GENERAL INFO
At this stage, startups move from testing functionality to proving real-world value.
A successful pilot alone is not enough—investors, partners, and payers will ask: Does it work? For whom? At what cost? Can it scale?
Growth-stage focuses on collecting actionable evidence, refining the solution based on usability insights, and beginning to shape a compelling business case.
Key Milestones at This Stage
Pilot project executed in a real clinical setting with target users.
Initial outcome and usability data analyzed, with visual summaries.
Draft health economic value proposition developed, with preliminary estimates of time savings, cost reduction, or improved outcomes.
These milestones help transition the solution from a prototype into a validated, investment-ready opportunity.
Best Practice from the Field
A digital intake form was piloted across two hospitals with clearly defined KPIs (Key Performance Indicator), including patient waiting time reduction. Real-time feedback from clinicians and patients helped refine the interface, while measurable improvements supported further funding applications.
Pitfalls to Avoid
Skipping structured usability feedback: Superficial testing can miss critical issues. → Use both qualitative (interviews) and quantitative (task completion) data.
Collecting data without a plan: Metrics only matter if they align with business and clinical goals. → Define clear KPIs before launching the pilot.
Delaying business model thinking: Value is not just clinical—start building cost-benefit logic early to convince decision-makers.
Compliance with the legal framework
Learn MDR classifications, determine if your product requires CE marking, and map certification pathways early.
Map CE marking requirements early and integrate them into development and clinical evaluation plans.
Understand local procedures for device registration and market access in each target CEE country.
Leverage EHDS to collect standardized, interoperable data to support clinical validation and scaling.
Product design
Design flexible solutions with modular architecture so they can integrate with multiple hospital IT systems.
Start collecting data early, even from small pilots. Evidence of cost savings and better patient outcomes is powerful.
Spend time with clinicians. Understand their pain points before suggesting solutions. This builds trust.
Use agility to your advantage. Focus on niches where large players may struggle to adapt.
Apply for small grants or join accelerator programs to build your first proof of concept.
Financing
Apply to programs where challenges are clearly defined upfront.
Highlight in your application how your solution directly addresses a hospital need (e.g.,“reduces readmissions for COPD by 15%”).
Prepare basic validation evidence (even small case studies) to stand out.
Apply for small grants or join accelerator programs to build your first proof of concept including both envisaged medical impact as well as market access.
Tailor your pitch to a specific challenge. Show not just features, but impact (e.g., “Our scheduling tool cut waiting times by 20% in another hospital”).
Bring a demo or case study so stakeholders can see how it works.
Avoid generic “sales pitches” — connect directly to the hospital’s pain points.
Matchmaking
Study hospital briefs before the session to assess whether your solution aligns with the described needs and to identify potential integration challenges.
Tailor your presentation: Prepare a short pitch or demo that directly addresses the identified problems — highlighting use cases, evidence from prior pilots, and measurable benefits.
Be transparent: Clearly communicate your solution’s current readiness level (TRL), what support you need from the hospital, and the expected outcomes of collaboration.
Show usability: Whenever possible, demonstrate a prototype, mock-up, or demo environment — hospitals value practical evidence more than technical descriptions.
Medical validation
You’re planning or running your first pilot in a real-world setting.
You need to:
✔ Collect clinical and usability data
✔ Engage with hospitals and regulators
✔ Show early evidence of value
Enter the living lab with a minimal viable product (MVP), not a finished tool.
Observe how clinicians and patients use it in practice.
Adjust features quickly (e.g., simplify interface, add local language).
Document changes and lessons learned for future reimbursement dossiers.
Prepare monthly updates for the committee.
Share problems as well as wins (e.g., “integration took longer than expected, but usability feedback is positive”).
Ask the committee to validate your KPIs — don’t invent them alone.
Produce 2–3 page structured reports with KPIs (outcomes, time saved, costs avoided).
From local to international
Run a stress test on your product. Can your system handle 10× the users you currently serve? Translate all key materials (user manuals, websites, training videos) into English.
Choose one target country and identify its most relevant regulatory pathway.
Conduct 5–10 structured interviews with clinicians in your target country. Ask specific questions: “What slows you down in diabetes care?” “How do you record patient data?” Summarize insights and compare them with your current solution.
Apply to international accelerators or programs like EIT Health Bridgehead or Startup Europe. These provide introductions to hospitals, insurers, and investors abroad.
Create a 2–3 page clinical evidence summary in English. Include study design, number of patients, key outcomes, and cost savings.