical Device Success website link
Ted’s contact page at Medical Device Success link
Today you will hear from Dr. Tran Tu Huyhn, Founder and President of OpticSurg. The OpticSurg team is developing mixed reality medical technology to assist health care providers at numerous levels from surgery to bedside with enhanced and more economical patient care. Technology like this could have significant implications for healthcare systems and medical device companies under pressure from numerous factors including the pandemic.
We are very close to starting the community beta. I have solid group of sales execs for the beta. However, I need more marketing people. For the beta I am focusing on the US and Europe to simplify communications. Please contact me for more information.
Now Go Win Your Week!!
Tran Tu Huynh, DO LinkedIn link
OpticSurg website link
Ted Newill LinkedIn link
Medical Device Success website link
Ted’s contact page at Medical Device Success link
Would you attract the attention of your customer if you could offer a way to bring them more patients? Consider Patient Builder. Today, we talk to Bill Rabourn, founder and managing principal of Medical Consulting Group in Springfield, Missouri. Bill and his team have a unique view of the medical device world in that they consult for practices, they act as a provider via ambulatory surgical centers and then they work with the medical device industry by helping industry and doctors work together to maximize technology integration and patient uptake via their Patient Builder tools.
Bill and his team are experts at integrating innovative surgical products into practices. His corporate clients include a number of Fortune 500 companies and others ranking among the Who’s Who in the medical and surgical device fields. Under his leadership, MCG develops dynamic and robust practice development programs that highlight device manufacturers’ products.
The Medical Device Success podcast has over 7,000 downloads reaching over 70 countries. Thank you very much for your support!
Again, NOTE, I do not get any kind of compensation from the companies I interview for this podcast. The idea is to raise up ideas, strategies and tactics that may help you succeed in this difficult business environment.
Now Go Win Your Week!!
Bill Rabourn LinkedIn link
Medical Consulting Group website link
Medical Consulting Group Patient Builder link
Ted Newill LinkedIn link
Medical Device Success website link
Ted’s contact page at Medical Device Success
“30% or more of our sales force does not have the skills to survive in the covid or post covid era.” This is what a high-level medical device sales exec told me this week. You could extend that troubling statistic from sales into marketing and other areas of a company. So, as companies are forced to re-evaluate the human assets they bring to bear in the Covid and post Covid era, how do you stand up? What can you do to fireproof yourself? Or, if you have lost your job, what can you do to set the foundation upon which you get your next job?
Note! I am looking for 10 to 15 medical device sales managers to participate in a beta project related to a professional community. This is not like LinkedIn. LinkedIn is less about community and more about branding. This beta project is about a real community where you get to know other sales executives, share ideas, solve problems, enhance your skills and grow professionally. Of course, it is to have some fun too. Sales execs can be region managers, directors of sales, VPs of sales, etc. Let me know if you are interested.
Now Go Win Your Week!!
Ted Newill LinkedIn Link
Medical Device Success website link
Ted’s contact page at Medical Device Success
The Covid era has completely upended the sales process. The process is going virtual. Meanwhile, 82% of buyers think sales reps are unprepared. Change this equation by giving your sales team greater credibility and therefore greater leverage with health care professionals using whitepapers, enhanced bibliographies and statistics that the rep can understand and communicate. Ashmita Das, CEO and Co-Founder of Kolabtree talks with me today about ways to do just that.
Note!! I do NOT get paid by companies and CEOs that I feature in these podcasts. These companies and executives are selected because I believe they bring important ideas and tools to bear in this new world we live in.
Now Go Win Your Week!!
Ashmita Das LinkedIn Link
Kolabtree website Link
Ted Newill LinkedIn Link
Medical Device Success website link
Ted's contact page at the website link
Her Ted Talk has almost 1.3 million views. It was Dr. Nadine Hachach-Haram’s introduction to the world of Proximie’s augmented reality remote surgical assistance platform that works economically in low resource and low bandwidth settings. This technology virtually allows a geographically distant KOL surgeon or med tech expert (account rep) to enter the operating room and assist with surgery. The idea behind Proximie was born in charitable surgical work in third world countries. Nadine then turned it into a dynamic and rapidly growing company. Nadine and Rob Doebelin, VP Commercial Americas Region join me to talk about this amazing lifesaving and life changing technology.
