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Simplifying Medical Device Cybersecurity with Mike Kijewski, CEO at MedCrypt

Recommended Book:

The Secret History of Cyber War

Best Way to Contact Mike:

Twitter

LinkedIn

Company Website:

https://www.medcrypt.co/

Check out this Link:

https://outcomesrocket.health/podcast

 

Simplifying Medical Device Cybersecurity with Mike Kijewski, CEO at MedCrypt

Welcome to the Outcmes Rocket podcast where we inspire collaborative thinking improved outcomes and business success with today's most successful and inspiring healthcare leaders and influencers. And now your host Saul Marquez

And welcome back to the podcast Saul Marquez here. Today have the outstanding Mike Kijewski. He's the CEO at MedCrypt. A San Diego based company that allows medical device vendors to secure their devices from cyber security threats, patch vulnerabilities, and monitor device behavior with a few lines of code. Mike is passionate about new advances in the intersection of Internet, technology, and health care. Is a hot topic that a lot of us need to be concerned with a lot of things are changing the FDA requiring a lot of different things. Got the unique device identifier. I mean there's a lot of stuff going on here and Mike's at the center of it. Prior to starting MedCrypt, he was the Founder of Gamma Basics which was a radiation oncology focused software startup. He sold this company well that was acquired by various medical systems in 2013. Mike's got an MBA from Wharton School of Business and a Masters in Medical Physics from the University of Pennsylvania. He knows what he's doing. He's got a great team behind them and a lot of interest is sparking in his work with some good seed rounds of capital being raised there so it's my pleasure to welcome Mike from MedCrypt to the podcast. Mike welcome.

Thanks Saul. Thanks for having me. And that is a very generous intro there. Thank you.

And it's my pleasure man you're doing a lot of good things and I'm excited to dive into this topic of cyber security and med devices. But before we tap into this conversation, I'd love to know what got you into the healthcare space to begin with?

Yes when I was in high school my mom was actually a med student while I was in high school. She started medical school later in her life. And my dad was a vice president at a health care a tea company that was called Shared Medical Assistance which became CEO of Siemens Healthcare. I remember as a teenager anything I have no idea of what I did my parents do. But I don't want anything to do with. I want to do my own thing with Bob. What if they get so excited. Once the culture is next thought I was going to be a high school physics teacher for a 35-year career taught high school physics for a couple of years after undergrad and really loved being in the classroom with students. I genuinely felt like I was having a positive impact on the lives of some number of people on a daily basis. But I had two main issues with my situation as a teacher the first being the obvious financial ones you know when you're starting to think about owning a house and having a family and wanting to have my wife be able to stay home for a little bit if we had kids it's hard to do on a teacher's salary are harder to do than it would be on other salaries.

For sure.

I was teaching the same thing three years in a row and starting to get a little bored of material and was looking for something a little more intellectually rigorous in the day to day basis and thought of going to med school. Realize it wasn't a good fit for me. I wanted to do something sort of entrepreneurial and really at the end of the day wanted to know that the end product of of my work was helping people in some way. And if you think about not to pick on the financial services industry because they do important work as well. But buying and selling stocks. Maybe it's a less direct positive impact on people's well-being than health care. So I found this field called medical physics which is the the technical underpinnings of Radiation Oncology and diagnostic imaging and thought that it was sort of a perfect combination of my interest in physics. My interest in wanting to help patients directly or indirectly through healthcare and it was also very forward thinking, a technology-driven treatment modality you know basically everything going in radiation oncology and imaging today involves a computer and software code and it started to be a great environment to get involved in and started that process 11 years ago to this point really couldn't be more happy if you really really love thinking about healthcare.

That's awesome man. Well you've done a great job thus far and now you're paving the way into a new era of of helping people. And so what do you think Mike as a hot topic that the listeners need to be thinking about today? And how is your organization approaching it/

Yes so we are involved in the cyber security aspects of healthcare specifically focused on the patient safety implications of cyber security. So in 2014 I was working for a big medical device vendor and was hearing a couple of different healthcare delivery organizations expressed concerns about patients being physically harmed if the cyber security vulnerability and a connected medical device were exploited. And at the time I hadn't spent much time thinking about the physical harm coming from cybers ecurity vulnerabilities of course. You know I heard about Hibiya and heard about patient data privacy issues but the notion that you could make it a medical device to something that was not supposed to do and physically hurt somebody was scary but also interesting to me. And while there were definitely pockets of people working on this problem as early as the late 90's, early 2000's. It wasn't until a couple years after we started really 2015, 2016, that the regulatory agencies and the media large started thinking about the problem. So we're really focused on ensuring that the companies and teams building healthcare technologies that rely on software hardware are building products that will not malfunction if the bad guys hacks a vulnerability in one of these devices and you know the flip side of that is ensuring that medical device vendors can build devices that are effective and profitable for them and don't become liabilities long term to the cyber security issues.

Now this is great information Mike. And you know as manufacturers of devices it's important that that we consider all of the things that are available to make these devices secure. And then as as providers and as you start thinking about what requirements you have for your vendors selling these these technologies, making sure that your patients are safe. All these things matter. And so Mike is definitely tackling this issue head on with his firm. So I'd love to dive a little bit deeper, learn a little bit more about how you and your organization Mike are creating results by doing things differently as in this arena.

Yeah absolutely. So a lot of good stuff to unpack there so the first meeting is an anecdote from somebody that I had worked on for a couple of years ago and how that's inspired are doing today. In 2011 I was running a software startup called Gamma Basics, while I was a graduate student at the University of Pennsylvania and we were making an income of different products for radiation policy you know crinkles or flow situations and we had the idea for a product of wanted to believe that we were a cash strapped sort of resource in a resource constrained organization you can hire an engineer to build stuff. And as a physics graduate student I had done some programming is not allowed to process data and so look at Thaicom images and stuff like that but it wasn't it wasn't a software engineer. And I started to look into a couple of different software development frameworks that make it really easy comparatively easy for somebody to build a web application. Then in 2010 I guess this was a framework a Web application framework a ruby on rails and I know a little bit of each you know how to make a website that it never built you know back and application. And as I started to dig into some of my tutorials learning how Ruby on Rails work it amazed me that people had taken processes that previously were very complex and wrapped them up into a very easy to use piece of software that other developers can leverage and not have to reinvent the wheel. I think a good example of this is the notion of a database records actually relatively complex idea that in the late 70's early 80's and probably a huge deal to get a database. But then companies like Oracle and Microsoft came out with its consumer facing databases like Microsoft sequel server which is much easier to set up the figure that you still need to write a lot of code to really interface with that with that database you need to understand it or sequel query and all of this other complicated stuff. And then there are other layers of software that come out that say okay well instead of worrying about counterfeit data is directly going to do it easy set of commands where you could type something like patient dot last name and hit enter and we'll figure out how to read the screen for you on the backend and those sorts of abstractions allowed. Me a physicist but not a software engineer to build a product that ended up being launched commercially and acquired by a big medical device firm has other developers have had you know taken on some of the heavy lifting and abstracted to really some boxes. So the things that we're doing and that create is looking at the problem of today medical device cyber security and saying what sorts of security features really should be in devices. And if you ask security experts you'll get a relatively standard set of answers and it will be some very instance of disagreement about but the educators with the most are people would say you should have strong usernames and passwords you should have. You should use encryption in various forms deputy encryption keys and all these devices and setting up all of those technologies. Well it's not rocket science is time intensive for engineers building these products. So we say hey if we can take those sorts of technologies you know encrypting data, assigning encryption keys, figure out signing things and verifying that the deed has been depleted and make it easily accessible via an API. We can allow engineers in a medical device firm to spend more time focusing on clinical features rather than implementing the sort of DeMentri security framework.

