The investor who ran after the founder

The pitch was over. Kate Rosenbluth, a fellow in Stanford's Biodesign program, was packing up her laptop after showing a room at Johnson & Johnson a wristwatch that could calm a hand tremor. Renee Ryan, who led medical device investments for J&J's venture arm on the West Coast, had spent years looking at neuromodulation companies. Every one of them put an electrode inside the body. Rosenbluth's device sat on the skin.

Ryan followed her out the door and told her they were starting a company. Six weeks later, Cala Health existed, Ryan recounted in an Ximedica profile. J&J and Lux Capital wrote the Series A. Ryan took a board seat on day one.

Five years after that, with clinical data in hand and a $50 million Series C closed, she went back to the same board with a different request.

"I raised my hand, and I said, 'Listen, I believe that this technology needs to be commercialized in a different way, and so why not give me a shot?'" Ryan told the CEO.com Podcast. "And the board said, 'Well, there's no one who knows the technology better than you since you've been here since the beginning. Let's see.'"

Cala named her chief executive in September 2019. This conversation took place on July 20, 2023, almost four years into the job and a few weeks before she stepped down. She left the CEO post in August 2023, MassDevice reported, and the following June Cala promoted its chief product officer, Deanna Harshbarger, to CEO on the same day it announced Medicare coverage for the therapy. None of that was on the table when Ryan sat down. Instead, she described a company she still expected to run.

Her route to the job was unusual. She started college at 16 and finished before she could legally drink, which took New York investment banking off the list. So she went home to California and joined a small boutique bank in San Francisco that did healthcare and technology deals. She stayed in banking for 16 years, through stops at Jefferies and Baird, and one of her first IPOs was for the company that built the first implantable cardiac defibrillator. She later sat on a board alongside that company's former CEO, now a chairman at another neuromodulation company. She left banking for eight years at J&J's venture group, where she also helped stand up Verb Surgical, a robotics venture between J&J's Ethicon business and Verily.

The thing she kept coming back to, from the boutique bank onward, was the patient at the end of the deal. "To me, the idea of little Renee Ryan maybe being part of a drug that helps a patient, a medical device that helps better outcomes for patients, that to me was kind of the true north that I got early on in my career."

Cala's device, the Trio, reads a patient's tremor with motion sensors on the wrist, tunes its stimulation to match, and runs a session when the patient presses a button. The company was founded in July 2014 and had its first FDA clearance by April 2018, a de novo for the first-generation device, with 510(k) clearance for the Trio following that October. Ryan credits the speed to the form factor. An implant locks its design early and spends seven or eight years in trials. A wearable can run a pilot, change a waveform, and run another. Drugs, she noted, often take 15 years.

Getting a neurologist to write the prescription turned out to be the easy part. The drugs used first for tremor often fail or come with bad side effects, and only 3 or 4 percent of patients go on to surgery, so physicians know there is a gap. Insurers were a different story. Essential tremor is not obesity or heart failure, and a medical director's first instinct, Ryan said, is "just take drugs." Cala built a medical director role, a health economics team, and a payer relations group to argue otherwise, one plan at a time. A handful of Blue Cross Blue Shield plans and a couple of national payers had signed. The Veterans Administration had become one of the company's most reliable customers. One patient, a former Air Force officer who had retired from a second career when his hands gave out, read about the device and walked into his local VA in Texas asking for it. The VA had approved the technology six months earlier.

"It is a lot of paperwork," she said of the whole enterprise, "and I'm not a paper person."

Cala manufactures the Trio in its own facility and ships directly to patients, which meant that when California ordered residents home in March 2020, Ryan had a factory to figure out. The company came back in shifts after the initial closure: assemblers at benches spaced six to 10 feet apart, then the quality team after them, then shipping in a separate room. Neurologists were already comfortable prescribing over telemedicine, so Cala taught them to size a patient's wrist on a video call. The company grew through the pandemic. It never adopted a return-to-office mandate, partly because the customer care team that onboards patients and files their claims had always worked from home. The policy, Ryan said, is "work where you can be most successful."

Supply chains were harder. One or two components still carried 52-week lead times when she spoke. A part that cost $1.40 before the pandemic was running $70 on the gray market. "Because we're small, we can't be mean to our suppliers," she said. Cala stayed easy to work with, and a few suppliers bought inventory on its behalf and passed the price through. She ran manufacturing herself for about four months and has built the device by hand. The Trio has roughly 25 parts and takes an hour to assemble. The next generation, then about to launch, has about 12 and takes five to 10 minutes.

What she talked about longest was a stack of letters on her desk. Patients who had stopped eating in restaurants because they made a mess. Patients who could not dress themselves. Long-term data the company was preparing to publish showed people still using the device four to six times a week more than two years in.

"I don't know about you, but remember when all the colored Fitbits were out, and everyone gave a Fitbit for a gift?" she said. "I had six of those in my nightstand drawer at some point, because I just stopped using them after a couple of months. And so the honor of having someone wear your technology out beyond two, three, potentially more years, when you've only been in market for just under four years, is really an honor."

At the time, Cala had added Parkinsonian tremor to its label and was working on migraine and inflammation, including an ear-worn vagus nerve stimulator. The same stimulator hardware works at the wrist and the ear. Ryan's view of the company's future was that the hardware stays and the software changes, one platform delivering different waveforms for different diseases. On healthcare more broadly, she said she was not afraid of AI in the operating room. That was the point of Verb Surgical. She was more concerned that the system spends its money downstream, on treatment, when obesity and type 2 diabetes could be caught earlier.

Her leadership advice was "listen more, talk less," which she admitted she still has to force herself to follow. "You learn more oftentimes in the gaps when people pause or don't say something than you do by what they're saying."

Every conversation on the CEO.com Podcast ends with the same question, built on the belief that the chances one gives are just as important as the chances one takes. Ryan named Nancy Kroll, her first boss at the San Francisco boutique.

"I was the analyst that was supposed to make the books and build the model and do the spreadsheets and kind of stay in my cube and learn the business in that way," she said. "And I am a little bit of an extrovert, and I like being around people and I love to learn and I learn more by seeing and doing. And so I asked her, I said, 'I know I'm supposed to stay behind and work on the model and stay in my cube, but will you let me join you at company meetings where it makes sense?' And she said yes."

The cost was that she went back to the office and worked all night to catch up on the model. The benefit was watching someone finance a company and negotiate a merger before she had ever done either. Banking, she said, is an apprenticeship business. You cannot learn it from a textbook.

Ryan did not stay on the sidelines long. She is now co-founder and CEO of PinPrint, which is commercializing 3D-printed microneedle patches, developed in the Stanford lab of Carbon co-founder Joseph DeSimone, that deliver drugs and vaccines through the skin without a syringe. She also serves as an expert in residence at DigitalDx Ventures, which credits her with doubling Cala's revenue every year she ran it, and sits on the boards of NeuroPace and RefleXion Medical.

While she was still running Cala, Medsider asked her what advice she would give founders raising early capital. "No one ever died from dilution," she said. It is the kind of thing an investor says. It is also the advice of someone who once asked a board for a shot and got one.

00:00:00 Introduction to Renee Ryan and Cala Health
00:02:03 Renee's Path Into Healthcare
00:04:45 Discovering Cala Health as an Investor
00:06:37 Building a Medical Device Company Timeline
00:07:41 Leading Cala Health Through the Pandemic
00:11:01 Life-Changing Impact on Patients
00:12:50 Growth, Insurance, and Access Challenges
00:17:06 AI and Machine Learning at Cala Health
00:18:44 Leadership Lessons and Listening
00:19:29 Manufacturing the Wearable Device
00:20:33 Navigating Supply Chain Issues
00:22:16 The Future of AI in Healthcare
00:23:53 The Future of Cala Health
00:26:00 The Mentor Who Gave Renee a Chance

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That<00:03:30.587> to<00:03:30.683> me<00:03:30.844> was<00:03:31.069> kind<00:03:31.246> of<00:03:33.334> the<00:03:33.639> true<00:03:33.896> north<00:03:34.234> that<00:03:34.362> I<00:03:34.443> got<00:03:34.635> early<00:03:34.925> on<00:03:35.021> in<00:03:35.150> my<00:03:35.247> career.

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So,<00:03:37.112> what<00:03:37.274> was<00:03:37.436> your<00:03:37.533> first<00:03:37.841> kind<00:03:38.020> of<00:03:38.182> big<00:03:38.490> job<00:03:39.544> in<00:03:39.804> the<00:03:40.193> healthcare<00:03:40.550> space?

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So,<00:03:41.998> investment<00:03:42.368> banking<00:03:42.707> was<00:03:43.351> my<00:03:43.577> career<00:03:43.899> path<00:03:44.157> for<00:03:44.318> a<00:03:44.398> good<00:03:44.576> 16<00:03:45.204> years.

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Oh,<00:03:46.235> I<00:03:46.332> see.

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I<00:03:46.735> see<00:03:46.831> what<00:03:46.880> you're<00:03:46.976> saying.

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Yeah.

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So,<00:03:48.168> you<00:03:48.265> were<00:03:48.410> investing<00:03:48.910> in<00:03:49.457> these<00:03:49.699> companies<00:03:50.198> and<00:03:50.343> in<00:03:50.505> these<00:03:50.684> ideas.

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Oh,<00:03:51.364> that's<00:03:51.772> fascinating.

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Well,<00:03:52.688> yeah.

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So,<00:03:52.929> I<00:03:53.009> was,<00:03:53.250> as<00:03:53.491> an<00:03:53.603> investment<00:03:53.988> banker,<00:03:54.470> I<00:03:54.615> was<00:03:54.711> doing<00:03:54.936> deals.

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So,<00:03:55.417> I<00:03:55.449> was<00:03:55.755> kind<00:03:55.883> of<00:03:55.931> a<00:03:56.060> deal<00:03:56.300> person.

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I<00:03:56.702> was<00:03:56.862> doing<00:03:57.103> M&A<00:03:57.505> and<00:03:57.585> IPOs.

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And,<00:03:59.351> the<00:03:59.431> first<00:04:01.198> initial<00:04:01.470> public<00:04:01.920> offering<00:04:02.659> was<00:04:02.819> a<00:04:02.883> company<00:04:03.285> that<00:04:03.542> had<00:04:03.702> developed<00:04:04.248> the<00:04:04.328> first<00:04:04.826> implantable<00:04:05.452> cardiac<00:04:05.950> defibrillator.

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So,<00:04:08.102> when<00:04:09.418> a<00:04:09.482> patient<00:04:09.868> would<00:04:09.964> go<00:04:10.060> into<00:04:10.205> tachycardia,<00:04:10.847> which<00:04:10.992> is<00:04:11.088> a<00:04:11.104> very<00:04:11.393> rapid<00:04:11.795> heartbeat,<00:04:12.854> it<00:04:12.935> would<00:04:13.159> interrupt<00:04:13.641> that<00:04:14.058> and<00:04:14.444> bring<00:04:14.620> them<00:04:14.701> back<00:04:14.958> into<00:04:15.247> a<00:04:15.279> normal<00:04:15.664> rhythm.

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And,<00:04:17.976> this<00:04:18.088> is<00:04:18.152> kind<00:04:18.393> of<00:04:18.441> a<00:04:18.457> full<00:04:18.633> circle<00:04:18.954> story<00:04:19.499> going<00:04:19.756> to<00:04:19.820> the<00:04:20.061> end<00:04:20.173> of<00:04:20.237> my<00:04:20.462> arc<00:04:20.622> of<00:04:20.702> my<00:04:20.862> career.

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I<00:04:21.680> actually<00:04:21.905> sit<00:04:22.081> on<00:04:22.161> the<00:04:22.306> board<00:04:22.947> of<00:04:23.508> a<00:04:23.524> company<00:04:23.925> where<00:04:24.166> that<00:04:24.342> CEO<00:04:25.353> is<00:04:25.449> now<00:04:25.609> the<00:04:25.689> chairman<00:04:26.010> of<00:04:26.090> the<00:04:26.235> board.

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And<00:04:26.716> it's<00:04:26.972> another<00:04:27.293> neuromodulation<00:04:28.095> company.

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It's<00:04:28.656> implantable<00:04:29.137> as<00:04:29.282> well.

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It's<00:04:29.618> unlike<00:04:29.939> what<00:04:30.180> we'll<00:04:30.420> talk<00:04:30.597> about,<00:04:30.821> about<00:04:31.062> Kala.

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But<00:04:32.280> kind<00:04:32.505> of<00:04:32.553> a<00:04:32.569> very<00:04:32.761> small<00:04:33.130> world<00:04:33.451> that<00:04:34.108> I<00:04:34.125> started<00:04:34.509> my<00:04:34.654> career<00:04:35.231> way<00:04:35.472> back<00:04:35.712> when<00:04:35.953> in<00:04:36.033> my,<00:04:36.338> you<00:04:36.370> know,<00:04:36.514> early<00:04:36.819> 20s,<00:04:37.300> and<00:04:38.118> now<00:04:39.176> sitting<00:04:39.481> on<00:04:39.577> a<00:04:39.641> board<00:04:39.962> with<00:04:40.427> the<00:04:40.459> CEO<00:04:40.828> of<00:04:40.924> that<00:04:41.084> company<00:04:41.405> that<00:04:41.565> took<00:04:41.710> public.

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What<00:04:43.233> led<00:04:43.426> you<00:04:43.506> to<00:04:43.634> Kala?

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So,<00:04:46.119> Cala<00:04:46.841> is<00:04:47.482> a<00:04:48.204> really<00:04:48.460> unique<00:04:48.765> company<00:04:49.101> and<00:04:49.358> a<00:04:49.566> really<00:04:49.759> unique<00:04:49.983> technology.

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I<00:04:51.025> actually<00:04:51.330> was<00:04:51.426> the<00:04:51.506> first<00:04:51.811> investor<00:04:52.308> at<00:04:52.388> Cala.

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So,<00:04:52.933> in<00:04:53.029> between<00:04:54.136> investment<00:04:54.472> banking<00:04:55.258> and<00:04:55.819> here<00:04:56.060> at<00:04:56.156> Cala,<00:04:57.262> I<00:04:57.519> was<00:04:57.743> at<00:04:57.839> Johnson<00:04:58.304> Johnson<00:04:58.801> in<00:04:58.881> their<00:04:59.683> ventures<00:05:00.068> group.

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So,<00:05:00.805> JJDC,<00:05:01.751> which<00:05:01.864> is<00:05:02.008> the<00:05:02.104> venture<00:05:02.569> arm<00:05:02.809> of<00:05:02.970> Johnson<00:05:03.451> Johnson,<00:05:04.333> the<00:05:04.493> world's<00:05:04.798> largest<00:05:05.134> healthcare<00:05:05.599> company,<00:05:07.202> had<00:05:08.100> investments<00:05:08.806> of<00:05:09.126> over<00:05:09.383> $2<00:05:09.688> billion<00:05:10.201> across<00:05:10.810> consumer<00:05:11.868> medical<00:05:12.173> devices<00:05:12.670> and<00:05:12.814> pharmaceuticals.

