data/Adarsj.txt

00:00:00:00 - 00:00:04:07
Unknown
Today I have with me others from IoT devices

00:00:04:07 - 00:00:25:04
Unknown
I use. Sync is the brand name brand name? From, Bengaluru, Karnataka based here. But others started about ten years back in 2014. After graduating, he started working on a startup with the help of, some mentors. In fact, we did it in Bombay, incubated in Sindh.

00:00:25:06 - 00:00:54:23
Unknown
And today he has, Medical Devices Company, a health tech startup based in Bangalore. Doing, great, covered already in Shark Tank and having raised about 2 million USD in funding a 70, member team and, doing business all across the country. Welcome others to this, conversation. Thank you. Thank you, professor. Thank you very much.

00:00:55:00 - 00:01:24:17
Unknown
So, as we've been discussing, since we met, this conversation is about taking you and taking IoT devices to the students. So, in the morning, I was talking to, a battery of, 100 campus ambassadors across the country who are helping build this initiative. Guess India, where we are essentially trying to help students take their first step.

00:01:24:19 - 00:01:46:22
Unknown
And, they would have, a couple of, students who are studying, you know, you know, medical degree, with the health care background. And I like, you know, we we also want to do something, but we've never heard, you know, about business, technology. All we do is bio. How can I can I become an entrepreneur?

00:01:46:24 - 00:02:13:10
Unknown
Right. So there are several questions that the students have. So. And, through Gas India podcast, we are trying to bring students closer to the entrepreneurs and innovators as well. And as you mentioned, one of the reasons you agreed for this interaction is that you also want to give back to the students. Yeah. So to this conversation, I hope that we will be able to bring, the reality of building a startup.

00:02:13:14 - 00:02:26:16
Unknown
Yeah, close to the students so that they can believe in themselves and take the first step. So, yeah. Okay. So let us get started. With this, we want to first of all, understand others.

00:02:26:16 - 00:02:28:15
Unknown
What is it that you're building?

00:02:28:15 - 00:02:35:12
Unknown
We'll talk about the, equipment that we have here, what you have built over the last ten years.

00:02:35:14 - 00:02:51:02
Unknown
We will discuss the business a little bit, technology a little bit. But most importantly then, I want to go back to 2014, when you were a student. And your journey in the last ten years. So tell us about the products to start with. Yeah. So

00:02:51:02 - 00:02:56:24
Unknown
around 70% of the deaths in India happened because of non-communicable diseases,

00:02:56:24 - 00:03:10:07
Unknown
including heart diseases, lung diseases, diabetes, hypertension, cancer and all in that when you look at, cardiac diseases, cardiovascular diseases, that contributes to around 32% of the deaths.

00:03:10:09 - 00:03:20:03
Unknown
That's huge. Right. And many a time the patient does not know that he has a problem okay. Right. So

00:03:20:03 - 00:03:29:13
Unknown
our aim is to make sure the monitoring and screening or detection of these diseases happens as easy as using a smartphone.

00:03:29:13 - 00:03:44:07
Unknown
Right. Both at the screening side as well as at the monitoring site. Okay. That sort of, you know, broader vision and how we do that is first we started with digital stethoscope.

00:03:44:09 - 00:04:13:18
Unknown
Oh so the scope is been there from last 200 years. Yeah. Not had changed from you know will last 1015 years. And on the other side we have here, you know the, you know, hearing technology is like AirPods and other things, which has got tremendous audio quality and everything. But still doctors were relying on the old way of listening, and we developed the first product, which added all the technological advancements into those older version.

00:04:13:23 - 00:04:38:23
Unknown
Okay. And doctor could listen to the better sounds. Yeah. That is yeah. The product. So this is a stethoscope. Correct. And typically you don't see this in stethoscope. Correct. And this is how you get it correct. I'm not that kind of doctor, but I do love to see it like this. Correct. And, then you put it on your heart.

00:04:38:23 - 00:04:55:21
Unknown
Correct. So there is a on off button. There is a volume control okay. So on and yeah I will keep it. There is a volume you can increase or decrease you know to keep it at the right. Yes. So this is a volume button here. Yeah. And I can increase the volume. Correct. Like this. Let me see what happens.

00:04:55:21 - 00:05:22:18
Unknown
Yeah. What do you want to hear. You know, to like, this way or this way. No, no, no, there is a notch on the side of the tube. Can you show where it is turned to? Here? Slightly turned here. Oh, I'll show you. Does it? Come on now. Like. Okay. Oh, can you press it? Okay. So let me put it here.

00:05:22:18 - 00:05:25:23
Unknown
Now.

00:05:26:00 - 00:05:58:05
Unknown
I will know okay, a little hot. Okay. So what it does, is it, records. So your heartbeat. So that is the live hearing wherein, doctor is just, you know, enhancing the audio quality and listening in the manual. The other thing is it can transmit data to mobile. Through Bluetooth. And then the data, either you can record it or share in real time, or you can run algorithms to identify abnormal heart sound or abnormal lungs song okay.

00:05:58:05 - 00:06:27:23
Unknown
So with the algorithms. So usually the heartbeat sound which doctors listen to and then do a sort of primary screening. Yeah. Whether there is something wrong that can now be recorded with this and it can be transmitted. So that can be helpful in sort of remote diagnosis in sending this data. What is correct? Okay. So mainly I would say in that case, like the specialists in India are very less in number.

00:06:28:00 - 00:06:50:01
Unknown
Let's say for example, of cardiologists, we have around 6000 cardiologist okay. But India requires 88,000 cardiologist okay. And we can't all of a sudden may, you know, replicate cardiologist. Right. So but technology can reach all the places and devices like this which will be used by even, physicians or even maybe a student or even nurses.

00:06:50:03 - 00:07:09:11
Unknown
And they will be able to record the sounds and they can share it to doctors, cardiologists, or even they can run the algorithm and find the abnormalities. Okay. So the reach of axis, of healthcare is what we are, you know, able to do and not just heart. So even the lung stones also. Okay, there are diseases like COPD.

00:07:09:13 - 00:07:28:24
Unknown
So third major cost for the third or fourth. But people do not you know, not aware of it. So what kind of diseases can you really detect with only the you know, sound off in the heartbeat. So what all diseases can you. Yeah. Detect. So in general doctors normally won't rely on a single parameter.

00:07:29:01 - 00:07:47:11
Unknown
Okay. They will take the sound in conjunction with the history of the patient okay. The other symptoms and all. So when we look at step what they normally listen is heart sound and lung sounds. And in heart. So if there is any abnormality there will be a murmur which sound will be heard. Okay. They call a normal heart.

00:07:47:11 - 00:08:13:16
Unknown
So we have heard in movies love the sound of kind of a sound. If there is any abnormality, there will be a murmur in between of it that will sound like loop the loop, stop because the, you know, the blood is flowing through some pressure, right? And that is the abnormal heart. So what a doctor looks for and in that will give you this is related to congenital heart disease and it will give indication related to valvular heart diseases.

00:08:13:18 - 00:08:33:03
Unknown
And again they need to go for a confirmatory like ultrasound or echo. This will help in screening the patient on the pulmonary side. You might have heard pneumonia then asthma, then COPD. All of these diseases will have abnormal lung sounds which doctors checks when they place it on the, you know, different parts other than heart. Sure.

00:08:33:04 - 00:09:00:17
Unknown
Right. So that of the, you know, device or this is a screen that can be screened. So who are you. How many pieces of this are being sold. Yeah. So more than 11,000 devices we have sold across India. How many in how much time that been around 2019, we started commercializing two telemedicine companies. 2020 when Covid was at peak, we launched for the, you know, the doctors.

00:09:00:19 - 00:09:29:11
Unknown
So for doctors mainly it's from 2020, 2020. Yeah. Okay. So in the last five years you sold 11,000 pieces, about 2000 pieces a year. Correct. Okay. Who is buying it? Primarily. Primarily it is purchased by I would say physicians, pediatricians or, and, you know, for them, they, they are, you know, I would say habituated to listen to sounds.

00:09:29:17 - 00:09:55:18
Unknown
And, you know, from the sounds, they will do a good diagnosis, they, you know, before even they send to echo or, you know, any scientist from their side, they do, you know, preliminary screening, and they will not directly send the patient directly. Right. So these, these doctors, they use their hearing ability along with the, you know, history taking to relay and come to some hypothesis about the patient condition.

00:09:55:20 - 00:10:25:00
Unknown
And mainly it's clinics. Who you know, purchase these products. Okay. Clinics. Yeah I see. So for a student thinking all of this. So when you were a student you started back in 2014. So 2014 was the not exactly the time when we started 2014, I got into this center called medic. Okay. So medic is biomedical engineering technology innovation center okay.

00:10:25:00 - 00:10:47:07
Unknown
It's a lab in Bombay under Professor Ravi. Okay. Again, the question is same. How can an engineer who does not know ABCd of health, how will you develop something? Right. So your, I'm an intuition was B.Tech. Yeah. In electrical. In electrical. Where did you do that? I did in in Karnataka. Okay. Under video. Video. Yeah. Okay.

00:10:47:07 - 00:11:09:21
Unknown
And, I was I would say working in in mnc lnt. And that is when this, you know, hackathon which was happening in Bombay. Conducted by matic. The aim of the hackathon was to give them know, how about developing a medical product. Okay. That was the aim of the hackathon.

00:11:09:23 - 00:11:32:23
Unknown
So me then tapos my good friend of the time, as well as, Doctor Raj, we three were the, participants, formed a team, and we were, in the hackathon for five days. Okay, so Doctor Raj is, he's honest artist from, from Mumbai. From Mumbai. We already know him. Yeah, through the, through the hackathon.

00:11:33:02 - 00:11:53:01
Unknown
So in hackathon, went to hackathon on your own? Correct. For five days. Yeah. You were in I.T. Bombay's B.Tech center, correct. And, you met Professor Number Raj, who is from Mumbai. Doctor number I did a doctor in medical, the medical, ACU medical. Okay, okay. You met him and then, Okay. So you met the person. So there was women friend.

00:11:53:01 - 00:12:14:14
Unknown
Before that, we really are under graduation together. No no no no. So it was out of, you know, I would say passion for electronics. There was this, site called ADX, like Coursera, Udemy, it excite at that time was the at peak. Yeah. So there was a forum, wherein, they were, you know, we were doing a course on electronic interfaces.

00:12:14:15 - 00:12:39:17
Unknown
Okay. So in that course, since I was in Mumbai, we thought of, you know, you know, meeting and, trying to build some cool stuff. That's when I met him and we were building hobby projects. One of the top questions among students. Okay, this question was asked today. Okay. You know, I don't know, you know, usually founders or students, they only have one skill and they don't have the rest of it.

00:12:39:17 - 00:12:58:16
Unknown
For example, I know electronics in your case, you didn't know medical. And then you find a doctor, correct. And the person is, friend. Right. For you. Correct. And then the team comes together and you, you know, ten years down the line here you are exactly. For a student question is, where will I find, the where will I find my co-founder?

00:12:58:18 - 00:13:16:16
Unknown
Okay. And sometime the question is, sir, you are in IoT. I have an idea. You know, you have all the technological prowess in i.t. Money with you, you know, can you build a product? Okay, so the answer to that question, you know, for the students is you have to find complementary skills. You have to find other people, other students, friend.

00:13:16:16 - 00:13:40:19
Unknown
And in this case, others found, doctor, number stage and toppers. The this started from that. So only I grew up you know example when I talk about the complementary skill sets required, you know, you know, startup. So I give you normal example of, cricket, like, everyone understands it more easily. And, I think, you know, we can agree maybe Ms. Dhoni or even Kohli.

00:13:40:19 - 00:14:03:19
Unknown
Top players. Yeah, but, my question normally I ask is, let's say if you have a team wherein all 11 players are like you Miss Dhoni. Yeah. And the other team not as caliber as, national level team, but even the state level Ramsey team. Yeah. The question is who will win, right. For sure it will be the state team because you have a complement.

00:14:03:22 - 00:14:26:06
Unknown
You need compliment. You need bowlers. You need batsman. You need keeper. You need spinners. Yeah. So even if you are having let's say someone from big institute, if you are not able to get complementary skill set, people, the team won't be complete, team will be complete. And how do you find the co-founders? The. You know, as I said, a big question now, was it this was not planned.

00:14:26:06 - 00:14:32:17
Unknown
This is coincidental. Just met the at the hackathon. So you, you know, did you plan that this would happen?

00:14:32:17 - 00:14:36:21
Unknown
Why did you go to, medical, you know, med tech hackathon?

00:14:36:21 - 00:14:40:18
Unknown
You you were an electrical engineer. Yeah. So also interesting story. So,

00:14:40:18 - 00:14:48:02
Unknown
I come from a very small town in, southern part of Karnataka. The place is, known for coffee.

00:14:48:04 - 00:15:10:10
Unknown
So tech mogul is the district name. Okay, so in that my mother was a nurse, and all my childhood I spent in a hospital quarters, and, in front of my house, on the one side, I could see House of a doctor. And, my mother wanted me to be a doctor. Okay. But, this doctor was the single doctor in the whole hospital.