I think that's super super fascinating and and I think it's it's a great value add Mike because you're right the device company goes through their specialty which has clinical which is engineering and these API. I mean if you're applying a turnkey solution this is great. This is so much off of the Pinney's books so much off of you know an expertise that maybe isn't baked into that company.

Yeah and this is a struggle that we that we went through when we were first receive funding for this company. We would have investors say well know engineers that you know who are your favorite big medical device company is engineers that companies that are really smart engineers. They could be right if they do this on their own and they wanted to. And our answer is yeah but why should they focus really why should they spend any time that they don't need to setting up the security stuff when there are real competitive advantages. No and you know the most in the world about insulin delivery or imaging or cardiac rhythm management or whatever. Nic lots of good examples in other areas of technology companies be successful by allowing their companies to focus on their core competency. So for example my favorite analogy here is that this company stripe that does payment processing API and if you're if you're building a website and you're selling t shirts with something you've got to T-shirt designs you need to get the website to sell the T-shirt. And part of selling the shirts is you need to accept payments. So ten years ago the engineers in how to build the credit card processing stuff on their own and they'd have to set up a merchant account with some you know credit card processing company and straight along said you know here's an API to open these seven lines of code in their website. The worry about this I'm better t-shirts and they're now practicing something like 5 billion dollars of payments a month or something not because credit card processing was rocket science or no we hadn't figured it out. They just made it so much easier to implement. Then why would you do anything else. So that really is our approach to a subset of the security issues and medical devices if we can make it so easy for engineers to implement cryptography directly to these devices. Why would they want to do this.

That's a great analogy Mike totally love the way you laid that out for us. And so you've worked through a couple iterations. Share with us a time when you had a setback in the development of this company or maybe the previous one that taught you some big lessons.

Yes. So it's hard to think of one not because there are so few. But really you know we're running early stage companies. Nothing ever goes perfectly so there are plenty of opportunities where. So a couple of come to mind for the first is when we're starting Gamma Basics and we were selling Ratio and possibly workflow software into hospitals. We were really literally four guys in the basement with some really good software but nobody had ever heard of our company before and I remember having these long protracted halls with businesses and hospitals and they'd ask us questions like yeah you've done X but why don't you also do y or issues other than the year before and I can probably do this better internally. And it was a very sort of uphill slog to get some of these customers on board. And then we ended up selling the company to Varian and Varian is a leader in radiation oncology if only by market share. Right there their market shares. It's quite a process. The company very forward thinking and they tend to have customers that I really love their product. So you talk to a physicist at a hospital that he uses the various machine and they probably love that Varian machine. So we went through that integration process at Varian. Then we started selling that same product as Varian. And I had physicists coming up to me at Pomper just saying oh my god this software is amazing. We need this tomorrow we not our help set up. And I said you're never going to believe this but we have an hour long phone call several months ago when I was with another company. And you told me a hundred different reasons why this wasn't going to work. And now you want to use your star variant for habesha just goes to show that when you're doing something innovative and you're a smaller company the brand recognition and the trust that you build with consumers is so important because if you get to the point where your customers trust you and you don't profit so they love it has become so much easier to sell things later. Later down the road and as a smaller company when you hear that the fifty reasons why the thing you're building aren't going to work. They're not necessarily accurate right. You know if you told people ten years ago we had electronic minute medical records are going to be used everywhere. And by the way they're going to be hosted on the scarce servers of an online bookstore. You would say that's insane. No one's ever going to store medical data not online bookstores spare servers. Here we are 10 years later and lots and lots of healthcare and technology companies are hosting applications on Amazon Web Services because it is so easy to do why would you run your own data center. So yes I know that the haters aren't always right.

That's such a great great message Mike and cool that you are able to live through it and sort of stay on and see that that impact right because now you can definitely take this message listeners take it to heart, learn from it. What about what are your proudest medical leadership business moments that you had today?

It's really fulfilling to have been in an industry long enough where you can make certain conjectures about the way things should be and the way they will be and help make decisions based upon that view of the future and then be around long enough to see those those sorts of things come to fruition. So you know I remember it's a it's a relatively obscure example the working in the radiation Hall space and looking at certain things that should be automated and having discussions with people about the pros and cons of automating certain processes. You know the software and you know what if the software goes wrong if this thing happens to the patients higher and of course that would be awful. But we can we can build our code in such a way that will minimize the chance of that happening and by the way if this process is not automated what are the odds of a student making a mistake in having some bad outcome. And certainly you know fighting through some of those disagreements and trying to come up with data that supports that and then you know five or six years later starting to see industries adopt those sorts of automated processes because the data is in and supports that yes. These things has a net positive impact to patient outcomes. So having you know been in the space for a little over ten years is either a really long time or not that long depending on your perspective. But it's great to just start to see some of these hypotheses that I made earlier in my career start to be pretty true.

That's pretty cool. It's kind of like affirmation that hey you know what I wasn't too far off on what I was thinking and now what I'm thinking. Let's move with more bravado because likely it will happen.

Exactly. If you make you make 10 predictions and you're looking to those predictions and the first of four out of five of them have been right or you can be you know incrementally more counted in each and each additional prediction going forward that's that. It's also not an easy to get at it a little cocky there in a CNM necessarily the least in the world is the way that everybody everybody else sees the world are really like this notion of trying to have a beginner's mindset and really asking critical questions about things from first principles that make sure that you're not being influenced by the naysayers but also you're not Asperger's you know you're into our food and just believing it because because you think the way the world works.

Yeah such a great message. And definitely a key area of the market that you're working on. Mike tell us about an exciting project that you're working on?

