Hi, and welcome to the latest episode of Haver and About.
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This episode is all about my visit to the HLTH conference in Las Vegas recently and some
observations I made about it and a discussion by Bethany and I not only about what I saw
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at HLTH, the experiences we both had there, but also about the...
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value of these conferences.
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Now, our conversation went on a long time because we had a lot to discuss about it,
breaking down what happened there.
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So I've split this across two episodes to make it slightly more manageable.
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So you can find them.
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They'll be published a couple of days apart, but this is part one.
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And then there'll be a part two where there'll be a continuation.
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The one apology I have to make to the audience is for whatever reason,
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the audio on my recording of our uh episode is slightly degraded from what it normally is.
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So I've tweaked it as best as I can, but if you feel like it doesn't accurately represent
my dulcet tones, then hopefully we'll try and make sure that doesn't happen going forward.
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But there was so much good content there and the conversation flowed so freely, we didn't
want to go back and re-record it.
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So here you go.
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This is Haverin and About, episode about
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HLTH and health conferences.
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Hello everybody and welcome to this episode of Haverin About.
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Hi dad.
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Hi Bethany, how are you?
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Good.
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How was...
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you're suffering.
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Tell the audience you're suffering.
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I am.
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I'm sick.
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I have some form of sinus infection, bronchitis, something.
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I don't know.
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I'll be using the mute function on my microphone a lot in this podcast so I can just
casually go and hack up a lung somewhere else.
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But otherwise I'm good.
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I'm fine.
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The sun is shining.
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Yeah, all good.
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But you had a very exciting time recently because you were in Vegas.
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Yeah, Viva Las Vegas.
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That's it.
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That's Singing is ended for today.
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Although Bethany and I both love singing.
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Yes, I took one of my rare trips on an airplane, fully masked and lysoled and sort of hand
cleansed up to go with the unwashed masses over to Las Vegas to attend the HLTH
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conference, is HLTH.
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ah which we can get into the derivation of why is HLTH spelled with no vowels, but we'll
maybe cover that later in the conversation.
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But yeah, it was a great time.
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I loved getting out of the house, so to speak, and being able to mix.
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think uh you and I both enjoy elements of these big industry events, even if there is a
price to pay in terms of the experience, not only of
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and getting there and stuff, also, know, upsides and downsides of being at industry events
and, you know, positives, negatives, pros, cons, all that kind of stuff.
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Absolutely.
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Well, I think in today's episode, we're going to dive a little bit into the conference
itself, know, HLTH 2025 in Las Vegas, but also talk about conferences in general, right?
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What really is the, um, what is the point of them?
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If you are a salesperson, what is the best way to kind of tackle them?
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If you are a sales leader or a decision maker in your company, how do you decide which
ones to go to?
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There are so many now.
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There's like the big flagship ones, there's user conferences, there's geographical ones.
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It's all over the place.
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but let's jump straight in.
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You know, what were your kind of initial impressions?
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Cause I went to Vive, uh, no, I went to Vive, but I went to HLTH last year and it was my
first time.
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And I think you haven't been before, right dad?
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no, not to HLTH.
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And uh it's kind of interesting because lots and lots of times when HLTH has occurred,
because it's more recent of the national conferences, usually there were other executives
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who were attending from the organizations I worked for previously, or I didn't have a
strong motivation or reason for going or conflicted and...
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the way that typically you would go is that, know, okay, well, if you're doing HLTH, then
I'll do Beckers and I'll do, and you divvy up who has to go and sort of like suffer the
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indignities of manning the reputation of your company at these kind of industry events.
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So I hadn't been there before.
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In terms of my impressions, well, I talked to a lot of people and I think if you look at
the history of HLTH, so let's talk about that.
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It really was created as a kind of reaction to HIMSS HIMSS was very, very tech-centric,
very led by the vendors.
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were lots and lots of, and there was an increasing dissatisfaction from a lot of technical
leadership as well as health system leadership that it was getting a little too, you know,
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very inside baseball, very inside technology.
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uh as it related.
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So HLTH was created as a kind of reaction to that and part of the motivation of the people
who founded it, because it's been acquired since, so it's now part of some of these big
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international megalopolis, know, we-hope conferences type organizations, but originally it
was to try and mimic South by Southwest, which is S, X, SW, in whatever, so no vowels.
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And so that is part of the derivation of how HLTH came about.
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was kind of to try and follow that kind of branding.
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um To be hip.
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Yeah.
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And really it was the same recipe as South by Southwest because South by Southwest started
as an Americana type music festival type thing and then grew and attracted a tech crowd
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and attracted a
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uh venture and investor crowd and so it became a weird mishmash and I know that you know
that several years ago you went to South by Southwest and you would probably recognize
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that very mixed audience and so I think HLTH was created along that recipe to try and
bring together all these different constituencies and to be innovative and to try and and
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so I like bring a different vibe and I do things differently from the established.
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being HIMSS And I think that probably did work for a while.
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And whether this is because of the state of health care and technology innovation and
investment right now, or whether it is because it's now owned by this big corporate, you
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know, overlord master who is just trying to maximize how they can make money at HLTH.
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I found my personal experience going as the representative of a health organization to do
my objective, which was market scanning.
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I see what's going on.
