When choosing an export market for your MedTech product, are you basing your sales forecast on evidence or assumptions?

When you're a clinician founder looking to commercialise your MedTech product in export markets, identifying a large market can make your sales forecasts look incredibly attractive. After all, capturing just 1% of a £100 million market would generate £1 million in revenue. But market size doesn't tell you who will buy your medical device, why they'll choose it, how you'll reach them or how long it will take to generate those sales. In this episode, Hakeem explores why relying on market share assumptions can lead clinician founders to overestimate their commercial potential and what it takes to build a more credible export sales forecast.

In this episode you'll discover:

• Why assuming you can capture just 1% of a large export market doesn't necessarily mean your MedTech sales forecast is commercially achievable.
• How clinician founders can look beyond market size to understand the customers, competition, purchasing decisions and commercial barriers that influence their ability to generate sales.
• How working backwards from your revenue targets to customer numbers, purchasing behaviour, conversion rates and sales cycles can help you build a more realistic MedTech export commercialisation strategy.

Listen now to discover how to move beyond market share assumptions and build a more credible MedTech export sales forecast based on the customers you can realistically reach, convert and retain.

Book a 30min Healthcare Export Accelerator discovery call

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This podcast is for clinicians and solo founders feeling stuck in turning their medical devices into real businesses, with practical insight on go to market strategy, sales strategy, product launch, sales plans, business growth, exporting, selling internationally and how to scale up their international sales in MedTech.

As a clinician founder, how do you know when your MedTech business is genuinely ready to scale?

Growing your MedTech business isn't simply about acquiring more customers, appointing more distributors or entering new export markets. Before you scale, you need to know whether your existing customers are successfully adopting your product and whether you have a commercial model that can deliver those results repeatedly. In this episode, Hakeem speaks with Spencer Jones, a nurse turned MedTech entrepreneur and CEO of Lapovations, about why building a strong foundation for growth can be more important than expanding too quickly.

In this episode you'll discover:

• Why acquiring more customers or entering new export markets doesn't necessarily mean your MedTech business is ready to scale, particularly if existing customers aren't consistently adopting your product.
• How working closely with your early customers can help clinician founders understand what drives adoption and develop a repeatable commercialisation model.
• Why testing, learning and refining your go-to-market strategy before expanding can help you avoid costly mistakes and build a stronger foundation for international growth.

Listen now to discover how clinician founders can build a repeatable MedTech commercialisation strategy that supports customer adoption, reduces the risks of scaling too early and creates a stronger foundation for success in export markets.

Book a 30min Healthcare Export Accelerator discovery call

Connect with me on Linkedin

This podcast is for clinicians and solo founders feeling stuck in turning their medical devices into real businesses, with practical insight on go to market strategy, sales strategy, product launch, sales plans, business growth, exporting, selling internationally and how to scale up their international sales in MedTech.

How long should you keep pursuing a potential MedTech customer before deciding your time might be better spent elsewhere?

When you're trying to grow MedTech sales in export markets, every potential customer can feel like an opportunity worth pursuing. But an enthusiastic meeting, a request for a proposal or repeated assurances of interest don't necessarily mean a sale is going to happen. In this episode, Hakeem explores how to distinguish genuine sales opportunities from customer interest, what to do when promising deals stop progressing, and why knowing when to redirect your efforts can be an important part of your commercialisation strategy.

In this episode you'll discover:

• How to establish whether a potential customer represents a genuine MedTech sales opportunity by understanding their need, priorities, budget and purchasing decision process.
• How to investigate why a qualified opportunity has stalled and distinguish a genuinely long healthcare sales cycle from a deal that's no longer progressing.
• Why deciding when to pause an opportunity and focus your resources elsewhere could help you generate more sales without permanently closing the door on a potential customer.

Listen now to discover how to qualify MedTech sales opportunities, make better decisions about stalled deals and focus your time on the customers most likely to deliver commercial results in your export markets.

Book a 30min Healthcare Export Accelerator discovery call

Connect with me on Linkedin

This podcast is for clinicians and solo founders feeling stuck in turning their medical devices into real businesses, with practical insight on go to market strategy, sales strategy, product launch, sales plans, business growth, exporting, selling internationally and how to scale up their international sales in MedTech.