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And<00:05:15.780> I<00:05:15.860> met<00:05:16.196> the<00:05:16.277> founder<00:05:16.677> of<00:05:16.773> Kala<00:05:17.383> at<00:05:17.719> Stanford.

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She<00:05:18.841> was<00:05:19.002> a<00:05:19.066> fellow<00:05:19.483> in<00:05:19.547> their<00:05:19.643> biodesign<00:05:20.204> program<00:05:21.310> and<00:05:21.470> had<00:05:21.631> developed<00:05:22.128> this<00:05:22.432> wearable<00:05:23.650> neuromodulation<00:05:24.997> watch-type<00:05:25.590> technology<00:05:26.616> that<00:05:27.017> could<00:05:27.979> still<00:05:28.764> the<00:05:29.181> hand<00:05:29.501> tremors<00:05:30.303> in<00:05:30.447> patients<00:05:30.784> with<00:05:31.008> Parkinson's<00:05:31.505> or<00:05:31.585> essential<00:05:31.986> tremors.

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And<00:05:33.990> again,<00:05:34.936> I've<00:05:35.256> known<00:05:35.513> of<00:05:35.753> things<00:05:35.978> that<00:05:36.058> were<00:05:36.218> implanted,<00:05:36.795> you<00:05:36.891> know,<00:05:37.356> deep<00:05:37.581> brain<00:05:37.821> stimulation<00:05:38.318> or<00:05:38.478> implanted<00:05:38.879> in<00:05:38.959> your<00:05:39.119> brain<00:05:39.424> with<00:05:39.584> probes<00:05:41.300> into<00:05:41.925> the<00:05:42.326> thalamus<00:05:43.207> to<00:05:43.351> treat<00:05:43.688> conditions<00:05:44.153> like<00:05:44.329> essential<00:05:44.714> tremor.

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And<00:05:45.916> was<00:05:46.077> blown<00:05:46.317> away<00:05:46.494> by<00:05:46.654> the<00:05:46.750> ability<00:05:47.216> to<00:05:47.456> do<00:05:47.697> that<00:05:48.563> in<00:05:48.883> a<00:05:48.964> wearable<00:05:49.300> form<00:05:49.541> factor.

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And<00:05:50.279> so,<00:05:50.808> when<00:05:51.289> the<00:05:51.626> company<00:05:51.930> got<00:05:52.107> to<00:05:52.187> a<00:05:52.203> stage<00:05:52.668> where<00:05:52.813> they<00:05:53.053> had<00:05:54.432> clinical<00:05:54.769> studies,<00:05:55.379> they<00:05:55.619> had<00:05:56.678> a<00:05:56.758> lot<00:05:56.998> of<00:05:57.319> data<00:05:57.800> that<00:05:57.945> they<00:05:58.041> could<00:05:58.201> support<00:05:58.746> a<00:05:59.003> commercialization<00:05:59.789> effort,<00:06:00.671> I<00:06:00.767> raised<00:06:01.008> my<00:06:01.152> hand.

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I<00:06:01.296> was<00:06:01.473> on<00:06:01.505> the<00:06:01.569> board.

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I'd<00:06:02.114> been<00:06:02.178> on<00:06:02.210> the<00:06:02.291> board<00:06:02.467> since<00:06:02.676> day<00:06:02.852> one.

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And<00:06:03.429> I<00:06:03.558> raised<00:06:03.750> my<00:06:03.894> hand<00:06:04.119> and<00:06:04.199> I<00:06:04.231> said,<00:06:05.322> "Listen,<00:06:05.562> I<00:06:05.658> believe<00:06:06.059> that<00:06:06.460> this<00:06:06.685> technology<00:06:07.182> needs<00:06:07.342> to<00:06:07.439> be<00:06:07.583> commercialized<00:06:08.690> in<00:06:08.770> a<00:06:08.786> different<00:06:09.107> way.

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And<00:06:10.005> so,<00:06:10.229> why<00:06:10.325> not<00:06:10.534> give<00:06:10.694> me<00:06:10.806> a<00:06:10.871> shot?"<00:06:11.752> And<00:06:11.832> the<00:06:11.913> board<00:06:12.137> said,<00:06:12.393> well,<00:06:13.034> there's<00:06:13.211> no<00:06:13.355> one<00:06:13.499> who<00:06:13.579> knows<00:06:13.755> the<00:06:13.836> technology<00:06:14.460> better<00:06:14.701> than<00:06:14.861> you<00:06:15.037> since<00:06:15.262> you've<00:06:15.422> been<00:06:15.518> here<00:06:15.614> since<00:06:15.839> the<00:06:15.919> beginning.

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Let's<00:06:17.105> see.

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And<00:06:17.665> so<00:06:17.986> that<00:06:18.146> was<00:06:18.322> 4<00:06:18.547> years<00:06:18.739> ago.

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And<00:06:19.028> here<00:06:19.124> I<00:06:19.284> am.

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How<00:06:20.806> long<00:06:20.967> does<00:06:21.127> it<00:06:21.207> normally<00:06:21.688> take?

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I'm<00:06:22.473> super<00:06:22.713> fascinated<00:06:23.274> with<00:06:24.236> the<00:06:24.316> healthcare<00:06:24.732> space<00:06:25.085> because<00:06:25.774> there's—<00:06:26.095> it's<00:06:26.255> not<00:06:26.479> like<00:06:26.639> a<00:06:26.655> software<00:06:27.216> company,<00:06:27.617> right?

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You<00:06:27.937> put<00:06:28.098> it<00:06:28.242> out<00:06:28.418> there.

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You<00:06:28.803> have<00:06:28.899> people<00:06:29.139> try—<00:06:29.700> like<00:06:29.860> there's<00:06:30.085> all<00:06:30.181> these<00:06:30.341> trials.

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There's<00:06:31.142> all<00:06:31.303> these<00:06:31.703> regulations<00:06:32.408> around<00:06:32.601> it<00:06:32.649> and<00:06:32.825> things<00:06:33.049> like<00:06:33.210> that.

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Like<00:06:33.947> what's<00:06:34.123> a<00:06:34.187> typical<00:06:34.668> timeframe<00:06:35.293> for<00:06:35.453> building<00:06:35.774> a<00:06:35.854> company<00:06:36.190> like<00:06:36.415> Cala<00:06:36.575> Health?

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So<00:06:37.713> typically<00:06:39.396> on<00:06:39.476> the<00:06:39.636> more<00:06:39.797> surgical<00:06:40.518> and<00:06:40.598> implanted<00:06:41.159> side<00:06:41.416> of<00:06:41.560> things,<00:06:41.977> it<00:06:42.105> could<00:06:42.265> take<00:06:43.419> 7<00:06:43.788> to<00:06:43.948> 8<00:06:44.125> years<00:06:44.445> before<00:06:44.830> you<00:06:45.006> get<00:06:45.792> an<00:06:46.225> approval,<00:06:46.850> right?

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You've<00:06:47.090> got<00:06:47.235> to<00:06:47.331> do<00:06:47.491> your<00:06:47.651> pilot,<00:06:48.132> your<00:06:48.293> initial<00:06:49.254> pilot<00:06:49.655> studies,<00:06:50.216> and<00:06:50.361> you<00:06:50.457> go<00:06:50.617> into<00:06:51.098> your<00:06:51.691> more<00:06:51.899> pivotal<00:06:52.220> type<00:06:52.461> stages,<00:06:53.422> and<00:06:53.502> you<00:06:53.583> have<00:06:53.743> to<00:06:53.887> lock<00:06:54.144> in<00:06:54.224> your<00:06:54.384> design<00:06:54.865> really,<00:06:55.170> really<00:06:55.586> early.

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The<00:06:56.468> beautiful<00:06:57.013> thing<00:06:57.189> of<00:06:57.270> having<00:06:57.526> a<00:06:57.654> wearable<00:06:58.151> non-significant<00:06:59.273> risk<00:06:59.514> device,<00:07:00.700> we<00:07:00.860> could<00:07:01.037> do<00:07:01.293> iterations<00:07:01.902> where<00:07:01.998> we<00:07:02.143> would<00:07:02.303> do<00:07:03.425> a<00:07:03.986> pilot<00:07:04.307> clinical<00:07:04.627> study<00:07:04.964> to<00:07:05.044> test<00:07:05.365> out<00:07:05.509> a<00:07:05.589> waveform,<00:07:06.038> to<00:07:06.150> test<00:07:06.278> something<00:07:06.567> that<00:07:06.631> we<00:07:06.727> wanted<00:07:07.048> to<00:07:07.369> evaluate,<00:07:08.635> go<00:07:08.811> back<00:07:08.972> to<00:07:09.116> the<00:07:09.212> drawing<00:07:09.532> board<00:07:09.773> and<00:07:10.253> do<00:07:10.414> some<00:07:10.574> redesign<00:07:11.055> work<00:07:11.311> or<00:07:11.439> whatever,<00:07:11.840> all<00:07:12.016> under<00:07:12.657> the<00:07:13.779> important<00:07:14.403> FDA,<00:07:14.900> the<00:07:15.044> Food<00:07:15.205> and<00:07:15.285> Drug<00:07:15.477> Administration<00:07:16.807> rules<00:07:17.063> and<00:07:17.143> regulations<00:07:17.929> to<00:07:18.089> be<00:07:18.329> able<00:07:18.505> to<00:07:19.451> continue<00:07:19.851> to<00:07:19.964> advance<00:07:20.332> our<00:07:20.428> technology.

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So,<00:07:21.229> we<00:07:21.454> actually<00:07:21.710> started<00:07:22.095> the<00:07:22.175> company<00:07:23.312> in<00:07:23.457> July<00:07:23.953> of<00:07:24.098> 2014<00:07:25.235> and<00:07:25.379> had<00:07:25.700> our<00:07:25.860> first<00:07:26.517> FDA<00:07:26.998> approval<00:07:27.559> in<00:07:28.023> April<00:07:28.280> of<00:07:28.504> '18,<00:07:29.401> which<00:07:29.562> is<00:07:29.722> pretty<00:07:30.106> fast<00:07:30.619> in<00:07:30.683> the<00:07:30.827> world<00:07:31.020> of<00:07:31.068> healthcare.

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And,<00:07:32.269> even<00:07:32.446> drugs<00:07:32.702> take<00:07:32.862> even<00:07:33.071> longer.

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Drugs<00:07:33.631> are<00:07:33.663> like<00:07:34.369> 15<00:07:34.849> years<00:07:35.170> of<00:07:35.266> a<00:07:35.330> journey<00:07:35.714> oftentimes.

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Yeah,<00:07:38.045> that<00:07:38.142> does<00:07:38.304> seem<00:07:38.611> fast.

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That's<00:07:39.613> incredible.

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And<00:07:41.456> you're<00:07:41.763> also<00:07:41.957> like,<00:07:42.183> over<00:07:42.345> the<00:07:42.426> past<00:07:42.749> 4<00:07:42.975> years<00:07:43.703> as<00:07:43.800> being<00:07:44.042> the<00:07:44.123> CEO,<00:07:45.540> you<00:07:45.572> were<00:07:45.797> right<00:07:45.975> in<00:07:46.055> the<00:07:46.152> middle<00:07:46.539> of<00:07:46.700> the<00:07:46.845> pandemic<00:07:47.813> and<00:07:47.909> when<00:07:48.071> healthcare<00:07:48.635> became<00:07:49.022> like<00:07:49.264> political,<00:07:50.167> which<00:07:50.570> is<00:07:50.812> probably<00:07:51.053> pretty<00:07:51.295> crazy.

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So<00:07:52.246> how<00:07:52.504> has<00:07:52.891> that<00:07:53.085> affected<00:07:53.537> things?

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Well,<00:07:56.772> I<00:07:56.869> kind<00:07:57.128> of<00:07:57.192> became<00:07:57.516> the<00:07:57.758> poster<00:07:58.147> child<00:07:58.648> of<00:07:58.794> how<00:07:58.891> to<00:07:59.052> handle<00:07:59.360> the<00:07:59.441> pandemic.

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So<00:08:00.832> here<00:08:01.010> in<00:08:01.139> California,<00:08:01.883> we<00:08:02.110> went<00:08:02.352> to<00:08:02.660> shelter<00:08:02.944> in<00:08:03.095> place<00:08:03.514> on<00:08:03.614> that<00:08:05.013> March<00:08:05.398> 16th<00:08:05.991> or<00:08:06.055> whatever<00:08:06.376> that<00:08:06.536> day<00:08:06.761> was.

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And<00:08:08.524> we<00:08:08.684> actually<00:08:08.957> manufacture<00:08:10.608> our<00:08:11.025> technology<00:08:11.666> here<00:08:12.211> on<00:08:12.387> site.

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And<00:08:13.413> we<00:08:13.509> ship<00:08:13.910> directly<00:08:14.231> to<00:08:14.375> patients<00:08:15.016> from<00:08:15.593> our<00:08:15.738> facility.

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And<00:08:17.020> so,<00:08:17.677> we<00:08:17.757> sheltered<00:08:18.158> in<00:08:18.238> place<00:08:18.543> for<00:08:18.703> the<00:08:19.104> couple<00:08:19.360> weeks<00:08:19.601> that<00:08:19.761> we<00:08:19.841> had<00:08:20.082> to.

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But<00:08:21.044> then,<00:08:21.204> we<00:08:21.284> had<00:08:21.428> to<00:08:21.460> figure<00:08:21.669> out<00:08:21.749> how<00:08:21.845> to<00:08:21.925> run<00:08:22.069> our<00:08:22.166> business.

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And<00:08:22.887> so,<00:08:23.288> very<00:08:23.672> quickly,<00:08:24.169> we<00:08:24.330> adopted<00:08:25.708> masking<00:08:26.253> policies.

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We<00:08:27.135> adopted,<00:08:27.760> you<00:08:27.840> know,<00:08:27.936> gloves<00:08:28.498> and<00:08:28.562> 6<00:08:28.818> feet<00:08:28.994> separation.

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And<00:08:30.581> we<00:08:30.726> had<00:08:30.806> to<00:08:30.886> bring<00:08:31.062> everybody<00:08:31.367> back<00:08:31.623> in.

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And<00:08:32.120> so,<00:08:32.345> we<00:08:32.489> did<00:08:32.665> it<00:08:32.746> in<00:08:32.890> shifts<00:08:33.291> where<00:08:33.387> we<00:08:33.531> had,<00:08:34.108> you<00:08:34.204> know,<00:08:34.333> manufacturing<00:08:34.990> teams<00:08:35.310> that<00:08:35.455> would,<00:08:35.775> you<00:08:35.855> know,<00:08:35.919> sit<00:08:36.047> at<00:08:36.111> their<00:08:36.271> benches,<00:08:36.672> but,<00:08:37.089> you<00:08:37.265> know,<00:08:37.473> 6<00:08:37.698> to<00:08:37.794> 10<00:08:38.018> feet<00:08:38.131> apart.