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My experience and understand I've got 35 years of going to these big industry events,
small country events, know, the whole very niche, you know, of specialist area events.
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I found it confusing.
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It was very, very difficult to find your tribe whilst you were there because there were so
many constituencies being served.
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And I think that that was one of the things that has an immediate observation.
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have plenty more, but I'll pause at that and let you respond as to how you found HLTH
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No, I mean, I agree.
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it's interesting cause you have like these health tech vendors, right?
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Some of the big ones, a lot of small ones, some of the big ones that you would expect not
necessarily there or small booths or just they might have a person floating, but then you
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have like pharmacy stuff going on and then you have payers and you have a lot of VC and
investment.
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type folks.
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I think what's interesting is it does just seem a little bit like they've tried to say, we
need everything in healthcare.
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But then when you have just little splatters of everybody, can you really have a cohesive
conversation?
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And I remember that even from last year, some people would be like, well, what do you mean
HL7?
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What's HL7?
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And it's like, how do you not know what HL7 is?
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It's a healthcare conference.
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And then you'd look and be like, because you have really nothing to do with healthcare and
yet you're here.
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And so, and you see that even in some of the speakers they pick.
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They, I love the caricatures, very cute.
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It's very exciting to see like a Mark Cuban or Rob Lowe, or I think last year they had
like Jill Biden and some Peloton instructors that I watch.
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Cool.
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Are they really saying much of anything valuable?
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Well, and that was the other thing.
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And so I didn't attend a lot of sessions because as I say, I was there primarily to look
at your technology horizon scanning, your market scanning, to see what was going on, et
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cetera, and report some of that back to the folks I work with.
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I think, and I talked to a number of people about the sessions I didn't attend, but of the
ones I attended, highly produced.
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Very pretty.
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Not a lot of content.
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Oh, the lighting's amazing.
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I've got some great video b-roll that I'm inserting through this episode.
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So if you're listening in audio, I apologize.
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Please go to YouTube and you'll see all the nice pretty video that I shot.
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But I think that...
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that just didn't seem to be a lot of content.
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There was a lot of regurgitation of what I would consider the appropriate messages.
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A lot of very high level fluff, not a lot of content.
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There were some of the federal representatives there, even though the shutdown was
enforced.
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I think they dialed back their attendance and also their participation because of the
shutdown.
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for our international viewers.
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Technically, the US government is shut down because it's not being funded right now, but m
we still continue.
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But for anybody attending, looking for amazing insights, and maybe this is just the jaded
old 35-year veteran looking at it going, ho-hum.
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But it was, it was very ho-hum.
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I didn't feel that there was enormous enlightenment came out of it.
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So that was my impression of a lot of the content.
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There was also a fair amount of discussion about the juxtaposition because Sunday is the
kickoff, Sunday afternoon is the kickoff.
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So there's opening remarks by the organizers, hyping everything up.
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Then they had, yes, know, healthcare is at an inflection point again.
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Again, we're now at the sextuple aim.
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We've gone up from triple to quadruple.
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Quintuplet?
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so the first session immediately after the opening remarks was Rob Lowe.
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And you're going like, okay, he's a kind of cool, interesting character, know, an
interesting character.
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Why was he there?
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Well, he was there on the same stage as Eli Lilly, the pharmaceutical company, who I
suspect had paid for Rob Lowe to be there.
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Just my sneaky suspicion.
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And Rob Lowe was...
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making this impassioned plea, which you can take at face value for investment in cancer
drugs and research in cancer drugs and what's happened and please support the
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pharmaceutical industry because it's really important we get these drugs developed.
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Absolutely and ostensibly great, understood.
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There's 15 layers of nuance below that as to why that is challenging ah as a perception
and clearly.
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It was practically sponsored by Eli Lilly.
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So therefore, from that perspective, you have to use your critical insights and go, okay,
what are they really saying here?
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And what's the underlying messages here?
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And what's the motivation?
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immediately following, the next marquee speaker is Mark Cuban.
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And Mark Cuban, for those of you who don't know, has um created
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Or Big Pharma, anyway.
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to that because that's where he's messaging.
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So the Mark Cuban has a business whereby he's trying to reduce the cost of the access to
drugs, know, literally your over the counter pharmacy slash chemists drugs that people
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need on a day to day basis.
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And he has an online business and he's crazy and he's really created some serious
disruption.
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and he got to market quicker than Amazon did with their model to do something similar.
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He went on a rant, as he usually does on this topic when he's not ranting about certain
politicians, etc.
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He went on a rant about the evils of the pharmaceutical industry and pharmacy benefit
managers and the insurance companies all trying to rig the game against the patients, the
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true consumers.
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of these drugs and medications.
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And I talked to a number, no, absolutely.
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I mean, I think it's great what he's doing because he's creating disruption.
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know, him, GoodRx, Amazon, have at it guys.
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Yeah, do everything you can because clearly there is enormous fat and pork that is being
absorbed by the now predominantly owned, insurance company owned pharmacy benefit
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management companies who are
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Ostensibly there to try and make sure that everybody is getting the right drug.
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No, they're not.
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They're there to guide you to the lowest cost, cost of treatment.
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That's their purpose.
