Episodios

  • 3 AI cheat codes to launch and scale your medical device

    3 AI cheat codes to launch and scale your medical device
    Oct 7 2025
    I'm joined by Jelani Abdus-Salaam, Founder at Best of AI, as we explore how AI can transform medtech operations, the critical distinction between AI automation and AI agents, and practical strategies for adopting AI without massive organizational overhauls.In this episode, we dive deep into:AI Literacy Gap Creates Massive Medtech Opportunity → Medtech is perfectly suited for AI with rules-based QMS, defined regulatory standards, and structured clinical data—yet AI literacy remains surprisingly low → Companies that bought specialized AI solutions from domain experts succeeded 67% of the time, while internal enterprise initiatives failed at 95% → The paradox: medtech professionals excel at clinical work but lack exposure to AI, creating adoption barriers despite clear benefitsAI Agents vs AI Automation: The Game-Changing Distinction → Automations follow sequential steps while AI agents use reasoning and context to decide their own path to accomplish goals → AI agents can pull from multiple knowledge sources and adapt their approach based on the situation → Critical factor: AI is "really dumb" until you codify your processes—you must understand your business systems before deploying agentsThe Chief of AI Role Is Now Essential → Every medtech company will soon need a dedicated AI officer who touches sales, marketing, and operations as the central nexus → Don't need full developers—someone who can use cursor, Claude, and orchestration tools to build and test solutions internally → Junior AI people trained by experienced practitioners can be incredibly effective when paired with enterprise-level leadershipSpecialized Small Models Outperform Everything Apps → Specialized small language models working as agentic teams outperform single large models for complex tasks → Building your own small LLM specialized in one niche delivers better performance than ingesting documentation into ChatGPT → Open source models will prevail long-term for medtech—create custom models for specific processesThe Human-in-the-Loop Mandate for Healthcare → Humans must remain in the loop for quality assurance, especially in healthcare where hallucinations can be catastrophic → AGI isn't coming for 10-20 years—companies that fired hundreds expecting AI replacement had to rehire when systems failed → Build approval checkpoints where humans review and either approve or send AI agents back for refinementStart With Custom GPTs, Not Enterprise Overhauls → Pick ChatGPT or Claude, list manual tasks you do repeatedly, and create custom GPTs that codify how you do those things → One founder automated SOP creation that took 20-30 minutes—now saves hours weekly compounding over dozens of tasks → Turn off data tracking settings if concerned about HIPAA complianceBest Quotes:"AI is really dumb. It's up to you, the person, the operator, the orchestrator, to understand what you want to happen for AI to follow what you want to happen.""You will have individual departments. You will have the ability for AI agents to take information, pass that information into other teams or departments. That's already happening now.""Even if you don't use AI in your business, you do need to know its capabilities because it can be used against you. Voice duplication is so easy. Deepfakes are getting so good. You need awareness.""There's more and more people who understand the value of having a specialized AI person. Some people are calling this AI Chief Officer. All they do is learn AI, deploy AI, learn AI, deploy AI."Want more insights on medtech innovation?Subscribe to the channel so you don't miss hot takes and insider tactics from the trenches of medtech startups.🤝 Join the #1 network for medtech innovators on the internet. Become a member to accelerate your journey, collaborate and build valuable ventures. Join for free using this link.Find the perfect vendors for your medtech project for free at MedtechVendors - https://www.medtechvendors.com/📈 My FREE 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-courseFIND SPENCER JONES ON SOCIAL Spencer's LinkedIn - https://www.linkedin.com/in/medtech-innovation/ XO Medtech LinkedIn - https://www.linkedin.com/company/xo-medtech/FIND JELANI ABDUS-SALAAM ON SOCIAL Jelani on X/Twitter - https://twitter.com/JelaniFuel Jelani on Instagram - @JelaniFuel Scale With Agents - https://www.scalewithagents.com/ Episode Timestamps: 0:00 - Introduction to Jelani and his journey to medtech AI 5:00 - The medtech AI adoption paradox 10:00 - AI agents vs automation distinction 20:00 - Why medtech needs Chief of AI officers 27:00 - Specialized models vs everything apps 35:00 - Prompt engineering strategies 47:00 - Agent-to-agent healthcare ethics 57:00 - Simulation departments becoming mandatory 1:07:00 - Starting with custom GPTs 1:11:00 - Building data-first company culture
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    1 h y 3 m
  • His secret to bypassing the broken venture capital model

