Latest / Clinician to CEO : Export Your Medical Device With Confidence By Overcoming Go To Market Roadblocks For Medtech Growth / #195 | The 1 Thing You Need to Do To Transform Your Underperforming Medical Device Distributors To Ensure Exporting Success ( For Clinicians)

Transcript

#195 | The 1 Thing You Need to Do To Transform Your Underperforming Medical Device Distributors To Ensure 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
  Hakeem: episode,
• 0:01
  you'll
• 0:01
  discover
• 0:01
  why
• 0:02
  sticking
• 0:02
  with
• 0:02
  an
• 0:02
  underperforming
• 0:03
  distributor
• 0:04
  is
• 0:04
  costing
• 0:04
  you
• 0:04
  growth
• 0:05
  and
• 0:05
  how
• 0:05
  to
• 0:06
  turn
• 0:06
  around
• 0:07
  that
• 0:08
  distributor
• 0:08
  so
• 0:09
  that
• 0:09
  you
• 0:09
  deliver
• 0:09
  a
• 0:09
  thriving
• 0:10
  international
• 0:11
  med
• 0:11
  tech
• 0:12
  business
• 0:12
  Hakeem: welcome
• 0:13
  Hakeem: to
• 0:13
  Hakeem: Clinician
• 0:13
  Hakeem: to
• 0:14
  Hakeem: CEO,
• 0:15
  Hakeem: the
• 0:15
  Hakeem: podcast
• 0:15
  Hakeem: helping
• 0:16
  Hakeem: clinicians
• 0:17
  Hakeem: simplify
• 0:17
  Hakeem: your
• 0:17
  Hakeem: go-to-market
• 0:18
  Hakeem: strategy
• 0:19
  Hakeem: so
• 0:19
  Hakeem: that
• 0:19
  Hakeem: you
• 0:19
  Hakeem: can
• 0:19
  Hakeem: stop
• 0:20
  Hakeem: guessing
• 0:20
  Hakeem: and
• 0:21
  Hakeem: turn
• 0:21
  Hakeem: your
• 0:21
  Hakeem: working
• 0:22
  Hakeem: prototypes
• 0:22
  Hakeem: into
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  Hakeem: international
• 0:23
  Hakeem: MedTech
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  Hakeem: businesses.
• 0:25
  Hakeem: I'm
• 0:25
  Hakeem: your
• 0:25
  Hakeem: host,
• 0:25
  Hakeem: Hakeem
• 0:26
  Hakeem: Aade.
• 0:27
  Hakeem: Let's
• 0:27
  Hakeem: get
• 0:27
  Hakeem: started.
• 0:28
  Hakeem: On
• 0:28
  Hakeem: today's
• 0:29
  Hakeem: episode,
• 0:29
  Hakeem: you're
• 0:29
  Hakeem: gonna
• 0:29
  Hakeem: discover
• 0:30
  Hakeem: three
• 0:30
  Hakeem: things.
• 0:31
  Hakeem: Number
• 0:31
  Hakeem: one,
• 0:32
  Hakeem: why
• 0:32
  Hakeem: long-standing
• 0:33
  Hakeem: distributor
• 0:33
  Hakeem: relationships
• 0:34
  Hakeem: often
• 0:34
  Hakeem: hide
• 0:34
  Hakeem: underperformance.
• 0:35
  Hakeem: Number
• 0:35
  Hakeem: two,
• 0:36
  Hakeem: what
• 0:36
  Hakeem: to
• 0:37
  Hakeem: do
• 0:37
  Hakeem: before
• 0:37
  Hakeem: you
• 0:37
  Hakeem: replace
• 0:38
  Hakeem: an
• 0:38
  Hakeem: underperforming
• 0:38
  Hakeem: distributor
• 0:39
  Hakeem: so
• 0:39
  Hakeem: that
• 0:39
  Hakeem: you
• 0:39
  Hakeem: don't
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  Hakeem: make
• 0:40
  Hakeem: the
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  Hakeem: same
• 0:40
  Hakeem: mistake
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  Hakeem: twice.
• 0:41
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• 0:42
  Hakeem: then
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  Hakeem: number
• 0:42
  Hakeem: three,
• 0:43
  Hakeem: how
• 0:43
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• 0:43
  Hakeem: right
• 0:43
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• 0:44
  Hakeem: can
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  Hakeem: unlock
• 0:45
  Hakeem: growth
• 0:45
  Hakeem: that
• 0:45
  Hakeem: was
• 0:46
  Hakeem: already
• 0:46
  Hakeem: sitting
• 0:47
  Hakeem: in
• 0:47
  Hakeem: your
• 0:47
  Hakeem: market.
