{"version":"1.0.0","segments":[{"speaker":"Presenter","startTime":0.96,"endTime":3.48,"body":"Hi, everyone. We've"},{"speaker":"Presenter","startTime":0.96,"endTime":3.48,"body":"set up this being an engineer"},{"speaker":"Presenter","startTime":3.48,"endTime":8.04,"body":"podcast as an industry knowledge"},{"speaker":"Presenter","startTime":3.48,"endTime":8.04,"body":"repository, if you will, we hope"},{"speaker":"Presenter","startTime":8.04,"endTime":10.8,"body":"it'll be a tool where engineers"},{"speaker":"Presenter","startTime":8.04,"endTime":10.8,"body":"can learn about and connect with"},{"speaker":"Presenter","startTime":10.8,"endTime":13.83,"body":"other companies, technologies,"},{"speaker":"Presenter","startTime":10.8,"endTime":13.83,"body":"people, resources and"},{"speaker":"Presenter","startTime":13.83,"endTime":17.76,"body":"opportunities. So make some"},{"speaker":"Presenter","startTime":13.83,"endTime":17.76,"body":"connections and enjoy the show."},{"speaker":"Aaron Call","startTime":18.66,"endTime":21.0,"body":"But I found myself"},{"speaker":"Aaron Call","startTime":18.66,"endTime":21.0,"body":"always asking this question of"},{"speaker":"Aaron Call","startTime":21.12,"endTime":23.55,"body":"why are we building this? Are we"},{"speaker":"Aaron Call","startTime":21.12,"endTime":23.55,"body":"building the right thing, right?"},{"speaker":"Aaron Call","startTime":23.67,"endTime":26.13,"body":"Sometimes it's difficult to"},{"speaker":"Aaron Call","startTime":23.67,"endTime":26.13,"body":"actually get the technology to"},{"speaker":"Aaron Call","startTime":26.13,"endTime":29.07,"body":"work or to get the clinicals to"},{"speaker":"Aaron Call","startTime":26.13,"endTime":29.07,"body":"work, but that doesn't seem to"},{"speaker":"Aaron Call","startTime":29.07,"endTime":31.98,"body":"be the hardest part right now."},{"speaker":"Aaron Call","startTime":29.07,"endTime":31.98,"body":"The hardest part is should we"},{"speaker":"Aaron Call","startTime":31.98,"endTime":33.3,"body":"build it not? Can we build it?"},{"speaker":"Aaron Moncur","startTime":47.28,"endTime":49.83,"body":"Hello, and welcome"},{"speaker":"Aaron Moncur","startTime":47.28,"endTime":49.83,"body":"to another exciting episode of"},{"speaker":"Aaron Moncur","startTime":49.83,"endTime":52.68,"body":"The being an engineer Podcast."},{"speaker":"Aaron Moncur","startTime":49.83,"endTime":52.68,"body":"Today we have the absolute"},{"speaker":"Aaron Moncur","startTime":52.68,"endTime":57.6,"body":"privilege to speak with Aaron"},{"speaker":"Aaron Moncur","startTime":52.68,"endTime":57.6,"body":"Call. Aaron is the innovative"},{"speaker":"Aaron Moncur","startTime":57.6,"endTime":61.56,"body":"founding principal of Jaunt, a"},{"speaker":"Aaron Moncur","startTime":57.6,"endTime":61.56,"body":"company specializing in market"},{"speaker":"Aaron Moncur","startTime":61.56,"endTime":64.53,"body":"intelligence and strategic"},{"speaker":"Aaron Moncur","startTime":61.56,"endTime":64.53,"body":"decision making for the medical"},{"speaker":"Aaron Moncur","startTime":64.53,"endTime":67.74,"body":"device industry. With a rich"},{"speaker":"Aaron Moncur","startTime":64.53,"endTime":67.74,"body":"background in biomedical"},{"speaker":"Aaron Moncur","startTime":67.74,"endTime":70.26,"body":"engineering and product"},{"speaker":"Aaron Moncur","startTime":67.74,"endTime":70.26,"body":"management. Aaron has been"},{"speaker":"Aaron Moncur","startTime":70.26,"endTime":73.26,"body":"instrumental in guiding both"},{"speaker":"Aaron Moncur","startTime":70.26,"endTime":73.26,"body":"startups and established"},{"speaker":"Aaron Moncur","startTime":73.26,"endTime":76.71,"body":"enterprises through the complex"},{"speaker":"Aaron Moncur","startTime":73.26,"endTime":76.71,"body":"landscape of medical technology."},{"speaker":"Aaron Moncur","startTime":77.1,"endTime":80.19,"body":"His expertise extends to class"},{"speaker":"Aaron Moncur","startTime":77.1,"endTime":80.19,"body":"one and class two medical"},{"speaker":"Aaron Moncur","startTime":80.19,"endTime":83.01,"body":"devices, digital health"},{"speaker":"Aaron Moncur","startTime":80.19,"endTime":83.01,"body":"technologies, and he holds"},{"speaker":"Aaron Moncur","startTime":83.01,"endTime":86.79,"body":"patents in the medical device"},{"speaker":"Aaron Moncur","startTime":83.01,"endTime":86.79,"body":"field. Erin's leadership at John"},{"speaker":"Aaron Moncur","startTime":86.79,"endTime":89.22,"body":"is marked by commitment to"},{"speaker":"Aaron Moncur","startTime":86.79,"endTime":89.22,"body":"empowering companies with the"},{"speaker":"Aaron Moncur","startTime":89.22,"endTime":93.15,"body":"insights and strategies needed"},{"speaker":"Aaron Moncur","startTime":89.22,"endTime":93.15,"body":"to succeed in the dynamic world"},{"speaker":"Aaron Moncur","startTime":93.18,"endTime":96.45,"body":"of medical technology. Join us"},{"speaker":"Aaron Moncur","startTime":93.18,"endTime":96.45,"body":"today as we explore Aaron's"},{"speaker":"Aaron Moncur","startTime":96.45,"endTime":99.45,"body":"journey from engineer to"},{"speaker":"Aaron Moncur","startTime":96.45,"endTime":99.45,"body":"entrepreneur, and dive into his"},{"speaker":"Aaron Moncur","startTime":99.45,"endTime":103.14,"body":"insights on innovation, market"},{"speaker":"Aaron Moncur","startTime":99.45,"endTime":103.14,"body":"intelligence and the future of"},{"speaker":"Aaron Moncur","startTime":103.14,"endTime":105.6,"body":"med tech. Aaron, thank you so"},{"speaker":"Aaron Moncur","startTime":103.14,"endTime":105.6,"body":"much for being on the show"},{"speaker":"Aaron Moncur","startTime":105.6,"endTime":105.96,"body":"today."},{"speaker":"Aaron Call","startTime":106.74,"endTime":107.55,"body":"Thanks for having"},{"speaker":"Aaron Call","startTime":106.74,"endTime":107.55,"body":"me."},{"speaker":"Aaron Moncur","startTime":108.09,"endTime":109.8,"body":"So let's start"},{"speaker":"Aaron Moncur","startTime":108.09,"endTime":109.8,"body":"with the first question. The"},{"speaker":"Aaron Moncur","startTime":109.8,"endTime":113.46,"body":"same one, I asked everyone, what"},{"speaker":"Aaron Moncur","startTime":109.8,"endTime":113.46,"body":"made you decide to become an"},{"speaker":"Aaron Moncur","startTime":113.46,"endTime":114.03,"body":"engineer?"},{"speaker":"Aaron Call","startTime":114.48,"endTime":116.85,"body":"Yeah, you know,"},{"speaker":"Aaron Call","startTime":114.48,"endTime":116.85,"body":"growing up, I was just always"},{"speaker":"Aaron Call","startTime":116.85,"endTime":121.92,"body":"interested in tinkering in"},{"speaker":"Aaron Call","startTime":116.85,"endTime":121.92,"body":"technologies. You know, we had"},{"speaker":"Aaron Call","startTime":121.92,"endTime":124.59,"body":"one of the first Macintosh"},{"speaker":"Aaron Call","startTime":121.92,"endTime":124.59,"body":"computers kind of follow the"},{"speaker":"Aaron Call","startTime":124.59,"endTime":130.35,"body":"Apple story as it was unfolding"},{"speaker":"Aaron Call","startTime":124.59,"endTime":130.35,"body":"back in the 80s. And, and my"},{"speaker":"Aaron Call","startTime":130.35,"endTime":134.16,"body":"parents subscribed to Popular"},{"speaker":"Aaron Call","startTime":130.35,"endTime":134.16,"body":"Science Magazine for me as well."},{"speaker":"Aaron Call","startTime":134.19,"endTime":137.52,"body":"And so, always tinkering, always"},{"speaker":"Aaron Call","startTime":134.19,"endTime":137.52,"body":"interested in those types of"},{"speaker":"Aaron Call","startTime":137.52,"endTime":141.06,"body":"technologies. And when I grew"},{"speaker":"Aaron Call","startTime":137.52,"endTime":141.06,"body":"up, and I was deciding what to"},{"speaker":"Aaron Call","startTime":141.06,"endTime":147.0,"body":"do for college, I was really"},{"speaker":"Aaron Call","startTime":141.06,"endTime":147.0,"body":"interested in engineering, and"},{"speaker":"Aaron Call","startTime":147.0,"endTime":149.61,"body":"all the technologies that are"},{"speaker":"Aaron Call","startTime":147.0,"endTime":149.61,"body":"associated with that. But I was"},{"speaker":"Aaron Call","startTime":149.61,"endTime":155.22,"body":"also interested in life sciences"},{"speaker":"Aaron Call","startTime":149.61,"endTime":155.22,"body":"and medicine. And, and just"},{"speaker":"Aaron Call","startTime":155.25,"endTime":159.93,"body":"through a whim, rather, really,"},{"speaker":"Aaron Call","startTime":155.25,"endTime":159.93,"body":"I found biomedical engineering"},{"speaker":"Aaron Call","startTime":159.93,"endTime":164.52,"body":"that that was able to integrate"},{"speaker":"Aaron Call","startTime":159.93,"endTime":164.52,"body":"the two sciences. And it seemed"},{"speaker":"Aaron Call","startTime":164.52,"endTime":167.25,"body":"like a perfect fit for me at the"},{"speaker":"Aaron Call","startTime":164.52,"endTime":167.25,"body":"time. And I could use the"},{"speaker":"Aaron Call","startTime":167.25,"endTime":171.42,"body":"analytical analytical skills in"},{"speaker":"Aaron Call","startTime":167.25,"endTime":171.42,"body":"the life science fields. And so"},{"speaker":"Aaron Call","startTime":171.42,"endTime":172.41,"body":"that's the direction we went."},{"speaker":"Aaron Moncur","startTime":172.0,"endTime":175.48,"body":"I don't know if"},{"speaker":"Aaron Moncur","startTime":172.0,"endTime":175.48,"body":"you remember this, Aaron, but"},{"speaker":"Aaron Moncur","startTime":175.66,"endTime":178.36,"body":"many years ago, for those of you"},{"speaker":"Aaron Moncur","startTime":175.66,"endTime":178.36,"body":"listening, Aaron and I have"},{"speaker":"Aaron Moncur","startTime":178.36,"endTime":181.09,"body":"known each other for quite some"},{"speaker":"Aaron Moncur","startTime":178.36,"endTime":181.09,"body":"time now. But many years ago,"},{"speaker":"Aaron Moncur","startTime":181.09,"endTime":184.66,"body":"when I was first introduced to"},{"speaker":"Aaron Moncur","startTime":181.09,"endTime":184.66,"body":"you at a company where I used to"},{"speaker":"Aaron Moncur","startTime":184.66,"endTime":189.16,"body":"work and you had applied to"},{"speaker":"Aaron Moncur","startTime":184.66,"endTime":189.16,"body":"work. It was really funny"},{"speaker":"Aaron Moncur","startTime":189.16,"endTime":192.34,"body":"because we were like"},{"speaker":"Aaron Moncur","startTime":189.16,"endTime":192.34,"body":"doppelgangers. That's how I was"},{"speaker":"Aaron Moncur","startTime":192.34,"endTime":195.4,"body":"first introduced to you, my"},{"speaker":"Aaron Moncur","startTime":192.34,"endTime":195.4,"body":"manager back then he said, Hey,"},{"speaker":"Aaron Moncur","startTime":195.4,"endTime":199.09,"body":"I talked to a really interesting"},{"speaker":"Aaron Moncur","startTime":195.4,"endTime":199.09,"body":"guy today. He's your like, your"},{"speaker":"Aaron Moncur","startTime":199.09,"endTime":202.87,"body":"digital twin. His name is Aaron."},{"speaker":"Aaron Moncur","startTime":199.09,"endTime":202.87,"body":"He spent some time living in"},{"speaker":"Aaron Moncur","startTime":202.87,"endTime":206.53,"body":"Japan just like you. He has a"},{"speaker":"Aaron Moncur","startTime":202.87,"endTime":206.53,"body":"degree in Biomedical"},{"speaker":"Aaron Moncur","startTime":206.53,"endTime":209.53,"body":"Engineering, just like you. And"},{"speaker":"Aaron Moncur","startTime":206.53,"endTime":209.53,"body":"there was something else. I"},{"speaker":"Aaron Moncur","startTime":209.53,"endTime":211.48,"body":"can't remember what it was now."},{"speaker":"Aaron Moncur","startTime":209.53,"endTime":211.48,"body":"But there are all these like,"},{"speaker":"Aaron Moncur","startTime":211.51,"endTime":213.64,"body":"Oh, I think it was snowboarding."},{"speaker":"Aaron Moncur","startTime":211.51,"endTime":213.64,"body":"You guys both snowboard or"},{"speaker":"Aaron Moncur","startTime":213.76,"endTime":218.35,"body":"something like that. Yeah, I"},{"speaker":"Aaron Moncur","startTime":213.76,"endTime":218.35,"body":"remember that. Yeah, that was"},{"speaker":"Aaron Moncur","startTime":218.35,"endTime":224.05,"body":"the wild. Yeah, and here we are"},{"speaker":"Aaron Moncur","startTime":218.35,"endTime":224.05,"body":"many gray hairs later."},{"speaker":"Aaron Call","startTime":224.0,"endTime":226.58,"body":"Wow. Yeah, I've got"},{"speaker":"Aaron Call","startTime":224.0,"endTime":226.58,"body":"a lot more than you do. That"},{"speaker":"Aaron Call","startTime":226.58,"endTime":227.27,"body":"looks like wierd."},{"speaker":"Aaron Moncur","startTime":227.87,"endTime":229.82,"body":"my beard. I'm"},{"speaker":"Aaron Moncur","startTime":227.87,"endTime":229.82,"body":"getting them in my beard for"},{"speaker":"Aaron Moncur","startTime":229.82,"endTime":233.48,"body":"sure. Just the other day, I"},{"speaker":"Aaron Moncur","startTime":229.82,"endTime":233.48,"body":"noticed a few sparklies in my in"},{"speaker":"Aaron Moncur","startTime":233.48,"endTime":237.71,"body":"what is remaining of my head of"},{"speaker":"Aaron Moncur","startTime":233.48,"endTime":237.71,"body":"hair. So they're there. They're"},{"speaker":"Aaron Moncur","startTime":237.71,"endTime":242.48,"body":"there for sure. All right. Well,"},{"speaker":"Aaron Moncur","startTime":237.71,"endTime":242.48,"body":"John specializes in class one"},{"speaker":"Aaron Moncur","startTime":242.48,"endTime":246.98,"body":"and class two medical devices as"},{"speaker":"Aaron Moncur","startTime":242.48,"endTime":246.98,"body":"well as digital health tech. Can"},{"speaker":"Aaron Moncur","startTime":246.98,"endTime":250.19,"body":"you elaborate on that a little"},{"speaker":"Aaron Moncur","startTime":246.98,"endTime":250.19,"body":"bit and speak to some of the"},{"speaker":"Aaron Moncur","startTime":250.19,"endTime":253.34,"body":"unique challenges and"},{"speaker":"Aaron Moncur","startTime":250.19,"endTime":253.34,"body":"opportunities that that you face"},{"speaker":"Aaron Moncur","startTime":253.34,"endTime":254.81,"body":"in these specific areas?"},{"speaker":"Aaron Call","startTime":255.17,"endTime":258.41,"body":"Yeah you know,"},{"speaker":"Aaron Call","startTime":255.17,"endTime":258.41,"body":"people ask us if there's a"},{"speaker":"Aaron Call","startTime":258.41,"endTime":261.86,"body":"specific vertical that we"},{"speaker":"Aaron Call","startTime":258.41,"endTime":261.86,"body":"specialize in, within medicine,"},{"speaker":"Aaron Call","startTime":262.46,"endTime":265.97,"body":"and I like to tell them that,"},{"speaker":"Aaron Call","startTime":262.46,"endTime":265.97,"body":"yeah, class one, Class Two is"},{"speaker":"Aaron Call","startTime":265.97,"endTime":271.22,"body":"really where we focus. But"},{"speaker":"Aaron Call","startTime":265.97,"endTime":271.22,"body":"beyond that, it's a huge gamut."},{"speaker":"Aaron Call","startTime":271.25,"endTime":274.76,"body":"And it's getting bigger, you"},{"speaker":"Aaron Call","startTime":271.25,"endTime":274.76,"body":"know, for the past 10 years, I"},{"speaker":"Aaron Call","startTime":274.76,"endTime":278.81,"body":"feel like the digital element or"},{"speaker":"Aaron Call","startTime":274.76,"endTime":278.81,"body":"the connected devices element of"},{"speaker":"Aaron Call","startTime":278.81,"endTime":281.45,"body":"the technologies that we're"},{"speaker":"Aaron Call","startTime":278.81,"endTime":281.45,"body":"working with is just continues"},{"speaker":"Aaron Call","startTime":281.45,"endTime":284.84,"body":"to grow. AI is part of, you"},{"speaker":"Aaron Call","startTime":281.45,"endTime":284.84,"body":"know, the strategies and"},{"speaker":"Aaron Call","startTime":284.84,"endTime":290.9,"body":"technologies that work with"},{"speaker":"Aaron Call","startTime":284.84,"endTime":290.9,"body":"these days. And, and so it's um,"},{"speaker":"Aaron Call","startTime":291.59,"endTime":297.05,"body":"you know, med tech and med"},{"speaker":"Aaron Call","startTime":291.59,"endTime":297.05,"body":"device is what we focus on. We"},{"speaker":"Aaron Call","startTime":297.05,"endTime":300.53,"body":"don't we don't get into biotech"},{"speaker":"Aaron Call","startTime":297.05,"endTime":300.53,"body":"and pharma strictly be because,"},{"speaker":"Aaron Call","startTime":300.56,"endTime":303.68,"body":"you know, they're wildly"},{"speaker":"Aaron Call","startTime":300.56,"endTime":303.68,"body":"different animal from a business"},{"speaker":"Aaron Call","startTime":303.68,"endTime":307.76,"body":"model perspective. But some some"},{"speaker":"Aaron Call","startTime":303.68,"endTime":307.76,"body":"of the challenges that we see in"},{"speaker":"Aaron Call","startTime":307.76,"endTime":312.44,"body":"class one and class two is that,"},{"speaker":"Aaron Call","startTime":307.76,"endTime":312.44,"body":"you know, bringing these devices"},{"speaker":"Aaron Call","startTime":312.44,"endTime":317.21,"body":"to market is, I like to think of"},{"speaker":"Aaron Call","startTime":312.44,"endTime":317.21,"body":"it as kind of, it's a giant"},{"speaker":"Aaron Call","startTime":317.21,"endTime":321.77,"body":"puzzle, right? There's so many"},{"speaker":"Aaron Call","startTime":317.21,"endTime":321.77,"body":"different pieces of this puzzle,"},{"speaker":"Aaron Call","startTime":322.31,"endTime":324.8,"body":"as you're envisioning a"},{"speaker":"Aaron Call","startTime":322.31,"endTime":324.8,"body":"technology that could help out"},{"speaker":"Aaron Call","startTime":324.83,"endTime":329.06,"body":"patients can help out hospitals"},{"speaker":"Aaron Call","startTime":324.83,"endTime":329.06,"body":"about medicine, there's so many"},{"speaker":"Aaron Call","startTime":329.06,"endTime":332.99,"body":"different pieces of this of this"},{"speaker":"Aaron Call","startTime":329.06,"endTime":332.99,"body":"that have to come together in a"},{"speaker":"Aaron Call","startTime":333.02,"endTime":336.26,"body":"perfect fashion to make it all"},{"speaker":"Aaron Call","startTime":333.02,"endTime":336.26,"body":"work. I mean, whether it be"},{"speaker":"Aaron Call","startTime":336.32,"endTime":339.47,"body":"reimbursement or clinical"},{"speaker":"Aaron Call","startTime":336.32,"endTime":339.47,"body":"results, or the technology"},{"speaker":"Aaron Call","startTime":339.47,"endTime":345.44,"body":"itself. FDA regulations on"},{"speaker":"Aaron Call","startTime":339.47,"endTime":345.44,"body":"clinical data. I already said"},{"speaker":"Aaron Call","startTime":345.44,"endTime":349.28,"body":"that one, but value assessments"},{"speaker":"Aaron Call","startTime":345.44,"endTime":349.28,"body":"and economics, there's so much"},{"speaker":"Aaron Call","startTime":349.28,"endTime":351.77,"body":"that has to come together to"},{"speaker":"Aaron Call","startTime":349.28,"endTime":351.77,"body":"make a product successful in the"},{"speaker":"Aaron Call","startTime":351.77,"endTime":355.49,"body":"market. Those are the challenges"},{"speaker":"Aaron Call","startTime":351.77,"endTime":355.49,"body":"that we deal with all the time."