#5 : Cam Sexton CEO/Founder of RelayOne on - Entrepreneurial spirit , defeating self doubt , finding your niche and dominating it and much more
07/20/20 • 42 min
How RelayOne Software Serves The Rep Community and Surgical Staff
In this episode of the Med Device Unleashed Podcast, Jamie Tipton speaks with Cam Sexton, the CEO, and founder of RelayOne. A design software and a mobile application that delivers real-time data straight from the OR to your phone. He talks about the inspiration behind the RelayOne software and the growth strategies they have utilized to penetrate it into the medical market.
Listen in to learn the process of creating software in the healthcare industry that services both the interests of med reps and the hospital. You will also hear why you need to take that shot and become an entrepreneur if you have an idea that could benefit the medical industry.
Standout Quotes:
“If you can build something that saves people time and money then, generally speaking, people will want it and will want to pay for it too.”- Cam Sexton [4:48]
“Build a product that solves a problem and then listen to your customers and what your customers are telling you they want, that is the stuff that you should go build.”- Cam Sexton [32:07]
“Being a rep is super hard it’s just like being an entrepreneur don’t be afraid to go out there and take a shot.”- Cam Sexton [36:49]
Top Takeaways:
· How to find a real problem and a simple solution for it in healthcare.
· How to pitch with passion for your product to outdo the competition.
· Understanding how to create a valuable product with visible return on investment.
· The benefit of creating a medical product that caters to all ends of the spectrum.
· The benefits of due research before creating a consumer-friendly software.
Episode Timeline:
· [1:33] The strategies that RelayOne is using to grow effectively in 2020.
· [2:49] How Cam’s personal experience as a med rep struggling with schedule led him to build RelayOne which is a software for OR teams.
· [5:16] He explains where the name RelayOne came from.
· [7:35] He compares the similarities between running your territory as a med rep with entrepreneurship.
· [10:20] How they use software selling to show the value of their product.
· [12:48] The strategies to use when presenting your product to potential customers and investors.
· [14:42] He explains how they pitched for RelayOne by presenting the problem with a passion and instantly got funding.
· [17:31] Cam describes how he applies lessons he learned in college sports in his role as a CEO and life in general.
· [19:56] He narrates the challenges he experienced as a medical rep that led him to create a product that is not only for reps but is beneficial for hospitals too.
· [24:17] How they handled the creation of easy software to integrate into most healthcare systems.
· [25:24] How he put up engineers with experience in creating consumer software which makes it easy for med reps and hospitals with zero work.
· [29:49] He explains why RelayOne software was specifically created with med reps in mind plus other products they are working to solve industry problems.
· [35:20] Why you should risk with entrepreneurship if you have a viable idea that is worth the shot.
· [38:31] He shares what career path he would have followed if he was not in the medical device world and where he got his entrepreneurial spirit from.
· [40:48] He talks about his experience with his previous employer.
Relevant Links:
Website: https://www.relayone.com/
LinkedIn: https://www.linkedin.com/in/camsexton/
Email: [email protected]
How RelayOne Software Serves The Rep Community and Surgical Staff
In this episode of the Med Device Unleashed Podcast, Jamie Tipton speaks with Cam Sexton, the CEO, and founder of RelayOne. A design software and a mobile application that delivers real-time data straight from the OR to your phone. He talks about the inspiration behind the RelayOne software and the growth strategies they have utilized to penetrate it into the medical market.
Listen in to learn the process of creating software in the healthcare industry that services both the interests of med reps and the hospital. You will also hear why you need to take that shot and become an entrepreneur if you have an idea that could benefit the medical industry.
Standout Quotes:
“If you can build something that saves people time and money then, generally speaking, people will want it and will want to pay for it too.”- Cam Sexton [4:48]
“Build a product that solves a problem and then listen to your customers and what your customers are telling you they want, that is the stuff that you should go build.”- Cam Sexton [32:07]
“Being a rep is super hard it’s just like being an entrepreneur don’t be afraid to go out there and take a shot.”- Cam Sexton [36:49]
Top Takeaways:
· How to find a real problem and a simple solution for it in healthcare.
· How to pitch with passion for your product to outdo the competition.
· Understanding how to create a valuable product with visible return on investment.
· The benefit of creating a medical product that caters to all ends of the spectrum.
· The benefits of due research before creating a consumer-friendly software.
Episode Timeline:
· [1:33] The strategies that RelayOne is using to grow effectively in 2020.
· [2:49] How Cam’s personal experience as a med rep struggling with schedule led him to build RelayOne which is a software for OR teams.
· [5:16] He explains where the name RelayOne came from.
· [7:35] He compares the similarities between running your territory as a med rep with entrepreneurship.
· [10:20] How they use software selling to show the value of their product.
· [12:48] The strategies to use when presenting your product to potential customers and investors.
· [14:42] He explains how they pitched for RelayOne by presenting the problem with a passion and instantly got funding.
· [17:31] Cam describes how he applies lessons he learned in college sports in his role as a CEO and life in general.
· [19:56] He narrates the challenges he experienced as a medical rep that led him to create a product that is not only for reps but is beneficial for hospitals too.
