When no = yes! Finding invaluable insights w/ Ariel Efergan



Compared to more established organizations, healthcare start-ups experienced some of the bigger challenges during recent market crises.

With less clout, doors close faster, and the word ‘no’ can be discouraging - but not every ‘no’ is the wrong type of ‘no’. Not every ‘no’ is the same.

Learning how to power through the let-down of rejection and find your way to the prized bit of guidance hidden beneath, can be key to surviving and thriving in a volatile market.

Today, CEO and Co-Founder of Pangea Medical, Ariel Efergan, talks candidly about his start-up’s experiences during the recent international pandemic and their take on the importance of the customer discovery process.

Here are the show highlights:

  • These are some of the biggest challenges a startup can face during a crisis (2:18)
  • This is one of the most important aspects of the validation (proof of concept) process (4:49)
  • Having belief in your solution is essential, but so is the ability to take feedback (6:32)
  • Ways the buying environment has changed during the pandemic (8:57)
  • Nothing prepares an entrepreneur for evaluating a pivot process more than an international crisis (11:03)
  • A pivot away from your current strategy might uncover your ‘Eureka!’ moment (15:15)
  • Hearing ‘No’ sucks - but that doesn’t mean it’s not the ‘right’ no! (16:06)
  • 3 important lessons learned from guiding a start-up through a pandemic (21:48)



I've spoken with dozens of health innovators, and nearly everyone is trying to figure out their best pivot strategy. But they don't know what to change, how to pivot, or if their new pivot strategy is the right move.

So I went into overdrive putting together a clear, actionable 5-step worksheet that will help you quickly define your most viable and profitable pivot path through the COVID crisis. And I’m giving it to you for FREE — no strings attached at legacy-dna.com/pivot


Guest Bio

Ariel Efergan is the CEO and Co-Founder of Pangea Medical, a healthcare start-up that aims data driven actions to work with payers and providers in order to better understand patients and deliver more accurate and cost effective care.

Ariel received his education from The University of Maryland - Robert H. Smith School of Business and had devoted his career to understanding the intricacies of how business, financing, and positive customer experiences work together to form a successful venture.

If you’d like to reach out to Ariel with questions, or for additional information about his company, he can be reached via email at info@pangeamedicalcare.com, on their website at PangeaMedicalCare.com, or you can follow them on LinkedIn at Pangea Medical.