Meeting Title: Uttam <> Chang—Medical-Industry-Sales-Strategy Date: 2024-06-27 Meeting participants: Uttam Kumaran, Chang Ho Yoon
WEBVTT
1 00:00:49.400 ⇒ 00:00:50.890 Chang Ho Yoon: Hey, Ruth, how are you doing.
2 00:00:51.900 ⇒ 00:00:53.092 Uttam Kumaran: Hey! How are you?
3 00:00:53.390 ⇒ 00:00:57.989 Chang Ho Yoon: Oh, good. Yeah. Yeah. Surviving mate surviving Jesus. It’s been a tough couple of days.
4 00:00:58.480 ⇒ 00:01:04.180 Uttam Kumaran: Well, let me know we could still push it. I don’t wanna keep I don’t. I know you’re you’re in the thick of it. So no problem.
5 00:01:04.349 ⇒ 00:01:11.759 Chang Ho Yoon: No, today’s been, I think all the efforts we put in yesterday have basically come to fruition today. So it’s all very much under control.
6 00:01:12.304 ⇒ 00:01:16.099 Chang Ho Yoon: Which is yeah, which is great for this chat. Thanks for
7 00:01:16.269 ⇒ 00:01:17.579 Chang Ho Yoon: rearranging and accommodating.
8 00:01:17.580 ⇒ 00:01:21.439 Uttam Kumaran: Oh, of course, of course, every day for me is
9 00:01:21.480 ⇒ 00:01:33.780 Uttam Kumaran: every day for me is a new day. So you know I’m I’m I’m like also in the same boat, where every day is crazy. So if people move, I don’t mind cause we’ll we’ll we’ll do it at some point. So.
10 00:01:33.780 ⇒ 00:01:34.230 Chang Ho Yoon: Yes.
11 00:01:34.230 ⇒ 00:01:38.029 Uttam Kumaran: I’m also, I’m also moving this weekend. So there’s like boxes.
12 00:01:38.030 ⇒ 00:01:42.407 Chang Ho Yoon: Oh, man, are you moving to a new rental? New place you’ve purchased or.
13 00:01:42.720 ⇒ 00:01:50.920 Uttam Kumaran: I do rented house. So I’m in an apartment now. And I’m moving to like a house that’s just a little bit further east.
14 00:01:51.535 ⇒ 00:01:53.359 Uttam Kumaran: Which would be very nice.
15 00:01:53.916 ⇒ 00:01:56.270 Uttam Kumaran: But you know, it’s just moving in.
16 00:01:56.530 ⇒ 00:01:59.219 Uttam Kumaran: I basically worked really hard the 1st
17 00:01:59.870 ⇒ 00:02:04.820 Uttam Kumaran: 3 4, I mean. So including Sunday, to just like have like today and tomorrow to kind of like.
18 00:02:04.860 ⇒ 00:02:07.470 Uttam Kumaran: do some sales stuff and kind of just like.
19 00:02:08.270 ⇒ 00:02:10.070 Uttam Kumaran: keep packing.
20 00:02:12.260 ⇒ 00:02:19.437 Chang Ho Yoon: So. I’ve had a little stab, obviously. What what kind of services we can offer the high level notion. But I think
21 00:02:19.850 ⇒ 00:02:28.289 Chang Ho Yoon: kind of want to get a sense for what the conversations you’d had on those you used to have 3 or 4 on Bullet Point list, and then, I guess, based on those I can sort of
22 00:02:29.360 ⇒ 00:02:35.870 Chang Ho Yoon: to a slightly deeper dive in about as to what offer. Yeah, service, wise.
23 00:02:36.280 ⇒ 00:02:51.019 Uttam Kumaran: Yeah. And to give you a little sense of like, we’ve gotten a lot more organized on the sales side of how we’re doing, how we’re gonna do a little bit of a bigger push. So and to initially start, you know, on the data side for my company, like we’ve
24 00:02:51.480 ⇒ 00:02:56.150 Uttam Kumaran: been a little bit of everywhere where I started the company. I basically was like, who needs help
25 00:02:56.190 ⇒ 00:03:01.500 Uttam Kumaran: and data. And that worked. But the problem is that it’s too wide of a.
26 00:03:01.950 ⇒ 00:03:02.300 Chang Ho Yoon: Yeah.
27 00:03:02.300 ⇒ 00:03:06.740 Uttam Kumaran: Playing field to basically go and do targeted stuff.
28 00:03:07.280 ⇒ 00:03:10.589 Uttam Kumaran: So on this, go around. We’re a little bit more.
29 00:03:11.480 ⇒ 00:03:15.739 Uttam Kumaran: we’re a little bit more like tighter on what we’re going for. But at the same time.
30 00:03:15.780 ⇒ 00:03:21.677 Uttam Kumaran: I think we have, we actually have a lot more, and we’re continuing to build more distribution for the work that we’re doing.
31 00:03:22.380 ⇒ 00:03:29.609 Uttam Kumaran: So like one thing we’re gonna probably do is either July 9th or the week after we’re gonna kind of have a little bit of like more of a public launch
32 00:03:29.660 ⇒ 00:03:41.409 Uttam Kumaran: where I drive a ton of traffic to the site. We’ll have a lot of content ready there. And basically just drive meetings. And the initial goal will be to target
33 00:03:42.610 ⇒ 00:03:52.660 Uttam Kumaran: we’re targeting 3 industries to start mainly, we’re targeting, shipping and logistics manufacturing. And then with you, we’re gonna put together stuff on the medical side.
34 00:03:52.670 ⇒ 00:03:53.720 Uttam Kumaran: I’m good.
35 00:03:54.090 ⇒ 00:04:20.859 Uttam Kumaran: And so those are the 3 that we’re going after. And basically the way we’re targeting these industries is we, we have a couple of like key just like checklists. One is like we need to know who the buyer is in terms of their title, who they are in the company. What sort? And then that’s 1 thing so like is this a Vp of operations like, who do we actually target? If we were to like, go message on Linkedin cold call. The second thing is, what are their problems. So can we articulate
36 00:04:20.930 ⇒ 00:04:36.119 Uttam Kumaran: the ex like the feelings or the problems? Where, if you were to say, like, Hey, do you have this problem? Give this problem. Okay, great, you’re perfect for a solution. The 3, rd the 3rd thing is, what are the what’s the Roi? So can we clear articulate like the Roi ideally.
37 00:04:36.410 ⇒ 00:04:45.100 Uttam Kumaran: And again, in every sector it’s different. But typically what I see is anything that saves people time or makes them more. Money is much more interesting
38 00:04:45.790 ⇒ 00:04:50.070 Uttam Kumaran: than anything else, and the 3rd opportunity is usually saving them cost.
39 00:04:50.100 ⇒ 00:04:59.919 Uttam Kumaran: However, if someone’s user really fixated on cost savings, it’s probably because there there’s like no growth in their business, and this may change industry to industry. But
40 00:05:00.231 ⇒ 00:05:14.890 Uttam Kumaran: for the most part we’re looking for opportunities where we can save people time, or we can help grow. And then, if there’s still cost mitigation, related efforts, we can work on those. But sometimes, if people come and ask about only cost mitigation, and these because there are companies on the
41 00:05:15.400 ⇒ 00:05:19.369 Uttam Kumaran: on the downs. And that’s not a good place to be in in data.
42 00:05:19.700 ⇒ 00:05:20.360 Chang Ho Yoon: Yeah.
43 00:05:21.290 ⇒ 00:05:25.120 Uttam Kumaran: The 3 remaining things are. Once we have all of those
44 00:05:25.270 ⇒ 00:05:38.770 Uttam Kumaran: kind of mapped out, we can begin to produce materials and case studies so that creates like enough of a backlog of materials and stuff for the site to basically have. Like, if people come and look at how we interact with this industry.
45 00:05:39.072 ⇒ 00:06:02.700 Uttam Kumaran: The other thing is like a content schedule. So basically, we’re working on, how do we get this stuff out? Both on Linkedin, also, via email, posting like parts of it. And so all those materials basically turn into different forms of content. We’re gonna do videos and a whole host of other things. And then the last thing is like a lead list. Basically, what are the accounts that we’re going after? And why? So
46 00:06:03.170 ⇒ 00:06:18.049 Uttam Kumaran: for that, we need like filters from the buyer persona, which is like, Okay, are these like hospitals with this sort of revenue profile? And this location, like those, are kind of like, what are the filters that we would plug into Linkedin or another sales platform to basically get
47 00:06:18.140 ⇒ 00:06:26.540 Uttam Kumaran: here like the 100 accounts we’re going to go after. For all the 100 accounts we find a couple of people in each of them that we’re just that we just like go after.
48 00:06:27.120 ⇒ 00:06:28.910 Uttam Kumaran: That’s like the.
49 00:06:29.590 ⇒ 00:06:33.229 Uttam Kumaran: That’s how we’re gonna that’s basically what we have so far in terms of like
50 00:06:33.590 ⇒ 00:06:43.140 Uttam Kumaran: making sales a lot more approachable for me. That’s not like something open ended. I was like, if we can check all those things off and go after it, then I think we have enough to at least
51 00:06:43.190 ⇒ 00:06:45.589 Uttam Kumaran: have one turn at the wheel at all this.
52 00:06:46.010 ⇒ 00:06:49.742 Chang Ho Yoon: I think there’s 1 key thing I’ve missed from that list just from
53 00:06:50.110 ⇒ 00:06:51.260 Chang Ho Yoon: just had
54 00:06:51.600 ⇒ 00:06:56.049 Chang Ho Yoon: with the one we’re having. And that’s patient pathways. I think if you could.
55 00:06:56.050 ⇒ 00:06:56.880 Uttam Kumaran: Okay. Aye.
56 00:06:56.880 ⇒ 00:07:01.149 Chang Ho Yoon: Clinical slash, patient pathway. Optimization.
57 00:07:01.978 ⇒ 00:07:06.519 Chang Ho Yoon: That would be something that would probably come and be think to
58 00:07:08.140 ⇒ 00:07:12.630 Chang Ho Yoon: one or more of the human resources side versus the.
59 00:07:12.970 ⇒ 00:07:21.100 Chang Ho Yoon: you know, secretarial side versus the personal assistant for some of the physicians slash. Ultimately the goal will be to help.
60 00:07:21.170 ⇒ 00:07:23.030 Chang Ho Yoon: you know, clinicians.
61 00:07:23.387 ⇒ 00:07:36.869 Chang Ho Yoon: With respect to follow up of patients who are on predefined pathways. So when we’re talking about pay patients with cancer, with plugging on patients with, you know long, so relatively more medium to long term conditions that do need
62 00:07:36.870 ⇒ 00:07:56.019 Chang Ho Yoon: more complicated. Follow up. Not just sort of oh, you you’re doing great utam. We’ll see in a year, you know not not those cases more. Okay, we see you routinely, but we also need to make sure that you have your ultrasound and your blood test and everything else lined up, and I want to be pinged as a clinician. As to when those are done, so we don’t waste some
63 00:07:56.170 ⇒ 00:07:59.339 Chang Ho Yoon: opportunity or clinic time coming, going forward.