· [24:17] How they handled the creation of easy software to integrate into most healthcare systems.
· [25:24] How he put up engineers with experience in creating consumer software which makes it easy for med reps and hospitals with zero work.
· [29:49] He explains why RelayOne software was specifically created with med reps in mind plus other products they are working to solve industry problems.
· [35:20] Why you should risk with entrepreneurship if you have a viable idea that is worth the shot.
· [38:31] He shares what career path he would have followed if he was not in the medical device world and where he got his entrepreneurial spirit from.
· [40:48] He talks about his experience with his previous employer.
Relevant Links:
Website: https://www.relayone.com/
LinkedIn: https://www.linkedin.com/in/camsexton/
Email: [email protected]
Previous Episode
#4 : US Director of Sales Operations for Saluda Medical Scott Walle on how to win in any territory, the importance of resilience , the art of becoming irreplaceable and much more
In this episode of the Med Device Unleashed Podcast, I speak with Scott Walle the director of sales operations at Saluda medical, a spinal cord stimulator startup company. He shares the details of his career as a med device sales rep for many years.
Listen in to learn the importance of understanding your clients (doctors) pain points as a med device sales rep and then finding a solution to solve them. You will also learn how to make yourself irreplaceable in your clients’ eyes by being a real challenger.
“When you become indispensable in that way with your customers, you become very hard to replace.”- Scott Walle [29:47]
“Winning business is one thing, putting walls up around your business that is impenetrable, that’s a different conversation.”- Scott Walle [33:37]
Top Takeaways:
· Learning to leverage all your strengths and weaknesses as a sales rep in the med device industry.
· The importance of an MBA in furthering your career.
· The power of being resilient as a med device sales rep to succeed.
· What separates the real challenger and the farmer-type rep in the industry.
· The importance of having a good foundation in sales and objectives that lead you.
· How to make sure that you’re not easily replaceable by understanding your customers’ struggles and finding the fix for it.
Episode Timeline:
· [1:34] How spinal cord stimulation devices are designed to alleviate chronic pain in patients and return them to normal while in the hands of the right doctor.
· [2:31] What it means to be a smokejumper in the medical device world.
· [4:18] The importance of understanding how to leverage your strengths and weakness as a rep in any territory.
· [6:32] He explains the functions of the Prosellus tool that he came up with and the impacts it had.
· [8:57] The questions that should drive you to get a master’s degree even when you’re a successful sales rep in the med device industry.
· [13:20] How to look at the glass half full and see every opportunity as a way to grow.
· [18:11] He describes his incredible experience working for Johnson& Johnson with their training program.
· [21:40] How to define the value you offer to the doctors by understanding their struggle and then offering the solution.
· [30:20] How to understand your doctor’s pain point to help solidify their business.
· [35:54] How to avoid making mistakes that could cost your reputation as a med device sales rep.
· [37:18] He talks about the success and the purpose of the blog he wrote that won him an award.
· [40:23] He shares his craziest OR story.
Next Episode
#6 : Scott Binder EVP of Medical Sales college takes us behind the scenes discussing the MSC advantage and their story , importance of a multifaceted training program, the reality of a medical device sales rep and much more
Medical Sales College and Creating Future Sales Leaders
In this episode of the Med Device Unleashed Podcast, Jamie Tipton speaks with Scott Binder, executive vice president of Medical Sales College. He shares about the college’s history, how they operate, and their main purpose of starting.
Listen in to learn how they connect the employer to market-ready graduates for free. You will also learn why they put much emphasis on job placement for their graduates.
Standout Quotes:
“If you’re successful, you can have a very rewarding career financially here, however, the people that do that, they’ve worked their tail off to get to that level.”- Scott Binder [24:01]
“Sales is not for everybody...it takes a certain kind of personality, you got to have certain qualities, you got to have thick skin.”- Scott Binder [26:26]
Top Takeaways:
· The importance of job placements for Medical Sales College to differentiate it from traditional colleges.
· The importance of having experienced and specialized trainers in the field to give students the best training.
· How the Coronavirus pandemic has positively affected the training demand.
· How lifestyle diseases and other factors are increasing the growth of the med device world.
· The qualities that will help you identify if being a med rep is the right career for you.
Episode Timeline:
· [1:50] He shares the history of Medical Sales College which was started in 2010 and what they offer their students and clients.
· [5:57] He explains why the college puts a lot of emphasis on job placement for its students.
· [7:05] He explains how they connect employers with their students for free.
· [11:07] The types of programs they train in their different campuses across the United States and what these programs consist of.
· [14:23] Why they have students create a video and a professional profile on their website.
· [15:28] Why they strictly have a specialized online biologics course.
· [16:44] He shares who they hire as their trainers and the combined experience they currently have.
· [17:45] What they look for before venturing into their next expansion plans.
· [18:57] How the Coronavirus pandemic has increased their demand.
· [20:52] Their future plans of expanding their specialty outside of orthopedic.
· [22:27] How they make people understand if being a med rep is the best career choice for them.
· [29:04] Why they’re not accredited but rather licensed and regulated by the states they operate in.
Relevant Links:
Website: https://medicalsalescollege.com/
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