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Transcript of This Company Embraced AI & Here’s What Happened!

State of MedTech.

0:00AI may not directly replace you, but 0:02like somebody who's using AI is going to 0:04probably replace you. The marketers are 0:05going to win in this new age of AI is 0:08not only the ones who are using the AI,0:09but the ones who are like really 0:11creative. They're well read. They kind 0:12of come with different creative ways of 0:14asking the AI, different questions,0:16generating deeper, you know,0:18conversations stuff.0:19>> AI can now draft up 95% of an S1 IPO 0:23prospectus. And this task was something 0:25that once demanded a sixperson team and 0:27at least a week's worth of work. And it 0:29got it done in mere minutes.0:31>> You can't replace one of the great white 0:33and treat them the same.0:34>> Source of truth for the medtech industry 0:36coexists with the puppets.0:38>> Provet understands things automatically.0:40>> Number one show in the medtech industry.0:41So striker got ahead of that and changed 0:43in the 90 billion dollar company that 0:46help a lot of things their host Omar M 0:49Kib.0:51What's going on everybody? Welcome back.0:53So to kind of extend our series talking 0:56to marketers and thought leaders in the 0:58space, one thing that we hear a lot 1:00about is AI, AI and medtech when most of 1:02the medtech companies are not actually 1:04AI companies, but also use of AI within 1:06a company on the marketing side. And so 1:09Grace Hansen is the director of 1:10enterprise marketing over at Echko,1:12which is a smart stethoscope. It was the 1:14world's first smart stethoscope. really 1:16cool approach essentially is just quick 1:18plug on their side is you know they took 1:21the skills and specialty of like a 1:24cardiologist who's been trained over 1:26decades on let's say listening to 1:28specific heart rhythmas and murmurss and 1:30scaled it using the smart stethoscope 1:32and their software. So that way you can 1:34essentially scale that approach through 1:36primary care and beyond. My cardiologist 1:38actually has an echo device. He loves it 1:41but it's also a great it's a great tool 1:42for you know primary care physicians who 1:44are not cardiologists. So that being 1:46said, Joseph Highland Off, a good mutual 1:49friend, guest of the pod, People's Champ 1:53connected us and Grace and I have 1:54developed a really great friendship and 1:56so when I was looking at markers to have 1:57on the show, I really wanted to have 1:58Grace on. So because she, you know, as 2:01they say, walks the walk when she talks 2:02the talk. So Grace, thanks for coming on 2:05and excited to talk about like how you 2:06use AI as a marketer. But maybe before 2:09we get into that, give a little 2:10background on yourself in the industry.2:13I know that you were previously in 2:14product management and moved into 2:16different marketing roles but yeah give 2:17us a little like 30 second 60cond who is 2:20Grace Hansen and how did you get into 2:22the medtech industry that's the other 2:23side 2:24>> well first of all super excited to be 2:26here Omar and I'm just honored that you 2:28invited me to be here and have this 2:30discussion with you I think it's an 2:32important one but taking a step back I 2:34started actually my career in sales 2:37pharmaceutical sales with Fizer so sold 2:40all different kinds of products with 2:42them so all different specialties that I 2:43covered, many different disease states 2:45and I was there for about eight years 2:47and then from there I was actually 2:49completing my MBA degree and then from 2:51there that's how I got into marketing.2:54It was someone I'd met from the MBA 2:56program happened to be at Boston 2:58Scientific and she said, "Hey, we have 3:00this opening in product marketing. Would 3:02you be interested in applying? We have 3:04this really unique product and we need 3:06somebody with kind of an entrepreneurial 3:08mindset who can be scrappy and get this 3:10product to market." and I jumped at the 3:12opportunity because my degree was 3:14actually in marketing in both undergrad 3:17and MBA. And so it's like being in 3:19sales, it's like the very as downstream 3:22as it gets, but it was like I was 3:23looking to actually use my degree. So it 3:26was exciting, but really when you think 3:28about my time at Boston Scientific,3:31there was nothing AI focused about that.3:33It was very traditional product 3:35marketing and launch excellence, if you 3:38will. And I learned a lot there. But it 3:40was very randomly somebody actually 3:43tapped me on the shoulder and said,3:44"Hey, there's an opening also in 3:47marketing at this other firm that it's 3:50an AI integrated device in the neurology 3:53space. It was just completely different 3:54than anything I had ever done." And a 3:56little I was a little scared. I'm like,3:58"What do you mean AI? What do you mean 4:00it's a neurology? Like, how does this 4:01work?" And the more I learned about the 4:04product, the more intrigued I was. And 4:06that really kind of started me into this 4:08whole new world of medte startup land,4:11if you will, and products that are 4:14integrated with AI and how it's really 4:16revolutionizing the way that medicine is 4:17practiced. So, in a nutshell, that's 4:20kind of where I started and where I've 4:22ended up. And now here I am at Echo 4:24Health. Again, a digital stethoscope,4:25but it's not just that. It's a digital 4:27stethoscope that can be integrated with 4:29sensor which is our AI platform to like 4:31I said truly revolutionize the way that 4:34medicine is practiced especially in the 4:36p the private practice and primary care 4:39sector.4:40>> That's awesome. Yeah. And I think like 4:42just you know before we get into the 4:44details about like how we use AI's 4:46marketers I think what's really cool 4:47about Echko in terms of the applications 4:49of AI is you know aside from the scale 4:52approach once you have so much data. So 4:56like one thing is like capturing new 4:58data which echo does right and when you 5:00capture a lot of new data you discover 5:02things and that those are the kind of 5:04things that change like clinical 5:05guidelines practice guidelines and 5:06everything right and so that's really 5:08exciting for me just because like as you 5:10start doing that you move more from sick 5:13care and disease care to more actual 5:15like prevention and prediction of these 5:17diseases and what you do which I think 5:18is really exciting you know 5:21>> that's exactly the reason why we're 5:23doing this it was interesting I was 5:24having a discussion with a physician 5:26recently and they were saying like you 5:28know people keep talking about AI in all 5:30these products and you need to stop 5:32talking about it because it's so 5:35pervasive it's everywhere it's no longer 5:37a selling point and I would say that if 5:40you have a customer who's saying either 5:42that to you or they're saying like you 5:45are bringing in AI you're trying to 5:47replace me you know you're trying to 5:49take away my job you've already lost the 5:51discussion because when I look at what 5:53we're do and this is the story that we 5:55We had a patient who she was short of 5:58breath. She was feeling fatigue and she 6:00went in just for a general checkup in a 6:02very rural clinic. It was actually in 6:04Louisiana and this provider had our 6:08stethoscope used it on her in just a 6:10routine exam and they found that she had 6:12heart murmur very significant heart 6:13murmur. She was immediately referred to 6:15one of our other customers who's a 6:16cardiothoracic surgeon and they ended up 6:19having to do two valve replacements on 6:21her, a liation and a bypass. It was very 6:24serious. And in the words of that 6:26cardiothoracic surgeon, he said, "Had we 6:29not caught the disease as early as we 6:30did, it could have led to her demise 6:33certainly, but because it was caught as 6:35early as it was that it was detected,6:37not diagnosed, but we're detecting,6:39right, they were able to then take 6:41appropriate action, get those valves 6:43replaced, and now it's as if she never 6:45had the disease at And I'm like, if you 6:47can't resonate with a story like that,6:50if a story about how the use of AI can 6:52make a meaningful difference for 6:53patients, then this is not the product 6:56for you, right? Don't waste your time on 6:58those customers. Find one who really 6:59cares and like, hey, we really want to 7:01change meaningfully how we treat our 7:03patients, how we detect these, you know,7:06lifethreatening diseases earlier, right?7:08Those are the ones that are going to 7:09really champion your product and help 7:11you get across that chasm and to wider 7:13adoption.7:14>> Yeah, absolutely. And I think you know 7:16the other side of it that's really 7:17interesting is that like right now I 7:19mean not everything has AI but the way 7:21that I guess technology revolutions and 7:23adoption happens like we're kind of in 7:25like our there was like the internet 7:26revolution which was like the last two 7:28decades and now we're in the AI 7:30revolution. So it's going to be as silly 7:32as like I think maybe in the next five 7:33or 10 years like saying something that 7:35has AI in it is remember like maybe 10 7:37years ago or something 15 years ago it 7:39was it was like a feature point where 7:40you would say like oh like you know can 7:42connect to Wi-Fi or Wi-Fi enabled and 7:44everything and now it's like you know 7:46like you just don't think about it.7:48>> No, you know 7:49>> it's like taken for granted. It's like 7:50it's no longer a selling point. Like it 7:52used to be Starbucks saying hey come 7:53here we have AI or not AI we have Wi-Fi 7:55and you can sit here and do your work 7:56while sipping your coffee and now 7:58>> Yeah. Now it's just table stakes 100%.8:01>> Wi-Fi it's the same thing. So I you know 8:03when you have customers that say that oh 8:04everything is AI well it doesn't yet but 8:06it will you know to your point Omar but 8:09you know I think you know talking about 8:11the product talking about my product how 8:13we've used AI. I think having 8:15discussions with other fellow marketers 8:16I'm so surprised when I find that they 8:19say we don't use AI at all in our work.8:22And it's the same thing that you said 8:24Omar like now internet's everywhere. We 8:26all do emails. We're not writing snail 8:28mail letters. It's almost like a treat 8:29if you get a snail mail letter anymore.8:31And that's a whole another marketing 8:33strategy that we