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Transcript

#197 | The NUMBER ONE Reason Why Medical Device Adoption Fails And How to Realign For Greater Exporting Success (For Clinicians) · Clinician to CEO : Export Your Medical Device With Confidence By Overcoming Go To Market Roadblocks For Medtech Growth

• 0:00
  In
• 0:00
  this
• 0:00
  episode,
• 0:01
  you'll
• 0:01
  find
• 0:01
  out
• 0:01
  how
• 0:02
  to
• 0:02
  effectively
• 0:02
  address
• 0:03
  barriers
• 0:03
  to
• 0:03
  boost
• 0:04
  healthcare
• 0:04
  adoption
• 0:05
  dramatically
• 0:05
  Welcome
• 0:06
  to
• 0:06
  Clinician
• 0:07
  to
• 0:07
  CEO,
• 0:08
  the
• 0:08
  podcast
• 0:09
  helping
• 0:09
  clinicians
• 0:10
  simplify
• 0:10
  your
• 0:11
  go-to-market
• 0:11
  strategy
• 0:12
  so
• 0:12
  that
• 0:12
  you
• 0:12
  can
• 0:13
  stop
• 0:13
  guessing
• 0:14
  and
• 0:14
  turn
• 0:14
  your
• 0:14
  working
• 0:15
  prototypes
• 0:16
  into
• 0:16
  international
• 0:17
  med
• 0:17
  tech
• 0:17
  businesses.
• 0:18
  I'm
• 0:18
  your
• 0:18
  host,
• 0:19
  Hakeem
• 0:19
  Aade.
• 0:20
  Let's
• 0:20
  get
• 0:21
  started.
• 0:22
  Three
• 0:22
  things
• 0:22
  that
• 0:22
  you're
• 0:22
  gonna
• 0:23
  learn
• 0:23
  in
• 0:23
  this
• 0:23
  episode.
• 0:24
  Number
• 0:25
  one,
• 0:25
  why
• 0:25
  good
• 0:26
  evidence
• 0:26
  still
• 0:27
  doesn't
• 0:27
  equal
• 0:27
  adoption.
• 0:28
  Adoption
• 0:29
  is
• 0:29
  a
• 0:29
  system
• 0:29
  problem,
• 0:30
  not
• 0:30
  a
• 0:31
  product
• 0:31
  problem,
• 0:32
  I
• 0:32
  assure
• 0:32
  you.
• 0:33
  Number
• 0:33
  two,
• 0:33
  how
• 0:34
  to
• 0:34
  spot
• 0:34
  the
• 0:35
  real
• 0:35
  who
• 0:36
  behind
• 0:36
  adoption,
• 0:37
  including
• 0:37
  the
• 0:38
  people
• 0:38
  you
• 0:38
  forgot
• 0:39
  even
• 0:39
  exist.
• 0:40
  Number
• 0:40
  three,
• 0:41
  how
• 0:42
  to
• 0:42
  move
• 0:42
  from
• 0:43
  barriers
• 0:43
  to
• 0:43
  action.
• 0:44
  Picking
• 0:44
  strategies
• 0:45
  that
• 0:45
  match
• 0:45
  the
• 0:46
  barrier,
• 0:46
  not
• 0:47
  defaulting
• 0:48
  to
• 0:48
  just
• 0:48
  training
• 0:49
  everybody
• 0:49
  and
• 0:49
  then
• 0:49
  praying
• 0:50
  that
• 0:50
  that
• 0:50
  works.
• 0:51
  So
• 0:51
  these
• 0:52
  are
• 0:52
  my
• 0:52
  key
• 0:52
  takeaways
• 0:53
  from
• 0:53
  my
• 0:54
  episode
• 0:55
  with
• 0:55
  Julia
• 0:55
  Moore
• 0:56
  on
• 0:56
  why
• 0:56
  clinically
• 0:57
  sound
• 0:57
  medical
• 0:58
  devices.
• 0:58
  Still
• 0:59
  fail
• 0:59
  to
• 0:59
  get
• 1:00
  adopted,
• 1:00
  take
• 1:01
  away.
• 1:01
  Number
• 1:01
  one,
• 1:01
  stop
• 1:02
  treating
• 1:03
  agreement.
• 1:03
  Like
• 1:04
  that's
• 1:04
  adoption.
• 1:05
  A
• 1:05
  clinician
• 1:06
  saying
• 1:06
  that
• 1:06
  they
• 1:07
  love
• 1:07
  it
• 1:07
  is
• 1:08
  not
• 1:08
  adoption.