00:15:10:13 - 00:15:30:07
Unknown
Yeah, I had seen the challenges he was facing. Okay, so, like, patients, you know, come from far places, wait for him to see him, even at night. So they, you know, they now the door even at night. Okay, so I thought if I become a doctor, this is my case. So I thought that's what become a doctor and I become an engineer.

00:15:30:09 - 00:15:45:06
Unknown
So that was the story behind that. But I had seen the. And now you come back to again, you know, get another doctor. Doctor. But you're helping doctors. But what they can do actively. So that was the back story that healthcare challenges I had seen, but I did not know I can do something.

00:15:45:06 - 00:15:51:20
Unknown
Then tapos showed me one documentary in which, engineers were building medical devices.

00:15:51:20 - 00:15:58:01
Unknown
Okay, that was a starting point that all you can being an engineer, also you can actually develop in medical field. Okay.

00:15:58:01 - 00:16:09:16
Unknown
And we try to understand more and try to build small project, you know, Arduino and very simple stuff. Using YouTube, we try to make this, you know, projects.

00:16:09:16 - 00:16:13:13
Unknown
Yeah. Not of any significant accuracy or any significant value.

00:16:13:15 - 00:16:34:22
Unknown
Yeah. Just for hobby. Okay. That time we came to know this hackathon was happening in it. That's when we applied for it. Okay. And it was almost like, you know, I would say kind of God aligned everything together. So we went there together and hoping to learn how to do this right. We just knew how to make some electronic circuits, not to develop a product.

00:16:34:24 - 00:17:03:15
Unknown
And in the hackathon, we got a framework taught by Professor Ravi and Doctor Patient okay that define, develop, deliver, deploy the frameworks for developing a medical product. Say it again define define, develop develop deliver deliver. Deploy deploy. So starting from defining the problem statement, understanding the stakeholders, understanding the pain points. Starting from that we were taught how to go about it.

00:17:03:15 - 00:17:27:20
Unknown
Yeah. That's when the knowledge related to development came to picture. And we made the proof of concept of a product. And then we joined the lab and then we develop the product. Now finally, we are here. Okay, let's not fast forward. We we want to go into detail. Okay. So what I hear is, childhood, you have some memories, right?

00:17:27:22 - 00:17:54:04
Unknown
You wanted to escape becoming a doctor. You had a friend, he showed you a documentary. There was YouTube, there was internet, which was available. Okay. And then there was a hackathon. Correct. And, and then there was God aligning on aligning all of this. So the question for students is how do I find an idea? Several people have an idea when when I meet them, like, I have this idea, I want to do something like this.

00:17:54:06 - 00:18:13:22
Unknown
And others like I like. I'm fascinated by how entrepreneurs are building what they're building. And can I also do it right here? Where do I find and I find an idea? Okay, how do I know a good idea? Right. So what? And I have spoken to some student entrepreneurs before, and there is one common link that they figured out, which is childhood.

00:18:13:24 - 00:18:41:24
Unknown
During childhood you have some memories, you have some experiences. You have something that shapes you, something that inspires you. Either you know, sends you away from it or attracts you, you know, attracts eventually attracts you, and friends, and whatever is around you and of course, what all is becoming available to us. Technology, you know, YouTube content that we can consume freely.

00:18:42:01 - 00:19:05:08
Unknown
All of that is, creating a lot of opportunities for students today to identify problems. So, listen, be observant, talk to people, see what is around you and the problems are everywhere. Yeah. I mean, if you just go in a vehicle to any, they are one to you, to a place, or if you even if you want to do something in healthcare, just visit hospital.

00:19:05:11 - 00:19:35:23
Unknown
Yeah. Just talk to some doctors. See patients. You will get so many problems. I recently came across, something called a Jedi theater. Do you know about it? No. I think, somewhere in, MP, there is this Jagat Yatra, which is organize a group of students or, you know, enthusiasts. They are sponsored by a government MLA or, you know, something, somebody and they send people across country in a train.

00:19:35:23 - 00:19:58:03
Unknown
Interesting. And it's called Jagat Yatra. You observe the culture, you observe the problems around you observe the society, you observe everything that you see and you come up with, you know, thoughts, solutions. Interesting. So, you know, I was thinking correct for student. That's an amazing the thing to do of take, take a tour. Everyone wants to travel after this movie.

00:19:58:03 - 00:20:20:23
Unknown
What is it? Is it. No, this is ridiculous. In this movie I don't know whether this is I think this is the right name, that movie. After that everyone wants to travel literally. And then they. So why wait for 40 right now only can take the jaggery through yatra now and observe the problems that are around you.

00:20:21:00 - 00:20:48:17
Unknown
Okay. So now let us go to this framework define, develop, deliver, deploy. And this is a good way to understand now in the beginning you didn't want to be a doctor. It comes to that and eventually you are here helping the doctors. And now you're saying pediatrics are, pediatricians are, some of the customers. Now, when as a student, I think of medical field doctors.

00:20:48:19 - 00:21:08:21
Unknown
And if I'm from non-medical background and every everything appears to be same. Doctors are all doctors. And then you think pediatricians are buying my, stethoscope? How do you decide who are you going to sell it to? How are you going to decide who has the problem? What is the problem? So how did you do the first step of defining.

00:21:09:01 - 00:21:38:03
Unknown
So in defining normally we will have to do immersion. So in with respect to medical it is called as clinical immersion okay. Wherein again you need to get exposed to different types of problems. Who are facing the problem. Is there any willingness to pay for solving the problem when you are understanding and meeting many of these people, you will get a set of, I would say, set of issues or set of problems faced by certain set of, you know, I would say stakeholder.

00:21:38:05 - 00:21:55:06
Unknown
And once you get a hint of that, you will have to again use scientific principles to again interview more. Yeah. And understand whether the problem is worth solving. There is people will be paying for it and other things. And once you are able to do that, you will be able to price it also currently, what is the solution?

00:21:55:06 - 00:22:20:00
Unknown
What is the alternate? If you know your product doesn't exist, how people are going about today and, what will be the willingness to pay that all discovery will happen? Once you are knowing the problem, the stakeholder segments are not. So you're saying you have to immerse yourself, with the context of the user, correct. Wherever the problem prevails, according to you.

00:22:20:02 - 00:22:42:12
Unknown
You said immersion, clinical immersion in social sciences. We call it ethnography. Okay. Methodology. Different names. Yeah. Same meanings. And design thinking, we call it empathy. Empathy, empathy. So before you define, you first empathize, then you define, and then you prototype and test and so on. Yeah. So I think this is something for students to take away.

00:22:42:14 - 00:23:08:21
Unknown
The very first thing when you're looking for a problem or you have broadly identified a problem, be around the users, be around the customers and observe, take notes, immerse yourself in that environment. So, let's talk a little bit more in detail. How did you do it? So, clinical immersion. What did it mean? Did it mean you going and sitting in the doctor's lab or doctor's office?

00:23:09:02 - 00:23:28:11
Unknown
What did it mean? Yeah. So I think a lot of, you know, I would say the learnings that happened in that phase. So. So after the hackathon, we joined the lab, full time and a professor a b so first, once you join, meaning as a researcher, you can choose to, join or you have to go through a select.

00:23:28:12 - 00:23:59:18
Unknown
Yeah, you have to go through a process selection process. Okay. So since we had shown some promise in the hackathon okay, we got the option to continue further. Okay. And that is when Professor Ravi kind of, you know, started guiding us how to go about things. Okay. And in that I remember first two weeks, since we were all neuro engineers, what we knew was, you know, just to find, the electronic components, kind things and, you know, so the working part of a whatever, you know, and I will put it to use that is what we will do here, professor.

00:23:59:20 - 00:24:24:02
Unknown
We made sure we do not touch electronics for first couple of months. He said close all those things. Keep it aside. He said, go and meet doctors I is it. Go to medical college, go to government hospital. Go to different stakeholders. Try to understand what you are building. What is the problem with it, what solving. Okay. That's when, me and Thomas, we started, what I call approaching hospital.

00:24:24:04 - 00:24:57:11
Unknown
Doctor who was guiding us. Yeah, in those process. So we went to a good hospitals, like, you know, the, KTM hospital, JJ hospital, then, Hinduja Hospital. We got good, time from doctors, top doctors, Doctor Lancelot Pinto, then Doctor Nagesh, automatic, doctor. And all of these doctors gave us time, and they gave the, what you call, I would say the perspective from them that what are what are the things which are happening currently which can be done better.

00:24:57:13 - 00:25:23:20
Unknown
Two questions here. One is, you know, one is observation and a message for students, which is that, you know, no. When when we have a hammer, everything looks like a nail. A you are a electronic engineer and you will try to solve every problem with that knowledge. Electronics. Right. So it's amazing that Professor Lovely said no, no touching the electronics.

00:25:23:22 - 00:25:48:21
Unknown
Go to the field, observe, the environment where the problem exists. Wonderful. Second, when you are a student, you are a recent graduate, and then you become a researcher there, right? You are going to all these big hospitals. Why would they talk to you? You have no credibility as a student. Yeah. So that, I would say, I know the center helped us, and I think that is where the ecosystem also plays.

00:25:48:21 - 00:26:15:07
Unknown
Yeah. Doctors are very busy. There are already so many patients to see. Yeah, very difficult for them to even give time to anything else. However, when ecosystem plays its role in meetings are possible. And even I have seen doctors who are very passionately want to talk to engineers. Yeah. This is one of the bridging gap that professor was trying to solve, which was, his he was, you know, to tell a joke.

00:26:15:09 - 00:26:34:18
Unknown
Doctors and engineers don't meet often, either. When doctor engineer wants a surgery or, doctor is, sending his son or daughter to all Indian colleges, or you want to build something, you know, in his home, they. So. Okay, we all work in silos. Yeah. That is what also need to be broken, right? We all need to break our silos.

00:26:34:18 - 00:27:01:15
Unknown
Talk to the other counterpart. And I think now it has become much better. Online groups are there. So many I think facilitators actually owning it actually. You know, breakthrough innovations happen at the boundaries of disciplines, not within the discipline sector. That's one of the very important point to discipline. They have to talk to each other. Okay. Great. So we are defining and I was asking you how did you actually define the problem?

00:27:01:15 - 00:27:19:06
Unknown
The answer to that was immersion. To do the immersion, you actually went to the hospitals and interacted with doctors, sat with them, observed them, and you had to get credibility for students. You know, this is a, important question. When they have to go out, talk to their potential customer. How? Why? When the doctor. Ma'am. Just a student.

00:27:19:06 - 00:27:41:19
Unknown
Correct. Once they ask a question which looks stupid, they will say, you know, I don't know as I square right, they don't have that confidence, not all of them. So the answer to the question, at least, at least in other case, was at the center where he was working the lab, the professors that helped. So you associate yourself with, certain local ecosystem or within the university, which has some credibility.

00:27:41:19 - 00:28:04:19
Unknown
You become their part, and then that helps you talk to your potential customers. Okay. That is defined. Let's go to next step, which is develop that. Tell us about develop. What does it mean. Yeah. So the end outcome of define is a problem statement. Yeah. Okay. And then the functional requirements. And what exactly that functional requirement should do.

00:28:04:21 - 00:28:28:12
Unknown
Okay. So develop phases mainly quickly to build a proof of concept of that. Okay I did say next step but let me bring you back to problem statement. Tell me about problem statement. What was how did you did you formulated meaning. Is there a template for it? Do you write it in a certain way. And you said functional requirements, which is, you know, quite detailed.

00:28:28:14 - 00:28:54:02
Unknown
So tell us a little bit more and then we will go to develop. So, so the problem statement is something how do you define the overall, you know, research that you have done and put it in a single sentence. Which kind of makes what you are going to actually develop. Yeah. Right. And you will not exactly tell what exactly the thing you are going to develop.

00:28:54:04 - 00:29:15:07
Unknown
But you need to, you know, very high level, you need to define what you are going to make maybe, maybe for example you will in our case it was a way to listen to better sounds and way to record and analyze. But you know, the heart and lung sounds. This was the problem statement for us.

00:29:15:07 - 00:29:35:14
Unknown
So then you are actually not talking about what you are going to make. You know, you just need to mention the, because you will get biased. If you say, I am going to make, amplifier, then you are biased. Then you will actually make an amplifier, even if the problem doesn't really if there was a better way of amplifying with audio in electronics.

00:29:35:14 - 00:29:57:22
Unknown
Yeah, we will miss those if we are adding solution to the problem statement. Okay, okay. So that was the problem statement okay. What was it in your case. Yeah. It was or away or or device or even not to add device a way to listen to better sounds. Way to record the heart and lung sounds and I say sounds.

00:29:57:22 - 00:30:20:10
Unknown
It is all heart and lungs. Right. And a way to analyze the heart and lung. Sounds okay for screening, and monitoring the, heart and lung diseases during the. And when you were going to the clinics, when you were going to hospitals and talking to doctors, were they pediatricians? What kind of doctors were you talking to? Yeah.

