0:02

Welcome to Who would have

0:02

thought, a digital health

0:05

innovation podcast 20 years ago,

0:05

who would have thought that so

0:09

many people would have

0:09

smartphones 20 years from now?

0:12

What will the new who would have

0:12

thoughts become that will

0:15

significantly improve the

0:15

quality of life for everyone?

0:19

Take a deep dive into the rapid

0:19

innovation happening around

0:22

healthcare. Explore the

0:22

perspectives of the industry

0:24

leaders today and inquire into

0:24

the digital technologies of

0:28

tomorrow. This is a conversation

0:28

to discover the future of

0:32

digital health, and it starts

0:32

now.

0:36

Welcome to Who would have

0:36

thought My name is Sasha

0:39

Francoise Hupfeld, Chief

0:39

Marketing Officer of smart tab.

0:42

And I'll be hosting this podcast

0:42

today with Robert Nischal, our

0:46

founder and CEO, Roberts

0:46

background is in leadership and

0:49

management of Pharmaceutical

0:49

Research and Development. He

0:52

founded smart tab in 2016 to

0:52

develop novel drug delivery

0:56

systems at our lab and the

0:56

catalyst health tech innovation

0:59

center in Denver, Colorado.

0:59

Today we speak with Shane Kurd,

1:04

the current head of healthcare

1:04

marketing for Connect America,

1:08

the leading provider of

1:08

connected health solutions that

1:11

are dedicated to improving

1:11

access to care, safety and

1:15

independence. Shane founded the

1:15

Fresno technology affinity group

1:20

that has consulted for dozens of

1:20

startups on marketing and

1:23

product strategy to successfully

1:23

penetrate payer and enterprise

1:27

Health System markets. Today, we

1:27

will speak with Shane about

1:31

advances and innovation in

1:31

medication adherence, remote

1:35

patient monitoring, and

1:35

artificial intelligence in the

1:38

sector of healthcare known as h

1:38

tech. This conversation will be

1:42

full of interesting insights

1:42

from one of the world's foremost

1:46

leaders in the space. So let's

1:46

get started. With that, I'll

1:50

pass it over to you, Robert, to

1:50

start the conversation with our

1:53

amazing guest. Thank you for joining us today.

1:55

Chang really where we'd like to

1:58

start out a little bit on your

1:58

background, maybe tell us a

2:00

little bit about your background

2:00

and how you got to the position

2:03

with where you're doing the

2:03

market in healthcare today.

2:06

All right, sure. In my case,

2:06

it's sort of a winding road that

2:09

led me to marketing in

2:09

healthcare, I began my career

2:12

actually in the late 90s in

2:12

health care in the Revenue Cycle

2:15

space, and traveled all over the

2:15

country implementing solutions

2:19

that enabled providers to take

2:19

advantage of this new technology

2:23

called the internet, to submit

2:23

their transactions to payers

2:26

through the internet in multiple

2:26

formats. And that brought me

2:30

really close to the payer

2:30

provider workflows and gave me a

2:33

deeper understanding of the

2:33

business, which is kind of what

2:35

jump started me in healthcare.

2:35

And I took all that field

2:38

experience into product

2:38

management, where I was actually

2:40

building the product. And then

2:40

about 10 years ago, after

2:44

building and launching several

2:44

successful products, I was

2:48

brought in by the sales team of

2:48

a big health care company to

2:51

help close deals, and bring

2:51

their solutions to market. And

2:55

after doing that, for a little

2:55

while, it was kind of funny, my

2:58

manager came in one day and said, You know, I think what you're doing is marketing. And

2:59

sort of the rest was history.

3:03

After that, I moved over to the

3:03

marketing team. And, you know, I

3:06

was kind of shocked because I

3:06

always thought that, you know,

3:08

marketers were just there to add

3:08

polish. And I never really

3:11

thought that marketers had a lot

3:11

of technical or product

3:14

expertise. But it's definitely

3:14

come in handy, especially in

3:17

this space. And so I've been

3:17

doing healthcare marketing now

3:21

for almost a decade and couldn't

3:21

imagine doing anything else.

