FINDING THE RIGHT MEDTECH OPPORTUNITIES AT THE RIGHT TIME featuring KEVIN SAEM

Sean, how are you?

Good. How are you, David?

I'm good. Are you gonna maintain Joe's thing of making everyone a panelist? It seems I don't know if you can just turn on the switch. It's kind of crazy. To me.

I don't know.

No, it doesn't matter.

I just try to do what he did.

Good idea. Probably a good idea. Are you in California?

No.

Oh!

Philadelphia.

Oh, you are!

Where are you?

I'm in Southern Indiana, but I'm from Delaware County.

Oh, delco! Nice.

Yeah, from a little town about that big called Fallcroft.

Oh, yeah, I know where.

Not far from the city line, I guess, but not city line, but the the line of the city. I guess only a native knows there's a city line and a border different. Right? Yeah. I always tell people, media, it's the biggest thing around.

Sure. Yeah, no. I grew up in Westchester. So.

Yeah.

Yeah. Very, very familiar with media.

So where do you live now in the sea?

No, I live in exton.

Yeah.

Yeah.

Yeah.

Exton Downing town. I don't know. It's all. It's all just sort of suburbs, you know.

Cool. Aren't they? All Philadelphia by now? But they keep their mayor. They keep their police and fire. They're all. It's all you know we have these like New York Megalopolis, that runs almost into Hartford, into Boston, to Philly and DC. I don't. I don't know much south of DC. I mean, that's really populated.

No, I lived in DC. For 27 years.

Oh, did you? Oh, did you like that.

Oh, yeah.

Or you were out in the suburbs.

No, I was, I was. I was right in like 8 blocks from the White House.

Oh, wow! That wasn't free. Were you one of those guys that trump would have gotten rid of today?

I. I think that if if Trump knew me he would get rid of me. My existence. I think that would probably be an anathema to him, you know.

Oh, well, I'm not sure everything isn't unless your name's trump. and if you're a trump female, maybe that's another problem. But yeah. and I'm a Republican, but you know he's he's just off the edge a little, but I don't. I don't mind efficiency in government and looking at all the waste, and you know it's everywhere. You know that.

Sure.

You know, just just the clothes like U.S.A. Id. There's so many fingers that come out from that and support in many different areas. you know you really can't. I don't think you could shut an organization without looking in detail at what they support. I don't know. I saw a blip this morning that he said. He's coming out tomorrow, and I I presume it's timely, and he's going to go line by line about what we've spent on certain projects. But you know you just you just can't rip the rug out from everyone. You gotta pay some attention.

Hey, Nelly.

Morning.

Hey? Noe.

Day.

Good! Good! How are you?

Oh, my God! I got great news. My son's finally getting to click. Got clear to close on his house. He's been working on. It's like a 90 day close. The escrow has been a pain in the butt, so my 24 year old son is buying a house, and I am very proud of him, so I'm gleam today.

I saw interest rates dropped. A little more did he get in on that.

I think so. I I don't. I don't. I know he's got a really good interest rate. He's so he's in Washington, and he's doing that 1st time buyer through the government. Yeah, was it Fsa, or what is it called? I don't know Fannie Mae, or somebody like that, and so that they are been because he's, you know, we had to co-sign, and there's been tons of drama, the credit to debt, the debt to income ratio. It was just because he owed money to the Irs. He's on a payment plan which they were gonna accept, but they needed evidence of it, and the Irs was down for 3 weeks doing maintenance.

Oh, yeah.

Yeah, so it's like, every every time we they, we clear a hurdle. They put 4 in front of him, and then we clear that hurdle. And then I mean, like it was, it was, we've actually gonna write a really bad review because they're supposed they were supposed to do reviews in like 24 h, 48 h. They were taking 3 to 5 days to do reviews.

Well, that letter might go to trump, you know. You might want to watch how much you write.

I'm okay with that. So.

Me too.

To be honest with you. I I kind of feel like the lending industry. I've been through my daughter, my son, and we have bought a house in the last 3 years, and it's like a proctal exam. It is just.

Oh, yeah.

So I'm sorry it is so I can't even explain it. And and it's infuriating because they ask for things that aren't common. It's like they want. You know, they want these this evidence. And it's like, Well, here's the evidence. It's right in front of you. No, no, I want something secondary, so I can prove the evidence you gave me in front of me. Is that accurate.

Like crazy.

I always think some of the things are goofy when they say, Sorry, Joe, bring a bring a bill that shows you're paying the electric. And it comes to this address or something where you're currently live. And it's like. it's crazy. I mean, how for how much fake could I make? I think, but I don't know.

I guess there's people out there who can do it. But I don't want to hijack the meeting. I just literally got the news. I am just clearly joyful. And so I was going to share with my Mvg. Family.

Well, I would say, we rejoice with you. Sorry, Joe.

Sean, make me host, as I remind you every week. Thanks. I already did. I already did. Oh, yes, you did. It's Leo. Everyone.

Hey? Joe! Long time.

Seen you in so long.

Yep.

What's going on with all those clocks.

And there's Rick on the screen, too.

Can you see it?

What?

Go tell them that there's wine in all those boxes, and don't tell them what kind.

All those.

3.

You know.

You don't want to know there's dead.

And because.

Bodies.

Can't you scan those.

They're so old I'm not gonna scan them.

All right. Speaking of so old. How are you, Bruce?

Sorry, Jill. What did you say?

That's just a little joke. This is the 1st time you're showing us your actual workspace. You're usually.

Yeah, it's kind of a mess. I usually yeah, I usually put the clean room background on instead.

Like this. You got snow there in the backyard.

No, it's just. It's so bright out there. It appears like there's a snow reflecting.

I saw snow images from Willamette Valley, Oregon, this morning. It was like, Wow.

Yeah, there's snow in Portland.

I didn't know they.

He got several Lynches small. Do you, Seattle? Joe?

Sorry. Yeah. I'm actually north of Seattle. Well, north now, an hour and a half north of 20 min to Canada.

Wow! You want.

I I mean the I'll be able to visit the 51st State whenever I want practically.

Excuse me.

I'm gonna chime in as the the non 51st state here I'm in Toronto. And so we got. We got snowed in like the snow piles where I live. Just off of Toronto a little bit. It's higher than like a pickup truck. and the blouse came in, and the snow plow was just higher.

In, the.

Expecting another foot of snow tomorrow, so I don't know.

Cycle, Kevin. I'm grateful that you even showed up. I have friends in BC. I'm like you gotta come down and visit, and they said respectfully. I'll see you in 4 years.

Sure.

Seriously. They are best.

