Unlocking the Secrets of AI in Healthcare with Jim Mercadante - Senior VP of Global Health and Marketing for Rapid AI
How is AI transforming medical device sales?
In this episode of Secrets in Medical Device Sales, The Girls of Grit chat with Jim Mercadante, Senior Vice President of Growth and Revenue, about AI’s growing role in healthcare. Jim shares his journey from medical devices to AI, driven by his passion for technology and its potential to revolutionize patient care.
He explains that AI is not here to replace medical professionals but to support them, enhancing early detection and treatment across various diseases, particularly in stroke care, where it significantly reduces time to treatment and improves outcomes.
Jim also highlights how AI can identify previously undiagnosed conditions, leading to more medical procedures and a greater need for medical devices. This episode offers practical insights for those in the medical device industry, showing how embracing AI can enhance sales and advance patient care.
Episode Chapter Markers
00:00 Introduction
2:31 What brought Jim to the AI industry?
6:22 How will AI make healthcare faster and easier?
9:50 The Future of AI in Early Disease Detection
14:17 The Impact of AI on Medical Device Sales and Healthcare
23:31 The Benefits and Challenges of AI in Healthcare
Must-Hear Insights and Key Moments
AI as a Support Tool, Not a Replacement: Jim emphasizes that AI is designed to support medical professionals rather than replace them. Its role is to enhance capabilities, not to take over jobs.
Revolutionizing Early Detection: AI is significantly improving early detection and treatment across various diseases. In stroke care, for instance, AI reduces the time to treatment, which can drastically improve patient outcomes.
Transforming Patient Care: The use of AI allows for more precise tracking and visualization of disease states, such as mapping the exact location and volume of aneurysms, which can lead to more effective and timely interventions.
Identifying Undiagnosed Conditions: AI can uncover previously undiagnosed conditions, resulting in more medical procedures and an increased need for medical devices, thus impacting the industry positively.
Global Impact: Jim highlights AI’s potential to make a global impact on healthcare by improving patient care, reducing hospital stays, and accelerating advancements in technology.
Words of Wisdom: Standout Quotes from This Episode
“I look at AI as having a global impact on health care.” — Jim Mercadante
“Time is brain and minutes matter.” — Jim Mercadante
“Artificial intelligence has got the ear of everybody in the health system.” — Jim Mercadante
“I would be more concerned about being left behind than embracing AI.” — Jim Mercadante
“It's not about how hard you work, it's just about how smart you work.” — Jim Mercadante
About Jim Mercadante:
Jim Mercadante is the Senior Vice President of Global Growth and Marketing at RapidAI, where he leads initiatives to advance AI technology in healthcare. Based in the New York City Metropolitan Area, Jim brings over two decades of experience in the medical device and AI industries. At RapidAI, he focuses on enhancing early detection and treatment through cutting-edge AI solutions.
Previously, Jim served as Vice President of Sales and Marketing at Terumo Aortic and held various leadership roles at Abbott Vascular, including Area Vice President and National Strategic Director. His extensive background in sales, marketing, and technology positions him as a key innovator in revolutionizing medical diagnostics and patient care globally.
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Blog Transcript:
Note: We use AI transcription so there may be some inaccuracies
Anneliese Rhodes: Hello, Cindy, and hello to all of our listeners out there. Welcome to another episode of Secrets and Medical Device Sales brought to you by the Girls of Grit. We are so happy to have everyone join us tonight. And we have a special guest joining us. Don't we, Cindy?
Cynthia Ficara: Yes, we do. A very special guest. Hello, everybody. Our special guest, Jim Mercadante, has been in both Lisa's and my medical device career, and our lives, and we were very privileged to work underneath Jim Mercadante. We are just absolutely thrilled because we feel that there's nobody better to talk about the topic that we're going to discuss today. And we thank you so much for coming to be here with us today.
Jim Mercadante: It is an absolute honor and a privilege to be with you two fine ladies. And I say you're one of the best of the best. So I am just honored to be on your podcast. Look forward to it.
Anneliese Rhodes: Thank you, Jim. He's so kind. So, Jim has been in the AI space now for how long Jim? And you are, I think, now global. You're going to correct me. Global VP of customer communication, sales, and marketing. I don't know all of it.
