The telescope in the eye

A woman in Ireland had surgery on the day her grandchild was born. Thomas Ruggia was in the operating room. He spoke with her the next day, and she told him this would be the first grandchild whose face she could see.

Ruggia has told that story before. He tells it because it is the whole business in one sentence. Samsara Vision, where he has been President and CEO since July 2020, makes a telescope that goes inside the human eye.

The device is 3.6 millimeters across. It is a real Galilean telescope, using the same optical principle Galileo used to observe Jupiter, shrunk to fit inside the capsular bag of one eye after the lens is removed. Ophthalmologists implant it during what is otherwise an ordinary cataract procedure. The patients are people with late-stage age-related macular degeneration, a disease that eats central vision and leaves the periphery. They can see the edges of a room. They cannot read, or watch television, or make out the face of the person across the table.

"They're considered legally blind," Ruggia told the CEO.com Podcast. "So all they have left is their peripheral vision."

After surgery, the implanted eye handles the center of the visual field and the other eye handles the edges. The brain learns to combine the two pictures. Ruggia says patients typically gain three to four lines on an eye chart, and read twice as well and twice as fast. In January 2025, the company reported six-month outcomes from a study of the current device. The risks are real too. Deposits can form on the implant. Eye pressure can rise. The company's own disclosures say the surgery can make vision worse in some patients, not better.

The current device is called the SING IMT, for Smaller-Incision New-Generation Implantable Miniature Telescope. It is the second version. The first was approved by the FDA in 2010, and it worked, but the operation took about an hour, required a specialist, and left patients with a long recovery. The redesign added foldable haptics and a pre-loaded injector, which cut the incision to 6.5 millimeters, about half, and brought a routine procedure down to around 25 minutes.

"This smaller incision version can now be done by any cataract surgeon or surgeon that does cataract surgeries in the world," Ruggia said. Patients are up in one to three days. Then they spend time with occupational therapists learning what to do with vision they had not had in years.

The SING IMT has a CE mark in Europe, granted in 2020. It does not have FDA approval. The company is running a U.S. supplemental study called CONCERTO in patients 65 and older, and last October it announced the first surgery in a second trial on a patient who had already had cataract surgery. That group makes up a large share of late-stage AMD patients and is not eligible for any other intervention.

The optic at the center of all this is in its 24th year of development.

Ruggia is matter-of-fact about the timeline. A new medical device, from idea to market, takes 10 to 15 years. Europe approves devices faster than the United States. The United States pays for them faster than Europe, where a company has to make its reimbursement case to each government separately. For anything aimed at older patients, Medicare is the gate. Clear Medicare and private insurers tend to follow.

"Everybody looks at startups as money," he said. "Everybody forgets that time is probably a bigger part of the equation than money." His advice to founders with an engineering background is to hire someone who knows regulatory and reimbursement before it feels affordable. A year saved on the roadmap is a year of burn that never happens.

He did not come up through engineering himself, or through medicine. In 2000, he was a personal trainer getting ready for physical therapy school. One of his clients was an Alcon sales rep named Todd Zavodnick, who was leaving his territory and told Ruggia to apply for it. Ruggia got the job. He stayed at Alcon for 14 years, then spent five at Johnson & Johnson, ending as Vice President of Worldwide Customer Experience and Ocular Surface Disease at J&J Vision, with a stretch at Janssen leading commercial strategy for an AMD treatment in development, according to Samsara Vision's announcement of his hiring.

He first saw Samsara Vision from across the table, on a J&J business development team evaluating it as an acquisition. When a recruiter and the board called a few years later about running it, he said yes without much deliberation.

Zavodnick went on to run Dermavant. He and Ruggia still talk most weeks, 25 years on. Every CEO.com Podcast episode ends with the same question: who gave you a chance, and Zavodnick was Ruggia's answer. "That initial opportunity should have been all that Todd ever needed to give me," he said. "But weekly, monthly, staying in touch constantly."

Samsara Vision's manufacturing is in Israel. When the war in Gaza began, some of Ruggia's employees were called up. Others live around Tel Aviv and hear sirens most days. He wakes up, checks the news, and texts. He starts every meeting by asking about mental health, not as a program but as a habit. "Even as a leader, you don't know what's going on in everybody's life every day," he said. He mentioned a friend in Israel, a marathoner with young children, who trains by running a mile back and forth in front of her house so she can get her family to shelter if the sirens go off.

His own schedule is severe. He is awake by 4:17 most mornings, spends the first hour and a half on calls with Israel, Europe and China, trains for two hours, and is in the office by 8:30. He is in bed by 9:30. He has finished six full Ironman races and 11 half distances, qualified for the world championship in Kona in 2022, and qualified again in 2024 after three months out with a spine infection. He played football in college, then bodybuilt, then powerlifted, then ran marathons, then found triathlon. He describes himself as a micromanager and does not mind the word.

Of the roughly 400 patients the company had treated when the interview was recorded, Ruggia estimated he had spent a quarter in the operating room. "If I have a few meetings, but there's surgery going on, and I can't get there, I'd rather be in the operating room with the surgeon," he said.

The problem he thinks about most is not the device. It is that the people who need it have stopped looking. They have been to the doctor and been told there is nothing more to do. They have tried treatments that did not help. They are at home, blind, and off the map. Television advertising, the standard pharmaceutical move, does not reach them.

He is interviewing companies that use AI to scan electronic medical records for eligible patients, and to find people who have searched for information on macular degeneration and never followed up. He does not expect AI to touch the telescope itself, which he calls an Occam's razor solution. Everything around it, he thinks, will change.

"Everybody's talking about how AI is minimizing getting to the people and the human touch," he said. "I think we'll be able to communicate with more people because of AI."

When he hires, he looks for a connection to the patient first and a job title second. He interviews people for roles that do not exist yet. More than once he has made one up.

"If your North Star is not improving the lives of the people that we serve, then this is not the company for you," he said. "If we haven't made at least one person's life better, this is not a day well spent."

00:00:00 Introduction And Tom's Career Journey
00:00:42 Overview Of Samsara Vision's Mission
00:02:02 The Technology Behind The SING IMT
00:04:03 Launching The SING IMT In China
00:07:26 Timeline And Challenges To Market
00:09:47 Advice For Medical Device Founders
00:10:30 A Day In The Life Of An Ironman CEO
00:12:07 Impact Of The Israel Gaza Conflict
00:14:23 Mental Health And Leadership
00:16:28 AI's Role In Patient Outreach
00:19:04 Reading And Podcast Recommendations
00:20:30 Recruiting Talent With Patient Connection
00:22:09 Future Of Medical Device Investment
00:24:20 Leadership Lessons Learned
00:27:51 The Person Who Gave Tom His Break

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Tom,<00:00:09.817> thank<00:00:09.982> you<00:00:10.015> so<00:00:10.181> much<00:00:10.329> for<00:00:10.495> coming<00:00:10.743> on<00:00:10.826> the<00:00:10.974> show.

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Man.

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It's<00:03:13.208> a<00:03:13.529> 25-minute<00:03:14.283> surgical<00:03:14.813> procedure.

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And<00:03:15.792> the<00:03:15.936> patient<00:03:16.257> walks<00:03:16.658> out<00:03:17.235> just<00:03:17.411> like<00:03:17.571> a<00:03:17.635> cataract<00:03:18.100> surgery,<00:03:18.838> a<00:03:18.918> short<00:03:19.238> recovery<00:03:19.784> time,<00:03:20.345> and<00:03:20.425> then<00:03:20.585> some<00:03:20.745> time<00:03:21.066> with<00:03:21.547> occupational<00:03:22.140> therapists.

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They<00:03:22.829> learn<00:03:23.006> how<00:03:23.086> to<00:03:23.230> use<00:03:23.486> the<00:03:23.567> vision,<00:03:24.272> and<00:03:24.352> then<00:03:24.448> patients<00:03:24.929> can<00:03:25.073> generally<00:03:25.490> see<00:03:26.131> 3<00:03:26.292> to<00:03:26.372> 4<00:03:26.837> lines<00:03:27.254> better<00:03:27.574> on<00:03:27.670> an<00:03:27.799> eye<00:03:27.959> chart.

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So<00:03:28.696> if<00:03:28.792> you're<00:03:28.937> watching,<00:03:29.482> you<00:03:29.578> can<00:03:29.722> see<00:03:29.899> the<00:03:30.043> eye<00:03:30.219> chart<00:03:30.460> behind<00:03:30.716> me.

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You<00:03:31.357> might<00:03:31.646> start<00:03:31.918> at<00:03:31.982> the<00:03:32.063> top<00:03:32.383> of<00:03:32.447> the<00:03:32.544> eye<00:03:32.704> chart,<00:03:33.105> and<00:03:33.249> after<00:03:33.521> implantation,<00:03:34.692> you<00:03:34.788> can<00:03:34.884> see<00:03:35.172> things<00:03:35.750> 4<00:03:36.070> lines<00:03:36.455> deeper.

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And<00:03:37.256> we've<00:03:37.449> proven<00:03:38.491> to<00:03:38.635> be<00:03:39.180> 2<00:03:39.741> times<00:03:40.302> more<00:03:40.398> effective<00:03:40.943> at<00:03:41.360> reading<00:03:41.697> acuity,<00:03:42.162> meaning<00:03:42.963> the<00:03:43.043> person<00:03:43.428> can<00:03:43.668> read<00:03:44.085> things<00:03:44.390> on<00:03:44.422> a<00:03:44.486> page<00:03:44.871> 2<00:03:45.031> times<00:03:45.271> better,<00:03:46.329> and<00:03:46.554> 2<00:03:46.714> times<00:03:47.035> improved<00:03:47.516> reading<00:03:47.788> speed.

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So<00:03:48.815> functional<00:03:49.296> vision<00:03:49.601> improvements<00:03:50.179> come<00:03:50.339> along<00:03:50.660> with<00:03:50.820> this<00:03:50.981> too.

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It's<00:03:51.286> really<00:03:51.622> a<00:03:51.703> remarkable<00:03:52.264> device.

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What<00:03:52.826> was<00:03:53.050> this<00:03:53.211> that<00:03:53.371> you<00:03:53.531> launched?

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Uh,<00:03:54.574> is,<00:03:54.991> is,<00:03:55.232> are<00:03:55.296> you<00:03:55.376> talking<00:03:55.521> about<00:03:55.697> this<00:03:55.858> procedure<00:03:56.339> you<00:03:56.499> launched<00:03:56.836> in<00:03:56.980> China,<00:03:57.478> this<00:03:57.590> Xing<00:03:58.119> IMT,<00:03:59.387> uh,<00:03:59.483> that<00:03:59.643> you<00:03:59.724> did<00:03:59.884> in<00:03:59.964> July?

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Yep.

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The<00:04:01.071> Xing<00:04:01.312> IMT<00:04:01.649> is,<00:04:02.114> is<00:04:02.274> it—.

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How<00:04:02.547> did<00:04:02.932> that<00:04:03.092> come<00:04:03.253> about?

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Yeah,<00:04:03.879> it's<00:04:04.039> a<00:04:04.135> device<00:04:04.600> that,<00:04:04.857> that<00:04:05.098> is,<00:04:05.322> uh,<00:04:06.060> then<00:04:06.445> I<00:04:06.541> can<00:04:06.702> show<00:04:07.183> a<00:04:07.263> little,<00:04:07.648> um,<00:04:08.450> graphic<00:04:08.868> for<00:04:09.108> the<00:04:09.333> watchers.

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And<00:04:10.055> then<00:04:10.472> if<00:04:10.552> you're<00:04:10.696> listening,<00:04:11.418> you<00:04:11.514> can't<00:04:11.739> quite<00:04:11.899> see<00:04:12.076> it,<00:04:12.156> but<00:04:12.317> here's<00:04:12.942> a,<00:04:13.423> a,<00:04:13.824> a<00:04:14.867> larger<00:04:15.284> version<00:04:15.684> of<00:04:15.845> what<00:04:16.005> this<00:04:16.309> is,<00:04:16.486> but<00:04:16.951> it's<00:04:17.207> 4<00:04:17.464> foldable<00:04:18.073> haptics.

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And<00:04:19.115> this<00:04:19.291> gets<00:04:19.532> implanted<00:04:20.173> during<00:04:20.477> a<00:04:20.557> cataract<00:04:21.054> surgery.

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It<00:04:22.096> came<00:04:22.417> about,<00:04:23.058> 3<00:04:23.218> guys<00:04:23.683> in<00:04:23.779> Israel,<00:04:25.126> one<00:04:25.286> optic<00:04:25.639> specialist<00:04:26.665> and<00:04:26.745> a<00:04:26.809> couple<00:04:27.066> of<00:04:27.210> engineers<00:04:28.508> that<00:04:29.150> thought<00:04:29.631> that<00:04:30.015> the<00:04:30.192> vision<00:04:30.512> would<00:04:30.656> work<00:04:30.977> with<00:04:31.378> a<00:04:31.634> Galilean<00:04:32.179> telescope.

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And<00:04:33.398> then<00:04:33.943> just<00:04:34.119> the<00:04:34.199> process<00:04:34.680> of<00:04:34.760> miniaturizing<00:04:35.482> it<00:04:35.562> for<00:04:35.706> implantation<00:04:36.764> was<00:04:36.924> the<00:04:37.004> challenge.

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The<00:04:37.870> first<00:04:38.207> time<00:04:38.383> around,<00:04:38.688> the<00:04:38.768> first<00:04:39.152> generation<00:04:39.729> technology<00:04:41.477> was<00:04:41.717> optimized<00:04:42.374> for<00:04:42.695> vision,<00:04:43.176> but<00:04:43.481> not<00:04:43.817> for<00:04:44.603> the<00:04:44.699> day<00:04:44.859> of<00:04:44.939> surgery.

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So<00:04:45.661> the<00:04:45.885> surgery<00:04:46.110> surgical<00:04:46.286> procedure,<00:04:47.329> took<00:04:47.506> quite<00:04:47.746> a<00:04:47.810> bit<00:04:47.923> of<00:04:47.987> time.

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It<00:04:48.613> took<00:04:48.725> an<00:04:48.950> expert<00:04:49.415> surgeon,<00:04:50.635> and<00:04:51.260> it<00:04:51.581> required<00:04:51.999> a<00:04:52.143> long<00:04:52.384> recovery<00:04:52.945> period<00:04:53.363> for<00:04:54.165> the<00:04:54.245> patients.

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But<00:04:55.368> this<00:04:55.753> smaller<00:04:56.267> incision<00:04:56.893> version<00:04:57.791> is<00:04:57.936> now—<00:04:58.337> can<00:04:58.562> be<00:04:58.658> done<00:04:58.899> by<00:04:59.139> any<00:04:59.380> cataract<00:04:59.861> surgeon<00:05:00.904> in<00:05:01.001> the<00:05:01.065> world,<00:05:01.209> any<00:05:01.482> surgeon<00:05:01.867> that<00:05:02.028> does<00:05:02.429> cataract<00:05:02.894> surgeries<00:05:03.376> in<00:05:03.456> the<00:05:03.552> world,<00:05:04.499> and<00:05:05.542> is<00:05:05.702> miniaturized<00:05:06.280> so<00:05:06.521> that<00:05:06.826> the<00:05:07.644> procedure<00:05:08.206> can<00:05:08.366> take<00:05:08.591> only<00:05:08.767> 25<00:05:09.313> minutes<00:05:09.586> and<00:05:09.714> the<00:05:09.794> patient<00:05:10.147> can<00:05:10.452> bounce<00:05:10.757> back<00:05:11.335> within<00:05:11.640> 1<00:05:11.800> to<00:05:11.896> 3<00:05:12.057> days.