},{"speaker":"Aaron Call","startTime":355.97,"endTime":360.5,"body":"You know, 2025 years ago, Aaron,"},{"speaker":"Aaron Call","startTime":355.97,"endTime":360.5,"body":"you could probably attest to"},{"speaker":"Aaron Call","startTime":360.5,"endTime":364.16,"body":"this. But the biggest question"},{"speaker":"Aaron Call","startTime":360.5,"endTime":364.16,"body":"in in technology development"},{"speaker":"Aaron Call","startTime":364.16,"endTime":367.34,"body":"was, you know, what, what's the"},{"speaker":"Aaron Call","startTime":364.16,"endTime":367.34,"body":"FDA pathway? You can you get it,"},{"speaker":"Aaron Call","startTime":367.55,"endTime":370.82,"body":"you know, through the FDA, and"},{"speaker":"Aaron Call","startTime":367.55,"endTime":370.82,"body":"we don't see that much anymore."},{"speaker":"Aaron Call","startTime":370.85,"endTime":374.39,"body":"I mean, it's pretty clear"},{"speaker":"Aaron Call","startTime":370.85,"endTime":374.39,"body":"process. And there's some known"},{"speaker":"Aaron Call","startTime":374.42,"endTime":379.01,"body":"entities there. But it's what"},{"speaker":"Aaron Call","startTime":374.42,"endTime":379.01,"body":"has happening in the market? How"},{"speaker":"Aaron Call","startTime":379.01,"endTime":382.43,"body":"can you displace the competitors"},{"speaker":"Aaron Call","startTime":379.01,"endTime":382.43,"body":"that are out there today to get"},{"speaker":"Aaron Call","startTime":382.43,"endTime":385.94,"body":"this thing to be successful? And"},{"speaker":"Aaron Call","startTime":382.43,"endTime":385.94,"body":"all those other pieces of that"},{"speaker":"Aaron Call","startTime":385.94,"endTime":387.8,"body":"puzzle that have to come"},{"speaker":"Aaron Call","startTime":385.94,"endTime":387.8,"body":"together perfectly?"},{"speaker":"Aaron Moncur","startTime":388.19,"endTime":390.95,"body":"So this is a"},{"speaker":"Aaron Moncur","startTime":388.19,"endTime":390.95,"body":"really interesting topic for me."},{"speaker":"Aaron Moncur","startTime":391.43,"endTime":394.4,"body":"Walk us through how you do that."},{"speaker":"Aaron Moncur","startTime":391.43,"endTime":394.4,"body":"I mean, you're you're looking at"},{"speaker":"Aaron Moncur","startTime":394.43,"endTime":398.0,"body":"at product market fit, you're"},{"speaker":"Aaron Moncur","startTime":394.43,"endTime":398.0,"body":"basically doing due diligence,"},{"speaker":"Aaron Moncur","startTime":398.0,"endTime":402.5,"body":"right, as you work with startups"},{"speaker":"Aaron Moncur","startTime":398.0,"endTime":402.5,"body":"and investors, I guess, what are"},{"speaker":"Aaron Moncur","startTime":402.5,"endTime":405.77,"body":"the stages that you go through?"},{"speaker":"Aaron Moncur","startTime":402.5,"endTime":405.77,"body":"What are some of the tools that"},{"speaker":"Aaron Moncur","startTime":405.77,"endTime":409.79,"body":"you use to determine whether a"},{"speaker":"Aaron Moncur","startTime":405.77,"endTime":409.79,"body":"product has a fit in the market?"},{"speaker":"Aaron Moncur","startTime":410.54,"endTime":411.11,"body":"Yeah."},{"speaker":"Aaron Call","startTime":412.34,"endTime":414.83,"body":"You know, early on,"},{"speaker":"Aaron Call","startTime":412.34,"endTime":414.83,"body":"I started off in the trenches of"},{"speaker":"Aaron Call","startTime":415.52,"endTime":417.56,"body":"hardcore engineering and"},{"speaker":"Aaron Call","startTime":415.52,"endTime":417.56,"body":"building, you know,"},{"speaker":"Aaron Call","startTime":417.56,"endTime":421.43,"body":"technologies, my hands, and but"},{"speaker":"Aaron Call","startTime":417.56,"endTime":421.43,"body":"I found myself always asking"},{"speaker":"Aaron Call","startTime":421.43,"endTime":424.34,"body":"this question of, why are we"},{"speaker":"Aaron Call","startTime":421.43,"endTime":424.34,"body":"building this? Are we building"},{"speaker":"Aaron Call","startTime":424.34,"endTime":427.97,"body":"the right thing, right. And so I"},{"speaker":"Aaron Call","startTime":424.34,"endTime":427.97,"body":"started studying a lot of"},{"speaker":"Aaron Call","startTime":428.06,"endTime":431.87,"body":"theories and technologies,"},{"speaker":"Aaron Call","startTime":428.06,"endTime":431.87,"body":"books, you know, innovators"},{"speaker":"Aaron Call","startTime":431.87,"endTime":436.01,"body":"dilemma being being one of them,"},{"speaker":"Aaron Call","startTime":431.87,"endTime":436.01,"body":"of you know, how technologies"},{"speaker":"Aaron Call","startTime":436.01,"endTime":439.07,"body":"can actually disrupt markets and"},{"speaker":"Aaron Call","startTime":436.01,"endTime":439.07,"body":"become wildly successful,"},{"speaker":"Aaron Call","startTime":439.07,"endTime":442.04,"body":"because in the startup world"},{"speaker":"Aaron Call","startTime":439.07,"endTime":442.04,"body":"that I've been in my entire"},{"speaker":"Aaron Call","startTime":442.04,"endTime":445.85,"body":"career, that's what you have to"},{"speaker":"Aaron Call","startTime":442.04,"endTime":445.85,"body":"be able to do is raise funds,"},{"speaker":"Aaron Call","startTime":445.88,"endTime":449.24,"body":"disruptive market, you know, and"},{"speaker":"Aaron Call","startTime":445.88,"endTime":449.24,"body":"be wildly successful and"},{"speaker":"Aaron Call","startTime":449.24,"endTime":456.71,"body":"scalable. And so, you know, I, I"},{"speaker":"Aaron Call","startTime":449.24,"endTime":456.71,"body":"quickly developed this element"},{"speaker":"Aaron Call","startTime":456.71,"endTime":461.12,"body":"of, you have to go upstream, you"},{"speaker":"Aaron Call","startTime":456.71,"endTime":461.12,"body":"have to go so far as to know the"},{"speaker":"Aaron Call","startTime":461.12,"endTime":464.12,"body":"customers what their problems"},{"speaker":"Aaron Call","startTime":461.12,"endTime":464.12,"body":"are, what their needs are, what"},{"speaker":"Aaron Call","startTime":464.12,"endTime":467.45,"body":"the job is that they have to be"},{"speaker":"Aaron Call","startTime":464.12,"endTime":467.45,"body":"done, that they're trying to get"},{"speaker":"Aaron Call","startTime":467.45,"endTime":472.73,"body":"done. And, and start there, you"},{"speaker":"Aaron Call","startTime":467.45,"endTime":472.73,"body":"know, 100% of companies and"},{"speaker":"Aaron Call","startTime":472.73,"endTime":475.67,"body":"technologies and startups fail"},{"speaker":"Aaron Call","startTime":472.73,"endTime":475.67,"body":"because they didn't get"},{"speaker":"Aaron Call","startTime":475.67,"endTime":479.42,"body":"customers 100% of them. And, and"},{"speaker":"Aaron Call","startTime":475.67,"endTime":479.42,"body":"that's for a lot of different"},{"speaker":"Aaron Call","startTime":479.42,"endTime":482.27,"body":"reasons. But the number one"},{"speaker":"Aaron Call","startTime":479.42,"endTime":482.27,"body":"reason is, and we'd like to say,"},{"speaker":"Aaron Call","startTime":482.63,"endTime":484.76,"body":"you know, projects, companies"},{"speaker":"Aaron Call","startTime":482.63,"endTime":484.76,"body":"don't fail because the"},{"speaker":"Aaron Call","startTime":484.76,"endTime":487.43,"body":"technology doesn't work, they"},{"speaker":"Aaron Call","startTime":484.76,"endTime":487.43,"body":"fail, because we didn't"},{"speaker":"Aaron Call","startTime":487.43,"endTime":491.87,"body":"understand the market"},{"speaker":"Aaron Call","startTime":487.43,"endTime":491.87,"body":"requirements. And so, so that's"},{"speaker":"Aaron Call","startTime":491.9,"endTime":497.12,"body":"where we focus is we focus on"},{"speaker":"Aaron Call","startTime":491.9,"endTime":497.12,"body":"helping that element about it,"},{"speaker":"Aaron Call","startTime":497.15,"endTime":500.42,"body":"I'm not gonna discount the, you"},{"speaker":"Aaron Call","startTime":497.15,"endTime":500.42,"body":"know, sometimes it's difficult"},{"speaker":"Aaron Call","startTime":500.54,"endTime":502.88,"body":"to actually get the technology"},{"speaker":"Aaron Call","startTime":500.54,"endTime":502.88,"body":"to work or to get the clinicals"},{"speaker":"Aaron Call","startTime":502.88,"endTime":507.08,"body":"to work. But that doesn't seem"},{"speaker":"Aaron Call","startTime":502.88,"endTime":507.08,"body":"to be the hardest part right"},{"speaker":"Aaron Call","startTime":507.08,"endTime":510.65,"body":"now. The hardest part is, should"},{"speaker":"Aaron Call","startTime":507.08,"endTime":510.65,"body":"we build it not? Can we build"},{"speaker":"Aaron Call","startTime":510.65,"endTime":514.55,"body":"it? And a customer element is"},{"speaker":"Aaron Call","startTime":510.65,"endTime":514.55,"body":"the biggest part we spend most"},{"speaker":"Aaron Call","startTime":514.55,"endTime":515.24,"body":"of our time on?"},{"speaker":"Aaron Moncur","startTime":515.51,"endTime":518.09,"body":"That's a really"},{"speaker":"Aaron Moncur","startTime":515.51,"endTime":518.09,"body":"interesting inside not, can we"},{"speaker":"Aaron Moncur","startTime":518.09,"endTime":522.74,"body":"build it, but should we build"},{"speaker":"Aaron Moncur","startTime":518.09,"endTime":522.74,"body":"it? I assume that you have a lot"},{"speaker":"Aaron Moncur","startTime":522.74,"endTime":525.89,"body":"of deals that come across your"},{"speaker":"Aaron Moncur","startTime":522.74,"endTime":525.89,"body":"desk, if if you were I don't"},{"speaker":"Aaron Moncur","startTime":525.89,"endTime":528.95,"body":"know if you even can do this,"},{"speaker":"Aaron Moncur","startTime":525.89,"endTime":528.95,"body":"but if you were to think about"},{"speaker":"Aaron Moncur","startTime":529.19,"endTime":532.49,"body":"all the different deals that"},{"speaker":"Aaron Moncur","startTime":529.19,"endTime":532.49,"body":"you've evaluated, is there a"},{"speaker":"Aaron Moncur","startTime":532.49,"endTime":535.73,"body":"percentage, you think, kind of a"},{"speaker":"Aaron Moncur","startTime":532.49,"endTime":535.73,"body":"rule of thumb that like this"},{"speaker":"Aaron Moncur","startTime":535.73,"endTime":540.53,"body":"percentage is a market fit, you"},{"speaker":"Aaron Moncur","startTime":535.73,"endTime":540.53,"body":"know, eight out of 10, there is"},{"speaker":"Aaron Moncur","startTime":540.53,"endTime":543.56,"body":"no market fit. And we find that"},{"speaker":"Aaron Moncur","startTime":540.53,"endTime":543.56,"body":"out within whatever it is a"},{"speaker":"Aaron Moncur","startTime":543.56,"endTime":546.92,"body":"month or two months or something"},{"speaker":"Aaron Moncur","startTime":543.56,"endTime":546.92,"body":"and maybe two out of 10 actually"},{"speaker":"Aaron Moncur","startTime":546.92,"endTime":547.58,"body":"go somewhere?"},{"speaker":"Aaron Call","startTime":547.94,"endTime":550.07,"body":"You know, the rule"},{"speaker":"Aaron Call","startTime":547.94,"endTime":550.07,"body":"of thumb and venture capital is"},{"speaker":"Aaron Call","startTime":550.25,"endTime":554.81,"body":"Yeah, eight out of 10 fail, one"},{"speaker":"Aaron Call","startTime":550.25,"endTime":554.81,"body":"returns, you know, a good"},{"speaker":"Aaron Call","startTime":554.81,"endTime":559.91,"body":"portion of money and then one is"},{"speaker":"Aaron Call","startTime":554.81,"endTime":559.91,"body":"a homerun hit. And, and I used"},{"speaker":"Aaron Call","startTime":559.91,"endTime":563.03,"body":"to believe that there was a"},{"speaker":"Aaron Call","startTime":559.91,"endTime":563.03,"body":"clear line in the sand where you"},{"speaker":"Aaron Call","startTime":563.03,"endTime":566.66,"body":"say, okay, all these are crap."},{"speaker":"Aaron Call","startTime":563.03,"endTime":566.66,"body":"If you say no, 100% of the time,"},{"speaker":"Aaron Call","startTime":566.66,"endTime":570.53,"body":"you're gonna be right 80% of the"},{"speaker":"Aaron Call","startTime":566.66,"endTime":570.53,"body":"time. You're right. I used to"},{"speaker":"Aaron Call","startTime":570.53,"endTime":575.09,"body":"think that was true, but what"},{"speaker":"Aaron Call","startTime":570.53,"endTime":575.09,"body":"what what I've seen what have I"},{"speaker":"Aaron Call","startTime":575.12,"endTime":581.6,"body":"I've experienced even more of is"},{"speaker":"Aaron Call","startTime":575.12,"endTime":581.6,"body":"the initial concept might be"},{"speaker":"Aaron Call","startTime":581.63,"endTime":586.28,"body":"wrong 80 90% of the time or 99%"},{"speaker":"Aaron Call","startTime":581.63,"endTime":586.28,"body":"of the time really from what"},{"speaker":"Aaron Call","startTime":586.28,"endTime":590.9,"body":"I've experienced. But as you"},{"speaker":"Aaron Call","startTime":586.28,"endTime":590.9,"body":"continue to work on it, right as"},{"speaker":"Aaron Call","startTime":590.9,"endTime":594.17,"body":"you continue to have this"},{"speaker":"Aaron Call","startTime":590.9,"endTime":594.17,"body":"staying power to being able to"},{"speaker":"Aaron Call","startTime":594.2,"endTime":597.86,"body":"understand the true needs of the"},{"speaker":"Aaron Call","startTime":594.2,"endTime":597.86,"body":"customer that you can you can"},{"speaker":"Aaron Call","startTime":597.86,"endTime":600.86,"body":"start to massage it even closer"},{"speaker":"Aaron Call","startTime":597.86,"endTime":600.86,"body":"when Closer and closer to"},{"speaker":"Aaron Call","startTime":600.86,"endTime":603.89,"body":"exactly what they need and"},{"speaker":"Aaron Call","startTime":600.86,"endTime":603.89,"body":"what's going to be successful,"},{"speaker":"Aaron Call","startTime":603.89,"endTime":609.08,"body":"right. So some of them are so"},{"speaker":"Aaron Call","startTime":603.89,"endTime":609.08,"body":"far off that, you're, you're"},{"speaker":"Aaron Call","startTime":609.08,"endTime":611.69,"body":"just not going to get there and"},{"speaker":"Aaron Call","startTime":609.08,"endTime":611.69,"body":"the people in charge of it"},{"speaker":"Aaron Call","startTime":611.69,"endTime":617.18,"body":"aren't going to get it there."},{"speaker":"Aaron Call","startTime":611.69,"endTime":617.18,"body":"Right. But, you know, when"},{"speaker":"Aaron Call","startTime":617.18,"endTime":620.57,"body":"somebody comes to us, and we're"},{"speaker":"Aaron Call","startTime":617.18,"endTime":620.57,"body":"evaluating something, it's not"},{"speaker":"Aaron Call","startTime":620.57,"endTime":623.33,"body":"that we say to him here, all the"},{"speaker":"Aaron Call","startTime":620.57,"endTime":623.33,"body":"data came back and said, You"},{"speaker":"Aaron Call","startTime":623.33,"endTime":626.51,"body":"should stop now. It's that all"},{"speaker":"Aaron Call","startTime":623.33,"endTime":626.51,"body":"the data comes back and says,"},{"speaker":"Aaron Call","startTime":626.96,"endTime":630.44,"body":"you know, you're going this"},{"speaker":"Aaron Call","startTime":626.96,"endTime":630.44,"body":"direction correctly, these other"},{"speaker":"Aaron Call","startTime":630.44,"endTime":632.72,"body":"five directions, you go in"},{"speaker":"Aaron Call","startTime":630.44,"endTime":632.72,"body":"correctly. And here's the data"},{"speaker":"Aaron Call","startTime":632.72,"endTime":636.26,"body":"that shows you how we navigate"},{"speaker":"Aaron Call","startTime":632.72,"endTime":636.26,"body":"it in a different direction for"},{"speaker":"Aaron Call","startTime":636.26,"endTime":640.31,"body":"him to be successful. And so"},{"speaker":"Aaron Call","startTime":636.26,"endTime":640.31,"body":"it's, it's very strategic in"},{"speaker":"Aaron Call","startTime":640.31,"endTime":645.38,"body":"nature, as opposed to a binary"},{"speaker":"Aaron Call","startTime":640.31,"endTime":645.38,"body":"statistic, if you will."},{"speaker":"Aaron Moncur","startTime":645.41,"endTime":648.56,"body":"Yeah, interesting."},{"speaker":"Aaron Moncur","startTime":645.41,"endTime":648.56,"body":"So a customer comes to you says,"},{"speaker":"Aaron Moncur","startTime":648.8,"endTime":651.44,"body":"Aaron, we've got this new"},{"speaker":"Aaron Moncur","startTime":648.8,"endTime":651.44,"body":"technology, this product that we"},{"speaker":"Aaron Moncur","startTime":651.44,"endTime":654.35,"body":"would like to launch, you go"},{"speaker":"Aaron Moncur","startTime":651.44,"endTime":654.35,"body":"out, you do your research, and"},{"speaker":"Aaron Moncur","startTime":654.35,"endTime":659.66,"body":"you find 99 times out of 100, or"},{"speaker":"Aaron Moncur","startTime":654.35,"endTime":659.66,"body":"whatever it is that this is not"},{"speaker":"Aaron Moncur","startTime":659.66,"endTime":662.63,"body":"quite the right fit, but it's"},{"speaker":"Aaron Moncur","startTime":659.66,"endTime":662.63,"body":"close enough that we can make"},{"speaker":"Aaron Moncur","startTime":662.63,"endTime":665.84,"body":"some tweaks to get it to be"},{"speaker":"Aaron Moncur","startTime":662.63,"endTime":665.84,"body":"truly the right fit for the"},{"speaker":"Aaron Moncur","startTime":665.84,"endTime":668.75,"body":"market. Is that right? Yeah,"},{"speaker":"Aaron Moncur","startTime":665.84,"endTime":668.75,"body":"yeah, that's about right."},{"speaker":"Aaron Moncur","startTime":669.08,"endTime":674.69,"body":"Terrific. Okay. Can you share"},{"speaker":"Aaron Moncur","startTime":669.08,"endTime":674.69,"body":"some of the tools that you use?"