3:25

Yeah, that's, that's exciting.

3:25

And then, you know, as we move

3:28

into the Connect America, you

3:28

know, the firm is focused on

3:32

integrating digital health into

3:32

vulnerable populations and live

3:37

to help him living a full life.

3:37

Just tell us about how your

3:40

website working and Connect

3:40

America, how you're helping

3:42

people out, etc. Yeah, you know, I'll try to be

3:44

brief, I guess the first thing I

3:47

should say is, when I was first

3:47

introduced to connect America, I

3:49

was completely shocked because

3:49

of their scale and the success

3:53

and the fact that I'd never

3:53

heard about them before, after

3:55

having been in healthcare for 20

3:55

years. And it turns out, they're

3:58

the largest provider of sort of

3:58

digital health and safety in

4:01

North America and some of their

4:01

brands people might have heard

4:04

of is medical alert and

4:04

lifeline. These are brands that

4:07

have been around since the you

4:07

know, at least Lifeline has been

4:09

around since the 70s. So a lot

4:09

of you know, consumer brand

4:13

recognition, but a lot of people

4:13

you know, might just think it's

4:17

it's pushing a button and

4:17

getting an operator, but there's

4:19

a lot more behind that. So

4:19

today, you know, Connect America

4:22

monitors, I guess nearly a

4:22

million people. And then they

4:25

support about 35,000 through

4:25

remote patient monitoring, and

4:30

then about 250,000 Senior Living

4:30

residents across North America.

4:34

So it's been great to understand

4:34

all the great that they do

4:38

there. The the leadership team

4:38

is amazing. The people are

4:41

amazing. And the fact that

4:41

they're embracing innovation,

4:44

and you know, we're getting

4:44

beyond the button, talking

4:47

beyond pushing the button and

4:47

getting help is very exciting to

4:50

me, because you know, it's not

4:50

just about monitoring signals

4:52

from devices. It's really, you

4:52

know, the human voice that

4:55

subscribers hear within seconds

4:55

of pushing a button and then how

4:58

we can connect them to care. So

4:58

A pretty important human

5:01

connection there. Yeah, so that really talked

5:02

about like age technologies. And

5:06

maybe for that phrase for our

5:06

viewers or listeners who are not

5:11

familiar with that, maybe you

5:11

could tell us a bit about, you

5:13

know, the, what age technologies

5:13

is how it works, you know, then

5:18

it's your age pack. Maybe you

5:18

can talk about that a little

5:21

bit. You know, I guess the simplest

5:22

terms, the way I look at it, is

5:25

it age tech is really just

5:25

technology designed for older

5:28

adults and their caregivers. And

5:28

you know, typically, when you

5:32

build age tech, you include the

5:32

users of the technology in the

5:35

design, process, and validation.

5:35

And that's something that we do

5:39

at Connect America, we

5:39

definitely engage the seniors in

5:42

the Human Factors testing, we

5:42

really try our best to

5:44

understand what the users need,

5:44

but also the caregivers, the

5:48

payers, and the providers. And

5:48

we really focus on the

5:50

performance and usability of

5:50

solutions, you know, again,

5:53

tailored to that market, because

5:53

as you can imagine, seniors and

5:57

those that have serious

5:57

illnesses, their needs are quite

6:01

different. And their capabilities are often quite different than those of younger