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It's<00:05:12.618> pretty<00:05:12.923> remarkable.

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Actually,<00:05:14.223> like,<00:05:14.383> that's<00:05:15.024> kind<00:05:15.281> of<00:05:15.505> wild.

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It's<00:05:16.066> like<00:05:16.243> magic.

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Like,<00:05:16.932> the<00:05:17.028> best<00:05:17.269> technology<00:05:17.734> is<00:05:17.846> magic,<00:05:18.311> and<00:05:18.375> what<00:05:18.455> you<00:05:18.551> just<00:05:18.664> described<00:05:19.016> to<00:05:19.049> me<00:05:19.209> feels<00:05:19.497> like<00:05:20.155> almost<00:05:20.540> magic.

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When<00:05:21.437> I<00:05:21.518> saw<00:05:21.758> you<00:05:21.902> hold<00:05:22.159> that<00:05:22.319> up,<00:05:22.624> that<00:05:22.800> device,<00:05:24.628> I<00:05:24.708> thought<00:05:24.901> about—<00:05:25.189> and<00:05:25.430> people<00:05:25.654> may<00:05:25.782> see<00:05:26.007> this<00:05:26.167> device<00:05:26.728> and,<00:05:26.792> you<00:05:26.825> know,<00:05:26.873> they're<00:05:27.113> like,<00:05:27.354> oh,<00:05:27.386> that's<00:05:27.835> cool.

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I<00:05:28.716> just<00:05:28.893> thought<00:05:29.069> about<00:05:29.278> the<00:05:29.358> amount<00:05:29.759> of<00:05:30.079> hours<00:05:30.881> and<00:05:31.137> years<00:05:31.923> and<00:05:32.099> time<00:05:33.126> and<00:05:33.623> talent<00:05:34.488> and,<00:05:34.729> you<00:05:34.761> know,<00:05:35.066> various<00:05:35.691> prototypes<00:05:36.332> that<00:05:36.428> you<00:05:36.509> had<00:05:36.669> to<00:05:36.749> go<00:05:36.989> through<00:05:37.166> in<00:05:37.294> order<00:05:37.470> to—<00:05:37.615> I<00:05:37.631> don't<00:05:37.791> think<00:05:37.935> people<00:05:38.112> realize,<00:05:38.416> like,<00:05:38.529> a<00:05:38.593> device—<00:05:39.378> and<00:05:39.619> you<00:05:39.715> probably<00:05:40.036> have<00:05:40.212> even<00:05:40.421> regulations<00:05:41.078> and<00:05:41.318> various<00:05:41.623> things<00:05:41.799> you've<00:05:41.880> got<00:05:42.040> to<00:05:42.120> go<00:05:42.264> through.

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What<00:05:43.724> all<00:05:43.948> went<00:05:44.125> into<00:05:44.526> and<00:05:44.606> how<00:05:44.766> long<00:05:44.943> did<00:05:45.087> it<00:05:45.247> take<00:05:45.568> to<00:05:45.713> get<00:05:46.370> that<00:05:46.611> device<00:05:47.092> that<00:05:47.252> you<00:05:47.349> just<00:05:47.557> showed<00:05:47.798> us?

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I<00:05:48.215> mean,<00:05:48.359> we're<00:05:48.520> on<00:05:48.696> year<00:05:48.856> 24<00:05:49.578> for<00:05:49.979> this<00:05:50.300> type<00:05:50.621> of,<00:05:50.861> for<00:05:51.022> the<00:05:51.166> optic,<00:05:52.048> for<00:05:52.144> the<00:05:52.241> center<00:05:53.251> of<00:05:53.412> the<00:05:53.508> device.

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But<00:05:56.251> if<00:05:56.379> we<00:05:56.475> were<00:05:56.571> starting<00:05:57.181> today<00:05:57.758> with<00:05:57.935> a<00:05:57.999> new<00:05:58.304> technology<00:05:59.041> and<00:05:59.122> medical<00:05:59.507> device,<00:06:00.389> from<00:06:00.710> idea<00:06:01.207> to<00:06:01.367> market,<00:06:01.912> it's<00:06:02.089> 10<00:06:02.265> to<00:06:02.394> 15<00:06:02.891> years.

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The<00:06:04.334> SING<00:06:05.618> IMT<00:06:06.099> is<00:06:06.195> a<00:06:06.259> second<00:06:06.660> generation<00:06:07.847> of<00:06:08.408> an<00:06:08.761> original<00:06:09.483> implantable<00:06:10.028> miniature<00:06:10.429> telescope.

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And<00:06:11.616> that<00:06:11.953> was<00:06:12.113> not<00:06:12.273> effective<00:06:12.674> because<00:06:13.059> the<00:06:13.235> day<00:06:13.379> of<00:06:13.460> surgery<00:06:13.876> was<00:06:14.453> a<00:06:14.758> little<00:06:14.918> more<00:06:15.079> challenging.

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So<00:06:16.185> the<00:06:16.217> 24<00:06:16.826> years<00:06:17.098> sort<00:06:17.339> of<00:06:17.499> is<00:06:17.643> 2<00:06:17.804> times<00:06:18.156> for<00:06:18.349> us<00:06:18.589> or<00:06:19.246> sort<00:06:19.423> of<00:06:19.567> an<00:06:19.888> innovation<00:06:20.449> to<00:06:20.866> market<00:06:21.875> over<00:06:22.116> 2<00:06:22.292> times.

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It's<00:06:23.270> about<00:06:23.575> 10<00:06:23.799> years<00:06:24.056> to<00:06:24.200> 12<00:06:24.472> years,<00:06:24.761> I<00:06:24.921> think,<00:06:25.097> is<00:06:25.258> a<00:06:25.418> proper<00:06:25.755> life<00:06:25.963> cycle.

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In<00:06:26.765> medical<00:06:27.085> device,<00:06:27.887> generally<00:06:28.704> Europe<00:06:29.987> is<00:06:30.147> a<00:06:30.211> faster<00:06:31.093> approval<00:06:31.654> process.

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The<00:06:33.032> regulatory<00:06:33.914> process<00:06:34.491> is<00:06:34.716> different<00:06:35.196> in<00:06:35.341> Europe<00:06:35.677> than<00:06:35.822> it<00:06:35.902> is<00:06:36.078> in<00:06:36.110> the<00:06:36.206> United<00:06:36.479> States.

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So<00:06:37.248> you<00:06:37.345> can<00:06:37.521> get<00:06:37.761> to<00:06:37.906> market<00:06:38.322> earlier<00:06:38.964> in<00:06:39.124> Europe,<00:06:39.765> but<00:06:39.861> the<00:06:39.909> United<00:06:40.182> States<00:06:40.422> is<00:06:40.486> a<00:06:40.567> little<00:06:40.759> more<00:06:41.528> speedy<00:06:42.234> on<00:06:42.394> reimbursement.

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So<00:06:44.959> where<00:06:45.215> you<00:06:45.312> have<00:06:45.456> to<00:06:45.536> go<00:06:45.680> country<00:06:46.017> to<00:06:46.097> country<00:06:46.562> in<00:06:46.658> Europe,<00:06:47.540> bringing<00:06:47.860> your<00:06:48.085> argument<00:06:48.582> to<00:06:48.726> each<00:06:48.902> government<00:06:49.463> and<00:06:49.608> getting<00:06:50.329> the<00:06:50.425> clinical<00:06:51.002> trials<00:06:51.627> necessary<00:06:52.188> to<00:06:52.269> get<00:06:52.509> reimbursement<00:06:53.150> in<00:06:53.214> each<00:06:53.375> place,<00:06:54.016> that<00:06:54.112> takes<00:06:54.369> a<00:06:54.433> long<00:06:54.753> time.

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So<00:06:55.795> getting<00:06:56.036> paid<00:06:56.276> for<00:06:56.356> your<00:06:56.501> technology<00:06:57.158> in<00:06:57.238> Europe<00:06:57.559> takes<00:06:57.735> a<00:06:57.799> little<00:06:58.023> longer<00:06:58.841> than<00:06:58.985> in<00:06:59.065> the<00:06:59.162> US<00:06:59.642> where<00:07:00.508> for<00:07:01.470> medtech<00:07:01.967> that<00:07:02.127> addresses<00:07:02.913> aging<00:07:03.233> population,<00:07:04.275> it's<00:07:04.756> usually<00:07:05.157> Medicare<00:07:05.878> is<00:07:07.016> the<00:07:07.177> biggest<00:07:07.882> hurdle.

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And<00:07:08.299> then<00:07:08.443> once<00:07:08.683> you've<00:07:08.844> cleared<00:07:09.100> that,<00:07:09.421> private<00:07:09.725> insurance<00:07:10.078> is<00:07:10.222> a<00:07:10.286> little<00:07:10.463> bit<00:07:10.623> easier.

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Yeah,<00:07:11.825> that<00:07:12.002> actually<00:07:12.290> is<00:07:12.467> really<00:07:12.627> fascinating.

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I<00:07:13.412> wouldn't<00:07:13.589> have<00:07:13.733> thought<00:07:13.973> that<00:07:14.134> Europe<00:07:14.470> would<00:07:14.615> be<00:07:14.855> easier.

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Easier<00:07:15.673> to<00:07:15.833> go<00:07:16.009> to<00:07:16.154> market.

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In<00:07:16.795> pharmaceutical,<00:07:17.516> it's<00:07:17.676> not.

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So<00:07:18.302> in<00:07:18.398> drug<00:07:18.783> development,<00:07:19.504> it's<00:07:19.680> the<00:07:19.824> opposite.

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But<00:07:20.321> in<00:07:20.482> medical<00:07:20.802> device,<00:07:21.219> it's<00:07:21.412> a<00:07:21.428> little<00:07:21.908> easier.

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It's<00:07:23.127> faster,<00:07:23.768> not<00:07:23.992> easier,<00:07:24.810> but<00:07:25.034> faster.

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Interesting.

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So<00:07:27.455> what<00:07:27.551> does<00:07:27.711> it<00:07:27.856> take<00:07:28.417> to—<00:07:28.593> so<00:07:28.737> if<00:07:28.834> it<00:07:28.898> takes<00:07:29.074> 10<00:07:29.234> to<00:07:29.298> 12<00:07:29.619> years<00:07:30.164> for<00:07:30.260> those<00:07:31.126> listening,<00:07:31.463> like,<00:07:31.943> how<00:07:32.745> do<00:07:32.825> you<00:07:33.001> survive<00:07:33.563> those<00:07:33.851> 10<00:07:34.011> to<00:07:34.092> 12<00:07:34.364> years?

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I<00:07:34.685> assume<00:07:34.925> you're<00:07:35.069> taking<00:07:35.534> a<00:07:35.695> good<00:07:35.791> amount<00:07:36.015> of<00:07:36.111> VC<00:07:36.833> and<00:07:36.977> capitalizing<00:07:37.634> it<00:07:37.730> from<00:07:37.875> that<00:07:38.035> perspective.

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But<00:07:39.798> tell<00:07:39.959> us,<00:07:40.103> like,<00:07:40.343> if<00:07:40.424> somebody<00:07:40.744> wanted<00:07:41.001> to<00:07:42.123> listening<00:07:42.411> is<00:07:42.507> like,<00:07:42.668> hey,<00:07:42.828> I<00:07:42.908> want<00:07:43.004> to<00:07:43.069> start<00:07:43.261> a<00:07:43.309> medical<00:07:43.646> device<00:07:44.046> company.

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What<00:07:44.736> are<00:07:44.768> you<00:07:44.848> going<00:07:44.960> to<00:07:45.168> do<00:07:45.409> in<00:07:45.553> order<00:07:45.730> to<00:07:45.810> get<00:07:46.210> through<00:07:46.371> those<00:07:46.611> 10<00:07:46.772> to<00:07:46.852> 12<00:07:47.156> years?

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Yeah,<00:07:47.733> particularly<00:07:48.358> if<00:07:48.455> you're<00:07:48.551> a<00:07:48.615> founder.

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I<00:07:49.497> think<00:07:49.673> founders,<00:07:50.763> you<00:07:50.843> have<00:07:51.340> to<00:07:51.436> realize<00:07:51.821> what<00:07:52.045> you<00:07:52.206> do<00:07:52.366> well<00:07:52.783> and<00:07:53.248> what<00:07:53.568> talent<00:07:53.969> you<00:07:54.001> need<00:07:54.209> to<00:07:54.290> go<00:07:54.530> out<00:07:54.626> and<00:07:54.771> outsource.

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So<00:07:55.893> if<00:07:56.053> you're<00:07:56.229> a<00:07:56.293> founder<00:07:56.935> and<00:07:57.031> you're<00:07:57.191> an<00:07:57.271> engineer<00:07:57.912> and<00:07:57.993> you've<00:07:58.153> got<00:07:58.297> a<00:07:58.313> great<00:07:58.634> idea,<00:07:59.996> I<00:08:00.077> think<00:08:00.237> you<00:08:00.317> need<00:08:00.477> to<00:08:00.573> know<00:08:00.958> that<00:08:02.225> the<00:08:02.305> faster<00:08:03.186> you<00:08:03.363> surround<00:08:03.747> yourself<00:08:04.084> with<00:08:04.244> good<00:08:04.405> business<00:08:04.805> people<00:08:05.110> that<00:08:05.286> know<00:08:05.671> regulatory,<00:08:07.050> particularly<00:08:07.931> regulatory,<00:08:08.973> and<00:08:09.053> can<00:08:09.294> get<00:08:09.454> your<00:08:09.598> product<00:08:09.919> to<00:08:09.999> market<00:08:10.336> as<00:08:10.496> fast<00:08:10.817> as<00:08:10.961> possible,<00:08:12.019> that's<00:08:12.500> a<00:08:12.580> key.

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So<00:08:13.606> I<00:08:13.767> joined<00:08:14.104> 4<00:08:14.569> years<00:08:14.826> ago,<00:08:15.067> like<00:08:15.243> I'm<00:08:15.388> saying,<00:08:15.789> but<00:08:16.576> I'm<00:08:16.768> sort<00:08:17.057> of<00:08:17.153> that<00:08:17.956> expert<00:08:18.502> in<00:08:18.758> commercial<00:08:19.144> and<00:08:19.304> regulatory<00:08:20.042> and<00:08:20.428> reimbursement.

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So<00:08:22.354> I'm<00:08:22.691> not<00:08:22.867> a<00:08:22.931> founder<00:08:23.349> of<00:08:23.413> the<00:08:23.493> company<00:08:23.830> I<00:08:23.862> had<00:08:24.055> joined.

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We<00:08:24.761> still<00:08:25.002> had<00:08:25.162> one<00:08:25.275> of<00:08:25.339> the<00:08:25.419> founders<00:08:25.965> on<00:08:26.848> when<00:08:27.008> I<00:08:27.185> joined,<00:08:28.067> but<00:08:29.335> his<00:08:29.737> expertise<00:08:30.298> was<00:08:30.475> in<00:08:30.619> the<00:08:30.651> tech<00:08:31.759> and<00:08:31.903> my<00:08:32.080> expertise<00:08:32.642> was<00:08:32.786> how<00:08:32.882> to<00:08:32.963> get<00:08:33.123> it<00:08:33.203> to<00:08:33.300> market.

