SPEAKER_01: 0:11

In a few moments, we're going to continue very quickly with talking about a topic that you haven't heard anything at all about today. Nothing. AI. And um we're gonna bring in a NASDAQ listed company, Microsoft. We're gonna bring in uh the moderator from uh clinical AI, Kim Smith, a a true believer and supporter of Idea Gen forever, and a CEO of Clinical AI, Hamza Hassan. Why don't we invite you guys up now? You want to come up? All right.

SPEAKER_02: 0:52

Okay. Nope.

SPEAKER_00: 0:55

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SPEAKER_02: 1:52

Very excited to be here with two esteemed colleagues, one of which I've known for 20 years, one I've just started working with in the last few years. And I'm going to let them introduce themselves. Do you want to go ahead, Ham?

SPEAKER_04: 2:03

Yeah, absolutely. Hey everyone, my name is Hamza San, and I'm the CEO of Clinical AI, the CTO of a company called Vision Med, and a co-founder of a few other companies that we've either spun out from Clinical AI or created as a joint venture alongside some of our partners. So Clinical has been around for about five years now. Initially, we had created the company to create create a joint venture between us and Johns Hopkins called Robotrials. And we automate a lot of different workflows across healthcare and with a special focus on clinical trials and helping to increase access to cutting edge treatments for patients around the world.

SPEAKER_03: 2:43

Thanks, Answell. So hi everybody, my name is Brian Galicia. I am at Microsoft. It's hard to believe I just celebrated 19 years there. Microsoft, if you haven't been paying attention, celebrated 50 years. I'm not that old, but uh it's amazing how much innovation that uh we have been doing. And this conversation is gonna be great because it's gonna align to what's top of mind for many many people, AI, but also partnerships. Um I think everyone in this room, no matter if you're in technology, the government, public sector, whatever it is, there are partnerships all over the place. Um, and so my role at Microsoft, I'm a partner sales leader, so my accountability with my team is to empower and drive partnerships so that it's a joint win. And we're gonna talk about some of the questions that Kim's gonna ask, is gonna be really aligned to how should, no matter if you're outside of technology, how can partnerships thrive, particularly in this now new age of AI?

SPEAKER_02: 3:37

Fantastic. Thank you both. So I will start with a couple of questions for Hamza. I I think some folks saw the video, it seems kind of compelling. Maybe you can give a little more context about the pre-screening process, what it means to an individual, and uh as it relates to AI, what are some of the efficiencies and accelerators that come with the product and capabilities of something like clinical AI?

SPEAKER_04: 3:59

Yeah, of course. So one of the biggest problems in clinical trials is the pre-screening process. So a recent study by Tufts uh study for the Center of Drug Design found that over 80% of clinical trials face some kind of bottleneck related to enrollment, with lack of resources in the pre-screening workflow being the greatest bottleneck that exists today. And today, only 7% of cancer patients only enroll into clinical trials, and oftentimes that's the best option for them for their treatment. So it's a really big unmet need that we're seeing today, and uh AI is very well suited to address that unmet need and help patients enroll onto clinical trials more efficiently and also to increase access to care globally.

SPEAKER_02: 4:52

Oh, that's great. And when you think about, um and we talked about the statistics which blew my mind, all upwards of almost 50,000 clinical trials can be going on at any given time, which you think about that's daunting for someone who may need access to medical treatment or support, and their only option is potentially a clinical trial. So when you think about that, how does the AI aspect of what clinical AI does help those individuals get access to what they need more quickly and more effectively? And frankly, the treatment providers know that those trials are going on and be able to connect the people with the trials themselves.