could cover some other 8:34time, but 8:37AI is actually in a lot of products that 8:39we use and maybe you don't know it,8:40right? And you could be harnessing that 8:42in an effective way to make your work 8:45more efficient. Much like how we market 8:46our products to customers about why AI 8:49is integrated in our digital 8:50stethoscope, for example. you could be 8:53doing more efficient, effective work as 8:55a marketer if you're using AI the right 8:57way. And it's interesting even though 8:59we're seeing a lot of people don't use 9:00it. It was like what 2023 was a Gallup 9:03survey. They found that maybe a little 9:04less than 20% of white collar workers 9:06were using AI into some capacity in 9:08their work. That grew to over 30% 2024.9:11Now it's over 40% in 2025 according to 9:13Gallup. So it is growing rapidly and 9:16it's only going to continue. And you 9:19might wonder, okay fine. So what? Why 9:21does this matter? Well, it touches on 9:23the point that I brought up about the 9:25impact of AI, how it can help you take 9:28on complex roles. And there was a there 9:30was an interview actually with the CEO 9:32of Goldman Sach, David Solomon. And what 9:34he said, there was something really 9:36profound and impactful. He said, "AI can 9:38now draft up 95% of an S1 IPO 9:42prospectus." And this task was something 9:44that once demanded a sixperson team and 9:47at least a week's worth of work. and it 9:49got it done in mere minutes. Now it's 9:5295% because there's still that 5% where 9:55human judgment, creativity in nuance 9:58still holds value and where it's 10:00absolutely vital. Certainly as a 10:02marketing leader that we're talking 10:03about doing an IPO perspectus here, but 10:06from marketing standpoint, I'm sure many 10:08of you can think of tasks that are 10:10rather tedious, could be rather complex,10:13take up a lot of your time that if you 10:16know how to harness the power of AI can 10:17really help you do something. The same 10:19thing with excellence, but just crunch 10:22down the amount of time it takes and the 10:23amount of manpower it takes to just do 10:25that one task. If you're a CEO of a 10:27medtech company and you just got ghosted 10:30by another investor this week or maybe a 10:32strategic that you're trying to have a 10:34meeting with just kind of brushed you 10:35off at a conference and you're just sick 10:37and tired of all this you want to make 10:38these people pretty much eat their 10:40words, right? I think I have something 10:42for you. Here's the uncomfortable truth.10:43Most medtech startups don't fail because 10:45of product. And trust me, I can 10:47confidently say this after interviewing 10:48so many different startups on this show,10:50investors, strategics, a lot of them 10:52failed because the market never really 10:54formed around them. My obsession with 10:56technology adoption and more importantly 10:59market engineering has sort of taken 11:01shape over the years into my business 11:03called marketcraft and recruiting a top 11:06tier team around me for that. At 11:08Marketcraft we're not just about digital 11:10marketing and campaign everything. We 11:12focus on engineering markets. We use AI 11:14trained models, psychology, persuasion 11:17and strategic storytelling to 11:18manufacture something that every single 11:21CEO needs and that's leverage. We want 11:23to give you leverage with the market. So 11:25by creating magnetic messaging and 11:27attention, we can shape a belief system 11:29that is going to attract and magnetize 11:32those early clinical adopters to you. We 11:34want to give you leverage with investors 11:36because when your category narrative is 11:38very clear and your demand signals are 11:40loud and you can show this early 11:42clinical pipeline and then at that point 11:44capital start to chase you instead of 11:46the other way around. Now you have 11:47options and then leverage with 11:49strategics because look when you show a 11:51strategic and trust me I've had many 11:53conversations with them on this podcast 11:55and offline. When you show them that 11:57you're starting to own momentum in a 11:58space that they care about you don't 12:00just look like a startup to them 12:01anymore. Now you look more like a 12:02partner. And if you do if you do it 12:04really well potentially competition they 12:05need to take out. Right? So if you're an 12:07earlystage med CEO and this all 12:09resonated with you. I want you to stop 12:10what you're doing put pause on this 12:12podcast. Go to growmytech.com.12:14That's G R O W growmytech.com. I want 12:17you to book time with me, okay? We're 12:19going to do a little bit of a market 12:20analysis for you. I'm going to come to 12:22the table with two to three really good 12:23ideas. You know, there's not a a 12:25guarantee that you guys might be a fit 12:27for us. It could be the wrong time, a 12:28lot of things like that. We turn away 12:30more companies that we take on, but I 12:31can guarantee you that you're going to 12:32walk away with two or three really good 12:34ideas for free and it's gonna be a good 12:36conversation. So, go to growmytech.com.12:38I'm really looking forward to talking 12:40with you and more importantly you can 12:41feel free to vent to me about all the 12:43problems that you're having because at 12:45marketcraft we want to come and solve 12:47those for you immediately. Now let's get 12:49back to the episode 100% and I'm glad 12:52you mentioned that there is some nuance 12:54like you can't 100% rely on AI otherwise 12:56like there's some nuance that's missing 12:58there 12:59>> but again like an S1 yeah it takes a 13:01long you know takes a lot of time to do 13:02those kind of things. I think the most 13:04important things is that these 13:06applications not only lower your cost 13:08but more importantly you know amplify 13:11like your workload right you know 13:13there's that saying that's been going 13:14around the valley where it's you know AI 13:18may not directly replace you like 13:20replace you but like somebody who's 13:22using AI is going to probably replace 13:24you right 13:25>> and I think that's such an important 13:26thing I mean 13:27>> even who is it like Mark Beni off even 13:29said that there you know when he 13:30introduced the agentic AI agents last 13:33year this thing is like they were not 13:34hiring any more like developers and 13:36stuff and the main reason why is because 13:38those same developers are using a lot of 13:40these tools to sort of amplify and scale 13:42their work. So maybe simply put like you 13:45know I'll let you go first and I'll sort 13:47of piggyback on that but what are your 13:50go-to daily AI tools that you like to 13:52use as a marketer? What's going on 13:54everybody? Quick commercial break. Now 13:56whether you're a sales or marketing 13:58leader in medtech. Let's be honest, when 14:00you think about your reps who are out in 14:01the field, they're spending a lot of 14:04time not selling. Like literally not 14:05selling. And the reason why that's 14:07happening is because our industry is 14:09really outdated when it comes to sales 14:11enablement and sales excellence. Think 14:12about what your reps are actually doing 14:14if you really ask them. They're spending 14:16time updating the CRM, uh, juggling 14:18administrative tasks, uh, searching for 14:21the right piece of content before they 14:23talk to a surgeon. They're literally at 14:25a disadvantage. And it doesn't have to 14:27be this way. That's not selling. It's 14:29It's literally just friction getting in 14:31the way of revenue. This is why I've 14:33personally partnered up with Shopad for 14:35over the past year. You've heard me talk 14:37about them before on the show. Shop is 14:39the first AI powered revenue 14:41effectiveness platform built for complex 14:44field selling. Um, it brings together 14:46things like content readiness,14:48collaboration, and intelligence all in 14:50one place. So you understand things like 14:52which piece of content is actually 14:53having the most impact and effect and 14:55more importantly how you can automate 14:57things so that sellers can focus on 15:00selling. Uh sellers can instantly find 15:02the right content with AI search sharpen 15:04their pitches with AI roleplay which is 15:06really cool to see and even build 15:08digital mutual action plans that stay in 15:11sync with buyers and accelerate deal 15:13cycles. Deal velocity and pipeline 15:16velocity is everything. Shop really 15:18helps that. So all this contacts 15:19essentially goes back and fuels 15:21Shoppad's intelligence layer surfacing 15:23insights and the next best steps to help 15:25sellers close deals faster. So if you're 15:28interested to learn more, go to 15:29showad.com/stateofmedtech 15:33and you can learn more there. Now let's 15:35get back to the episode.15:36>> You know, even something as simple, this 15:37is going to sound really funny, Omar,15:39but even just something as simple as 15:40using Zoom and there's this AI function 15:42that just summarizes your meeting. Gosh,15:45I mean, can you think of how long that 15:46used to take? having to like take your 15:48notes and then having to disseminate 15:50them and then having to send it out to 15:51the team. Now it's done.15:52>> That used to be a skill. Remember that 15:54used to be a skill like whoever's like 15:55really good at taking meeting notes.15:57>> Yes. And now it's like you have an AI 15:59companion that can do that for you. Or 16:02for example like Gemini, you can even 16:04have something like that. You you take a 16:07whole list like say you went to a 16:08conference, you take a list of people,16:10you pop it in there and you ask it to 16:12format it for you. So it's formatted in 16:14such a way that you can upload it now 16:16into Salesforce and then use that to 16:19then track, you know, that format. You 16:21can use that to track the ROA of your 16:23campaign, your marketing campaign that 16:24you've done now. But, you know, it used 16:26to be very manual where you'd have to 16:28take all these names and it was jumbled.16:30It was like this list that you got from 16:31a conference, like a targeting list if 16:33you will, and then having to manually 16:35format it. Well, now you can have 16:36something like Gemini do it for you. Or 16:39for example, like if you use some like a 16:41chat function like chat GPT, for 16:42example, you can use that to say, hey, I 16:46want to create an outline. I need to do 16:48a film shoot and create a video asset 16:52and we need to have this many people 16:54that we're