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Now,<00:08:34.648> the<00:08:35.065> secret<00:08:35.531> sauce<00:08:35.852> would<00:08:36.012> be<00:08:36.333> get<00:08:36.831> early<00:08:37.216> capitalization,<00:08:38.564> but<00:08:38.660> go<00:08:38.757> out<00:08:38.805> and<00:08:38.981> hire<00:08:39.222> somebody<00:08:39.928> that<00:08:40.089> knows<00:08:40.346> the<00:08:40.410> roadmap<00:08:41.052> to<00:08:41.148> get<00:08:41.309> the<00:08:41.453> thing<00:08:41.614> to<00:08:41.646> market.

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As<00:08:42.592> quick<00:08:42.849> as<00:08:42.977> you<00:08:43.073> can.

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You<00:08:43.410> might<00:08:43.555> say,<00:08:43.779> well,<00:08:44.276> that's<00:08:44.533> a<00:08:44.597> big<00:08:44.821> expense.

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And<00:08:46.217> time<00:08:47.243> is<00:08:47.708> big.

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And<00:08:48.045> I<00:08:48.125> think<00:08:48.285> this<00:08:48.446> will<00:08:49.087> recur<00:08:49.552> as<00:08:49.713> we<00:08:49.809> talk<00:08:50.130> more<00:08:50.290> and<00:08:50.434> more<00:08:50.611> in<00:08:50.771> this.

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Everybody<00:08:52.696> looks<00:08:53.321> at<00:08:53.898> startups<00:08:54.444> as<00:08:54.925> money,<00:08:55.262> like<00:08:55.486> how<00:08:55.582> much<00:08:55.903> money<00:08:56.224> can<00:08:56.448> you<00:08:56.529> raise,<00:08:57.090> which<00:08:57.202> is<00:08:57.411> all<00:08:57.507> very<00:08:57.667> important.

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But<00:08:58.533> everybody<00:08:58.854> forgets<00:08:59.351> that<00:08:59.832> time<00:09:00.153> and<00:09:00.297> money<00:09:01.115> is—<00:09:01.516> time<00:09:01.821> is<00:09:02.158> probably<00:09:02.478> a<00:09:02.558> bigger<00:09:02.799> part<00:09:03.040> of<00:09:03.120> the<00:09:03.200> equation<00:09:03.761> than<00:09:03.922> money.

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So<00:09:05.140> sometimes<00:09:06.231> you<00:09:06.648> spend<00:09:06.985> a<00:09:07.113> little<00:09:07.289> bit<00:09:07.546> early,<00:09:08.396> if<00:09:08.556> you<00:09:08.588> get<00:09:08.733> the<00:09:08.877> right<00:09:09.198> people<00:09:09.599> on<00:09:09.760> board,<00:09:10.097> if<00:09:10.241> you<00:09:10.337> can<00:09:10.482> speed<00:09:10.818> things<00:09:11.059> up<00:09:11.204> by<00:09:11.300> a<00:09:11.605> year,<00:09:12.567> you<00:09:12.647> reduce<00:09:13.048> the<00:09:13.145> amount<00:09:13.610> of<00:09:13.786> total<00:09:14.107> investment<00:09:14.589> necessary<00:09:15.150> by<00:09:15.375> one<00:09:15.615> full<00:09:15.792> year<00:09:15.952> of<00:09:16.113> burn.

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So<00:09:17.236> any<00:09:17.701> time<00:09:18.134> you're<00:09:18.279> spending<00:09:18.680> a<00:09:18.760> little<00:09:19.000> to<00:09:19.097> save<00:09:19.466> a<00:09:19.498> little<00:09:19.803> long<00:09:20.107> run<00:09:21.006> is<00:09:21.086> usually<00:09:21.471> a<00:09:21.487> good—<00:09:21.808> if<00:09:21.904> you've<00:09:22.049> got<00:09:22.273> it<00:09:22.434> right,<00:09:22.626> if<00:09:22.706> you<00:09:22.771> got<00:09:22.851> the<00:09:22.947> formula<00:09:23.477> right,<00:09:23.733> it's<00:09:23.829> usually<00:09:24.118> a<00:09:24.214> good<00:09:24.359> idea<00:09:25.338> to<00:09:25.482> get<00:09:25.578> the<00:09:25.642> right<00:09:25.899> people<00:09:26.284> on<00:09:26.541> board<00:09:26.862> early.

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What<00:09:27.455> does<00:09:27.584> a<00:09:27.664> typical<00:09:28.065> day<00:09:28.289> look<00:09:28.466> like<00:09:28.691> for<00:09:28.851> you<00:09:29.268> as<00:09:29.429> the<00:09:29.509> CEO?

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Yeah,<00:09:30.937> I,<00:09:31.113> you<00:09:31.209> know,<00:09:31.418> me,<00:09:31.530> I'm<00:09:31.691> a<00:09:31.819> unique<00:09:32.236> person<00:09:32.557> because<00:09:32.798> in<00:09:33.022> addition<00:09:33.343> to<00:09:33.439> being<00:09:33.664> a<00:09:33.696> CEO,<00:09:34.787> I'm<00:09:35.044> an<00:09:35.124> Ironman<00:09:35.605> triathlete.

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So<00:09:36.712> my<00:09:36.889> day<00:09:37.065> starts<00:09:37.594> at,<00:09:38.252> 4:17<00:09:39.441> AM<00:09:39.682> every<00:09:39.858> day,<00:09:40.741> usually<00:09:41.127> without<00:09:41.448> an<00:09:41.544> alarm.

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So<00:09:42.251> usually<00:09:42.572> I<00:09:42.749> beat<00:09:42.909> that<00:09:43.214> by<00:09:43.311> a<00:09:43.391> couple<00:09:43.712> minutes.

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I'm<00:09:44.659> up<00:09:44.900> and<00:09:44.997> at<00:09:45.382> them.

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And<00:09:45.719> my<00:09:45.864> first<00:09:46.586> hour<00:09:46.843> and<00:09:46.923> a<00:09:46.988> half<00:09:47.726> goes<00:09:48.353> global<00:09:48.674> business.

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And<00:09:49.284> our<00:09:49.878> manufacturing<00:09:50.617> facility<00:09:51.163> is<00:09:51.339> in<00:09:51.901> Israel.

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Like<00:09:53.106> you<00:09:53.186> mentioned,<00:09:53.652> we've<00:09:54.246> got<00:09:54.631> new<00:09:54.856> business<00:09:55.257> in<00:09:55.418> China<00:09:56.237> and<00:09:56.317> we've<00:09:56.494> got<00:09:56.783> Europe<00:09:57.184> that<00:09:57.682> really<00:09:57.923> is<00:09:58.067> the<00:09:58.148> heart<00:09:58.324> and<00:09:58.405> soul<00:09:58.645> of<00:09:58.870> what<00:09:58.951> we're<00:09:59.127> doing<00:09:59.448> today.

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So<00:10:00.508> my<00:10:00.717> first<00:10:01.038> hour<00:10:01.215> and<00:10:01.279> a<00:10:01.295> half,<00:10:01.616> I'm<00:10:01.777> engaging<00:10:03.607> Europe,<00:10:03.944> Israel,<00:10:04.811> and<00:10:04.972> China<00:10:05.293> as<00:10:05.550> the<00:10:05.695> US<00:10:06.048> is<00:10:06.112> still<00:10:07.316> way<00:10:07.477> far<00:10:07.782> behind<00:10:08.184> on<00:10:08.264> the<00:10:08.360> clock.

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Then<00:10:09.066> it's<00:10:09.242> 2<00:10:09.467> hours<00:10:09.868> of<00:10:09.964> training<00:10:11.166> usually<00:10:11.567> every<00:10:11.791> day<00:10:12.032> for<00:10:12.128> me,<00:10:12.994> getting<00:10:13.891> my<00:10:14.052> oxygenation<00:10:14.853> right.

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I<00:10:16.777> like<00:10:17.001> to<00:10:17.242> enter<00:10:17.498> work<00:10:17.883> at<00:10:18.460> full<00:10:18.780> stride,<00:10:19.245> so<00:10:19.422> to<00:10:19.518> speak.

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So,<00:10:20.608> I<00:10:20.704> get<00:10:20.880> through<00:10:21.041> the<00:10:21.121> training<00:10:21.570> part<00:10:21.762> of<00:10:21.826> my<00:10:22.067> day<00:10:22.451> and<00:10:23.189> then<00:10:23.413> I<00:10:23.894> get<00:10:24.054> in<00:10:24.167> the<00:10:24.375> office<00:10:24.647> about<00:10:25.016> 8<00:10:25.112> o'clock,<00:10:25.513> 8:30,<00:10:26.619> and<00:10:26.892> it's<00:10:27.116> early<00:10:27.437> calls<00:10:28.719> and<00:10:29.681> getting<00:10:30.482> the<00:10:31.268> pressing<00:10:31.701> issues<00:10:32.069> of<00:10:32.101> the<00:10:32.246> day<00:10:32.486> done<00:10:33.288> before<00:10:33.672> lunchtime.

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And<00:10:34.266> then,<00:10:34.394> I<00:10:34.490> spend<00:10:34.875> most<00:10:35.131> of<00:10:35.163> the<00:10:35.356> afternoon.

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If<00:10:36.494> on<00:10:36.590> a<00:10:36.654> perfect<00:10:37.055> day,<00:10:37.616> I<00:10:37.696> could<00:10:37.776> spend<00:10:38.417> the<00:10:38.642> afternoon<00:10:39.620> with<00:10:39.732> strategy,<00:10:40.630> recruiting,<00:10:41.063> things<00:10:41.303> like<00:10:41.464> this.

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And<00:10:41.865> I'm<00:10:42.362> usually<00:10:42.747> done<00:10:44.415> with<00:10:44.592> calls<00:10:44.913> and<00:10:45.057> things<00:10:45.314> by<00:10:46.581> 5:30,<00:10:47.014> 6<00:10:47.319> o'clock,<00:10:47.816> and<00:10:47.864> then<00:10:48.041> some<00:10:48.266> family<00:10:48.602> time.

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I<00:10:49.469> wind<00:10:49.725> down<00:10:49.966> really<00:10:50.207> early.

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I<00:10:50.592> hit<00:10:50.688> the<00:10:50.768> rack<00:10:51.233> at<00:10:51.795> 8<00:10:52.436> o'clock,<00:10:53.319> 8:30.

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I'm<00:10:54.538> kind<00:10:54.795> of<00:10:54.923> out,<00:10:55.324> and<00:10:55.484> then<00:10:55.805> the<00:10:55.966> next<00:10:56.222> day<00:10:56.383> starts.

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And<00:10:57.329> there's<00:10:57.666> not<00:10:57.843> much<00:10:58.067> difference<00:10:58.629> between<00:10:58.950> a<00:10:58.966> Monday<00:10:59.351> and<00:10:59.495> a<00:10:59.575> Friday<00:10:59.992> and<00:11:00.089> a<00:11:00.153> Saturday<00:11:00.634> to<00:11:00.730> me.

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I<00:11:01.661> like<00:11:01.901> to<00:11:01.998> replay<00:11:02.399> the<00:11:02.463> same<00:11:02.784> day<00:11:03.040> over<00:11:03.425> and<00:11:03.907> over.

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Yeah,<00:11:04.965> that<00:11:05.110> makes<00:11:05.366> a<00:11:05.382> lot<00:11:05.527> of<00:11:05.559> sense.

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I<00:11:06.233> imagine<00:11:06.634> you'd<00:11:06.794> have<00:11:06.971> to<00:11:07.131> given<00:11:07.372> what<00:11:07.516> you<00:11:07.612> do.

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That's<00:11:08.414> incredible.

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How<00:11:09.457> long<00:11:09.618> have<00:11:09.762> you<00:11:09.842> been<00:11:09.938> doing<00:11:10.163> that,<00:11:10.339> the<00:11:10.484> Ironman<00:11:10.837> stuff?

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I<00:11:11.558> started<00:11:11.766> my<00:11:11.943> first<00:11:12.327> Ironman<00:11:12.664> was<00:11:12.808> 2014.

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That<00:11:14.362> was<00:11:14.490> my<00:11:14.650> first<00:11:14.890> full<00:11:15.131> Ironman.

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I<00:11:15.948> think<00:11:16.012> I<00:11:16.044> started<00:11:16.412> triathlon<00:11:17.646> 2011<00:11:20.257> with<00:11:20.498> an<00:11:20.738> Olympic<00:11:21.155> distance,<00:11:21.635> which<00:11:22.148> I<00:11:22.164> had<00:11:22.340> a<00:11:22.420> road<00:11:22.757> bike.

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I<00:11:23.574> see<00:11:23.782> some<00:11:23.958> pictures<00:11:24.375> of<00:11:24.439> that<00:11:24.743> and<00:11:25.304> I<00:11:25.320> want<00:11:25.720> to<00:11:25.801> laugh<00:11:26.057> at<00:11:26.185> myself.

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It<00:11:26.762> was<00:11:26.986> the<00:11:27.082> worst<00:11:27.723> performance<00:11:28.268> ever.

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But,<00:11:29.149> I<00:11:29.325> think<00:11:29.630> I<00:11:29.870> kind<00:11:30.030> of<00:11:30.062> got<00:11:30.270> the<00:11:30.366> bug.

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I<00:11:30.767> was<00:11:30.927> a<00:11:31.472> college<00:11:31.888> football<00:11:32.273> player,<00:11:32.770> a<00:11:32.930> bodybuilder,<00:11:33.971> powerlifter,<00:11:35.077> marathoner,<00:11:35.894> and<00:11:35.974> then<00:11:36.679> you<00:11:36.935> just<00:11:37.175> naturally—<00:11:38.056> I<00:11:38.617> haven't<00:11:38.841> climbed<00:11:39.242> Everest<00:11:39.643> yet,<00:11:40.139> but<00:11:40.379> I<00:11:40.540> bumped<00:11:40.844> into<00:11:41.004> Ironman.

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You<00:11:42.238> know,<00:11:42.703> triathlon<00:11:43.649> in<00:11:43.745> 2014,<00:11:44.530> my<00:11:44.691> first<00:11:45.091> one.

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And,<00:11:45.973> I've<00:11:46.374> done<00:11:46.791> 6<00:11:47.272> full-distance<00:11:48.297> Ironmans,<00:11:48.810> 11<00:11:49.981> half<00:11:50.301> Ironmans,<00:11:50.942> and<00:11:51.103> I've<00:11:51.359> qualified<00:11:52.065> for<00:11:52.385> and<00:11:52.481> did<00:11:52.722> Kona<00:11:53.603> a<00:11:53.668> couple<00:11:53.924> years<00:11:54.148> ago,<00:11:54.309> 2022,<00:11:55.190> and<00:11:55.607> just<00:11:55.832> qualified<00:11:56.312> again<00:11:56.713> for<00:11:56.874> World<00:11:57.114> Championships<00:11:58.092> this<00:11:58.332> year.