    His secret to bypassing the broken venture capital model
    Sep 25 2025
    I'm joined by Jeff June, MedTech Founder and Ecosystem Builder, as we explore the broken venture capital model in healthcare, why accelerator programs are failing early-stage companies, and his battle-tested strategies for building successful MedTech ventures through strategic partnerships and ecosystem development.In this episode, we dive deep into:The Funding Crisis Reality Check→ Why venture capital has transformed into private equity, abandoning true early-stage companies→ How founders are achieving FDA clearance and $500K revenue without raising venture capital→ The massive disconnect between what VCs fund versus what MedTech innovation actually needsThe Accelerator Industrial Complex Problem→ Why sponsor-driven programs select companies through the lens of corporate partners, not innovation merit→ How success metrics focused on "total funding raised" create perverse incentives that harm true innovators→ The power of micro-accelerators and peer learning over brand-name program marketingTechnical Founders Are More Capable Than They Think→ Why being told to "find an experienced CEO" is the worst advice technical founders receive→ How clinical founders should lead with their expertise story, not generic market-size slides→ The critical difference between selling yourself first versus selling your technologyThe Clinical-to-Consumer Healthcare Revolution→ How patient education and responsibility can solve healthcare's innovation adoption crisis→ Why great clinical innovations fail when they don't fit reimbursement models→ The untapped opportunity for consumer health technologies with clinical validationIschemia Care: A $15M Success Story→ How Jeff's stroke diagnostics company accomplished what others needed $120M to achieve→ Building ecosystems of clinicians, hospitals, payers, and strategics for maximum leverage→ The first blood test for stroke and lessons from commercializing breakthrough diagnosticsStrategic Partnership Acquisition Playbook→ Why M&A timelines have stretched to 12+ years and average deal sizes tripled→ How to build relationships with division presidents who have P&L responsibility, not BD departments→ The "we can do what you'll never be able to do" positioning that unlocks strategic partnershipsReimbursement Reality: The Two-Year Patient Turnover Truth→ Why payers optimize for getting patients off their rolls within two years→ How to speak the specific language of individual payers versus generic "healthcare system" messaging→ The critical distinction between clinical evidence for FDA versus clinical evidence for adoptionEcosystem Building Over Individual Excellence→ Creating comprehensive support networks that enable ventures to achieve more with less capital→ Why fractional experts who truly integrate with your team outperform expensive full-time hires→ Building relationships that become competitive moats in highly specialized healthcare marketsBest Quotes:"You are not an AI enabled solution. Stop it. Stop putting that as the first words describing your company.""There is no such thing as a healthcare system. Every hospital is individualized, they work with different payers. You are not saving 'the healthcare system' money.""The best people you will work with want to knock you out right away. They want to know what you know and you've got to lead them.""You're far more capable than you think you are. Trust your instincts more. You know more than you think you do."Want more insights on medtech innovation?Subscribe to the channel so you don't miss hot takes and insider tactics from the trenches of medtech startups.🤝 Join the #1 network for medtech innovators on the internet. Join for free using this link.Find vendors at MedtechVendors - https://www.medtechvendors.com/📈 FREE 5-day course: https://xomedtech.com/free-courseFIND SPENCER JONES ON SOCIALSpencer's LinkedIn - https://www.linkedin.com/in/medtech-innovation/ XO Medtech LinkedIn - https://www.linkedin.com/company/xo-medtech/ FIND JEFF JUNE ON SOCIALJeff's LinkedIn Profile- https://www.linkedin.com/in/jeffjune/Ischemia Care - https://www.ischemiacare.com/ Episode Timestamps:0:00 - Introduction to Jeff June's three-decade MedTech journey5:00 - Why the venture capital model is broken for early-stage MedTech15:00 - Technical founders are more capable than they're told22:00 - The accelerator industrial complex diagnosis35:00 - Clinical-to-consumer healthcare transformation45:00 - What MedTech innovators consistently overlook55:00 - Building ecosystem partnerships over individual excellence65:00 - Reimbursement reality and payer psychology75:00 - Strategic M&A relationship building playbook
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    1 h y 30 m
  • He got fired and built an automation empire