6:03

folks. Yeah, that makes sense. That

6:05

makes sense. Then we can move on

6:08

to, you know, these health care

6:08

solutions, or digital, and

6:12

there's been a huge uptick in

6:12

these type of solutions over the

6:15

last two years, you know, some

6:15

of its been accelerated with

6:18

COVID. Some of its been

6:18

accelerated through tele

6:21

monitoring, etc. And then maybe

6:21

what's has been your experience

6:26

with a particular products that

6:26

you've been working on over the

6:29

past year or two? And how, you

6:29

know, you've been introducing

6:33

more digital solutions and how

6:33

those have been integrated over

6:36

the past couple of years with

6:36

your systems? Well,

6:39

I would say some of the

6:39

interesting things that that

6:42

I've learned through this

6:42

process is that seniors are just

6:46

increasingly comfortable with

6:46

technology, wearables texting,

6:50

even some voice enabled

6:50

technologies. And, you know, I

6:53

think that the popularity has is

6:53

has skyrocketed with the users

6:58

just as much as the with the

6:58

providers. And we're seeing some

7:02

really good outcomes data from

7:02

the people who were using it,

7:05

and the providers who were who

7:05

were using this as well. And so,

7:09

you know, we're showing that

7:09

this, this uptick is

7:11

corresponding with improved

7:11

outcomes and reduce readmissions

7:15

and all the great things that

7:15

you'd like to see when you're

7:17

evaluating this type of

7:17

solution. So I mean, that's it's

7:20

been really exciting to us to

7:20

see the growth and the adoption

7:23

and the outcomes that kind of,

7:23

you know, mirror that trend.

7:26

You know, that's very exciting.

7:26

You know, what do you see over

7:28

the next, you know, few years as

7:28

that expands? You know, we

7:32

talked about, you know, seniors

7:32

being more comfortable with

7:34

internet more, do you see more

7:34

of an increase in tele

7:39

monitoring and telemedicine? How

7:39

do you see that all rolling out

7:44

over the next three to five

7:44

years? Yeah,

7:46

so I mean, up until COVID,

7:46

right, the Provider

7:49

Reimbursement model really sort

7:49

of discouraged, like, you know,

7:52

the rpm, and, you know, the

7:52

remote patient monitoring

7:55

technologies. And I would say

7:55

that COVID helped, obviously

7:59

jumpstart that the markets

7:59

exploded, and, you know, even

8:02

payers are now more accepting of

8:02

the technology. You know, I

8:06

would say that historically,

8:06

our, the payers technology, the

8:10

personal emergency response

8:10

service technology that we

8:12

offer, the Push Button

8:12

technology has been, you know,

8:15

widely adopted and supported by

8:15

payers out there in the world.

8:18

But you know, I think RPM is

8:18

still sort of new and, and we're

8:22

seeing the most traction with

8:22

those like providers, those

8:25

provider groups that are owned

8:25

or, you know, affiliated with

8:27

payers directly. So I think

8:27

we're seeing that I think you'll

8:31

see the larger payers come around. Yeah, that makes sense, kind of

8:33

a logical progression, as you

8:36

saw evolves, with elements

8:36

turned over to our chief

8:39

marketing officer. Sounds

8:39

helpful, and he'll continue on

8:42

with questions. Thank you, Shane. Hi, Shane. So these advances are

8:44

incredible. And with the impacts

8:49

that these innovations make on

8:49

on patients quality of life,

8:53

that's huge. And we've talked

8:53

about that a little bit. But can

8:57

you speak more to that, and also

8:57

how it affects the providers,

9:00

and maybe how you see a shift in

9:00

payer acceptance with these

9:04

devices in particular, as well? Oh, sure thing. So as I've

9:07

mentioned before, during the

9:09

pandemic, the RPM really took

9:09

off. And really, it's because it

9:13

enabled private providers to,

9:13

you know, keep their doors open

9:16

and keep patients connected to

9:16

the care team, during the

9:19

pandemic, when people weren't

9:19

leaving their house, you know,

9:21

but, but once providers kind of

9:21

learned how our pm worked, and

9:25

we've published a study on the

9:25

effectiveness of it, so we

9:28

believe in it wholeheartedly.

9:28

You know, providers also like

9:31

the added engagement, I mean, if

9:31

you think about it, patients

9:34

usually only see the doctor,

9:34

what a couple times a year, but

9:36

if you have a patient on an RPM

9:36

platform, you stay engaged with

9:40

them throughout the entire year,

9:40

it builds a stronger

9:43

relationship. And, you know,

9:43

providers like that it keeps you

9:47

know, better close attention on

9:47

the care. They also, you know,

9:50

have better productivity and the

9:50

increased revenue opportunities.

