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#210 | 7 Essential Steps to Commercialise & Export Your Medical Device (For Clinicians) · Clinician to CEO : Export Your Medical Device With Confidence By Overcoming Go To Market Roadblocks For Medtech Growth

• 0:00
  One
• 0:00
  thing
• 0:00
  that
• 0:00
  you're
• 0:00
  gonna
• 0:00
  learn
• 0:01
  on
• 0:01
  today's
• 0:01
  episode
• 0:02
  is
• 0:02
  how
• 0:02
  to
• 0:02
  take
• 0:03
  your
• 0:03
  medical
• 0:03
  device
• 0:04
  from
• 0:04
  idea
• 0:05
  to
• 0:05
  successful
• 0:05
  commercial
• 0:06
  launch
• 0:06
  without
• 0:07
  skipping
• 0:07
  the
• 0:07
  steps
• 0:08
  that
• 0:08
  matter
• 0:08
  most
• 0:09
  Welcome
• 0:09
  to
• 0:09
  Clinician
• 0:10
  to
• 0:10
  CEO,
• 0:11
  the
• 0:11
  podcast
• 0:12
  helping
• 0:13
  clinicians
• 0:13
  simplify
• 0:14
  your
• 0:14
  go-to-market
• 0:15
  strategy
• 0:15
  so
• 0:15
  that
• 0:15
  you
• 0:16
  can
• 0:16
  stop
• 0:16
  guessing
• 0:17
  and
• 0:17
  turn
• 0:18
  your
• 0:18
  working
• 0:18
  prototypes
• 0:19
  into
• 0:19
  international
• 0:20
  MedTech
• 0:20
  businesses.
• 0:21
  I'm
• 0:21
  your
• 0:22
  host,
• 0:22
  Hakeem
• 0:22
  Aade.
• 0:23
  Let's
• 0:24
  get
• 0:24
  started.
• 0:25
  so
• 0:25
  there's
• 0:25
  three
• 0:25
  things
• 0:26
  you'll
• 0:26
  discover
• 0:26
  in
• 0:26
  this
• 0:26
  episode.
• 0:27
  Number
• 0:27
  one,
• 0:28
  the
• 0:28
  seven
• 0:28
  stages
• 0:29
  every
• 0:29
  successful
• 0:30
  medical
• 0:30
  device
• 0:31
  business
• 0:31
  goes
• 0:31
  through
• 0:32
  before
• 0:32
  it
• 0:32
  scales.
• 0:33
  Number
• 0:33
  two,
• 0:34
  why
• 0:34
  most
• 0:34
  founders
• 0:34
  focus
• 0:35
  on
• 0:35
  launch
• 0:35
  instead
• 0:35
  of
• 0:36
  what
• 0:36
  happens
• 0:36
  before
• 0:36
  it.
• 0:36
  And
• 0:37
  number
• 0:37
  three,
• 0:37
  how
• 0:38
  to
• 0:38
  avoid
• 0:38
  the
• 0:38
  commercial
• 0:39
  mistakes
• 0:39
  that
• 0:39
  stop
• 0:40
  great
• 0:40
  products
• 0:40
  from
• 0:40
  gaining
• 0:41
  traction
• 0:41
  If
• 0:41
  you
• 0:42
  ask
• 0:42
  most
• 0:42
  founders
• 0:43
  how
• 0:43
  to
• 0:43
  launch
• 0:43
  a
• 0:43
  medical
• 0:44
  device,
• 0:44
  they'll
• 0:44
  probably
• 0:45
  start
• 0:45
  talking
• 0:45
  about
• 0:45
  regulation,
• 0:46
  manufacturing,
• 0:47
  or
• 0:47
  raising
• 0:47
  investment.
• 0:48
  The
• 0:48
  problem
• 0:48
  is
• 0:48
  that
• 0:49
  by
• 0:49
  the
• 0:49
  time
• 0:49
  you're
• 0:49
  thinking
• 0:50
  about
• 0:50
  those
• 0:50
  things,
• 0:51
  you've
• 0:51
  already
• 0:51
  made
• 0:52
  many
• 0:52
  of
• 0:52
  the
• 0:52
  decisions
• 0:53
  that
• 0:54
  determine
• 0:54
  whether
• 0:54
  your
• 0:55
  product
• 0:55
  succeeds
• 0:56
  or
• 0:56
  struggles.
