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Strategic Communications Advisory For Visionary Founders
Actionable
Takeaways
Leverage Partnerships for Credibility and Growth:
Henry emphasized how Canary Speech built its technology through partnerships with reputable clinical institutions like Harvard and NIH. For founders, aligning with respected organizations can fast-track credibility and open doors to larger opportunities.
Real-time Data is a Game-Changer:
Canary Speech provides real-time diagnostic data from just 40 seconds of voice. For founders, consider how your product can offer immediate, actionable insights to differentiate from traditional, time-consuming methods.
Shift to a SaaS Model for Long-Term Growth:
Initially, Canary Speech relied on project-based revenue. Moving to a SaaS model created more predictable, scalable income. Founders should explore how shifting to SaaS can stabilize revenue and support future scaling.
Be Persistent with Market Education:
Henry highlighted that educating the healthcare market takes persistence, as industry players are slow to change. For emerging technologies, founders need to invest in long-term relationship building to drive adoption.
Diversify Your Team for Innovation:
Canary Speech moved beyond traditional academic hires, recruiting globally from diverse educational and cultural backgrounds. Founders should aim for a diverse team to bring fresh perspectives and accelerate innovation, especially when tackling complex problems.
Conversation
Highlights
The Eight-Year Question: How Canary Speech Built Technology Universities Can’t Replicate
When pharmaceutical companies started comparing Canary Speech’s work to university research, Henry O’Connell realized his million-dollar revenue masked a fatal problem: if graduate programs could replicate their work, they weren’t building anything defensible.
In a recent episode of Category Visionaries, Henry O’Connell, CEO and Founder of Canary Speech, shared how this forced a complete strategy reimagining—one that took eight years but ultimately created technology even MIT and Carnegie Mellon couldn’t match.
The Six-Hour Conversation
Eight years ago, Henry met with Jeff Adams, who had led the Amazon Echo team and created Dragon NaturallySpeaking at Nuance. They sat in a bagel shop in Provo, Utah, for six hours.
“About 2 hours into that meeting, I asked him a question. I said, Jeff, you know, recognizing the impactful career he had, I said, what do you want to do at this point?” Henry recalls. Jeff’s answer: “I’ve always wanted to use speech and voice to identify human condition and disease and make an impact.”
That led to Canary Speech, analyzing vocal biomarkers—processing 15.5 million data elements per minute from 42 seconds of speech to identify about a dozen diseases.
The Revenue That Almost Killed Them
Within six months, Canary Speech had web services and HIPAA compliance. Organizations like UnitedHealthcare paid for project work. “During the second year we started, in the second year, we were probably at about a million or a million won, and that would go up and down,” Henry explains. “We actually did multiple ones with United Healthcare, probably eight of them, which really helped our company.”
This kept them alive but created a dangerous illusion. They were getting paid and growing, but weren’t building defensible technology—they were a consulting firm with healthcare focus.
When Customers Go to Universities Instead
Pharmaceutical companies would approach them, then mention talking to university contacts. “At some point, we would be approached by a pharmaceutical, or we’d be approached by a healthcare company to do that kind of work. They had friends that were, or they were graduates of a university, and they would go to their university,” Henry says.
When organizations validated their work by comparing it to MIT or Carnegie Mellon, the message was brutal. “We thought, you know, if a university graduate program can do what we’re hoping will be advanced technology, then we’re probably not in the right fitting situation.”
“In the past, we had two very bright individuals, but they were from the same graduate program,” Henry explains. A team from one program thinks like that program—same frameworks, same limitations.
Rebuilding Around Intellectual Diversity
Henry reconstructed the team around intellectual diversity. “We made the decision that we needed to elevate ourselves as a team and do something that hadn’t been done before, which changed the nature of who we brought on the team.”
“We now have people who graduated in the UK, in Germany, in Korea, in the US, did postdocs in different parts of the world. There was a conscious effort to recognize that as good as any individual program was, the combination of five was going to better.”
Different countries have fundamentally different approaches to speech analysis. “You couldn’t think within the box, but because for the last 35 years, thinking within that box had not produced a product that was commercial, that was practical enough to be important in a healthcare setting.”
The Five-Year Relationship Strategy
Five years before commercializing with a major healthcare institution, Henry presented to their board. The pitch went well. Then nothing happened for years.
“We’re working with one of the organizations, healthcare companies, that five years ago was the first introduction. And I spoke to their board of directors nearly five years ago, presented what we were doing. And the truth is, even then, there was a belief on their part that what we were doing was both important and quite real.”
Henry stayed engaged. “I stayed connected with this healthcare institution because frankly, I liked the people, I trusted them. They were just solid as a rock, credible people, and they gave us input.”
“They also gave us insight into how it might impact in the organization. How would you bring it in so that it was positive and it augmented this interaction between patient and doctor. Those are the kind of insights that you, just as a small company, even as a large company, you’re not going to get them unless you’re integrated into and working with customers like that.”
The institution invested three years ago, then commercialized. That relationship unlocked everything. Microsoft invested $1.5 million in non-dilutive grants after acquiring Nuance.
Healthcare’s Actual Timeline
Healthcare operates under different physics. “Healthcare markets don’t change. They don’t change quickly. Their processes, their procedures, the tools they use are being used in situations and circumstances that are critical, life saving in many cases.”
For Canary Speech, transitioning to recurring SaaS took years. “During the last two years, we moved into a SaaS recurring revenue mode, which has allowed us to build revenue month over month, which is a totally different phase of a company.”
What Healthcare Founders Must Accept
Henry’s advice is uncomfortably honest. First, commit regardless of timeline. “You’ve got to put the stake in the ground, and that stake may be three years out, it may be eight years out, it may be ten years out.”
Second, build teams that work together impossibly well. “I believe individuals that are inspired to work together can do things that are considered impossible.”
Third, choose patient investors. “From an investment standpoint, be patient. Choose people who have the same belief and philosophy that you do.”
Finally, stay humble. “Not every idea is a good one, and that includes my own.”
Eight years later, Canary Speech has raised $26 million, holds twelve patents, and analyzes vocal biomarkers with 87% accuracy for mild cognitive impairment and 93-96% for Alzheimer’s—from 40 seconds of speech.
The real achievement isn’t the technology. It’s building a company that could survive long enough to develop what universities can’t replicate. Project revenue provided runway. The five-year relationship created a moat. Team reconstruction made breakthrough thinking inevitable.
“The journey that you take to where you get that sounds ridiculous, but you never know. You just don’t,” Henry reflects. For healthcare founders, that uncertainty isn’t a bug—it’s the admission price for building something that matters.
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