Pitch Please

00:02.42
mike_flywheel
What's up everybody. It's Mike we're back here on the pitch please podcast and today I'm here with Luca from doscere health they're an ai based solution to help new medical school grads and other physicians streamline. The setup of their new clinics. I'm very curious to learn more but before we do, it's time to learn a little bit about Luca over to you Luca let's introduce yourself in a little bit of your role at do share do share health and you know a little bit of your own background as well. So.

00:26.55
Luka Lamaj
Of course, thank you? Mike it's a pleasure to be here. Thank you so much for inviting me so my name is Luka I'm 23 years old by chemistry student in the senior year. Ah I did I did a lot of research in my life mostly neuro oncology and a little bit of proteonomics and genomic medicine. We I partnered with a lot of people with a lot of professors especially from Cambridge University Uk and lately I decided to spit out or to start my own company called to Sarah Health I have the Ceo and co-founder. I come from. Ah usually what I say especially this occasions or or this ah shows the podcast shows. It's I'm proud to be an immigrant and I come from an immigrant family. We came four or five years ago here in Canada from a small country called Obania. Is in Eastern Europe and yeah very excited to talk a little bit more about that about my background and also a little bit more about go share health about the company.

01:30.71
mike_flywheel
Amazing. Well like maybe we start with, you're doing stuff in Healthcare but you're obviously an entrepreneur. Let's talk a little bit about your background in science and chemistry. Um and you know maybe what veered you off that path to become an entrepreneur or maybe. Somehow you were an entrepreneur at Heartway before there, Let's talk about that story of like what kind of kindled your spirits to build something for yourself and go into things that were healthcare adjacent but not directly related to where and where and how you were going down a path for Education. So.

02:02.00
Luka Lamaj
That's a that's a very good question I mean let's start from the beginning I believe let's start what I was in high school. So my love for science and my love for health care came very very early in my life. Ah, even before high school. Actually my mom is a peiatrician. She's a physician she used to bring me with her. The hospital when I was a very small kid as she used to leave me like with lab technicians in the lab work and I love lab I love being there I love the environment. All I knew was like science work right? So I got kind of like grew I grew up with that with that feeling of science and of health care. But big raised in a country where Matt like even research healthcare research doesn't exist. It doesn't exist. It's very very very bidable imagine entrepreneurship like entrepreneurship bit be It's what what you tell to your friends. Oh I am entrepreneur they say to are you dealing drugs. Okay. They don't they they he doesn't exist as a word. So great up that environment I never thought I would start my own company or or if I if I did it would be something very simple like ah I a traditional business like a restaurant or something but I never thought in the give a. Startup world or or actually break some innovation into the market ah in high school I had some kind of like so sub roles. What I what I worked with a lot of physicians I worked to the hospital but that really made me love the idea of becoming a physician a doctor myself.

03:34.98
Luka Lamaj
Also for my mom's my my mom's background. So I said you know what? That's the smart choice to do so I came to canada I applied to university I got chosen for biochemistry slash pre bad and my goal was to become a doctor and more specifically a cardiologist that was kind of like my goal I buy this what I had. Ah, the idea the problem is that what I came here. You know I have the pressure for my family to be all like they are but my biggest supporters now but in the beginning they as every other ibi grat fably. They pressured me to either study engineering law or medicineison se charles bedison right? so. Ah, all I do all I wanted to do was become a cardiologist of a doctor where I came here I got opened up to a lot of other opportunities that I didn't even know that existed here. You can become a researcher you could become I don't know it could work in a lab you could work in a startup if you want in biotech. You could work in a lot of ways you could have very different careers and also you could have your own startup. You could create your audio division. So this was the first culture shock that really changed my life. It changed by by idea it really convinced me the way that hey maybe. Maybe by life. It's not only becoming a doctor but I can I can pick up just a researcher right? So I started doing research I started exploring myself I worked with some professors I worked at different research papers and I found out that that's something that I love I really like I really like research I really like.

05:07.11
Luka Lamaj
Working at the wetlap but the second bo that you really changed my perception of life and my perception of of of healthcare care industry in in general is the moment that my mom as I said a physician for around twenty years burned out. And only 45 years old not only she burn out but also she retired after birded out this was something that really showed me how cruel and how bad sometimes health care system is so that maybe decide to. You know as as the typical say say broadmap as I was doing research I started doing research also about this and I found out shocking statistics I found out that there are 10000 doctors that burn out every year only Canada and 80% of the doctors in us. 80% is a scary number of all physicians from all specialties. What said said that they would retire tomorrow. So I know that this might not sound anything crazy because every professional even you even be like if we say you know what look out you got to. Do you want to retire tomorrow and just do like whatever you want? of course I'll say yes in the for first add answer. But that is it is something that it's just more than just budd or more than just you know, ah career or more than just status. It's actually helping people. It's a different kind of profession when you directly help people.

06:39.89
Luka Lamaj
So That's why it's so terrible. It's so shocking for me and that kind of became my life goal and my bishop and that's why I started daughter terra to to combat to burnout the doctor's burnout so it came it was maybe not. It was never by by that I become entrepreneur it just happens and I still don't like what I call myself an entrepreneur I Just like. The idea of be breaking innovation at creating a business behind it.