00:30:20:11 - 00:30:52:07
Unknown
So what was mainly happening was the people whom we met, these were specialists, okay. And these were cardiologists. Okay. And these were pulmonologist. Okay. And the the problem which was coming to them was there are these diseases cardiac and pulmonary, which are I would say, not diagnosed at the right time. Right. And if it is diagnosed at the right time, the patient will have a very good outcome.

00:30:52:09 - 00:31:16:12
Unknown
So his outcome was can we build tools which will enable better detection. In the you know tier two, tier three. Tier four places. Or in or I would say even the physicians. That was the problem treatment that we got. Okay. But the end user eventually will be pediatricians and physicians. But the people who you know told us what need to be.

00:31:16:12 - 00:31:31:11
Unknown
What is the problem. Is it specialist. It is because finally they were the one who are facing the I would say, you know, facing the propagation of or delayed detection or, and, you know, finally they need to do surgery. So problem

00:31:31:11 - 00:31:37:03
Unknown
was identified or stated by someone else. Yeah. And product today is being sold to someone else.

00:31:37:03 - 00:32:05:19
Unknown
Exactly. What happens. Is it isn't that, contradicting how, you know, you go to someone, they say this is the problem eventually when you build the product because selling to someone is correct. Who tells you problem is not actually the customer of the product. So. So what what basically happens is when you're going to, let's say in healthcare specialist, these are the people who see, you know, day in, day out, these abnormal cases and patients with abnormal conditions.

00:32:05:21 - 00:32:27:07
Unknown
And they ask question why this is happening. And the underlining condition was that if they had come early, then they could have got a better outcome. They are coming, you know, in stages when it's very difficult for them to do anything. Okay. And many a case what happens. We rushed to hospital only when we are completely sick.

00:32:27:07 - 00:32:51:19
Unknown
Right. We are not able to do anything. Then only we rush. Yeah. And, if we are able to get better screening at the first time when we are going to a place, then the what you call, I can get better diagnosis, I can get better surgery or therapy. Versus when it really becomes very big issue, then I am directly ending up in ICU that time.

00:32:51:19 - 00:33:10:23
Unknown
These are the doctors who are going and taking day and they are telling you you should have come much early night. Maybe I can give example of congenital heart disease, which I was saying. Many congenital heart diseases are actually discovered when the mother, who is about to give birth to his child, comes to a hospital. That is when they were.

00:33:11:00 - 00:33:32:20
Unknown
They are able to get to know this woman had a problem from this childhood. This is the case because it was not detected. Even I met someone very recently last month working in a very big bank. She was around 26 year old. Okay. She did not know this. She had a disease. Okay. And then she had to operate and things like that.

00:33:32:22 - 00:33:55:09
Unknown
So these are the, you know, the things which if it is detected early, then the outcome will be better. And who is going to detect early? It is again, not the specialist, it is the doctors in you know, in tier two, tier three places or even the physician, because you go to physician first, you go to go to cardiologist for your primary problems.

00:33:55:11 - 00:34:21:05
Unknown
Okay. I'm worried. No, no, not at all. So anyone could have this heart disease and they may not know about it. Correct. They will. I mean, the symptoms are shortness of breath, which means, you know, difficulty breathing or even, you know, when they're climbing difficulties. I will not make a conscious, but, this and that is why the, what you call the that's side as well as higher.

00:34:21:07 - 00:34:39:13
Unknown
And again, I mean, with that motor, we have our upcoming products to make it possible for you to check at home, I see. So. Right. So let's go to the in the second product. So this is, the device now that I can buy and keep it at my house. Correct. And, this connects with to the school.

00:34:39:19 - 00:34:55:16
Unknown
Yeah. If the doctor is there, he can listen to the sound. So. So this is a recorder. So I put it here and record it. Yeah. And then I can transmit to the doctor, correct. Through Bluetooth to my phone. Cut out doctor or I take it to the doctor and doctor plugs it in and place this on and listen to it.

00:34:55:17 - 00:35:21:14
Unknown
Correct. So one is the sound, but we are adding ECG as well eg to this. Yes. So it has capabilities as good as the normal as good as the normal existing machines. The main point is when we look at heart, heart has two things electrical activities and mechanical activities. Say electrical activity is checked by mechanical activity is checked by the sounds.

00:35:21:16 - 00:36:06:07
Unknown
So we are having EKG and phono diagram in the same device. This will also check the electronic electrical activity which is activity eg. Yeah. As well as the mechanical activity which is the phono. Yes. So both heart sound lung sound as well as ECG we can get from this device. And this is designed for people at home, you know, abo age of let's say 5055 who are at risk, let's say having high, you know, high, lipid profile issues or other comorbid comorbidities, they will require, you know, if they are having a symptom, we want them to check first and not neglect, because this is us are becoming very increasingly killing people's life.

00:36:06:07 - 00:36:27:10
Unknown
And we want to make sure it is screened or it is checked at the early stage and people don't end up dying. Is this a replacement for Icsi? So existing Icsi, SA at hospitals or at clinics, which you have a very big machine, comes up with a printout. This is for consumers or small clinics, I understand that, but is it as effective?

00:36:27:13 - 00:36:50:03
Unknown
It is as effective. It gives the same data yes to the same data. So the electronics which revolution which has happened, why do we have those. Is it is they they cost like what by one lakh by existing is. No, no, no. I mean for a consumer it cost ₹5,000 at one time, right. If I get an EKG because the cardiologist is also diagnosing the and that is right conditions.

00:36:50:03 - 00:37:14:23
Unknown
Right. And I mean, yeah. How much is this for? So this, the, you know, the retail price we are, you know, finalizing that part. Okay. But we will be giving it on rental also rental or for patients with cardiac issues, but this will be much cheaper than the machines. Are that okay? That's revolutionary. Yes. And then not just this one.

00:37:14:23 - 00:37:38:17
Unknown
We are adding VIP machine. We are adding or, you know, the the ring as well as the band, which I mentioned. Let's see the data. Yeah. Okay. Why don't you give a demo to show the ring we have seen already? It is becoming no familiar with, wearable market. People are now tracking fitness and things like that.

00:37:38:19 - 00:38:04:22
Unknown
What we are trying to do is there are data related to sleep steps, heart rate, which we can track using this technology, which we are adding to existing data available. So we have medical devices like OECD, BP which can track medical data related to SCD, BP and other things. But there are other data like sleep steps, heart rate that we can get from a wearable like this.

00:38:04:24 - 00:38:37:19
Unknown
And it goes very with our lifestyle, because I am wearing this and I can just walk and go anywhere, this has a display, I will be able to see the number of steps I have taken, yeah, number of my heart rate, my and my other parameters. Not just that it also has a trigger. And then if I want to remind the patient for a medication or for doing exercise or for checking a vital like, I know blood pressure I can do for indication from the app and all of this gets connected to the app, and app is in multi-language.

00:38:37:21 - 00:38:54:09
Unknown
It enables people to connect to this device, send the data to a doctor, family members to track, and all of this we are launching in next two months. The name we are calling it is Future Care because this is the future of the care.

00:38:54:09 - 00:38:56:21
Unknown
Okay. And doctors,

00:38:56:21 - 00:39:03:08
Unknown
they accept I mean do doctors are doctors today open to taking the data from a ring or from this.

00:39:03:08 - 00:39:30:05
Unknown
And then actually basing their diagnosis on it. Yeah. So this is a very important question. I would say currently there are many variables fitness trackers are claiming as health trackers. That is, I would say, not the right way of putting it because doctors are not going to believe in wearables directly as a raw data, even if DL, so does not, permit this for tracking the health.

00:39:30:07 - 00:39:58:06
Unknown
It will require a clinical study validation in a hospital, and the the CDC will use our manufacturing license as a medical device. Those are the data sources what doctors are going to rely on. So our medical devices have passed through that regulatory, and these are all certified by the bodies as a medical device. These variables, this will act as a, you know, parameters only.

00:39:58:08 - 00:40:15:11
Unknown
But already we are in a study to make that also part of a medical device. Okay. So this is not in the market yet. Not in the market yet. This is also not in the market that we call the manufacturing license. We be taking again two months. We are planning to launch this I see and it's a ring.

00:40:15:11 - 00:40:41:03
Unknown
So you are making different sizes. Yes. There are different sizes and it can go at any of the finger. But we prefer for the index finger for index finger because the accuracy is much better in this. Any astrological implications? You know, you can't just be waiting or there is some people like that. So can I really put this and it won't, you know, mirror grain, etc. if you are scientific.

00:40:41:05 - 00:40:47:19
Unknown
So it will not. But it is stuck to my finger. Can I keep it?

00:40:47:21 - 00:41:17:17
Unknown
I think we will reserve one for you. Sure. This is paired with my data. So okay, there's a bit of thing. Okay, so let us I will try to get it off in the meantime. No, there's no anybody. Yeah. So where will we define develop deliver, deploy. And we were defining the problem and we were saying who would buy and how we were saying the problem is, faced by someone as someone else defines the problem.

00:41:17:17 - 00:41:41:00
Unknown
But now different doctors are buying, this product, at least at the pediatrician. So why are you selling most, most sales made today of this stethoscope are two pediatricians. Is that the physicians and pediatricians? Both. Both of them. Yeah. Okay. Okay. So pediatricians, what is the use case for pediatricians? So so maybe I can want to inquire.

00:41:41:01 - 00:42:09:19
Unknown
When we were validating the problem, we also met physicians and politicians for validation of the problem. Okay. And, the current pediatricians, the reason they buy is they can get this hard sound as well as so, and they'll be able to listen to this sounds very clearly. And any of the abnormal murmur or crackling sound, they'll be able to listen to it much better, maybe mainly in cases like pediatricians.

00:42:09:19 - 00:42:24:04
Unknown
The baby heartbeat is very fast, but like 120 beats per minute, you know, beating very, very fast. If there is any murmur, it is difficult to catch. Yeah. So our device enables the detection. That is the reason doctors, pediatricians purchase.

00:42:24:04 - 00:42:46:06
Unknown
For physicians, it is mainly the, you know, the chest region of some patients will be very thick and with normal scope. You can't listen to those sounds. Since we are having good enhancement. Doppler can amplify those sounds. Okay. And you know, the detailing that the doctor can get is fascinating. And that is the reason, you know, the physicians purchase.

00:42:46:12 - 00:43:07:16
Unknown
Okay. Got it. So that's why, you know, for pediatrics, detecting some some diseases, abnormalities and abnormalities early on that kind of portent. And as you said earlier, only when some you know, females, when they go into labor, when they're having a kid, then it is figured out that they have a heart to correct. Okay. Got it. Let us now jump to the second step.

00:43:07:16 - 00:43:35:08
Unknown
Define. Develop. So what is develop? How do you do it? And hardware product. Hardware hardware moves very slow. We understand getting the material. And also in India, do we have, sufficient, in-house capabilities to develop to manufacture. And then there is all this licensing approvals and medical devices. Right. So this step is going to be very interesting.

00:43:35:09 - 00:43:57:05
Unknown
Tell us about developed. Sure. So again I can again mentioned hardware is hard. Yeah. It's not that easy as developing app. Yeah. However that is again an entry barrier for someone to enter as well. If you are able to make it. Yeah. For the competition it could take more time to refine their product. Right. So again that is where the complementary skill set came in.

00:43:57:07 - 00:44:25:04
Unknown
The US was already good at electronics getting components from across the world. So components like capacitor resistors or the sensors. So he knew exactly how to get components like electronics. Yeah. And, we kind of made our first proof of concept very quickly. By adding I know the things required only for the functional prototype for as in functional requirements I mentioned.

00:44:25:06 - 00:44:45:08
Unknown
So functional requirement is you are putting what is the functional requirement number one. Okay. What is the functional requirement number two. Let us name it short. What was number one. It was amplification only sound announcement okay let's stick with this number. Okay. So that was the first functional requirement. We just had to make that prediction. That is it.

00:44:45:10 - 00:45:09:12
Unknown
Not to worry about the form factor. Not to worry about, how it will look like. No. So you said the proof of concept? Yeah. Now, the functional requirement in the problem is to amplify the sentence around the hard volume. So how do you build a proof of concept of this? Yeah, I would say, you know, if you have learned engineering in second year, third year amplifiers are taught in our engineering.

00:45:09:13 - 00:45:29:24
Unknown
Okay. Like for me, in my case, I had forgotten all those. But you, you you didn't want to become a doctor then in engineering. And then you say you forgot the engineering in my engineering. My days were all spent on headaches and all this kind of forms. So you become more extracurricular than what is told you to learn.

00:45:30:02 - 00:45:53:18
Unknown
Okay, but that helped again sometimes. Okay. We kind of knew how to build, circuit for amplifier. Amplifier? That connects back to the project, which me and us were doing. Okay. We were actually building a small robot which can sense and which can move. Okay. So we already knew how to sense signal size so that learning was there from that project.

00:45:53:20 - 00:46:17:18
Unknown
We made that more I would say enhanced version and that itself we put it in box and we you know wanted to show it to doctor. Well again there is a funny story on that as well. Okay. So professor wanted us to make sure we meet customer or potential doctors and get feedback early on not to wait until everything is over.