},{"speaker":"Aaron Moncur","startTime":674.69,"endTime":676.91,"body":"You know, like, the customer"},{"speaker":"Aaron Moncur","startTime":674.69,"endTime":676.91,"body":"comes to you and says, I've got"},{"speaker":"Aaron Moncur","startTime":676.91,"endTime":679.58,"body":"this technology? I want to"},{"speaker":"Aaron Moncur","startTime":676.91,"endTime":679.58,"body":"launch it? What what are you"},{"speaker":"Aaron Moncur","startTime":679.58,"endTime":682.31,"body":"doing like boots on the ground?"},{"speaker":"Aaron Moncur","startTime":679.58,"endTime":682.31,"body":"What are some of the tactical"},{"speaker":"Aaron Moncur","startTime":682.34,"endTime":685.43,"body":"skills that you've had to"},{"speaker":"Aaron Moncur","startTime":682.34,"endTime":685.43,"body":"develop? And the tools that you"},{"speaker":"Aaron Moncur","startTime":685.43,"endTime":688.76,"body":"use to go out and do that"},{"speaker":"Aaron Moncur","startTime":685.43,"endTime":688.76,"body":"research, find the data, and"},{"speaker":"Aaron Moncur","startTime":688.76,"endTime":691.82,"body":"then be able to present that"},{"speaker":"Aaron Moncur","startTime":688.76,"endTime":691.82,"body":"data to these customers? Is it"},{"speaker":"Aaron Moncur","startTime":691.82,"endTime":695.9,"body":"is it just like, Oh, what are"},{"speaker":"Aaron Moncur","startTime":691.82,"endTime":695.9,"body":"they called, where you get a"},{"speaker":"Aaron Moncur","startTime":695.9,"endTime":698.09,"body":"group of people together, and"},{"speaker":"Aaron Moncur","startTime":695.9,"endTime":698.09,"body":"you show them the product? And"},{"speaker":"Aaron Moncur","startTime":698.09,"endTime":700.64,"body":"you ask the questions. I can't"},{"speaker":"Aaron Moncur","startTime":698.09,"endTime":700.64,"body":"the name is escaping me right"},{"speaker":"Aaron Moncur","startTime":700.64,"endTime":703.19,"body":"now. But is it that kind of"},{"speaker":"Aaron Moncur","startTime":700.64,"endTime":703.19,"body":"phone focus group? Thank you"},{"speaker":"Aaron Moncur","startTime":703.19,"endTime":706.64,"body":"focus groups, like focus groups"},{"speaker":"Aaron Moncur","startTime":703.19,"endTime":706.64,"body":"or other like data fields out"},{"speaker":"Aaron Moncur","startTime":706.64,"endTime":709.01,"body":"there that you know,"},{"speaker":"Aaron Moncur","startTime":706.64,"endTime":709.01,"body":"specifically, and you can mine?"},{"speaker":"Aaron Moncur","startTime":709.4,"endTime":710.93,"body":"Insights from? How does that"},{"speaker":"Aaron Moncur","startTime":709.4,"endTime":710.93,"body":"work?"},{"speaker":"Aaron Call","startTime":711.54,"endTime":714.84,"body":"Yeah, so the"},{"speaker":"Aaron Call","startTime":711.54,"endTime":714.84,"body":"interesting thing is, is we like"},{"speaker":"Aaron Call","startTime":714.84,"endTime":718.95,"body":"to draw a line between what we"},{"speaker":"Aaron Call","startTime":714.84,"endTime":718.95,"body":"call disruptive innovation and"},{"speaker":"Aaron Call","startTime":718.98,"endTime":723.99,"body":"sustaining innovation. systems."},{"speaker":"Aaron Call","startTime":718.98,"endTime":723.99,"body":"And let me describe those a"},{"speaker":"Aaron Call","startTime":723.99,"endTime":728.04,"body":"little bit further. So. So"},{"speaker":"Aaron Call","startTime":723.99,"endTime":728.04,"body":"sustaining innovation is, you"},{"speaker":"Aaron Call","startTime":728.04,"endTime":733.29,"body":"know, let's go find out what our"},{"speaker":"Aaron Call","startTime":728.04,"endTime":733.29,"body":"customers want in relationship"},{"speaker":"Aaron Call","startTime":733.29,"endTime":736.08,"body":"to products that we already have"},{"speaker":"Aaron Call","startTime":733.29,"endTime":736.08,"body":"on the market or products that"},{"speaker":"Aaron Call","startTime":736.08,"endTime":740.58,"body":"they're already using. Yeah, and"},{"speaker":"Aaron Call","startTime":736.08,"endTime":740.58,"body":"let's, let's tweak those, let's"},{"speaker":"Aaron Call","startTime":740.58,"endTime":743.25,"body":"tweak our own product a little"},{"speaker":"Aaron Call","startTime":740.58,"endTime":743.25,"body":"bit better, to make more"},{"speaker":"Aaron Call","startTime":743.25,"endTime":746.4,"body":"customers like it to get closer"},{"speaker":"Aaron Call","startTime":743.25,"endTime":746.4,"body":"to, you know, the customers that"},{"speaker":"Aaron Call","startTime":746.4,"endTime":749.76,"body":"are buying it, to improve it"},{"speaker":"Aaron Call","startTime":746.4,"endTime":749.76,"body":"even better clinically speaking,"},{"speaker":"Aaron Call","startTime":749.79,"endTime":752.25,"body":"or whatever it might be. That's"},{"speaker":"Aaron Call","startTime":749.79,"endTime":752.25,"body":"what we call sustaining"},{"speaker":"Aaron Call","startTime":752.25,"endTime":756.96,"body":"innovation. In those scenarios,"},{"speaker":"Aaron Call","startTime":752.25,"endTime":756.96,"body":"you know, it is vocal focus"},{"speaker":"Aaron Call","startTime":756.96,"endTime":761.97,"body":"groups, brand strategies, things"},{"speaker":"Aaron Call","startTime":756.96,"endTime":761.97,"body":"like that. Tell us a lot about"},{"speaker":"Aaron Call","startTime":762.0,"endTime":766.71,"body":"what the market wants was, you"},{"speaker":"Aaron Call","startTime":762.0,"endTime":766.71,"body":"know, early on, I had a lady"},{"speaker":"Aaron Call","startTime":766.71,"endTime":769.23,"body":"that I worked with, say, Hey,"},{"speaker":"Aaron Call","startTime":766.71,"endTime":769.23,"body":"Aaron, it doesn't matter what we"},{"speaker":"Aaron Call","startTime":769.23,"endTime":772.68,"body":"think what matters is what the"},{"speaker":"Aaron Call","startTime":769.23,"endTime":772.68,"body":"market thinks. And that's true,"},{"speaker":"Aaron Call","startTime":772.83,"endTime":777.66,"body":"you know, across the board here."},{"speaker":"Aaron Call","startTime":772.83,"endTime":777.66,"body":"So in sustaining innovation,"},{"speaker":"Aaron Call","startTime":777.69,"endTime":781.02,"body":"focus groups, and some of those"},{"speaker":"Aaron Call","startTime":777.69,"endTime":781.02,"body":"work really well, what we found"},{"speaker":"Aaron Call","startTime":781.02,"endTime":784.83,"body":"is on the disruptive innovation"},{"speaker":"Aaron Call","startTime":781.02,"endTime":784.83,"body":"side of the equation, where"},{"speaker":"Aaron Call","startTime":784.83,"endTime":788.1,"body":"you're actually creating almost"},{"speaker":"Aaron Call","startTime":784.83,"endTime":788.1,"body":"a new category, in every"},{"speaker":"Aaron Call","startTime":788.1,"endTime":792.51,"body":"scenario, where you're coming"},{"speaker":"Aaron Call","startTime":788.1,"endTime":792.51,"body":"in, and asking people to change"},{"speaker":"Aaron Call","startTime":792.51,"endTime":795.87,"body":"the way they're thinking, change"},{"speaker":"Aaron Call","startTime":792.51,"endTime":795.87,"body":"their processes to use something"},{"speaker":"Aaron Call","startTime":795.99,"endTime":800.01,"body":"drastically new, which is a tall"},{"speaker":"Aaron Call","startTime":795.99,"endTime":800.01,"body":"order and medicine, because they"},{"speaker":"Aaron Call","startTime":800.01,"endTime":802.71,"body":"have something that's at least"},{"speaker":"Aaron Call","startTime":800.01,"endTime":802.71,"body":"working decently well for their"},{"speaker":"Aaron Call","startTime":802.71,"endTime":805.44,"body":"patients, in a lot of cases,"},{"speaker":"Aaron Call","startTime":802.71,"endTime":805.44,"body":"sometimes they have nothing was"},{"speaker":"Aaron Call","startTime":805.44,"endTime":808.86,"body":"working well, in some, some been"},{"speaker":"Aaron Call","startTime":805.44,"endTime":808.86,"body":"some indications that we're"},{"speaker":"Aaron Call","startTime":808.86,"endTime":813.3,"body":"working with, but asking them to"},{"speaker":"Aaron Call","startTime":808.86,"endTime":813.3,"body":"change all that is, is"},{"speaker":"Aaron Call","startTime":813.3,"endTime":817.89,"body":"disruptive. And it's, it's, it's"},{"speaker":"Aaron Call","startTime":813.3,"endTime":817.89,"body":"a lot more work. And so you"},{"speaker":"Aaron Call","startTime":817.89,"endTime":823.17,"body":"can't just come to them and say,"},{"speaker":"Aaron Call","startTime":817.89,"endTime":823.17,"body":"you know, what, do you think of"},{"speaker":"Aaron Call","startTime":823.17,"endTime":826.65,"body":"this? Is this going to work? You"},{"speaker":"Aaron Call","startTime":823.17,"endTime":826.65,"body":"know, do you like this idea?"},{"speaker":"Aaron Call","startTime":827.76,"endTime":834.48,"body":"It's more, it's more whatsoever."},{"speaker":"Aaron Call","startTime":827.76,"endTime":834.48,"body":"It's more discovery in nature"},{"speaker":"Aaron Call","startTime":834.54,"endTime":839.13,"body":"than that. And so rather than"},{"speaker":"Aaron Call","startTime":834.54,"endTime":839.13,"body":"focus groups, we walked through"},{"speaker":"Aaron Call","startTime":839.13,"endTime":842.7,"body":"a process and that process is"},{"speaker":"Aaron Call","startTime":839.13,"endTime":842.7,"body":"number one, starting with the"},{"speaker":"Aaron Call","startTime":842.7,"endTime":846.57,"body":"problem and the needs that are"},{"speaker":"Aaron Call","startTime":842.7,"endTime":846.57,"body":"in the market. And we don't say"},{"speaker":"Aaron Call","startTime":846.57,"endTime":849.03,"body":"go out there and say, Hey,"},{"speaker":"Aaron Call","startTime":846.57,"endTime":849.03,"body":"what's your problem with"},{"speaker":"Aaron Call","startTime":849.09,"endTime":852.12,"body":"surgery? With laparoscopic"},{"speaker":"Aaron Call","startTime":849.09,"endTime":852.12,"body":"surgery as a as a for instance,"},{"speaker":"Aaron Call","startTime":852.12,"endTime":856.86,"body":"you know, we go out there, and"},{"speaker":"Aaron Call","startTime":852.12,"endTime":856.86,"body":"we we probe and we get deep and"},{"speaker":"Aaron Call","startTime":856.86,"endTime":860.79,"body":"we try to get them out of their"},{"speaker":"Aaron Call","startTime":856.86,"endTime":860.79,"body":"element to understand and start"},{"speaker":"Aaron Call","startTime":860.79,"endTime":865.02,"body":"to complain about things that"},{"speaker":"Aaron Call","startTime":860.79,"endTime":865.02,"body":"they wish was different or and"},{"speaker":"Aaron Call","startTime":865.02,"endTime":869.94,"body":"from that it's an art form in"},{"speaker":"Aaron Call","startTime":865.02,"endTime":869.94,"body":"nature as you start to get into"},{"speaker":"Aaron Call","startTime":870.33,"endTime":873.72,"body":"what are the problems? And then"},{"speaker":"Aaron Call","startTime":870.33,"endTime":873.72,"body":"from there, you get into how are"},{"speaker":"Aaron Call","startTime":873.72,"endTime":877.02,"body":"they solving that today, you"},{"speaker":"Aaron Call","startTime":873.72,"endTime":877.02,"body":"know, oh, I'm just gonna use"},{"speaker":"Aaron Call","startTime":877.02,"endTime":882.33,"body":"laparoscopy because probably a"},{"speaker":"Aaron Call","startTime":877.02,"endTime":882.33,"body":"decently easy example. How do"},{"speaker":"Aaron Call","startTime":882.33,"endTime":885.39,"body":"you solve you know fogging of"},{"speaker":"Aaron Call","startTime":882.33,"endTime":885.39,"body":"the lens? Oh, we take it out. We"},{"speaker":"Aaron Call","startTime":885.39,"endTime":888.63,"body":"wipe it right. So you start to"},{"speaker":"Aaron Call","startTime":885.39,"endTime":888.63,"body":"see this process of standard of"},{"speaker":"Aaron Call","startTime":888.63,"endTime":893.55,"body":"care that they're doing today to"},{"speaker":"Aaron Call","startTime":888.63,"endTime":893.55,"body":"solve that problem. And from"},{"speaker":"Aaron Call","startTime":893.55,"endTime":899.55,"body":"there, you can start to derive a"},{"speaker":"Aaron Call","startTime":893.55,"endTime":899.55,"body":"value proposition of a product"},{"speaker":"Aaron Call","startTime":899.58,"endTime":902.25,"body":"that meets I'd be able to"},{"speaker":"Aaron Call","startTime":899.58,"endTime":902.25,"body":"interject itself into this"},{"speaker":"Aaron Call","startTime":902.25,"endTime":906.24,"body":"process and be a solution for"},{"speaker":"Aaron Call","startTime":902.25,"endTime":906.24,"body":"them instead. And so that"},{"speaker":"Aaron Call","startTime":906.24,"endTime":910.41,"body":"discovery element is hugely"},{"speaker":"Aaron Call","startTime":906.24,"endTime":910.41,"body":"important. And you're asked"},{"speaker":"Aaron Call","startTime":910.41,"endTime":913.41,"body":"about tools. So we do that lot"},{"speaker":"Aaron Call","startTime":910.41,"endTime":913.41,"body":"through secondary research, we"},{"speaker":"Aaron Call","startTime":913.41,"endTime":916.8,"body":"do a lot of primary research,"},{"speaker":"Aaron Call","startTime":913.41,"endTime":916.8,"body":"that primary research starts"},{"speaker":"Aaron Call","startTime":916.8,"endTime":919.47,"body":"with qualitative, where we're"},{"speaker":"Aaron Call","startTime":916.8,"endTime":919.47,"body":"actually talking to these"},{"speaker":"Aaron Call","startTime":919.47,"endTime":922.56,"body":"physicians, and getting deep"},{"speaker":"Aaron Call","startTime":919.47,"endTime":922.56,"body":"into how they're utilizing"},{"speaker":"Aaron Call","startTime":922.56,"endTime":924.54,"body":"things, how they're not"},{"speaker":"Aaron Call","startTime":922.56,"endTime":924.54,"body":"utilizing things problems,"},{"speaker":"Aaron Call","startTime":924.54,"endTime":929.34,"body":"they're having decision the way"},{"speaker":"Aaron Call","startTime":924.54,"endTime":929.34,"body":"they make decisions in these"},{"speaker":"Aaron Call","startTime":929.34,"endTime":932.37,"body":"technologies. And then we get"},{"speaker":"Aaron Call","startTime":929.34,"endTime":932.37,"body":"into quantitative really"},{"speaker":"Aaron Call","startTime":932.37,"endTime":936.03,"body":"quickly, actually, and we say,"},{"speaker":"Aaron Call","startTime":932.37,"endTime":936.03,"body":"across the entire United States,"},{"speaker":"Aaron Call","startTime":936.06,"endTime":939.45,"body":"you know, what 100 visits"},{"speaker":"Aaron Call","startTime":936.06,"endTime":939.45,"body":"shouldn't say about these"},{"speaker":"Aaron Call","startTime":939.45,"endTime":942.03,"body":"problems and needs, what are"},{"speaker":"Aaron Call","startTime":939.45,"endTime":942.03,"body":"they going to say about the"},{"speaker":"Aaron Call","startTime":942.03,"endTime":944.94,"body":"value proposition that we're"},{"speaker":"Aaron Call","startTime":942.03,"endTime":944.94,"body":"presenting, and the details"},{"speaker":"Aaron Call","startTime":944.94,"endTime":948.42,"body":"within that buyer proposition?"},{"speaker":"Aaron Call","startTime":944.94,"endTime":948.42,"body":"So those are some of the tools"},{"speaker":"Aaron Call","startTime":948.42,"endTime":952.11,"body":"that we use in the discovery,"},{"speaker":"Aaron Call","startTime":948.42,"endTime":952.11,"body":"marketing, side discovery"},{"speaker":"Aaron Call","startTime":952.11,"endTime":953.64,"body":"innovation side of this"},{"speaker":"Aaron Call","startTime":952.11,"endTime":953.64,"body":"equation?"},{"speaker":"Aaron Moncur","startTime":954.09,"endTime":957.33,"body":"So it sounds like"},{"speaker":"Aaron Moncur","startTime":954.09,"endTime":957.33,"body":"it's a lot of conversations with"},{"speaker":"Aaron Moncur","startTime":957.33,"endTime":960.84,"body":"people as opposed to I don't"},{"speaker":"Aaron Moncur","startTime":957.33,"endTime":960.84,"body":"know, like data mining or"},{"speaker":"Aaron Moncur","startTime":960.84,"endTime":961.32,"body":"something."},{"speaker":"Aaron Call","startTime":961.71,"endTime":964.92,"body":"Yeah, 100%. Um,"},{"speaker":"Aaron Call","startTime":961.71,"endTime":964.92,"body":"there is a huge data mining"},{"speaker":"Aaron Call","startTime":964.92,"endTime":969.12,"body":"element to it, because the"},{"speaker":"Aaron Call","startTime":964.92,"endTime":969.12,"body":"clinical economics is becoming"},{"speaker":"Aaron Call","startTime":969.12,"endTime":972.0,"body":"even more and more important."},{"speaker":"Aaron Call","startTime":969.12,"endTime":972.0,"body":"And not only the clinical"},{"speaker":"Aaron Call","startTime":972.0,"endTime":974.94,"body":"economics, but the healthcare"},{"speaker":"Aaron Call","startTime":972.0,"endTime":974.94,"body":"economics that the dollars and"},{"speaker":"Aaron Call","startTime":974.94,"endTime":977.64,"body":"cents, but you know, there's"},{"speaker":"Aaron Call","startTime":974.94,"endTime":977.64,"body":"more economics than just the"},{"speaker":"Aaron Call","startTime":977.64,"endTime":981.96,"body":"dollar side of that, that starts"},{"speaker":"Aaron Call","startTime":977.64,"endTime":981.96,"body":"to have a lot of analysis that's"},{"speaker":"Aaron Call","startTime":981.96,"endTime":985.98,"body":"associated with it. But yes,"},{"speaker":"Aaron Call","startTime":981.96,"endTime":985.98,"body":"there's definitely that soft"},{"speaker":"Aaron Call","startTime":985.98,"endTime":989.4,"body":"element of what are the"},{"speaker":"Aaron Call","startTime":985.98,"endTime":989.4,"body":"decisions that a physician or a"},{"speaker":"Aaron Call","startTime":989.4,"endTime":993.42,"body":"BAC member, you know, or a"},{"speaker":"Aaron Call","startTime":989.4,"endTime":993.42,"body":"provider payer is going to make"},{"speaker":"Aaron Call","startTime":993.45,"endTime":997.77,"body":"in the scenarios that, that we"},{"speaker":"Aaron Call","startTime":993.45,"endTime":997.77,"body":"need to understand and sit"},{"speaker":"Aaron Call","startTime":997.77,"endTime":998.82,"body":"within? That"},{"speaker":"Aaron Moncur","startTime":998.57,"endTime":1000.85,"body":"That's sounds like"},{"speaker":"Aaron Moncur","startTime":998.57,"endTime":1000.85,"body":"a lot of fun, almost like being"},{"speaker":"Aaron Moncur","startTime":1000.85,"endTime":1002.56,"body":"a detective in a way, right?"