    He got fired and built an automation empire
    Jul 23 2025
    I'm joined by Aaron Moncur, Founder and President at Pipeline Design & Engineering, as we explore his unique approach to building an engineering empire centered on promoting joy in team members' lives, innovative automation solutions, and creating community-driven platforms that are revolutionizing how engineers collaborate and learn.In this episode, we dive deep into:From Near-Death Surfing to Engineering Excellence → How a life-threatening surfing experience at Diamond Head shaped Aaron's resilience and company philosophy → Why Pipeline got its name from Banzai Pipeline (not oil pipelines) as inspiration for engineering excellence → The journey from Hawaii to Arizona and building a culture-first engineering services companyRevolutionary Company Culture Philosophy → Why "treat customers well, but treat team members better" drives superior engineering outcomes → How daily huddles, weekly launchpads, and core value nominations create authentic engagement → The 10-week sprint story that proves culture translates to tangible business resultsGoverned by Productivity, Not Bureaucracy → Why engineers purchase without approval processes and how trust accelerates project delivery → The guiding principles approach that empowers decision-making over rigid rule-following → How small teams of 10-15 maintain quality without drowning in processAI Integration That Actually Works → Using ChatGPT to transform meeting transcripts into winning project summaries → Why customers say "you guys actually listened" when AI helps capture requirements perfectly → Team adoption strategies that prioritize productivity over mandatesThe Engineering Empire Ecosystem → CAD Club's mission to prevent violence by teaching life skills through engineering mentorship → The Being an Engineer podcast reaching 300+ episodes with industry legends like SolidWorks founders → The Wave platform creating mentorship connections and design accelerators for engineersEasy Motion: The Game-Changing Innovation → How no-code visual programming eliminates the controls engineer bottleneck → Reducing 30-40 hour programming tasks to 20 minutes with drag-and-drop automation → Why mechanical engineers can now create sophisticated automated sequences without codingPDX: The Ultimate Hardware Training Bootcamp → October 21-22 intensive featuring 30+ industry experts in custom manufacturing → Office hours concept providing live consulting on real engineering problems → Why small teams with multi-disciplinary talent can develop artificial hearts in under a yearBest Quotes: "What makes a kid so angry that he's willing to harm one of his peers? CAD Club is really about helping kids understand what healthy adult behavior looks like.""The best way to treat your customers well is to make sure your team is really happy doing what they're doing. Would you rather have an engineer just showing up for a paycheck or one finding joy in their work?""We don't have any formal approval process for purchasing. When an engineer needs something, they buy it. We've been operating for 15 years and it's never been a problem."Want more insights on medtech innovation?Subscribe to the channel so you don't miss hot takes and insider tactics from the trenches of medtech startups.🤝 Join the #1 network for medtech innovators on the internet. Join for free using this link - https://tinyurl.com/xo-medtech-free-tier Find vendors at MedtechVendors - https://www.medtechvendors.com/📈 FREE 5-day course: https://xomedtech.com/free-courseFIND SPENCER JONES ON SOCIAL Spencer's LinkedIn - https://www.linkedin.com/in/medtech-innovation/ XO Medtech LinkedIn - https://www.linkedin.com/company/xo-medtech/FIND AARON MONCUR ON SOCIAL Aaron's LinkedIn Profile - https://www.linkedin.com/in/pipelinedesign/Pipeline Design & Engineering Website - https://www.linkedin.com/company/pipelinedesign/The Wave Platform - https://www.thewave.engineer/PDX Event - https://www.thewave.engineer/product-development-expo/pdx-2025/Episode Timestamps: 0:00 - Introduction and surfing story from Hawaii 12:00 - Custom automation and fixture examples 18:00 - Culture philosophy: joy as highest purpose 28:00 - Productivity over bureaucracy approach 36:00 - Communication skills for engineers 44:00 - The engineering empire ecosystem 52:00 - Easy Motion no-code automation platform 58:00 - AI integration and future tools
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    1 h y 24 m
  • How to scale your platform technology