07:04.81
mike_flywheel
Let's let's talk about that for a second because I want to talk about the parallels when you came here you said that you know you you kind of spoke generally to the fact that you saw these other potential career paths entrepreneurship people doing a startup was there like specific examples of things. You saw that we're memorable that you were like maybe that's what was my hook or maybe that's the startup or 2 that I was seeing that changed my perspective like broadly you saw this opportunity but there has to be things that spoke to you talk a little bit about that for us.

07:27.66
Luka Lamaj
Um.

07:35.13
Luka Lamaj
That's that's very good question that that brings it back a little bit in time and in my memories. So at the beginning when I came here I I as I said I was a university I was at campus I became friend with with with Zach was who is also my best friend today and when I talk to him like. This is something that I don't share a lot with people. But what I talked to it was very genuine right? I was like eighteen years old I didn't know what I was doing you know I I was very confused even though I do I wanted to become a doctor but still deep it by bit as you said like generally I knew the opportunities that were there but and that confused me that I was like oh my god what should I do with my life. So I met this guy called Zak who was shout out to Zak right now that was probably going to listen to this he he introduced me to the concept of color creation which I had never thought there would be a possibility for anyone to be to do.

08:14.59
mike_flywheel
Shut out Zach.

08:28.35
Luka Lamaj
And I saw him because he's a chess. He's a chess player and he he monetized chess he became a chess influencer right? He started playing chess online and he started playing chess on Twitch and he became very famous. He's at that really opened my eyes and I was like wow he's my age and he's doing so many great stuff at. He started very hubly without nobody putting into it just sweat equity basically that he took some risks and that he did it right? It took a lot of years but he did it. He did it in a different way and that there was the first again there was the first culture song. There was the first moment when I had some good ideas in my mind. So inspired by Zach I started by old podcast talking about podcast which was based by law for history and it was called cool historians I made it happen to go to 55 countries listen to 55 countries of the world and that was actually by first. Even if I did it all I was just doing it for fun basically but that was my first bobbit when I realized you know what this is the this is entrepreneurship world. This is how it is to create your own thing. Basically another company but your own thing so after that because I started doing it. This is a very important keyword. Started doing it I started doing it and I put it myself into different situations at different sections and different ah different environment so you might be the environment but is very important bigger out. Zec helped me a lot but not only that but also looking for a lot of founders at a lot of people that think like me.

10:02.81
Luka Lamaj
People that are very ah, not comfort from this in in a way right? They don't want to do the traditional way of doing of doing things so that it put me into a lot of friend groups and I met a lot of people that showed me that hey it's it's possible. It's possible. You don't need to drop out sometimes you maybe you want to drop out but you don't have to. You don't need to feli university don't read the ph d which is a one of the biggest I would call it the stereotype that that a lot of medical students have that you need a ph d or you did an Md to create your own thing if you want to create because you need credibility. Ah I tried to do it without the again without the traditional route of doing it. The. The other bobber that really changed me was when I met my Professor Gustinto Meta who who is also my mentor right now. He also so I had the idea at the time I had the idea of do health. Ah it was very got. It was very wrong very vague. I met so people in hospitals because I used to leave at bo trial before I met so people in hospitals there they said it's okay, like you need a little bit of refined method and then you have to build a product that and come to us but agostito really helped me a lot with understanding how entrepreneur how the world works. He introduced me to the concept of fdp beable viable product which was the first time that I that I heard about it and that was actually what I I accelerated by doger I left behind hypothesis. What I was doing at the ball at the time and I just focused on doger with the help of Abusita I'd actually he invested after until the startup $25000 which was our first check.

11:33.22
Luka Lamaj
And that was the motivational that I did. It's a really focusful time and on other company. So pretty buts. It's ah it's a combination of a lot of different factors like my mom being one. Ah my even the research that I did was very very helpful because I learned a lot of problem solving skills. But. Especially the people that I bet with with my immigration here in Canada the first people that I bet were very crucial.

11:55.99
mike_flywheel
And that's impressive so that people had a very big impact on this if we go back to Albania I want to just touch on something you said to to parallel and understand you said you know when you lived in Albania no one builds a startup. No one is really this concept of entrepreneur unless maybe it's a restaurant and you said the environment was different. There. You become a lawyer a doctor. Um, and here it it changed your possibilities can you help me understand that is it. There's less opportunities less in it. Ah you know ideas of innovation. You know, less openness to the idea maybe like what are the elements that maybe are different here that people should you know, really take for granted that maybe they don't realize is so different in other places around the world.

