À PROPOS DE CET ÉPISODE
Achieving FDA clearance is just the beginning; the real war is going to market. In Episode 2 of our Achieving Commercial Velocity in MedTech series, Mike and Chris are joined by two commercial veterans: Mark Foster (CEO of CurvaFix) and Chance Leonard (Genesis Innovation Group). They break down why commercialization cannot be an afterthought and how to build a disciplined, repeatable sales process in an increasingly complex healthcare environment.
In this episode, we cover:
• The Beachhead Strategy: Why deep penetration in a single market makes a startup vastly more valuable than shallow, nationwide sales.
• Navigating VAC: Why a product being "hung up in VAC" usually means you haven't given your surgeon champion a strong enough value proposition to spend their limited political capital.
• The Lost Art of Selling: The difference between a true salesperson and a "territory grower," and why emotional intelligence and reading the room are critical in the OR.
• Launch Timing: Why founders must start planning their commercialization, channel strategy, and reimbursement pathways while they are still creating the product.