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After<00:11:59.374> I<00:11:59.454> spent<00:12:00.096> 3<00:12:00.320> months,<00:12:00.577> I<00:12:00.625> had<00:12:00.801> a<00:12:00.817> spine<00:12:01.234> infection<00:12:02.340> this<00:12:02.564> year,<00:12:02.676> so<00:12:02.805> I<00:12:02.821> had<00:12:02.965> to<00:12:02.997> recover<00:12:03.446> from<00:12:03.622> the<00:12:03.686> spine<00:12:04.023> infection,<00:12:04.488> get<00:12:04.648> back<00:12:04.969> out<00:12:05.145> there,<00:12:05.386> and<00:12:05.931> was<00:12:06.091> able<00:12:06.267> to<00:12:06.411> qualify<00:12:06.828> again<00:12:07.133> this<00:12:07.293> year.

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That's<00:12:07.854> incredible.

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Congratulations.

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Thank<00:12:10.422> you.

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Yeah.

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Yeah.

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Hey,<00:12:11.948> I<00:12:12.028> wanted<00:12:12.205> to<00:12:12.285> ask<00:12:12.591> you,<00:12:12.992> um,<00:12:13.875> what,<00:12:15.000> how<00:12:15.337> has<00:12:15.658> what's<00:12:15.883> happening<00:12:16.605> in<00:12:16.927> Gaza<00:12:17.264> and<00:12:17.425> Israel<00:12:18.468> affecting<00:12:19.095> your<00:12:19.255> business,<00:12:19.673> given<00:12:19.914> that<00:12:20.090> this<00:12:20.299> was,<00:12:20.701> you<00:12:20.733> know,<00:12:21.183> this<00:12:21.359> is<00:12:21.440> an<00:12:21.584> Israel-based<00:12:22.082> company?

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Yeah.

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I<00:12:22.805> mean,<00:12:23.029> it's<00:12:23.238> sad.

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We<00:12:23.511> had<00:12:23.768> a<00:12:24.009> couple<00:12:24.250> people<00:12:24.491> deployed,<00:12:25.438> uh,<00:12:25.695> which,<00:12:26.001> which<00:12:26.161> has<00:12:26.257> been<00:12:26.402> a<00:12:26.498> challenge<00:12:26.884> checking<00:12:27.205> in<00:12:27.285> with<00:12:27.382> them<00:12:27.623> as<00:12:27.767> much<00:12:28.008> as<00:12:28.104> we<00:12:28.265> can.

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One<00:12:28.988> thing<00:12:29.132> that's<00:12:29.309> kind<00:12:29.486> of<00:12:29.534> remarkable<00:12:30.112> is,<00:12:30.995> uh,<00:12:31.140> our,<00:12:31.461> my<00:12:31.557> deployed<00:12:32.039> folks,<00:12:32.376> uh,<00:12:32.505> I'm<00:12:33.163> able<00:12:33.388> to<00:12:33.484> kind<00:12:33.661> of<00:12:33.725> stay<00:12:33.902> in<00:12:34.047> communication,<00:12:35.010> which<00:12:35.893> first<00:12:36.117> time<00:12:37.080> experiencing<00:12:37.657> something<00:12:37.962> like<00:12:38.138> that.

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I<00:12:38.299> didn't<00:12:38.523> realize,<00:12:39.245> you<00:12:39.277> know,<00:12:39.486> we<00:12:39.582> have<00:12:39.839> an<00:12:39.903> employee<00:12:40.400> that<00:12:40.544> comes<00:12:40.849> back<00:12:41.042> and<00:12:41.170> forth<00:12:41.411> between<00:12:42.405> military<00:12:42.886> service<00:12:43.351> and<00:12:43.448> the<00:12:43.592> office,<00:12:44.073> and<00:12:44.218> I'm<00:12:44.314> able<00:12:44.506> to<00:12:44.619> stay<00:12:44.795> in<00:12:44.875> touch<00:12:45.276> during<00:12:45.517> both<00:12:45.741> times.

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I<00:12:45.934> mean,<00:12:46.142> it's<00:12:46.559> great<00:12:46.944> how<00:12:47.345> communication<00:12:47.923> has<00:12:48.083> improved<00:12:48.468> that,<00:12:49.126> but<00:12:49.270> I'm<00:12:49.431> worried<00:12:49.687> for<00:12:49.832> my<00:12:50.088> people.

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They<00:12:51.131> live<00:12:51.355> in<00:12:51.692> and<00:12:51.772> around<00:12:52.478> the<00:12:52.510> Tel<00:12:52.815> Aviv<00:12:53.120> area<00:12:54.403> and<00:12:54.820> every<00:12:55.061> day<00:12:55.365> is<00:12:55.542> sirens.

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And<00:12:57.531> I've<00:12:57.868> got<00:12:58.445> a<00:12:58.509> friend<00:12:58.814> that<00:12:58.975> I've<00:12:59.071> made,<00:12:59.536> she<00:12:59.648> doesn't<00:12:59.873> work<00:13:00.113> for<00:13:00.258> us,<00:13:00.434> but<00:13:00.996> I've<00:13:01.140> made<00:13:01.332> through<00:13:01.557> business<00:13:02.102> and<00:13:02.423> she's<00:13:02.744> competing.

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In<00:13:04.285> a<00:13:04.301> marathon.

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I'm<00:13:05.875> forgetting<00:13:06.132> where<00:13:06.277> it<00:13:06.357> is.

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I<00:13:06.534> think<00:13:06.630> it's<00:13:06.775> in<00:13:06.855> Florence.

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She's,<00:13:08.365> I<00:13:08.622> think,<00:13:08.863> the<00:13:09.120> second<00:13:09.521> or<00:13:09.666> third<00:13:09.987> fastest<00:13:10.629> marathon<00:13:11.095> distance<00:13:11.432> woman<00:13:11.673> in<00:13:11.818> Israel<00:13:12.171> today.

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And<00:13:13.344> she's<00:13:13.665> training<00:13:14.307> for<00:13:14.420> this<00:13:14.725> marathon.

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She's<00:13:15.689> got<00:13:15.849> young<00:13:16.090> kids<00:13:16.395> at<00:13:16.428> home,<00:13:17.070> a<00:13:17.182> husband<00:13:17.536> as<00:13:17.761> well.

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And<00:13:18.483> she's<00:13:18.676> doing,<00:13:19.046> like,<00:13:19.286> runs<00:13:20.266> just<00:13:20.571> 1<00:13:20.748> mile<00:13:21.150> back<00:13:21.407> and<00:13:21.551> forth<00:13:21.872> in<00:13:22.017> front<00:13:22.129> of<00:13:22.194> her<00:13:22.338> house.

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So<00:13:23.061> just<00:13:23.238> in<00:13:23.318> case<00:13:23.543> the<00:13:23.623> sirens<00:13:24.057> happen,<00:13:24.506> you<00:13:24.587> got<00:13:24.667> to<00:13:24.699> be<00:13:24.844> ready<00:13:25.567> to<00:13:25.647> get<00:13:25.791> your<00:13:25.888> family<00:13:26.289> prepared.

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I<00:13:26.787> mean,<00:13:27.494> I<00:13:27.574> think<00:13:27.735> what<00:13:28.201> it's<00:13:28.458> done<00:13:29.662> for<00:13:29.806> me<00:13:29.982> as<00:13:30.143> a<00:13:30.207> leader<00:13:30.607> is<00:13:30.784> to<00:13:31.008> increase<00:13:31.489> the<00:13:31.569> amount<00:13:31.842> of<00:13:32.050> empathy<00:13:33.188> that<00:13:33.508> I<00:13:33.653> have<00:13:34.326> for<00:13:34.791> not<00:13:35.015> only<00:13:35.175> for<00:13:35.255> my<00:13:35.512> team,<00:13:36.634> but<00:13:37.035> just<00:13:37.339> for<00:13:37.996> the<00:13:38.076> people<00:13:38.381> that<00:13:38.461> are<00:13:38.621> living<00:13:38.878> there,<00:13:39.038> them,<00:13:39.262> their<00:13:39.359> families.

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I'm<00:13:40.000> constantly<00:13:40.561> worried,<00:13:41.202> waking<00:13:41.522> up<00:13:41.683> every<00:13:41.987> morning,<00:13:42.340> seeing<00:13:42.724> news.

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If<00:13:43.189> there's<00:13:43.430> news,<00:13:44.103> I'm<00:13:44.263> texting<00:13:45.032> and<00:13:45.112> trying<00:13:45.305> to<00:13:45.385> find<00:13:45.754> out,<00:13:45.946> is<00:13:46.026> everybody<00:13:46.331> okay?

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How<00:13:47.068> are<00:13:47.148> you<00:13:47.276> doing<00:13:47.469> emotionally?

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I<00:13:48.174> lead<00:13:48.398> off<00:13:48.574> every<00:13:48.815> meeting<00:13:49.216> with<00:13:49.857> a<00:13:50.001> little<00:13:50.177> bit<00:13:50.273> of<00:13:50.418> a<00:13:50.498> chat<00:13:50.754> about<00:13:52.004> mental<00:13:52.277> health.

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And<00:13:53.206> it's<00:13:53.527> just<00:13:53.703> something<00:13:54.024> that<00:13:54.264> I<00:13:54.344> think<00:13:54.745> leaders<00:13:55.370> need<00:13:55.611> to<00:13:55.707> be<00:13:55.851> aware<00:13:56.252> of.

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But<00:13:56.973> I<00:13:57.069> think<00:13:57.229> what's<00:13:57.470> gotten<00:13:57.854> me<00:13:58.095> is<00:13:59.073> this<00:13:59.297> is<00:13:59.329> such<00:13:59.618> a<00:13:59.650> part<00:13:59.890> of<00:14:00.034> their<00:14:00.275> life<00:14:00.595> that<00:14:00.916> it's<00:14:01.301> obvious.

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But<00:14:02.423> even<00:14:03.545> as<00:14:03.657> a<00:14:03.785> leader,<00:14:04.363> you<00:14:04.443> don't<00:14:04.603> know<00:14:04.843> what's<00:14:05.148> going<00:14:05.469> on<00:14:05.645> in<00:14:05.789> everybody's<00:14:06.270> life<00:14:06.527> every<00:14:06.767> day.

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I<00:14:07.008> think<00:14:07.168> we<00:14:07.392> need<00:14:07.585> to<00:14:07.793> learn<00:14:08.386> maybe<00:14:08.611> to<00:14:08.691> be<00:14:08.771> a<00:14:08.851> little<00:14:09.075> bit<00:14:09.252> more<00:14:09.476> empathetic.

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We're<00:14:11.352> such<00:14:11.656> a<00:14:11.817> mission<00:14:12.217> and<00:14:12.682> driving<00:14:13.019> so<00:14:13.243> hard<00:14:13.500> to<00:14:13.580> get<00:14:13.724> the<00:14:13.820> business<00:14:14.205> right<00:14:14.702> that<00:14:15.119> sometimes<00:14:16.225> we<00:14:16.369> can<00:14:16.529> lead<00:14:16.770> off<00:14:17.427> with<00:14:17.748> our<00:14:17.908> priorities.

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But<00:14:19.575> I<00:14:19.687> think<00:14:20.152> this<00:14:20.329> experience<00:14:20.777> has<00:14:20.874> taught<00:14:21.050> us<00:14:21.258> all<00:14:21.371> that<00:14:21.739> we're<00:14:22.396> all<00:14:22.477> part<00:14:22.717> of<00:14:22.797> one<00:14:22.958> big<00:14:23.182> world.

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Yeah.

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And<00:14:23.903> I<00:14:23.919> think<00:14:24.144> during<00:14:24.384> COVID<00:14:24.801> we<00:14:24.961> learned<00:14:26.404> in<00:14:26.484> particular,<00:14:27.029> like,<00:14:27.270> man,<00:14:27.686> a<00:14:28.071> lot<00:14:28.183> of<00:14:28.247> people<00:14:28.488> are<00:14:28.552> struggling<00:14:28.953> with<00:14:29.049> mental<00:14:29.354> health.

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Particularly<00:14:32.080> as<00:14:32.256> it<00:14:32.400> went<00:14:32.641> kind<00:14:32.962> of<00:14:33.058> full<00:14:33.299> remote<00:14:33.780> and<00:14:33.860> now<00:14:34.101> we're<00:14:34.261> kind<00:14:34.373> of<00:14:34.421> like<00:14:34.646> remote<00:14:35.063> hybrid,<00:14:35.688> whatever<00:14:36.025> it<00:14:36.122> is,<00:14:36.490> right?

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And<00:14:37.693> how<00:14:37.806> do<00:14:37.950> you<00:14:38.126> think<00:14:38.367> about<00:14:38.672> that<00:14:39.217> as<00:14:39.377> the<00:14:39.474> leader?

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I<00:14:40.452> mean,<00:14:40.596> you<00:14:40.677> just<00:14:40.837> mentioned<00:14:41.078> like,<00:14:41.222> hey,<00:14:41.318> this<00:14:41.382> is<00:14:41.479> something<00:14:41.783> we<00:14:41.864> do,<00:14:41.960> but<00:14:42.361> what<00:14:42.521> are<00:14:42.553> some<00:14:42.681> of<00:14:42.746> the<00:14:42.842> things<00:14:43.483> that<00:14:43.628> you've<00:14:43.724> put<00:14:43.884> in<00:14:44.045> place<00:14:44.398> to<00:14:44.670> kind<00:14:44.831> of<00:14:44.863> like<00:14:45.168> help<00:14:45.889> your<00:14:46.066> employees<00:14:46.675> with<00:14:46.852> their<00:14:46.996> mental<00:14:47.397> health?

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I<00:14:49.161> don't<00:14:49.418> think<00:14:49.819> I<00:14:49.899> formally<00:14:50.621> put<00:14:51.006> anything<00:14:51.407> in<00:14:51.503> place.

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I<00:14:52.465> think<00:14:52.610> I<00:14:52.706> like<00:14:52.866> to<00:14:52.947> lead<00:14:53.171> by<00:14:53.331> example<00:14:53.829> in<00:14:53.973> terms<00:14:54.246> of<00:14:54.454> exercise.

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I<00:14:55.593> think<00:14:56.539> everybody<00:14:56.940> wants<00:14:57.277> to<00:14:57.357> talk<00:14:57.614> about<00:14:57.903> SSRIs<00:14:59.025> and<00:14:59.507> and<00:14:59.989> every<00:15:00.182> new<00:15:00.326> medicine<00:15:00.744> that<00:15:00.905> could<00:15:01.033> come<00:15:01.210> out<00:15:01.290> to<00:15:01.515> help<00:15:01.836> mental<00:15:02.077> health.

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And<00:15:02.334> those<00:15:02.511> are<00:15:02.720> all<00:15:02.816> very<00:15:02.977> important<00:15:03.442> tools.

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But<00:15:05.450> the<00:15:05.627> value<00:15:06.109> of<00:15:06.735> getting<00:15:06.928> up<00:15:07.137> early<00:15:07.313> in<00:15:07.394> the<00:15:07.474> morning,<00:15:08.181> exercising,<00:15:09.000> getting<00:15:09.225> your<00:15:09.305> sleep<00:15:09.723> right,<00:15:10.927> getting<00:15:11.168> the<00:15:11.233> right<00:15:11.811> vitamin<00:15:12.132> and<00:15:12.212> mineral<00:15:12.534> supplementation,<00:15:14.365> all<00:15:14.477> of<00:15:14.606> those<00:15:14.863> things<00:15:16.613> are<00:15:16.710> critical<00:15:17.176> for<00:15:17.256> mental<00:15:17.577> health<00:15:17.834> too.

