MedTech Innovator

Demystifying U.S. Hospital Adoption: Engaging Value Analysis Committees
2025-06-24 13:30 - 14:15 (America/Los_Angeles) | Learning Lab, 1401 N Shoreline Blvd, Mountain View, CA, 94043, United States
Getting a product into U.S. hospitals goes beyond FDA approval. This session unpacks how Value Analysis Committees (VACs) work, what matters in their decision-making, and how non-U.S. medtech startups can effectively navigate hospital adoption and internal reimbursement pathways.

Selling into U.S. Hospitals - Understanding GPO and IDN Organizations
2025-06-24 12:45 - 13:30 | Learning Lab, 1401 N Shoreline Blvd, Mountain View, CA, 94043, United States
Breaking into U.S. hospital systems means understanding how Group Purchasing Organizations (GPOs) and Integrated Delivery Networks (IDNs) influence purchasing decisions. This session explains how these entities operate, what suppliers need to know, and how non-U.S. medtech companies can align with their processes to gain traction.
Speakers:

Suzy Engwall, HealthTech Strategies

Networking Lunch
2025-06-24 12:00 - 12:45 | Learning Lab, 1401 N Shoreline Blvd, Mountain View, CA, 94043, United States

Legal Aspects of Entering the US Medical Device Market for a Non-US Startup
2025-06-24 11:15 - 12:00 | Learning Lab, 1401 N Shoreline Blvd, Mountain View, CA, 94043, United States
This session will cover a diverse range of topics, including steps to establish a local legal entity, understanding tax implications, contracting with US distributors & hospitals, and recruitment from a legal perspective. The speakers will also provide legal guidance on raising capital from US investors and the relocation of non-US founders to the US.
Speakers:

Eric Hsu, Wilson Sonsini
Brian Appel, Wilson Sonsini

Networking Break
2025-06-24 11:00 - 11:15 | CA

Value Workshop: Mentoring Sessions with Value Coaches
2025-06-24 08:30 - 11:00 | Learning Lab, 1401 N Shoreline Blvd, Mountain View, CA, 94043, United States
This hands-on workshop, led by experienced value professionals, will guide companies through key exercises designed to strengthen their value proposition and market positioning. Pre-conference preparation is required via a webinar to ensure all participants are ready to engage deeply. The insights and frameworks developed here will serve as a foundation for the afternoon sessions and will continue to inform your progress throughout the program.
Speakers:

Tonya Dowd, PRIA
Keely Scamperle, Apollo Endosurgery
Betty Tsai, Cardiology Services International (CSI)

Networking Breakfast & Value Workshop Overview
2025-06-24 08:00 - 08:30 | Learning Lab, 1401 N Shoreline Blvd, Mountain View, CA, 94043, United States
Start your day with a warm welcome from Paul and a chance to connect over breakfast with fellow innovators and program partners. This session also features an introduction to the value workshop and the value experts featured in it.
Speakers:

Paul Grand, MedTech Innovator
