{"version":"1.0.0","segments":[{"speaker":"Aaron Moncur","startTime":1.05,"endTime":3.57,"body":"Where do engineers"},{"speaker":"Aaron Moncur","startTime":1.05,"endTime":3.57,"body":"and designers at companies like"},{"speaker":"Aaron Moncur","startTime":3.57,"endTime":10.02,"body":"BMW, NASA, and Bosch get custom"},{"speaker":"Aaron Moncur","startTime":3.57,"endTime":10.02,"body":"manufactured parts fast xometry"},{"speaker":"Aaron Moncur","startTime":10.23,"endTime":14.19,"body":"with xometry Anyone with a 3d"},{"speaker":"Aaron Moncur","startTime":10.23,"endTime":14.19,"body":"model can get pricing and order"},{"speaker":"Aaron Moncur","startTime":14.19,"endTime":18.81,"body":"parts thanks to xometry Instant"},{"speaker":"Aaron Moncur","startTime":14.19,"endTime":18.81,"body":"quoting engine, access dozens of"},{"speaker":"Aaron Moncur","startTime":18.81,"endTime":22.86,"body":"manufacturing processes like CNC"},{"speaker":"Aaron Moncur","startTime":18.81,"endTime":22.86,"body":"machining, sheet cutting and"},{"speaker":"Aaron Moncur","startTime":22.86,"endTime":26.61,"body":"fabrication, 3d printing,"},{"speaker":"Aaron Moncur","startTime":22.86,"endTime":26.61,"body":"injection molding, and more"},{"speaker":"Aaron Moncur","startTime":26.64,"endTime":30.3,"body":"along with hundreds of"},{"speaker":"Aaron Moncur","startTime":26.64,"endTime":30.3,"body":"materials, all in a matter of"},{"speaker":"Aaron Moncur","startTime":30.3,"endTime":34.65,"body":"seconds, check out xometry today"},{"speaker":"Aaron Moncur","startTime":30.3,"endTime":34.65,"body":"at xometry.com. That's"},{"speaker":"Aaron Moncur","startTime":36.09,"endTime":41.1,"body":"xometry.com. Xometry for big"},{"speaker":"Aaron Moncur","startTime":36.09,"endTime":41.1,"body":"ideas are built."},{"speaker":"Aaron Moncur","startTime":56.9,"endTime":60.05,"body":"Hello, and welcome to another"},{"speaker":"Aaron Moncur","startTime":56.9,"endTime":60.05,"body":"exciting episode of The being an"},{"speaker":"Aaron Moncur","startTime":60.05,"endTime":64.43,"body":"engineer Podcast. Today we're"},{"speaker":"Aaron Moncur","startTime":60.05,"endTime":64.43,"body":"speaking with Mark Byrne, who is"},{"speaker":"Aaron Moncur","startTime":64.43,"endTime":68.42,"body":"an experienced life sciences"},{"speaker":"Aaron Moncur","startTime":64.43,"endTime":68.42,"body":"leader with broad commercial and"},{"speaker":"Aaron Moncur","startTime":68.42,"endTime":71.81,"body":"technical experience in"},{"speaker":"Aaron Moncur","startTime":68.42,"endTime":71.81,"body":"strategic planning, class two"},{"speaker":"Aaron Moncur","startTime":71.81,"endTime":75.14,"body":"and class three medical devices"},{"speaker":"Aaron Moncur","startTime":71.81,"endTime":75.14,"body":"in vitro diagnostics and"},{"speaker":"Aaron Moncur","startTime":75.14,"endTime":79.1,"body":"biotech. He has accomplishments"},{"speaker":"Aaron Moncur","startTime":75.14,"endTime":79.1,"body":"in technology,"},{"speaker":"Aaron Moncur","startTime":79.13,"endTime":83.06,"body":"commercialization, leadership,"},{"speaker":"Aaron Moncur","startTime":79.13,"endTime":83.06,"body":"general management, product and"},{"speaker":"Aaron Moncur","startTime":83.06,"endTime":85.49,"body":"business development,"},{"speaker":"Aaron Moncur","startTime":83.06,"endTime":85.49,"body":"identifying new growth"},{"speaker":"Aaron Moncur","startTime":85.49,"endTime":88.91,"body":"opportunities, developing"},{"speaker":"Aaron Moncur","startTime":85.49,"endTime":88.91,"body":"innovative technology,"},{"speaker":"Aaron Moncur","startTime":88.97,"endTime":92.9,"body":"negotiating licensing and"},{"speaker":"Aaron Moncur","startTime":88.97,"endTime":92.9,"body":"financing transactions, planning"},{"speaker":"Aaron Moncur","startTime":92.9,"endTime":95.78,"body":"and executing mergers and"},{"speaker":"Aaron Moncur","startTime":92.9,"endTime":95.78,"body":"acquisitions, and managing"},{"speaker":"Aaron Moncur","startTime":95.78,"endTime":99.68,"body":"product development teams. Mark,"},{"speaker":"Aaron Moncur","startTime":95.78,"endTime":99.68,"body":"thank you so much for joining us"},{"speaker":"Aaron Moncur","startTime":99.68,"endTime":100.61,"body":"on the podcast today."},{"speaker":"Mark Byrne","startTime":101.13,"endTime":102.93,"body":"Oh, you're very"},{"speaker":"Mark Byrne","startTime":101.13,"endTime":102.93,"body":"welcome. I'm happy to be here."},{"speaker":"Aaron Moncur","startTime":103.59,"endTime":105.42,"body":"Well, what made"},{"speaker":"Aaron Moncur","startTime":103.59,"endTime":105.42,"body":"you decide to become an"},{"speaker":"Aaron Moncur","startTime":105.42,"endTime":105.99,"body":"engineer."},{"speaker":"Mark Byrne","startTime":107.28,"endTime":111.18,"body":"So that was a long"},{"speaker":"Mark Byrne","startTime":107.28,"endTime":111.18,"body":"time ago. And as a high"},{"speaker":"Mark Byrne","startTime":111.18,"endTime":116.13,"body":"schooler, I was dabbling in"},{"speaker":"Mark Byrne","startTime":111.18,"endTime":116.13,"body":"electronics, I was fascinated"},{"speaker":"Mark Byrne","startTime":116.13,"endTime":119.91,"body":"with building and testing"},{"speaker":"Mark Byrne","startTime":116.13,"endTime":119.91,"body":"circuits, had an engineer for an"},{"speaker":"Mark Byrne","startTime":119.91,"endTime":125.04,"body":"uncle who kept me in spare"},{"speaker":"Mark Byrne","startTime":119.91,"endTime":125.04,"body":"parts. So I always had things to"},{"speaker":"Mark Byrne","startTime":125.04,"endTime":128.34,"body":"pick up when I went over to his"},{"speaker":"Mark Byrne","startTime":125.04,"endTime":128.34,"body":"house. And like a lot of"},{"speaker":"Mark Byrne","startTime":128.34,"endTime":130.98,"body":"engineers, I was good at math"},{"speaker":"Mark Byrne","startTime":128.34,"endTime":130.98,"body":"and science. So it seemed like a"},{"speaker":"Mark Byrne","startTime":130.98,"endTime":131.64,"body":"natural fit."},{"speaker":"Aaron Moncur","startTime":132.81,"endTime":136.08,"body":"You know, I hear"},{"speaker":"Aaron Moncur","startTime":132.81,"endTime":136.08,"body":"quite often when I ask people"},{"speaker":"Aaron Moncur","startTime":136.08,"endTime":138.51,"body":"that question that they had a"},{"speaker":"Aaron Moncur","startTime":136.08,"endTime":138.51,"body":"family member who was an"},{"speaker":"Aaron Moncur","startTime":138.51,"endTime":141.75,"body":"engineer, and that influenced"},{"speaker":"Aaron Moncur","startTime":138.51,"endTime":141.75,"body":"them somehow that was not"},{"speaker":"Aaron Moncur","startTime":141.75,"endTime":144.75,"body":"necessarily an answer that I"},{"speaker":"Aaron Moncur","startTime":141.75,"endTime":144.75,"body":"would have been expecting before"},{"speaker":"Aaron Moncur","startTime":144.75,"endTime":147.15,"body":"doing all of these episodes. But"},{"speaker":"Aaron Moncur","startTime":144.75,"endTime":147.15,"body":"that seems to be a pretty"},{"speaker":"Aaron Moncur","startTime":147.33,"endTime":150.96,"body":"important factor, whether one"},{"speaker":"Aaron Moncur","startTime":147.33,"endTime":150.96,"body":"becomes an engineering not"},{"speaker":"Aaron Moncur","startTime":151.02,"endTime":151.8,"body":"interestingly,"},{"speaker":"Mark Byrne","startTime":151.979,"endTime":154.229,"body":"yeah, and this"},{"speaker":"Mark Byrne","startTime":151.979,"endTime":154.229,"body":"particular uncle we were pretty"},{"speaker":"Mark Byrne","startTime":154.229,"endTime":158.819,"body":"close with. So my family saw his"},{"speaker":"Mark Byrne","startTime":154.229,"endTime":158.819,"body":"family quite a lot. And, you"},{"speaker":"Mark Byrne","startTime":158.819,"endTime":164.309,"body":"know, he encouraged me, and also"},{"speaker":"Mark Byrne","startTime":158.819,"endTime":164.309,"body":"was very happy when I chose"},{"speaker":"Mark Byrne","startTime":164.339,"endTime":166.349,"body":"chose the field. Wonderful,"},{"speaker":"Aaron Moncur","startTime":165.69,"endTime":170.58,"body":"wonderful. Well,"},{"speaker":"Aaron Moncur","startTime":165.69,"endTime":170.58,"body":"you own a company called"},{"speaker":"Aaron Moncur","startTime":170.61,"endTime":174.81,"body":"PriMedicus Development, your own"},{"speaker":"Aaron Moncur","startTime":170.61,"endTime":174.81,"body":"business for, I think, nearly 20"},{"speaker":"Aaron Moncur","startTime":174.84,"endTime":177.93,"body":"years now. What can you tell us"},{"speaker":"Aaron Moncur","startTime":174.84,"endTime":177.93,"body":"about PriMedicus?"},{"speaker":"Mark Byrne","startTime":178.949,"endTime":180.929,"body":"So I started"},{"speaker":"Mark Byrne","startTime":178.949,"endTime":180.929,"body":"primitive, because development"},{"speaker":"Mark Byrne","startTime":180.929,"endTime":186.809,"body":"20 years ago, to create a"},{"speaker":"Mark Byrne","startTime":180.929,"endTime":186.809,"body":"consulting umbrella. I was"},{"speaker":"Mark Byrne","startTime":186.809,"endTime":191.099,"body":"leaving my first startup company"},{"speaker":"Mark Byrne","startTime":186.809,"endTime":191.099,"body":"wasn't sure what I wanted to do."},{"speaker":"Mark Byrne","startTime":191.099,"endTime":194.189,"body":"But I knew I didn't want to"},{"speaker":"Mark Byrne","startTime":191.099,"endTime":194.189,"body":"relocate for personal reasons."},{"speaker":"Mark Byrne","startTime":194.189,"endTime":198.359,"body":"At that time, I had over the"},{"speaker":"Mark Byrne","startTime":194.189,"endTime":198.359,"body":"course of the first part of my"},{"speaker":"Mark Byrne","startTime":198.359,"endTime":202.229,"body":"career developed a broad skill"},{"speaker":"Mark Byrne","startTime":198.359,"endTime":202.229,"body":"set. I also had quite a number"},{"speaker":"Mark Byrne","startTime":202.229,"endTime":206.909,"body":"of contacts, and decided to go"},{"speaker":"Mark Byrne","startTime":202.229,"endTime":206.909,"body":"out on my own. For the first"},{"speaker":"Mark Byrne","startTime":206.909,"endTime":212.519,"body":"three or four years I worked"},{"speaker":"Mark Byrne","startTime":206.909,"endTime":212.519,"body":"completely solo, largely for"},{"speaker":"Mark Byrne","startTime":212.519,"endTime":215.999,"body":"small startup companies, as well"},{"speaker":"Mark Byrne","startTime":212.519,"endTime":215.999,"body":"as some big device companies."},{"speaker":"Mark Byrne","startTime":217.589,"endTime":221.369,"body":"Then hired my first couple of"},{"speaker":"Mark Byrne","startTime":217.589,"endTime":221.369,"body":"employees went down that road"},{"speaker":"Mark Byrne","startTime":221.369,"endTime":225.599,"body":"for a while. And but for the"},{"speaker":"Mark Byrne","startTime":221.369,"endTime":225.599,"body":"last several years have been"},{"speaker":"Mark Byrne","startTime":225.689,"endTime":232.709,"body":"solo yet again, primary focus"},{"speaker":"Mark Byrne","startTime":225.689,"endTime":232.709,"body":"focuses on the early stages of"},{"speaker":"Mark Byrne","startTime":232.709,"endTime":238.139,"body":"the product lifecycle, clients"},{"speaker":"Mark Byrne","startTime":232.709,"endTime":238.139,"body":"hire us, to help them figure out"},{"speaker":"Mark Byrne","startTime":238.649,"endTime":242.729,"body":"the technology, help them figure"},{"speaker":"Mark Byrne","startTime":238.649,"endTime":242.729,"body":"out the patent landscape, help"},{"speaker":"Mark Byrne","startTime":242.729,"endTime":247.169,"body":"them figure out is there a"},{"speaker":"Mark Byrne","startTime":242.729,"endTime":247.169,"body":"market so typical products that"},{"speaker":"Mark Byrne","startTime":247.169,"endTime":250.229,"body":"we might deliver projects we"},{"speaker":"Mark Byrne","startTime":247.169,"endTime":250.229,"body":"might deliver range from"},{"speaker":"Mark Byrne","startTime":250.769,"endTime":254.369,"body":"prototypes, either the first or"},{"speaker":"Mark Byrne","startTime":250.769,"endTime":254.369,"body":"second generation prototype of a"},{"speaker":"Mark Byrne","startTime":254.369,"endTime":260.939,"body":"product? Business plans,"},{"speaker":"Mark Byrne","startTime":254.369,"endTime":260.939,"body":"strategic analyses, patent"},{"speaker":"Mark Byrne","startTime":260.939,"endTime":265.079,"body":"landscape documents, things like"},{"speaker":"Mark Byrne","startTime":260.939,"endTime":265.079,"body":"that. So we're not hired on the"},{"speaker":"Mark Byrne","startTime":265.079,"endTime":267.839,"body":"other end of the product"},{"speaker":"Mark Byrne","startTime":265.079,"endTime":267.839,"body":"lifecycle, so we're not in the"},{"speaker":"Mark Byrne","startTime":267.839,"endTime":270.929,"body":"manufacturing business. We can"},{"speaker":"Mark Byrne","startTime":267.839,"endTime":270.929,"body":"help connect clients to"},{"speaker":"Mark Byrne","startTime":270.929,"endTime":275.219,"body":"manufacturers. We're not in the"},{"speaker":"Mark Byrne","startTime":270.929,"endTime":275.219,"body":"regulatory business, but we can"},{"speaker":"Mark Byrne","startTime":275.219,"endTime":279.659,"body":"help click Connect clients to"},{"speaker":"Mark Byrne","startTime":275.219,"endTime":279.659,"body":"regulatory recesses, resources"},{"speaker":"Mark Byrne","startTime":279.659,"endTime":281.729,"body":"as well. Interesting."},{"speaker":"Aaron Moncur","startTime":282.12,"endTime":285.66,"body":"How were the first"},{"speaker":"Aaron Moncur","startTime":282.12,"endTime":285.66,"body":"few years when you went out on"},{"speaker":"Aaron Moncur","startTime":285.66,"endTime":289.41,"body":"your own? Were you able to"},{"speaker":"Aaron Moncur","startTime":285.66,"endTime":289.41,"body":"develop enough business right"},{"speaker":"Aaron Moncur","startTime":289.41,"endTime":292.14,"body":"away or did it take a little"},{"speaker":"Aaron Moncur","startTime":289.41,"endTime":292.14,"body":"while to get your feet under"},{"speaker":"Aaron Moncur","startTime":292.14,"endTime":292.38,"body":"you?"