• 1:09
  Adoption
• 1:09
  is
• 1:09
  a
• 1:09
  behavior
• 1:10
  change
• 1:10
  across
• 1:11
  multiple
• 1:11
  people
• 1:12
  and
• 1:12
  multiple
• 1:13
  roles,
• 1:13
  not
• 1:13
  just
• 1:14
  one
• 1:14
  person
• 1:14
  saying
• 1:14
  they
• 1:14
  like
• 1:15
  it.
• 1:15
  So
• 1:15
  the
• 1:15
  action
• 1:16
  I
• 1:16
  want
• 1:16
  you
• 1:16
  to
• 1:16
  take
• 1:16
  here
• 1:17
  is,
• 1:17
  right
• 1:17
  one
• 1:18
  sentence
• 1:19
  that
• 1:19
  describes
• 1:20
  your
• 1:20
  behavior
• 1:20
  chain
• 1:20
  that
• 1:20
  you're
• 1:21
  looking
• 1:21
  for
• 1:21
  after
• 1:22
  X
• 1:22
  happens.
• 1:23
  Who
• 1:23
  must
• 1:24
  do
• 1:24
  what
• 1:25
  differently,
• 1:25
  when
• 1:26
  and
• 1:27
  where?
• 1:27
  Because
• 1:28
  you
• 1:28
  need
• 1:28
  to
• 1:28
  be
• 1:28
  able
• 1:28
  to
• 1:28
  explain
• 1:29
  what
• 1:29
  the
• 1:29
  behavior
• 1:29
  change
• 1:30
  is,
• 1:30
  and
• 1:30
  you
• 1:30
  need
• 1:31
  to
• 1:31
  understand
• 1:31
  what
• 1:31
  it
• 1:31
  is
• 1:32
  if
• 1:32
  you're
• 1:32
  trying
• 1:32
  to
• 1:32
  explain
• 1:33
  it
• 1:33
  to
• 1:33
  others.
• 1:34
  And
• 1:34
  if
• 1:34
  you
• 1:34
  can't
• 1:35
  write
• 1:35
  that
• 1:35
  in
• 1:35
  plain
• 1:35
  English,
• 1:36
  you
• 1:36
  don't
• 1:36
  have
• 1:37
  an
• 1:37
  adoption
• 1:37
  plan,
• 1:38
  you
• 1:38
  have
• 1:38
  hope.
• 1:38
  So
• 1:39
  takeaway
• 1:39
  number
• 1:39
  two.
• 1:40
  Build
• 1:40
  your
• 1:41
  who
• 1:41
  list,
• 1:42
  then
• 1:42
  assume
• 1:42
  it's
• 1:42
  wrong
• 1:43
  because
• 1:43
  you
• 1:43
  may
• 1:44
  well
• 1:44
  miss
• 1:44
  critical
• 1:45
  who's,
• 1:46
  and
• 1:46
  the
• 1:46
  one
• 1:46
  you
• 1:47
  miss
• 1:47
  might
• 1:47
  be
• 1:48
  the
• 1:48
  person
• 1:48
  who
• 1:48
  speaks
• 1:49
  to
• 1:49
  the
• 1:49
  patient
• 1:49
  last,
• 1:50
  or
• 1:50
  controls
• 1:51
  the
• 1:51
  workflow
• 1:51
  or
• 1:52
  blocks
• 1:52
  procurement
• 1:53
  quietly.
• 1:54
  So
• 1:54
  what
• 1:54
  I
• 1:54
  want
• 1:54
  you
• 1:54
  to
• 1:55
  do
• 1:55
  as
• 1:55
  an
• 1:55
  action
• 1:56
  point
• 1:56
  for
• 1:56
  this
• 1:56
  takeaway
• 1:57
  is
• 1:58
  to
• 1:58
  do
• 1:58
  a
• 1:58
  30
• 1:59
  minute
• 2:00
  workflow,
• 2:01
  walk
• 2:01
  IE
• 2:02
  go
• 2:02
  to
• 2:02
  one
• 2:03
  site
• 2:03
  and
• 2:03
  map
• 2:04
  every
• 2:04
  single
• 2:04
  touch
• 2:05
  point
• 2:05
  from
• 2:05
  start
• 2:06
  to
• 2:06
  finish,
• 2:06
  and
• 2:07
  then
• 2:07
  ask
• 2:07
  who
• 2:07
  touches
• 2:08
  this
• 2:08
  process.