Dr. Nadine Hachach-Haram’s Ted Talk - 2017
https://www.ted.com/talks/nadine_hachach_haram_how_augmented_reality_could_change_the_future_of_surgery?language=en#t-294399
Proximie Corona Heroes Video
Fadi Sawaya MD, FACC | Assistant Professor of Medicine, Division of Cardiology | Interventional and Structural Cardiology | Director Adult Structural Heart Program | AUBMC, Lebanon
Surgeon saves life with help of a virtual hand half a world away, The Sunday Times
https://www.thetimes.co.uk/edition/news/surgeon-saves-life-with-help-of-virtual-hand-half-a-world-away-265w0bwq7
https://vimeo.com/425154729/2c472508cb - CARDIOLOGIST UPDATED WITH DANISH CARDIOLOGIST COMMENTARY
https://vimeo.com/407588026/6d7aa59efb - TALKING HEADS FROM PROXIMIE USERS
https://vimeo.com/393454919/d0c7315f7b - PROXIMIE IN ACTION IN ROBOTIC SURGERY
Nadine Hachach-Haram’s LinkedIn Profile link
Rob Doebelin’s LinkedIn Profile link
Proximie’s website link
Ted Newill LinkedIn Link
Medical Device Success website link
Ted’s contact page at Medical Device Success link
In this episode Jeff Hydar takes us into the real world of a start-up medical device company that is quickly revising its sales process and marketing tools to adapt to selling in the very restrictive Covid Era. Meet Jeff Hydar, VP Sales at Kent Imaging. The Kent Imaging Team is adapting, innovating and executing. It is inspiring!
Now Go Win Your Week!!
Jeff Hydar LinkedIn Profile Link
Kent Imaging website link
The Challenger Sale – Taking Control of the Customer Conversation, by Matthew Dixon and Brent Adamson Link here
Extreme Ownership – How US Navy Seals Lead to Win – by Jocko Willink and Leif Babin - Link here
The Road Back to You – An Enneagram Journey to Self Discovery – Link here
AdvaMed Reopening Guidance Link
CMS Reopening Guidance to Facilities to Provide Non-emergent care Link
AMA Physcian Practice Reopening Guidance Link
Ted Newill LinkedIn Link
Medical Device Success website link
Ted’s contact page at Medical Device Success Link
Time for another cold shower? Don’t worry, I will hand you a warm towel at the end. This episode is about what the “Reopening” of the economy means to the Medical Device Industry. After a quick review of some important data points that will affect how you will be selling in the future, we shift gears to what customers think of vendors and what you need to do to stand out.
Now Go Win Your Week!
Ted Newill LinkedIn profile link
Medical Devices Success website link
Link to Episode 7 - Video “Imbedded” Emails for Sales and Marketing in a Covid-19 World
Link to Episode 5 - Make Your Virtual PowerPoint Presentation Powerful in this Covid-19 World
Link to Episode 6 - Selling in a Covid-19 World – New Sales Practices
Telemedicine installations in 30 countries in less that two months because of Covid-19!! That doesn’t include sales in the US. In episode 9, Eric Bacon, President of AMD Global Telemedicine takes us further into this rapidly changing and growing market.
Comments and questions are welcome!
Now Go Win Your Week!
If you have a need for biotech, pharma, device or any life science company data, check out BioPharmGuy. They have contact info, pipeline info and more in a database they’ve maintained since 2008. Everyone gets the same price, so they will actually give you quote over email unlike other data providers. Here is the LINK to this terrific resource.
AMD Global Telemedicine Link
AMD blog post – Advantages of Telemedicine Technology Link
Ted Newill LinkedIn Link
Medical Device Success website Link
Contact Ted page Link
Telemedicine is the new frontier for medical devices. Covid-19 has thrust telemedicine into the spotlight as an important channel of patient management across almost all specialties. In this episode, to explore this phenomenon we welcome telemedicine pioneer Tania Malik, JD, CEO of Virtual Medical Group and Chair of the Telemental Health Special Interest Group at the ATA.
Are you trying to reach decision makers at biotech companies? If so, you should take a close look at BioPharmGuy.com. Key clean data is available on over 6,000 US companies and over 2,000 International companies. BioPhamGuy can help you sharpen your segmentation and targeting of these companies. Also, make sure your company is listed. Here is the link to this terrific resource.
