Why Diabetes Cell Therapy Needs a Clear Next Milestone

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0:00 In MedTech, the difference between a good quarter and a great one isn't always the product. It's the friction standing in the way. Broken sales cycles, misaligned teams, deals that stall at the finish line. Every leader feels it, and the best ones know how to remove it. Welcome to Zero Friction, the podcast where we go inside the minds of MedTech's top commercial leaders to uncover the real barriers they face, the decisions they make, and the systems they build to keep the revenue moving. I'm your host, Terry Coutsolioutsos. Let's remove some friction.

Well, welcome to the Zero Friction podcast today, and I have the wonderful opportunity to be with two guests, my first two guests actually interview that I've done, which is very exciting. They are from a groundbreaking technology company called Delphistem, and they are a husband and wife pair, number one, which makes them a really unique, um, powerful team. So, I have Danae Moya, who is the Chief Operating Officer for the company, and then we have Dr. Noel who is the Chief Science and Technology Officer. Together, they are trying to break a historical norm of having chronic chronic diabetes really be a bad problem, and they're trying to bring a simple solution to make a big impact on a big problem. So, I'm going to turn it over to you two for a quick introduction on yourselves, because I think that's a great story, and then tell us a little bit about the company.

Hi, thank you for having us on. I'm Danae. So, I was, I was born in Greece to a family of, uh, entrepreneurs and financial and accounting consultants. I came here to the US when I was 16. I finished high school, college in Michigan, and from there I went back to Europe. In the beginning, I was in London. I did my first master's, then I went, I relocated to Dubai in the UAE, where I stayed altogether for almost 10 years. I pursued at the same time my MBA with London Business School in a program here at Columbia Business School, and then a professional opportunity brought me to Germany. That's where I met um Dr.

Noel. And you know, most of my career I've been in the corporate world working in different roles in in marketing, strategy, communications, you name it, and learning more about stem cell technology and science was really fascinating to me. So, when I understood more about the life-saving potential of stem cell technology and the way Noel shared his biomedical vision with me, it really resonated. So, we decided to merge our skill set and and create Delphistem together, but I will pass it on to Noel to tell us about his background before we tell you more about Delphistem. Thank you. Thank you so much, and thanks for having us here, Terry. So, yes, my name is Noel Moya. I'm a scientist, stem cell scientist, and founder of Delphi stem. Yeah, my my story started in Cuba, the country of Cuba, and I am a lot from Florida. I was born I was born in there and I into a family of medical doctors.

2:51 So, both my parents were medical doctors and my grandfather was a dentist is actually. So, growing up in that talking about medicine and about the health care was very common for me. So, I just started medical school in Cuba at the age of 16 and a half, and I finished 5 years out of 6 years from but due to the political instability in Cuba, communism, my family have to migrate into into the US um to Miami, Florida, but I have to restart my high-level education. So, for that I went for a bachelor's degree in upstate New York, Buffalo, New York, and I got exposed there to stem cell work a little bit and genetics a little bit, and that kind of shift my future career into a medicine towards more like a science and and scientific work. After my bachelor's in biology, I moved to San Diego, California, where I worked at the the several prestige um research institutes there like um Scripps in La Jolla. I worked at the Salk Institute, and mainly

University of San Diego in UCSD. So, there I get a lot of work in the generating iPSCs in this report in stem cells from different epithelial cells and I was able to differentiate this report in stem cells towards different cell types. So, mainly heart cells. I did a lot of lung cells and and and brain cells. I was able to generate several type of neurons like cholinergic and glutamatergic neurons that were important were doing some studies with Alzheimer's and Parkinson's disease with this with this work. So, all of that work in San Diego yield several good scientific publications and that motivated me to pursue PhD.