00:46:17:20 - 00:46:42:06
Unknown
Really nice. So since he was pushing us to do this, doctor number, we asked him whether he's available. He was practicing in a rural hospital at the time. Yeah. So he said, he want to. Is available, is traveling, but is available in, the CSD station or called as VTL terminal in Mumbai. Okay. So to me, we wanted to get feedback about the amplification.

00:46:42:08 - 00:47:05:00
Unknown
So we packed everything and it was very you know bulky device. Yeah. You might have seen a SMPs converter which looks like a aluminum, you know, aluminum, casing and things like that. So we went with that. We went to this CST station. It was, first floor hotel. We were sitting like this, like this.

00:47:05:00 - 00:47:31:23
Unknown
And, doctor was sitting on the other side, was sitting beside me, and, this place, was a very interesting place. So Topaz took this, big box, and he started connecting cables, and, people surrounding us became very anxious. Oh, yeah. You in Bombay? We were in Bombay. And that's where the railway station. It was like.

00:47:31:23 - 00:47:52:02
Unknown
Yes. Lugging wires immediately. Like flicking wires. So the hotel people just started to look, you know what is going on. That is when, lesbian couples were in a different mindset. We were like, let us get the feedback about this. Yeah. So we realized. So what he did, he put a he had a state, he took the state.

00:47:52:04 - 00:48:18:13
Unknown
And, you know, so that he's a doctor and it's no nothing explosive going to happen in. So that gave us an insight okay. That the look and feel of a medical device. Yeah. You can't drastically make something different. So that again we went and validated. So all of that learning finally we made in this form factor. Yeah. So that it goes to existing to the school without changing the look and feel.

00:48:18:15 - 00:48:41:13
Unknown
So I would say every interaction with the customer that time gave us one more insights and we build on top of it. Now I think this great learning. In the class we teach this Lean startup methodology. They measure learn they build something, go to customer, measure the feedback, learn from it, and then rebuild. So that's something in hardware it's absolutely more essential.

00:48:41:13 - 00:49:01:02
Unknown
Correct. Because you have to spend money on this. If it is, software, then you are coding this is your time that are investing. You know, you all the that as a precious. But as a student you have that a lot. But what you don't have as a student is money and resources, access to labs. You know, making a hardware product is much more difficult.

00:49:01:04 - 00:49:28:02
Unknown
Therefore, it's all the more important that you talk to customers and you build what they want. Kind of you build something which will, sort of functionally solve the problem. Correct. And now that you have said look and feel also at some point becomes important. Correct. I want to distinguish different forms of products. When you begin developing a hardware product specifically, you said POC, correct?

00:49:28:04 - 00:49:51:23
Unknown
You said prototype. Yes. You said functional prototype. Correct. And then, you know, I'm sure product. And another word Rita origin beta was and then so on. Yeah. Let's distinguish and my question, which I don't know whether it got answered. How did you make the POC. What does a policy mean then I my problem statement is that, I want to amplify the hard sound.

00:49:52:00 - 00:50:15:03
Unknown
What is the purpose in this case? So so the POC in that is the, the, you know, matching the functional requirement, the functional requirement, which I mentioned, right, where you define exactly by how much you want to enhance. Right. And you just make that particular thing. You do not do more than that. So when you say make that particular thing, the thing is vague.

00:50:15:03 - 00:50:35:20
Unknown
Now think could be a very well finish. What was it in your case? Ya, it was just what is the, you know, minimum thing required to make it possible for us. It was a breadboard. You know, there is something called as breadboard and there is proof board. We made that in breadboard first breadboard. I think all electronics engineers will know you ready?

00:50:36:00 - 00:50:53:19
Unknown
You will put all components and make a circuit. And then next is the port where it is more stable. You can solder and things like that. Yeah. So that was the more stable one. And we had some noise related issues in the breadboard. So we went with that. That was the what you call you know unit. What.

00:50:53:19 - 00:51:13:04
Unknown
We put it in a SMPs box and we went for the feedback. So proof of concept is just minimal thing that you can match. And show that you are a functional requirement. You are able to validate or you are able to show that you have built that part. So I would say, you know, it is a sound and it will amplify.

00:51:13:06 - 00:51:32:18
Unknown
Correct. You know, how hard is it? Amplify amplifiers are their sound amplifier, right? They are already there. So what is different in this case? What did you have to worry about in the PLC POC? I mean, the way I understand this is you're not worried about the fidelity of the product a lot, but you are focused on proving that you can amplify.

00:51:32:20 - 00:51:51:13
Unknown
Yeah, I yeah, I can maybe I can rephrase instead of amplify. I'll put it as enhance. Enhance. What is the difference or difference is when we are amplifying, you are amplifying all the sound which is coming up. But when you are enhancing, you are harnessing the particular frequency of sound and you are reducing the other frequency sounds. Okay.

00:51:51:13 - 00:52:13:01
Unknown
So so in this case, this is the functional required to know how meticulous they are to define this. Absolutely, absolutely. And and if I recollect again hard sounds are up to around 400Hz. Okay then long sounds are up to thousand hertz. Okay. And our speech is normally at 4K loads and or above. Six kilohertz for female voice.

00:52:13:06 - 00:52:33:14
Unknown
Okay. So if a doctor is placing the state, he don't want to listen to people speaking in the background, right? He need to listen to only the heart. So not only the lungs out. So the signal of interest is the heart sound and the lungs sound not what people are speaking. Which means we will have to amplify the heart sound and lung sound and reduce the other sounds.

00:52:33:16 - 00:52:56:10
Unknown
So this is the enhancement functional requirement for the first part I see, I recently heard about one of the leading tech companies having built a quiet room where you enter and you can hear the sounds coming from inside your body, and nobody can stay there for more than a few minutes. It's crazy you getting what is what do you think will go?

00:52:56:12 - 00:53:23:10
Unknown
Yeah. Okay. Coming back to this, so proof of concept, basically a scientific validation that something which can solve this problem, in this case enhancing the sound. It can be also a bread breadboard, refractory RF board. And using that you build something great. So that is possible. What is the next version of the product. So next is once you are getting that okay the sound is good.

00:53:23:12 - 00:53:48:02
Unknown
Good enough for doctor to use or a company to, you know, give money and manufacture. Right. That is when we refine that further and make it in a form factor, not fully polished, but good enough to be used in a daily practice. So now you are building usability into it. Yeah. Okay. So and you said form form means look and look and feedback packaging like so correct.

00:53:48:04 - 00:54:07:24
Unknown
If, if this small box was a big box then you can't use it in a clinic. What if you make it compact enough? Then the doctor can use it on the patients now, correct? Okay. And in fact, maybe to add the first couple of recordings which we have done, that was all with very big, you know, devices for us just to see the proof of concept is correct.

00:54:08:02 - 00:54:28:00
Unknown
Right. To see all kinds of normal abnormal sounds we are able to capture. Okay. Once we got the confidence, then only we went with the refining of the look and feel. Okay. So how many versions. So looking for look and feel the form and usability. You built it. Then you also said product and then beta, and so on.

00:54:28:00 - 00:54:55:17
Unknown
So what are there more versions? And in the hybrid product, I mean, it was like maybe around 15 to 16 versions, 15 to 16 versions. And every version means you have to build it from scratch or you can use some. Yeah, you can enhance it. But again, for hardware, and that is the difficult part wherein again, you will have to have a different, you know, the PCB and different, casing and things like that.

00:54:55:19 - 00:55:23:20
Unknown
But I would, I would say once you are able to go to one level, then all the learnings are there. You just know what small thing you missed or how something can be better. That iteration will be much faster. But getting to the first proof of concept is the toughest part, right? And as someone who is not in the medical field in an example, earlier you said, as an engineer, you would have not thought about making a medical device.

00:55:23:20 - 00:55:47:23
Unknown
And for students to open their mind and think that, yeah, I am an engineer, but I can solve the problem in any field using engineering. Likewise, I'm a medical student. I'm a, you know, a management student, or whatever you are studying. Using that knowledge, you can solve the problem in any other field. You have to, use what you know, and you have to build a complementary team, and then you get the support.

00:55:47:23 - 00:56:14:06
Unknown
And in your case, you went to a lab and you got all the support. Hardware is hard. You have to get the supplies. You had to have a physical space to develop the product. And you had 15 different versions of the project. Right. So where did you build this? And when building a hardware product, of course, you are an engineer, but medical, information also has to come in.

00:56:14:08 - 00:56:38:10
Unknown
So talk about where did you build it, how did you get material and then talk a little bit more about professor. Not my dad's role in in this team. Yeah, sure. So I think there I would say Professor Ravi and Doctor played a huge role. Most of them come from, mechanical, background. Doctor rupees or doctor as well as, professor.

00:56:38:12 - 00:57:02:00
Unknown
Yeah. Professor. How do we, doctor as a faculty or a medical doctor? Doctor who is a faculty. Okay. Both. Both in Bombay. Okay. Professor is institute Raza institute chair. Professor. Currently, his DNA is okay. So they helped us and guided us to move from one version to another much faster because they they know how to build a mold.

00:57:02:02 - 00:57:24:02
Unknown
They know how to build a mechanical, you know, things, and they're inside helpless. I mean, we had a mechanical person in the team as well. Yeah. And along with that, we had, support from IDC. IDC is the design school in I.T Bombay. If engineers only design, it will look very bad for promise. And, that is where the complementary skill I need to come in.

00:57:24:04 - 00:57:45:16
Unknown
Yeah. So professors from IDC came in, multiple professors I can mention, and they gave us ideas. They even gave their, you know, students. One of the student is working with us till now. Okay. Yeah. The one who made the first version is with us. Yeah. So is Ram Ramkumar. And he, you know, he was assigned as doing his internship project, right?

00:57:45:19 - 00:58:07:15
Unknown
The time. And he helped us saying, you know, if you are making small form factor like this, holding like this. And he again made multiple versions color texture and you know, the shape and everything. We, you know, went and asked a lot of doctors out of all of those, we finally came up with this. Okay. So it was again I would say ecosystem play complementary skillset played.

00:58:07:19 - 00:58:31:16
Unknown
Yeah, I think I've seen many people who are solving problems. Let's say I've seen software engineers trying to build hardware products right. Their app UI looks fantastic. The hardware looks really bad. The reason is they have not added someone complementary, correct. In their team and otherwise. Also I have seen mechanical team building software products. UI looks very bad.

00:58:31:18 - 00:58:54:16
Unknown
So you will need a team member who knows that is not difficult to work with a team. As a student, you know, I have just learned to read my books a bit in the exams prepared on my own right. Teachers teaches me parents, help me find everyone is focused on me. But when I have a team, the team dynamics there is, like this competition that, there are conflicts that are disagreements.

00:58:54:18 - 00:59:17:17
Unknown
How do you learn as a student to navigate through all of this? Yeah. I mean, I think our team you should not criticize the person always. You should criticize the thing or the, you know, the work, right? And not getting into, you know, the politics and things like that will really ruin the whole team. Yeah. And I think even maybe mentors can play a very big role.

00:59:17:20 - 00:59:35:01
Unknown
Okay. Faculty members can play a very big role. They can kind of, you know, navigate this, you know, some leader in the team who is trying to make something work and he will not know for sure how to navigate things. Maybe mentors can help. For us, we had a good chemistry. I had a good understanding with us.

00:59:35:02 - 00:59:55:09
Unknown
Yeah. And we were all good in our stuff. And I would say the environment was so conducive and good. You are trying to make sure to go to the next milestone. Yeah. And again, if you emphasize the milestone and bring that as a goal point. Yeah. And if everyone is passionate to move there then these small things can, you know, fade away.

00:59:55:09 - 01:00:05:05
Unknown
Yeah. So I think mentor can play that role to make sure the milestone has the goal. And you know, people moving towards that. How do you decide who's the leader.

01:00:05:05 - 01:00:26:16
Unknown
So in this we had the leadership role in or depending on different phases. Until we were developing the hardware it was to us. And once the hardware was made for the software and the in the embedded and the signal processing part, I had to chip in and do something on that.

01:00:26:21 - 01:00:50:19
Unknown
I had some software background, background as well and one that was done. Then we had to find a right proposal to government B Grant we got okay 50 likes okay, okay. And during that time, out of three, you know, the group mentioned others. You can if you're interested, you can take this role and that way and I also, you know, got the opportunity and, started learning about entrepreneurship.

01:00:50:21 - 01:01:18:12
Unknown
Okay. And that is when the transition from product to company began. And, that happened naturally for us. I don't know, in other teams, but for us, there was not a friction or anything, you know, very smooth. So you so you had everything, you know, in your startup, medical engineering, there is a chemistry among the people, chemistry among the team members.

01:01:18:12 - 01:01:42:04
Unknown
That's also very important. Other than the engineering. And, I mean, you will need people skill as well. Yeah. So you will need to know motivating people and bringing people together is very important also, I guess. Okay, let me pull you back into, we are going through this four phase, journey of a hardware product, right? Which is the approach that you learn that I did Bombay, define, develop, deliver, deploy.

