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Insights
What MedTech investors ask after the CE mark
MedTech investors in Europe are making fewer and larger investments, and most of the money goes to companies that are close to revenue. For a startup near its CE mark, the commercial plan now carries as much weight as the technology.
4 min read
Open market, few doors: finding an orthopaedic distributor in the Nordics
Every year, hospitals in Finland, Sweden, Norway, Denmark and Iceland perform more than 130,000 hip and knee replacements and about 8,000 shoulder replacements. They operate on about 37,000 hip fractures, carry out more than 40,000 spine operations, roughly a third of them with implants, and reconstruct about 14,000 cruciate ligaments. Based on these figures from the national quality registers and on prices in Nordic hospital tenders, we estimate that Nordic hospitals spend a
4 min read
No surgeon, no sale: why clinicians decide medical device market entry in the Nordics
Procurement signs the contract. Clinicians decide which products have a chance to win it. Why department heads, registry leaders and research surgeons shape medical device market entry in the Nordic countries.
3 min read
Five countries, five ways to buy: how Nordic hospitals procure medical devices
The Nordic countries share the same EU and EEA procurement rules. Who buys, how decisions are made and what is changing differ from one country to the next.
3 min read
Will the numbers work for the buyer? Health economics in medical device market entry
Clinical results show that a device works. Health economics shows what it does to the budget of the hospital or region that has to buy it.
3 min read
Who pays for your device? Reimbursement and market access in Europe
A CE mark allows a device to be sold. Whether a hospital can afford to use it is decided country by country, and in the Nordics often region by region.
3 min read
CE marking is where European market entry starts, not where it ends
What a medical device company should settle with its regulatory team before it chooses markets and distributors.
3 min read
Why the Nordics and Baltics need their own market entry plan
Public tenders and regional buyers make the Nordic and Baltic markets different from the rest of Europe. What that means for a device company.
2 min read
Choosing a distributor in Europe: what to check before you sign
Most distributor relationships that fail were set up to fail at the start. What to check before signing, and how to manage the first year.
2 min read
What a 1957 Pacemaker Teaches MedTech About the Slowest Part of Innovation
Devices are easier to invent than ever. Getting a health system to pay for a genuinely new one still takes about a decade.
8 min read
Four questions to answer before entering a European market
A CE mark lets you sell a device in Europe. It does not tell you where to sell it, at what price or to whom. Four questions help close that gap.
2 min read
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