For that I went to Munich, Germany, south of Germany and I was there for 7 years working really hard including weekends and I was able to do the differentiation towards the cells that produce insulin in the pancreas. So, the beta cells of the pancreas. I was able to use some of the protocols that he and suspension protocols that I was using California and adapted to pancreatic protocols able to generate more cells and and better quality of cells then. And and all of that I yield that I was I was able to graduate with honors magna laude and I was able to to do screening through the cells and and able to find different hormones and neurotransmitters that made the the cells more effective. So, in Germany I met an I and we talked a lot about the possibility to bring this technology to the public. We we were I wanted to help the people need to bring this to the public and move away from academia a little bit. So, after Germany we moved

5:29 To Atlanta Georgia and I was working here at the Emory University. I was doing a project differentiating cells towards the heart in order to make the cardiomyocytes of the heart or biological pacemaker for kids. Around around 2021 we decided to to open Delphistem. And so we are now we have a beautiful genetic lab and then a very nice stem cell lab here in the our side. And now we like excited and moving forward to our main goals. It's awesome. So you met in Munich and you spent 7 years in Germany. Wow, that's a you know, and it's a great scientific community by the way. I spent a few years working for Siemens who's you know, based out of Germany as well.

So I have a a great deal of appreciation for and how it's supported in Germany. What a what a wonderful experience that might have been. So tell me a little bit about the company, the what you're doing, you know, how did you sort of come about the the concept of the company? How did you I know there's a little story behind the name of the company. So So give us a little background. Yeah, so Delphistem is the vision is big. We envision using this technology, stem cell technology to help with chronic diseases. We want to eliminate diseases that are caused by biological aging and as we call it wear and tear. And we want to start with diabetes and it makes sense for several reasons. One, we have one of the few experts in the world in house.

Noel is really an expert in this. He's been doing it for over 10 years. And and really his his expertise is a mess. But also it's quite a big market as we call it in business terms. And what that means is that there is a lot of people that are either diagnosed with diabetes or pre-diagnosed, I have pre-diabetes or they're on their way to have it. It's been one of the fastest growing diseases in the world. At the moment there is over 38 million people in the US and over half a billion people in the world and we just want to use this technology and help cure the disease to the core.

That's why the vision is big, but the focus at the moment is one disease at a time starting with diabetes. Great. So So tell me a little bit about how did the name come about? Cuz I know you have a a Greek background and I see the Delphi back there, so I didn't know if there's a connection in any way. Yeah, and and you you spotted right. So, the name came about when, you know, when any company is in the beginning stages of being formed, you spend hours brainstorming and one would be brainstorming for the name. We wanted something that would capture the essence of our vision. And Noel, uh is also a a history aficionado and he appreciates history and and especially Greek and Roman, if I can say that. Um and I, as you called it right, I'm I'm from Greece. And there is the for those who don't know, there is the the famous Oracle of Delphi. And back in the day in

8:25 The ancient times, this was a place where people would go and seek um advice or ask a question to get some guidance and insight in how to go about uh about an important decision in their lives. So, the way we envision is, you know, taking this concept, this element of the the Oracle of like letting gods guide you in the right way, but with a twist of using modern-day technology and science. And we hope and we think that using science and stem cell technology specifically can help guide people into taking better care of their health and improving their health. And obviously, the second part of that stem comes from from stem cell technology. That's how we combined it.

And as you noted, very well spotted, we use the Greek letter phi for the Delphi part um to make that connection and pay homage to to Greece. That's awesome. And so, you're right, and diabetes is is always it's a big problem and it's getting bigger, too. So, that's the other part about this big problem is that it doesn't seem like anything is really starting to sort of get in the way of actually curing the disease. You can fix symptoms, right? But you're having a hard time curing the disease and the implications are quality of life, you know, shorter lifespans, all these and all the things that come with diabetes with the cardiovascular issues, with the dementia issues, you know, they stem into our society in every direction. So, um so, why don't we start with a little bit maybe like about the technology, right? About the technology itself. Um I know that there's and my next questions are, tell me about what's going on in in

