Hands On Business By Hakeem Adebiyi

If an export distributor offered to launch your MedTech product in a new market tomorrow, what would convince you they were the right partner?

As a clinician founder looking to commercialise your MedTech product internationally, an enthusiastic distributor offering immediate market access can be tempting. But their ability to sell doesn't necessarily mean they understand how to serve your customers.

In this episode, Hakeem shares insights from his conversation with Meenu Bansal about why you should look beyond a distributor's enthusiasm before committing to an exclusive agreement.

In todays episode you'll discover:

• What to consider before granting a MedTech export distributor exclusivity in a new market.
• How to balance the pressure to generate sales quickly against the risks of entering a market you don't fully understand.
• Why evaluating a distributor's ability to serve your customers, not just sell your product, can lead to better commercial decisions.

Listen now to discover how to evaluate MedTech export opportunities more confidently and avoid committing to the wrong distributor.

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.

When a clinician wants your MedTech product, do you know who else needs to approve the purchase?

As a clinician founder exporting a MedTech product, finding interested customers is only half the battle. A clinician might love your device, but hospital purchasing decisions can involve multiple stakeholders, budget approvals and complex procurement processes.

In this episode, Hakeem speaks with Meenu Bansal about why understanding your customer's buying journey is essential to turning clinical interest into export sales.

Today you'll discover:

• Why clinical interest doesn't always translate into MedTech sales.
• How to map the decision-makers, approval processes and barriers in your customer's buying journey.
• How understanding the buying process can help you support distributors and improve your export commercialisation strategy.

Listen now to discover how to navigate complex buying decisions and turn more MedTech customer interest into export sales.

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.

When looking for MedTech export distributors, how do you know which ones are actually right for your product and commercialisation strategy?

As a clinician founder looking to commercialise your MedTech product in international markets, finding an export distributor can feel like one of the biggest challenges. But identifying companies willing to distribute your product isn't the same as finding partners capable of helping you achieve your commercial goals.

Attending exhibitions, collecting business cards and contacting potential distributors might generate plenty of conversations, but how do you know whether you're speaking to the right people?

In this episode, Hakeem speaks with Nina and Dennis about a more strategic approach to finding and selecting MedTech export distributors. They explore a three-stage process — Define, Identify and Engage — to help you move beyond simply searching for distributors and start building partnerships that align with your commercialisation strategy.

Listening to this episode you'll discover:

• Why defining what you need from an export distributor before starting your search can help you avoid wasting time on unsuitable partners.
• How to identify MedTech distributors whose capabilities, market access and experience align with your product and commercialisation objectives.
• How to approach and engage potential export distributors more effectively to build stronger relationships and improve your chances of establishing successful partnerships.

Listen now to discover how to find, evaluate and engage the right MedTech export distributors so you can build stronger partnerships and create a more effective international commercialisation strategy.

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.

You're ready to sell your MedTech product, but have you considered whether your customers are actually ready to buy?

As a clinician founder looking to commercialise your MedTech product in export markets, it's natural to want to generate sales as quickly as possible. After years of product development, clinical validation and regulatory approval, the pressure to start generating revenue can be enormous.

But your urgency to sell doesn't necessarily match your customer's readiness to buy. Hospitals and healthcare organisations have their own purchasing processes, budget cycles, decision-makers and competing priorities. Even when clinicians are enthusiastic about your product, that doesn't mean a purchase will happen immediately.

In this episode, Hakeem explores why understanding your customer's buying cycle is essential to building a realistic MedTech export sales strategy and why pushing for sales before customers are ready can lead to frustration, unrealistic forecasts and missed opportunities.

In todays episode you'll discover:

• Why your MedTech sales timeline may be very different from your customer's buying cycle, even when there's genuine interest in your product.
• How understanding hospital purchasing processes, budget cycles and decision-makers can help clinician founders set more realistic expectations for export sales.
• Why aligning your commercialisation strategy with your customer's buying journey can help you manage sales opportunities more effectively and avoid putting unnecessary pressure on potential customers.

Listen now to discover how understanding your MedTech customers' buying cycles can help you build more realistic export sales forecasts, manage opportunities more effectively and turn genuine clinical interest into commercial sales.

Book a 30min Healthcare Export Accelerator discovery call

Connect with me on Linkedin

Buy The Sales Acceleration Formula

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.

You've appointed an export distributor for your MedTech product, but how do you get them to prioritise selling it over the other products in their portfolio?

As a clinician founder looking to commercialise your MedTech product in international markets, appointing an export distributor is an important milestone. But securing a distribution agreement doesn't guarantee sales.

Your distributor may already represent several established medical device companies, each competing for their time, attention and resources. So how do you make sure your product doesn't get overlooked?

In this episode, Hakeem speaks with Nishant Varmer about what motivates MedTech export distributors, why some partnerships struggle to deliver results and how manufacturers can work more effectively with distributors to drive sales.

Today you'll discover:

• Why appointing an export distributor doesn't automatically mean they'll prioritise your MedTech product, and what influences where they focus their sales efforts.
• How building stronger distributor relationships, providing the right support and aligning commercial incentives can encourage distributors to invest more time and effort in selling your product.
• How to recognise when your export distributors aren't delivering the results you expected and take practical steps to improve performance.

Listen now to discover how to make your MedTech product a greater priority for export distributors, strengthen your commercial partnerships and increase your chances of generating consistent international sales.

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.