12:45.86
Luka Lamaj
That's again, another very good question because I have this conversation with a lot of my friends that live here in Canada especially young people and I tell a man you are so lucky to be bored here and to live here all your life that you don't understand I know I might sound a little bit cliche but north of baricites of. For real It's the land land of opportunity. It's the land when you can really become successful just by having a dream as well. Dis they would say ah you know in Alania and maybe not all the obeyia albe has changed a little bit. We have some tech right now we have some innovation happening there. But. Even you're about I would argue so at least sub pocket of Europe. They're very very not opened to the idea of taking a risk which is that's where it starts first right because starting a company is starting a business It's not easy I know that people say oh yeah, well I have an entrepreneur you know it's not easy. You creating this podcast. It's very hard work. It's a lot of risk to take because just take it from your time right? be creating a company. It's a lot of riity because I put it by Dave there and I wasting a lot of time and a lot of body which might result of a failure right? but. That concept this mindset that Theodore Roosevelt said very right of the of the of his speech. What he he mentioned it's it's enough to be the man in there arena to just be therena it's enough to live a very ah worthwhile life to be lived right? ah.

14:14.21
Luka Lamaj
Being the gladiator. This concept is very very very apparent here in North America mostly the us lately also Canada ah doest to to to create even if you're young even if you're if you're a kid you know I bet. I met a guy in San Francisco where I went he was sixty that he already did exited 2 companies. It's unbelievable. It's unbelievable like this concept being disgusteded albeia greece in Serbia iboca countries. But even in italy or in Germany or my co-founder lived in Germany all his life That's what we discuss all the time. No one thinks about that of course because it's a lot of it's a lot of board bureaucracy and it's a lot of more traditional way of thinking which is good. We need that and again I love people that go through traditional ways of of doing stuff like doctors and and lawyers and and engineers. Because we need them. But there are also some people that are noncom from this that really are stubborn to create what they want and this is the opportunity that Dorothy Bearda gives to you so if I one of the advices that I would give to everyone to anyone that that would would want to start something right now that live in Canada or live in us because decided. Again, these are the industries or the markets that I know best. It's don't think twice if you if you really want something don't think twice of it but also be prepared for the reason that you're taking because even though here it's the lead of opportunity this. It's also very harsh world a very wild worldly, but no, no one is going to let you.

15:48.54
Luka Lamaj
Ah, Disrupt Healthcare care that is you know or or or fintech or fight as work that easy so you have to be be careful of what you what you're wishing or what you're asking for.

15:59.94
mike_flywheel
It's great perspective and I think it's helpful for people to understand what's different here. They might think you know on first jump. We just have more resources I think what you're saying is it's not necessarily more resources. It's just a more open mindset to risk. And being surrounded by people that will appreciate and understand and empathize and support that risk but the risk is the thing. Um, let's talk a little bit then about I'm I'm going to want to talk about and hear the pitch on on do share I'm saying all right Don Share ah

16:29.59
Luka Lamaj
Yes, no chair health Yes, ah is the same thing is a safe thing is a safe thing. It not problem.

16:33.99
mike_flywheel
I'm curious the name where where does that come from I called it doser I Think at the beginning is do share similar idea right? Okay, so so what's the background on on the name and is it related to what you're gonna tell us when you start to pitch us on what do share help does. But.

16:47.26
Luka Lamaj
Not better directly related but it's a little bit personal for me as a name so I was reading I remember I was reading Plato's the republic I love philosophy I love reading philosophy books a something that has helped me go through very hard lives also with my business but also in my life to understand how to act in different situations. So I was reading this book from Plato the republic and he bets us hippocratus that is the the father of medicine and they mentioned there in this is this chapter the word daughter I I got fascinated because it was the only word that was different from english that. Even though the translators did it did it translated or or purpose even the historians did it translated with purpose. Ah so I went to search it on Google what is he being and it meant to teach in. It is a word that' come from latin it meant it meant to teach but it was a word that was used for physicians. For family physicians because they were considered to be teachers of the enlighteners of the of of of the society so it was amazing and I and I loved it. I love that word. So that's why from now on I I told my mom and I told my my my cofounder you know what we could use this state and and that's it that of story and I put the help. Yeah.

17:57.65
mike_flywheel
Ah, that's amazing but was it a natural. It was a natural fit of a word that you knew or did you start working on the company and then just coincidentally we're we're reading some things that brought you to this name I'm curious did the.

18:03.51
Luka Lamaj
Yeah.

18:10.62
Luka Lamaj
It that's funny. No it was actually we had the idea we started working on it. We didn't have a name in the beginning. We're just working with other because you know the Navy so departed you get David whatever you in my opinion at least see the startup I know that marketing is super super important.

18:13.67
mike_flywheel
Chicken before the egg which one came first.

18:30.51
Luka Lamaj
And I know that now that we have the name. It's ah it's very very personal meaning for me but in the beginning the name is not reporter. You just have to build you have to prove your poet. Basically so it it came out there.

18:40.32
mike_flywheel
I love it. Well let's talk a little bit about do share help then so you're on the pitch please podcast. So Luka we're gonna start with your best pitch. Please.

18:48.71
Luka Lamaj
Of course, of course so total healthy is an Ai centralized dashport that helped doctors manage but also create their own private and our personal clinicrics this management happens solo. They don't need any help. So what I mean by this is we autoba we help doctors oute a lot of their workflow starting fro intake Forbes and adding with a medical referral letters including clinical decision support tools which means ah diagnosis prescriptions medical as I said medical referral letters. All dot by Ai the doctor just approves so we help got totally duly graduated which is our first target medical students that they want to create their old fake or they want to manage their their data or manage their their operations better but also. I will say older generation of doctors which are more established save more time and combat the burnout we are bringing also lately a focus on precision medicine we're doing. We're trading our ll lab our Ai on precision medicine that helps doctors and help. Ah, all the physicians for different specialties for each patient that comess the clinicric based on different parameters like hrs the research the drug discovery research the lab tests focus on precise diagnoses for each patient. The cops to the Clinic. So ai does everything for them precisely.