The marketplace today. What What is the current standard of care? And then what is different about this that really is going to change the way diabetes care is going to be considered moving forward? Yes, excellent. I'm glad you brought this up. Um so, as of today is all about managing symptoms, right? It's essentially you have type If you have type 1 diabetes, your beta cells are your beta cells are depleted as a result of immune system imbalance in simple terms, and then you don't have a production of insulin. So, you have to the treatment is with insulin injections. Nowadays, they have uh fancy pumps that they can uh put in the in the arm, and they every 10 15 days you have to replace it, but they just pump in insulin as you need it. Um in the case of type 2 diabetes, very simple terms, too, you have um um um something happened in in the muscles and the liver is called insulin resistance that lead to same problem, damaging of

11:01 Beta cells, and then and then um you will have at the beginning of the disease kind of little bit high levels insulin in blood, but eventually you will end up in the same uh place that type 1 ends up um having no insulin because your beta cells are depleted. So, the solution uh for type 2 is oral medication at the beginning, and then eventually oral medication plus um insulin injection. Everything that I have mentioned is managing uh symptoms, right? You don't You don't go and solve the core issue. So, yeah, that essentially So, what do we do with our technology? We are focusing on type 1 diabetes right now. We are basically focused on that one. And what do we do is essentially replacing the cells that are damaged. So, that the immune system will damage the beta cells. Beta cells are not producing insulin. So, we bring in the cells back home the same body from that individual's body. Uh we're using a 3.5 cm diameter polymer pouch with the cells and that goes

Subcutaneous easy to to transplant. And and technically speaking, this this cells inside the pouch will get vessels vascularized and innervated. Vessels and nerves will all get inside and they will connect with the body and they will sense every time that the glucose fluctuates. So, if you have a big meal, your glucose levels will increase in your blood and this device will they will the cells inside the device will sense and they will secrete the insulin that you need. So, it's exactly like the pancreas does. Exactly like where we were born. Um so, that's how it works.

Make down. The difficulty is to keep immune system of this pouch. That's the main goal essentially and this is where the where a lot of white hairs are coming out because of that particular that particular stage. But we are we are we there we there. We're very excited with the technology that that the pouch has and super excited. We cannot share a lot of that. That's secret. Okay. Well, do you have anything to add tonight? Yeah, not. I think it's also important to note that a lot of the efforts that have happened have already taken place in the diabetes market has helped pave the way but also has helped bring to light some challenges that maybe you won't you won't think you'd come across.

So, that has been very helpful in in creating the path towards a real cure. But I think as as well mentioned, we are we have a few advantages in our favor and using I don't know if you want to share the fact that by using from the same person cells, the treatment that really, really helps and increase the chances of the treatment being successful. So, we're really excited like That's amazing. And that was one of the things I noted off the website as well is that, you know, you are using the patient's own cells. And I think you know, um a lot of times when you're introducing new things to the body, they can you know, they can either attack it or they can accept it, right? And so, you know, you're you're eliminating probably you're mitigating a lot of that risk, I'm just my guess is that you know, very rarely is the body going to reject their own cells again. So, that's probably a wonderful opportunity for patients. And then the other thing I

14:08 Realized too is that like there's a lot of drugs that come with the introduction of foreign body as well. So, you're like, you know, you're there's a lot of variables that go into foreign body acceptance into the body. And so, I think that there's a lot of uniqueness to that as well. And that's probably some of the the platforms that you're you're pitching to investors and to maybe strategic, you know, investors as well as why this is a different what what makes this different versus others, right?

Yeah, that is correct. So, the company launched a clinical trial a few years back. And essentially what they did, they generate the cells that we can generate here in our lab, the the beta cells that produce insulin, and they transplanted into patients. But they they keep these patients in immunosuppressant drugs. And that is not ideal. Obviously not because you can any infections can can kill you, right? So, that that's something that we try to circumvent, try to avoid that. And and that's why the powers and that's why the powers has the technology that has to keep the immune system away from the cells. But at the same time, you don't have to use immunosuppressants. So, that's that's our winning card, actually.

