Case Study
Aspirico
Das irische DigitalHealth-Unternehmen Aspirico wollte das Potenzial eines Markteintritts in den deutschen Gesundheitsmarkt mit seiner innovativen Teilhabeplanungslösung für die Behindertenhilfe evaluieren.
Case Study
Thermidas
INITIAL SITUATION
Finnish HealthTech company Thermidas aims to establish its innovative infrared (IR) thermography solution for medical diagnostics and care in the German healthcare market.
he CE-certified system enables healthcare professionals and nursing staff to non-invasively detect and analyse temperature variations on the body surface. This can support the early identification and ongoing monitoring of conditions including diabetic foot complications, inflammatory conditions, vascular changes and pressure injuries.
For its market entry into Germany, Thermidas was looking for a locally established partner capable of providing both strategic guidance and hands-on operational market development. This includes analysing the German market and competitive landscape, identifying relevant target groups and use cases, developing an appropriate market-entry strategy, and directly approaching potential customers and partners.
At the same time, Thermidas wanted to validate the German market in a structured manner without having to build extensive in-house sales and marketing capabilities in Germany from the outset.
Together with Digital Health Port, Thermidas aims to systematically assess market opportunities, reach relevant decision-makers, generate qualified leads and establish initial reference cases. Based on these insights and activities, the company can strategically advance its further expansion in Germany.
THE BACKGROUND
What is Thermidas?
Thermidas is a Finnish HealthTech company headquartered in Tampere. The company develops infrared (IR) thermography solutions for clinical and care applications.
The combination of certified thermography hardware and proprietary software enables healthcare professionals to objectively capture, analyse and document temperature variations on the body surface. The technology can therefore support the early detection and monitoring of diabetic foot complications, inflammatory conditions, skin changes and a range of other clinical indications.
The solution is already used by university hospitals and private healthcare providers in Finland. As part of its international expansion, Thermidas is increasingly entering additional European healthcare markets.
Why DHP?
Digital Health Port supports Thermidas as its strategic and operational market-entry partner for the German healthcare market.
We combine strategic market-entry consulting with hands-on execution. Our interdisciplinary team brings together expertise in healthcare sales, marketing, regulatory affairs, IT and business development, complemented by an established network across the German healthcare and long-term care sectors.
For companies such as Thermidas, we therefore go beyond a traditional advisory role and act as an extended local arm in the German market – from market analysis and positioning through to lead generation, direct customer outreach and the development of concrete business opportunities.
CONCLUSION
Markku Pekkola – Chairman of the Board, Thermidas Oy
“The collaboration with Digital Health Port provides us with the clarity and local expertise we need to successfully develop the German healthcare market. Their structured approach and in-depth understanding of both the long-term care and hospital sectors have enabled us to make important progress in our sales activities with confidence and at speed.
Together, we have built valuable relationships and gained important insights into the market.
The collaboration has exceeded our expectations so far. The Digital Health Port team works professionally, reliably and with a strong focus on results at all times. We are very much looking forward to continuing our partnership and jointly driving Thermidas’ further expansion in Germany.”
APPROACH AND SOLUTION
Digital Health Port supports Thermidas as a strategic and operational partner in its German market development activities. The focus is on strategic consulting, market development and sales operations support. Our integrated approach combines market-entry consulting, business development, lead generation and operational sales activities..
Current activities include in particular:
- Market and competitive analysis: Assessment of relevant market segments, competitors, use cases and market opportunities within the German healthcare system.
- Market-entry and go-to-market consulting: Development and continuous refinement of the market-entry strategy based on the specific characteristics of the German healthcare market.
- Target group and stakeholder analysis: Identification of relevant organisations, decision-makers and buying centres across hospitals, long-term care and other healthcare settings.
- Positioning and marketing: Adaptation of messaging and value propositions to different target groups and care settings in Germany.
- Lead generation: Systematic identification and qualification of potential customers, cooperation partners and pilot sites.
- Outreach and direct engagement: Direct contact with relevant decision-makers via email, telephone, LinkedIn and other appropriate channels.
- Sales & business development: Support for initial meetings, product presentations and follow-ups, as well as the development of concrete pilot, reference and sales opportunities
- Local market presence: Digital Health Port acts as a local point of contact for Thermidas in Germany and supports the continuous development of its activities in the market.
A particular focus is currently placed on hospitals as well as long-term and elderly care facilities, where thermography technology can provide tangible value for early detection, monitoring and prevention.
This approach enables Thermidas to develop the German market step by step and based on real market data, without having to establish extensive in-house sales and marketing resources in Germany from the outset. Insights from customer conversations, outreach activities and market feedback are continuously incorporated into the company’s positioning and ongoing market development strategy.
A key milestone of the still ongoing collaboration was the successful initiation of a clinical study with Helios Hospital Wuppertal. Digital Health Port facilitates the engagement with the clinical stakeholders, coordinates the collaboration process, and supports the operational implementation of the project. As part of the study, 3 Thermidas devices were deployed across multiple clinical departments, where they are currently being evaluated in routine clinical practice. The study provides Thermidas with valuable real-world experience while supporting the company’s long-term clinical validation and commercialization efforts in the German healthcare market.
Neuigkeiten & Referenzen
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