His Close Rate Was 80%... So Why Wasn't He Growing? | Len May

Abi Asija sits down with Len May, founder of EndoDNA and creator of BIOS, an intelligent decision support platform for healthcare practitioners. The conversation explores how Len is using genetics, epigenetics, biomarkers, and a proprietary LLM to deliver personalized treatment protocols for functional and integrative medicine, while building a scalable platform that aggregates efficacy data across clinics.Key Insight: The future of personalized medicine lies in combining AI-driven recommendations with real-world clinical feedback to improve outcomes while empowering practitioners to make informed decisions.Len explains how BIOS allows doctors to create clinics, order genetic and epigenetic tests, and develop customized treatment plans that include pharmaceutical interventions, supplements, and lifestyle modifications. The platform tracks patient outcomes and epigenetic changes, creating a feedback loop that continuously improves recommendations and data quality.A major theme in the discussion is the pivot from direct-to-consumer testing to a B2B SaaS model, focusing on clinics and practitioners. By participating in clinical trials and longitudinal studies, EndoDNA generates warm leads, validates the platform, and collects critical data that drives both software adoption and future product innovation.The conversation also highlights customer acquisition strategies, including conferences, referrals, email campaigns, and leveraging clinical trials as the top-of-funnel source. Len emphasizes warm, one-on-one engagement with clinics to drive adoption and build trust, demonstrating that personalized outreach and education can dramatically increase conversion rates.From a business perspective, BIOS revenue is driven by recurring platform subscriptions and upsell opportunities from additional genetic tests. Software margins are high, while test-based services provide scale and critical patient data. Len also discusses how network effects, critical mass, and robust onboarding workflows are key to capturing value from the platform.Overall, viewers will learn how AI and genomics can be integrated into clinical workflows, how to pivot from D2C to B2B SaaS in healthcare, and how to leverage data and personalized engagement to drive adoption and improve patient outcomes. To connect with Len May, visit EndoDNA.com or reach out via LinkedIn at LenMay or Instagram at LenMayDNA.