Yeah, yeah. The climate in Canada is, it's it's unifying the country. So.

Competitive. That's great. It's great to bring you guys together.

Yeah.

happy Valentine's day. Everyone you guys are my valentine, Susie, you know you're my valentine. She's gonna make me rich. Ladies and gentlemen. Tell us where you're at, Sue.

We are just a couple of months from responding to the FDA with 2 questions that they asked. We submitted a 510 K class 2 in February, and we have until April 20 second to respond about the 2 little questions. One is just a few more human factor studies. The other study was actually completed this week about dead volume. So we passed that. So just just 15 more human factor studies. And then we're done. And then we're going to manufacturing, and we'll need sales and marketing. So anybody who's got any visions or or help we we will need that. And Nelly, I'll get back to you.

Oh, I wasn't gonna say anything. But thank you. I always like to talk to you, not even just even just about fun stuff.

And at Joe, hey? Just saying, it's like my birthday, right after that, and it's your birthday, so we'll have to celebrate our birthdays together.

We could have. Would you like birthday cake with the ice cream this year?

No, that's okay.

George, maybe you can comment on this.

Ellie wants birthday cake, though.

Like cake.

Okay? Well, good we hope to serve it to you. Sue had her annual meeting this week as a shareholder. I was privy to some inside stuff which I won't talk about. But if the FDA dissolves under Rfk. Can she just go to market.

I don't know.

That was my question. What I've read so far is that there might be a delay in approval. But I'm hoping that won't be the case, since we're already on the queue.

There. There are laws out there, Joe, that are can't be broken by executive order. I believe not. So I would guess she can't go to market because there are laws on the book.

No.

Just.

Even with no authority to be able to enforce them. Go ahead, Nelly.

So all of the laws. So 21 Cfr. 828 0, 6, 810, part 11. They're all laws. So we have to follow all of those laws. And now we're gonna have to put some organization. If they hypothetically dissolve the FDA. I don't think they can. I think it'll get restructured and and repurpose, because, like, really, honestly, the bureaucracy in the FDA don't get me started. I'll shut up in a minute is craziness, because the problem you have is you have personalities and opinions. Now that are getting involved, I have one client that literally almost had to shut down, and they had to go through the FDA advocacy because the one of the reviewers got it in their brain. Their device was something else than what they were actually submitting it to. And they were going to require this clinical trial that was going to be, you know, in the millions of dollars. And

I think it's a good thing if we restructure the FDA and actually get it to the point where we're doing good for the people versus just the politicalness that's behind it.

Okay, I'm gonna interrupt. I want to move on because we have a fantastic speaker here today, and also because the conversation is making me incredibly uncomfortable. The

Be.

Kevin is here today from Sapira. I was incredibly excited upon discovering that this product existed, thanks to Jose, who introduced me to it, and thought to myself, self, I thought. people at Mdg premium have to see this and I am gonna let Kevin jump in and tell us a little bit about himself, and where he's from, and how he came to our interesting little industry.

Sure. Yeah, I wouldn't. I wouldn't call myself the Kevin. I think. Just Kevin.

Today you are.

Hey, Jose? Good to see you.

Hi, Kevin, how you doing, man?

Good congrats on the the new launch.

Thank you. Thank you. Thank you.

That's awesome. Yeah. So I guess a bit about my background. I actually came from the lab myself. So I did my Phd in diagnostics. specifically, lab on the chip, microfluidic stuff for point of care, diagnostics for then working in a liquid biopsy startup company over in Europe. Actually, for or as their chief operating officer. So I actually got involved a lot with the regulatory and notified body stuff when I was down there. and before it was updated. And so you can imagine all the Mdr and Ivr updates and stuff happening there. This was years ago. And then that was pre covid. And then post Covid came back to Canada and then founded Zappyrus and brought it to market, and and Zappyrus, in, in short.

is the most actionable market intelligence tool there is for Med Tech. And our primary user base are our Med Tech Service provider commercial teams where what it solves for is actionable market intelligence that they don't want to spend a lot of time sifting through databases, the Internet to get market visibility into.

Bye.

The medical device world. Ibd world and and all the changes happenings in there. That's just super short, I guess. Summary, if you wanna a detailed explanation of where I came from. I actually just had a a podcast on the med tech experience. where I got the opportunity to actually chat about my my past in Cambodia and and all that stuff, if you're interested in that. But but yeah, that's a small plug. I'm not gonna bore you with my background. There.

Well, what are you gonna teach us today?

Yeah, good good question. So Shawn invited me on here because he thought you guys would be interested in in seeing the platform, and seeing what what suppers can do, and and the market intelligence that we have, and how the the tool is built, and how it could be useful to some of you folks on the call here. So yeah, I'll I'll be diving into the tool a little bit. And yeah, just talking about the Med tech industry and trends as well cause, we just put out a financial report on on our website. Actually, it's free where we took the whole 2024 medtech market data out of our platform.

and we spoke about trends in financing and clinical trial pipeline and product pipeline, where those fundings are being distributed and projected to be spent in 2025, which is an awesome read if you, if you're into that type of stuff. So we will. You have a platform like a demo to show us? Yeah, we have a demo to to show.

Please.

If you're interested.

Take the screen and.

Joe says, awesome, awesome. Okay, cool. So let me just show you here. Actually, before I share my screen, Jose is actually a client and user, Jose, do you? Wanna, I guess chime in just couple of words. And I I guess how you're using it right now. And maybe that could set the stage for.

Yeah, it's product, I mean, I think I was sold on it. In part. Oh, what's up.

Maybe you share your screen and show us a practical application of how you're using it. If if it's not proprietary.

Yeah, I'll let's let the Kevin do it first.st But yeah, I'm happy to show mine later, too. Just to kind of show you specifically how I do it. But yeah, what I like about it is that it's it's specifically designed and optimized for for really a lot of the people on this call which are service providers to medical device companies. And so it shows you things like, Hey, you know, you can set up filters, and you can see, like. like with specific things like. So for example, for us, we, we're very focused on companies that develop software for medical devices. And so we can set up filters for that and see if there have been any recent events like, did somebody just raise funding? Did somebody just attend the conference, or somebody going to a conference. Is, you know, somebody just get a patent, you know, issued things like that. And so you can create little triggers for you, so that when you reach out to these people you have.

you know, something very specific about them to say so. It's not just a pure cold email or cold Linkedin message or cold call. It's more like, Hey, just saw that. You guys close your series. A round congratulations. You know, and you can just gather intelligence on a on a potential lead in an efficient way. And you can set up things where it'll send you emails on a daily or weekly basis, giving you these signals, and that kind of thing. So and it also. And even though there's certain things that you can do on Linkedin. just it just makes it a little bit more efficient for you. Like, for example, you can look at the companies and see in a single place all of the key players there. Who they are, you know. And so yeah, sure, you can go on Linkedin, and search by company. But here it's showing you who those people are, and at the same time showing you, hey? This company raised capital 3 months ago. They just got, you know. They just finished the clinical trial, you know, 6 months ago. Stuff like that.