Which leads me to a question around economics. Just knowing like from an economic perspective, I think we have a great health care system in the United States, but it's I think it's broken economically. I think that, you know, so how does, you know, Delphistem contribute to a more viable economic outcome as well for a chronically diseased patient that, you know, probably is going to cost a health care systems maybe millions of dollars over a lifetime. Yeah, and that's a really good point and that's that has been something that we've been talking about since the beginning of the inception of the of this project because the reality is that diabetes alone contributes something like 900 billion dollars to the health care system in different ways. Over the course of a diabetic patient's lifetime, they spend over half a million dollars towards the the medicine and the things that they need for to treat this disease. Mentioned there in terms of economics, it doesn't make sense from any angle because it's needs constant

Supply of of medication and there is also the risk of administering injections that could go wrong and other things with that. And as a chronic disease, you also mentioned earlier, it doesn't remain stable. It deteriorates over time. And then all the other complications that come from it like heart failure, kidney disease also kind of pile on the problem of managing the disease. So the way we're looking at this and and in the beginning stages we we use kind of like a design thinking methodology which in simple terms means how can every stakeholder in this benefit from this. So both, you know, the health care system would benefit by having more targeted treatments that are really curing the problem and they could repurpose their their budgets that are being absorbed in diabetes towards something else that can really help the overall health care ecosystem. From our perspective, and I will not get get into details, but we are kind of we're vertically integrated business model meaning we're trying to do most of the

17:13 Things in-house which helps do things faster and more economically both for us as we're creating the treatment but also for the end user, for the patient because we hope that when the treatment will come to market, everybody can afford it whether through their insurance or if they choose to out of pocket. That is our vision to make this as widely accessible as possible so that every diabetic person can can have access to it. That's awesome. So, where do you stand today with the technology and what is the path forward in getting it into the hands of caregivers and and um facilities? Yeah, with the technology.

Yeah, with the technology, I feel I mean, we feel very happy and confident with the technology. Like I say, companies that have access to a lot of resources they just uh not doing so great with the technology. I have to politely say that and very politely and and also be very grateful because they opened the door for us to walk behind, right? They they they drove place. They they started they started clinical trials in humans so they kind of um have prepared the way for the FDA so we can walk behind. So, I'm very grateful but technologically speaking, the whole using of immunosuppressants is is not a not a I don't see as a positive thing at all. So, on that regard, the fact that we are developing everything with that in mind that give us a huge advantage. Uh so, that's why we are extremely positive to to to test um everything that we have uh so far and be able to do clinical trials. We're about

To jump into a big clinical trials to do some testings and then eventually do my clinical trials, do some more testings. Essentially, we need human trials to do the testing with the new system that we need to do. Um but it's a very safe um device if you like that word because like I say, it's it's a polymer. So, if anything goes wrong, it will not work. It will not just It will not work but not having any serious consequence on the person, right? So, we feel comfortable with all of them, too.

So, is there a trial around the corner? Is is that why we're we're fundraising right now? So, give us a little update on like you know, is there clinical trials sort of on your milestones and a timeframe? You know, what do you need to get there? That kind of thing. Yeah, great. So, yeah, in terms of the the timeline, we are we're kind of in this inflection point. So, when we first started the company, you know, we dedicated a lot a lot of time and all of our resources into the scientific work that took place in the lab. Then there was the small animal kind of study that we we did in mice. We had really successful results. We did really well there and we got the results that we wanted and and encouraged us to move to the next stage. Now we are we've done all the prep work and we are just about to start our pre-clinical trial, which you know, the FDA requires and and it's it requires us the typical path. You do large animal

20:14 Models, which is pig, the closest to humans in in anatomy, and then human clinical trials, and then you hit the market. So, that's why we're kind of in this inflection point right in the middle of our path. So, everything is ready for the pre-clinical trial. Typically companies our stage get funded by federal grants at the moment to to fund this part of the the studies. There has been some delays with the legislation, um I think five or six months. However, it just got signed into law I think exactly a week ago.