},{"speaker":"Aaron Call","startTime":1002.77,"endTime":1005.23,"body":"Yeah. Yeah. I like,"},{"speaker":"Aaron Call","startTime":1002.77,"endTime":1005.23,"body":"I like that description."},{"speaker":"Aaron Moncur","startTime":1006.22,"endTime":1009.46,"body":"Can you think of a"},{"speaker":"Aaron Moncur","startTime":1006.22,"endTime":1009.46,"body":"experience, I'm sure there are"},{"speaker":"Aaron Moncur","startTime":1009.46,"endTime":1012.28,"body":"many of them. But I know I'm"},{"speaker":"Aaron Moncur","startTime":1009.46,"endTime":1012.28,"body":"sure your work is pretty"},{"speaker":"Aaron Moncur","startTime":1012.28,"endTime":1015.01,"body":"confidential. So maybe there's"},{"speaker":"Aaron Moncur","startTime":1012.28,"endTime":1015.01,"body":"some things you can share. And"},{"speaker":"Aaron Moncur","startTime":1015.04,"endTime":1019.54,"body":"some things you can't but if"},{"speaker":"Aaron Moncur","startTime":1015.04,"endTime":1019.54,"body":"there is a scenario that you can"},{"speaker":"Aaron Moncur","startTime":1019.57,"endTime":1023.38,"body":"share a story where you had a"},{"speaker":"Aaron Moncur","startTime":1019.57,"endTime":1023.38,"body":"customer come to you, and they"},{"speaker":"Aaron Moncur","startTime":1023.38,"endTime":1027.01,"body":"were looking for your help with"},{"speaker":"Aaron Moncur","startTime":1023.38,"endTime":1027.01,"body":"product market fit and do"},{"speaker":"Aaron Moncur","startTime":1027.01,"endTime":1031.03,"body":"diligence, and you're able to go"},{"speaker":"Aaron Moncur","startTime":1027.01,"endTime":1031.03,"body":"out and learn some things from"},{"speaker":"Aaron Moncur","startTime":1031.03,"endTime":1034.45,"body":"from your network of physicians"},{"speaker":"Aaron Moncur","startTime":1031.03,"endTime":1034.45,"body":"or healthcare professionals"},{"speaker":"Aaron Moncur","startTime":1034.45,"endTime":1038.47,"body":"wherever they are, and came back"},{"speaker":"Aaron Moncur","startTime":1034.45,"endTime":1038.47,"body":"with with some data that you"},{"speaker":"Aaron Moncur","startTime":1038.47,"endTime":1041.83,"body":"were able to use to make use to"},{"speaker":"Aaron Moncur","startTime":1038.47,"endTime":1041.83,"body":"make concrete decisions. And"},{"speaker":"Aaron Moncur","startTime":1041.83,"endTime":1045.79,"body":"maybe there was a tweak to the"},{"speaker":"Aaron Moncur","startTime":1041.83,"endTime":1045.79,"body":"product or the technology that"},{"speaker":"Aaron Moncur","startTime":1045.79,"endTime":1048.97,"body":"was originally presented, and"},{"speaker":"Aaron Moncur","startTime":1045.79,"endTime":1048.97,"body":"then ultimately led to a"},{"speaker":"Aaron Moncur","startTime":1048.97,"endTime":1051.67,"body":"successful launch. Yeah."},{"speaker":"Aaron Call","startTime":1053.41,"endTime":1056.59,"body":"So I've been doing"},{"speaker":"Aaron Call","startTime":1053.41,"endTime":1056.59,"body":"this for about eight years. And"},{"speaker":"Aaron Call","startTime":1057.28,"endTime":1061.42,"body":"what's interesting is the"},{"speaker":"Aaron Call","startTime":1057.28,"endTime":1061.42,"body":"timelines, a lot of we're still"},{"speaker":"Aaron Call","startTime":1061.6,"endTime":1066.19,"body":"in the process. Oh, interesting."},{"speaker":"Aaron Call","startTime":1061.6,"endTime":1066.19,"body":"Wow, full, full gamut. You know,"},{"speaker":"Aaron Call","startTime":1066.19,"endTime":1072.34,"body":"I've got a couple of examples,"},{"speaker":"Aaron Call","startTime":1066.19,"endTime":1072.34,"body":"but but not a lot. So, but the"},{"speaker":"Aaron Call","startTime":1072.34,"endTime":1074.65,"body":"first one that comes to mind is"},{"speaker":"Aaron Call","startTime":1072.34,"endTime":1074.65,"body":"we had a client come to us,"},{"speaker":"Aaron Call","startTime":1074.65,"endTime":1077.11,"body":"they're a platform technologies,"},{"speaker":"Aaron Call","startTime":1074.65,"endTime":1077.11,"body":"we work a lot with platform"},{"speaker":"Aaron Call","startTime":1077.11,"endTime":1079.96,"body":"technologies, because, you know,"},{"speaker":"Aaron Call","startTime":1077.11,"endTime":1079.96,"body":"there's a lot of decisions that"},{"speaker":"Aaron Call","startTime":1079.96,"endTime":1082.18,"body":"need to go into which market"},{"speaker":"Aaron Call","startTime":1079.96,"endTime":1082.18,"body":"should we go after first? Which"},{"speaker":"Aaron Call","startTime":1082.18,"endTime":1085.54,"body":"segment should we go after"},{"speaker":"Aaron Call","startTime":1082.18,"endTime":1085.54,"body":"first, and, and so we're we're"},{"speaker":"Aaron Call","startTime":1085.54,"endTime":1091.69,"body":"working with the company, in a"},{"speaker":"Aaron Call","startTime":1085.54,"endTime":1091.69,"body":"specific market, and their board"},{"speaker":"Aaron Call","startTime":1091.69,"endTime":1095.05,"body":"challenged, have been set,"},{"speaker":"Aaron Call","startTime":1091.69,"endTime":1095.05,"body":"locate this app, this technology"},{"speaker":"Aaron Call","startTime":1095.05,"endTime":1097.75,"body":"can be applicable to a lot of"},{"speaker":"Aaron Call","startTime":1095.05,"endTime":1097.75,"body":"different markets. In fact, they"},{"speaker":"Aaron Call","startTime":1097.75,"endTime":1102.97,"body":"identified I think, 12 or 13,"},{"speaker":"Aaron Call","startTime":1097.75,"endTime":1102.97,"body":"different markets that it could"},{"speaker":"Aaron Call","startTime":1102.97,"endTime":1108.37,"body":"be applicable in. And as your as"},{"speaker":"Aaron Call","startTime":1102.97,"endTime":1108.37,"body":"a board member, or as a CEO, and"},{"speaker":"Aaron Call","startTime":1108.37,"endTime":1112.36,"body":"as you know, the decision makers"},{"speaker":"Aaron Call","startTime":1108.37,"endTime":1112.36,"body":"of a fairly large company like"},{"speaker":"Aaron Call","startTime":1112.36,"endTime":1115.66,"body":"that, you know, you're not just"},{"speaker":"Aaron Call","startTime":1112.36,"endTime":1115.66,"body":"going to make those decisions on"},{"speaker":"Aaron Call","startTime":1115.66,"endTime":1118.96,"body":"a whim. And so you're looking at"},{"speaker":"Aaron Call","startTime":1115.66,"endTime":1118.96,"body":"a lot of different variables"},{"speaker":"Aaron Call","startTime":1119.32,"endTime":1122.53,"body":"that come into those decisions,"},{"speaker":"Aaron Call","startTime":1119.32,"endTime":1122.53,"body":"you know, market size, being one"},{"speaker":"Aaron Call","startTime":1122.53,"endTime":1126.64,"body":"of them, applicability, clinical"},{"speaker":"Aaron Call","startTime":1122.53,"endTime":1126.64,"body":"feasibility, technical"},{"speaker":"Aaron Call","startTime":1126.64,"endTime":1128.86,"body":"feasibility, I mean, there's,"},{"speaker":"Aaron Call","startTime":1126.64,"endTime":1128.86,"body":"there's so many different"},{"speaker":"Aaron Call","startTime":1128.86,"endTime":1132.07,"body":"factors that come into play here"},{"speaker":"Aaron Call","startTime":1128.86,"endTime":1132.07,"body":"to say, can we build the right"},{"speaker":"Aaron Call","startTime":1132.07,"endTime":1134.62,"body":"product? Is there a need for"},{"speaker":"Aaron Call","startTime":1132.07,"endTime":1134.62,"body":"that product? Or is the product"},{"speaker":"Aaron Call","startTime":1134.62,"endTime":1139.24,"body":"going to be successful there?"},{"speaker":"Aaron Call","startTime":1134.62,"endTime":1139.24,"body":"And can we make a good chunk of"},{"speaker":"Aaron Call","startTime":1139.24,"endTime":1142.87,"body":"money? And and so what's the"},{"speaker":"Aaron Call","startTime":1139.24,"endTime":1142.87,"body":"best investment opportunity? And"},{"speaker":"Aaron Call","startTime":1142.87,"endTime":1145.75,"body":"so the company came to us and"},{"speaker":"Aaron Call","startTime":1142.87,"endTime":1145.75,"body":"said, Hey, can you run market"},{"speaker":"Aaron Call","startTime":1145.75,"endTime":1150.19,"body":"opportunity analyses on all 13"},{"speaker":"Aaron Call","startTime":1145.75,"endTime":1150.19,"body":"of these markets, put them up"},{"speaker":"Aaron Call","startTime":1150.19,"endTime":1154.75,"body":"against each other, and in some"},{"speaker":"Aaron Call","startTime":1150.19,"endTime":1154.75,"body":"sort of, you know, analytical"},{"speaker":"Aaron Call","startTime":1154.75,"endTime":1158.2,"body":"format to show which ones are"},{"speaker":"Aaron Call","startTime":1154.75,"endTime":1158.2,"body":"going to rise to the top and why"},{"speaker":"Aaron Call","startTime":1158.2,"endTime":1163.03,"body":"based on criteria and weighting"},{"speaker":"Aaron Call","startTime":1158.2,"endTime":1163.03,"body":"of those criteria. And there was"},{"speaker":"Aaron Call","startTime":1163.03,"endTime":1167.41,"body":"all custom weighting that we put"},{"speaker":"Aaron Call","startTime":1163.03,"endTime":1167.41,"body":"together for it. And so we did"},{"speaker":"Aaron Call","startTime":1167.41,"endTime":1172.21,"body":"that. And we walked through this"},{"speaker":"Aaron Call","startTime":1167.41,"endTime":1172.21,"body":"customer centric approach, that"},{"speaker":"Aaron Call","startTime":1172.51,"endTime":1175.09,"body":"that showed where all these"},{"speaker":"Aaron Call","startTime":1172.51,"endTime":1175.09,"body":"different markets were going to"},{"speaker":"Aaron Call","startTime":1175.09,"endTime":1179.08,"body":"land with all these different"},{"speaker":"Aaron Call","startTime":1175.09,"endTime":1179.08,"body":"variables. Then they presented"},{"speaker":"Aaron Call","startTime":1179.08,"endTime":1182.41,"body":"that to the board and the board"},{"speaker":"Aaron Call","startTime":1179.08,"endTime":1182.41,"body":"was ecstatic. They basically"},{"speaker":"Aaron Call","startTime":1182.41,"endTime":1186.61,"body":"said, who did this you know?"},{"speaker":"Aaron Call","startTime":1182.41,"endTime":1186.61,"body":"We'll jump dead and they're"},{"speaker":"Aaron Call","startTime":1186.61,"endTime":1190.93,"body":"like, Well, this is amazing"},{"speaker":"Aaron Call","startTime":1186.61,"endTime":1190.93,"body":"work. And I love I love hearing"},{"speaker":"Aaron Call","startTime":1190.93,"endTime":1193.96,"body":"things like that when we when we"},{"speaker":"Aaron Call","startTime":1190.93,"endTime":1193.96,"body":"put some soul and effort into"},{"speaker":"Aaron Call","startTime":1193.96,"endTime":1198.55,"body":"our work. And they said this is"},{"speaker":"Aaron Call","startTime":1193.96,"endTime":1198.55,"body":"spot on. Let's go with number"},{"speaker":"Aaron Call","startTime":1198.55,"endTime":1201.82,"body":"one. Number two. On the list"},{"speaker":"Aaron Call","startTime":1198.55,"endTime":1201.82,"body":"here, and they've made those"},{"speaker":"Aaron Call","startTime":1201.82,"endTime":1206.65,"body":"decisions from that data. And so"},{"speaker":"Aaron Call","startTime":1201.82,"endTime":1206.65,"body":"that's, that's what we aim to"},{"speaker":"Aaron Call","startTime":1206.65,"endTime":1209.8,"body":"have happen is having these"},{"speaker":"Aaron Call","startTime":1206.65,"endTime":1209.8,"body":"strategic decisions become"},{"speaker":"Aaron Call","startTime":1209.8,"endTime":1213.31,"body":"ridiculously clear, because we"},{"speaker":"Aaron Call","startTime":1209.8,"endTime":1213.31,"body":"pulled this data together to"},{"speaker":"Aaron Call","startTime":1213.31,"endTime":1218.47,"body":"show you the facts. And, and so"},{"speaker":"Aaron Call","startTime":1213.31,"endTime":1218.47,"body":"that they were able to make that"},{"speaker":"Aaron Call","startTime":1218.47,"endTime":1224.02,"body":"decision. And and move forward."},{"speaker":"Aaron Call","startTime":1218.47,"endTime":1224.02,"body":"In last I heard that product is"},{"speaker":"Aaron Call","startTime":1224.02,"endTime":1226.87,"body":"doing really well. And that"},{"speaker":"Aaron Call","startTime":1224.02,"endTime":1226.87,"body":"number one market that they"},{"speaker":"Aaron Call","startTime":1226.87,"endTime":1229.78,"body":"hadn't even started to go after"},{"speaker":"Aaron Call","startTime":1226.87,"endTime":1229.78,"body":"yet, well, they're going a"},{"speaker":"Aaron Call","startTime":1229.78,"endTime":1233.65,"body":"different direction previously."},{"speaker":"Aaron Call","startTime":1229.78,"endTime":1233.65,"body":"And a lot of really good"},{"speaker":"Aaron Call","startTime":1233.65,"endTime":1238.96,"body":"results, and a lot of good"},{"speaker":"Aaron Call","startTime":1233.65,"endTime":1238.96,"body":"feedback. And so I like to think"},{"speaker":"Aaron Call","startTime":1238.96,"endTime":1242.89,"body":"that that that, that market"},{"speaker":"Aaron Call","startTime":1238.96,"endTime":1242.89,"body":"analysis work that we did for"},{"speaker":"Aaron Call","startTime":1242.89,"endTime":1245.23,"body":"him helped him make those right"},{"speaker":"Aaron Call","startTime":1242.89,"endTime":1245.23,"body":"decisions. That's"},{"speaker":"Aaron Moncur","startTime":1245.23,"endTime":1247.0,"body":"a great success"},{"speaker":"Aaron Moncur","startTime":1245.23,"endTime":1247.0,"body":"story. Thank you for sharing"},{"speaker":"Aaron Moncur","startTime":1247.0,"endTime":1249.73,"body":"that. That must be kind of a"},{"speaker":"Aaron Moncur","startTime":1247.0,"endTime":1249.73,"body":"rush for you. Right? When things"},{"speaker":"Aaron Moncur","startTime":1249.73,"endTime":1251.35,"body":"like that happen. Everything"},{"speaker":"Aaron Moncur","startTime":1249.73,"endTime":1251.35,"body":"lines up."},{"speaker":"Aaron Call","startTime":1251.53,"endTime":1254.77,"body":"Yeah. Yeah."},{"speaker":"Aaron Call","startTime":1251.53,"endTime":1254.77,"body":"Sometimes it lines up well, and"},{"speaker":"Aaron Call","startTime":1254.77,"endTime":1259.03,"body":"sometimes the lens of NASA, when"},{"speaker":"Aaron Call","startTime":1254.77,"endTime":1259.03,"body":"someone says, Hey, can you run"},{"speaker":"Aaron Call","startTime":1259.03,"endTime":1261.49,"body":"this full market analysis? And I"},{"speaker":"Aaron Call","startTime":1259.03,"endTime":1261.49,"body":"say, Yeah, sure, that comes"},{"speaker":"Aaron Call","startTime":1261.49,"endTime":1265.0,"body":"back. And it's just like,"},{"speaker":"Aaron Call","startTime":1261.49,"endTime":1265.0,"body":"terrible or social chosen, you"},{"speaker":"Aaron Call","startTime":1265.0,"endTime":1268.96,"body":"need to go wildly different"},{"speaker":"Aaron Call","startTime":1265.0,"endTime":1268.96,"body":"direction, right? And you just"},{"speaker":"Aaron Call","startTime":1268.96,"endTime":1271.78,"body":"see them getting deflated. I'm"},{"speaker":"Aaron Call","startTime":1268.96,"endTime":1271.78,"body":"like, Hey, I'm, I'm not telling"},{"speaker":"Aaron Call","startTime":1271.78,"endTime":1274.0,"body":"you to go this device. I'm just"},{"speaker":"Aaron Call","startTime":1271.78,"endTime":1274.0,"body":"telling you what the data is"},{"speaker":"Aaron Call","startTime":1274.0,"endTime":1279.22,"body":"saying. Yeah. And most of the"},{"speaker":"Aaron Call","startTime":1274.0,"endTime":1279.22,"body":"time, they they take our advice,"},{"speaker":"Aaron Call","startTime":1279.22,"endTime":1280.9,"body":"but that does happen a lot."},{"speaker":"Aaron Moncur","startTime":1280.96,"endTime":1283.96,"body":"Sure. Yeah, I'm"},{"speaker":"Aaron Moncur","startTime":1280.96,"endTime":1283.96,"body":"sure it does. What what are some"},{"speaker":"Aaron Moncur","startTime":1283.96,"endTime":1287.95,"body":"of the most common challenges"},{"speaker":"Aaron Moncur","startTime":1283.96,"endTime":1287.95,"body":"that you've seen in startups in"},{"speaker":"Aaron Moncur","startTime":1287.95,"endTime":1289.96,"body":"the medical device world?"},{"speaker":"Aaron Call","startTime":1292.06,"endTime":1294.67,"body":"You know, as a JP"},{"speaker":"Aaron Call","startTime":1292.06,"endTime":1294.67,"body":"Morgan, this week meeting with a"},{"speaker":"Aaron Call","startTime":1294.67,"endTime":1300.34,"body":"lot of startups. And so I saw a"},{"speaker":"Aaron Call","startTime":1294.67,"endTime":1300.34,"body":"lot of decks, a lot of pitches,"},{"speaker":"Aaron Call","startTime":1300.37,"endTime":1305.2,"body":"and we go through hundreds of"},{"speaker":"Aaron Call","startTime":1300.37,"endTime":1305.2,"body":"decks every year. The biggest"},{"speaker":"Aaron Call","startTime":1305.2,"endTime":1311.62,"body":"one, I see it, and then and"},{"speaker":"Aaron Call","startTime":1305.2,"endTime":1311.62,"body":"again, this is my lens, but is"},{"speaker":"Aaron Call","startTime":1311.62,"endTime":1315.13,"body":"the executives, a lot of times"},{"speaker":"Aaron Call","startTime":1311.62,"endTime":1315.13,"body":"have a hard time articulating"},{"speaker":"Aaron Call","startTime":1315.13,"endTime":1319.84,"body":"what the problem is. And"},{"speaker":"Aaron Call","startTime":1315.13,"endTime":1319.84,"body":"defining that problem in such a"},{"speaker":"Aaron Call","startTime":1319.84,"endTime":1327.25,"body":"way that their solution is, you"},{"speaker":"Aaron Call","startTime":1319.84,"endTime":1327.25,"body":"know, the most grand all be all"},{"speaker":"Aaron Call","startTime":1327.25,"endTime":1331.45,"body":"solution for that specific"},{"speaker":"Aaron Call","startTime":1327.25,"endTime":1331.45,"body":"problem. And because, you know,"},{"speaker":"Aaron Call","startTime":1331.45,"endTime":1334.09,"body":"we work with a bunch of"},{"speaker":"Aaron Call","startTime":1331.45,"endTime":1334.09,"body":"investors too, and that's what"},{"speaker":"Aaron Call","startTime":1334.09,"endTime":1336.85,"body":"the investors need to see, they"},{"speaker":"Aaron Call","startTime":1334.09,"endTime":1336.85,"body":"need to see that, number one,"},{"speaker":"Aaron Call","startTime":1336.85,"endTime":1340.51,"body":"this problem exists the big"},{"speaker":"Aaron Call","startTime":1336.85,"endTime":1340.51,"body":"problem, that it's hard problem,"},{"speaker":"Aaron Call","startTime":1340.51,"endTime":1344.32,"body":"right? That you just solved it."