In a complex, high-stakes MedTech environment, sales effectiveness goes beyond closing deals. It’s about delivering value through expertise, empathy, and execution. In MedTech, effectiveness is not about selling to customers—it’s
Author - Prashant Mishra
Vietnam’s MedTech sector offers substantial opportunities for investors, particularly in areas like digital health platforms, diagnostic imaging, and robotic-assisted healthcare solutions. The government’s commitment to healthcare modernization is catalyzed further
Author - Binayak Bagchi
Thai MedTech industry offers a dynamic market landscape, underpinned by favorable economic conditions, strategic government policies, and a commitment to healthcare innovation. Investors and stakeholders can find ample opportunities in
Author - Binayak Bagchi
Early medtech companies in Asia today faces several human capital challenges for growth-
Skills Gap : There are big gaps between skills and qualifications of available workforce, particularly
Author - Binayak Bagchi
Like many other countries, Australia faces several integrated healthcare challenges. I am going to talk of a few here:
Fragmented Systems : The Australian healthcare system consists
Author - Binayak Bagchi
Market Access is defined by the bringing of products or solutions to the right patient at the right price points in a timely manner through the efficient enablement of
Author - Aijaz Shaikh
What it takes to be ‘Sales Effective’ in MedTech selling !
In a complex, high-stakes MedTech environment, sales effectiveness goes beyond closing deals. It’s about delivering value through expertise, empathy, and execution. In MedTech, effectiveness is not about selling to customers—it’s about selling with purpose.
In MedTech sales, what works is a consultative, value-based approach rooted in clinical knowledge and strong stakeholder relationships. Sales professionals who deeply understand their products, stay aligned with care pathways, and tailor their communication to the needs of diverse decision-makers—clinicians, procurement, and administrators—consistently outperform.
What doesn't work is a transactional, product-push mentality or relying solely on price to win business; such approaches fail in a landscape where outcomes, safety, and service matter more. The reason is simple: today's healthcare customers expect partners, not just vendors. Sales reps who lack credibility, adaptability, or data-backed insights struggle to gain access and trust, especially in highly regulated, competitive, and evidence-driven environments.
Author - Prashant Mishra
Southeast Asia MedTech Focus - Vietnam
Vietnam’s MedTech sector offers substantial opportunities for investors, particularly in areas like digital health platforms, diagnostic imaging, and robotic-assisted healthcare solutions. The government’s commitment to healthcare modernization is catalyzed further by the country’s improving position in the Global Innovation Index, and factors like an aging population and increasing chronic disease burden.
Here’s a brief overview of the market segments:
Medical Devices Market: Valued at approximately USD 1.55 billion in 2024, the medical devices market is projected to reach USD 2.52 billion by 2030, growing at a compound annual growth rate (CAGR) of 8.45%
HealthTech Market: The HealthTech market is expected to grow from USD 261.27 million in 2023 to USD 453.56 million by 2030, at a CAGR of 5.14%
Medical Robotics Market: The medical robotics market is projected to grow at a CAGR of 16–20% between 2024 and 2030, reaching a valuation of USD 2.5–4.5 billion by 2030
Come partner with TranScience in your Asia business growth journey!
Author - Binayak Bagchi
Southeast Asia MedTech Focus - Thailand
Thai MedTech industry offers a dynamic market landscape, underpinned by favorable economic conditions, strategic government policies, and a commitment to healthcare innovation. Investors and stakeholders can find ample opportunities in areas such as smart medical devices, digital health, and preventive healthcare solutions.
Market Expansion Potential: Thai medical device market is projected to reach approximately USD 2.5 billion (THB 97.6 billion) by 2028, reflecting a compound annual growth rate (CAGR) of 6.9% in local currency terms.
Domestic and Export Growth: From 2023 to 2025, the value of medical devices distributed domestically, growed by 5.5–7.0% annually, while exports increase by 6.5–7.5% per year.
Smart Medical Devices: This segment is forecasted to grow at a CAGR of 13.5% from 2025 to 2030, reaching a market size of USD 2.02 billion by 2030.
Manufacturing and Export Hub: Thailand serves as a key manufacturing and export hub for medical devices in Southeast Asia, supplying products to global markets.
Foreign Direct Investment (FDI): The country is attracting substantial FDI in the MedTech sector, with multinational corporations establishing research facilities, production plants, and regional headquarters.