• 0:48
  Hakeem: And
• 0:48
  Hakeem: the
• 0:48
  Hakeem: way
• 0:48
  Hakeem: we're
• 0:49
  Hakeem: gonna
• 0:49
  Hakeem: do
• 0:49
  Hakeem: that
• 0:49
  Hakeem: on
• 0:49
  Hakeem: today's
• 0:50
  Hakeem: episode
• 0:50
  Hakeem: is
• 0:50
  Hakeem: we're
• 0:51
  Hakeem: gonna
• 0:51
  Hakeem: go
• 0:51
  Hakeem: through
• 0:52
  Hakeem: a
• 0:53
  Hakeem: real-life
• 0:53
  Hakeem: case
• 0:54
  Hakeem: study.
• 0:54
  Hakeem: So
• 0:54
  Hakeem: there
• 0:54
  Hakeem: was
• 0:54
  Hakeem: a
• 0:54
  Hakeem: manufacturer
• 0:55
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• 0:56
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• 0:56
  Hakeem: worked
• 0:56
  Hakeem: with
• 0:56
  Hakeem: that
• 0:56
  Hakeem: had
• 0:57
  Hakeem: kept
• 0:57
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• 0:57
  Hakeem: same
• 0:57
  Hakeem: distributor
• 0:58
  Hakeem: for
• 0:58
  Hakeem: over
• 0:58
  Hakeem: 20
• 0:59
  Hakeem: years.
• 1:00
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• 1:00
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• 1:00
  Hakeem: came
• 1:00
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• 1:00
  Hakeem: I
• 1:00
  Hakeem: started
• 1:01
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• 1:01
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• 1:01
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• 1:01
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• 1:01
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• 1:02
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• 1:02
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• 1:02
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• 1:03
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• 1:03
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• 1:03
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• 1:05
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• 1:06
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• 1:06
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• 1:06
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• 1:07
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• 1:07
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• 1:07
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• 1:08
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• 1:08
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• 1:09
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• 1:09
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• 1:09
  Hakeem: didn't
• 1:10
  Hakeem: change.
• 1:10
  Hakeem: They
• 1:10
  Hakeem: stayed
• 1:11
  Hakeem: with
• 1:11
  Hakeem: that
• 1:11
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• 1:12
  Hakeem: not
• 1:12
  Hakeem: because
• 1:12
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• 1:13
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• 1:13
  Hakeem: happy
• 1:13
  Hakeem: with
• 1:13
  Hakeem: the
• 1:13
  Hakeem: performance
• 1:14
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• 1:14
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• 1:14
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• 1:15
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• 1:15
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• 1:15
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• 1:15
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• 1:16
  Hakeem: marketplace,
• 1:17
  Hakeem: but
• 1:17
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• 1:17
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• 1:18
  Hakeem: it
• 1:18
  Hakeem: because
• 1:18
  Hakeem: they
• 1:18
  Hakeem: were
• 1:18
  Hakeem: worried
• 1:19
  Hakeem: that
• 1:19
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• 1:19
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• 1:20
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• 1:20
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• 1:21
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• 1:21
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• 1:21
  Hakeem: Now,
• 1:21
  Hakeem: 12
• 1:22
  Hakeem: months
• 1:22
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• 1:22
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• 1:22
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• 1:23
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• 1:23
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• 1:23
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• 1:24
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• 1:24
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• 1:25
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• 1:25
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• 1:26
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• 1:26
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• 1:26
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• 1:26
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• 1:27
  Hakeem: by
• 1:27
  Hakeem: 43%,
• 1:28
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• 1:28
  Hakeem: complaints
• 1:29
  Hakeem: dropped
• 1:29
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• 1:29
  Hakeem: zero,
• 1:30
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• 1:30
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• 1:30
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• 1:31
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• 1:31
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• 1:31
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• 1:31
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• 1:33
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• 1:33
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• 1:34
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• 1:36
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• 1:36
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• 1:39
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• 1:39
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• 1:39
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• 1:45
  Hakeem: distributors,
• 1:46
  Hakeem: this
• 1:46
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• 1:46
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• 1:47
  Hakeem: and
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• 1:47
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• 1:48
  Hakeem: haven't,
• 1:48
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• 1:49
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• 1:49
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• 1:49
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• 1:50
  Hakeem: tale
• 1:51
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  Hakeem: often
• 1:52
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• 1:52
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• 1:53
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• 1:54
  Hakeem: working
• 1:54
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• 1:54
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• 1:54
  Hakeem: because
• 1:55
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• 1:55
  Hakeem: that
• 1:55
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• 1:55
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• 1:55
  Hakeem: the
• 1:56
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• 1:56
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• 1:56
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• 1:56
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• 1:58
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• 1:59
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• 1:59
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• 1:59
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• 2:00