Jim Mercadante: Let me simplify it for you, Lisa. This is the senior vice president of growth and revenue. Okay. Very simple.
Anneliese Rhodes: Love it. Perfect. So Jim, tell us all about not only what got you to AI, but why AI, and then we're gonna dive into a little bit of it because I know a lot of our listeners out there are very curious about it.
You know, to some degree it's a little scary for a lot of us, including myself and so we wanna learn more. But tell us first what brought you to AI? I mean, why is AI over something else?
AI's Global Impact on Healthcare
Jim Mercadante: Yeah, it's an interesting and important question because most people who are in medical devices don't think, hey, I'm going to leave the device world and go software.
That's really what it is at the end of the day, but if you look at my background in history, I came out a long time ago out of college with a computer science degree which I could not use because the computer world had completely gone into the tank. And somebody, as a recruiter said, you need to get into health care.
So I completely reversed course and went into health care. A year out of college, my 1st job was with Abbott Diagnostics, and that was one of the best pieces of advice I ever received in my entire life that directed me toward health care. It is 17th in the economy. You go, you fast forward. I always had a passion for computers.
Always had a passion for software and as I went through my career, I was a personal investor in some robotic companies. I have been following and tracking not just within health care. But if you look at companies like Nvidia, or you look at some of these other companies, they're all heavily invested in artificial intelligence outside of healthcare.
And now, as you look towards health care, you know, actually robotics came out into health care 1st and then I followed, which is a little surprising, given that, you know, a lot of I can run robotics. In my opinion, I should have come out 1st, but that's a whole other debate in artificial intelligent health care.
One of the things that I'm so passionate about is that I'm at the forefront of technology. I am watching healthcare change right in front of my face and then in the next 3 to 5 years, you're going to see AI, not just the company I'm working for multiple companies out there revolutionizing healthcare, not only in the United States but around the world. If it's not all about detection, it's really about trying to get to that deeper AI.
I mean, you need detection, but when you can start measuring volume and do 3D visualization and map out for the physicians and for the care teams out there, the disease states. Let's take an aneurysm as an example. If I can say, hey, this patient has an aneurysm, here's where it's exactly located.
Here's the 3D volume of that aneurysm. And by the way, track it over time. That makes very big changes within healthcare and that impacts the patient in a big way. So, my personal choice has always been a passion for robotics, and I am fortunate enough that I got a call, you know, probably 20 months ago, unfortunate for my previous company, but very good for me.
And what I want to do and how I want to end my career is at the forefront of technology. So I look at AI as having a global impact on health care. So we're not just impacting one patient at a time. We're impacting millions of patients around the world at a time. And to me, that's probably the most exciting when you can sit back and think, can I help somebody save them from staying in the hospital? Length of stay is an extremely important metric that everybody follows.
But if I can detect that stroke and get that door-to-needle time under a certain limit, and that patient, that's the difference between a patient going home in a month or a day. That's the difference between the patient walking out of the hospital and being, you know, going through rehabilitation for the next two years.
That's the kind of difference AI makes in our healthcare system, and it's just remarkable. So it's not like it just came out last year, but it's accelerating. It's accelerating year after year after year. And you know what? You thought you couldn't do it 3 years ago, but now you can do it. So I'm excited, not only what we can do today.
I don't even look at what we can do in 3 to 5 years. I know what's coming next year, 3 to 5 years from now, and people fear that. Is this going to take over jobs? No, AI is nothing more than a tool that helps any physician. I don't care what type of physician can identify and treat patients quicker and faster.
Better outcomes at the end of the day and better device usage at the end of the day. That's what everybody wants and that's what healthcare is. That's what AI is delivering.
Cynthia Ficara: Well, I think that is one of the most important things. And if you could just help us dive a little bit deeper into that, I mean, you mentioned like, length of stay and you mentioned that this will accelerate and go faster.
So how does that help us kind of understand the applications and how this works in the example that you mentioned? How does it make it faster for the doctor and the patient?
Enhancing Radiology Efficiency with Advanced AI Tools
Jim Mercadante: Let's think about healthcare in general. So you know, a patient comes in, let's call it a stroke. Now the radiologists that we have in our country are amazing. If you think about what a radiologist does all day, there are 300 patients, and have to know every disease state. Now, yes, there's a subset of radiologists called neuroradiologists, and they go deeper into neuro, but the general radiologists have to know everything at all times.
