{"id":226,"date":"2021-07-19T02:24:54","date_gmt":"2021-07-19T02:24:54","guid":{"rendered":"https:\/\/tokueyes.wpengine.com\/?p=226"},"modified":"2024-12-19T16:05:44","modified_gmt":"2024-12-19T03:05:44","slug":"advice-from-a-clear-sighted-entrepreneur","status":"publish","type":"post","link":"https:\/\/tokueyes.com\/usa\/advice-from-a-clear-sighted-entrepreneur\/","title":{"rendered":"Advice from a clear-sighted entrepreneur"},"content":{"rendered":"

Ehsan Vaghefi<\/a> has been a guide all his life. After all, when other children his age were being helped across the street by their parents, he was helping his blind father across roads.<\/h4>\n

Vaghefi is now a senior lecturer in the University of Auckland\u2019s School of Optometry and Vision Science as well as co-founder and CEO of the UniServices-backed startup Toku Eyes, a social enterprise that recently raised $3.6 million to bring its retina-scanning AI software to market. That means he\u2019s on the cusp of achieving his life\u2019s goal: helping prevent blindness on a large scale.<\/p>\n

Vaghefi knows he\u2019s just starting to see success as an entrepreneur. However, he\u2019s learned a lot and is keen to help others who might be a step or two behind in commercialising their research.<\/p>\n

The Toku Eyes back story<\/h3>\n

Vaghefi\u2019s father was just a four-year-old boy in Iran when he lost his vision to congenital glaucoma. Had the disease been diagnosed and treated early, his vision could have been saved.<\/p>\n

\u201cAll my academic and professional life has been driven by that story,\u201d says Vaghefi.<\/p>\n

After a master\u2019s degree in biomedical engineering at the University of New South Wales, Vaghefi began doctoral studies at the University of Auckland to research eye imaging. He stayed on after his PhD to teach and continue his research. His work resulted in 45 peer-reviewed papers and three patents. Still, he wasn\u2019t satisfied.<\/p>\n

\u201cI was contributing to vision science but I wasn\u2019t actually making an impact on society,\u201d says Vaghefi.<\/p>\n

Then, in 2018, Vaghefi met David Squirrell, an honorary University of Auckland academic and lead ophthalmologist for the national Diabetic Eye Screening Program.<\/p>\n

\u201cIn a friendly conversation, he mentioned there were too many patients in his clinics for the number of staff,\u201d says Vaghefi. \u201cIt was one of those serendipitous moments because I realised that with his clinical experience and my knowledge about artificial intelligence, we could do something about it.\u201d<\/p>\n

That\u2019s how Toku Eyes, which means \u201cMy Eyes\u201d in a mix of Te Reo M\u0101ori and English, was born.<\/p>\n

Using AI to screen diabetic eyes<\/h3>\n

Most vision loss is treatable, but only if it\u2019s caught early enough. One common cause is diabetic retinopathy, in which high blood sugar damages the tiny blood vessels in the retina.\"\"<\/p>\n

In New Zealand, nearly 300,000 people live with diabetes. Only half of them are being screened yearly as they should be. The result is that, all too commonly, vision loss is caught only when patients are almost blind, says Vaghefi.<\/p>\n

Currently, screening relies on bulky, expensive equipment, which means it\u2019s largely confined to larger centres. Specially trained clinicians must also interpret the images one by one.<\/p>\n

The system Vaghefi envisions involves simpler equipment sending images to a national, centralised AI system for immediate analysis. This would mean screening could be done in any shopping centre optometry shop or even through mobile clinics.<\/p>\n

\u201cAI excels at pattern recognition, so we\u2019ve taught our software what a healthy retina looks like and what an unhealthy diabetic retina looks like,\u201d says Vaghefi. \u201cIt can also grade the severity of disease. The information is sent back right away, so within seconds, the optometrist who took the image in Invercargill or wherever knows what to do with that patient.\u201d<\/p>\n

An expanding vision<\/h3>\n

Toku Eyes is currently trialling its technology in several locations in New Zealand. The next step? The world. The use of AI reduces time, cost and staffing pressures and increases access by reducing location barriers. These factors could be game-changers in low- to middle-income countries.<\/p>\n

