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#205 | The #1 Mistake MedTech Companies Make When Choosing Export Markets · Clinician to CEO : Export Your Medical Device With Confidence By Overcoming Go To Market Roadblocks For Medtech Growth

• 0:00
  The
• 0:00
  one
• 0:00
  thing
• 0:00
  that
• 0:00
  you're
• 0:00
  gonna
• 0:00
  discover
• 0:01
  on
• 0:01
  today's
• 0:01
  episode
• 0:02
  is
• 0:02
  why
• 0:03
  the
• 0:03
  first
• 0:03
  question
• 0:03
  when
• 0:04
  entering
• 0:04
  a
• 0:04
  new
• 0:04
  market
• 0:05
  isn't
• 0:05
  how
• 0:06
  do
• 0:06
  we
• 0:06
  get
• 0:06
  in,
• 0:07
  But
• 0:07
  should
• 0:08
  we
• 0:08
  be
• 0:08
  going
• 0:08
  there
• 0:08
  at
• 0:09
  all?
• 0:10
  Welcome
• 0:10
  to
• 0:10
  Clinician
• 0:11
  to
• 0:11
  CEO,
• 0:12
  the
• 0:12
  podcast
• 0:13
  helping
• 0:13
  clinicians
• 0:14
  simplify
• 0:14
  your
• 0:15
  go-to-market
• 0:15
  strategy
• 0:16
  so
• 0:16
  that
• 0:16
  you
• 0:16
  can
• 0:17
  stop
• 0:17
  guessing
• 0:18
  and
• 0:18
  turn
• 0:18
  your
• 0:19
  working
• 0:19
  prototypes
• 0:20
  into
• 0:20
  international
• 0:21
  MedTech
• 0:21
  businesses.
• 0:22
  I'm
• 0:22
  your
• 0:22
  host,
• 0:23
  Hakeem
• 0:23
  Aade.
• 0:24
  Let's
• 0:25
  get
• 0:25
  started.
• 0:26
  So
• 0:26
  the
• 0:26
  three
• 0:26
  things
• 0:26
  that
• 0:26
  you're
• 0:26
  gonna
• 0:27
  discover
• 0:27
  on
• 0:27
  today's
• 0:28
  episode
• 0:28
  are,
• 0:28
  number
• 0:29
  one,
• 0:29
  why
• 0:29
  market
• 0:30
  understanding
• 0:31
  should
• 0:31
  come
• 0:31
  before
• 0:31
  market
• 0:32
  activity.
• 0:33
  Number
• 0:33
  two,
• 0:33
  how
• 0:33
  the
• 0:34
  right
• 0:34
  market
• 0:34
  entry
• 0:35
  strategy
• 0:35
  changes
• 0:36
  depending
• 0:36
  on
• 0:36
  the
• 0:36
  size
• 0:36
  of
• 0:36
  your
• 0:36
  business.
• 0:37
  And
• 0:37
  number
• 0:37
  three,
• 0:38
  the
• 0:38
  mistake
• 0:38
  many
• 0:39
  companies
• 0:39
  make
• 0:40
  that
• 0:40
  costs
• 0:40
  them
• 0:40
  time,
• 0:41
  money,
• 0:42
  and
• 0:42
  momentum.
• 0:42
  And
• 0:42
  to
• 0:42
  help
• 0:43
  me
• 0:43
  do
• 0:43
  that,
• 0:43
  I'm
• 0:44
  gonna
• 0:44
  go
• 0:44
  through
• 0:44
  the
• 0:44
  decision
• 0:45
  scenario
• 0:46
  from
• 0:46
  my
• 0:47
  conversation
• 0:48
  with
• 0:48
  Kurt
• 0:48
  Jennewin,
• 0:49
  who
• 0:49
  is
• 0:49
  a
• 0:49
  med
• 0:49
  tech
• 0:50
  expert
• 0:50
  with
• 0:50
  extensive
• 0:51
  experience
• 0:51
  helping
• 0:52
  companies
• 0:52
  enter
• 0:52
  the
• 0:52
  Japanese
• 0:53
  healthcare
• 0:53
  market.