},{"speaker":"Mark Byrne","startTime":293.43,"endTime":297.21,"body":"I was surprised how"},{"speaker":"Mark Byrne","startTime":293.43,"endTime":297.21,"body":"fast it went. Within six months,"},{"speaker":"Mark Byrne","startTime":297.21,"endTime":303.63,"body":"I was full time booked. If if"},{"speaker":"Mark Byrne","startTime":297.21,"endTime":303.63,"body":"not more, I had in the early"},{"speaker":"Mark Byrne","startTime":303.63,"endTime":308.58,"body":"stages of my consulting"},{"speaker":"Mark Byrne","startTime":303.63,"endTime":308.58,"body":"business, a problem managing my"},{"speaker":"Mark Byrne","startTime":308.58,"endTime":312.96,"body":"workload, I was working way too"},{"speaker":"Mark Byrne","startTime":308.58,"endTime":312.96,"body":"much. Because as you're, when"},{"speaker":"Mark Byrne","startTime":312.96,"endTime":315.84,"body":"you're solo, you're doing the"},{"speaker":"Mark Byrne","startTime":312.96,"endTime":315.84,"body":"marketing, you're doing the"},{"speaker":"Mark Byrne","startTime":315.84,"endTime":320.55,"body":"sales, you're doing the product"},{"speaker":"Mark Byrne","startTime":315.84,"endTime":320.55,"body":"execution, the finances, so on"},{"speaker":"Mark Byrne","startTime":320.55,"endTime":324.69,"body":"and so forth. So that's what led"},{"speaker":"Mark Byrne","startTime":320.55,"endTime":324.69,"body":"me ultimately, to hire"},{"speaker":"Mark Byrne","startTime":324.96,"endTime":328.56,"body":"additional people, the first"},{"speaker":"Mark Byrne","startTime":324.96,"endTime":328.56,"body":"person I hired was a bookkeeper"},{"speaker":"Mark Byrne","startTime":328.56,"endTime":332.04,"body":"office manager to help with kind"},{"speaker":"Mark Byrne","startTime":328.56,"endTime":332.04,"body":"of that side of the business."},{"speaker":"Mark Byrne","startTime":332.37,"endTime":337.14,"body":"And then I hired another person"},{"speaker":"Mark Byrne","startTime":332.37,"endTime":337.14,"body":"to kind of do what I was doing,"},{"speaker":"Mark Byrne","startTime":337.26,"endTime":340.8,"body":"so that I could train them to"},{"speaker":"Mark Byrne","startTime":337.26,"endTime":340.8,"body":"serve the clients. This"},{"speaker":"Aaron Moncur","startTime":340.799,"endTime":343.289,"body":"is all sounding"},{"speaker":"Aaron Moncur","startTime":340.799,"endTime":343.289,"body":"very, very familiar. When I"},{"speaker":"Aaron Moncur","startTime":343.289,"endTime":347.609,"body":"started pipeline, 14 years ago,"},{"speaker":"Aaron Moncur","startTime":343.289,"endTime":347.609,"body":"it was just me. And I wore all"},{"speaker":"Aaron Moncur","startTime":347.609,"endTime":350.939,"body":"the hats, sales, marketing,"},{"speaker":"Aaron Moncur","startTime":347.609,"endTime":350.939,"body":"accounting, engineering,"},{"speaker":"Aaron Moncur","startTime":350.969,"endTime":354.359,"body":"project, lead, write all those"},{"speaker":"Aaron Moncur","startTime":350.969,"endTime":354.359,"body":"things. And then eventually, we"},{"speaker":"Aaron Moncur","startTime":354.359,"endTime":356.939,"body":"hired some people to help with"},{"speaker":"Aaron Moncur","startTime":354.359,"endTime":356.939,"body":"various aspects of the business."},{"speaker":"Aaron Moncur","startTime":356.939,"endTime":359.489,"body":"So very familiar story, let's"},{"speaker":"Aaron Moncur","startTime":356.939,"endTime":359.489,"body":"fire,"},{"speaker":"Mark Byrne","startTime":359.73,"endTime":362.1,"body":"one of the people"},{"speaker":"Mark Byrne","startTime":359.73,"endTime":362.1,"body":"they hired was a teenage son,"},{"speaker":"Mark Byrne","startTime":362.43,"endTime":365.7,"body":"his job was to clean the office."},{"speaker":"Mark Byrne","startTime":362.43,"endTime":365.7,"body":"So that was his first paying"},{"speaker":"Mark Byrne","startTime":365.7,"endTime":369.96,"body":"job. Perfect. He went on to get"},{"speaker":"Mark Byrne","startTime":365.7,"endTime":369.96,"body":"a PhD in engineering, so I guess"},{"speaker":"Mark Byrne","startTime":369.96,"endTime":372.12,"body":"something rubbed off on him. Oh,"},{"speaker":"Mark Byrne","startTime":369.96,"endTime":372.12,"body":"wonderful."},{"speaker":"Aaron Moncur","startTime":372.15,"endTime":374.64,"body":"There you go."},{"speaker":"Aaron Moncur","startTime":372.15,"endTime":374.64,"body":"Another family member influence"},{"speaker":"Aaron Moncur","startTime":374.64,"endTime":380.4,"body":"on an engineer. I remember when"},{"speaker":"Aaron Moncur","startTime":374.64,"endTime":380.4,"body":"Oh, it was probably 12 years"},{"speaker":"Aaron Moncur","startTime":380.4,"endTime":384.33,"body":"ago, or so it was in the first"},{"speaker":"Aaron Moncur","startTime":380.4,"endTime":384.33,"body":"couple of years that I had"},{"speaker":"Aaron Moncur","startTime":384.33,"endTime":388.59,"body":"started pipeline, there was this"},{"speaker":"Aaron Moncur","startTime":384.33,"endTime":388.59,"body":"project. And back then we did a"},{"speaker":"Aaron Moncur","startTime":388.59,"endTime":391.32,"body":"lot of product design, General"},{"speaker":"Aaron Moncur","startTime":388.59,"endTime":391.32,"body":"Product Design. And there was"},{"speaker":"Aaron Moncur","startTime":391.32,"endTime":395.07,"body":"this phone case, it was a phone"},{"speaker":"Aaron Moncur","startTime":391.32,"endTime":395.07,"body":"case for kids. And they had all"},{"speaker":"Aaron Moncur","startTime":395.07,"endTime":400.65,"body":"these wacky avatars were kind of"},{"speaker":"Aaron Moncur","startTime":395.07,"endTime":400.65,"body":"like animal themed phone cases."},{"speaker":"Aaron Moncur","startTime":400.65,"endTime":403.53,"body":"And there was this one that was"},{"speaker":"Aaron Moncur","startTime":400.65,"endTime":403.53,"body":"a monkey. And it had all these"},{"speaker":"Aaron Moncur","startTime":403.53,"endTime":406.5,"body":"little hairs on it. Of course,"},{"speaker":"Aaron Moncur","startTime":403.53,"endTime":406.5,"body":"they weren't as small as an"},{"speaker":"Aaron Moncur","startTime":406.5,"endTime":410.01,"body":"actual monkey here. But they"},{"speaker":"Aaron Moncur","startTime":406.5,"endTime":410.01,"body":"were added no call a millimeter"},{"speaker":"Aaron Moncur","startTime":410.01,"endTime":414.03,"body":"or so in diameter, and it was"},{"speaker":"Aaron Moncur","startTime":410.01,"endTime":414.03,"body":"all made out of injection molded"},{"speaker":"Aaron Moncur","startTime":414.03,"endTime":418.47,"body":"rubber. And these hairs needed"},{"speaker":"Aaron Moncur","startTime":414.03,"endTime":418.47,"body":"to be placed individually, that"},{"speaker":"Aaron Moncur","startTime":418.47,"endTime":421.11,"body":"there was no other way that we"},{"speaker":"Aaron Moncur","startTime":418.47,"endTime":421.11,"body":"could do it to make it look kind"},{"speaker":"Aaron Moncur","startTime":421.11,"endTime":425.49,"body":"of real, right? Organized,"},{"speaker":"Aaron Moncur","startTime":421.11,"endTime":425.49,"body":"organized chaos, so to speak."},{"speaker":"Aaron Moncur","startTime":425.67,"endTime":427.89,"body":"And the only way we could figure"},{"speaker":"Aaron Moncur","startTime":425.67,"endTime":427.89,"body":"out to do it was to place it"},{"speaker":"Aaron Moncur","startTime":427.89,"endTime":430.95,"body":"manually. Well, we went through"},{"speaker":"Aaron Moncur","startTime":427.89,"endTime":430.95,"body":"kind of looked at the surface"},{"speaker":"Aaron Moncur","startTime":430.95,"endTime":435.03,"body":"area of this case and the size,"},{"speaker":"Aaron Moncur","startTime":430.95,"endTime":435.03,"body":"or the spacing between different"},{"speaker":"Aaron Moncur","startTime":435.03,"endTime":438.42,"body":"hairs and calculated that it was"},{"speaker":"Aaron Moncur","startTime":435.03,"endTime":438.42,"body":"going to take like eight hours"},{"speaker":"Aaron Moncur","startTime":438.42,"endTime":441.36,"body":"to just replace all of those"},{"speaker":"Aaron Moncur","startTime":438.42,"endTime":441.36,"body":"hair, you know. And so with"},{"speaker":"Aaron Moncur","startTime":441.36,"endTime":444.06,"body":"that, well we I mean, that seems"},{"speaker":"Aaron Moncur","startTime":441.36,"endTime":444.06,"body":"unreasonable to charge our"},{"speaker":"Aaron Moncur","startTime":444.06,"endTime":446.76,"body":"customer for eight hours of"},{"speaker":"Aaron Moncur","startTime":444.06,"endTime":446.76,"body":"engineering time just to click"},{"speaker":"Aaron Moncur","startTime":446.76,"endTime":451.38,"body":"click, click. So we found a"},{"speaker":"Aaron Moncur","startTime":446.76,"endTime":451.38,"body":"neighborhood kid who was like 14"},{"speaker":"Aaron Moncur","startTime":451.38,"endTime":454.05,"body":"years old or something you know,"},{"speaker":"Aaron Moncur","startTime":451.38,"endTime":454.05,"body":"old enough to run a computer,"},{"speaker":"Aaron Moncur","startTime":454.26,"endTime":457.08,"body":"and just show them how to do it."},{"speaker":"Aaron Moncur","startTime":454.26,"endTime":457.08,"body":"Hey, just click this thing, and"},{"speaker":"Aaron Moncur","startTime":457.08,"endTime":459.45,"body":"then move it a little bit and"},{"speaker":"Aaron Moncur","startTime":457.08,"endTime":459.45,"body":"click it over and over and over."},{"speaker":"Aaron Moncur","startTime":459.69,"endTime":461.76,"body":"And he did great. We paid him"},{"speaker":"Aaron Moncur","startTime":459.69,"endTime":461.76,"body":"like 10 bucks an hour or"},{"speaker":"Aaron Moncur","startTime":461.76,"endTime":463.26,"body":"something? Yeah. It'll"},{"speaker":"Aaron Moncur","startTime":463.259,"endTime":465.899,"body":"be very happy. Thrilled. Yeah."},{"speaker":"Aaron Moncur","startTime":467.85,"endTime":472.56,"body":"All right. Well, you work or"},{"speaker":"Aaron Moncur","startTime":467.85,"endTime":472.56,"body":"have worked with quite a lot of"},{"speaker":"Aaron Moncur","startTime":472.56,"endTime":476.79,"body":"engineers throughout your, your"},{"speaker":"Aaron Moncur","startTime":472.56,"endTime":476.79,"body":"career. I'm curious, what are"},{"speaker":"Aaron Moncur","startTime":476.79,"endTime":480.84,"body":"some patterns or habits that"},{"speaker":"Aaron Moncur","startTime":476.79,"endTime":480.84,"body":"you've seen in the best"},{"speaker":"Aaron Moncur","startTime":480.87,"endTime":483.81,"body":"engineers, the most talented"},{"speaker":"Aaron Moncur","startTime":480.87,"endTime":483.81,"body":"successful ones. And then"},{"speaker":"Aaron Moncur","startTime":483.81,"endTime":486.54,"body":"conversely, what are some things"},{"speaker":"Aaron Moncur","startTime":483.81,"endTime":486.54,"body":"that you've seen in those who've"},{"speaker":"Aaron Moncur","startTime":486.63,"endTime":488.55,"body":"struggled to succeed in"},{"speaker":"Aaron Moncur","startTime":486.63,"endTime":488.55,"body":"engineering."},{"speaker":"Mark Byrne","startTime":489.81,"endTime":493.44,"body":"So I think engineers"},{"speaker":"Mark Byrne","startTime":489.81,"endTime":493.44,"body":"need to have, obviously,"},{"speaker":"Mark Byrne","startTime":493.44,"endTime":498.6,"body":"technical skills, and the strong"},{"speaker":"Mark Byrne","startTime":493.44,"endTime":498.6,"body":"technical skills gives them a"},{"speaker":"Mark Byrne","startTime":498.6,"endTime":502.59,"body":"great start. But in addition to"},{"speaker":"Mark Byrne","startTime":498.6,"endTime":502.59,"body":"that, they need some degree of"},{"speaker":"Mark Byrne","startTime":502.59,"endTime":506.52,"body":"communication and interpersonal"},{"speaker":"Mark Byrne","startTime":502.59,"endTime":506.52,"body":"skills. So I have seen"},{"speaker":"Mark Byrne","startTime":506.55,"endTime":510.21,"body":"outstanding technical"},{"speaker":"Mark Byrne","startTime":506.55,"endTime":510.21,"body":"individuals that struggled"},{"speaker":"Mark Byrne","startTime":510.24,"endTime":512.22,"body":"because they couldn't work with"},{"speaker":"Mark Byrne","startTime":510.24,"endTime":512.22,"body":"others, they couldn't"},{"speaker":"Mark Byrne","startTime":512.22,"endTime":517.08,"body":"communicate with others. So you"},{"speaker":"Mark Byrne","startTime":512.22,"endTime":517.08,"body":"can't underestimate the soft"},{"speaker":"Mark Byrne","startTime":517.08,"endTime":520.8,"body":"side of engineering. On the flip"},{"speaker":"Mark Byrne","startTime":517.08,"endTime":520.8,"body":"side, you can have the opposite"},{"speaker":"Mark Byrne","startTime":520.8,"endTime":524.58,"body":"setup, you can have people that"},{"speaker":"Mark Byrne","startTime":520.8,"endTime":524.58,"body":"are maybe mediocre or weak"},{"speaker":"Mark Byrne","startTime":524.67,"endTime":530.46,"body":"engineering skills, but are"},{"speaker":"Mark Byrne","startTime":524.67,"endTime":530.46,"body":"great at communications, they"},{"speaker":"Mark Byrne","startTime":530.46,"endTime":534.99,"body":"typically don't do real well, on"},{"speaker":"Mark Byrne","startTime":530.46,"endTime":534.99,"body":"a hardcore technical project,"},{"speaker":"Mark Byrne","startTime":535.2,"endTime":539.22,"body":"partially because they get bored"},{"speaker":"Mark Byrne","startTime":535.2,"endTime":539.22,"body":"easily with the technical"},{"speaker":"Mark Byrne","startTime":539.22,"endTime":542.13,"body":"minutia, they don't understand"},{"speaker":"Mark Byrne","startTime":539.22,"endTime":542.13,"body":"it, and they don't appreciate"},{"speaker":"Mark Byrne","startTime":542.13,"endTime":546.42,"body":"it. And that's why they end up"},{"speaker":"Mark Byrne","startTime":542.13,"endTime":546.42,"body":"in, you know, non what I call"},{"speaker":"Mark Byrne","startTime":546.42,"endTime":549.72,"body":"non day to day engineering"},{"speaker":"Mark Byrne","startTime":546.42,"endTime":549.72,"body":"roles, like sales or marketing."},{"speaker":"Aaron Moncur","startTime":550.56,"endTime":552.24,"body":"It does seem like"},{"speaker":"Aaron Moncur","startTime":550.56,"endTime":552.24,"body":"you need to have at least a"},{"speaker":"Aaron Moncur","startTime":552.24,"endTime":556.62,"body":"certain level of engineering"},{"speaker":"Aaron Moncur","startTime":552.24,"endTime":556.62,"body":"intelligence to succeed, it"},{"speaker":"Aaron Moncur","startTime":556.62,"endTime":558.87,"body":"doesn't need you don't need to"},{"speaker":"Aaron Moncur","startTime":556.62,"endTime":558.87,"body":"be the best engineer in the"},{"speaker":"Aaron Moncur","startTime":558.87,"endTime":562.26,"body":"world by any means. But you have"},{"speaker":"Aaron Moncur","startTime":558.87,"endTime":562.26,"body":"to be at least at a kind of a"},{"speaker":"Aaron Moncur","startTime":562.26,"endTime":565.47,"body":"certain minimum level. And then"},{"speaker":"Aaron Moncur","startTime":562.26,"endTime":565.47,"body":"beyond that, I agree. It's"},{"speaker":"Aaron Moncur","startTime":565.47,"endTime":568.65,"body":"really your ability to"},{"speaker":"Aaron Moncur","startTime":565.47,"endTime":568.65,"body":"communicate and a soft skill"},{"speaker":"Aaron Moncur","startTime":568.65,"endTime":572.13,"body":"fit. That can make the"},{"speaker":"Aaron Moncur","startTime":568.65,"endTime":572.13,"body":"difference between being a"},{"speaker":"Aaron Moncur","startTime":572.13,"endTime":577.05,"body":"lifelong individual contributor"},{"speaker":"Aaron Moncur","startTime":572.13,"endTime":577.05,"body":"versus an engineering leader."