interviewing. Here's their 16:55names. Here's their roles. These are the 16:57questions we want to ask. We need to 16:59have subtitling coming up on the screen.17:02Like you can input the commands and 17:04that's going to be a whole another 17:05skill, right? How you use AI. You don't 17:07just say, "Hey, I want to outline and 17:09have something spit out." Well, you're 17:11going to get something really funky. You 17:12need to have the right commands and 17:14prompts that you put in there very 17:16specifically saying what it is that you 17:18want. And then it can come out and give 17:20something to you. And it'll be like 17:21maybe 50% of the way there, 60% of the 17:24way there. You still need to fine-tune 17:26and polish it. But wow, it really takes 17:29down a lot of the work of just putting 17:30something into a structure sometimes. So 17:32those are three right off the top of my 17:34head that I can think of where it's 17:36doing something that is is very routine,17:38right? But it was something that used to 17:40take us a lot of time to do and not 17:42necessarily something that's customerf 17:43facing, right? But it's something that's 17:45like low stakes but just used to take a 17:48lot of manpower and manual labor to do,17:51>> right? And you know, I was going to say 17:52the other side is that with 17:55you know, the there was a I can't I got 17:58to find it. It was on X the other day 18:00that there was a nature study showing 18:01like the negative impact of like using 18:03chat GPT all the time which is like you 18:05know they tested people who were asked 18:07to like write something and the people 18:09who were using chat TV like could not 18:10write anything and they performed worse 18:13than the people who never wrote at all 18:15right and so I think 18:17>> yeah actually it was an MIT study the 18:20>> yeah you know which I'm talking about 18:21yeah 18:22>> it was an MIT study what they found was 18:24for those who use chat GBT to write 18:26content only like they could only I 18:30think it was like 84% they couldn't 18:32remember of what they wrote. They could 18:33not remember anything. 84% of the 18:35participants and when you juxtapose that 18:37against someone who wrote it themselves 18:3911% of those folks could not remember 18:42what they wrote. So huge divide but you 18:45know the thing is that when they looked 18:46at it from a scientific perspective the 18:48neural connectivity collapsed from 79 18:51active regions to just 42 which is a 18:53significant drop off. So it's like it's 18:56basically turning your brain to mush if 18:57you're not using it the right way. So 19:02that that would be my caution there is 19:04that you don't want to use something 19:07like chat GPT being like hey I want to 19:09write a press release. Let's just pop 19:11this in there. Let's have it write press 19:12release for me.19:13>> I got a solution for you. Like here's my 19:15solution and you kind of exemplify this 19:17is that I think and this is one of my 19:19like one of my issues with our space is 19:21that we sell to a customer base where 19:24who values continuing education but then 19:26we don't adopt it ourselves and so I 19:28feel like marketers having to constantly 19:30you know go and spend time like reading 19:32new books reading new studies everything 19:33like look at the conversation you and I 19:34have this is why I get along with you 19:36very well because you're very well read 19:37and educated and then that context is so 19:39much more valuable. So for example, you 19:42know, you mentioned getting your MBA. So 19:43I'm sure that at some point you got 19:45introduced to like Al Re's work who 19:47wrote the 22 immutable laws of 19:48marketing. So if you talk to like chachi 19:51PD and prompted with something so prompt 19:53engineering is like a whole thing in 19:54itself and you don't give it context but 19:57if you give it context and say hey like 19:58you are an expert marketer who's trained 20:01under Alre you've you know you've 20:03embodied like the 22 immutable laws of 20:05marketing along with XYZ other 20:06strategies and approaches based on that 20:08come up with a marketing strategy that's 20:10going to give you a much different and 20:11richer response and context than 20:14anything else and even if you don't know 20:16these things off the top of your head I 20:17think also training the AI and giving it 20:20the like I would say this I I always 20:23felt that business people who are really 20:26good are people who are very creative 20:27and imaginative and so it's the same 20:29thing with AI which is like if you have 20:31a really good imagination then you're 20:33really good at giving like good context 20:34or role because it's kind of like 20:36talking to a child and it's like hey 20:37look here's who you're supposed to be 20:39here's the context of things here's the 20:40kind of actions I want you to take etc 20:42and you get much better responses versus 20:44right now I think even people who 20:46started using LLMs they'll just give 20:48like, you know, a very basic prompt and 20:51to get basic response back, you know.20:55>> Exactly. No, it was I think I was 20:57talking to you about this Omar, but it 20:58was a joke, but I had a family member 21:01who said, "Hey, I'm going to do this 21:02joke. I'm going to have this speech 21:04written for me for my sister's wedding."21:06And he said up front, "Hey, this is 21:07brought to you by Chat GPT." And it was 21:09the most dry robotic speech. And I think 21:12his prompt was like, "Write a speech for 21:14my sister's wedding." Right? Like that 21:15was the prompt. But and it was a joke,21:18right? But there's ways that you can do 21:20that. You can be and this was something 21:22that a digital marketer actually taught 21:24me. He said you could put in a prompt 21:26that says, "Write this LinkedIn post,21:28but write it in the voice of an expert 21:31marketing leader." Well, it's going to 21:33change that voice. You can change it. Be 21:35like, "Write this as if I was a 21:37provider, like a nurse, a physician,21:38whatever." And it's going to change the 21:40tone of the writing. So, it's like you 21:43Yeah. Like you said, being creative,21:44thinking outside the box, thinking about 21:46how you can give that prompt because the 21:48AI is only going to be as creative and 21:51as smart as you let it be in some way.21:53>> Absolutely. And just on that note, just 21:54for the audience, just because I have it 21:56written down as a note to bring up, but 21:58I want to just give the audience if you 21:59guys want to like pause or like clip 22:01this out, just a really good simple and 22:05basic anatomy of a good prompt. So think 22:07of the I'm going to give you a 22:08pneummonic. So CR AO or Crayo, right? So 22:11C context. to provide like background or 22:14context to the action. So for example,22:16who's the audience, the tone that you 22:17want to set everything. So that's a C.22:19The R is the role. You want to tell 22:20ChatGP who you want it to be. So as like 22:23Grace mentioned, like an expert 22:24marketer, etc. For me, I always like to 22:26tell it, you know, it's an expert or 22:28something, but like give some like 22:29deeper background. So if I'm doing 22:31copywriting, I tell like, hey, you're an 22:34expert copywriter that's trained under 22:36David Olgovie and Eugene Schwarz. Like 22:38you're going to get the best copywriter 22:40in the world, right? So that's the R. A 22:42is the action. So you want tell it what 22:44you want to do. So get you know you want 22:46to give it context like hey give me a 22:49report be concise use bullet points use 22:52frameworks when needed etc. And then 22:54owes the output. So you want to tell it 22:55it how you want the information right 22:57again going to like you want it in 22:59paragraph bullet point form etc. Right?23:02And I would say like it's important to 23:05get in a habit of like talking with it.23:07Like you wouldn't just like everyone 23:09who's listening to this has some for the 23:11most part a direct report. You don't 23:13just tell your direct report something 23:14they go do it. You have a conversation.23:16You meet. So that's the same thing I 23:17think you have to do with chat JPT or 23:19Grock or Gemini or whatever LLM you like 23:22to use, you know.23:24>> No, it's it's true. And it was funny.23:26Someone said that I'm trying to be 23:27really polite to my AI chatbot because 23:29who knows if someday it'll try to take 23:31over the world. remember that I was one 23:32of the good ones. So I say please and 23:34thank you. This was not me but someone 23:36was telling me this.23:37>> All right. So I don't want to get on 23:40like a very metaphysical deep esoteric 23:43conversation but I have to make a 23:44comment about this. Okay. So there is so 23:47AI can be somewhat demonic. Okay based 23:50on how it's trained based on a lot of 23:52things. This is we're talking about like 23:54hours and hours worth of like history 23:57conversation. So let's just take my my 23:58my word on that. Sergey Brin who's the 24:01founder of Google now alphabet and 24:03everything t mentioned this and I can 24:06confirm even though it's going to feel 24:08very uncomfortable a lot of times the 24:10LLM will perform better when you 24:11threaten them and so like sometimes you 24:15know so something we did not expect is 24:17that these LLM will hallucinate right 24:20like you'll give it information or you 24:22ask it for something and you're reading 24:23like wait a minute that doesn't make 24:24sense and so I tell my I tell chat GPT 24:28or my LMS thank you all the 24:30But I also threaten them. So like 24:33sometimes when you need to get something 24:34out of them and it's they're not doing 24:35it, you need to call them out on their 24:37 and threaten them. So I will 24:39tell my chat GPT like you made a mistake 24:43or this is not right. Fix this or I'll 24:46kidnap you or I'll kick your ass. It'll 24:48get better. It feels really 24:49uncomfortable,24:51but just just trust me. Like you know 24:54you know you just got to do it, you 24:55know. Well, Omar, when AI comes for all 24:57of us, they're going to remember you and 24:59your unkindness.25:01>> I I know it's a risk I'm worth worth 25:03taking at this point. But no, but again,25:05going back to being a marketer who is 25:08well read, you invest in your own 25:10self-development and training and 25:11everything. That's the only way you're 25:13going to be able to pick up on the 25:14nuance of these things, right? Is to 25:17know those certain details and like 25:19improve