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That's their business model is to reduce that and then, you know, try and make some money
for their now owners, which is the insurance companies.
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And it's very, very fine.
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And I think there's a whole episode where we should talk about the way the insurance
company is.
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the insurance companies, healthcare insurance companies are restructuring to maximize
their business in the face of regulations being introduced by the government to try and
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limit their monopoly and to control that.
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they just get, they're like slime.
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They keep, literally and figuratively, they keep oozing into other parts of the supply
chain.
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to be able to try and maximize their profits.
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And that's a whole other episode.
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I've got a couple of guests that I might try and see if we can secure for the podcast.
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But.
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need to get the bleeping machine out for that one, because there's a...
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have personal axes to grind in terms of our experiences of that aspect of the US
healthcare.
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person in the United States probably does.
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I don't think that's a unique opinion.
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yeah.
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Yeah, anyway, let's not get diversity.
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So the comment, well, the comment from people was Rob Lowe, yay, pharmaceutical companies
are great.
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We should invest more in them.
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The government should be supporting their research.
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And then Mark Cuban going, pharmaceutical companies and PBMs and insurance companies are
evil.
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So you would have thought, okay, well,
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purpose, but I don't think so.
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the way it was set up was literally, hey, we got these two very headline speakers.
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And bear in mind, Mark Cuban was a last minute addition because that slot was supposed to
have been Oprah Winfrey.
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That's what they trailed for months.
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And then Oprah couldn't make it for reasons.
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And I suspect that her top track would have been very much different.
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It would have been very much her personal, healthy journey and experience and...
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battling the weight loss, weight gain cycles that she'd been through.
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I suspect that would have been a lot of what her messaging was.
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So no, I don't think this was programmed at all.
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I think it was Mark Cuban, emergency drop-in.
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thank goodness we got a headliner.
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And then you ended up with this jarring opposition.
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And I think that was part of the trick there is as to, well, who's your tribe?
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you know, in listening to those opening keynotes.
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When I think that goes back to my impression of HLTH when I went last year, and maybe this
is because it's in Las Vegas, right?
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Which already feels, no offense to the Las Vegas tourism board, it feels seedy sometimes,
right?
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Like just walking around, you're like, this was a conference, even more so than HIMSS.
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You know at HIMSS that
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in the hotel next to whatever the conference center is on the top floors in those suites,
you know the CEOs of all of the big companies have those suites booked out and they're
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having their secret meetings, the meetings where they don't want to see the CEO of this
company talking to the CEO of this company or healthcare organization.
212
00:18:00,490 --> 00:18:01,631
You know that's happening.
213
00:18:01,631 --> 00:18:04,573
That's just how HIMSS is.
214
00:18:04,894 --> 00:18:08,285
But at HLTH you felt it even more.
215
00:18:08,285 --> 00:18:09,359
Mm-hmm.
216
00:18:10,643 --> 00:18:19,468
I feel like if you go to HLTH or really any of these conferences, but I think especially
just because it's in Vegas and does feel a little sneaky, right?
217
00:18:19,468 --> 00:18:26,760
You're having secret rendezvous in hotels because you know, some of these CEOs are there
it's like, well, they're not on the floor.
218
00:18:26,821 --> 00:18:34,343
So clearly there's these secret meetings going on, which is fine and expected because when
you get all those people to one space, that's fine.
219
00:18:34,824 --> 00:18:38,869
But if you go as a regular person,
220
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or vendor or member of a company, kind of what's your ROI?
221
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What are you getting out of it?
222
00:18:46,055 --> 00:18:46,834
Right?
223
00:18:46,834 --> 00:18:48,567
If you're an executive, totally get it.
224
00:18:48,567 --> 00:18:52,199
You get to have some very nice dinners, have some very nice meetings.
225
00:18:52,300 --> 00:18:58,501
If you're just a person, a regular company going, is it even really worth it?
226
00:18:58,501 --> 00:19:02,324
Yeah, because who are you getting access to?
227
00:19:02,324 --> 00:19:05,077
And I think that brings up a broader comment.
228
00:19:05,077 --> 00:19:10,713
And we can return to HLTH because I did find some very interesting observations that I'll
come back to.
229
00:19:10,713 --> 00:19:13,074
So let's put a pin on that.
230
00:19:13,375 --> 00:19:16,949
But let's talk about the purposes of these professional conferences.
231
00:19:16,949 --> 00:19:28,957
You need to evaluate what is your reason for going, either as an attendee or as a vendor
participant, to these conferences and even as a speaker.
232
00:19:28,957 --> 00:19:37,332
There are people who are just on the speaker roster and they're just padding their resume
with another speaking gig at an industry event.
233
00:19:37,332 --> 00:19:37,823
Why?
234
00:19:37,823 --> 00:19:40,142
if you attend enough of them, it does become a
235
00:19:40,142 --> 00:19:45,958
you know, the usual suspects type uh of parade that you see at a lot of these events.
236
00:19:45,958 --> 00:19:53,365
And that can be interesting if they are truly, you know, industry leaders, luminaries, or
people with great insight.
237
00:19:53,365 --> 00:20:00,773
But you do end up in this kind of like, I think I heard this speech three years ago from
you, type territory.
238
00:20:00,773 --> 00:20:05,268
So you need to sort of evaluate whether you are an attendee.
