00:06:16 · Neil Daly, Sebastian Johnson
So it was a huge moment for us that really opened up both a large amount of opportunity, but also a lot of questions for us as a business to think through what do we want to or how do we wanna bring this technology into the market across Europe. And we can talk a little bit more about that, but we've, up until this point focused entirely on helping hospital systems solve their problems. And increasingly we're being approached by other care providers that operate around these markets to try and augment their offerings. [00:06:44] S0: I mean, it's amazing technology, right? To be able to get to that that breakthrough moment must have in itself been... I mean, you've been working in this business for, like, twelve years now or longer than that. Like, what was that moment like where where either you started to see the data or you you kind of crossed that threshold or approval? Like, what was that moment like?
00:07:02 · Neil Daly, Sebastian Johnson
[00:07:02] S1: Yeah. It was a super exciting moment. The thing was I had been going up to to the board who'd... It's a natural thing to ask. When can we just use the smartphone? When can we just use the smartphone? And and as I said, we've been collecting the data from the very first deployments to to show it. And I've been telling them for years, look. There's just not enough information in the... In those images to be able to make a a sophisticated decision at the level that we operate as as a business. It's just... There's not enough. I said it maybe, I don't know, a 100 times to them. And then Jack who leads my AI, team, the the behind all of this of innovation came to me one day and said, yeah. I think you should have a look at this data. I think I might have made a mistake, in some of the calculations, but I've checked it a couple of times. I just wanted to show it to you. And I was looking at it going, oh my goodness. Like, if this is right, the the the the potential for this this this technology is just phenomenally large. And it was a moment where it was both, hugely exciting, but also we were convinced for a long time we'd made some sort of mistake in the calculations. So it took us a while to unpick those before we we kinda got too excited, but it was a good moment. [00:08:07] S0: It's phenomenal. It's it's really cool. I think... And then, yeah, maybe talk about the deployment and, like, what does this actually unlock for the business and for people across Europe who are now... Yeah. And and how would they get access to this, I guess?
00:08:18 · Neil Daly
[00:08:18] S1: Yeah. So that's what's that's what's really exciting. I think that, one of the things that Europe is very strong in is that we have one regulatory regime that governs the entire European landmass. But we also have very different health care systems operating across these areas, and there are local market requirements. So it's probably not quite as simple as having one clearance and being able to turn on all these markets and and enter them at the same time. But I think that why this is so powerful is it does it does two things that I think are critical. One, it opens up a huge range of business models so that a lot of these complex health care systems that weren't as obvious for us to be able to support now become candidates. And what... Let me explain what I mean by that one. In The UK, because the health care system's all publicly funded, if your technology like ours is able to help identify cancers and in doing so, reduce the number of dermatology appointments it takes to find those cancers so those dermatology appointments can be reapplied to the wait list that exists, there's a significant benefit to the health system of doing that. One, you've got reduction in in sort of dermatology visits, which unlocks, costs. And then two, you can start to reduce a lot of the wait clearing initiatives that many, trusts are relying on, which are costing The UK somewhere around about £80,000,000 a year just in dermatology. And so there's an immediate unlock of value. When you get into other health care systems where you've got separation between primary care and secondary anything happening in primary care that reduces secondary care costs, the accounting starts to fall apart. And so by having this this new technology, you can take a lot of the cost of delivering our our system, our tests out of the system, and then you can change the sort of the way the economics work and be able to support more different business models. So that's the first thing. It it really does change, the way that we can sort of approach these different markets. The second thing is that it dramatically changes access because all of a sudden, you know, a little bit of hardware that costs 300 to out to someone doesn't sound like a huge problem.
00:10:19 · Neil Daly, Sebastian Johnson
And in fact, we run models in The UK where we hold that inventory and send it out to patients and get it back from them and help run these skin checks. But if you take that away and all of sudden you say, look, every Samsung phone, every iPhone, a whole bunch of other phones that are in operation across Europe, you download an app and all of sudden it's now a diagnostic tool. That is a real step change in how you can access people that previously just weren't accessible. And in the health care system, we've got two challenges. One, it's too expensive to service the people who are coming into the health care system, and two, we're not actually servicing all the people that need to be serviced. And so if we can change both those dynamics, reduce the cost so that we can make health care systems more effective and dramatically change access, that can really take us to that mission that we set ourselves at Skin Analytics in that we wanna make sure that no one dies from skin cancer. And those are the two levers that we need to pull to get to that point. So a huge, huge moment for us. [00:11:19] S0: Amazing. What's been the reaction, I guess, from both... I don't want call them consumers, but it's like end users or patients and then clinicians, you know? Can they quite believe this?
00:11:29 · Neil Daly
[00:11:29] S1: Yeah. So so it's... It is very different. So I think the first natural question is, well, why don't you just put this on the App Store and let it go crazy and and, and make it access completely open? And it's just... As a company, we've always had the belief that our job is to make sure that patients have the next step in the health journey already arranged or that our partners are able to deliver it. So I don't want to put a smiley or a frowny face on an app and say, oh, bad news. We think you have cancer. We need to make sure that they have access to a care system, could get access to a biopsy, can get the the treatment so that we can solve that problem. And so we're committed to deploying within site health care systems in innovative ways, but just making sure that that patient doesn't get left without a way to access to solve their problem. But that that sort of that sort of opportunity of dramatically improving access does open up all these sorts of different ways we could support the health care system as long as we can meet that test. And so that... That's kind of our focus right now is we're working with a whole range of different providers across Europe that are coming up with these great new ideas of providing access to patients, and we see our job as being the specialist that can power that for them, but making sure that we have that bar of of making a better outcome for the patient as as this... The core central theme.
00:12:50 · Sebastian Johnson
[00:12:50] S0: And and you mentioned that the real mission of the business is to build the future when nobody dies of skin cancer. What does that what does that roadmap look like? You know? And maybe actually share some stats on the results that you've had to date because, you know, you... You've been... You know, you... The technology has been used for hundreds of thousands of people. It's detected loads of cases. Maybe share a bit about that and then talk about how can we get to that mission? What does that look like?