SPEAKER_04: 5:30

Yeah, so clinical trials are incredibly complex. So to take a drug to market, you have to spend about$2 billion today to actually discover what that drug is and get it approved and uh commercially available for patients. And today there are over 60,000 clinical trials that are actively recruiting patients. Um as time has gone on, the documentation around the clinical trial process has gotten more and more complex, and each hospital that's running clinical trials is now running more and more trials. So all these things are coming together and increasing the burden on clinical sites that are managing the trials, and there's uh just a lack of resources available to effectively manage all of the different components. So at Clinical AI, what we've done is we've uh identified a lot of the unmet needs that uh occur regularly in clinical trials around the world and have developed out AI solutions to meet all of those different unmet needs that we've identified and have turned those uh solutions that we developed into products and have begun to commercialize those products.

SPEAKER_02: 6:38

That's good to know. And when you think about that, the ecosystem of all the players involved to make that happen actually eliminates some of the complexity based on the technology that you've introduced. And when I think about how important ecosystems are in technology, I think of Brian because he's been doing this really throughout his career. And so just hearing some of what we just talked about and where you're spending time, and you've spent time for really as long as I've known you, connecting dots and people and organizations through partnerships, share a little bit more about what it means to be a champion for building out you know things. I'm not sure if everyone's familiar with what an uh independent software vendor is versus uh you may be a consulting company, all the different types of partnerships that Microsoft manages to create a compelling ecosystem to actually accelerate what Microsoft's agenda and quite frankly the vision is, which is you know to improve world access to everything.

SPEAKER_03: 7:34

Yeah, no, thanks, Kim. Um absolutely. When you think about partnerships, it really comes down to uh the different types. And so Kim mentioned uh if anyone has heard the term ISV, if you're outside of tech, you probably don't even know what I'm talking about, it's a different language. Think about large organizations and software companies or uh industry leaders building on top of the Microsoft cloud to advance a joint conversation so it's a win-win-win uh across the board. We have other types of partnerships uh like uh service integrators, and uh Mark, I'm just looking at in the front, where we have partnerships with those types of uh companies because they are driving services and consulting utilizing Microsoft technology. We have other partnerships, like you think about the PC that you might use. You might have Lenovo, you might have Dell. Those are types of partnerships. If you are working for a company that has bought Microsoft, you're working with a licensing provider. So there's a whole bunch of partnerships that come into play, and I always fundamentally say partnerships start, and because we're at a leadership conference, partnerships start with what the Builder Bear CEO talked about. What's the why? And if you understand what the why is of the partnership, it can't just be, I want to become a partner, how many times I get the question, I want to become a partner of Microsoft. How do I get started? Which is great. We appreciate that because there's a choice out there of many different other technology providers that you can do that with, but it starts with what's the value proposition that your company and Microsoft will bring to market together in the types of partnerships I just described. Once you define that, then it becomes a matter of determining is there mutual value and then defining is it product truth? Because if the thing isn't going to work on the technology and on Microsoft that it's going to be built with, it's going to be really hard to advance a partnership. Then how do you monetize it? How do you get it out there? And we'll talk about a little bit in regards to the future, but you think about marketplaces. Uh, if you're dealing with anything, especially software, what's one of the things that's really come to play with partnerships is that you buy something from a marketplace, not just Microsoft, there's other vendors out there that have marketplaces. How do you expose that? Uh, some of the things that Kim and Hasmud said with how do you scale through other partnerships, it's partner-to-part. If and it's not just Microsoft. We have a large thousands and thousands of partnerships that we're working together where you could have three partnerships, four partnerships, five partnerships involved outside of Microsoft driving innovation. And the last thing I'll say is it's then co-sell. Especially in certain markets, you're gonna run into a situation where how are you gonna get Microsoft sellers working with your sellers to drive a conversation? And it ends up being what is the why? But for anyone in this room who are leaders of sellers, we're coin operated. So the only reason why they're gonna work with partner XYZ, are you gonna help me not just solve a problem for a customer, are you gonna actually help me retire my quota? If you can't answer that question, then unfortunately, regardless of technology or not, that's where partnerships are one-sided. And a part a true partnership is not a one-sided partnership, it's a joint value across end-to-end.