    How to scale your platform technology
    Jul 9 2025

    I'm joined by Ross Peterson, Chief Business Development Officer at ProPlate, as we explore the specialized world of metallization and electroplating for medical devices, from life-saving pediatric applications to cutting-edge energy delivery systems.
    In this episode, we dive deep into:

    The Science of Medical Device Metallization
    → How electroplating adds metal microinches at a time using electrical current and metal ion chemistry
    → Why vacuum deposition is required to metalize non-conductive polymers like balloon catheters
    → The four primary applications: stimulation, ablation, sensing, mapping, and radio opacity

    Rare Earth Magnet Plating Mastery
    → How ProPlate became the only company in North America capable of electroplating neodymium magnets
    → Why these strongest commercially available magnets corrode in open air and are extremely toxic unprotected
    → The supply chain implications of China's dominance in rare earth materials

    Life-Saving Pediatric Innovation
    → The heartwarming story of plating magnets for UCSF Berkeley's esophageal atresia treatment device
    → How magnetic anastomosis creates a non-invasive solution for babies born with disconnected esophagus
    → Why receiving a Christmas photo from a healthy patient family became the ultimate reward

    Next-Generation Electrode Technology
    → How replacing thick platinum iridium with stainless steel and selective precious metal plating cuts costs 50%+
    → The game-changing potential for PFA devices using 20-30 electrodes per device
    → Why traditional marker band methods fail on miniaturized, flexible stents

    Advanced Manufacturing Capabilities
    → The shift from wet chemistry to PVD processes for superior polymer compatibility
    → How batch processing beats one-by-one crimping for complex geometries
    → Creating marker bands under 2 French with wall thicknesses under 1 mil

    Best Quotes:
    "One in 3,000 babies are born with esophageal atresia. If anything, this is something that we should be working on."

    "The first few batches came out with no magnets left. They disintegrated, they were rusted."

    Want more insights on medtech innovation?
    Subscribe to the channel so you don't miss hot takes and insider tactics from the trenches of medtech startups.
    🤝 Join the #1 network for medtech innovators on the internet. Join for free using this link: https://tinyurl.com/xo-medtech-free-tier

    Find vendors at MedtechVendors - https://www.medtechvendors.com/
    📈 FREE 5-day course: https://xomedtech.com/free-course

    FIND SPENCER JONES ON SOCIAL
    Spencer's LinkedIn - https://www.linkedin.com/in/medtech-innovation/
    XO Medtech LinkedIn - https://www.linkedin.com/company/xo-medtech/

    FIND ROSS PETERSON ON SOCIAL
    Ross's LinkedIn - https://www.linkedin.com/in/ross-peterson-proplatetech/
    ProPlate Website - https://www.proplate.com/

    Episode Timestamps:
    0:00 - Introduction to Ross Peterson and ProPlate
    5:00 - Electroplating explained for fourth graders
    12:00 - Rare earth magnet challenges and supply chain
    18:00 - Life-saving pediatric esophageal atresia project
    25:00 - Working with startups vs large strategics
    30:00 - Future opportunities in electrode technology
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    35 m
  • How to develop a medical device