20:21.29
Luka Lamaj
For each patient we have done this for a while right now first results from this latest pivots or latest iteration of ah of the product k it and it's ah it says that we have we have saved doctors around 2 hours per day. And increased their revenue by at least $1000 per day.

20:42.46
mike_flywheel
I wow super impressive. Um I want to understand this space a little more because I'm I'm following your innovation. Ah but I want to see where it fits in you said things like yeah emrs. Um, and maybe what we'll do is as we go through some of these things for anyone that's not deep in this space I know an emr is but they may not help me understand like the space and the existing technology that exists and which of it are complementary potentially to what you're you're building like do you work with these things. Do you work. In replacement of some of these things help us like learn a little bit about tech in the everyday physician office here in in Canada or potentially in North America wherever you're serving.

21:23.83
Luka Lamaj
Of course I'm a big ah I'm a be believer on on on digitalizing health care. So basically the whole deserve of digital health and I know the industry very well. So I know that. So for example, we are very. We work very closely with emradhrs. A lot of physicians mostly all physicians right now use. Yeah ah hs at erss for the data at least for data collection. The problem is that they don't have a lot of time to to read all those data even if they do before the patient comess it to the clinic at i' dogged specifically right now for family physicians. Even if they do. They don't have time to linkak it up with research and then understanding going back to a lab test and then going back to another thing that maybe ah, he could ah it could kind of defer the resolve or defer the diagnossis for each individual patient right? So that's why we? That's why we recre it also do to help them with this think. To help them both think about this stuff but just focus on actual ah I usually say that we're making doctors have a little bit more of passive role. But other sense passive that they don't care about patient care but actually care just about patient care. Don't care about other other stuff that happens in the industry right. And that's ah and they have a little bit more of understanding at fixing a lot of complex problems I just had a call last week with one of the doctors that we are hopefully where either in contact right out to join as our so u cbo which was also our first.

22:52.58
Luka Lamaj
User of the pilot and he said the same thing he said I look I don't want to deal anymore with small stuff and I don't want to deal with with with doc understanding what the patient is is going through and focusing more on the administrative test and on stuff that I can do basically like a nurse practitioner can do those right. I would understand more of the complex problems or fixing the complex problems right of the bat where the patient comes to the familyb physician fixing most of those problems and that if we cannot fix something we get set into the specialty but this is how we fix the healthcare system by fixing the problems right of the bat and I believe professor batty said it' something that. It's very very valuable and very good to to to follow. We have in our board. Ah our research advisor and ah Dr Tatiazali that is that she was by pi and she's an um, amazing scientist that she she's a professor at University Of Cambridge she's affiliated with Cambridge University and we are using her her research as part of a. Trading our l lab now this is kind of like a parahesis before before we continue on the technology that is available today, especially a canadian market. There are amazing companies and I could match with some of that if few if you don't mind ah easy scribe by madx sites is abeliable a I d very cool acepha.

24:08.79
Luka Lamaj
So they are they are as if I works with pharacies mostly but they also work with clinicians sometimes but there are a lot of good companies that focus in innovating or outating or helping doctors in different pocketets of the workflow. Ah and and. I'm open on working with all of them I know all of them all the fathers and they amazing amazing fathers and I believe the best way that we can fix the health care system is by collaborating with each other That's why I hosted the digital health conference actually partnership with with Microsoft with reactor. Ah. Because I really wanted to to create this this this new era of stop competing but collaborating and making the healthcare system especially for canadians. A better place at a safer place for the patients.

24:58.27
mike_flywheel
So do you today Just do share health integrate with those other companies or you're solving different aspects of the problems who just share notes. Um maybe explain a little bit about that for us.

25:06.90
Luka Lamaj
So for example with what what? what? what example with easy scribe with Shaas that is a father we work together. Basically we we work very closely together. We we we always? We don't necessarily integrate yet I'm sure we got to integrated the future because they focus on a scribe.

25:10.82
mike_flywheel
Yeah.

25:25.40
Luka Lamaj
Describe Bob and so basically the note taken Bob, but between the doctor and the patients. Ah and is something that we might for sure use their data for or or the data for for for our own l la la or for on ai so but we even though we don't integrate yet, we still share notes I still. Ah, recommended him to the clinics that I work with hey there's cool guy. Maybe you could use him too because we're using guns so that this is things that we do to to help each other to grow right? Ah with agers with electronical health records for people that don't know what hrs is ah we are we already working. We're already integrated with a lot of them through the Api. So. It's it has bit a very and this is why I love about Canada because people here ted to help at at the the the acceptance that we had from er companies here which are the same us too. But the fiation here are so much open to innovation. And it's crazy I thought it could be the the reverse vice versa but it's actually what who they're helping us a lot so the the the collaboration opportunity is there I think we need to because Ai in healthcare care and at the innovation in healthcare care general. It's a little bit you to be fair. It's a little bit you. So we just need to create a little bit more established companies and a little bit more robust platforms so that that we can create a big this is by dream I dream right now but a big cupity where we can integrate all our platforms together and we can make the health care system the better.