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And<00:08:39.221> then,<00:08:39.381> they<00:08:39.541> would<00:08:39.798> sort<00:08:39.958> of<00:08:40.279> end<00:08:40.439> their<00:08:40.599> day<00:08:40.663> a<00:08:40.824> little<00:08:40.984> bit<00:08:41.144> early,<00:08:41.481> and<00:08:41.545> then<00:08:41.641> the<00:08:41.786> quality<00:08:42.186> team<00:08:42.363> would<00:08:42.507> come<00:08:42.683> in<00:08:42.763> and<00:08:42.844> do<00:08:43.084> all<00:08:43.164> the<00:08:43.228> inspections.

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And<00:08:44.479> then,<00:08:44.591> the<00:08:44.671> shipping<00:08:45.008> where<00:08:45.152> folks<00:08:45.472> were<00:08:45.521> in<00:08:45.585> a<00:08:45.649> separate<00:08:46.114> room,<00:08:46.386> so<00:08:46.546> they<00:08:46.691> could<00:08:46.835> just<00:08:46.995> ship<00:08:47.236> out<00:08:47.957> and<00:08:48.053> get<00:08:48.214> things<00:08:48.438> off<00:08:48.534> to<00:08:48.678> FedEx.

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And<00:08:49.256> so,<00:08:49.961> believe<00:08:50.233> it<00:08:50.298> or<00:08:50.378> not,<00:08:50.859> we<00:08:51.099> did<00:08:51.404> really<00:08:51.740> well<00:08:51.981> during<00:08:52.157> the<00:08:52.365> pandemic.

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We<00:08:52.943> actually<00:08:53.247> had<00:08:53.984> really<00:08:54.225> nice<00:08:54.546> growth<00:08:54.802> in<00:08:54.930> the<00:08:55.026> business.

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We<00:08:55.652> were<00:08:55.812> able<00:08:56.068> to—<00:08:57.495> our<00:08:58.152> target<00:08:58.697> physician<00:08:59.098> that<00:08:59.210> we<00:08:59.675> work<00:08:59.900> with<00:09:00.076> is<00:09:00.172> a<00:09:00.236> neurologist.

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And<00:09:02.080> neurologists<00:09:02.705> are<00:09:02.785> very<00:09:03.025> comfortable<00:09:04.244> using<00:09:04.564> telemedicine<00:09:05.206> to<00:09:05.366> prescribe.

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And<00:09:06.087> so,<00:09:06.728> we<00:09:06.809> taught<00:09:07.113> them<00:09:07.209> how<00:09:07.370> to<00:09:07.546> size<00:09:07.852> the<00:09:07.996> wrist,<00:09:08.334> right?

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Because<00:09:08.735> we<00:09:08.799> have<00:09:08.960> a<00:09:08.992> small,<00:09:09.297> medium,<00:09:09.538> and<00:09:09.619> large,<00:09:10.326> uh,<00:09:10.502> band,<00:09:11.370> um,<00:09:11.691> using,<00:09:12.816> you<00:09:12.896> know,<00:09:12.944> Zoom<00:09:13.378> video<00:09:13.715> or<00:09:14.037> whatever<00:09:14.278> telemedicine<00:09:14.792> platform<00:09:15.226> they<00:09:15.322> were<00:09:15.483> using.

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And<00:09:16.607> we<00:09:16.768> actually<00:09:17.009> had<00:09:17.234> great<00:09:17.491> growth<00:09:17.957> through<00:09:18.117> all<00:09:18.294> of<00:09:18.374> COVID<00:09:19.081> Um,<00:09:19.659> so<00:09:19.804> we<00:09:19.900> did<00:09:20.045> well.

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Oh,<00:09:21.507> wow,<00:09:21.893> that's,<00:09:22.230> that's<00:09:22.407> incredible.

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And<00:09:23.740> where<00:09:23.901> have<00:09:24.061> you<00:09:24.158> landed?

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Like,<00:09:24.865> uh,<00:09:25.106> you<00:09:25.138> know,<00:09:25.282> a<00:09:25.363> big<00:09:25.587> debate<00:09:26.005> in<00:09:26.166> the<00:09:26.326> overall<00:09:27.756> business<00:09:28.254> and<00:09:28.656> tech<00:09:29.058> and<00:09:30.038> maybe<00:09:30.343> even<00:09:30.584> like<00:09:30.744> the<00:09:30.793> healthcare<00:09:31.146> community<00:09:31.467> as<00:09:31.612> well<00:09:31.869> is<00:09:32.014> like<00:09:32.753> work<00:09:32.977> from<00:09:33.218> home,<00:09:34.279> remote,<00:09:35.066> versus<00:09:35.788> in-person<00:09:37.152> versus<00:09:37.633> hybrid?

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What<00:09:38.355> have<00:09:38.516> you<00:09:38.756> learned<00:09:39.093> in,<00:09:39.334> in<00:09:39.495> this<00:09:39.719> process?

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Because<00:09:40.217> like<00:09:40.313> you<00:09:40.393> said,<00:09:40.618> like,<00:09:40.778> you're<00:09:40.923> manufacturing<00:09:41.741> things<00:09:41.966> on<00:09:42.062> site,<00:09:42.367> so<00:09:43.089> I<00:09:43.105> imagine<00:09:43.907> a<00:09:44.052> chunk<00:09:44.276> of<00:09:44.324> your<00:09:44.469> employees<00:09:44.934> have<00:09:45.175> to<00:09:45.271> be<00:09:45.416> on<00:09:45.528> site<00:09:45.897> if<00:09:45.993> that's<00:09:46.234> true,<00:09:46.779> right?

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Yeah.

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So,<00:09:48.304> Clint,<00:09:48.496> it's<00:09:48.641> funny,<00:09:49.026> um,<00:09:49.347> I<00:09:49.588> always<00:09:49.716> said<00:09:49.924> I<00:09:49.941> don't<00:09:50.069> want<00:09:50.149> to<00:09:50.181> be<00:09:50.470> that<00:09:50.727> CEO<00:09:51.513> when<00:09:51.609> you'd<00:09:51.754> have<00:09:51.930> all<00:09:52.267> the<00:09:52.492> big<00:09:52.652> tech<00:09:52.813> companies<00:09:53.278> mandating<00:09:53.759> people<00:09:54.016> be<00:09:54.113> in<00:09:54.193> the<00:09:54.321> office,<00:09:55.220> you<00:09:55.300> know,<00:09:55.444> 3<00:09:55.621> days<00:09:55.942> a<00:09:56.022> week<00:09:56.279> or<00:09:56.343> whatever.

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So<00:09:57.290> what<00:09:57.530> we've<00:09:57.771> kind<00:09:57.948> of<00:09:58.124> settled<00:09:58.654> on<00:09:58.846> is,<00:09:59.376> um,<00:09:59.793> we<00:09:59.889> naturally<00:10:00.579> have<00:10:01.060> a<00:10:01.478> pretty<00:10:01.750> significant<00:10:02.280> remote<00:10:03.162> workforce<00:10:03.803> because<00:10:05.086> we<00:10:05.246> support<00:10:05.727> patients<00:10:06.128> directly.

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So<00:10:07.090> while<00:10:07.330> a<00:10:07.346> physician<00:10:07.971> writes<00:10:08.292> the<00:10:08.372> prescription,<00:10:09.478> we<00:10:09.590> actually<00:10:09.895> onboard<00:10:10.215> the<00:10:10.296> patient<00:10:10.921> and<00:10:11.562> train<00:10:11.818> them<00:10:11.899> how<00:10:12.059> to<00:10:12.139> use<00:10:12.299> our<00:10:12.444> device<00:10:12.860> with<00:10:13.085> our<00:10:13.165> customer<00:10:13.646> care<00:10:13.886> team.

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So<00:10:14.784> we<00:10:14.944> also<00:10:15.169> support<00:10:15.650> filing<00:10:15.986> their<00:10:16.147> insurance<00:10:16.547> claims.

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So<00:10:17.894> we<00:10:18.070> hired<00:10:18.551> people<00:10:19.657> all<00:10:19.769> over<00:10:19.978> the<00:10:20.058> US.

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They<00:10:20.956> all<00:10:21.100> work<00:10:21.276> from<00:10:21.421> home.

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They're<00:10:22.478> my<00:10:22.639> customer<00:10:23.024> care<00:10:23.280> team.

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They're<00:10:23.681> phenomenal.

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My<00:10:24.883> sales<00:10:25.268> reps<00:10:25.540> are<00:10:25.604> now<00:10:25.925> up<00:10:26.085> to<00:10:26.486> 13<00:10:26.967> reps<00:10:27.288> all<00:10:27.448> over<00:10:27.608> the<00:10:27.688> country.

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And<00:10:29.291> so<00:10:30.798> we've<00:10:31.039> really<00:10:31.375> never<00:10:31.760> had<00:10:31.920> to<00:10:31.984> mandate<00:10:32.417> people<00:10:32.658> be<00:10:32.754> in<00:10:32.834> the<00:10:32.978> office.

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People<00:10:33.523> really<00:10:33.780> enjoy<00:10:34.261> being<00:10:34.421> in<00:10:34.501> the<00:10:34.565> office.

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Office.

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They<00:10:34.904> like<00:10:35.146> being<00:10:35.325> around<00:10:35.713> one<00:10:35.859> another.

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So,<00:10:37.720> all<00:10:37.817> we've<00:10:37.995> said<00:10:38.238> is<00:10:38.691> work<00:10:38.869> where<00:10:39.015> you<00:10:39.112> can<00:10:39.257> be<00:10:39.354> most<00:10:39.549> successful.

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And<00:10:40.587> so,<00:10:41.007> people<00:10:41.314> do<00:10:41.411> come<00:10:41.573> in<00:10:41.654> the<00:10:41.799> office<00:10:42.058> a<00:10:42.122> lot.

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Obviously,<00:10:43.125> my<00:10:43.254> manufacturing<00:10:43.917> teams<00:10:44.321> and<00:10:44.402> quality<00:10:44.790> teams<00:10:45.049> need<00:10:45.226> to<00:10:45.307> be<00:10:45.517> in<00:10:45.614> to<00:10:46.277> inspect<00:10:46.730> hardware.

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But<00:10:47.913> other<00:10:48.028> than<00:10:48.176> that,<00:10:48.423> we<00:10:48.571> allow<00:10:48.834> the<00:10:48.917> rest<00:10:49.048> of<00:10:49.164> the<00:10:49.246> team<00:10:49.493> to<00:10:49.657> be<00:10:49.805> a<00:10:49.822> little<00:10:49.986> more<00:10:50.233> flexible.

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One<00:10:52.467> thing<00:10:52.871> that<00:10:53.032> I<00:10:53.355> am<00:10:53.775> sure<00:10:54.017> is<00:10:54.114> super<00:10:54.437> satisfying,<00:10:55.131> again,<00:10:55.389> like<00:10:55.777> the<00:10:55.874> difference<00:10:56.245> between<00:10:56.681> selling<00:10:57.084> software<00:10:58.214> or,<00:10:58.602> you<00:10:58.634> know,<00:10:59.167> that<00:10:59.344> type<00:10:59.571> of<00:10:59.684> a<00:10:59.813> business<00:11:00.168> versus<00:11:00.797> healthcare.

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Is<00:11:01.977> like,<00:11:02.217> if<00:11:02.313> you<00:11:02.474> get<00:11:02.698> this<00:11:02.939> right,<00:11:03.211> it's<00:11:03.500> life-changing.

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So<00:11:04.381> I<00:11:04.461> don't<00:11:04.622> want<00:11:04.718> to<00:11:04.798> like<00:11:06.385> not<00:11:08.325> double-click<00:11:08.982> a<00:11:09.030> little<00:11:09.286> bit<00:11:09.671> on<00:11:09.928> the<00:11:10.889> device<00:11:11.290> itself,<00:11:12.316> the<00:11:12.412> response<00:11:13.198> it's<00:11:13.358> gotten<00:11:13.839> from<00:11:14.176> patients<00:11:15.218> and<00:11:15.314> your<00:11:15.522> customers<00:11:16.724> and<00:11:17.141> the<00:11:17.302> lives<00:11:17.686> that<00:11:17.782> it's<00:11:18.007> changed.

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Could<00:11:18.744> you<00:11:18.889> give<00:11:19.049> us<00:11:19.145> a<00:11:19.209> little<00:11:19.385> bit<00:11:19.466> more<00:11:19.690> detail<00:11:20.027> on<00:11:20.187> like<00:11:21.534> how<00:11:21.710> it's<00:11:21.950> going<00:11:22.575> and<00:11:22.912> how<00:11:24.114> people<00:11:24.339> are<00:11:24.499> reacting<00:11:24.916> to<00:11:25.076> it?

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Yeah,<00:11:26.519> it<00:11:26.663> is.

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It<00:11:27.000> is<00:11:27.144> life-changing.

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And<00:11:28.523> we<00:11:28.827> have<00:11:29.709> an<00:11:29.789> amazing<00:11:30.607> team<00:11:31.152> who<00:11:31.729> supports<00:11:32.129> our<00:11:32.290> patients.

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On<00:11:33.572> the<00:11:33.652> phone<00:11:34.117> or<00:11:34.197> even<00:11:34.358> in<00:11:34.534> person.

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And<00:11:36.297> we<00:11:36.522> get,<00:11:37.724> we<00:11:37.820> get<00:11:38.045> all<00:11:38.141> the<00:11:38.221> stories.

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I<00:11:38.798> mean,<00:11:39.006> I<00:11:39.167> have,<00:11:39.487> I<00:11:39.567> have<00:11:39.744> a<00:11:39.808> stack<00:11:40.161> of<00:11:40.305> mail<00:11:40.545> on<00:11:40.706> my,<00:11:41.010> on<00:11:41.090> my<00:11:41.203> desk<00:11:41.507> here<00:11:42.212> of<00:11:42.453> patients<00:11:42.854> who<00:11:42.950> have<00:11:43.335> written<00:11:43.575> to<00:11:43.655> me<00:11:43.896> personally<00:11:44.425> to<00:11:44.473> say<00:11:44.777> thank<00:11:45.034> you<00:11:45.178> for<00:11:46.236> restoring<00:11:46.877> their<00:11:47.102> ability<00:11:47.775> to<00:11:48.160> do<00:11:48.384> activities<00:11:48.817> of<00:11:48.881> daily<00:11:49.186> living.

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These<00:11:49.506> are<00:11:49.538> patients<00:11:49.923> who<00:11:50.003> have<00:11:50.099> severe<00:11:50.484> hand<00:11:50.708> tremors.

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They've<00:11:51.911> often<00:11:52.151> lost<00:11:52.392> the<00:11:52.488> ability<00:11:52.969> to<00:11:53.113> feed<00:11:53.369> themselves<00:11:53.850> and<00:11:53.930> dress<00:11:54.235> themselves.