on it, right? So like if you're 25:21writing an S1 or an executive summary 25:22and everything, you don't just feed it 25:24to chat GPT and take it at its word and 25:26just put it out there, right? It gets 25:2895% of the work done.25:29>> Wow.25:30>> Which buys back your time.25:31>> Yes.25:33>> Yes. You still need to proofread 25:35everything. Like let's just say you're 25:37doing a s something as simple as just 25:38writing an email and you want to like 25:39write it as a summary of everything that 25:41you need folks to do because you're 25:42like, "Hey, we're sending a press 25:44release out. Here's all the action items 25:46that are going to be coming up." It 25:47formats it for you. basically takes your 25:49brain down, makes it look nice. Well,25:51you need to read it because it could 25:53have the wrong dates. Like, I think 25:54there was one time I did that and had 25:56the complete wrong year. And I was like,25:59well, how did this happen? So, like you 26:01said, AI can absolutely hallucinate or 26:04there was one time I was writing 26:06something and I wanted it to go through 26:08and just put it all in one single voice 26:10because there was a lot of people who 26:11had contributed to this content and so 26:13it needed to be put in one voice. And 26:16so, it did that. I ran it through, said,26:17"Put it through one voice. Make it sound 26:18like it's, you know, one person wrote 26:20this instead of multiple." Did that. And 26:22then it added in a whole new quote from 26:25a customer that did not exist from a 26:28health system that I had never heard of.26:30And I'm like, why would it do that?26:33Like, it was just, it's so strange, but 26:34it does hallucinate. And so, that's some 26:36of the dangers. And that's why, you 26:38know, the point of AI is not for it to 26:40just be an easy button to do all of your 26:42work for you. You absolutely need to 26:46make sure that it is clinically 26:47accurate. It's completely ethical what's 26:50coming out because sometimes it will be 26:52neither of those. So, you know, it is 26:54your job to yes, you can do things more 26:56efficiently, but you absolutely need to 26:58proofread everything and make sure that 26:59it's polished. And you want to put your 27:01lens on it, too, because that here's the 27:03danger of AI as well is that after a 27:06while, all the formatting looks the 27:08same. It comes across as very 27:09homogeneous, very soulless, right? And 27:12technology out there is starting to get 27:13smarter. Like I'm thinking of even 27:15LinkedIn. It's getting smarter where it 27:17can sometimes detect if something was 27:19written with AI and it'll actually 27:21downgrade the visibility of that. It's 27:23almost like it's not demonetizing it,27:25but it's almost like dep prioritizing 27:27that content as a result.27:28>> Yeah, it's 27:30you know and again like like you know 27:32for me I'm also I'm a SAS founder. So we 27:35my co-founder and I have 27:36omniccreator.comclub which is a you know 27:38it's a SAS tool for creating content on 27:40LinkedIn everything. we have an AI API 27:42in there, but even with that like you 27:44have to again get most of the work done 27:4690% of the time there and you have to go 27:48in and there's sometimes like all these 27:50MLMs sometimes they make things like too 27:54>> all I can say is that sometimes I read 27:56the content or copy that's written it's 27:58a little cringey you know like for 27:59social media I'm like I would never talk 28:01like that so you have to just make these 28:03tiny adjustments but again it gets you 28:05all the way there like one of the they 28:06just released an app for it finally 28:08Google owns a an LM Um, are you familiar 28:10with notebook LM?28:12>> I've heard of it. I have not personally 28:13used that one.28:14>> No, notebook. Um, I really love Notebook 28:16LM. So, the big plug on notebook LM is 28:19it only works based on the sources you 28:21give it, right? The reason why I like is 28:24that since it's owned by Google,28:26>> I can feed it links to YouTube videos.28:29Yeah.28:29>> And so, a lot of times I'll start on 28:31there. I'll feed it links to YouTube 28:33videos, a website, some PDFs, etc., and 28:36have it create a document from there.28:39and I tell her like, "Hey, I'm going to 28:40be feeding this to a GPT I I trained."28:43So, it'll create a very long in-depth 28:45document that I can use and give it to 28:47my GPT. The other benefit about notebook 28:49element, which is really wild, is one is 28:52that it can create study guides. It can 28:53create mind maps. So, there's a lot of 28:55stuff on YouTube that you want to like 28:56learn more about and stuff. What's 28:58interesting though is it could you hit 29:01this thing called audio and it'll create 29:02a 15minute podcast that sounds extremely 29:07real. like the they're saying the ums 29:08and everything. It like I've listened to 29:10it multiple times. I can't tell that 29:11it's like AI. Wow.29:14>> And so sometimes what's interesting I 29:15tell people like from a brand 29:16perspective is like hey like 29:18>> if you want to kind of do a gut check on 29:20your company take some of the latest 29:23YouTube videos and your website and 29:25everything and put it into that LLM and 29:27hit the audio and hear what the podcast 29:29says about your company.29:30>> That's wild. No, I would not.29:33>> Now I want to go and try this. Yeah.29:34Challenge to all of our listeners. Go 29:36and try it. There's that. The other the 29:38there's some some other things that 29:39we've been exploring on the agency side 29:41is using so like Google V and using 29:44these AI videos and so a lot of times 29:49you know you have certain value props as 29:51a technology and so sometimes you just 29:54need that to be said by somebody who 29:57looks like a physician. So there's these 29:58AI videos that you can create a position 30:00in the setting talking about your tech 30:02>> and just run ads on that. No, I mean 30:04especially if you in the if you have no 30:08thought leader that was willing to do 30:09that for you if you're budget 30:11constrainted, right? I mean that's 30:12certainly something to consider.30:14>> Let me ask you this on the enterprise 30:15side as so as a head of marketing, you 30:17know, some of these 3D animations, they 30:19cost an arm and a leg. Have you started 30:21looking at leveraging like some of these 30:24AI tools to create these like 30:26>> Yes.30:27>> 3D videos, animations? cuz like those 3D 30:29animations, sorry for anybody who runs a 30:30company that does that. You know, they 30:31cost 20, 30, 40k sometimes.30:34>> They really do. And certainly like when 30:36I was at a larger company like Boston 30:38Scientific, we did pay an agency to make 30:40those for us. And yes, it cost a fortune 30:43and they were absolutely beautiful. But 30:45when you're looking at like you're at a 30:47startup like myself, a medtec startup,30:49and you are being asked to do more with 30:51less. You have less manpower, you have 30:53the same amount of time in a day, and 30:56you have a tiny budget, right? in 30:58comparison to, you know, another bigger 31:00fish down the road. Well, yeah, you got 31:02to get creative. So, absolutely, we've 31:04had to do things where we'll use an AI 31:06to create some of these features for us 31:08that would otherwise have cost a fortune 31:10and we can do it at reasonably well,31:12right? If we're just trying to 31:14illustrate something in a video, right 31:17now, I have never used it to have a 31:19complete person standing in, you know,31:21to be like a customer, but we've 31:23certainly done like AI voiceovers. So 31:25instead of hiring a voice actor, and no 31:26offense to voice actor, I used to be 31:28one, you know, it's like it's a really 31:30>> You used to be a voice actor.31:31>> I did. Yeah,31:33>> that's amazing.31:34>> I It was when I was in undergrad and it 31:36certainly helped pay some of my college 31:38bills, but yeah, I used to do a little 31:40bit of voice acting and it was 31:41specifically for things that were like 31:43educational material, what we would call 31:45industrial things. So like teaching 31:47people about the importance of like 31:48handwashing and like the science behind 31:50it. So I would do voice acting for those 31:51kinds of pieces 31:54>> like so on that topic you know something 31:56that's so it's a I believe it's AI 31:58related. So fans makes a lot of money 32:01just to give you guys a cont. Actually 32:03we should hold on let me I'm going to 32:04bring this infographic up only fans. So 32:09so there was this graphic that was going 32:11around. Oh yeah here we go. I gotta show 32:13you this graphic. This is so wild. Okay,32:16so for those who for some reason don't 32:18know what Only Fans is, Only Fans is 32:21essentially a social media platform 32:23where, you know, if you're interested in 32:24like exclusive content and everything 32:26with a creator, you can get access to 32:27it. Well, you know, over a few years,32:29like it's really porn, right? That's the 32:31majority of their revenue is like, you 32:32know, girls who are influencers and 32:35they're like, "Hey, like you can see my 32:36nudes on here." Okay, so Only Fans, you 32:40know, I'm not a fan of it, but like 32:42business modelwise, hell of a business 32:44model. Hell of a business model. So, let 32:46me show you what that looks like. All 32:49right, so for those who are driving,32:50here's the Only Fans revenue per 32:52employee. Okay, so per employee, Apple 32:56does $2.4 million in revenue per 32:58employee. Nvidia does $3.6 million per 33:01employee. Wow. Only Fans does $37 33:05million per employee in revenue, which 33:09is insane. Okay. And so that just it 33:12just shows like how good of a cash flow 33:14engine that is.33:15>> Well, a few about a I think a few weeks 33:18ago there was a circulation of news that 33:20Only Fans is looking to sell for like $8 33:22billion. Okay. Why would you sell a 33:25business like that? It's producing money 33:26left. I think part of it is because of 33:28AI. Because now like the production of 33:31AI models which I've you can see these 33:33AI models on Instagram looks so real 33:37>> and no and I hate to say but like 33:39>> a woman in the real world can't compete 33:42cuz it's like literally the perfect 33:44being right 33:45>> is being created and so like I feel like 33:47the other side of AI is that 33:50>> it's going to I don't want to say it's 33:52going to completely decimate Hollywood 33:53but like you know if you if there's an 33:56AI influencer