9:53

So, it's really kind of a win

9:53

win. And, you know, as it

9:57

relates to the payer acceptance,

9:57

again, I was mentioning earlier

9:59

about the providers really

9:59

adopting this, I think faster

10:03

than the larger payers. But

10:03

that's not to say the larger

10:05

payers aren't adopting it.

10:05

They're just taking, I think, a

10:07

more measured approach. And

10:07

we're seeing like, whereas our

10:12

personal emergency response

10:12

business is really a big

10:14

supplemental benefit for like

10:14

Medicare Advantage plans, and D

10:17

snip plans, like remote patient

10:17

monitoring, I think has a

10:21

greater audience, especially

10:21

around you know, those with

10:24

chronic conditions, not

10:24

necessarily the Medicare age. So

10:27

we're seeing more and more

10:27

payers beginning to cover it

10:29

even for younger folks on, you

10:29

know, more commercial plans.

10:33

Wow, that's great. And can you

10:33

tell us a little bit about the

10:37

patient experience with remote

10:37

patient monitoring and how it's

10:41

benefited patients and different

10:41

ways, just from what you've seen

10:45

in the industry as you've been

10:45

in this field?

10:48

Well, yeah, I mean, you know,

10:48

everyone thought everyone

10:52

thought that they knew that RPM

10:52

was going to be great for

10:54

patients. But as I had mentioned

10:54

earlier, we recently published a

10:58

peer reviewed study and a white

10:58

paper around the actual proven

11:01

outcomes, and the actual

11:01

experiences that the patients

11:04

have. And as I mentioned

11:04

earlier, what we're finding is

11:08

that, you know, even the seniors

11:08

are into technology, or into the

11:12

RPM technology into the texting

11:12

and that sort of thing. And the

11:17

unique aspect of our RPM

11:17

platform is that it's completely

11:20

cellular based, and the devices

11:20

are all smart on their own. They

11:24

don't require any Wi Fi or any

11:24

computer, you know, the senior

11:26

just puts them on their arm and

11:26

hits a button or puts it on

11:29

their finger, and it just starts

11:29

transmitting data. And so I

11:32

think the most impressive thing

11:32

to me was when we did the study

11:35

and saw, you know, I don't have

11:35

the numbers in front of me, but

11:37

I think we studied the

11:37

effectiveness of RPM around, you

11:41

know, obesity, diabetes, and

11:41

hypertension, and we saw

11:45

improvements across all

11:45

categories. So, I mean, the fact

11:48

that it's effective and helping

11:48

people and connecting them to

11:51

their provider, I mean, you

11:51

know, we're getting rave reviews

11:54

all the way around, and it's bringing the care home.

11:55

Well, it's where everyone wants

11:58

to be right. Like, I don't think anybody wants to

12:00

sit in the doctor's office or go

12:02

to the emergency department. You

12:02

know, I think if you had your

12:05

preference, if you thought you

12:05

could get the same quality or as

12:08

good quality care at home. I

12:08

mean, I think most people would

12:10

choose to do that anyway. And let's get into artificial

12:12

intelligence, which sometimes is

12:17

controversial and innovation in

12:17

medicine in the last five years,

12:21

but But what advancements have

12:21

you seen personally in age tech

12:24

in the last few years? And how

12:24

can AI help to change the lives

12:29

of not only patients, but the

12:29

providers and caregivers that

12:33

look after the patients using

12:33

this technology?