Yeah, yeah, cool. Yeah. yeah. Thanks for that. Yeah. So, yeah. Joe, summarize like, 1. 1 use case of the tool. But I'll just walk you through the platform here quickly. And so so we designed this tool, not as just a a static database, or just some sort of contacts tool? We really design it as like your virtual assistant in in researching the landscape of Med Tech, right? And so every single data point here an event and market trigger that you're seeing here. That's being summarized. So here's a research result that's come through against medical right this is all action towards a medical device. Ivd software as medical device company, right? So we centralize your focus into only Med tech relevant

insight. And so it's pre predefined already. So any company with a red.is a medical device company. right? Or a Med Tech company. And so the next layer here. And and it's AI driven we're able to. Then segment market insights into these color coded events which we call sales triggers. And these sales triggers are capturing different stages of product Development Company milestone development, research, development, clinical development. And so when I look at when I look at, for example, development, milestone activity. this is showing you. In the market right now, companies from us, companies from Europe

with recent activity that came in today in real time about their product development milestone. Right? And so here's a future plan related to this software as a medical device company AI enabled digital ososcope. And they're saying they wanna make it available in the Us. Market during the 3rd quarter of this year. Right? And so this insight is summarized from in this case a Pr Newswire event. And so as a business leader or a business developer that's trying to take action on these types of opportunities. You wanna cut down your time in which you're processing intel and data

versus the time that is being spent on actual sales, driven actions. And so that maximizes sales efficiency. And so our AI has then identified this as a future plan. Trigger for certain service providers this is more important than others. For example, we spoke about money in the commercialization space, right? And so a commercial service provider would see this as a leading signal to be able to do outreach to this company at this moment in time, before they then commercialize it in the Us. And make it available at that point in time. Here's another insight here around regular regulator regulator interaction.

And so this company here out of Finland. It's a Med Tech company also. They have announced that they just received along the way to see more right. And so this here mean different things to regulatory service provider versus a commercial or a cro, or a clinical.

Can you open their profile? Click on the name.

Yeah. yep. And so you're taken to the company description, where this description is dynamically generated, and refresh every 30 days on the most up to date. Intel on that company. What's that.

How? How long have you been around? How long is? How old is the company.

Yeah. So Zappy has been around for about 4 years now.

How many? If you're able to share, how many customers do you have paying customers?

Oh, in the, in the hundreds of customers.

How many employees do you have?

As a as a company. We're pushing a hundred right now as a company.

I'm curious. What what number employee are you.

I was number 20, something earlier.

When you do, you do business development for them.

Who's them? Sorry?

But for for suppos.

Oh, so I did in the early days. So I'm the person that. So the way we runs the the company is in divisions. And so we have products in the biopharmaceutical space, the Med Tech space, Patient advocacy space, and we run them as separate companies within a bigger company brand lumerate and so I run the Med Tech Division and develop the initial data set for this sold this product in the early days. So think Kfc. And Taco Bell. right owned by young brands. Different bottom line.

So when you talk about the value proposition of what you're selling, to whom this provides what I'm trying to get a sense of what do you replace like? If I have you. then I'll no longer have to. What.

Yeah, that great great question. So for medtech service provider sales and marketing teams. If they have the virus. they can get rid of piecemeal tools like sales, navigator, pitch book, zoom info Apollo, and they can just have the virus and salesforce, and that'll provide every piece of market intelligence for Med Tech that you'll need to be able to scale out your business development and marketing.

Jose, let me ask you to come off mute. How long have you been a customer, and what did it replace for you?

Yeah, just a couple of months. And it's just it just makes the process more efficient. Right? So I I don't. I hate cold, incoming cold emails and calls. And I don't love doing cold outreach and so for me, what it provides is a is an efficient way of figuring out companies that maybe something just happened where they might be in the market for help on cyber security, for example. and and to be able to reach out to them with just like good intelligence on them rather than I learn about a company. And I'm going to go on Google and search for them. And then I'm going to go on Linkedin and search for them. And then I'm going to go on other places and do search. It's just like, okay, in a single place. I can get a lot of information about them and then reach out so kind of the market intelligence before doing a warm outreach.

And then, on the other hand, it's like just alerting me to a company I should know about. So if I already know about a company. It's a single place where I can get a lot of intelligence on them, and if I don't know about them, it's like it's a signal I can set up filters. So it'll give me a signal to say, Hey, here's a company that just closed funding, and they're doing a medical device that includes software. So you know they're probably going to be in a position to hire us to help them with cyber security. So now I can. Now I know about them. And now I also have a single place where I can go and get the intelligence to do a custom

warm, outbound message to them rather than just doing a cold email, blast.

Thinking about. You know a smaller firm I call yours among a smaller firm that you have to make choices about where you're spending your budget. Without sharing absolute dollar amount. When you think about the money you're investing in this tool versus what you were doing, because I'm thinking that Google search is free. I don't know if you have Linkedin pre premium where you could have done stuff like, how much time are you saving versus, how much are you spending? And I'll ask that question and separately, is there something like. if I didn't have this tool, I never would have found this like, how incremental is this versus just? This is more convenient.

I think. Yeah, I think as Kevin would tell you, I think a lot of the stuff can be done if you're willing to put an extra time. So for me, it's like cause most of the stuff is just coming out of out of. You know the public sphere. But for me. It's just driving efficiency, and I think I think the cost, you know, like again, I don't want to disclose specifically.

Have to.

Kevin do that. But but I think the cost is is very reasonable for the time savings, and maybe and it's not just the time savings, I'd say it's also just you know, alerts that I just probably wouldn't have gotten from other means where? Yeah, maybe I could have invested in setting something up so that I would get those alerts. But this just saves me all that effort. So yeah, I'd say, it's primarily it's an efficiency driver. And I I think, for for the cost is definitely worth it.

I'm what I'm hearing is, this is a nice to have, not a must have.

Hmm.

I mean, sure. But a lot of things are like that in marketing, right? I mean because there's so many different options that you have to do outreach and in sales, because it's helpful with marketing, it's more, I guess, probably even more of sales tool than a marketing tool. So yeah, there's lots of different tools that you can go out there and use. I think it's yeah. I mean, I think it's just it's it's it's an important tool to have in your arsenal. I think it's helpful.

