The Health Innovators Show

You have an idea, a solution, a vision! And you know exactly how, when, and where that vision will fit in the market and make a difference. Until you don’t. You could have the most pivotal and impactful solution to come to market in decades - but if your market fit isn’t right, or is off - even just a little - that could mean failure. Conversations with your customers can be the key to making sure your solution hits the market exactly where it needs to be for your target audience to utilize it. Dr. Josh Oppenheimer can tell you a story or two about the importance of those conversations. (Hint: because if you have 99 of them, the 100th could reveal your ‘aha’ moment!) Come hear how Josh and his company built a culture around conversations, and why those conversations - internally and externally - can make all the difference in finding success. Here are the show highlights: 4 lessons to keep in mind when trying to secure a healthcare champion (13:04) What cross-country structuring looks like for a company (17:42) This is how you increase your chances to secure funding (21:19) The regulatory differences between SAMD and traditional medical devices (22:32) Successfully pivot your business model (24:54) Humility, transparency, and collaboration: building the right company culture (28:48) Guest Bio Dr. Josh Oppenheimer is an emergency medicine physician and the co-founder and CEO of Transformative, an AI-based predictive patient monitoring software company. From the start of his career, Dr. Oppenheimer knew he wanted to be more than a physician - he wanted to make a difference and have a positive impact on the healthcare industry. Josh immersed himself in the world of business academia and he further pushed the boundaries of the knowledge he could gain by attending business school in the UK. He earned his AB from Princeton University, his M.D. from Icahn School of Medicine at Mount Sinai, and his MBA from Cambridge Judge Business School. If you’d like to reach out to Dr. Oppenheimer, you can use the contact form on his website at transformative.ai, or you can find him on LinkedIn at Josh Oppenheimer, MD, MBA.

The process is well known: before you learn to run, you learn to walk. And before you learn to walk, you learn to crawl. So why do so many entrepreneurs start at the end and develop a technology first, only to then be challenged with finding a problem and forcing them to fit? When it comes to healthcare technology, Timothy Kelley, CEO of TeleRay, has some experience in this process. There's a lot of innovation out there that's technically advanced, and could be very powerful - but it's not user-friendly or practical, and that means it’s not used as intended. And while it may sound like a paradox, crawling first, though slower than running, will get you where you need to be faster: in a better position for market adoption. Tune in and discover why innovation is great, but if that innovation is not also useful, used, and practical, it’s going to have a much harder time with market adoption. Here are the show highlights: This is the real definition of innovation (4:49) A 3-step commercialization strategy (10:59) The distinction between gaining customers versus growing your network (14:25) How patient engagement impacts businesses forward trajectory (19:12) The ‘PayPal’ of healthcare (22:28) Marketing: word of mouth and the influence on customer advocacy (25:47) Guest Bio Timothy Kelley is CEO of TeleRay, the telehealth radiology technology leader for the management and distribution of medical images and patient information. His experience in business planning, marketing pharmacy benefit management, pharmaceutical sales, and medical equipment distribution, helped set the stage for TeleRay. As CEO of TeleRay, Tim continues to develop the company's vision of becoming the de facto standard of communications in healthcare. Tim has studied psychology and executive communications and growth at Northwestern University - Kellogg School of Management. If you’d like to reach out, you can find him on LinkedIn at Timothy Kelley, on his webpage at teleray.com, or email him at tim@teleray.com.

Whether you’re looking to dive deep into customer discovery, uncover (track or change) valuable KPIs, or pitch an investor, there are many strategies you can utilize based on the path you take. And, knowing when, who, how, and why you’re making decisions when commercializing your company is only half your goal - you need to know how to use the data you’re collecting. When it comes to data and scientific research, Aaron Enten knows enough to know he doesn’t know it all - and he’s here to explain why that is and how you can move your company forward. Building a successful startup is the holy grail for today’s entrepreneurs - and we’ve gathered strategies and insights that will help even the greenest among us. Why not grab a chair and tune in? Listen to how Aaron navigated a complicated entrepreneurial space using creativity and determination - and came out whole on the other side. Here are the show highlights: What you think you know - and what you really don’t (6:11) This is the secret to customer discovery (9:16) When to reexamine pre-existing beliefs about your commercialization strategy (12:40) The #1 way to do customer discovery WRONG (19:34) When and why to revisit your business model canvas (21:53) How to determine what your KPIs and measurable outcomes should be (33:12) Guest Bio Aaron Enten is CEO and Co-Founder of Insight Optics, an organization working to increase compliance rates by bringing trained ophthalmologists to the point of primary care. An experienced CEO and CTO in the medical device industry, Aaron has built an enviable reputation in Medical Device Innovation, Technology Commercialization, Scientific Research, and Financier Relations. Aaron earned his Ph.D. in Bioengineering and his MBA in Innovation Management from the Georgia Institute of Technology. If you’d like to reach out to Aaron, you can find him on LinkedIn at Aaron Enten, PhD on his webpage at io.care, or email him at aaron@iocare.