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And<00:11:55.517> so<00:11:56.014> just<00:11:56.255> to<00:11:56.479> give<00:11:56.672> them<00:11:56.896> the<00:11:57.056> pride<00:11:57.361> of<00:11:57.441> going<00:11:57.617> to<00:11:57.714> a<00:11:57.842> restaurant<00:11:58.259> and<00:11:58.355> not<00:11:58.563> making<00:11:58.836> a<00:11:58.884> mess,<00:12:00.326> it<00:12:00.423> may<00:12:00.583> seem,<00:12:01.208> it<00:12:01.304> may<00:12:01.481> seem<00:12:01.769> trivial.

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It's<00:12:02.330> really<00:12:02.587> life-affirming<00:12:03.148> for<00:12:03.308> them<00:12:03.693> and<00:12:04.126> they<00:12:04.334> retain<00:12:04.831> their<00:12:05.120> your<00:12:05.216> dignity.

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So,<00:12:07.479> we<00:12:07.623> have<00:12:07.719> thousands<00:12:08.265> of<00:12:08.345> patients<00:12:08.747> that<00:12:08.843> are<00:12:08.987> currently<00:12:09.324> using<00:12:09.581> our<00:12:09.726> device.

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We<00:12:10.191> have<00:12:10.287> some<00:12:10.688> beautiful<00:12:12.117> long-term<00:12:12.614> data<00:12:12.919> that<00:12:13.016> we're<00:12:13.160> about<00:12:13.401> to<00:12:13.497> publish<00:12:13.962> that<00:12:14.123> shows<00:12:14.604> even<00:12:14.845> out<00:12:15.086> after<00:12:15.423> 2+<00:12:15.968> years,<00:12:16.851> patients<00:12:17.124> are<00:12:17.204> still<00:12:17.493> using<00:12:17.766> our<00:12:17.910> device<00:12:18.536> 4<00:12:18.938> to<00:12:19.018> 5<00:12:19.355> to<00:12:19.451> 6<00:12:19.660> times<00:12:19.916> a<00:12:19.997> week.

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So,<00:12:21.345> I<00:12:21.393> don't<00:12:21.602> know<00:12:21.666> about<00:12:21.923> you,<00:12:22.083> but<00:12:22.228> remember<00:12:22.388> when<00:12:22.869> all<00:12:22.966> the<00:12:23.110> colored<00:12:23.447> Fitbits<00:12:23.848> were<00:12:23.993> out<00:12:24.314> and<00:12:24.490> everyone<00:12:24.811> gave<00:12:24.908> a<00:12:24.988> Fitbit<00:12:25.373> for<00:12:25.469> a<00:12:25.550> gift?

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It<00:12:26.079> was<00:12:26.176> like<00:12:26.320> a<00:12:26.400> perfect<00:12:26.657> price<00:12:26.978> point.

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I<00:12:27.764> had<00:12:27.861> like<00:12:28.117> 6<00:12:28.487> of<00:12:28.519> those<00:12:28.743> in<00:12:28.824> my<00:12:28.920> nightstand<00:12:29.466> drawer<00:12:29.931> at<00:12:30.043> some<00:12:30.493> point<00:12:31.054> because<00:12:31.311> I<00:12:31.391> just<00:12:31.536> stopped<00:12:31.857> using<00:12:32.178> them<00:12:32.274> after<00:12:32.675> a<00:12:32.739> couple<00:12:32.996> of<00:12:33.028> months<00:12:33.269> because<00:12:33.397> I<00:12:33.478> had<00:12:33.638> my<00:12:33.734> phone<00:12:34.120> to<00:12:34.200> tell<00:12:34.376> me<00:12:34.521> how<00:12:34.842> how<00:12:34.954> many<00:12:35.162> steps<00:12:35.483> I<00:12:35.563> was<00:12:35.723> taking.

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And<00:12:36.764> so,<00:12:37.325> to<00:12:37.469> the<00:12:37.710> honor<00:12:37.966> of<00:12:38.046> having<00:12:38.383> someone<00:12:38.751> wear<00:12:38.992> your<00:12:39.088> technology<00:12:39.953> out<00:12:40.209> beyond<00:12:41.011> 2,<00:12:41.251> 3,<00:12:41.636> potentially<00:12:42.052> more<00:12:42.373> years,<00:12:42.597> we've<00:12:42.693> only<00:12:42.853> been<00:12:42.949> in<00:12:42.998> market<00:12:43.398> for<00:12:43.815> just<00:12:44.135> under<00:12:44.360> 4<00:12:44.616> years,<00:12:46.058> is<00:12:46.202> really<00:12:46.443> an<00:12:46.523> honor.

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That's<00:12:47.981> incredible.

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What<00:12:48.846> is<00:12:49.487> growth<00:12:49.904> like?

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Like,<00:12:51.490> how<00:12:51.586> do<00:12:51.730> you<00:12:51.826> expand<00:12:52.371> from<00:12:52.612> where<00:12:52.772> you<00:12:53.012> are<00:12:53.188> now<00:12:54.310> and<00:12:54.454> grow<00:12:54.695> the<00:12:54.791> company<00:12:55.095> even<00:12:55.416> further?

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Well,<00:12:57.338> Clint,<00:12:57.739> you<00:12:57.899> mentioned<00:12:58.300> healthcare<00:12:59.197> and<00:12:59.421> the<00:12:59.582> politics<00:13:00.239> of<00:13:00.383> healthcare.

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It's<00:13:01.264> all<00:13:01.440> about<00:13:01.841> getting<00:13:02.466> access<00:13:03.285> and<00:13:03.767> making<00:13:04.152> it<00:13:04.232> affordable<00:13:04.730> for<00:13:04.891> patients.

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So<00:13:06.079> we<00:13:06.239> are<00:13:06.416> working<00:13:07.524> on,<00:13:09.209> you<00:13:09.241> know,<00:13:09.386> the<00:13:09.546> various<00:13:11.072> private,<00:13:11.858> commercial<00:13:12.741> insurance.

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We<00:13:13.383> have<00:13:13.496> a<00:13:13.560> handful<00:13:14.106> of<00:13:15.069> state-by-state<00:13:15.968> Blue<00:13:16.354> Cross<00:13:16.691> Blue<00:13:16.771> Shield<00:13:17.237> plans<00:13:17.734> that<00:13:17.879> have<00:13:18.216> already<00:13:18.457> contracted<00:13:19.019> with<00:13:19.243> us.

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We<00:13:19.966> have<00:13:20.078> a<00:13:20.207> couple<00:13:20.383> of<00:13:20.464> national<00:13:21.106> payers<00:13:21.427> that<00:13:21.571> are<00:13:21.668> already<00:13:22.069> contracting<00:13:22.615> with<00:13:22.775> us.

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We<00:13:23.498> have<00:13:23.594> Medicare<00:13:24.156> coding<00:13:24.493> and<00:13:24.638> pricing.

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We<00:13:25.440> need<00:13:25.585> to<00:13:25.665> work<00:13:25.906> on<00:13:26.147> getting<00:13:26.805> a<00:13:26.821> more<00:13:27.030> established<00:13:27.528> cadence<00:13:27.929> with<00:13:28.025> Medicare.

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One<00:13:29.036> of<00:13:29.116> our<00:13:29.517> best<00:13:29.773> customers,<00:13:30.334> actually<00:13:30.558> one<00:13:30.654> of<00:13:30.686> our<00:13:30.815> longest-standing<00:13:31.359> customers,<00:13:31.760> has<00:13:31.856> been<00:13:32.000> the<00:13:32.080> Veterans<00:13:32.417> Administration,<00:13:33.058> where<00:13:33.218> we've<00:13:33.442> been<00:13:33.554> extraordinarily<00:13:34.292> successful<00:13:36.022> with<00:13:36.647> restoring<00:13:37.224> a<00:13:37.240> vet's<00:13:37.544> ability<00:13:38.089> to<00:13:38.425> function.

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And<00:13:39.146> it's<00:13:39.611> just,<00:13:40.284> it's<00:13:40.428> amazing<00:13:40.893> to<00:13:40.973> me.

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We<00:13:41.406> have<00:13:41.550> a—<00:13:42.655> one<00:13:42.736> of<00:13:42.768> our<00:13:42.896> great<00:13:43.072> patients<00:13:43.633> was<00:13:43.793> in<00:13:43.857> the<00:13:43.953> Air<00:13:44.098> Force.

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And<00:13:45.716> he<00:13:45.860> left<00:13:46.036> the<00:13:46.181> Air<00:13:46.277> Force<00:13:47.703> and<00:13:48.023> went<00:13:48.183> into<00:13:49.161> a<00:13:49.177> very<00:13:49.786> wonderful<00:13:50.186> professional<00:13:50.683> career.

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And<00:13:52.029> about<00:13:52.205> 16<00:13:52.590> years<00:13:52.782> ago,<00:13:52.990> he<00:13:53.086> started<00:13:53.391> getting<00:13:53.631> hand<00:13:53.807> tremors.

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And<00:13:55.153> it<00:13:55.233> got<00:13:55.410> to<00:13:55.490> a<00:13:55.634> point<00:13:55.794> where<00:13:55.890> he<00:13:56.035> couldn't<00:13:56.275> function.

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And<00:13:57.317> so<00:13:57.478> he<00:13:57.574> retired<00:13:58.039> from<00:13:58.151> his<00:13:58.232> second<00:13:58.617> career,<00:14:00.445> learned<00:14:00.718> about<00:14:01.167> our<00:14:01.264> technology,<00:14:02.066> read<00:14:02.242> some<00:14:02.451> articles<00:14:02.804> about<00:14:03.189> us,<00:14:03.814> and<00:14:03.975> went<00:14:04.135> into<00:14:04.376> his<00:14:04.552> local<00:14:04.937> VA<00:14:05.515> in<00:14:05.595> Texas<00:14:06.156> and<00:14:06.237> said,<00:14:06.477> I<00:14:06.622> want<00:14:06.750> to<00:14:06.798> have<00:14:07.023> this<00:14:07.183> product.

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And<00:14:09.108> fortunately,<00:14:09.750> we<00:14:09.846> had<00:14:09.990> already<00:14:10.167> established<00:14:10.792> a<00:14:11.033> policy<00:14:11.595> with<00:14:11.691> the<00:14:11.771> Veterans<00:14:12.028> Administration<00:14:13.696> about<00:14:13.953> 6<00:14:14.177> months<00:14:14.418> prior<00:14:14.659> to<00:14:14.739> that<00:14:15.220> so<00:14:15.364> they<00:14:15.461> could<00:14:15.781> adopt<00:14:16.263> the<00:14:16.327> technology.

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And<00:14:17.546> so<00:14:17.787> he's<00:14:18.027> one<00:14:18.188> of<00:14:18.268> our<00:14:18.733> longest-standing<00:14:19.792> customers,<00:14:20.418> but<00:14:20.658> he<00:14:20.754> served<00:14:21.059> our<00:14:21.156> country.

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It's<00:14:21.958> just<00:14:22.118> an<00:14:22.262> honor<00:14:22.599> to<00:14:22.904> help<00:14:23.064> those<00:14:23.241> patients.

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I<00:14:24.831> love<00:14:25.071> that.

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That's<00:14:25.633> super<00:14:25.955> interesting.

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Yeah,<00:14:26.758> as<00:14:26.838> you<00:14:26.918> were<00:14:27.014> saying<00:14:27.336> that,<00:14:27.657> I<00:14:27.817> realized<00:14:28.379> like<00:14:29.327> Kala<00:14:29.648> Health<00:14:30.146> doesn't<00:14:30.612> sell<00:14:31.013> directly<00:14:32.153> to<00:14:32.314> their<00:14:32.474> customers.

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There's<00:14:33.855> a<00:14:33.920> middleman<00:14:35.044> in<00:14:35.204> there,<00:14:35.365> there's<00:14:35.525> a<00:14:35.541> middle<00:14:36.152> entity<00:14:36.649> inside<00:14:37.035> of<00:14:37.115> there,<00:14:37.372> whether<00:14:37.613> it's<00:14:37.790> a<00:14:37.934> doctor,<00:14:39.058> an<00:14:39.138> insurance<00:14:39.684> company,<00:14:40.246> the<00:14:40.343> VA,<00:14:40.841> something<00:14:41.178> like<00:14:41.371> that.

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And<00:14:42.029> so<00:14:42.254> how<00:14:42.655> do<00:14:42.976> you—<00:14:43.876> I<00:14:43.956> don't<00:14:44.117> know<00:14:44.277> anything<00:14:44.598> about<00:14:44.823> this<00:14:44.984> world,<00:14:45.337> so<00:14:45.578> I'm<00:14:45.787> super<00:14:46.044> fascinated.

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Like,<00:14:46.686> how<00:14:46.991> do<00:14:47.232> you<00:14:47.408> get<00:14:48.292> doctors<00:14:48.934> to<00:14:49.175> write<00:14:49.496> prescriptions<00:14:50.299> for<00:14:50.524> your<00:14:50.684> device?

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That's<00:14:52.288> probably<00:14:52.544> the<00:14:52.929> easiest<00:14:53.346> part<00:14:53.522> of<00:14:53.586> what<00:14:53.747> we<00:14:53.907> do.

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Um,<00:14:55.109> when<00:14:55.991> partially<00:14:56.392> because<00:14:56.728> I<00:14:56.776> actually,<00:14:57.145> so<00:14:57.337> Clint,<00:14:57.594> the,<00:14:57.915> in<00:14:57.995> the<00:14:58.155> world<00:14:58.476> of<00:14:59.101> this<00:14:59.277> field<00:14:59.598> of,<00:14:59.918> of<00:15:00.079> essential<00:15:00.399> tremor<00:15:00.720> or<00:15:00.800> movement<00:15:01.105> disorders,<00:15:02.227> it's<00:15:02.403> pretty<00:15:02.563> common.

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There's<00:15:03.188> some,<00:15:03.589> uh,<00:15:03.685> some<00:15:03.910> drugs<00:15:04.311> that<00:15:04.407> are<00:15:04.471> used<00:15:04.663> at<00:15:04.807> first<00:15:05.112> line.

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Um,<00:15:06.635> uh,<00:15:06.875> they<00:15:06.972> have<00:15:07.084> some<00:15:07.452> poor<00:15:07.629> side<00:15:07.869> effects.

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So<00:15:08.318> oftentimes<00:15:08.879> patients<00:15:09.376> will<00:15:09.456> fail<00:15:09.761> the<00:15:09.793> drugs.