That's almost a setup for failure. Okay, so what it does is it sits on the scanners, Phillips, Siemens, you know, I'm using neuro 1. So you could be G.E., whatever. I sit on the scanner and it's able to identify instantaneously a bleed, so that gets shot over to radiology.
The interventionists at the same time, radiology is confirming it, but the stroke team is deployed instantaneously because there's the old saying time is brain and minutes matter. And we have been able to see, you know, I don't care what company is, we'd be able to see a reduction of 80 percent door-to-needle time.
I mean, when you're talking, you're taking an hour out of stroke. You're talking about somebody walking out of the hospital versus staying in the hospital for a month and that's just basic AI. We haven't talked about deep AI yet and that's how much of an impact it's been.
You know, administrators, it's probably one of the biggest topics from a C-suite perspective that there is today. I was at Becker's conference, which is a healthcare conference for administrators, 6, 8 months ago, and they did a survey amongst 1100 participants and asked, what's the number one thing you want to learn about?
950 of them said the number one was artificial intelligence and that says it all right there. So you have physicians wanting a little more, you know, how can I increase procedures? How can I bring costs down? Artificial intelligence is going to be the one to deliver it. So if I can put on every scanner, software that will detect an aneurysm. 40 percent of aneurysms are missed. There was a study two years ago, and I'm happy to provide that study. 40 percent of small aneurysms are missed.
Imagine being able to detect the majority of those aneurysms and be able to not necessarily go to rupture, but to be able to monitor them over time.
Imagine software that takes the aneurysms and compares them year after year in a 3D fashion and can tell the physicians, hey, wait a second, this one has changed. You might want to take a look at it right now, this is just a visual. They're just eyeballing it. Right? They're measuring it manually in a 2D fashion and measuring it.
Imagine you've got a 3D output that does it automatically, can find it for you, and can tell you when to change it. Now, again, the physician makes a decision every single time. It is a guide and it is a tool for the physician. So when people say, well, this is going to replace jobs, absolutely not. It's going to help the physicians, and staff to become more efficient. And this is in regards to any AI. It doesn't matter my company or another company.
Anneliese Rhodes: I'm thinking about all of this and so much of this is over my head. I mean, it is like terms that are just for the general population. We're like, wait, what is it? Do we have to learn how to write code? I mean, what does this look like?
Jim Mercadante: You know, I don't know how to write code back in college language that's in a museum.
Anneliese Rhodes: If you were to quote-unquote dumb it down right now for all of our listeners, you're saying it's sitting on the software. What do you mean by that, Jim? What do you mean? Is it, I'm saying, to spy on us? Is it looking at us? Is it a patient who comes in? How does that work?
The Future of AI in Early Disease Detection
Jim Mercadante: Imagine your patient, MRI, CT, CTA, perfusion, the software is on the scan, so it's programmed. Our software sits on the actual scanner, and when the scan is done, our software analyzes that scan in seconds and shoots it off when it's positive, shoots it off immediately to the radiology team and immediately to the interventional team.
And then they decide on what to do now, that's just the basic part of AI, and that's just triage and detection. And that's pretty, you know, I would say 75, 70 percent of the hospitals in the United States have some form of AI for either stroke or something else. You'll see that, I think it will accelerate over the next 3 years because you know, if you look at when it pivoted, the stroke guidelines changed back in 2018.
There were a lot of trials and I'm not going to get technical. There were a lot of trials that came out, but I was part of that. And that's what made everything take off. Stroke was the 1st impact of artificial intelligence and healthier, but now you're seeing it in the aortic lung.
I can almost name every disease state that's out there and not my company, but there are hundreds of companies developing algorithms now all around the world to try to help with every disease state. Matter of fact, there's technology out there now that you don't even need contrast. You know, we came out with technology last year that we don't even need to contrast to detect an LVR stroke anymore which impacts most hospitals in the U. S. using contrast outside of the U. S. We're a global company. You know, 75 percent of the world's population does not have access to contrast. So they have a lower capability of detecting across the board. So we're not only thinking about the United States but looking at health care. This is what I said earlier. AI can impact health care globally and that's the real exciting part of that.