Bringing about game-changing solutions in the healthcare and pharmaceutical space can be a daunting and difficult endeavor. It takes patience, drive, determination, and the canny ability to play chess with marketing - you really need to look at the long game. Robert Niichel is a master at playing three steps ahead and, on this week’s show, he sits down to discuss what it’s like to play that game with a product you know is going to change the market. From development to commercialization to marketing, Robert has the scoop on timing and focus that could be the game-changing combination other entrepreneurs are looking for. So, stay awhile and listen as he touches on many key steps in the commercialization process that could help your company successfully bring a solution to market. Here are the show highlights: Why it’s the patient that drives the market (2:22) This is how patient co-creation can keep you on track (4:47) Ways COVID acted as a catalyst for changes in how we co-create (7:33) Invest early and often - an education in marketing (10:43) Need to get the word out? Podcasting is where it’s at (14:22) When raising capital, be sure to fund for the long haul (19:22) Guest Bio Robert Niichel is CEO and Founder of SmartTab, a digital medicine company developing wireless ingestible drug delivery technologies to dramatically improve patient outcomes. Both a healthcare entrepreneur and visionary, Robert is the host of the digital health innovation podcast “Who Would Have Thought”. In addition, he has leveraged over 20 years of experience in leadership and management of Pharmaceutical R&D to acquire numerous pharma/delivery system patents. Robert earned his MS in Biochemistry from the University of Colorado, Boulder, and his BS in Finance Economics from Iowa State University. If you’d like to reach out to Robert, you can find him on LinkedIn at Robert Niichel, on his webpage at SmartTab.co, or email him at Robert.Niichel@smarttab.co

When it comes to innovative technology, the healthcare space has always been notoriously slow, making them the proverbial “old dog.” But when you have a “new trick” with data backing up its efficacy, sometimes that old dog sits up and takes notice. Just ask Peter Bianco, Founder & Chairman at OsteoApp.ai. Peter’s company took a non-AI proven screening product and enhanced it with artificial intelligence, filling a long-neglected need in the orthopedic space. The solution proved to be a more convenient and effective option for both the healthcare industry and patients at risk for osteoporosis. Peter takes the time to highlight his commercialization journey - one that utilized serendipity, strategic steps, and innovative vision on its way to disproving that old saying that you can’t teach an old dog new tricks. Here are the show highlights: The power of collaboration (5:58) Navigating the gap between pilots (10:16) How to price revolutionary innovations (15:29) When small steps are better (17:53) Education’s role in commercialization (22:47) The benefit of a strategic lead investor (29:08) Guest Bio Peter T. Bianco is Founder & Chairman at OsteoApp.ai, a company that provides a novel, cost-effective screening method for early detection of osteoporosis, intervention and fracture prevention. A serial entrepreneur with nearly 30 years of experience in research and product development, sales, and marketing in the healthcare field, Peter started as a product development engineer and worked his way up to senior marketing director with Johnson & Johnson Orthopedics. From there, he became CEO of a groundbreaking Venture-backed internet-based eHealth company that was acquired by Medtronic. Peter is a member of the Orthopedic Research Society (ORS) and holds four U.S. and European patents relating to orthopedic joint reconstruction devices. He earned an MBA from Suffolk University in Boston, Massachusetts and a bachelor's degree in human physiology from the University of Minnesota. If you’d like to reach out to Peter, you can find him on LinkedIn at Peter T. Bianco, reach out to the OsteoApp LinkedIn page at Osteoapp.ai, or email him at PTBianco@osteo app.ai.