I was going to say congratulations. Yeah, they're good. Exactly. That was that was a cause for celebration for many companies last week. However, we didn't want to just sit and wait. We just started communicating public out for kind of a bridge round. Um we're fully angel funded at the moment. Everything that we have accomplished to this day has been thanks to um um investors that truly believe in the mission and the vision and um they believe in in the cure of this disease. So, we've extended this into a bridge round and communicating to anybody that this resonates with if they want to come on board because the quicker we get through the pig clinical trial, the quicker we'll get through the human clinical trial and the quicker we'll hit the market. So, this is kind of an open invitation if um any of your listeners is uh interested in learning more to get in touch with us as well.

We definitely will. So, what does this raise look like for you? Like, what are you looking for in terms of a an amount? Yeah, so the we're focusing the the bigger part of the bigger round is a pig clinical trial. So, we're focusing on the $750,000 at the moment. We've had angels that have come on with like a 100K, whatever is the the amount of comfort because any investment from an angel can really move the needle towards um getting closer to the pig trial. Yeah. And have you thought about family offices as well? I know that you know, they There are family offices out there looking for a unicorn and it sounds like, you know, you definitely have unicorn potential for sure, right? Like, if this works, this is, you know, one of those things that can go from zero to 100 miles an hour pretty fast, right?

100% and you got that right. You hit the nail on the head with this because There are family offices do some pitching with you now, see? We'll get it going. Well, it seems that it resonates with you, so you should join our pitching efforts. No, but you know, it's true though because the family offices is one of the things that we find very interesting is that they really There's this kind of interesting combination between having the funds available but looking for impact and looking for something that can make a difference.

22:47 And generally, they all kind of have a mission in the to the effect of we want to contribute to improving the humanity and making the world a better place and the the kind of mission that aligns with ours. So, family offices are definitely aligned with what we're doing. It's just really hard to knock on doors and and them to open be like, "Oh, let's talk." But, if there any family offices that are also in your listening audience, we would love to talk to because the ones that have come on board have been truly pioneers and and champions and ambassadors in our in our vision. So, we love that.

Well, and I think family office is a great angle, especially with your technology and just understanding that, you know, I I argue that any family that exists in America today has had somebody in their family be impacted by diabetes one way or the other, right? So, you don't have to look very far to see negative implications in your life, whether it's a family member or a dear friend. You know, we all have people that have had that complication. And so, like for me, when I hear about what you're doing and actually looking at it from a curative perspective versus a symptom treatment perspective is really, you know, very refreshing and what a great opportunity in terms of moving forward in how health care is designed for certain chronic diseases.

You know, we all have this sort of vision one day we if you grew up watching Star Trek as a kid, which was a science fiction show, and they would put your body and wave a wand over your body and they would fix whatever happened, right? And so, this seems to me like one of those opportunities where if you have this type of therapy that you waved that magic wand over the patient and you are creating an opportunity to fix what is a debilitating disease for a a lifetime.

So, what a what a wonderful mission and purpose to wake up and get to do every day, too. So, you have that privilege as well doing that. What a wonderful thing. It is, absolutely. And like you said, I think we're living in a special times that we have so much technology that can help us to get there. Um and this is unique, right? I mean, 10 20 years ago we didn't have this. It's very We can take advantage of this um and and move forward and and help and try to to get to the finish line with our goals and yeah, it's it's really nice. It's really It's really exciting what we do.

It's really exciting that you can wake up like you say every day try to help a lot of people that that I mean if somebody's has type 1 diabetes, they have to inject every day. It's not fair. They have to you know, you have to even now with this fancy pods that you put on the on your arms, you have to Even an electronic device, even an electronic, you know, artificial pancreas device. Even those things are not You're still putting implants into people's bodies. You're still introducing foreign bodies and I think a lot of technologies out there have are treating symptoms and but again curing the disease is a whole different angle.