SPEAKER_02: 10:42

It's really helpful, Brian. So when I think about the fact that, okay, now we figure we figure out the why. We know we want to work together, we know we want to advance what's in it for me and what's in it for you. That's right. Now talk to us about the role of innovation around digital platforms and how that can accelerate the partnership. And then how do you think about that for some of the organizations for you know people watching now that may not be a part of the tech industry, and they're trying to figure out, well, this is a great model, this actually sounds very interesting. How does it translate to what I do?

SPEAKER_03: 11:13

Yeah, thanks, Kim. Uh, if if you're paying attention for anyone who's followed Microsoft, you might hear the term becoming frontier. And so that might just that's a marketing speak in a way, but really it comes to truth because you think about what is happening in AI, and many of the leaders uh before us were talking about it. Becoming frontier really means, in in our view at Microsoft, four different things. First and foremost, it means how is AI gonna impact your employees? So, all of us in this room who are leaders, you have your employees, what's their experience? And the number one thing that was a little talked about is the scarcity or the people are scared of AI because the first question that comes up, I'm sure everyone will nod their head, is gonna take my job. And so, in a way that might be true, but it's more of are you innovating and being curious to enhance your skills to take advantage of what AI can do so that you are securing your role but utilizing AI to help secure that? The second is how do you impact customers? Because at the end of the day, when you think about AI, if you do the right thing, how often do all of us, like a simple example, customer service? We go have a problem, what do we want to do? We want it to solve it. So if you have the right AI in place with security and the right things, you can help solve a ton of customer issues because you're maximizing the use of AI. Third is business process. All of us, regardless of industry, tech, government, public sector, we all have to go from, and again, your clinical trials is a good example, you get from point A to point Z and everything in between. How can AI enable the process so that it makes it more efficient and gets to faster outcomes more rapidly? And finally, the last is the curve of innovation. If anyone says, oh, I've solved everything and I figured out AI, I would argue many of us are strong, even in Microsoft, we're still trying to figure it out. We are on the forefront where it's exploration, but also having a process in place so that it ends up being, again, going back to partnerships. If you know what your outcome you want to be, that helps to be the true north, because then you can measure it. So, with like a partnership, if you want a partnership to succeed, you have to define is this going to be the thing that is going to show success, and how do we measure it? Same thing with AI. Someone could say, oh, I'm deploying a whole bunch of quote unquote, it's not an endorsement to buy Microsoft, but let's say you buy thousands of licenses to copilot. Okay, that's so what? Like, big deal. It's great, but what's the outcome? It might be the fact that, oh, it's making my people more efficient, it's making enhanced business process. All the things I just talked about, those are the things that really come out when we think about, at least at Microsoft, that's what we define as becoming frontier. And the partners that partner with us, we want them to also think about that because they have to also be embracing the AI transformation because that is going to be the pinnacle of innovation and where we partner together.

SPEAKER_02: 14:11

Really helpful. And when I think about what Microsoft has just been doing over the last decade in the space, one of the value propositions has been cross-industry collaboration, cross-industry innovation. Um, and Hansa, as you think about the different products and services and AI capabilities that you're building out, you're also thinking about that cross collaborative innovation, regardless of industry. You have some new capabilities coming out. Do you want to talk a little bit about what that looks like as it relates to some of you know the ideation that Microsoft has converted to innovation through cross-industry connections?

SPEAKER_04: 14:47

Yeah, absolutely. So when we think about innovation, we always try to keep uh updated on all the emerging technologies that are coming out and test those new innovations coming out as it relates to our products. So we always want to test out the new technologies, fail fast and figure out what doesn't work, and pivot when we find out something doesn't work, to identify what does work and then iterate on what does work. So recently, what we've done is we spun out a company from clinical AI called Vision Med when we've identified a new technology. So our focus at Clinical AI historically has been on clinical trials and addressing all the unmet needs. But we receive requests to create custom technologies all the time. And one in particular has caught our interest, and that was to analyze videos of medical procedures using AI and output notes and analytics automatically solely by watching the videos through AI. And you know what we've done is turned that into a commercial product and are now bringing it out into the world and partnering with companies like Microsoft and other uh marketplaces, we can help accelerate the adoption of these new technologies as they come out by getting them onto the marketplaces where those uh end users are already purchasing technologies from.