26:54.20
mike_flywheel
That's cool Now you said are maybe it was I said or we both sort of said it a little bit at the beginning that you know this is targeted at ah you know new grads looking to set up a practice. But as we talk about it What I'm hearing is it.

26:56.96
Luka Lamaj
And.

27:11.18
mike_flywheel
It's probably for any independent physician that's opening a general practice I guess can you talk to us about like who that target audience is is it Gps or general practitioners and family doctors is it for new grads or existing.

27:15.83
Luka Lamaj
Yes.

27:27.50
mike_flywheel
Um, clinics help me understand a little bit about who that's for. But.

27:29.19
Luka Lamaj
So the whole again. The holy inspiration for torture and the whole mission that I had was through my mom and my mom was a pediatrician which had her own clinic which is a little bit unusual but but what I saw the same problem as my my mom had a lot of family physicians have so. Our primaryly target would be fab physicians and there is a why say that you grad a loted why I power the medical graduates to start becoming active I start becoming having their all patient raw roster because we did that we did. We did. There are a lot of patients. A lot of canadian citizens which don't have access to healthcare. And we need more more fably physicians to have to have these opportunities these resources to make it easier for them so they can accept you patients. So that's why I empower them and my goal is to to break more medical students into fabli physics to into creating fably physicians and fably physicians. Having their own fitts basicallyally or or or making sure that they can control and don't burn out right? That's kind of like by by by by by by sets said by worry with a lot of Fe Newton exactly exactly.

28:36.89
mike_flywheel
Got it. You know you want to you want to capture them early to help them on that journey but people who are already on the journey could use it too. It's just your dreams that to to to help the overall flywheel of the Healthcare care system.

28:45.44
Luka Lamaj
Of course oh absolutely and we have there is a concept that why cooperator says it very well ah hair hair on fire. So who who is the hair of fire in this situation. So basically hair hair's on fire is like what you have so so what has like. It airs are in fire and you you give them a brick for for how hundred percent they could to buy for you because they think it's going to help them right? So who is it so it's such a bad position right now that got to use the platform First there are 2 2 icps 2 ideal customer profile. It were focused on febble physicians or. Every type of physician to be fair that is it different specialties who all up to here with patient at at ad withistrive tasks and they want to try you think that what to to open up to you to you ideas to help that that get saved 2 hours per day which is a lot of time at young. Ah, generation of medical graduates that just came out the industry. They don't have a lot of years of experience and they're trying to create their o think or they're trying to become better physicians. We help them to. We help them dot to burn out not to focus a lot or business or sorry another business to focus a lot of administrative tests. Or tech focus on your patient care. Do the think that you love to do the most so that's kind of like our our goal and our our our hint a mission in this in a way because we don't usually say this but but we really that's what we're trying what where we're trying to accomplish with with daughterra.

30:14.00
mike_flywheel
You got it? Well maybe let's talk a little bit about the components of do chair health you kind of skimmed on them at the top level if I subscribe to or whatever your pricing model is we'll talk about that in a second. What are the the components as a physician um, that.

30:26.21
Luka Lamaj
Of course.

30:32.79
mike_flywheel
I should be thinking about leveraging in my everyday practice. Where does this fit into my workflows. What are the ways that it helps talk to us a little bit about that.

30:40.97
Luka Lamaj
Yes, ah, my cofounder ervis he is very obsessed with uiux concepts so he always he always tells me to save this what people ask me this question with 2 clicks. You just go to you could you could be your you can do your job. Basically so you have everything that you need. It's very simple for dao like it's just a dashboard which the dashboard is actually the ba component of the platform at the dashboard you have different type of of of tools that you can use not a lot like 3 to 4 tools for each workflow. part of the ah ah position or part of the of the system so you have ahation we have an e take for a place where you have all the e take forms and you can read that if you want you have a ah e hr which integrates immediately with the e hr that your clinic or your hospital is with and after that. You just have the data. You have the medical referral letters that are ready to fill basically and sees the moment that the patient ah approves or or writes that you take for vi starts this its it's it's generation you press generate. Basically it very similar to chat? gp's ah uiu x he press you press generate. It takes into consideration duration. All the parameters that we talked before and it gives a situation of the patient and then after we get also described but they not take a component. It gives also potential diagnoses and a potential prescription which again the doctor can approve or disapprove. It's up to that they get added. They can see the files they can see whatever they want.

32:11.40
Luka Lamaj
Most of the type to approve because it's it's It's pretty pretty accurate. And yeah, that's that's that's where that's what the the components or the tools right now are about So we we start from the take forms at end to the prescription diagnosis or the medical referral letter. It's pretty straightforward.

32:24.76
mike_flywheel
Got it So the the data that you are inputting into the input form plus the observations and notes of the the physician come together to start to recommend what this might be what the next step might be what the solution might be yeah.