• 0:57
  So
• 0:57
  today,
• 0:57
  I'm
• 0:57
  gonna
• 0:58
  walk
• 0:58
  you
• 0:58
  through
• 0:58
  the
• 0:58
  seven
• 0:59
  stages
• 0:59
  that
• 1:00
  every
• 1:00
  clinician
• 1:01
  founder
• 1:01
  should
• 1:01
  go
• 1:02
  through
• 1:02
  before
• 1:02
  launching
• 1:03
  their
• 1:03
  first
• 1:04
  medical
• 1:04
  device.
• 1:05
  So
• 1:05
  step
• 1:06
  one,
• 1:06
  validate
• 1:07
  the
• 1:07
  problem.
• 1:08
  Don't
• 1:08
  fall
• 1:08
  in
• 1:09
  love
• 1:09
  with
• 1:09
  your
• 1:09
  own
• 1:09
  solution.
• 1:10
  Firstly,
• 1:11
  make
• 1:11
  sure
• 1:11
  that
• 1:12
  you're
• 1:12
  solving
• 1:12
  a
• 1:12
  genuine
• 1:13
  clinical
• 1:13
  and
• 1:13
  commercial
• 1:14
  problem
• 1:14
  that
• 1:14
  people
• 1:15
  actually
• 1:15
  want
• 1:16
  solved.
• 1:16
  So
• 1:16
  therefore,
• 1:17
  speak
• 1:17
  to
• 1:17
  clinicians,
• 1:18
  speak
• 1:18
  to
• 1:18
  procurement,
• 1:19
  speak
• 1:19
  to
• 1:19
  hospital
• 1:20
  managers.
• 1:20
  Find
• 1:21
  out
• 1:21
  whether
• 1:21
  the
• 1:21
  problem
• 1:22
  is
• 1:22
  important
• 1:22
  enough
• 1:23
  that
• 1:23
  people
• 1:23
  are
• 1:23
  willing
• 1:24
  to
• 1:24
  change
• 1:24
  the
• 1:24
  way
• 1:25
  they
• 1:25
  work
• 1:25
  because
• 1:25
  if
• 1:26
  the
• 1:26
  problem
• 1:26
  isn't
• 1:27
  worth
• 1:27
  solving,
• 1:28
  nothing
• 1:28
  else
• 1:29
  matters.
• 1:29
  Step
• 1:30
  two,
• 1:30
  validate
• 1:31
  the
• 1:31
  solution.
• 1:31
  Now
• 1:32
  prove
• 1:32
  that
• 1:33
  your
• 1:33
  solution
• 1:33
  is
• 1:34
  the
• 1:34
  right
• 1:34
  answer
• 1:35
  to
• 1:35
  that
• 1:35
  problem.
• 1:35
  Get
• 1:36
  honest
• 1:36
  feedback
• 1:36
  early.
• 1:37
  Challenge
• 1:37
  your
• 1:37
  assumptions.
• 1:38
  Listen
• 1:39
  to
• 1:39
  objections
• 1:40
  because
• 1:40
  the
• 1:40
  market
• 1:41
  will
• 1:41
  always
• 1:42
  find
• 1:42
  the
• 1:42
  weaknesses
• 1:42
  in
• 1:43
  your
• 1:43
  product,
• 1:43
  So
• 1:43
  it's
• 1:43
  far
• 1:44
  better
• 1:44
  that
• 1:44
  you
• 1:44
  discover
• 1:45
  those
• 1:45
  objections
• 1:46
  before
• 1:47
  launch.
• 1:47
  Then
• 1:47
  moving
• 1:48
  on
• 1:48
  to
• 1:48
  step
• 1:48
  three,
• 1:48
  build
• 1:49
  your
• 1:49
  evidence.
• 1:49
  Evidence
• 1:50
  is
• 1:50
  about
• 1:50
  much
• 1:51
  more
• 1:51
  than
• 1:51
  clinical
• 1:51
  outcomes.
• 1:52
  The
• 1:52
  question
• 1:53
  is,
• 1:53
  can
• 1:53
  you
• 1:53
  demonstrate
• 1:54
  value,
• 1:54
  and
• 1:54
  how
• 1:55
  is
• 1:55
  that
• 1:55
  value
• 1:55
  defined?
• 1:56
  Can
• 1:56
  you
• 1:57
  improve
• 1:57
  workflows?