01:01:42:04 - 01:02:06:07
Unknown
Correct. We've done define. We are doing development. And then we took a digression. So, is it more you want to tell us on development? How do you reach, the final product, the certification, the licenses, the difficulties in getting them? Sorry. So certification or regulation in healthcare starts from the problem statement from the discovery of problem. Okay.

01:02:06:07 - 01:02:29:07
Unknown
It won't start in the development phase much early than that and will have to document every single conversation, every single requirement, every single proof of concept that you have. Do we know the framework is more mature in India? And once you are moving from the prototype to product, you will have to, you know, pass multiple test.

01:02:29:09 - 01:02:50:09
Unknown
Yeah. Then you will have to register yourself, you know, as, you know, in the registry. Of course you yeah, you will have to, get as a test device. And it's a there is a process and I think especially for medical device, it requires you know, good incubation center or good guidance without that will be very difficult.

01:02:50:11 - 01:03:11:13
Unknown
So but I think now the incubators are also playing the role. So for a medic played the role of documenting and navigating us. You require ISO 134 and five. Yeah. So and it requires a lot of files. Yeah. A lot of things. So they provided us the supporting mechanism and we navigated quite smoothly with that.

01:03:11:19 - 01:03:32:21
Unknown
So, so what what kind of support, do you need when filing all of this? Of course. You know, as students, you don't know, and when you start, you don't know. You're building a venture, right? It's just some innovation, something that excites you. And then you have to learn about all this licensing and paperwork and processes and ISO certifications.

01:03:32:21 - 01:03:54:21
Unknown
Is that so? Did you take some help of, you know, consultants or who educated you on all of this? Yeah. So this this consultants were available in the I know in the medical Bombay. Okay. And even I think people can get consultants outside also for a regulatory what are the risk of the product. How do you classify the product into what category?

01:03:54:22 - 01:04:17:17
Unknown
Or do you go through the medical process of getting the manufacturing license and all those things? Again, it is the field in itself. Either you have someone complementary, but I think you can get consultants that is more better because, unless you are building multiple products, you can go and get a consultant or ecosystem player, right. And I

01:04:17:17 - 01:04:19:13
Unknown
and very to get the money.

01:04:19:15 - 01:04:40:22
Unknown
Yeah. So that is also crucial question. If you are in hardware, you are doing a lot of research. You need the equipments to test. Equipments to build. Yeah. You will need your, prototyping money for us again because template for us in the beginning. Now also I am seeing there is lot of programs from DVT, DSD. Yeah.

01:04:41:00 - 01:05:10:01
Unknown
Need us. You got the background. We've got the budget. Right. We got media as well. And again now ecosystem is very mature. Okay. I would say, very fortunate that we are living in this time. Maybe I think 20 years ago it would be very difficult. Right. And now I would say there is a lot of push on from the ecosystem to educate, to make sure you are, you know, a hand holder in each step.

01:05:10:03 - 01:05:29:14
Unknown
And you can get fellowship. Yeah. Ya and all those things and even they will navigate. What was your primary source for as it was in the beginning, it was medic. So we were researchers there. So all the development till 2017 was in matric. So was your project. It was a project, right? There was a project. It was led by a faculty.

01:05:29:16 - 01:05:55:11
Unknown
Yeah. It was led by faculty. And, the motivation of the project was to develop medical products. So, professor, by the way, and, doctor rupees, they were the faculty. Yeah. And they had this problem statement. No no no no, no, not to this device. Again, I would say it's, ecosystem, which, you know, made this center itself possible.

01:05:55:12 - 01:06:17:00
Unknown
Yeah. So Professor Ravi is, mechanical engineer. He faced similar, you know, problem of or he got into the system wherein he met a doctor who is orthopedic surgeon. He was was developing a knee implant, and it was failing multiple times because it was all imported. And they got together and made a project approval from Department of Science and Technology.

01:06:17:00 - 01:06:48:14
Unknown
I guess once that was done, Professor Ravi got is, think that why don't we have a center wherein people can come and develop medical technologies? So that's when the center was established, wherein the the the whole objective of the center was to enable entrepreneurs like us to get the research problem. Do the clinical emersion go through the process when it is really ready, then to go to the medical evacuation centers?

01:06:48:16 - 01:07:12:00
Unknown
So that was the pipeline, and the aim for professor B was around ten products, ten startups. Eventually they ended up doing, I think 20 startups, something like that. Okay, so I would say huge, I would say contribution from the center. And more of these centers are actually required to make sure this revolution of health tech that is possible, I think more of the work needs to be done.

01:07:12:05 - 01:07:37:08
Unknown
So so then for this specific problem you were working on, it was not that you had specific money pool, not the lab at the lab at the money. And they had the agenda to do it. And, you know, resources. Yeah. So, you know, get into an ecosystem that's right. And predict and get it's, in healthcare, in hardware, all the more important you need access to equipment, intellectual capital of researchers, faculty, lab, that ecosystem.

01:07:37:08 - 01:08:05:07
Unknown
And for credibility, as I said earlier, and, yeah, thanks to the government, several programs, agencies like, DST biotech, Itel innovation mission, all these agencies are doing great work and, providing the much needed, you know, seed capital for such ideas to flourish. Okay. So we we've done define and develop, let us go to deliver the third step.

01:08:05:11 - 01:08:32:21
Unknown
What is deliver. So delivering is, something you make the good version of the product and get it to the hands of the users. And try to see how the product is helping people to solve the problem. And I would say you try to see how much you will be able to, you know, make the product in the life of the user.

01:08:32:24 - 01:08:58:03
Unknown
Yeah. So that journey happens in that phase. And for us it was we made the device and we gave it to doctors in Hinduja Hospital, in Fortis Hospital and in K M and JJ hospital. And we tried to understand what better we can do, what announcement is required before it goes to the final version. So so deliver means what are you delivering a product or a prototype.

01:08:58:05 - 01:09:24:13
Unknown
So it's, I would say a beta version of the product. Okay. Good enough. That can be used and good enough to get, your conviction that you can actually plan for your next version or next, you know, launch. So minimum viable product. Yeah, exactly. That is still happening there. Yeah. And the terminology that we use in lean methodology, something which is ready for the users to use it and their actual circumstances.

01:09:24:15 - 01:09:51:13
Unknown
Right. And the real environment, that is the version that you deliver. Are you charging for it? You know, so it happens in like, two is you can like we Parallely was on more thread I can mention. So, I was mentioning the hackathon. Right. So actually the in the hackathon problem statement was given by, telemedicine company called YOLO Health.

01:09:51:15 - 01:10:18:19
Unknown
What they were doing was, you have seen ATMs. There are healthy ATMs wherein, machine is kept in rural places with a nurse, and patient comes to that machine in ATM, you get money here, your health is taken. I mean, the parameters are taken and sent to the doctor. So this company had given the problem statement there that they want a device to get this all and transfer it to a remote doctor.

01:10:18:22 - 01:10:44:14
Unknown
Okay, so we made this device and actually sold to this company that okay, I see, and two doctors, I would say again, it required even more refinement for the expectation, but it was good enough for the telemedicine use case because telemedicine exhaustingly there was nothing there was no way to transfer sounds, at least you to go, you know, giving a product which can help in transferring sounds.

01:10:44:14 - 01:11:03:18
Unknown
And so that gave us the early traction. Also, we could start getting some advance payment through that from doctors. We wanted to get credibility about the sound quality and things like that. Yeah. So the doctor journey went for a long time. But for the commercialization in the telemedicine B2B segment. Correct first. Okay. Okay.

01:11:03:18 - 01:11:09:14
Unknown
So some people would pay. Yeah. For it, depending on the circumstances. Right.

01:11:09:14 - 01:11:27:02
Unknown
But when you are delivering, do you have multiple products by now. So we kind of narrow down what are the again functional requirements. And we try to see what is the what you call minimum features you require and what are the advanced feature you require.

01:11:27:03 - 01:11:53:15
Unknown
Right. So in cases of this telemedicine company, they wanted to record and transfer the sounds. Even in some doctors case they wanted to record the song. So we had two versions. First version was just to amplify. Second version was to record and you can transfer it. This sounds. Yeah. So like this we had two versions. We assume it and we try to what we call get the feedback of both is version simultaneously okay.

01:11:53:17 - 01:12:14:18
Unknown
But how many copies of the product, how many units of the product? I mean, if you have to do a beta, do you need ten pieces? Do you need 2050? How much is enough to validate whether it is reliable, whether different customers are giving you in a same feedback? The product is good, and then you go for the market like, yeah, for us it was around 20 units.

01:12:14:20 - 01:12:33:21
Unknown
Okay. 20 units again 20. You know I would say units after this testing we qualified is good enough to go to the user. Okay. So before that again the number is, you know, you you plan for 20 minutes. You actually make more than that. You consider some late stages that will happen. The the PCBs or the casings and all.

01:12:33:23 - 01:12:52:23
Unknown
And finally we ended up making 20 units and we started getting feedbacks and responses from these 20 units. What kind of wastage have a wastage as in you make, you know, let's say casing you give it to the vendor but it doesn't fit at the end. But you know, your, you know, you are integrating PCB mechanical sensors.

01:12:53:00 - 01:13:12:00
Unknown
So after assembling everything will come to know that sound is very bad because of some alignment issue. So then but you can't give it up to the user. It should be at a certain quality that you can, you know, test. Otherwise your whole hypothesis itself will be going wrong. So okay you we started actually you know around 40 units.

01:13:12:02 - 01:13:37:13
Unknown
But we ended up a lot of you know stages. We got 20 which was fine. That 20. What we gave it for the feedback. So from define to deliver till this time you had 40 units you're saying. Yeah. So throughout this time you are in the lab in a negative moment. Correct. And how much time has passed by, you know, you joined in 2015, 2015, 2015, 2014.

01:13:37:13 - 01:14:03:16
Unknown
You graduated one year. You worked in LMT and then you joined this lab of okay, so how much time did you spend in Define Stage? Yeah. So, each stage typically from 4 to 5 months, 4 to 5 months. Yeah. So do each stage equally. Not I mean, I mean, on an average, I can say. Okay, for us, define stage started somewhere in know 20 16th January.

01:14:03:18 - 01:14:32:09
Unknown
Okay. And 4 to 5 months. We met multiple doctors and got to some idea. Okay. This is what is required, right. And then next, again, for the five months we spent on developing the, you know, different proof of concepts and getting the iterations of that. And then by next 4 to 5 months, we had the, you know, the origin of the product going for getting feedback from doctors.

01:14:32:11 - 01:14:55:20
Unknown
And that's when we got to know about big and we know we, we also in big. It also requires that if you do some groundwork they before you. Yeah it has a grant. It has to be at certain minimum level at some of them all these also be the full activity like. Yeah. And and by the time you have to meet a lot of users and, you know, you should also get conviction, right?

01:14:55:21 - 01:15:33:22
Unknown
I mean, it's your time that you're spending next couple of years for this, right? So, that is when we applied for these grants. And meanwhile we got one support from DST. It was India Switch Industries innovation program. Okay. So we were winner there also. Oh, and we got got some pilot money and things like that. So with all this thing that we moved from product to interesting, you know, when the interest from the feedback I mean the users and then to grants and then to get some initial money conviction to form a company, that's when 2017, we started the company.

01:15:33:24 - 01:16:02:23
Unknown
Okay. And, first six months, not not much thing happened. We were, you know, waiting for all formal process 2018. We joined. I mean, we incubated in sign. Okay. So that's when, you know, like, all signed ecosystem processor, all sibling. Got it. Incubation. Yeah, I want to talk about that, but I want to zoom into some of these ideas, some of your journey during 2017.

01:16:03:00 - 01:16:23:11
Unknown
But we haven't finished the final stage, so deliver is what we discussed. 2017. You registered and you had already delivered before you got into, the incubation center. Right. And all of this till these three phases happening in the lab only and 2017, you are just doing a company and is saying, we know it's a lab, correct?

01:16:23:12 - 01:16:44:06
Unknown
LED by, you know, a couple of faculty at that. They've helped a lot. And then there is you and the person and, professor that. Yeah. He, of course, was a doctor. He was based in Bombay. I is a doctors doctor based in Bombay, in Bombay. So he he worked with, you know, registering a company. You need to know who are the shareholders, right?

01:16:44:08 - 01:17:06:18
Unknown
Who will be the founders? Correct. So who were the founders? Who were the founders? Who became directors of the company? And, how did you decide who will be who shop? So again, very, very, very important. Question. So I would say there is a difference between product and then a venture. Okay. Or a company, product.

01:17:06:20 - 01:17:35:07
Unknown
The way to give, credit to the product, all the people who are involved is through the IP. Which is a patent. Okay. So we were fortunate to get the patent granted, protected in more than 40 plus countries. Okay. And, all the people who are involved in the product development are part of the patent. Okay, so Professor Ravi made sure the, you know, the credit is given to the people who are involved in the development, and that is part of the product.