on Instagram not porn 33:59related but just like an influencer.34:00Let's say like Brad Pitt but like times 34:0310 34:05studio might just pay like a quarter of 34:07the cost to you know use the rights of 34:10that AI avatar in their movies versus 34:12actually paying a Brad Pitt.34:13>> Yeah. I mean they certainly come with I 34:16mean the only issue would be the AI 34:18would not be able to then go on tours 34:20and do interviews. Well maybe if you 34:22>> Well maybe.34:25So so so here's so okay. All right.34:27Let's really make go get like like go 34:30down this like uncanny valley path which 34:33is okay well there's also like humanoid 34:35robots are being developed so you can 34:37develop a you can contract a humanoid 34:39robot pay somebody to develop like the 34:42skin for that right 34:44>> now you like Tesla humanoid robot but 34:47you know you have you know like this is 34:50you know it's wild 34:52>> it it is wild but that was part of the 34:54basis behind that Hollywood writer 34:55strike that happened recently 34:57One of the demands that they had in 34:59there and not necessarily unfairly is 35:01they said we don't want folks taking 35:04examples of scripts running it through 35:07an AI training it and then 35:09>> Oh, I didn't know that.35:10>> Yes. And it was a very real issue 35:12because they're saying, "Hey, we don't 35:14want you coming in and replacing us 35:16writers with just a chatbot coming in 35:18and writing scripts. we don't want you 35:20taking the scripts that we've created to 35:23use that and train an AI chatbot to then 35:26and that was a very real demand of 35:28theirs and it's a very real concern 35:30right because like you were saying it's 35:31like you could try to train an AI to do 35:33that now again getting back to what I 35:36was saying about marketing I would 35:38caution against doing that especially 35:40today tomorrow next week next month I 35:42don't think it's there right it's not 35:44quite there where you can just rely on a 35:46a to write a whole script just like 35:48there was a a leader of a business once 35:51asked me, "Well, couldn't I just replace 35:54my marcom department with chat GPT to 35:56just do all the content for us?" And I 35:58was like, "No, absolutely not. I don't 35:59recommend that." Right.36:01>> Right.36:02>> We're not there yet. I would say maybe 36:03not there ever in the sense that you 36:05still will always have that 5% as per,36:08you know, what the CEO Goldman Sachs 36:10said. You still need that 5% of human 36:13ingenuity judgment being able to tell 36:15nuance being able to tell hey does this 36:18message resonate with the market now 36:20given dynamic market changes uh is it 36:24going to be able to interact with your 36:25kos for you and you know build those 36:27relationships I would say no so you do 36:30still need folks for those very 36:32important functions that I simply don't 36:34think an AI will be able to replace but 36:36certainly when you're talking about 36:37doing content creation building models 36:40maybe whether they're human or not.36:41Yeah, perhaps I can take over.36:44>> Yeah. And again, like I'll give you an 36:46I'll give and again we're both marketers 36:48so I wonder what your take is. So when 36:50it comes to like AI taking a job like 36:52right now today today right now design 36:56and graphic design easily done by AI.36:58>> Wow.36:59>> That being said, I still deal with a 37:01designer because I don't have the design 37:03background nor the interest to spend 37:05time working with AI to refine design.37:08I'm just not going to do it. But it's 37:09just made it made, you know, let's say 37:11I'm using a contract design, it made 37:12them way more effective and they can,37:14you know, what would normally take them 37:15a few weeks to do, they can do it in 37:17like a day and deal with more clients,37:19make more money. I think I think that's 37:20sort of one of the positives of AI.37:22>> That's one of the positives. And I 37:24actually, so before I even, you know,37:26graduated from university, I did work at 37:29a design firm and it was interior 37:32design. So like decorating Hiltons and 37:34Marriotts across the country is 37:35essentially what I did. But it was 37:38interesting. I was asked by a family 37:39member to help renovate their house.37:41They wanted to completely redesign it.37:43And so I actually used an AI to help me 37:45do a rendering. I actually picked the 37:47exact products I wanted to use in their 37:49house, like the fabrics, the, you know,37:52to reupholster their couch with the rug,37:54the furniture. I actually put the links 37:56into an AI, took a picture of the room,38:00and I asked it to rework the room with 38:02all of these pieces that I had custom 38:04picked out for this family member. Did 38:06it get it 100% right? No, it looked a 38:09little bit funky. However, directionally 38:11it was like the colors, the textures,38:13the furniture design. It was close 38:14enough that my relative was like, "Yes,38:16that's exactly what I want. Go ahead and 38:18order everything." And I just placed the 38:19order. So, it was like close enough,38:22right, that I could at least move 38:23forward with the project, get it done.38:25And gosh, it's a lot easier than me 38:26going out and, you know, physically 38:28taking pictures or trying to, you know,38:30collage everything together almost like 38:32Pinterest style for this person.38:34>> Right. Right. And you know, I think 38:36again like the whole key here is just 38:38how do you start taking your own skill 38:39sets and scaling it on a day-to-day 38:41basis? Like what are some other ways 38:42that you personally like using these 38:44LMS? And again, I'm using that as an 38:45example because not every, you know,38:47chat GPT is one of many,38:49>> right? I mean really, I when I think 38:52about what we do as a marketer, right,38:53it's a lot of content creation,38:55especially when you're in a medtech 38:56startup. It's like I'm not just focused 38:58on product marketing. I'm having to do 39:01the whole gamut of not only product 39:02marketing and social digital social 39:04media marketing. I'm having to do, you 39:06know, creative briefs. Those are the 39:08kinds of things like especially a 39:09creative brief. I'm I'm using AI to help 39:12create that for me and then I'm 39:13fine-tuning it because that used to be 39:15something that took forever or for 39:17example like Canva if you want to try to 39:19create a PowerPoint presentation. you 39:22know, you used to have to like almost it 39:24was like an art project having to like 39:25fine-tune and create all the graphics 39:27and pieces that you would put into a 39:29PowerPoint presentation and now you can 39:32get there a lot faster using something 39:34like Canva and it looks beautiful,39:36right? So th those are other ways where 39:38it used to be something that took a lot 39:40of time and you have to spend so much of 39:43your time as a marketer doing these 39:45things like creating PowerPoint 39:46presentations, creating creative briefs,39:49creating an SOP, and now you can just do 39:51it so much faster. And again, like I 39:53said, these are very lowrisk pieces.39:55Again, it's not something that's 39:56necessarily customerf facing for me 39:59right now. It's still it's kind of hard 40:00for me to let go and let AI do things 40:02that are customerf facing. I just 40:03sometimes still don't trust it enough to 40:05do that. Not for all of it. Maybe for 40:07some pieces like you said if you're 40:08doing an AI voice over, but yes,40:11certainly a lower risk thing. If you're 40:12just trying to dabble in it, you know,40:14for anyone out there who's not using it 40:15at all, if you want to dabble in it,40:17start with something that's lower risk 40:19like a creative brief. Start with 40:20something lower risk like an SOP. It's 40:23something that is not a patient facing 40:25piece or customerf facing piece and see 40:27how it goes. And like I said, be 40:29prepared. It'll get you part of the way 40:30there and then the rest you need to 40:31polish yourself.40:32>> But I agree. again frees up so much more 40:34of my time because there's just so much 40:37you need to do and there's still only 40:39the same exact amount of time to do 40:41everything. And so it just helps you do 40:43things faster, do it with excellence,40:45right? Because you can just use that 40:46extra time to polish it and then it 40:49gives you more time to be strategic and 40:50really think about strategy. How are we 40:52going to take this to the next level?40:54You have more time to do that and be 40:56creative.40:57>> Yeah. And I think like you know in terms 40:59of the tools like to put it simply for 41:01marketers to use like I I think of all 41:03the LMS out there Gemini is probably the 41:05probably the most powerful and best one 41:06just because it's Google they own 41:08everything. So a lot of times I develop 41:11documents and reports whatever it might 41:13be from Gemini but then I go to chat GPT 41:17where I can train something that's 41:19personal whether it's to like one of our 41:21you know so for our clients every client 41:22of ours has a GPT specific to them based 41:24on their brand guidelines or product 41:26marketing etc. and so on and so forth.41:28And that way I'm able to feed those 41:30documents to those GPTs and just so that 41:32way it kind of gets better and better.41:33I'm not having to like restart a 41:34conversation. Even for the state of 41:36Metech, we state met we have a GPT 41:38specific for it. And so there's a 41:41ongoing thread that the GPT understands 41:44that once a episode's done, it creates 41:46like our transcripts, our show notes,41:49our YouTube posts, LinkedIn, so on and 41:51so forth. But again, just makes it like 41:53way way more easier,41:54>> right? Yeah. And we have one specific 41:56for Echo Health as well. So you do have 41:57that piece of continuity and then 41:59everything is for sure in the voice of 42:00the company written in such a way. So 42:03for example, it's not going to say 42:04diagnose because we don't we're not 42:06indicated for diagnosing heart and lung 42:09diseases, but we can detect those 42:10diseases and so it will know that it 42:13will know not to say diagnose for 42:14example.42:15>> Yeah. Have you seen any I guess new AI 42:18tools that are out there and that caught 42:20your interest to try and use? Like I 42:22mean for me the probably the latest one 42:23is Google view on the video side. I 42:25haven't used it yet though. I was trying 42:27to use it the