12:35

Yeah, so as you mentioned, AI is

12:35

always a, it's an interesting

12:39

topic, isn't it, you get a lot

12:39

of opinion one way or the other

12:42

about it. And it usually starts

12:42

with defining what it even

12:45

means, right? Because I feel

12:45

like a lot of marketers have

12:48

grabbed on to AI and used it

12:48

pretty liberally over the past

12:51

few years. So that almost

12:51

anything can qualify as AI. But,

12:57

you know, when I talk about AI,

12:57

or when I think about AI in this

13:00

space, I really look at it

13:00

through the lens that, you know,

13:03

that we've created for it here

13:03

at Connect America where I work.

13:08

You know, I think a lot of

13:08

folks, initially when you hear

13:10

about AI in healthcare, you

13:10

think more on the decision

13:12

support side, like just helping

13:12

connect the dots for the

13:15

provider and sort of lighten

13:15

their cognitive load. But in

13:19

recent years, I've been most

13:19

impressed by how AI has been

13:22

adopted in all of the other

13:22

areas of health care, aside from

13:26

clinical decision support, like

13:26

coupling it with, you know,

13:29

robotics and ambient sensors

13:29

that are passive in nature, that

13:33

it can monitor someone's well

13:33

being from a distance without

13:35

even having them interact. And

13:35

obviously, the virtual

13:39

communication and sort of chat

13:39

bots that have, you know,

13:41

proliferated in many areas of

13:41

age tech. And I think all of

13:45

that is very exciting. And I

13:45

think using AI to help gather

13:49

information and engage with

13:49

patients is probably a more

13:52

effective and enjoyable use of

13:52

it, you know, right now, I mean,

13:56

I can only imagine, you know,

13:56

when I'm, in my golden years, I

13:59

assume most things will will be,

13:59

you know, AI enabled, and I may

14:03

not even know it. Yeah, and another area that's

14:06

super important is medication

14:09

adherence. And so we'd like to

14:09

dive in a little bit with you

14:13

about how, with the management

14:13

of chronic and long term illness

14:17

and recovery, how can remote

14:17

patient monitoring and AI help

14:22

with the management of

14:22

medication adherence?

14:25

Well, you know, they're sort of

14:25

the, you know, I guess I should

14:28

say that my answers to this will

14:28

sort of be, you know, addressing

14:33

the the way that the market

14:33

currently is today knee, keeping

14:35

in mind that, you know, the

14:35

technology, you're working on

14:38

leaps and bounds kind of ahead

14:38

of where the rest of the world

14:41

is right now, on this. I'm very

14:41

passionate about medication

14:45

adherence, I mean, from like, on

14:45

a personal level, that I've had

14:49

to deal with my grandmother in

14:49

her 80s and having her take, you

14:53

know, 10 medications and then

14:53

just making sure she knows which

14:55

ones to take when and I mean, it

14:55

was a daunting task and And, you

15:00

know, as I was going down that

15:00

journey with my grandmother, I,

15:04

I just so happened to become

15:04

responsible for marketing, a

15:07

medication adherence tool at a

15:07

company called nanthealth that I

15:10

worked for, you know,

15:10

previously. And I was

15:13

responsible for marketing, what

15:13

they called the glow cap, it was

15:16

sort of the very first smart

15:16

pill bottle was brought to

15:19

market. And you know, at the

15:19

time, my largest customers were

15:22

universities and those using

15:22

them for clinical trials, but we

15:25

also had consumers on them. And

15:25

the challenge with the smart

15:28

pill bottle, as you can imagine,

15:28

is that if a senior has 10

15:31

medications, they need to carry

15:31

10 Smart pill bottles around

15:33

that are all beeping and glowing

15:33

at different times. And it's

15:35

really not ideal. And, you know,

15:35

I think where we're going, where

15:40

we've gone, at least to connect,

15:40

America is more to sort of a

15:42

smart pill box idea or

15:42

medication dispenser idea. But I

15:46

think even then you're not

15:46

really getting, I mean, you can

15:49

you can know that medication was

15:49

dispensed, you know that it went

15:53

into someone's hand or into a

15:53

cup, but you still don't have

15:55

that sort of last mile, to know

15:55

that actually, they consumed it,

15:59

and it's helping them. And so

15:59

right now, you know, how I think

16:02

we can utilize AI around that is

16:02

pretty clearly on the

16:06

communication aspect of sides to

16:06

actually, you know, take what we

16:09

know, with what we don't and

16:09

actually use, you know, AI

16:13

enabled chat bots to actually go

16:13

out there and confirm, hey, this

16:17

is, you know, did you take your

16:17

medicine? Yes or no, you know,

16:19

we noticed you didn't that sort of thing, find that out, there's a problem, and actually have all