• 0:54
  So
• 0:54
  if
• 0:54
  you
• 0:54
  haven't
• 0:54
  listened
• 0:55
  to
• 0:55
  that
• 0:55
  episode,
• 0:55
  then,
• 0:56
  you
• 0:56
  can
• 0:56
  catch
• 0:56
  that
• 0:56
  on,
• 0:57
  it's
• 0:57
  episode
• 0:58
  two
• 0:58
  zero
• 0:59
  four
• 0:59
  So
• 0:59
  the
• 1:00
  scenario
• 1:00
  is,
• 1:00
  you
• 1:01
  are
• 1:01
  the
• 1:01
  president
• 1:01
  of
• 1:01
  a
• 1:01
  med
• 1:02
  tech
• 1:02
  company
• 1:02
  looking
• 1:02
  to
• 1:03
  enter
• 1:03
  the
• 1:03
  Japanese
• 1:03
  market,
• 1:04
  and
• 1:04
  you
• 1:04
  have
• 1:04
  a
• 1:05
  promising
• 1:05
  product,
• 1:05
  but
• 1:06
  you
• 1:06
  have
• 1:06
  limited
• 1:06
  resources
• 1:07
  and
• 1:07
  time.
• 1:07
  I'm
• 1:07
  sure
• 1:08
  everyone
• 1:08
  listening
• 1:08
  will
• 1:08
  recognize
• 1:09
  that.
• 1:09
  You
• 1:09
  need
• 1:10
  to
• 1:10
  make
• 1:10
  a
• 1:10
  strategic
• 1:11
  decision
• 1:11
  on
• 1:11
  your
• 1:11
  next
• 1:12
  step.
• 1:12
  So
• 1:12
  do
• 1:12
  you,
• 1:12
  A,
• 1:13
  focus
• 1:13
  on
• 1:13
  building
• 1:14
  relationships
• 1:14
  with
• 1:14
  Japanese
• 1:15
  distributors
• 1:15
  before
• 1:15
  finalizing
• 1:16
  the
• 1:16
  actual
• 1:17
  product?
• 1:17
  Do
• 1:17
  you,
• 1:17
  B,
• 1:18
  invest
• 1:18
  heavily
• 1:19
  in
• 1:19
  local
• 1:20
  regulatory
• 1:20
  compliance
• 1:21
  before
• 1:21
  any
• 1:21
  market
• 1:22
  outreach?
• 1:22
  Do
• 1:22
  you,
• 1:23
  C,
• 1:23
  launch
• 1:24
  a
• 1:24
  pilot
• 1:24
  program
• 1:25
  to
• 1:25
  test
• 1:25
  product
• 1:26
  response
• 1:27
  in
• 1:27
  key
• 1:27
  hospitals?
• 1:28
  Or
• 1:28
  do
• 1:28
  you,
• 1:28
  D,
• 1:29
  conduct
• 1:29
  extensive
• 1:30
  market
• 1:30
  research
• 1:31
  to
• 1:31
  understand
• 1:31
  customer
• 1:32
  needs
• 1:32
  before
• 1:33
  taking
• 1:33
  further
• 1:34
  actions?
• 1:34
  So
• 1:34
  doing
• 1:35
  a
• 1:35
  pilot
• 1:36
  would
• 1:36
  be
• 1:36
  really
• 1:36
  difficult
• 1:37
  because
• 1:37
  generally
• 1:38
  you
• 1:38
  have
• 1:38
  to
• 1:38
  have
• 1:39
  regulatory
• 1:39
  approval
• 1:40
  before
• 1:40
  you
• 1:40
  would
• 1:40
  start
• 1:41
  a
• 1:41
  pilot.
