02.3Healthcare & Medical
Medical devices
A great medical device still fails if it can't clear regulation, win reimbursement, and reach the clinician who chooses it. The strategy is the path to adoption, not just the product.
The terrain
What actually decides outcomes here.
Medical-device companies face a distinctive triple gate: regulatory clearance, a reimbursement pathway that determines whether anyone can afford to use the product, and a clinical sales channel that decides whether it gets adopted. A device can be excellent and still stall at any one of these, which makes the commercialization strategy as consequential as the engineering.
Increasingly the value is shifting from the hardware to the data and software around it, and to outcome-based models that tie payment to results. We help device companies plan the route to adoption and decide how to move up into software, services, and outcomes without losing the core device business.
- Practice
- Healthcare & Medical
- Taxonomy
- 02.3
- Reach
- Worldwide
The hard calls
Where the decisions get expensive.
- 01
The reimbursement pathway is the business case
Without a reimbursement path, adoption stalls regardless of clinical merit. We help make the reimbursement and health-economics strategy a first-class part of the plan, not an afterthought.
- 02
Reaching the clinical decision-maker
Devices are adopted through a specialized clinical sales channel. We help design the go-to-market and evidence strategy that actually moves the clinician who chooses the product.
- 03
From device to data and outcomes
The durable value is moving to the software, data, and services around the device. We help decide where and how to expand up the stack.
- 04
Evidence as a commercial asset
Clinical and economic evidence is what unlocks both regulators and buyers. We help treat evidence generation as a strategic investment, sequenced to the decisions it has to support.
Where we start
The services that fit this sector.
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Strategy consulting
The commercialization and adoption path — regulation, reimbursement, and channel together.
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Innovation consulting
Move from device into connected software, data, and outcome-based models.
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Marketing consulting
Evidence-led positioning and demand aimed at a specialized clinical buyer.
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Data strategy consulting
Turn device-generated data into a strategic asset and a new value stream.
Questions
Before you reach out.
- Do you handle FDA submissions or clinical trials?
- No — regulatory submissions and trials are your regulatory and clinical teams' domain. We work on the commercialization, reimbursement, and growth strategy around them, and treat evidence as a commercial as well as a regulatory asset.
- Can you help us build a software or data business around our device?
- Yes — that shift is one of the most important strategic moves in the sector. We help decide where the connected-device, data, and outcomes opportunity is real and how to build it without destabilizing the core.
Bring us a medical devices decision.
A first conversation is a scoping conversation — no obligation, no packaged pitch. Tell us what you're deciding, and we'll tell you honestly whether we're the right firm for it.
No obligation · a scoping conversation first