• 2:09
  Even
• 2:09
  for
• 2:09
  30
• 2:10
  seconds.
• 2:10
  So
• 2:10
  you
• 2:10
  then
• 2:11
  know
• 2:11
  every
• 2:11
  point
• 2:12
  within
• 2:13
  that
• 2:13
  process,
• 2:14
  add
• 2:14
  the
• 2:14
  hidden
• 2:14
  roles,
• 2:15
  the
• 2:15
  admin,
• 2:15
  schedulers,
• 2:16
  the
• 2:16
  ward
• 2:17
  class,
• 2:17
  the
• 2:17
  it,
• 2:18
  the
• 2:18
  procurement,
• 2:18
  data
• 2:19
  governance,
• 2:19
  clinical
• 2:20
  educators,
• 2:20
  finance
• 2:21
  pathway
• 2:21
  leads.
• 2:22
  You
• 2:22
  want
• 2:22
  to
• 2:22
  make
• 2:23
  sure
• 2:23
  that
• 2:24
  you
• 2:24
  know
• 2:24
  everybody's
• 2:25
  in
• 2:25
  there
• 2:25
  and
• 2:26
  you
• 2:26
  don't
• 2:26
  miss
• 2:26
  them
• 2:26
  out,
• 2:26
  because
• 2:27
  it
• 2:27
  could
• 2:27
  just
• 2:27
  be
• 2:27
  one
• 2:27
  of
• 2:27
  those
• 2:28
  that
• 2:28
  actually
• 2:29
  puts
• 2:29
  the
• 2:30
  kibosh
• 2:30
  on
• 2:31
  the
• 2:31
  whole
• 2:31
  process
• 2:32
  and
• 2:32
  then
• 2:32
  take
• 2:32
  away
• 2:32
  number
• 2:33
  three.
• 2:33
  Don't
• 2:34
  ask,
• 2:34
  what
• 2:35
  are
• 2:35
  your
• 2:35
  barriers?
• 2:36
  Ask
• 2:36
  what
• 2:36
  are
• 2:36
  your
• 2:37
  colleague
• 2:37
  barriers?
• 2:38
  Because
• 2:38
  people
• 2:39
  don't
• 2:39
  often
• 2:39
  like
• 2:40
  to
• 2:40
  admit
• 2:41
  their
• 2:41
  own
• 2:41
  barriers,
• 2:42
  but
• 2:42
  they'll
• 2:42
  happily
• 2:43
  diagnose
• 2:44
  everyone
• 2:44
  else's
• 2:45
  a
• 2:45
  um,
• 2:46
  asking
• 2:46
  for
• 2:46
  a
• 2:46
  friend.
• 2:47
  Now,
• 2:47
  that's
• 2:48
  where
• 2:48
  the
• 2:48
  truth
• 2:48
  starts
• 2:49
  to
• 2:49
  leak
• 2:49
  out
• 2:49
  when
• 2:49
  you
• 2:49
  ask
• 2:50
  that
• 2:50
  sort
• 2:50
  of
• 2:50
  question.
• 2:51
  So,
• 2:51
  action
• 2:52
  point
• 2:52
  here.
• 2:52
  Run
• 2:53
  five
• 2:54
  short
• 2:54
  calls
• 2:55
  with
• 2:55
  customers
• 2:55
  and
• 2:56
  ask
• 2:56
  these
• 2:57
  two
• 2:57
  questions.
• 2:57
  Only
• 2:58
  number
• 2:58
  one.
• 2:59
  What
• 2:59
  would
• 2:59
  stop
• 3:00
  people
• 3:00
  like
• 3:00
  you
• 3:01
  adopting
• 3:01
  this?
• 3:01
  People
• 3:02
  like
• 3:02
  you,
• 3:02
  not
• 3:02
  you,
• 3:03
  of
• 3:03
  course.
• 3:04
  And
• 3:04
  then
• 3:04
  what
• 3:04
  would
• 3:04
  your
• 3:05
  colleagues
• 3:05
  say
• 3:06
  if
• 3:06
  the
• 3:06
  biggest
• 3:06
  reasons
• 3:07
  this
• 3:08
  fails
• 3:08
  here?
