Medtech Consulting

Preparing the launch in Europe of the digital surgery platform of a leading player in the medical device industry. Our client’s ‘go to market plan’ included uncertainties as to which players to target.

Through a detailed mapping of the key players involved in the purchase and integration of such robotic solutions (in and around the hospital), and by analyzing their levels of influence, Alcimed enabled its client to finalize its go to market strategy and to train the sales and marketing teams of each European country on its go to market plan.

We worked with the R&D team of a leading medical device manufacturer who wanted to identify and evaluate smart sensors to develop a new connected object.

After having discussed with our client’s team to identify the state of internal knowledge and to frame our scope of investigation, we first predefined the evaluation criteria (level of maturity of the technology, technical performance, partners involved, scope of development capacities, etc.) for our investigation. Once this first step was completed, we identified and analyzed potential technologies and associated players on the market in a broad way, and then characterized a final selection of the most relevant players and technologies.

In the end, we were able to recommend 3 possible solutions to our client through this technology scouting, according to the criteria we defined together.

One of our customers, a leading player in medical devices, wanted to enter the Chinese market and needed a better understanding of the Chinese market specifications and market potential in order to develop a clear growth strategy and assess the resources needed to achieve its development ambition in the area.

Our team first conducted a detailed analysis of the competition. Then we explored the current practices, needs and expectations of potential buyers and users of syringes, before deciphering the regulations and the impact of local cultural specificities on the market access of our client’s products. We then assessed the market potential and projected potential market shares for our client.

This exploration work allowed us to recommend to our client the best strategy to undertake to establish itself in China and become a future leader in this new market.

We have supported a leading medical device player in the supply of consumables for hospitals in the identification of new growth opportunities in the hospital of the future.

Through the identification and characterization of trends impacting the healthcare sector as well as the description of prospective situations in the hospital, Alcimed enabled its client to identify and select new services to be developed now for the hospitals of tomorrow, thus promoting a pioneering role for our client in proposing the services of the future!

Alcimed supported a diagnostic player to prepare the launch and positioning of a new portable infectious disease diagnostic device in France.

For this mission, our team first explored the regulatory context and its expected changes concerning POCT devices, in order to validate the possible conditions for launching and financing the device on the target market, as well as the health providers potentially involved in its implementation. At the same time, we drew up an overview of competing or potentially competing solutions in place or to come on the market, in order to define the axes of differentiation of the solution and its unique value proposition. The solution was confronted with the needs and expectations of 7 target client segments, including 5 segments new to the laboratory, in order to prioritize the effort and refine the value proposition of the solution and to prepare, beyond the launch, its first years of life. The target client segments ranged from traditional health providers in private practice to public health screening centers, pharmacies, nursing homes or even the army.

The results of our study allowed our client to precisely target the target client segments, allowing him to bring added value and guide the value proposition of his solution, as well as to define the adjustments to be expected in the short term. to allow the device to reach its full potential.

Alcimed supported a MedTech industry player in setting up a healthcare technology platform to enable the creation of a digital twin by connecting all industrial systems and provide a broad portfolio of digital services based on the Internet of Things (IoT).

The knowledge gathered by our team in this project provided our client with an in-depth understanding about the key needs and wishes of the platform end-users and enabled to identify different potential applications of the platform within the healthcare sector.

We supported a medical device player and a medical nutrition player in assessing the opportunity to develop a joint enteral nutrition offer on the German home care market.

The objectives of our mission were to understand the drivers of the enteral nutrition market and to identify the main challenges faced by home care providers in Germany, as well as their enteral nutrition needs and expectations.

Alcimed thus analyzed the home enteral nutrition market in Germany through an in-depth literature review and interviews with different profiles, including home care providers, dietitians, hospital discharge teams, neonatologists and pharmacists.

While telemedicine is a rapidly developing channel of access to care in e-health, it is also a potential means for the industry to implement complementary services for professionals and patients.

Alcimed supported an international pharmaceutical company in building a business case in women’s health, highlighting how services based on teleconsultation platforms could create value.

The project concluded with the implementation of three pilot programs with start-ups in the sector in France, Germany and Russia.