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Medical technology continues to advance at an incredible pace, but for many innovators, the road from breakthrough idea to real-world impact can be long and uncertain. That’s where specialized partners like AngioConsult come in. Ahead of their participation in MedTech Malta 2025, MedTech World spoke with Christoph Lesser, Head of Business Development at AngioConsult, to explore how the consultancy supports startups, tackles market entry hurdles, and helps bring life-changing solutions to patients.
For readers less familiar with their work, AngioConsult is a consultancy dedicated to advancing medical innovation, with a particular focus on cardiovascular medicine. The company supports clients across the full lifecycle of medical technologies—from early-stage concept development to market entry and commercialization. Their expertise spans Business & Therapy Development, Innovation Management, and Commercialization Strategy.
“We pride ourselves on being hands-on partners,” Christoph explained. “Our mission is to help clients overcome the complex challenges from patent to patient.”
While AngioConsult works across regulatory support, clinical operations, and commercialization, Christoph sees one challenge standing out for startups: market entry.
“Without a clear path to revenue, even the most innovative technologies struggle to gain traction,” he noted. Navigating reimbursement systems, building clinical credibility, and choosing the right commercialization strategy require significant resources. AngioConsult bridges this gap by aligning regulatory, clinical, and commercial strategies early in the process to speed adoption and growth.
In his role leading business development, Christoph emphasizes that success in MedTech often hinges on strong partnerships.
“It starts with understanding a company’s unique value proposition and aligning it with the needs of the target market,” he said.
From there, AngioConsult connects innovators with the right clinical, commercial, and distribution partners, often drawing on their network in the DACH region and beyond.
One key collaboration is with Angiopro, a worldwide sales organization that provides startups with fast, reliable access to the worldwide market. By combining strategic and regulatory know-how with Angiopro’s established network, AngioConsult helps startups overcome entry barriers and scale efficiently.
When it comes to mistakes, Christoph highlighted a recurring one: startups delaying market access planning.
“Many startups focus heavily on product development but underestimate the complexity of reimbursement and regulatory pathways,” he shared.
AngioConsult guides teams to integrate market strategy early, ensuring clinical evidence, regulatory milestones, and reimbursement goals are all aligned.
Through its Innovation unit, AngioConsult also works closely with young startups. Christoph explained that they look for a strong clinical need, clear value proposition, and a collaborative mindset. Scalability, regulatory feasibility, and investor appeal are also key. “Ultimately, we engage when we see potential for real patient impact,” he said.
On global trends, Christoph pointed to AI-driven diagnostics, personalized medicine, and remote monitoring as especially transformative. “Wearables and digital health are expanding access to care, while in Europe, surgical robotics and 3D-printed implants are gaining momentum,” he said.
Discussing regulatory landscapes, Christoph acknowledged challenges with MDR in Europe, despite recent deadline extensions. “Early regulatory planning and proactive engagement with notified bodies are essential,” he advised. On the FDA side, programs like Breakthrough Designation help, but resource constraints can slow reviews.
Reflecting on last year’s MedTech Malta, Christoph recalled being impressed by the energy, diversity, and quality of conversations. Returning in 2025, he is eager to engage with early-stage founders, investors, and clinical partners. “These conversations often spark long-term collaborations,” he said, “and MedTech Malta is the perfect environment for that.”
One project that stands out for Christoph is Pi-Cardia’s ShortCut device – first dedicated leaflet splitting device, indicated to treat patients at risk of coronary obstruction undergoing valve-in-valve TAVR. AngioConsult supported the company from its early idea stage all the way through to FDA clearance. “Seeing a concept evolve into a solution that changes patient lives is the most rewarding part of what we do,” Christoph shared.
In the year ahead, AngioConsult is strengthening its offering to provide what Christoph calls a “one partner full package”—a structure that integrates strategy, regulatory and clinical guidance, market access, and commercialization support for both the US and EU.
His advice for MedTech founders scaling internationally?
“Start early with regulatory and reimbursement planning, build local partnerships, and don’t underestimate the value of a strong quality management system. Stay flexible—scaling is rarely linear, but with the right support, it’s absolutely achievable.”
Join AngioConsult and a global community of innovators, investors, and healthcare leaders at MedTech Malta 2025 this November. Don’t miss the chance to connect, learn, and explore new opportunities in MedTech—register today and be part of the conversation on medical innovation.
For more information, contact us at [email protected].