• 3:09
  Then
• 3:09
  record
• 3:10
  the
• 3:10
  answers
• 3:10
  word
• 3:11
  for
• 3:11
  word,
• 3:11
  and
• 3:12
  then
• 3:12
  group
• 3:12
  them
• 3:12
  into
• 3:12
  themes
• 3:13
  so
• 3:13
  that
• 3:14
  you've
• 3:14
  got
• 3:14
  confidence,
• 3:15
  time,
• 3:16
  workload,
• 3:16
  role
• 3:16
  clarity,
• 3:17
  incentive
• 3:18
  integration,
• 3:19
  identity,
• 3:20
  politics,
• 3:20
  and
• 3:21
  then
• 3:21
  you
• 3:21
  can
• 3:21
  start
• 3:22
  really
• 3:22
  seeing
• 3:22
  what
• 3:22
  the
• 3:22
  barriers
• 3:23
  are
• 3:23
  and
• 3:24
  then
• 3:24
  having
• 3:24
  a
• 3:24
  strategy
• 3:25
  for
• 3:25
  that,
• 3:25
  which
• 3:25
  is
• 3:26
  takeaway
• 3:26
  number
• 3:26
  four.
• 3:27
  Match
• 3:28
  your
• 3:28
  strategy
• 3:29
  to
• 3:29
  the
• 3:30
  actual
• 3:30
  barrier.
• 3:31
  Because
• 3:31
  training,
• 3:32
  for
• 3:32
  example,
• 3:32
  only
• 3:33
  works
• 3:33
  when
• 3:33
  knowledge
• 3:34
  is
• 3:34
  the
• 3:34
  barrier.
• 3:35
  If
• 3:35
  the
• 3:35
  barrier
• 3:36
  is
• 3:36
  something
• 3:36
  else,
• 3:37
  for
• 3:37
  example,
• 3:37
  emotional
• 3:38
  identity,
• 3:39
  workflow,
• 3:39
  incentives,
• 3:40
  or
• 3:40
  overload,
• 3:41
  then
• 3:41
  training
• 3:42
  is
• 3:42
  obviously
• 3:43
  not
• 3:44
  the
• 3:44
  thing
• 3:44
  that's
• 3:44
  going
• 3:45
  to
• 3:45
  remove
• 3:45
  that
• 3:46
  barrier.
• 3:46
  So
• 3:47
  action
• 3:47
  point,
• 3:48
  take
• 3:48
  your
• 3:48
  top
• 3:49
  three
• 3:49
  barriers
• 3:49
  and
• 3:49
  then
• 3:50
  assign
• 3:50
  one
• 3:50
  strategy.
• 3:51
  For
• 3:51
  each
• 3:51
  one.
• 3:51
  For
• 3:52
  example,
• 3:52
  if
• 3:53
  the
• 3:53
  barrier
• 3:54
  is
• 3:54
  overwhelm
• 3:55
  or
• 3:55
  too
• 3:55
  much
• 3:55
  data,
• 3:55
  then
• 3:56
  you
• 3:56
  want
• 3:56
  to
• 3:56
  be
• 3:56
  having
• 3:57
  a
• 3:57
  strategy
• 3:57
  like
• 3:57
  simplifying
• 3:58
  the
• 3:58
  dashboard
• 3:58
  that
• 3:59
  you're
• 3:59
  using,
• 3:59
  reducing
• 4:00
  the
• 4:00
  decisions
• 4:00
  that
• 4:00
  are
• 4:00
  required,
• 4:01
  uh,
• 4:02
  or
• 4:02
  maybe
• 4:02
  just
• 4:02
  actually
• 4:03
  looking
• 4:03
  at
• 4:03
  exceptions
• 4:04
  rather
• 4:04
  than
• 4:05
  mapping
• 4:06
  the
• 4:06
  whole
• 4:06
  process,
• 4:06
  for
• 4:07
  example.
• 4:07
  And
• 4:07
  then
• 4:08
  if
• 4:08
  it's
• 4:08
  the
• 4:08
  barriers,
• 4:09
  something
• 4:09
  that.
• 4:10
  It's
• 4:10
  not
• 4:10
  my
• 4:10
  job.
• 4:11
  Then
• 4:11
  you
• 4:11
  wanna
• 4:11
  start
• 4:12
  looking
• 4:12
  at
• 4:12
  what,
• 4:12
  who's
• 4:12
  got
• 4:13
  the
• 4:13
  workflow
• 4:13
  ownership,
• 4:14
  you
• 4:14
  know,
• 4:14
  agree
• 4:14
  some
• 4:15
  SOPs.
• 4:15
  Make
• 4:16
  sure
• 4:16
  you
• 4:16
  get
• 4:16
  leadership
• 4:17
  backing
• 4:17
  to
• 4:17
  actually
• 4:18
  be
• 4:18
  able
• 4:18
  to
• 4:18
  push
• 4:19
  those
• 4:19
  changes
• 4:19
  through.
