Global Medical Device Podcast powered by Greenlight Guru

Christian Espinosa, founder of Blue Goat Cyber and leading voice in medical device cybersecurity, joins Etienne Nichols to unpack the urgent and often misunderstood topic of cybersecurity in MedTech. From FDA’s 2023 regulatory overhaul to real-world hacking scenarios that could harm patients, Christian provides practical advice for innovators, RA/QA professionals, and software teams. He also shares why waiting until the last minute on cybersecurity could cost startups millions—or even kill a project entirely.Whether you're a quality professional trying to build compliant systems or an innovator racing toward FDA submission, this episode lays out exactly what you need to know to stay ahead of cyber threats and within regulatory guardrails.Key Timestamps:00:01 – Intro to guest Christian Espinosa and Blue Goat Cyber06:28 – Why medical device cybersecurity is different from traditional IT security11:49 – Real-world hacking example: acne laser device turned skin-burner13:57 – FDA expectations post-September 2023: what changed17:12 – Secure boot: a microcontroller mistake that derailed a launch20:35 – Common cybersecurity vendor mistake MedTech companies make23:40 – SBOM: Software Bill of Materials and why it's legally critical27:58 – Cyberattacks in hospitals: assuming a hostile network35:44 – AI in medical devices: data bias and cybersecurity challenges41:10 – Developers ≠ cybersecurity experts: the training gap nobody talks about45:20 – What RA/QA professionals need to know now49:30 – Why cybersecurity must be iterative, not a final-phase add-on55:20 – Espinosa's final advice for MedTech professionals57:52 – The story behind “Blue Goat Cyber”Standout Quotes:“Cybersecurity for medical devices isn’t about data breaches—it’s about patient harm. You could paralyze someone or misdiagnose sepsis. This isn’t theoretical.”— Christian Espinosa, on the real risks of insecure devices“Most developers don’t understand cybersecurity. We assume they do—but that’s like expecting an architect to be a locksmith.”— Christian Espinosa, on why so many devices fail security assessmentsTop Takeaways:Cybersecurity isn’t just about data—it's about patient safety. From burning skin to missed sepsis diagnoses, vulnerabilities in devices have real-world harm potential.FDA now requires more than just a basic security plan. Post-September 2023 rules mandate testing (SAST, DAST, fuzzing), SBOMs, and risk assessments tied to patient harm.Start cybersecurity planning during the requirements phase. Hardware like microcontrollers must support secure boot and other protections—retrofits can cripple product plans.Iterate cybersecurity like any core development activity. One-time testing near submission is too late; build security into your pipeline just like QA or usability.Traditional cybersecurity vendors aren’t enough. Many fail to meet FDA’s nuanced expectations for medical devices, causing costly submission rejections.References & Resources:Christian Espinosa on LinkedInBlue Goat CyberEtienne Nichols on LinkedInMedTech 101 – Understanding SBOM (Software Bill of Materials):Think of an SBOM like a nutrition label on food. Just as you want to know if a product contains allergens or preservatives, FDA wants to know what libraries and components are in your software. A clean, complete SBOM identifies both security vulnerabilities and potential licensing conflicts—like borrowing ingredients you’re not legally allowed to use. Want a visual explanation? Consider a flowchart showing third-party libraries linking into your main software repository, flagged with vulnerability scores.Poll Question:Is cybersecurity currently integrated into your product development process—A) From Day 1B) Only near submissionC) We outsource and hope for the bestD) What cybersecurity?What’s your biggest challenge when it comes to building cybersecurity into your product lifecycle? Email us your thoughts at podcast@greenlight.guru.Feedback:If this episode sparked new insights or raised questions, we’d love to hear from you. Send us your feedback or suggest a topic at podcast@greenlight.guru. We personally respond to every email and appreciate your ideas for future guests and discussions.Sponsored by Greenlight Guru:Most companies spend more time preparing for audits than in the audit itself. Greenlight Guru Quality lets you link cybersecurity and quality evidence directly to requirements, making you “always audit-ready.” Learn more at www.greenlight.guru.