64 00:07:59.710 ⇒ 00:08:00.260 Uttam Kumaran: Okay.
65 00:08:00.260 ⇒ 00:08:02.470 Chang Ho Yoon: And these are sort of things that Pas normally do
66 00:08:03.396 ⇒ 00:08:07.859 Chang Ho Yoon: personal assistance or administrative staff in the back end.
67 00:08:07.920 ⇒ 00:08:17.040 Chang Ho Yoon: but increasingly is becoming in many, many hospitals. What’s again? This is where you want to filter down to. The main hospitals are like in Texas. There’ll be
68 00:08:17.060 ⇒ 00:08:25.169 Chang Ho Yoon: quite a few in Austin and other places there are specialist cancer centers. And so they end up with a lot of referrals. Then with a huge.
69 00:08:25.410 ⇒ 00:08:27.810 Chang Ho Yoon: probably quite a significant problem in this regard.
70 00:08:27.820 ⇒ 00:08:30.699 Chang Ho Yoon: But maybe there’s just been hiring more and more people to
71 00:08:30.830 ⇒ 00:08:37.889 Chang Ho Yoon: patch it up, because, as far as I know, there is no digital solution that exists yet that harnesses Lms
72 00:08:38.330 ⇒ 00:08:51.139 Chang Ho Yoon: for the sake of optimizing said pathways. And it’s definitely an opportunity that I know that some startups are actively exploring currently, and one that could be of interest to many of these larger medical centers. So I think.
73 00:08:51.190 ⇒ 00:08:51.789 Uttam Kumaran: On the app.
74 00:08:51.790 ⇒ 00:08:56.430 Chang Ho Yoon: Inside, which is a far more readily calculable value.
75 00:08:57.306 ⇒ 00:08:58.960 Chang Ho Yoon: Added products.
76 00:08:59.570 ⇒ 00:09:11.350 Chang Ho Yoon: Well, where could you know? It’s very easy about how you’d measure everything like number of clinic spaces, save number of you know, number of hours of a secretary’s time saved in
77 00:09:11.410 ⇒ 00:09:12.570 Chang Ho Yoon: following up
78 00:09:12.590 ⇒ 00:09:25.009 Chang Ho Yoon: and chasing various tests, various investigations before a clinic is due, and so on. I don’t know how much of a problem this is at Baseline. So it’d be. That’s where the conversation will be important with with large
79 00:09:25.340 ⇒ 00:09:26.610 Chang Ho Yoon: cancer centers
80 00:09:26.999 ⇒ 00:09:32.919 Chang Ho Yoon: for for example. But there’ll be other types of disease that we can also go after. But cancer be a big one.
81 00:09:33.390 ⇒ 00:09:34.160 Uttam Kumaran: Okay, and.
82 00:09:34.410 ⇒ 00:09:43.819 Chang Ho Yoon: Where this would be relatively complicated. But not intractable. So it’d be one of those scenarios where we can talk with some
83 00:09:43.880 ⇒ 00:09:56.069 Chang Ho Yoon: for quite some time about this. But I, I can assure you, basically stems all the way it. It spans the full gamut of complexity from as easy as okay, this patient is on is going to be a long term
84 00:09:56.370 ⇒ 00:10:03.770 Chang Ho Yoon: anti cancer treatments. It’s they’re probably gonna die. Still, anti cancer treatment. Because it’s, you know the cancer itself is going to be under control.
85 00:10:04.170 ⇒ 00:10:13.170 Chang Ho Yoon: I mean, so it’s 1 of those scenarios now in in our world where certain cancers don’t mean don’t spell death to be immediately. You might die something else, like a heart attack, or whatever.
86 00:10:13.330 ⇒ 00:10:26.289 Chang Ho Yoon: And if that’s the case, then you need to just be maintained on this anti cancer drug and be monitored and be followed up, and so on. Routinely. A lot of clinicians at the moment a lot of clinics rely on doing that manually for time being, rather than.
87 00:10:26.290 ⇒ 00:10:27.230 Uttam Kumaran: Okay.
88 00:10:27.230 ⇒ 00:10:32.990 Chang Ho Yoon: Report back or and and following up on blood tests that done periodically, can become quite.
89 00:10:33.040 ⇒ 00:10:37.150 Chang Ho Yoon: quite tricky to just make sure they’re done on time, and so on, because
90 00:10:37.540 ⇒ 00:10:47.049 Chang Ho Yoon: because they might only be seen every 3 months, or something, or every 3 to 6 months, and but you want them to be pinged about the blood test having been missed, for example.
91 00:10:47.280 ⇒ 00:10:51.390 Chang Ho Yoon: or having been done. Therefore look at the results, and if it’s been missed.
92 00:10:51.560 ⇒ 00:11:12.020 Chang Ho Yoon: you kind of want it to be automated in the same to an extent with it. Almost. You know, you can talk about the email generator that you’re you’re designing a few months ago. Yeah, it’d be that kind of thing. But in the context of a clinical sit would be like, Oh, we’ve noticed you haven’t done your blood test. Would you mind following up with this and automatically generating that, for example, which is which is secretary, would do.
93 00:11:12.110 ⇒ 00:11:15.430 Chang Ho Yoon: and that. So that’s that’s that’s at its simplest level.
94 00:11:15.610 ⇒ 00:11:23.929 Chang Ho Yoon: And then you can start thinking, you can start imagining. Okay, how can this become more complex becomes more complex when there is a 2 way conversation. So when
95 00:11:24.010 ⇒ 00:11:26.609 Chang Ho Yoon: you know and this is where the full gamut of
96 00:11:26.917 ⇒ 00:11:33.809 Chang Ho Yoon: complexity comes in from. Oh, Doc, I know you’ve been. You’ve been giving me this anti cancer drug for a while I’ve now got.
97 00:11:33.860 ⇒ 00:12:01.230 Chang Ho Yoon: you know, I’m now experiencing a lot of pain and itching on both hands or both feet. Could it be a drug reaction question mark? And at that point you’d want to then interact with the patient right? And that’s another area in which you could either do that by sparing the time of a nurse practitioner, some specialist, cancer clinician, or physicians associate. They have those. Or you could imagine the world where actually, that data is compiled to some extent by an Llm.
98 00:12:01.230 ⇒ 00:12:05.176 Chang Ho Yoon: And that’s where you we start venturing into
99 00:12:05.930 ⇒ 00:12:08.520 Chang Ho Yoon: I suppose, slightly more fraught
100 00:12:09.000 ⇒ 00:12:10.190 Chang Ho Yoon: temporary.
101 00:12:10.889 ⇒ 00:12:16.879 Chang Ho Yoon: but and where it becomes more of a clinical tool. But actually, if it, if we pitch it more as a data gathering tool
102 00:12:17.483 ⇒ 00:12:27.076 Chang Ho Yoon: that ultimately a human is in the loop to review what the symptoms were written in natural language, as if things have been documented by
103 00:12:27.510 ⇒ 00:12:29.499 Chang Ho Yoon: by human being basically
104 00:12:29.890 ⇒ 00:12:33.229 Chang Ho Yoon: having a phone call, because that’s exactly what happens at the moment.
105 00:12:33.630 ⇒ 00:12:37.669 Chang Ho Yoon: Then we’d be, we’ve knocking on the doors of something that helps
106 00:12:37.690 ⇒ 00:12:44.030 Chang Ho Yoon: at least save some time for the triaging process, and so on. You know, again, we just talk about how that would
107 00:12:44.050 ⇒ 00:12:48.709 Chang Ho Yoon: that would look in real terms, and how you test for safety on that, and so on.
108 00:12:49.190 ⇒ 00:12:49.960 Chang Ho Yoon: where it gets.
109 00:12:49.960 ⇒ 00:12:50.860 Uttam Kumaran: Swept.
110 00:12:50.860 ⇒ 00:12:54.817 Chang Ho Yoon: Yeah, and that. And then, obviously, that would the future would be to have
111 00:12:55.370 ⇒ 00:13:06.010 Chang Ho Yoon: that kind, to have even more complex discussions between the Llm. And the patient almost the point where it can deal with most mild to medium, you know, issues
112 00:13:06.150 ⇒ 00:13:13.759 Chang Ho Yoon: that aren’t particularly acute, whereas all the acute ones end up getting filtered out appropriately to the physicians. But okay, this patient needs to be seen today.
113 00:13:14.464 ⇒ 00:13:15.010 Chang Ho Yoon: Yeah.
114 00:13:15.140 ⇒ 00:13:26.162 Chang Ho Yoon: And so that’s yeah, that will be the future, but actually a and that will be in grades of severity grades of risk the grades of you know. Teachers
115 00:13:26.760 ⇒ 00:13:34.330 Chang Ho Yoon: I guess litigious risk, and so go going all the way back to the 1st point about the simple Administrative club, you know.
116 00:13:34.360 ⇒ 00:13:41.760 Chang Ho Yoon: clarking or clerical follow-up. That’s where we could start, and I know that a lot of larger centers
117 00:13:41.940 ⇒ 00:13:48.858 Chang Ho Yoon: have, or have simply saturated that the human capacity for doing this way, that is,
118 00:13:49.590 ⇒ 00:13:51.100 Chang Ho Yoon: yeah, altogether
119 00:13:51.380 ⇒ 00:13:52.590 Chang Ho Yoon: sustainable.
120 00:13:52.660 ⇒ 00:14:01.799 Chang Ho Yoon: particularly in the face of ever growing numbers of cancer patients. So it’ll be it’ll be good to filter out the ones that the clinic, you know, the clinics and the
121 00:14:02.100 ⇒ 00:14:06.910 Chang Ho Yoon: academic cancer centers that are very large. They’re the ones who will be dealing with this, I’m sure.
122 00:14:07.860 ⇒ 00:14:08.480 Chang Ho Yoon: So.
123 00:14:08.480 ⇒ 00:14:11.529 Uttam Kumaran: So, I guess like, do you think? I guess
124 00:14:12.560 ⇒ 00:14:18.840 Uttam Kumaran: I think there’s probably 2 pathways that, like the brain towards vehicle, can then enter like the hospital one.
125 00:14:18.920 ⇒ 00:14:24.279 Uttam Kumaran: I think we have enough of a backlog and reputation in data analytics
126 00:14:24.550 ⇒ 00:14:30.969 Uttam Kumaran: do kind of get in and think about. If we were to go in and help them measure or set up reporting.