Anneliese Rhodes: That's amazing and you just mentioned some applications. I mean, I'm assuming coronary, you know, heart disease. I mean, that's obviously like, I feel like that 90 percent of everybody that goes through the ED is, well, at least everybody thinks about that. Chest pain, you know, shortness of breath, tingly arm, where they go to the ED. So I'm assuming it's probably coming to the coronary as well. And maybe from there.
Jim Mercadante: I think you can imagine that every disease state, every artery, every vein, every bone, you know tumor, spine, and I'm talking about some neuro applications, you start going to the heart. You know, coronary is a dead ringer, maybe not by us, but by another company for sure. Multiple companies are working on it already again. Detection is first, that's the basic FDA type of approval is a detection. But then you want the real thing about it. You have the detection and then to go deep AI, you want that volume measurement and the 3D visual, those types of things.
So that's then taking it to say, it's one thing to raise a flag and say, hey, this might be something over here. Take a look at it, Mr. Radiologist. But it's another thing to say, you may have something, here's where it's located. Here's the measurement of it and here's the 3-D representation of it.
That's a whole different world when it comes to AI. And that's what's about to happen. There are a few applications and a few companies that can do that in certain disease states. We're the only ones that can do that in the brain and imagine taking that kind of technology and going right through the rest of the body with it.
That's going to accelerate like you wouldn't believe. I won't even talk 3 years from now. I only talk 6 months from now because there's so much coming out in the next 6 months. I would overwhelm somebody saying, here's what it looks like in 3 years, but I can imagine a world where 3 years from now, there's no reason why every disease can't be picked up early and looked at early and treated properly. It doesn't matter what the disease state, I think 3 years from now, healthcare is going to be revolutionized in the United States and around the world,
Cynthia Ficara: That is just incredible and you know, you mentioned all these companies and looking at all the different disease states and different areas where they are looking to grow.
And it's fascinating when you can diagnose and specifically, I'm just sitting here kind of just amazed at how much you can focus and for some of these devastating disease states to catch them that much earlier. And specifically, it's just game-changing.
So then, as we talk about it, revolutionizing healthcare as a whole companies are coming out with all of these. You know, new advances in technology. How does that affect those in the medical device industry selling these products? Do you see this opening a whole new era?
How AI is Transforming Medical Device Sales and Healthcare
Jim Mercadante: I do, and I'll just give you one example. If there are plenty of patients that never get diagnosed. I don't care what the disease state is right now. You can talk brain, you can take aortic and you can talk. P. A. D, it’s a great example. Plenty of diseases don't get diagnosed. What is going to do? It's going to find all those patients that have never been diagnosed and flag them.
I'm a physician and let's say I'm an interventionist. Pick whatever one you want, your volume is going to go up significantly because you're going to find all these patients. You would have never known in a short order. And that means if I'm talking about medical devices.
Well, if I find more procedures, I'm probably going to use more medical devices. And if I were a medical device rep, and I've told this to a few people, I would get familiar with AI, because you probably can help your physicians find legitimate patients that are new to their system, that they would have never found before.
And so if someone, since we're on a medical device podcast, if I was a medical device rep, I would be very educated, walk into every single one of my physicians and say, I can grow, I can probably find you 20 percent more procedures. Would you like that? That's like a built-in market referral right there. Like free screening.
Jim Mercadante: I've only had a couple of physicians say no to that. I'll be honest with you. It's like, oh, I'm already too busy. I can't have it anymore and I'm being honest, that's what they've said. But on average, it's 20 percent more procedures when you institute AI. Pick any procedure, whatever it is, you know, I will find it, and I'll say, for this AI software, the return on investment is so big, right?
You're talking five to 10X. So in this world, it can't just be clinical. We have all these clinical benefits, but you also have to have financial benefits for the administrator because they're looking to say, where am I going to place my bets? I have this set of money health systems running 1 or 2 percent margin.
They have to invest somewhere and if you have an investment, that's 5 to 10x here that positively impacts patient care, delivers a 5 to 10x ROI, and becomes very effective operationally. Those three areas you impact, that's highly successful for a health system. Highly successful, but for medical device professionals, I would learn within your disease state, what AI is out there, and what could drive more business.
Chances are, they already have AI, they just have to add a module. You know, my company has more than 2, 500 health systems around the world, and a significant amount are in the U. S. I talked to some of your customers, Lisa and one of them said to me, why would I get anything else already in my system? I might as well try your software out and put it in. And he's right, we're already there. All you have to do is add another module for another disease state and you're picking up more procedures.