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So<00:15:19.119> I<00:15:19.200> try<00:15:19.440> to<00:15:19.521> lead<00:15:19.746> by<00:15:19.906> example.

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We<00:15:20.725> had<00:15:21.368> a<00:15:21.513> couple<00:15:21.689> of<00:15:21.770> meetings<00:15:22.235> last<00:15:22.557> year<00:15:22.733> in<00:15:22.894> Europe<00:15:23.279> where<00:15:23.954> instead<00:15:24.243> of<00:15:24.339> doing<00:15:24.564> late<00:15:24.805> nights<00:15:25.078> in<00:15:25.159> the<00:15:25.303> bar,<00:15:25.689> I<00:15:25.785> encouraged,<00:15:26.347> let's<00:15:26.813> have<00:15:26.909> a<00:15:26.990> running<00:15:27.295> group.

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That<00:15:27.953> meets<00:15:28.194> every<00:15:28.499> morning,<00:15:28.820> goes<00:15:29.061> out<00:15:29.173> in<00:15:29.318> Berlin.

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And<00:15:30.281> I<00:15:30.361> think<00:15:30.522> I<00:15:30.602> got<00:15:30.779> 3<00:15:31.004> volunteers.

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That's<00:15:31.806> okay.

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It's<00:15:32.529> a<00:15:32.593> start.

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But<00:15:34.279> I<00:15:34.616> try<00:15:34.921> to<00:15:35.081> live<00:15:35.820> and<00:15:35.900> encourage<00:15:36.382> people<00:15:36.944> to<00:15:37.329> do<00:15:37.506> those,<00:15:37.746> to<00:15:37.987> eat<00:15:38.148> right<00:15:38.790> and<00:15:38.951> exercise,<00:15:39.577> because<00:15:40.315> I<00:15:40.395> think<00:15:40.556> those<00:15:40.733> are<00:15:40.813> the<00:15:40.941> building<00:15:41.262> blocks<00:15:41.680> for<00:15:41.760> a<00:15:41.776> strong<00:15:42.643> biopsychosocial<00:15:44.088> approach<00:15:45.388> to<00:15:45.453> your<00:15:45.613> life.

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And<00:15:46.352> so<00:15:46.480> I<00:15:46.560> think<00:15:46.737> that<00:15:47.604> would<00:15:47.700> be<00:15:47.925> one<00:15:48.166> thing<00:15:48.326> I've<00:15:48.487> done.

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I<00:15:49.450> think<00:15:49.707> I<00:15:50.012> also<00:15:50.349> do<00:15:50.590> a<00:15:50.751> lot<00:15:51.008> of<00:15:51.072> one-on-ones<00:15:51.794> where<00:15:53.239> I<00:15:53.400> do<00:15:53.560> the<00:15:53.640> big<00:15:53.865> meetings,<00:15:54.202> of<00:15:54.347> course,<00:15:54.604> but<00:15:54.989> I'm<00:15:55.310> often<00:15:55.647> texting<00:15:56.129> and<00:15:56.354> talking<00:15:57.092> to<00:15:57.172> people<00:15:57.477> one-on-one.

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I'm<00:15:58.680> asking<00:15:59.001> them<00:15:59.161> how<00:15:59.257> they're<00:15:59.482> doing<00:15:59.803> and<00:16:00.220> following<00:16:00.765> up.

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So<00:16:01.182> nothing's<00:16:01.647> worse<00:16:02.465> than<00:16:02.625> a<00:16:02.706> boss<00:16:03.026> that<00:16:03.251> asks<00:16:03.443> you<00:16:03.524> about<00:16:03.812> your<00:16:03.860> situation.

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You<00:16:04.550> tell<00:16:04.775> them<00:16:04.935> your<00:16:04.983> situation<00:16:05.993> and<00:16:06.074> they<00:16:06.218> forget<00:16:06.539> your<00:16:06.635> situation.

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That's<00:16:07.822> the<00:16:07.982> worst<00:16:08.303> in<00:16:08.383> the<00:16:08.463> world.

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But<00:16:09.265> I<00:16:09.281> try<00:16:09.522> to<00:16:09.907> genuinely<00:16:10.549> follow<00:16:10.949> up<00:16:11.126> on<00:16:11.286> people's<00:16:12.249> personal<00:16:12.794> items<00:16:13.051> that<00:16:13.211> they<00:16:13.291> share<00:16:13.612> with<00:16:13.836> me.

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And<00:16:15.200> I<00:16:15.296> think<00:16:15.857> that<00:16:16.082> way<00:16:16.258> of<00:16:16.339> connecting<00:16:16.900> allows<00:16:17.301> me<00:16:17.461> to<00:16:18.103> tell<00:16:18.263> them<00:16:18.488> how<00:16:18.520> much<00:16:18.808> I<00:16:18.905> care<00:16:19.129> about<00:16:19.306> them.

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Yeah,<00:16:20.108> that's<00:16:20.685> super<00:16:20.926> interesting.

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It<00:16:21.647> does<00:16:21.872> seem<00:16:22.032> like<00:16:22.209> it<00:16:22.241> has<00:16:22.433> to<00:16:22.513> be<00:16:22.594> something<00:16:22.979> led<00:16:23.155> by<00:16:23.299> example.

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It<00:16:23.845> doesn't<00:16:24.021> seem<00:16:24.198> like<00:16:24.342> there's<00:16:24.454> any<00:16:24.534> sort<00:16:24.839> of<00:16:24.919> silver<00:16:25.465> bullet.

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In<00:16:26.122> that<00:16:26.283> particular<00:16:26.749> area<00:16:27.552> that<00:16:27.792> works<00:16:28.130> over—.

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People<00:16:28.531> try<00:16:28.756> to<00:16:28.916> put<00:16:29.093> programs<00:16:29.719> on<00:16:29.832> it.

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It's<00:16:30.394> like<00:16:30.859> we<00:16:30.939> had<00:16:31.421> a<00:16:31.566> training<00:16:31.823> class<00:16:32.224> a<00:16:32.385> million<00:16:32.690> years<00:16:32.930> ago<00:16:33.091> in<00:16:33.187> business.

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They<00:16:33.669> talked<00:16:33.990> about<00:16:34.873> technical<00:16:35.740> adaptations<00:16:37.025> and<00:16:37.667> adaptations<00:16:38.406> that<00:16:38.631> are<00:16:39.144> more<00:16:39.353> smooth<00:16:39.787> in<00:16:39.851> nature.

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I<00:16:40.814> just<00:16:41.039> think<00:16:41.200> some<00:16:41.457> of<00:16:41.537> that,<00:16:41.922> like<00:16:42.115> some<00:16:42.420> leadership<00:16:43.704> is<00:16:43.929> you<00:16:44.026> can't<00:16:44.347> put<00:16:44.604> a<00:16:44.748> program<00:16:45.230> in<00:16:45.374> place.

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Like<00:16:46.017> you<00:16:46.049> need<00:16:46.257> to<00:16:46.338> just<00:16:46.900> live<00:16:47.076> the<00:16:47.221> life<00:16:47.494> a<00:16:47.542> certain<00:16:47.943> way<00:16:48.425> and<00:16:48.666> things<00:16:48.843> take<00:16:49.067> care<00:16:49.244> of<00:16:49.308> themselves.

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Yeah,<00:16:50.769> for<00:16:50.930> sure.

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How<00:16:51.637> are<00:16:51.733> you<00:16:51.958> thinking<00:16:52.119> about<00:16:52.440> AI<00:16:53.324> and<00:16:53.500> how<00:16:53.677> is<00:16:53.822> that<00:16:53.982> going<00:16:54.095> to<00:16:54.207> affect<00:16:54.528> Samsara<00:16:55.027> Vision?

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Yeah,<00:16:55.750> I<00:16:55.830> think<00:16:56.055> it's<00:16:56.232> going<00:16:56.344> to<00:16:56.392> affect<00:16:56.938> the<00:16:57.035> way<00:16:57.276> we<00:16:57.581> do<00:16:57.822> the<00:16:57.918> business<00:16:58.400> we<00:16:58.481> do.

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I<00:16:59.107> don't<00:16:59.204> think<00:16:59.364> it'll<00:16:59.525> affect<00:16:59.911> our<00:17:00.007> technology<00:17:00.810> as<00:17:00.987> much.

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I<00:17:02.321> think<00:17:02.497> we'll<00:17:02.803> be<00:17:02.899> able<00:17:03.092> to<00:17:03.301> get<00:17:03.622> to<00:17:03.783> patients<00:17:04.827> easier.

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I<00:17:05.229> think<00:17:05.887> we're<00:17:07.398> interviewing<00:17:08.201> companies<00:17:08.683> that<00:17:08.763> are<00:17:08.908> doing<00:17:09.149> great<00:17:09.470> things<00:17:09.727> in<00:17:09.808> terms<00:17:10.113> of<00:17:10.354> outreach.

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Our<00:17:11.318> patient<00:17:11.735> base<00:17:12.137> today<00:17:12.940> is<00:17:13.246> one<00:17:13.422> that's<00:17:13.663> been<00:17:13.888> what's<00:17:14.049> called<00:17:14.290> lost<00:17:14.547> to<00:17:14.692> follow.

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It's<00:17:15.832> a<00:17:15.897> patient<00:17:16.218> base<00:17:16.475> that<00:17:16.700> has<00:17:16.893> gone<00:17:17.182> to<00:17:17.278> the<00:17:17.359> doctor,<00:17:18.162> The<00:17:18.306> doctors<00:17:18.724> told<00:17:18.965> them<00:17:19.190> that<00:17:19.302> there's<00:17:19.591> not<00:17:19.832> a<00:17:19.929> lot<00:17:20.250> that<00:17:20.395> they<00:17:20.571> can<00:17:20.732> do<00:17:21.455> to<00:17:21.535> improve<00:17:21.920> their<00:17:22.017> vision.

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There's<00:17:23.061> been<00:17:23.205> other<00:17:23.382> products<00:17:23.784> that<00:17:23.912> have<00:17:24.025> come<00:17:24.249> out<00:17:24.490> that<00:17:24.587> have<00:17:24.747> not<00:17:25.149> improved<00:17:25.615> their<00:17:25.791> vision.

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So<00:17:26.819> our<00:17:26.916> patients<00:17:27.398> are<00:17:27.478> sitting<00:17:27.863> at<00:17:27.944> home<00:17:29.245> and<00:17:29.389> they're<00:17:29.486> blind<00:17:29.952> and<00:17:30.048> they've<00:17:30.209> been<00:17:30.369> told<00:17:30.610> there's<00:17:30.851> nothing<00:17:31.172> for<00:17:31.493> them.

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So<00:17:32.361> how<00:17:32.538> do<00:17:32.602> you<00:17:32.762> get<00:17:32.939> out<00:17:33.244> to<00:17:33.646> a<00:17:34.047> lost-to-follow<00:17:34.867> population?

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And<00:17:36.055> we've<00:17:36.216> seen<00:17:36.473> that<00:17:36.874> with<00:17:37.035> pharmaceutical<00:17:37.742> companies,<00:17:38.159> they've<00:17:38.384> done<00:17:38.561> television<00:17:39.123> commercials,<00:17:40.167> but<00:17:40.488> for<00:17:40.649> us,<00:17:41.131> that's<00:17:41.452> not<00:17:42.159> a<00:17:42.175> good<00:17:42.335> approach.

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It's<00:17:42.882> not<00:17:42.962> a<00:17:43.058> wise<00:17:43.379> spend.

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Reaching<00:17:45.292> our<00:17:45.454> audience<00:17:45.957> is<00:17:46.103> difficult<00:17:46.574> through<00:17:46.671> television.

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So<00:17:49.899> AI<00:17:50.305> has<00:17:50.548> given<00:17:51.197> programs<00:17:53.476> that<00:17:53.637> enable<00:17:54.622> surgeons<00:17:55.170> and<00:17:55.316> doctors<00:17:55.735> to<00:17:55.897> read<00:17:56.123> their<00:17:56.219> electronic<00:17:56.865> medical<00:17:57.204> records<00:17:57.672> and<00:17:57.753> find<00:17:58.011> the<00:17:58.156> right<00:17:58.463> candidates,<00:17:59.770> to<00:17:59.996> look<00:18:00.173> through<00:18:00.335> social<00:18:00.819> media<00:18:01.110> platforms<00:18:02.255> to<00:18:02.336> find<00:18:02.594> people<00:18:02.900> who<00:18:02.997> have<00:18:03.159> been<00:18:03.481> interested<00:18:04.207> or<00:18:04.369> clicked<00:18:04.691> on<00:18:05.498> links<00:18:05.821> for<00:18:06.047> age-related<00:18:06.627> macular<00:18:07.031> degeneration<00:18:07.918> or<00:18:08.402> vision<00:18:08.725> enhancement<00:18:09.596> and<00:18:09.758> AMD,<00:18:10.645> and<00:18:10.710> find<00:18:10.987> those<00:18:11.150> people<00:18:11.476> where<00:18:11.639> they<00:18:11.867> are<00:18:12.047> and<00:18:12.194> let<00:18:12.357> them<00:18:12.520> know<00:18:12.699> there's<00:18:12.944> a<00:18:12.960> new<00:18:13.009> technology<00:18:13.205> out<00:18:13.237> there.

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I<00:18:13.384> think<00:18:13.482> those<00:18:13.563> are<00:18:13.596> the—<00:18:13.629> that's<00:18:13.743> the<00:18:16.162> connecting<00:18:16.643> with<00:18:16.868> people<00:18:17.766> will<00:18:17.926> be<00:18:18.102> the<00:18:18.247> way<00:18:18.648> AI<00:18:19.048> changes<00:18:19.513> our<00:18:19.610> business.

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That's<00:18:20.331> sort<00:18:20.572> of<00:18:20.716> opposite.

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Everybody's<00:18:21.534> talking<00:18:21.774> about<00:18:22.015> how<00:18:22.881> AI<00:18:23.137> is<00:18:23.233> minimizing<00:18:24.404> the<00:18:24.901> getting<00:18:25.302> to<00:18:25.446> the<00:18:25.542> people<00:18:25.943> and<00:18:26.408> the<00:18:26.488> human<00:18:26.825> touch.

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I<00:18:27.226> think<00:18:27.386> for<00:18:27.611> us,<00:18:28.028> we'll<00:18:28.589> be<00:18:28.733> able<00:18:28.910> to<00:18:28.990> communicate<00:18:29.471> with<00:18:29.711> more<00:18:29.936> people<00:18:30.337> because<00:18:30.850> of<00:18:30.994> AI,<00:18:31.379> which<00:18:31.876> I<00:18:31.892> think<00:18:32.020> is<00:18:32.181> positive.

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But<00:18:32.918> for<00:18:33.063> our<00:18:33.159> technology,<00:18:34.265> not<00:18:34.377> much.

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I<00:18:35.099> think<00:18:35.243> we've<00:18:35.404> got<00:18:35.580> an<00:18:35.805> Occam's<00:18:36.189> razor<00:18:36.606> style<00:18:37.007> technology.