Consumer behavior can be fickle, change on a whim, or be influenced by unseen stressors that most folks on the outside may not ever consider. That makes it difficult to get to the heart of what really drives those behaviors - that is, unless you know how to weigh and measure stressors and trends and reach your customers. When it comes to nailing down consumer health behavior and driving more positive choices, Kathleen Ellmore knows the deal. In a world where marketing and “knowing” your customer has taken a backseat to driving sales, she’s tapped into A/B testing and taken it to a whole new level. Driving engagement and commercialization can be a tricky business for sure, but when you’ve got all the data at your fingertips - and strive to take it personal - you’re going to go further, faster. Using real world examples and serving them up in common settings, Kathleen shows our listeners and viewers how to truly drive customer engagement. Here are the show highlights: 3 best practices to increase adoption & engagement (4:25) Common challenges to an omni-channel approach (7:12) The digital transformation that’s taking place in healthcare (12:03) Two key ways SMS is a fantastic channel (14:13) Do this to stand out in an omni-channel approach (17:08) Getting personal with digital health (18:02) Guest Bio Kathleen Ellmore is the Co-Founder and Managing Director of Engagys, a company that leverages behavioral economics with evidence based communications to increase consumer engagement. A pioneer in bringing the best of consumer marketing and data-driven methodologies to healthcare, Kathleen’s focus is to motivate and drive better consumer health decisions. Kathleen has an undergraduate degree from the University of New Hampshire and an MBA from the Kellogg School at Northwestern. If you’d like to reach out to Kathleen, you can find her on LinkedIn at Kathleen Ellmore.

The world of startups and entrepreneurship has a historically high failure rate - and this can be a daunting statistic for many would-be market entrants. But, what if there were a way to turn the many crises an entrepreneur faces into a catalyst for success? Understanding where and when to stop, breathe, and analyze a crisis is difficult when you’re in the thick of it. But it’s key skill entrepreneurs need to develop if they’re going to grow the thicker skin needed to weather the ups and downs of running a startup. Charly and Richard Jaffe, a father-daughter team, have co-authored Turning Crisis into Success: A Serial Entrepreneur’s Lessons on Overcoming Challenge While Keeping Your Sh*t Together - a book that does just what the title states: shows you how to leverage crises. Charming, informational, and packed full of insights and inspiration, Charly and Richard discuss their book and light a path through some of the darker moments of running a startup. Here are the show highlights: The most important thing to remember when your company is in crisis (10:21) Why it’s so important for an entrepreneur to become a customer expert (12:24) You can swim in your own lane and still help out others (20:09) When times get a bit dark, this is how you turn the lights back on (21:09) Solving tomorrow’s problems today can set you up for success (28:59 ) Beware of making decisions without realizing it (34:51) Guest Bio Charly Jaffe is many things: an advocate and adventurer, executive and emotional fitness expert, teacher, and academic. She received her Master’s degree in Clinical and Counseling Psychology from Columbia University and co-authored Turning Crisis into Success, a best-selling book on emotional fitness, with her dad, Richard Jaffe. Richard Jaffee is a serial entrepreneur who has experienced every level of success - and challenge - an entrepreneur can encounter. Richard received his BS in Industrial and Labor relations from Cornell University. If you’d like to reach out to Charly or Richard, you can reach them via their website at crisisintosuccess.com. If you’d like to pick up their book, it’s available on Amazon or their website.

Historically risk-averse entrepreneurs are the unicorns of start-ups: myths, legends, and, well, really hard to find! Finding one who not only made the leap but made it successfully? Yeah, we’re talking Holy Grail material now. Kevin Dillard is one such unicorn. Throwing risk to the wind, he left his job as in-house counsel for the American Association of Orthodontists to launch Clear Blue Smiles. Knowing he could make a positive difference for both orthodontists and patients was his foundation - and a keen nose for strategic marketing was his ace in the hole. With over 18 years in the industries he served, Kevin hit the market late - but with all the right strategies in place, and he is making his mark in a big way. If you want to hear about Kevin’s journey - and how he found unintentional marketing research gold inside a podcast channel - you’re going to want to tune into this episode! Here are the show highlights: How a normally risk-averse entrepreneur makes the leap (10:03) This is how powerful an emotionally appealing story can be (14:54) Podcasts can get you seen and heard for a minimal investment (17:26) How to do marketing research without even trying (21:50) What does the future of virtual communications/healthcare look like? (27:24) If it sounds too good to be true - stop right there, sometimes it ISN’T (30:20) Guest Bio Kevin Dillard is CEO and Co-Founder of Clear Blue Smiles, a company that’s bringing the most comprehensive ortho-monitored remote treatment alignment options mainstream. Kevin is an orthodontic industry thought leader and legal expert with nearly 18 years experience as an executive at the American Association of Orthodontists (AAO). He was also the founder and co-host of the AAO’s Business of Orthodontics podcast series, which focused on legal risk management and business advice for orthodontists. Kevin received his undergraduate degree from Southern Illinois University (Carbondale) before obtaining his law degree from Saint Louis University School of Law. If you’d like to reach out to Kevin, you can email him at Kevin@clearbluesmiles.com or reach out to him on his website at clearbluesmiles.com