127 00:14:31.140 ⇒ 00:14:33.140 Uttam Kumaran: That’s 1 way that
128 00:14:33.290 ⇒ 00:14:35.840 Uttam Kumaran: again, we can get into the account
129 00:14:35.880 ⇒ 00:14:38.490 Uttam Kumaran: and then basically identify.
130 00:14:38.520 ⇒ 00:14:40.349 Uttam Kumaran: Okay, who are the stakeholders.
131 00:14:40.530 ⇒ 00:14:41.090 Chang Ho Yoon: Right.
132 00:14:41.090 ⇒ 00:14:49.728 Uttam Kumaran: And like, is there an opportunity for something in the Lm space? The other way is to go pitch straight the Lm kind of application.
133 00:14:50.610 ⇒ 00:14:53.120 Uttam Kumaran: The reason why I like the data analytics
134 00:14:53.290 ⇒ 00:15:01.280 Uttam Kumaran: is selfishly because that’s what I know really well, and so that it’s a way for us to get in and then think about.
135 00:15:01.310 ⇒ 00:15:14.030 Uttam Kumaran: okay, where from now, how do we expand this and start doing more stuff? Additionally, we can go after the Llm. Application, the level of objection, and the amount of questions we’re gonna get
136 00:15:15.030 ⇒ 00:15:16.569 Uttam Kumaran: is going to be way higher.
137 00:15:17.000 ⇒ 00:15:17.420 Chang Ho Yoon: Agree.
138 00:15:17.420 ⇒ 00:15:21.589 Uttam Kumaran: My my thinking is that we, we use the data analytics vehicle
139 00:15:22.070 ⇒ 00:15:23.630 Uttam Kumaran: to basically enter.
140 00:15:23.660 ⇒ 00:15:24.819 Uttam Kumaran: And then we
141 00:15:25.190 ⇒ 00:15:37.070 Uttam Kumaran: again, our reputation with all of our clients is working on like whatever is necessary. So we’ve been able to establish communication about potential projects in this. And I think that’s like the
142 00:15:37.550 ⇒ 00:15:38.999 Uttam Kumaran: the way we tackle it.
143 00:15:40.250 ⇒ 00:15:44.950 Chang Ho Yoon: The other thing that we could also tackle is automating. Do you use the term
144 00:15:44.970 ⇒ 00:15:46.220 Chang Ho Yoon: Kpis?
145 00:15:46.560 ⇒ 00:15:47.210 Uttam Kumaran: Yeah.
146 00:15:47.400 ⇒ 00:15:49.289 Chang Ho Yoon: Yeah. So I guess we could have
147 00:15:49.350 ⇒ 00:15:52.719 Chang Ho Yoon: some automating. Kpi related audits.
148 00:15:53.930 ⇒ 00:15:55.709 Chang Ho Yoon: And so if we can help
149 00:15:55.930 ⇒ 00:16:01.800 Chang Ho Yoon: departments, automatic Kpi related audits, whether it be in pharmacy, whether it be in dietetic.
150 00:16:01.800 ⇒ 00:16:04.139 Uttam Kumaran: What is the K. What is a kpi audit?
151 00:16:04.900 ⇒ 00:16:13.930 Chang Ho Yoon: So basically, when they, there’ll be some outcome measure that they expect to do in order to prove that they are matching some predefined like
152 00:16:14.550 ⇒ 00:16:28.340 Chang Ho Yoon: value or business related like outcome measures, for example, something simple in an airport would be, how many customers have been pleased with our service through security this month. That kind of thing. If they hit the targets they’re penalized.
153 00:16:29.070 ⇒ 00:16:34.220 Uttam Kumaran: And and if they’re so, they being like a department, basically.
154 00:16:34.410 ⇒ 00:16:38.544 Chang Ho Yoon: Yes, they they’ll be. They might be financially penalized, for it
155 00:16:38.990 ⇒ 00:16:43.519 Chang Ho Yoon: might want to prevent that from happening clearly. So it’s that that.
156 00:16:43.520 ⇒ 00:16:45.960 Uttam Kumaran: And what does that mean? Like just reduction in budget.
157 00:16:46.780 ⇒ 00:16:57.459 Chang Ho Yoon: Yeah, it can mean it depends on the hospital and depends on the department. But yeah, it can mean a reduction. Necessarily, the budget for the things that patients need but it might result in
158 00:16:58.003 ⇒ 00:17:03.326 Chang Ho Yoon: usually a few. It depends. It depends actually utam. But it’s
159 00:17:04.460 ⇒ 00:17:12.420 Chang Ho Yoon: you know it, it might end up with a pain up the ass of the person running the the department, and then that will escalate up to the chief
160 00:17:12.560 ⇒ 00:17:22.999 Chang Ho Yoon: medical officer, the chief, you know, quality officer, or something like that, and they will. They and their bonus, for example, will depend on how well all the departments are operating, and so on.
161 00:17:24.030 ⇒ 00:17:24.849 Chang Ho Yoon: so there might have.
162 00:17:24.859 ⇒ 00:17:25.409 Uttam Kumaran: What?
163 00:17:26.520 ⇒ 00:17:28.349 Chang Ho Yoon: They would. They would have an tool.
164 00:17:28.359 ⇒ 00:17:35.749 Uttam Kumaran: So that makes sense. I think it’s like going into like a specific department and understanding like how they measure. My question is like, how
165 00:17:35.859 ⇒ 00:17:41.219 Uttam Kumaran: and this kind of goes into data security and like what we need to have buttoned up is like, how.
166 00:17:42.649 ⇒ 00:17:46.939 Uttam Kumaran: what’s the process for them? Hiring people externally, or hiring external firms.
167 00:17:47.210 ⇒ 00:17:54.630 Chang Ho Yoon: Yeah, I mean, we’d have to that. I think that’s 1. 1 of the trickiest bits about being in the healthcare space is that
168 00:17:54.670 ⇒ 00:18:00.930 Chang Ho Yoon: you know the likes of Google and others have had a lot of skepticism, and and I would, I’d say.
169 00:18:01.370 ⇒ 00:18:04.300 Chang Ho Yoon: quite reasonable amounts of
170 00:18:06.530 ⇒ 00:18:08.600 Chang Ho Yoon: no trepidation if you if.
171 00:18:08.600 ⇒ 00:18:09.330 Uttam Kumaran: Yeah, for one.
172 00:18:09.480 ⇒ 00:18:10.310 Chang Ho Yoon: Word about
173 00:18:10.940 ⇒ 00:18:19.350 Chang Ho Yoon: letting access, giving access to data that is confidential. I think that’s where you know, there would have to be a real
174 00:18:19.400 ⇒ 00:18:26.279 Chang Ho Yoon: real wants for a real use case where our company can provide something that they’re looking for, and it would be hiring.
175 00:18:26.770 ⇒ 00:18:29.629 Chang Ho Yoon: you know, likes the quantum black and others to do if they have the money.
176 00:18:29.630 ⇒ 00:18:30.400 Uttam Kumaran: Yeah, do it?
177 00:18:30.710 ⇒ 00:18:31.489 Chang Ho Yoon: But in fact, we.
178 00:18:31.490 ⇒ 00:18:40.149 Uttam Kumaran: I guess, because we’re less in like, I think a lot of the skepticism had to guess for Google is because they’re coming in. They’re gonna try to turn around like a product
179 00:18:40.490 ⇒ 00:18:52.089 Uttam Kumaran: right around something. I think, or like, they want to implement their software. Basically for us, it’s it’s just it’s the same as hiring a bunch of bodies. And what we’re doing is we’re just saying that we’re
180 00:18:52.250 ⇒ 00:18:55.119 Uttam Kumaran: highly specialized in a certain thing.
181 00:18:55.120 ⇒ 00:18:55.510 Chang Ho Yoon: Right.
182 00:18:55.510 ⇒ 00:19:08.399 Uttam Kumaran: So that’s why I think there’s a different angle, and that like it’s it’s still like us. We’re providing a service. However, like you know, I know I’m familiar with, like hipaa regulations here in the Us. And basically want to know
183 00:19:08.790 ⇒ 00:19:14.270 Uttam Kumaran: what we’re missing or what like the objections are, gonna be in terms of
184 00:19:14.956 ⇒ 00:19:23.549 Uttam Kumaran: like, hey? Are are they allowed to hire external firms? If so, what is what is their process of vetting those like? That is the kind of interest
185 00:19:23.700 ⇒ 00:19:25.939 Uttam Kumaran: that I kind of want to figure out.
186 00:19:26.140 ⇒ 00:19:26.810 Chang Ho Yoon: Yeah, this.
187 00:19:26.810 ⇒ 00:19:27.940 Uttam Kumaran: We basically know that.
188 00:19:28.758 ⇒ 00:19:30.709 Chang Ho Yoon: I I would. Yeah, I I would.
189 00:19:30.710 ⇒ 00:19:35.679 Uttam Kumaran: If not, I could figure it out. I’ll I’ll gonna go. I’m gonna go figure it out. But if you had any sense of like.
190 00:19:35.870 ⇒ 00:19:41.739 Uttam Kumaran: Okay. I remember we hired some external firm here to do something. And like, here’s kind of the process. We put them through.
191 00:19:41.960 ⇒ 00:19:42.560 Chang Ho Yoon: Yeah.
192 00:19:43.910 ⇒ 00:19:47.570 Chang Ho Yoon: yeah, I would have to figure that out with you. To be honest, I don’t do the exact.
193 00:19:47.570 ⇒ 00:19:49.649 Uttam Kumaran: Concentrate. Yeah.
194 00:19:50.690 ⇒ 00:19:57.029 Chang Ho Yoon: It’s it is certainly quite tricky, at least in the at least in the Uk. Throughout Europe is a Gdpr regulation.
195 00:19:57.110 ⇒ 00:20:05.230 Chang Ho Yoon: Hipaa obviously is equivalent in the Us. And I’m I’m familiar with some, you know, at least a superficial level. What that amounts to.
196 00:20:05.574 ⇒ 00:20:11.350 Chang Ho Yoon: As you can imagine. It was a very frequent point of discussion. When I was over in Boston.
197 00:20:11.930 ⇒ 00:20:12.610 Uttam Kumaran: Yeah.
198 00:20:13.090 ⇒ 00:20:13.790 Chang Ho Yoon: So.
199 00:20:13.790 ⇒ 00:20:14.340 Uttam Kumaran: That both.
200 00:20:14.340 ⇒ 00:20:19.530 Chang Ho Yoon: Yeah. But I mean, when it comes to admin level data that often a lot more accessible. And it.
201 00:20:19.530 ⇒ 00:20:20.260 Uttam Kumaran: Yeah. News.