So.

Yeah, I guess I guess the analogy that I I can think of right away. It's like. you know, what's everybody's what, what's everybody using right now as their phone.

Usually your phone.

Yeah, what's your phone? Is it a smartphone, or is it a Nokia.

Yeah, okay, that's fine. We have it. Okay. We also have smartphones. Sure.

Right. So at which point did you determine? That was a need to have versus a nice to have.

And then I got lost.

Call. You can make calls or text on a Nokia phone. But there's other things you could do with a smartphone that you can't do on a Nokia phone.

GPS. I am geographically challenged.

Nature. That's what I was saying. I would get lost about it.

Okay. Yeah.

It's a good example, because we used to have just the Magellan or whatever those separate GPS things. And we'd have, like, you know, a separate, you know. Yeah, yeah, you had a laptop. You could access the Internet. So you got all these kinds of things. It's really just helpful to have it all in one place.

Yeah. I think I think just jumping into the sorry sean. Go ahead. And I think you want to say something.

So I was hoping that we could give a concrete example to Joe and everybody on this call, which is around building a prospect list for 10 X. And so we're doing an event in Orange County in Newport Beach, May 7th and 8.th You know, we want more funded startups to attend the event. And so what we're gonna look for is we're gonna look for anybody in the La area. Anybody in Southern California. Then we're gonna maybe go to Northern California. Then maybe we're gonna go to within a 2 h flight of of of the event. And we're gonna say, let's find startups. You know. That meet the qualifications that we're looking for, that have some money

to spend that have a certain number of employees. And then we're gonna build a list out from that to look at. Who can we invite to this event? And how do we decide that? So we might look at. Have they attended other events. you know. And one of the things that's really interesting is that they do. conference attendance. Is one of is one of the signals really.

That's interesting.

So what you're able to determine is, does this company spend money on going to conferences.

That's really interesting. Yes, please, I'd like to see that.

Sure we're happy to happy to jump into that. let me just share one thing, just because the pirates is a full, full sales system. I think it's helpful to see this diagram here just because we're not going to be able to cover everything all in one. And so what what Jose described was some of the sales execution capabilities that Zapirus is offering to him directly, as when he's doing sales action. So, finding more qualified Med tech companies at the right time and automating that that sales intelligence trigger to his email inbox and so that's for smaller teams. It's really helpful to make that more efficient.

We have enterprise clients that take on the whole suite of suppliers where we have enrichment data to help them identify their total addressable market, and then score them down to what their serviceable market looks like against all their service lines. and then enrich that data of companies with total funding the past 3 years. R. And D spend revenue headcount. therapeutic era of interest medical technology types they're working on to then get a clean, tight account based marketing list, the one that Sean alluded to through the criteria and then assign it to a team of 1520 sales, reps and marketing reps to then go off and take the price triggers

to then act on and and initiate that sales action. and then marketing teams to be able to then drive a very targeted Linkedin advertisement campaign only to cardiovascular companies that are working on step technologies for their service line. So it can. It can do a lot which which is yeah. Jumping into one use case might not be the the best way to go. But let me just share my screen here and just describe what Shawn is talking about. That's exciting. So we have this mapping tool where we can actually go into different regions in the globe. And it'll dynamically kind of populate Med tech companies in that area. So Sean, you mentioned, la

is an area you're interested in. Yeah. Okay, so each one of these dots are active med tech companies right now in that region, right and active in the past year with critical events on market right? So one criteria that you mentioned Sean. They need to be funded right as a company. So all we have to do is type funding. And then we could select what kind of funding are we looking for from these companies? Right do they have to have any funding? Nih, grant funding funding in this calendar year we're funding in the previous calendar year, like, what are we trying to look for here?

Any funding.

Organizations that received at least 1 million in funding. Hmm.

Probably for your last last year, right? Because it's only February. Okay, cool. So in the previous calendar year, okay. so now it dynamically populates, and only shows you the active Med tech companies that receive more than 1 million dollars in in this area, right and then you mentioned, you want to segment it down to startups, right? So maybe employee size. So let's just take a look at employee size. Okay. what is the range that you're.

49.

One to 49. Okay, great, awesome. So then, that narrows it down even further right here. Any other criterias you want to drill down to before we generate the list of these companies.

Hmm! Did any of them go to any conferences? Can we find that out?

Yeah, all we have to do is say. Have they gone into any conferences.

Yeah, click on that.

Yep. click on that. And so now these are the companies that have gone to conferences in the past year.

Wednesday attempted.

Yeah, we we can show that in the timeline view, right? And so we could show you. When we switch back to timeline view. It'll take a snapshot of this geographic area, and it'll show you. 10 days ago. Lineage cell therapeutics, which is out of that region. right? Is going to a clinical stage company. Present at the Oppenheimer. 35th Annual Healthcare Life Sciences Conference. right? And that's on February 11, th which has already happened. Here's a month ago, Af. Symposium 2025, Dara Biosciences, Women's Health Series 4.

Very smart insight, sean. Well done.

And so, yeah, that's where you can take it to the event level and and to Jose's point. He then can then action on this very specific reference point.

Someone like Jose can make a point of going to that event to meet up with them. They're a hot prospect for him.

So what I think is also interesting is that you can do clinical research stage on companies. And you can also do regulatory events. So a lot of times you can find information on companies that are planning on doing a 510 K, you can find companies that are planning on doing a C mark. There are companies that have already received their C mark. There's all sorts of stages that you can find the companies at. So one of the things I talk with my clients about is what is the ideal stage for you to interact with the company, and you know they always want to get involved as early as possible, whether it be in the clinical strategy, or whether it

is, is. you know, developing the Qms. Or or or what have you? But you can actually tell where these companies are. You can tell if they have the money to hire you. In many cases. You can tell how active they are, and if you like, click on brainscape, for example, at the top. And the 1st example here. and then what you do is you go through to the Linkedin connections. and then you're able to see the people that are on Linkedin and connect directly with them. So for me. The workflow that really works really well with suppyrus is the ability to immediately find and reach out to people that I want to be connected with so a lot of times. What I'll do

is if the company is larger and you open up the tab, the Linkedin tab, you can type in a keyword such as you know. Pmcf, or you know, post market surveillance, or something like that, and then find the correct person within the company Linkedin to to connect with. So, for example, we were promoting a orphan device. Webinar and Kevin helped me, developed a search query, a Boolean search query which was fairly complex because, a lot of companies don't indicate that they're in the orphan device arena. So then you go and you look at the kinds of technologies that are being used in orphan devices. You type those in. And then you type in the geographic location. And you're like, I want to invite companies in Europe that are developing, you know.

stents, or whatever to this event. And then you go and you find their appropriate regulatory person. And it's amazingly easy to connect with people when you know something about, when when what you're offering directly speaks to the need that they have.