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• 2:00
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• 2:01
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• 2:04
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• 2:05
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  Hakeem: because
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• 2:10
  Hakeem: But
• 2:10
  Hakeem: deep
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• 2:11
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• 2:12
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• 2:14
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• 2:17
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• 2:18
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• 2:18
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• 2:18
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• 2:18
  Hakeem: exactly
• 2:19
  Hakeem: where
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• 2:20
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• 2:21
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• 2:22
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• 2:26
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• 2:29
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• 2:30
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  Hakeem: small
• 2:32
  Hakeem: Family-owned
• 2:32
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• 2:33
  Hakeem: And
• 2:33
  Hakeem: they'd
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  Hakeem: been
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  Hakeem: an
• 2:34
  Hakeem: exclusive
• 2:34
  Hakeem: partner
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  Hakeem: for
• 2:35
  Hakeem: over
• 2:35
  Hakeem: two
• 2:35
  Hakeem: decades.
• 2:36
  Hakeem: The
• 2:36
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• 2:37
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• 2:37
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• 2:39
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• 2:39
  Hakeem: UK
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• 2:40
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• 2:42
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• 2:54
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• 2:56
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• 2:56
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• 2:58
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• 2:58
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• 2:58
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• 2:59
  Hakeem: an
• 2:59
  Hakeem: agreement.
• 2:59
  Hakeem: So
• 3:00
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• 3:00
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• 3:00
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• 3:01
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• 3:01
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• 3:01
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• 3:02
  Hakeem: clear
• 3:03
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• 3:03
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• 3:04
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• 3:05
  Hakeem: twenty
• 3:06
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• 3:06
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  Hakeem: five-year
• 3:09
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• 3:11
  Hakeem: signed,
• 3:12
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• 3:12
  Hakeem: that
• 3:12
  Hakeem: just
• 3:12
  Hakeem: kept
• 3:13
  Hakeem: auto-renewing.
• 3:13
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• 3:14
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• 3:15
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• 3:15
  Hakeem: obviously
• 3:15
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• 3:16
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  Hakeem: show
• 3:16
  Hakeem: because
• 3:16
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• 3:16
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• 3:23
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• 6:01
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• 6:13
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• 6:16
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• 6:21
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• 6:27
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• 6:28
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• 6:28
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• 6:31
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• 6:31
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• 6:32
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• 6:32
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• 6:33
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• 6:33
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• 6:34
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• 6:35
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• 6:36
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• 6:36
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• 6:37
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• 6:37
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• 6:38
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• 6:39
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• 6:42
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• 6:43
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• 6:44
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• 6:45
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• 6:45
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• 6:45
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• 6:46
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• 6:46
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• 6:47
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• 6:48
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• 6:48
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• 6:48
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• 6:49
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• 6:50
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• 6:51
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• 6:51
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• 6:51
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• 6:53
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• 6:53
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• 6:54
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• 6:54
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• 6:55
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• 6:55
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• 6:55
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• 6:56
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• 6:57
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• 6:57
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• 6:57
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• 6:58
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• 6:58
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• 6:58
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• 6:59
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• 6:59
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• 6:59
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• 6:59
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• 7:00
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• 7:02
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• 7:02
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• 7:03
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• 7:06