},{"speaker":"Aaron Moncur","startTime":577.08,"endTime":579.03,"body":"Not that there's anything wrong"},{"speaker":"Aaron Moncur","startTime":577.08,"endTime":579.03,"body":"with being an individual"},{"speaker":"Aaron Moncur","startTime":579.03,"endTime":579.63,"body":"contributor,"},{"speaker":"Mark Byrne","startTime":580.59,"endTime":583.92,"body":"but correct. And in"},{"speaker":"Mark Byrne","startTime":580.59,"endTime":583.92,"body":"today's world, people that can"},{"speaker":"Mark Byrne","startTime":583.92,"endTime":587.25,"body":"function in teams, teams that"},{"speaker":"Mark Byrne","startTime":583.92,"endTime":587.25,"body":"are geographically dispersed,"},{"speaker":"Mark Byrne","startTime":587.67,"endTime":591.06,"body":"are very important, you know,"},{"speaker":"Mark Byrne","startTime":587.67,"endTime":591.06,"body":"years ago, everybody was in the"},{"speaker":"Mark Byrne","startTime":591.06,"endTime":595.98,"body":"same room. And, you know, you"},{"speaker":"Mark Byrne","startTime":591.06,"endTime":595.98,"body":"could easily connect with the"},{"speaker":"Mark Byrne","startTime":595.98,"endTime":599.52,"body":"other person now you have to"},{"speaker":"Mark Byrne","startTime":595.98,"endTime":599.52,"body":"reach out electronically or"},{"speaker":"Mark Byrne","startTime":599.52,"endTime":601.86,"body":"perhaps you're talking to"},{"speaker":"Mark Byrne","startTime":599.52,"endTime":601.86,"body":"somebody that does not have"},{"speaker":"Mark Byrne","startTime":601.86,"endTime":605.67,"body":"English as their native"},{"speaker":"Mark Byrne","startTime":601.86,"endTime":605.67,"body":"language. So, communication"},{"speaker":"Mark Byrne","startTime":605.67,"endTime":608.94,"body":"skills of all types are"},{"speaker":"Mark Byrne","startTime":605.67,"endTime":608.94,"body":"critical. And as I've recruited"},{"speaker":"Mark Byrne","startTime":608.94,"endTime":612.21,"body":"people over the years, whether"},{"speaker":"Mark Byrne","startTime":608.94,"endTime":612.21,"body":"as employees or as"},{"speaker":"Mark Byrne","startTime":612.21,"endTime":616.17,"body":"collaborators, I always looked"},{"speaker":"Mark Byrne","startTime":612.21,"endTime":616.17,"body":"for and valued, kind of a"},{"speaker":"Mark Byrne","startTime":616.17,"endTime":620.37,"body":"balanced portfolio of skills, if"},{"speaker":"Mark Byrne","startTime":616.17,"endTime":620.37,"body":"they were really strong in one"},{"speaker":"Mark Byrne","startTime":620.37,"endTime":626.16,"body":"area, but lacked all the others."},{"speaker":"Mark Byrne","startTime":620.37,"endTime":626.16,"body":"That wasn't my top choice. Sure,"},{"speaker":"Aaron Moncur","startTime":626.19,"endTime":629.94,"body":"yeah. Terrific."},{"speaker":"Aaron Moncur","startTime":626.19,"endTime":629.94,"body":"You've held several C level"},{"speaker":"Aaron Moncur","startTime":629.94,"endTime":632.94,"body":"positions throughout the years"},{"speaker":"Aaron Moncur","startTime":629.94,"endTime":632.94,"body":"as well, can you give us a sense"},{"speaker":"Aaron Moncur","startTime":632.94,"endTime":638.49,"body":"of what does a C level executive"},{"speaker":"Aaron Moncur","startTime":632.94,"endTime":638.49,"body":"do, particularly within kind of"},{"speaker":"Aaron Moncur","startTime":638.49,"endTime":640.71,"body":"an engineering manufacturing"},{"speaker":"Aaron Moncur","startTime":638.49,"endTime":640.71,"body":"environment."},{"speaker":"Mark Byrne","startTime":641.76,"endTime":644.1,"body":"So let me"},{"speaker":"Mark Byrne","startTime":641.76,"endTime":644.1,"body":"characterize the positions I've"},{"speaker":"Mark Byrne","startTime":644.1,"endTime":647.31,"body":"held as in early stage"},{"speaker":"Mark Byrne","startTime":644.1,"endTime":647.31,"body":"companies, because early stage"},{"speaker":"Mark Byrne","startTime":647.31,"endTime":651.36,"body":"companies are a very different"},{"speaker":"Mark Byrne","startTime":647.31,"endTime":651.36,"body":"beast, than what I call a mature"},{"speaker":"Mark Byrne","startTime":651.36,"endTime":655.29,"body":"company that is manufacturing a"},{"speaker":"Mark Byrne","startTime":651.36,"endTime":655.29,"body":"product. In an early stage"},{"speaker":"Mark Byrne","startTime":655.29,"endTime":659.46,"body":"company, a C level person is"},{"speaker":"Mark Byrne","startTime":655.29,"endTime":659.46,"body":"fundamentally responsible for"},{"speaker":"Mark Byrne","startTime":659.82,"endTime":664.92,"body":"the financing of the company,"},{"speaker":"Mark Byrne","startTime":659.82,"endTime":664.92,"body":"the product in terms of getting"},{"speaker":"Mark Byrne","startTime":664.92,"endTime":668.91,"body":"the product defined, developed,"},{"speaker":"Mark Byrne","startTime":664.92,"endTime":668.91,"body":"and to market, and then"},{"speaker":"Mark Byrne","startTime":668.91,"endTime":672.36,"body":"ultimately, the financial"},{"speaker":"Mark Byrne","startTime":668.91,"endTime":672.36,"body":"performance performance of the"},{"speaker":"Mark Byrne","startTime":672.36,"endTime":676.35,"body":"company. So one of the hats you"},{"speaker":"Mark Byrne","startTime":672.36,"endTime":676.35,"body":"wear is a very familiar hat,"},{"speaker":"Mark Byrne","startTime":676.35,"endTime":679.23,"body":"because you're responsible for"},{"speaker":"Mark Byrne","startTime":676.35,"endTime":679.23,"body":"product. And you either do that"},{"speaker":"Mark Byrne","startTime":679.23,"endTime":684.15,"body":"yourself, or you delegate it to"},{"speaker":"Mark Byrne","startTime":679.23,"endTime":684.15,"body":"somebody that you hire, to be"},{"speaker":"Mark Byrne","startTime":684.15,"endTime":688.23,"body":"responsible for market"},{"speaker":"Mark Byrne","startTime":684.15,"endTime":688.23,"body":"definition, development, so on"},{"speaker":"Mark Byrne","startTime":688.23,"endTime":694.17,"body":"so forth. What's new? What's new"},{"speaker":"Mark Byrne","startTime":688.23,"endTime":694.17,"body":"to an engineer moving into one"},{"speaker":"Mark Byrne","startTime":694.17,"endTime":698.52,"body":"of those kinds of roles is the"},{"speaker":"Mark Byrne","startTime":694.17,"endTime":698.52,"body":"whole world of financing,"},{"speaker":"Mark Byrne","startTime":698.55,"endTime":702.54,"body":"getting other people's money to"},{"speaker":"Mark Byrne","startTime":698.55,"endTime":702.54,"body":"run your venture, reporting on"},{"speaker":"Mark Byrne","startTime":702.54,"endTime":705.3,"body":"finances? And all of the things"},{"speaker":"Mark Byrne","startTime":702.54,"endTime":705.3,"body":"that goes along with that?"},{"speaker":"Aaron Moncur","startTime":750.52,"endTime":752.3800000000001,"body":"How did a"},{"speaker":"Aaron Moncur","startTime":750.52,"endTime":752.3800000000001,"body":"background and engineering"},{"speaker":"Aaron Moncur","startTime":752.3800000000001,"endTime":757.5699999999999,"body":"prepare you for these sea level"},{"speaker":"Aaron Moncur","startTime":752.3800000000001,"endTime":757.5699999999999,"body":"roles? And then also, did you"},{"speaker":"Aaron Moncur","startTime":757.5699999999999,"endTime":761.44,"body":"ever feel limited in those"},{"speaker":"Aaron Moncur","startTime":757.5699999999999,"endTime":761.44,"body":"roles? Because you didn't have"},{"speaker":"Aaron Moncur","startTime":761.47,"endTime":764.6199999999999,"body":"I'm assuming here, an MBA or a"},{"speaker":"Aaron Moncur","startTime":761.47,"endTime":764.6199999999999,"body":"business background?"},{"speaker":"Mark Byrne","startTime":765.6700000000001,"endTime":767.44,"body":"Good question. I'm"},{"speaker":"Mark Byrne","startTime":765.6700000000001,"endTime":767.44,"body":"going to answer them in reverse"},{"speaker":"Mark Byrne","startTime":767.47,"endTime":771.0999999999999,"body":"order. So no, I do not have an"},{"speaker":"Mark Byrne","startTime":767.47,"endTime":771.0999999999999,"body":"MBA other than an MBA from the"},{"speaker":"Mark Byrne","startTime":771.0999999999999,"endTime":774.9100000000001,"body":"school of hard knocks. You"},{"speaker":"Mark Byrne","startTime":771.0999999999999,"endTime":774.9100000000001,"body":"learned a lot. You know, I"},{"speaker":"Mark Byrne","startTime":774.9100000000001,"endTime":777.8199999999999,"body":"learned a lot of unfortunately,"},{"speaker":"Mark Byrne","startTime":774.9100000000001,"endTime":777.8199999999999,"body":"in the early and middle stages"},{"speaker":"Mark Byrne","startTime":777.8199999999999,"endTime":781.78,"body":"of my career, I worked for large"},{"speaker":"Mark Byrne","startTime":777.8199999999999,"endTime":781.78,"body":"companies that offered lots of"},{"speaker":"Mark Byrne","startTime":781.78,"endTime":786.31,"body":"training programs, and whatnot."},{"speaker":"Mark Byrne","startTime":781.78,"endTime":786.31,"body":"But it was also at those"},{"speaker":"Mark Byrne","startTime":786.31,"endTime":791.95,"body":"companies that I was"},{"speaker":"Mark Byrne","startTime":786.31,"endTime":791.95,"body":"pigeonholed, and viewed as just"},{"speaker":"Mark Byrne","startTime":791.95,"endTime":796.51,"body":"an engineer, even though I had"},{"speaker":"Mark Byrne","startTime":791.95,"endTime":796.51,"body":"skills and aspirations to do"},{"speaker":"Mark Byrne","startTime":796.5699999999999,"endTime":801.5799999999999,"body":"more than engineering. So for me"},{"speaker":"Mark Byrne","startTime":796.5699999999999,"endTime":801.5799999999999,"body":"to scratch that itch, I had to"},{"speaker":"Mark Byrne","startTime":801.5799999999999,"endTime":806.8599999999999,"body":"leave a big company, and go to"},{"speaker":"Mark Byrne","startTime":801.5799999999999,"endTime":806.8599999999999,"body":"work for a startup, where they"},{"speaker":"Mark Byrne","startTime":806.8599999999999,"endTime":810.1300000000001,"body":"valued notch treasured degrees,"},{"speaker":"Mark Byrne","startTime":806.8599999999999,"endTime":810.1300000000001,"body":"but everything you could do,"},{"speaker":"Mark Byrne","startTime":810.1600000000001,"endTime":812.3499999999999,"body":"every skill you brought to the"},{"speaker":"Mark Byrne","startTime":810.1600000000001,"endTime":812.3499999999999,"body":"table was something great"},{"speaker":"Mark Byrne","startTime":812.3499999999999,"endTime":815.6800000000001,"body":"because instead of dozens of"},{"speaker":"Mark Byrne","startTime":812.3499999999999,"endTime":815.6800000000001,"body":"people, they had a few people."},{"speaker":"Mark Byrne","startTime":817.3,"endTime":822.6400000000001,"body":"So having an opportunity to"},{"speaker":"Mark Byrne","startTime":817.3,"endTime":822.6400000000001,"body":"learn having an opportunity to"},{"speaker":"Mark Byrne","startTime":822.6400000000001,"endTime":826.6600000000001,"body":"gain some skills, outside of"},{"speaker":"Mark Byrne","startTime":822.6400000000001,"endTime":826.6600000000001,"body":"engineering is a great"},{"speaker":"Mark Byrne","startTime":827.47,"endTime":830.74,"body":"developer, for people that are"},{"speaker":"Mark Byrne","startTime":827.47,"endTime":830.74,"body":"at the front end of their"},{"speaker":"Mark Byrne","startTime":830.74,"endTime":835.1199999999999,"body":"career, because it positions you"},{"speaker":"Mark Byrne","startTime":830.74,"endTime":835.1199999999999,"body":"to take different kinds of"},{"speaker":"Mark Byrne","startTime":835.1199999999999,"endTime":838.3,"body":"roles. And even if you don't"},{"speaker":"Mark Byrne","startTime":835.1199999999999,"endTime":838.3,"body":"take a role like that, you'll"},{"speaker":"Mark Byrne","startTime":838.3,"endTime":841.48,"body":"understand more the language,"},{"speaker":"Mark Byrne","startTime":838.3,"endTime":841.48,"body":"you'll understand what's going"},{"speaker":"Mark Byrne","startTime":841.48,"endTime":843.25,"body":"on around you. Very nice."},{"speaker":"Aaron Moncur","startTime":844.3599999999999,"endTime":847.72,"body":"Well, one area"},{"speaker":"Aaron Moncur","startTime":844.3599999999999,"endTime":847.72,"body":"that you have quite a bit of"},{"speaker":"Aaron Moncur","startTime":847.72,"endTime":852.3699999999999,"body":"experience in is market research"},{"speaker":"Aaron Moncur","startTime":847.72,"endTime":852.3699999999999,"body":"to to validate new business"},{"speaker":"Aaron Moncur","startTime":852.3699999999999,"endTime":855.8800000000001,"body":"opportunities or products, can"},{"speaker":"Aaron Moncur","startTime":852.3699999999999,"endTime":855.8800000000001,"body":"you walk us through a few"},{"speaker":"Aaron Moncur","startTime":855.8800000000001,"endTime":859.3599999999999,"body":"strategies that you found"},{"speaker":"Aaron Moncur","startTime":855.8800000000001,"endTime":859.3599999999999,"body":"successful in doing so."},{"speaker":"Mark Byrne","startTime":859.8699999999999,"endTime":867.94,"body":"So the fundamental"},{"speaker":"Mark Byrne","startTime":859.8699999999999,"endTime":867.94,"body":"method of market research is to"},{"speaker":"Mark Byrne","startTime":867.94,"endTime":871.5999999999999,"body":"talk to customers. And there's"},{"speaker":"Mark Byrne","startTime":867.94,"endTime":871.5999999999999,"body":"lots of ways to do it. So if"},{"speaker":"Mark Byrne","startTime":871.5999999999999,"endTime":875.77,"body":"you're in a large company that"},{"speaker":"Mark Byrne","startTime":871.5999999999999,"endTime":875.77,"body":"has lots of money, they will"},{"speaker":"Mark Byrne","startTime":875.8,"endTime":880.06,"body":"conduct market research studies."