• 1:41
  There
• 1:41
  are
• 1:42
  ways
• 1:42
  of
• 1:42
  importing
• 1:43
  your
• 1:43
  product
• 1:43
  into
• 1:43
  Japan
• 1:44
  prior
• 1:44
  to
• 1:45
  regulatory
• 1:45
  approval,
• 1:46
  but
• 1:46
  it's
• 1:46
  generally
• 1:46
  difficult
• 1:47
  to
• 1:47
  do.
• 1:47
  The
• 1:47
  regulatory
• 1:48
  work,
• 1:49
  you
• 1:49
  may
• 1:50
  not
• 1:50
  want
• 1:50
  to
• 1:50
  do
• 1:51
  until
• 1:52
  you,
• 1:52
  have
• 1:52
  a
• 1:52
  good
• 1:52
  understanding
• 1:53
  of
• 1:53
  the
• 1:53
  market
• 1:53
  and
• 1:54
  whether
• 1:54
  or
• 1:54
  not
• 1:54
  y-
• 1:54
  you-
• 1:55
  your
• 1:55
  product
• 1:56
  will
• 1:56
  really
• 1:56
  be
• 1:56
  successful
• 1:57
  there.
• 1:57
  From
• 1:58
  a
• 1:59
  market
• 1:59
  research
• 2:00
  perspective,
• 2:00
  I
• 2:00
  think
• 2:01
  there's
• 2:01
  a
• 2:01
  lot
• 2:01
  of
• 2:01
  things
• 2:01
  to
• 2:01
  say,
• 2:02
  yeah,
• 2:02
  market
• 2:03
  research
• 2:03
  is
• 2:04
  is
• 2:04
  definitely
• 2:05
  worth
• 2:05
  doing.
• 2:06
  It
• 2:06
  can
• 2:06
  be
• 2:06
  expensive.
• 2:07
  It
• 2:07
  can
• 2:07
  take
• 2:07
  time
• 2:08
  to
• 2:08
  do
• 2:08
  that
• 2:08
  market
• 2:09
  research.
• 2:09
  And,
• 2:10
  if
• 2:10
  you're
• 2:10
  limited
• 2:11
  in
• 2:11
  terms
• 2:11
  of
• 2:11
  money
• 2:12
  or
• 2:12
  focus
• 2:13
  y-
• 2:13
  maybe
• 2:13
  that's
• 2:14
  not
• 2:14
  money
• 2:14
  that
• 2:14
  you
• 2:14
  wanna
• 2:15
  spend
• 2:15
  on
• 2:15
  the
• 2:15
  Japanese
• 2:16
  market,
• 2:16
  depending
• 2:16
  on
• 2:17
  how
• 2:17
  big
• 2:17
  you
• 2:17
  are
• 2:17
  as
• 2:18
  a
• 2:18
  company
• 2:18
  or
• 2:18
  your
• 2:18
  stage
• 2:19
  of
• 2:19
  development.
• 2:20
  And
• 2:20
  the
• 2:20
  relationship
• 2:21
  development
• 2:21
  with
• 2:21
  lots
• 2:22
  of
• 2:22
  Japanese
• 2:22
  potential
• 2:23
  partners
• 2:23
  that
• 2:24
  probably
• 2:24
  does-
• 2:25
  just
• 2:25
  doesn't
• 2:25
  make
• 2:25
  sense
• 2:26
  until
• 2:27
  you
• 2:27
  know
• 2:27
  if
• 2:27
  you
• 2:27
  should
• 2:28
  be
• 2:28
  in
• 2:28
  the
• 2:28
  market,
• 2:29
  and
• 2:29
  it
• 2:29
  can
• 2:29
  just
• 2:30
  delay
• 2:30
  the
• 2:31
  time
• 2:31
  that
• 2:31
  it
• 2:31
  takes
• 2:32
  to
• 2:32
  get
• 2:32
  into
• 2:32
  market.
• 2:33
  So
• 2:33
  out
• 2:33
  of
• 2:33
  those
• 2:34
  four
• 2:34
  different
• 2:34
  options,
• 2:34
  I
• 2:34
  would
• 2:35
  probably
• 2:35
  say,
• 2:36
  market
• 2:36
  research
• 2:36
  is
• 2:37
  the
• 2:37
  way
• 2:37
  to
• 2:37
  go.