Comments, ideas and questions are welcome!
Now Go Win Your Week!!
Tania Malik, JD LinkedIn Link
Virtual Medical Group Link
ATA Link
Ted Newill LinkedIn Link
Medical Device Success website Link
Ted’s contact page at Medical Device Success Link
One survey showed respondents had 81% more replies to emails using this technique. Imbedded videos may be the answer. I don’t mean attached videos. I mean video clips linked to a GIF that is imbedded. In this Covid-19 and virtual world this could make the difference between sales success and failure in the early stages of the sales process.
This is a continuation of Season One – Covid-19 – How Medtech companies can respond in marketing, sales and operations.
Comments and questions are welcome!
Please rate the podcast if you like it. And, refer it to a friend.
Now Go Win Your Week!!
Hippovideo link
Kapwing link
BombBomb link
Vidyard link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
The Medical Device Success podcast series has been downloaded in 65 countries! This was an eye-opening discovery when I was poking around my download statistics. Not long ago, a French listener asked if I offered transcripts. I haven’t…..yet. With this new discovery, I will. This week I will start making transcripts of past podcasts starting with the one she asked about.
This week we talk about Selling Medical Devices in a Covid-19 world. The selling landscape for medical devices has changed significantly and continues to change. Some of these changes may be long term. By that I mean 18 months or more. Becca Kiel of the Bichsel Medical Marketing Group joins me to share some insights she gathered while researching the subject for a blog post. We discuss what may change in the sales process.
If you like the podcast, rate it and tell a friend.
Comments welcome!
Now GO WIN YOUR WEEK!
Important Links related to this podcast:
Becca Kiel LinkedIn profile link
Bichsel Medical Marketing Group (BMMG) website link
BMMG video blog “The Art of Hosting Virtual Meetings” link
Ted Newill LinkedIn profile link
Medical Device Success website
Contact Ted via Medical Device Success link
The response to the last podcast about the future of the medical device industry in the Covid era was immense! Thank you! Is a Virtual PowerPoint presentation the same as a face to face PowerPoint? No way. In this podcast we start with a quick lookback on the future of the medical device business. Then, with the help of Dave Paradi of ThinkOutsideTheSlide.com, we discuss important PowerPoint considerations when making virtual presentations and we learn about several PowerPoint features that will make you and your company look very professional and help communicate to the customer that you can fulfill their needs. I didn’t know about these features. Maybe I am an idiot. But I bet the majority of you don’t either. Enjoy.
Important Note - the PowerPoint features that we discuss may only be available in the 2019 version or the Office 365 version. If you don't have these versions of PowerPoint, Dave does explain another feature that is helpful. Personally, I recommend upgrading. It makes you look so professional that it is worth the investment.
If you like the podcast, rate it and tell a friend.
Comments welcome!
Now Go Win Your Week!!
Important links related to the podcast:
QMed MD+DI website link
Dave Paradi’s LinkedIn Profile link
Dave Paradi’s Think Outside the Slide Website link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
BrightCarbon link
The PowerPoint Zoom menu feature: https://support.office.com/en-us/article/use-zoom-for-powerpoint-to-bring-your-presentation-to-life-9d6c58cd-2125-4d29-86b1-0097c7dc47d7)
A decent YouTube on using the Zoom feature is https://www.youtube.com/watch?v=dGqHSvs9qpE
The PowerPoint Morph feature: https://support.office.com/en-us/article/use-the-morph-transition-in-powerpoint-8dd1c7b2-b935-44f5-a74c-741d8d9244ea
Dave Paradi’s video on fixing the audio playback issue when using Microsoft Teams on Windows 10: https://youtube/6W2faZw7Ymw
Let me start out by saying that I am biased. I am a marketing and sales guy. And, marketing and sales personalities are typically optimistic. We can leap tall buildings and fly faster than a speeding bullet. We are built to overcome challenges. However, this is a dangerous bias when looking into the Covid-19 future. To counter this bias, I beat myself up with a lot of reading, research and conversations with medical device executives. It was sobering. It was like taking a cold shower. We are in for change. Big change.
In this podcast I review a number of critical data points. Then I connect the dots to consider new trends both soft and hard. Finally, I share my predictions as to the economic recovery, the impact on medical device business and how marketing and sales will change.