202 00:20:20.260 ⇒ 00:20:25.810 Chang Ho Yoon: And obviously isn’t particularly necessary for hip. But this is where there’ll be a little bit of a
203 00:20:26.550 ⇒ 00:20:32.979 Chang Ho Yoon: this is what this is. Why, I mean, I think this is why I think it would be quite good to scout out, as you’re planning to do
204 00:20:34.830 ⇒ 00:20:39.660 Chang Ho Yoon: in the back end of admin as to what they’re struggling with, whether it be
205 00:20:40.190 ⇒ 00:20:55.739 Chang Ho Yoon: a diagnostic coding issue. Whether it be so diagnostic coding refers to I don’t know. If you already know that but essentially goes to what refers to what every hospital clinic has to do when they just discharge and admit patients. And it’s all relates to insurance money.
206 00:20:56.150 ⇒ 00:21:00.590 Uttam Kumaran: Yeah, I know all the insurance codes like, yeah, exactly. So it’s like, what?
207 00:21:00.780 ⇒ 00:21:03.490 Uttam Kumaran: Yeah, exactly what? What are they gonna get billed for? Basically.
208 00:21:03.490 ⇒ 00:21:05.170 Chang Ho Yoon: Basically, what are you billing for? Yeah.
209 00:21:05.773 ⇒ 00:21:17.799 Chang Ho Yoon: and often they have trouble with that, because it’s so resource intensive. So many human beings tend to have to be involved. It’s very subjective, and so on. So there are, you know, startups that are dedicating themselves just to this
210 00:21:18.255 ⇒ 00:21:38.964 Chang Ho Yoon: using Lms, but that will require access to the electronic health records, and that confidential data is very tricky. But I suspect there’ll be a whole lot of other more low hanging fruit in the Admin backend that could be semi automatable. I doesn’t necessarily need so much confidential data fruit. For example, those email follow ups like I mentioned.
211 00:21:39.370 ⇒ 00:21:51.499 Chang Ho Yoon: when some test result isn’t back or whatever. And that’s the only thing you need to know is whether the test result has been processed in the lab or not for a certain patient. So it would just be.
212 00:21:51.560 ⇒ 00:22:04.339 Chang Ho Yoon: It’ll be interesting to explore that. And how readly? Yeah, as you say, data accessibility is going to be a huge issue. But I I can imagine, with some of this which is far less sensitive information. It might be okay.
213 00:22:04.970 ⇒ 00:22:06.960 Uttam Kumaran: Are they? Are as are.
214 00:22:07.130 ⇒ 00:22:10.850 Uttam Kumaran: I guess. 2. Question one is, Ed, is any of this data used
215 00:22:10.930 ⇒ 00:22:12.130 Uttam Kumaran: pre
216 00:22:12.877 ⇒ 00:22:17.769 Uttam Kumaran: cleansed or like post cleanse, meaning like where they’ve already stripped out
217 00:22:17.910 ⇒ 00:22:21.119 Uttam Kumaran: this sort of stuff. And the reason being is like.
218 00:22:22.180 ⇒ 00:22:26.890 Uttam Kumaran: I mean, I get, maybe this is a question we figure out is one I’m trying to figure out what are the primary
219 00:22:27.576 ⇒ 00:22:31.840 Uttam Kumaran: like, one of the primary softwares where we would extract
220 00:22:31.870 ⇒ 00:22:35.169 Uttam Kumaran: data from is that I’m gonna be able to go look at like.
221 00:22:35.536 ⇒ 00:22:44.180 Uttam Kumaran: do our does our Etl tools work nicely with them? Just know if they work nicely with them. I’m gonna go identify that. So if there’s like 4 or 5 tools off the top of your head that you’re like.
222 00:22:44.300 ⇒ 00:22:54.289 Uttam Kumaran: these are the key. It’s like the erp version in a business, right? It’s like enterprise resource. It’s like in a business you have like sap or workday, basically, that plans everything.
223 00:22:54.300 ⇒ 00:22:58.390 Uttam Kumaran: That’s where all this stuff is about like events or different objects.
224 00:22:58.772 ⇒ 00:23:03.619 Uttam Kumaran: I think epic is probably the big one here, but there’s probably a couple of others.
225 00:23:03.830 ⇒ 00:23:06.550 Chang Ho Yoon: Yes, cern is the next largest.
226 00:23:07.200 ⇒ 00:23:07.850 Chang Ho Yoon: sir.
227 00:23:07.850 ⇒ 00:23:08.570 Uttam Kumaran: What I I.
228 00:23:09.682 ⇒ 00:23:11.350 Chang Ho Yoon: Oh, any. Yeah.
229 00:23:11.350 ⇒ 00:23:12.349 Uttam Kumaran: Okay. Certain. Okay.
230 00:23:12.350 ⇒ 00:23:22.979 Chang Ho Yoon: That’s the second largest. And then beyond that it starts becoming a bit of a mixed bag between the likes of Oracle and Philips and a few others. But yeah, epic concer
231 00:23:23.110 ⇒ 00:23:26.289 Chang Ho Yoon: have unfortunately sort of geopolise the market a bit.
232 00:23:26.500 ⇒ 00:23:27.060 Uttam Kumaran: Okay.
233 00:23:27.250 ⇒ 00:23:27.820 Chang Ho Yoon: Yeah.
234 00:23:29.390 ⇒ 00:23:31.759 Uttam Kumaran: So then the I think the probably
235 00:23:31.930 ⇒ 00:23:33.050 Uttam Kumaran: sorry.
236 00:23:33.050 ⇒ 00:23:34.629 Chang Ho Yoon: No, no, I was supposed to.
237 00:23:34.820 ⇒ 00:23:36.020 Chang Ho Yoon: Dave’s kind of like the John.
238 00:23:36.020 ⇒ 00:23:38.320 Uttam Kumaran: My friend works for epic in Wisconsin.
239 00:23:38.460 ⇒ 00:23:42.149 Uttam Kumaran: And yeah, but they’re just a huge monopoly, because, you know, they
240 00:23:42.390 ⇒ 00:23:49.787 Uttam Kumaran: they they rely on how complex the industry is so, and because they have a head start, it’s almost like
241 00:23:50.310 ⇒ 00:23:54.669 Uttam Kumaran: It’s similar to the people the questions people have about Boeing and stuff these days is that.
242 00:23:54.670 ⇒ 00:23:55.510 Chang Ho Yoon: Yes, it’s so. Yeah.
243 00:23:55.510 ⇒ 00:24:02.129 Uttam Kumaran: Hard to build plane. So there’s not much competition, and none of those companies make a lot of money. And so.
244 00:24:02.290 ⇒ 00:24:07.810 Uttam Kumaran: because they don’t make any money, and because there’s no competition, they don’t need to care about their products or the product sucks
245 00:24:07.850 ⇒ 00:24:12.170 Uttam Kumaran: same with epic. But they lobby for regulation, because then they’re the they’re the only people that can
246 00:24:12.430 ⇒ 00:24:14.110 Uttam Kumaran: deal with the regulation.
247 00:24:14.210 ⇒ 00:24:15.720 Uttam Kumaran: So there’s like this.
248 00:24:15.990 ⇒ 00:24:16.720 Uttam Kumaran: yeah.
249 00:24:17.300 ⇒ 00:24:19.299 Chang Ho Yoon: No, it’s interesting. It’s basically the
250 00:24:19.770 ⇒ 00:24:21.720 Chang Ho Yoon: unfortunate endpoint of
251 00:24:22.975 ⇒ 00:24:35.289 Chang Ho Yoon: you know, like the Von Neumann Morgenstern view of game theory, or when you basically have yeah, a monopoly job, the end up being the equilibrium at the end of it, they never to equilibrium, and it serves
252 00:24:35.660 ⇒ 00:24:49.099 Chang Ho Yoon: no one but themselves. And so yeah, for for client experience is absolutely dreadful. Their their Pr machine, however, is absolutely sensational. They just tank and bulldoze through
253 00:24:49.220 ⇒ 00:24:57.109 Chang Ho Yoon: any business meeting that they have within A with a potential new buyer, and so on. And the way they manage to polish that that
254 00:24:57.360 ⇒ 00:25:02.060 Chang Ho Yoon: pile of shit. It’s the point where it does look kind of glittering from a distance.
255 00:25:02.060 ⇒ 00:25:02.690 Uttam Kumaran: Yeah, thank, you.
256 00:25:02.690 ⇒ 00:25:10.780 Chang Ho Yoon: When if you squint hard enough, although there’s enough glad then. Yeah, it’s kind of incredible. But, as you say, innovation levels alone, I have no incentive.
257 00:25:11.320 ⇒ 00:25:17.800 Uttam Kumaran: Yeah, the the thing for us is that we’re typically downstream of all those tools right on the data side.
258 00:25:17.810 ⇒ 00:25:21.369 Uttam Kumaran: So it’s like our ability to extract. And the nice thing is
259 00:25:21.500 ⇒ 00:25:28.789 Uttam Kumaran: again, if we’re like, okay, we’re we confident that if so, they’re using epic, we can get data out. Then it’s nice, because we’ll say we’re only going after epic
260 00:25:28.890 ⇒ 00:25:30.510 Uttam Kumaran: rolling after epic customers.
261 00:25:30.510 ⇒ 00:25:31.110 Chang Ho Yoon: Sorry.
262 00:25:31.110 ⇒ 00:25:37.040 Uttam Kumaran: Right. So we’ll we’ll look for people that are on the epic software. On one of these we’re gonna go after like.
263 00:25:37.400 ⇒ 00:25:46.729 Uttam Kumaran: that’s this. This is the reason why I’m asking about the tooling, but also about the used cases, because I want to say at least, for the Roi in this industry is mainly
264 00:25:46.910 ⇒ 00:25:47.770 Uttam Kumaran: high.
265 00:25:48.140 ⇒ 00:25:58.970 Uttam Kumaran: And but then the other thing that was interesting is you said they have these certain Kpi audits. That’s also something where it’s like, if those are mandatory or those expected. And there’s like
266 00:25:59.000 ⇒ 00:26:05.990 Uttam Kumaran: daily, weekly things they need to do. That’s someone’s job, right? So whose job is that today? Is my question, yeah.
267 00:26:06.400 ⇒ 00:26:07.840 Uttam Kumaran: And then,
268 00:26:08.620 ⇒ 00:26:12.229 Uttam Kumaran: yeah, I guess, like, who? Who’s who handles this data analysis
269 00:26:12.370 ⇒ 00:26:15.519 Uttam Kumaran: thing right now, is there? Is there someone? Yeah.
270 00:26:15.680 ⇒ 00:26:22.600 Chang Ho Yoon: It’s usually something that you know depends on the particular order in question. But there will be plenty of these where they’re checking up on
271 00:26:22.660 ⇒ 00:26:27.889 Chang Ho Yoon: quality standards of, you know, even something as basic as this which I’m honestly ranges from
272 00:26:28.790 ⇒ 00:26:34.179 Chang Ho Yoon: are the right number of medications always in stock, or are the right numbers of
273 00:26:34.714 ⇒ 00:26:44.749 Chang Ho Yoon: intravenous lines always in stock. Are we ever running out of these? I mean the the you know, the orders range, and in how ridiculous they seem from that kind of level of
274 00:26:44.910 ⇒ 00:26:46.039 Chang Ho Yoon: to to orbit.