In this insightful discussion, regulatory affairs expert Mike Drues shares his expertise on transitioning medical devices from prescription (Rx) to over-the-counter (OTC). He reveals what triggers new submissions and emphasizes the vital role of usability testing for lay users. Drues elaborates on the risk management challenges posed by removing healthcare providers from the process and the implications of real-world evidence for FDA approvals. Listeners gain practical insights into navigating FDA interactions and aligning regulatory strategies with business goals.

In Part 1 of this two-part series, Etienne Nichols sits down with regulatory strategist Dr. Mike Drues to explore the nuanced differences between prescription (Rx) and over-the-counter (OTC) medical devices. They demystify key terms, regulatory classifications, and the growing trend of label expansions from Rx to OTC—highlighting real-world examples like CPAP machines and continuous glucose monitors (CGMs). This episode unpacks how intended users, environments, and risk tolerances shape device categorization, and why usability testing is far more complex than many realize. Whether you're developing a consumer health product or preparing a label expansion strategy, this is a must-listen for your regulatory roadmap.Key Timestamps[03:05] – What defines an OTC vs. prescription medical device?[06:45] – Market size of OTC devices and major product categories10:00 – Label expansion: moving from Rx to OTC status13:22 – The role of intended use environment in OTC classifications20:40 – Examples of devices in each FDA class that are OTC26:30 – Prescription devices used in home settings vs. true OTC31:15 – Characteristics that qualify devices for OTC status37:55 – Self-diagnosis, self-selection, and patient usability challenges43:00 – “Reasonably foreseeable misuse” and how to interpret guidance49:05 – Do you design for the lowest common denominator?56:10 – Representing diverse user populations in usability testing1:01:45 – Can a device launch OTC first? The case for wellness-to-Rx strategies1:08:15 – FDA’s perspective on device safety: OTC vs. RxQuotes“The best regulatory professionals don’t just know the rules—they know the exceptions.”Dr. Mike Drues reminds us that exceptional regulatory strategy lies in understanding nuance, especially in OTC classifications where edge cases can redefine categories.“Just because a device is used at home doesn’t mean it’s over the counter.”This insight challenges a common industry assumption, underscoring the importance of carefully defining intended use and environment early in development.Key TakeawaysOTC ≠ Low Risk by Default – Many Class II and even rare Class III devices can be OTC; it’s more about intended user, use environment, and risk mitigation than class alone.Label Expansion Requires Strategy – Transitioning a device from prescription to OTC isn’t just about removing a doctor’s role—it may involve new usability studies, labeling changes, and potentially a 510(k) or de novo submission.Understand the "Intended Use Environment" – FDA doesn’t just care about where the device is used, but how those environmental parameters (like light, humidity, and user training) affect safe operation.Usability Testing Must Reflect Real Users – For OTC devices, human factors validation must account for diverse educational backgrounds, not just ideal users.Don't Rely on Labels Alone – Whether or not users read (or understand) instructions must be tested, not assumed. Intuitive design is critical for OTC success.References & ResourcesEtienne Nichols on LinkedInGreenlight Guru Medical Device Classification Webinar with Mike Drues (for explanation on device classes)FDA Guidance: “Factors to Consider When Making Benefit-Risk Determinations in Medical Device Premarket Approval and De Novo Classifications”MedTech 101: OTC vs Prescription DevicesAnalogy: Think of a medical device like a power tool. A prescription device is like a chainsaw—powerful, but risky if misused, so it’s only operated by trained professionals. An OTC device is like a screwdriver—still a tool, still regulated, but safe and intuitive enough for the average person to use correctly at home.Audience Engagement PromptPoll Question:Do you think OTC medical devices should require a minimum standard of in-store or digital education before purchase?Engagement Prompt:Have you ever worked on a product that made the switch from prescription to OTC? What surprised you most about the process? Share your story with us at podcast@greenlight.guru.Feedback Call-to-ActionEnjoyed this episode? Help us keep the conversation going:Rate & review us on your favorite podcast platformGot a topic suggestion or question? Email us at: podcast@greenlight.guruWe read every email and may feature your question in a future episode.Sponsor MentionThis episode is powered by Greenlight Guru, the only QMS platform designed specifically for MedTech companies. Whether you’re launching an OTC wellness device or navigating a PMA, Greenlight Guru helps ensure compliance and accelerate innovation. Learn more at www.greenlight.guru.