Yes we've got we've got one company of we're working with that has very complicated medical devices that's used and that just coincidentally happens to be in radiation oncology space. My current company MedCrypt are focused on the health care industry at large to everything from insulin delivery to imaging the surgical robotics and everything in between. We have a good relationship with this. This is one startup called reflection epical that's building a PET imaging based radiation delivery system and some of the clinical ramifications of that could be quite impactful once they actually hit the market. I think they're not too far away from getting their piping and having their first burst in in person treatments. But one of the most satisfying things about that particular engagement for us is it's a very complex treatment system.Their treatment system because both imaging and treatment delivery sort of at the same time. And they have a very small window of time in which they need to process data, make decisions about that data, and then and then design the patient treatment in less than a second. In fact submitted in the U.S. in a second. So it's a very sort of a critical in this case with very large computers going very quickly and it's the kind of use case where we were told early in the MedCrypt's life that you know these sorts of systems that reside at a hospital and are big and powerful that they're behind a hospital firewall they require the sort of real time reallocation between the various endpoints surely not a good use case for encryption because encryption takes some sort of time. So you're going to be necessarily you know decreasing the overall performance of the device. And by the way security is not really that important because this thing's behind the hospital firewall and we all know the bad guys can't get behind that. The hospital's firewall. So to have some big companies tell us that years ago and then move ahead with a company like reflexion which has a you know a really it's sort of a cliched expression but a next generation version of this stream treatment reality and see that number one you can put in place the security features and still have that device function the way it's supposed to clinically and number two see that having these sorts of security features isn't evidence of it's about that you add for the user for a variety of reasons but not the least of which is you're are building a device that is secure by design and not creating another thorn in the side of the hospital CIO that now needs to lock this thing down to the firewall management and all of that. So it's been a really interesting project working with them and seeing a really revolutionary device take security seriously from the start and show that you can have a device that you know that has any security features in place but also is doing really amazing things technologically.

Mike that's cool and you know the thought here is you always got to be questioning your assumptions especially with the way technology is moving just because once you felt like hey you know encrypting something or was slow me down or slow down the way that this device is innovative doesn't mean that's going to be the way moving forward because all these technologies are advancing and this great example is goes back to the basics and says hey you've got to question your assumptions and dig before just assuming.

That's exactly right. And it's hard to look forward in time and see that no computing power will increase and the ability to do the sort of cryptography will you know will get easier comparatively. It's much easier to look back at that time and look at some things that people could have said that would have seemed rational at the time but now in retrospect that's right. So if you look at credit card processing I'm very interested in any crypto currencies and watching and Bitcoin actually not but that is because I'm a little skeptical about the whole market and the whole approach to things that I heard a lot of people say the bitcoin of block chains is not a tenable premium system because the visa credit card processing network transact some ridiculous number of transactions per minute. I don't know the exact numbers but you know you're talking of millions tens of millions hundreds of millions the actual date actually. And if you were to look back in time and say you know we've got all these transactions so many of them are happening per second and we really don't have the capacity to also correct all of those credit card transactions. Well in retrospect that looks ridiculous right of credit card transactions are happening in an uninterrupted fashion that the amount of fraud in the system would be rampant and it would be incredibly expensive. So it's just looking back of course you need that sort of cryptography and you know process wouldn't be tenable otherwise. I do wonder if at some point in the future we'll look back in healthcare and say you know I can't believe that we had healthcare information systems on a hospital network communicating with the neonatal severances and not using any encryption because we thought that it was too computationally intensive or you couldn't get the colors aligned or something. It's just you know looking back in time it's easy to see how some of those sorts of objections would be, what would be ridiculed.

Yeah some great thoughts here Mike and and definitely something for all of us to think about whether you be a CIO at a hospital or an entrepreneur managing your own company in this space really have to be thinking about security and thinking ahead of the game. So Mike getting close to the end here let's pretend we're building a medical leadership course on what it takes to be successful in cyber security of devices. The one on one of Mike Kijewski so I've got a syllabus that we're going to construct for the listener's lightning round style followed by a book you recommend to the listeners. You read?

Sure. On it.

Love it.

So.

So I've got four questions for you right. These are going to be lightning round style. So what's the best way to improve health care cyber security by design?

Two words by design. There's a there's a lot of focus being put on devices out there in the field. I think it is securing devices when they're developed is really a much better way to approach from.

What's the biggest mistake or a pitfall to avoid?

The only two patch when medical devices have vulnerabilities and companies put patches out there are a million reasons people give for not amplifying them but that's the number one mistake you can make.

How do you stay relevant despite constant change?

Having a beginner's mindset constantly asking questions and being aware of what is on the horizon.

What's one area of focus that drives your organization?

Patient safety.

What book would you recommend to the listeners?

I believe it is called The Dark History of Cyber War. Maybe the Secret History of Cyber War a fascinating conversation about the U.S. federal government and the federal governments how they've actually been having cyber warfare along with physical warfare for the last 30 years and what it looks like in the future.

Fascinating. Folks there you have it, the outlined the syllabus with Mike Kijewski you could find that and outcomesrocket.health/medcrypt along with a full transcript of our conversation today. Mike this has been a blast. I'd love if you could just share a closing thought but the listeners and then the best place they could get in touch with or follow you.

Yes I really love it. The conversation's well thanks for having me. The final closing thought a lot of people say will medical devices ever be hacked? Is this really a legitimate concern? Shouldn't we to focus on bigger issues? Do not underestimate the probability of patients being physically harmed by cyber security vulnerabilities and medical devices being exploited for various reasons. Some of them being financial or others others not being financial. You should check out medcrypt.co we're active on Twitter, LinkedIn sharing lots of relevant industry information that will be useful for both medical device vendors and medical device users.

Outstanding Mike hey we really appreciate your time. This has been a blast. Looking forward to staying in touch.

Likewise. Thanks for having me.

Thanks for listening to the Outcomes Rocket podcast. Be sure to visit us on the web at www.outcomesrocke.com for the show notes, resources, inspiration, and so much more.

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Revisiting your Cybersecurity Strategy and Culture with Michael Archuleta, Director of Information Technology Services / Site CIO - HIPAA Information Security Officer at Mt San Rafael Hospital, BridgeCare Health Network

Revisiting your Cybersecurity Strategy and Culture with Michael Archuleta, Director of Information Technology Services / Site CIO - HIPAA Information Security Officer

Hey Outcomes Rocket friends, thanks for tuning in to the podcast once again. As a leader in health care, you have big ideas great products, a story to tell, and are looking for ways to improve your reach and scale your business. However there's one tiny problem. Health care is tough to navigate and the typical sales cycle is low. That's why you should consider starting your own podcast as part of your sales and marketing strategy. At the Outcomes Rocket, I've been able to reach thousands of people every single month that I wouldn't have otherwise been able to reach if I had not started my podcast. Having this organic reach enables me to get the feedback necessary to create a podcast that delivers value that you are looking for. And the same thing goes if you start a podcast for what you could learn from your customers. The best thing about podcasting in healthcare is that we are currently at the ground level, meaning that the number of people in healthcare listening to podcasts is small but growing rapidly. I put together a free checklist for you to check out the steps on what it takes to create your own podcast. You could find that at outcomesrocket.health/podcast. Check it out today and find a new way to leverage the sales, marketing and outcomes of your business. That's outcomesrocket.health/podcast.

Welcome back once again to the Outcomes Rocket podcast where we chat with today's most successful and inspiring health leaders. Today I have a Michael Archuleta on the podcast again for the second time. He is actually the second person ever to be on here for the second time. Lots of things have happened since we started the podcast a year and a half ago and so that's why Michael's back. He's a Director of Information Technology Services CIO and information security officer at Mount San Rafael hospital and the bridge Care Health Network. He's recognized as a top hospital and health system CIO to know and named as a rising star in health care. Michael is a cutting edge innovative visionary leader who possesses strong leadership skills with an extensive experience and a proven track record of driving increased levels of productivity, profits, high integrity customer relationships skills, and expert problem solving approaches. These are all things that are key to any organization in healthcare and it is a privilege to have this talented leader on our podcast. Michael welcome back.