239
00:20:05,268 --> 00:20:13,368
looking for insights or something else and understand some people attend these events
looking for a job.
240
00:20:13,368 --> 00:20:23,748
It's just they're walking around and almost like literally in the old days they would
carry their resume in their bag with them and they would just literally be handing it out,
241
00:20:23,748 --> 00:20:25,228
you know, trying to find their next gig.
242
00:20:25,228 --> 00:20:34,479
So that's a perfectly legitimate reason to go because you get to doorstep a whole bunch of
people that you may know or don't know as you're going around.
243
00:20:34,479 --> 00:20:37,442
Not everybody is going there for enlightenment and knowledge.
244
00:20:37,442 --> 00:20:38,623
But some people do.
245
00:20:38,623 --> 00:20:39,424
They're looking for that.
246
00:20:39,424 --> 00:20:50,194
And some conferences have CE credits for various professions, whether they're medicine,
nursing, or respiratory therapists, physios, pharmacists.
247
00:20:50,194 --> 00:20:55,518
There's a huge radiology technology conference that happens every November in Chicago.
248
00:20:55,518 --> 00:21:02,143
And people go there because they get industry credit towards their continuing education.
249
00:21:02,143 --> 00:21:06,707
So I think that there are lots and lots of motivation for going there.
250
00:21:06,848 --> 00:21:12,853
For vendors going there, it really boils down to about three things.
251
00:21:13,033 --> 00:21:23,084
You're either being there because you need to be there from a brand awareness, market
positioning perspective, that you have to be there.
252
00:21:23,084 --> 00:21:23,634
Exactly.
253
00:21:23,634 --> 00:21:27,077
And sometimes you will see people who will splash.
254
00:21:27,183 --> 00:21:34,425
more budget in a given year because they feel like they're being ignored or they've got
some big momentum thing they want to announce.
255
00:21:34,425 --> 00:21:38,896
And so that can be part of their motivation for going.
256
00:21:38,896 --> 00:21:42,468
So brand awareness and market positioning.
257
00:21:42,468 --> 00:21:48,711
Then there are people who are going, who are looking to try and generate leads.
258
00:21:48,751 --> 00:21:56,255
think in our experience, Bethany, we know that that is a very futile effort often.
259
00:21:56,255 --> 00:22:03,311
at these conferences unless you go into the very specialist niche conferences.
260
00:22:03,311 --> 00:22:09,085
But at a broad industry conference, I mean, it's bad enough at HIMSS where everybody there
is interested in technology.
261
00:22:09,085 --> 00:22:10,817
It's something like HLTH.
262
00:22:10,977 --> 00:22:19,815
That, I feel, is like throwing your seeds, know, literally like in the biblical story,
onto the stony field.
263
00:22:19,815 --> 00:22:24,809
You are, you have absolutely no certainty that you'll get any traction out of it.
264
00:22:25,029 --> 00:22:25,575
Yeah.
265
00:22:25,575 --> 00:22:35,513
So I think the whole concept of going to these events for lead generation, unless it's
very carefully planned, like either it's a very specialist conference or it's specialist
266
00:22:35,513 --> 00:22:45,771
enough and, and I did this a lot when I launched For All scripts in the UK, you fill up
your calendar with meetings.
267
00:22:45,992 --> 00:22:50,355
You literally have pre-planned appointments on your booth.
268
00:22:50,613 --> 00:23:03,672
one after the other after the other either for discussions or demos or whatever it might
be but you aim to have a distinct purpose around your lead generation and pipeline
269
00:23:03,672 --> 00:23:04,353
development.
270
00:23:04,353 --> 00:23:12,002
So that is a legitimate strategy but just going there with a bunch of chachkis and going
hello we're here I don't think that's a great plan.
271
00:23:12,002 --> 00:23:20,162
company, great company, and we gave out Tide pens, which is a great giveaway at a
conference, because everyone spills stuff.
272
00:23:20,162 --> 00:23:24,202
Everyone likes Tide pen, just great giveaway.
273
00:23:24,402 --> 00:23:26,682
But I had to ask our marketing team.
274
00:23:26,682 --> 00:23:35,402
was like, look, I can scan everybody that's coming up if we just want to be able to say we
scanned 693 people.
275
00:23:35,882 --> 00:23:40,469
I said, but there's 500 of those 693 are like,
276
00:23:40,469 --> 00:23:50,375
interns and like epic analysts who got bussed in from Wisconsin or, you know, that
nobody's not nobody's, they have no buying power.
277
00:23:50,375 --> 00:23:51,265
They have no influence.
278
00:23:51,265 --> 00:23:52,475
They got nothing.
279
00:23:52,475 --> 00:23:54,276
Do you want me to scan them?
280
00:23:54,276 --> 00:23:56,177
And some, some years the answer is yes.
281
00:23:56,177 --> 00:23:58,038
Like, look, we just need good numbers.
282
00:23:58,038 --> 00:24:04,496
And for whatever reason, the executive team or the investment team or whoever they, we
just need good numbers.
283
00:24:04,496 --> 00:24:06,710
And I'm like, sure, I'll scan everyone.
284
00:24:06,710 --> 00:24:09,014
And other years they're like, we don't care, just give them away.