Building a company that someone wants to buy, instead of the one you want to sell, can be tricky - but it’s almost always necessary if you want your startup to succeed. Knowing who your customer is, what problems they need to be solved, and whether the problem is big enough to build a successful business model is the price of admission to “product-market fit.” David Fishbach, Founder and Principal at Excel Executive Business Advisors knows a thing or two about how a startup can increase its chances for success. Using his extensive experience in the technology, life science, and healthcare fields, he walks our listeners and viewers through the ways a customer’s experience drives success. Entrepreneurs and startups who are looking for a strong market entry - and exit strategy - for their innovation should take note: it’s not about you, it never was. It’s all about your customer. Here are the show highlights: Why you need to build a company someone wants to buy, not one you want to sell (3:04) The most compelling founders solve problems they, themselves, have experienced (5:59) Is the problem you’re solving pervasive enough to create a viable business model? (8:22) Understanding the importance of the user’s journey (12:34) Two sustainable competitive advantages to aid in achieving product-market fit (14:09) This is why even the greatest athletes, musicians, and performers have trainers (23:33) Guest Bio David Fishbach is the Founder and Principal of Excel Executive Business Advisors, an organization offering corporate strategy, operations, and leadership development in the technology, life sciences, and healthcare space. His decades of experience in operational, executive, and consultative roles helped him lead teams in the delivery of software, services, and support for clinical trials, and throughout the life cycle of pharmaceutical development and commercialization David holds a Bachelor of Science in Mechanical & Aerospace Engineering, and a Certificate in Business Strategy from Cornell University. If you’d like to reach out to David, you can find him on LinkedIn at David Fishbach, or email him at david@excel-advisors.com.

Product-market fit can sometimes seem like an exotic term that no one can really define with any level of simplicity - until now. When asked for his take on the subject, Dave Whelan, CEO of BioscienceLA brought a “when life gives you lemons, make lemonade” approach to the table. Using a simple lemonade stand as a metaphor for startups, Dave breaks down product-market fit using target markets, pricing, and product solutions in an easily digestible example. His decades-long experience in many branches of the healthcare industry has helped him hone his unique and effective understanding of how product-market fit and commercialization work. And on this week’s episode, he’s bringing that expertise to our viewers. If you’re an entrepreneur and product-market fit has eluded or confused you - or you’re just not sure how to begin commercializing your innovation - this is your episode! Here are the show highlights: Why product-market fit is mission-critical (15:05) Are you wasting time or money doing this? (23:15) Myths, barriers, or pitfalls of commercialization (24:13) How to run a successful “lemonade stand” (31:54) This is what product-market fit looks like (36:37) Next-level marketing strategy (37:53) Guest Bio David Whelan is CEO of BioscienceLA, a company with a passion for nurturing a vibrant ecosystem that will create new opportunities for all stakeholders. A seasoned strategy, business development, and general management executive, Dave inspires entrepreneurs at the intersection of technology, health, and wellness. His experience spans genomics, wearables, digital health, consumer health, wellness and nutrition, enterprise health services, and healthcare providers, among other areas. Dave earned an MBA from the UCLA Anderson School, a BS in Symbolic Systems from Stanford University, and has studied at London Business School and Carnegie Mellon University. If you’d like to reach out to Dave, you can find him on LinkedIn at Dave Whelan, on Twitter at @djwhelan, or visit biosciencela.org