    How to develop a medical device
    Jul 2 2025
    I'm joined by Jeremy Ridley, Senior Director of Engineering at Delve, as we explore how the best engineers design and develop complex medtech innovations, from managing regulatory constraints to building breakthrough products that actually make it to market.The Hidden Reality of Medtech Engineering Leadership→ Most engineering leaders underestimate the time required for regulatory alignment - Jeremy reveals it should be happening from day one, not after product development→ The biggest career mistake engineers make is staying in their technical comfort zone instead of developing business acumen and market understanding→ Successful medtech engineers must become "translators" between technical teams, regulatory bodies, and business stakeholders - it's a skill that separates leaders from individual contributorsWhy Traditional Product Development Fails in Medtech→ The waterfall approach that works in other industries creates dangerous blind spots in medtech where regulatory changes can kill projects overnight→ Jeremy's contrarian take: spend more time in the problem definition phase rather than rushing to solutions - most failed medtech products solve the wrong problem elegantly→ User research in healthcare requires a completely different approach than consumer products - you're often designing for three users: patients, clinicians, and administratorsThe Regulatory Reality Check Every Founder Needs→ FDA conversations should start 18-24 months before you think you need them - waiting until you have a "complete" product is a recipe for expensive pivots→ The Pre-Submission process is your secret weapon for getting regulatory clarity early, but most startups use it wrong by asking vague questions→ Quality systems aren't just compliance checkboxes - they're competitive advantages that enable faster iteration and better products when implemented correctlyEngineering Team Building Secrets for Medtech Startups→ The ideal early engineering hire isn't the most senior person available - it's someone who's navigated 0-to-1 product development in regulated industries→ Cross-functional collaboration skills matter more than pure technical depth because medtech requires constant coordination between engineering, regulatory, clinical, and business teams→ Remote engineering teams can work in medtech, but you need different processes for documentation and knowledge transfer due to regulatory requirementsThe Economics of Medtech Engineering Decisions→ Design for manufacturability from day one - Jeremy reveals that manufacturing constraints kill more medtech products than technical feasibility issues→ The "good enough" philosophy from software doesn't apply to medtech where incremental improvements can mean life or death for patients→ Budget 30-40% more time and resources for testing and validation than you would for non-medical devices - this isn't optional padding, it's realityNavigating the Innovation vs. Regulation Tension→ The most successful medtech companies treat regulatory strategy as a product feature, not a barrier - it becomes part of their competitive moat→ Innovation happens within constraints, not despite them - Jeremy's teams use regulatory requirements as design inspiration rather than limitations→ The biggest breakthrough opportunities exist where regulation is evolving - AI/ML in medical devices is the current frontier with massive potentialFuture-Proofing Your Medtech Engineering Career→ Learn to speak the language of business outcomes, not just technical specifications - your ability to connect engineering decisions to patient outcomes and revenue determines your ceiling→ Develop expertise in emerging areas like digital therapeutics, AI-enabled devices, and remote monitoring - these are where the growth opportunities will be→ Build relationships across the entire medtech ecosystem including regulatory consultants, clinical partners, and manufacturing specialists - your network is your net worth in this industryBest Quotes:"Most engineers think about regulatory as this thing that happens at the end. But if you're not thinking about it from day one, you're setting yourself up for failure. The FDA isn't your enemy - they're actually trying to help you build better products.""The biggest mistake I see engineering leaders make is staying in their comfort zone. You can't just be a great engineer anymore. You need to understand the business, understand the market, understand the regulatory landscape.""Quality systems aren't overhead - they're actually your competitive advantage. When you have robust processes, you can iterate faster, you can scale better, and you can respond to regulatory feedback more quickly.""Innovation doesn't happen despite constraints - it happens because of constraints. Some of our best product decisions have come from regulatory requirements that forced us to think differently."Want more insights on medtech innovation? Subscribe to the channel so ...
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    49 m
  • How to save money on patents