• 1:58
  Can
• 1:58
  you
• 1:58
  reduce
• 1:59
  costs?
• 1:59
  Can
• 1:59
  you
• 2:00
  save
• 2:00
  time?
• 2:00
  Can
• 2:01
  you
• 2:01
  improve
• 2:01
  patient
• 2:02
  outcomes?
• 2:02
  The
• 2:03
  strongest
• 2:03
  evidence
• 2:04
  tells
• 2:04
  a
• 2:04
  commercial
• 2:05
  story,
• 2:06
  not
• 2:06
  just
• 2:06
  a
• 2:06
  clinical
• 2:07
  one.
• 2:07
  Step
• 2:08
  four,
• 2:08
  build
• 2:09
  your
• 2:09
  go-to-market
• 2:10
  strategy.
• 2:10
  Now
• 2:10
  ask
• 2:11
  yourself,
• 2:11
  who's
• 2:11
  actually
• 2:12
  gonna
• 2:12
  buy
• 2:12
  this?
• 2:13
  Who's
• 2:13
  influencing
• 2:14
  the
• 2:14
  decision?
• 2:14
  How
• 2:14
  are
• 2:15
  you
• 2:15
  going
• 2:15
  to
• 2:15
  reach
• 2:15
  them?
• 2:16
  Why
• 2:16
  will
• 2:16
  they
• 2:16
  choose
• 2:17
  you
• 2:17
  instead
• 2:17
  of
• 2:17
  doing
• 2:18
  nothing,
• 2:18
  and
• 2:18
  what
• 2:19
  needs
• 2:19
  to
• 2:19
  happen
• 2:20
  before
• 2:20
  they
• 2:20
  can
• 2:20
  confidently
• 2:21
  say
• 2:21
  yes?
• 2:22
  A
• 2:22
  brilliant
• 2:22
  product
• 2:23
  without
• 2:23
  a
• 2:23
  clear
• 2:24
  and
• 2:24
  compelling
• 2:25
  go-to-market
• 2:25
  strategy
• 2:26
  is
• 2:26
  still
• 2:26
  just
• 2:27
  a
• 2:27
  brilliant
• 2:27
  idea.
• 2:27
  So
• 2:28
  in
• 2:28
  my
• 2:28
  experience,
• 2:28
  this
• 2:29
  is
• 2:29
  where
• 2:29
  most
• 2:29
  founders
• 2:29
  go
• 2:30
  wrong
• 2:30
  because
• 2:30
  they
• 2:30
  spend
• 2:31
  months
• 2:31
  preparing
• 2:31
  to
• 2:31
  launch,
• 2:32
  but
• 2:32
  very
• 2:32
  little
• 2:32
  time
• 2:33
  planning
• 2:33
  how
• 2:33
  they're
• 2:34
  gonna
• 2:34
  sell
• 2:34
  it,
• 2:34
  get
• 2:34
  it
• 2:34
  adopted,
• 2:35
  and
• 2:35
  then
• 2:36
  scale
• 2:36
  it
• 2:36
  And
• 2:36
  that's
• 2:37
  why
• 2:37
  this
• 2:37
  step
• 2:37
  four
• 2:38
  is
• 2:38
  often
• 2:39
  the
• 2:39
  difference
• 2:39
  between
• 2:40
  a
• 2:40
  product
• 2:40
  that
• 2:40
  launches
• 2:41
  and
• 2:41
  a
• 2:41
  product
• 2:42
  that
• 2:42
  grows.
• 2:42
  And
• 2:42
  if
• 2:43
  you
• 2:43
  remember
• 2:43
  just
• 2:43
  one
• 2:44
  thing
• 2:44
  from
• 2:44
  this
• 2:44
  episode,
• 2:45
  remember
• 2:45
  this:
• 2:45
  regulation
• 2:46
  gets
• 2:46
  you
• 2:46
  approved,
• 2:47
  a
• 2:47
  go-to-market
• 2:48
  strategy
• 2:48
  gets
• 2:49
  you
• 2:49
  adopted
• 2:49
  Step
• 2:50
  five,
• 2:50
  prepare
• 2:51
  for
• 2:51
  launch.
• 2:52
  Now
• 2:52
  bring
• 2:52
  everything
• 2:53
  together:
• 2:53
  regulation,
• 2:54
  manufacturing,
• 2:55
  pricing,
• 2:56
  reimbursement,
• 2:56
  training,
• 2:57
  distribution.