Hey thank you very much. Definitely an honor to be here. You're doing so such an amazing work with this podcast. Thank you very much for really bringing in a lot of great focus towards health care.

Hey I appreciate that Michael and you know you know very well that it's all about collaboration and connecting with the right people so I'm glad you're willing to join us again. Now you just got done with a meeting over there in Denver didn't you? The health care IT meeting?

Yeah. Absolutely. I was at the conference cochairs is here for the Denver Health I.T. summit. It was basically hosted by healthcare informatics which we have an overall health I.T. Summit Series that happens throughout different states. We really gathered a lot of leaders some amazing healthcare CIOs, CIS CEOs, CMIOs. It was really a huge talent of individuals and we had the amazing Nick Adkins there as well to you know really about the power of connection. So really a big pink socks focus we really try to drive that drive moving forward because such a critical element. We've had some amazing people from you know learning about patient engagement. We've had Deb Gash which the Senior Vice President Chief Digital Officer at St. Luke's health system we had Mr. Richard Staining. He's a really big C so and really understanding and dealing with the growing medical device. So we really try to combine what are we doing on a patient engagement standpoint, what are we doing on a physician standpoint, how are we dealing with physician burnout, and then also of course cooperating and incorporating a lot of cybersecurity understandings from medical devices to how do we basically improve on our overall cybersecurity strategy. I actually did a presentation on really focusing on really having that specific human firewall built into your organization because I always say at the end of the day we always talk about technology, technology, technology but forget about what's important and that is the human element that is the important element that still focusing on cybersecurity awareness and really managing today's healthcare information explosion was really one of my main focuses of trying to kind of have individuals understand that you know looking at the ransomware how it's going how it's basically moving into specific trends and how we at times as organizations forget to incorporate the basic elements of the importance of what it takes to make it good cybersecurity strategy and that's building the culture man that having them understand. Because if you look at the numbers and basically there was one numbers so 91 percent of all ransomware attacks came through a what phishing e-mail and those phishing e-mails were attacking who? Those are the employees your people. So the thing is is I think if we don't continue to put strong cyber security employee awareness training programs in place doing overall simulated phishing attacks putting in those basic elements into an organization we're basically going to continue to see all these threats all, these breaches etc.. We at the end of the day need to build that overall human firewall. And what I really love speaking about to is going backwards. We here in this organization we've really been focused towards patient centric technology and patient centered technology is really something that we're all trying to lean towards. Because I always say at the end of the day my friend we all have a CEO, if you're in health care you have a new CEO bottom line and then you see this patient. And if we do not continue to focus on what that patient needs how do we improve patient outcomes, patient improvement, patient experience. Yes physician experience, yes clinical experience, yes improvement of the overall systems but focusing on our overall outcome which is saving lives, improving care - that's what's critical my friend and looking at having a very strong patient centric technology strategy in your organization to improve patient engagement is such a critical element. Hands down.

Michael. Love your passion for this area of the business cybersecurity is no joke and you always make it so simple for us to understand how this concept of the human firewall you know the people are the ones that can help. 91 percent is a huge number. So what are you guys and gals doing in your organization to build that culture. You're a human firewall and if you haven't had a chance go to the podcast website outcomesrocket.health type in Michael Archuleta in the search bar and you'll find his first podcast where he really takes a deep dive into these topics and it's just it's brilliant. The approach that he takes it's a simple approach that can yield some major security are alive for your organization and the other thing too if you haven't checked out the Denver Health I.T. summit he does it every year and it's something that you guys have to check out so if you're curious about it if you're in a Denver area or you just want to go spend some time in the mountains around this time of the year check that out. I'll leave a link for that conference in the shownotes so you could check that out. So what else is that going on, Michael, I mean what's new with you?

You know man it's there's so many new things as you are fully aware of. And I mean we're all busy. That's the bottom line. But one amazing thing that we're basically focusing on this year and as I stated we're really looking at overall patient centric strategy is I'm actually one of the new judges for this year's prime health 2018 health challenge which is basically pretty amazing just to kind of give an overall intro the prime health challenge was basically started in 2014 to really galvanize the the overall digital health ecosystem in Colorado and accelerate the adoption of digital health technologies really including patient engagement applications data analytics and virtual care technologies and really looking at this is this is an overall group of individuals that look at these these healthcare startups look at what these organizations are basically doing and try to incorporate judges that are basically associated with health care organizations that in the end result would be beneficial for them to treat an overall pilot agreement program with them. And right now we have 13 companies that have made the semifinals rounds for this year's 2018 prime health challenge which is absolutely amazing. And the prime health challenge and evaluation process are really helping to drive meaningful collaboration between entrepreneurs and Colorado healthcare systems applicants from around the country were really assessed by industry leaders based on their social and health impact Market Readiness and business models. With support from the Colorado Health Foundation the community is really in a unique position to improve health care not only in Colorado but across the country. It's been an absolute amazing privilege to be part of this as well too.

It's pretty cool.

Yes.

And for the listeners if you're curious about prime health very cool chart take sort of experience in health care go to http://primehealthco.com/. That's http://primehealthco.com/ to check out this event that Michael is talking to us about.

That's correct. So definitely check that out. Some amazing things. There's really no overall and I'll share this link as well with your group. But there's a news and media and basically showing that making the grade 13 companies from Asama surrounds them to UTM prime helped a show. The 13 semifinalists also has some specific links to the overall groups and it's really a good thing to look at and really incorporate to see with these amazing healthcare startups are basically doing. And what I like to say too is digital health innovation starts with collaboration. That's the bottom line. And we must leave our egos at the door and move the healthcare industry forward and together. And I always like as I stated like quoting Henry Ford and Henry Ford with this quote coming together is a beginning, keeping together is progress, and working together is success and with proper collaboration we can work together to transform healthcare and that is such a huge thing is I think being in technology being a business leader - txhe bottom line is sometimes we basically live in silos and it's time. ILOs and basically collaborate and there's so much egos and so many different personalities and different groups and different settings, committees, boards etc.. But we must all just basically leave that at the door bring our ideas together and try to transform the industries. It becomes very frustrating when yes we all have different opinions but we need to come together to come out with that specific best concept because at the end of the day we work for the patients. Our new CEO is the patients and we are here for the patients. If you work in healthcare you are hear from the patients. I don't care what your actual title is. You're here for the patient and we're basically looking at utilizing tools like technology to basically improve our overall outcomes. And it's it's an amazing thing. What we can basically do as an organization and having a good patient centric technology strategy in place and having that Bayang and understanding what we are doing as an organization and how important it is for the patient is basically the end result. Hands out.

I love that Michael and call the action here folks is how can you get involved. What things can you do what extracurriculars can you do that aren't going to really take that much time and it will yield results. An example like you know Mike's meeting that he had bringing together leaders from around the health I.T. cyber security space at the outcomes rocket were teaming up with the IU School of Medicine for the healthcare thinkathon, right. We're getting a group of healthcare leaders and disrupters from around the globe under one roof one day and I think attending these events and also creating events like this are a great way to follow through on Michael's call to action which is let's connect the silos to make it better. Michael what would you say this year has been your number one focus?