Are you new to the medical device industry—or mentoring someone who is? In this foundational episode of the Global Medical Device Podcast, host Etienne Nichols sits down with Sara Adams and Chris Rush from Greenlight Guru to deliver a MedTech 101 masterclass. They unpack the roles, regulations, and realities of medical device development in a heavily regulated space. From defining what actually counts as a medical device to navigating FDA classifications and global regulations, the trio offers practical insights, industry analogies, and personal war stories that make this episode as entertaining as it is educational. Whether you’re in R&D, marketing, clinical, or quality, this is the episode to bookmark and share with every new hire.Key Timestamps02:20 – What counts as a medical device? Intended use and labeling06:48 – Differentiating roles: Quality, Regulatory, Clinical, R&D, and Marketing15:40 – Understanding regulatory bodies: FDA, EU MDR, Health Canada, and more20:15 – FDA Classifications: Class I, II, III, and what determines risk26:00 – Standards to know: ISO 13485, 14971, 14155, 21 CFR Part 82033:05 – FDA pathways: 510(k), De Novo, PMA – when and why they apply41:55 – The design control matrix explained (User Needs through Validation)49:00 – Reverse engineering design controls: pitfalls and best practices55:30 – Clinical trials vs. preclinical studies: When each is required1:00:45 – Manufacturing & supplier controls: operations meets compliance1:04:15 – Final advice for MedTech newcomers: Read the regs and know the problemQuotes“Just because you don’t call it a medical device doesn’t mean the FDA agrees with you.” – Sarah AdamsThis quote highlights a key regulatory pitfall: your marketing claims, not just your label, determine if the FDA considers your product a medical device.“A 510(k) is like someone checking your wristband at the door—you’re cleared to go in. A PMA? That’s a locked door and you need full approval to enter.” – Chris RushA memorable analogy that demystifies the difference between FDA clearance and approval pathways.Top TakeawaysLabeling + Intended Use = Regulatory TriggerWhether it’s software or a simple tool, if your product makes medical claims or supports medical decision-making, it may fall under FDA or other international regulatory oversight.Regulatory Pathways Are Tied to Risk and NoveltyKnow the difference between a 510(k), De Novo, and PMA. Class II “me-too” devices may avoid clinical trials, while Class III and novel devices usually require significant evidence.Understand Design Controls EarlyReverse-engineering documentation late in development is risky and inefficient. Start early with user needs and build forward through the five pillars: inputs, outputs, verification, and validation.Cross-functional Understanding Prevents Compliance GapsMarketing, clinical, and R&D all influence regulatory standing. Even social media likes can trigger off-label scrutiny—every department needs to understand their regulatory impact.Reading Regulations Is Not OptionalA strong regulatory foundation is key to faster development, better audits, and smoother market access. Resources like 21 CFR Part 820 and ISO 13485 are surprisingly readable and essential.References & ResourcesEtienne Nichols on LinkedInChris Rush on LinkedInSara Adams on LinkedInMedTech 101: Key Concepts ExplainedDesign Controls = Your Blueprint for Safe InnovationThink of design controls as a recipe:User Needs = what the customer is hungry forDesign Inputs = what you plan to give the customerDesign Outputs = the finished dish (specs)Verification = checking the dish matches the recipeValidation = confirming the customer loves itFDA Classes: Think Risk LevelsClass I – Low risk: toothbrushes, bandagesClass II – Moderate risk: catheters, infusion pumps (often 510(k))Class III – High risk: pacemakers, implants (typically PMA)510(k) vs. De Novo vs. PMA – Simplified510(k) – You’re like someone elseDe Novo – You’re new, but not high-riskPMA – You’re new and high-risk = prove everythingAudience EngagementPoll Question:Where do you currently need the most clarity in the medical device development process?Understanding FDA classificationClinical evidence and trial designDesign control implementationGlobal regulatory expansionPost-market surveillanceDiscussion Prompt:What’s the most surprising thing you’ve learned about medical device regulation that you wish you knew sooner? Share your stories with us at podcast@greenlight.guru.Feedback & ReviewsIf this episode helped demystify the MedTech industry for you or someone on your team, we’d love to hear about it. Share your feedback, topic ideas, or guest suggestions at podcast@greenlight.guru. We read and reply to every message.Sponsor MessageThis episode is brought to you by Greenlight Guru, the only QMS purpose-built for the medical device industry. From design controls to post-market surveillance, our platform helps you stay audit-ready and accelerate product development with confidence. Learn more at www.greenlight.guru.