Yeah. yeah, and that. And that's a, that's a really powerful point. Because we, what we like to say is, we we enable you the data and insights to be hyper personalized in your client engagement. And so with the sea of new AI tools and and bulk kind of generic sales and marketing tools out there. It's going to crowd your perspective clients, inboxes, communication channels which is high, level, pseudo personalization stuff where you can separate yourself is taking this intel, pairing it with your industry knowledge, and then your outreach and engagement becomes hyper personalized towards that potential client.

Right? Knowing that you know they're they're looking to raise a series, a financing through to FDA approval right? And explore new applications for their device. That tells you something. If you're going to work with them on a regulatory strategy or a reimbursement strategy. Right? And if they just got a successful human trial here as a milestone that tells you something about the stage that they're at as well. Yeah, that's a great point on that. So here to Shawn's Point, on on the the staging here. So we've built in through our machine learning the ability to look at future activity

that's being announced and captured by by the company. And so what you're seeing here is I've narrowed it down to anything related to future clinical milestone announcements. And so you're seeing here all these companies across the globe that are announcing in this case, you know, they they want to conduct their phase. 2. A study. This company out of Israel just closed on 12.7 million dollars of preferred seed financing. and establishes Us presence to support clinical and commercial activity. So they want to complete their pivotal study with this funding for this.

Okay? And then that's when you can take action on that.

And I know 1. 1 feature that I thought was really cool was the the ability to sort of see who is going to be at conferences. Do you want to showcase that? Because the nice thing about that is that you can then like, if you're gonna be going to a conference. You can see not only the companies that are attending that might be relevant to you, but also in the same place. Get some intelligence on them again, so you can reach out to them, not just with a cold message, but something more specifically designed for them.

Yeah, I'm just gonna use a smaller conference here just to help you guys out. So so there's sorry there's a conference that happened here project medtech startup symposium, which is where, say? And I met right in Houston. So let's just use this conference here.

They're friends of ours. They're part of the Mdg family.

Okay, perfect. Okay, great. So here you're able to say, well, I wanna plan for this conference. And I want to be able to speak to Med tech companies that are going to be there. And so we've consolidated that in a single hashtag to show you all the different companies and the people from those companies that are going to be at that show. In addition to that, you can then cross reference with what you're looking for in terms of the types of companies. So we mentioned startups, right? So maybe we want to see companies that are only between one to 49 employee sizes great. So now that's that's narrowed it down from 36 to 29 right?

And very quickly you're able to get a tight set of prospects here that would be a potential fit based on your selection criteria. There you can also select funding and then filter out for the ones that have received any funding this year or past calendar year. Okay, now you're narrowing down to 10 right? And then from here you can generate a list of these companies and start your intelligence research to then book the right meetings for the right projects. So you can generate this list of companies. You can go to your list now and then search this entire list of companies only for activity that may be relevant for you, so you can reverse, search

a pre-qualified set of companies or actionable insights that you can drill down. So, for example, one of those companies 2 months ago received this award financing award that was at that show. Right? You can do this ahead of the show and Pre book meetings, knowing that you're going to be there so that you can land 10 meetings before you even get there and know exactly what you're going to be talking about, because they've accepted that meeting based off of your very targeted specific outreach in reference to their FDA submission here that you're saying we can probably help with that submission process right?

One thing that I like that Claudia showed me yesterday was that you can change the output columns on the list. If you go back a screen.

Yeah.

List, and then you modify columns. You can actually say, all of the things that you want in here. And I didn't realize this until yesterday.

Oh, yeah, that's true. We have a lot. You can actually enrich this data for these sets of companies around, you know, if they're working on implantable devices or not. if they're in the cardiovascular space or infectious diseases. What is the actually their total funding in the past 3 years, let's say. have they reached clinical studies ever in the past? What are their total, active number of clinical studies they have in their pipeline? These are startups. So they're not gonna have any publicly available R&D or revenue coming out of here. you can get pretty granular, you know, like regulatory approved in the Us. Do they have a product approved in the Us. Before approved in Japan.

commercialize in the Us. That gets you to better understand your prospect here. as you can see, because we've already pre filtered them down to the ones that are funded. You can see all of them have some level of funding, and so you can start to segment and prioritize them accordingly. So implantable device would then need to go through clinical cardiovascular. They've reached clinical studies, and they actually have 2 active studies right now going on right. But they have not yet commercialized or approved in the Us. Or Japan, or commercialize the Us. Right? So they're at that stage where there's look and get their product to market. But they're they've hit clinical.

and you can see their pipeline there and dollar amount. Yeah.

I'd like to hear from someone who's who's not spoken? someone who serves medical device companies. Do you see an application? Is there some thing you'd like, Kevin to look up for you, just to kind of get a sense of how it would work for you.

Hey, Joe, if I could jump in.

Course.

So, although you know, we're, we're always looking for medical device companies that might need development work and manufacturing. Would this help me in locating those companies that may be looking for support on development engineering and or contract manufacturing for electronic medical devices.

Oh, yeah, absolutely. We have a lot of clients that are in that space. Are you talking about prototype design stage? Or are you talking about large scale, commercial manufacturing.

Both both, you know. I mean literally from the conceptual stage doing development engineering, or then straight through to Dfm for manufacturing, and then also also plus contract manufacturing as well.

Okay? And what technology type would you be manufacturing for.

We, we use both therapeutic, we develop both therapeutic and diagnostic electronic medical devices.

Okay? And in what? In what therapeutic areas would you be.

Usually they're energy therapies, things like ultrasound tens, radio frequency therapy. Those type of things.

Okay, perfect. Let's just do that as an example. And so let's find you a new prospective client within. Let's say we'll try to do it in less than 60 seconds. Alright cool. Okay, we'll do that. So I'll just type in electrical. And we built in some smart searches here. Here's all electrical based device. company activity. Would that fit your definition?

Possibly yes.

Yeah, okay, okay, so we'll search that right now, okay, so here. radio frequency, you mentioned right technology.

Right.

Okay. So at which stage would you start to engage with this type of company.

We're usually usually better off with an early start. Either a startup or next phase.

Okay, so what if? What if they're in the preclinical stage of development? They're before clinical studies. Would that be.

That would help. Yes.

So we'll just cross reference it with, they have to be in the preclinical stage. Okay. okay, so these are, yeah. So the future milestone is to do a preclinical animal testing on their ventricular assist device. here's 1 that is looking to do a proof of concept.