• 2:38
  What
• 2:38
  I
• 2:38
  really
• 2:38
  like
• 2:38
  about
• 2:39
  Kurt's
• 2:39
  answer
• 2:39
  there
• 2:40
  is
• 2:40
  that,
• 2:41
  as
• 2:41
  you'd
• 2:41
  expect,
• 2:41
  he
• 2:41
  starts
• 2:42
  with
• 2:42
  understanding
• 2:43
  before
• 2:43
  action,
• 2:44
  and
• 2:44
  that's
• 2:44
  really
• 2:44
  important
• 2:45
  cause
• 2:45
  I
• 2:45
  see
• 2:45
  lots
• 2:45
  of
• 2:46
  businesses
• 2:46
  doing
• 2:46
  the
• 2:47
  exact
• 2:47
  opposite.
• 2:48
  I-
• 2:48
  they
• 2:48
  book
• 2:48
  the
• 2:48
  flights,
• 2:49
  they
• 2:49
  attend
• 2:49
  the
• 2:49
  trade
• 2:50
  shows,
• 2:50
  they
• 2:50
  start
• 2:51
  speaking
• 2:51
  to
• 2:51
  distributors,
• 2:52
  and
• 2:52
  they
• 2:52
  start
• 2:53
  spending
• 2:53
  lots
• 2:53
  of
• 2:53
  money
• 2:53
  on
• 2:54
  things
• 2:54
  like
• 2:54
  regulatory
• 2:55
  consultants
• 2:55
  and
• 2:56
  translating
• 2:56
  market
• 2:57
  materials,
• 2:57
  and
• 2:58
  they
• 2:58
  do
• 2:58
  all
• 2:58
  of
• 2:58
  that
• 2:59
  before
• 2:59
  they've
• 2:59
  answered
• 2:59
  one
• 3:00
  fundamental
• 3:01
  question,
• 3:01
  which
• 3:02
  is:
• 3:02
  Is
• 3:03
  this
• 3:03
  actually
• 3:03
  the
• 3:03
  right
• 3:04
  market?
• 3:04
  Because
• 3:04
  entering
• 3:05
  a
• 3:05
  market
• 3:06
  isn't
• 3:06
  that
• 3:06
  difficult,
• 3:07
  A,
• 3:07
  just
• 3:07
  getting
• 3:07
  into
• 3:07
  the
• 3:07
  market,
• 3:08
  but
• 3:08
  entering
• 3:09
  the
• 3:09
  wrong
• 3:09
  market
• 3:10
  is
• 3:10
  very,
• 3:11
  very
• 3:11
  expensive.
• 3:12
  And
• 3:12
  the
• 3:12
  reality
• 3:13
  is
• 3:13
  that
• 3:14
  market
• 3:14
  selection
• 3:15
  is
• 3:15
  often
• 3:15
  more
• 3:15
  important
• 3:16
  than
• 3:16
  market
• 3:17
  entry,
• 3:17
  because
• 3:18
  if
• 3:18
  you
• 3:18
  pick
• 3:18
  the
• 3:18
  wrong
• 3:18
  market,
• 3:19
  then
• 3:19
  the
• 3:19
  best
• 3:19
  distributor
• 3:20
  in
• 3:20
  the
• 3:20
  world
• 3:20
  isn't
• 3:20
  gonna
• 3:21
  save
• 3:21
  you,
• 3:21
  nor
• 3:21
  is
• 3:22
  the
• 3:22
  best
• 3:22
  regulatory
• 3:22
  strategy,
• 3:23
  and
• 3:23
  the
• 3:23
  best
• 3:24
  sales
• 3:24
  strategy
• 3:24
  won't
• 3:25
  save
• 3:25
  you
• 3:25
  either.
• 3:26
  Because
• 3:26
  you
• 3:26
  may
• 3:27
  have
• 3:27
  started
• 3:27
  with
• 3:27
  the
• 3:27
  wrong
• 3:28
  assumption.