In this episode of the Global Medical Device Podcast, Etienne Nichols speaks with renowned regulatory and reimbursement expert Karandeep Singh Badwal to uncover the complexities of medical device reimbursement across the US, EU, and Asian markets. From the influence of governmental systems to the nuances of coding, coverage, and payments, Karandeep shares real-world insights for MedTech companies developing their global market strategies. Learn why early planning for reimbursement is just as crucial as regulatory approval, and how future-proofing your strategy against political and economic changes can safeguard your device's success.Key Timestamps:00:00 – Intro and Sponsor Message (Greenlight Guru Quality)02:30 – Why Reimbursement Must Be Considered Early07:15 – US Reimbursement System: Medicare, Medicaid, and Private Insurers13:10 – EU Reimbursement: Challenges with Fragmented National Systems17:45 – Asian Market Differences: Japan, China, and South Korea23:20 – The Importance of a Reimbursement Expert28:05 – Navigating Political Changes in Global MedTech Markets33:30 – Special Challenges for AI and Software as a Medical Device40:00 – Direct-to-Consumer vs. Prescription Strategies46:20 – Integrating Real-World Evidence and Post-Market Surveillance52:00 – How Management Reviews Can Align Business and Quality Goals01:03:10 – Pros and Cons: US vs. EU Reimbursement Models01:18:20 – Final Takeaways and Closing ThoughtsStandout Quotes:"Reimbursement isn’t just the final step after regulatory approval — it is a core business strategy."Why it matters: Many companies fail by not building reimbursement into their earliest development and design decisions."You can have the most innovative medical device in the world, but without a reimbursement pathway, you won't have a viable business."Why it matters: Innovation alone isn’t enough; financial strategy is crucial to survival and growth.Top Takeaways:Start with reimbursement in mind: Align your product claims, indications, and market strategies with potential reimbursement pathways early.Tailor by region: US, EU, and Asian markets all have distinct reimbursement landscapes — success in one doesn't guarantee success in another.Hire jurisdiction-specific experts: Use consultants experienced in your target markets to avoid costly mistakes.Leverage post-market surveillance: Integrate real-world evidence gathering into your QMS and management reviews to support reimbursement claims.Build strategic flexibility: Political and regulatory landscapes shift — maintain backup jurisdictions and alternative market strategies.References:Etienne Nichols on LinkedInGreenlight Guru Quality Management SystemMedtech Podcast hosted by Karandeep Singh BadwalMedTech 101 Section:What is "Reimbursement" in MedTech?Reimbursement refers to how a company gets paid for a medical device after it’s cleared for use. This usually involves navigating government programs (like Medicare) or private insurance, and it determines how easily hospitals, clinics, or individuals can buy and use a product.Simple Analogy: Think of it like getting a movie produced: regulatory clearance is getting your movie rated, but reimbursement is making sure theaters agree to pay you to show it!Feedback:We love hearing from you! Share your thoughts, feedback, or topic suggestions by emailing us at podcast@greenlight.guru. We personally respond and value your input to shape future episodes!Sponsor:Discover how Greenlight Guru Quality can unify your SOPs, documents, and product development process into a single living system — from idea to post-market. Learn more at greenlight.guru.