},{"speaker":"Mark Byrne","startTime":875.8,"endTime":880.06,"body":"They'll do qualitative research,"},{"speaker":"Mark Byrne","startTime":880.1199999999999,"endTime":882.97,"body":"which really looks at the"},{"speaker":"Mark Byrne","startTime":880.1199999999999,"endTime":882.97,"body":"knowledge, attitudes and"},{"speaker":"Mark Byrne","startTime":882.97,"endTime":887.3199999999999,"body":"practices of customers in a"},{"speaker":"Mark Byrne","startTime":882.97,"endTime":887.3199999999999,"body":"particular segment. Then they'll"},{"speaker":"Mark Byrne","startTime":887.3199999999999,"endTime":892.1800000000001,"body":"do concept research, where a"},{"speaker":"Mark Byrne","startTime":887.3199999999999,"endTime":892.1800000000001,"body":"proposed new product is shown."},{"speaker":"Mark Byrne","startTime":893.0799999999999,"endTime":897.31,"body":"Typically, in a blinded fashion,"},{"speaker":"Mark Byrne","startTime":893.0799999999999,"endTime":897.31,"body":"the people in the room that are"},{"speaker":"Mark Byrne","startTime":897.3699999999999,"endTime":900.6400000000001,"body":"observing the product, don't"},{"speaker":"Mark Byrne","startTime":897.3699999999999,"endTime":900.6400000000001,"body":"know who the potential"},{"speaker":"Mark Byrne","startTime":900.6400000000001,"endTime":904.48,"body":"manufacturer is. And you're"},{"speaker":"Mark Byrne","startTime":900.6400000000001,"endTime":904.48,"body":"either looking at this study on"},{"speaker":"Mark Byrne","startTime":904.48,"endTime":907.6300000000001,"body":"video, or maybe you're behind a"},{"speaker":"Mark Byrne","startTime":904.48,"endTime":907.6300000000001,"body":"one way mirror and observing it."},{"speaker":"Mark Byrne","startTime":908.05,"endTime":912.3399999999999,"body":"But in both of those cases,"},{"speaker":"Mark Byrne","startTime":908.05,"endTime":912.3399999999999,"body":"you're trying to get customers"},{"speaker":"Mark Byrne","startTime":912.3399999999999,"endTime":917.5899999999999,"body":"of all stripes to tell you what"},{"speaker":"Mark Byrne","startTime":912.3399999999999,"endTime":917.5899999999999,"body":"they need, what they think, and"},{"speaker":"Mark Byrne","startTime":917.5899999999999,"endTime":920.23,"body":"more importantly, what they"},{"speaker":"Mark Byrne","startTime":917.5899999999999,"endTime":920.23,"body":"don't like about your product."},{"speaker":"Mark Byrne","startTime":921.0699999999999,"endTime":923.95,"body":"When you move into a small"},{"speaker":"Mark Byrne","startTime":921.0699999999999,"endTime":923.95,"body":"company environment, you don't"},{"speaker":"Mark Byrne","startTime":923.98,"endTime":927.7,"body":"have the money to do that right"},{"speaker":"Mark Byrne","startTime":923.98,"endTime":927.7,"body":"away. So you end up talking to"},{"speaker":"Mark Byrne","startTime":927.7,"endTime":933.8199999999999,"body":"customers directly. And you can"},{"speaker":"Mark Byrne","startTime":927.7,"endTime":933.8199999999999,"body":"do that in a lot of ways. One is"},{"speaker":"Mark Byrne","startTime":934.75,"endTime":938.2,"body":"survey tools that you use online"},{"speaker":"Mark Byrne","startTime":934.75,"endTime":938.2,"body":"survey monkey and things like"},{"speaker":"Mark Byrne","startTime":938.2,"endTime":942.7,"body":"that, that you can very quickly"},{"speaker":"Mark Byrne","startTime":938.2,"endTime":942.7,"body":"send surveys to large numbers of"},{"speaker":"Mark Byrne","startTime":942.7,"endTime":947.1700000000001,"body":"people Those are only good to a"},{"speaker":"Mark Byrne","startTime":942.7,"endTime":947.1700000000001,"body":"certain point, because you're"},{"speaker":"Mark Byrne","startTime":947.3199999999999,"endTime":950.98,"body":"asking specific questions and"},{"speaker":"Mark Byrne","startTime":947.3199999999999,"endTime":950.98,"body":"the, you don't have an"},{"speaker":"Mark Byrne","startTime":950.98,"endTime":954.7,"body":"opportunity to ask follow up"},{"speaker":"Mark Byrne","startTime":950.98,"endTime":954.7,"body":"questions per se in that survey."},{"speaker":"Mark Byrne","startTime":955.1800000000001,"endTime":959.5899999999999,"body":"And you really have a hard time"},{"speaker":"Mark Byrne","startTime":955.1800000000001,"endTime":959.5899999999999,"body":"showing a product or explaining"},{"speaker":"Mark Byrne","startTime":959.5899999999999,"endTime":962.71,"body":"a product that way. But it's a"},{"speaker":"Mark Byrne","startTime":959.5899999999999,"endTime":962.71,"body":"piece of information, it's a"},{"speaker":"Mark Byrne","startTime":962.71,"endTime":970.4200000000001,"body":"piece of the result, what I"},{"speaker":"Mark Byrne","startTime":962.71,"endTime":970.4200000000001,"body":"found most useful, was either"},{"speaker":"Mark Byrne","startTime":970.4200000000001,"endTime":973.96,"body":"attending a trade show, or"},{"speaker":"Mark Byrne","startTime":970.4200000000001,"endTime":973.96,"body":"finding a way to get face to"},{"speaker":"Mark Byrne","startTime":973.96,"endTime":979.03,"body":"face with a customer. Show them"},{"speaker":"Mark Byrne","startTime":973.96,"endTime":979.03,"body":"my product, whether it was a"},{"speaker":"Mark Byrne","startTime":979.03,"endTime":982.8699999999999,"body":"model that I had with me,"},{"speaker":"Mark Byrne","startTime":979.03,"endTime":982.8699999999999,"body":"whether it was a rendering,"},{"speaker":"Mark Byrne","startTime":983.26,"endTime":986.6800000000001,"body":"rather, it was a set of"},{"speaker":"Mark Byrne","startTime":983.26,"endTime":986.6800000000001,"body":"features, you know, your"},{"speaker":"Mark Byrne","startTime":986.6800000000001,"endTime":989.5899999999999,"body":"customer, this is a product I'm"},{"speaker":"Mark Byrne","startTime":986.6800000000001,"endTime":989.5899999999999,"body":"planning to build, it will have"},{"speaker":"Mark Byrne","startTime":989.5899999999999,"endTime":992.5899999999999,"body":"these features and these"},{"speaker":"Mark Byrne","startTime":989.5899999999999,"endTime":992.5899999999999,"body":"characteristics. What would you"},{"speaker":"Mark Byrne","startTime":992.5899999999999,"endTime":995.8900000000001,"body":"think of that, if I could offer"},{"speaker":"Mark Byrne","startTime":992.5899999999999,"endTime":995.8900000000001,"body":"that to you? And then in that"},{"speaker":"Mark Byrne","startTime":995.9200000000001,"endTime":1000.0899999999999,"body":"dialogue back and forth, you"},{"speaker":"Mark Byrne","startTime":995.9200000000001,"endTime":1000.0899999999999,"body":"have a chance to ask follow up"},{"speaker":"Mark Byrne","startTime":1000.0899999999999,"endTime":1003.1199999999999,"body":"questions, and you'd learn from"},{"speaker":"Mark Byrne","startTime":1000.0899999999999,"endTime":1003.1199999999999,"body":"the customers questions, the"},{"speaker":"Mark Byrne","startTime":1003.1199999999999,"endTime":1007.3800000000001,"body":"customer will ask things that"},{"speaker":"Mark Byrne","startTime":1003.1199999999999,"endTime":1007.3800000000001,"body":"maybe you haven't thought of, or"},{"speaker":"Mark Byrne","startTime":1007.3800000000001,"endTime":1012.1199999999999,"body":"you haven't considered. So talk"},{"speaker":"Mark Byrne","startTime":1007.3800000000001,"endTime":1012.1199999999999,"body":"to as many customers as you can"},{"speaker":"Mark Byrne","startTime":1012.1199999999999,"endTime":1015.6300000000001,"body":"find, and iterate on that"},{"speaker":"Mark Byrne","startTime":1012.1199999999999,"endTime":1015.6300000000001,"body":"process. So the first"},{"speaker":"Mark Byrne","startTime":1015.6600000000001,"endTime":1019.05,"body":"generation, you go out, you talk"},{"speaker":"Mark Byrne","startTime":1015.6600000000001,"endTime":1019.05,"body":"to 20 customers, you learn from"},{"speaker":"Mark Byrne","startTime":1019.05,"endTime":1021.54,"body":"their feedback, you make"},{"speaker":"Mark Byrne","startTime":1019.05,"endTime":1021.54,"body":"changes, and then you talk to"},{"speaker":"Mark Byrne","startTime":1021.54,"endTime":1024.93,"body":"another 20 customers, and so on"},{"speaker":"Mark Byrne","startTime":1021.54,"endTime":1024.93,"body":"and so forth, until you're"},{"speaker":"Mark Byrne","startTime":1024.93,"endTime":1028.35,"body":"getting consistent, positive"},{"speaker":"Mark Byrne","startTime":1024.93,"endTime":1028.35,"body":"feedback that you're on the"},{"speaker":"Mark Byrne","startTime":1028.35,"endTime":1033.72,"body":"right track, don't don't do it"},{"speaker":"Mark Byrne","startTime":1028.35,"endTime":1033.72,"body":"just once, iterate, and don't"},{"speaker":"Mark Byrne","startTime":1033.72,"endTime":1036.42,"body":"rely on third party market"},{"speaker":"Mark Byrne","startTime":1033.72,"endTime":1036.42,"body":"research studies."},{"speaker":"Aaron Moncur","startTime":1037.35,"endTime":1039.96,"body":"That's great"},{"speaker":"Aaron Moncur","startTime":1037.35,"endTime":1039.96,"body":"advice. I love the idea of of"},{"speaker":"Aaron Moncur","startTime":1039.99,"endTime":1044.58,"body":"iterating. And have you found"},{"speaker":"Aaron Moncur","startTime":1039.99,"endTime":1044.58,"body":"that, you know, 20 ish people,"},{"speaker":"Aaron Moncur","startTime":1044.61,"endTime":1048.42,"body":"that's kind of a good cross"},{"speaker":"Aaron Moncur","startTime":1044.61,"endTime":1048.42,"body":"section of the market to use as"},{"speaker":"Aaron Moncur","startTime":1048.42,"endTime":1049.26,"body":"your iteration."},{"speaker":"Mark Byrne","startTime":1050.52,"endTime":1052.56,"body":"I would talk to more"},{"speaker":"Mark Byrne","startTime":1050.52,"endTime":1052.56,"body":"if I could, you know, it really"},{"speaker":"Mark Byrne","startTime":1052.56,"endTime":1057.21,"body":"depends upon economics, and how"},{"speaker":"Mark Byrne","startTime":1052.56,"endTime":1057.21,"body":"easy it is to get these"},{"speaker":"Mark Byrne","startTime":1057.21,"endTime":1060.42,"body":"customers. I remember, product I"},{"speaker":"Mark Byrne","startTime":1057.21,"endTime":1060.42,"body":"was working on a few years ago,"},{"speaker":"Mark Byrne","startTime":1060.42,"endTime":1063.72,"body":"we went to a conference and over"},{"speaker":"Mark Byrne","startTime":1060.42,"endTime":1063.72,"body":"two days probably had 75"},{"speaker":"Mark Byrne","startTime":1063.72,"endTime":1068.94,"body":"interviews. And by the time that"},{"speaker":"Mark Byrne","startTime":1063.72,"endTime":1068.94,"body":"was over, we had a really solid"},{"speaker":"Mark Byrne","startTime":1068.94,"endTime":1073.23,"body":"understanding of how the"},{"speaker":"Mark Byrne","startTime":1068.94,"endTime":1073.23,"body":"customers solve this problem"},{"speaker":"Mark Byrne","startTime":1073.23,"endTime":1076.17,"body":"today, what was their current"},{"speaker":"Mark Byrne","startTime":1073.23,"endTime":1076.17,"body":"practice, what they liked, what"},{"speaker":"Mark Byrne","startTime":1076.17,"endTime":1079.8600000000001,"body":"they didn't like about that. And"},{"speaker":"Mark Byrne","startTime":1076.17,"endTime":1079.8600000000001,"body":"then more importantly, what they"},{"speaker":"Mark Byrne","startTime":1079.8600000000001,"endTime":1083.16,"body":"liked about our potential"},{"speaker":"Mark Byrne","startTime":1079.8600000000001,"endTime":1083.16,"body":"product, and the questions they"},{"speaker":"Mark Byrne","startTime":1083.16,"endTime":1086.4,"body":"had for us that we knew we would"},{"speaker":"Mark Byrne","startTime":1083.16,"endTime":1086.4,"body":"have to be able to answer as we"},{"speaker":"Mark Byrne","startTime":1086.4,"endTime":1088.77,"body":"brought that product to market."},{"speaker":"Mark Byrne","startTime":1086.4,"endTime":1088.77,"body":"Yeah."},{"speaker":"Aaron Moncur","startTime":1089.91,"endTime":1093.3,"body":"So once you have a"},{"speaker":"Aaron Moncur","startTime":1089.91,"endTime":1093.3,"body":"reasonable understanding that"},{"speaker":"Aaron Moncur","startTime":1093.3300000000002,"endTime":1096.18,"body":"yes, this is a product that the"},{"speaker":"Aaron Moncur","startTime":1093.3300000000002,"endTime":1096.18,"body":"market wants we we've got the"},{"speaker":"Aaron Moncur","startTime":1096.18,"endTime":1101.19,"body":"features more or less correct,"},{"speaker":"Aaron Moncur","startTime":1096.18,"endTime":1101.19,"body":"conceptually. How do you go"},{"speaker":"Aaron Moncur","startTime":1101.19,"endTime":1104.46,"body":"about funding these these"},{"speaker":"Aaron Moncur","startTime":1101.19,"endTime":1104.46,"body":"ventures? I mean, what are some"},{"speaker":"Aaron Moncur","startTime":1104.46,"endTime":1107.73,"body":"successful strategies you've"},{"speaker":"Aaron Moncur","startTime":1104.46,"endTime":1107.73,"body":"used to find funding to"},{"speaker":"Aaron Moncur","startTime":1107.97,"endTime":1109.77,"body":"commercialize a technology."},{"speaker":"Mark Byrne","startTime":1112.41,"endTime":1115.5,"body":"So you have to find"},{"speaker":"Mark Byrne","startTime":1112.41,"endTime":1115.5,"body":"someone that has a problem, and"},{"speaker":"Mark Byrne","startTime":1115.5,"endTime":1120.9,"body":"is willing to pay to help solve"},{"speaker":"Mark Byrne","startTime":1115.5,"endTime":1120.9,"body":"that problem. So essentially,"},{"speaker":"Mark Byrne","startTime":1120.9,"endTime":1124.47,"body":"you need a customer to help fund"},{"speaker":"Mark Byrne","startTime":1120.9,"endTime":1124.47,"body":"the first stages of development."},{"speaker":"Mark Byrne","startTime":1125.1000000000001,"endTime":1128.04,"body":"That could be through a"},{"speaker":"Mark Byrne","startTime":1125.1000000000001,"endTime":1128.04,"body":"development contract, that could"},{"speaker":"Mark Byrne","startTime":1128.04,"endTime":1131.88,"body":"be through some kind of a"},{"speaker":"Mark Byrne","startTime":1128.04,"endTime":1131.88,"body":"license or partnering agreement."},{"speaker":"Mark Byrne","startTime":1132.5700000000002,"endTime":1136.02,"body":"You know, I'm developing a"},{"speaker":"Mark Byrne","startTime":1132.5700000000002,"endTime":1136.02,"body":"product, you see my prototype,"},{"speaker":"Mark Byrne","startTime":1136.3500000000001,"endTime":1141.3600000000001,"body":"you have a huge problem. And"},{"speaker":"Mark Byrne","startTime":1136.3500000000001,"endTime":1141.3600000000001,"body":"you're willing to underwrite in"},{"speaker":"Mark Byrne","startTime":1141.3600000000001,"endTime":1145.05,"body":"some way, shape, or form the"},{"speaker":"Mark Byrne","startTime":1141.3600000000001,"endTime":1145.05,"body":"development because you value"},{"speaker":"Mark Byrne","startTime":1145.05,"endTime":1148.8,"body":"the solution to that problem."