25:41 So what has been like What's been the fastest thing? What was the the easiest thing that you accomplished through this process so far? So like what was like, "Wow, that was easier than I thought it was going to be." Um nothing has been easy. Nothing has been easy. I think the science part. I've seen him motivated in the lab working with you know, his own machine, his own equipment. I think that has been probably the least challenging aspect of building that business. Okay. It's um it's a big task. You're creating a not a I mean this is not a software company that you can work from in the garage of your parents with your laptop, right? You need equipment that are not that are expensive that you need all you need a space with special special air flow and a special special things and so everything else has been a lot of work, but like I say, the end result is worth to the sacrifices for it because the help is be amazing. And now we're very

Very confident in our technology, very confident that we can deliver it and and get to the finish line. And that's what that was sort of keep us going and keep us motivated every day. But easy No. Excited exciting work is something that you like, but I'm crazy. A lot of challenges from the financial um Is is the financial aspect the biggest friction point for you now to get moving forward, you think? I think so, absolutely. Financial is the the biggest because the the more funds you have the faster you get the faster you get over it. So, there's a correlation there. Yeah. Your hours video is limited with the Okay. Well, maybe there's some things we can do to work together on, you know, trying to find new ways and new angles to to look at, you know, fun finding funds as well. So, you know, maybe there's some some discussions we can have after the the podcast and but again, back to the podcast, back to your your company and your mission. So, your

2 years, 3 years, 5 years, what does your what is your milestone to market if you were to get all the money that you needed now, right? So, if you if you got your 3/4 of a million to your million dollars, you could finish your pig lab study, right? Is that what I'm gathering? Yep. And then and then you wait you wait for the results for that and then you can begin a first-in-human activity, I'm guessing, which is a small little safety study, I'm, you know, probably.

You got that right. So, yeah, the the fast forward and maybe if I can add quickly on the point we were just talking about before, you know, you were looking for an something that has been easy that we were not able to answer that, but I will tell you something. Being in a constant kind of like challenging position when you build a new company and I'm sure that would resonate with you and maybe with other listen listeners is that it kind of forces you to become extremely lean, extremely focused, extremely intentional with everything, from your time to the little resources, to the little funds you have. So, I think going through that constant exercise of like reprioritizing and refocusing and being lean has definitely been beneficial because the point we're in now, the inflection point as we call it, has enabled us to really be focused on what do we need to get done with what is the littlest possible that we need to move forward to the next

28:56 Milestone. And we're able to do this and we're able to focus and say out of the entire round, as soon as we hit the 750k mark, we're going to go ahead with the pre-clinical trial because we know that data will help us get to the milestone after that. So, maybe not an easy part, but the lesson from this experience has been very beneficial to us. And if I may add, it kind of like validates your purpose and your mission because many people can give up when things get tough, but if you keep going, that means that you really really believe in the in the mission and what you're on and and waking up in the morning be like, "No, I need to keep going because this needs to happen and we need to bring it to the finish line." So, just wanted to add that into the Yeah. I agree. I agree with that. No, I think also, yeah, a little bit more positive outlook view is that you learn

A lot by being an entrepreneur. I think I think your life you learn a lot from life or what it's about, what is life about by being an entrepreneur because you put yourself in positions very very scary for a lot of normal people. A lot of people will be system Yeah, you're vulnerable being an entrepreneur, right? Like it's you know, there's a lot of vulnerabilities that come with that. Oh, yeah. Like you have funding of or like 6 months, what's going to happen after that? How do you pay for this? How do you pay for that? But then, you know, more funding comes in and then things are keep moving forward, but I I think you you learn to lose your fear. You learn to leave fear. Like, hey, you know, I will figure out something, but our mission is to get there. That's our goal. And we are going there and everything will align and that surprisingly, everything aligns. You know, it's actually surprising, but everything aligns. So, you lose your