Episode Summary:In this episode of the Global Medical Device Podcast, host Etienne Nichols sits down with Kirk Petyo, Managing Partner at Talent Factory Recruiting, to explore the art and science of hiring in MedTech. Kirk shares strategies for building magnetic employer brands, explains the difference between competencies and capabilities in candidates, and warns about the hidden costs of bad hires or delayed recruitment. They also discuss how to attract top talent from outside traditional MedTech backgrounds, and why companies must clearly define their values to thrive in today's competitive hiring landscape.Key Timestamps:[00:02:00] – Introduction to Kirk Petyo and Talent Factory Recruiting's unique approach[00:05:30] – What makes a company a "magnet" for top talent in MedTech[00:12:20] – How to recruit candidates from outside traditional MedTech backgrounds[00:20:00] – How to differentiate between a good worker and a good interviewer[00:30:10] – The ripple effects of a single bad hire in a MedTech company[00:35:50] – The cost of leaving key roles unfilled for too long[00:44:00] – Outdated hiring practices that repel top candidates[00:50:00] – Trends in hiring and workforce planning for 2025[01:02:00] – Final advice for MedTech hiring managers and company leadersStandout Quotes:"If you treat hiring like a transaction, you'll get transactional results. But if you treat hiring as a critical strategy for growth, you’ll flourish." – Kirk Petyo"Your candidate’s life must be better at your organization than it was at their last job—if you can't tell that story, you'll struggle to attract top talent." - Kirk PetyoTakeaways:Define your value drivers clearly: Understand what makes your company unique before trying to attract top talent.Focus on capability, not just competency: Prioritize what candidates can learn and contribute over time, not just what they know today.Structure your interview process: Build a consistent, benchmark-driven approach to avoid gut-feel hiring mistakes.Partner with strategic recruiters: Seek recruiters who genuinely understand your company culture and goals, not just resume matchers.Act early on critical hires: Don’t delay filling strategic roles; the opportunity cost and cultural risk multiply with time.References:Kirk Petyo’s LinkedIn ProfileTalent Factory Medical WebsiteEtienne Nichols' LinkedIn ProfileMedTech 101 Section:Competency vs. Capability (Simplified):Think of competency like what’s already in a candidate’s toolbox—their current skills and experiences. Capability is their potential—the size of the projects they could build if you give them the right tools and environment.Audience Engagement Prompt:Poll Question: What’s the biggest challenge you face when hiring MedTech talent?Defining clear job expectationsAttracting candidates from outside the industryAvoiding bad hiresSpeeding up the hiring process"Have you had a ‘good interviewer, bad employee’ experience? Share your story with us at podcast@greenlight.guru — we’d love to hear your lessons learned!"FeedbackIf you enjoyed today’s episode, please take a moment to rate and review us! We’d love to hear your feedback and topic suggestions—email us anytime at podcast@greenlight.guru. Personalized responses guaranteed!Sponsors Integration:This episode is sponsored by Greenlight Guru, the only MedTech-specific QMS platform designed to speed up your product development without sacrificing compliance or quality. Learn more at www.greenlight.guru.

In this compelling episode, Etienne Nichols chats with regulatory powerhouse Sarah Moeller about the crucial intersection between the FDA's regulatory oversight and international ISO standards development. They uncover the profound impact of FDA's participation—or absence—in shaping global standards, especially ISO 14155 and ISO 18969 updates. The conversation also tackles the shifting landscape caused by administrative changes in the U.S., the effects on clinical trials, AI-driven digital evidence, and what companies must do to stay compliant and innovative in a volatile regulatory environment.Key Timestamps:[02:30] – Introduction to Sarah Moeller and her role in ISO 18969 updates.[07:00] – Overview of ISO standards update processes and FDA’s critical role.[15:20] – The impact of AI and digital evidence on clinical evaluations.[22:10] – Why FDA's temporary absence from standards writing matters.[31:45] – Resumed communications: FDA’s current engagement status.[41:00] – Implications of leadership changes at the FDA.[50:15] – Strategic advice for MedTech companies amidst regulatory uncertainty.[58:00] – Passionate case for FDA's continued involvement and defense of public service.[1:12:30] – Big updates in ISO 14155 and 18969 and what they mean for clinical trials.Memorable Quotes:"Without FDA at the standards table, we risk global disharmony—and patients pay the price." – Sarah Moeller"Taking care of each other must be our number one goal in both hospitality and healthcare." – Sarah MoellerKey Takeaways:Practical Tips:Maintain proactive and open communications with your FDA reviewers.Incorporate rigorous digital evidence management to future-proof clinical evaluations.Advocate for clear regulatory processes by contacting your congressional representatives.References Mentioned:ISO 14155: Good Clinical Practice for Medical Device Trials—Updated to reflect decentralized trials and enhanced CRO oversight.ISO 18969: Clinical Evaluation Standard aligning evaluations across the total product lifecycle.MDUFA and PDUFA: Critical funding mechanisms supporting timely FDA review processes.Etienne Nichols on LinkedInMedTech 101:ISO Standards: International standards that ensure quality, safety, and efficacy in products across global markets.MDUFA (Medical Device User Fee Agreement): Agreement where companies pay fees to FDA for timely device reviews.Clinical Evaluation: Systematic process for assessing and analyzing clinical data to verify the safety and performance of a medical device.Audience Interaction:Poll Question: "Do you believe the FDA should have a permanent seat at all ISO standards committees?"👉 Email your thoughts to podcast@greenlight.guruFeedback Request:Enjoyed today’s episode? We'd love your feedback!📩Email us your thoughts and suggestions for future topics at podcast@greenlight.guru🎧 Don’t forget to leave a review on iTunes or your favorite podcast platform!Sponsor Mention:Brought to you by Greenlight Guru Quality:Greenlight Guru helps MedTech companies stay audit-ready 24/7 with smarter, structured quality management tools that align with FDA and ISO requirements. Visit www.greenlight.guru to learn how your team can innovate faster while staying compliant.