285
00:24:09,014 --> 00:24:10,460
We don't want to ship them back.
286
00:24:10,763 --> 00:24:16,200
And I think the challenge is, I've got to do a small digression and then I'll get back to
the challenge.
287
00:24:16,200 --> 00:24:27,668
When I was leading Allscripts in the UK, we were based in Manchester in England, and there
was one of the big industry events for health technology happened and happened to be in
288
00:24:27,668 --> 00:24:28,368
Manchester.
289
00:24:28,368 --> 00:24:33,811
So, of course, we felt being that it was in our home turf, we should make a splash.
290
00:24:33,811 --> 00:24:40,846
So I managed to convince Allscripts corporate to give us enough budget to make a splash,
have a nice stand, you know, all those things.
291
00:24:40,846 --> 00:24:43,237
And sure enough, and we...
292
00:24:43,269 --> 00:24:47,523
arranged lots and lots and lots of bookings and had lots and lots of demos.
293
00:24:47,523 --> 00:24:50,145
It was very successful from that perspective.
294
00:24:50,145 --> 00:24:54,361
But the marketing people had said, we want to give away a nice giveaway.
295
00:24:54,361 --> 00:24:56,732
And I said, OK, well, what do you have in mind?
296
00:24:56,732 --> 00:25:06,310
And they went, well, we found a supplier that will print these custom umbrellas, you know,
like the short telescopic umbrellas that you have in the car or something like that.
297
00:25:06,310 --> 00:25:07,131
And I was like,
298
00:25:07,131 --> 00:25:08,431
as a giveaway?
299
00:25:08,911 --> 00:25:09,911
I don't know about that.
300
00:25:09,911 --> 00:25:11,511
I don't know about that.
301
00:25:11,511 --> 00:25:12,911
But okay, yeah.
302
00:25:12,931 --> 00:25:17,551
And at time, all scripts was kind of lime green color.
303
00:25:18,211 --> 00:25:25,411
And so all of these 200 of these short telescoping umbrellas show up and they were very,
they were nice.
304
00:25:25,411 --> 00:25:29,131
mean, they weren't something like, they weren't lime green.
305
00:25:29,211 --> 00:25:29,731
Yep.
306
00:25:30,271 --> 00:25:34,639
With all scripts, there were the logo and the all scripts was...
307
00:25:34,639 --> 00:25:37,621
text on every second panel or something like that.
308
00:25:37,621 --> 00:25:41,302
And so they look quite nice, but they were really kind of heavily branded.
309
00:25:41,302 --> 00:25:44,973
I'm like, nobody's going to want those because they're so branded.
310
00:25:44,973 --> 00:25:45,663
my goodness.
311
00:25:45,663 --> 00:25:46,933
All right, what are we going to do?
312
00:25:46,933 --> 00:25:47,444
Okay.
313
00:25:47,444 --> 00:25:48,524
So we're there on the booth.
314
00:25:48,524 --> 00:25:52,817
We've got all these boxes of 200 umbrellas and it was a beautiful sunny morning.
315
00:25:52,817 --> 00:25:54,128
It was lovely.
316
00:25:54,188 --> 00:25:57,139
And so I was like, my goodness.
317
00:25:57,139 --> 00:25:57,869
Yeah.
318
00:25:57,869 --> 00:25:58,689
Sun shades.
319
00:25:58,689 --> 00:26:02,520
I guess we're going to be hauling 200 umbrellas back to the office.
320
00:26:02,727 --> 00:26:04,522
At noon, the skies darken.
321
00:26:04,522 --> 00:26:15,005
At three, it started to torrent down and the venue in central Manchester is a distance
from the car park and the train station.
322
00:26:15,005 --> 00:26:20,026
So therefore, my God, we had so many leak scans.
323
00:26:22,067 --> 00:26:24,027
We just had the jackpot.
324
00:26:24,508 --> 00:26:25,988
And I have this wonderful picture.
325
00:26:25,988 --> 00:26:27,710
I'll try and see it and I'll insert it here.
326
00:26:27,710 --> 00:26:31,778
A wonderful picture that somebody took from outside of like this.
327
00:26:31,906 --> 00:26:36,330
river of green umbrellas leaving the conference venue.
328
00:26:36,330 --> 00:26:47,143
it was, yeah, well, it was just, it was just one of those things where I went, okay, I
don't know who in marketing was like, you know, sort of offering, giving offerings of
329
00:26:47,143 --> 00:26:51,554
chickens or something oh to the rain gods, but you know, it worked.
330
00:26:51,554 --> 00:26:56,282
It was the most brilliant piece of stunt marketing that I've ever seen in my life.
331
00:26:56,282 --> 00:26:58,203
I love a good booth giveaway.
332
00:26:58,203 --> 00:27:04,386
Like not the ones where it's like you put a business card to get like a whatever, like a
infrared mask or an iPad or something.
333
00:27:04,386 --> 00:27:04,606
Yeah.
334
00:27:04,606 --> 00:27:05,496
Yeah.
335
00:27:05,617 --> 00:27:10,839
But like just a really solid, like that's why I loved the Tide pen because it was all
like, we clean your data.
336
00:27:10,839 --> 00:27:13,510
And it's like, yeah, see that makes sense.