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• 7:06
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• 7:07
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• 7:08
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• 7:12
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• 7:14
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• 7:17
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• 7:18
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• 7:19
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• 7:21
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• 7:25
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• 7:25
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• 7:26
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• 7:30
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• 7:31
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• 7:32
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• 7:32
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• 7:33
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• 7:37
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• 7:43
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• 7:44
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• 7:44
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• 7:44
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• 7:44
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• 7:44
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• 7:45
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• 7:46
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• 7:47
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• 7:47
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• 7:47
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• 7:48
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• 7:49
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• 7:50
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• 7:51
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• 7:52
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• 7:53
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• 7:53
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• 7:53
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• 7:54
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• 7:54
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• 7:55
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• 7:55
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• 7:56
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• 7:57
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• 7:57
  Hakeem: actionable
• 7:58
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• 7:59
  Hakeem: Take
• 7:59
  Hakeem: 30
• 7:59
  Hakeem: minutes
• 8:00
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• 8:05
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• 8:07
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• 8:07
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• 8:08
  Hakeem: talking
• 8:08
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• 8:08
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• 8:10
  Hakeem: measurable
• 8:10
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• 8:11
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• 8:11
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• 8:11
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• 8:12
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• 8:13
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• 8:13
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• 8:13
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• 8:14
  Hakeem: simple
• 8:14
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• 8:15
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• 8:15
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• 8:17
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• 8:17
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• 8:18
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• 8:19
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• 8:20
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• 8:21
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• 8:21
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• 8:21
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• 8:21
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• 8:21
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• 8:22
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• 8:22
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• 8:22
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• 8:23
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• 8:23
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• 8:23
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• 8:23
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• 8:24
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• 8:25
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• 8:26
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• 8:26
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• 8:26
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• 8:27
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• 8:27
  Hakeem: if
• 8:27
  Hakeem: you're
• 8:27
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• 8:28
  Hakeem: a
• 8:28
  Hakeem: MedTech
• 8:29
  Hakeem: business
• 8:30
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• 8:30
  Hakeem: you're
• 8:30
  Hakeem: not
• 8:30
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• 8:30
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• 8:31
  Hakeem: your
• 8:31
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• 8:31
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• 8:31
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• 8:32
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• 8:32
  Hakeem: around
• 8:32
  Hakeem: evidence,
• 8:33
  Hakeem: market
• 8:33
  Hakeem: access,
• 8:33
  Hakeem: commercialization,
• 8:34
  Hakeem: distributor
• 8:35
  Hakeem: strategy.
• 8:35
  Hakeem: Or
• 8:36
  Hakeem: adoption.
• 8:36
  Hakeem: Do
• 8:37
  Hakeem: not
• 8:37
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• 8:38
  Hakeem: Book
• 8:38
  Hakeem: a
• 8:38
  Hakeem: healthcare
• 8:39
  Hakeem: export
• 8:39
  Hakeem: accelerator
• 8:40
  Hakeem: diagnostic
• 8:40
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• 8:41
  Hakeem: with
• 8:41
  Hakeem: me.
• 8:41
  Hakeem: Use
• 8:42
  Hakeem: my
• 8:42
  Hakeem: link
• 8:42
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• 8:42
  Hakeem: the
• 8:42
  Hakeem: show
• 8:43
  Hakeem: notes.
• 8:43
  Hakeem: And
• 8:44
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• 8:44
  Hakeem: that
• 8:44
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• 8:44
  Hakeem: I'll
• 8:45
  Hakeem: help
• 8:45
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• 8:45
  Hakeem: identify
• 8:46
  Hakeem: the
• 8:46
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• 8:46
  Hakeem: constraints
• 8:47
  Hakeem: blocking
• 8:48
  Hakeem: your
• 8:48
  Hakeem: momentum
• 8:49
  Hakeem: and
• 8:49
  Hakeem: the
• 8:49
  Hakeem: commercial
• 8:50
  Hakeem: move
• 8:50
  Hakeem: most
• 8:51
  Hakeem: likely
• 8:51
  Hakeem: to
• 8:51
  Hakeem: unlock
• 8:52
  Hakeem: your
• 8:52
  Hakeem: progress.
• 8:53
  Hakeem: Thanks
• 8:53
  Hakeem: for
• 8:53
  Hakeem: tuning
• 8:53
  Hakeem: in.
• 8:54
  Hakeem: Until
• 8:54
  Hakeem: next
• 8:54
  Hakeem: time,
• 8:55
  Hakeem: thanks
• 8:55
  Hakeem: for
• 8:55
  Hakeem: listening.
• 8:56
  Hakeem: Keep
• 8:56
  Hakeem: challenging
• 8:57
  Hakeem: your
• 8:57
  Hakeem: assumptions
• 8:58
  Hakeem: and
• 8:58
  Hakeem: keep
• 8:58
  Hakeem: growing.