},{"speaker":"Mark Byrne","startTime":1145.05,"endTime":1148.8,"body":"Once I have you and handled that"},{"speaker":"Mark Byrne","startTime":1148.8,"endTime":1153.24,"body":"initial customer that is"},{"speaker":"Mark Byrne","startTime":1148.8,"endTime":1153.24,"body":"helping, then I'm in a position"},{"speaker":"Mark Byrne","startTime":1153.24,"endTime":1156.06,"body":"to go talk to financial"},{"speaker":"Mark Byrne","startTime":1153.24,"endTime":1156.06,"body":"investors, whether they are"},{"speaker":"Mark Byrne","startTime":1197.96,"endTime":1202.25,"body":"angel investors, or perhaps"},{"speaker":"Mark Byrne","startTime":1197.96,"endTime":1202.25,"body":"venture investors, venture"},{"speaker":"Mark Byrne","startTime":1202.25,"endTime":1207.2,"body":"investors typically are not the"},{"speaker":"Mark Byrne","startTime":1202.25,"endTime":1207.2,"body":"first money into a new startup."},{"speaker":"Mark Byrne","startTime":1209.45,"endTime":1212.75,"body":"So I have to start with someone"},{"speaker":"Mark Byrne","startTime":1209.45,"endTime":1212.75,"body":"that find someone that has that"},{"speaker":"Mark Byrne","startTime":1212.75,"endTime":1215.45,"body":"problem. So maybe my market"},{"speaker":"Mark Byrne","startTime":1212.75,"endTime":1215.45,"body":"research identifies some"},{"speaker":"Mark Byrne","startTime":1215.45,"endTime":1220.49,"body":"potential collaborators,"},{"speaker":"Mark Byrne","startTime":1215.45,"endTime":1220.49,"body":"partners, what not get involved"},{"speaker":"Mark Byrne","startTime":1220.49,"endTime":1225.02,"body":"with them structure, some kind"},{"speaker":"Mark Byrne","startTime":1220.49,"endTime":1225.02,"body":"of development agreement that"},{"speaker":"Mark Byrne","startTime":1225.05,"endTime":1229.19,"body":"satisfies my needs, in terms of"},{"speaker":"Mark Byrne","startTime":1225.05,"endTime":1229.19,"body":"cash satisfies their needs. And"},{"speaker":"Mark Byrne","startTime":1229.19,"endTime":1233.21,"body":"there's lots of ways to do that."},{"speaker":"Mark Byrne","startTime":1229.19,"endTime":1233.21,"body":"make progress towards"},{"speaker":"Mark Byrne","startTime":1233.21,"endTime":1237.86,"body":"milestones, and then use that"},{"speaker":"Mark Byrne","startTime":1233.21,"endTime":1237.86,"body":"progress and that relationship"},{"speaker":"Mark Byrne","startTime":1238.07,"endTime":1241.6699999999998,"body":"to start bringing in other other"},{"speaker":"Mark Byrne","startTime":1238.07,"endTime":1241.6699999999998,"body":"investors. That's,"},{"speaker":"Aaron Moncur","startTime":1241.7,"endTime":1246.05,"body":"that's really"},{"speaker":"Aaron Moncur","startTime":1241.7,"endTime":1246.05,"body":"interesting. Finding a partner"},{"speaker":"Aaron Moncur","startTime":1246.08,"endTime":1249.4099999999999,"body":"in the beginning of customer"},{"speaker":"Aaron Moncur","startTime":1246.08,"endTime":1249.4099999999999,"body":"that has that problem and then"},{"speaker":"Aaron Moncur","startTime":1249.44,"endTime":1251.4199999999998,"body":"partnering somehow with them."},{"speaker":"Aaron Moncur","startTime":1249.44,"endTime":1251.4199999999998,"body":"That's not something I would"},{"speaker":"Aaron Moncur","startTime":1251.4199999999998,"endTime":1255.1399999999999,"body":"have thought about. So are you"},{"speaker":"Aaron Moncur","startTime":1251.4199999999998,"endTime":1255.1399999999999,"body":"suggesting that finding a"},{"speaker":"Aaron Moncur","startTime":1255.1399999999999,"endTime":1258.56,"body":"customer, let's say it's one of"},{"speaker":"Aaron Moncur","startTime":1255.1399999999999,"endTime":1258.56,"body":"the big strategic medical device"},{"speaker":"Aaron Moncur","startTime":1258.56,"endTime":1261.23,"body":"companies out there, they've got"},{"speaker":"Aaron Moncur","startTime":1258.56,"endTime":1261.23,"body":"money to spend, and they have"},{"speaker":"Aaron Moncur","startTime":1261.23,"endTime":1264.23,"body":"this problem, and we think we"},{"speaker":"Aaron Moncur","startTime":1261.23,"endTime":1264.23,"body":"have a solution for it. You"},{"speaker":"Aaron Moncur","startTime":1264.23,"endTime":1267.53,"body":"approach one of these companies"},{"speaker":"Aaron Moncur","startTime":1264.23,"endTime":1267.53,"body":"and say, we'd like to partner"},{"speaker":"Aaron Moncur","startTime":1267.53,"endTime":1274.46,"body":"with you, and we want you to pay"},{"speaker":"Aaron Moncur","startTime":1267.53,"endTime":1274.46,"body":"us to develop this. So in an"},{"speaker":"Aaron Moncur","startTime":1274.49,"endTime":1279.6499999999999,"body":"agreement like that with the the"},{"speaker":"Aaron Moncur","startTime":1274.49,"endTime":1279.6499999999999,"body":"partnering company, pay part of"},{"speaker":"Aaron Moncur","startTime":1279.6499999999999,"endTime":1282.74,"body":"the development cost and then at"},{"speaker":"Aaron Moncur","startTime":1279.6499999999999,"endTime":1282.74,"body":"some point, you go and look for"},{"speaker":"Aaron Moncur","startTime":1283.55,"endTime":1285.98,"body":"angel investing or venture"},{"speaker":"Aaron Moncur","startTime":1283.55,"endTime":1285.98,"body":"capital All?"},{"speaker":"Mark Byrne","startTime":1286.49,"endTime":1289.04,"body":"Yeah, so part of it"},{"speaker":"Mark Byrne","startTime":1286.49,"endTime":1289.04,"body":"depends on the scope of the"},{"speaker":"Mark Byrne","startTime":1289.04,"endTime":1292.28,"body":"project. If I'm developing a"},{"speaker":"Mark Byrne","startTime":1289.04,"endTime":1292.28,"body":"class three medical device,"},{"speaker":"Mark Byrne","startTime":1292.28,"endTime":1295.8799999999999,"body":"that's going to take 20 $30"},{"speaker":"Mark Byrne","startTime":1292.28,"endTime":1295.8799999999999,"body":"million to get to market if not"},{"speaker":"Mark Byrne","startTime":1295.8799999999999,"endTime":1301.22,"body":"more, that's a different problem"},{"speaker":"Mark Byrne","startTime":1295.8799999999999,"endTime":1301.22,"body":"than a class two. But let's use,"},{"speaker":"Mark Byrne","startTime":1301.25,"endTime":1305.6599999999999,"body":"we'll use a class two as an"},{"speaker":"Mark Byrne","startTime":1301.25,"endTime":1305.6599999999999,"body":"example. So if I went to one of"},{"speaker":"Mark Byrne","startTime":1305.6599999999999,"endTime":1308.3899999999999,"body":"the large medical device"},{"speaker":"Mark Byrne","startTime":1305.6599999999999,"endTime":1308.3899999999999,"body":"companies, and they get their"},{"speaker":"Mark Byrne","startTime":1308.3899999999999,"endTime":1311.87,"body":"doors knocked on all the time, I"},{"speaker":"Mark Byrne","startTime":1308.3899999999999,"endTime":1311.87,"body":"spend time there is on the"},{"speaker":"Mark Byrne","startTime":1311.87,"endTime":1315.83,"body":"receiving end of all these"},{"speaker":"Mark Byrne","startTime":1311.87,"endTime":1315.83,"body":"calls. And if my solution"},{"speaker":"Mark Byrne","startTime":1316.9099999999999,"endTime":1320.87,"body":"matches what they agree to as a"},{"speaker":"Mark Byrne","startTime":1316.9099999999999,"endTime":1320.87,"body":"market opportunity, and it may"},{"speaker":"Mark Byrne","startTime":1320.87,"endTime":1324.71,"body":"or may not, then there's the"},{"speaker":"Mark Byrne","startTime":1320.87,"endTime":1324.71,"body":"potential to create a"},{"speaker":"Mark Byrne","startTime":1324.71,"endTime":1328.1599999999999,"body":"development agreement that gives"},{"speaker":"Mark Byrne","startTime":1324.71,"endTime":1328.1599999999999,"body":"them some licensing or"},{"speaker":"Mark Byrne","startTime":1328.1599999999999,"endTime":1332.48,"body":"acquisition rights, when the"},{"speaker":"Mark Byrne","startTime":1328.1599999999999,"endTime":1332.48,"body":"product hits certain milestones."},{"speaker":"Mark Byrne","startTime":1332.99,"endTime":1336.59,"body":"That's hard to do. So the big"},{"speaker":"Mark Byrne","startTime":1332.99,"endTime":1336.59,"body":"device companies are hard to"},{"speaker":"Mark Byrne","startTime":1336.59,"endTime":1340.25,"body":"sell to, at the very, very early"},{"speaker":"Mark Byrne","startTime":1336.59,"endTime":1340.25,"body":"stage, they typically will be"},{"speaker":"Mark Byrne","startTime":1340.25,"endTime":1343.79,"body":"more interested when you're"},{"speaker":"Mark Byrne","startTime":1340.25,"endTime":1343.79,"body":"further along and have some"},{"speaker":"Mark Byrne","startTime":1343.79,"endTime":1348.32,"body":"preclinical data or even some"},{"speaker":"Mark Byrne","startTime":1343.79,"endTime":1348.32,"body":"clinical data. But they are part"},{"speaker":"Mark Byrne","startTime":1348.32,"endTime":1352.04,"body":"of the development pathway, they"},{"speaker":"Mark Byrne","startTime":1348.32,"endTime":1352.04,"body":"are part of your funding"},{"speaker":"Mark Byrne","startTime":1352.34,"endTime":1355.82,"body":"opportunities. All of the big"},{"speaker":"Mark Byrne","startTime":1352.34,"endTime":1355.82,"body":"medical device companies have"},{"speaker":"Mark Byrne","startTime":1355.82,"endTime":1360.05,"body":"venture arms that at some point"},{"speaker":"Mark Byrne","startTime":1355.82,"endTime":1360.05,"body":"would be a potential funder as"},{"speaker":"Mark Byrne","startTime":1360.05,"endTime":1364.97,"body":"well. But what I'm talking about"},{"speaker":"Mark Byrne","startTime":1360.05,"endTime":1364.97,"body":"is finding, you know, perhaps a"},{"speaker":"Mark Byrne","startTime":1364.97,"endTime":1370.7,"body":"medical practice, or a group of"},{"speaker":"Mark Byrne","startTime":1364.97,"endTime":1370.7,"body":"doctors that have a problem or a"},{"speaker":"Mark Byrne","startTime":1370.7,"endTime":1375.6799999999998,"body":"smaller company that has a"},{"speaker":"Mark Byrne","startTime":1370.7,"endTime":1375.6799999999998,"body":"problem, and to step up to the"},{"speaker":"Mark Byrne","startTime":1375.6799999999998,"endTime":1379.1299999999999,"body":"bigger fish as you go."},{"speaker":"Mark Byrne","startTime":1375.6799999999998,"endTime":1379.1299999999999,"body":"Interesting,"},{"speaker":"Aaron Moncur","startTime":1379.19,"endTime":1382.52,"body":"okay. Now, once"},{"speaker":"Aaron Moncur","startTime":1379.19,"endTime":1382.52,"body":"you have an initial partnership,"},{"speaker":"Aaron Moncur","startTime":1382.52,"endTime":1386.03,"body":"maybe you're, you're well into"},{"speaker":"Aaron Moncur","startTime":1382.52,"endTime":1386.03,"body":"development, you've proven that"},{"speaker":"Aaron Moncur","startTime":1386.03,"endTime":1388.85,"body":"the core technology works, and"},{"speaker":"Aaron Moncur","startTime":1386.03,"endTime":1388.85,"body":"you're ready to start looking"},{"speaker":"Aaron Moncur","startTime":1388.85,"endTime":1393.29,"body":"for more money to further"},{"speaker":"Aaron Moncur","startTime":1388.85,"endTime":1393.29,"body":"commercialize this. How do you"},{"speaker":"Aaron Moncur","startTime":1393.29,"endTime":1395.9299999999998,"body":"go about finding that kind of"},{"speaker":"Aaron Moncur","startTime":1393.29,"endTime":1395.9299999999998,"body":"money? I mean, are you just"},{"speaker":"Aaron Moncur","startTime":1395.96,"endTime":1402.53,"body":"Googling angel investor capital,"},{"speaker":"Aaron Moncur","startTime":1395.96,"endTime":1402.53,"body":"venture capital firms? What's"},{"speaker":"Aaron Moncur","startTime":1402.53,"endTime":1405.4099999999999,"body":"the approach that someone who"},{"speaker":"Aaron Moncur","startTime":1402.53,"endTime":1405.4099999999999,"body":"doesn't really have those"},{"speaker":"Aaron Moncur","startTime":1405.53,"endTime":1408.05,"body":"contacts can can take? Yeah,"},{"speaker":"Mark Byrne","startTime":1408.05,"endTime":1409.52,"body":"so that's not the"},{"speaker":"Mark Byrne","startTime":1408.05,"endTime":1409.52,"body":"way you do it."},{"speaker":"Aaron Moncur","startTime":1410.6,"endTime":1413.03,"body":"So rule number"},{"speaker":"Aaron Moncur","startTime":1410.6,"endTime":1413.03,"body":"one,"},{"speaker":"Mark Byrne","startTime":1413.03,"endTime":1416.3899999999999,"body":"rule number one is"},{"speaker":"Mark Byrne","startTime":1413.03,"endTime":1416.3899999999999,"body":"venture investing is to always"},{"speaker":"Mark Byrne","startTime":1416.3899999999999,"endTime":1421.61,"body":"arrive with an introduction. So"},{"speaker":"Mark Byrne","startTime":1416.3899999999999,"endTime":1421.61,"body":"I'm at the I'm at the point"},{"speaker":"Mark Byrne","startTime":1421.6699999999998,"endTime":1425.4199999999998,"body":"where my product, I have"},{"speaker":"Mark Byrne","startTime":1421.6699999999998,"endTime":1425.4199999999998,"body":"preclinical data looks solid, I"},{"speaker":"Mark Byrne","startTime":1425.4199999999998,"endTime":1429.32,"body":"have an IDE, and to the SBA,"},{"speaker":"Mark Byrne","startTime":1425.4199999999998,"endTime":1429.32,"body":"we're going to do a human"},{"speaker":"Mark Byrne","startTime":1429.32,"endTime":1434.48,"body":"clinical is going to cost say $3"},{"speaker":"Mark Byrne","startTime":1429.32,"endTime":1434.48,"body":"million. The first thing I would"},{"speaker":"Mark Byrne","startTime":1434.48,"endTime":1439.6399999999999,"body":"do is research on funds that"},{"speaker":"Mark Byrne","startTime":1434.48,"endTime":1439.6399999999999,"body":"maybe are interested in this"},{"speaker":"Mark Byrne","startTime":1439.6399999999999,"endTime":1444.1399999999999,"body":"space. So let's say I'm working"},{"speaker":"Mark Byrne","startTime":1439.6399999999999,"endTime":1444.1399999999999,"body":"on a medical device for"},{"speaker":"Mark Byrne","startTime":1444.1399999999999,"endTime":1450.35,"body":"neurosurgery. Not everybody's"},{"speaker":"Mark Byrne","startTime":1444.1399999999999,"endTime":1450.35,"body":"investing in neurosurgery funds"},{"speaker":"Mark Byrne","startTime":1450.35,"endTime":1454.31,"body":"have specialty special areas. So"},{"speaker":"Mark Byrne","startTime":1450.35,"endTime":1454.31,"body":"even within the medical device"},{"speaker":"Mark Byrne","startTime":1454.31,"endTime":1458.57,"body":"space, is anybody currently"},{"speaker":"Mark Byrne","startTime":1454.31,"endTime":1458.57,"body":"investing in neurosurgery? Do"},{"speaker":"Mark Byrne","startTime":1458.57,"endTime":1461.48,"body":"they have, for example, a"},{"speaker":"Mark Byrne","startTime":1458.57,"endTime":1461.48,"body":"competitive investment, if they"},{"speaker":"Mark Byrne","startTime":1461.48,"endTime":1463.6699999999998,"body":"do, they're not going to be"},{"speaker":"Mark Byrne","startTime":1461.48,"endTime":1463.6699999999998,"body":"interested in me, they'll just"},{"speaker":"Mark Byrne","startTime":1464.1799999999998,"endTime":1467.03,"body":"take take my ideas and share"},{"speaker":"Mark Byrne","startTime":1464.1799999999998,"endTime":1467.03,"body":"them with a company they've"},{"speaker":"Mark Byrne","startTime":1467.03,"endTime":1470.48,"body":"already invested in. So I have"},{"speaker":"Mark Byrne","startTime":1467.03,"endTime":1470.48,"body":"to do my homework, and narrow"},{"speaker":"Mark Byrne","startTime":1470.48,"endTime":1475.4299999999998,"body":"the field of candidates. And"},{"speaker":"Mark Byrne","startTime":1470.48,"endTime":1475.4299999999998,"body":"let's say I've narrowed it down"},{"speaker":"Mark Byrne","startTime":1475.4299999999998,"endTime":1479.69,"body":"to four or five candidates, then"},{"speaker":"Mark Byrne","startTime":1475.4299999999998,"endTime":1479.69,"body":"I have to find somebody in my"},{"speaker":"Mark Byrne","startTime":1479.69,"endTime":1485.87,"body":"network that knows them. That"},{"speaker":"Mark Byrne","startTime":1479.69,"endTime":1485.87,"body":"can give me an introduction to"},{"speaker":"Mark Byrne","startTime":1485.87,"endTime":1490.1599999999999,"body":"them. So I am taken seriously."