Thailand is equally a highly competitive talent market, particularly for companies looking to build quality bi-lingual commercial talent capabilities.
Come partner with TranScience in your Asia business growth journey!
Author - Binayak Bagchi
Early MedTech Company Challenges of Asia
Early medtech companies in Asia today faces several human capital challenges for growth-
Skills Gap : There are big gaps between skills and qualifications of available workforce, particularly specialized skills in this sector, hindering innovation & growth.
Education & Training : Adequate training programs and educational institutions specializing in medtech are lacking in most Asian countries, making it difficult to produce skilled workforce for the sector.
Regulatory Compliance : The medtech sector requires deep understanding of regulatory compliance. Shortage in this field is slowing down growth and product development in Asia.
Language & Culture : In many parts of Asia, language and cultural barriers can be a challenge when trying to attract talent from diverse backgrounds, including expatriates.
Intellectual Property Concerns : Protecting intellectual property is crucial in the medtech industry. Lack of strong IP protection laws often deter investment in Asia
Market Competition : Intense competition for skilled professionals in the medtech sector can drive up labor costs, making it challenging for smaller companies to attract and retain talent.
Having a smart Human Capital Partner for capitalising your Asia Growth Aspirations is key for success!
Author - Binayak Bagchi
Integrated Healthcare or Fragmented!
Like many other countries, Australia faces several integrated healthcare challenges. I am going to talk of a few here:
Fragmented Systems : The Australian healthcare system consists of both public and private sectors, often leading to fragmented care delivery and challenges of coordination.
Information Sharing : Integrating patient information across healthcare providers while maintaining patient privacy/ data security is complex.
Communication : Ensuring effective communication and collaboration among various healthcare professionals, organizations, can be difficult.
Funding : Funding across different parts of the healthcare system to support integrated care models can be a challenge.
Cultural Differences : Different healthcare organizations have varying cultures, practices, and priorities, making it challenging to align efforts.
Legal & Regulatory : Navigating these frameworks, especially when sharing patient data across organizations, can be a barrier to integration.
Technology : Implementing and maintaining compatible technologies for sharing medical records can be technically complex and resource-intensive.
Patient Engagement : Encouraging patients to actively participate in their integrated care plans is a challenge.
Resistance to Change : NHealthcare professionals are resistant to new models of care requiring changes in their roles, responsibilities, and workflows.
Measuring Outcomes : Defining and measuring the success of integrated care models around patient outcomes and cost is challenging.
Addressing the above requires coordinated effort from policymakers, healthcare providers, organizations, and patients, to create a more integrated, patient-centered healthcare system.
Author - Binayak Bagchi
Accelerating market access for medtech industry in APAC
Market Access is defined by the bringing of products or solutions to the right patient at the right price points in a timely manner through the efficient enablement of registrations, reimbursement, listing, training and supply.
As Asia Pacific continues to undergo unprecedented demographic changes, the need for a holistic approach to transform healthcare delivery has never been greater. Addressing the growing demand for healthcare in a fragmented region with disparate regulatory regimes, complex reimbursement systems, and conflicting policy priorities, requires a different kind of innovative thinking from all stakeholders across the MedTech ecosystem.
Market access has previously been more focused on pricing and reimbursement. However, driven by the ever-changing healthcare macro-environment, the move from price-based to value-based approaches and companies developing more unconventional business models, other elements such as regulatory, supply chain & channels, training & education (beyond physicians), stakeholders & KOL management and financing are becoming increasingly relevant.
Healthcare policies within Asia are rapidly developing. It is thus impossible to apply a standard strategy across the entire region. Local knowledge is critical to identify the structure, stakeholders and processes. Medtech companies looking to enter or scale in Asia will have to consider long-term implications of how the market landscape is evolving and build up their capabilities to deliver measured and meaningful propositions backed by impactful data in order to build up sustainable businesses in the region.
Regulatory Compliance : The medtech sector requires deep understanding of regulatory compliance. Shortage in this field is slowing down growth and product development in Asia.
Language & Culture : In many parts of Asia, language and cultural barriers can be a challenge when trying to attract talent from diverse backgrounds, including expatriates.
Intellectual Property Concerns : Protecting intellectual property is crucial in the medtech industry. Lack of strong IP protection laws often deter investment in Asia
Market Competition : Intense competition for skilled professionals in the medtech sector can drive up labor costs, making it challenging for smaller companies to attract and retain talent.