01:17:35:08 - 01:18:09:20
Unknown
Then when it is going for company, that will require, oh, I know, full time effort from at least, you know, you know, sort of people, and, again, whatever expertise you are getting that will still require some handholding until initial years of time. So that is when, out of, you know, enterprise, capacity someone who is, very tech savvy, you know, when he sees electronics, you know, he will get very excited and he just goes to see, what is it made of, how is it made?

01:18:09:24 - 01:18:32:15
Unknown
Yeah. And kind of a thing. And, I am kind of, you know, for the long haul and, looking to solve the problem till the end. And, doctor patient, professor, we got this very early, and, you know, they, you know, they kind of suggestion me also to take the part of the, you know, CEO and fulltime founder.

01:18:32:18 - 01:18:54:05
Unknown
Okay. And again, the guidance in navigating this, when, professor and Doctor Lee acted as, as a, you know, mentor and advisor for this, and I gave as a, I mean, came to sign as a full time, founder of this. Okay. And, tapos, doctor patient, they acted as, you know, I would say Part-Time.

01:18:54:05 - 01:19:16:23
Unknown
Part-Time, co-founder there. Okay. But, I would say their advice, you know, was required and, again, it it required someone to go full all in and form a team and evolve from there. Have multiple products and understand, go to market plan and then to, you know, go for investment raising and all those things.

01:19:17:00 - 01:19:43:10
Unknown
So that required different thinking head, here in a lab, only heart and lung sounds are not enough for the country. Yeah. So they, they were getting, interest from, you know, from surgeons and, you know, cardiac surgeons, pulmonologists and all for multiple problems. So we kind of decided it's of the interest of everyone that I will go full time.

01:19:43:10 - 01:19:59:09
Unknown
And, you know, they will continue innovating in the lab when you when you entered the lab, did you go there? Was the agenda clear that you want to become an entrepreneur or you went, why did you go to the lab? Did you have the clarity before me? I was sure that we will form a company out of this.

01:19:59:11 - 01:20:29:22
Unknown
When you entered? Yes. So the reason, was again, when I, I am kind of, you know, passionate in solving problems. Real problems. Healthcare was not the first thing that happened when the person showed me the. I know the documentary, but once it happened, I became more passionate that finally it need to, you know, come out and become a venture and, you know, solve multiple problems in this area.

01:20:29:24 - 01:20:52:17
Unknown
Whereas, us again, was a tech enthusiast want to contribute in terms of multiple technologies. That was very clear. And even I remember the day when we went to the hackathon, I had mentioned to the person, you know, the best outcome for us will be to form a venture after after this, and you are saying, no, no, I mean, don't think I think I'm a very optimist is a very realist.

01:20:52:19 - 01:21:15:00
Unknown
So some of it had happened. I mean, he's not full time in the venture. I don't know, he's he's he's still in the lab. Indian I.T. lab, where he works with the lab only. Yeah. Yeah. Correct. Oh, I see, so, commercials. Yeah. You so, you know, faculty, of course, without their handholding, you won't be able to do at the lab, right.

01:21:15:02 - 01:21:41:14
Unknown
And, of course, you know, it was the person in on the tech, and you are the one who are now building the venture. So you get the most commercial benefit as well when it comes to share shareholding distribution. Right? Correct. So who will have how much how do you take such decisions. Yeah. So in the very early time again, we we had not, done much of a discussion on that and we had gone almost all equal.

01:21:41:18 - 01:22:15:02
Unknown
Yeah. And that that's already happened for friends. So anyway. Yeah, that's all it could happen the time. And as things evolved then and when we decided, you know, we have to now raise funds and things like that. So the time we had to do the, what we call the, you know, the transactions such a way that, you know, they continue to have the benefit of the upside when we are growing, as well as, for someone who is coming as a investor, they see there is enough capital or enough equity in the company, working on it.

01:22:15:04 - 01:22:37:14
Unknown
Or, and that is why we have to do the real element of the, you know, the cap table. The time once we came out and we started investment also. So, I mean, so disclose as much as you can, but I want to know, as the full time founder, you would take the majority equity or significant, amount of equity.

01:22:37:16 - 01:23:05:11
Unknown
Yeah. So, again you got involved again. So in the beginning it was almost all equal, but I had a slightly higher again, suggested by the, mentors and data preparation, professor Ravi. And once, once it was decided as a full time for me. And, you know, when the maturity of the company also happened. Then again, there are, you know, match, which obviously works out as well for, for a, for a full time person.

01:23:05:11 - 01:23:29:09
Unknown
How much you should have. Minimum. And they also want to see the full time person having skin in the game. They otherwise, you know, they'll see there is not enough motivation and things like that. So we had to, you know, kind of, you know, balance those. So not only it was not only you the ecosystem also nice. Then when investors come in they also want to make sure that you as full time founder are properly motivated.

01:23:29:11 - 01:23:56:11
Unknown
If you are doing heavy lifting now building the venture. Of course, building the technology was also important. But now taking that to market, so you rewarded, I mean, you people together, the team decided to reward everyone involved in product development, right IP correct. Now, taking this product to the venture is a new initiative, correct. For that. Somebody who has, who is full time, they should have majority and other people who are advising technology staying away.

01:23:56:16 - 01:23:57:14
Unknown
They would have.

01:23:57:14 - 01:24:22:04
Unknown
portions. Right. And then, the investor would also know that yet. So it's not, you know, something that, you know, day one absolute. It evolves, you learn from the ecosystem, you learn from other players that that come in from time to time. Absolutely. Yeah. Okay. Great. So define develop deliver. And 20 17th May. And now you're going into the incubation center 2018 2018.

01:24:22:04 - 01:24:58:06
Unknown
Yeah. And deploy I'm guessing this is where deployment comes in. What is that. What is deploy and tell us more about it. Yeah. So till that stage mainly we were focusing about how do you, you know make the development of the device get feedbacks and things like that. And when you really go and deploy, you know, to know how the, you know, how the marketing needs to happen, how the sales need to happen, how the support need to work out the structure, formal structure, because you are getting money from someone for the product that you are selling.

01:24:58:11 - 01:25:31:15
Unknown
Yeah. So if you know, again, if someone is giving money, you are again liable for multiple things. Yeah. So you need to have a structure. You need to have regulatory and everything. That is where the deploy things come in wherein you are sustainably scalable, scalable. You are able to, do generate any and or leads and then convert that, nurture that into sales and then build a team around it, make support as, you know, as a function and solve the issues, whatever comes.

01:25:31:17 - 01:26:01:05
Unknown
And then you, you know, you make this cycle running. You, you say this as if it is so easy. Okay. You've named ten different, things within scaling up. Let us, detail this out. How did you do it? So we're building all these processes, building a team, selling, taking it to market. Tell us about it. So again, it was, again, a learning we made the product we had got the, you know, funds and, first couple of sales happened and, it was not moving further.

01:26:01:07 - 01:26:06:15
Unknown
And it was like month one or month two. I am looking like, why why people are not buying.

01:26:06:15 - 01:26:07:09
Unknown
So,

01:26:07:09 - 01:26:08:22
Unknown
when that happened,

01:26:08:22 - 01:26:21:21
Unknown
I kind of, you know, got into the learning about how do you, you know, market, how do you, sell a medical product? Even at that time, my understanding was,

01:26:21:21 - 01:26:23:15
Unknown
sales and marketing is all the same.

01:26:23:17 - 01:26:41:02
Unknown
What is the difference? That it was the understanding. And even for people who had purchased, they asked me invoice and, we had GST. However, there was no formal way. I opened, what I call Google Docs. I found some template the best way, and I put the, you know, GST and I sent them. There was no process.

01:26:41:04 - 01:27:08:24
Unknown
So it was all I would say ad doc okay. And then, then a lot of, frameworks that I also have to learn and I can say also helped us in some way to formalize the sales process, formalize the marketing part. We were introduced to the marketing consultant from the sign. Yeah. But sometimes I would say, oh, I met him, I met him, I met you, I visited once, or we spoke on the phone.

01:27:08:24 - 01:27:30:06
Unknown
Yeah. Okay. Okay. So is again contributed not only us, many companies, all of them are now doing good in revenue. So all of us coming from tech background, you made us, you know, go through the, you know, context of marketing, selling and thinking. Tell us the difference. What did you think was sales and marketing? It was same.

01:27:30:06 - 01:27:54:03
Unknown
But what is the difference? Yeah. So marketing is I would say in my view again. Yeah, yeah. Communicating the solution or the need that is there either some people know that they have a problem, some people will not know that they have a problem. If they know that they have a problem, you know, to show that there is something like this which exists.

01:27:54:05 - 01:28:17:11
Unknown
And for people who do not know, you need to again make know that there, you know, there is a problem like this. And if they are not aware, you need to create awareness about it. And till from there, then the brand and all those things till you nurture and make the lead. I know in sales we call, you know, warm cold warm hot kind of a category.

01:28:17:13 - 01:28:45:08
Unknown
So until you, you make it warm. Okay. That is part of our marketing. And then again marketing doesn't actually end there. It continues till you get referrals and things like that. But sales kicks in once you are getting the leads, from the, you know, marketing qualified leads, your sales team, your sales pitch, what is the, you know, time to convert a lead.

01:28:45:10 - 01:29:13:10
Unknown
What is the pricing strategy? What is, I mean, all of this, you should have worked out much earlier. But again, I maybe I think I might not be putting everything in in a proper, you know, sequence, but it all happened in parallel, actually. So then, sales, you have a sales team, you know, that this person is main job is to get the leads and call the call the people or go and do demos and then get the conversion done.

01:29:13:10 - 01:29:39:22
Unknown
Conversion and the marketing role role is to make sure from the beginning until the leads are reached. So and then the so once closer is done then the CSM in the customer success team need to check in Customer Success team which needs to you know. So I think in entrepreneur being a good part is everything that happens in the world in terms of business you will know end to end and you will know by experience.

01:29:39:22 - 01:29:59:11
Unknown
You will know by what you call, on ground, on the ground, the hands dirty, hands dirty. And sometimes it is the other way wherein you will do something and will be like should is if the way of doing it, then you go and see you to another place. Yeah. But at the end you will learn. Yeah. And, you will not be knowing everything in the beginning.

01:29:59:13 - 01:30:20:19
Unknown
Every three, four months I would say you are, you are, you know, you should be uncomfortable. You should be if you are not, you are not growing. And when you are uncomfortable, it is mainly you are going to an exchange. Yeah. Yeah. Great. So, yeah, sales. Sales is most, mostly about converting the warm leads. Hot leads into, you know, cash.

01:30:21:00 - 01:30:47:16
Unknown
Yeah. With you and marketing is or everything before it, which starts from discovering the customer, you know, making the customer aware that the product exists. Messaging combination in segmentation, all the, you know, crazy pricing. Yeah. Yeah. Well, so, all all that, arsenal that is required for you to reach the customer where now they have to decide whether it is for them or not.

01:30:47:19 - 01:31:19:12
Unknown
And then you go there and push them over the cliff a little bit, and then they, I would say maybe not a cliff. Have a better place, a better I know, a better way of doing things, helping them take the decision. Yeah. Okay. Then. Yeah. So we zoomed in only into this one marketing and sale bit. But you said a lot of things in the, final step, which is deploy, basically scaling it, building a business around it, having a team, having an office and then this entire sale funnel, converting it.

01:31:19:14 - 01:31:40:20
Unknown
So, so those four steps are amazing. I think that was a very good way to understand your journey. Let me let me now go to some other questions, which are there, around the entrepreneurship journey? How how would you measure the success?

01:31:41:13 - 01:31:48:21
Unknown
How which at what point in time do you consider yourself successful? Now?

01:31:48:23 - 01:32:09:20
Unknown
Maybe on a relative scale. That is good. But, yeah, I mean, ambitions are more so at what point in this journey? It's very interesting. You in the beginning said I went there to become an entrepreneur. I will build a venture out of it. At one. What point in time you thought, great turning point. This is a breakthrough.

01:32:10:01 - 01:32:13:09
Unknown
What were those points? Yeah, I think so.

01:32:13:09 - 01:32:35:02
Unknown
Turning points, I would say when, you know, when we could sell our, first product, to the first customer, which was Yellow Health. Okay. And, because when someone is willing to pay for the product that you have made, that means there is demand. And that is a huge turning point.

01:32:35:03 - 01:32:58:03
Unknown
I would say even before that the turning point is the, I would say getting that you being a engineer can actually solve the medical problems through the process and you can actually save lives. Yeah. That unlock is a bigger it's like finding you were a key guy for me. Okay. So that I think that now it truly is a lifelong mission and a mission for me.

01:32:58:03 - 01:33:22:12
Unknown
Okay. That, you know, I would, you know, get excited about finding a new problem in again in the same space. Okay. This is this is now is done. Now, what about bigger? This is that is what get gets excited. But framework getting that part was very crucial. Yeah. And then then getting the sale and then you know winning big winning the industry save and winning in the innovation growth program.

01:33:22:14 - 01:33:39:16
Unknown
Winning all this is on the side. But the bigger turning points are those when you already know when you are thinking process change is thinking process. And then I would say, well, I like to give full credit to professor and doctor patient. They acted as a, you know, the best mentor I can get you. Okay. And, not till now.