It's a little more complicated than deploying, but it only takes a few hours. This does not take days or months or whatnot. Once you get it lined up, it's very quick and it's very impactful at the end of the day, but given we are on a medical device podcast. Every medical, I don't care what the disease states, I would become an expert. I would get to know some of these AI companies, some of their reps, and how they could impact my business, as a rep. I mean, to me, that makes complete sense.
Anneliese Rhodes: That's great, that's a great piece of advice, you know connecting with those reps. I mean, I didn't even think about that, Jim, but I mean, that's all networking and that's fantastic, that's a fantastic piece of advice, especially when you can bring value to your surgeons and sounds like a potentially quick and easy solution that may already be in their hospitals and they don't even know about it.
I mean, I bet most of my physicians probably don't know to the degree of what type of AI they have in their systems or potentially what they could have, you know, like you mentioned, one of my physicians, so I'm not sure who it is, but, you know, it's sitting in their hospital records right now, and all they have to do is add a couple more modules for PAD, for aortic, for whatever it is. I mean, that's huge. I mean that truly is like a market referral, market referrals to like the nth degree without all the work.
Jim Mercadante: That's a very interesting take but I will say we've never had a system not find more procedures when we put in AI, it's a guarantee because again, you can't screen for everything at all times, but I can. And you can't ask the radiology teams to do it. Did you know there's a shortage of over 4, 000 radiologists in the United States alone?
Cynthia Ficara: I did not know that. Wow.
Jim Mercadante: Over 4, 000 in the United States. Now, if you go to all the, what I call the teaching institutions, they don't have those shortages. Outside of the teaching institutions, you have a problem, and that's where the real Western AI comes in handy because when you go to a teaching institution, they have a whole program, they have all the staff. They're looking at everything, it's the rule. It's the spoke that you can't find anything. You can't find everything and you can't catch everything. And then, oh, by the way, sometimes, they don't want to go to the main campus. Wouldn't it be nice to be able to catch everything from all the spokes and feed them into the hub? And this is what some administrators are looking at. There's this other thing called patient leakage.
They get scanned, they get diagnosed, and then they don't know where they went. Well, AI can ensure any type of health system. And so you can go to zero patient leakage if you have connected all the spokes with the hub through AI.
Anneliese Rhodes: Wow, and this is yet another benefit.
Jim Mercadante: It's highly competitive in health care and with these health systems. They don't like each other. They're competing with each other. Like, we're competing, you may be competing with a competitor and so that's important. You know, there's some tech coming out of that. Maybe on the next podcast, I'll share with you that will just blow your mind, that nobody else has come out with.
We're not the only company coming out with this kind of stuff. Yes, we're the leaders in our space, but there are other spaces and leaders out there and they're running as fast and hard with tech because look, it's not a medical device. I don't need a three-year P.M.A. clinical trial. Now there are levels of approvals within the FDA. But once you code and submit, you can get something done within 69 months. Now you should validate it. Everything should be validated, right? At my company, they tend to validate everything. They have over 300 articles, 12 in the New England Journal of Medicine.
That's all clinically validated, and that's important. Listen, you and I, the three of us have been dealing with the surgeon world for a long time. There's nobody that cares more about validation than surgeons. And you know, I'm proud to say that a lot of our stuff has been clinically validated.
It was one of the reasons why I came to the company. I came because anybody can create an algorithm. It's another thing to validate it and make sure it works not only make sure it works at one institution but throughout the system. Because everybody's looking at systems now, right? Rarely you’ll find an independent hospital completely operating on an island.
It's more and more consolidation. It's more and more health care systems. And it's getting more and more complex. And I will say that artificial intelligence has the ear of everybody in the health system, the C suite, the I.T. Department. Look at cyber security. That's what's happening in the United States. Look at the cyber attacks on hospitals. You have to, you know, from an artificial intelligence standpoint, you have to kind of think about that as you're developing your solution so it can't just be about putting it in. What if you can't run the algorithm because you had a cyber attack? So you have to put things in place.