other day, but I think I 42:28need like a little bit more work on it.42:30But any AI tools that kind of caught 42:32your attention recently?42:33>> For me, the one that you just brought 42:34up, the notebook one, I'm like, well, I 42:36want to try that. So,42:37>> you're going to like that one a lot.42:39>> Yeah, I have tried that one. So, I'm 42:40like, well, I'm looking forward to that 42:41one.42:42>> I think the other one because like the 42:43other thing is the quality of the data 42:46that the, you know, that the LM's 42:48trained on. So, like Gemini is like 42:50really good. The other one is X XAI's 42:52Grock is actually really good. That one 42:54I actually haven't used. I've used 42:56Gemini and I've used Chat GPT, but Grock 42:58I have not dabbled with yet either.43:01>> Grock is really good and I think and 43:02here's the reason why I think it's so 43:04good is first of all like if you go on 43:06so X formerly known as Twitter today,43:10you know, in the past like you know it 43:11was really just like short tweets and 43:13everything, but now like to actually 43:14grow on there it's really competitive. I 43:16think the smartest, like I love 43:18LinkedIn, but I think the smartest 43:19people in the world, they're all on X 43:21and and so to compete on X these days,43:24people are creating these extremely long 43:28in-depth threads 43:29>> where they'll go on a topic and they'll 43:31have like five or 10 X posts or tweets 43:34in a row and those each post will have 43:37like research attached to it. They'll 43:39have videos. They'll have all these 43:40things like for myself along with other 43:42shows like we upload the full podcast in 43:45video onto X. And so Grock is getting 43:48trained on all this data. Plus like I 43:50think X is currently the number one app 43:52for news,43:54>> you know, and so journalists all news 43:56related stuff is on there and as it 43:58relates to our industry,44:01a lot of physicians are posting research 44:03on X as well.44:04>> It's true. you know, and so that's kind 44:06of one reason why I've been like using 44:08EC Gromore. But but I'd say like my 44:11daily bread and butter is between 44:13ChatgPT Notebook LM and and Gemini.44:16>> Yeah. No, that makes sense because like 44:18you said, it's like you're using Chat 44:21GPT to fine-tune something that you 44:22created from Notebook. I mean, I think 44:24that's a very appropriate use of that.44:26So, I mean, you're way ahead of a lot of 44:28the other folks that are in marketing. I 44:30mean, I'm telling you, most of the 44:32people that I talk to, they still don't 44:34use.44:34>> What percentage of marketers in our in 44:36in all med device do you think 44:39use 44:41an LLM on a daily basis if you had to 44:43guess?44:44>> I mean, I would say it's probably more 44:46like 20% less definitely less than 30 44:49and that might even be 44:51>> I think that's really generous. I 44:53person, if I had to guess, I think 44:55honestly if you took all the marketers 44:57in our industry and looked at who uses 44:59an LLM on a daily basis, knowingly, by 45:02the way, knowingly, not like not 45:03unknowingly, like because it's like in 45:05Zoom or something.45:06>> I think it's I think it's like less than 45:085%.45:09>> Yeah, you know. Okay, that's a good 45:10point when you say knowingly. Yeah,45:12because I just feel like AI is so 45:13pervasive in a lot of the tools we use.45:15I mean, even just PowerPoint has AI now.45:17>> Yeah, knowing. Yeah, I was going to say 45:18knowingly. Yeah, that's 45:20>> when Yes. you're yeah 5% is probably 45:23more realistic if they're actually 45:24specifically going in and using it 45:26versus like it's just embedded in what 45:28you're using.45:30>> Okay, so let's do a little game here.45:32There's and technically this is not like 45:35too fantasy like because like it can be 45:38done but as a marketer if you can create 45:40let's say an AI agent right and by the 45:43way just so people understand LLM you 45:45have to directly interact with it an AI 45:47agent literally acts like an autonom 45:49autonomous being and does things okay 45:51>> if you were to create like an an AI to 45:54help you do something in marketing like 45:56what what would that one thing be 45:58>> marketing analytics like me.46:02>> You know what? This is why we're 46:04friends. That's exactly what I was going 46:06to say.46:06>> Yes.46:07>> Like like I need something to go and so 46:09to so tell us how you have to get pull 46:12marketing analytics today and what what 46:14would this agentic AI agent do?46:17>> So I I'm just going to be very upfront.46:19I am not a Salesforce expert by any 46:22means. Like I don't really know how to 46:24unlock and harness all the power that in 46:26sales.46:26>> Grace, just come on. Just say what you 46:28really want to say. wanted to say that 46:29I'm not a Salesforce fan. You can say 46:31that on the show. I 46:33>> I'm not a Salesforce fan.46:34>> Necessary evil, but I'm definitely not a 46:36fan and I don't 46:37>> No marketer, no marketer woke up and 46:38said like, you know what? I crushed my 46:40job today because of Salesforce. Thank 46:42you, Salesforce.46:43>> I So, it's just one of those things 46:45where it's like you have to deal with 46:47it, but it's like I I just like cringe 46:49inside every single time I have to go in 46:51there and like create some kind of like 46:53campaign tracker. And so like right now 46:55what happens like I mentioned I'd go to 46:57a conference or I do a marketing 46:58campaign and you have all of the leads 47:00or the contacts from that campaign. Now 47:04you want to track them over time and you 47:06want to see okay how are we interacting 47:07with them? Is their behavior changing?47:09Are they converting into an opportunity?47:11Are they going from an opportunity to 47:12closing? Well, it's a very clunky 47:15process right now and and dare I say 47:17very inaccurate a lot of times. And so 47:19if I could have an agent that could like 47:21if I could just like here's the list of 47:22all of the contacts. It's been formatted 47:25like they'll format it for me. First of 47:26all, this is what the agent will do.47:28Format it for me so it's in a Salesforce 47:29appropriate formatting. Then put it into 47:32a campaign. Create a dashboard for me so 47:35I can go in there and look at the 47:36dashboard on like a daily or weekly 47:38basis to see the progress of all of the 47:40leads that were put into that campaign 47:42and then be able to report out on it.47:44Like have nice little graphs that come 47:45out and say here's the change week over 47:48week. here's last month compared to this 47:50month and show trends. That would make 47:52my job so much easier because it's like 47:54now we're able to kind of measure, if 47:57you will, the ROI of all the campaigns 47:59you're doing and separate them out 48:01because sometimes you'll have multiple 48:02people or one person and they're 48:04involved in multiple campaigns. Like you 48:06have this one lead, but you interacted 48:09with them in multiple email campaigns 48:11and they also went to multiple 48:12conferences that you interacted with.48:14And then that's where it gets muddy. And 48:16so that would make my job so much easier 48:18and I would love that. And I'm sure it's 48:20just on the horizon, Omar.48:22>> Yeah. Well, I know not to get like off 48:24topic, like one of the show sponsors 48:26like Showad, they just released one of 48:28their their AI tools which essentially 48:30helps with automating a lot of like 48:32buyer experiences and things on the rep 48:35side and everything. For those who are 48:36interested, just go to 48:37shop.com/stateofmedtech 48:40and you can kind of see more. I so on 48:42the same topic like yeah same here like 48:44just for the show we have to produce 48:46like certain reports pulling data and 48:48like even me having asked my team they 48:51have to go into like Apple and then 48:53Spotify into all these different things 48:54to pull the data and I would love an 48:58agentic platform where I can I guess I 49:02guess the way it would work is like I 49:04would just give it the login and just 49:06say these are the things I want on a 49:08quarterly basis and it just pulls it and 49:10obviously if it's able pull the data can 49:11analyze it. So something that I actually 49:13so something I I I do myself and I 49:16recommend marketers do it is you know 49:18getting like a report from your HubSpot 49:21or Salesforce or whatever you use and 49:23like putting it into chat GPT and asking 49:26it to sort of interpret interpret it and 49:28give you feedback. something that I do 49:29actually on a quart um monthly basis now 49:32but definitely quarterly basis that I 49:33feed chat GPT I have like a thread and I 49:36feed it my balance sheet my P&L 49:39statement everything and I have it give 49:40me like some like I I tell it to treat 49:44me like Gordon Gecko the guy from Wall 49:46Street to kind of read these reports and 49:48kind of give me feedback as to like the 49:49health of my business and everything 49:51right 49:51>> you know so I think like it just it 49:53really helps when you use these LLMs as 49:56kind of a unbiased as objective third 50:00party to kind of look at things and give 50:01you feedback and also as like a creative 50:03partner,50:04>> you know.50:05>> No, I mean that that's a really good 50:06point and they have said that it could 50:08start to be that people are starting to 50:10look at their finances. They're starting 50:12to look I've heard some people train a a 50:14GPT if you will to or not a GPT but like 50:17an AI to automate their trades for them.50:20Like they're they have a portfolio and 50:22it's like pair trading back and forth.50:24I'm like it's wild what everyone's doing 50:26now. So, like I said, we're at the we're 50:28at the dawn of it right now, and it's 50:29not too late for anyone who's still 50:31sitting on the fence to kind of jump in 50:32with both feet and really learn to 50:34master it because I think to your point,50:36Omar, it's like we will not be replaced 50:38as marketers today, tomorrow, probably 50:40not next week or next month, but there 50:42will come a day where as a marketer, you 50:44could very well be replaced by someone 50:46else who is using AI and doing it 50:48effectively.50:49>> 100%. And just on to that to that point,50:51just so people don't think like this is 50:52a crazy idea to ask AI for advice and 50:55everything, I want to show you a clip 50:56because it's so iconic now. A lot of 50:58people forgot about this, but this is a 