That's good. Yeah.

Yeah, okay, so this was 15 days ago. Do you know about Ortho sense out of Switzerland?

No, that looks like it wouldn't apply.

Oh, it wouldn't apply, you said.

Possibly see proof of concept.

Okay, so.

No, it it may. It depends on where they are with their development work.

Okay, so let's let's just look into here orthopedic recovery through real time data communication from implants. Okay, they 2.2 million dollars last year, and they don't have an approved product yet. There's.

Right? Yeah. So that's a possibility.

Okay, great. So then you would then take this funding announcement. You know they're funded, you know. They're early here, and then you would reach out to them.

Got it interesting.

Through here. Yep. So that's like that's within 6 60 seconds or so.

Very interesting.

So you can actually then just generate a list of all these prospects and get all 325 of them.

Okay.

Right. Once you have all 325 of them. you can then further qualify them for the mile, the stage of development, right that we're talking about. So employee size, maybe their founded date. So you can understand, like, how far off from inception electrical stimulator like, if they're working on an electrical stimulating device. And yeah, let's just do their funding in the past 3 years. Now, you can be more targeted in which companies you want to be going after here right.

Hmm! I wonder?

I can't say who, but I just saw one of our customers on there.

Oh, okay, well, great. So that means this list has the same profile of customers against new ones that you don't know about. Right? So.

Yeah, very interesting.

So that you can track the intelligence of this automatically. So now that you have your type here, all my high value prospects, because I know they're all funded. So I'm gonna save it as a feed. And say, I wanna know about what's going on with them every single day, and I wanna wake up with my coffee and just get a scan of who to go after every single day. That'll land that intelligence will land in your inbox.

So.

Track, your prospects.

Here's an interesting thing. So I, so I implement quality management systems, virtual quality management systems for medical devices. And right now, pretty much 99% of my business is word of mouth. How would you find prospects for me to connect with? Because it's not there isn't like a it's kinda it's I'm not like development, like, oh, they just got funding because you can have funding, but not be ready for a Qms. You know. You might be still in that early design control. What would you recommend for somebody like myself?

Awesome. Are you one person shop, or do you have.

I have a team of. I just hired an assistant, so I now have a team of 6 people.

Okay, awesome. So I think you can use the Pyrus in 2 ways. one for marketing and then the other for direct sales. Right? And so we would input criterias. For if it sounds like you would engage with them quite earlier on for quality management system.

That is the most successful model. The most successful model is when they start their prototyping. If they bring in a Qms. And start to sprinkle the Qms. In it. They actually spend less money.

Awesome. So we're just gonna search for companies that are in the prototype and design stage here. Right? Okay, so here's company out of the Us. This was announced yesterday. advancing fundraising efforts. They're going to focus on securing additional funding to accelerate product development and clinical research early enough.

Does it actually include a contact or like, here's some people you could reach out to on Linkedin, or how? What's the next step on.

Yeah. So the next step click into the company. Right? Just validate that they are a startup. Okay? So 5 people, right? And then the contact bit. Here is the Linkedin connection here that you can come in here. and the salesperson on your team can actually just engage through Linkedin if they wanted to, without any other additional connection, right?

Oh!

Or it when available, we would have contact searches in here as well. But typically startups are super stealthy. They may not have readily available emails and phone numbers in in the public space. We do have a We do have a best guess generator. So I'm just trying to find here this person here, right, Daniel. stock go. So I'm just gonna copy his name. I'm just gonna punch it in here right even though we don't have email. I just wanna say, Okay, now show me. go, go and test out all the different variations of email

domains and then do a bounce check to see if any of them are valid for me, even though it's not available in the publicly. So it's gonna go into a bounce check. Okay. And now it's validated that this email went through.

Oh!

Information went through. And so it's 1st initial and last name combination from this company. So I'm just gonna copy this and then, now, I'm gonna drive my sales outreach with these specific insights that I'm going to. Then proposed Qms work.

Do you do like? I'm actually very interested because this cause and can I schedule a 1 on one with you to, kinda you know, figure out how to set, because.

He loves that kind of question.

Well, the problem is is like I I don't have a lot of time to spend on this. I want to. I really want to. But I do need to find a way to develop new clients, and I just don't have the time, because.

That's why you hire Sean Smith to use his for you.

I know I'm supposed to work with Shawn Smith, but I have to write a book I have to write. I have to give him something to help him start, and I haven't had the time to do that. Unfortunately.

Someone who tried to build a website with you. I recall all too well how this works. So yeah, but I just, you know, this might be. This might be just exactly what I need, and if I came up with like a little splash of saying, Here's what I do come, seeing you know, this might be in my wheelhouse, and something I can do quickly.

Yeah. And so what you do is the the workflow is you save this trigger? Right? Because it's an ideal trigger for you. You save it as an automatic set up to send it to your email inbox. So you will only action on high value opportunities. Right? And so, if you look at the frequency. It's not going to be as high, but you don't need high frequency. You need high quality.

Yes.

And so once that comes in, then you action on it, and then off you go and do the rest of your your daily workflow. And the second thing that I want to talk about is the marketing piece that you can do with this. So you can actually generate a list of these companies. Right? Okay, 500 is a lot. I'm just gonna go towards. Let's say, in the past month, only generate a list of these companies, and now you have a tight 17 that you can then download the names of these companies in a Csv and then upload it to a Linkedin campaign manager to then get your brand and messaging out in front of the people from these companies that are gonna then be on Linkedin.

Campaign manager. What does that mean?

It's a marketing tool that Linkedin offers to. Then to then market towards Linkedin. People on Linkedin.

You mean spam their inboxes.

Nope, you can have an ad pop up. I mean, you've seen ads on Linkedin Around Company. But you know this is an ad. But that ad would only go to those companies that you've predefined in Sapiris.

So you can go and add it. This is account.

Yeah, this is like account based targeted marketing.

What is their minimum purchase? Do you know.

I've no idea you can go as problem. That's not. We don't work with Linkedin.

Do you know the answer? Is it practical for someone as small as Nelly Sean Smith?

Generally speaking, Linkedin advertising is really really expensive. But you know, there, there are a number of ways to use Linkedin effectively to create organic And that's what I focus on. I don't give Linkedin any more money than I have to And so I focus on helping people develop organic strategies rather than telling them. They need to spend more money.

This Zephyrus being the exception.

To that. And you know, because it it it allows you to target so carefully exactly the kind of companies that you want to be talking to and I haven't found any other tool that does that. I mean, I have Linkedin Sales Navigator, and that does allow you to do segmenting, but it really is not focused on the Med Tech industry and their categorization of people being in medical device, manufacturing is wildly wrong.

