Tom Harries

The old Silicon Valley mantra of "move fast and break things" sounds great on a t-shirt, but it is a fast track to prison or bankruptcy when you are dealing with the human body. In highly regulated spaces like healthcare and death services, you do not get to push a buggy beta version and fix it in the next release. If you mess up, people die, or you desecrate the dead. For deep-tech entrepreneurs, navigating these massive compliance systems is the ultimate strategic test. Yet, the founders who survive these grueling multi-year processes do not just build compliance; they build incredible economic moes. By embracing the complexity of state and federal approvals, startups can construct highly defensible businesses that leave copycats in the dust. Sanchez spends ten years clearing the FDA path When Gabriel Sanchez co-founded Enspectra Health in 2014, he was not looking for a quick exit. Spun out of research he conducted at Stanford University, the company developed a non-invasive imaging device designed to replace traditional skin biopsies. Instead of cutting tissue out of a patient and sending it to a pathology lab—a process that has remained virtually unchanged for 150 years—Enspectra uses advanced imaging physics to look directly under the skin at cellular structure in real time. The technical accomplishment was staggering: they commercialized the first new imaging physics cleared by the FDA in nearly three decades. But inventing the technology was only half the battle. Securing regulatory clearance took nearly ten years. Sanchez did not treat the federal agency as an adversary. Instead, Enspectra utilized the agency's "pre-submission" process to establish an early dialogue. They plotted out their regulatory strategy, showed the regulators their testing plan, and gathered direct feedback before spending millions on final clinical trials. This collaborative approach paid off. When Enspectra finally submitted its 510(k) application in 2023, the agency approved the device in just three months and one week—far faster than the typical industry average of six months. The clever hybrid strategy that unlocked insurance reimbursement Many medical device founders make the fatal mistake of focusing solely on regulatory clearance while ignoring how their customers will actually pay for the product. If doctors cannot get reimbursed by insurance companies, they will not adopt new technology, no matter how revolutionary it is. If Enspectra had pursued a clearance pathway solely for its new multiphoton imaging technology, they would have had to invent brand-new Current Procedural Terminology (CPT) codes. According to research, companies that succeed in establishing new CPT codes average six years post-regulatory clearance just to secure insurance payment. That is a commercial death sentence for a cash-strapped startup. To bypass this bottleneck, Sanchez and his team took a hybrid approach. They engineered a combination microscope that performs both the new multiphoton imaging and traditional reflectance confocal imaging. Because confocal imaging already had established "Category I" CPT codes with active insurance coverage, Enspectra gained an immediate foothold for commercial payment. By combining something old with something new, they cut years off their time-to-revenue. Harries fights fifty state legislatures to legalize human composting While Sanchez navigated the centralized federal bureaucracy of the medical world, Tom Harries faced a fragmented, state-by-state battleground in the death services industry. As the co-founder and CEO of Earth Funeral, Harries set out to disrupt the ultimate taboo sector by offering an environmentally friendly alternative to traditional burial and cremation: soil transformation, also known as human composting. When Earth Funeral launched in 2020, its proprietary process of turning human remains into nutrient-rich soil was legal in only one state: Washington State. Harries took an immense strategic risk by building a business around a technology that was illegal throughout 98% of the country. Unlike federal medical regulations, death care is governed entirely at the state level. Expanding Earth Funeral's market footprint meant engaging in a slow, grassroots educational campaign to change state laws. Five years later, the process has been legalized in 14 states. Harries has found that when policy makers understand the environmental benefits—specifically that soil transformation avoids creating the carbon dioxide emissions associated with cremation—legalization becomes a surprisingly nonpartisan consumer choice issue. Until local legislation passes, Earth Funeral relies on transporting remains across state lines, allowing families in states like California or Arizona to access its facilities in Nevada and Washington. How to fund a business when regulations dictate your timeline For most venture capitalists, a ten-year path to market is an instant dealbreaker. Startups in highly regulated fields must seek out specialized investors who understand the industry's milestones and possess the patience to endure long development cycles. Both Enspectra and Earth Funeral had to rethink traditional capital efficiency to survive. Sanchez kept Enspectra incredibly lean, maintaining a core team of only six people even after raising a Series A round in 2019. By relying heavily on outside contractors and consultants for variable R&D work and clinical testing, the company dialed its burn rate up and down as needed. Furthermore, Enspectra consistently secured non-dilutive government funding, leveraging NIH and National Cancer Institute grants to stretch their venture runway. Earth Funeral took a different approach, raising over $15 million in venture capital to build out its scientific and engineering teams. Because the technology to compost human remains safely and efficiently did not exist, Harries had to invest heavily in mechanical, electrical, and software engineering to construct a scalable process. For both companies, regulatory milestones served as valuation inflection points. Every step closer to compliance decreased the risk profile of the business, making it easier to raise subsequent funding rounds at higher valuations. The massive competitive advantage of regulatory barriers While navigating compliance is painful, it acts as a brutal filter for competition. In the software world, a hot product category immediately attracts dozens of copycat startups. In highly regulated spaces, the high cost of entry and long approval timelines keep competitors out. Enspectra’s ten-year journey resulted in a newly defined product classification by the FDA. While this technically cleared a pathway for future competitors to use the 510(k) process for similar devices, Enspectra remains protected by its deep patent portfolio, proprietary clinical data sets, and first-mover brand advantage. The data they collect from their devices acts as fuel to train their future AI models, creating a secondary technological moat that cannot be easily copied. For Earth Funeral, the physical infrastructure of their facilities and their established relationships with state regulators create a significant barrier to entry. A fast-follower cannot simply copy their business model overnight; they have to spend years securing local permits, building facilities, and waiting for state legislatures to approve their operations. Startups that choose to build in heavily regulated industries must accept that their progress will be dictated by external forces. However, for those with the patience, tactical execution, and strategic foresight to align their technology with existing regulatory and commercial frameworks, the reward is a highly defensible business model with a massive head start over the rest of the market.