275 00:26:46.040 ⇒ 00:26:50.359 Uttam Kumaran: This is done by someone at the like. The the hospital level.
276 00:26:50.520 ⇒ 00:26:56.880 Chang Ho Yoon: There’ll be someone in the department or in the hospital who does this? Who counts this? Who bases most seats, counts.
277 00:26:56.900 ⇒ 00:27:00.419 Chang Ho Yoon: no matter what the domain is, or the question is, and there will be.
278 00:27:00.990 ⇒ 00:27:21.280 Chang Ho Yoon: They’ll be on a perpetual cycle, I mean, like almost every department, has a whole series of orders they have to do, and it and it ranges from something as silly as this to all the way to how many patients dying from from kidney transplant this year in our in our department, and it almost a blends into research. Territories like this is an internal research study into looking at
279 00:27:21.530 ⇒ 00:27:26.899 Chang Ho Yoon: how many are dying. How does it compare to national averages? What’s the explanation for the disparity?
280 00:27:27.080 ⇒ 00:27:30.500 Chang Ho Yoon: That kind of thing? I think level.
281 00:27:30.640 ⇒ 00:27:38.579 Chang Ho Yoon: you know, would be starting to play with quite confidential data. I just don’t know how readily, readily will be able to access that information as an outsider.
282 00:27:38.580 ⇒ 00:27:41.859 Uttam Kumaran: More of the admin, and that sort of reporting
283 00:27:42.224 ⇒ 00:27:44.820 Uttam Kumaran: seems like more up our alley right now.
284 00:27:44.820 ⇒ 00:27:45.190 Chang Ho Yoon: Agree.
285 00:27:45.190 ⇒ 00:27:48.789 Uttam Kumaran: I think if we can hook into a process that’s really typical.
286 00:27:49.110 ⇒ 00:27:58.629 Uttam Kumaran: it’s like helps us to say, like, we know, you guys are doing some sort of monthly audit on Kpis. We hook nicely into epics
287 00:27:58.660 ⇒ 00:28:07.589 Uttam Kumaran: software, and we use Snowflake and a lot of, and we have. And again, the one of the big things we’re working on is like, basically, what is our security posture and all this
288 00:28:07.903 ⇒ 00:28:10.630 Uttam Kumaran: and that’s gonna be settled in terms of like.
289 00:28:10.700 ⇒ 00:28:19.530 Uttam Kumaran: here’s typically how we handle all of our security, and we’ll learn a little bit there. But if we can hook into a process that’s common, a process that takes a lot of time.
290 00:28:19.750 ⇒ 00:28:21.449 Uttam Kumaran: I’m going to go find
291 00:28:21.730 ⇒ 00:28:26.050 Uttam Kumaran: like, basically, what I’m what I’m tasking my team to go do is for each of the industries.
292 00:28:26.090 ⇒ 00:28:34.370 Uttam Kumaran: I’m like, I need a hundred videos or case studies to go watch about how all of the best data tools work with medical data.
293 00:28:34.530 ⇒ 00:28:34.880 Chang Ho Yoon: Yeah.
294 00:28:34.880 ⇒ 00:28:39.899 Uttam Kumaran: Watch every single thing understand like where they’re finding the Ca, the used cases.
295 00:28:39.900 ⇒ 00:28:40.250 Chang Ho Yoon: Yeah.
296 00:28:40.250 ⇒ 00:28:41.359 Uttam Kumaran: And then basically
297 00:28:41.440 ⇒ 00:28:45.149 Uttam Kumaran: finding their applications is our application. Because those guys don’t have
298 00:28:45.450 ⇒ 00:29:06.159 Uttam Kumaran: pro services arm that are doing that stuff. They’re writing about successes where someone in that company is probably doing it. And they meet instead of we’re the ones that are going to supply that. So we can come to the table with, Hey, here’s some examples of how Snowflake typically works with medical stuff. Here’s how 5 transitivity does stuff. Here’s how data breaks does stuff like. That’s what we’re going to go for.
299 00:29:06.870 ⇒ 00:29:13.880 Chang Ho Yoon: Got it, got it. So I would. Okay, so I’ve got 2 things. Suggest, I think one is then, yeah, focus on
300 00:29:14.000 ⇒ 00:29:21.330 Chang Ho Yoon: the admin back end admin side of things, whether it be in diagnostic coding, which is actually super tricky. So I wouldn’t go down that route, but something like.
301 00:29:21.330 ⇒ 00:29:21.990 Uttam Kumaran: Okay.
302 00:29:22.140 ⇒ 00:29:36.790 Chang Ho Yoon: Even basic clerical stuff is anything that that you we can automate on your behalf. And that includes chasing up tests, chasing up follow up chasing up, and and maybe even schedule like a scheduling assistant.
303 00:29:36.940 ⇒ 00:29:45.810 Chang Ho Yoon: something that is, that might currently be being done manually rather than you know, via the patient’s own portal, or something. It might be something that already exists depending on the hospital.
304 00:29:45.830 ⇒ 00:29:49.300 Chang Ho Yoon: The second thing I would look for there, clerically.
305 00:29:49.360 ⇒ 00:29:51.270 Chang Ho Yoon: administratively, would be.
306 00:29:51.380 ⇒ 00:29:55.310 Chang Ho Yoon: what’s the scope in a particular patient pathway.
307 00:29:55.330 ⇒ 00:29:57.590 Chang Ho Yoon: like a cancer tracking pathway
308 00:29:57.660 ⇒ 00:30:01.590 Chang Ho Yoon: as to whether we can help automate some of the process of follow up
309 00:30:02.310 ⇒ 00:30:03.990 Chang Ho Yoon: again at a clerical level.
310 00:30:05.790 ⇒ 00:30:16.460 Chang Ho Yoon: you know, someone who needs monthly follow up with some monthly blood tests maybe a scan every 3 months and making sure that those things done before they are seen, and that kind of thing, and they’re not lost
311 00:30:16.780 ⇒ 00:30:21.279 Chang Ho Yoon: to follow up like that’s normally done manually. So it’d be cool to
312 00:30:21.590 ⇒ 00:30:24.730 Chang Ho Yoon: know how great. Create a product for people to
313 00:30:24.840 ⇒ 00:30:27.129 Chang Ho Yoon: be able to keep on top of that, whether it be a
314 00:30:27.370 ⇒ 00:30:29.879 Chang Ho Yoon: dashboard or whatever a role like a.
315 00:30:29.880 ⇒ 00:30:31.729 Uttam Kumaran: Who would be the like?
316 00:30:32.230 ⇒ 00:30:36.010 Uttam Kumaran: Who would be looking at the dashboard, and who would be our stakeholder.
317 00:30:36.350 ⇒ 00:30:36.980 Chang Ho Yoon: I think.
318 00:30:37.260 ⇒ 00:30:39.499 Uttam Kumaran: Couple people that you’d find that VR. Stakeholder.
319 00:30:39.730 ⇒ 00:30:45.829 Chang Ho Yoon: So for the patient pathways in so certainly in cancer, the that normally be a director of
320 00:30:45.930 ⇒ 00:30:50.640 Chang Ho Yoon: like cancer pathways or a director of clinical. It will be the director of oncology. I I just
321 00:30:50.650 ⇒ 00:30:52.480 Chang Ho Yoon: probably try and approach.
322 00:30:52.700 ⇒ 00:30:57.360 Chang Ho Yoon: Then they would. They would know who the director of like operations would be for
323 00:30:57.660 ⇒ 00:30:59.739 Chang Ho Yoon: clinical oncology or for hematology.
324 00:30:59.800 ⇒ 00:31:01.020 Chang Ho Yoon: for example.
325 00:31:01.150 ⇒ 00:31:06.939 Chang Ho Yoon: and there’ll be the operational director may usually be the one who who manages the
326 00:31:06.970 ⇒ 00:31:12.030 Chang Ho Yoon: the back end. Admin and secretaries and box to basically try and keep things ticking over
327 00:31:12.567 ⇒ 00:31:16.319 Chang Ho Yoon: and call up for various tests here and there.
328 00:31:16.510 ⇒ 00:31:21.890 Chang Ho Yoon: So in the smaller sense, it it lands back with a position because it just isn’t the human
329 00:31:22.060 ⇒ 00:31:23.480 Chang Ho Yoon: support. You know
330 00:31:23.720 ⇒ 00:31:28.210 Chang Ho Yoon: all all this. All of this is auxiliary support. It costs money only when
331 00:31:28.730 ⇒ 00:31:31.240 Chang Ho Yoon: you reach numbers of patients that need it.
332 00:31:31.340 ⇒ 00:31:35.760 Chang Ho Yoon: Will you see those separate people being hired for this?
333 00:31:35.940 ⇒ 00:31:42.565 Chang Ho Yoon: Otherwise it would just land on the on the clinician. But, as I said, we shouldn’t be targeting smaller hospitals. We should be targeting where
334 00:31:42.940 ⇒ 00:31:47.249 Chang Ho Yoon: medical, large medical centers, academic medical centers where the volumes are high.
335 00:31:47.620 ⇒ 00:31:50.960 Chang Ho Yoon: because then you can also think of studies that can be done.
336 00:31:51.347 ⇒ 00:31:58.659 Chang Ho Yoon: Showing number of hours saved and be a lot more impactful volume, even if the amount of time saved is small. Obviously.
337 00:31:58.770 ⇒ 00:32:00.089 Chang Ho Yoon: when you scale up
338 00:32:00.540 ⇒ 00:32:06.859 Chang Ho Yoon: the absolute numbers you might actually reduce in admin time wasted could be minimized
339 00:32:07.050 ⇒ 00:32:11.349 Chang Ho Yoon: so that that’d be the that’d be that’ll be the second area. And then the 3rd thing I was mentioned was
340 00:32:11.440 ⇒ 00:32:17.170 Chang Ho Yoon: looking outside clinics and hospitals, pharmaceutical companies, obviously a big source of cash.
341 00:32:17.774 ⇒ 00:32:24.819 Chang Ho Yoon: for quantum black, for for instance, a really large part of what Mckinsey and quantum black do
342 00:32:25.233 ⇒ 00:32:29.619 Chang Ho Yoon: from. I think you had a pretty limited experience, but it was, it seemed.
343 00:32:30.250 ⇒ 00:32:34.040 Chang Ho Yoon: striking to me just how many projects were on the go simultaneously
344 00:32:34.320 ⇒ 00:32:38.410 Chang Ho Yoon: with pharma companies, and we can target smaller ones which might not have the money
345 00:32:39.860 ⇒ 00:32:44.000 Chang Ho Yoon: to to hire lights, and mckinsey and quantum black.