In our 400th episode of the Global Medical Device Podcast, host Etienne Nichols is joined by Greenlight Guru’s Sara Adams to unpack the findings of the 2025 Medical Device Industry Benchmark Report. From the rise of family office investments to QMS upgrades and the impact of regulatory uncertainty, this episode delivers a candid and comprehensive look at the current MedTech landscape. Sara brings her quality expertise and industry anecdotes to life, while Etienne adds sharp insights on strategic planning and product development.Whether you're facing supply chain complexity, preparing for QMSR, or trying to navigate market shifts, this episode is your roadmap for the year ahead.Key Timestamps00:03 – Introduction to the 2025 Medical Device Industry Report05:00 – Market growth outlook: $800B by 203009:40 – Family office investment trends in MedTech13:15 – Hiring freezes and headcount reductions: what's behind the numbers?20:22 – Supply chain challenges and supplier qualification issues28:35 – Why only 11% of companies rate their supply chain management as “excellent”33:30 – QMS upgrades and the strategic focus on quality systems39:00 – Fundraising and clinical trials: top priorities for pre-commercial companies44:55 – Regulatory complexity: QMSR, EU MDR, and FDA staffing pressures53:50 – FDA Form 483s: top causes and how to avoid them1:04:00 – Action plan for 2025: technology, collaboration, and performance1:12:00 – Making quality your competitive edgeMemorable Quotes“Money is the air companies breathe, but safety is the ground they walk on.” – Etienne Nichols“If you're not reaching out to your FDA review team, you're already behind.” – Sara Adams“Dig the well before you're thirsty — especially in MedTech.” – Etienne Nichols🔍 Key TakeawaysLatest MedTech TrendsGlobal MedTech market expected to hit $800B by 2030.Quality systems and operational efficiency are becoming top priorities.Regulatory uncertainty is affecting hiring and supply chain strategy.Practical Tips for MedTech ProsStart preparing for QMSR (FDA’s Quality Management System Regulation) now.Prioritize supplier qualification and traceability early in development.Choose purpose-built tools to reduce headcount needs and streamline processes.🔗 References & Resources2025 Medical Device Industry Report – Greenlight GuruEtienne Nichols on LinkedInSara Adams on LinkedInEpisode 360: Is it Possible to Buy a QMS? with Sara AdamsMedTech 101: Beginner’s CornerQMS (Quality Management System): A structured system that documents processes, procedures, and responsibilities for achieving quality and regulatory compliance.QMSR: FDA’s new quality regulation aligning with ISO 13485:2016.483 Form: Issued by the FDA when investigators find conditions that may violate the FD&C Act.Family Office Investment: Wealth management firms that are increasingly investing in MedTech startups.Feedback Welcome!Enjoyed the episode? Please leave us a review on iTunes and tell us what you want to hear next. Your feedback helps us grow!Drop us a note at podcast@greenlight.guru🎁 SponsorsThis episode is sponsored by Greenlight Guru – the only quality management system (QMS) and electronic data capture (EDC) software built specifically for the MedTech industry. Want to streamline compliance and reduce your time to market?👉 Learn more at greenlight.guru and mention this podcast for a special demo offer.