},{"speaker":"Mark Byrne","startTime":1485.87,"endTime":1490.1599999999999,"body":"If I just send a business plan"},{"speaker":"Mark Byrne","startTime":1490.1599999999999,"endTime":1495.62,"body":"to firm XYZ, nothing's going to"},{"speaker":"Mark Byrne","startTime":1490.1599999999999,"endTime":1495.62,"body":"happen to it. It has to be it"},{"speaker":"Mark Byrne","startTime":1495.62,"endTime":1498.98,"body":"has to arrive with an"},{"speaker":"Mark Byrne","startTime":1495.62,"endTime":1498.98,"body":"introduction, then that starts"},{"speaker":"Mark Byrne","startTime":1499.01,"endTime":1503.54,"body":"them we get to start the process"},{"speaker":"Mark Byrne","startTime":1499.01,"endTime":1503.54,"body":"of talking to them, of them"},{"speaker":"Mark Byrne","startTime":1503.54,"endTime":1507.44,"body":"perhaps taking an interest in"},{"speaker":"Mark Byrne","startTime":1503.54,"endTime":1507.44,"body":"ultimately making an investment."},{"speaker":"Mark Byrne","startTime":1507.44,"endTime":1513.47,"body":"But it takes a lot of time. And"},{"speaker":"Mark Byrne","startTime":1507.44,"endTime":1513.47,"body":"a lot of effort to do your"},{"speaker":"Mark Byrne","startTime":1513.47,"endTime":1518.57,"body":"homework before you approach"},{"speaker":"Mark Byrne","startTime":1513.47,"endTime":1518.57,"body":"investors. Another way to get"},{"speaker":"Mark Byrne","startTime":1518.57,"endTime":1523.6399999999999,"body":"there is with perhaps angel"},{"speaker":"Mark Byrne","startTime":1518.57,"endTime":1523.6399999999999,"body":"investors. So there are lots of"},{"speaker":"Mark Byrne","startTime":1523.6399999999999,"endTime":1529.28,"body":"organized angel investor groups"},{"speaker":"Mark Byrne","startTime":1523.6399999999999,"endTime":1529.28,"body":"in the country. They are very"},{"speaker":"Mark Byrne","startTime":1529.28,"endTime":1536.27,"body":"active in medical devices, it a"},{"speaker":"Mark Byrne","startTime":1529.28,"endTime":1536.27,"body":"number of fields that are viewed"},{"speaker":"Mark Byrne","startTime":1536.27,"endTime":1541.82,"body":"as attractive potential returns."},{"speaker":"Mark Byrne","startTime":1536.27,"endTime":1541.82,"body":"Getting angel investors into"},{"speaker":"Mark Byrne","startTime":1541.82,"endTime":1547.94,"body":"your deal early can also be a"},{"speaker":"Mark Byrne","startTime":1541.82,"endTime":1547.94,"body":"way to get venture investors in"},{"speaker":"Mark Byrne","startTime":1547.94,"endTime":1550.49,"body":"later because sometimes they"},{"speaker":"Mark Byrne","startTime":1547.94,"endTime":1550.49,"body":"have those personal"},{"speaker":"Mark Byrne","startTime":1550.49,"endTime":1555.59,"body":"relationships. Sam knows this"},{"speaker":"Mark Byrne","startTime":1550.49,"endTime":1555.59,"body":"firm and he's done deals and"},{"speaker":"Mark Byrne","startTime":1555.59,"endTime":1558.1399999999999,"body":"referred deals to them. So"},{"speaker":"Mark Byrne","startTime":1555.59,"endTime":1558.1399999999999,"body":"you're well, you're well"},{"speaker":"Mark Byrne","startTime":1558.1399999999999,"endTime":1563.72,"body":"received. So and most angel"},{"speaker":"Mark Byrne","startTime":1558.1399999999999,"endTime":1563.72,"body":"investors work in their kind of"},{"speaker":"Mark Byrne","startTime":1563.72,"endTime":1568.19,"body":"community. Broadly speaking,"},{"speaker":"Mark Byrne","startTime":1563.72,"endTime":1568.19,"body":"there's every municipal area in"},{"speaker":"Mark Byrne","startTime":1568.19,"endTime":1571.49,"body":"the country has angel investor"},{"speaker":"Mark Byrne","startTime":1568.19,"endTime":1571.49,"body":"groups. There's the national"},{"speaker":"Mark Byrne","startTime":1571.49,"endTime":1575.69,"body":"angel investor, association,"},{"speaker":"Mark Byrne","startTime":1571.49,"endTime":1575.69,"body":"Angel Capital Association, I'm"},{"speaker":"Mark Byrne","startTime":1575.69,"endTime":1579.32,"body":"sorry. And I've been very"},{"speaker":"Mark Byrne","startTime":1575.69,"endTime":1579.32,"body":"fortunate in most of my"},{"speaker":"Mark Byrne","startTime":1579.32,"endTime":1583.25,"body":"projects, to have angel"},{"speaker":"Mark Byrne","startTime":1579.32,"endTime":1583.25,"body":"investors in the deals and they"},{"speaker":"Mark Byrne","startTime":1583.25,"endTime":1586.94,"body":"are a big help, not just with"},{"speaker":"Mark Byrne","startTime":1583.25,"endTime":1586.94,"body":"cash but also their connections."},{"speaker":"Aaron Moncur","startTime":1587.8999999999999,"endTime":1590.3,"body":"And typically"},{"speaker":"Aaron Moncur","startTime":1587.8999999999999,"endTime":1590.3,"body":"angel investors or private"},{"speaker":"Aaron Moncur","startTime":1590.3,"endTime":1595.46,"body":"individuals, making relatively"},{"speaker":"Aaron Moncur","startTime":1590.3,"endTime":1595.46,"body":"smaller investments, I don't"},{"speaker":"Aaron Moncur","startTime":1595.46,"endTime":1599.4199999999998,"body":"know 100,000 Or a few $100,000"},{"speaker":"Aaron Moncur","startTime":1595.46,"endTime":1599.4199999999998,"body":"Is that more or less the case,"},{"speaker":"Aaron Moncur","startTime":1599.48,"endTime":1599.81,"body":"but"},{"speaker":"Mark Byrne","startTime":1599.81,"endTime":1604.37,"body":"there are more and"},{"speaker":"Mark Byrne","startTime":1599.81,"endTime":1604.37,"body":"more angel funds. So I'm located"},{"speaker":"Mark Byrne","startTime":1604.37,"endTime":1608.84,"body":"in Ohio, and all of the big"},{"speaker":"Mark Byrne","startTime":1604.37,"endTime":1608.84,"body":"angel investor groups in Ohio"},{"speaker":"Mark Byrne","startTime":1609.23,"endTime":1615.11,"body":"also have funds. So if I go to"},{"speaker":"Mark Byrne","startTime":1609.23,"endTime":1615.11,"body":"one of those groups, they're"},{"speaker":"Mark Byrne","startTime":1615.11,"endTime":1619.07,"body":"looking at me with two possible"},{"speaker":"Mark Byrne","startTime":1615.11,"endTime":1619.07,"body":"outcomes. One is an investment"},{"speaker":"Mark Byrne","startTime":1619.07,"endTime":1624.26,"body":"from their fund, which could be"},{"speaker":"Mark Byrne","startTime":1619.07,"endTime":1624.26,"body":"up to a million million and a"},{"speaker":"Mark Byrne","startTime":1624.26,"endTime":1627.56,"body":"half over the life of the deal,"},{"speaker":"Mark Byrne","startTime":1624.26,"endTime":1627.56,"body":"maybe initially, a half a"},{"speaker":"Mark Byrne","startTime":1627.56,"endTime":1631.9099999999999,"body":"million or less, and then what's"},{"speaker":"Mark Byrne","startTime":1627.56,"endTime":1631.9099999999999,"body":"called sidecar investors. So the"},{"speaker":"Mark Byrne","startTime":1631.9099999999999,"endTime":1635.8999999999999,"body":"individuals, individuals in the"},{"speaker":"Mark Byrne","startTime":1631.9099999999999,"endTime":1635.8999999999999,"body":"fund, and there may be 50 or 60"},{"speaker":"Mark Byrne","startTime":1635.8999999999999,"endTime":1639.83,"body":"individuals, and some of them"},{"speaker":"Mark Byrne","startTime":1635.8999999999999,"endTime":1639.83,"body":"may write checks, and some may"},{"speaker":"Mark Byrne","startTime":1639.83,"endTime":1643.3999999999999,"body":"not. Got it. Okay. Very"},{"speaker":"Mark Byrne","startTime":1639.83,"endTime":1643.3999999999999,"body":"interesting. That's a very"},{"speaker":"Mark Byrne","startTime":1643.3999999999999,"endTime":1648.77,"body":"common model throughout the"},{"speaker":"Mark Byrne","startTime":1643.3999999999999,"endTime":1648.77,"body":"country that angel groups have"},{"speaker":"Mark Byrne","startTime":1648.77,"endTime":1653.3,"body":"organized and are starting to"},{"speaker":"Mark Byrne","startTime":1648.77,"endTime":1653.3,"body":"look like venture capital funds"},{"speaker":"Mark Byrne","startTime":1653.3,"endTime":1655.1,"body":"looks 2030 years ago."},{"speaker":"Aaron Moncur","startTime":1655.28,"endTime":1659.27,"body":"Okay. All right."},{"speaker":"Aaron Moncur","startTime":1655.28,"endTime":1659.27,"body":"How about when you're trying to"},{"speaker":"Aaron Moncur","startTime":1659.27,"endTime":1664.37,"body":"estimate how much funding you"},{"speaker":"Aaron Moncur","startTime":1659.27,"endTime":1664.37,"body":"need for a venture, I once read"},{"speaker":"Aaron Moncur","startTime":1664.3999999999999,"endTime":1668.3,"body":"in what was Donald Trump's book"},{"speaker":"Aaron Moncur","startTime":1664.3999999999999,"endTime":1668.3,"body":"called Art of the Deal, I think"},{"speaker":"Aaron Moncur","startTime":1668.3,"endTime":1670.97,"body":"that he would take his"},{"speaker":"Aaron Moncur","startTime":1668.3,"endTime":1670.97,"body":"contractor's estimates and add"},{"speaker":"Aaron Moncur","startTime":1670.97,"endTime":1674.54,"body":"50%. And that's what he used for"},{"speaker":"Aaron Moncur","startTime":1670.97,"endTime":1674.54,"body":"the budget for our project, any,"},{"speaker":"Aaron Moncur","startTime":1674.75,"endTime":1677.69,"body":"any rules of thumb that you've"},{"speaker":"Aaron Moncur","startTime":1674.75,"endTime":1677.69,"body":"used over the years,"},{"speaker":"Mark Byrne","startTime":1678.8899999999999,"endTime":1682.3999999999999,"body":"if somebody gives"},{"speaker":"Mark Byrne","startTime":1678.8899999999999,"endTime":1682.3999999999999,"body":"you a single point estimate of"},{"speaker":"Mark Byrne","startTime":1682.3999999999999,"endTime":1685.7,"body":"time and dollars, it's wrong."},{"speaker":"Mark Byrne","startTime":1682.3999999999999,"endTime":1685.7,"body":"It's always it's always wrong."},{"speaker":"Mark Byrne","startTime":1685.73,"endTime":1691.8799999999999,"body":"So. So in that regard, adding"},{"speaker":"Mark Byrne","startTime":1685.73,"endTime":1691.8799999999999,"body":"50% is probably a good start, my"},{"speaker":"Mark Byrne","startTime":1691.8799999999999,"endTime":1695.3899999999999,"body":"approach is to do a bottoms up"},{"speaker":"Mark Byrne","startTime":1691.8799999999999,"endTime":1695.3899999999999,"body":"estimate, and a top down"},{"speaker":"Mark Byrne","startTime":1695.3899999999999,"endTime":1699.08,"body":"estimate. So bottoms up, you"},{"speaker":"Mark Byrne","startTime":1695.3899999999999,"endTime":1699.08,"body":"know, looking at the manpower,"},{"speaker":"Mark Byrne","startTime":1699.08,"endTime":1702.05,"body":"the expenses, the travel, the"},{"speaker":"Mark Byrne","startTime":1699.08,"endTime":1702.05,"body":"prototypes, everything you have"},{"speaker":"Mark Byrne","startTime":1702.05,"endTime":1706.7,"body":"to do to get from A to B. And"},{"speaker":"Mark Byrne","startTime":1702.05,"endTime":1706.7,"body":"that gives you one set of"},{"speaker":"Mark Byrne","startTime":1706.7,"endTime":1710.81,"body":"numbers, and then a top down"},{"speaker":"Mark Byrne","startTime":1706.7,"endTime":1710.81,"body":"estimate of what would you think"},{"speaker":"Mark Byrne","startTime":1710.81,"endTime":1715.1,"body":"it ought to take. So now I have"},{"speaker":"Mark Byrne","startTime":1710.81,"endTime":1715.1,"body":"a range between two numbers, and"},{"speaker":"Mark Byrne","startTime":1715.1,"endTime":1719.72,"body":"I can explain how I got each of"},{"speaker":"Mark Byrne","startTime":1715.1,"endTime":1719.72,"body":"them. And then over time, I"},{"speaker":"Mark Byrne","startTime":1719.72,"endTime":1723.08,"body":"should be able to refine that"},{"speaker":"Mark Byrne","startTime":1719.72,"endTime":1723.08,"body":"range and get tighter and"},{"speaker":"Mark Byrne","startTime":1723.08,"endTime":1727.76,"body":"tighter. But it still is a"},{"speaker":"Mark Byrne","startTime":1723.08,"endTime":1727.76,"body":"guess. And investors know, it's"},{"speaker":"Mark Byrne","startTime":1727.76,"endTime":1731.36,"body":"a guess, every investor that"},{"speaker":"Mark Byrne","startTime":1727.76,"endTime":1731.36,"body":"I've ever talked to said, you"},{"speaker":"Mark Byrne","startTime":1731.36,"endTime":1733.7,"body":"can tell me what you think it"},{"speaker":"Mark Byrne","startTime":1731.36,"endTime":1733.7,"body":"will take, but I know you're"},{"speaker":"Mark Byrne","startTime":1733.73,"endTime":1736.46,"body":"going to be wrong, not nothing"},{"speaker":"Mark Byrne","startTime":1733.73,"endTime":1736.46,"body":"against you personally, they"},{"speaker":"Mark Byrne","startTime":1736.46,"endTime":1740.72,"body":"just know that the early stages"},{"speaker":"Mark Byrne","startTime":1736.46,"endTime":1740.72,"body":"of development, it's an art, and"},{"speaker":"Mark Byrne","startTime":1740.72,"endTime":1745.58,"body":"so many things