01:33:39:16 - 01:34:02:23
Unknown
They are my best guru. How frequently you talk to them? I talk to them very often, stuck with them. And, like, it's very fortunate that I got someone like that. You did a big fun this. Yeah. Okay. Can we. Yeah. The numbers. Sure. So what happened once we closed our, product, we started selling total immersion companies.

01:34:03:00 - 01:34:33:20
Unknown
Then we refined further, and we started selling to doctors. That is when we, got the opportunity to present our innovation in, Shark Tank. So in Shark Tank, we went, we got the offer from, from push as well. And that created, you know, good awareness, 20, 23, 23 and. Okay. And, when that was happening, we, we kind of, you know, hired our good product already in the market.

01:34:33:20 - 01:34:52:19
Unknown
Yeah. It created a very good buzz for us doctors whenever we see, you know, in, in, conference when I'm there, there is to see that I have seen you somewhere. And then I should tell them, is it like Shark Tank or something like SS? And they should take selfie and all, and they even pass on the message to their friends that they got good interest when that was happening.

01:34:52:19 - 01:35:20:04
Unknown
Meanwhile, we planned to do a proper fundraise. That is when we got introduced to the current, you know, investors. That is the innovation capital link is, Japanese, VC okay. They, were introduced by, our incubator sign. Okay. And, we had initial meetings and, we in parallel were was having a collaboration with a Japanese MNC.

01:35:20:06 - 01:35:42:22
Unknown
Murata is, I mentioned I should give good credit to them. They were also supporting from 2020 itself and developing the second product. Oh, I see, so it's, coordinate defended the development development earlier. Yeah. And then they invested I don't know. So there are two entities. The Murata is a bigger company like, you know, as equivalent to Sony.

01:35:42:24 - 01:36:04:01
Unknown
And they helped us in developing the product. Okay. The Japanese investor who came in, they came for as an investor investing money in getting the equity. So the earlier one was just a grant. They had an engineer. It's, it's a collaboration, development agreement that we have done wherein the product is co-developed product. Okay. And used to build what do they contribute?

01:36:04:02 - 01:36:29:17
Unknown
They contributed by, you know, providing the technical part also from the Japanese engineers, as well as providing the development fund as part of the development fund, you know, for the development of this, again, because we were out of the lab again, the question what they asked was, you know, Mr. Rajesh Menon is the one who came and he just asked if we had enough money.

01:36:29:19 - 01:36:50:09
Unknown
What would you like to build? That is this is what he asked me. And I said, sound is one part. We want to add more information so that actually we can detect cardiac issues. And, this project, we made it and we presented to the Murata. Okay. Know, management, they approved. And that's when we started the development of that.

01:36:50:09 - 01:37:17:08
Unknown
Okay. How much money did you raise with the VC? So with the VC, we raised around $2 million, innovation capital income. Very good. Obviously prominently. You know, working, mainly we are helping Japanese investors coming into Indian ecosystem. I asked you, what were the points when you felt you were successful? You didn't say this. Fundraise 2 million is about 16 girls.

01:37:17:10 - 01:37:42:13
Unknown
Yeah. So, I mean, I would say it is, it's a success. Absolutely. But again, the milestone is not, you know, milestone is not to get the funding and then, you know, just be there like that. Your, your, you know, you know, journey wherein you are have taken someone's money. You should, have. Good. I would say accountability for it.

01:37:42:15 - 01:38:11:01
Unknown
And you have committed about, a progress, and your growth, to someone who has actually put money and, putting someone's money is not that easy, right? So someone when has put money out of your conviction, the real success comes when you are able to give good, exit to nothing. Mr.. When you are able to give good, what you call return for the investor who has who have believed you have backed you?

01:38:11:03 - 01:38:26:18
Unknown
I think maybe when we go for IPO, I don't know. I'm very ambitious. So when you go for that, that is when I. If I am able to give a good exit to my investor, I'll be. You know, that is my real success, that I can count how far is the IPO? So I am looking at a time right now, 4 to 5 years.

01:38:26:21 - 01:38:56:01
Unknown
Okay. It will be challenging for sure. You know, we have come from having nothing to to this place. So from here, you know, it won't be easy journey. However, I think we will be able to do that, you know, through our hard work that we are doing and, we have learned how to develop a medical product, how to take it to market through the first product of the journey is more, I would say, simpler compared to that one.

01:38:56:03 - 01:39:13:12
Unknown
And now we know exactly how we understand each and every component. How are you able to manufacture this in-house? Yes, this is fully in-house made in India product, components we are sourcing from outside. Yeah. The components. I mean, what makes, microcontrollers or capacitor or resistor in India? Okay. This all are made in outside India only.

01:39:13:14 - 01:39:40:02
Unknown
So. But, what you are putting in is your design, your logic, the embedded software, the code that you are putting in and the AI that you are developing that is all fully here. And we do the PCB fabrication in India. We do the assembly of components. And then the final testing everything happens in India. And once you are able to do that, learning is huge.

01:39:40:08 - 01:40:05:01
Unknown
And we have gone through that journey once the, the next journey is how do we scale, how do we capture bigger market. And that is when we broaden our vision for reaching to every home to make sure, again, the confidence that I got now, doctors are using the product for a purpose. Can we now really go to every home and make sure people are not missing their signs and, you know, end up having a complication?

01:40:05:03 - 01:40:13:13
Unknown
Can we really monitor and save people's life? That is where the upcoming products and the pipeline, what I mentioned about future care are kicking in. So you have three broader

01:40:13:13 - 01:40:16:01
Unknown
signaling that I see other more in the pipeline.

01:40:16:01 - 01:40:28:03
Unknown
Yeah. So the way we are positioning is as you know, care systems. So the care systems will involve cardiac care system, hypertension care systems.

01:40:28:05 - 01:40:56:14
Unknown
Then you will have kidney care systems and diabetes care systems. So each of these care systems will have devices plus application and the services, particular to that particular problem that we are going to address. And, these care systems will go and end up going in every house in the future to make sure we are able to monitor these symptoms before it becomes very bad.

01:40:56:16 - 01:41:18:10
Unknown
But how will it reach, how will these products reach every household, every household in a generalizing it. Okay. I mean yeah. How will you make it affordable. Correct. Very very I would say very good question. So the way of approaching is also through a phased manner. Again, not everyone is going to buy at the beginning.

01:41:18:12 - 01:41:48:05
Unknown
It is mainly we are narrowing down to a particular segments, those segments which are very much open and receptive. And they have the disposable income for this. Yeah. And once we are cracking that channel, then we will be able to reduce the price point too, and manufacture in, you know, real mass. And then we will be able to go to the next set of segments and then making it affordable.

01:41:48:07 - 01:42:15:19
Unknown
Again, not everyone will be able to purchase it. I mean, that's their, ECG machine's going to disappear. Oh, no. Big easy. Yeah, yeah yeah. No no no, I would say it is again, complementary. The way I can put it is calculator versus calculator versus maybe spreadsheet or Excel calculator. You can do calculations. But it is not replacing the Excel.

01:42:15:20 - 01:42:45:08
Unknown
Excel is doing advanced calculations or, and reporting and things like that. So this is calculator. This is calculator. This is calculator wherein you are able to do calculation at any point portable all those things similarly. But you are able to do calculations right. Similarly you will be able to get the ECG at the sounds, make sure it is not a big, you know, or cardiac issue, or monitor someone's symptom and make sure he is not having a cardiac arrhythmia or anything.

01:42:45:10 - 01:43:07:15
Unknown
That functionality will be able to do. But again, we do not want to replace existing EKG machines, which are which are there in I know hospitals because the utility is very different. Okay. Utility here. The you know, the leads that we are going to give is for the particular person. I so it's like small medium large like how we are having different shirts.

01:43:07:20 - 01:43:27:04
Unknown
Similarly the leads will be given for a particular person. But when you are in the hospital, you are using a different bulb and gel and things like that. You are optimizing for the cost. Yeah. You don't make different shirt for a different, patient. So different use cases. So you've done a fundraise of about 16 see us.

01:43:27:06 - 01:43:45:18
Unknown
Do you feel it I don't know, not absolutely. Yeah. There is this money I don't know. So so again this this money is, being given for us to go to the next milestone. Okay. And, I would say we have, done a good amount of that, as in when we were taking the fund, we just had the first product.

01:43:45:20 - 01:44:09:16
Unknown
Now we have a set of, you know, pipeline of products going to the market. And, the real return will come when we are able to deploy and, you know, get good, you know, good margins for the company and provide a good exit to the investor and 1 to 1 when when we go to IPO, that's when it will become really rich.

01:44:09:18 - 01:44:39:07
Unknown
So, you said 4 to 5 years to IPO. Are you looking at more products or more sales or more capacity to produce. What is it? What is the what are the key metrics on which you will base your decision to go to IPO? Sure. So basically we want to you know, we want to position ourself as monitoring non-communicable diseases at home.

01:44:39:09 - 01:45:03:04
Unknown
That is our positioning. And when we say non-communicable diseases, cancer is a completely different animal. We do not want to touch that except cancer. You have cardiac diseases, pulmonary diseases, kidney diseases, hypertension, diabetes. These are our area wherein, again, we don't want to build, what we call, you know, big, X-ray machine or ultrasound for the next five years, for sure.

01:45:03:06 - 01:45:26:05
Unknown
We want to we want to develop or we want to be in the space of IoT and AI, okay. Which is internet of things. And I, we we are adding new capabilities which are not there in the current ecosystem. So earlier again, machine was very big. You could not get EKG at home. You could not get sounds at home.

01:45:26:07 - 01:45:45:03
Unknown
Now that is miniaturized. And again there are many great companies doing this. Yeah. Huge respect for it. And again it is not a single company which can actually bring will lead multiple companies. Market is also huge. Feel companies are a friend of mine. So but again it's, we are not, you know, clashing or anything.

01:45:45:03 - 01:45:48:08
Unknown
It's all for healthy, competition. But we have

01:45:48:08 - 01:46:01:21
Unknown
great. It's been, amazing listening to all of this, you know, these four phases. First of all, thank you very, very much for giving that framework that made the conversation. Thanks to Professor Peter and Doctor Fish. They have written a book. Professor, we have written a book on it. Okay.

01:46:01:21 - 01:46:33:13
Unknown
Developing medical devices. Okay. People can go and refer for what is it? Do you have the name? I think it is, developing medical device framework or something. Professor Ravi. Okay, I forgot the name, but you can figure it out. We can put that in the link. Okay, so, so others. And it's been great talking and deep diving into, how you build through this, four phases and amazing how the ecosystem came together to support you.

01:46:33:15 - 01:46:57:22
Unknown
And, also the clarity, you know, you've had since the beginning that I'm going to become an entrepreneur and also detachment to the fundraise as a success indicator. That's something that I want the students to take away. Fundraise is not the, success indicator of success. It just tells you that you are in the right direction. That money that you raise is for another milestone.

01:46:57:22 - 01:47:22:03
Unknown
Absolutely means more accountability. Correct. And when you begin, the students today are probably many, many of them. There's the like, how will I get the money? What do I tell the investors? You are at an idea stage. How do you develop the product? Where will you find this support mentoring that in your case, you did. The those should be the questions rather than investors.

01:47:22:03 - 01:47:40:13
Unknown
What are they going to ask? Have you spent enough time with the, users? With the customers? Have you done the immersion right, that those are the right things to worry about and not the fund is when this is followed. People, people often confuse, you know, when a company is rising, you know, billion dollar kind of a thing.

01:47:40:13 - 01:48:00:21
Unknown
People think, okay, the founder, you know, be, you know, full rich and you will not come to office next day. Yeah. That is not the case. People will, you know, the founders are always driven by the passion to solve a particular problem. Yeah. So human investment comes or goes or anything. They want to make sure the problem is solved.

01:48:00:23 - 01:48:23:10
Unknown
And people take passionate in solving problems in healthcare, in education, logistics and so on. So I would say people won't become billionaire by raising funds. Yeah. Yeah. So that big misconception need to be detached as well. If people are thinking, okay, I will do a fundraising, be rich. Yeah.

01:48:23:12 - 01:48:43:20
Unknown
Okay. See the reason we are doing this conversation, as I mentioned earlier at the beginning as well, is to bring entrepreneurship closer to the students. They need to have more clarity on these questions that we are discussing. Right? What are the right things to think about? What are the right problems to worry about? What is the right way to define the problem?

01:48:43:20 - 01:49:20:10
Unknown
Right. So through Gas India podcast, we are trying to answer the questions in the minds of students and today actually I have live questions, coming in into my phone and I'm going to read out some of the questions to your shot. Okay. So this, this question is from Neha, from actually i.t. Mandi, one of the students there, and she's wondering whether, the devices in which, you know, there is data sharing, health data sharing, digitally, you are, sending the data to someone else.

01:49:20:10 - 01:49:44:24
Unknown
Other data privacy and regulatory challenges with respect to, you know, the privacy of the health care data. Yeah, absolutely. I would say not as a challenge, but I think it's a basic requirement, which is, you know, put in place for the right reasons. So whenever you are collecting patient identifiable data, you have, you know, responsibility to handle it in a way.