This year my number one focus has really been towards improving the overall outcomes of patient care. Improving better physician experience because at the end of the day as an organization we need to make sure that the specific tools that we are giving our patients are beneficial both inside and outside of our organization. And that's basically the bottom line and I'm always about how do we improve that aspect. How do we improve those outcomes. And really I think collaborating with these healthcare startups has been a huge thing for myself and kind of speaking a little off to it as I'm also an actual board advisor for a group which is a healthcare Startup Canada. Basically a overall real world health experience and behaviour informed decision to really improve better healthcare. The group is called Health self-care catalyst. The amazing group of individuals of what they're basically trying to do with their overall storyline application which basically brings in patient portals and tries to create an overall centre based application where patients can go in and obtain information from their amatory EMR their patient EMR and really come together and has two really good structured specific data that's going to be beneficial for them because at the end result is we look at all these patient portals and there's so many different patient portals. I mean we receive radiology results in one facility then I go to another facility and I basically have other results and I have now new portal access as well to how we come together and we basically look at trying to create a specific domain strategy that will allow us to incorporate some good technologies and good new enhanced technologies like fire that healthcare and rapidly resource allocation. That's been a huge thing. The age of 7 greoup. So being a technology adviser for this group has really been a pretty amazing thing. And self-care catalysis doing some great great things moving forward. And they had some amazing collaboration. What they basically have looked at because their overall focus is is really a patients solution really focusing on intelligence and analytics and really trying to deliver value from patient centric real world evidence to inform product lifecycle management and behavioral change interventions which is such a huge thing.

That's interesting you know. And so right now there's there's a health care leader listening to this he or she is driving to work or back from work maybe mowing the lawn and they're listening to your story and they're thinking man you know what this is interesting. Like I never even thought about engaging startups. And for that health care leader that's looking for a new way, looking to think outside the box. What advice would you give them? How do they do it? What are best practices and what are what are the downsides?

Absolutely. So you know of course at the end of the day we must be open minded. Yeah that's the bottom line. I think a lot of individuals over my in my lifetime I've I've seen them all at times just focus on a specific straight road. But when it comes to innovation and when it comes to disruption you must look straight left right up down. Those are different strategies and different areas that will come together to kind of determine OK what are my problems, what are my issues as an organization right now as we speak and incorporating healthcare Charlotte would that be a benefit to this organization. What does your overall business plan look like. Is there any type of return of investment back to the organization that would be beneficial if we did incorporate the specific start-up moving forward and really looking at trying to drive that innovation in some of the cons of course you know they are a healthcare star but some of the actual pros is this can be an overall good piloting agreement which at times can be a very, very low investment to no investment at all which in the end result you're basically improving your overall outcomes. You're looking at what some of your problems are as an organization and you're really trying to drive innovation and improvements moving forward. So what kind of talk about a startup that we've we've incorporated so the group that we basically brought in and we've been working with them as an actual business partner because I always like saying I'm looking for business partners not vendors I'm looking for individuals that my success is your success and your successes is ours. Having that model in place. So we incorporated a group called careloop. So careloop is a healthcare startup out of Colorado. And our overall impact was.

Is this Michael Walsh?

No.

Different one? Careloop not cariloop. Okay gotcha. Got it, I'm with you.

Yeah definitely check it out. We love to put out a link out there as well to show the impact that we were looking at as improve care coordination between Mt. San Raphael hospital and bridge care health network care teams. So we are part of the bridge care health network which basically consists of four twenty five critical access hospitals in a 1 300 bed level 2 trauma center in southern Colorado. So the thing is is between these different organizations. We all have different electronic medical records systems. So how do we improve that care coordination from one facility to another and try to bring in a very incorporated story line of understanding. Okay. Now I have the information as a physician to basically treat better health care outcomes for that specific patient that I am now taking care of. And of course as I stated looking at patient centric technologies being a main center point of my overall strategy for 2018 looking at of course increase patient satisfaction which is such a huge thing and really optimizing workflow and trying to measure survey results and quantifiable data points which was extremely critical and looking at a reimbursement standpoint and looking at that value based payment initiatives and really trying to automate and capture CTT codes that we were basically capturing during an actual care coordination or a discharge status between one specific patient to another organization. And when we did our overall return investment analysis and we determine how many specific discharges we had from the organization and we looked at the specific codes were pretty beneficial and some of the CBT codes that we basically looked at were the 9 and 4 9 5 which basically comes with 156 dollar reimbursement rate and then the 9 9 4 9 6 which is the 230 dollar reimbursement rate and they're all focused towards that discharge process that weren't being captured in the organization. And once we basically coordinate and we establish how many specific discharges we have in the organization we kind of came back and we determined that looking on a reimbursement standpoint we saw a 500000 dollar that's been back into the organization just by incorporating this specific application. I mean as I said it definitely doesn't. I'm not for the money. Of course you know you definitely need money to basically run an organization. But at the end result we did see that there was huge value and good payment initiatives in moving forward with this overall organization. And I think looking at it I think on the physician experience improvement standpoint - the providers were able to communicate privately with the care team to coordinate care all while increasing communication and best experience for patients and families. And I think the overall careloop platform allows all information to be available at the provider's fingertips. And then of course being on the security standpoint in a secure environment both at their workstation and to the application of the mobile device. So this careloop value proposition with such misuse. And they basically I was honored to see this crew make it to the top 13 semifinalists. I'm amazed individuals and you storm basically one of the cofounders co-founder and CEO of the organization and Dr. Fiji got such an amazing individual as well co-founder of the organization Sean Switzer the V.P. of overall success. These three key individuals have been such a great business partner to our overall organization and our overall cause. It's been absolutely mind blowing and very beneficial and honestly on the standpoint there too talking about shared value and talking about improve care coordination and those individuals who have just blown a lot of these other groups and were very impressed and were very honored to be as an actual strong business partner with this group.

Now that's such a great story Michael and listeners, this is an example of what can happen when you think outside of the default box because traditional healthcare look we've got options are good but in order to do the things like Michael just talked us through - this better health coordination, this catching of CBT codes that were being missed to the tune of half a million dollars. It takes looking up, looking sideways, looking down and not just forward. So I love Michael's passion and his ability to do this and this is why Michael's been doing so well and in what he's doing in his career. You think about what you could do and think outside the box like he has. And I promise you that great things will follow. Michael this has been a blast. The time does fly. I want to just thank you again for spending time with us. And hey, any closing thoughts for the listeners this time around.

Absolutely. We can't solve problems by using the same kind of thinking we used when we created them. Let's come together, let's collaborate and let's transform healthcare. Thank you very much.

Hey Michael, so if people want to connect with you. Where do they reach out?

Absolutely. So I'm very active on Twitter. So you can find me @Michael81082 and also on LinkedIn as well too. would love to collaborate and work together.