Fear and you keep going forward and and I think that's a definitely a benefit of I think entrepreneurial life and starting something from scratch and starting something you don't have the nest, you know, like the protection nest or anything. So I agree with Yeah, it's wonderful. And it leads me to my next question for both of you. So you you're it's what I get an answer out of both of you and it's sort of it's a closing question that I ask every guest, all right, and it's a bit of a surprise. So I'll let you I'll go slowly so you can start thinking about but you know, thinking about yourself today and if you were to go back and want to give yourself advice whether it was 18 years of age or 22 years of age, whenever those sort of points in your life when you can turn right or turn left, right? Like that really kind of dictate what happens to you for the rest

31:27 Of your life. So what advice would you give yourself, your 22-year-old self from your experience today? And so I'll start with you, Danae. So, you know, cuz you had a lot of inflection points in your life. So it'd be interesting to see what you come up with. I love this question. And you know, whenever whenever similar question comes up in any conversation, I always think back to the Steve Jobs commencement speech in Stanford where everything makes sense looking backwards and you connect the dots, you know? So maybe at 22-year-old, yeah, thinking back, I think in my personal life I didn't understand why things went the way they went, but looking back now, I would say my younger self and any anybody who is 22 years old now whatever comes your way, do it to the best of your ability, give it your all, and learn from every experience because at 22 you will not know what is your fuller purpose and path in life, but it would be a connecting dot when you get to it and it would all make

Sense when you get to that point because my career was not in science. It was not in the medical world. I was in different parts of different industries, but the skills that I acquired with every experience and every company and every every title I had made sense because it helped me to where I am now today and help with my skill set merging with another skill set and bring this to life and and help people make a difference. So, trust your path, do the best you can and just have faith that it will all make sense in the end.

What a great answer. Thank you for that. And Noel, how about you? That was such a good answer. I don't know how I should I get into this. But um for me I will say that um like I mean life is such a beautiful experience. Um and and we're all here to experience these things. Sometimes it's pain, sometimes it's happiness, but both are experiences that we're here to to experience. Um if I go back in my 20s, I would say to myself you all don't worry, don't be afraid, just follow your heart, follow your guts, and keep moving forward that everything is everything is going to be fine. And it's always And that's something that I say to myself today, too. Everything will be fine as long as you're doing the right thing, as long as you are trying to help, but uh an honest person that you are like a good person, I don't know how it will always smile at you. Um just have to do

The task and wake up and do it. And if you're tired, you know, keep doing it. Keep doing it. And if doors closes, you knock other doors and keep doing it. And eventually the path will open and then your goal will be achieved. And then you have to find another goal because that's what life is about. It's not about to see drinking a margarita by the pool. That's not what it's about. You can do that, too. That's great. That's fun. We all love that. But it's about it's about finding a task, getting in there, solve the problem, and hope that that problem that you're solving will benefit a lot of people.

34:30 So, that's that's how I see it. and I will say that to my myself in my 20s, and and today, too, because I mean, still a long path to go. That's awesome, and I you know, one of the things that you struck with me in your conversation today was act without fear, and I think that's what I heard from you as well as a what a great sentiment for everybody. So, thank you both. What a wonderful opportunity, and you guys bring such great energy. I I wish you nothing but the best in the future, and thank you for having the opportunity for giving me the opportunity to learn more about yourselves as as humans and as as more about your company with with Delphistem, as well.

Thank you for having us. Thank you so much, Terry, for having us. Thank you, guys. That's a wrap on Zero Friction, the show built around one simple idea. Remove the barriers, and the revenue will follow. If today's conversation was valuable, please subscribe and share it with somebody who needs to hear it. That's how we will grow this community. I'm Terry Coutsolioutsos, revenue architect powered by AI. Come find me at my website, myrevx.com, and let's talk about what friction is costing you and your organization. Until next time, keep removing the barriers, and keep the revenue flowing.