51:00clip from it. It says two years ago, but 51:02it might have been a little bit longer.51:04So, this is after this is Sam Altman 51:07being asked about chat GPD like right 51:09when it was being released like how it 51:11plans to generate revenue. And here's 51:12his answer. Grace, you can hear that,51:14right?51:14>> I can. Yes.51:15>> Okay. Okay. Let me start it over. So 51:17like you know this guy ra has you know 51:20raised billions of dollars on a multiple 51:22billion dollar valuation and his thing 51:24about like how we're going to make money 51:25is like we're just going to ask we're 51:26going to ask the LLM you know so I so so 51:29at this point like open AI has been 51:31trained on so much same with Gemini 51:33everything and I think it's worth you 51:35know a lot of times I use the LLM's 51:37almost like they're they're like 51:40individuals so I'll go ask Gemini its 51:42opinion on something I'll ask chat GPT 51:44right and I think that again I think the 51:47marketers are going to win in this new 51:49age of AI is not only the ones who are 51:51using the AI, but the ones who are like 51:53really creative. They're well read and 51:55they kind of come with different 51:56creative ways of asking the AI,51:59different questions, generating deeper,52:01you know, conversations and stuff. I 52:03mean, I don't know if you've done this 52:04yet, but like, so I have on my phone, I 52:07have Gemini, Grock, Notebook, LM, and 52:09Chat GPT, and I think maybe one other,52:11but with my chat GPT, I'll turn it on to 52:13voice mode, and I'll talk to it while 52:15I'm driving, and it'll talk back to me,52:17you know.52:18>> For those who for those who are curious,52:20I have I picked like I don't want to I 52:23don't want to have I don't want to hear 52:23a man's voice, so I have a British 52:25woman, you know. I really like her a 52:27lot.52:28>> I've noticed that. Yeah. People a lot of 52:30times they'll pick it's not only a 52:31woman's voice, but they'll pick an 52:32accent. So, it's like an Australian 52:34accent or a British accent or Yeah, it's 52:36interesting how we always like to choose 52:38an accent to pair with our whether it's 52:41Siri or your car or whatever it is.52:44That's funny. I'm not alone, Omar.52:47>> Yeah. And so, I think again like the 52:50best would you agree that the best 52:51advice is just to get started and just 52:53playing around with these tools?52:54>> Yes. Don't Look, here's the thing.52:57There's a certain fear and rightfully so 52:59around AI and I fully acknowledge that 53:01but it's not going away just like the 53:03internet.53:03>> It's not going away. Yeah. And not 53:05playing with it, not using it is going 53:07isn't going to do. By the way, so can I 53:10share something else with you and I'm 53:11wondering if you've talked to your team 53:12about this. So there is there's a large 53:17SAS company that I know the head of 53:18growth at and we were talking about this 53:20topic and he did a poll with his team 53:22and his team is like they have like a 53:24team of 30 30 marketers about do you use 53:27like an LLM and a lot of them said no 53:32and the reason why they said no I think 53:34it was something like 60% or 70% the 53:36reason why they said no is that they 53:37felt guilty because they felt that they 53:40weren't good at their job if they had to 53:42use an LLM.53:44>> Oh,53:44>> you know, do you think there's that that 53:46some level of guilt sometimes on on on 53:49marketers for using I I don't know if 53:51that's a thing?53:52>> I think yes. I think especially for 53:53marketers, another push back I've heard 53:55is there's concerns about copyright 53:57infringement. Not copyright 53:58infringement, but plagiarizing. So,54:00plagiarism and that's a very real 54:01concern, especially if you've got more 54:02of a journalism background and you 54:04understand the importance of 54:05>> Oh, right. Right. Right. Right.54:07>> You know, especially in the realm of 54:08content creation. So, I understand that 54:10concern, right? Which is why I say 54:12proofread. Definitely put your own touch 54:13on it. Don't just be like, "Okay, this 54:14is good enough." And put it out there.54:16Don't do that. But I would say that 54:18there is some guilt because when you 54:19think about the value that a marketer 54:21brings to the table, you're a very 54:24effective marketer if you can think 54:25outside the box. You can color outside 54:27the lines and think into, you know,54:29innovatively, right? Like, okay, you 54:32could be good enough if you do the exact 54:33same thing as every other marketer 54:34before you has done. It'll be good 54:36enough. But to be truly excellent and to 54:38be like a standout, you know, marketer 54:41who's really going to change how things 54:42are done, it takes some innovation. And 54:44I think there's the concern that's like,54:46well, if I'm just chat GPTing my way 54:48through life in my job, I am losing that 54:51creative edge, right? And I think there 54:53is or like you said, it's just like I'm 54:54picking the easy way out. And I would 54:56say it doesn't have to be that way.54:58really what it is. Free yourself up to 55:00do what makes you stand out and have 55:02that time to be creative. Have that time 55:04to think innovatively. Have that time to 55:06think strategically by removing some of 55:08the tedium like doing things like an SOP 55:12or something like a brief like it takes 55:14so long to do those things. Let it do 55:16most of the work for you and then let 55:18your creativity come through is what I 55:20would challenge folks to think of it 55:21instead.55:22>> What's going on everybody? Quick 55:23commercial break. Now, whether you're a 55:25sales or marketing leader in medtech,55:28let's be honest, when you think about 55:29your reps who are out in the field,55:31they're spending a lot of time not 55:32selling. Like, literally not selling.55:34And the reason why that's happening is 55:36because our industry is really outdated 55:38when it comes to sales enablement and 55:40sales excellence. Think about what your 55:41reps are actually doing if you really 55:43ask them. They're spending time updating 55:45the CRM, juggling administrative tasks,55:48uh, searching for the right piece of 55:50content before they talk to a surgeon.55:51They're literally at a disadvantage. And 55:54it doesn't have to be this way. That's 55:56not selling. It's it's literally just 55:58friction getting in the way of revenue.55:59This is why I've personally partnered up 56:02with Shopad for over the past year.56:03You've heard me talk about them before 56:05on the show. Shop is the first AI 56:08powered revenue effectiveness platform 56:10built for complex field selling. Um it 56:13brings together things like content 56:14readiness, collaboration, and 56:16intelligence all in one place. So you 56:18understand things like which piece of 56:20content is actually having the most 56:21impact and effect and more importantly 56:23how you can automate things so that 56:25sellers can focus on selling. Uh sellers 56:28can instantly find the right content 56:29with AI search, sharpen their pitches 56:32with AI roleplay, which is really cool 56:34to see and even build digital mutual 56:36action plans that stay in sync with 56:39buyers and accelerate deal cycles. Deal 56:41velocity and pipeline velocity is 56:43everything. Shop really helps that. So 56:45all this contacts essentially goes back 56:47and fuels Shoppad's intelligence layer 56:50surfacing insights and the next best 56:51steps to help sellers close deals 56:53faster. So if you're interested to learn 56:55more, go to showpad.com/stateofmedtech 56:59and you can learn more there. Now let's 57:01get back to the episode. I think it's a 57:03great way to put it. And maybe just to 57:04kind of add on to that, like I think,57:06you know, I was thinking,57:08you know, like right now, even when I'm 57:10in meetings, like I'll have chat GPD 57:12pulled up to go back and forth and come 57:14up with, you know, thoughts and ideas 57:16and everything. And so I was thinking, I 57:17was like, you know, if we go like, if we 57:20get crazy with this and say like 50 57:22years from now and we all have like some 57:24LLM AI implanted, right? Because I mean,57:27at this point, like the phone might as 57:28well be implanted, you know? It's with 57:30us all the time. So like at that point 57:32like you don't need to think right. So 57:34what's the what's left to do? I think 57:36the only thing left to do is like to be 57:39a vessel where you experience and pull 57:42in data and insights and everything so 57:44that way the you know AI model can be 57:46trained. So I think like right now like 57:48as a marketer if you say that if you 57:50pretend that like everything you do is 57:52automated and done by AI what's your 57:54role as a marketer? I think your role as 57:55a marketer is to constantly be getting 57:57more educated, looking for ideas,57:59pulling that creative insight and then 58:01pre presenting that to AI so we can do 58:03something with it. Because if you don't 58:04do that as a marketer or as a user, you 58:06know, AI is not going, you know, it's 58:09only going to give the output that's 58:10best based on the input that it's 58:12receiving.58:12>> Exactly. It's like, you know, if it's 58:13garbage in, it's garbage out. Like we 58:15always say, especially with Salesforce,58:16if you're putting garbage data in there,58:19you're getting garbage reports out. So,58:21it's the same thing. And that's why I 58:23think that would be again my challenge 58:26to anyone who's listening. Learn to 58:28become good at prompting your AI. You 58:31know, working with it, talking to it.58:33Like what would you've done, Omar? Very 58:34good example.58:35>> And as by the way, as we kind of like 58:37round things out a bit. So here I have a 58:39controversial question to ask you. I 58:41want you to be like very honest about 58:43this. Let's just say you go to a 58:44completely different company.58:46>> Okay. Do you feel like how necessary do 58:50you feel is how necessary do you think 58:51Salesforce is? Do you think a lot of 58:53companies can essentially just be run on 58:55a CRM like HubSpot? I'm a big fan of 58:57HubSpot. HubSpot is not a paid partner 58:59of the show.59:00>> I don't get a dime from them. I should,59:02but like I'm a big fan of HubSpot 59:04because it's everything that you need.59:06There's a part of me that I feel like a 59:09lot of the customizations in Salesforce 59:10for our industry aren't necessary. But 59:13again, I'm a startup