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It's<00:15:10.178> pretty<00:15:10.402> frequently<00:15:10.739> they<00:15:10.835> fail<00:15:11.460> the<00:15:11.556> drugs,<00:15:12.646> but<00:15:12.726> then<00:15:12.823> they<00:15:12.967> have<00:15:13.127> this<00:15:13.303> gap<00:15:13.720> in<00:15:13.800> the<00:15:13.929> treatment<00:15:14.345> where<00:15:14.666> at<00:15:14.762> the<00:15:14.971> other<00:15:15.211> end<00:15:15.323> they<00:15:15.468> have<00:15:16.093> things<00:15:16.429> like,<00:15:16.974> um,<00:15:17.311> deep<00:15:17.535> brain<00:15:17.728> stimulation<00:15:18.257> where<00:15:18.337> you're<00:15:18.834> implanting<00:15:19.699> an<00:15:19.796> electrode<00:15:20.293> in<00:15:20.421> the<00:15:20.517> brain<00:15:20.854> in<00:15:20.934> a<00:15:20.998> specific<00:15:21.399> location<00:15:21.880> in<00:15:21.944> the<00:15:22.040> brain<00:15:22.745> to<00:15:23.563> to<00:15:24.220> stimulate<00:15:24.685> constantly<00:15:25.390> to<00:15:25.551> reduce<00:15:25.807> the<00:15:25.887> tremor,<00:15:27.154> or<00:15:27.394> having<00:15:28.035> things<00:15:28.292> like<00:15:28.596> ablative,<00:15:29.093> meaning<00:15:29.398> like<00:15:29.718> brain<00:15:29.959> tissue<00:15:30.680> fried<00:15:31.001> out<00:15:31.241> of<00:15:31.321> your<00:15:31.402> brain<00:15:32.219> to<00:15:32.379> stop<00:15:32.700> the<00:15:32.764> tremors.

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And<00:15:33.277> so<00:15:33.886> for,<00:15:34.303> for<00:15:34.463> patients<00:15:34.864> who<00:15:35.040> are<00:15:35.104> struggling<00:15:35.409> with<00:15:35.505> hand<00:15:35.666> tremors,<00:15:35.906> that's<00:15:36.066> a<00:15:36.211> pretty<00:15:37.012> high<00:15:37.269> bar<00:15:37.509> to<00:15:37.653> hit.

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So<00:15:37.990> very<00:15:38.230> few<00:15:38.471> of<00:15:38.535> them,<00:15:38.631> I<00:15:38.695> think<00:15:38.759> about<00:15:39.032> 3<00:15:39.192> or<00:15:39.272> 4%,<00:15:39.657> actually<00:15:40.074> go<00:15:40.234> on<00:15:40.394> to<00:15:40.475> surgical<00:15:40.875> alternatives.

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And<00:15:42.078> so<00:15:42.558> the<00:15:42.639> physicians<00:15:43.280> know<00:15:43.536> that,<00:15:44.081> and<00:15:44.162> so<00:15:44.322> if<00:15:44.402> they<00:15:44.626> can<00:15:44.787> prescribe<00:15:45.268> something<00:15:45.604> that's<00:15:45.909> a<00:15:46.069> wearable,<00:15:47.111> it's<00:15:47.287> non-systemic,<00:15:48.169> it's<00:15:48.329> non-invasive,<00:15:49.371> it<00:15:49.435> can<00:15:49.548> be<00:15:49.676> a<00:15:49.692> complement<00:15:50.333> to<00:15:50.493> drugs<00:15:50.814> that<00:15:50.958> they're<00:15:51.135> already<00:15:51.439> on,<00:15:52.722> that<00:15:53.683> they<00:15:53.844> can<00:15:54.244> use<00:15:54.485> on<00:15:55.566> to<00:15:55.647> help<00:15:55.905> them<00:15:56.276> gain<00:15:56.454> control<00:15:56.841> when<00:15:56.938> they<00:15:57.035> most<00:15:57.341> need<00:15:57.503> it,<00:15:58.552> they're<00:15:58.874> very<00:15:59.197> willing<00:15:59.439> to<00:15:59.585> do<00:15:59.762> it.

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The<00:16:00.246> harder<00:16:00.714> part<00:16:00.908> of<00:16:00.989> our<00:16:01.134> challenge<00:16:01.699> is<00:16:01.860> getting<00:16:02.586> the<00:16:02.732> payers<00:16:03.377> to<00:16:03.490> say<00:16:03.781> yes.

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And<00:16:04.200> so<00:16:04.330> that<00:16:04.508> is<00:16:05.077> the<00:16:05.239> Veterans<00:16:05.516> Administration,<00:16:06.231> Medicare,<00:16:07.043> the<00:16:07.368> federal<00:16:07.693> government,<00:16:08.733> and<00:16:08.831> the<00:16:09.074> insurance<00:16:10.033> companies,<00:16:12.350> partially<00:16:12.625> because<00:16:13.014> it's<00:16:13.176> not<00:16:13.338> a<00:16:13.435> well-known<00:16:13.840> condition<00:16:14.569> to<00:16:14.715> them.

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They<00:16:15.136> obviously<00:16:15.525> have<00:16:15.703> on<00:16:15.801> top<00:16:16.044> of<00:16:16.125> their<00:16:16.351> list<00:16:16.594> things<00:16:16.902> like<00:16:17.550> obesity<00:16:18.134> and<00:16:18.215> diabetes<00:16:19.009> and<00:16:19.090> congestive<00:16:19.576> heart<00:16:19.754> failure,<00:16:20.159> which<00:16:20.321> are<00:16:20.492> very<00:16:20.892> big,<00:16:21.133> costly<00:16:22.510> disease<00:16:22.751> states<00:16:23.135> to<00:16:23.280> the<00:16:23.312> system.

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And<00:16:24.337> so<00:16:24.914> essential<00:16:25.282> tremor<00:16:25.475> is<00:16:25.619> not<00:16:25.779> kind<00:16:25.923> of<00:16:26.003> top<00:16:26.260> of<00:16:26.324> their<00:16:26.420> list.

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And<00:16:26.981> so<00:16:27.461> their<00:16:27.766> kind<00:16:27.894> of<00:16:27.942> a<00:16:28.006> reaction<00:16:28.407> is<00:16:28.503> we'll<00:16:28.647> just<00:16:28.743> take<00:16:28.984> drugs<00:16:29.929> until<00:16:30.185> you<00:16:30.329> have<00:16:30.442> to<00:16:30.570> get<00:16:30.746> in<00:16:30.842> and<00:16:30.970> explain<00:16:31.467> to<00:16:31.547> the<00:16:31.611> medical<00:16:31.932> directors<00:16:32.284> about<00:16:32.669> this<00:16:32.829> treatment<00:16:33.230> gap.

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And<00:16:33.646> so<00:16:33.774> that's<00:16:33.999> what<00:16:34.095> our<00:16:34.191> team<00:16:34.351> has<00:16:34.511> been<00:16:34.656> doing.

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We<00:16:35.537> have,<00:16:36.835> we<00:16:36.931> have<00:16:37.315> a<00:16:37.379> medical<00:16:37.636> director,<00:16:38.116> we<00:16:38.261> have<00:16:38.661> a<00:16:39.623> health<00:16:39.799> economics<00:16:40.344> and<00:16:40.584> outcomes<00:16:40.840> research<00:16:41.401> team,<00:16:42.202> we<00:16:42.298> have<00:16:42.443> a<00:16:42.507> payer<00:16:42.843> relations<00:16:43.324> team,<00:16:43.708> and<00:16:43.820> it's<00:16:43.949> kind<00:16:44.109> of<00:16:44.141> a<00:16:44.269> joint<00:16:45.230> full-court<00:16:45.791> press<00:16:46.512> to<00:16:46.624> get<00:16:46.785> in<00:16:46.913> front<00:16:47.057> of<00:16:47.089> these<00:16:47.249> medical<00:16:47.490> directors<00:16:47.970> and<00:16:48.050> to<00:16:48.131> tell<00:16:48.307> our<00:16:48.467> story.

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Yeah,<00:16:49.578> I<00:16:49.690> imagine<00:16:50.156> the<00:16:50.397> sales<00:16:50.799> cycle<00:16:51.282> is<00:16:51.443> kind<00:16:51.700> of<00:16:51.925> long<00:16:52.568> for<00:16:52.729> that,<00:16:53.115> right?

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There's<00:16:53.854> all<00:16:54.015> this<00:16:54.240> like<00:16:54.738> bureaucracy<00:16:55.623> that<00:16:55.783> sounds<00:16:56.089> like—<00:16:56.668> it<00:16:56.748> sounds<00:16:56.909> like<00:16:57.054> a<00:16:57.070> lot<00:16:57.214> of<00:16:57.440> paperwork.

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It<00:16:59.182> is.

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It<00:16:59.892> is<00:17:00.037> a<00:17:00.053> lot<00:17:00.134> of<00:17:00.279> paperwork.

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And<00:17:00.860> I'm<00:17:01.005> not<00:17:01.118> a<00:17:01.183> paper<00:17:01.506> person.

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So<00:17:02.151> yes,<00:17:02.393> it<00:17:02.490> is<00:17:02.635> a<00:17:02.651> lot<00:17:02.812> of<00:17:02.877> paperwork.

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I<00:17:06.917> wonder<00:17:07.241> also,<00:17:07.580> like,<00:17:07.806> how<00:17:08.194> has<00:17:08.534> this<00:17:08.841> boom<00:17:09.196> in<00:17:09.326> artificial<00:17:09.843> intelligence<00:17:10.473> and<00:17:10.618> AI<00:17:11.039> over<00:17:11.281> the<00:17:11.362> past<00:17:11.685> year,<00:17:12.332> how<00:17:12.477> has<00:17:12.639> that<00:17:12.752> affected<00:17:13.156> your<00:17:13.301> business,<00:17:13.932> if<00:17:14.045> at<00:17:14.174> all?

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No,<00:17:15.558> we<00:17:15.639> use,<00:17:17.357> well,<00:17:17.778> our<00:17:17.989> algorithm<00:17:18.637> today<00:17:19.140> is<00:17:20.922> quite<00:17:21.182> simple.

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It's<00:17:21.652> a<00:17:21.716> pretty<00:17:21.879> unique<00:17:22.073> technology.

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So<00:17:22.790> we,<00:17:23.471> the<00:17:23.536> device<00:17:23.893> is<00:17:24.022> customized<00:17:24.590> to<00:17:24.769> each<00:17:24.931> patient's<00:17:25.401> tremor.

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So<00:17:26.212> onboard<00:17:26.618> the<00:17:26.650> device,<00:17:27.024> we<00:17:27.105> have<00:17:27.202> motion<00:17:27.526> sensors.

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I'll<00:17:27.981> actually<00:17:28.159> show<00:17:28.354> you<00:17:29.132> our<00:17:29.230> device.

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So<00:17:29.862> this<00:17:29.976> is<00:17:30.106> our<00:17:30.674> Kala<00:17:30.933> Trio<00:17:31.193> that's<00:17:31.322> been<00:17:31.485> in<00:17:31.565> market<00:17:31.903> for<00:17:33.176> almost<00:17:33.418> 4<00:17:33.659> years.

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Onboard<00:17:34.964> motion<00:17:35.270> sensors<00:17:35.689> in<00:17:35.834> the<00:17:35.867> stimulator<00:17:36.656> are<00:17:36.881> actually<00:17:37.284> used<00:17:37.526> to<00:17:37.768> read<00:17:38.041> the<00:17:38.170> frequency<00:17:38.654> of<00:17:38.734> the<00:17:38.815> tremor<00:17:39.137> of<00:17:39.379> each<00:17:39.540> individual<00:17:40.023> patient.

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It<00:17:41.197> then<00:17:41.534> adjusts<00:17:41.870> our<00:17:42.015> waveform<00:17:42.496> to<00:17:42.592> match<00:17:43.041> the<00:17:43.105> needs<00:17:43.538> of<00:17:43.618> that<00:17:43.858> patient.

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Then<00:17:45.413> it's<00:17:45.622> programmed<00:17:46.118> or<00:17:46.247> individualized,<00:17:47.000> and<00:17:47.128> then<00:17:47.225> a<00:17:47.241> patient<00:17:47.561> can<00:17:47.705> press<00:17:47.946> the<00:17:48.106> big<00:17:48.250> gray<00:17:48.427> button<00:17:48.747> and<00:17:48.828> start<00:17:49.068> a,<00:17:49.292> a<00:17:49.308> therapy<00:17:49.709> session.

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So<00:17:50.350> very<00:17:50.751> intuitive,<00:17:51.216> very<00:17:51.392> simple<00:17:51.713> to<00:17:51.873> use.

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As<00:17:53.380> we<00:17:53.476> get<00:17:53.701> more<00:17:53.861> complex<00:17:54.598> and<00:17:54.679> we<00:17:54.775> now<00:17:55.095> start<00:17:55.400> to<00:17:55.560> get<00:17:56.666> individual<00:17:57.724> level<00:17:58.109> datasets,<00:17:58.670> then<00:17:59.103> moving<00:17:59.407> into<00:17:59.712> more<00:17:59.824> sort<00:17:59.985> of<00:18:00.113> population<00:18:00.690> level<00:18:00.930> datasets,<00:18:01.347> and<00:18:01.411> we<00:18:01.555> begin<00:18:01.812> to<00:18:01.892> see<00:18:02.052> how<00:18:02.213> different<00:18:02.517> algorithms<00:18:03.960> can<00:18:04.056> be<00:18:04.216> used<00:18:04.762> for<00:18:05.242> different<00:18:06.076> therapy<00:18:06.605> options.

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That's<00:18:07.823> when<00:18:07.968> we<00:18:08.064> get<00:18:08.224> moving<00:18:08.545> into<00:18:08.881> some<00:18:09.170> more<00:18:09.346> complicated<00:18:10.693> things<00:18:10.885> like<00:18:11.174> AI<00:18:11.430> and<00:18:11.590> ML.

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But<00:18:12.552> on<00:18:12.632> the<00:18:12.712> flip<00:18:12.937> side,<00:18:13.177> we've<00:18:13.337> also<00:18:13.593> been<00:18:13.738> able<00:18:13.914> to<00:18:14.074> really<00:18:14.298> successfully<00:18:14.939> use<00:18:15.997> some<00:18:16.157> RPA<00:18:16.638> and<00:18:16.798> ML<00:18:17.118> tools<00:18:18.144> in<00:18:18.304> some<00:18:18.480> of<00:18:18.736> our<00:18:19.121> ability<00:18:19.425> to<00:18:20.002> issue<00:18:20.242> claims<00:18:21.124> more<00:18:21.428> rapidly,<00:18:21.925> right?

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Because<00:18:22.630> the<00:18:22.710> claims<00:18:23.062> that<00:18:23.190> we<00:18:23.271> have<00:18:23.367> to<00:18:23.463> submit<00:18:23.767> aren't<00:18:23.911> just<00:18:24.088> a<00:18:24.152> single<00:18:24.408> form.

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It's<00:18:25.369> often<00:18:25.754> a<00:18:25.770> lot<00:18:25.930> of<00:18:25.994> the<00:18:26.026> medical<00:18:26.347> necessity<00:18:27.132> and<00:18:27.276> other<00:18:27.436> documentation<00:18:28.173> that<00:18:28.333> needs<00:18:28.558> to<00:18:28.638> support<00:18:29.695> the<00:18:29.759> request<00:18:30.256> for<00:18:30.560> payment<00:18:30.961> for<00:18:31.137> our<00:18:31.233> technology.