337
00:27:13,510 --> 00:27:18,463
And when you would explain it, people would go, I like how Clevster, whoever came up with
that at Rapsody.
338
00:27:18,463 --> 00:27:19,185
Brilliant.
339
00:27:19,185 --> 00:27:20,086
Pens.
340
00:27:20,086 --> 00:27:21,106
Fine.
341
00:27:21,118 --> 00:27:22,541
The little unicorns.
342
00:27:22,541 --> 00:27:26,929
Is it Snowflake that does the unicorns in the little sequin jackets?
343
00:27:27,912 --> 00:27:28,722
I love those.
344
00:27:28,722 --> 00:27:41,147
that HLTH's logo for this, because it was the whole idea of being epic with a small E, is
that they have this unicorn, which partly VC is investing in unicorns and blah, Anyway,
345
00:27:41,828 --> 00:27:42,570
it's weird.
346
00:27:42,570 --> 00:27:44,350
It's kind of Mount Olympus thing.
347
00:27:44,350 --> 00:27:45,461
was interesting.
348
00:27:45,461 --> 00:27:49,965
And you'll see some pictures I've got here of what that branding looked like.
349
00:27:50,065 --> 00:27:53,818
But because of that, there were unicorns everywhere on people's booths.
350
00:27:53,818 --> 00:28:01,582
They'd obviously gone out and gotten their own version of a sort of like rainbow-orange,
white unicorn, and so on and so forth.
351
00:28:01,582 --> 00:28:04,473
So yeah, there was a lot of those giveaways.
352
00:28:04,473 --> 00:28:11,137
But I did say, I didn't see a lot of creativity on the giveaways at that event.
353
00:28:11,137 --> 00:28:13,802
I did get an Apple AirTag for free, so that was cool.
354
00:28:13,802 --> 00:28:19,554
save me I don't 40 bucks or whatever the cost these days um but yep
355
00:28:19,554 --> 00:28:26,029
to do a conference specific podcast, maybe ahead of the spring run of conferences.
356
00:28:26,029 --> 00:28:37,957
I went to a conference in Sweden this summer and every other booth had a pick and mix
stand, which for Americans who may not know, pick and mix is like a four by four, it's a
357
00:28:37,957 --> 00:28:43,581
grid of candy, sort of like old candy stores where they have little scoops.
358
00:28:43,599 --> 00:28:47,954
Bit like the movie theatres used to have before everybody got paranoid about germs.
359
00:28:47,954 --> 00:28:48,388
Yeah.
360
00:28:48,388 --> 00:28:49,018
Right.
361
00:28:49,018 --> 00:28:50,159
For good reason.
362
00:28:50,159 --> 00:28:55,360
Anyway, it was the best because at 2pm everyone just sort of was like, we're going to go
get some sweets now.
363
00:28:55,360 --> 00:28:59,801
And they just go to whichever booth was closest with a pick and mix stand.
364
00:28:59,801 --> 00:29:01,042
I was like, this is magical.
365
00:29:01,042 --> 00:29:04,433
Why don't we have, so I've, already told my company cause we're Scandinavian.
366
00:29:04,433 --> 00:29:11,748
was like, first US conference we do, we are bringing pick and mix and we are going to save
people at 2pm when they need that little sugar hurt.
367
00:29:11,748 --> 00:29:11,884
boost.
368
00:29:24,895 --> 00:29:25,696
Yeah.
369
00:29:25,696 --> 00:29:26,695
Anyway.
370
00:29:26,695 --> 00:29:37,415
I'm getting back to the third constituency in terms of self-like attending as a vendor is
if you are looking for investment, partnership, et cetera.
371
00:29:37,415 --> 00:29:48,455
And I think both you and I have been responsible in the past for lots and lots of
partnering meetings, not with customers, but with other vendors and being able to
372
00:29:48,455 --> 00:29:48,855
interact.
373
00:29:48,855 --> 00:29:51,687
But also there's a lot of potential
374
00:29:51,687 --> 00:30:02,610
potential acquisition discussion either gets kicked off or developed at these events
because you've got the leadership and the boards and the investors of these different
375
00:30:02,610 --> 00:30:04,051
organizations.
376
00:30:04,051 --> 00:30:17,486
So we think that there are people there and this is where HLTH does have an active tribe
or tribes I should say whereby there's investor community who are there and that's
377
00:30:17,486 --> 00:30:18,624
everything from
378
00:30:18,624 --> 00:30:28,004
big institutional investors like Every Morning at HLTH, Goodwin And this is not a promo
for them, but thank you very much.
379
00:30:28,004 --> 00:30:33,835
They gave away a $10 Starbucks card to anybody who was going into the Starbucks.
380
00:30:33,835 --> 00:30:41,075
Literally, if you were going into that Starbucks just outside the main event, you were
getting it for free.
381
00:30:41,075 --> 00:30:48,115
You wanted one drink, obviously, because they were $8.95 for a latte.
382
00:30:48,455 --> 00:30:49,875
So enjoy it.
383
00:30:49,875 --> 00:30:51,015
I'm glad it was free.
384
00:30:51,015 --> 00:30:52,515
But every morning they give it away.