Having a smart Human Capital Partner for capitalising your Asia Growth Aspirations is key for success!
Author - Aijaz Shaikh
Early medtech companies in Asia today faces several human capital challenges for growth-
Skills Gap : There are big gaps between skills and qualifications of available workforce, particularly specialized skills in this sector, hindering innovation & growth.
Education & Training : Adequate training programs and educational institutions specializing in medtech are lacking in most Asian countries, making it difficult to produce skilled workforce for the sector.
Regulatory Compliance : The medtech sector requires deep understanding of regulatory compliance. Shortage in this field is slowing down growth and product development in Asia.
Language & Culture : In many parts of Asia, language and cultural barriers can be a challenge when trying to attract talent from diverse backgrounds, including expatriates.
Intellectual Property Concerns : Protecting intellectual property is crucial in the medtech industry. Lack of strong IP protection laws often deter investment in Asia
Market Competition : Intense competition for skilled professionals in the medtech sector can drive up labor costs, making it challenging for smaller companies to attract and retain talent.
Having a smart Human Capital Partner for capitalising your Asia Growth Aspirations is key for success!
Author - Binayak Bagchi
Like many other countries, Australia faces several integrated healthcare challenges. I am going to talk of a few here:
Fragmented Systems : The Australian healthcare system consists of both public and private sectors, often leading to fragmented care delivery and challenges of coordination.
Information Sharing : Integrating patient information across healthcare providers while maintaining patient privacy/ data security is complex.
Communication : Ensuring effective communication and collaboration among various healthcare professionals, organizations, can be difficult.
Funding : Funding across different parts of the healthcare system to support integrated care models can be a challenge.
Cultural Differences : Different healthcare organizations have varying cultures, practices, and priorities, making it challenging to align efforts.
Legal & Regulatory : Navigating these frameworks, especially when sharing patient data across organizations, can be a barrier to integration.
Technology : Implementing and maintaining compatible technologies for sharing medical records can be technically complex and resource-intensive.
Patient Engagement : Encouraging patients to actively participate in their integrated care plans is a challenge.
Resistance to Change : NHealthcare professionals are resistant to new models of care requiring changes in their roles, responsibilities, and workflows.
Measuring Outcomes : Defining and measuring the success of integrated care models around patient outcomes and cost is challenging.
Addressing the above requires coordinated effort from policymakers, healthcare providers, organizations, and patients, to create a more integrated, patient-centered healthcare system.
Author - Binayak Bagchi
“Market Access is defined by the bringing of products or solutions to the right patient at the right price points in a timely manner through the efficient enablement of registrations, reimbursement, listing, training and supply”.
As Asia Pacific continues to undergo unprecedented demographic changes, the need for a holistic approach to transform healthcare delivery has never been greater. Addressing the growing demand for healthcare in a fragmented region with disparate regulatory regimes, complex reimbursement systems, and conflicting policy priorities, requires a different kind of innovative thinking from all stakeholders across the MedTech ecosystem.
Market access has previously been more focused on pricing and reimbursement. However, driven by the ever-changing healthcare macro-environment, the move from price-based to value-based approaches and companies developing more unconventional business models, other elements such as regulatory, supply chain & channels, training & education (beyond physicians), stakeholders & KOL management and financing are becoming increasingly relevant.
Healthcare policies within Asia are rapidly developing. It is thus impossible to apply a standard strategy across the entire region. Local knowledge is critical to identify the structure, stakeholders and processes. Medtech companies looking to enter or scale in Asia will have to consider long-term implications of how the market landscape is evolving and build up their capabilities to deliver measured and meaningful propositions backed by impactful data in order to build up sustainable businesses in the region.
Regulatory Compliance : The medtech sector requires deep understanding of regulatory compliance. Shortage in this field is slowing down growth and product development in Asia.
Language & Culture : In many parts of Asia, language and cultural barriers can be a challenge when trying to attract talent from diverse backgrounds, including expatriates.
Intellectual Property Concerns : Protecting intellectual property is crucial in the medtech industry. Lack of strong IP protection laws often deter investment in Asia
Market Competition : Intense competition for skilled professionals in the medtech sector can drive up labor costs, making it challenging for smaller companies to attract and retain talent.
Having a smart Human Capital Partner for capitalising your Asia Growth Aspirations is key for success!
Author - Aijaz Shaikh