• 3:28
  So
• 3:28
  the
• 3:28
  first
• 3:29
  thing
• 3:29
  is
• 3:29
  understanding
• 3:30
  it
• 3:30
  and
• 3:30
  making
• 3:30
  sure
• 3:30
  that
• 3:31
  you're
• 3:31
  not
• 3:31
  making
• 3:31
  any
• 3:31
  wrong
• 3:32
  assumptions.
• 3:33
  The
• 3:33
  only
• 3:33
  thing
• 3:33
  I'd
• 3:33
  like
• 3:33
  to
• 3:33
  clarify,
• 3:34
  is
• 3:34
  that
• 3:35
  term
• 3:35
  extensive
• 3:35
  market
• 3:36
  research,
• 3:36
  because
• 3:37
  many
• 3:37
  SMEs
• 3:38
  and
• 3:38
  founders
• 3:39
  hear
• 3:39
  that,
• 3:39
  and
• 3:39
  they
• 3:39
  immediately
• 3:40
  think,
• 3:40
  "All
• 3:40
  right,
• 3:40
  we
• 3:41
  need
• 3:41
  a
• 3:41
  six-month
• 3:41
  project.
• 3:42
  We
• 3:42
  need
• 3:42
  a
• 3:43
  £30,000
• 3:43
  report.
• 3:44
  We
• 3:44
  need
• 3:44
  hundreds
• 3:45
  of
• 3:45
  pages
• 3:45
  of
• 3:45
  analysis."
• 3:46
  And
• 3:46
  actually
• 3:46
  most
• 3:46
  don't.
• 3:47
  What
• 3:47
  they
• 3:47
  actually
• 3:47
  need
• 3:47
  is
• 3:48
  enough
• 3:48
  information
• 3:48
  to
• 3:48
  make
• 3:49
  a
• 3:49
  decision.
• 3:49
  and
• 3:49
  for
• 3:49
  me,
• 3:50
  there's
• 3:50
  three
• 3:50
  questions.
• 3:51
  Number
• 3:51
  one,
• 3:52
  is
• 3:52
  there
• 3:52
  a
• 3:52
  genuine
• 3:52
  opportunity,
• 3:53
  not
• 3:53
  just
• 3:54
  a
• 3:54
  big
• 3:54
  market,
• 3:55
  but
• 3:55
  an
• 3:55
  opportunity
• 3:55
  for
• 3:55
  your
• 3:56
  product
• 3:56
  in
• 3:56
  that
• 3:56
  market?
• 3:57
  Number
• 3:57
  two,
• 3:57
  can
• 3:58
  we
• 3:58
  access
• 3:58
  customers
• 3:59
  in
• 3:59
  that
• 3:59
  market?
• 3:59
  Can
• 4:00
  we
• 4:00
  realistically
• 4:00
  reach
• 4:01
  decision-makers,
• 4:02
  hospitals,
• 4:02
  distributors
• 4:03
  or
• 4:03
  buyers
• 4:04
  in
• 4:04
  that
• 4:04
  market?
• 4:04
  And
• 4:04
  then
• 4:05
  number
• 4:05
  three,
• 4:05
  can
• 4:05
  we
• 4:06
  actually
• 4:06
  make
• 4:06
  money?
• 4:06
  Because
• 4:06
  after
• 4:07
  distributors,
• 4:07
  margins,
• 4:08
  regulations
• 4:09
  and
• 4:09
  support
• 4:09
  costs,
• 4:10
  you
• 4:10
  need
• 4:10
  to
• 4:10
  know
• 4:11
  there's
• 4:11
  actually
• 4:11
  still
• 4:12
  a
• 4:12
  commercially
• 4:12
  viable
• 4:13
  business.