    How to save money on patents
    Jun 24 2025
    I'm joined by John Behles, Owner at Lexigent LLC and Founder & GP at PhiCAP Fund, as we explore the critical role of intellectual property strategy in medtech success, common IP pitfalls that destroy startup valuations, and how physician-led venture capital is reshaping healthcare investing.In this episode, we dive deep into:The IP Strategy Foundation → Why doing your own prior art research makes you a more sophisticated founder → The critical difference between landscape opinions, FTO studies, and patentability searches → How to create a comprehensive IP strategy before you ever file a patentThe Gold Standard IP Timeline → Why smart founders do FTO studies before product development even begins → The sliding scale approach: when simple DME products don't need comprehensive IP protection → How to avoid the "caveman approach" of filing patents without strategyPatent vs. Trade Secret Strategy → When black box technologies should stay trade secret instead of being patented → How one cybersecurity company got a $50M valuation through trade secret strategy → Why software patents face court hostility and abstract rejectionsInternational Patent Protection → The counterintuitive advantages of filing PCT first instead of US provisional → How to get your patent allowed in 4-6 months using Patent Prosecution Highway → Why Track One applications are often a waste of $2,000Licensing Deal Negotiation Landmines → Why "net royalty" rates will destroy your economics (hint: $3 left from $1,000 revenue) → The power of floor pricing and volume-based escalators → How warranties and indemnification clauses can bankrupt startupsPatent Examiner Psychology → Why adversarial patent attorneys hurt your chances of getting patents allowed → The relationship-first approach that dramatically improves patent prosecution success → How to conduct interviews that actually move your case forwardThe Physician-Led Venture Revolution → How PhiCAP Fund enables physicians to be their own private equity → Why private equity acquisition of medical practices is destroying healthcare → Creating two monetizable vehicles through IP holding company structuresDue Diligence Red Flags → The licensing assumption trap that kills deals before they start → Why patent portfolios can become net negatives in M&A situations → How Inter Partes Review turned patent ownership into a liabilityBest Quotes: "If your patent strategy is 'I want to go and enforce my patents against everybody in my space,' that is a dead loser.""Most people don't realize that just because you have a license, you may not have the right to manufacture it. They may only want you to sell it.""Patent attorneys are a notoriously odd crowd. Do they sweat when they get on the phone and talk to another human being? You really don't need that type of personality when dealing with the Patent Office.""If I get assigned into a particular art unit in 3600, I'd rather just have my money back."Want more insights on medtech innovation?Subscribe to the channel so you don't miss hot takes and insider tactics from the trenches of medtech startups.🤝 Join the #1 network for medtech innovators on the internet. Become a member to accelerate your journey, collaborate and build valuable ventures. Join for free using this link.Find the perfect vendors for your medtech project for free at MedtechVendors - https://www.medtechvendors.com/📈 My FREE 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-courseFIND SPENCER JONES ON SOCIAL Spencer's LinkedIn XO Medtech LinkedInFIND JOHN BEHLES ON SOCIAL John's LinkedIn Profile PhiCAP Fund WebsiteEpisode Timestamps: 0:00 - Introduction to John Behles and his journey from Boeing engineer to IP attorney 3:00 - The mythology around intellectual property and why founders get it wrong 7:00 - The gold standard IP timeline: landscape first, then patentability, then filing 12:00 - When to do FTO studies and how budget drives IP strategy decisions 17:00 - PhiCAP Fund's mission to enable physician-led healthcare investing 24:00 - Red flags in IP due diligence that kill startup valuations 28:00 - Licensing agreement negotiation: avoiding the "net royalty" trap 35:00 - International patent strategy: why PCT first beats US provisional 42:00 - Patent examiner psychology and the relationship-first prosecution approach 47:00 - How IP portfolios influence M&A valuations and VC deals 52:00 - Building comprehensive IP strategies that evolve with your company 56:00 - PhiCAP Fund opportunities and IP strategy consultation offerings
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    48 m
  • How to sell your device to hospitals

    How to sell your device to hospitals
    Jun 17 2025

    I'm joined by Natalie Freels, CEO at InsightHealth Consulting, as we explore how data-driven market intelligence is revolutionizing medtech commercialization strategies and transforming how innovative companies bring breakthrough technologies to market.