},{"speaker":"Aaron Call","startTime":1340.51,"endTime":1344.32,"body":"And so we're off to the races"},{"speaker":"Aaron Call","startTime":1344.35,"endTime":1348.13,"body":"and, and they need to see that"},{"speaker":"Aaron Call","startTime":1344.35,"endTime":1348.13,"body":"this is gonna be wildly"},{"speaker":"Aaron Call","startTime":1348.13,"endTime":1351.79,"body":"successful before they even get"},{"speaker":"Aaron Call","startTime":1348.13,"endTime":1351.79,"body":"to market. And I'm talking pre"},{"speaker":"Aaron Call","startTime":1351.79,"endTime":1355.18,"body":"commercial, you know, it's seed"},{"speaker":"Aaron Call","startTime":1351.79,"endTime":1355.18,"body":"series, A, Series B type of"},{"speaker":"Aaron Call","startTime":1355.18,"endTime":1360.61,"body":"raises. But those are, that's"},{"speaker":"Aaron Call","startTime":1355.18,"endTime":1360.61,"body":"what I see a lot of is, you"},{"speaker":"Aaron Call","startTime":1360.61,"endTime":1362.89,"body":"know, when I'm looking at a"},{"speaker":"Aaron Call","startTime":1360.61,"endTime":1362.89,"body":"directory with a executive for"},{"speaker":"Aaron Call","startTime":1362.89,"endTime":1366.67,"body":"the first time, and I'm gonna go"},{"speaker":"Aaron Call","startTime":1362.89,"endTime":1366.67,"body":"through the deck, my, my eyes"},{"speaker":"Aaron Call","startTime":1366.67,"endTime":1368.86,"body":"immediately go to okay, what's,"},{"speaker":"Aaron Call","startTime":1366.67,"endTime":1368.86,"body":"what's the problem? Can you help"},{"speaker":"Aaron Call","startTime":1368.86,"endTime":1371.98,"body":"me to find this and they'll say"},{"speaker":"Aaron Call","startTime":1368.86,"endTime":1371.98,"body":"it, I'm like, let's dig deeper,"},{"speaker":"Aaron Call","startTime":1371.98,"endTime":1374.68,"body":"you know, like, that's not"},{"speaker":"Aaron Call","startTime":1371.98,"endTime":1374.68,"body":"exactly the problem. That's not"},{"speaker":"Aaron Call","startTime":1374.68,"endTime":1377.23,"body":"why they're going to choose you"},{"speaker":"Aaron Call","startTime":1374.68,"endTime":1377.23,"body":"over what they're using that"},{"speaker":"Aaron Call","startTime":1377.23,"endTime":1380.56,"body":"because you have to give them a"},{"speaker":"Aaron Call","startTime":1377.23,"endTime":1380.56,"body":"huge reason to choose that."},{"speaker":"Aaron Call","startTime":1381.85,"endTime":1384.64,"body":"There's so many examples of"},{"speaker":"Aaron Call","startTime":1381.85,"endTime":1384.64,"body":"devices that have done, you"},{"speaker":"Aaron Call","startTime":1384.64,"endTime":1388.78,"body":"know, incrementally better than"},{"speaker":"Aaron Call","startTime":1384.64,"endTime":1388.78,"body":"what the standard of care is,"},{"speaker":"Aaron Call","startTime":1388.78,"endTime":1392.47,"body":"but just don't make it that"},{"speaker":"Aaron Call","startTime":1388.78,"endTime":1392.47,"body":"flat, they fall flat, because,"},{"speaker":"Aaron Call","startTime":1392.89,"endTime":1395.44,"body":"you know, they weren't hitting"},{"speaker":"Aaron Call","startTime":1392.89,"endTime":1395.44,"body":"the right problem, or they"},{"speaker":"Aaron Call","startTime":1395.44,"endTime":1399.58,"body":"weren't solving, you know,"},{"speaker":"Aaron Call","startTime":1395.44,"endTime":1399.58,"body":"didn't know that nuances of how"},{"speaker":"Aaron Call","startTime":1399.58,"endTime":1402.34,"body":"this physicians were gonna make"},{"speaker":"Aaron Call","startTime":1399.58,"endTime":1402.34,"body":"decisions within the processes"},{"speaker":"Aaron Call","startTime":1402.34,"endTime":1405.55,"body":"that they're working with it. So"},{"speaker":"Aaron Call","startTime":1402.34,"endTime":1405.55,"body":"that's one of the biggest things"},{"speaker":"Aaron Call","startTime":1405.55,"endTime":1406.03,"body":"that I see."},{"speaker":"Aaron Moncur","startTime":1450.56,"endTime":1452.96,"body":"Nice. Okay, I'm"},{"speaker":"Aaron Moncur","startTime":1450.56,"endTime":1452.96,"body":"gonna take a very short break"},{"speaker":"Aaron Moncur","startTime":1452.96,"endTime":1455.93,"body":"and share with the listeners"},{"speaker":"Aaron Moncur","startTime":1452.96,"endTime":1455.93,"body":"that our company pipeline design"},{"speaker":"Aaron Moncur","startTime":1455.93,"endTime":1459.68,"body":"and engineering develops new and"},{"speaker":"Aaron Moncur","startTime":1455.93,"endTime":1459.68,"body":"innovative manufacturing"},{"speaker":"Aaron Moncur","startTime":1459.68,"endTime":1463.76,"body":"processes for complex products"},{"speaker":"Aaron Moncur","startTime":1459.68,"endTime":1463.76,"body":"that implements them into manual"},{"speaker":"Aaron Moncur","startTime":1463.76,"endTime":1467.51,"body":"fixtures or fully automated"},{"speaker":"Aaron Moncur","startTime":1463.76,"endTime":1467.51,"body":"machines to dramatically reduce"},{"speaker":"Aaron Moncur","startTime":1467.51,"endTime":1471.56,"body":"production costs and improve"},{"speaker":"Aaron Moncur","startTime":1467.51,"endTime":1471.56,"body":"production yields for OEMs."},{"speaker":"Aaron Moncur","startTime":1471.5900000000001,"endTime":1475.4,"body":"Today, we're speaking with Aaron"},{"speaker":"Aaron Moncur","startTime":1471.5900000000001,"endTime":1475.4,"body":"Cole. So Aaron, you started off"},{"speaker":"Aaron Moncur","startTime":1475.43,"endTime":1478.79,"body":"as an engineer, I guess you're"},{"speaker":"Aaron Moncur","startTime":1475.43,"endTime":1478.79,"body":"always in engineers, who's still"},{"speaker":"Aaron Moncur","startTime":1478.8200000000002,"endTime":1484.3400000000001,"body":"an engineer, and kind of"},{"speaker":"Aaron Moncur","startTime":1478.8200000000002,"endTime":1484.3400000000001,"body":"transitioned into the role that"},{"speaker":"Aaron Moncur","startTime":1484.3400000000001,"endTime":1488.18,"body":"you're in today, owner of jaunt?"},{"speaker":"Aaron Moncur","startTime":1484.3400000000001,"endTime":1488.18,"body":"Can you talk a little bit about"},{"speaker":"Aaron Moncur","startTime":1488.21,"endTime":1492.05,"body":"that journey? How you went from"},{"speaker":"Aaron Moncur","startTime":1488.21,"endTime":1492.05,"body":"engineer to entrepreneur? And"},{"speaker":"Aaron Moncur","startTime":1492.05,"endTime":1495.2,"body":"how did the your engineering"},{"speaker":"Aaron Moncur","startTime":1492.05,"endTime":1495.2,"body":"background influenced the way"},{"speaker":"Aaron Moncur","startTime":1495.2,"endTime":1496.73,"body":"that that you run your business?"},{"speaker":"Aaron Call","startTime":1497.39,"endTime":1500.8700000000001,"body":"Yeah, I appreciate"},{"speaker":"Aaron Call","startTime":1497.39,"endTime":1500.8700000000001,"body":"you asking that. So yeah, it"},{"speaker":"Aaron Call","startTime":1500.93,"endTime":1503.99,"body":"started off in the trenches of"},{"speaker":"Aaron Call","startTime":1500.93,"endTime":1503.99,"body":"engineering and just designing"},{"speaker":"Aaron Call","startTime":1503.99,"endTime":1507.77,"body":"and technologies, building"},{"speaker":"Aaron Call","startTime":1503.99,"endTime":1507.77,"body":"technologies, largely in the"},{"speaker":"Aaron Call","startTime":1507.77,"endTime":1513.1100000000001,"body":"cardiovascular space, but but as"},{"speaker":"Aaron Call","startTime":1507.77,"endTime":1513.1100000000001,"body":"I started to ask those questions"},{"speaker":"Aaron Call","startTime":1513.1100000000001,"endTime":1516.3500000000001,"body":"of building the right thing, I"},{"speaker":"Aaron Call","startTime":1513.1100000000001,"endTime":1516.3500000000001,"body":"started writing the product"},{"speaker":"Aaron Call","startTime":1516.3500000000001,"endTime":1518.9,"body":"requirements, not only for"},{"speaker":"Aaron Call","startTime":1516.3500000000001,"endTime":1518.9,"body":"myself, but for other engineers,"},{"speaker":"Aaron Call","startTime":1518.9,"endTime":1521.78,"body":"and this is what we need to"},{"speaker":"Aaron Call","startTime":1518.9,"endTime":1521.78,"body":"build. Right. And that was from"},{"speaker":"Aaron Call","startTime":1521.78,"endTime":1527.3,"body":"looking at the market. But that"},{"speaker":"Aaron Call","startTime":1521.78,"endTime":1527.3,"body":"that core engineering element,"},{"speaker":"Aaron Call","startTime":1527.66,"endTime":1531.2,"body":"largely has stuck with me and"},{"speaker":"Aaron Call","startTime":1527.66,"endTime":1531.2,"body":"stayed within me from the"},{"speaker":"Aaron Call","startTime":1531.2,"endTime":1539.03,"body":"perspective of, you know, when I"},{"speaker":"Aaron Call","startTime":1531.2,"endTime":1539.03,"body":"look at a market need, I look at"},{"speaker":"Aaron Call","startTime":1539.03,"endTime":1543.02,"body":"the data that's associated with"},{"speaker":"Aaron Call","startTime":1539.03,"endTime":1543.02,"body":"that and let that dictate what"},{"speaker":"Aaron Call","startTime":1543.02,"endTime":1548.03,"body":"we do right And the data that's"},{"speaker":"Aaron Call","startTime":1543.02,"endTime":1548.03,"body":"associated with that. But then,"},{"speaker":"Aaron Call","startTime":1548.27,"endTime":1554.42,"body":"but then also, there are some"},{"speaker":"Aaron Call","startTime":1548.27,"endTime":1554.42,"body":"gut feels some qualitative, some"},{"speaker":"Aaron Call","startTime":1554.42,"endTime":1557.54,"body":"soft elements, too, you know,"},{"speaker":"Aaron Call","startTime":1554.42,"endTime":1557.54,"body":"which direction should we go?"},{"speaker":"Aaron Call","startTime":1557.54,"endTime":1560.5700000000002,"body":"What should we build that that"},{"speaker":"Aaron Call","startTime":1557.54,"endTime":1560.5700000000002,"body":"comes into play there, but I"},{"speaker":"Aaron Call","startTime":1560.5700000000002,"endTime":1564.44,"body":"take the engineering approach"},{"speaker":"Aaron Call","startTime":1560.5700000000002,"endTime":1564.44,"body":"the analytical mindset, to"},{"speaker":"Aaron Call","startTime":1564.44,"endTime":1568.55,"body":"decipher what exactly we should"},{"speaker":"Aaron Call","startTime":1564.44,"endTime":1568.55,"body":"be doing. And that, and that"},{"speaker":"Aaron Call","startTime":1568.55,"endTime":1571.1000000000001,"body":"helps tremendously. And what we"},{"speaker":"Aaron Call","startTime":1568.55,"endTime":1571.1000000000001,"body":"should build, it helps"},{"speaker":"Aaron Call","startTime":1571.1000000000001,"endTime":1574.19,"body":"tremendously in defining the"},{"speaker":"Aaron Call","startTime":1571.1000000000001,"endTime":1574.19,"body":"market that problem the needs"},{"speaker":"Aaron Call","startTime":1574.22,"endTime":1580.19,"body":"we've been talking about. And,"},{"speaker":"Aaron Call","startTime":1574.22,"endTime":1580.19,"body":"but it also helps with a huge"},{"speaker":"Aaron Call","startTime":1580.19,"endTime":1582.38,"body":"element, which is health"},{"speaker":"Aaron Call","startTime":1580.19,"endTime":1582.38,"body":"economics and the value"},{"speaker":"Aaron Call","startTime":1582.38,"endTime":1587.72,"body":"analysis, because that is"},{"speaker":"Aaron Call","startTime":1582.38,"endTime":1587.72,"body":"dollars, that is hard analysis"},{"speaker":"Aaron Call","startTime":1587.72,"endTime":1590.24,"body":"and calculations, that has to"},{"speaker":"Aaron Call","startTime":1587.72,"endTime":1590.24,"body":"happen because the hospital is"},{"speaker":"Aaron Call","startTime":1590.24,"endTime":1592.8200000000002,"body":"going to hold you to it once you"},{"speaker":"Aaron Call","startTime":1590.24,"endTime":1592.8200000000002,"body":"come to market. And they say,"},{"speaker":"Aaron Call","startTime":1592.8200000000002,"endTime":1597.44,"body":"Hey, what's your value analysis?"},{"speaker":"Aaron Call","startTime":1592.8200000000002,"endTime":1597.44,"body":"estimates on this new"},{"speaker":"Aaron Call","startTime":1597.44,"endTime":1602.39,"body":"technology, and, and, and so all"},{"speaker":"Aaron Call","startTime":1597.44,"endTime":1602.39,"body":"that engineering mindset"},{"speaker":"Aaron Call","startTime":1602.39,"endTime":1608.51,"body":"analysis mindset I utilize to"},{"speaker":"Aaron Call","startTime":1602.39,"endTime":1608.51,"body":"help, you know, use data to"},{"speaker":"Aaron Call","startTime":1608.51,"endTime":1612.53,"body":"position products for more"},{"speaker":"Aaron Call","startTime":1608.51,"endTime":1612.53,"body":"successful commercialization."},{"speaker":"Aaron Moncur","startTime":1612.71,"endTime":1616.25,"body":"Yeah, I think that"},{"speaker":"Aaron Moncur","startTime":1612.71,"endTime":1616.25,"body":"engineers make some of the best"},{"speaker":"Aaron Moncur","startTime":1616.28,"endTime":1620.0,"body":"business owners because we have"},{"speaker":"Aaron Moncur","startTime":1616.28,"endTime":1620.0,"body":"that analytical mindset. Right."},{"speaker":"Aaron Moncur","startTime":1620.21,"endTime":1622.46,"body":"One of the most important things"},{"speaker":"Aaron Moncur","startTime":1620.21,"endTime":1622.46,"body":"I think we get from our"},{"speaker":"Aaron Moncur","startTime":1622.46,"endTime":1627.3200000000002,"body":"education in engineering is how"},{"speaker":"Aaron Moncur","startTime":1622.46,"endTime":1627.3200000000002,"body":"to learn and how to analyze"},{"speaker":"Aaron Moncur","startTime":1627.3500000000001,"endTime":1631.3700000000001,"body":"systems. And that, for me,"},{"speaker":"Aaron Moncur","startTime":1627.3500000000001,"endTime":1631.3700000000001,"body":"anyway, has been super helpful"},{"speaker":"Aaron Moncur","startTime":1631.3700000000001,"endTime":1636.5,"body":"as, as a business owner. You"},{"speaker":"Aaron Moncur","startTime":1631.3700000000001,"endTime":1636.5,"body":"mentioned economics. And before"},{"speaker":"Aaron Moncur","startTime":1636.5,"endTime":1639.05,"body":"we started recording, we talked"},{"speaker":"Aaron Moncur","startTime":1636.5,"endTime":1639.05,"body":"a little bit about this, I'd"},{"speaker":"Aaron Moncur","startTime":1639.05,"endTime":1643.52,"body":"love to hear your take on the"},{"speaker":"Aaron Moncur","startTime":1639.05,"endTime":1643.52,"body":"current state of the economy,"},{"speaker":"Aaron Moncur","startTime":1643.52,"endTime":1647.15,"body":"especially as it relates to"},{"speaker":"Aaron Moncur","startTime":1643.52,"endTime":1647.15,"body":"medtech. Engineering. Where"},{"speaker":"Aaron Moncur","startTime":1647.18,"endTime":1649.64,"body":"Where have we been the past"},{"speaker":"Aaron Moncur","startTime":1647.18,"endTime":1649.64,"body":"year? And where do you think"},{"speaker":"Aaron Moncur","startTime":1649.64,"endTime":1650.8700000000001,"body":"we're going in the next year?"},{"speaker":"Aaron Call","startTime":1651.72,"endTime":1657.27,"body":"Yeah, so in terms of"},{"speaker":"Aaron Call","startTime":1651.72,"endTime":1657.27,"body":"fundraising, maybe that's more"},{"speaker":"Aaron Call","startTime":1657.27,"endTime":1660.81,"body":"specifically what I can speak"},{"speaker":"Aaron Call","startTime":1657.27,"endTime":1660.81,"body":"about. But in 2023, fundraising"},{"speaker":"Aaron Call","startTime":1660.81,"endTime":1666.8700000000001,"body":"was down drastically. venture"},{"speaker":"Aaron Call","startTime":1660.81,"endTime":1666.8700000000001,"body":"firms just aren't out weren't"},{"speaker":"Aaron Call","startTime":1666.8700000000001,"endTime":1670.41,"body":"out as much as we were used to"},{"speaker":"Aaron Call","startTime":1666.8700000000001,"endTime":1670.41,"body":"them being in the past, and"},{"speaker":"Aaron Call","startTime":1670.41,"endTime":1673.5,"body":"particularly during the years,"},{"speaker":"Aaron Call","startTime":1670.41,"endTime":1673.5,"body":"that post COVID, where digital"},{"speaker":"Aaron Call","startTime":1673.5,"endTime":1678.15,"body":"health just took a huge growth"},{"speaker":"Aaron Call","startTime":1673.5,"endTime":1678.15,"body":"curve in investments. It was"},{"speaker":"Aaron Call","startTime":1678.15,"endTime":1683.97,"body":"down about 50%, from the year"},{"speaker":"Aaron Call","startTime":1678.15,"endTime":1683.97,"body":"before 2023 funds largely are"},{"speaker":"Aaron Call","startTime":1683.97,"endTime":1688.53,"body":"not doing multiple deals that"},{"speaker":"Aaron Call","startTime":1683.97,"endTime":1688.53,"body":"Doom single deals. Forget the"},{"speaker":"Aaron Call","startTime":1688.53,"endTime":1692.46,"body":"last number of analysis we ran,"},{"speaker":"Aaron Call","startTime":1688.53,"endTime":1692.46,"body":"but it was, it was only a"},{"speaker":"Aaron Call","startTime":1692.46,"endTime":1695.55,"body":"handful of funds out there,"},{"speaker":"Aaron Call","startTime":1692.46,"endTime":1695.55,"body":"we're doing more than one deal"},{"speaker":"Aaron Call","startTime":1695.55,"endTime":1701.31,"body":"and 2023. And so everyone was"},{"speaker":"Aaron Call","startTime":1695.55,"endTime":1701.31,"body":"really in this, like, conserve"},{"speaker":"Aaron Call","startTime":1701.31,"endTime":1705.78,"body":"mode, let's let's, you know, be"},{"speaker":"Aaron Call","startTime":1701.31,"endTime":1705.78,"body":"really careful with every dollar"},{"speaker":"Aaron Call","startTime":1705.78,"endTime":1709.47,"body":"that we have, let's run as many"},{"speaker":"Aaron Call","startTime":1705.78,"endTime":1709.47,"body":"bridge loans as we can to least"},{"speaker":"Aaron Call","startTime":1709.47,"endTime":1713.94,"body":"just stay alive get through"},{"speaker":"Aaron Call","startTime":1709.47,"endTime":1713.94,"body":"this, right. And so it was"},{"speaker":"Aaron Call","startTime":1713.94,"endTime":1717.72,"body":"really interesting to watch and"},{"speaker":"Aaron Call","startTime":1713.94,"endTime":1717.72,"body":"see, you know, in the past, you"},{"speaker":"Aaron Call","startTime":1717.72,"endTime":1721.2,"body":"can say good companies get"},{"speaker":"Aaron Call","startTime":1717.72,"endTime":1721.2,"body":"funded, but in 2023, and"},{"speaker":"Aaron Call","startTime":1721.2,"endTime":1724.1100000000001,"body":"currently, it's like only"},{"speaker":"Aaron Call","startTime":1721.2,"endTime":1724.1100000000001,"body":"exceptional companies are"},{"speaker":"Aaron Call","startTime":1724.1100000000001,"endTime":1727.2,"body":"getting funded. And even then"},{"speaker":"Aaron Call","startTime":1724.1100000000001,"endTime":1727.2,"body":"there's this weird element of"},{"speaker":"Aaron Call","startTime":1727.2,"endTime":1731.28,"body":"bookends of companies where some"},{"speaker":"Aaron Call","startTime":1727.2,"endTime":1731.28,"body":"companies, you know, some funds"},{"speaker":"Aaron Call","startTime":1731.28,"endTime":1734.31,"body":"are designed to go more seed"},{"speaker":"Aaron Call","startTime":1731.28,"endTime":1734.31,"body":"stage more early, so that they"},{"speaker":"Aaron Call","startTime":1734.31,"endTime":1737.04,"body":"can get in early and stay with"},{"speaker":"Aaron Call","startTime":1734.31,"endTime":1737.04,"body":"that company. And given the"},{"speaker":"Aaron Call","startTime":1737.04,"endTime":1739.98,"body":"staying power they need and"},{"speaker":"Aaron Call","startTime":1737.04,"endTime":1739.98,"body":"follow on rounds that they need,"},{"speaker":"Aaron Call","startTime":1739.98,"endTime":1742.92,"body":"move it on. Others are just"},{"speaker":"Aaron Call","startTime":1739.98,"endTime":1742.92,"body":"sticking with, you know,"},{"speaker":"Aaron Call","startTime":1742.95,"endTime":1747.39,"body":"investments that they've already"},{"speaker":"Aaron Call","startTime":1742.95,"endTime":1747.39,"body":"made. And, and so I was at"},{"speaker":"Aaron Call","startTime":1747.39,"endTime":1750.78,"body":"JPMorgan this past week. And And"},{"speaker":"Aaron Call","startTime":1747.39,"endTime":1750.78,"body":"largely, the sentiment is"},{"speaker":"Aaron Call","startTime":1750.81,"endTime":1755.22,"body":"everyone's really, really"},{"speaker":"Aaron Call","startTime":1750.81,"endTime":1755.22,"body":"hopeful for 2024. I was talking"},{"speaker":"Aaron Call","startTime":1755.22,"endTime":1757.71,"body":"to an attorney that said they"},{"speaker":"Aaron Call","startTime":1755.22,"endTime":1757.71,"body":"just filed the first IPO for"},{"speaker":"Aaron Call","startTime":1757.71,"endTime":1760.8,"body":"2024. That was all super"},{"speaker":"Aaron Call","startTime":1757.71,"endTime":1760.8,"body":"exciting for everybody because"},{"speaker":"Aaron Call","startTime":1760.8,"endTime":1764.8500000000001,"body":"the IPO markets have been dead."