Folks, take up Michael on this opportunity. He is an outstanding leader in healthcare that is a collaborator. I've collaborated with him myself and have really enjoyed the time that that I spent with him. So Michael thank you so much again for spending time with us. We really appreciate it.

Thank you very much.

Outcomes Rocket friends, thanks for tuning in to the podcast once again. As a leader in health care, you have big ideas great products, a story to tell, and are looking for ways to improve your reach and scale your business. However there's one tiny problem. Health care is tough to navigate and the typical sales cycle is low. That's why you should consider starting your own podcast as part of your sales and marketing strategy. At the Outcomes Rocket, I've been able to reach thousands of people every single month that I wouldn't have otherwise been able to reach if I had not started my podcast. Having this organic reach enables me to get the feedback necessary to create a podcast that delivers value that you are looking for. And the same thing goes if you start a podcast for what you could learn from your customers. The best thing about podcasting in healthcare is that we are currently at the ground level, meaning that the number of people in healthcare listening to podcasts is small but growing rapidly. I put together a free checklist for you to check out the steps on what it takes to create your own podcast. You could find that at outcomesrocket.health/podcast. Check it out today and find a new way to leverage the sales, marketing and outcomes of your business. That's outcomesrocket.health/podcast.

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Best Way to Contact Michael:

Twitter - @Michael81082

Linkedin - Michael Archuleta

Mentioned Link:

Denver IT Summit

https://www.careloop.co/

Telemedicine - Clinical and Cyber Security Considerations with Suzanne Shugg, CEO Teleplus Healthcare

Hey Outcomes Rocket friends, thanks for tuning in to the podcast once again. As a leader in health care, you have big ideas great products, a story to tell, and are looking for ways to improve your reach and scale your business. However there's one tiny problem. Health care is tough to navigate and the typical sales cycle is low. That's why you should consider starting your own podcast as part of your sales and marketing strategy. At the Outcomes Rocket, I've been able to reach thousands of people every single month that I wouldn't have otherwise been able to reach if I had not started my podcast. Having this organic reach enables me to get the feedback necessary to create a podcast that delivers value that you are looking for. And the same thing goes if you start a podcast for what you could learn from your customers. The best thing about podcasting in healthcare is that we are currently at the ground level, meaning that the number of people in healthcare listening to podcasts is small but growing rapidly. I put together a free checklist for you to check out the steps on what it takes to create your own podcast. You could find that at outcomesrocket.health/podcast. Check it out today and find a new way to leverage the sales, marketing and outcomes of your business. That's outcomesrocket.health/podcast.

Welcome back once again to the outcomes rocket podcast where we chat with today's most successful and inspiring health leaders today. I've got an amazing guest for you today. Her name is Suzanne Shugh, she's the CEO of Teleplus healthcare. Suzanne has over 20 years of experience in multiple health care sectors. She's developed the new innovative insurance company. She's implemented an expanded preventative cardiovascular clinics, assisted in the management of hospital systems and remains a hands on health care provider. Suzanne continues to teach all aspects of adult medicine at future tech in medicine at Rutgers University where a program has ranked number 7 in the U.S. as a pioneer in telemedicine she's implemented telemedicine services and hospital systems, clinical settings and doctors offices. She was elected as a fellow of the National Lipid Association, one of the highest and most prestigious rankings in the organization. Suzanne was the director of preventative cardiovascular services at a large multi specialty medical group where under her direction the clinic grew to outproduce any other clinic in New Jersey she's practiced various aspects of Cardiology in and out of hospital settings and established a preventative clinic. It's a pleasure to welcome you to the podcast, Suzanne. Thank you for joining us.

So thanks so much for having me. I'm excited to be here and sort of tell my story. So.

We're excited to hear it. So did they leave anything out of your intro that you want to share with the listeners?

No. I mean so right now I'm working at a cardiology clinic NJ cardiology Associates which we are in various different offices in New Jersey all the way from West Orange Bill to Toms River. So we're all over. And I'm one of the few legal specialists in New Jersey. And then I also teach it at Rutger's in my spare time as well as also run a treatment of the company. So I'm very passionate about health care to say the least and that's part of why I want to share my thoughts and feelings as to what's going on in health care why we need to fix it and how I think we can fix some of it.

Love that Suzanne and Sfar spare time. I don't know how you have any of that.

I think we're all busy just giveaways and this is where my passion lies. So I'm fortunate to have supportive family members a husband and family members that believe in me.

It's awesome. Yes important. So important. So Suzanne take us back to the Genesis. Why did you decide to get into medicine.

Well I think as a kid I was always helping people. So we just always knew that I was going to do something. I sort of veered off it and went into business degree first and then figured out well this is really boring is that behind a desk. Yeah. We went into medicine but I went in actually into nursing first you know and that was where I wanted to be as bedside nurse for a couple of years and went back and got my master's and took him in for Tischer and then was like You know I need to do more. And then came back and got my doctor and then became a lipid specialist because there really isn't many of them in the country never mind the world though focusing on prevention and trying to prevent disease or prevent recurrence which I think is really important. So I think that's where telemedicine plays a big role and everybody thinks so telemedicine that this crazy thing that you do you're talking to a provider over over the computer over your telephone. It's pretty you know distant but the way we sort of focus on telemedicine is we want to connect our patients with their current providers. So our goal and why we're so different from everybody else is that we want to make sure that our patients continue seeing their providers. And what my company does is give the doctors offices the software and the ability and the training to be able to care for the patients they're already providing care to, to provide chronic care management which is as we all know a huge issue with our new what I call the silver tsunami, the baby boomers.

Super interesting. Suzanne thank you for sharing sort of how you began very intriguing that you decided to go and get your doctorate and Lipid management and studying it. I'm intrigued so what would you say to the listeners. Right what's one common misconception about lipids that maybe they need to know.

So everybody thinks that their diet, everybody is doing something wrong. And most of limpets is actually genetic. Yeah you can do really bad things your diet like I told some of my patients like stop eating like a five year old, stop drinking three leaders a coke day and your will normalize but a lot of times if your family members have early heart disease you really need to be checked for that. And there's certain risk factors that you can look at. And there are certain blood tests you can do to really see if you have that same genetic. So there's different types of familial hypercholesterolemia that you have to I worry about and no matter what you do you can't get your numbers down and unless you take medicines or do something else so that's just important to know. So you know it's scary. So that's where my passion is for preventive medicine and then chronic care management with telemedicine.

Now supercool. Now tell us in this space Suzanne what's a hot topic that needs to be on every medical leaders agenda today and how are you guys addressing it?

Hot topic I think is artificial intelligence, block Chain and telemedicine and I can tell you being in the healthcare arena and being also married to a physician, they're all scratching their head and going oh my god don't throw any more technology at us. That's really I think all the providers are extremely overwhelmed today treating patients because of the EMR and the technology they have to deal with. So you get a lot of physician and provider burnout and then you get a lot of bad patient care because there's just not enough time to take care of patients. So it's a real problem. I don't know if you have a primary care doctor or try to find a primary care doctor.

I do.