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And<00:18:32.163> so<00:18:33.044> oftentimes<00:18:33.605> you<00:18:33.701> can<00:18:33.845> use<00:18:34.342> and<00:18:34.486> do<00:18:34.662> searches<00:18:35.047> for<00:18:35.159> keywords<00:18:35.703> and<00:18:35.784> simple<00:18:36.088> things<00:18:36.264> like<00:18:36.424> that<00:18:36.985> to<00:18:37.081> make<00:18:37.306> that<00:18:37.402> part<00:18:37.674> of<00:18:37.706> our<00:18:37.786> business<00:18:38.027> super<00:18:38.267> efficiently.

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So<00:18:38.908> we<00:18:39.052> use<00:18:39.244> it<00:18:39.533> where<00:18:39.629> we<00:18:39.789> need<00:18:39.949> it,<00:18:40.270> I<00:18:40.350> guess<00:18:40.526> I'd<00:18:40.670> say.

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Yeah,<00:18:42.676> yeah,<00:18:43.078> that<00:18:43.238> sounds,<00:18:43.560> that<00:18:43.736> sounds<00:18:44.042> right.

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Uh,<00:18:45.327> what's<00:18:45.568> the<00:18:45.648> best<00:18:46.034> leadership<00:18:46.548> advice<00:18:47.400> you've<00:18:47.592> ever<00:18:47.737> gotten?

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Oh,<00:18:50.452> uh,<00:18:50.790> listen<00:18:51.175> more,<00:18:51.352> talk<00:18:51.673> less.

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Is<00:18:53.023> that's<00:18:53.264> hard<00:18:53.425> to<00:18:53.505> do<00:18:53.682> though,<00:18:53.923> right?

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Like<00:18:54.469> that's,<00:18:54.806> that's<00:18:55.047> easier<00:18:55.369> said<00:18:55.610> than<00:18:55.770> done.

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It<00:18:56.815> is.

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And<00:18:57.458> I,<00:18:57.843> um,<00:18:58.727> I<00:18:59.369> even<00:19:00.092> having<00:19:00.430> known<00:19:00.751> that<00:19:00.976> and<00:19:01.073> been,<00:19:01.555> you<00:19:01.876> know,<00:19:02.583> that's<00:19:02.760> one<00:19:02.808> of<00:19:02.856> the<00:19:03.001> early<00:19:03.242> things<00:19:03.483> I<00:19:03.643> learned<00:19:03.900> in<00:19:04.029> life.

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Um,<00:19:05.877> I<00:19:07.033> still<00:19:07.515> to<00:19:07.644> this<00:19:07.821> day<00:19:08.447> force<00:19:08.784> myself<00:19:09.250> to<00:19:09.346> keep<00:19:09.651> quiet<00:19:09.989> and<00:19:10.133> really<00:19:10.390> listen.

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Because<00:19:10.792> what<00:19:10.936> I<00:19:11.113> think<00:19:11.578> you—<00:19:11.900> I<00:19:11.996> think<00:19:12.221> you<00:19:12.381> learn<00:19:12.638> more<00:19:13.746> oftentimes<00:19:14.244> in<00:19:14.405> the<00:19:14.646> gaps<00:19:15.127> when<00:19:15.288> people<00:19:15.609> pause<00:19:16.107> or<00:19:16.251> don't<00:19:16.428> say<00:19:16.589> something<00:19:17.520> than<00:19:17.681> you<00:19:17.841> do<00:19:18.002> by<00:19:18.162> what<00:19:18.323> they're<00:19:18.435> saying.

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And<00:19:19.543> from<00:19:19.848> like<00:19:20.427> a<00:19:20.443> manufacturer,<00:19:21.791> it's<00:19:21.936> so—<00:19:22.048> it's<00:19:22.273> so—<00:19:22.514> your<00:19:22.675> business<00:19:23.012> is<00:19:23.060> so<00:19:23.237> fascinating.

00:19:23.574 --> 00:19:25.180
You<00:19:23.606> got<00:19:23.735> like<00:19:23.879> a<00:19:23.895> manufacturing<00:19:24.698> side<00:19:24.987> of<00:19:25.083> it.

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You've<00:19:25.389> got<00:19:25.629> like<00:19:25.806> the<00:19:25.886> bureaucracy<00:19:26.464> side<00:19:26.689> of<00:19:26.770> it.

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You've<00:19:26.930> got<00:19:27.075> like<00:19:27.251> the<00:19:27.316> actual<00:19:27.540> healthcare<00:19:27.894> side<00:19:28.070> of<00:19:28.151> it.

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You<00:19:28.697> got<00:19:28.793> the<00:19:28.873> sales<00:19:29.162> side<00:19:29.275> of<00:19:29.355> it.

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From<00:19:29.660> a<00:19:29.676> manufacturing<00:19:30.463> standpoint,<00:19:31.491> what<00:19:31.587> is<00:19:31.732> that<00:19:31.908> process<00:19:32.454> like?

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Like,<00:19:33.016> what<00:19:33.129> is<00:19:33.257> it<00:19:33.353> like<00:19:33.594> to<00:19:33.691> manufacture<00:19:34.461> a<00:19:34.478> device<00:19:34.959> that<00:19:35.104> you<00:19:35.184> just<00:19:35.297> showed<00:19:35.457> us?

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Well,<00:19:37.529> since<00:19:37.753> I<00:19:37.914> have—<00:19:38.476> I<00:19:38.717> actually<00:19:38.974> ran<00:19:39.199> manufacturing<00:19:39.857> for<00:19:39.937> about<00:19:40.242> 4<00:19:40.419> months<00:19:40.740> and<00:19:40.820> I've<00:19:40.981> built<00:19:41.222> devices.

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This<00:19:42.747> device<00:19:43.085> is<00:19:43.229> pretty<00:19:43.454> complex.

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This<00:19:44.193> device<00:19:44.578> has—<00:19:45.622> we<00:19:45.702> have<00:19:45.798> a<00:19:45.879> lot<00:19:46.120> of<00:19:46.344> our<00:19:47.886> PCB<00:19:48.287> boards<00:19:48.930> and<00:19:49.797> other<00:19:50.953> instrumentation<00:19:52.157> kind<00:19:52.703> of<00:19:52.784> come<00:19:52.944> in<00:19:53.089> pre-assembled.

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We<00:19:54.197> have<00:19:54.245> about<00:19:54.389> 25<00:19:54.951> parts<00:19:55.353> and<00:19:55.433> some<00:19:55.674> tiny<00:19:55.995> little<00:19:56.156> screws<00:19:57.199> that<00:19:57.505> make<00:19:57.826> up<00:19:58.404> this<00:19:58.564> stim<00:19:58.886> product.

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The<00:19:59.769> band<00:20:00.010> comes<00:20:00.250> in<00:20:00.395> fully<00:20:00.652> assembled,<00:20:02.177> though<00:20:02.274> it<00:20:02.338> houses<00:20:02.723> some<00:20:03.221> pretty<00:20:03.446> cool<00:20:03.623> dry<00:20:03.783> electrode<00:20:04.265> material<00:20:04.650> that<00:20:04.731> we've<00:20:04.891> developed.

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The<00:20:06.433> next-gen<00:20:07.060> hardware<00:20:07.461> that<00:20:07.622> we're<00:20:07.718> in<00:20:07.799> the<00:20:07.879> process<00:20:08.361> of<00:20:08.506> launching<00:20:09.020> is<00:20:09.164> a<00:20:09.245> much<00:20:09.727> simpler<00:20:10.192> device.

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It<00:20:10.594> has<00:20:10.739> about<00:20:10.948> 12<00:20:11.333> components<00:20:12.538> and<00:20:12.683> it<00:20:12.779> goes<00:20:13.084> from<00:20:13.245> about<00:20:13.406> a<00:20:13.422> 60-minute<00:20:14.225> build<00:20:14.466> time<00:20:14.787> for<00:20:14.932> this<00:20:15.173> one<00:20:15.350> stimulator<00:20:16.539> down<00:20:16.876> to<00:20:17.262> probably<00:20:18.483> maybe<00:20:18.724> 5<00:20:18.965> to<00:20:19.109> 10<00:20:19.350> minutes.

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So<00:20:20.411> we've,<00:20:20.796> we've<00:20:20.973> learned<00:20:21.278> a<00:20:21.375> lot<00:20:21.696> by,<00:20:21.937> by<00:20:22.178> doing<00:20:22.403> this<00:20:22.580> in-house.

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We<00:20:23.704> learned<00:20:24.106> what<00:20:24.331> we<00:20:24.508> could,<00:20:25.455> how<00:20:25.616> we<00:20:25.696> could<00:20:25.857> consolidate<00:20:26.355> some<00:20:26.516> of<00:20:26.580> our<00:20:26.757> boards,<00:20:27.624> use<00:20:27.946> fewer<00:20:28.203> materials,<00:20:28.926> really<00:20:29.247> design<00:20:29.568> it<00:20:29.633> for<00:20:29.713> manufacturability.

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So<00:20:31.014> we<00:20:31.095> learned<00:20:31.271> a<00:20:31.320> lot<00:20:31.496> by<00:20:31.657> being<00:20:31.753> the<00:20:31.786> manufacturer<00:20:32.316> of<00:20:32.444> the<00:20:32.492> device.

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Have<00:20:33.922> you<00:20:34.051> run<00:20:34.228> into<00:20:34.454> any<00:20:34.696> like<00:20:34.873> supply<00:20:35.276> chain<00:20:35.582> issues<00:20:36.002> or<00:20:36.082> any<00:20:36.469> like<00:20:36.711> these<00:20:37.356> other<00:20:37.533> companies<00:20:37.871> that<00:20:38.097> have<00:20:38.258> been<00:20:38.420> running<00:20:38.726> into<00:20:38.984> over<00:20:39.129> the<00:20:39.226> past<00:20:39.467> few<00:20:39.612> years?

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Yeah.

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Yeah.

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No,<00:20:41.305> we<00:20:41.370> had,<00:20:43.402> we<00:20:43.515> still<00:20:43.886> have,<00:20:44.306> we<00:20:44.403> still<00:20:44.935> have<00:20:45.597> a<00:20:46.403> 52-week<00:20:47.517> lead<00:20:47.775> time<00:20:48.178> on<00:20:48.340> like<00:20:49.130> one<00:20:49.324> or<00:20:49.453> two<00:20:49.646> of<00:20:49.776> our<00:20:49.953> parts.

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We<00:20:51.067> feel<00:20:51.326> it's<00:20:51.553> loosening<00:20:51.975> now,<00:20:53.435> but<00:20:53.581> you<00:20:53.613> would<00:20:53.759> see<00:20:54.003> it<00:20:54.084> kind<00:20:54.246> of<00:20:54.327> get<00:20:54.635> better<00:20:55.462> and<00:20:55.543> then<00:20:55.689> all<00:20:55.722> of<00:20:55.803> a<00:20:55.852> sudden<00:20:56.095> it<00:20:56.176> would,<00:20:56.371> it<00:20:56.436> would<00:20:56.598> get,<00:20:56.922> get<00:20:57.149> worse<00:20:57.409> again.

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And<00:20:57.976> so,<00:20:59.838> we've<00:20:59.998> been<00:21:00.095> doing<00:21:00.335> a<00:21:00.399> lot<00:21:00.576> of<00:21:00.656> advanced<00:21:00.977> purchasing<00:21:02.020> and<00:21:02.164> obviously<00:21:03.624> paying<00:21:04.009> a<00:21:04.025> lot<00:21:04.266> for—<00:21:04.539> there<00:21:04.603> was<00:21:04.731> a<00:21:04.812> part,<00:21:05.148> I<00:21:05.229> think,<00:21:06.047> in<00:21:06.175> the<00:21:06.496> pre-COVID<00:21:07.138> world,<00:21:07.475> it<00:21:07.555> was<00:21:08.277> $1.40<00:21:09.143> for<00:21:09.320> a<00:21:09.400> part.

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And<00:21:09.881> in<00:21:10.042> the<00:21:10.202> kind<00:21:10.363> of<00:21:10.443> gray<00:21:10.619> market,<00:21:11.069> it<00:21:11.149> was<00:21:11.823> $70<00:21:12.609> that<00:21:12.689> we<00:21:12.785> were<00:21:12.914> paying<00:21:13.170> for.

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Oh,<00:21:14.598> wow.

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It<00:21:15.561> was<00:21:15.657> tough.

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How<00:21:16.716> do<00:21:16.844> we<00:21:16.941> solve<00:21:17.246> that<00:21:17.422> issue<00:21:17.903> just<00:21:18.369> more<00:21:18.545> broadly?

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Like,<00:21:20.133> I<00:21:20.150> mean,<00:21:20.535> how<00:21:20.631> do<00:21:20.775> we—<00:21:21.337> I<00:21:21.497> assume<00:21:21.770> you're<00:21:21.898> getting<00:21:22.075> it<00:21:22.219> from<00:21:22.380> China<00:21:22.652> or<00:21:22.877> Asia<00:21:23.439> or<00:21:23.679> somewhere<00:21:24.064> over<00:21:24.241> there.

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And,<00:21:26.029> you<00:21:26.109> know,<00:21:26.287> shipping<00:21:26.673> it<00:21:27.076> over<00:21:27.237> here.

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How<00:21:27.559> do<00:21:27.704> we<00:21:27.945> create<00:21:28.364> that<00:21:28.670> in<00:21:28.767> the<00:21:28.847> United<00:21:29.153> States<00:21:29.668> or<00:21:30.538> fix<00:21:30.779> that<00:21:31.005> supply<00:21:31.504> chain<00:21:31.826> issue?

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Have<00:21:32.309> you—<00:21:32.792> I<00:21:32.809> mean,<00:21:33.356> I<00:21:33.372> mean,<00:21:33.598> I<00:21:33.678> guess<00:21:33.855> if<00:21:34.000> you<00:21:34.097> knew<00:21:34.210> that<00:21:34.323> answer,<00:21:34.632> you'd<00:21:34.795> be<00:21:35.038> president.

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Exactly.

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Exactly.

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I<00:21:36.517> mean,<00:21:36.663> I'd<00:21:36.826> have<00:21:36.940> a<00:21:37.005> different<00:21:37.313> job.

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I'll<00:21:40.187> say<00:21:40.445> this<00:21:42.690> because<00:21:43.013> we're<00:21:43.126> small,<00:21:43.740> we<00:21:43.820> can't<00:21:44.159> be<00:21:44.563> mean<00:21:44.805> to<00:21:44.951> our<00:21:45.064> suppliers.

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I'm<00:21:45.839> sure<00:21:46.017> there<00:21:46.097> were<00:21:46.162> a<00:21:46.178> lot<00:21:46.404> of<00:21:46.501> bigger<00:21:46.727> players<00:21:47.228> flexing<00:21:47.615> their<00:21:47.680> muscles.

