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Case Study: Lymphatica

Validating critical market assumptions & partnering with KOLs


Summary

Lymphatica is a MedTech company offering sustainable solutions to enhance the quality of life for lymphedema patients. Preparing for market launch in North America and Europe required validating market assumptions and engaging key opinion leaders (KOLs) for multinational clinical trials - while adhering to strict timelines.


Collaboration with Peak Spirit

Lymphatica partnered with Peak Spirit to navigate these challenges, leveraging their expertise to achieve two critical goals:

  • Market Validation: Conducted expert interviews & desk research to explore reimbursement, clinical pathways, market size, and solution perception across target markets.

  • KOL Engagement: Identified and initiated contact with influential experts through multiple channels. This involved expert interviews, preliminary discussions, and arranging meetings with clinical research experts to pave the way for multinational trials.


Results

  • Answering critical market entry questions and expert-validating assumptions for multiple regions.

  • Identified 10+ high-quality leads, including prominent KOLs shaping clinical guidelines, interested in collaborating on trials and using Lymphatica's product.

  • Exceeded expectations by achieving these milestones within a few months, demonstrating a highly efficient and strategic approach to market preparation.


Man in white polo shirt smiling indoors with blurred person in background. Setting features greenery and soft lighting, creating a calm mood. The man is Jan Kirchhoff, executive director of medicalvalues.
Marco Pisano | CEO & Co-Founder Lymphatica

Peak Spirit exceeded my expectations by achieving critical milestones I hadn't thought possible within such a short timeframe.


 

Background & Problem Statement

Lymphatica develops a sustainable solution to patients living with lymphedema that leads to less swollen extremities and a better patients’ life quality. 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 in their ambitions lied in meeting the stringent timeline for setting up this clinical research, aligning with internal objectives and investor expectations.

Analysis & Solution

To overcome their challenges, Lymphatica forged a partnership with Peak Spirit. 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 & 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, addressing the key questions crucial for successful market entry. 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. Remarkably, 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.

Conclusion & Recommendations

Peak Spirit’s role was vital in tackling the challenging and time-intensive tasks of navigating the complexities of market validation and expanding partner networks, particularly in engaging key opinion leaders. 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 longterm 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.



 

Ready to Unlock Your Market Potential?

Siro Gottardi | CEO & Partner, Peak Spirit
Siro Gottardi | CEO & Partner, Peak Spirit

Discover how Peak Spirit can help your venture achieve rapid growth and navigate complex market landscapes. Book a call with Siro today to explore a potential collaboration that drives your success.




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