That protects the institution from those cyber attacks within your world, within your disease state. So it's a complex scenario when you deal with radiology. As I said, these guys are some of the unsung heroes who are looking at 300 patients a day, day and night. It's a very taxing job and you can't catch everything to the interventionists, and it's not just one interventionist. Think of all the disease states and all the many physicians, cardiac surgeons, neurosurgeons, interventional neuroradiologists, and vascular surgeons, you just keep going down a lot. Interventional cardiologists, they're all doing procedures.
At the end of the day, all this matters to all of them. And then you think of the healthcare and the medical staff, the nurses, the NPS, the lab techs, et cetera. There's a lot that goes into AI and how we can impact everybody across the board and that's what makes it so exciting though.
Cynthia Ficara: It's unbelievably exciting and I was just listening to you. It brought me back to like thinking about whatever in my lifetime has had this much focus, this excitement and advancement, you know, and all I can think about is like when the internet launched and dream member, people were like, wait a minute, what is this Google thing, and now look at us and to be a part or be able to have faster screening, better health care, it's just pretty amazing.
And to watch it roll out is just a great opportunity for all of us. So that being said, you mentioned 3 great things when you talked about it. How financially the ROI for the institution is and how it can impact patient care and also operationally. And so everything we hear is so amazing, but I gotta ask you the hard question, you know, what is the flip side of this? What is this? What is this where some people may be apprehensive? Are there things we should be concerned about? Or is this all the amazing things that we see coming?
Opportunities and Risks of AI in Healthcare
Jim Mercadante: So look, there's always a concern, right? I think the thing about AI, it's not at the beginning stages. You know, I would say the beginning stages of AI were probably 14, 15, maybe 18 when the guidelines changed and now everything's hyper-accelerating on technology.
So to be concerned about, I would be more concerned about being left behind than embracing AI. Because it's not going away and it's not going away in every facet of our life and I think that's a great analogy to take the web. When that was launched and how AI is the trajectory of AI now, you know, and again, in all facets of life, everything is going to change from an AI perspective and healthcare.
If you're not embracing it, you will be left behind. If you don't get your hands around it, I would prefer to get ahead of it. Be on the forefront, but at least, embrace it, learn about it, and figure out how it can work for you. Anybody in any facet of health care, every single part of that health care chain has some type that's accessible today.
It may not be perfect. Yes, you can get a false positive, that's going to happen, especially on a newer module. A lot of the clinical validation is coming out now, but the sensitivity specificity is through the roof 99, 98 plus, you're not going to get much better than that. You could say 100, nothing's 100%. So, you know, brace yourself for a few false positives, but I'd rather have a false positive and miss something, right?
I'd rather have something detected than nothing at all detected and I think if you're looking for perfection, you're never the human eye can only catch so much.
I look at the advances within breast cancer and lung cancer alone. In those 2 areas, there's a lot of AI going on behind the scenes in the detection of those disease states these days. And that's exciting, but I'm excited about what's not even being worked on yet. And what the possibilities of those disease states and those outcomes can be.
I don't know, I'm a little older than you two ladies. I remember the Jetsons, and I remember watching the Jetsons, do you remember them?
Jim Mercadante: That's going to happen and it's in our lifetime, you know, and I'm excited for our kids. You don't have to know how to program. You just know how to use a tool. I don't know who invented the calculator. I don't need to know how they make a calculator. I just need to know how to use a calculator. It's the same thing with AI. I just need to know how to use it. And by the way, ChatGPT, if you're not using ChatGPT today, you're making a big mistake.
ChatGPT can impact your entire medical device life. Flat out, okay. I have seen medical device people create entire curriculums within 30 minutes on ChatGPT That would take three days.
If you guys haven't figured out how to use ChatGPT yet in your everyday life, start to, there are many other packages and software like ChatGPT.
It's not about how hard you work. It's just about how smart you work. And if you can help somebody else do the work for you, you can do what you do best, which is interface with your customers. And that's what you want at the end of the day.
Anneliese Rhodes: Jim, you have left us with so much great information and I mean, we could sit here for a long time, but we're going to bring you back instead and have you talk more deeply about AI and we'll have some new questions for you.
We'd also love to talk to you about leadership because you're a phenomenal, great leader. Cindy and I both saw that firsthand. I second that. So many of us have experienced great leadership qualities but tonight was enlightening and very educating. I feel like I'm behind the eight ball right now and that I need to go Google and chatGPT my way through AI.