Chadwick Martin Bailey Research link is here
My LinkedIn profile is here
The Medical Device Success website is here
Amy Webb – Author of best selling “The Signals are Talking” website link is here
Devon Powers – Prof. at Temple University and author of “On Trend: the business of forecasting the future”. Devon’s LinkedIn profile is here and her book is here.
If you like this podcast, please review and subscribe
Have a great week!
Episode 2 of the season – Medtech International Marketing and Sales Efforts During Covid-19
Season One – Covid-19 – how Medtech companies can respond in marketing, sales and operations.
Today we are talking about international marketing in the Covid-19 era. There is a good chance you are either a manufacturer that exports product to international markets or a distributor that is representing a manufacturer. My experience is that small and medium sized US companies tend to treat their international markets as a low priority. Non-US manufacturers are much more sensitive to their international distribution networks. During this challenging period, it is very important to be communicating with your international channels! It is not hard! Nor expensive! To discuss this in more detail, we are fortunate to have Kris Morrill with us today. Kris is the co-founder of medeuronet, a medtech consultancy with an office in Strasbourg France that can help companies succeed anywhere along the medtech roadmap from innovation to commercialization.
Kristine Morrill LinkedIn profile link – click here
Medeuronet website link – click here
Ted Newill LinkedIn profile link – click here
Medical Device Success website – click here
Comments or questions?? – contact link
Immediate Impact Idea for today:
If you are a manufacturer, send a personal email to each of your top distributors. Ask them:How they are doing.What support you could provide to help them stay top of mind with the end-users.Offer to create an eNewsletter they can distribute to their end users.If you are a distributor, send a personal email to each of your top suppliers. Ask them:How they are doing.If they have any programs or promotions to help you stay top of mind with end-users.Use an example of what a competitor is doing if this is relevant.Offer to deploy an eNewsletter regarding their product(s) if they would provide you the content and images.
If you like this podcast, please subscribe and give it a rating.
GO WIN YOUR WEEK!
Season One – Covid-19 – How Medtech companies can respond in marketing, sales and operations.
Episode 1 of the season – Covid-19 – How to respond to epic changes in tradeshows and events.
In this episode, Lisa Bichsel, Bichsel Medical Marketing Group, joins me to discuss how medical device companies can respond to the drastic changes to the tradeshow and events components of the marketing plan caused by Covid-19. These are unusual and challenging times. Cancelled or postponed tradeshows and events means lost direct sales, lost leads and other lost opportunities. However, there are tactics medical device professionals can implement to reduce the impact on lost tradeshows and events.
If you like this podcast, please rate it and subscribe.
Lisa Bichsel LinkedIn profile link – click here
Bichsel Medical Marketing Group website – click here
Ted Newill LinkedIn profile link – click here
Medical Device Success website – click here
Comments or questions?? – contact link
Link to Medtech Tradeshow and Events Covid-19 Check List - click here
The entire transcript of the podcast will be added in a day or two.
Welcome to the Medical Device Success Podcast. This episode is a trailer that will discuss the podcast goals, audience, my background and the podcast structure. Most of the time, the podcast will be organized into seasons that explore a certain subject in detail. For example, the first season will be about marketing, sales and operations in the Covid-19 era. Every podcast will have an Immediate Impact Idea that you can implement today. We will try to keep the length of the podcasts to 20 to 30 minutes.
We are smart enough to know that we don't know everything. One of my favorite quotes is from James Clear, author of Atomic Habits. He says, "The person who learns the most in any classroom is the teacher." Please share any new strategies, tactics, digital tools, virtual tools, software, etc. We will look into it and share this information with listeners. You will get credit.
Feedback is important. If you like the podcasts, please subscribe and give them a rating. If you have questions you want explored, please ask. We will try to address them.
To subscribe to this podcast, click the appropriate button you see in the upper right of this post on my website. Or, subscribe via your preferred podcast app. It should be available on most pretty soon.
To subscribe to the Medical Device Success blog simply go to the website www.medicaldevicesuccess.com and provide your email.
To learn more about James Clear and his best selling book Atomic Habits, use this link https://jamesclear.com. I have no financial arrangement with James Clear. I just think it is a very helpful book.