SPEAKER_02: 16:13

Now, I I want to call something out that maybe some folks don't realize. Yes, we have two technology company leaders and executives up here, but what we're talking about touches every aspect of an organization. Would you agree? And I I'm gonna throw a question at them that they don't know is coming. So I'm I I they're fast on their feet, so they're good. Talk to me a little bit about how your audience has changed in the course of the last few years and what that means and how the technology is changing to adapt to meet them where they are.

SPEAKER_03: 16:43

Sure, I I can go first. I we're just kind of in a side conversation. I think what's really changed, part of it is not just AI, but security. Let's be honest. Um you could have the best technology in the world, but if the thing that it's being used for is not secure, it will fall down. It won't really do anything. Um also creates huge risk. And so one of the things that uh is great about Microsoft, our fundamental foundation of again, the why and the purpose that many of the leaders talked about, including what's ingrained in Microsoft, is security is not job number one. Well, besides the other things we do, everything is grounded upon is the information we're doing secure. And the second is they expect you think about the brand and what it means and the visioning of what that is. Hopefully, everyone, when you think about Microsoft, hopefully it's very positive. Because the other thing we want to do is with the transformation that people are coming to us because of being a big multi-billion dollar uh organization, it comes with trust. We are empowered in a using the Marvel story, and I don't know if Peter's here, but I'm a big Marvel Marvels fan. You think about uh Spider-Man and the comment, I'm butchering the quote, but it's like when you have this uh this power, what do you do with it? And it's not to say Microsoft owns the power, but more of it's the trust that's involved to make sure that are we driving the right outcomes that we want to do across not just our customers, but we have a responsibility because when we are working with our partners, the partners take on what we're doing at Microsoft because they're representative of what we're trying to do together. So I I think a lot of it, Kim, comes down to changing the uh the scenarios because we are not people assume Microsoft's a government entity because we get involved in a whole bunch of things. We're not. We we're a publicly traded company that's trying to do good in the world with our technology, and we want to make the right decisions based upon secure trust, et cetera, to go after these things and not just stand alone. We have to have partnerships to succeed.

SPEAKER_04: 18:42

And uh the way we've seen the landscape evolve over time has been in a very unique way because we've been around for about five years commercializing AI technologies within healthcare. But five years ago, there were only innovators that were operating in the space. You know, you didn't have the regular doctors that were just pri primary practice, uh primary care physicians managing their own operations. Um you were only seeing those uh top researchers at the academic research centers uh adopting AI at that time. But today um we're seeing mass uh adoption of the technologies um as they're emerging. And it seems like everybody today wants to learn about AI. They all they all want to adopt the new technologies as they come out. And you know, we've just had an immense amount of interest coming in over the last six months or so, um, particularly from your regular family doctors, and it's become it's definitely shifted over time. We're seeing more and more of uh, I guess, just the regular physicians that are out there that are getting interested in AI and adopting it in their practices.

SPEAKER_02: 19:53

I'm gonna ask us to close with one la final question. I want you to really think about this, and then um I think we do actually have a video of Vision Med. There are some um, after the event, we'll obviously share some links for some of the new AI capabilities from Microsoft and obviously from clinical AI. Um, but as you look forward and we think about you know disruption in the industries that you serve, what do you think is coming for partnerships from your perspective, Brian, and from a healthcare life sciences perspective from your point of view, Hamza?

