Join us for a half-day intensive workshop on US market commercialization for healthcare scaleups.
This day is structured to provide precisely what you need to know to think for yourself about your commercial opportunities with leading insights from Venture Atlas Labs, which specialises exclusively in helping international healthcare companies succeed in the US.
The US healthcare systems are complicated and varied–but you’ll leave understanding how it works and how it can work to your advantage. Uniquely developed to provide Nordic companies the insights specific to highlight their commercial advantages (and avoid expensive landmines), you’ll get clarity on:
1. Why the traditional US healthcare model doesn’t know how to properly value (most) Nordic healthtech innovation–and how to look at different models instead
2. How to tell if a facility has the kind of model that allows them to put a price (and budget) on your product
3. Why focusing on Reimbursement is so common, the two other arguments you need for adoption, and what to do before you have Reimbursement secured
4. How commercialization really works and how to develop commercial scenarios that work for your business and runway
We’ll work a real-world case study, discuss how your individual business fits into the current US landscape, and conclude with sparring.
Agenda
9:00 – 10:30 | How US healthcare systems value (and buy) innovation: aligning your value proposition with their economics
10:30 – 10:45 | Break
10:45 – 12:00 | Commercialization: winning within your runway
12:00 – | Q&A and open discussion
I: 1 hour – How US health systems value (and buy) innovation
- Overview of the US landscape and the spectrum of economic models, how different systems incentivize (and value) different outcomes, and defining the type of model that will reward your value propositions
- The three fundamental value propositions: revenue generation or cost reduction, Relative Value Units (RVUs) and efficiency, and quality outcomes–and the basics of how these are financially calculated in different models in the US
- Fee-for-service vs value-based care: working a real-world case study
II: 0.5 hours – Aligning your value proposition with health economics
- How money moves, who gets paid, and how all that is calculated
- Evaluating profit margins and pricing across different health systems and models
- Capitation, profit-sharing, and risk sharing
- How this impacts your business case and your overall market strategy
III: 1.25 hours – Commercialization: winning within your runway
- Value analysis committees, service lines, and stakeholders
- Group purchasing organizations, sales agents, and distributors
- Strategic partnerships and working with OEMs
- Who actually has budget influence: Key Opinion Leaders, scientific advisory boards, and clinical liaisons
- Developing and evaluating commercial scenarios: strategic planning
- Pressure-testing hypotheses and developing a practical plan for execution
- What not to do: the good, the bad, and the orange (jumpsuit)
The workshop is organized by Business Turku for the Health3-2-1 project in cooperation with Venture Atlas Labs.