},{"speaker":"Aaron Call","startTime":1760.8,"endTime":1764.8500000000001,"body":"And so the IPO IPO markets"},{"speaker":"Aaron Call","startTime":1764.8500000000001,"endTime":1768.42,"body":"coming back the debt markets"},{"speaker":"Aaron Call","startTime":1764.8500000000001,"endTime":1768.42,"body":"coming back, seem to be what's"},{"speaker":"Aaron Call","startTime":1768.42,"endTime":1773.04,"body":"going to fuel this backlog, this"},{"speaker":"Aaron Call","startTime":1768.42,"endTime":1773.04,"body":"logjam of venture investing"},{"speaker":"Aaron Call","startTime":1773.04,"endTime":1775.5,"body":"because the money's there, it's"},{"speaker":"Aaron Call","startTime":1773.04,"endTime":1775.5,"body":"just, you know, the LPS aren't"},{"speaker":"Aaron Call","startTime":1775.5,"endTime":1779.3400000000001,"body":"pushing on him as much the VCs"},{"speaker":"Aaron Call","startTime":1775.5,"endTime":1779.3400000000001,"body":"are just being slow to react."},{"speaker":"Aaron Call","startTime":1780.51,"endTime":1785.04,"body":"And so the long story to say"},{"speaker":"Aaron Call","startTime":1780.51,"endTime":1785.04,"body":"that I think the sentiment is"},{"speaker":"Aaron Call","startTime":1785.04,"endTime":1790.23,"body":"that 2024 is going to be a lot"},{"speaker":"Aaron Call","startTime":1785.04,"endTime":1790.23,"body":"better than 2023. However, it's"},{"speaker":"Aaron Call","startTime":1790.23,"endTime":1793.68,"body":"still really early, what are we"},{"speaker":"Aaron Call","startTime":1790.23,"endTime":1793.68,"body":"two weeks in now? So I think"},{"speaker":"Aaron Call","startTime":1793.68,"endTime":1796.68,"body":"it's a lot of people being"},{"speaker":"Aaron Call","startTime":1793.68,"endTime":1796.68,"body":"hopeful at and hoping that these"},{"speaker":"Aaron Call","startTime":1796.68,"endTime":1803.55,"body":"things are coming with very,"},{"speaker":"Aaron Call","startTime":1796.68,"endTime":1803.55,"body":"very small trickles of evidence"},{"speaker":"Aaron Call","startTime":1803.55,"endTime":1807.15,"body":"that it's actually going to be"},{"speaker":"Aaron Call","startTime":1803.55,"endTime":1807.15,"body":"that way. But I am definitely in"},{"speaker":"Aaron Call","startTime":1807.15,"endTime":1810.0,"body":"the bullish camp. From that"},{"speaker":"Aaron Call","startTime":1807.15,"endTime":1810.0,"body":"perspective."},{"speaker":"Aaron Moncur","startTime":1810.63,"endTime":1812.7,"body":"Well, let's let's"},{"speaker":"Aaron Moncur","startTime":1810.63,"endTime":1812.7,"body":"cross our fingers that that hope"},{"speaker":"Aaron Moncur","startTime":1812.7,"endTime":1818.31,"body":"leads to actual improvement."},{"speaker":"Aaron Moncur","startTime":1812.7,"endTime":1818.31,"body":"Yeah. What advice would you give"},{"speaker":"Aaron Moncur","startTime":1818.31,"endTime":1822.3300000000002,"body":"to engineers or entrepreneurs"},{"speaker":"Aaron Moncur","startTime":1818.31,"endTime":1822.3300000000002,"body":"that are looking to enter the"},{"speaker":"Aaron Moncur","startTime":1822.3300000000002,"endTime":1824.04,"body":"medical device industry?"},{"speaker":"Aaron Call","startTime":1824.759,"endTime":1831.1490000000001,"body":"Yeah. I would, I"},{"speaker":"Aaron Call","startTime":1824.759,"endTime":1831.1490000000001,"body":"would say for engineers,"},{"speaker":"Aaron Call","startTime":1831.449,"endTime":1835.529,"body":"marketing, sales, I mean,"},{"speaker":"Aaron Call","startTime":1831.449,"endTime":1835.529,"body":"everybody needs to truly"},{"speaker":"Aaron Call","startTime":1835.529,"endTime":1841.199,"body":"understand the customer, the end"},{"speaker":"Aaron Call","startTime":1835.529,"endTime":1841.199,"body":"user, right? And we have a lot"},{"speaker":"Aaron Call","startTime":1841.199,"endTime":1845.249,"body":"of customers in medicine. We"},{"speaker":"Aaron Call","startTime":1841.199,"endTime":1845.249,"body":"have a We call them the five P's"},{"speaker":"Aaron Call","startTime":1845.249,"endTime":1848.069,"body":"and startups. But let's talk"},{"speaker":"Aaron Call","startTime":1845.249,"endTime":1848.069,"body":"about four of them, the payers,"},{"speaker":"Aaron Call","startTime":1889.9389999999999,"endTime":1896.4189999999999,"body":"the providers, the patients, and"},{"speaker":"Aaron Call","startTime":1889.9389999999999,"endTime":1896.4189999999999,"body":"then the physicians. And so you"},{"speaker":"Aaron Call","startTime":1896.4189999999999,"endTime":1900.139,"body":"have to truly understand all"},{"speaker":"Aaron Call","startTime":1896.4189999999999,"endTime":1900.139,"body":"those customers, those end"},{"speaker":"Aaron Call","startTime":1900.139,"endTime":1904.729,"body":"users, that, that you're"},{"speaker":"Aaron Call","startTime":1900.139,"endTime":1904.729,"body":"designing these devices for."},{"speaker":"Aaron Call","startTime":1904.819,"endTime":1910.009,"body":"And, you know, everybody within"},{"speaker":"Aaron Call","startTime":1904.819,"endTime":1910.009,"body":"the med device field can benefit"},{"speaker":"Aaron Call","startTime":1910.009,"endTime":1914.089,"body":"from understanding how all that"},{"speaker":"Aaron Call","startTime":1910.009,"endTime":1914.089,"body":"works. And so engineers are"},{"speaker":"Aaron Call","startTime":1914.089,"endTime":1917.029,"body":"going to engineer things better,"},{"speaker":"Aaron Call","startTime":1914.089,"endTime":1917.029,"body":"the marketers are going to be"},{"speaker":"Aaron Call","startTime":1917.029,"endTime":1919.339,"body":"able to communicate those better"},{"speaker":"Aaron Call","startTime":1917.029,"endTime":1919.339,"body":"the salespeople are going to"},{"speaker":"Aaron Call","startTime":1919.339,"endTime":1921.889,"body":"talk about those better clinical"},{"speaker":"Aaron Call","startTime":1919.339,"endTime":1921.889,"body":"people are going to be able to"},{"speaker":"Aaron Call","startTime":1921.889,"endTime":1925.6689999999999,"body":"design clinical studies and data"},{"speaker":"Aaron Call","startTime":1921.889,"endTime":1925.6689999999999,"body":"for that better. And so truly"},{"speaker":"Aaron Call","startTime":1925.6689999999999,"endTime":1929.839,"body":"understanding that end user and"},{"speaker":"Aaron Call","startTime":1925.6689999999999,"endTime":1929.839,"body":"the needs of all those, all"},{"speaker":"Aaron Call","startTime":1929.839,"endTime":1932.359,"body":"those customers, I think, is a"},{"speaker":"Aaron Call","startTime":1929.839,"endTime":1932.359,"body":"hugely important element."},{"speaker":"Aaron Moncur","startTime":1934.07,"endTime":1936.23,"body":"What do you think"},{"speaker":"Aaron Moncur","startTime":1934.07,"endTime":1936.23,"body":"the future of med tech holds? I"},{"speaker":"Aaron Moncur","startTime":1936.23,"endTime":1940.34,"body":"mean, three, five years from now"},{"speaker":"Aaron Moncur","startTime":1936.23,"endTime":1940.34,"body":"what what do you see the future"},{"speaker":"Aaron Moncur","startTime":1940.34,"endTime":1942.53,"body":"of medical device technology"},{"speaker":"Aaron Moncur","startTime":1940.34,"endTime":1942.53,"body":"heading?"},{"speaker":"Aaron Call","startTime":1943.25,"endTime":1948.86,"body":"Well, you know, AI"},{"speaker":"Aaron Call","startTime":1943.25,"endTime":1948.86,"body":"is a buzzword. And, and"},{"speaker":"Aaron Call","startTime":1948.86,"endTime":1953.87,"body":"rightfully so, there's so many"},{"speaker":"Aaron Call","startTime":1948.86,"endTime":1953.87,"body":"interesting things happening"},{"speaker":"Aaron Call","startTime":1953.9299999999998,"endTime":1959.1499999999999,"body":"with AI right now that it's,"},{"speaker":"Aaron Call","startTime":1953.9299999999998,"endTime":1959.1499999999999,"body":"it's almost really hard to keep"},{"speaker":"Aaron Call","startTime":1959.1499999999999,"endTime":1963.1399999999999,"body":"up with. It was all the talk in"},{"speaker":"Aaron Call","startTime":1959.1499999999999,"endTime":1963.1399999999999,"body":"the last like three conferences"},{"speaker":"Aaron Call","startTime":1963.1399999999999,"endTime":1968.33,"body":"I've been at. We've read web"},{"speaker":"Aaron Call","startTime":1963.1399999999999,"endTime":1968.33,"body":"webinars on them, we've worked"},{"speaker":"Aaron Call","startTime":1968.33,"endTime":1973.85,"body":"with other people, running"},{"speaker":"Aaron Call","startTime":1968.33,"endTime":1973.85,"body":"webinars on them, educating"},{"speaker":"Aaron Call","startTime":1973.85,"endTime":1977.57,"body":"ourselves as much as we can on"},{"speaker":"Aaron Call","startTime":1973.85,"endTime":1977.57,"body":"generative AI and analytical AI"},{"speaker":"Aaron Call","startTime":1977.57,"endTime":1982.94,"body":"and everything in between. So,"},{"speaker":"Aaron Call","startTime":1977.57,"endTime":1982.94,"body":"you know, not to be cliche, but"},{"speaker":"Aaron Call","startTime":1982.94,"endTime":1988.01,"body":"that is an element that is going"},{"speaker":"Aaron Call","startTime":1982.94,"endTime":1988.01,"body":"to continue, we're going to"},{"speaker":"Aaron Call","startTime":1988.01,"endTime":1994.22,"body":"continue to see that effect"},{"speaker":"Aaron Call","startTime":1988.01,"endTime":1994.22,"body":"technologies moving forward. And"},{"speaker":"Aaron Call","startTime":1994.22,"endTime":1997.55,"body":"I don't think it's going to"},{"speaker":"Aaron Call","startTime":1994.22,"endTime":1997.55,"body":"affect, you know, the core med"},{"speaker":"Aaron Call","startTime":1997.55,"endTime":2001.51,"body":"device side of the equation as"},{"speaker":"Aaron Call","startTime":1997.55,"endTime":2001.51,"body":"quickly as it will affect some"},{"speaker":"Aaron Call","startTime":2001.51,"endTime":2004.45,"body":"of the inefficiencies in"},{"speaker":"Aaron Call","startTime":2001.51,"endTime":2004.45,"body":"healthcare administration, for"},{"speaker":"Aaron Call","startTime":2004.45,"endTime":2007.81,"body":"instance, and some of the"},{"speaker":"Aaron Call","startTime":2004.45,"endTime":2007.81,"body":"decisions and the way things are"},{"speaker":"Aaron Call","startTime":2007.81,"endTime":2011.53,"body":"ran. And the empowerment that"},{"speaker":"Aaron Call","startTime":2007.81,"endTime":2011.53,"body":"comes to patients, for instance,"},{"speaker":"Aaron Call","startTime":2011.53,"endTime":2013.81,"body":"I think we're going to see"},{"speaker":"Aaron Call","startTime":2011.53,"endTime":2013.81,"body":"insurance start to change a"},{"speaker":"Aaron Call","startTime":2013.81,"endTime":2019.45,"body":"little bit. So it's going to"},{"speaker":"Aaron Call","startTime":2013.81,"endTime":2019.45,"body":"start to change how this huge"},{"speaker":"Aaron Call","startTime":2019.45,"endTime":2025.0,"body":"ship kind of runs and operates."},{"speaker":"Aaron Call","startTime":2019.45,"endTime":2025.0,"body":"And, and then on the on the"},{"speaker":"Aaron Call","startTime":2025.0,"endTime":2029.95,"body":"technology, side, medicine,"},{"speaker":"Aaron Call","startTime":2025.0,"endTime":2029.95,"body":"pharma, biotech, all of them are"},{"speaker":"Aaron Call","startTime":2029.95,"endTime":2035.6499999999999,"body":"going to start to use AI in a"},{"speaker":"Aaron Call","startTime":2029.95,"endTime":2035.6499999999999,"body":"new and unique way that that"},{"speaker":"Aaron Call","startTime":2035.6499999999999,"endTime":2039.46,"body":"just makes everything speed up,"},{"speaker":"Aaron Call","startTime":2035.6499999999999,"endTime":2039.46,"body":"I believe. So that's the first"},{"speaker":"Aaron Call","startTime":2039.46,"endTime":2041.74,"body":"thing comes to mind. And it"},{"speaker":"Aaron Call","startTime":2039.46,"endTime":2041.74,"body":"sounds a little bit cliche,"},{"speaker":"Aaron Call","startTime":2041.9199999999998,"endTime":2044.44,"body":"because everyone's talking about"},{"speaker":"Aaron Call","startTime":2041.9199999999998,"endTime":2044.44,"body":"it. But it's absolutely true."},{"speaker":"Aaron Call","startTime":2044.47,"endTime":2046.6,"body":"There's amazing things that's"},{"speaker":"Aaron Call","startTime":2044.47,"endTime":2046.6,"body":"happening with it right"},{"speaker":"Aaron Moncur","startTime":2046.6,"endTime":2049.87,"body":"now. I'm super"},{"speaker":"Aaron Moncur","startTime":2046.6,"endTime":2049.87,"body":"excited for this. I mean, AI has"},{"speaker":"Aaron Moncur","startTime":2049.87,"endTime":2054.79,"body":"already transformed the way that"},{"speaker":"Aaron Moncur","startTime":2049.87,"endTime":2054.79,"body":"I work. And I just, who knows"},{"speaker":"Aaron Moncur","startTime":2054.79,"endTime":2058.06,"body":"what it's like you said, it's"},{"speaker":"Aaron Moncur","startTime":2054.79,"endTime":2058.06,"body":"almost, it's really hard to even"},{"speaker":"Aaron Moncur","startTime":2058.06,"endTime":2060.82,"body":"keep up with the changes that"},{"speaker":"Aaron Moncur","startTime":2058.06,"endTime":2060.82,"body":"are happening today, let alone,"},{"speaker":"Aaron Moncur","startTime":2061.03,"endTime":2063.52,"body":"you know, what is it going to"},{"speaker":"Aaron Moncur","startTime":2061.03,"endTime":2063.52,"body":"lead to three, five years from"},{"speaker":"Aaron Moncur","startTime":2063.52,"endTime":2063.82,"body":"now?"},{"speaker":"Aaron Call","startTime":2064.12,"endTime":2067.09,"body":"You know, just to"},{"speaker":"Aaron Call","startTime":2064.12,"endTime":2067.09,"body":"that point, you a year ago, I"},{"speaker":"Aaron Call","startTime":2067.09,"endTime":2070.9900000000002,"body":"didn't use chalk GGP at all,"},{"speaker":"Aaron Call","startTime":2067.09,"endTime":2070.9900000000002,"body":"yeah, um, he, I use it every"},{"speaker":"Aaron Call","startTime":2070.9900000000002,"endTime":2075.1,"body":"single day now. And mainly from"},{"speaker":"Aaron Call","startTime":2070.9900000000002,"endTime":2075.1,"body":"an education standpoint, but"},{"speaker":"Aaron Call","startTime":2075.1,"endTime":2079.33,"body":"it's doing so much more beyond"},{"speaker":"Aaron Call","startTime":2075.1,"endTime":2079.33,"body":"that. It's, it's amazing. And so"},{"speaker":"Aaron Call","startTime":2079.33,"endTime":2081.4,"body":"it's, we're gonna see that in"},{"speaker":"Aaron Moncur","startTime":2081.399,"endTime":2084.069,"body":"healthcare, we"},{"speaker":"Aaron Moncur","startTime":2081.399,"endTime":2084.069,"body":"just started a really"},{"speaker":"Aaron Moncur","startTime":2084.099,"endTime":2086.739,"body":"interesting initiative that I"},{"speaker":"Aaron Moncur","startTime":2084.099,"endTime":2086.739,"body":"think a lot of the listeners"},{"speaker":"Aaron Moncur","startTime":2086.7690000000002,"endTime":2090.4289999999996,"body":"would be interested in as well,"},{"speaker":"Aaron Moncur","startTime":2086.7690000000002,"endTime":2090.4289999999996,"body":"where we have transcripts for"},{"speaker":"Aaron Moncur","startTime":2090.4289999999996,"endTime":2094.9289999999996,"body":"all of these podcast episodes,"},{"speaker":"Aaron Moncur","startTime":2090.4289999999996,"endTime":2094.9289999999996,"body":"right. And what we've done is"},{"speaker":"Aaron Moncur","startTime":2094.9289999999996,"endTime":2098.4089999999997,"body":"we've taken all those"},{"speaker":"Aaron Moncur","startTime":2094.9289999999996,"endTime":2098.4089999999997,"body":"transcripts, and combined them"},{"speaker":"Aaron Moncur","startTime":2098.4089999999997,"endTime":2103.299,"body":"into a single PDF document. And"},{"speaker":"Aaron Moncur","startTime":2098.4089999999997,"endTime":2103.299,"body":"then we've uploaded it to a chat"},{"speaker":"Aaron Moncur","startTime":2103.299,"endTime":2108.8489999999997,"body":"GPT agent. And then we can query"},{"speaker":"Aaron Moncur","startTime":2103.299,"endTime":2108.8489999999997,"body":"this agent and say, Tell me"},{"speaker":"Aaron Moncur","startTime":2108.8489999999997,"endTime":2112.569,"body":"about the episode I had with"},{"speaker":"Aaron Moncur","startTime":2108.8489999999997,"endTime":2112.569,"body":"Aaron Cole. And what were the"},{"speaker":"Aaron Moncur","startTime":2112.5989999999997,"endTime":2115.899,"body":"you know, top five? Give me a"},{"speaker":"Aaron Moncur","startTime":2112.5989999999997,"endTime":2115.899,"body":"summary of it, what were some of"},{"speaker":"Aaron Moncur","startTime":2115.899,"endTime":2119.109,"body":"the key insights that we should"},{"speaker":"Aaron Moncur","startTime":2115.899,"endTime":2119.109,"body":"take away from that episode, and"},{"speaker":"Aaron Moncur","startTime":2119.109,"endTime":2122.649,"body":"it's amazing, it just spits it"},{"speaker":"Aaron Moncur","startTime":2119.109,"endTime":2122.649,"body":"out, you know? So I think what"},{"speaker":"Aaron Moncur","startTime":2122.649,"endTime":2125.259,"body":"we're going to do, we haven't"},{"speaker":"Aaron Moncur","startTime":2122.649,"endTime":2125.259,"body":"really nailed down exactly how"},{"speaker":"Aaron Moncur","startTime":2125.259,"endTime":2128.229,"body":"to use it yet. But probably what"},{"speaker":"Aaron Moncur","startTime":2125.259,"endTime":2128.229,"body":"we'll do is just make it"},{"speaker":"Aaron Moncur","startTime":2128.259,"endTime":2132.219,"body":"publicly available. And anyone"},{"speaker":"Aaron Moncur","startTime":2128.259,"endTime":2132.219,"body":"can tap into that. And we have,"},{"speaker":"Aaron Moncur","startTime":2132.399,"endTime":2136.209,"body":"you know, 230 some odd"},{"speaker":"Aaron Moncur","startTime":2132.399,"endTime":2136.209,"body":"interviews now with high"},{"speaker":"Aaron Moncur","startTime":2136.209,"endTime":2140.5589999999997,"body":"performing engineers. So it's"},{"speaker":"Aaron Moncur","startTime":2136.209,"endTime":2140.5589999999997,"body":"almost like having the"},{"speaker":"Aaron Moncur","startTime":2140.589,"endTime":2143.619,"body":"collective knowledge of of all"},{"speaker":"Aaron Moncur","startTime":2140.589,"endTime":2143.619,"body":"the information these engineers"},{"speaker":"Aaron Moncur","startTime":2143.619,"endTime":2146.049,"body":"have shared at your fingertips."