32:37.65
Luka Lamaj
Plus Plaza research plus the yeah e hr sobetical database it precisely for you. Plus the drug discovery research that is been done by other pharma companies. We do everything like that data data diffusion of all these para beers and we break a precise diagnosis for you.

32:43.36
mike_flywheel
Got it. So got it So it taps into lots of things.

32:56.17
Luka Lamaj
Basically for each patient.

32:57.80
mike_flywheel
Got it, got it Totally totally makes sense now. Um we might as well. Skip not skip over this part but what types of the yeah Emrs does this integrate with and what are the main ones in case, someone's listening and like oh I use I think there's one from like tellus or there's some other ones.

33:11.20
Luka Lamaj
Yes.

33:13.76
mike_flywheel
Does it integrate with those. What are the ones it does integrat with so if I'm a physician I've already made a decision I'm not starting at New What what does doche already work with.

33:20.53
Luka Lamaj
Yes, so we are very, we're working very closely with epic because we needed to because where work we we're trying to work with some hospitals do about this especially on the the second component of the platform which is the ai. Ah we we integrate with every hr that you need. Ah. As as long as this as long it is used and its it's legal in Canada so. Don't worry about that. There are a lot of ways that we can work with it. We don't take data for b hr at least not yet like we thought we thought we did a trade our bottle based ah on or data again, not yet, but but but we they can have access to the hr. Medical databases. Whatever they need to whatever they want to which is the it's exactly like the the bit of that we can offer them to but but how the Ai works is we work precisely with altoabba's data on precise for example for bike the bike that comess in. Don't touch all the data of the whole patients that this ar has right? so that was kind of like the trick that that helped us with a lot of these ah to make to make the process faster because work with the e hr. It's it's a little bit of a long long but process and ah to to make it shorter to make it easier for the doctor to just integrate their own. Their own platform or or at least have their own platform there or they already em Mars they could do it there. So what I be by this is we could work with tell us we could work with epic we could work with all the age r that the doctors need to.

34:45.31
mike_flywheel
Amazing, amazing and so how does your how do you make money where where within this process. How much do you charge you charge by clinic by physician how does that that work today.

34:52.68
Luka Lamaj
That's that's.

34:57.90
Luka Lamaj
So we have different pricing models because we work we work pretty different like for example, we cannot price hospitals the same as with price clinics because hospitals have way or pace on a wave or data together. So what we do is. We have a simple basic package of $5000 per year for physicians which do they pay and there how we try to kind of like ah what how how we try to to justify this this this pricey because it can seem like a lot but we say hey. This 2 hours per day that we save you you can choose to just big body and you can pay off these $5000 in just five days because we actually increase your revenue pay $1000 per day right? So that's kind of like how we how we how we try to to to justify the the pricing. That is a $50000 at a $25000 package that $25000 has all the idea that everything that we did to make even the decisions better not just the automatation at helping safe die. But also the decisions make it better so that's pretty much the packages right now for clinics or for physicians that we usually charge per physician. Now. There are cases where the clinics have like 5 or 6 physicians we try to to talk and to negotiate with them because at all, it's a lot of slaugh of body like that way. So we try to negotiate with them but find the best package possible. We can chart that like how we charge hospitals which is per patient.

36:27.44
mike_flywheel
I Got oh and so the hospital The the hospital model is ah per patient model. So.

36:32.60
Luka Lamaj
Per patient. Yes per patient because again it's there are a lot of physicians which are different departments right now what we're looking at it. What piloted we're doing with one hospital. It's ah ah, 2 2 departments the fab fabul medicine department at the er r emergency group department.

36:38.50
mike_flywheel
Yep.

36:47.31
Luka Lamaj
Ah, because they are the most needed ones I think that that need our platform so where we are. We're discussed to opportunities either per patient or either what big ah that the aist administration has has access to which is a big a big contract. Basically.

37:03.22
mike_flywheel
That's cool. Um obviously healthcare you had background in this but it's it's not an easy place especially in the canadian market to to make significant ground. Um especially in the newer world with with Ai and all these other components.

37:04.77
Luka Lamaj
Her.

37:21.18
mike_flywheel
What's been the hardest part of your journey so far.

37:21.50
Luka Lamaj
You know I know I don't sound too philosophical or too cliche. But it's actually fighting with he yourself at convincing yourself that you can do this of course it's healthcare. It's maybe 1 of the hardest industries to get into. That it's like ah ah it's impossible to to to disrupt i' I'm going to tell you story I'm not going to say that Abel the guy or the dave of the the institution that he works with but I talk with the it's it's a hospital it's a hospital but I going to say the hospital. It's a hospital that we talked to and I asked him I said. Ah. How many so I pitch tap a company and I pitched. Whatever we're doing good I said love what is this? He was like yo. This is very cool I love it. He was a yeah use ya guy. You just he's a director for it is very very successful. Very smart at I told it okay like let's work like how ah how how many type you did. From today to implementts to the to to the department of the hospital. Ah our our application a platform his look at me. He was like look ah like I don't know about the departments but I can tell you about the whole hospital. You know how many years you did for that to to happen I say I don't know 2 years It might by 2 years is a lot by the way two years for a startup to to go into what the hospital is crazy. He was like go up I o like 5 years up seven years more ten years fifteen years he said so from the ball but that we come up with a plat but we we present it to the hospital. It is 15 years