• 2:57
  Everything
• 2:58
  should
• 2:58
  now
• 2:59
  support
• 2:59
  the
• 2:59
  strategy
• 3:00
  that
• 3:00
  you've
• 3:00
  already
• 3:01
  built,
• 3:01
  not
• 3:01
  replace
• 3:02
  it.
• 3:02
  Step
• 3:02
  six,
• 3:03
  launch.
• 3:04
  Start
• 3:04
  smaller
• 3:04
  than
• 3:05
  you
• 3:05
  think.
• 3:05
  Choose
• 3:05
  the
• 3:05
  right
• 3:06
  market.
• 3:06
  Choose
• 3:06
  the
• 3:06
  right
• 3:07
  customers.
• 3:07
  Choose
• 3:08
  the
• 3:08
  right
• 3:08
  partners.
• 3:09
  Learn
• 3:09
  from
• 3:09
  your
• 3:10
  early
• 3:10
  adopters
• 3:10
  before
• 3:11
  trying
• 3:11
  to
• 3:11
  scale
• 3:12
  internationally.
• 3:12
  A
• 3:13
  successful
• 3:13
  launch
• 3:14
  isn't
• 3:14
  about
• 3:14
  making
• 3:15
  the
• 3:15
  biggest
• 3:15
  splash.
• 3:15
  It's
• 3:16
  about
• 3:16
  building
• 3:16
  momentum.
• 3:17
  Step
• 3:17
  seven,
• 3:18
  the
• 3:18
  final
• 3:18
  stage,
• 3:19
  learn
• 3:19
  and
• 3:19
  scale.
• 3:20
  Launching
• 3:21
  is
• 3:21
  not
• 3:21
  the
• 3:21
  finish
• 3:22
  line.
• 3:22
  It's
• 3:22
  the
• 3:22
  beginning.
• 3:23
  Measure
• 3:23
  adoption,
• 3:24
  collect
• 3:24
  feedback,
• 3:25
  support
• 3:26
  your
• 3:26
  distributors,
• 3:26
  refine
• 3:27
  your
• 3:27
  messaging,
• 3:28
  improve
• 3:28
  your
• 3:29
  commercial
• 3:29
  strategy,
• 3:30
  then
• 3:30
  repeat
• 3:30
  the
• 3:30
  process
• 3:31
  as
• 3:31
  you
• 3:31
  expand
• 3:32
  into
• 3:32
  new
• 3:32
  markets.
• 3:33
  The
• 3:33
  companies
• 3:33
  that
• 3:34
  scale
• 3:34
  fastest
• 3:35
  are
• 3:35
  usually
• 3:35
  the
• 3:35
  ones
• 3:36
  that
• 3:36
  learn
• 3:37
  the
• 3:37
  fastest.
• 3:37
  So
• 3:38
  over
• 3:38
  to
• 3:38
  you,
• 3:39
  your
• 3:39
  action,
• 3:39
  the
• 3:40
  seven-step
• 3:40
  launch
• 3:41
  audit,
• 3:41
  and
• 3:41
  it's
• 3:41
  not
• 3:41
  gonna
• 3:42
  be
• 3:42
  anything
• 3:42
  complicated,
• 3:43
  so
• 3:43
  don't
• 3:43
  worry.
• 3:43
  Before
• 3:44
  you
• 3:44
  move
• 3:44
  on
• 3:44
  to
• 3:44
  the
• 3:44
  next
• 3:45
  stage
• 3:45
  of
• 3:45
  your
• 3:45
  business,
• 3:46
  carry
• 3:46
  out
• 3:46
  a
• 3:46
  quick
• 3:47
  launch
• 3:47
  audit.
• 3:47
  Score
• 3:48
  yourself
• 3:48
  from
• 3:49
  one
• 3:49
  to
• 3:49
  10
• 3:49
  against
• 3:50
  each
• 3:50
  of
• 3:50
  these
• 3:50
  seven
• 3:50
  stages.
• 3:51
  Number
• 3:51
  one,
• 3:52
  problem
• 3:52
  validation.
• 3:53
  Number
• 3:53
  two,
• 3:53
  solution
• 3:54
  validation.
• 3:54
  Number
• 3:55
  three,
• 3:55
  evidence.
• 3:56
  Number
• 3:56
  four,
• 3:57
  go-to-market
• 3:57
  strategy.