},{"speaker":"Aaron Moncur","startTime":2143.619,"endTime":2146.049,"body":"So you can just, you know, type"},{"speaker":"Aaron Moncur","startTime":2146.049,"endTime":2149.049,"body":"something in. Pretend that"},{"speaker":"Aaron Moncur","startTime":2146.049,"endTime":2149.049,"body":"you're a senior mentor for an"},{"speaker":"Aaron Moncur","startTime":2149.049,"endTime":2151.419,"body":"engineering student. I'm having"},{"speaker":"Aaron Moncur","startTime":2149.049,"endTime":2151.419,"body":"this issue right now. What"},{"speaker":"Aaron Moncur","startTime":2151.419,"endTime":2155.0789999999997,"body":"should I do? spit back and"},{"speaker":"Aaron Moncur","startTime":2151.419,"endTime":2155.0789999999997,"body":"answer pretty cool stuff. Just"},{"speaker":"Aaron Moncur","startTime":2155.109,"endTime":2158.199,"body":"amazing how it accelerates the"},{"speaker":"Aaron Moncur","startTime":2155.109,"endTime":2158.199,"body":"work that we're doing."},{"speaker":"Aaron Call","startTime":2158.259,"endTime":2161.919,"body":"So, so true. Yeah, I"},{"speaker":"Aaron Call","startTime":2158.259,"endTime":2161.919,"body":"think openeye just don't quote"},{"speaker":"Aaron Call","startTime":2161.919,"endTime":2164.259,"body":"me on this, but they just opened"},{"speaker":"Aaron Call","startTime":2161.919,"endTime":2164.259,"body":"their store right there. GPT"},{"speaker":"Aaron Call","startTime":2164.259,"endTime":2167.469,"body":"store, right? L'Oreal create"},{"speaker":"Aaron Call","startTime":2164.259,"endTime":2167.469,"body":"these agents like you talked"},{"speaker":"Aaron Call","startTime":2167.469,"endTime":2172.959,"body":"about, customize them and deploy"},{"speaker":"Aaron Call","startTime":2167.469,"endTime":2172.959,"body":"them. And yeah, we use two or"},{"speaker":"Aaron Call","startTime":2172.959,"endTime":2174.5789999999997,"body":"three on our end daily."},{"speaker":"Aaron Moncur","startTime":2174.64,"endTime":2177.5499999999997,"body":"Amazing. Yeah, I"},{"speaker":"Aaron Moncur","startTime":2174.64,"endTime":2177.5499999999997,"body":"love it. Well, we're getting"},{"speaker":"Aaron Moncur","startTime":2177.5499999999997,"endTime":2180.73,"body":"towards the end here. Before we"},{"speaker":"Aaron Moncur","startTime":2177.5499999999997,"endTime":2180.73,"body":"wrap up. Can you walk us through"},{"speaker":"Aaron Moncur","startTime":2181.27,"endTime":2185.08,"body":"the process of of how a startup"},{"speaker":"Aaron Moncur","startTime":2181.27,"endTime":2185.08,"body":"gets funded? You talked you"},{"speaker":"Aaron Moncur","startTime":2185.08,"endTime":2188.47,"body":"shared a few terms earlier,"},{"speaker":"Aaron Moncur","startTime":2185.08,"endTime":2188.47,"body":"series a funding Series B"},{"speaker":"Aaron Moncur","startTime":2188.47,"endTime":2192.07,"body":"flooding seed stage funding pre"},{"speaker":"Aaron Moncur","startTime":2188.47,"endTime":2192.07,"body":"commercial, maybe define some of"},{"speaker":"Aaron Moncur","startTime":2192.07,"endTime":2197.41,"body":"those terms. And then and then"},{"speaker":"Aaron Moncur","startTime":2192.07,"endTime":2197.41,"body":"wrap around that the the summary"},{"speaker":"Aaron Moncur","startTime":2197.41,"endTime":2201.19,"body":"of like, what's the process, you"},{"speaker":"Aaron Moncur","startTime":2197.41,"endTime":2201.19,"body":"know, A to Z of how a startup"},{"speaker":"Aaron Moncur","startTime":2201.19,"endTime":2201.91,"body":"gets funded."},{"speaker":"Aaron Call","startTime":2203.169,"endTime":2207.099,"body":"And we're starting"},{"speaker":"Aaron Call","startTime":2203.169,"endTime":2207.099,"body":"this one. So there's so many"},{"speaker":"Aaron Call","startTime":2207.099,"endTime":2212.709,"body":"different options for funding."},{"speaker":"Aaron Call","startTime":2207.099,"endTime":2212.709,"body":"And so many different theses on"},{"speaker":"Aaron Call","startTime":2212.709,"endTime":2217.8089999999997,"body":"the investors, investment for"},{"speaker":"Aaron Call","startTime":2212.709,"endTime":2217.8089999999997,"body":"these type of companies, that I"},{"speaker":"Aaron Call","startTime":2217.8089999999997,"endTime":2221.679,"body":"think everything starts with the"},{"speaker":"Aaron Call","startTime":2217.8089999999997,"endTime":2221.679,"body":"executive or the founder truly"},{"speaker":"Aaron Call","startTime":2221.679,"endTime":2226.359,"body":"understanding what they have,"},{"speaker":"Aaron Call","startTime":2221.679,"endTime":2226.359,"body":"right? I mean, do they have $100"},{"speaker":"Aaron Call","startTime":2226.359,"endTime":2232.089,"body":"million market DME product, for"},{"speaker":"Aaron Call","startTime":2226.359,"endTime":2232.089,"body":"instance, that is going to"},{"speaker":"Aaron Call","startTime":2232.239,"endTime":2237.399,"body":"compete in a fairly crowded"},{"speaker":"Aaron Call","startTime":2232.239,"endTime":2237.399,"body":"space, or do they have a $1.2"},{"speaker":"Aaron Call","startTime":2237.399,"endTime":2239.979,"body":"billion dollar market"},{"speaker":"Aaron Call","startTime":2237.399,"endTime":2239.979,"body":"opportunity with a disruptive"},{"speaker":"Aaron Call","startTime":2240.009,"endTime":2243.639,"body":"technology. And those are wildly"},{"speaker":"Aaron Call","startTime":2240.009,"endTime":2243.639,"body":"different animals, right. And so"},{"speaker":"Aaron Call","startTime":2243.639,"endTime":2247.179,"body":"I think, first and foremost"},{"speaker":"Aaron Call","startTime":2243.639,"endTime":2247.179,"body":"starts with truly objectively"},{"speaker":"Aaron Call","startTime":2247.179,"endTime":2250.749,"body":"understanding what you have. And"},{"speaker":"Aaron Call","startTime":2247.179,"endTime":2250.749,"body":"knowing that every time you go"},{"speaker":"Aaron Call","startTime":2250.749,"endTime":2255.489,"body":"to raise funds, to help you move"},{"speaker":"Aaron Call","startTime":2250.749,"endTime":2255.489,"body":"a technology or a company"},{"speaker":"Aaron Call","startTime":2255.489,"endTime":2258.5789999999997,"body":"forward, you're in a market,"},{"speaker":"Aaron Call","startTime":2255.489,"endTime":2258.5789999999997,"body":"you're going to be competing"},{"speaker":"Aaron Call","startTime":2258.5789999999997,"endTime":2261.759,"body":"with everybody else that wants"},{"speaker":"Aaron Call","startTime":2258.5789999999997,"endTime":2261.759,"body":"funding as well. And so you have"},{"speaker":"Aaron Call","startTime":2261.759,"endTime":2267.159,"body":"to first get into the right swim"},{"speaker":"Aaron Call","startTime":2261.759,"endTime":2267.159,"body":"lane. And that swim lane starts"},{"speaker":"Aaron Call","startTime":2267.159,"endTime":2270.069,"body":"with probably you bootstrapping"},{"speaker":"Aaron Call","startTime":2267.159,"endTime":2270.069,"body":"something, and go into what we"},{"speaker":"Aaron Call","startTime":2270.069,"endTime":2273.729,"body":"call the three F's, the friends"},{"speaker":"Aaron Call","startTime":2270.069,"endTime":2273.729,"body":"and family and pools, that maybe"},{"speaker":"Aaron Call","startTime":2273.729,"endTime":2277.179,"body":"don't understand the nuances of"},{"speaker":"Aaron Call","startTime":2273.729,"endTime":2277.179,"body":"what you're getting into yet,"},{"speaker":"Aaron Call","startTime":2277.179,"endTime":2279.099,"body":"but you know, believe that"},{"speaker":"Aaron Call","startTime":2277.179,"endTime":2279.099,"body":"you're going to make something"},{"speaker":"Aaron Call","startTime":2279.099,"endTime":2282.7889999999998,"body":"happen. There's angels that can"},{"speaker":"Aaron Call","startTime":2279.099,"endTime":2282.7889999999998,"body":"help you kind of in those"},{"speaker":"Aaron Call","startTime":2282.7889999999998,"endTime":2285.5789999999997,"body":"initial initial stages, they're"},{"speaker":"Aaron Call","startTime":2282.7889999999998,"endTime":2285.5789999999997,"body":"going to be looking for probably"},{"speaker":"Aaron Call","startTime":2285.5789999999997,"endTime":2289.8089999999997,"body":"20x Return on any sort of"},{"speaker":"Aaron Call","startTime":2285.5789999999997,"endTime":2289.8089999999997,"body":"mathematical ROI that you are"},{"speaker":"Aaron Call","startTime":2289.8089999999997,"endTime":2293.529,"body":"running for them, with the, with"},{"speaker":"Aaron Call","startTime":2289.8089999999997,"endTime":2293.529,"body":"the finances that you're"},{"speaker":"Aaron Call","startTime":2293.529,"endTime":2298.3289999999997,"body":"proposing. But then lose at"},{"speaker":"Aaron Call","startTime":2293.529,"endTime":2298.3289999999997,"body":"least get you started. Those"},{"speaker":"Aaron Call","startTime":2298.659,"endTime":2302.5589999999997,"body":"seen precede rounds, or you"},{"speaker":"Aaron Call","startTime":2298.659,"endTime":2302.5589999999997,"body":"know, sub sub one to 2 million,"},{"speaker":"Aaron Call","startTime":2302.649,"endTime":2308.769,"body":"typically speaking, and, or in"},{"speaker":"Aaron Call","startTime":2302.649,"endTime":2308.769,"body":"your more personal realm of"},{"speaker":"Aaron Call","startTime":2308.769,"endTime":2314.409,"body":"investors. After that, series, a"},{"speaker":"Aaron Call","startTime":2308.769,"endTime":2314.409,"body":"when you're chip up and getting"},{"speaker":"Aaron Call","startTime":2314.409,"endTime":2316.659,"body":"into and this is different,"},{"speaker":"Aaron Call","startTime":2314.409,"endTime":2316.659,"body":"depending on class one and"},{"speaker":"Aaron Call","startTime":2316.659,"endTime":2318.999,"body":"versus class two, digital health"},{"speaker":"Aaron Call","startTime":2316.659,"endTime":2318.999,"body":"and so many different things."},{"speaker":"Aaron Call","startTime":2318.999,"endTime":2321.639,"body":"But the series A is largely"},{"speaker":"Aaron Call","startTime":2318.999,"endTime":2321.639,"body":"where you're wrapping up your"},{"speaker":"Aaron Call","startTime":2321.639,"endTime":2325.869,"body":"product and getting ready to go"},{"speaker":"Aaron Call","startTime":2321.639,"endTime":2325.869,"body":"commercial between series A and"},{"speaker":"Aaron Call","startTime":2325.869,"endTime":2330.999,"body":"Series B is where you're raising"},{"speaker":"Aaron Call","startTime":2325.869,"endTime":2330.999,"body":"your funds to go commercial. I,"},{"speaker":"Aaron Call","startTime":2331.239,"endTime":2333.429,"body":"I don't profess to know the"},{"speaker":"Aaron Call","startTime":2331.239,"endTime":2333.429,"body":"exact numbers off the top my"},{"speaker":"Aaron Call","startTime":2333.429,"endTime":2336.549,"body":"head, but I think typical series"},{"speaker":"Aaron Call","startTime":2333.429,"endTime":2336.549,"body":"A rounds at the med tech med"},{"speaker":"Aaron Call","startTime":2336.549,"endTime":2340.0589999999997,"body":"device space, are somewhere in"},{"speaker":"Aaron Call","startTime":2336.549,"endTime":2340.0589999999997,"body":"the 15 to $20 million range,"},{"speaker":"Aaron Call","startTime":2340.719,"endTime":2344.199,"body":"raise those, you're typically"},{"speaker":"Aaron Call","startTime":2340.719,"endTime":2344.199,"body":"gonna go with your VCs, your"},{"speaker":"Aaron Call","startTime":2344.199,"endTime":2346.479,"body":"venture, your venture"},{"speaker":"Aaron Call","startTime":2344.199,"endTime":2346.479,"body":"capitalists or institutional"},{"speaker":"Aaron Call","startTime":2346.479,"endTime":2349.659,"body":"investors, they're gonna put"},{"speaker":"Aaron Call","startTime":2346.479,"endTime":2349.659,"body":"some pretty strong diligence on"},{"speaker":"Aaron Call","startTime":2349.659,"endTime":2352.449,"body":"you to make sure that you're"},{"speaker":"Aaron Call","startTime":2349.659,"endTime":2352.449,"body":"going in the right direction."},{"speaker":"Aaron Call","startTime":2353.799,"endTime":2358.869,"body":"And then yeah, and then from"},{"speaker":"Aaron Call","startTime":2353.799,"endTime":2358.869,"body":"there, it's execution, execution"},{"speaker":"Aaron Call","startTime":2358.869,"endTime":2362.139,"body":"execution, right? It's all about"},{"speaker":"Aaron Call","startTime":2358.869,"endTime":2362.139,"body":"the executive raising the right"},{"speaker":"Aaron Call","startTime":2362.139,"endTime":2364.8089999999997,"body":"amount of money having the right"},{"speaker":"Aaron Call","startTime":2362.139,"endTime":2364.8089999999997,"body":"amount of money to reach the"},{"speaker":"Aaron Call","startTime":2364.8089999999997,"endTime":2368.589,"body":"right milestone, and that"},{"speaker":"Aaron Call","startTime":2364.8089999999997,"endTime":2368.589,"body":"waterfall calculation that you"},{"speaker":"Aaron Call","startTime":2368.589,"endTime":2371.919,"body":"have to do from the beginning,"},{"speaker":"Aaron Call","startTime":2368.589,"endTime":2371.919,"body":"you know, will really map out"},{"speaker":"Aaron Call","startTime":2371.919,"endTime":2374.2889999999998,"body":"how much money you need, how"},{"speaker":"Aaron Call","startTime":2371.919,"endTime":2374.2889999999998,"body":"much equity you're going to give"},{"speaker":"Aaron Call","startTime":2374.2889999999998,"endTime":2377.169,"body":"away, what the opportunity is"},{"speaker":"Aaron Call","startTime":2374.2889999999998,"endTime":2377.169,"body":"what that looks like, and"},{"speaker":"Aaron Call","startTime":2377.169,"endTime":2380.619,"body":"building that that story for"},{"speaker":"Aaron Call","startTime":2377.169,"endTime":2380.619,"body":"these investors. So there's so"},{"speaker":"Aaron Call","startTime":2380.619,"endTime":2383.619,"body":"much to it, but maybe that's a"},{"speaker":"Aaron Call","startTime":2380.619,"endTime":2383.619,"body":"decent little."},{"speaker":"Aaron Moncur","startTime":2384.4,"endTime":2388.36,"body":"That's a great"},{"speaker":"Aaron Moncur","startTime":2384.4,"endTime":2388.36,"body":"summary. How far along are these"},{"speaker":"Aaron Moncur","startTime":2388.36,"endTime":2391.54,"body":"companies typically when they"},{"speaker":"Aaron Moncur","startTime":2388.36,"endTime":2391.54,"body":"get their their first"},{"speaker":"Aaron Moncur","startTime":2392.7999999999997,"endTime":2396.49,"body":"significant round of funding,"},{"speaker":"Aaron Moncur","startTime":2392.7999999999997,"endTime":2396.49,"body":"whether it's an angel investor,"},{"speaker":"Aaron Moncur","startTime":2396.52,"endTime":2398.95,"body":"or a venture capitalist, but you"},{"speaker":"Aaron Moncur","startTime":2396.52,"endTime":2398.95,"body":"know, they're getting millions"},{"speaker":"Aaron Moncur","startTime":2398.95,"endTime":2402.97,"body":"of dollars? Are companies"},{"speaker":"Aaron Moncur","startTime":2398.95,"endTime":2402.97,"body":"oftentimes putting, you know,"},{"speaker":"Aaron Moncur","startTime":2402.97,"endTime":2406.39,"body":"millions of dollars into their"},{"speaker":"Aaron Moncur","startTime":2402.97,"endTime":2406.39,"body":"development before they get any"},{"speaker":"Aaron Moncur","startTime":2406.39,"endTime":2410.14,"body":"funding? Or is it all across the"},{"speaker":"Aaron Moncur","startTime":2406.39,"endTime":2410.14,"body":"board? Some are just starting"},{"speaker":"Aaron Moncur","startTime":2410.14,"endTime":2412.0,"body":"out and have hardly done"},{"speaker":"Aaron Moncur","startTime":2410.14,"endTime":2412.0,"body":"anything, and others have put"},{"speaker":"Aaron Moncur","startTime":2412.0,"endTime":2414.34,"body":"$10 million into it? Yeah,"},{"speaker":"Aaron Call","startTime":2414.37,"endTime":2416.38,"body":"all across the"},{"speaker":"Aaron Call","startTime":2414.37,"endTime":2416.38,"body":"board. And it all depends on how"},{"speaker":"Aaron Call","startTime":2416.38,"endTime":2418.72,"body":"disruptive that technology is,"},{"speaker":"Aaron Call","startTime":2416.38,"endTime":2418.72,"body":"and the opportunity is going to"},{"speaker":"Aaron Call","startTime":2418.72,"endTime":2424.87,"body":"be, right? Yeah. If you have an"},{"speaker":"Aaron Call","startTime":2418.72,"endTime":2424.87,"body":"amazing solution for big problem"},{"speaker":"Aaron Call","startTime":2425.08,"endTime":2428.38,"body":"that nobody can solve right now,"},{"speaker":"Aaron Call","startTime":2425.08,"endTime":2428.38,"body":"then you're gonna get"},{"speaker":"Aaron Call","startTime":2428.38,"endTime":2431.08,"body":"institutional investors that"},{"speaker":"Aaron Call","startTime":2428.38,"endTime":2431.08,"body":"say, Hey, that's worth a $10"},{"speaker":"Aaron Call","startTime":2431.08,"endTime":2435.37,"body":"million bet justice, just to get"},{"speaker":"Aaron Call","startTime":2431.08,"endTime":2435.37,"body":"you to do an MVP or something,"},{"speaker":"Aaron Call","startTime":2435.37,"endTime":2439.21,"body":"right. And so that's why I say"},{"speaker":"Aaron Call","startTime":2435.37,"endTime":2439.21,"body":"it all starts with that"},{"speaker":"Aaron Call","startTime":2439.21,"endTime":2442.24,"body":"understanding, like what and"},{"speaker":"Aaron Call","startTime":2439.21,"endTime":2442.24,"body":"defining what lane you're going"},{"speaker":"Aaron Call","startTime":2442.24,"endTime":2445.0,"body":"to be and knowing your market"},{"speaker":"Aaron Call","startTime":2442.24,"endTime":2445.0,"body":"size, knowing how disruptive"},{"speaker":"Aaron Call","startTime":2445.0,"endTime":2447.67,"body":"you're going to be, how big of a"},{"speaker":"Aaron Call","startTime":2445.0,"endTime":2447.67,"body":"problem you're actually solving."