• 4:13
  Now,
• 4:13
  if
• 4:13
  you
• 4:13
  can
• 4:14
  answer
• 4:14
  those
• 4:14
  three
• 4:15
  questions
• 4:15
  confidently,
• 4:16
  then
• 4:16
  you're
• 4:17
  often
• 4:17
  ready
• 4:17
  to
• 4:17
  move
• 4:18
  forward
• 4:18
  in
• 4:18
  that
• 4:18
  specific
• 4:19
  market.
• 4:19
  So
• 4:20
  this
• 4:20
  week's
• 4:20
  action
• 4:21
  that
• 4:21
  I'd
• 4:21
  like
• 4:21
  you
• 4:21
  to
• 4:21
  take
• 4:22
  to
• 4:22
  look
• 4:22
  at
• 4:22
  the
• 4:22
  next
• 4:23
  market
• 4:23
  on
• 4:23
  your
• 4:23
  target
• 4:24
  list,
• 4:24
  then
• 4:24
  write
• 4:24
  down:
• 4:25
  Why
• 4:25
  do
• 4:25
  we
• 4:26
  believe
• 4:26
  this
• 4:26
  market
• 4:26
  attractive?
• 4:27
  What
• 4:27
  evidence
• 4:28
  supports
• 4:29
  that
• 4:29
  belief?
• 4:29
  Who
• 4:29
  are
• 4:29
  the
• 4:29
  main
• 4:30
  competitors?
• 4:30
  What
• 4:31
  are
• 4:31
  the
• 4:31
  biggest
• 4:31
  barriers
• 4:32
  to
• 4:32
  entry?
• 4:32
  And
• 4:32
  how
• 4:33
  would
• 4:33
  we
• 4:33
  make
• 4:34
  money
• 4:34
  in
• 4:34
  that
• 4:35
  market?
• 4:35
  Now
• 4:35
  if
• 4:35
  you
• 4:35
  struggle
• 4:36
  to
• 4:36
  answer
• 4:36
  those
• 4:37
  questions,
• 4:37
  stop
• 4:38
  thinking
• 4:38
  about
• 4:38
  entry
• 4:38
  and
• 4:38
  start
• 4:39
  thinking
• 4:39
  about
• 4:40
  understanding
• 4:41
  what
• 4:42
  and
• 4:42
  how
• 4:42
  you're
• 4:42
  gonna
• 4:42
  do
• 4:43
  stuff
• 4:43
  before
• 4:43
  you
• 4:43
  start
• 4:44
  thinking
• 4:44
  about
• 4:44
  the
• 4:44
  market.
• 4:45
  And
• 4:45
  then
• 4:45
  my
• 4:45
  closing
• 4:46
  quote
• 4:46
  is
• 4:47
  that
• 4:47
  one
• 4:47
  of
• 4:47
  the
• 4:47
  biggest
• 4:47
  mistakes
• 4:48
  in
• 4:48
  international
• 4:48
  business
• 4:49
  is
• 4:49
  confusing
• 4:50
  activity
• 4:50
  with
• 4:50
  progress.
• 4:51
  I've
• 4:51
  said
• 4:51
  this
• 4:51
  on
• 4:51
  lots
• 4:52
  of
• 4:52
  other
• 4:52
  episodes.
• 4:53
  Talking
• 4:53
  to
• 4:53
  distributors
• 4:54
  always
• 4:54
  feels
• 4:54
  productive.
• 4:55
  Traveling
• 4:56
  feels
• 4:56
  productive.
• 4:56
  Trade
• 4:57
  shows
• 4:57
  feel
• 4:57
  productive.
• 4:58
  Regulatory
• 4:58
  discussions
• 4:59
  feel
• 4:59
  productive.
• 4:59
  But
• 5:00
  none
• 5:00
  of
• 5:00
  them
• 5:00
  matter
• 5:00
  if
• 5:00
  you've
• 5:00
  chosen
• 5:01
  the
• 5:01
  wrong
• 5:01
  market.
• 5:01
  So
• 5:02
  before
• 5:02
  asking,
• 5:03
  "How
• 5:03
  do
• 5:03
  we
• 5:04
  enter
• 5:04
  Japan?"
