B2B medical equipment
The device is approved. The sale is not.
You sell into value analysis committees, procurement and clinical champions, often through distributors. Clearance gets you into the market. Marketing that reaches the committee is what gets you onto the approved list.
A clinician wants it. A committee decides.
01
Rep or distributor
Access runs through relationships.
02
Clinical champion
One advocate inside the system.
03
Evidence review
Studies, outcomes, and cost.
04
Value analysis
Committees meet on their schedule.
05
Contract and rollout
Then utilization matters.
What the committee sees.
Evidence packaging
Whether clinical and economic evidence is easy to find and share.
Champion support
What your champion brings to the committee meeting.
Distributor reliance
How much of your pipeline depends on partners you don’t control.
Evidence the committee can act on.
Worth reading before we talk.
Health · Playbook
Mapping the buying committee for a health system purchase.
The roles, the questions each one asks, and the content that answers them early.
Health · Industry POV
Why health marketing stalls in legal review, and how to write for the reviewer.
What changes when marketing plans for compliance from the first draft.
Let’s Talk
Tell us about your market.
Bring what you know about how your buyers buy. We’ll bring what we’ve seen work in markets like yours, and what we’d look at first.
Book a consultation