Building a path into two new markets

Lymphatica Medtech partnered with Peak Spirit to translate its lymphedema technology into a concrete commercial strategy for the US and German markets. The engagement combined market intelligence with hands-on relationship building among key opinion leaders in both regions.

The result was a set of strategic KOL partnerships that gave Lymphatica credible clinical voices in each market — exactly the kind of validation that turns interest into adoption. “Peak Spirit surpassed our expectations,” said Marco Pisano, CEO of Lymphatica Medtech.

Background

Lymphatica develops a sustainable solution for patients living with lymphedema that leads to less swollen extremities and a better quality of life. To prepare for a smooth market launch and to convince investors of their endeavour, Lymphatica had to reach two crucial goals in selected North American and European markets.

Firstly, they had to validate critical assumptions regarding market dynamics, including reimbursement, clinical pathways, market size, and perception of their solution. Secondly, they had to engage with experts and key opinion leaders (KOLs) to partner up and initiate multinational clinical trials. A significant challenge lay in meeting the stringent timeline for setting up this clinical research, in line with internal objectives and investor expectations.

Approach

After identifying the most crucial inquiries essential for a successful market entry, Peak Spirit’s team started with thorough desk research and prepared tailored interview scripts and expert lead lists across all target countries. After the preparation, Peak Spirit initiated communication with experts through various channels, engaging in preliminary discussions and conducting expert interviews. From these interviews, Peak Spirit arranged meetings between clinical research experts and Lymphatica’s founders to pave the way for joint clinical studies.

Results

After a few months, Peak Spirit successfully conducted numerous expert interviews and extensive desk research, leading to a comprehensive report addressing and answering Lymphatica’s critical market inquiries. This report provided invaluable insights into individual markets and market segments.

Moreover, Peak Spirit’s efforts resulted in the identification of over 10 high-quality leads deeply interested in collaborating with Lymphatica to conduct clinical trials and use their product. Many of these potential clinical partners were renowned KOLs, actively shaping clinical guidelines in their respective countries.

“I initially didn’t believe validating our key market entry assumptions across multiple markets while also establishing connections with some of the most influential KOLs in our field within such a short timeframe was possible. However, Peak Spirit surpassed my expectations by accomplishing precisely that in just a few months.”

Marco Pisano, CEO & Co-Founder, Lymphatica

Conclusion

Success in market validation and partner expansion hinges on a clear understanding of what aspects to validate, which experts to engage, and how to establish fruitful long-term collaborations. Peak Spirit’s strategic approach included identifying critical aspects for validation, selecting the right experts, and establishing effective communication strategies to foster long-term collaborations. The meticulous preparation and seamless coordination with Lymphatica were key factors in the project’s success.