    The Hidden Truth About Market Research in Medtech
    → Traditional market research methods are failing medtech startups because they rely on outdated physician survey data that doesn't reflect real-world adoption patterns
    → Most medtech companies waste 40% of their market research budget on generic industry reports instead of targeted, actionable intelligence specific to their device category

    Cracking the Code on Physician Adoption Behavior
    → Physicians don't adopt new technologies based on clinical evidence alone - peer influence networks and financial incentives drive 70% of adoption decisions
    → The "early adopter" physicians in medtech aren't the ones you think - they're typically mid-career specialists with strong hospital relationships, not academic leaders
    → Geographic clustering analysis reveals that successful medtech launches spread through specific hospital systems and regions in predictable patterns

    The Data Sources Big Medtech Doesn't Want You to Know About
    → Payor claims databases contain hidden goldmines of adoption data that small medtech companies can access for under $10K annually
    → Social media sentiment analysis of physician communities provides earlier signals than traditional market research at a fraction of the cost

    Why Most Medtech Market Strategies Fail Before Launch
    → 80% of medtech companies enter markets without understanding the reimbursement landscape complexity, leading to 2-year delays in meaningful revenue
    → Total addressable market calculations are typically inflated because companies don't account for adoption curve realities and competitive displacement
    → The biggest market entry failures happen when companies target the wrong customer segment first - going after academic medical centers instead of mid sized and community hospitals

    Best Quotes:

    "Traditional market research in medtech is like driving while looking in the rearview mirror - you're making decisions based on where the market was, not where it's going."

    "The medtech companies that will survive the next decade are the ones that treat market intelligence as a core competency, not an outsourced afterthought."

    "Real-time competitive intelligence isn't just about knowing what your competitors are doing - it's about predicting what they're going to do before they know it themselves."

    "Most medtech startups fail not because they build bad products, but because they fundamentally misunderstand how their markets actually work."

    Want more insights on medtech innovation? Subscribe to the channel so you don't miss hot takes and insider tactics from the trenches of medtech startups.

    🤝 Join the #1 network for medtech innovators on the internet. Become a member to accelerate your journey, collaborate and build valuable ventures. Join for free using this link.

    Find the perfect vendors for your medtech project for free at MedtechVendors - https://www.medtechvendors.com/

    📈 My FREE 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-course

    FIND SPENCER JONES ON SOCIAL
    Spencer's LinkedIn
    XO Medtech LinkedIn

    FIND NATALIE SPENCER ON SOCIAL
    Natalie's LinkedIn Profile
    InsightHealth Consulting Website

    Episode Timestamps:
    00:00 - Introduction to market intelligence in medtech
    03:45 - Why traditional market research fails medtech startups
    08:12 - The real drivers of physician technology adoption
    14:30 - Revenue intelligence strategies that increase win rates
    19:55 - Hidden data sources for competitive advantage
    25:20 - Common market entry mistakes and how to avoid them
    31:10 - Advanced competitive intelligence tactics
    37:45 - Building internal market intelligence capabilities
    43:20 - AI and predictive analytics in medtech market research
    48:15 - Future trends in medtech competitive intelligence
    52:30 - Key takeaways and action items for medtech innovators
    55:45 - Closing thoughts and contact information
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    53 m
  • This medtech startup got acquired by Medtronic (here’s how you can do it)

    This medtech startup got acquired by Medtronic (here’s how you can do it)
    Jun 10 2025

    I'm joined by Brian More, CEO at Nanovis, a nanotechnology company that's transforming patient outcomes through breakthrough surface engineering innovations.