385
00:30:52,515 --> 00:30:57,315
So Goodwin spent an enormous amount of money in whatever they did there.
386
00:30:57,315 --> 00:31:01,355
They basically bought out Starbucks for the day.
387
00:31:01,355 --> 00:31:02,155
Each of the
388
00:31:02,155 --> 00:31:05,815
the four days that HLTH was open.
389
00:31:05,875 --> 00:31:17,895
So I think that you look at that, you've got that level of investor, you who is there at
the equity investment level, all the way down through the VCs and the various VC companies
390
00:31:17,895 --> 00:31:26,695
to the angel investors who are just looking for the next place to stash their $150,000.
391
00:31:26,975 --> 00:31:31,155
So I think that if you are
392
00:31:31,155 --> 00:31:42,124
in that ecosystem and you are looking for investment, then clearly the other tribe that
you need to associate with are there at that kind of event.
393
00:31:42,124 --> 00:31:46,997
But equally, there are other venues where you could meet those people.
394
00:31:46,997 --> 00:31:51,010
think just HLTH has become one of the biggest conglomerations.
395
00:31:51,010 --> 00:31:57,395
So yeah, so for the vendor community, that's the thing is, is it brand awareness?
396
00:31:57,757 --> 00:32:00,991
Are you truly trying to engage with your market?
397
00:32:00,991 --> 00:32:06,957
Either prospecting or you're scheduling lots and lots of your client marquee events.
398
00:32:06,957 --> 00:32:15,445
You know the equivalent of a mobile QBR for want of a better thing, and that's a quarterly
business review for people who don't know that acronym.
399
00:32:15,445 --> 00:32:21,410
Or you're an organization looking to change your trajectory.
400
00:32:22,239 --> 00:32:27,302
either through investment or by investing in or partnering with others.
401
00:32:27,302 --> 00:32:37,628
So I think those constituencies do appear at a lot of these big national conferences and
HLTH biases, I believe, towards that latter end.
402
00:32:37,648 --> 00:32:43,355
I think the other thing is HLTH is trying to talk about HLTH care in a very expansive
mode.
403
00:32:43,355 --> 00:32:49,715
And that's where the confusion comes in, in terms of finding your tribe, because on the
technology front, yes, they've got that.
404
00:32:49,995 --> 00:32:57,055
Vive, which they also run in the spring, is a much more technology centric, you know, sort
of thing.
405
00:32:57,055 --> 00:33:07,035
I think HLTH has become too broad a canvas with all of these different tribes being
represented in it, with all of their different motivations.
406
00:33:07,035 --> 00:33:13,755
And that's evidenced in that dialogue that we had with Rob Lowe against Mark Cuban.
407
00:33:13,755 --> 00:33:16,515
Not deliberately, but that's how it ended up.
408
00:33:16,727 --> 00:33:17,557
Yeah.
409
00:33:17,678 --> 00:33:24,945
So in walking around, what were some of the kind of, um, bigger trends that you saw?
410
00:33:24,945 --> 00:33:30,622
I'm going to take a wild guess and say that AI was everywhere in a very vague way.
411
00:33:30,622 --> 00:33:33,373
Bethany, Bethany, you're so insightful.
412
00:33:33,373 --> 00:33:35,194
No, yeah, I absolutely was.
413
00:33:35,194 --> 00:33:40,917
um I think I, you know, and it's rather similar.
414
00:33:40,917 --> 00:33:51,186
I went to Vive along with you in the spring and I went, obviously AI is there because
there's technology conference, centered conference and CHIME is held there with it, which
415
00:33:51,186 --> 00:33:55,219
is the kind of the professional organization for all the CIOs in healthcare.
416
00:33:55,219 --> 00:33:56,032
HLTH.
417
00:33:56,032 --> 00:34:05,540
As I walked the halls, and I did that a lot because of the various meetings I had to do as
my obligation to fulfil my purpose of being there.
418
00:34:05,540 --> 00:34:15,500
I would say 80 % of the booths and their material that they had was AI enabled, AI
powered.
419
00:34:15,540 --> 00:34:31,511
Buh-buh-buh-buh-buh-buh-buh-buh-buh-buh-buh-buh-buh-buh-buh-AI-AI-AI......
420
00:34:31,511 --> 00:34:33,131
So when you scraped at that and I said, so tell me a little bit about your AI.
421
00:34:33,131 --> 00:34:37,351
And the audience knows I'm, you know, I know quite a bit.
422
00:34:37,351 --> 00:34:42,991
I work in an organization where I'm very involved in our AI investments and strategy and
planning.
423
00:34:43,291 --> 00:34:47,091
And therefore I understand enough of this.
424
00:34:47,471 --> 00:34:52,011
No data scientician!, but I play one on TV.
425
00:34:52,011 --> 00:34:52,682
No.
426
00:34:52,682 --> 00:34:56,882
As I try to dig at, okay, so doing what?
427
00:34:56,882 --> 00:34:59,533
And what level of maturity and how to rolled out
428
00:34:59,533 --> 00:35:12,433
Either it was deer in the headlights looks, because they clearly, whoever was manning the
booth hadn't been briefed as to what the messaging was around their AI positioning, or it
429
00:35:12,433 --> 00:35:12,809
was...