346 00:32:44.543 ⇒ 00:32:47.060 Chang Ho Yoon: To to try and ascertain
347 00:32:47.330 ⇒ 00:32:49.920 Chang Ho Yoon: when to try and ascertain
348 00:32:49.980 ⇒ 00:32:52.989 Chang Ho Yoon: the final transaction for their drug.
349 00:32:55.350 ⇒ 00:32:56.199 Chang Ho Yoon: Now the quality.
350 00:32:56.790 ⇒ 00:33:03.130 Chang Ho Yoon: quite a few projects that it revolved around drug companies scratching their heads over. Why it was that doctors
351 00:33:03.280 ⇒ 00:33:09.259 Chang Ho Yoon: had given these prescriptions to patients for their drug. But the patients hadn’t then gone on to
352 00:33:09.580 ⇒ 00:33:14.429 Chang Ho Yoon: actually make the final transaction and say, I’m gonna buy a drug. Thanks. I have the prescription.
353 00:33:14.430 ⇒ 00:33:15.170 Uttam Kumaran: Oh!
354 00:33:15.440 ⇒ 00:33:21.459 Chang Ho Yoon: I’m not. I’m I don’t. I don’t fancy buying it. And obviously farm companies for them is a loss of income.
355 00:33:21.580 ⇒ 00:33:25.250 Chang Ho Yoon: so that that’s they’re willing to. They they were willing to pay
356 00:33:25.710 ⇒ 00:33:32.614 Chang Ho Yoon: us as analysts, and it was one of my one of my 1st projects when I was working for them last summer, 2 summers ago.
357 00:33:33.200 ⇒ 00:33:35.660 Chang Ho Yoon: And it was all to do with that. It was all to do with.
358 00:33:35.920 ⇒ 00:33:39.840 Chang Ho Yoon: Can we use the variables they they give us from the database to
359 00:33:40.250 ⇒ 00:33:43.350 Chang Ho Yoon: understand what the determinants were, what the risk.
360 00:33:43.350 ⇒ 00:33:45.740 Uttam Kumaran: They give you. They give you everything.
361 00:33:45.740 ⇒ 00:33:48.130 Chang Ho Yoon: Oh, my God, we had access to so much. Yeah.
362 00:33:48.860 ⇒ 00:33:51.384 Chang Ho Yoon: partly because of all admin data. It wasn’t
363 00:33:52.110 ⇒ 00:33:57.980 Chang Ho Yoon: you know there were. It wasn’t. There wasn’t that much medical data involved. But yeah, we were. We were able to access that info.
364 00:33:58.440 ⇒ 00:33:59.230 Uttam Kumaran: Which.
365 00:33:59.230 ⇒ 00:34:09.709 Chang Ho Yoon: Pretty striking. So clearly there is a way, and even if it is private information, we did have some private information. You know. There was some confidential information about capabilities, for example.
366 00:34:09.909 ⇒ 00:34:13.709 Chang Ho Yoon: whether someone has this or that, and then.
367 00:34:13.920 ⇒ 00:34:15.409 Chang Ho Yoon: and they wanted us to try and
368 00:34:15.760 ⇒ 00:34:18.769 Chang Ho Yoon: yeah, create a model to predict when
369 00:34:19.130 ⇒ 00:34:22.460 Chang Ho Yoon: a patient wouldn’t take the wouldn’t transact.
370 00:34:22.880 ⇒ 00:34:27.190 Uttam Kumaran: Yeah, yeah, it’s it’s, I mean, this happens in every industry. It’s basically you’re looking at, like.
371 00:34:27.350 ⇒ 00:34:29.950 Uttam Kumaran: what’s, why do people abandon checkout.
372 00:34:30.350 ⇒ 00:34:31.170 Chang Ho Yoon: Exactly abandoned.
373 00:34:31.170 ⇒ 00:34:33.060 Uttam Kumaran: Like no problem. What are the.
374 00:34:33.060 ⇒ 00:34:35.913 Chang Ho Yoon: Final mile or something, or the final mile problem.
375 00:34:36.230 ⇒ 00:34:41.359 Uttam Kumaran: Mile pro they call like a last mile. I mean, this is just very again. The nice thing about working in data is that, like.
376 00:34:41.440 ⇒ 00:34:52.529 Uttam Kumaran: even in the medical sector they’re talking about like a funnel. Basically, they’re talking about pay the customer funnel. And like, Oh, why is the drop? What are the drop off rates. What are the conversion rates.
377 00:34:52.530 ⇒ 00:34:52.900 Chang Ho Yoon: Yeah, exactly.
378 00:34:52.909 ⇒ 00:34:54.799 Uttam Kumaran: And like they probably don’t have like.
379 00:34:54.919 ⇒ 00:35:02.219 Uttam Kumaran: They don’t own the customer because they don’t have their email or something to target them. So they’re like, how do we get these guys to give us something?
380 00:35:02.369 ⇒ 00:35:05.249 Uttam Kumaran: So it’s exactly what we do, so that the nice thing is
381 00:35:05.569 ⇒ 00:35:26.989 Uttam Kumaran: for me to figure out like how to take what we do for everybody else and be like, okay, what is their version of like their funnel issue? Or like that? They’re missing some data here or there, they don’t know, have like an executive report. Those are all the things that everybody needs, no matter what organization you’re running. You need an executive report, a weekly, a monthly report. You need to segment your clients.
382 00:35:27.323 ⇒ 00:35:39.329 Uttam Kumaran: You need to understand who you’re where who you’re best paying worst paying customer service. It’s just like, what’s the plate like? What is that version here like? Say, what I’m figuring out so
383 00:35:39.399 ⇒ 00:35:40.229 Uttam Kumaran: great.
384 00:35:41.599 ⇒ 00:35:43.519 Uttam Kumaran: So I think a couple of
385 00:35:44.019 ⇒ 00:35:50.589 Uttam Kumaran: follow ups on my side is one. I need to figure out how what’s the process for these guys hiring externally?
386 00:35:51.304 ⇒ 00:36:07.249 Uttam Kumaran: So we’ll figure that out. The second thing in that process is like, what are their expected data security constraints? So we’ll kind of figure that out as well. The 3rd thing is, basically, I’m gonna start to put together like a content library of
387 00:36:07.659 ⇒ 00:36:08.909 Uttam Kumaran: data
388 00:36:08.989 ⇒ 00:36:10.619 Uttam Kumaran: and medical
389 00:36:11.099 ⇒ 00:36:26.089 Uttam Kumaran: kind of sector working together data medical or data. And Pharma again, things very similar to that, like Webinar. Basically, I’m going to go to every all the vendors we use, all the vendors we don’t use. Look at
390 00:36:26.109 ⇒ 00:36:41.459 Uttam Kumaran: anytime. They’ve had interactions with medical. The nice thing is when we find that content everywhere at the bottom is like a product manager or somebody who nobody ever reads that and reaches out to them. So it’s like, it’s very easy for me to basically hit those people on Linkedin and say.
391 00:36:41.499 ⇒ 00:36:49.249 Uttam Kumaran: hey? Like we’re, we’re, we’re a data consultancy, that implement your software. I read this article. Can you tell us more? So
392 00:36:49.719 ⇒ 00:36:52.439 Uttam Kumaran: we’ll we’ll figure out the rest of these answers.
393 00:36:52.679 ⇒ 00:36:55.159 Uttam Kumaran: I’m I’m fairly confident. And then also.
394 00:36:55.399 ⇒ 00:36:58.589 Uttam Kumaran: those conversations will allow us to figure out the confidence, and, like.
395 00:36:59.139 ⇒ 00:37:06.119 Uttam Kumaran: have other people done this in our industry. And like the sort of data analytics, what are the problems they’re going after. So we’ll continue to beef up
396 00:37:06.179 ⇒ 00:37:11.249 Uttam Kumaran: the problems, continue to understand the Roi, if it continues to hone in on.
397 00:37:11.369 ⇒ 00:37:13.949 Uttam Kumaran: it seems like mostly time saved.
398 00:37:13.950 ⇒ 00:37:14.270 Chang Ho Yoon: Yeah.
399 00:37:14.270 ⇒ 00:37:15.450 Uttam Kumaran: And then think about
400 00:37:16.070 ⇒ 00:37:27.990 Uttam Kumaran: we. We have the OP directive operate. We have the operational director. We didn’t have director of departments that are probably the Exec, who would then refer us to somebody. So we kind of have that sort of figured out.
401 00:37:28.805 ⇒ 00:37:36.349 Uttam Kumaran: And then I think we continue to think about the Llm. Related applications. I think that analytics, though, is going to be
402 00:37:36.540 ⇒ 00:37:38.409 Uttam Kumaran: the vehicle we have today
403 00:37:38.470 ⇒ 00:37:39.639 Uttam Kumaran: to get in.
404 00:37:39.640 ⇒ 00:37:55.489 Chang Ho Yoon: I I agree so honestly, it’s the least risky as well. I think about the analytics at the moment, and whether we can automate some of the the due processes that they have to do, anyway, whether it be a Kpi thing where it’s just a departmental thing. Can we save someone time.
405 00:37:55.940 ⇒ 00:37:56.265 Uttam Kumaran: Yeah.
406 00:37:56.590 ⇒ 00:37:57.319 Chang Ho Yoon: Save so much time.
407 00:37:57.320 ⇒ 00:37:58.139 Uttam Kumaran: Like I’d like.
408 00:37:58.140 ⇒ 00:37:58.480 Chang Ho Yoon: Yeah.
409 00:37:58.820 ⇒ 00:38:01.860 Uttam Kumaran: Once. Once I I realize that once you get some wins.
410 00:38:01.880 ⇒ 00:38:16.730 Uttam Kumaran: People start to like, understand? Okay, you got your your reputation of getting things done find a way to figure this out again, whether it’s like a No or what’s it? At least we’ll know why, right? So everything. It will learn the whole process. So let’s
411 00:38:16.950 ⇒ 00:38:19.170 Uttam Kumaran: let me look into
412 00:38:19.220 ⇒ 00:38:23.189 Uttam Kumaran: this sort of stuff in terms of like content. And where
413 00:38:23.280 ⇒ 00:38:26.280 Uttam Kumaran: these people are to market towards them
414 00:38:26.660 ⇒ 00:38:27.889 Uttam Kumaran: what like
415 00:38:28.490 ⇒ 00:38:34.269 Uttam Kumaran: meaning in B to B business. A lot of people are on Linkedin. So we’re using Linkedin for like
416 00:38:34.340 ⇒ 00:38:40.950 Uttam Kumaran: new customer distribution. I’m planning on going to some conferences in manufacturing and stuff like that where it’s like
417 00:38:41.300 ⇒ 00:38:46.849 Uttam Kumaran: there’s no one like me that’s there, meaning like nobody from the data world will be there at all, be like industry, people.