• 4:20
  And
• 4:20
  if
• 4:20
  your
• 4:20
  third
• 4:21
  barrier
• 4:21
  is
• 4:21
  something
• 4:22
  like
• 4:22
  confidence
• 4:23
  or
• 4:23
  fear
• 4:23
  of
• 4:23
  looking
• 4:23
  stupid,
• 4:24
  then
• 4:25
  you're
• 4:25
  gonna
• 4:25
  start
• 4:25
  looking
• 4:25
  at,
• 4:25
  well,
• 4:26
  how
• 4:26
  do
• 4:26
  you
• 4:26
  get
• 4:26
  scripts
• 4:27
  or
• 4:27
  reminders?
• 4:28
  How
• 4:28
  do
• 4:28
  you
• 4:28
  have
• 4:28
  an
• 4:28
  escalation
• 4:29
  route?
• 4:29
  You
• 4:29
  know,
• 4:30
  how
• 4:30
  do
• 4:30
  you
• 4:30
  put
• 4:30
  in
• 4:30
  So
• 4:31
  micro
• 4:31
  learning.
• 4:32
  Via
• 4:32
  video
• 4:33
  and
• 4:33
  not
• 4:34
  90
• 4:34
  minute
• 4:34
  sessions.
• 4:35
  You
• 4:35
  want
• 4:35
  to
• 4:35
  make
• 4:35
  it
• 4:35
  nice
• 4:36
  and
• 4:37
  succinct
• 4:38
  and
• 4:38
  easy
• 4:38
  for
• 4:38
  people
• 4:38
  to
• 4:39
  take
• 4:39
  on
• 4:39
  board.
• 4:39
  And
• 4:39
  then
• 4:39
  moving
• 4:40
  on
• 4:40
  to
• 4:40
  the
• 4:40
  last
• 4:40
  takeaway
• 4:41
  that
• 4:41
  I
• 4:41
  took,
• 4:42
  way
• 4:42
  number
• 4:42
  five,
• 4:42
  lead
• 4:43
  with
• 4:43
  the
• 4:43
  evidence
• 4:44
  that
• 4:44
  your
• 4:44
  audience
• 4:45
  actually
• 4:46
  uses
• 4:46
  because
• 4:47
  some
• 4:47
  audiences.
• 4:48
  Do
• 4:48
  want
• 4:49
  randomized
• 4:49
  controlled
• 4:50
  trials.
• 4:50
  Others
• 4:51
  want
• 4:51
  a
• 4:51
  story
• 4:51
  that
• 4:51
  just
• 4:52
  fits
• 4:52
  their
• 4:52
  mission,
• 4:53
  their
• 4:53
  values,
• 4:54
  and
• 4:54
  their
• 4:54
  pressure
• 4:54
  points
• 4:55
  evident
• 4:56
  in
• 4:56
  certain
• 4:56
  circumstances.
• 4:57
  Just
• 4:57
  becomes
• 4:57
  a
• 4:57
  footnote,
• 4:58
  not
• 4:58
  the
• 4:58
  headline.
• 4:59
  So
• 5:00
  the
• 5:00
  action
• 5:00
  I
• 5:00
  want
• 5:00
  you
• 5:00
  to
• 5:01
  take
• 5:01
  today.
• 5:02
  Is
• 5:02
  create
• 5:02
  three
• 5:03
  versions
• 5:03
  of
• 5:04
  your
• 5:04
  evidence
• 5:04
  story.
• 5:05
  So
• 5:06
  take
• 5:06
  a
• 5:06
  clinician,
• 5:07
  for
• 5:07
  example,
• 5:07
  patient
• 5:08
  safety,
• 5:08
  outcomes,
• 5:09
  time,
• 5:09
  cognitive
• 5:09
  load,
• 5:10
  potentially
• 5:10
  leaders
• 5:11
  in
• 5:11
  the
• 5:11
  organization,
• 5:12
  capacity
• 5:13
  flow,
• 5:14
  risk,
• 5:14
  reputation,
• 5:15
  strategic
• 5:15
  goals,
• 5:16
  and
• 5:16
  then
• 5:17
  the
• 5:17
  economic
• 5:18
  system
• 5:18
  payer,
• 5:19
  for
• 5:19
  example,
• 5:20
  budget,
• 5:20
  impact,
• 5:20
  pathway
• 5:21
  relief,
• 5:22
  workflow
• 5:22
  efficiency.
