FINN Partners Powers Discussions on MedTech Growth and Strategy at MedTech Malta 2024

MedTech Malta 2024 brought together industry leaders, innovators, and investors from over 50 countries, creating a dynamic environment for exploring the future of medical technology and healthcare in general. Amid the numerous panels and discussions held during the conference, the fireside chat between Julie Adrian and Hirak Parikh, along with the CEO Rodeo panel, stood out for its insightful content and valuable information tailored to C-level attendees. Together, these sessions, powered by FINN Partners, offered invaluable insights into the stages of growth, investor relations, and partnerships essential for navigating today’s competitive MedTech landscape.

Fireside Chat: “Stages of a MedTech Company—What to Worry About and When?”

A fireside chat between Julie Adrian, Managing Partner and U.K. Health Group Lead at FINN Partners, and Hirak Parikh of Johnson & Johnson’s JJDC venture division focused on the unique priorities of MedTech startups as they move from early stages to later funding rounds. 

For early-stage companies, Parikh emphasized that defining the “why” behind the product is essential. This vision aligns the founding team, attracting like-minded partners and creating a clear purpose to guide growth. Building a dedicated, resilient team and securing intellectual property (IP) also emerged as critical early priorities, establishing a foundation of value that will attract future investment. 

As companies transition into the Series A stage, Adrian and Parikh noted that founders should start refining their business models, deepening investor relationships, and beginning to tackle regulatory and reimbursement strategies. This phase demands a balance between innovation and scalability. Founders were encouraged to actively engage with investors, as these early relationships set the stage for long-term growth and credibility.

Julie Adrian, leveraging her extensive expertise in health communications and strategic partnerships, brought invaluable insights into the fireside chat. She emphasised the critical role of clear and compelling storytelling in MedTech startups’ journeys, particularly during the pivotal early stages. Julie highlighted how articulating a strong value proposition aligns internal teams and attracts the right investors and partners. Drawing on her experience guiding organisations through complex healthcare landscapes, she underscored the importance of proactive stakeholder engagement, noting that transparent communication with investors, regulators, and the wider healthcare ecosystem is key to building trust and credibility. Her ability to translate complex strategies into actionable advice resonated strongly with the audience, providing them with practical tools to navigate growth challenges. 

Finally, later-stage companies—those at Series B and beyond—need to be prepared for commercial scaling, with clear regulatory and market access strategies. Parikh highlighted that corporate partnerships often become viable at this stage, as investors and potential partners seek companies that have demonstrated viability and a path to profitability. For founders, aligning these strategies with their long-term goals can attract corporate partners who bring not just funding but also industry expertise and a broader network.

CEO Rodeo Panel: Navigating Investor Relations and Strategic Partnership

On Day 2, MedTech Malta’s “CEO Rodeo” panel offered a robust continuation of the insights from the previous day. Moderated by Julie Adrian, this discussion brought together notable leaders: Graeme Smith, CEO of Ostomy Secure; Julie Rachline, Founder & President of Lallianse and CEO of Braintale; David Narrow, CEO of Sonavex; Robert Hamilton, CEO of NeuraSignal; and Ruben de Francisco, CEO & Founder of Onera Health. The panel focused on the challenges of scaling, building investor relations, and forming strategic partnerships in the ever-evolving MedTech landscape.

As the moderator of the dynamic CEO Rodeo panel, Julie Adrian was pivotal in steering the discussion towards actionable strategies for scaling MedTech companies. Drawing on her deep understanding of the industry and her experience guiding organisations through growth phases, Julie skillfully posed thought-provoking questions that delved into the nuances of investor relations and strategic partnerships. She highlighted the importance of fostering mutual trust and transparency in these relationships, encouraging the panel to share their real-world experiences and lessons learned. Julie also framed the conversation around the importance of adaptability and innovation, prompting the CEOs to reflect on how their companies navigated challenges in a competitive and rapidly changing landscape. Her ability to weave diverse perspectives into a cohesive narrative left the audience with tangible takeaways for driving success in MedTech. 

The CEOs discussed the critical importance of building enduring investor relationships, emphasizing that finding aligned investors is as essential as securing capital itself. Each panelist underscored the value of choosing investors who not only share the company’s mission but also demonstrate a commitment to supporting the company through inevitable hurdles. This kind of strategic alignment allows MedTech startups to weather uncertainties with a steady financial and strategic support system.

Continuous Engagement with Investors: An Ongoing Strategy

Another major takeaway from the CEO panel was the necessity of continuous investor engagement. Rather than treating fundraising as a one-off event, the CEOs advised maintaining open lines of communication with investors at all times. By regularly sharing updates and key milestones, companies can build confidence and trust with their backers, making future fundraising efforts smoother and more predictable. This strategy also prepares investors to respond quickly when a company is ready to scale, ensuring that funding is available when it is most needed.

Adapting to Changing Corporate Partnership Expectations

One key insight shared in both the fireside chat and the CEO panel was the shifting approach of corporate partnerships in MedTech. According to the panel, today’s corporate partners are increasingly selective, often preferring to wait until startups demonstrate a solid proof of concept before committing significant resources. For early-stage companies, this shift means working diligently to meet initial milestones to attract substantial partnerships later on. Companies that can showcase validated results are more likely to secure long-term support and investment at a premium, further solidifying their growth potential.

Creativity and Resilience in the MedTech Landscape

The “CEO Rodeo” panel also brought to the forefront the importance of creativity and resilience in MedTech. Navigating this highly regulated sector demands adaptability and resourcefulness, especially when facing operational or financial challenges. The CEOs highlighted that strong investor and partner relationships provide a crucial buffer, enabling companies to sustain momentum and continue innovating, even during tough times. 

“FINN Partners understands that creativity and resilience are the cornerstones of success in the MedTech sector,” said Julie Adrian, Managing Partner and U.K. Health Group Lead at FINN Partners. “We specialise in crafting strategic communications that build trust with investors and partners and position MedTech companies as leaders in innovation. We aim to empower these organisations to navigate challenges, tell their unique stories, and drive meaningful healthcare impacts.”

Unified Insights for MedTech Success

Together, these sessions at MedTech Malta 2024 illuminated a unified roadmap for MedTech founders. Early focus on mission, IP, and team strength sets a solid foundation, while Series A scaling requires a strategic balance between refining models and deepening investor ties. Later stages call for robust regulatory and commercialization strategies to attract corporate partners and ensure sustainable growth. 

With support from FINN Partners, the fireside chat and CEO Rodeo panel made clear that successful growth in MedTech relies on a careful blend of aligned investors, ongoing relationship-building, and strategic foresight. For MedTech companies prepared to demonstrate their value, communicate progress, and embrace adaptability, the future holds substantial promise. MedTech Malta 2024 was a compelling showcase of the dedication, resilience, and innovation driving this field forward.

Get Set for MedTech Malta 2025!

Be among the first to book your ticket for MedTech Malta 2025 and start the journey to an incredible experience! Early registration gives you exclusive access to updates on the agenda, speakers, and exciting event highlights. Don’t miss your chance to stay ahead—secure your spot now!