418 00:38:46.850 ⇒ 00:38:47.290 Chang Ho Yoon: Yes.
419 00:38:47.290 ⇒ 00:38:48.609 Uttam Kumaran: Is there any other
420 00:38:48.740 ⇒ 00:38:53.339 Uttam Kumaran: one or 2 areas where, like, if we were to publish content or
421 00:38:53.780 ⇒ 00:38:56.530 Uttam Kumaran: go, or something that like people
422 00:38:56.550 ⇒ 00:38:58.620 Uttam Kumaran: and this world would be in. If not.
423 00:38:59.550 ⇒ 00:39:00.689 Uttam Kumaran: I’m but.
424 00:39:01.520 ⇒ 00:39:05.195 Chang Ho Yoon: Well, as as it happens, there is a there’s a
425 00:39:05.700 ⇒ 00:39:08.690 Chang Ho Yoon: there’s a large sort of clinical
426 00:39:10.147 ⇒ 00:39:14.539 Chang Ho Yoon: health Technology Conference being organized by Nvidia. Of course.
427 00:39:14.900 ⇒ 00:39:16.050 Uttam Kumaran: Oh, nice!
428 00:39:16.353 ⇒ 00:39:21.210 Chang Ho Yoon: Happening on the 9th of July, but it is in London. I was thinking of going
429 00:39:21.930 ⇒ 00:39:25.449 Uttam Kumaran: And maybe I can give you. Maybe I can get you a bunch of materials and stuff.
430 00:39:26.100 ⇒ 00:39:30.110 Chang Ho Yoon: I mean might be good actually to go down on the night I’m but I am free that evening.
431 00:39:30.533 ⇒ 00:39:33.579 Chang Ho Yoon: so I might. I might go down and make that sort of
432 00:39:34.150 ⇒ 00:39:36.109 Chang Ho Yoon: in a potential scoping ground.
433 00:39:36.300 ⇒ 00:39:36.690 Uttam Kumaran: Yeah.
434 00:39:37.379 ⇒ 00:39:42.209 Chang Ho Yoon: But yeah, I think the other ways to think about code calling would be
435 00:39:42.230 ⇒ 00:39:46.200 Chang Ho Yoon: to target. Honestly, don’t be afraid. And
436 00:39:46.220 ⇒ 00:39:49.260 Chang Ho Yoon: you know. Maybe if it fails a couple of times and just
437 00:39:49.270 ⇒ 00:39:57.939 Chang Ho Yoon: get metering cold, call them, because ultimately, when it’s me in the evening, it’ll be around end of the workday in the States.
438 00:39:57.990 ⇒ 00:39:59.789 Chang Ho Yoon: and I’ll be more than happy to sort of
439 00:40:00.100 ⇒ 00:40:11.579 Chang Ho Yoon: get hop on the line and just be Bolshy, you know, young upstart, with with some clinical directors of of oncology and hematology, and that kind of thing, and start talking about patient pathways and so on.
440 00:40:12.200 ⇒ 00:40:15.509 Uttam Kumaran: Phone calls is like, usually just phone calling the department directly.
441 00:40:15.510 ⇒ 00:40:33.150 Chang Ho Yoon: Yeah. Just ask who who you know, for example, with the patient pathways, cancer pathways, it’ll be to ask who who heads up the operations for cancer pathways, patient pathways, etc. In the cancer department or in the hematology department, you can often just start with the clinical directors, PA.
442 00:40:34.760 ⇒ 00:40:35.479 Uttam Kumaran: Okay, I would.
443 00:40:35.480 ⇒ 00:40:50.839 Chang Ho Yoon: Always talk with the clinical directors, PA and then ask whether they’d be interested in talking about it if you would send them an email and you can write me and say, you know, my my friend Chang was an Md. And I I’ll look at do some.
444 00:40:50.910 ⇒ 00:40:57.169 Chang Ho Yoon: you know, cool quality improvement projects or projects that will. You know that that targeting
445 00:40:57.640 ⇒ 00:41:09.939 Chang Ho Yoon: and trying to optimize workforce efficiency for cancer pathways or patient pathways obviously change the final, that, according to the particular person you’re contacting or the department you’re contacting.
446 00:41:10.050 ⇒ 00:41:14.199 Chang Ho Yoon: and then just say, with it. Might there be any interest from
447 00:41:14.240 ⇒ 00:41:18.989 Chang Ho Yoon: XY. And Z. Or is there someone does operations who’s different from the director
448 00:41:19.050 ⇒ 00:41:20.580 Chang Ho Yoon: who manages
449 00:41:20.730 ⇒ 00:41:23.210 Chang Ho Yoon: and the the administrative side?
450 00:41:23.760 ⇒ 00:41:24.620 Chang Ho Yoon: And then.
451 00:41:24.620 ⇒ 00:41:29.499 Uttam Kumaran: And I. And I just realized a friend of a close friend of mine here works.
452 00:41:29.980 ⇒ 00:41:39.270 Uttam Kumaran: I can’t. How did I just not think about this. He? Yeah, he literally travels to every hospital selling them something. Maybe he’s selling them some equipment or something.
453 00:41:39.956 ⇒ 00:41:43.689 Uttam Kumaran: It’s like my! I’ve known him since I was like 2 years old is like my one of my oldest.
454 00:41:43.690 ⇒ 00:41:46.220 Chang Ho Yoon: Oh, I’m I’m pretty active. Yeah.
455 00:41:46.220 ⇒ 00:41:49.779 Uttam Kumaran: Yeah, I just, I was like, totally blanked out like, did he
456 00:41:50.320 ⇒ 00:41:57.587 Uttam Kumaran: does this? He’s clearly like, Yeah, I go to like 2 or 3 hospitals like wine and dine everybody. And I yeah, I forgot what he sells them. Maybe it’s
457 00:41:58.480 ⇒ 00:42:00.509 Uttam Kumaran: I don’t know. He sells them something.
458 00:42:00.510 ⇒ 00:42:01.309 Chang Ho Yoon: But papa.
459 00:42:01.430 ⇒ 00:42:04.889 Uttam Kumaran: But I was gonna ask you, okay, perfect. So I’ll figure I’ll figure out the local often.
460 00:42:04.890 ⇒ 00:42:09.200 Chang Ho Yoon: She wasn’t just selling mdma. She was not selling cocaine to all these.
461 00:42:09.200 ⇒ 00:42:13.509 Uttam Kumaran: No, no, no, he’s like some sort of equipment or something. I don’t, you know. I
462 00:42:13.870 ⇒ 00:42:20.500 Uttam Kumaran: I don’t know. I know a lot of people are working like medical sales. And they’re like, Yeah, I just go to the hospital and take everybody out to lunch and stuff like
463 00:42:20.770 ⇒ 00:42:21.620 Uttam Kumaran: what.
464 00:42:22.470 ⇒ 00:42:26.899 Chang Ho Yoon: Yeah, I I guess the other person to speak to would be the chief information officer. So Chief.
465 00:42:26.900 ⇒ 00:42:27.610 Uttam Kumaran: Yes.
466 00:42:27.610 ⇒ 00:42:31.690 Chang Ho Yoon: Chief. A lot of a lot of the healthcare.
467 00:42:32.666 ⇒ 00:42:37.429 Chang Ho Yoon: Partnerships in the Us. Have have either a chief information officer or chief
468 00:42:38.560 ⇒ 00:42:41.209 Chang Ho Yoon: quality officer, Cq. O. As well.
469 00:42:41.780 ⇒ 00:42:51.039 Chang Ho Yoon: and quality as you can imagine, is very often relates the data now, unless they have, ie. The information they have so they. They can be used interchangeably sometimes.
470 00:42:51.230 ⇒ 00:42:52.010 Chang Ho Yoon: And so
471 00:42:52.920 ⇒ 00:42:53.350 Chang Ho Yoon: both.
472 00:42:53.580 ⇒ 00:43:10.759 Chang Ho Yoon: But yeah, like chief quality officer or chief information officer would also be a good port of call to say, you know, can we give you a hand with some of the the analyses? Can you pop off some of the ones that you you’re struggling to find personnel for internally, and maybe you can contract us to do XY, and z
473 00:43:11.132 ⇒ 00:43:22.230 Chang Ho Yoon: and that can help open up. But maybe open up even all like our blinkers. Tell them, tear them off, and because obviously you and I can sort of surmise all we want as to what what they might want, but there might be.
474 00:43:22.230 ⇒ 00:43:28.049 Uttam Kumaran: No, no, totally. Again, the every. The only Kpi here for us is meetings booked.
475 00:43:28.200 ⇒ 00:43:31.590 Uttam Kumaran: Yeah, that’s the only thing I’m telling everybody across everything is like.
476 00:43:31.620 ⇒ 00:43:55.590 Uttam Kumaran: just get us in the room with somebody is the number. One thing, the other. The other thing is that like we’re working on, you know. I think the next step is, once we get a good sense of like, once we get like 70 80 confident on, like what we’re going after. I want us to try to write some like case studies and service documents. The nice thing is for those I found this software. That’s really that I found this tool, this AI tool that’s really good at speech to text.
477 00:43:55.610 ⇒ 00:44:00.129 Uttam Kumaran: And so I’ve just been talking for like 2 or 3 min about like a topic.
478 00:44:00.180 ⇒ 00:44:03.429 Uttam Kumaran: and then we have a Gpt that helps us create the.
479 00:44:03.900 ⇒ 00:44:04.320 Chang Ho Yoon: Yeah, yeah.
480 00:44:04.320 ⇒ 00:44:10.689 Uttam Kumaran: The case study. So what I’ll probably do is, and this is this is my click. Because initially, I was just doing a couple of these to test it.
481 00:44:10.710 ⇒ 00:44:14.830 Uttam Kumaran: everybody in the company I’m planning on just interviewing around a couple subjects
482 00:44:15.010 ⇒ 00:44:19.350 Uttam Kumaran: and then take the Transcript and plugging it in, and then we could get like 3 or 4 items out of that.
483 00:44:19.350 ⇒ 00:44:20.810 Chang Ho Yoon: I love it, I love it.
484 00:44:20.810 ⇒ 00:44:24.280 Uttam Kumaran: That way. Cause again, like having to go write. One of these is like.
485 00:44:24.670 ⇒ 00:44:30.140 Uttam Kumaran: it’s tough. And so we’ve given the Gpt the format. What we’re doing. Like each of the different blurbs.
486 00:44:30.530 ⇒ 00:44:35.300 Uttam Kumaran: and basically, I can hit sit here. We could say, today, we’re gonna talk about 3 topics.