The company is now looking to move into Africa, the Pacific, and South and Southeast Asia, in part through partnership with KeraLink, a U.S.-based not-for-profit organisation dedicated to making treatment for corneal disease accessible to all.<\/p>\n

\u201cThese aren\u2019t markets we\u2019re going into because we\u2019re after profit; it\u2019s something we want to do because we want to make a difference,\u201d says Vaghefi.<\/p>\n

Toku Eyes is also working with KeraLink on moving beyond the retina to develop AI tools that screen for cornea and lens diseases.<\/p>\n

\u201cThe ultimate product will be a screening tool for all the major diseases of the eye, covering 97 to 98 percent of all causes of blindness,\u201d says Vaghefi. \u201cThe tool has to be transportable, so it can be used in mobile clinics visiting rural areas, and it has to work with lower-quality eye cameras and in places where internet access may not be reliable. These are significant technical challenges, but we have solutions for most of them.\u201d<\/p>\n

Advice for researcher-entrepreneurs<\/h3>\n

\"\"<\/p>\n

Despite Vaghefi\u2019s technical expertise, he had no background in business until he co-founded Toku Eyes three years ago. Now, to encourage other researchers to follow a similar path, he\u2019s sharing some of the lessons he\u2019s learned the hard way.<\/p>\n

First, \u201cdon\u2019t sit on your idea,\u201d<\/strong> says Vaghefi. \u201cYou can be sure that somewhere, someone is thinking about the same things. Patent your idea and create a proof of concept as soon as possible.\u201d UniServices helped in the patenting process when he initially had no idea how to go about it, he adds.<\/p>\n

As an entrepreneur, be prepared to work hard<\/strong> and \u201cdo everything,\u201d says Vaghefi. \u201cYou have to be the coder, the product tester, the person negotiating the deal.\u201d<\/p>\n

To grow, though, \u201cyou need the right team around you,\u201d<\/strong> says Vaghefi. \u201cOnce you\u2019ve got some seed funding, that\u2019s the time to grow your team.\u201d<\/p>\n

Listen to quality advice<\/strong> from team members and outside sources. When he was raising initial seed funding, a Return on Science investment committee provided valuable insight on going abroad, says Vaghefi. However, when he returned for more money, the advice was tougher to swallow.<\/p>\n

\u201cThey said, \u2018You don\u2019t need to raise money here anymore because you\u2019re past this stage; you have to go outside.\u2019 At the time, it hurt a lot, but it got me to play at a different level,\u201d says Vaghefi.<\/p>\n

Unlike the friendly environment at Return on Science<\/a>, presenting to venture capitalists was \u201cbrutal\u201d \u2013 but it taught Vaghefi his number-one lesson: to not give up.<\/strong><\/p>\n

\u201cYou\u2019ll hear \u2018no\u2019 over and over. You\u2019ll have to listen to people who doubt you, who throw everything at you to prove you\u2019re wrong, but you have to believe in yourself and keep going.\u201d<\/p>\n

Another important lesson: apply for research grants<\/strong>.<\/p>\n

\u201cIf you raise money through seed capital or venture capital, you have to give away part of your company. With research grants, you don\u2019t,\u201d says Vaghefi. \u201cUse research grants to create a proof of concept, test it and redevelop it until you have something that works.\u201d<\/p>\n

When do you raise venture capital, don\u2019t raise more than you need<\/strong>, because the more you raise, the more you dilute your ownership, says Vaghefi.<\/p>\n

\u201cI\u2019ve seen founders lose motivation because they own too little of their company.\u201d<\/p>\n

A final lesson? \u201cStay true to your mission,\u201d<\/strong> says Vaghefi. \u201cI\u2019ve seen a lot of entrepreneurs raise some money and act like that\u2019s it; they\u2019re successful. But really, it\u2019s just the beginning of the work.\u201d<\/p>\n

For further advice, contact Ehsan Vaghefi through LinkedIn<\/a> or via email at e.vaghefi@auckland.ac.nz<\/a>. To learn more about how UniServices can help health researchers commercialise their work, contact Kent Lee at kent.lee@auckland.ac.nz<\/a>.<\/em><\/p>\n

Article originally published on Uni Services<\/a><\/span><\/em><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

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