• 5:23
  And
• 5:23
  remember,
• 5:24
  it's
• 5:24
  the
• 5:24
  same
• 5:25
  products,
• 5:25
  it's
• 5:25
  the
• 5:25
  same
• 5:26
  truth.
• 5:26
  It's
• 5:27
  just
• 5:27
  a
• 5:27
  different
• 5:27
  hook
• 5:28
  for
• 5:28
  the
• 5:28
  different
• 5:29
  audience.
• 5:30
  And
• 5:30
  a
• 5:30
  little
• 5:30
  bonus
• 5:31
  tip
• 5:31
  resistance
• 5:32
  isn't
• 5:32
  a
• 5:32
  problem.
• 5:33
  It's
• 5:33
  unaddressed
• 5:34
  barriers,
• 5:35
  and
• 5:35
  your
• 5:35
  job
• 5:35
  is
• 5:36
  to
• 5:36
  find
• 5:36
  them
• 5:36
  and
• 5:37
  then
• 5:37
  design
• 5:37
  around
• 5:37
  them.
• 5:38
  Hakeem: And
• 5:38
  Hakeem: if
• 5:38
  Hakeem: you're
• 5:38
  Hakeem: building
• 5:39
  Hakeem: a
• 5:39
  Hakeem: MedTech
• 5:40
  Hakeem: business
• 5:41
  Hakeem: and
• 5:41
  Hakeem: you're
• 5:41
  Hakeem: not
• 5:41
  Hakeem: sure
• 5:42
  Hakeem: whether
• 5:42
  Hakeem: your
• 5:42
  Hakeem: next
• 5:42
  Hakeem: move
• 5:42
  Hakeem: should
• 5:43
  Hakeem: be
• 5:43
  Hakeem: around
• 5:43
  Hakeem: evidence,
• 5:44
  Hakeem: market
• 5:44
  Hakeem: access,
• 5:44
  Hakeem: commercialization,
• 5:45
  Hakeem: distributor
• 5:46
  Hakeem: strategy.
• 5:46
  Hakeem: Or
• 5:47
  Hakeem: adoption.
• 5:47
  Hakeem: Do
• 5:48
  Hakeem: not
• 5:48
  Hakeem: guess.
• 5:49
  Hakeem: Book
• 5:49
  Hakeem: a
• 5:49
  Hakeem: healthcare
• 5:50
  Hakeem: export
• 5:50
  Hakeem: accelerator
• 5:51
  Hakeem: diagnostic
• 5:51
  Hakeem: Call
• 5:52
  Hakeem: with
• 5:52
  Hakeem: me.
• 5:52
  Hakeem: Use
• 5:53
  Hakeem: my
• 5:53
  Hakeem: link
• 5:53
  Hakeem: in
• 5:53
  Hakeem: the
• 5:53
  Hakeem: show
• 5:54
  Hakeem: notes.
• 5:54
  Hakeem: And
• 5:55
  Hakeem: in
• 5:55
  Hakeem: that
• 5:55
  Hakeem: session
• 5:55
  Hakeem: I'll
• 5:56
  Hakeem: help
• 5:56
  Hakeem: you
• 5:56
  Hakeem: identify
• 5:57
  Hakeem: the
• 5:57
  Hakeem: specific
• 5:57
  Hakeem: constraints
• 5:58
  Hakeem: blocking
• 5:59
  Hakeem: your
• 5:59
  Hakeem: momentum
• 6:00
  Hakeem: and
• 6:00
  Hakeem: the
• 6:00
  Hakeem: commercial
• 6:01
  Hakeem: move
• 6:01
  Hakeem: most
• 6:02
  Hakeem: likely
• 6:02
  Hakeem: to
• 6:02
  Hakeem: unlock
• 6:03
  Hakeem: your
• 6:03
  Hakeem: progress.
• 6:04
  Hakeem: Thanks
• 6:04
  Hakeem: for
• 6:04
  Hakeem: tuning
• 6:04
  Hakeem: in.
• 6:05
  Hakeem: Until
• 6:05
  Hakeem: next
• 6:05
  Hakeem: time,
• 6:06
  Hakeem: thanks
• 6:06
  Hakeem: for
• 6:06
  Hakeem: listening.
• 6:07
  Hakeem: Keep
• 6:07
  Hakeem: challenging
• 6:08
  Hakeem: your
• 6:08
  Hakeem: assumptions
• 6:09
  Hakeem: and
• 6:09
  Hakeem: keep
• 6:09
  Hakeem: growing.