16:21

that happened without human

16:25

interaction. And then I would

16:25

say, finally, the challenge with

16:29

medication management is that Mo

16:29

is who pays for it. And what

16:33

I've noticed in the market is

16:33

that unless a treatment, like

16:37

hepatitis, for instance, is so

16:37

expensive, you know, it's hard

16:40

to get a lot of interest in

16:40

payers to actually reimburse

16:42

because they just look at

16:42

refills, as Oh, yeah, well, they

16:45

got to refill. So you must be

16:45

taking their meds. But as you

16:48

know, in reality, just because

16:48

you get a refill doesn't mean

16:50

you're taking them. So I think

16:50

what we're what we're getting

16:53

toward is really matching the,

16:53

you know, the dosing record that

16:57

we have, with the vitals

16:57

collected through rpm, and the

17:01

potential emergency call outs

17:01

through the, you know, dispatch,

17:05

to really try to trend and

17:05

understand, you know, when we

17:08

see things going off the rails

17:08

because maybe people aren't

17:10

taking their medication, we can

17:10

get some get very predictive

17:13

about that very shortly with the

17:13

amount of data points we can

17:16

capture. Yeah, that's amazing. Really

17:17

great. And so now thinking ahead

17:21

510 years and waving your magic

17:21

wand, where do you see things

17:26

are headed? Where do you believe

17:26

Connect America will be in the

17:29

next 10 years decade. And as

17:29

well as just the age tech sector

17:34

as a whole? Well, you know, people are

17:35

living longer and longer, there

17:38

are all sorts of stats out there

17:38

about you know, in a couple of

17:40

years, there's going to be this

17:40

huge population have over 65.

17:44

But many people are aging with

17:44

chronic conditions. And if

17:47

they're managed appropriately,

17:47

they have minimal impact on

17:50

their life. So I think the real

17:50

challenge is to continue to

17:53

enable enable seniors to age

17:53

gracefully at home as the

17:57

population ages, I think you'll

17:57

find the population will remain

18:01

probably more tech savvy over

18:01

the next five or 10 years, like

18:04

today, I think an 80 year old

18:04

person using an Apple Watch is

18:07

unrealistic, given you know, the

18:07

range of motion of their fingers

18:10

and that sort of thing. And

18:10

using such a tiny screen, but I

18:13

think five to 10 years from now,

18:13

it probably will improve and get

18:17

more voice activated and become

18:17

you know, a time where wearables

18:21

are going to be smarter to be able to accommodate that generation. And also, as I

18:23

mentioned earlier about the

18:26

passive monitoring that I think

18:26

we're going to start doing, I

18:30

mean, I think at some point, you

18:30

know, your TV will be able to

18:32

analyze how your, how your

18:32

mobility is right. And, you

18:36

know, there'll be technologies,

18:36

you know, built into our

18:38

everyday devices to kind of

18:38

monitor our well being in real

18:41

time and give us some feedback.

18:41

And I think that's, that's where

18:44

I think it's heading. And and I

18:44

think right now, it just sort of

18:47

a race to to build the platform

18:47

to be able to, you know, manage

18:51

those signals. Awesome. Yeah. So what are the

18:52

next steps for Kinect? America,

18:56

you just came out with this

18:56

white paper, and you had a

18:59

recent product launch, I

18:59

believe, from what what is next

19:02

in the marketing of these

19:02

devices and services?