430
00:35:12,809 --> 00:35:18,257
topic for our conference specific podcast not briefing the people in your booth oh I hate
it
431
00:35:18,257 --> 00:35:19,479
that and the...
432
00:35:22,191 --> 00:35:25,831
Let me read from you what it is.
433
00:35:25,831 --> 00:35:26,813
Oh yeah.
434
00:35:26,813 --> 00:35:31,554
you and I are personal animus about that.
435
00:35:31,554 --> 00:35:35,134
Not with each other about that topic and people who do it.
436
00:35:37,955 --> 00:35:41,746
yeah, if you're there to do booth duty, you're there to do booth duty.
437
00:35:41,746 --> 00:35:44,996
You might hate it, you might be tired, you might be distracted.
438
00:35:45,057 --> 00:35:46,457
That's your job.
439
00:35:46,537 --> 00:35:46,997
Do it.
440
00:35:46,997 --> 00:35:51,132
um I think that when
441
00:35:51,132 --> 00:35:57,297
The next category was the bigger companies whereby it was a lot of gobbledygook.
442
00:35:57,297 --> 00:36:09,090
It was the corporate gobbledygook whereby I could literally have said to ChatGPT, hey,
give me a positioning for company X in terms of their AI strategy and it would have gone,
443
00:36:09,090 --> 00:36:09,730
boo.
444
00:36:11,398 --> 00:36:13,719
And that's what I felt was almost coming out.
445
00:36:13,719 --> 00:36:15,760
was the bottled messaging.
446
00:36:15,760 --> 00:36:21,304
It was very difficult to try and scrape away at what was the substance behind that.
447
00:36:21,304 --> 00:36:28,009
So I feel like it was a true representation of the AI hype cycle right now.
448
00:36:28,009 --> 00:36:39,105
And the fact that uh even amongst the investors, I heard multiple conversations from some
of my connections who are in the equity world, whereby they were saying,
449
00:36:39,453 --> 00:36:49,107
Yeah, it's like if you slap AI and have a halfway decent pitch, it's like the multiples
have gone nuts.
450
00:36:49,107 --> 00:36:52,579
So therefore there is a feeding frenzy at the minute looking for that.
451
00:36:52,579 --> 00:36:57,751
And there will be a market correction and reaction to it because there always is.
452
00:36:57,751 --> 00:37:06,174
Every time there's one of these technology hype cycles, was blockchain, was the Web 2.0,
we've seen this movie before.
453
00:37:06,855 --> 00:37:07,635
Yeah.
454
00:37:08,097 --> 00:37:11,470
And so I think that from that perspective, was what I observed.
455
00:37:11,470 --> 00:37:20,461
So I got tired of that and kind of drifted away from a lot of the kind of what I call the
main floor booths.
456
00:37:20,461 --> 00:37:25,725
The other thing is, like you said, there's also a lot of companies who are there who are
not there in the hall.
457
00:37:25,725 --> 00:37:28,648
Or if they are, they've got a token representation.
458
00:37:28,648 --> 00:37:33,877
And actually, all of their discussions are happening in suites up in the Venetian and the
Palazzo.
459
00:37:33,877 --> 00:37:36,797
when we were in for, we did that quite deliberately.
460
00:37:37,237 --> 00:37:48,097
You know, that was a strategy we had as to how we were going to, you know, of like have
our meaningful discussions and not in the noise and hubbub of the main floor of the show.
461
00:37:48,497 --> 00:37:55,857
So I think that from that perspective, that is absolutely something that is there.
462
00:37:56,317 --> 00:37:59,477
So I gravitated out to the edges.
463
00:37:59,773 --> 00:38:10,468
started looking for the small booths, I started wandering around trying to sort of like
find the undiscovered country, which is that wonderful Shakespeare quote about the future,
464
00:38:10,468 --> 00:38:20,473
you know, being the undiscovered country, heavily referenced in the Star Trek movies by
the wonderful, wonderful Christopher Plummer playing a clang on, but never mind, we'll
465
00:38:20,473 --> 00:38:23,004
move on from that.
466
00:38:23,004 --> 00:38:25,041
But I do feel that
467
00:38:25,041 --> 00:38:26,781
there were some very interesting things here.
468
00:38:26,781 --> 00:38:38,898
I saw three things that I think are worthy of mention whereby it comes back to my core
theme from a product management perspective, which is who's your market and what's the
469
00:38:38,898 --> 00:38:41,009
problem you're trying to solve?
470
00:38:41,950 --> 00:38:44,952
What are you trying to do here?
471
00:38:44,952 --> 00:38:49,542
We've all heard the phrase, sell benefits, not features.
472
00:38:49,542 --> 00:38:58,466
If you've been in any kind of software sales, sell benefits, not features, should be
tattooed on people's shoulders before they get a quota.
473
00:38:58,547 --> 00:39:03,269
It should be literally on everybody's, the forefront of their mind.
474
00:39:04,290 --> 00:39:04,785
Yes.
475
00:39:04,785 --> 00:39:07,099
Tell me what this button does.
476
00:39:07,507 --> 00:39:12,151
So future Stuart here, thank you very much for watching this part one.
477
00:39:12,151 --> 00:39:20,323
Please click on the next slide that you see and you'll be able to go straight into health
part two.