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It's<00:18:38.434> sort<00:18:38.530> of<00:18:38.611> the<00:18:38.707> simplest<00:18:39.252> solution.

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So<00:18:40.759> I<00:18:40.839> don't<00:18:41.000> think<00:18:41.240> AI<00:18:41.882> will<00:18:42.058> enhance<00:18:42.619> the<00:18:42.924> device<00:18:43.277> itself.

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Everything<00:18:44.527> around<00:18:45.023> the<00:18:45.103> device<00:18:45.825> will<00:18:45.969> be<00:18:46.065> enhanced<00:18:46.465> with<00:18:46.610> AI.

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Yeah,<00:18:47.090> it's<00:18:47.331> really<00:18:47.571> interesting<00:18:47.972> that<00:18:48.052> it<00:18:48.148> really<00:18:48.388> is<00:18:48.532> a<00:18:48.548> reverse<00:18:49.029> for<00:18:49.125> most,<00:18:49.670> like<00:18:49.910> that<00:18:50.087> it<00:18:50.215> actually<00:18:50.776> helps<00:18:51.096> you<00:18:51.513> get<00:18:51.753> more<00:18:51.993> connected<00:18:52.618> with<00:18:52.859> your<00:18:53.035> customer,<00:18:54.060> which<00:18:54.253> is<00:18:54.397> incredible.

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Because<00:18:55.743> our<00:18:55.839> customer<00:18:56.239> is<00:18:56.400> disconnected,<00:18:57.281> which<00:18:57.457> is<00:18:57.521> sad,<00:18:57.922> right?

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They've<00:18:58.435> disconnected<00:18:58.963> because<00:18:59.364> of<00:18:59.428> their<00:18:59.508> handicap.

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Yeah.

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Yeah.

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What<00:19:01.767> do<00:19:01.831> you<00:19:01.928> read?

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What<00:19:02.392> reading<00:19:02.873> recommendations<00:19:03.594> would<00:19:03.690> you<00:19:03.754> have<00:19:03.866> for<00:19:04.155> us?

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I<00:19:04.876> like,<00:19:05.356> I<00:19:05.469> sort<00:19:05.677> of<00:19:05.773> like<00:19:05.997> classics.

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I'm<00:19:06.879> not,<00:19:07.359> I'm<00:19:07.632> a<00:19:07.696> big<00:19:07.856> podcast<00:19:08.417> guy<00:19:08.673> now.

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I<00:19:09.763> think<00:19:09.939> the,<00:19:10.564> you<00:19:10.596> know,<00:19:10.740> the<00:19:11.045> election<00:19:11.461> made<00:19:12.184> Everyone's<00:19:12.585> listening<00:19:12.907> to<00:19:12.971> podcasts<00:19:13.533> now.

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I've<00:19:14.095> always<00:19:14.352> been<00:19:14.513> a<00:19:14.593> podcast<00:19:15.075> person.

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I<00:19:16.104> think<00:19:17.164> Rich<00:19:17.405> Roll<00:19:18.128> has<00:19:18.530> always<00:19:18.771> been<00:19:18.995> one<00:19:19.092> of<00:19:19.124> my<00:19:19.397> favorites.

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Oh<00:19:20.233> yeah.

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Rogan,<00:19:20.939> of<00:19:21.084> course,<00:19:21.405> depending<00:19:21.662> on<00:19:21.743> the<00:19:21.823> guest,<00:19:22.225> but<00:19:22.691> I<00:19:22.851> love<00:19:23.414> Rogan<00:19:23.751> as<00:19:23.895> well.

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Dateline,<00:19:25.261> I<00:19:25.438> think<00:19:25.663> I've<00:19:25.823> listened<00:19:26.161> to<00:19:26.386> every<00:19:26.723> Dateline.

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It's<00:19:27.832> sort<00:19:28.153> of<00:19:28.651> mental<00:19:28.972> candy<00:19:29.438> for<00:19:29.518> me<00:19:29.695> while<00:19:29.856> I'm<00:19:30.257> traveling<00:19:30.723> or<00:19:30.804> something.

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But,<00:19:31.768> you<00:19:31.800> know,<00:19:32.764> East<00:19:32.924> of<00:19:33.053> Eden<00:19:33.230> was<00:19:33.455> one<00:19:33.551> of<00:19:33.583> my<00:19:33.712> favorite<00:19:34.194> books<00:19:34.595> and<00:19:34.981> that,<00:19:35.623> you<00:19:35.656> know,<00:19:36.186> and<00:19:36.362> 1984,<00:19:37.166> I<00:19:37.246> just<00:19:37.471> read<00:19:37.648> it<00:19:37.728> for<00:19:37.889> the<00:19:38.049> third<00:19:38.290> time.

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And<00:19:39.157> listen<00:19:39.430> to<00:19:39.575> books,<00:19:39.880> audiobooks.

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So<00:19:41.421> yeah,<00:19:41.823> I<00:19:41.903> think<00:19:42.144> for<00:19:42.288> me,<00:19:42.465> it's<00:19:42.641> not,<00:19:42.866> I<00:19:42.946> don't<00:19:43.187> like<00:19:43.589> to,<00:19:43.749> I<00:19:43.830> don't<00:19:44.135> read<00:19:44.552> much<00:19:45.178> on<00:19:45.596> business<00:19:45.917> subject<00:19:46.398> matter,<00:19:46.639> believe<00:19:46.864> it<00:19:46.944> or<00:19:47.105> not.

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I<00:19:48.068> like<00:19:48.389> to<00:19:50.091> do<00:19:50.316> big<00:19:50.573> thinking<00:19:51.054> through<00:19:51.696> books.

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And<00:19:52.740> for<00:19:52.868> me,<00:19:53.222> it's<00:19:53.463> fiction<00:19:53.864> that<00:19:54.346> The<00:19:54.426> Girl<00:19:54.651> with<00:19:54.731> the<00:19:54.811> Dragon<00:19:55.164> Tattoo,<00:19:55.951> that<00:19:56.288> series<00:19:56.834> was<00:19:57.316> one<00:19:57.476> of<00:19:57.508> my<00:19:57.717> favorites<00:19:58.520> too.

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I<00:19:58.841> listened<00:19:59.242> through<00:19:59.403> that<00:19:59.660> twice.

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Yeah.

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So<00:20:00.543> that's<00:20:01.024> me<00:20:01.185> more<00:20:01.474> of<00:20:01.554> a<00:20:01.570> fiction<00:20:01.875> guy.

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Perfect<00:20:02.598> timing<00:20:03.080> on<00:20:03.240> Orwell<00:20:03.882> in<00:20:03.979> 1984.

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Oh<00:20:05.278> my<00:20:05.423> gosh.

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And<00:20:06.289> I,<00:20:06.609> 3<00:20:06.786> times<00:20:07.251> now<00:20:08.229> I've<00:20:08.469> listened<00:20:08.854> to<00:20:09.175> it<00:20:09.495> and<00:20:10.137> each<00:20:10.377> time<00:20:11.115> more<00:20:11.355> and<00:20:11.516> more<00:20:11.756> of<00:20:11.916> it<00:20:12.301> has<00:20:13.103> different<00:20:13.424> parts<00:20:13.760> of<00:20:13.841> it.

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But<00:20:14.867> it's<00:20:16.149> unbelievable<00:20:17.031> the<00:20:17.208> vision<00:20:17.512> that<00:20:17.673> that<00:20:17.849> guy<00:20:18.009> had.

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I<00:20:18.250> think<00:20:18.426> it<00:20:18.490> was<00:20:19.052> like<00:20:19.196> 1949<00:20:20.639> or<00:20:20.719> '45<00:20:21.457> or<00:20:22.018> somewhere<00:20:22.322> in<00:20:22.499> that<00:20:23.236> timeframe<00:20:23.926> where<00:20:24.086> he<00:20:24.247> wrote<00:20:24.487> the<00:20:24.583> book.

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And<00:20:25.465> yeah,<00:20:25.930> I<00:20:25.946> mean,<00:20:26.571> he<00:20:26.652> was<00:20:26.892> off<00:20:27.133> by<00:20:27.389> 40<00:20:27.630> years,<00:20:28.191> but<00:20:28.576> man,<00:20:29.217> pretty<00:20:29.393> damn<00:20:29.618> close.

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Pretty<00:20:30.339> remarkable.

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It<00:20:31.782> is<00:20:31.959> pretty<00:20:32.119> incredible.

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How<00:20:33.498> do<00:20:33.562> you<00:20:33.658> think<00:20:33.883> about<00:20:34.043> recruiting?

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How<00:20:35.502> do<00:20:35.967> you<00:20:36.128> think<00:20:36.304> about<00:20:36.994> getting<00:20:37.314> the<00:20:37.411> top<00:20:37.747> talent<00:20:38.758> to<00:20:38.918> your<00:20:39.094> company<00:20:40.217> and<00:20:40.361> what<00:20:40.521> it<00:20:40.618> takes<00:20:40.938> in<00:20:41.018> order<00:20:41.323> to<00:20:41.403> do<00:20:41.580> that?

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Yeah,<00:20:42.141> for<00:20:42.686> me,<00:20:43.488> this<00:20:43.664> company<00:20:44.049> in<00:20:44.129> particular,<00:20:44.626> I<00:20:44.706> think<00:20:44.931> you<00:20:45.011> need<00:20:45.268> to<00:20:45.428> have,<00:20:46.069> of<00:20:46.214> course,<00:20:46.470> depends<00:20:46.791> on<00:20:46.935> the<00:20:47.031> role,<00:20:47.978> but<00:20:48.138> I<00:20:48.314> like<00:20:48.619> to<00:20:48.859> use<00:20:49.132> a<00:20:49.196> benchmark<00:20:49.982> of<00:20:50.703> finding<00:20:51.120> people<00:20:51.682> that<00:20:52.082> have<00:20:52.483> a<00:20:52.563> connection<00:20:52.964> to<00:20:53.125> the<00:20:53.205> patient.

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So<00:20:54.552> if<00:20:54.792> my<00:20:55.193> people<00:20:55.915> all<00:20:56.235> have<00:20:56.973> a<00:20:57.053> passion<00:20:57.759> for<00:20:58.496> the<00:20:58.641> patients<00:20:59.138> that<00:20:59.362> we're<00:20:59.523> working<00:20:59.923> on<00:21:00.100> behalf<00:21:00.565> of,<00:21:01.062> then<00:21:01.158> I'm<00:21:01.302> comfortable<00:21:01.863> that<00:21:02.167> we've<00:21:02.424> got<00:21:02.840> the<00:21:02.968> right<00:21:03.305> team.

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Without<00:21:04.811> the<00:21:04.907> patients,<00:21:05.371> there's<00:21:05.548> no<00:21:05.708> mission.

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And<00:21:06.493> our<00:21:06.653> patients<00:21:07.694> are<00:21:08.031> uniquely<00:21:09.857> visually<00:21:10.754> impaired.

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And<00:21:11.395> that<00:21:11.555> kind<00:21:11.892> of<00:21:12.020> patient,<00:21:12.853> it<00:21:12.981> takes<00:21:13.173> a<00:21:13.238> lot<00:21:13.382> of<00:21:13.478> patience<00:21:14.743> for<00:21:15.240> the<00:21:15.320> people<00:21:15.577> that<00:21:15.785> are<00:21:15.881> working<00:21:16.201> in<00:21:16.265> the<00:21:16.298> company.

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And<00:21:17.547> if<00:21:17.723> you<00:21:17.803> don't<00:21:18.108> have<00:21:18.284> that,<00:21:18.588> if<00:21:18.685> your<00:21:18.845> North<00:21:19.149> Star<00:21:19.710> is<00:21:19.870> not<00:21:20.607> improving<00:21:21.088> the<00:21:21.232> lives<00:21:21.584> of<00:21:21.664> the<00:21:21.809> people<00:21:22.065> that<00:21:22.289> we<00:21:22.385> serve,<00:21:23.491> then<00:21:23.891> this<00:21:24.052> is<00:21:24.132> not<00:21:24.372> the<00:21:24.452> company<00:21:24.917> for<00:21:25.077> you.

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Then<00:21:25.718> you<00:21:25.798> should<00:21:26.054> look<00:21:26.294> for<00:21:27.079> a<00:21:27.176> company<00:21:27.800> that<00:21:27.961> has<00:21:28.153> your<00:21:28.377> value<00:21:28.778> set.

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But<00:21:29.242> for<00:21:29.354> me,<00:21:30.139> if<00:21:30.284> you're<00:21:30.380> not<00:21:30.540> waking<00:21:30.876> up<00:21:31.021> in<00:21:31.101> the<00:21:31.245> morning<00:21:31.982> kicking<00:21:32.288> and<00:21:32.368> screaming<00:21:32.769> to<00:21:32.866> try<00:21:33.106> to<00:21:33.171> make<00:21:33.411> someone's<00:21:33.829> life<00:21:34.134> better.

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And<00:21:35.194> by<00:21:35.274> the<00:21:35.434> end<00:21:35.579> of<00:21:35.611> the<00:21:35.675> day,<00:21:35.852> if<00:21:35.932> we<00:21:36.061> haven't<00:21:36.237> made<00:21:36.414> at<00:21:36.478> least<00:21:36.783> one<00:21:37.024> person's<00:21:37.425> life<00:21:37.682> better,<00:21:38.790> you<00:21:38.870> know,<00:21:39.047> it's<00:21:39.288> not<00:21:39.545> a<00:21:39.673> day<00:21:39.850> well<00:21:40.010> spent.

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So<00:21:40.476> if<00:21:40.556> you<00:21:40.652> have<00:21:40.877> that<00:21:41.455> mindset,<00:21:42.001> then<00:21:42.162> I'm<00:21:42.563> willing<00:21:42.772> to<00:21:42.900> listen<00:21:43.382> and,<00:21:43.944> you<00:21:43.976> know,<00:21:44.185> see<00:21:44.426> why<00:21:44.650> you<00:21:44.682> should<00:21:44.891> join.

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And<00:21:45.389> I<00:21:45.469> like<00:21:45.710> to<00:21:45.871> pick<00:21:46.111> people<00:21:46.432> first<00:21:47.155> and<00:21:47.235> then<00:21:47.396> find<00:21:47.717> roles.

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And<00:21:48.359> I<00:21:48.825> do<00:21:49.178> a<00:21:49.242> lot<00:21:49.483> of<00:21:49.708> interviews<00:21:50.848> for<00:21:50.992> roles<00:21:51.313> that<00:21:51.410> aren't<00:21:51.715> open.

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And<00:21:52.293> if<00:21:52.453> I<00:21:52.534> find<00:21:53.352> talent<00:21:54.524> and<00:21:54.701> passion<00:21:55.086> and<00:21:55.183> enthusiasm<00:21:56.612> for<00:21:56.692> the<00:21:56.788> business,<00:21:57.414> I've<00:21:57.720> plug<00:21:58.120> people<00:21:58.500> in<00:21:59.160> where<00:21:59.340> we've<00:21:59.600> not<00:21:59.720> had<00:21:59.920> open<00:22:00.200> roles<00:22:00.560> in<00:22:00.800> the<00:22:00.840> past<00:22:01.160> because,<00:22:01.600> you<00:22:02.000> know,<00:22:02.140> talent<00:22:02.520> is<00:22:02.860> everything<00:22:03.280> in<00:22:03.440> our<00:22:03.560> business.