01:49:45:01 - 01:50:10:17
Unknown
And there are already standards which are guiding, like, keep on or, you know, even in, in, standards are there you will have to comply in other there to it. Then only it is good for the whole ecosystem. Otherwise you can't, you know, just take someone's data and, you know, share it with some other place. You should be accountable for the, data privacy as well as the regulation, which is, safeguarding the patient and the whole ecosystem.

01:50:10:17 - 01:50:31:07
Unknown
Yeah. Okay. So that's the answer. It is, yeah. These issues need to be touched. People there, their compliances, they can, you know, get and, you know, deep there is a name. I'm not getting it. Some name related to the complaint specific to India also. Okay. You know, to comply with it. But I have another question from.

01:50:31:09 - 01:50:53:18
Unknown
Ujjwal. Which will Chopra he's a campus ambassador with, guess he's saying, he thinks you an Indian. So to clarify, others did not study in i.t. Bombay. Here it is. Engineering. Outside of it. Bombay in in Canada. Got it. Look at that guy. You want to name the College of India?

01:50:53:20 - 01:51:15:00
Unknown
And he went there as a researcher in the lab. And that's how, he had this opportunity to build it. And his question was how he got interested to went in the medical field and make this incredible project. So I think that we have answered earlier. Yeah, yeah. So we'll skip this question. Let me look for more questions.

01:51:15:02 - 01:51:19:07
Unknown
Hold on a second.

01:51:19:09 - 01:51:43:01
Unknown
What are the things required to scale a health tech startup in India, specifically in the field of healthcare? There are lots of cost of, the, products in the material that you, require. Are you a profitable company now? Are you making more than the cost? And they've done research. They know that Japanese venture capital is funded.

01:51:43:03 - 01:52:06:21
Unknown
Okay, so what are the, how do you scale in the health tech? This is the question from home. Ahuja. Yeah, sure. I think in healthcare there are multiple types of companies. Let's say people who are going fully into or developing molecule or compounds or anything. I think for them the journey is different than how, you know, devices like ours.

01:52:06:24 - 01:52:28:20
Unknown
Yeah. So maybe I'll answer how we are doing it. So the way for us is, once you are able to increase the lifetime value for the customer, then the what you call you will be able to, make more products and sell to the customer and create profits from that. And, again, we were profitable, you know, in the beginning.

01:52:28:20 - 01:52:57:01
Unknown
But we try to take a larger ambition and, I showed you the things what we are working on. So it requires significant manpower to develop AI capabilities as well as the hardware capabilities. And, will be where, you know, reinvesting the profit, whatever we were getting to, again, back to the company because, you can't limit with a single product is what I, what I have come to a conclusion because, if that is the case, then you will have to sell to the world.

01:52:57:06 - 01:53:19:20
Unknown
Okay. To have our, you know, good, scale. Otherwise, you will have to pick a sector in the sector you need to build, I would say integrated approach. And you need to have your solution in each of the, you know, the intersection of the integration. Okay. That is when you can actually get good value from the customer.

01:53:19:22 - 01:53:50:01
Unknown
Okay. All right. Next question is, I don't have the name here. What advice would you give to a student with zero capital who wants to build a health tech? Startup? Yeah. Again, capital is not the first thing required to start a company. What you will need is a insight, about a customer problem. Insight, which is good enough, which will make a viable venture.

01:53:50:03 - 01:54:14:23
Unknown
And if you are able to get enough proof of that, then you can either get into an incubation center, or you can get into, any media or any of the your fellowship programs. And from there you will get support grants and funds or anything to build your initial version or even go you can go for angels. Angel investment has become a good, platform very recently.

01:54:15:03 - 01:54:35:17
Unknown
But again, no one will fund. If you say I will. I don't have anything. I just have idea. You may, you know, ten like or 20 like no one is one like you unless you are a second, second time founder. So for the first time founder, mainly you will require insight, validation from market that the problem exists and it is real and there will be willingness to pay.

01:54:35:19 - 01:54:57:12
Unknown
So work on the problem. Worry about the problem. Yeah, not not the money. Okay. Other thing has a question saying there are numerous healthcare products and probably you have competitors as well. We haven't discussed it. How are you making sure that your product stands out. So so again no, I would say competition is a good thing for the consumer as well as for the companies.

01:54:57:12 - 01:55:25:08
Unknown
Okay. And the way you go ahead is you have to keep on innovating. And if you are not innovating, you will be dead. We have, like, famous case studies. You know, I would say the camera, Kodak and all this thing. Right? So if you are, stopping innovation and if you are thinking someone else is going to innovate and have a better product and you are going to lose the market, so keys don't become compensated.

01:55:25:10 - 01:55:42:24
Unknown
I mean, what do you call you know, being yourself and thinking, okay, now I have done nothing. You will be fine when you do go to market. Understand? What is the pain point again? How do solving it? What are the gaps? Come up with a better product. Keep on innovating. That is a single thing I can tell.

01:55:43:01 - 01:56:14:16
Unknown
Caveat asks. I also want to start a health tech startup. I have my best tech ready. Would you talk to her? So yeah, I mean, maybe I would say even if you are thinking, you know, your feeling that you are having idea, you are having all the things, but if you are even a bit scared to start, something based option I can even give is to start and work in a startup for a couple of months in the same field, and then once and even, but disclose this in the beginning itself.

01:56:14:22 - 01:56:44:04
Unknown
Okay, so the founder knows the path. Yeah. And then you can go and do it. Which tech? Everything is good, but single line. What is the elevator pitch. Yeah. What is the problem inside? That is, you know, that is, discovered. That is what people will be interested to hear is like, I can give, just to input or a problem coach accepting it or giving me a mistake, but the difference will be how many people you have met.

01:56:44:06 - 01:57:06:16
Unknown
What is the uniquely say? Yeah. Does it make sense being reliable? This. If you are having answer to these questions, you don't even need a paycheck. You can just even send a WhatsApp message. And yeah, this will be good enough. Okay, great. So we are coming to the, conclusion. There are many other questions which I have not asked, but I think it will make it a very lengthy conversation.

01:57:06:18 - 01:57:37:18
Unknown
And, so so let me just conclude here we have learned very interesting things, in the very different set of hardware, medical and engineers, team chemistry, something in the childhood running away from something. You run into that back team, the ecosystem, incubation center. We haven't actually spoken a lot about the role of sine in all of this, but, not to prolong this conversation too much.

01:57:37:20 - 01:58:00:18
Unknown
Let us, give some messages to the students from your journey. You've said a lot. Of course. But, parents, the, I don't know how open they are today. What happened in your case? How did your parents react when you said, I want to become an entrepreneur and I'm going to do this and not taking a job.

01:58:00:20 - 01:58:23:11
Unknown
So. So my family has been very supportive. Father, is a farmer. Then. Mother was a nurse, as I mentioned. Now she is retired. Then I have a brother as well. So they are all very supportive. But sometimes again, you know, mother is more emotional. And, you know, when she seeing your, you know, running around things, you know, she'll be like, you know what?

01:58:23:11 - 01:58:45:21
Unknown
If you just take a corporate job, will it be better for you? This questions I get, you know, asked. But, I have got good enough support from father and everyone. So, you know, go ahead. And again, I would say there is a mind shift, mind shift, which is also required from parents as well as from the faculties.

01:58:45:21 - 01:59:06:05
Unknown
Mainly, I would say, okay. Okay. Immediately after graduating. Okay. Even if you are not pushing to startups, but if someone is thinking in long term, you want to do it, there should be enough knowledge and, you know, framework which has to be given because, I would I would even say now we are living in the age of AI.

01:59:06:07 - 01:59:27:12
Unknown
Any job is getting, you know, displaced left and right. If we are creating value eventually, as a, you know, as a value contributor to the economy, you will have job. So, again, best way of creating value is creating venture. But again, I will not recommend for people, you know, just to go as a fancy thing.

01:59:27:12 - 01:59:45:08
Unknown
Yeah. You know, you should have passion for it a little bit of times. You should be okay to navigate and not complain. Saying, I did this because someone said, yeah, versus you should say no. I know it'll be risky. However, this is something I will I will not do. Now doing it. What is the message with appearance?

01:59:45:10 - 02:00:20:21
Unknown
Appearance? I think if you if you know, if you are son or daughter says this, you know, they want to pursue entrepreneurship. I would say be a good mentor. Be a good mentor and support. It is something which makes them really happy doing it. Imagine them working in a MNC for, I know, six days or five days a week and complaining the whole day and not happy versus someone who is, trying something, and, you know, will not have a immediate, capital, outcome.

02:00:20:23 - 02:00:41:07
Unknown
I would say in the long run, when they are, you know, sticking around and working for some six, eight years, they will be even, you know, if they are doing really good and putting their heart and soul, they will be even actually 5 to 10 times better than someone who just went for a corporate over again. I would say corporate is also a great thing, providing good, boost to the economy.

02:00:41:09 - 02:01:10:11
Unknown
But again, if someone is feeling that he should pursue the entrepreneurship role, I think it should be supported. What is your message to the faculty? Yeah. So faculty, I think, you know, India is a country we have come a long way from, you know, roti on auto, you know, now Swiggy is upto all those things, wherein, we have now we can pursue the ambition that we want, but mentorship and guidance will be required.

02:01:10:13 - 02:01:42:21
Unknown
And I think all faculty, even I would say the government should relook at how do you stand on this given for the students as well? Yeah. Maybe some think bits or some where they are giving this one year off. You can go and try out things and come back and start again. Yeah. Or you know, you can again apply for the company for placement, as a, as an employee, I mean, as a employer, I will be more happy to pick these kind of people who have actually venture out and done something because they will be more practical, and they will know the, you know, in and out of things.

02:01:42:23 - 02:02:07:06
Unknown
So I would say maybe in policy, people should, should work, should have I know incubators in every college there should be, you know, provide no push for it because I think as a country we have so many challenges. We have the manpower. We can lead the world in this only if we make sure we are able to lead this, you know, startup, revolution.

02:02:07:08 - 02:02:24:17
Unknown
There are a lot of things which has happened. Good part from Shark Tank and all. Yeah. However it need to be made as a process. We need to, you know, teach, lean process and lean startup process to all faculties. Yeah. And there should be a faculty champion in each of the institute who should take this up and, you know, mentor startups.

02:02:24:20 - 02:02:45:23
Unknown
Yeah. Mentor. And again, I would say one more thing is there should be, mechanism wherein you also, you know, you know, pay back to the advisors or mentors as a faculty member as well. Yeah. So now I think IoT is are opening up for that. And if that happens, then I think, we will have our, you know, good, good decades ahead.

02:02:46:00 - 02:03:09:19
Unknown
Otherwise, the contrary is really bad. So the chaos of job loss and people not having purpose and things like that. Yeah, but I think ignition has started. But it need to happen at scale. We are having I think, we are just talking about this and very congratulating you for the initiation you have taken, but I think, we should have ten times podcast like this.

02:03:09:21 - 02:03:30:03
Unknown
We should have ten times incubators. Yeah. And only, I know it is is not enough. You will need, you know, even hospitals coming up, you know, for incubation centers, you should know all the places where people can get support for the ecosystem. So that is what is there in the West so far. But India also.

02:03:30:03 - 02:03:46:10
Unknown
Now, I would say we are catching up very nicely, but I think more work is required. Low to the ground. Yeah, always more work is required and entrepreneur is never satisfied. The the positively dissatisfied.

02:03:46:12 - 02:04:10:06
Unknown
Great. This was a great conversation. Others I wish you and your venture all the best. And we'll talk again when you do the IPO. Thank you. Thank you, Professor Potter. And it was a pleasure sharing my, journey and the milestones, trials and the, you know, the wins and all. Very much happy that you are doing this.

02:04:10:08 - 02:04:16:18
Unknown
I hope people will learn from this. And, you know, I have my LinkedIn. People want to connect

02:04:16:18 - 02:04:18:00


02:04:18:00 - 02:04:22:07
Unknown
For removing them. Happy to share that.

02:04:22:07 - 02:04:41:05
Unknown
Yeah, this is a great proves that, you know, because like I said, it's entrepreneurs who work students who will. And then we can see that who took the that's, you know, that is very important role for you to play in, now assisting the students who want to go on those.

02:04:41:07 - 02:05:02:07
Unknown
So please don't get so busy. And, you know, I feel publishers that we will find they, gives good times to the students, to, to nurture them to that level better than, what are the digital that you can shop them so you and that fall on the, on this value that, the students need all the medicine that they can get.

02:05:02:07 - 02:05:25:23
Unknown
They need to learn. I may be, it's just that I know most that I know books that I know resources which are getting this. How suited is the game on this and not having that? It is. And that is where the active side me to that that that's what I said I took as they did. So I'm sure students who are listening it, students what is this door this and resistance.

02:05:25:23 - 02:05:38:19
Unknown
They are finding a lot of exploration. A lot of, sort of material to reflect off and to find the first few steps towards or with this. It take the.