can go wrong. And"},{"speaker":"Mark Byrne","startTime":1740.72,"endTime":1745.58,"body":"you can easily burn hundreds of"},{"speaker":"Mark Byrne","startTime":1745.58,"endTime":1750.35,"body":"1000s of dollars, without even"},{"speaker":"Mark Byrne","startTime":1745.58,"endTime":1750.35,"body":"thinking about it. So once you"},{"speaker":"Mark Byrne","startTime":1750.35,"endTime":1753.59,"body":"have those estimates, you do"},{"speaker":"Mark Byrne","startTime":1750.35,"endTime":1753.59,"body":"everything you can to refine"},{"speaker":"Mark Byrne","startTime":1753.59,"endTime":1757.07,"body":"them. And then as you get"},{"speaker":"Mark Byrne","startTime":1753.59,"endTime":1757.07,"body":"investors in your deal, you"},{"speaker":"Mark Byrne","startTime":1757.07,"endTime":1762.98,"body":"continually update them with"},{"speaker":"Mark Byrne","startTime":1757.07,"endTime":1762.98,"body":"monthly updates on what's the"},{"speaker":"Mark Byrne","startTime":1762.98,"endTime":1766.6699999999998,"body":"plan look like? Where are we"},{"speaker":"Mark Byrne","startTime":1762.98,"endTime":1766.6699999999998,"body":"relative to the plan, any"},{"speaker":"Mark Byrne","startTime":1766.6699999999998,"endTime":1769.22,"body":"changes, you know, if we"},{"speaker":"Mark Byrne","startTime":1766.6699999999998,"endTime":1769.22,"body":"suddenly learned that no, you"},{"speaker":"Mark Byrne","startTime":1769.22,"endTime":1771.83,"body":"know, some such and such"},{"speaker":"Mark Byrne","startTime":1769.22,"endTime":1771.83,"body":"material is going to be very"},{"speaker":"Mark Byrne","startTime":1771.83,"endTime":1775.19,"body":"hard to get, we're gonna have to"},{"speaker":"Mark Byrne","startTime":1771.83,"endTime":1775.19,"body":"pay 3x market price for it, that"},{"speaker":"Mark Byrne","startTime":1775.4299999999998,"endTime":1778.58,"body":"that's new information that"},{"speaker":"Mark Byrne","startTime":1775.4299999999998,"endTime":1778.58,"body":"changes the plan. The other"},{"speaker":"Mark Byrne","startTime":1778.58,"endTime":1782.3,"body":"thing that I've learned is that"},{"speaker":"Mark Byrne","startTime":1778.58,"endTime":1782.3,"body":"investors are more interested in"},{"speaker":"Mark Byrne","startTime":1782.3,"endTime":1787.7,"body":"my assumptions than in the"},{"speaker":"Mark Byrne","startTime":1782.3,"endTime":1787.7,"body":"numbers. So in that whole"},{"speaker":"Mark Byrne","startTime":1787.82,"endTime":1791.3899999999999,"body":"estimate, budgeting process, one"},{"speaker":"Mark Byrne","startTime":1787.82,"endTime":1791.3899999999999,"body":"makes a whole series of"},{"speaker":"Mark Byrne","startTime":1791.3899999999999,"endTime":1796.8799999999999,"body":"assumptions about the market,"},{"speaker":"Mark Byrne","startTime":1791.3899999999999,"endTime":1796.8799999999999,"body":"about selling price, cost of"},{"speaker":"Mark Byrne","startTime":1796.8799999999999,"endTime":1801.9199999999998,"body":"goods, development time,"},{"speaker":"Mark Byrne","startTime":1796.8799999999999,"endTime":1801.9199999999998,"body":"resources required. And that's"},{"speaker":"Mark Byrne","startTime":1801.9199999999998,"endTime":1805.07,"body":"the discussion you have with"},{"speaker":"Mark Byrne","startTime":1801.9199999999998,"endTime":1805.07,"body":"potential investors. It's not,"},{"speaker":"Mark Byrne","startTime":1805.25,"endTime":1809.4199999999998,"body":"it's $3 million. It's Mark, why"},{"speaker":"Mark Byrne","startTime":1805.25,"endTime":1809.4199999999998,"body":"do you think it's $3 million?"},{"speaker":"Mark Byrne","startTime":1809.87,"endTime":1813.2,"body":"What assumptions did you make"},{"speaker":"Mark Byrne","startTime":1809.87,"endTime":1813.2,"body":"along the way? And then they can"},{"speaker":"Mark Byrne","startTime":1813.2,"endTime":1816.26,"body":"start to check off? Yes, we"},{"speaker":"Mark Byrne","startTime":1813.2,"endTime":1816.26,"body":"believe, you know, cost of"},{"speaker":"Mark Byrne","startTime":1816.26,"endTime":1819.8899999999999,"body":"goods, we believe there's a"},{"speaker":"Mark Byrne","startTime":1816.26,"endTime":1819.8899999999999,"body":"sound basis for that, oh, he's"},{"speaker":"Mark Byrne","startTime":1819.9199999999998,"endTime":1823.73,"body":"way off on price, he'll never"},{"speaker":"Mark Byrne","startTime":1819.9199999999998,"endTime":1823.73,"body":"get $50 a unit, he'll only get"},{"speaker":"Mark Byrne","startTime":1823.73,"endTime":1828.2,"body":"$10 A unit. So that's then you"},{"speaker":"Mark Byrne","startTime":1823.73,"endTime":1828.2,"body":"can have a discussion about why"},{"speaker":"Mark Byrne","startTime":1828.23,"endTime":1833.03,"body":"one point of view is better or"},{"speaker":"Mark Byrne","startTime":1828.23,"endTime":1833.03,"body":"worse than the other. As you as"},{"speaker":"Mark Byrne","startTime":1833.03,"endTime":1839.06,"body":"you go through the estimating"},{"speaker":"Mark Byrne","startTime":1833.03,"endTime":1839.06,"body":"process, keep rigorous notes on"},{"speaker":"Mark Byrne","startTime":1839.06,"endTime":1842.9299999999998,"body":"your assumptions, and be"},{"speaker":"Mark Byrne","startTime":1839.06,"endTime":1842.9299999999998,"body":"prepared to discuss them. Very"},{"speaker":"Mark Byrne","startTime":1842.9299999999998,"endTime":1843.35,"body":"good."},{"speaker":"Aaron Moncur","startTime":1844.01,"endTime":1848.3,"body":"All right, well,"},{"speaker":"Aaron Moncur","startTime":1844.01,"endTime":1848.3,"body":"what would have been maybe one"},{"speaker":"Aaron Moncur","startTime":1848.3,"endTime":1854.21,"body":"of the biggest failures and one"},{"speaker":"Aaron Moncur","startTime":1848.3,"endTime":1854.21,"body":"of the biggest successes of your"},{"speaker":"Aaron Moncur","startTime":1854.21,"endTime":1857.3,"body":"career and and what did you"},{"speaker":"Aaron Moncur","startTime":1854.21,"endTime":1857.3,"body":"learned from those experiences?"},{"speaker":"Mark Byrne","startTime":1858.3799999999999,"endTime":1860.6599999999999,"body":"Well, when you're"},{"speaker":"Mark Byrne","startTime":1858.3799999999999,"endTime":1860.6599999999999,"body":"working early stage product"},{"speaker":"Mark Byrne","startTime":1860.6599999999999,"endTime":1863.3,"body":"development, you typically have"},{"speaker":"Mark Byrne","startTime":1860.6599999999999,"endTime":1863.3,"body":"quite a few failures. And I've"},{"speaker":"Mark Byrne","startTime":1863.3,"endTime":1869.6,"body":"had I've had my my share of"},{"speaker":"Mark Byrne","startTime":1863.3,"endTime":1869.6,"body":"them. So big failure I had"},{"speaker":"Mark Byrne","startTime":1869.6,"endTime":1877.34,"body":"recently was a sensor technology"},{"speaker":"Mark Byrne","startTime":1869.6,"endTime":1877.34,"body":"that we took out of medical"},{"speaker":"Mark Byrne","startTime":1877.34,"endTime":1883.07,"body":"devices and hospital usage and"},{"speaker":"Mark Byrne","startTime":1877.34,"endTime":1883.07,"body":"started to explore a food safety"},{"speaker":"Mark Byrne","startTime":1883.07,"endTime":1887.24,"body":"opportunity with it so it's a"},{"speaker":"Mark Byrne","startTime":1883.07,"endTime":1887.24,"body":"little bit out side my core"},{"speaker":"Mark Byrne","startTime":1887.24,"endTime":1893.33,"body":"expertise. And ultimately that"},{"speaker":"Mark Byrne","startTime":1887.24,"endTime":1893.33,"body":"company sailed. And it's failed"},{"speaker":"Mark Byrne","startTime":1893.33,"endTime":1900.02,"body":"for technology reasons. The"},{"speaker":"Mark Byrne","startTime":1893.33,"endTime":1900.02,"body":"market is still there, no one"},{"speaker":"Mark Byrne","startTime":1900.02,"endTime":1905.24,"body":"has fulfilled the market need."},{"speaker":"Mark Byrne","startTime":1900.02,"endTime":1905.24,"body":"But we couldn't make the"},{"speaker":"Mark Byrne","startTime":1905.24,"endTime":1910.1,"body":"licensed technology work"},{"speaker":"Mark Byrne","startTime":1905.24,"endTime":1910.1,"body":"correctly. So what I learned"},{"speaker":"Mark Byrne","startTime":1910.1,"endTime":1919.04,"body":"from that was the need to have"},{"speaker":"Mark Byrne","startTime":1910.1,"endTime":1919.04,"body":"stronger experts when it's"},{"speaker":"Mark Byrne","startTime":1919.04,"endTime":1925.79,"body":"outside my core expertise. So"},{"speaker":"Mark Byrne","startTime":1919.04,"endTime":1925.79,"body":"this was sensor technology, part"},{"speaker":"Mark Byrne","startTime":1925.79,"endTime":1929.8999999999999,"body":"of it was electrical. The part"},{"speaker":"Mark Byrne","startTime":1925.79,"endTime":1929.8999999999999,"body":"of it was biological. And I'm"},{"speaker":"Mark Byrne","startTime":1929.8999999999999,"endTime":1934.9099999999999,"body":"not a biologist, and I thought I"},{"speaker":"Mark Byrne","startTime":1929.8999999999999,"endTime":1934.9099999999999,"body":"had that covered with biologists"},{"speaker":"Mark Byrne","startTime":1934.9099999999999,"endTime":1940.6399999999999,"body":"on the team. But it turns out"},{"speaker":"Mark Byrne","startTime":1934.9099999999999,"endTime":1940.6399999999999,"body":"that was in insufficient. So the"},{"speaker":"Mark Byrne","startTime":1940.6399999999999,"endTime":1945.53,"body":"lesson learned there was, don't"},{"speaker":"Mark Byrne","startTime":1940.6399999999999,"endTime":1945.53,"body":"rely on yourself for everything."},{"speaker":"Mark Byrne","startTime":1946.28,"endTime":1952.97,"body":"And in a project like that, we"},{"speaker":"Mark Byrne","startTime":1946.28,"endTime":1952.97,"body":"needed stronger team members and"},{"speaker":"Mark Byrne","startTime":1952.97,"endTime":1956.9299999999998,"body":"certain roles that we were able"},{"speaker":"Mark Byrne","startTime":1952.97,"endTime":1956.9299999999998,"body":"to afford the front end, I mean,"},{"speaker":"Mark Byrne","startTime":1956.9299999999998,"endTime":1959.6,"body":"we were we would have hired"},{"speaker":"Mark Byrne","startTime":1956.9299999999998,"endTime":1959.6,"body":"different people if we'd had the"},{"speaker":"Mark Byrne","startTime":1959.6,"endTime":1963.32,"body":"money. So it gets back to what's"},{"speaker":"Mark Byrne","startTime":1959.6,"endTime":1963.32,"body":"the financing strategy. And when"},{"speaker":"Mark Byrne","startTime":1963.32,"endTime":1966.11,"body":"do you pull the trigger. And"},{"speaker":"Mark Byrne","startTime":1963.32,"endTime":1966.11,"body":"perhaps we shouldn't have pulled"},{"speaker":"Mark Byrne","startTime":1966.11,"endTime":1969.8899999999999,"body":"the trigger until we had more"},{"speaker":"Mark Byrne","startTime":1966.11,"endTime":1969.8899999999999,"body":"money in hand to be able to fund"},{"speaker":"Mark Byrne","startTime":1969.9199999999998,"endTime":1974.48,"body":"those types of individuals. So"},{"speaker":"Mark Byrne","startTime":1969.9199999999998,"endTime":1974.48,"body":"it's, but that was a failure,"},{"speaker":"Mark Byrne","startTime":1974.48,"endTime":1978.2,"body":"very, very big disappointment,"},{"speaker":"Mark Byrne","startTime":1974.48,"endTime":1978.2,"body":"especially when the market need"},{"speaker":"Mark Byrne","startTime":1978.2,"endTime":1980.72,"body":"is still there. And I know if I"},{"speaker":"Mark Byrne","startTime":1978.2,"endTime":1980.72,"body":"had that product today, I could"},{"speaker":"Mark Byrne","startTime":1980.72,"endTime":1983.3,"body":"sell it. So very disappointing."},{"speaker":"Aaron Moncur","startTime":1984.23,"endTime":1986.87,"body":"Maybe another"},{"speaker":"Aaron Moncur","startTime":1984.23,"endTime":1986.87,"body":"opportunity will come around for"},{"speaker":"Aaron Moncur","startTime":1986.87,"endTime":1987.83,"body":"that one, right."},{"speaker":"Mark Byrne","startTime":1987.9199999999998,"endTime":1995.6299999999999,"body":"So a big success was"},{"speaker":"Mark Byrne","startTime":1987.9199999999998,"endTime":1995.6299999999999,"body":"a product out of Mayo Clinic,"},{"speaker":"Mark Byrne","startTime":1996.1699999999998,"endTime":1999.1399999999999,"body":"that I was involved in the front"},{"speaker":"Mark Byrne","startTime":1996.1699999999998,"endTime":1999.1399999999999,"body":"end of putting that deal"},{"speaker":"Mark Byrne","startTime":1999.1399999999999,"endTime":2004.06,"body":"together. licensed technology"},{"speaker":"Mark Byrne","startTime":1999.1399999999999,"endTime":2004.06,"body":"started a company, it was a"},{"speaker":"Mark Byrne","startTime":2004.24,"endTime":2008.56,"body":"genetic test, to help physicians"},{"speaker":"Mark Byrne","startTime":2004.24,"endTime":2008.56,"body":"find the right drug and the"},{"speaker":"Mark Byrne","startTime":2008.56,"endTime":2014.4099999999999,"body":"right dose for behavioral health"},{"speaker":"Mark Byrne","startTime":2008.56,"endTime":2014.4099999999999,"body":"patients. This was back in the"},{"speaker":"Mark Byrne","startTime":2014.4099999999999,"endTime":2020.2,"body":"mid 2000s. When no one even knew"},{"speaker":"Mark Byrne","startTime":2014.4099999999999,"endTime":2020.2,"body":"what we were trying to do. The"},{"speaker":"Mark Byrne","startTime":2020.2,"endTime":2024.55,"body":"Mayo physicians were at the"},{"speaker":"Mark Byrne","startTime":2020.2,"endTime":2024.55,"body":"forefront of this opportunity."