38:56.19
Luka Lamaj
To fully integrate the whole hospital ilievable unbelievable I get it. It's a very traditional or very bureaucratic is the industry which it should be because you're dealing with with patient patient care but way with life of with patient life. But from the from the side of innovators side of entrepreneurs is very hard. It's very hard because you have to do with a lot of bureaucracy said that it's also very exciting industry because the moment that you innovate, you can actually save people's lives or you can make people's lives better which is what we're trying to do make people's lives better right? So it's a direct impact if people that are obsessed with the impact which I have. It's a direct back to each into the other people's lives and I said dealing with yourself or fighting with yourself because there are a lot of times where you're going to be like mad. Why am I doing this I I I say this as maybe once in two days what I wake up like why am I doing this. Why? Why should I go to this such a hard journey. I met a medical doctor who created his old startup but he told me that ah creating a startup or fighting your own thought of your own company and Healthcare Care it's even harder than medical school. So you know people have this glaberous idea that we are an entrepreneur you're got to be rich shit. You go to be successful and people love you. You know, but. It's not really like that. It's a lot of it's a lot of dirty work that you have to do especially the early days bad you doing stuff that's like calling the the doctors call it. Clinics. Holy hospitals calling experts going to events pitchingck thinking to to get vesteds.

40:32.10
Luka Lamaj
Sales marketing. So everything you have to do with yourself coding and but you have to fail you have to learn how to fall in love with the process and fell in love with with this first days of the startup because this is gonna be the most beautiful days at least that's what people say right? So ah to but to understand that you need to have a lot of.

40:51.95
Luka Lamaj
Need to be very humble that you need to understand that. Okay, you know what? you are a disposition you hope it's going to be Better. You are doing this for a mission and never forget your why? Why did you start this right? there be time that I tell this a lot just not to victimize myself but more to inspire people. There's been time or to tell them that you're not Alone. There's been time what I have ah sped like week one week while week as dayss without food it by it. It did it by house eating just like literally garbage like work dollars to dollar food. Ah, just because I would I had to go for I live in Niagara Falls. So. For to go for Blackagargra falls to torato you needed to pay the the gobas so I had to pay for the Gobas. So These are things that people don't understand that people don't know right? Ah, most of us iigrads at at some of the international students. For example, they live they have to deal with this without the support of their parents their Bo support of their parents they you cuttra completely. These are things that that bother a lot of people La a doyle A lot of people. But again if you're bishop if you really want to do it. You got to do it. You know it's just your hearty will tell you to to do it. So ah, the hardest part of that entrepreneurs to go through is this personal journey Of. Should I Really do this or should I really go through this journey or should I just stay the safe way have become a cold or or become a doctor that's like what you have to decide.

42:13.80
mike_flywheel
Is there Any advice you have on that bit like how how to help determine if you're going to have what it takes or when the right moment is to to proceed down that and. Similarly I think you know you've had some experience in the challenges breaking into the Healthcare system. Um, which have obviously come back to your own personal journey. Are there any like elements of I don't want to say like the magic recipe. But. If someone else was starting from the scratch to innovate Health care which it sounds like you want to really help enable are there Any are there any um things they should consider to help accelerate that or drive success earlier on.

42:47.57
Luka Lamaj
The first.

43:00.60
Luka Lamaj
Be good yourself. That's my first one. Ah mental Health is very important I was in a I was in a conference and in a young entrepreneur of the year words. Ah, and.

43:13.60
Luka Lamaj
Jay Carls which which who was one of the one of the entrepreneurs that were in the battle. He said to be very importanted. He said that he used to go to the therapy like at least at least what's about when he started the company so be very good to yourself take care of your mental health. You should understand that you are not alone in things that you go through. You are all the law There are a lot of people not only entrepreneurs, but even people that are trying to do something big in their own field. They're going through this right? So try to be good to yourself surround yourself. This is my second boy surround yourself with very good people that will not only like push you. But but also you can learn from them a lot you can they can teach you stuff they can teach you how to act in different situations because you need them. You need that I know that a lot of people say oh yeah I will I have a lord wolf and I rebo and I but to do this all myself. You can the long term you get do the short term. But lock term be gonna get burned out and I always got burned out like this I totally from my own experience. Ah like I was the lord wolf guy. So I hope in April I always got burned out and I got very very sick at it's it's it's ironic right? It's paradox because I'm fixing the the furd out of doctors and I Don take care I don't taking care of myself. So. It's very important to buy a period to really focus on that at never ah giving up in the sets of not like to get dottic cliche of never give up but being the better the reader is enough so you try at you.

44:48.17
Luka Lamaj
Really pushing every day to do whatever you ought to do had to disrupt Healthcare care to help make a healthcare system Better. That's for be.. It's Enough. You took the risk you are far better than what adorable person is doing right? So don't be so harsh for yourself. That's. That's also kind of like an advice to myself too. So I kind of like speaking to my alter ego. It says.