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You<00:22:04.000> mentioned<00:22:04.300> the<00:22:04.480> election<00:22:04.980> and,<00:22:05.460> you<00:22:06.040> know,<00:22:06.180> I'm<00:22:06.380> not,<00:22:06.780> we're<00:22:06.781> not<00:22:06.782> going<00:22:06.800> to<00:22:06.920> go<00:22:07.000> into<00:22:07.260> like<00:22:07.660> the<00:22:08.220> politics<00:22:08.800> of<00:22:09.200> that,<00:22:09.400> but<00:22:09.500> now<00:22:09.700> we<00:22:09.820> do<00:22:09.960> have<00:22:10.100> some<00:22:10.300> certainty<00:22:11.180> into<00:22:12.020> kind<00:22:12.420> of<00:22:12.540> the<00:22:12.660> way<00:22:12.980> things<00:22:13.200> are<00:22:13.380> going<00:22:13.560> to<00:22:13.799> look<00:22:14.000> in<00:22:14.200> 2025.

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You<00:22:14.940> see<00:22:15.080> the<00:22:15.180> way<00:22:15.280> the<00:22:15.460> market<00:22:15.760> is<00:22:16.000> reacting,<00:22:16.140> like<00:22:16.340> they<00:22:16.620> just<00:22:16.800> want<00:22:17.040> certainty,<00:22:17.620> right?

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They<00:22:18.000> don't<00:22:18.160> want<00:22:18.280> to<00:22:19.060> not<00:22:19.200> understand<00:22:19.680> things.

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So<00:22:20.060> as<00:22:20.160> you<00:22:20.320> go<00:22:20.540> into<00:22:20.700> 2025,<00:22:21.440> how<00:22:21.520> do<00:22:21.600> you<00:22:21.680> think<00:22:21.820> we're<00:22:22.000> looking?

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Well,<00:22:23.700> in<00:22:23.780> terms<00:22:24.100> of<00:22:24.480> medical<00:22:25.360> device,<00:22:26.140> it's<00:22:26.480> interesting.

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I<00:22:27.020> was<00:22:27.140> reading<00:22:27.340> an<00:22:27.580> article<00:22:27.700> the<00:22:27.720> other<00:22:27.740> day<00:22:27.760> about<00:22:29.282> investment<00:22:29.924> in<00:22:30.069> med<00:22:30.326> tech.

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So<00:22:31.706> there's<00:22:31.915> a<00:22:31.931> fixed<00:22:32.236> amount<00:22:32.637> of<00:22:32.734> investment<00:22:33.279> dollars<00:22:33.616> that<00:22:33.761> come<00:22:33.938> into<00:22:34.162> the<00:22:34.259> market.

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I<00:22:34.644> think<00:22:35.366> the,<00:22:35.703> the,<00:22:36.666> it<00:22:36.827> looks<00:22:37.148> as<00:22:37.373> if<00:22:38.095> there's<00:22:38.432> next<00:22:38.769> year<00:22:38.994> is<00:22:39.154> going<00:22:39.379> to<00:22:39.476> be<00:22:39.620> a<00:22:39.700> good<00:22:39.893> year<00:22:40.182> for<00:22:40.503> M&A<00:22:41.081> and,<00:22:41.787> and<00:22:42.349> private<00:22:42.590> equity<00:22:43.168> and<00:22:43.248> venture<00:22:43.713> investments.

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So<00:22:45.078> those<00:22:45.270> of<00:22:45.399> us<00:22:45.511> who<00:22:45.656> are<00:22:45.816> in<00:22:45.977> businesses<00:22:46.458> that<00:22:46.619> are<00:22:46.699> in<00:22:46.843> growth<00:22:47.181> mode<00:22:47.486> or<00:22:48.079> startup<00:22:48.609> mode,<00:22:48.930> I<00:22:48.946> think<00:22:49.187> we're,<00:22:49.492> we're,<00:22:50.134> there's<00:22:50.327> going<00:22:50.616> to<00:22:50.712> be<00:22:51.499> money<00:22:51.739> out<00:22:51.900> there<00:22:52.060> for<00:22:52.221> companies<00:22:52.622> that<00:22:52.719> are<00:22:52.879> innovating,<00:22:53.682> which<00:22:53.906> is<00:22:54.067> good.

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Where<00:22:55.062> is<00:22:55.271> that<00:22:55.447> money<00:22:55.688> going<00:22:56.009> to<00:22:56.154> go,<00:22:56.411> I<00:22:56.491> think<00:22:56.651> is<00:22:56.700> is<00:22:56.732> the<00:22:56.812> question<00:22:57.133> that<00:22:57.534> investors,<00:22:58.192> especially<00:22:58.561> healthcare<00:22:58.914> investors,<00:22:59.604> thinking<00:22:59.941> about<00:23:00.262> right<00:23:00.503> now.

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And<00:23:01.209> I<00:23:01.289> was<00:23:01.449> reading<00:23:01.642> an<00:23:01.770> article<00:23:02.091> about<00:23:02.813> uncertainties<00:23:03.535> in<00:23:03.632> the<00:23:03.712> pharmaceutical<00:23:04.434> industry<00:23:05.076> based<00:23:05.461> on<00:23:05.975> some<00:23:06.135> of<00:23:06.199> the<00:23:06.280> promises<00:23:06.841> that<00:23:07.563> this<00:23:08.382> incoming<00:23:09.184> administration<00:23:10.355> has<00:23:10.692> in<00:23:10.837> changing<00:23:11.174> the<00:23:11.334> FDA<00:23:11.816> and<00:23:11.896> changing<00:23:12.759> the<00:23:12.779> way<00:23:13.501> maybe<00:23:14.046> pharmaceuticals<00:23:14.608> are<00:23:14.849> advertised<00:23:15.490> and<00:23:16.132> maybe<00:23:16.245> some<00:23:16.469> pressure<00:23:16.935> on<00:23:17.111> pharma.

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But<00:23:17.978> we<00:23:18.058> hear<00:23:18.218> that<00:23:19.021> every<00:23:19.197> 4<00:23:19.422> years,<00:23:19.679> it<00:23:19.759> seems<00:23:20.016> like<00:23:20.160> we<00:23:20.321> hear<00:23:20.545> that<00:23:20.722> same<00:23:20.962> kind<00:23:21.123> of<00:23:21.283> pressure<00:23:22.230> coming<00:23:22.567> to<00:23:22.728> pharma<00:23:23.209> businesses<00:23:23.915> and<00:23:24.236> I<00:23:24.268> don't<00:23:24.413> find<00:23:24.717> that<00:23:24.894> to,<00:23:25.279> you<00:23:25.520> know,<00:23:25.696> maybe<00:23:25.857> that<00:23:26.001> hasn't<00:23:26.322> always<00:23:27.285> come<00:23:27.462> out,<00:23:27.622> but<00:23:27.782> I<00:23:28.103> think<00:23:28.505> medical<00:23:28.890> device<00:23:29.933> not<00:23:30.190> being<00:23:30.494> in<00:23:30.575> that<00:23:30.831> pharma<00:23:31.072> sphere,<00:23:32.099> it<00:23:32.356> may<00:23:32.500> be<00:23:32.757> a<00:23:32.902> great<00:23:33.319> year<00:23:33.640> if<00:23:33.784> you<00:23:33.816> have<00:23:34.346> medical<00:23:34.667> technology,<00:23:36.191> medical<00:23:36.528> device,<00:23:37.090> particularly<00:23:37.876> in<00:23:38.117> applications<00:23:39.000> or<00:23:39.481> software<00:23:40.139> that<00:23:40.685> benefits<00:23:41.182> patients.

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Those<00:23:42.161> are<00:23:42.225> going<00:23:42.305> to<00:23:42.386> be<00:23:42.707> investment<00:23:43.172> opportunities.

00:23:43.862 --> 00:23:47.120
So<00:23:44.311> I<00:23:44.456> do<00:23:44.568> think<00:23:44.873> that<00:23:45.194> we'll<00:23:45.852> see<00:23:46.060> an<00:23:46.141> influx<00:23:46.494> of<00:23:46.558> capital.

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Where<00:23:47.922> that<00:23:48.066> capital<00:23:48.564> goes<00:23:48.965> is<00:23:49.045> going<00:23:49.270> to<00:23:49.366> be<00:23:49.527> interesting<00:23:50.152> in<00:23:50.233> the<00:23:50.265> next<00:23:50.570> 4<00:23:50.794> years,<00:23:51.115> but<00:23:51.532> But,<00:23:52.157> you<00:23:52.254> know,<00:23:52.318> I<00:23:52.414> think<00:23:52.574> that's<00:23:52.975> sort<00:23:53.215> of<00:23:53.360> all<00:23:53.456> up<00:23:53.616> in<00:23:53.696> the<00:23:53.857> air.

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Always<00:23:55.123> in<00:23:55.203> the<00:23:55.299> case<00:23:55.620> in<00:23:55.684> our<00:23:55.861> industry,<00:23:56.277> if<00:23:56.358> you're<00:23:56.486> helping<00:23:56.822> people<00:23:58.105> and<00:23:58.329> people<00:23:58.506> are<00:23:58.586> benefiting<00:23:59.131> from<00:23:59.307> the<00:23:59.387> technology<00:24:00.013> that<00:24:00.189> you<00:24:00.333> bring<00:24:00.413> and<00:24:00.574> you've<00:24:00.686> got<00:24:00.830> a<00:24:00.894> good<00:24:01.055> story<00:24:01.487> and<00:24:01.792> you<00:24:01.872> can<00:24:02.032> tell<00:24:02.209> your<00:24:02.337> story,<00:24:03.251> somebody's<00:24:03.716> going<00:24:03.940> to<00:24:04.036> fund<00:24:04.341> it<00:24:04.453> if<00:24:04.613> it's<00:24:04.934> going<00:24:05.030> to<00:24:05.094> make<00:24:05.319> a<00:24:05.399> difference<00:24:06.056> in<00:24:06.762> the<00:24:06.842> lives<00:24:07.098> of<00:24:07.243> people.

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So<00:24:08.525> whether<00:24:08.765> that's<00:24:09.150> pharmaceutical,<00:24:09.807> medtech,<00:24:10.288> or<00:24:10.385> software<00:24:10.849> related<00:24:11.250> to<00:24:11.795> healthtech,<00:24:12.693> you<00:24:12.789> know,<00:24:13.158> I<00:24:13.318> think<00:24:13.959> good<00:24:14.120> ideas<00:24:14.456> get<00:24:14.553> funded.

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Yeah.

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Yeah.

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Yeah.

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How<00:24:17.438> do<00:24:17.566> you<00:24:17.663> think<00:24:17.823> about<00:24:18.047> leadership?

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What<00:24:18.849> leadership<00:24:19.329> lessons<00:24:19.650> have<00:24:19.762> you<00:24:19.906> learned<00:24:20.147> over<00:24:20.307> the<00:24:20.451> years?

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Yeah,<00:24:21.028> I<00:24:21.173> guess<00:24:21.429> it's<00:24:22.150> like<00:24:22.375> we<00:24:22.455> were<00:24:22.551> just,<00:24:22.856> we<00:24:22.936> were<00:24:23.016> kind<00:24:23.208> of<00:24:23.256> talking<00:24:23.593> about<00:24:23.897> it<00:24:23.994> earlier.

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Empathy<00:24:25.821> is<00:24:25.981> one<00:24:26.157> thing<00:24:26.398> I<00:24:26.478> never<00:24:26.718> would<00:24:26.943> ask<00:24:28.161> the<00:24:28.241> generals,<00:24:28.866> right?

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This<00:24:29.507> did<00:24:29.683> come<00:24:29.908> up<00:24:30.068> in<00:24:30.164> the<00:24:30.244> election<00:24:30.725> a<00:24:30.805> little<00:24:31.206> bit.

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I<00:24:31.479> don't<00:24:32.072> think<00:24:32.488> it<00:24:32.552> was<00:24:32.713> one<00:24:32.825> of<00:24:32.889> those<00:24:33.594> off-color<00:24:34.155> comments<00:24:34.652> that<00:24:35.053> were<00:24:35.181> misinterpreted,<00:24:35.934> but<00:24:37.120> as<00:24:37.377> a<00:24:37.457> general,<00:24:37.858> are<00:24:38.082> you<00:24:38.178> willing<00:24:38.579> to<00:24:38.980> stand<00:24:39.364> out<00:24:39.605> there<00:24:40.326> and<00:24:40.486> on<00:24:40.646> the<00:24:40.727> front<00:24:40.983> lines?

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And<00:24:42.281> for<00:24:42.442> me,<00:24:42.826> a<00:24:42.842> leader,<00:24:43.211> I<00:24:43.307> always,<00:24:43.788> the<00:24:43.868> people<00:24:44.173> I<00:24:44.269> always<00:24:44.509> respected<00:24:45.134> were<00:24:45.230> people<00:24:45.551> that<00:24:46.177> had<00:24:46.354> experience<00:24:47.237> but<00:24:47.382> were<00:24:47.622> in<00:24:47.719> the<00:24:47.799> fight<00:24:48.442> and<00:24:48.602> that<00:24:48.763> kind<00:24:49.020> of<00:24:49.148> thing.

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And<00:24:50.514> I<00:24:50.690> am<00:24:51.092> that<00:24:51.397> kind<00:24:51.879> of—<00:24:52.120> and,<00:24:52.216> you<00:24:52.297> know,<00:24:52.490> control-oriented.

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No,<00:24:54.770> that's<00:24:55.429> how<00:24:55.574> you<00:24:55.670> can<00:24:55.831> interpret<00:24:56.296> it.

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Micromanager.

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I<00:24:57.758> don't<00:24:57.919> mind.

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I'll<00:24:58.336> wear<00:24:58.545> that<00:24:58.786> t-shirt<00:24:59.268> all<00:24:59.364> day<00:24:59.589> long.

00:25:00.248 --> 00:25:05.838
But<00:25:00.328> for<00:25:00.489> me,<00:25:00.955> I<00:25:01.115> want<00:25:01.292> to<00:25:01.372> be<00:25:01.918> in<00:25:02.159> the<00:25:02.561> OR<00:25:03.123> where<00:25:03.300> the<00:25:03.380> patients<00:25:03.798> are<00:25:03.926> being—<00:25:04.729> where<00:25:04.842> the<00:25:04.922> surgery<00:25:05.324> is<00:25:05.468> happening.

00:25:05.950 --> 00:25:07.251
I<00:25:06.031> want<00:25:06.239> to<00:25:06.352> meet<00:25:06.593> the<00:25:06.673> surgeons.

00:25:07.316 --> 00:25:09.998
I<00:25:07.396> want<00:25:07.540> to,<00:25:08.038> you<00:25:08.103> know,<00:25:08.183> I<00:25:08.279> want<00:25:08.408> to<00:25:08.440> be<00:25:08.520> in<00:25:08.665> every<00:25:08.842> country<00:25:09.243> we've<00:25:09.468> ever<00:25:09.629> had<00:25:09.789> a<00:25:09.805> surgery.