SPEAKER_04: 20:26

Yeah, um, so from the uh startup perspective, so our VisionMed spin out is a very interesting technology because we see that as being the core for autonomous robotic surgery systems of the future. So today the technology that we have can analyze bulk amounts of surgical videos and output data. And that data today, you know, it may automate different tasks that physicians have, but as those databases get built out and we get very large sets of information, those data sets will be used to train autonomous surgical systems of the future. And today we've just embarked down that journey. This technology is about one year old now, um, but it's going to be an iterative process, and we see it being analogous to how self-driving cars have evolved over time. With uh, you know, starting from blind spot detectors and lane departure warnings to the development of adaptive cruise control systems. Uh, and you know, today we have cars that can pretty much drive themselves, but we're currently at the point where we have developed the uh lane departure warnings and the blind spot detectors as it relates to surgery. And you know, the next generation is going to be the adaptive cruise control systems in surgery to assist surgeons as they're performing surgical procedures, and you know, ultimately that's going to evolve and get iterated on and lead to autonomous robotic surgical systems in the future.

SPEAKER_03: 22:00

Thank you. Well, I think from a partnership perspective, it's going to be part of it is marketplaces. I think the thing about partnerships is that how do you expose, and I think the predecessors here they're talking about brain health, we have to be able to amplify the success and the opportunity, and one way you do it is through a marketplace. People are wanting to potentially solve a problem, they're gonna look something up in what better way than have, and this is just fresh off the press earlier this week, we announced we unified our marketplaces. One of the biggest challenges of Microsoft is that we are perceived to do many things, which we do. But the challenge is we have many different places you can look for things. And so one of the big innovations that we did, which is you might seem easy, but it's not, is unifying a single marketplace where someone who wants to do business with Microsoft and look at the partner ecosystem can go and look for things based upon certain industries. And I again, if you look up healthcare AI in our marketplace, it's gonna come up with thousands and thousands of partners that are doing that. And so when you think about partnerships, part of it is try to figure out what problem can you solve that Microsoft or another partner isn't doing. And a simple way I always tell partnerships is just do a search on our marketplace and see if there's a solution out there that solves the problem. If it doesn't, there you go. There's a business case or a business need to actually solve. The second, again, in the spirit of AI, we actually are also, you'll hear the term agents. And does everyone know what an agent is? Okay, I think some people do, but the simplest way is imagine someone, uh well, it's not a person, physical person, but someone taking a task and automating it so it drives an outcome. It's gonna be a huge thing because again, assuming that the right you have the right data, the right security, the right privacy, all those things, the amount of time spent to go do something, you can have it actually have an agent do it for you. And a simple example of Microsoft, which is a huge time saver, going into brain health and all that stuff, like if I showed you my calendar, how many team meetings I jump on and off of throughout the day, it's it is insane and how much memory we have to retain because of the outcomes. But simple things like a co-pilot that's a facilitator sitting on the call with you, that imagine back in the day you have a project manager taking the whole bunch of notes to go do it. Now we have an AI agent sitting on our calls if you opt into it to actually take all the notes, all the outcomes, et cetera. So you end the call, guess what? It has a summary of all the things that were just talked about. So the power of those types of things that are gonna come out and providing, again, to the marketplace an agent store so that no matter what your industry is, again, it doesn't have to be technology, it could be whatever industry, you can go into that agent marketplace and find something that actually can innovate and advance the conversation and what you're trying to do.

SPEAKER_02: 24:48

Fantastic. Well, I have to tell you how just humbling it is to be on stage with both of you. Um these are leading technologists. For those of you that don't know, you can look them up, see the work that they're doing. I want to thank you for your time and really helping us look at leadership in a different way. And even as technologists, everything that you touched on, the why, the importance of partnerships, the importance of collaborative innovation, working together, thinking outside of the box, meeting people where they are, it all applies here. And sometimes people who aren't in technology forget that you think about that every day as well. So I want to thank you both for your time today and joining us with Idea Gen, and um looking forward to keeping up with all the growth that you are going to bring to bear.

SPEAKER_03: 25:32

Thank you, Ken.