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And<00:21:48.730> so<00:21:48.909> we<00:21:49.088> have<00:21:49.234> always<00:21:49.478> been<00:21:49.576> very<00:21:49.983> workable<00:21:51.432> and<00:21:52.018> very<00:21:52.409> appreciative<00:21:53.077> for—<00:21:53.240> we<00:21:53.305> had<00:21:53.354> a<00:21:53.370> couple<00:21:53.484> of<00:21:53.516> suppliers<00:21:53.647> that<00:21:53.712> just<00:21:53.777> stepped<00:21:53.875> up<00:21:53.907> and<00:21:53.956> bought<00:21:54.037> stuff<00:21:54.151> on<00:21:54.282> our<00:21:54.314> behalf.

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Off.

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And<00:21:58.371> yeah,<00:21:59.125> they<00:21:59.269> passed<00:21:59.670> it<00:22:00.216> at<00:22:00.296> the<00:22:00.376> high<00:22:00.553> price,<00:22:00.874> they<00:22:00.954> passed<00:22:01.275> it<00:22:01.355> through,<00:22:01.596> but<00:22:02.157> they<00:22:02.382> were<00:22:02.462> at<00:22:02.542> least<00:22:02.783> able<00:22:02.959> to<00:22:03.104> get<00:22:03.280> volumes.

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And<00:22:04.387> so,<00:22:04.564> when<00:22:04.708> you<00:22:05.190> have<00:22:05.687> the<00:22:06.024> sort<00:22:06.233> of<00:22:06.553> everybody<00:22:06.874> helping<00:22:07.195> each<00:22:07.356> other<00:22:07.596> out<00:22:08.735> to<00:22:08.976> kind<00:22:09.137> of<00:22:09.217> get<00:22:09.377> through<00:22:09.538> these<00:22:09.634> supply<00:22:09.939> chain<00:22:10.179> issues,<00:22:10.436> it's<00:22:10.982> been<00:22:11.142> nice<00:22:11.463> to<00:22:11.607> work<00:22:11.768> with<00:22:11.928> some<00:22:12.024> of<00:22:12.586> our<00:22:12.811> vendors.

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What<00:22:14.672> do<00:22:14.752> you<00:22:14.832> think<00:22:15.073> the<00:22:15.153> future<00:22:15.554> of<00:22:15.699> healthcare<00:22:16.340> is?

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I<00:22:16.774> mean,<00:22:17.319> with<00:22:17.544> this<00:22:17.865> AI,<00:22:18.185> like<00:22:18.362> it<00:22:18.426> sounds<00:22:18.907> like<00:22:19.004> we're<00:22:19.100> going<00:22:19.244> to<00:22:19.309> have<00:22:19.485> like<00:22:19.790> AI<00:22:20.063> surgeries<00:22:21.170> and<00:22:21.250> like<00:22:21.956> all<00:22:22.293> these<00:22:22.774> various<00:22:23.079> things.

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Like,<00:22:23.817> what<00:22:24.234> does<00:22:24.443> the<00:22:24.475> next<00:22:24.780> 10<00:22:24.940> years<00:22:25.245> look<00:22:27.010> Next<00:22:27.251> 10<00:22:27.427> years.

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Well,<00:22:27.845> so<00:22:28.069> just<00:22:28.230> a<00:22:28.470> quick<00:22:28.727> note,<00:22:29.578> when<00:22:29.658> I<00:22:29.738> was<00:22:29.899> at<00:22:30.075> J&J<00:22:31.600> in<00:22:31.680> their<00:22:31.840> ventures<00:22:32.306> group,<00:22:32.563> one<00:22:32.739> of<00:22:32.884> the<00:22:33.124> companies<00:22:33.686> that<00:22:33.830> I<00:22:33.927> helped<00:22:34.232> start,<00:22:34.713> which<00:22:34.873> was<00:22:35.435> some<00:22:35.531> technology<00:22:36.077> that<00:22:36.414> J&J<00:22:36.703> had<00:22:36.815> been<00:22:37.040> funding<00:22:37.858> with<00:22:38.019> an<00:22:38.099> outside<00:22:38.484> third<00:22:38.725> party,<00:22:40.009> we<00:22:40.185> decided<00:22:40.586> to<00:22:40.651> stand<00:22:40.891> it<00:22:40.972> up<00:22:41.068> as<00:22:41.228> a<00:22:41.244> standalone<00:22:41.710> company.

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And<00:22:42.753> it<00:22:42.833> was<00:22:43.379> a<00:22:43.475> robotics<00:22:44.021> company<00:22:44.342> called<00:22:44.598> Verb<00:22:44.839> Surgical<00:22:45.385> that<00:22:45.545> was<00:22:45.786> partnered<00:22:46.123> between<00:22:46.508> J&J's<00:22:48.033> Ethicon<00:22:48.434> surgical<00:22:48.771> business<00:22:49.397> and<00:22:49.718> Verily<00:22:50.135> and<00:22:50.295> Google.

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And<00:22:51.355> so,<00:22:52.637> It,<00:22:53.445> in<00:22:53.542> my<00:22:53.720> mind,<00:22:54.431> that<00:22:55.563> whole<00:22:55.886> area<00:22:56.371> of<00:22:56.452> surgical<00:22:56.840> robotics<00:22:57.422> or<00:22:57.649> AI<00:22:58.005> surgeries,<00:23:00.489> I<00:23:00.827> think<00:23:01.954> the<00:23:02.034> future<00:23:02.743> of<00:23:02.920> the<00:23:03.387> operating<00:23:03.805> theater<00:23:04.514> is<00:23:05.093> going<00:23:05.206> to<00:23:05.254> be<00:23:05.351> so<00:23:05.979> data-rich<00:23:07.025> and<00:23:07.122> it's<00:23:07.267> going<00:23:07.379> to<00:23:07.444> be<00:23:07.589> so<00:23:07.846> improved<00:23:08.394> going<00:23:08.635> forward<00:23:09.424> that<00:23:09.505> I'm<00:23:09.650> super<00:23:09.908> excited.

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That<00:23:10.426> was<00:23:10.637> my<00:23:10.815> vision<00:23:11.123> for<00:23:12.110> doing<00:23:12.417> that<00:23:12.660> was<00:23:13.227> the<00:23:13.308> ability<00:23:13.729> to<00:23:13.810> take<00:23:14.052> an<00:23:14.117> incredibly<00:23:14.781> data-rich<00:23:15.283> environment<00:23:16.399> and<00:23:16.545> then<00:23:16.869> use<00:23:17.144> that<00:23:17.354> data<00:23:17.597> to<00:23:17.694> make<00:23:17.937> things<00:23:18.164> better<00:23:18.343> and<00:23:18.511> optimize,<00:23:19.081> optimize<00:23:19.433> patient<00:23:19.752> care<00:23:20.003> and<00:23:20.087> patient<00:23:20.255> outcomes.

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Comes.

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So,<00:23:21.498> I'm<00:23:21.610> excited<00:23:22.075> by<00:23:22.155> the<00:23:22.299> future<00:23:22.861> of<00:23:23.342> all<00:23:23.438> these<00:23:23.598> technologies.

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I'm<00:23:24.240> not<00:23:24.400> afraid<00:23:24.705> of<00:23:24.801> them.

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I<00:23:26.629> also<00:23:26.885> think<00:23:27.607> the<00:23:27.767> wave<00:23:28.152> of<00:23:28.328> interest<00:23:28.713> in<00:23:28.809> primary<00:23:29.355> care,<00:23:29.611> we<00:23:29.755> have<00:23:30.012> to<00:23:30.108> get<00:23:30.317> after<00:23:31.054> some<00:23:31.231> of<00:23:31.295> our<00:23:31.391> massive<00:23:32.080> health<00:23:32.337> issues.

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Obviously,<00:23:33.780> all<00:23:33.860> the<00:23:33.940> weight<00:23:34.101> loss<00:23:34.325> drugs<00:23:34.582> are<00:23:34.662> in,<00:23:35.143> in<00:23:35.287> all<00:23:35.400> the<00:23:35.480> news<00:23:35.704> reports<00:23:36.089> these<00:23:36.281> days.

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Obesity<00:23:37.949> is<00:23:38.045> a<00:23:38.109> very<00:23:38.494> real<00:23:38.671> global<00:23:39.232> problem,<00:23:39.873> and<00:23:39.953> associated<00:23:40.370> with<00:23:40.515> it<00:23:40.595> is<00:23:40.675> type<00:23:40.899> 2<00:23:40.996> diabetes.

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I<00:23:42.278> think<00:23:42.423> there's<00:23:42.583> just<00:23:42.663> so<00:23:42.840> much<00:23:43.080> we<00:23:43.224> can<00:23:43.385> do<00:23:44.443> in<00:23:44.539> a<00:23:44.603> preventative<00:23:45.325> way<00:23:45.726> before<00:23:46.143> things<00:23:46.367> happen<00:23:46.768> that<00:23:46.912> makes<00:23:47.153> more<00:23:47.265> sense<00:23:47.570> than<00:23:47.794> all<00:23:47.890> of<00:23:48.035> this<00:23:48.612> downstream<00:23:49.174> care<00:23:49.415> that<00:23:49.495> we<00:23:49.591> spend<00:23:49.832> so<00:23:50.137> much<00:23:50.362> money<00:23:50.699> on.

00:23:52.143 --> 00:23:53.764
And<00:23:52.288> what<00:23:52.400> is<00:23:52.544> the<00:23:52.625> future<00:23:53.026> of<00:23:53.170> Cala<00:23:53.427> Health?

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Where<00:23:54.053> do<00:23:54.133> you,<00:23:54.470> where<00:23:54.567> do<00:23:54.599> you<00:23:54.711> see<00:23:54.936> the<00:23:55.016> company?

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I'm<00:23:56.798> so<00:23:56.942> excited<00:23:57.215> by<00:23:57.295> our<00:23:57.440> future.

00:23:57.761 --> 00:24:08.322
So<00:23:58.387> when<00:23:58.547> you<00:23:58.868> think<00:23:59.061> about<00:23:59.590> our<00:23:59.703> stimulation<00:24:00.409> platform,<00:24:01.837> we<00:24:02.335> have,<00:24:03.539> in<00:24:03.683> working<00:24:03.924> with<00:24:04.004> some<00:24:04.100> of<00:24:04.165> our<00:24:04.405> partners,<00:24:04.823> we've<00:24:05.063> also<00:24:05.465> in-licensed<00:24:07.005> some<00:24:07.230> additional<00:24:07.712> applications.

00:24:08.450 --> 00:24:17.197
So<00:24:08.659> we've<00:24:09.076> done<00:24:09.477> work<00:24:09.734> in<00:24:09.862> the<00:24:09.894> neurology<00:24:10.504> field,<00:24:11.162> both<00:24:11.467> we<00:24:11.548> have<00:24:11.708> now<00:24:12.302> approval<00:24:12.751> for<00:24:12.848> essential<00:24:13.249> tremor<00:24:13.634> and<00:24:13.714> we've<00:24:13.875> expanded<00:24:14.453> into<00:24:14.693> Parkinsonian<00:24:15.480> tremor,<00:24:15.801> which<00:24:15.913> is<00:24:16.058> very<00:24:16.379> exciting<00:24:16.844> for<00:24:17.005> us.

00:24:18.143 --> 00:24:22.760
We<00:24:18.448> also<00:24:18.768> have<00:24:18.880> done<00:24:19.025> some<00:24:19.265> work<00:24:19.442> in<00:24:19.570> the<00:24:19.650> migraine<00:24:20.211> area,<00:24:21.109> along<00:24:21.413> with<00:24:21.509> some<00:24:21.590> of<00:24:21.670> the<00:24:21.750> inflammation<00:24:22.391> targets.

00:24:22.872 --> 00:24:27.408
And<00:24:22.936> so,<00:24:23.096> we<00:24:23.257> actually<00:24:23.497> have<00:24:23.994> a<00:24:24.010> median<00:24:24.459> nerve,<00:24:24.780> that's<00:24:25.036> the<00:24:25.100> platform<00:24:25.421> I<00:24:25.501> just<00:24:25.597> showed<00:24:25.902> you,<00:24:25.998> a<00:24:26.078> wrist-based<00:24:26.879> technology.

00:24:27.457 --> 00:24:31.897
And,<00:24:27.761> we<00:24:27.986> also<00:24:28.226> have<00:24:28.322> an<00:24:28.547> ear-based<00:24:29.204> vagal<00:24:29.460> nerve<00:24:29.685> stimulation<00:24:30.150> technology<00:24:30.727> for<00:24:30.967> inflammation<00:24:31.528> targets.

00:24:32.570 --> 00:24:43.439
And<00:24:32.666> so,<00:24:34.157> the<00:24:34.237> future<00:24:34.574> in<00:24:34.654> my<00:24:34.830> mind<00:24:35.071> is<00:24:35.199> a<00:24:35.231> software-enabled<00:24:36.161> one<00:24:36.482> because<00:24:36.802> the<00:24:36.834> same<00:24:37.379> kind<00:24:37.540> of,<00:24:37.716> I'll<00:24:37.860> call<00:24:38.036> it<00:24:38.101> our<00:24:38.261> puck,<00:24:38.646> which<00:24:38.806> is<00:24:38.838> our<00:24:38.966> stim<00:24:39.367> puck,<00:24:40.008> the<00:24:40.040> same<00:24:40.345> stim<00:24:40.730> technology<00:24:41.451> is<00:24:41.611> used<00:24:41.868> whether<00:24:42.108> you're<00:24:42.252> at<00:24:42.365> the<00:24:42.573> ear<00:24:42.733> or<00:24:42.813> at<00:24:42.910> the<00:24:43.054> wrist.

00:24:43.952 --> 00:24:57.712
And<00:24:44.048> so,<00:24:44.593> we<00:24:44.673> have<00:24:44.849> a<00:24:45.234> nice<00:24:45.571> ability<00:24:45.827> to<00:24:46.036> leverage<00:24:46.420> that<00:24:46.532> stim<00:24:46.997> hardware<00:24:48.200> and<00:24:48.344> then<00:24:48.584> use<00:24:48.761> different<00:24:49.210> sensing<00:24:49.627> modalities<00:24:50.910> to<00:24:51.151> have<00:24:51.471> inputs<00:24:51.888> into<00:24:52.145> the<00:24:52.450> therapy,<00:24:53.092> the<00:24:53.493> neuromodulation<00:24:54.295> waveforms,<00:24:55.337> to<00:24:55.482> deliver<00:24:55.819> care<00:24:56.124> in<00:24:56.284> different<00:24:56.845> disease<00:24:57.343> states.

00:24:58.610 --> 00:25:01.032
So,<00:24:58.722> if<00:24:58.802> you<00:24:58.931> think<00:24:59.043> about<00:24:59.268> that<00:24:59.492> future,<00:24:59.829> that's<00:25:00.310> kind<00:25:00.487> of<00:25:00.535> all<00:25:00.647> software.