},{"speaker":"Mark Byrne","startTime":2025.24,"endTime":2029.9199999999998,"body":"And ultimately, we were able to"},{"speaker":"Mark Byrne","startTime":2025.24,"endTime":2029.9199999999998,"body":"put a company together, get it"},{"speaker":"Mark Byrne","startTime":2029.9199999999998,"endTime":2033.85,"body":"financed, had a nice exit out of"},{"speaker":"Mark Byrne","startTime":2029.9199999999998,"endTime":2033.85,"body":"it. Product is still on the"},{"speaker":"Mark Byrne","startTime":2033.85,"endTime":2038.26,"body":"market today. And when I look"},{"speaker":"Mark Byrne","startTime":2033.85,"endTime":2038.26,"body":"back on that, I think an"},{"speaker":"Mark Byrne","startTime":2038.26,"endTime":2045.1,"body":"important ingredient for success"},{"speaker":"Mark Byrne","startTime":2038.26,"endTime":2045.1,"body":"was the relationship that I was"},{"speaker":"Mark Byrne","startTime":2045.1,"endTime":2048.85,"body":"able to build with the"},{"speaker":"Mark Byrne","startTime":2045.1,"endTime":2048.85,"body":"physicians at Mayo Clinic. There"},{"speaker":"Mark Byrne","startTime":2048.85,"endTime":2053.44,"body":"were three inventors, and we"},{"speaker":"Mark Byrne","startTime":2048.85,"endTime":2053.44,"body":"spent an inordinate amount of"},{"speaker":"Mark Byrne","startTime":2053.44,"endTime":2058.27,"body":"time with them, making sure they"},{"speaker":"Mark Byrne","startTime":2053.44,"endTime":2058.27,"body":"appreciated what we were doing"},{"speaker":"Mark Byrne","startTime":2058.51,"endTime":2060.82,"body":"so that they could share"},{"speaker":"Mark Byrne","startTime":2058.51,"endTime":2060.82,"body":"technology with us they could"},{"speaker":"Mark Byrne","startTime":2060.82,"endTime":2064.03,"body":"share. They were all"},{"speaker":"Mark Byrne","startTime":2060.82,"endTime":2064.03,"body":"psychiatrists, so the practice"},{"speaker":"Mark Byrne","startTime":2064.03,"endTime":2068.05,"body":"of psychiatry, so we intimately"},{"speaker":"Mark Byrne","startTime":2064.03,"endTime":2068.05,"body":"understood how this product"},{"speaker":"Mark Byrne","startTime":2068.35,"endTime":2071.32,"body":"would fit into the physician's"},{"speaker":"Mark Byrne","startTime":2068.35,"endTime":2071.32,"body":"practice. So that I think that"},{"speaker":"Mark Byrne","startTime":2071.32,"endTime":2076.21,"body":"was a an example of knowing your"},{"speaker":"Mark Byrne","startTime":2071.32,"endTime":2076.21,"body":"customer and knowing what your"},{"speaker":"Mark Byrne","startTime":2076.21,"endTime":2080.17,"body":"customer needs. And because of"},{"speaker":"Mark Byrne","startTime":2076.21,"endTime":2080.17,"body":"them, we were able to talk to"},{"speaker":"Mark Byrne","startTime":2080.17,"endTime":2084.31,"body":"lots of other customers. And so"},{"speaker":"Mark Byrne","startTime":2080.17,"endTime":2084.31,"body":"that put a lot of ingredients"},{"speaker":"Mark Byrne","startTime":2084.31,"endTime":2086.05,"body":"for success when that project."},{"speaker":"Aaron Moncur","startTime":2087.37,"endTime":2090.6099999999997,"body":"What another way"},{"speaker":"Aaron Moncur","startTime":2087.37,"endTime":2090.6099999999997,"body":"of defining that be to say you"},{"speaker":"Aaron Moncur","startTime":2090.6099999999997,"endTime":2092.71,"body":"understood the problem really,"},{"speaker":"Aaron Moncur","startTime":2090.6099999999997,"endTime":2092.71,"body":"really well."},{"speaker":"Mark Byrne","startTime":2093.22,"endTime":2096.49,"body":"Yes, we understood"},{"speaker":"Mark Byrne","startTime":2093.22,"endTime":2096.49,"body":"the problem really, really well."},{"speaker":"Mark Byrne","startTime":2096.58,"endTime":2099.8799999999997,"body":"And we understood how the"},{"speaker":"Mark Byrne","startTime":2096.58,"endTime":2099.8799999999997,"body":"solution would impact that"},{"speaker":"Mark Byrne","startTime":2099.8799999999997,"endTime":2101.23,"body":"problem. Terrific."},{"speaker":"Aaron Moncur","startTime":2102.0699999999997,"endTime":2104.5,"body":"All right, well,"},{"speaker":"Aaron Moncur","startTime":2102.0699999999997,"endTime":2104.5,"body":"just maybe one more question"},{"speaker":"Aaron Moncur","startTime":2104.5,"endTime":2109.1499999999996,"body":"here or two, and then we'll wrap"},{"speaker":"Aaron Moncur","startTime":2104.5,"endTime":2109.1499999999996,"body":"things up. Specifically within"},{"speaker":"Aaron Moncur","startTime":2109.1499999999996,"endTime":2113.41,"body":"the context of your role as an"},{"speaker":"Aaron Moncur","startTime":2109.1499999999996,"endTime":2113.41,"body":"engineer, what is one thing that"},{"speaker":"Aaron Moncur","startTime":2113.41,"endTime":2116.56,"body":"frustrates you, and also one"},{"speaker":"Aaron Moncur","startTime":2113.41,"endTime":2116.56,"body":"thing that brings you joy."},{"speaker":"Mark Byrne","startTime":2117.37,"endTime":2121.99,"body":"So I have always"},{"speaker":"Mark Byrne","startTime":2117.37,"endTime":2121.99,"body":"enjoyed developing other people,"},{"speaker":"Mark Byrne","startTime":2122.2,"endTime":2128.5,"body":"and helping people further their"},{"speaker":"Mark Byrne","startTime":2122.2,"endTime":2128.5,"body":"careers. And there's two sides"},{"speaker":"Mark Byrne","startTime":2128.5,"endTime":2132.73,"body":"of that coin. One side is when"},{"speaker":"Mark Byrne","startTime":2128.5,"endTime":2132.73,"body":"people don't respond to the"},{"speaker":"Mark Byrne","startTime":2132.73,"endTime":2138.61,"body":"opportunities you give them. And"},{"speaker":"Mark Byrne","startTime":2132.73,"endTime":2138.61,"body":"as a result, they don't develop"},{"speaker":"Mark Byrne","startTime":2138.61,"endTime":2143.92,"body":"or they miss an opportunity. And"},{"speaker":"Mark Byrne","startTime":2138.61,"endTime":2143.92,"body":"I get frustrated. So the flip"},{"speaker":"Mark Byrne","startTime":2143.92,"endTime":2148.12,"body":"side of that is, they take"},{"speaker":"Mark Byrne","startTime":2143.92,"endTime":2148.12,"body":"advantage of it. They learn and"},{"speaker":"Mark Byrne","startTime":2148.12,"endTime":2152.44,"body":"they continue to learn. And I've"},{"speaker":"Mark Byrne","startTime":2148.12,"endTime":2152.44,"body":"had people on both sides"},{"speaker":"Mark Byrne","startTime":2152.47,"endTime":2157.48,"body":"throughout my career. And it's"},{"speaker":"Mark Byrne","startTime":2152.47,"endTime":2157.48,"body":"very gratifying to know that"},{"speaker":"Mark Byrne","startTime":2157.48,"endTime":2162.2799999999997,"body":"I've made an impact on an"},{"speaker":"Mark Byrne","startTime":2157.48,"endTime":2162.2799999999997,"body":"individual and help them end up"},{"speaker":"Mark Byrne","startTime":2162.2799999999997,"endTime":2168.31,"body":"in a better place career wise."},{"speaker":"Mark Byrne","startTime":2162.2799999999997,"endTime":2168.31,"body":"Most people are willing and will"},{"speaker":"Mark Byrne","startTime":2168.31,"endTime":2173.5299999999997,"body":"accept coaching, Coach accept"},{"speaker":"Mark Byrne","startTime":2168.31,"endTime":2173.5299999999997,"body":"additional responsibilities,"},{"speaker":"Mark Byrne","startTime":2173.86,"endTime":2177.64,"body":"some won't, and those other"},{"speaker":"Mark Byrne","startTime":2173.86,"endTime":2177.64,"body":"frustrating ones. Terrific."},{"speaker":"Aaron Moncur","startTime":2177.64,"endTime":2180.94,"body":"All right. Well,"},{"speaker":"Aaron Moncur","startTime":2177.64,"endTime":2180.94,"body":"speaking of joy, one of the"},{"speaker":"Aaron Moncur","startTime":2180.94,"endTime":2185.71,"body":"things that we find great joy"},{"speaker":"Aaron Moncur","startTime":2180.94,"endTime":2185.71,"body":"here at Pipeline is r\u0026d and In"},{"speaker":"Aaron Moncur","startTime":2185.71,"endTime":2190.36,"body":"developing new processes, and so"},{"speaker":"Aaron Moncur","startTime":2185.71,"endTime":2190.36,"body":"if you have a project where"},{"speaker":"Aaron Moncur","startTime":2190.54,"endTime":2193.7799999999997,"body":"you're trying to develop some"},{"speaker":"Aaron Moncur","startTime":2190.54,"endTime":2193.7799999999997,"body":"new r\u0026d process or some new"},{"speaker":"Aaron Moncur","startTime":2193.7799999999997,"endTime":2196.93,"body":"manufacturing process, give us a"},{"speaker":"Aaron Moncur","startTime":2193.7799999999997,"endTime":2196.93,"body":"call, we would love to talk to"},{"speaker":"Aaron Moncur","startTime":2196.93,"endTime":2200.98,"body":"you about it. And not only can"},{"speaker":"Aaron Moncur","startTime":2196.93,"endTime":2200.98,"body":"we help develop that process,"},{"speaker":"Aaron Moncur","startTime":2201.19,"endTime":2204.82,"body":"but we can also build custom"},{"speaker":"Aaron Moncur","startTime":2201.19,"endTime":2204.82,"body":"equipment, test fixtures and"},{"speaker":"Aaron Moncur","startTime":2204.82,"endTime":2209.14,"body":"automation around it to help you"},{"speaker":"Aaron Moncur","startTime":2204.82,"endTime":2209.14,"body":"ramp up production. So give us a"},{"speaker":"Aaron Moncur","startTime":2209.14,"endTime":2209.41,"body":"call."},{"speaker":"Aaron Moncur","startTime":2210.25,"endTime":2213.7599999999998,"body":"Mark? How can people get in"},{"speaker":"Aaron Moncur","startTime":2210.25,"endTime":2213.7599999999998,"body":"touch with you?"},{"speaker":"Unknown","startTime":2214.79,"endTime":2217.67,"body":"The best way to get in"},{"speaker":"Unknown","startTime":2214.79,"endTime":2217.67,"body":"touch with me is just a direct"},{"speaker":"Unknown","startTime":2217.67,"endTime":2227.24,"body":"email Mark@PriMedicus.com. It's"},{"speaker":"Unknown","startTime":2217.67,"endTime":2227.24,"body":"spelled PriMedicus. You'll find"},{"speaker":"Unknown","startTime":2227.24,"endTime":2229.88,"body":"me on LinkedIn. So you can see"},{"speaker":"Unknown","startTime":2227.24,"endTime":2229.88,"body":"more about my background there."},{"speaker":"Unknown","startTime":2229.88,"endTime":2234.17,"body":"But I don't respond to LinkedIn"},{"speaker":"Unknown","startTime":2229.88,"endTime":2234.17,"body":"as much as I should. So direct"},{"speaker":"Unknown","startTime":2234.17,"endTime":2236.15,"body":"emails always most efficient."},{"speaker":"Unknown","startTime":2234.17,"endTime":2236.15,"body":"Terrific."},{"speaker":"Aaron Moncur","startTime":2236.92,"endTime":2239.65,"body":"And what else"},{"speaker":"Aaron Moncur","startTime":2236.92,"endTime":2239.65,"body":"haven't we discussed that you"},{"speaker":"Aaron Moncur","startTime":2239.65,"endTime":2241.99,"body":"think we should we should talk"},{"speaker":"Aaron Moncur","startTime":2239.65,"endTime":2241.99,"body":"about Before ending this"},{"speaker":"Aaron Moncur","startTime":2241.99,"endTime":2242.5299999999997,"body":"episode?"},{"speaker":"Mark Byrne","startTime":2243.639,"endTime":2245.679,"body":"Um, nothing"},{"speaker":"Mark Byrne","startTime":2243.639,"endTime":2245.679,"body":"immediately comes to mind. I"},{"speaker":"Mark Byrne","startTime":2245.679,"endTime":2248.199,"body":"think it's been a fairly"},{"speaker":"Mark Byrne","startTime":2245.679,"endTime":2248.199,"body":"comprehensive interview. I thank"},{"speaker":"Mark Byrne","startTime":2248.199,"endTime":2253.419,"body":"you for putting these podcasts"},{"speaker":"Mark Byrne","startTime":2248.199,"endTime":2253.419,"body":"out there. I think it will help"},{"speaker":"Mark Byrne","startTime":2253.5389999999998,"endTime":2257.679,"body":"individuals at all stages of"},{"speaker":"Mark Byrne","startTime":2253.5389999999998,"endTime":2257.679,"body":"their career. Because no one has"},{"speaker":"Mark Byrne","startTime":2257.679,"endTime":2260.0789999999997,"body":"all the right answers and"},{"speaker":"Mark Byrne","startTime":2257.679,"endTime":2260.0789999999997,"body":"learning from other people's"},{"speaker":"Mark Byrne","startTime":2260.109,"endTime":2263.319,"body":"experience other people's point"},{"speaker":"Mark Byrne","startTime":2260.109,"endTime":2263.319,"body":"of view is a great way to get"},{"speaker":"Mark Byrne","startTime":2263.319,"endTime":2264.429,"body":"better. Well,"},{"speaker":"Aaron Moncur","startTime":2264.2799999999997,"endTime":2267.13,"body":"Thank you so much,"},{"speaker":"Aaron Moncur","startTime":2264.2799999999997,"endTime":2267.13,"body":"Mark. This. That's the intention"},{"speaker":"Aaron Moncur","startTime":2267.13,"endTime":2270.22,"body":"of the podcast here. Of course,"},{"speaker":"Aaron Moncur","startTime":2267.13,"endTime":2270.22,"body":"university will prepare you"},{"speaker":"Aaron Moncur","startTime":2270.22,"endTime":2274.09,"body":"greatly to be an engineer from"},{"speaker":"Aaron Moncur","startTime":2270.22,"endTime":2274.09,"body":"the technical side. But what we"},{"speaker":"Aaron Moncur","startTime":2274.09,"endTime":2276.73,"body":"hope to accomplish with the"},{"speaker":"Aaron Moncur","startTime":2274.09,"endTime":2276.73,"body":"podcast is to give everyone a"},{"speaker":"Aaron Moncur","startTime":2276.73,"endTime":2279.16,"body":"peek behind the scenes, what"},{"speaker":"Aaron Moncur","startTime":2276.73,"endTime":2279.16,"body":"does an engineer actually do?"},{"speaker":"Aaron Moncur","startTime":2279.46,"endTime":2281.5,"body":"What are all the different"},{"speaker":"Aaron Moncur","startTime":2279.46,"endTime":2281.5,"body":"opportunities for an engineer"},{"speaker":"Aaron Moncur","startTime":2281.65,"endTime":2284.74,"body":"and to connect different people,"},{"speaker":"Aaron Moncur","startTime":2281.65,"endTime":2284.74,"body":"such as yourself with the"},{"speaker":"Aaron Moncur","startTime":2284.74,"endTime":2287.86,"body":"engineering community? So thank"},{"speaker":"Aaron Moncur","startTime":2284.74,"endTime":2287.86,"body":"you so much for being on the"},{"speaker":"Aaron Moncur","startTime":2287.86,"endTime":2288.49,"body":"podcast."},{"speaker":"Mark Byrne","startTime":2288.58,"endTime":2289.7799999999997,"body":"You're welcome. My"},{"speaker":"Mark Byrne","startTime":2288.58,"endTime":2289.7799999999997,"body":"pleasure."},{"speaker":"Aaron Moncur","startTime":2292.57,"endTime":2296.0499999999997,"body":"I'm Aaron Moncur,"},{"speaker":"Aaron Moncur","startTime":2292.57,"endTime":2296.0499999999997,"body":"founder of pipeline design and"},{"speaker":"Aaron Moncur","startTime":2296.0499999999997,"endTime":2299.0499999999997,"body":"engineering. If you liked what"},{"speaker":"Aaron Moncur","startTime":2296.0499999999997,"endTime":2299.0499999999997,"body":"you heard today, please share"},{"speaker":"Aaron Moncur","startTime":2299.0499999999997,"endTime":2302.59,"body":"the episode. To learn how your"},{"speaker":"Aaron Moncur","startTime":2299.0499999999997,"endTime":2302.59,"body":"team can leverage our team's"},{"speaker":"Aaron Moncur","startTime":2302.62,"endTime":2306.37,"body":"expertise developing turnkey"},{"speaker":"Aaron Moncur","startTime":2302.62,"endTime":2306.37,"body":"equipment, custom fixtures and"},{"speaker":"Aaron Moncur","startTime":2306.4,"endTime":2310.66,"body":"automated machines and with"},{"speaker":"Aaron Moncur","startTime":2306.4,"endTime":2310.66,"body":"product design, visit us at Team"},{"speaker":"Aaron Moncur","startTime":2310.66,"endTime":2313.42,"body":"pipeline.us. Thanks for"},{"speaker":"Aaron Moncur","startTime":2310.66,"endTime":2313.42,"body":"listening."}]}