• 5:04
  Ask,
• 5:05
  Should
• 5:05
  Japan
• 5:06
  be
• 5:06
  our
• 5:06
  next
• 5:06
  market
• 5:07
  at
• 5:07
  all?"
• 5:07
  Because
• 5:07
  the
• 5:08
  quality
• 5:08
  of
• 5:08
  your
• 5:08
  market
• 5:09
  selection
• 5:09
  often
• 5:10
  determines
• 5:10
  the
• 5:11
  success
• 5:11
  of
• 5:11
  your
• 5:11
  market
• 5:12
  entry.
• 5:12
  Hakeem: And
• 5:13
  Hakeem: if
• 5:13
  Hakeem: you're
• 5:13
  Hakeem: building
• 5:14
  Hakeem: a
• 5:14
  Hakeem: MedTech
• 5:14
  Hakeem: business
• 5:15
  Hakeem: and
• 5:15
  Hakeem: you're
• 5:15
  Hakeem: not
• 5:16
  Hakeem: sure
• 5:16
  Hakeem: whether
• 5:16
  Hakeem: your
• 5:16
  Hakeem: next
• 5:17
  Hakeem: move
• 5:17
  Hakeem: should
• 5:17
  Hakeem: be
• 5:17
  Hakeem: around
• 5:17
  Hakeem: evidence,
• 5:18
  Hakeem: market
• 5:19
  Hakeem: access,
• 5:19
  Hakeem: commercialization,
• 5:20
  Hakeem: distributor
• 5:20
  Hakeem: strategy.
• 5:21
  Hakeem: Or
• 5:21
  Hakeem: adoption.
• 5:22
  Hakeem: Do
• 5:22
  Hakeem: not
• 5:23
  Hakeem: guess.
• 5:23
  Hakeem: Book
• 5:24
  Hakeem: a
• 5:24
  Hakeem: healthcare
• 5:24
  Hakeem: export
• 5:25
  Hakeem: accelerator
• 5:25
  Hakeem: diagnostic
• 5:26
  Hakeem: Call
• 5:26
  Hakeem: with
• 5:26
  Hakeem: me.
• 5:27
  Hakeem: Use
• 5:27
  Hakeem: my
• 5:27
  Hakeem: link
• 5:28
  Hakeem: in
• 5:28
  Hakeem: the
• 5:28
  Hakeem: show
• 5:28
  Hakeem: notes.
• 5:29
  Hakeem: And
• 5:29
  Hakeem: in
• 5:29
  Hakeem: that
• 5:29
  Hakeem: session
• 5:30
  Hakeem: I'll
• 5:30
  Hakeem: help
• 5:30
  Hakeem: you
• 5:31
  Hakeem: identify
• 5:31
  Hakeem: the
• 5:31
  Hakeem: specific
• 5:32
  Hakeem: constraints
• 5:33
  Hakeem: blocking
• 5:33
  Hakeem: your
• 5:34
  Hakeem: momentum
• 5:34
  Hakeem: and
• 5:35
  Hakeem: the
• 5:35
  Hakeem: commercial
• 5:35
  Hakeem: move
• 5:36
  Hakeem: most
• 5:36
  Hakeem: likely
• 5:37
  Hakeem: to
• 5:37
  Hakeem: unlock
• 5:37
  Hakeem: your
• 5:38
  Hakeem: progress.
• 5:38
  Hakeem: Thanks
• 5:38
  Hakeem: for
• 5:39
  Hakeem: tuning
• 5:39
  Hakeem: in.
• 5:39
  Hakeem: Until
• 5:40
  Hakeem: next
• 5:40
  Hakeem: time,
• 5:41
  Hakeem: thanks
• 5:41
  Hakeem: for
• 5:41
  Hakeem: listening.
• 5:42
  Hakeem: Keep
• 5:42
  Hakeem: challenging
• 5:42
  Hakeem: your
• 5:42
  Hakeem: assumptions
• 5:43
  Hakeem: and
• 5:43
  Hakeem: keep
• 5:44
  Hakeem: growing.