},{"speaker":"Aaron Call","startTime":2448.99,"endTime":2456.31,"body":"And so it's a tough question to"},{"speaker":"Aaron Call","startTime":2448.99,"endTime":2456.31,"body":"answer. But, you know, we do see"},{"speaker":"Aaron Call","startTime":2456.31,"endTime":2460.0299999999997,"body":"a lot of technologies getting"},{"speaker":"Aaron Call","startTime":2456.31,"endTime":2460.0299999999997,"body":"started with grant funding as"},{"speaker":"Aaron Call","startTime":2460.0299999999997,"endTime":2462.79,"body":"well like non dilutive grant"},{"speaker":"Aaron Call","startTime":2460.0299999999997,"endTime":2462.79,"body":"funding to least get them"},{"speaker":"Aaron Call","startTime":2462.79,"endTime":2465.2799999999997,"body":"through some of those research"},{"speaker":"Aaron Call","startTime":2462.79,"endTime":2465.2799999999997,"body":"phases that the government's"},{"speaker":"Aaron Call","startTime":2465.2799999999997,"endTime":2469.0299999999997,"body":"willing to fund where investors"},{"speaker":"Aaron Call","startTime":2465.2799999999997,"endTime":2469.0299999999997,"body":"are not. We are seeing investors"},{"speaker":"Aaron Call","startTime":2469.0299999999997,"endTime":2471.7599999999998,"body":"becoming coming earlier and"},{"speaker":"Aaron Call","startTime":2469.0299999999997,"endTime":2471.7599999999998,"body":"earlier to start to fund some of"},{"speaker":"Aaron Call","startTime":2471.7599999999998,"endTime":2476.56,"body":"that research. But most, most"},{"speaker":"Aaron Call","startTime":2471.7599999999998,"endTime":2476.56,"body":"investors I would say, want to"},{"speaker":"Aaron Call","startTime":2476.56,"endTime":2481.69,"body":"see that you have de risked the"},{"speaker":"Aaron Call","startTime":2476.56,"endTime":2481.69,"body":"technology and the market enough"},{"speaker":"Aaron Call","startTime":2482.38,"endTime":2485.23,"body":"to start to move forward to"},{"speaker":"Aaron Call","startTime":2482.38,"endTime":2485.23,"body":"where they can visualize this."},{"speaker":"Aaron Call","startTime":2485.32,"endTime":2488.95,"body":"So Classical Paths tool path"},{"speaker":"Aaron Call","startTime":2485.32,"endTime":2488.95,"body":"towards full scale adoption."},{"speaker":"Aaron Moncur","startTime":2489.2799999999997,"endTime":2492.34,"body":"Yeah, got it."},{"speaker":"Aaron Moncur","startTime":2489.2799999999997,"endTime":2492.34,"body":"Okay. Well, great. We're coming"},{"speaker":"Aaron Moncur","startTime":2492.34,"endTime":2496.12,"body":"towards the end of our show"},{"speaker":"Aaron Moncur","startTime":2492.34,"endTime":2496.12,"body":"here. Aaron, before we leave"},{"speaker":"Aaron Moncur","startTime":2496.15,"endTime":2500.29,"body":"what is within the context of"},{"speaker":"Aaron Moncur","startTime":2496.15,"endTime":2500.29,"body":"your role as an engineer?"},{"speaker":"Aaron Moncur","startTime":2500.29,"endTime":2503.2599999999998,"body":"Because you're always an"},{"speaker":"Aaron Moncur","startTime":2500.29,"endTime":2503.2599999999998,"body":"engineer? What is one thing that"},{"speaker":"Aaron Moncur","startTime":2503.2599999999998,"endTime":2506.68,"body":"frustrates you? And one thing"},{"speaker":"Aaron Moncur","startTime":2503.2599999999998,"endTime":2506.68,"body":"that brings you joy?"},{"speaker":"Aaron Call","startTime":2509.529,"endTime":2513.999,"body":"Yeah, you know, I'd"},{"speaker":"Aaron Call","startTime":2509.529,"endTime":2513.999,"body":"say, um, the frustration side is"},{"speaker":"Aaron Call","startTime":2515.439,"endTime":2520.5389999999998,"body":"probably largely because I am an"},{"speaker":"Aaron Call","startTime":2515.439,"endTime":2520.5389999999998,"body":"engineer, that, that it"},{"speaker":"Aaron Call","startTime":2520.5389999999998,"endTime":2524.649,"body":"frustrates the heck out of me,"},{"speaker":"Aaron Call","startTime":2520.5389999999998,"endTime":2524.649,"body":"when I see executives, just"},{"speaker":"Aaron Call","startTime":2524.649,"endTime":2528.909,"body":"completely blowing smoke about a"},{"speaker":"Aaron Call","startTime":2524.649,"endTime":2528.909,"body":"technology or a concept, you"},{"speaker":"Aaron Call","startTime":2528.909,"endTime":2532.749,"body":"know, or a market size. You"},{"speaker":"Aaron Call","startTime":2528.909,"endTime":2532.749,"body":"know, this is a billion dollar"},{"speaker":"Aaron Call","startTime":2532.749,"endTime":2535.899,"body":"market. And I'm like, it's"},{"speaker":"Aaron Call","startTime":2532.749,"endTime":2535.899,"body":"actually a $50 billion market,"},{"speaker":"Aaron Call","startTime":2535.929,"endTime":2539.919,"body":"you know, because the analyst in"},{"speaker":"Aaron Call","startTime":2535.929,"endTime":2539.919,"body":"me is saying, No, those"},{"speaker":"Aaron Call","startTime":2539.919,"endTime":2543.429,"body":"calculations are not working,"},{"speaker":"Aaron Call","startTime":2539.919,"endTime":2543.429,"body":"you know, so that drives me"},{"speaker":"Aaron Call","startTime":2543.429,"endTime":2548.169,"body":"crazy when they're just telling"},{"speaker":"Aaron Call","startTime":2543.429,"endTime":2548.169,"body":"this crazy story. Yeah. And"},{"speaker":"Aaron Call","startTime":2548.169,"endTime":2551.439,"body":"blowing smoke and, and then"},{"speaker":"Aaron Call","startTime":2548.169,"endTime":2551.439,"body":"people buy it. And that's,"},{"speaker":"Aaron Call","startTime":2551.439,"endTime":2554.589,"body":"that's what drives me crazy. You"},{"speaker":"Aaron Call","startTime":2551.439,"endTime":2554.589,"body":"know, when I'm like, No, there's"},{"speaker":"Aaron Call","startTime":2554.589,"endTime":2558.669,"body":"actually a mathematical equation"},{"speaker":"Aaron Call","startTime":2554.589,"endTime":2558.669,"body":"to tell you that he's blowing"},{"speaker":"Aaron Call","startTime":2558.669,"endTime":2562.839,"body":"smoke is wrong. Yeah. But it's"},{"speaker":"Aaron Call","startTime":2558.669,"endTime":2562.839,"body":"just, it's just wrong. And then"},{"speaker":"Aaron Call","startTime":2562.839,"endTime":2565.119,"body":"three years, a year later, they"},{"speaker":"Aaron Call","startTime":2562.839,"endTime":2565.119,"body":"completely fail. And you're"},{"speaker":"Aaron Call","startTime":2565.119,"endTime":2567.549,"body":"like, oh, my gosh, wait, why"},{"speaker":"Aaron Call","startTime":2565.119,"endTime":2567.549,"body":"can't people do this math?"},{"speaker":"Aaron Moncur","startTime":2568.63,"endTime":2572.14,"body":"I'm curious is is"},{"speaker":"Aaron Moncur","startTime":2568.63,"endTime":2572.14,"body":"it investors that that buy into"},{"speaker":"Aaron Moncur","startTime":2572.14,"endTime":2574.36,"body":"that? Also, are these just like"},{"speaker":"Aaron Moncur","startTime":2572.14,"endTime":2574.36,"body":"late people that?"},{"speaker":"Aaron Call","startTime":2574.99,"endTime":2581.17,"body":"Oh, yeah. Don't even"},{"speaker":"Aaron Call","startTime":2574.99,"endTime":2581.17,"body":"start I mean, Holmes things is a"},{"speaker":"Aaron Call","startTime":2581.17,"endTime":2587.77,"body":"huge notes. Case study in that"},{"speaker":"Aaron Call","startTime":2581.17,"endTime":2587.77,"body":"where the past 20 years has been"},{"speaker":"Aaron Call","startTime":2587.7999999999997,"endTime":2591.97,"body":"a huge element of what I call"},{"speaker":"Aaron Call","startTime":2587.7999999999997,"endTime":2591.97,"body":"FOMO investing, because money"},{"speaker":"Aaron Call","startTime":2591.97,"endTime":2595.39,"body":"has been so cheap, that you can"},{"speaker":"Aaron Call","startTime":2591.97,"endTime":2595.39,"body":"raise a fund and just say, Hey,"},{"speaker":"Aaron Call","startTime":2595.39,"endTime":2597.19,"body":"we're going to follow on"},{"speaker":"Aaron Call","startTime":2595.39,"endTime":2597.19,"body":"investments where I'm going to"},{"speaker":"Aaron Call","startTime":2597.19,"endTime":2600.91,"body":"do due diligence for this, this"},{"speaker":"Aaron Call","startTime":2597.19,"endTime":2600.91,"body":"investor put into Him, we trust"},{"speaker":"Aaron Call","startTime":2600.91,"endTime":2602.95,"body":"them. So it's gonna dump our"},{"speaker":"Aaron Call","startTime":2600.91,"endTime":2602.95,"body":"tons of money into there, you"},{"speaker":"Aaron Call","startTime":2602.95,"endTime":2606.16,"body":"know, and they're going to do"},{"speaker":"Aaron Call","startTime":2602.95,"endTime":2606.16,"body":"this calculations. And to me,"},{"speaker":"Aaron Call","startTime":2606.16,"endTime":2610.63,"body":"I'm sit back thinking, these are"},{"speaker":"Aaron Call","startTime":2606.16,"endTime":2610.63,"body":"so easy to do, you know, you can"},{"speaker":"Aaron Call","startTime":2610.63,"endTime":2616.12,"body":"take it a VC fund to 50% or"},{"speaker":"Aaron Call","startTime":2610.63,"endTime":2616.12,"body":"higher success rate rather than"},{"speaker":"Aaron Call","startTime":2616.12,"endTime":2620.95,"body":"10 to 20%. If you just do these,"},{"speaker":"Aaron Call","startTime":2616.12,"endTime":2620.95,"body":"these engineering, analytical"},{"speaker":"Aaron Call","startTime":2620.95,"endTime":2624.4,"body":"calculations, right, so they"},{"speaker":"Aaron Call","startTime":2620.95,"endTime":2624.4,"body":"happen to all Yeah, so that's a"},{"speaker":"Aaron Call","startTime":2624.4,"endTime":2627.82,"body":"huge frustration of mine."},{"speaker":"Aaron Call","startTime":2624.4,"endTime":2627.82,"body":"Because I think we can engineer"},{"speaker":"Aaron Call","startTime":2628.12,"endTime":2633.49,"body":"our way out of this from a"},{"speaker":"Aaron Call","startTime":2628.12,"endTime":2633.49,"body":"diligence perspective. And the"},{"speaker":"Aaron Call","startTime":2633.49,"endTime":2639.07,"body":"joys is, you know, just having"},{"speaker":"Aaron Call","startTime":2633.49,"endTime":2639.07,"body":"that vision and working on that"},{"speaker":"Aaron Call","startTime":2639.07,"endTime":2643.39,"body":"vision with an executive order"},{"speaker":"Aaron Call","startTime":2639.07,"endTime":2643.39,"body":"investor and saying, I see it,"},{"speaker":"Aaron Call","startTime":2643.42,"endTime":2646.54,"body":"we see what can be done on how"},{"speaker":"Aaron Call","startTime":2643.42,"endTime":2646.54,"body":"this can help patients, and then"},{"speaker":"Aaron Call","startTime":2646.54,"endTime":2650.29,"body":"watching that come to fruition"},{"speaker":"Aaron Call","startTime":2646.54,"endTime":2650.29,"body":"and actually getting there and"},{"speaker":"Aaron Call","startTime":2650.29,"endTime":2654.16,"body":"patients bringing, you know,"},{"speaker":"Aaron Call","startTime":2650.29,"endTime":2654.16,"body":"affected by that. And seeing"},{"speaker":"Aaron Call","startTime":2654.16,"endTime":2657.7599999999998,"body":"that product come to light the"},{"speaker":"Aaron Call","startTime":2654.16,"endTime":2657.7599999999998,"body":"way you envisioned it, I think"},{"speaker":"Aaron Call","startTime":2657.7599999999998,"endTime":2662.2599999999998,"body":"is a huge choice. And that's,"},{"speaker":"Aaron Call","startTime":2657.7599999999998,"endTime":2662.2599999999998,"body":"you know, both of those are the"},{"speaker":"Aaron Call","startTime":2662.2599999999998,"endTime":2667.96,"body":"internal engineering mind to me,"},{"speaker":"Aaron Call","startTime":2662.2599999999998,"endTime":2667.96,"body":"I believe. Wonderful."},{"speaker":"Aaron Moncur","startTime":2667.99,"endTime":2670.54,"body":"I love it. Well,"},{"speaker":"Aaron Moncur","startTime":2667.99,"endTime":2670.54,"body":"Aaron, thank you so much for"},{"speaker":"Aaron Moncur","startTime":2670.6,"endTime":2674.2599999999998,"body":"joining me today. What a"},{"speaker":"Aaron Moncur","startTime":2670.6,"endTime":2674.2599999999998,"body":"pleasure it has been to catch"},{"speaker":"Aaron Moncur","startTime":2674.2599999999998,"endTime":2676.81,"body":"up, we haven't had the"},{"speaker":"Aaron Moncur","startTime":2674.2599999999998,"endTime":2676.81,"body":"opportunity that hanging out in"},{"speaker":"Aaron Moncur","startTime":2676.81,"endTime":2680.62,"body":"a while. So it was good to catch"},{"speaker":"Aaron Moncur","startTime":2676.81,"endTime":2680.62,"body":"up anyway, and provide all kinds"},{"speaker":"Aaron Moncur","startTime":2680.62,"endTime":2683.92,"body":"of really super helpful,"},{"speaker":"Aaron Moncur","startTime":2680.62,"endTime":2683.92,"body":"valuable and interesting content"},{"speaker":"Aaron Moncur","startTime":2683.92,"endTime":2687.58,"body":"for all these engineers who are"},{"speaker":"Aaron Moncur","startTime":2683.92,"endTime":2687.58,"body":"listening today. So thank you"},{"speaker":"Aaron Moncur","startTime":2687.58,"endTime":2690.49,"body":"again, for being with us. How"},{"speaker":"Aaron Moncur","startTime":2687.58,"endTime":2690.49,"body":"can people get in touch with"},{"speaker":"Aaron Moncur","startTime":2690.49,"endTime":2690.7,"body":"you?"},{"speaker":"Aaron Call","startTime":2691.88,"endTime":2693.65,"body":"Thanks for having me"},{"speaker":"Aaron Call","startTime":2691.88,"endTime":2693.65,"body":"here. And it's been a pleasure."},{"speaker":"Aaron Call","startTime":2693.86,"endTime":2696.95,"body":"I'm gonna get touch with me"},{"speaker":"Aaron Call","startTime":2693.86,"endTime":2696.95,"body":"about via email, or go to our"},{"speaker":"Aaron Call","startTime":2696.95,"endTime":2701.0,"body":"website, our website is chopped"},{"speaker":"Aaron Call","startTime":2696.95,"endTime":2701.0,"body":"up.com. That's Jauntup.com. And"},{"speaker":"Aaron Call","startTime":2703.91,"endTime":2708.74,"body":"my email is just Aaron Aaron at"},{"speaker":"Aaron Call","startTime":2703.91,"endTime":2708.74,"body":"Jauntup.com. So that's the best"},{"speaker":"Aaron Call","startTime":2708.74,"endTime":2709.73,"body":"way to get in touch with us."},{"speaker":"Aaron Moncur","startTime":2709.42,"endTime":2712.404,"body":"Terrific. So for"},{"speaker":"Aaron Moncur","startTime":2709.42,"endTime":2712.404,"body":"all you med tech startups out"},{"speaker":"Aaron Moncur","startTime":2712.468,"endTime":2716.2309999999998,"body":"there who need help with due"},{"speaker":"Aaron Moncur","startTime":2712.468,"endTime":2716.2309999999998,"body":"diligence, give Aaron a call."},{"speaker":"Aaron Moncur","startTime":2712.68,"endTime":2721.98,"body":"we go all the time."},{"speaker":"Aaron Moncur","startTime":2716.296,"endTime":2720.123,"body":"That was funny. Give Aaron Cole"},{"speaker":"Aaron Moncur","startTime":2716.296,"endTime":2720.123,"body":"a call. I didn't plan that."},{"speaker":"Aaron Moncur","startTime":2720.188,"endTime":2723.821,"body":"Sorry. That was lame. You're"},{"speaker":"Aaron Moncur","startTime":2720.188,"endTime":2723.821,"body":"probably like, yeah, Wnever"},{"speaker":"Aaron Moncur","startTime":2723.886,"endTime":2724.6,"body":"mind. Okay,"},{"speaker":"Aaron Moncur","startTime":2725.52,"endTime":2729.75,"body":"Yeah, I bet. On that note, thank"},{"speaker":"Aaron Moncur","startTime":2725.52,"endTime":2729.75,"body":"you very much, Aaron."},{"speaker":"Aaron Call","startTime":2729.81,"endTime":2730.44,"body":"Thank you."},{"speaker":"Aaron Moncur","startTime":2732.45,"endTime":2735.93,"body":"I'm Aaron Moncur,"},{"speaker":"Aaron Moncur","startTime":2732.45,"endTime":2735.93,"body":"founder of pipeline design and"},{"speaker":"Aaron Moncur","startTime":2735.93,"endTime":2738.96,"body":"engineering. If you liked what"},{"speaker":"Aaron Moncur","startTime":2735.93,"endTime":2738.96,"body":"you heard today, please share"},{"speaker":"Aaron Moncur","startTime":2738.96,"endTime":2742.5,"body":"the episode. To learn how your"},{"speaker":"Aaron Moncur","startTime":2738.96,"endTime":2742.5,"body":"team can leverage our team's"},{"speaker":"Aaron Moncur","startTime":2742.5,"endTime":2746.25,"body":"expertise developing turnkey"},{"speaker":"Aaron Moncur","startTime":2742.5,"endTime":2746.25,"body":"equipment, custom fixtures and"},{"speaker":"Aaron Moncur","startTime":2746.2799999999997,"endTime":2750.57,"body":"automated machines and with"},{"speaker":"Aaron Moncur","startTime":2746.2799999999997,"endTime":2750.57,"body":"product design, visit us at Team"},{"speaker":"Aaron Moncur","startTime":2750.57,"endTime":2753.2999999999997,"body":"pipeline.us. Thanks for"},{"speaker":"Aaron Moncur","startTime":2750.57,"endTime":2753.2999999999997,"body":"listening"}]}