00:25:01.818 --> 00:25:03.102
Back<00:25:01.915> to<00:25:01.979> that<00:25:02.075> software<00:25:02.396> analogy<00:25:02.701> you<00:25:02.813> made.

00:25:03.182 --> 00:25:05.283
Yeah,<00:25:03.583> that's<00:25:04.642> incredible.

00:25:06.150 --> 00:25:07.690
How<00:25:06.326> have<00:25:06.470> you<00:25:06.567> funded<00:25:06.888> the<00:25:06.968> business<00:25:07.208> so<00:25:07.449> far?

00:25:08.813 --> 00:25:10.288
The<00:25:08.909> business<00:25:09.198> has<00:25:09.278> been<00:25:09.374> funded<00:25:09.631> by<00:25:09.775> venture<00:25:10.000> capital.

00:25:10.561 --> 00:25:13.657
And<00:25:11.139> so,<00:25:11.299> as<00:25:11.443> I<00:25:11.475> mentioned,<00:25:12.085> I<00:25:12.101> was<00:25:12.245> the<00:25:12.326> first<00:25:12.566> investor<00:25:12.967> from<00:25:13.144> J&J.

00:25:14.507 --> 00:25:19.817
So,<00:25:14.748> J&J<00:25:15.213> and<00:25:15.374> Lux<00:25:15.630> Capital,<00:25:16.737> fantastic<00:25:17.379> investors,<00:25:18.117> did<00:25:18.277> the<00:25:18.454> Series<00:25:19.063> A<00:25:19.304> for<00:25:19.400> the<00:25:19.480> company.

00:25:20.367 --> 00:25:24.261
We've<00:25:20.595> uniquely<00:25:21.325> raised<00:25:21.665> money<00:25:21.909> from<00:25:22.557> several<00:25:23.287> large<00:25:23.596> strategics.

00:25:25.234 --> 00:25:40.751
And<00:25:25.380> so,<00:25:25.721> we<00:25:25.802> have<00:25:26.937> Google<00:25:27.665> GV<00:25:28.295> and<00:25:30.796> GSK,<00:25:31.538> a<00:25:31.683> pharmaceutical<00:25:32.087> company<00:25:32.409> out<00:25:32.506> of<00:25:32.571> the<00:25:32.652> UK,<00:25:33.666> and<00:25:33.746> some<00:25:33.843> health<00:25:34.069> system<00:25:34.489> partners<00:25:34.957> that<00:25:35.038> have<00:25:35.280> also<00:25:35.861> been<00:25:35.958> investors<00:25:36.409> in<00:25:36.442> the<00:25:36.522> company<00:25:36.829> alongside<00:25:38.023> wonderful,<00:25:38.701> more<00:25:38.911> traditional<00:25:39.395> financial<00:25:39.815> venture<00:25:40.122> capitalists<00:25:40.541> as<00:25:40.622> well.

00:25:42.750 --> 00:25:43.893
That's<00:25:43.346> fascinating.

00:25:45.169 --> 00:25:45.583
Last<00:25:45.417> question.

00:25:46.408 --> 00:25:55.379
And<00:25:46.825> again,<00:25:47.146> thank<00:25:47.371> you<00:25:47.403> so<00:25:47.563> much<00:25:47.788> for<00:25:47.932> coming<00:25:48.189> on<00:25:48.414> and<00:25:48.510> sharing<00:25:48.895> your<00:25:49.152> wisdom<00:25:49.569> and<00:25:49.714> your<00:25:49.858> journey<00:25:50.275> and<00:25:50.580> everything<00:25:50.901> you're<00:25:50.998> working<00:25:51.383> on<00:25:52.105> and<00:25:52.907> the<00:25:53.004> life-changing<00:25:53.630> product<00:25:54.047> that<00:25:54.271> you've<00:25:54.608> put<00:25:54.785> into<00:25:54.962> market.

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That's<00:25:55.892> absolutely<00:25:56.438> incredible.

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We're<00:25:57.561> honored.

00:25:58.460 --> 00:26:00.835
We<00:25:58.701> end<00:25:59.166> every<00:25:59.808> interview<00:26:00.209> with<00:26:00.322> the<00:26:00.402> same<00:26:00.627> question.

00:26:00.883 --> 00:26:09.100
At<00:26:00.948> CEO.com,<00:26:01.654> we<00:26:01.750> believe<00:26:02.071> the<00:26:02.151> chances<00:26:03.194> that<00:26:03.596> we<00:26:03.836> take<00:26:05.104> are<00:26:05.907> as<00:26:06.244> equivalent<00:26:07.271> as<00:26:07.592> the<00:26:07.768> chances<00:26:08.314> that<00:26:08.474> we<00:26:08.651> give.

00:26:09.614 --> 00:26:22.765
And<00:26:09.710> I<00:26:09.919> wonder<00:26:11.042> who<00:26:11.283> gave<00:26:11.604> you<00:26:11.716> a<00:26:11.780> chance<00:26:12.165> in<00:26:12.246> your<00:26:12.422> career,<00:26:12.823> if<00:26:12.904> there's<00:26:13.128> somebody<00:26:13.385> that<00:26:14.284> stands<00:26:14.749> out<00:26:14.894> when<00:26:14.990> you<00:26:15.070> think<00:26:15.311> of<00:26:15.455> like<00:26:16.040> I<00:26:16.121> was,<00:26:16.349> because<00:26:16.610> obviously<00:26:16.837> you've<00:26:17.000> taken<00:26:17.244> a<00:26:17.260> lot<00:26:17.342> of<00:26:17.504> chances<00:26:17.976> in<00:26:18.058> your<00:26:18.220> career,<00:26:19.640> but<00:26:19.819> who<00:26:20.079> gave<00:26:20.486> you<00:26:20.665> a<00:26:20.730> chance<00:26:21.284> that's<00:26:21.788> led<00:26:22.016> to<00:26:22.179> where<00:26:22.277> you<00:26:22.440> are<00:26:22.602> today?

00:26:24.472 --> 00:26:27.621
Oh,<00:26:24.857> I<00:26:24.889> have<00:26:25.034> a<00:26:25.179> lot<00:26:25.452> of<00:26:25.516> people<00:26:25.757> to<00:26:25.902> thank<00:26:26.303> on<00:26:27.042> my<00:26:27.284> journey.

00:26:28.232 --> 00:26:35.603
I'm<00:26:29.051> going<00:26:29.228> to<00:26:29.404> say<00:26:29.597> my<00:26:30.015> first<00:26:30.497> boss,<00:26:31.300> which<00:26:31.445> was<00:26:31.558> a<00:26:31.606> woman<00:26:31.782> named<00:26:31.943> Nancy<00:26:32.248> Kroll<00:26:33.534> at<00:26:33.775> the<00:26:33.920> small<00:26:34.116> boutique<00:26:34.426> investment<00:26:34.753> bank<00:26:34.933> in<00:26:35.014> San<00:26:35.194> Francisco.

00:26:35.652 --> 00:26:44.374
Nancy<00:26:35.913> was<00:26:36.322> both<00:26:36.632> a<00:26:36.796> wonderful<00:26:37.139> human<00:26:37.466> being,<00:26:38.283> but<00:26:38.430> also<00:26:39.018> a<00:26:39.182> wonderful<00:26:41.792> talented<00:26:43.380> healthcare<00:26:43.637> investment<00:26:44.037> banker.

00:26:45.064 --> 00:26:47.982
And<00:26:46.587> I<00:26:46.748> was<00:26:46.924> the<00:26:47.084> low<00:26:47.229> man<00:26:47.469> on<00:26:47.549> the<00:26:47.630> totem<00:26:47.886> pole.

00:26:48.031 --> 00:26:57.107
I<00:26:48.127> was<00:26:48.271> the<00:26:48.431> analyst<00:26:48.752> that<00:26:48.832> was<00:26:48.913> supposed<00:26:49.249> to,<00:26:49.554> you<00:26:49.586> know,<00:26:50.212> make<00:26:50.452> the<00:26:50.596> books<00:26:50.933> and<00:26:51.013> build<00:26:51.254> the<00:26:51.318> model<00:26:51.751> and<00:26:51.895> do<00:26:52.040> the<00:26:52.072> spreadsheets<00:26:53.098> and<00:26:53.243> kind<00:26:53.355> of<00:26:53.403> stay<00:26:53.659> in<00:26:53.740> my<00:26:53.900> cube<00:26:55.007> and<00:26:56.049> learn<00:26:56.225> the<00:26:56.306> business<00:26:56.706> in<00:26:56.787> that<00:26:57.027> way.

00:26:57.572 --> 00:27:05.495
And<00:26:58.775> I<00:26:59.737> am<00:26:59.834> a<00:26:59.914> little<00:27:00.074> bit<00:27:00.154> of<00:27:00.235> an<00:27:00.395> extrovert<00:27:01.117> and<00:27:01.261> I<00:27:01.341> like<00:27:01.822> being<00:27:01.918> around<00:27:02.159> people<00:27:02.480> and<00:27:02.560> I<00:27:02.704> love<00:27:02.961> to<00:27:03.201> learn<00:27:03.586> and<00:27:03.666> I<00:27:03.763> learn<00:27:04.244> more<00:27:04.484> by<00:27:04.661> seeing<00:27:05.046> and<00:27:05.206> doing.

00:27:06.232 --> 00:27:11.963
And<00:27:06.344> so,<00:27:07.034> I<00:27:07.210> asked<00:27:07.515> her,<00:27:07.933> I<00:27:08.013> said,<00:27:08.109> "I<00:27:08.173> know<00:27:08.334> I'm<00:27:08.479> supposed<00:27:08.671> to<00:27:08.752> stay<00:27:09.217> behind<00:27:09.860> and<00:27:10.422> work<00:27:10.582> on<00:27:10.663> the<00:27:10.727> model<00:27:11.128> and<00:27:11.225> stay<00:27:11.466> in<00:27:11.546> my<00:27:11.706> cube.

00:27:12.028 --> 00:27:22.611
But<00:27:12.815> will<00:27:12.911> you<00:27:13.553> let<00:27:13.714> me<00:27:13.955> join<00:27:14.196> you<00:27:14.581> at<00:27:15.240> company<00:27:15.577> meetings<00:27:15.946> where<00:27:16.026> it<00:27:16.107> makes<00:27:16.283> sense?"<00:27:16.765> And<00:27:16.845> she<00:27:17.006> said,<00:27:17.231> "Yes."<00:27:18.194> And<00:27:18.275> I<00:27:18.355> think<00:27:18.532> the<00:27:18.612> fact<00:27:18.853> that<00:27:18.997> I<00:27:19.511> so<00:27:19.736> boldly<00:27:20.202> asked,<00:27:20.379> and<00:27:20.459> maybe<00:27:20.619> because<00:27:20.780> we<00:27:20.860> were<00:27:20.941> both<00:27:21.181> female,<00:27:21.583> she<00:27:21.808> gave<00:27:21.984> me<00:27:22.145> a<00:27:22.161> shot.

00:27:23.028 --> 00:27:28.119
So,<00:27:23.189> I<00:27:23.269> got<00:27:23.510> to<00:27:23.606> see<00:27:23.912> what<00:27:26.080> a<00:27:26.224> business<00:27:26.481> like<00:27:26.642> investment<00:27:27.027> banking<00:27:27.525> really<00:27:27.991> is.

00:27:28.167 --> 00:27:29.356
And<00:27:28.264> it<00:27:28.392> is<00:27:28.553> an<00:27:28.633> apprenticeship<00:27:29.131> business.

00:27:29.452 --> 00:27:30.881
You<00:27:29.532> can't<00:27:29.837> learn<00:27:30.014> it<00:27:30.046> by<00:27:30.239> reading<00:27:30.416> a<00:27:30.480> textbook.

00:27:31.540 --> 00:27:37.304
And<00:27:31.620> so,<00:27:32.005> the<00:27:32.102> ability<00:27:32.568> to<00:27:33.933> see<00:27:34.190> more,<00:27:35.779> required<00:27:36.196> me<00:27:36.292> to<00:27:36.421> work<00:27:36.742> more<00:27:37.143> too.

00:27:37.384 --> 00:27:39.117
I<00:27:37.400> would<00:27:37.544> go<00:27:37.641> back<00:27:37.817> to<00:27:38.106> the<00:27:38.267> office<00:27:38.507> and<00:27:38.604> work<00:27:38.828> all<00:27:38.925> night.

00:27:39.647 --> 00:27:49.052
But<00:27:40.032> I<00:27:40.128> think<00:27:40.305> it<00:27:40.369> was<00:27:40.514> that<00:27:40.706> early<00:27:41.011> chance<00:27:41.477> to<00:27:41.589> see<00:27:43.242> a<00:27:43.258> phenomenal<00:27:43.884> leader<00:27:44.703> interact<00:27:45.168> with<00:27:45.264> our<00:27:45.425> clients,<00:27:45.971> interact<00:27:46.468> with,<00:27:46.773> you<00:27:46.869> know,<00:27:47.977> how<00:27:48.153> do<00:27:48.218> you<00:27:48.314> finance<00:27:48.699> a<00:27:48.779> company?

00:27:49.116 --> 00:27:51.331
How<00:27:49.277> do<00:27:49.357> you<00:27:49.437> do<00:27:49.662> a<00:27:49.694> merger<00:27:50.144> acquisition<00:27:50.721> transaction?

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And<00:27:51.989> to<00:27:52.070> see<00:27:52.407> more<00:27:52.952> early<00:27:53.273> on<00:27:53.996> helped<00:27:54.317> me<00:27:55.135> in<00:27:55.215> those<00:27:55.456> earliest<00:27:55.697> days<00:27:55.938> of<00:27:56.002> my<00:27:56.162> career.

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That's<00:27:57.864> beautiful.

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Renee,<00:27:58.570> thank<00:27:58.811> you<00:27:58.843> so<00:27:59.083> much<00:27:59.469> for<00:27:59.613> coming<00:27:59.870> on<00:28:00.030> again.

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Uh,<00:28:01.058> good<00:28:01.299> luck<00:28:01.460> with<00:28:01.620> everything,<00:28:02.022> and<00:28:02.070> I'm<00:28:02.199> sure<00:28:02.440> we'll<00:28:02.616> have<00:28:02.777> you<00:28:03.066> on<00:28:03.227> again<00:28:03.484> down<00:28:03.661> the<00:28:03.789> line<00:28:04.046> as<00:28:04.191> this<00:28:04.368> thing,<00:28:04.833> uh,<00:28:05.155> grows<00:28:05.492> and<00:28:05.572> grows.

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Well,<00:28:06.697> Clint,<00:28:06.938> I've<00:28:07.002> been<00:28:07.243> honored<00:28:07.404> to<00:28:07.500> be<00:28:07.661> here.

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Thank<00:28:08.079> you<00:28:08.159> for<00:28:08.287> having<00:28:08.545> me.