00:25:10.110 --> 00:25:13.837
I<00:25:10.207> think<00:25:10.849> we've<00:25:11.010> got<00:25:11.171> now—<00:25:11.572> we've<00:25:11.797> treated<00:25:12.054> 400<00:25:12.536> patients<00:25:13.082> or<00:25:13.162> somewhere<00:25:13.484> near<00:25:13.676> that.

00:25:14.222 --> 00:25:26.841
I<00:25:14.287> think<00:25:14.463> probably<00:25:14.945> I've<00:25:15.105> been<00:25:15.266> in<00:25:15.362> about<00:25:15.667> 25%<00:25:16.245> of<00:25:16.711> the<00:25:16.807> surgical<00:25:17.337> cases<00:25:18.076> because<00:25:19.135> if<00:25:19.344> I'm<00:25:20.147> on<00:25:20.195> my<00:25:20.484> calendar,<00:25:20.965> if<00:25:21.367> I<00:25:21.383> have<00:25:21.463> a<00:25:21.591> few<00:25:21.784> meetings<00:25:22.330> but<00:25:22.651> there's<00:25:22.892> a<00:25:22.908> surgery<00:25:23.293> going<00:25:23.614> on<00:25:23.775> and<00:25:23.919> I<00:25:23.935> can<00:25:24.080> get<00:25:24.256> there,<00:25:24.818> I'd<00:25:24.915> rather<00:25:25.220> be<00:25:25.316> in<00:25:25.396> the<00:25:25.525> operating<00:25:25.942> room<00:25:26.167> with<00:25:26.328> the<00:25:26.408> surgeon.

00:25:26.905 --> 00:25:38.368
And<00:25:27.483> so<00:25:27.692> I<00:25:27.772> think<00:25:27.949> leadership,<00:25:29.137> empathy,<00:25:29.538> like<00:25:29.715> we<00:25:29.811> talked<00:25:30.132> about,<00:25:30.437> so<00:25:30.534> knowing<00:25:30.999> that<00:25:31.561> everybody's<00:25:31.963> carrying<00:25:32.364> something<00:25:32.765> with<00:25:32.926> them<00:25:33.151> every<00:25:33.408> day<00:25:34.114> and<00:25:34.692> connecting<00:25:35.174> with<00:25:35.334> people<00:25:35.880> on<00:25:36.137> that<00:25:36.378> heart<00:25:36.699> level<00:25:37.582> is<00:25:37.662> super<00:25:37.967> important.

00:25:38.449 --> 00:25:46.458
But<00:25:38.545> then<00:25:38.770> also<00:25:39.910> being<00:25:40.231> willing<00:25:40.712> to<00:25:41.194> be<00:25:41.338> on<00:25:41.419> the<00:25:41.499> front<00:25:41.740> lines<00:25:42.157> and<00:25:42.639> be<00:25:42.799> in<00:25:42.880> the<00:25:43.024> business<00:25:43.345> with<00:25:43.506> folks<00:25:44.468> is,<00:25:44.629> I<00:25:44.645> think<00:25:44.950> that's<00:25:45.351> my<00:25:45.607> definition<00:25:46.105> of<00:25:46.169> leadership.

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It's<00:25:47.035> kind<00:25:47.147> of<00:25:47.276> always<00:25:47.516> what<00:25:47.613> I<00:25:47.773> wanted<00:25:48.030> to<00:25:48.158> see<00:25:48.399> from<00:25:48.575> people<00:25:48.896> leading<00:25:49.137> me,<00:25:49.297> whether<00:25:49.538> that<00:25:49.634> was<00:25:50.179> a<00:25:50.324> coach<00:25:51.784> or<00:25:52.008> a<00:25:52.570> boss<00:25:53.067> or<00:25:53.388> a<00:25:53.532> teacher.

00:25:54.270 --> 00:26:02.981
I<00:25:54.350> wanted<00:25:54.912> to<00:25:55.297> know<00:25:55.537> that<00:25:55.634> they<00:25:56.195> felt<00:25:56.580> emotionally<00:25:57.238> for<00:25:57.479> me,<00:25:58.120> that<00:25:58.345> they<00:25:58.441> would<00:25:58.602> give<00:25:58.826> me<00:25:58.922> feedback<00:25:59.404> that<00:25:59.548> they<00:26:00.029> would<00:26:00.286> give<00:26:00.430> their<00:26:01.072> children<00:26:01.473> or<00:26:02.371> a<00:26:02.452> good<00:26:02.628> friend.

00:26:03.398 --> 00:26:05.083
And<00:26:03.575> then<00:26:03.719> also<00:26:03.976> that<00:26:04.136> they<00:26:04.281> were<00:26:04.441> in<00:26:04.521> the<00:26:04.601> fight<00:26:04.778> with<00:26:05.018> me.

00:26:05.163 --> 00:26:07.345
Like<00:26:05.403> they<00:26:05.901> felt<00:26:06.061> like<00:26:06.286> they<00:26:06.382> were<00:26:06.542> elbow<00:26:06.799> to<00:26:06.928> elbow<00:26:07.184> with<00:26:07.296> me.

00:26:07.730 --> 00:26:09.847
Finally,<00:26:08.147> we<00:26:08.291> end<00:26:08.628> every<00:26:08.869> interview<00:26:09.157> with<00:26:09.254> the<00:26:09.350> same<00:26:09.591> question.

00:26:10.152 --> 00:26:15.150
And<00:26:10.232> that<00:26:10.456> is<00:26:10.616> at<00:26:10.696> CEO.com,<00:26:11.513> we<00:26:11.674> believe<00:26:11.898> the<00:26:11.994> chances<00:26:12.395> one<00:26:12.715> gives<00:26:13.276> is<00:26:13.340> just<00:26:13.596> as<00:26:13.660> important<00:26:13.981> as<00:26:14.061> the<00:26:14.157> chances<00:26:14.557> one<00:26:14.718> takes.

00:26:15.198 --> 00:26:18.098
When<00:26:15.439> you<00:26:15.679> hear<00:26:15.919> that,<00:26:16.159> who<00:26:16.320> gave<00:26:16.496> you<00:26:16.640> a<00:26:16.704> chance<00:26:16.977> to<00:26:17.121> get<00:26:17.265> you<00:26:17.361> to<00:26:17.441> where<00:26:17.665> you<00:26:17.778> are<00:26:17.922> today?

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Oh,<00:26:18.579> so<00:26:18.819> many<00:26:19.043> people.

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Geez.

00:26:20.629 --> 00:26:21.815
Well,<00:26:20.709> I'll<00:26:21.030> give<00:26:21.142> you<00:26:21.222> a<00:26:21.286> good<00:26:21.446> story.

00:26:22.391 --> 00:26:24.490
And<00:26:22.472> this<00:26:22.648> is<00:26:22.808> from<00:26:23.112> very,<00:26:23.353> very<00:26:23.689> early<00:26:23.929> in<00:26:24.010> my<00:26:24.170> career.

00:26:24.955 --> 00:26:26.252
It<00:26:25.131> was<00:26:25.211> a<00:26:25.291> guy<00:26:25.516> I<00:26:25.532> talked<00:26:25.836> to<00:26:26.012> today.

00:26:26.349 --> 00:26:29.553
So<00:26:26.973> one<00:26:27.118> of<00:26:27.150> my<00:26:27.438> early<00:26:27.614> friends,<00:26:28.015> I've<00:26:28.079> known<00:26:28.271> him<00:26:28.399> for<00:26:28.912> 25<00:26:29.376> years.

00:26:29.617 --> 00:26:30.354
I<00:26:29.761> talked<00:26:29.937> to<00:26:30.017> him<00:26:30.178> today.

00:26:30.402 --> 00:26:32.645
He's<00:26:30.818> CEO<00:26:31.860> of<00:26:32.100> Dermavant.

00:26:32.725 --> 00:26:38.204
They<00:26:32.821> just<00:26:33.366> sold<00:26:33.702> their<00:26:33.926> business,<00:26:34.583> but<00:26:34.727> he—<00:26:35.304> nice<00:26:35.609> exit<00:26:36.570> for<00:26:36.746> the<00:26:36.826> team<00:26:37.291> and<00:26:37.531> he<00:26:37.691> did<00:26:37.803> a<00:26:37.851> great<00:26:38.028> job.

00:26:38.268 --> 00:26:43.592
But<00:26:38.348> Todd<00:26:38.652> Zvadnik,<00:26:40.110> we<00:26:40.254> were<00:26:41.377> He<00:26:41.457> was<00:26:41.633> a<00:26:41.649> sales<00:26:42.035> rep<00:26:42.356> at<00:26:42.436> a<00:26:42.500> company<00:26:42.918> called<00:26:43.223> Alcon.

00:26:43.640 --> 00:26:44.860
I<00:26:43.720> was<00:26:43.881> his<00:26:44.041> personal<00:26:44.507> trainer.

00:26:45.325 --> 00:26:47.765
I<00:26:45.406> was<00:26:45.630> actually<00:26:45.968> getting<00:26:46.208> ready<00:26:46.449> to<00:26:46.529> go<00:26:46.626> to<00:26:46.754> physical<00:26:47.171> therapy<00:26:47.509> school.

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He<00:26:48.616> took<00:26:48.793> a<00:26:48.857> chance<00:26:49.242> on<00:26:49.483> me,<00:26:49.820> telling<00:26:50.221> me<00:26:50.302> to<00:26:50.446> come<00:26:50.687> join<00:26:51.586> this<00:26:51.746> company,<00:26:52.212> Alcon,<00:26:52.629> and<00:26:52.774> actually<00:26:53.030> backfill<00:26:53.576> him<00:26:53.817> as<00:26:53.978> a<00:26:54.010> sales<00:26:54.395> rep.

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I<00:26:55.342> did<00:26:55.583> that<00:26:56.161> and<00:26:56.401> jumped<00:26:56.706> into<00:26:57.044> the<00:26:57.670> healthcare<00:26:58.087> business<00:26:58.633> in<00:26:58.729> the<00:26:58.809> year<00:26:58.970> 2000<00:26:59.612> as<00:26:59.788> a<00:26:59.853> sales<00:27:00.238> rep<00:27:01.041> with<00:27:01.281> Alcon.

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And<00:27:02.742> that<00:27:02.983> initial<00:27:03.930> opportunity,<00:27:05.230> you<00:27:05.294> know,<00:27:05.535> should<00:27:05.696> have<00:27:05.792> been<00:27:06.017> all<00:27:06.274> that<00:27:06.835> Todd<00:27:07.140> ever<00:27:07.317> needed<00:27:07.702> to<00:27:08.184> give<00:27:08.360> me.

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Weekly,<00:27:10.224> monthly,<00:27:11.027> staying<00:27:11.412> in<00:27:11.493> touch<00:27:11.878> constantly.

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Now,<00:27:12.617> you<00:27:12.697> know,<00:27:12.778> it's<00:27:12.938> 25<00:27:13.404> years<00:27:13.645> later<00:27:14.384> and<00:27:14.529> we<00:27:14.561> still<00:27:14.786> talk<00:27:15.107> on<00:27:15.204> a<00:27:15.332> daily,<00:27:15.734> monthly,<00:27:16.135> weekly<00:27:16.473> basis,<00:27:16.955> whether<00:27:17.196> it<00:27:17.276> be<00:27:17.758> just<00:27:17.999> a<00:27:18.320> joke<00:27:18.641> on<00:27:18.802> text<00:27:19.123> message<00:27:19.589> or<00:27:19.669> a<00:27:19.766> call.

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And<00:27:20.633> today<00:27:20.810> was<00:27:21.613> just<00:27:21.854> a<00:27:21.918> subject<00:27:22.738> that<00:27:22.914> I<00:27:22.979> just<00:27:23.204> asked<00:27:23.396> him<00:27:23.541> a<00:27:23.557> simple<00:27:23.927> question.

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He<00:27:24.328> called<00:27:24.569> me,<00:27:24.666> we<00:27:24.810> talked<00:27:25.067> for<00:27:25.147> 10<00:27:25.388> minutes.

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So<00:27:26.674> that<00:27:27.059> I<00:27:27.139> would<00:27:27.252> say<00:27:27.878> he's<00:27:28.200> the<00:27:28.360> one<00:27:28.585> that<00:27:28.987> got<00:27:29.244> me<00:27:29.405> into<00:27:29.629> this<00:27:29.806> industry.

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If<00:27:30.288> not<00:27:30.449> for<00:27:30.577> him,<00:27:31.188> I'm<00:27:31.332> probably<00:27:32.055> treating<00:27:32.457> patients<00:27:32.971> somewhere<00:27:33.244> right<00:27:33.581> now<00:27:33.838> as<00:27:34.063> a<00:27:34.208> PT.

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But,<00:27:35.814> you<00:27:35.911> know,<00:27:36.007> it's<00:27:36.120> It's<00:27:36.480> been<00:27:36.640> a<00:27:37.020> great<00:27:37.240> road<00:27:37.540> since<00:27:37.780> then,<00:27:37.880> but<00:27:37.960> there's<00:27:38.100> so<00:27:38.360> many<00:27:38.520> others<00:27:39.320> along<00:27:39.640> the<00:27:39.860> way<00:27:40.100> that<00:27:40.420> I'm<00:27:40.780> fortunate<00:27:41.360> that<00:27:41.980> I've<00:27:42.140> had<00:27:42.320> some<00:27:42.620> great<00:27:42.940> leaders<00:27:43.440> and<00:27:43.700> mentors.

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I've<00:27:44.320> learned<00:27:44.540> what<00:27:44.940> not<00:27:45.240> to<00:27:45.400> do<00:27:45.800> from<00:27:46.000> a<00:27:46.260> lot<00:27:46.261> of<00:27:46.360> people<00:27:46.520> too,<00:27:46.840> but<00:27:47.080> maybe<00:27:47.740> that's<00:27:47.980> for<00:27:48.160> another<00:27:48.340> podcast.

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I've<00:27:49.420> definitely<00:27:49.720> had<00:27:49.960> great<00:27:50.320> role<00:27:50.700> models.

00:27:51.380 --> 00:27:52.960
Tom,<00:27:51.580> thank<00:27:51.840> you<00:27:51.880> so<00:27:52.120> much<00:27:52.240> for<00:27:52.380> coming<00:27:52.580> on.

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Congratulations<00:27:53.460> on<00:27:53.680> everything<00:27:53.840> you're<00:27:54.040> doing.

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Congratulations<00:27:54.980> on<00:27:56.180> the<00:27:56.940> product,<00:27:57.500> the<00:27:57.820> Seeing<00:27:57.880> IMT.

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That<00:27:59.020> is<00:27:59.300> incredible.

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Well<00:28:01.480> done.

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What<00:28:02.020> an<00:28:02.260> accomplishment.

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And<00:28:03.140> I'm<00:28:03.240> sure<00:28:03.360> we'll<00:28:03.560> have<00:28:03.660> you<00:28:03.800> back<00:28:04.020> on<00:28:04.460> as<00:28:05.060> you<00:28:05.160> go<00:28:05.260> down<00:28:05.400> your<00:28:05.540> journey.

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So<00:28:06.100> really<00:28:06.120> appreciate<00:28:06.140> it.

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Thank<00:28:06.180> you,<00:28:06.200> Clint.

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Appreciate<00:28:06.240> it.

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Take<00:28:08.120> care.

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Thanks,<00:28:08.989> Tom.

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See<00:28:09.624> ya.