I'm joined by Jonathan Swill, Principal Consultant at Surgical Excellence Partners, as we explore the future of patient-specific implants in orthopedics, why 20% of knee replacement patients remain unsatisfied, and how personalized medicine combined with robotics and AI will transform musculoskeletal surgery.

In this episode, we dive deep into:

The Patient-Specific Implant Revolution in Orthopedics
→ Why orthopedics is the "last bastion" to adopt patient-specific approaches while cranial maxillofacial surgery has made it the gold standard
→ How automated surgical planning software is reducing design time from weeks to days by cutting engineer-surgeon iteration cycles
→ The critical integration gap: precise robotic placement means nothing without the perfect implant design to match

From Research to Commercialization: The HSS Experience
→ How exposure to both implant failures and custom department successes at Hospital for Special Surgery sparked the patient-specific vision
→ Point of care labs enable hospitals to commercialize solutions internally and democratize patient-specific technologies
→ Physical proximity to clinical problems allows research hospitals to move from issue identification to solution faster than anyone

The 20% Problem: Why Off-the-Shelf Implants Fall Short
→ One in five total knee replacement patients worldwide report dissatisfaction with outcomes—that's over 500,000 people annually
→ Mechanical alignment taught surgeons to align everyone to 7 degrees regardless of patient size, anatomy, or natural joint position
→ Kinematic alignment restores patient's natural body position but still uses off-the-shelf parts with non-native geometries

Adoption Barriers: Why Perfect Technology Doesn't Guarantee Market Success
→ Large orthopedic companies have hundreds of billions in off-the-shelf inventory that would become obsolete with widespread patient-specific adoption
→ Entrenched sales forces with long-standing contracts and massive influence create structural resistance to innovation
→ Surgeon education is harder than regulatory approval—you must prove improved outcomes, OR time savings, and cost reduction simultaneously

Kinematic vs Mechanical Alignment: The Paradigm Shift
→ Mechanical alignment was the legacy standard because off-the-shelf implants were the only option available
→ Kinematic alignment restores patient's natural anatomy and ligament positions but still lacks truly patient-specific geometries
→ Even leaders like Restore3D still focus on mechanical alignment with patient-specific implants—massive opportunity remains for kinematic integration

AI-Powered Surgical Planning: From Support Tool to Decision Partner
→ Current AI automates repetitive tasks like landmark identification and implant templating but remains basic and task-based
→ Next five years will see AI become predictive—forecasting post-op outcomes from intraoperative imaging at 6, 12, 18, 24 month intervals
→ AI will enable true kinematic alignment at scale by analyzing patient-specific anatomy and predicting optimal restoration positions

Lead Qualification Over Volume: The Startup Survival Strategy
→ 90% of surgeons use one specific product and will die using it regardless of 3x cost savings from alternatives
→ Cutting 10 poor-fit prospects to focus on 10 qualified leads yields more customers faster than broadly targeting 30-40 big names
→ First sale cracks the ice—learn what worked, replicate the pattern, and qualify future leads against that success profile

Advice for Medtech Innovators: Become a Multi-Tool Athlete
→ Choose startups over big companies early in career—wear multiple hats, learn faster, become more valuable to future employers
→ Don't silo yourself into one specialty—COVID hiring freezes taught the value of broader medtech product development skills
→ Being really good at 4-5 different disciplines makes you "glue guy" who translates across teams—more valuable than being best at one thing

Best Quotes:

"Why wouldn't you want to be Shohei Otani? Why wouldn't you want to be him?"

"If 20%, if only 80% of our patients worldwide are satisfied and in no more pain with their knee replacement, that's still 20% of people. At two to three million knee replacements a year, that is over 500,000 people that are unsatisfied."

"We need to not accept what's good enough. We need to accept perfection. We need to expect perfection because we see surgeons as these amazing geniuses that they are. But I think the tools that we're giving them are not allowing them to be perfect."

"Orthopedics is the last bastion to really take it on in terms of patient-specific work because cranial maxillofacial—that's what they do. That is the gold standard and that's how it's taken."

"You can make the best product in the world, but if they don't understand the value of your product and how it improves patient outcomes or how it improves surgeries, then it's not going to be a successful adoption."

"Do it right the first time and you won't have to do it again. We are okay, at least in an industry level, we're okay with doing it again. Because we're saying, 'oh, it survived for 18, 20 years, it's fine.'"

Want more insights on medtech innovation?

Subscribe to the channel so you don't miss hot takes and insider tactics from the trenches of medtech startups.

🤝 Join the #1 network for medtech innovators on the internet. Become a member to accelerate your journey, collaborate and build valuable ventures. Join for free using this link - https://xo-medtech.circle.so/XO-medtech-pricing-page

Find the perfect vendors for your medtech project for free at MedtechVendors - https://www.medtechvendors.com/

📈 My FREE 5-day course for Medtech Innovators to create successful ventures: https://xomedtech.com/free-course

FIND SPENCER JONES ON SOCIAL
Spencer's LinkedIn - https://www.linkedin.com/in/medtech-innovation/
XO Medtech LinkedIn - https://www.linkedin.com/company/xo-medtech/

FIND JONATHAN SWILL ON SOCIAL
Jonathan's LinkedIn - https://www.linkedin.com/in/jonathan-swill/
Surgical Excellence Partners - https://surgicalexcellencepartners.com/

Episode Timestamps:
0:00 - Introduction to Jonathan Swill and Surgical Excellence Partners
5:00 - The HSS experience: where patient-specific passion began
12:00 - Patient-specific implants explained: from imaging to surgery
18:00 - Biomimicry and the future of implant design
22:00 - Surgical guides and cutting tools: precision at the planning stage
28:00 - Kinematic vs mechanical alignment: the paradigm shift
34:00 - Why patient-specific implants haven't achieved widespread adoption
40:00 - The reimbursement problem and 2-3 year patient turnover
45:00 - Building the value proposition for hospital VACs
50:00 - Pre-replacement interventions: tissue engineering and PRP
55:00 - Entering the US market: surgeon education and innovation partnerships
62:00 - Lead qualification over volume: the startup survival str...