Hands On Business By Hakeem Adebiyi

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

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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.

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.

If an overseas distributor approached you tomorrow wanting to sell your MedTech product, how would you decide whether that market was worth entering?

An unexpected enquiry from an overseas distributor can feel like an exciting opportunity to grow your MedTech business internationally. But distributor interest alone doesn't tell you whether the market is commercially attractive, whether it's the right priority or what it will take to succeed there. In this episode, Hakeem shares a real client scenario and explains why successful MedTech exporting requires a deliberate market entry strategy rather than simply reacting to opportunities as they appear.

In this episode you'll discover:

• Why interest from an overseas distributor doesn't automatically mean you've found the right export market for your MedTech product.
• How to evaluate potential export markets by considering market opportunity, growth potential, competition, regulatory requirements and commercial viability.
• How asking where, which and how can help you prioritise export markets and understand what it will take to succeed before committing your resources.

Listen now to discover how to evaluate unexpected MedTech export opportunities, choose the markets worth pursuing and make more confident international market entry decisions.

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.

Before spending thousands on your next MedTech export exhibition, how do you know whether it's actually worth the investment?

International exhibitions can be a valuable part of your MedTech export strategy, whether you're looking for distributors, entering new markets or growing existing sales. But attending the same exhibitions year after year doesn't necessarily mean they're delivering commercial value. In this episode, Hakeem explores why exhibitions should be treated as a deliberate commercial investment, how to decide whether they're the right activity for your business, and why measuring their return should start before you book the stand.

In todays episode you'll discover:

• Why attending the same MedTech exhibitions year after year, or simply because your competitors are there, doesn't necessarily make them the right investment for your export business.
• How to decide whether an exhibition supports your commercial objectives, whether that's finding distributors, entering new export markets or generating more sales from existing customers.
• Why defining what success looks like and how you'll measure it before booking an exhibition can help you understand its true return on investment and make better decisions about your export budget.

Listen now to discover how to evaluate your next MedTech export exhibition, measure its commercial value and make more informed decisions about where to invest your time and money to grow your international business.

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 choosing an export distributor for your MedTech product, is bigger always better?

Finding a distributor with a large sales team, an established customer base and an impressive portfolio can look like the safest route into an export market. But size doesn't necessarily mean your MedTech product will get the attention, commitment or resources it needs. In this episode, Hakeem speaks with Beau Zorn about what really matters when selecting an export distributor—and why the right partner may not be the biggest name in the market.

In this episode you'll discover:

• Why a large MedTech export distributor with an extensive portfolio may not always give your product the focus and commitment it needs.
• What to look for beyond distributor size, including portfolio fit, market relationships, commercial commitment and their ability to build a compelling business case for your product.
• Why MedTech companies need to understand the export market themselves and demonstrate how they'll support the distributor rather than expecting them to build the market alone.

Listen now to discover how to choose a MedTech export distributor that will prioritise your product and give you a stronger chance of commercial success in your target market.

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.