It's not even that anymore. Now, it's medical device equipment.

Yeah, it's right. So it's medical device.

Exactly what they did. I know it's terrible for those of you who don't pay attention to the chat In the while Sean spoke. 2 people asked Kevin for one on one time, and Kevin replied with 3 links, including a way to book time with him. So those of you who want a deeper dive, and seeing if this works for them personally,

Yeah, and feel free to connect with me online, we put out a bunch of helpful resources for free like all the time. And my booking links always in my profile. And I can help you connect with someone from my team that can help answer questions as well. But our blog here. we designed it to be very actionable as a resource for for you guys. So you know, we help you understand the advantages between hyper, personalized outreach versus generic. you know. Understand the difference between medtech clinical trial opportunities versus Pharma. Here's a medtech report that I spoke about. So this is all data from the virus. So it'll give you an understanding of the trends in the past couple of years, and how that plays out into the next year.

It splits, you know, number of funded companies by stages. So you can see off of last year. That startup realm startup and scale up realm. you know, is rich in funding.

That that Canada is an American adversary. I don't know if you would consider coming to California in May. I think you'll find good conversations, and folks who want to engage with you. So if that's in your consideration set, and you don't hold the administration against.

Hop guys have a great day.

Thank you, Leo.

Good seeing you, Joe. Thanks.

Yeah.

I think.

Yeah, I go down there all the time for conferences. So.

Well, the other thing is is, we want to make sure that the 10 X Conference is covered in virus. So that's that would note that I'll see.

Chat about that one.

We're free next week. We have a fan favorite, and that's Michelle Watt. She'll be talking about commercialization pitfalls. I can easily see where you would have something to add to that conversation, Kevin. So thank you. And to all you Valentine's out there. I'm looking at you, Andre. happy Valentine's day. Make it a special weekend with those people that you love. We'll see you next week. Thanks everyone bye, for now.

Like.

Think so bye.

You still love me, Sean.

Oh, yeah, yep, I just want. I just figured we could get stuck there, probably for 20 min, and.

You know what? Yeah, I've been in a goofy mood because I have not. So January and February have been kicking my butt like literally kicking me in the gut I've just exhaust. So today, it's like this week. I'm actually unburying myself. And the things that are kicking me around. And today's like, Oh, my God! Now I'm in a goofy mood. So that was just, that's all. It was.

Yeah, no, no, it's fine. I just was like pushing the thing forward because I wanted to get Kevin and and and and and and if and if I started spouting my my leftist. Fidel Castro, opinions about the present administration, I think that everybody would be horrified, so I would just was like. you know, I'm just. I'm just terrified of what's going on. But they you know, I I just I just my motto is, you break it, you pay for it. But unfortunately, I don't think he's gonna pay for it if he breaks it. So I don't know. I don't know what's gonna happen. I mean, it's it's crazy. But.

I am optimistic and hopeful because the direction we were going was not healthy, and it was, and it and the inflation was bad. You know everything is bad, and so you have to shake something up, to move forward in a different direction. And so, if it if it breaks it, and we have to, and we reshape it. I'm okay with that right now. That's how I look at it.

You know what the problem is with with your 2 party system? It's the the zigzag line of the policies. Yeah, I mean, I mean a lot of companies they want. They want consistency. They want something to build on. And one administration build something up, and the next administration build breaks it down again, and it's it's so easy to to demolish something, but it's so hard to build something up again.

Yeah. Well, you know I I'm looking at I I'm looking at things from where my children are right now, and and friends and family, and and I what I what we had to do to get it so my son could afford a house is we ended up having to cash 4 1 k. Money in and like literally pay off some of his debt he's in, I mean, he's working full time. He's literally, I mean, the rent was going to be $3,400 a month. His mortgage is going to be 32. Tell me that is not ass backwards, you know, and so I'm looking at the way it is for the people I mean, and my son's an average person he like he makes. He's scraping by and like sometimes, you know, I have to help him with the groceries, because he had.

Do you think that the new administration will change that.

You know what it wasn't going in the right direction. So we have to change something to.

Do you think that it was the fault of the last administration that it was.

I actually.

Me too.

Trump, I think what trump is gonna do is gonna help America. I think the things I think he's uncovering the money in the waste right there alone.

Thank you. Yeah, I mean it will. It will save a lot. I I agree. And I I have no opinion on whether answer. Something is good or bad in that the thing, but it's it's so short sighted to have the current situation blame on the last one who was in charge.

Oh, please, okay, I'm gonna I am. Gonna step back because I truly believe the amount of stuff that happened in the last 4 years makes me want to vomit and get sick to my stomach half the time. The things that we're putting to place, the wasteful spending, the lack of government, the lack of.

Are you going to 10 x this year? Okay, then, then we will discuss this over a beer at the.

Yes, let's do that as long as we can agree that we don't have to agree, because that, like, I don't have to convince you of my opinion, and vice versa, because we are 2 individuals, and if we can agree to that, we can have the conversation.

And and it's it's always okay to change your opinion. Because when I 1st met Sean, I sure you can remember that I was against the way you used Linkedin as a tool, and I wanted to use Linkedin just to get in touch with people. But I think I totally reversed my opinion on you, because the way you handle things it's really inspiring. So.

You know I was inspired by Sean with our 1st conversation. I don't know what it is. There's a spark about him. I just don't have the time to do everything he I need to do. And so it's like, I'm like, I'm in awe of him going. I need somebody who just does it for me, but has to be able to pick my brain. And that's the hard part is getting that in time to pick my brain.

Well, to that end we're we've rolled out a new product line.

Oh!

That I will tell you 2 about. And it basically works. It's basically end to end marketing in a box for product and service providers. Where what we do is we produce a Definitive Guide and a medtech leading voice. Definitive Guide to Topic. Edited by Nelly Bushman. Picture on the cover. Think dummies guide right to Eqms. For example, that's your topic, and what we do is we write the guide, and then we work through it with you to add your voice and your experience throughout the thing through a series of interviews. Right? So we're doing all the heavy lifting. Then we promote the guide.

We do 2 webinars throughout the course of the year. We provide ongoing marketing support throughout the process, and it is end to end marketing as a service, and if at any point during the year you're like this isn't working for me, you can terminate the contract.