They're really hard to find because there's that many of them left and if they are their practices fall. So there's a real dilemma that's going on in medicine. You know not only the private or doctors and the other doctors are forced to see patients every 5, 10, 15 minutes. It's crazy you can't you can't see patients effectively that way. And providers shouldn't be forced to do that. That's what's going on in this country.

And if half that time is being spent behind an EMR and you don't get a fraction of that five minutes right.

Absolutely. So it's bad and the providers have to then check all these boxes and do all these other things that they're responsible for. And it's just the patient care amount of time is just going down and down and down and patients are really feeling it. So they've really really disconnected. So one of the things we're trying to do with our telemedicine is actually connect the patients with their providers and their health care teams. So what we do is we go in and we actually train the office on how to how to treat patients so we've come up with certain logarithmic aspects to manage chronic care so I know you've talked about congestive heart failure in the past on some of your podcasts. I think it is just a topic because so many people get removed for congestive heart failure. The rate is something like 23 percent across the nation in the first 30 days after discharge. So almost a quarter.

Insane.

It's expensive. It's insane because they're sick right. So we know that there are certain things that these patients experience that get them back into the hospital. So like they've shortness of breath and they lay down. they don't feel well that day, they gain weight, their blood pressure to higher too low because they have too much medication or too little. So we basically taken a set of seven questions on a tablet that's very easy for like an 80 year old to do. And based on those questions in the back it puts them into a red, yellow or green box. So their providers can effectively manage people with chronic diseases in a much more efficient way and get care to the people that really need it. So the sick people really get the care first and they're effectively managed. And then we incorporated a hipaa compliant video conferencing built into the system so the provider can call the patient right on their tablet with all the other Seppelt. So we've essentially locked down the tablets that we're using so they can't get any viruses or surfing elsewhere. But that one is where people go surfing.

That's so key especially today with the issues in cyber security being such a big deal as it relates to that there's no doubt you guys are approaching this telemedicine space differently and so with that you've locked down these these laptops anything else that people need to be thinking about as it relates to cyber security when they're implementing telemedicine platforms.

There's a whole list of things. So if you are a new tech company and you're becoming hipaa certified you need to go through a whole list and actually have someone do it. What we call penetration test and we do that every three months.

Oh, really? Cool.

Yeah. so they hit the security stuff is about if you start off it's somewhere around 250 300 pages of documentation to begin with. So yes it's a lot of work. It is getting harder because of the increasing threats. So that's one of the things. The other thing is you have to make sure your line is secure. You have to make sure your computer's secure. You have to make sure your laptops locked up. We actually have our tablets actually have a security device on it and then we actually sit Amazon with another security device another we call it cloud watch that Amazon sells on top of the cloud. And then we also have secure medications. So there's a lot of there's a lot of security that has to go into it. And then you have to keep up with it because we have.

Always changing.

All time. Yeah.

This is a great topic and listeners as you've heard Suzanne her team keep on top of these things if you're running telemedicine company you got to make sure you've got redundant practices in place to make sure you avoid these types of cyber attacks. And one of the things that I heard from a guest about a month ago Suzanne is if you're compliant it doesn't necessarily mean that you're safe.

Absolutely. So we will give you another example when we download information from we're doing we're monitoring sleep apnea with devices from different companies like ResMed and Philips where we take our data. A patient puts down honestly about Misener sicut machine. The data goes up the cloud. We take that if ResMed or Philips and I'm not saying they do they're very secure but I'm just saying God forbid they ever had a leak a data leak directly to that to us. So it's not just us it's other people we communicate with. There's a lot to think about.

No there really is. There really is and so it sounds like you guys are definitely ahead of the game on this. When you're seeking a telemedicine provider folks you make sure that you ask them the questions that Suzanne just walked us through. So few neater relisten to that just hit the rewind button on that podcast you'll be able to hear it again. Suzanne, didn't mean to go down a rabbit hole with that one but it's definitely.

It's okay, no, no.

If that topic of interest for a lot of people I think.

Until they did it. So I actually did the whole hit to security hipaa training myself. Now we hired outside security team cyber security team but actually did it myself as I want to understand intimately I understand as a health care provider but it's a whole different aspect to understand as I.T. provider and I was very afraid of it until I actually got to know it piece by piece. So it's important to understand it.

For sure. Yeah. Thank you for walking us through that. So let's get back to the clinical application. So you were discussing some of these logarithmic just approaches that you're taking. Can you give us an example of how you and your organization have created results and improved outcomes by doing things differently?

I think number one is that the patients are comfortable with. So number one is they don't get overwhelmed by the amount of data that we're throwing at them. We keep these questions extremely simple. So they get the same questions they talk to the same nurse every day. So there's consistency, there's simplicity. There's I.T. help sort of I.T. help actually calls the patient the nurses actually contact the patient. There's a lot of continuity of care. So the patients have a level of comfort with it. The patients that are not sick don't get contacted boy patient burnout a void provider for out which is very important as well because these people don't realize that you're contacting patients every day. You're going to burn them out. They're not going to want to do it every day. So these patients do it on their own. We do we tell them that there's a set time in the morning hey can you answer these questions between the hours of 6 and 9 that we are our nurse can check their dashboard at 11 to 12 and then deal with all the patients that are are really sick at that time. That way they can manage a whole bunch of patients but get to the ones that are really sick first. So we create continuity of care like a caring environment where they actually know people's first names and know who they're talking to. We actually have good video quality and then we also have what we call peripherals. So we have blood pressure cuffs we have scales we have pulse boxes we have all those things. We actually have a Bluetooth nebulizer. So all those things can take in data that we can remotely picked up and are able to evaluate from the patient's home.

That's pretty cool.

Yeah. It's actually very cool. So that lets us know with the patients or are running into trouble and just by knowing where patients usually sit meaning their own individual blood pressure we can customize it to each patient. Health sensitive the patient is we can tweak the algorithms.

Yeah that's pretty interesting Suzanne now. Now what if somebody doesn't take the questionnaire that morning do they rise to the top as noncompliant and they follow up with them.

So then we call them. So there's a dashboard where basically we are if you look at our Web site and especially here we have a dashboard there it says you know a number of responses people who haven't responded. And then how many people are in the red yellow and green box. And then also patients have questions they can text and questions through the secure portal so we can insure them as well so. Yes. So it's all good. So he goes you know by priorities. So the red boxes are most important followed by the yellow boxes and then by the non, the people who don't answer and then fall by the question. So we tell patients that so they have some knowledge of when they're going to get a phone call or when we're going to get to them. So if they requested they understand that that's probably not the answer at least 3:30 - 4:00 o'clock in the afternoon.

Gotcha. Very nice. So the expectations are set and everybody knows what to expect.

Absolutely and I think that's it's just about communication with the patients. So the patients have a clear understanding of what's going on.

Now that's really interesting. Now Suzanne you haven't always had it figured out there was a time...

Definitely not. Still figuring it out.

It's a journey and so can you tell us of a time when you had a setback and what you learned from that setback?