Join Olga Chashchina, a MedTech startup founder with vast international experience, as she dives into the world of cultural differences in communication. Discover how high-context and low-context cultures shape workplace dynamics and impact patient care. Olga shares fascinating insights from 'The Culture Map,' highlighting common cultural missteps and the significance of feedback styles across regions. She emphasizes the importance of building personal connections and understanding cultural nuances to foster better collaboration in global teams.

In this episode of the Global Medical Device Podcast, host Etienne Nichols sits down with Scott Pantel, CEO and founder of Life Science Intelligence (LSI), to explore how LSI bridges the gap between medtech innovation and commercialization. Scott shares LSI’s origin story, the evolution of its events, and the importance of cultivating meaningful relationships within the medtech ecosystem. Learn how LSI’s global meetings—from Dana Point to Portugal, London, and Singapore—create spaces where deals happen, ideas flourish, and the future of patient care is shaped. Plus, Scott offers actionable advice for medtech founders preparing for investor pitches and shares inspiring stories of industry impact.Key Timestamps[02:10] – LSI’s partnership with Greenlight Guru and the value of ecosystem collaboration[05:30] – Scott Pantel’s journey into medtech and how LSI was born[12:20] – Reinventing the investor meeting experience: “There’s got to be a better way”[18:45] – The power of unexpected connections: Coffee chats, cab rides, and transformative deals[25:10] – Heartfelt story: How an Edwards Lifesciences valve saved Scott’s aunt’s life[31:00] – The role of fun and social events in serious deal-making (yes, golf included!)[39:20] – Global expansion: Why LSI is heading to Singapore in 2025[45:50] – What makes a medtech pitch stand out to investors[53:15] – The importance of patient-centered innovation and next-gen leadership[59:00] – 🎉 Exclusive! Etienne is joining LSI’s “Game Day” commentary stage at Dana PointQuotes to Remember"Some of the most valuable connections are the ones you never planned for—like meeting someone at the coffee stand or sharing a cab ride to the airport." – Scott Pantel"Investors hear pitches all the time. Tell them how you’re going to make money—clear, concise, compelling." – Scott Pantel"There’s never been a more exciting time to be in medtech. The convergence of AI, wearables, and patient-driven care is revolutionizing healthcare." – Etienne Nichols"Relationships aren’t just nice to have; they’re how deals get done in this industry." – Scott PantelTop MedTech InsightsRelationships Drive Results: Successful deals often stem from unplanned, personal interactions beyond formal meetings.Global Expansion is Essential: Medtech innovators can’t ignore APAC markets—capital and patient demand in Asia are reshaping the industry.3 Practical Tips for MedTech InnovatorsPrepare Beyond the Pitch: Articulate how your company makes money early in conversations with investors.Prioritize Presence: Spend time at networking events—connections happen when you least expect them.Know the Culture: Adapt your approach to different markets; relationship-building is key in Europe and APAC.References & ResourcesLearn more about LSI: Life Science IntelligenceConnect with Etienne Nichols: LinkedIn ProfileExplore Greenlight Guru’s solutions: Greenlight GuruMedTech 101: What’s LSI?LSI (Life Science Intelligence) hosts premier global events connecting medtech innovators with investors, helping startups scale from idea to commercialization. With flagship events in the U.S., Europe, and now Asia, LSI creates unmatched opportunities for deal-making and knowledge-sharing.Audience Poll & DiscussionPoll: What MedTech trend excites you the most?🔲 AI in diagnostics🔲 Wearable health monitors🔲 Surgical robotics🔲 Patient-owned health data👉 Email your answer to podcast@greenlight.guru!We Want Your Feedback!Love this episode? Got suggestions for future topics? Drop us a line at podcast@greenlight.guru.💬 Leave a review on iTunes! It helps others find the show and keeps us improving.Sponsor SpotlightThis episode is brought to you by Greenlight Guru—the only MedTech-specific Quality Management Software that helps companies get products to market faster and with less risk. Ready to streamline your compliance? Visit Greenlight Guru today!🔥 Don’t miss Etienne’s live commentary at LSI Dana Point’s “Game Day” stage! See you in March!