19:05

Yeah, we've recently just

19:05

launched the platform that I

19:08

mentioned earlier, we recently

19:08

launched launched the Connect

19:11

America home platform that's

19:11

really designed to be completely

19:15

hardware agnostic. And it really

19:15

focuses on services that

19:18

interface with various devices

19:18

and technologies, regardless of

19:21

the manufacturer, or, or, you

19:21

know, the system that they use.

19:25

And we really want to just bring

19:25

all that data together for the

19:27

stakeholders, right for the

19:27

payers, the providers, and, and

19:30

the patients. And I should also

19:30

say the caregivers, it's

19:33

something we didn't really talk

19:33

too much about today. But I

19:36

mean, the caregivers are, are

19:36

sort of a forgotten member of

19:39

the care team, and someone who

19:39

really needs to be involved in

19:42

this. So, you know, I think

19:42

you'll see us partner with some

19:45

innovators in this space to make

19:45

sure that our, you know, the

19:49

hardware and software that we

19:49

offer up on our platform remains

19:53

to be you know, leading edge.

19:53

And then I think you'll see us

19:56

kind of expand AI and eventually

19:56

also, you know, come out with

19:59

silver shins that really kind of

19:59

target the younger demographics

20:02

as they as they sort of aged

20:02

out, if you will.

20:05

Yeah. And do you have any advice

20:05

for innovators looking to break

20:09

into each tech? Well, this is a fascinating space. And like

20:11

I said, I've been in healthcare

20:13

for 20 years, and I didn't

20:13

realize how fascinating it was

20:16

until I was here. I don't think

20:16

I have any advice. That's super,

20:19

you know, profound, but I think

20:19

what I will say is that you

20:22

should definitely know, know,

20:22

the market know, your segments,

20:25

you know, know your competitors,

20:25

and, you know, partner with some

20:28

trusted advisor, advisors and

20:28

listen to them. The, you know,

20:32

I've talked to a lot of

20:32

startups, and they're just dead

20:34

set that this is the way it is,

20:34

you know, whatever it is, and

20:37

they're not willing to listen to

20:37

people who who know who are in

20:40

the space. And so I think being

20:40

able to listen to trusted

20:43

advisors is an important skill.

20:43

And I think that people, you

20:47

know, should partner with

20:47

existing distribution channels

20:49

to get into payers and health

20:49

systems, because I think going

20:52

it alone as a startup or a small

20:52

business, probably not the best

20:56

way if you could ride in on

20:56

someone else's coattails. And

20:59

then finally kind of how we

20:59

started talking about H Tech, I

21:02

think focusing on the UX or you

21:02

know, the the user experience

21:06

for not only the user, but all

21:06

the stakeholders is is critical.

21:09

So I think, you know, just think

21:09

about it like, like, is this

21:13

technology your grandmother you

21:13

would use? Is this technology

21:16

your mom would use? Or is this

21:16

technology your doctor would

21:18

use? Does this make their life

21:18

easier or harder? And if you

21:21

can, you know, answer all those

21:21

the right way, then I think

21:23

you're in great shape. Awesome, awesome. Well, thank

21:24

you so much, Shane, for coming

21:27

onto the show. And for all the

21:27

work that you do at Connect

21:29

America or our older population

21:29

or an age tech and and what's

21:35

you know, home health is remote

21:35

patient monitoring. It's really

21:40

you're driving a very, very

21:40

important area of health care.

21:44

And we just appreciate all the

21:44

work that you're doing for

21:47

innovation in digital health. Is

21:47

there any closing remarks you

21:50

have? And what's the best way

21:50

people can contact? Well,

21:55

I would just say that if you if

21:55

you'd like to contact me if you

21:58

have any questions, or if you

21:58

have an innovative product in

22:01

this space that you're looking

22:01

to, you know, to reach to reach

22:05

the market, just to drop me a

22:05

line on LinkedIn is probably the

22:08

easiest way. Awesome. Well, thanks so much,

22:09

Shane. Thank you, Shane. All right.

22:11

Thank you