Houston, here we come: Three MedTech companies take their first step into the U.S.
The U.S. healthcare market: large, full of opportunities, and truly different from Europe. How do you approach it as a MedTech company? Three Dutch entrepreneurs are taking their first step this month during the inaugural visit of the Texas Medical Center (TMC) BioBridge accelerator program. They flew to Houston for a week filled with introductions, training sessions, and insights. The theme of this first visit was “Starting a US Entry Blueprint.” Here’s what they took away from it.
SlamOrtho: a different market, new opportunities
Just Schornagel of SlamOrtho found the visit both inspiring and overwhelming. The U.S. market operates differently than the European one, and that creates opportunities. With their system, for example, SlamOrtho can compete in the U.S. market for disposables, such as surgical drills. That opportunity doesn’t exist in Europe. His most important lesson: entering the U.S. market is about more than just sales. You’re building a U.S. company, and that requires time and resources. It’s difficult to reach doctors directly, but the people around them are happy to contribute ideas if they’re enthusiastic about your product.
Spatium Medical: warm introductions open doors
For Willem Mees van der Bijl of Spatium Medical, the first week primarily yielded valuable contacts. He was introduced to clinicians and potential partners from the TMC network, attended training sessions led by experts, and was given the time to follow up on those contacts immediately. He did so from TMCi, alongside other health tech entrepreneurs. Contacts at Methodist Hospital and the TMCi facilities are helping Spatium Medical demonstrate and validate its surgical innovation over the coming year. And several MedTech experts Willem Mees met have since become collaboration partners. Together, they aim to bring the product to the U.S. market in 2027.
IPD: start early, the road to revenue is long
Richard van de Wateringen of Implant Preservation Devices (IPD) found the program to be tightly organized, with high-caliber speakers. For him, the discussions made it particularly clear just how much time lies between your first steps and your first revenue. That’s why IPD is now reaching out to key stakeholders well in advance. His advice: start early, because even with FDA approval and reimbursement in place, you’re not there yet.
“We have already met MedTech experts who have become our collaboration partners.”
How to approach the U.S. market as a MedTech company
We asked Just, Willem Mees, and Richard what they’ve learned and what advice they’d like to share with other Dutch medtech companies with ambitions in the U.S. Here’s what they said:
- Start early. Even with FDA approval and reimbursement in place, there’s still work to be done, so the sooner you start, the better.
- Align your revenue model with the reimbursement codes. A smartly chosen classification can even make your product stand out.
- Build a U.S. company. It’s more than just sales, and that takes time and resources.
- Reach out to the people around the doctor. They’ll be happy to help you if they’re enthusiastic about your company and product. Trust grows over the course of multiple conversations.
About the BioBridge accelerator program
The three entrepreneurs are part of a group of twelve Dutch MedTech companies participating in BioBridge, the accelerator program run by the Texas Medical Center (TMC) in Houston. Over the course of seven months, they’ll work toward clinical validation, pilot projects with hospitals, and meetings with U.S. investors, spread across three trips to Houston. InnovationQuarter, together with the BOM and Invest International, laid the groundwork for this Dutch participation. In November, the group will travel to Houston for the second time, and we’ll continue to follow the entrepreneurs’ progress. Keep an eye on our website and LinkedIn page.
Still in the development phase of your MedTech innovation?
Strong collaboration with hospitals makes all the difference, even before you head to the US. Read how our ZorgTech program helps healthcare innovators validate their innovation together with hospitals and a grant voucher of up to €50,000.
Interesteing in entering the U.S. market too?
Contact us, and we’ll help you figure out the best next steps.