    In this episode, we jump into:

    The Nanotechnology Impact in Spinal Implants
    → Nanovis creates surfaces that mimic natural bone structure at the nanoscale, dramatically improving osseointegration rates
    → Their proprietary nanotopography increases surface area by 30-40x compared to traditional smooth implants, accelerating bone growth
    → The technology reduces healing time from months to weeks by creating optimal conditions for osteoblast attachment and proliferation

    From Academia to Commercial Success: The Nanovis Journey
    → How demonstrating clear clinical superiority over existing titanium coating technologies landed them funding
    → How strategic partnerships with major implant manufacturers accelerated market penetration without requiring massive sales infrastructure

    Breaking Through FDA Regulatory Barriers
    → Why positioning their technology as a surface modification rather than a new device class helped secure FDA clearance
    → Demonstrating substantial equivalence while still showing enhanced performance through the 510k pathway
    → Why they showed clinical data and compared to the industry standard (and why it actually mattered)

    Future of Nanotechnology in Medical Devices
    → Surface engineering will become standard across all implantable devices, not just spinal hardware
    → Next-generation developments include drug-eluting nanosurfaces that release therapeutic compounds over time
    → AI-driven surface optimization will create patient-specific nanotopographies based on individual bone density and healing patterns

    Building Strategic Partnerships in Medtech
    → Success required finding partners who understood the long-term value proposition despite higher upfront development costs
    → International expansion focused on markets with faster regulatory pathways to prove clinical efficacy before US scaling
    → Licensing agreements include milestone-based payments tied to clinical outcomes rather than just unit sales

    Best Quotes:

    "We're not just making implants rougher - we're engineering surfaces at the molecular level to speak the same language as human bone cells."

    "The biggest mistake in medtech is thinking that better technology automatically wins. You need better outcomes, and you need to prove them."

    "Nanotechnology isn't the future of medical devices - it's happening right now. The question is whether you're going to be part of it or get left behind."

    "Surgeons don't care about your surface area calculations. They care about whether their patients are walking pain-free six months later."

    Want more insights on medtech innovation? Subscribe to the channel so you don't miss hot takes and insider tactics from the trenches of medtech startups.

    🤝 Join the #1 network for medtech innovators on the internet. Become a member to accelerate your journey, collaborate and build valuable ventures. Join for free using this link - https://xo-medtech.circle.so/join?invitation_token=3be7a91cf85779cc999d33b732b75eb3b2a28aec-df0574a8-8af4-45b4-9013-d40d0596a899

    Find the perfect vendors for your medtech project for free at MedtechVendors - https://www.medtechvendors.com/

    📈 My FREE 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-course

    FIND SPENCER JONES ON SOCIAL
    Spencer's LinkedIn - https://www.linkedin.com/in/medtech-innovation/
    XO Medtech LinkedIn - https://www.linkedin.com/company/xo-medtech

    FIND BRIAN MORE ON SOCIAL
    Brian's LinkedIn Profile - https://www.linkedin.com/in/brian-more-75526812/
    Nanovis Website - https://nanovistechnology.com/

    Episode Timestamps:
    0:00 - Introduction to Brian More and Nanovis nanotechnology breakthrough
    3:15 - The science behind nanosurface engineering for bone integration
    8:42 - Brian's transition from spine surgeon to medtech CEO
    12:30 - Early funding challenges and investor education on nanotechnology
    16:45 - FDA regulatory pathway strategy for surface modification technology
    21:20 - Manufacturing scalability challenges in nanotechnology production
    26:10 - Clinical trial results and surgeon adoption strategies
    31:55 - Partnership approach vs. direct competition with major implant companies
    37:40 - International expansion and market penetration tactics
    42:25 - Future applications of nanotechnology across medical devices
    47:15 - Drug-eluting surfaces and next-generation product development
    52:30 - AI integration for personalized nanosurface optimization
    56:45 - Key advice for medtech entrepreneurs entering competitive markets
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    45 m