How do you take a health-tech solution from early traction to scalable commercial success? This MVA Medtech Network seminar will focus on the key go-to-market decisions that shape growth for companies developing med-tech products with a strong digital component.
We will explore practical approaches to distribution models, including how to build a strategy when selling through partners, and how this impacts pricing, margin structure, and long-term market access. The session will also address the commercial realities of who you sell to—from procurement and clinical stakeholders to hospital decision-makers and potential pharma partners. It will highlight what it takes to align your value proposition with the expectations and priorities of these buyers.
In addition, the seminar will highlight regulatory considerations that influence commercialization and cross-border expansion and introduce participants to the recently developed Health Tech Pathway regulatory tool for regulatory pathway navigation and market entry.
The agenda includes two company presentations sharing real-world experience on moving from start-up to scale-up, offering insights into what worked, what didn’t, and what they would do differently today.
Date: Thursday, 9th April 2026
Time: 14:00 – 18:00
Venue: Medicon Valley Alliance, Arne Jacobsens Allé 15, 2300 Copenhagen S, Denmark – Hub 2
Program
| 14.00 | Registration and Networking |
| 14:30 | Welcome Anette Steenberg, CEO, Medicon Valley Alliance |
| 14:40 | How to get regulatory approval faster and cheaper Jesper Grønbæk, Founder & CEO, Health Tech Hub Copenhagen |
| 15:20 | Creating growth and learning through channel partners Anders Wallseth, Founder, Wallseth Consulting |
| 15:50 | How to price for adoption and profitability in HealthTech Martin Borch, Partner, Contribution |
| 16:20 | Coffee Break |
| 16:50 | Title TBA Høiberg European Patent Attorneys |
| 17:00 | LEARNINGS FROM TWO HEALTH TECH COMPANIES:
Price strategy and Value Proposition for a Novel medical device for diagnosis of Peripheral Neuropathy Scaling though partnerships – and learnings |
| 17:20 | Q&A with speakers Moderated by Malin Bornschein, CEO, Medeon Science Park |
| 17:40 | Networking, Drinks and Snacks |
| 18:00 | End of meeting |
Speakers
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Jesper Grønbæk is the Founder and CEO of Health Tech Hub Copenhagen, Denmark’s leading health tech hub, where he works with startups and scaleups to accelerate their path from innovation to worldwide markets — including getting regulatory approval faster and cheaper, through healthtechpathways.org. A serial entrepreneur, Jesper has spent the last eight years scaling startups and building the ecosystem that helps health tech reach the patients who need it. He believes that Europe needs to step up, and get validated products faster to market to benefit patients and businesses. |
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Anders Wallseth has extensive global experience from senior management positions in Life Sciences. He has been responsible for driving growth through channel partners in 140+ countries on all continents. Since 2024 he runs Wallseth Consulting where he supports owners and management teams in MedTech and Life Science companies with growth, strategy and building processes that enable scaling-up the business. Anders has 10+ years of experience as a board member and currently serving on the boards of two MedTech companies, Anatomic Studios and Starfish of Sweden. |
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Martin Borch is a pricing advisor with 20 years of experience, specializing in evidence-based pricing strategies for complex, feature-rich MedTech, HealthTech, and subscription-based B2B products. Through structured research, feature monetization, and packaging, he enables organizations from Denmark’s largest companies to ambitious startups to strengthen their pricing models, maximize value capture, and reduce reliance on discounts. Martin also serves as a mentor with the Techstars accelerator program. |
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Toni Speidel is a Master of Science in Engineering Physics at Lund University and a co-founders of VibroSense Dynamics AB . He has more than 25 years of experience in product development and marketing of medical device products. |
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Moderator: Malin Bornschein is CEO of Medeon Science Park in Malmö. She is experienced both in the dynamic startup ecosystem in Lund and in production and commercialization within the CDMO cluster in Malmö and the surrounding region. Her background also includes political engagement and international work, with postings in Germany, Sweden, Denmark, and France. Malin is a life science – and particularly medtech – nerd, with an academic foundation mainly in life sciences (MSc & PhD), complemented by studies in business administration and marketing (BSc). |
Deadline for registration is 7th April
The Network
The MVA MedTech Network is a professional network for Medicon Valley Alliance members from industry, academia and the health care sector with an interest in the MedTech field. Joining the network is free of charge but is limited to Medicon Valley Alliance members. However, non-member organizations and companies are welcome to attend one network event to evaluate if joining the network is relevant. If so, becoming a member of Medicon Valley Alliance will automatically allow you to join the network.
If you have any questions please reach out to Network Manager Katrine Brems Olsen at kbo@mva.org
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