Oh we've had tons of setbacks. I would think the biggest thing obviously is is funding. I think people think that startups funding is easy. Especially if you're healthcare tech company. Funding is hard. I mean people really want an established company. They even know. You know I have a background in setting up telemedicine. We have a partnership with UPenn. We have one of the OPEC fellows on from John Hopkins. Keyport guarantees. And it's it's difficult there's no guarantees when you're dealing with a startup. So I think startup funding has gotten much more difficult. That's been our biggest setback is it yes we're getting funded here we're getting from here we get this amount funding. Funding is never on time. So if you're listening and you are startup funding is never on time. If anybody crosses their lives the way I think that's the biggest setback because that limits are scalability. So once when funding is delayed, it definitely limits our scalability.

So what have you done to circumvent that hurdle, Suzanne. What would you recommend for listeners to do?

We made a lot of friends. So we've actually partnered with one of the largest telemedicine companies that does the EMRs in Asia right now. So we're going into the Asian market for sleep apnea. So 80% percentage market share. And yet in Taiwan and 30 percent in China but so they have a interesting getting into the U.S. market. And they also been interesting to go to sleep apnea so that they had something that they were interested in that we have and we have something that they have that we're interested in. So it's just about finding that synergy and how you can work together. And I think the other things working with really good people and I think everybody gets burned out there. I think working with good quality people and I'm lucky to have finally found the team that we have. We have really hard working, good quality, well educated people.

That's awesome, Suzanne. Great message. Listeners, take these notes and take action. Because Suzanne just kind of shared some real gold nuggets with us. You know don't always rely on those traditional routes for funding. You've got to be creative, make relationships. I mean this telemedicine company from China that they teamed up with is not a cookie cutter approach but it worked. And you all have to take no and do the same thing. Think outside the box and you'll be surprised what you find as far as funding. What would you say one of your proudest medical leadership experiences has been Suzanne?

I think starting starting the telemedicine company in the CGF program in engy cardiology associates we're really working hard. I think that partnership with universal Pennsylvania Dr. Pack and and his team Liz Neilan are the really good people in America really hard. I think our educational piece we've come up with 20 plus online modules to educate providers on how to take care of patients with sleep apnea.

Awesome.

Amazing. Yeah.

Now these educational modules you guys offer them for free. You offer them to your customers. How does that work?

We have couple different models. But right now we're partnering with hospitals and we partner with hospitals their staff get it for free.

Nice.

And then we also partner with other doctors offices and nurse practitioners and techs and when we do that they come with like a package deal so we can write and implement sleep apnea management systems. So we offer the education with that.

Love it. So if the listeners sort of are intrigued right now and they want to learn more how do they get more information.

So you can go to our website it's www.teleplushc.com hc is for healthcare but we just want to make it that long .com and so we just have the context you can either give us a buzz or you can e-mail us and we are more than happy to reach out to you.

Love that teleplushc.com listeners will provide that in the Schoenaerts as well. So don't worry about remembering it but it's easy to remember just in case. What would you say an exciting project right now within teleplus that you're focused on is Suzanne?

So I think the sleep apnoea in Asia is amazing.

So are you guys going out there to work on that stuff or what?

Well because sleep certainly nature's almost in touch. Most of the sleep apnoea in Asia is and is untreated and it's about 42 percent of Asians unfortunately because they're the craniofacial muscles have sleep apnea and so they they really haven't touched the market of sleep testing they really have an trick's market on seep out a pop. You know all these different management styles that they need to do and they really don't have a lot of sleep centers. So you have this whole population and China is huge. The whole population of untreated sleep apnea. So I think that's one huge thing in the States. What we're really focused on what I'm very very excited about is we're working with a doc from John Hopkins who are we're really working on doing model for obesity is going to be huge because we know unfortunately how heavy or whatever he want to use whatever nice word you want to use. For we know how heavy are the U.S. has gotten as well as around the world. So we've developed the model through telemedicine as well as text messaging as well as in person with health coaches nutritionists and exercise physiologists to sort of help these people.

Well I think that's really great. You've centered on some really core applications here. And I think that's super important for the growth of any company site. I'm excited to see where you guys go with this Suzanne.

Thanks. No, we are too. I mean I think the key messages we really do want to improve healthcare. And as a provider I really really care about patients and want to make things better because I don't think we can continue down the same road we're going.

Totally agree. So on that note let's pretend you and I are building a medical leadership course on what it takes to be successful in medicine today. It's the 101 of Suzanne and we're going to write a syllabus for the listeners. I've got four questions for you. Lightning round style followed by your favorite book. You ready?

OK.

All right. What's the best way to improve health care outcomes?

To actually listen to your patients needs.

What's the biggest mistake or pitfall to avoid?

Not understanding the technology and how the technology works together.

How do you stay relevant as an organization despite constant change?

Lots of reading and upkeep with the latest technology and journals C you have to be up on it.

Totally. And finally what's the one area of focus that should drive every health organization?

Improving patient care.

Suzanne. What's your all time favorite book that you like to recommend to the listeners?

It's funny. I'm trying to think of the Outliers.

Malcolm Gladwell.

Yes you have you read it.

Great one. Love it.

Yeah I just think it's got a good amount of life lessons but the 10000 hours I think really rings true for a lot of things.

That's such a great call. Got to be in it for a while to really get good at it. Listeners, The Outliers. All the things that we discuss on the syllabus as well as a full transcript of Suzanne and I's discussion you could find all of that at outcomesrocket.health/telemedicine. And Suzanne this has been a blast. I love if you could just leave us with a closing thought and then the best place where the listeners could get in touch with you.

The closing thought is we really want to improve health care and we really do care about what happens to our patients and society going forward. I think that's important. The best way to get in touch with me is my personal e-mail is sshugg@teleplushc.com or you can get in touch with me through our website www.teleplushc.com

Outstanding Suzanne. It's been a pleasure to chat about telemedicine and cyber security and comes with us. We covered a lot today. So really appreciate the time you took to highlight some of your experiences and help the listeners walk through better outcomes and business success for themselves. Big thanks to you.

Thanks, Saul. I so appreciate you having me on the show and getting the time to actually talk about what I think is important in healthcare.

Hey Outcomes Rocket friends, thanks for tuning in to the podcast once again. As a leader in health care, you have big ideas great products, a story to tell, and are looking for ways to improve your reach and scale your business. However there's one tiny problem. Health care is tough to navigate and the typical sales cycle is low. That's why you should consider starting your own podcast as part of your sales and marketing strategy. At the Outcomes Rocket, I've been able to reach thousands of people every single month that I wouldn't have otherwise been able to reach if I had not started my podcast. Having this organic reach enables me to get the feedback necessary to create a podcast that delivers value that you are looking for. And the same thing goes if you start a podcast for what you could learn from your customers. The best thing about podcasting in healthcare is that we are currently at the ground level, meaning that the number of people in healthcare listening to podcasts is small but growing rapidly. I put together a free checklist for you to check out the steps on what it takes to create your own podcast. You could find that at outcomesrocket.health/podcast. Check it out today and find a new way to leverage the sales, marketing and outcomes of your business. That's outcomesrocket.health/podcast.

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Recommended Book:

Outliers: The Story of Success

Best Way to Contact Suzanne:

sshugg@teleplushc.com

Mentioned Link:

http://www.teleplushc.com/

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