• 3:58
  Number
• 3:58
  five,
• 3:59
  launch
• 3:59
  readiness.
• 4:00
  Number
• 4:00
  six,
• 4:01
  launch,
• 4:02
  and
• 4:02
  then
• 4:02
  number
• 4:02
  seven,
• 4:03
  learn
• 4:03
  and
• 4:03
  scale.
• 4:04
  So
• 4:04
  once
• 4:04
  you've
• 4:04
  scored
• 4:05
  yourself,
• 4:05
  ask
• 4:05
  yourself
• 4:06
  two
• 4:06
  questions.
• 4:07
  Firstly,
• 4:08
  which
• 4:08
  low
• 4:08
  score
• 4:09
  is
• 4:09
  actually
• 4:09
  blocking
• 4:10
  progress?
• 4:11
  Because
• 4:11
  not
• 4:11
  every
• 4:12
  weak
• 4:12
  area
• 4:13
  matters
• 4:13
  today.
• 4:14
  So
• 4:14
  don't
• 4:14
  just
• 4:14
  look
• 4:14
  at
• 4:14
  the
• 4:14
  lowest
• 4:14
  score.
• 4:15
  Secondly,
• 4:15
  which
• 4:16
  area
• 4:17
  are
• 4:17
  you
• 4:17
  over-investing
• 4:18
  in?
• 4:18
  Because
• 4:19
  let's
• 4:19
  be
• 4:19
  honest,
• 4:19
  you're
• 4:20
  just
• 4:20
  avoiding
• 4:20
  the
• 4:20
  harder
• 4:21
  questions.
• 4:21
  Sometimes
• 4:22
  founders,
• 4:23
  spend
• 4:24
  months
• 4:24
  building
• 4:25
  more
• 4:25
  evidence
• 4:25
  or
• 4:25
  refining
• 4:26
  the
• 4:26
  product
• 4:26
  to
• 4:26
  death
• 4:27
  or
• 4:27
  perfecting
• 4:28
  the
• 4:28
  pitch
• 4:28
  deck
• 4:28
  when
• 4:28
  what
• 4:29
  they
• 4:29
  really
• 4:29
  need
• 4:29
  to
• 4:29
  do
• 4:30
  is
• 4:30
  test
• 4:30
  the
• 4:30
  market.
• 4:31
  and
• 4:31
  I
• 4:31
  know
• 4:31
  you're
• 4:31
  not
• 4:31
  one
• 4:31
  of
• 4:32
  those,
• 4:32
  of
• 4:32
  course,
• 4:32
  So
• 4:32
  once
• 4:33
  you've
• 4:33
  marked
• 4:33
  yourself
• 4:33
  out
• 4:33
  of
• 4:33
  ten
• 4:33
  for
• 4:33
  each
• 4:34
  of
• 4:34
  those
• 4:34
  areas,
• 4:34
  and
• 4:34
  then
• 4:34
  you've
• 4:35
  asked
• 4:35
  those
• 4:35
  two
• 4:36
  questions
• 4:36
  honestly,
• 4:37
  then
• 4:37
  finally
• 4:38
  what
• 4:38
  I
• 4:38
  want
• 4:38
  you
• 4:38
  to
• 4:39
  do
• 4:39
  is
• 4:39
  choose
• 4:39
  one
• 4:39
  priority
• 4:40
  for
• 4:40
  the
• 4:40
  next
• 4:41
  seven
• 4:41
  days
• 4:42
  that's
• 4:42
  gonna
• 4:42
  move
• 4:42
  your
• 4:42
  business
• 4:42
  forward.
• 4:43
  Not
• 4:43
  seven
• 4:43
  priorities,
• 4:44
  just
• 4:44
  one,
• 4:45
  because
• 4:45
  progress
• 4:46
  comes
• 4:46
  from
• 4:46
  fixing
• 4:47
  the
• 4:47
  constraint
• 4:47
  that's
• 4:47
  holding
• 4:48
  your
• 4:48
  business
• 4:48
  back,
• 4:49
  not
• 4:49
  from
• 4:49
  just
• 4:49
  working
• 4:50
  on
• 4:50
  everything
• 4:50
  or
• 4:50
  working
• 4:50
  on,
• 4:51
  the
• 4:51
  one
• 4:51
  that
• 4:51
  has
• 4:51
  the
• 4:51
  lowest
• 4:51
  score.