No, actually, I'm so I had to get through. You and I talked about waiting till the election was done. Now the election's done. Remember, I was like, I don't want to invest because I don't know where people are. Gonna do what they're gonna do. I feel like I'm looking at what's going on. And I think that people are going to start. I think that they're going to start starting at medical device companies right now, because I think there's going to be more cash available, in my opinion. And so. and I just hired an assistant to start doing some of the grunt work. So I'm hoping that in the next 2 weeks I'll be able to do that out of you. And I agreed to last year.

because one of the things you told me to do is record myself. So I'm I'm gonna start to set some time aside every week to sit down, and for like an hour, and just record what I'm what I'm doing.

Yeah, okay.

1st closed it.

Huh!

It was Joe's thing to record yourself.

No, no, I'm so. What he was talking about is like when we 1st started the engagement. He's like, Oh, you need to write this book I'm like, I don't have time, because no, just talking to chat. Gdp, I'll convert it into your guide for you. I haven't had the chance to do that because I have to break it down into small components of. So what we're gonna do is we talked about doing a guide on document control, because there's so many little parts to managing a document control. And the thing my company does is they? That's 1 of the components is we manage your whole document control, and so writing a guide on how to do that so that I can convince people they don't want to. They want to hire me to do it.

and then also. And and just so, you know, Sean, it's Vqms cause I'm in between paper and eqms. Virtual.

Well, I like document control better. But whatever, as as a topic.

That's what we can do. Document control. Yeah, no, no. that's what I'm gonna focus on. But I'm I'm gonna focus it on document control in a virtual paper system.

Nice.

So I've I've actually started writing my topics down, you know. to figure out how to do that. It'll be the 1st time I do it. So.

Okay. Well, look forward.

Are you free next week? So you and I can start chatting.

What is next week I'm going to Brussels on, I think, the next Saturday. So yeah, I am. I am free next week, not. It's the week after that I'm not free.

How about the Friday you want to get together? Friday?

Fridays are always good afternoon.

Okay, how about we? Let's have a drink. At one o'clock in the afternoon.

But you know you're more than welcome to drink during the call. I I do not drink.

I'm just kidding. I don't. Actually, I don't drink that often, although I just found oh, my God! And I'm in love with it! Peach Bourbon smash. It is so good it's like it's like an ice. It's like a peach ice tea for me, and I just I had it last night, and usually when we go out I have one drink, and I stop. And so my husband and I were having dinner, and and I usually don't go out. I kind of was having a panic attack last night. and and he looks at me goes. Let's just go out. So he drug me out. And so I had. I started. I had that drink. And all of a sudden I'm relaxing. I'm okay. I'm in a safe space.

The high sugar content. Alcohols give you really bad hangovers? but probably not if you have one drink or 2 but.

Did you guys need me to get off? Were you guys gonna meet because I kinda just sat on. you can throw me off the line if you like.

We're done, we're done. I I just thought.

You go to Brussels, you go to one of the cafes there, and they have lovely Belgian beers. You have to taste a few.

No.

I'm not a beer person. I am a Bourbon person, but I'm a Bourbon mixed drink person. I don't drink.

Every year is different.

So the last.

And I was drinking beer in Brussels. They put shots in the beers, did did they?

And and I got so drunk that I blacked out so.

No, you shouldn't start with it just. And and usually you have those those strong beers. But you have only beer, one beer for the.

For the whole night you only drink one beer. It's not like.

You know good lights that goes in liters.

Make sure I can't find you my contact. What did I do? You used to be there.

Okay.

Here you go. I'll just put in the chat.

Okay. Cause. I think what happened is I created, I got a new phone. I think I created it in my Google. I didn't save it.

Michel Lot is coming over to the Netherlands in in the end of April. So me and Will and the thing will be their P. 2. Guide for the day. Yep. Oh, yeah, yeah.

I'm probably gonna be in the Netherlands end of April as well for the.

You go to the the.

Risk management.

Yeah.

Yeah, probably I'll probably.

I'm not sure if I attend the conference itself, because that depends on my boss whether it will. He thinks it's worth it. but else we can meet there.

Yeah. Okay. Great.

Have a nice day, Sean.

What?

How are you doing.

Yeah, I'm good. I'm good. I'm doing real well. You know. Business is going, you know. some stuff going on with my family as usual, but you know my brother had an operation. Francesca's in the hospital. with some heart thing, so you know. But everything is fine. No major catastrophes or anything like that.

How are you? Join the Med, the Med Device Group cause? I know you're doing a lot more activity.

Well, it's it's hard. It's hard work, and you know I I just worry, you know, about not doing a good enough job with everything, you know I'm a perfectionist. So then. you know, I want to do the very best with everything that I'm involved in, and that's just really not possible. So then I have to settle for well, this is what I got done. This is what I was actually able to do, you know and that's the thing with marketing is that there's always better. But you know you have to.

You have to settle for good enough, you know. Are we are we? Are we? Reaching the mark? And Joe is very pleased with how it's going. He keeps reassuring me that I have nothing to worry about. And I keep worrying because I mean it's worry is the wrong word. Have you ever thrown a big party, you know. and you know you're anxious up until it's over.

Yep, or until it starts. It's not till it's over. It's till it starts, and everybody comes in and has a drink and food, and then it's like, Oh, now I can enjoy it.

Yeah, okay, well, that's how I feel right now.

I see that numbers are up. I can see that you've got more, you know, scheduled events. I I love the speakers that you have I? I find the you're just. You're really coming up with some great speakers. I mean this guy today. Oh, my God! I just went. Oh, my God, that's what I'm looking for is that kind of a tool, you know. So if I combine what you want, and that one I can literally really grow. And then, like, you know. so yeah, I really really love the speakers that you've been finding.

Yeah, so thank you. You know. And you know, keep. You know it. Just it just need new new energy. You know, Joe has been, you know. hovering around the exit, you know, for a while now. And okay.

Also noticed, the professionalism has just leveled up a lot.

Well.

Is that you or did you have a conversation? Cause? I mean, I've noticed.

I just kind of you know, when when he says something off color, I say, or we say, you know, and then I just I mean, we're kind of funny together, you know. It's kinda you know.

Personal assistant. By the way.

That's great!

I'm gonna be using Ann from Joe.

Oh, good! Good! Yeah. I've worked with her.

So I'm hoping right now I'm having her, because one of the problems I have is I have. I keep trying to use these different project tools and slacks project tracker is amazing. But I don't have time to review every channel. So she's gonna be kind of like my magnifying glass of. Here's where we need to focus. Well.

Good luck. I've been trying to get organized for decades and have never succeeded. But the you know, I always look for a project management tool, or you know, project manager, or a virtual assistant, or you know, and.

Are you still there?

Yeah, that's Joe calling. So I should drop

Alright. We'll chat more next week. Okay.

Okay. Bye-bye.

Bye, bye.

Hello, show. H. Good call. Today. Yeah. I was.