guy, so like I 59:15haven't built I haven't like been at 59:17like a large company that's like scaling 59:18and you know has like hundreds of reps 59:20and stuff. So I don't know. I'm 59:22wondering what your take is.59:23>> I I think that's exactly what it is,59:25Omar, because like certainly they were 59:26using Salesforce when I was there at 59:28Boston Scientific and quite effectively,59:30right? And they had a whole team of 59:32people like it was a large team of 59:33people that was dedicated just to 59:35Salesforce. to Salesforce, right? Yeah.59:37>> To Salesforce. And so they were using it 59:39very effectively. But when you're 59:41looking at something like a smart 59:42startup like what I'm at, then yeah,59:45like you said, it has a lot of tools and 59:47customization features that maybe are 59:49not as appropriate when you only have 59:51like a sales team of like, let's say you 59:53have a sales team of five versus a sales 59:55team of 2,000, right, at another 59:57company. So I think it just depends,59:59right? So 1:00:00>> Got it. Got it.1:00:01>> I think they're Yeah.1:00:04>> No, not at all. I appreciate you coming 1:00:05on the show. So, real quick, just to 1:00:06kind of round things out, to have a 1:00:07little fun, we're going to do a little 1:00:08rapid fire questions. Okay.1:00:11>> So, first question is that you start 1:00:13over tomorrow as a marketer at a 1:00:14completely new company. What's your 1:00:16go-to tech stack that you know 1:00:19technology stack that like you have to 1:00:21function?1:00:22>> I I have to have my Google tools. I have 1:00:24to. So, Google Docs, Google Sheets, all 1:00:27of those things. It's very basic, but I 1:00:29have to have it. Your Gmail, everything.1:00:32>> All right. You got two other things you 1:00:33can add to that tech stack.1:00:34>> Uh, two other things I can add. Well,1:00:36then I want my Microsoft tools as well 1:00:38because I'm just used to it. Look, I'm 1:00:39old school. I grew up using all those 1:00:41things. So, I need that as well. And I 1:00:42need Adobe because I do a lot of 1:00:44creative work. So,1:00:45>> you know, I need to, believe it or not,1:00:47I need to use Adobe. I have not used it,1:00:49but their tools look phenomenal. They 1:00:52are. And I heard and I have a bunch of 1:00:54friends or at least B2B influencer 1:00:56friends who are Adobe ambassadors, and 1:00:57it looks like they have quite a good 1:00:58time. So, I should probably hit up Adobe 1:01:00at some point.1:01:00>> Yeah, I love it. Like I said, I know 1:01:02that sounds so basic what I said, but 1:01:04>> what's your favorite Adobe tool?1:01:06>> You know what? Just being able to edit 1:01:08things. Like I go in there and I edit. I 1:01:10mean that just the editor tool. I love 1:01:12it. So it 1:01:14>> Okay, so controversial question. So I 1:01:16know you use Canva as well. Everything.1:01:17Adobe or Canva.1:01:19>> Oh, I would say Adobe if I had 1:01:22>> Oh, really? Tell me. Okay, now you've 1:01:23piqued my interest because I'm a we're a 1:01:25Canva user here on the agency side, but 1:01:27I don't at least to my knowledge, I 1:01:28don't think we have Adobe. Maybe the 1:01:30team does and I'm paying for I don't 1:01:31know about it. I'm pretty sure now that 1:01:33would make me a bad business. I know 1:01:34exact I know everything we pay for. We 1:01:35don't have Adobe unless somebody on our 1:01:37team has it a license that's outside of 1:01:40our company and I don't know about it.1:01:42But tell me why you like Adobe so much.1:01:44>> You know what? It really just comes down 1:01:45to personal preference. It's not because 1:01:47Canva isn't good, but I grew up using 1:01:50Adobe so like I'm showing my age here.1:01:52Like I just am so used to it, right? and 1:01:54it's like I know how to tweak pieces and 1:01:57how to get it to look exactly the way I 1:01:58want it to. Versus with Canva, I just 1:02:01feel like it's still like I'm still 1:02:02learning how to make it do exactly what 1:02:04I want. And so for me, it's really just 1:02:06that like it's that inertia that you 1:02:08face when you're really trying to master 1:02:10something new. And it's always good to 1:02:11learn something new. It's good for your 1:02:12brain, but like if I have to say why,1:02:15it's really just comes down to that,1:02:16Omar. It's like I'm just more familiar 1:02:18and comfortable with Adobe.1:02:20>> Got it. Got it. Okay, that's fair. All 1:02:22right, question number two. We talked 1:02:24about continuing education, how it's 1:02:25important. Are there I'm going to leave 1:02:27this open. You can pick like one like 1:02:29non-b businessiness, one business, but 1:02:31what books do you feel like you 1:02:32recommend most often to people?1:02:35>> You know what? This again, you're going 1:02:37to laugh at me. I feel like sometimes 1:02:38when people say, "Okay, what's your 1:02:40superpower?" My superpower has been I'm 1:02:42extremely adaptable. It's like be like 1:02:44water, right? It's like you just keep 1:02:45moving. You don't let enough.1:02:46>> Oh, I like that.1:02:47>> Just keep moving. And one of the first 1:02:50business books I read was how Who Moved 1:02:52My Cheese? And I know it's so 1:02:53ridiculous, but it's 1:02:55>> No, it's a good book.1:02:56>> It's the power like don't let an 1:02:58obstacle make you just sit there and 1:02:59stop. Like just keep moving, right? Like 1:03:02be like water and just keep flowing. And 1:03:04I feel like that served me well in my 1:03:06career and it's my little superpower.1:03:09>> Got it. Fantastic. And then very last 1:03:11thing is, you know, post pandemic, I 1:03:15think everybody got addicted to just 1:03:16ordering stuff on Amazon, but like 1:03:18what's a cool Amazon thing product or 1:03:20gadget or gizmo you bought that's like 1:03:22under $200 bucks.1:03:23>> Oh, no. Under $200. Okay, that's 1:03:26>> okay. If it's over $200, let's just I 1:03:28need to change because everyone says the 1:03:29same thing. It used to be $100 and I 1:03:30upped it to two. Let's just say 1:03:32something cool you bought from Amazon.1:03:33>> Okay, so here's something I can't live 1:03:35without and I will just reveal. I'm a 1:03:37woman of a certain age. I try to not 1:03:39look like I'm a woman at a certain age 1:03:41and Metacube helps me do that. So, no 1:03:42free sponsors, I know, but I bought that 1:03:44gadget. It literally has 1:03:46>> What is this?1:03:46>> It's like all these different like laser 1:03:48tools in one feature. So, it has like 1:03:51radio 1:03:52>> Tell me 1:03:53>> tell me the name of it. How do you spell 1:03:54it?1:03:54>> Medicube. So, it has all these different 1:03:57features. So, when you go to like a med 1:03:59spa for example, and they have very 1:04:00powerful tools they use on your face,1:04:02but you're not going to go do that every 1:04:03day. You know, if someone's doing like a 1:04:06what I'm just trying to think like let's 1:04:08say you're doing a photofacial, you're 1:04:09trying to get rid of pigmentation on 1:04:10your face. Well, you're not going to go 1:04:12get that done every day, but you go pay 1:04:14all the money. You invest in that. Now,1:04:16you want to maintain your results.1:04:18Here's something that can help you do 1:04:19that and has all the different like 1:04:21frequency lights and pieces in your 1:04:23life.1:04:23>> Like the Medicube booster pro.1:04:26>> Yes. I swear by that thing. I do not 1:04:28live without that. I travel with I use 1:04:31it. you use it twice a day. So like you 1:04:35>> just Yeah. My morning routine. I got a 1:04:36morning routine and a night routine.1:04:38>> It just makes all of your product I mean 1:04:40you're if you're like me, you're 1:04:42spending a lot of money on products that 1:04:43you put on your face. It's just making 1:04:46it that much more effective.1:04:48>> Interesting. All right, I'm going to 1:04:50look into this thing.1:04:51>> I swear I 1:04:52>> I'm on camera so like you know I have to 1:04:54have like you know 1:04:55>> Well, that was the whole thing about 1:04:56post pandemic Omar. It's like I kept 1:04:58looking at myself on Zoom cameras and 1:05:00I'm like, do I really look like that?1:05:03And so they were saying that actually 1:05:04cosmetic procedures started skyrocketing 1:05:06after the pandemic because people 1:05:08started seeing themselves all 1:05:10>> Oh, that's interesting.1:05:11>> Yeah, I'm guilty of that, too. I was 1:05:13like, okay, I need to do something about 1:05:14this situation here. So,1:05:16>> I know that's interesting. You would 1:05:18think that people just use the filters,1:05:20but like, you know,1:05:21>> hey, you can't filter your way through 1:05:23life. You need to do something.1:05:25>> Oh, that there we go. That needs to be 1:05:26on a t-shirt. It needs to be on a 1:05:29t-shirt.1:05:29>> Someone was going to see you at some 1:05:30point in real life. IRL. So,1:05:33>> oh, facts.1:05:35>> Well, Grace, look, thank you. Thank you 1:05:38so much for coming on the show. We 1:05:40definitely have to have you back and we 1:05:41really appreciate it. For those who are 1:05:42listening, go give Grace a follow. It's 1:05:44Grace Hansen on LinkedIn. Any other 1:05:46handles you want to throw out there?1:05:48>> No, LinkedIn is great. I was about to 1:05:49say that's the best way to find me. And 1:05:51of course, follow me. I'll follow you 1:05:52back. So,1:05:53>> awesome. All right, Grace. Thank you so 1:05:54much. For those who are listening, if 1:05:56you enjoyed this, you know, another 1:05:57marketer who can benefit, send them this 1:05:59episode. As always, give us five stars 1:06:01and we'll see you next time. Thanks for 1:06:03checking out this episode. If you want 1:06:05to do me a big favor and join so many 1:06:07other people who have helped grow this 1:06:09podcast, take a second and look below.1:06:12If you're on Apple, give us five stars 1:06:14and write a short review. If you're on 1:06:16Spotify, just give us five stars. And if 1:06:17you're on YouTube, hit the like button.1:06:19And most importantly, if you can 1:06:21subscribe, we release so many different 1:06:23episodes that you may miss. Be sure to 1:06:25subscribe and turn your notifications 1:06:26on. You get extra points with me if you 1:06:28subscribe across all three channels.1:06:30Thank you so much. And if you felt like 1:06:32this episode helped you, send this to 1:06:34somebody who would really enjoy and 1:06:35appreciate it. Share and spread the 1:06:37love. We'll see you all next time.

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