• 4:52
  So
• 4:52
  in
• 4:53
  summary,
• 4:53
  launching
• 4:54
  a
• 4:54
  medical
• 4:54
  device
• 4:55
  isn't
• 4:55
  a
• 4:55
  single
• 4:56
  event.
• 4:56
  It's
• 4:56
  a
• 4:56
  series
• 4:57
  of
• 4:57
  commercial
• 4:58
  decisions.
• 4:58
  So
• 4:59
  get
• 4:59
  those
• 4:59
  decisions
• 4:59
  right,
• 5:00
  and
• 5:00
  you
• 5:00
  dramatically
• 5:01
  improve
• 5:02
  your
• 5:02
  chances
• 5:02
  of
• 5:02
  adoption,
• 5:03
  sales,
• 5:04
  and
• 5:04
  hence
• 5:04
  long-term
• 5:05
  success
• 5:06
  Hakeem: And
• 5:06
  Hakeem: if
• 5:06
  Hakeem: you're
• 5:07
  Hakeem: building
• 5:07
  Hakeem: a
• 5:08
  Hakeem: MedTech
• 5:08
  Hakeem: business
• 5:09
  Hakeem: and
• 5:09
  Hakeem: you're
• 5:09
  Hakeem: not
• 5:10
  Hakeem: sure
• 5:10
  Hakeem: whether
• 5:10
  Hakeem: your
• 5:10
  Hakeem: next
• 5:11
  Hakeem: move
• 5:11
  Hakeem: should
• 5:11
  Hakeem: be
• 5:11
  Hakeem: around
• 5:11
  Hakeem: evidence,
• 5:12
  Hakeem: market
• 5:12
  Hakeem: access,
• 5:13
  Hakeem: commercialization,
• 5:14
  Hakeem: distributor
• 5:14
  Hakeem: strategy.
• 5:15
  Hakeem: Or
• 5:15
  Hakeem: adoption.
• 5:16
  Hakeem: Do
• 5:16
  Hakeem: not
• 5:17
  Hakeem: guess.
• 5:17
  Hakeem: Book
• 5:18
  Hakeem: a
• 5:18
  Hakeem: healthcare
• 5:18
  Hakeem: export
• 5:18
  Hakeem: accelerator
• 5:19
  Hakeem: diagnostic
• 5:20
  Hakeem: Call
• 5:20
  Hakeem: with
• 5:20
  Hakeem: me.
• 5:21
  Hakeem: Use
• 5:21
  Hakeem: my
• 5:21
  Hakeem: link
• 5:22
  Hakeem: in
• 5:22
  Hakeem: the
• 5:22
  Hakeem: show
• 5:22
  Hakeem: notes.
• 5:23
  Hakeem: And
• 5:23
  Hakeem: in
• 5:23
  Hakeem: that
• 5:23
  Hakeem: session
• 5:24
  Hakeem: I'll
• 5:24
  Hakeem: help
• 5:24
  Hakeem: you
• 5:24
  Hakeem: identify
• 5:25
  Hakeem: the
• 5:25
  Hakeem: specific
• 5:26
  Hakeem: constraints
• 5:27
  Hakeem: blocking
• 5:27
  Hakeem: your
• 5:27
  Hakeem: momentum
• 5:28
  Hakeem: and
• 5:28
  Hakeem: the
• 5:29
  Hakeem: commercial
• 5:29
  Hakeem: move
• 5:30
  Hakeem: most
• 5:30
  Hakeem: likely
• 5:30
  Hakeem: to
• 5:31
  Hakeem: unlock
• 5:31
  Hakeem: your
• 5:31
  Hakeem: progress.
• 5:32
  Hakeem: Thanks
• 5:32
  Hakeem: for
• 5:32
  Hakeem: tuning
• 5:33
  Hakeem: in.
• 5:33
  Hakeem: Until
• 5:34
  Hakeem: next
• 5:34
  Hakeem: time,
• 5:34
  Hakeem: thanks
• 5:35
  Hakeem: for
• 5:35
  Hakeem: listening.
• 5:35
  Hakeem: Keep
• 5:36
  Hakeem: challenging
• 5:36
  Hakeem: your
• 5:36
  Hakeem: assumptions
• 5:37
  Hakeem: and
• 5:37
  Hakeem: keep
• 5:38
  Hakeem: growing.