45:11.48
mike_flywheel
I Think that piece that you mentioned is really important which is like you do have to look after yourself whether that is to take some time to recover to to refresh putting your own Oxygen mask on on an airplane is super critical because if you don't you can't help anyone else. Um.

45:25.13
Luka Lamaj
Um, yeah.

45:29.29
mike_flywheel
Obviously it's been a bit of a journey. what's what's the year ahead look like for you like you're obviously making some amazing progress. What are your like lofty. We're tailing out 2023 so let's say you're 2024 goals for do share.

45:43.13
Luka Lamaj
We're growing a lot. We're growing very quick. We're getting clinics. We're getting hospitals interested right now for us. It's the bowbit that we do things that does scale I think we have that product solution sorry product solution fit now we are the journey to hit that product market fit which beats. They got b series a series b I don't know whether that is to be hit. But for sure it will a by period. It will be hit at so boy right? So I guess what's what's what's the next stick is doing things at good scale focusing a lot or getting a lot of critics here at Ontario in quebe it. British Columbia so basically a canada du that's at least for the 1 year growing so we have a lot of critics that we did pilots with some of them are just we just recur that we just got got the them to to turn into paid pilot or paid paid clients getting all of them to get into paid clients. It's like the dotxedx. More practical goal I would say right? Ah now if you're talking about Bor Loter of course going to the north to hold North America that's very very important at actually helping more startups into a health care journey at that are their health care journey. Through our lla lab through our language model helping them get funded at get created and helping them integrating our lla lab into their systems. So that's kind of like the the big dream or the big big goal that we want to.

47:11.68
mike_flywheel
That's cool. So obviously in the immediacy is converting to paid helping expand continued usership and in Ontario and Quebec mostly and on the longer term. How can you help bring others on this journey and expand into the us if there's anyone listening um that.

47:13.20
Luka Lamaj
Of course. Yeah, yeah.

47:27.40
mike_flywheel
You know, interested in helping support your journey. Um, you know is there anything specific that you could use as assistance or help to accelerate the year ahead for you.

47:42.11
Luka Lamaj
That's a good question I mean every physician I would say that wants to have a better life and wants to make more money and wants to go home a little bit earlier and. Maybe just wants to make better decisions in their life and help help patients become better just reach out to be on on Linkedin on Instagram look a lama l u k a l a m aj like the name of the of the podcast reach out to be because it's going to be beneficial for not only for you at me. But also for the for the patients which is very very important so that that would be the only assistant that we need right? Of course the usual investors that are usual I don't know like people but that really at at everyone that wants to we're opening sorts of job position job openings. Everyone that wants to contribute especially aied field. Please reach out to be because we'll be open to hire your Ai engineers at to to bake it basically the to to to make the platform for better and to make the lla that better.

48:46.54
mike_flywheel
Got it so you're looking for you got some immediate hiring around some Ai engineers. You're obviously looking for referrals or if someone's listening that is a physician continued utilization of your product to help impact their own lives but also the lives of those they're helping um.

48:48.54
Luka Lamaj
Um, yes.

49:03.33
mike_flywheel
You know, put your oxygen mask on first save some time increase your your profits reduce burnout but also provide better care if people are looking to find out more. Um, they can obviously connect with you and we'll include that in the description where where else should they go and what's the link we're going to put in the description of where people can go if they'd like to sign up. Ah themselves first.

49:23.21
Luka Lamaj
Yeah, for now it's been very manual for us. We have a website called do o c e r e a p dot com. But ah, again, most of that because we we have our own system which usually flags people that are wrote physicians for example, but everyone that wants to be part. Ah. Of the platform but is' thinking about joining us or or try to see if if it it could be a fit in the future or or even just trying to to experiment or to work with the platform please reach out to be for physicians that want to be part of the platform again, please reach out to be because we can. We have the outboarding process which is very easy and I do it myself. And I'll love to talk to you and and and figure out how can we integrate you the the flip platform be to the critic and to look already existing sub tech platforms and e jars and everything so I'm usually the the biggest help with with this stuff so there'll be it wouldt be easier to reach out to be but for everyone that just wants to so check the website. T O C R E A P Dot Com

50:19.76
mike_flywheel
Amazing. Luka. Thank you so much for joining us today I learned a ton you're doing some impressive work in a system that truly does need people that are trying to do it in the way you're doing it in a collaborative way. Looking for ways to help reduce time reduce overhead give back time and efficiency to the doctors. But also the patients. Um, thank you for coming on the pitch please podcast today. Thank you, everyone that joined in Luca any closing words on your side.

50:46.92
Luka Lamaj
I have just the last thing that I'll do is use the worddy of Charles Bukovsky who I use it all time actually says I actually actually you know what I'm going to change it this time not go to use Charles Bukovsky I will thomasbu fried but my favorite my favorite economistist. He says you. Pesimistic people are usually right? but optimistic people change the world so be optimisistic and change the world.

51:11.95
mike_flywheel
So I love it. That's super positive thinking and I think it's something that all entrepreneurs need to keep in mind every single day especially on those harder days Luca again. Thanks again for tuning in everyone that listen to the pitch please podcast today. Thank you for tuning in and catch you on the next episode.