487 00:44:35.430 ⇒ 00:44:44.149 Uttam Kumaran: Frankly, we, we should record that. Put that up as the video. But we’ll just talk through that, and then I’ll take the Transcript and we’ll get like 3 or 4 items out of that. So.
488 00:44:44.150 ⇒ 00:44:46.770 Chang Ho Yoon: Every time. Yeah, I think let’s do that. Yeah.
489 00:44:46.900 ⇒ 00:44:47.519 Chang Ho Yoon: But yeah, like.
490 00:44:47.520 ⇒ 00:44:48.490 Uttam Kumaran: But so.
491 00:44:48.490 ⇒ 00:44:55.099 Chang Ho Yoon: Keep. Keep it open with, if you if you post calling chief informational chief quality officers.
492 00:44:55.280 ⇒ 00:45:02.709 Chang Ho Yoon: and if the I’m generally speaking, aim for the heart. Yeah, higher throughput hospitals.
493 00:45:04.030 ⇒ 00:45:07.420 Uttam Kumaran: What’s the measure of that? Is that like? Is there revenue? Is there.
494 00:45:07.790 ⇒ 00:45:13.570 Chang Ho Yoon: Yes, you can do it by occup. I mean a lot of the hospital. I’m not sure about the Linkedin Websites, but a lot of the sort of
495 00:45:13.830 ⇒ 00:45:15.499 Chang Ho Yoon: if you just type in even
496 00:45:15.760 ⇒ 00:45:16.530 Chang Ho Yoon: large.
497 00:45:16.844 ⇒ 00:45:19.669 Uttam Kumaran: Sort of sales thing for the hospitals, I’m sure.
498 00:45:19.670 ⇒ 00:45:34.319 Chang Ho Yoon: If it’s like type in large academic medical centers or top academic medical centers in the Us. You could even go by ranking, and you get a sense for how large they are, and how prestigious, and how many beds they have, etc, they’ll tend to attract more patients. There’ll be
499 00:45:34.390 ⇒ 00:45:40.679 Chang Ho Yoon: tertiary quaternary, quaternary referral centers, and they’ll just have that kind of kind of scale.
500 00:45:41.712 ⇒ 00:45:45.150 Chang Ho Yoon: And therefore scalability of anything that we might offer.
501 00:45:45.470 ⇒ 00:45:52.889 Chang Ho Yoon: So yeah, I think that that’s 1 way to look at. Look for those and you’ll find on there. It will automatically come up with things like
502 00:45:53.080 ⇒ 00:46:00.789 Chang Ho Yoon: Stanford blah blah blah. The you know Austin, Texas will be this at the Anderson Cancer center. It’ll be the mayor. It would be.
503 00:46:00.790 ⇒ 00:46:01.620 Uttam Kumaran: Yeah. Yep.
504 00:46:01.620 ⇒ 00:46:12.829 Chang Ho Yoon: Cleveland all the all the ones you probably heard of. It’ll be Mount Sinai Medical Center clinics, etc. It’ll be those where they have the highest throughput and that I’m sure
505 00:46:12.890 ⇒ 00:46:17.889 Chang Ho Yoon: I’m so 100% certain that they will not have every project currently being.
506 00:46:18.150 ⇒ 00:46:22.020 Chang Ho Yoon: you know, human powers because they just don’t have time.
507 00:46:22.548 ⇒ 00:46:34.320 Chang Ho Yoon: For such high saturation. Yeah, I mean for so many projects that they need to get going. You know that they need to conduct internally. So I think we could. We could definitely try and target them
508 00:46:34.430 ⇒ 00:46:36.540 Chang Ho Yoon: and keep our keep our
509 00:46:37.200 ⇒ 00:46:38.799 Chang Ho Yoon: minds open to
510 00:46:39.120 ⇒ 00:46:41.170 Chang Ho Yoon: to projects that we didn’t even
511 00:46:41.570 ⇒ 00:46:42.510 Chang Ho Yoon: think about.
512 00:46:43.690 ⇒ 00:46:53.630 Uttam Kumaran: Okay, that’s perfect. So I think next week. And hopefully, yeah, probably next week, if we chat again on like Wednesday or Thursday, we should, I’ll have basically scoped out
513 00:46:53.740 ⇒ 00:46:55.380 Uttam Kumaran: the key thing which is like
514 00:46:55.670 ⇒ 00:47:05.310 Uttam Kumaran: who are going after the filters on the company. The filters on the the role will also have like, here are the 3 to 5 problems that we’re pitching like, do you have
515 00:47:05.390 ⇒ 00:47:21.390 Uttam Kumaran: like? Do you have trouble putting together your Kpi audit? You have trouble with Xyz. The 3rd thing is be like, here’s here’s our opportunity. How we would implement the solutions and a couple of few liners. I’m also gonna just like throw a ton of documents as I find them here about like
516 00:47:21.769 ⇒ 00:47:41.459 Uttam Kumaran: how snowflick interacts with medical, how all these. So we can read those and get familiar. Basically get info for case studies, get info for service documents, and then then last piece is we’ll work on some materials and then I’ll try to hopefully again try to get you everything you need if you’re gonna end up going to that conference by the 9.th But
517 00:47:41.590 ⇒ 00:47:50.490 Uttam Kumaran: we’re we’re gonna we’re gonna tackle this every industry. We’re tackling multiple different ways like there’s like a linkedin push. There’s the cold push. And then there’ll be like an in person thing.
518 00:47:50.560 ⇒ 00:47:51.780 Uttam Kumaran: Yeah. And like
519 00:47:52.060 ⇒ 00:47:56.629 Uttam Kumaran: again, the nice thing is like, we’re focusing in just 3, 3 of which are each
520 00:47:56.810 ⇒ 00:47:58.230 Uttam Kumaran: kind of like, not
521 00:47:58.360 ⇒ 00:48:03.590 Uttam Kumaran: e-commerce, not b, 2 B. Sas, which is nice because those are super saturate, like.
522 00:48:03.600 ⇒ 00:48:20.139 Uttam Kumaran: I think there’s probably like 300 200 or 300 data consultancies in the us. All of them are like really focused on like a couple of industries instead. For us to go after logistics, manufacturing medical. There’s just not that much competition. The problem is is like we need a little bit of an edge which will be
523 00:48:20.210 ⇒ 00:48:26.359 Uttam Kumaran: our relationships and like figuring out like what the path is. And then it’ll just be reps. It’ll be like.
524 00:48:26.770 ⇒ 00:48:31.589 Uttam Kumaran: how many times have we gotten a no, and then we’ll we’ll handle objections and basically go from there. So
525 00:48:32.160 ⇒ 00:48:32.930 Uttam Kumaran: call.
526 00:48:33.280 ⇒ 00:48:34.060 Chang Ho Yoon: Oscars
527 00:48:35.675 ⇒ 00:48:36.040 Uttam Kumaran: Great.
528 00:48:36.610 ⇒ 00:48:43.530 Chang Ho Yoon: I think. Yeah, I think that’s about all. I think if you end up with any trouble getting through or cold calling.
529 00:48:43.720 ⇒ 00:48:50.100 Chang Ho Yoon: so like the chief medical chief information or the chief safety. Then let me know, and I’ll I’ll be. I’ll be happy to
530 00:48:50.560 ⇒ 00:48:51.290 Chang Ho Yoon: to
531 00:48:51.500 ⇒ 00:48:54.070 Chang Ho Yoon: yeah. Try my luck in the evenings.
532 00:48:54.070 ⇒ 00:48:57.740 Uttam Kumaran: I think what what we’re gonna do for each of these. We’re also putting together kind of like a talk track.
533 00:48:57.750 ⇒ 00:49:09.380 Uttam Kumaran: Basically like, if someone picks up the phone like here, the kind of things cause ideally, either of us can handle but longer term. We get people to kind of like work the phones on this one.
534 00:49:09.380 ⇒ 00:49:10.720 Chang Ho Yoon: It will have to. Yeah.
535 00:49:10.960 ⇒ 00:49:14.700 Uttam Kumaran: So for each of these, as we go through iterations, I want to just
536 00:49:14.820 ⇒ 00:49:23.349 Uttam Kumaran: note down all of our thoughts, all of our learnings, on those thoughts. How we improve cause like we’ll come up with a strategy that then we can. We hand off.
537 00:49:23.520 ⇒ 00:49:25.549 Chang Ho Yoon: Yes, yeah, yeah. I agree with him.
538 00:49:25.680 ⇒ 00:49:26.380 Chang Ho Yoon: Greek.
539 00:49:26.910 ⇒ 00:49:32.649 Uttam Kumaran: Okay. Perfect. Last thing I’ll say is, there’s a big data London Conference
540 00:49:33.280 ⇒ 00:49:36.510 Uttam Kumaran: in September that I’m like considering
541 00:49:37.320 ⇒ 00:49:38.620 Uttam Kumaran: going to.
542 00:49:38.620 ⇒ 00:49:42.329 Chang Ho Yoon: Oh, yeah, as a general health related. Big, big thing.
543 00:49:42.330 ⇒ 00:49:51.414 Uttam Kumaran: Not health related, but it’s probably like the bigger big data. London is like just one of the biggest data related conferences there.
544 00:49:51.970 ⇒ 00:49:52.290 Chang Ho Yoon: Yeah.
545 00:49:55.020 ⇒ 00:49:56.419 Uttam Kumaran: so I’ll have to let you know.
546 00:49:57.120 ⇒ 00:49:57.974 Chang Ho Yoon: So it goes.
547 00:49:58.840 ⇒ 00:50:04.019 Uttam Kumaran: So I’m thinking about it. So I talked to some vendors, and they were like, we’re going. And I’m like, Okay, maybe it’s a good reason to go
548 00:50:05.370 ⇒ 00:50:07.560 Uttam Kumaran: either way. It’s an excuse to come. Say Hi! So.
549 00:50:08.180 ⇒ 00:50:12.465 Chang Ho Yoon: It is, I mean, that’d be great. I’d be. I’d be Fab to actually eat you in person, have a drink.
550 00:50:12.670 ⇒ 00:50:20.326 Uttam Kumaran: It’s September. So it gives us enough time to, you know, hopefully makes make a little bit of money and pay for that flight. So yeah.
551 00:50:22.400 ⇒ 00:50:22.860 Chang Ho Yoon: Legend.
552 00:50:22.860 ⇒ 00:50:23.540 Uttam Kumaran: Okay.
553 00:50:23.770 ⇒ 00:50:25.303 Chang Ho Yoon: Thanks. Thanks. Sam, yeah. Yeah.
554 00:50:25.610 ⇒ 00:50:26.610 Uttam Kumaran: Thank you so much.
555 00:50:26.910 ⇒ 00:50:27.420 Chang Ho Yoon: Have a good one.
556 00:50:27.420 ⇒ 00:50:29.485 Uttam Kumaran: Alright! I’ll talk to you soon.