Medtech Tip Of The Week - Technology Meets Physician and Patient

From my work of 30 years in bringing dozens of medtech products to market successfully I have always seen the best way to success is to validate the technology clinically in each geographic area that we wanted to pursue with the local Key Opinion Leaders (KOL); define well the value proposition and conduct the clinical studies needed to get the informal local stamp of approval. It doesn't hurt along the way to have the KOL publish the data you gather in an international conference or journal as well, but to clarify the validation work done does not have to be at the quality of a published article - it can be a very simple trial.

Otherwise you will always get the resistance and statements like "in our country medicine is practiced differently" or "our patients are different", etc.

Today, In helping young companies go to market I see the tendency to try to skip the clinical validation stage at least on the local level - skip it and your product will not succeeed in the market or at least not as well as it could have with proper clinical work.

Once you have the data, with today's technologies you can spread the word quickly, utilize the result to your benefit and educate the world on how your product is being used in all parts of the world.

Now, Let's go sell something!