01 · TOOLS & TRAINING
KawaHive Virtual Lab
Explore practical tools and training, including free resources and paid offerings as they become available.
Explore our Virtual Lab →For MedTech & medical device founders
Clearance is not traction.
We help MedTech and medical device founders build a clearer go-to-market strategy for Asia-Pacific: prioritise markets, evaluate distributors and address why hospital interest is not becoming purchase orders.
Your product may be approved and your distributor appointed. Yet the orders still aren’t coming.
A focused, no-obligation conversation to clarify your next go-to-market decision.
20 years of medical device experience across companies including GE, Fujifilm, Pentax and Konica Minolta.
Four ways to get started
Choose the support that fits your situation.
Choose a starting point: practical tools and training, an introductory call, useful articles or paid advisory.
02 · FREE INTRODUCTORY CALL
Talk Through Your Challenge
Discuss your challenge and decide whether our support fits.
Book a Free 30-Minute Call →03 · FREE INSIGHTS
Learn at Your Own Pace
Read practical articles on markets, customers and distributors.
Explore Free Insights →04 · PAID ADVISORY
Focused One-to-One Support
Work on an agreed go-to-market challenge through a single session, package or retainer.
See ways to work together →How we assess
Look beyond the symptom.
Most commercial conversations stay at the surface. We dig into the real blockage — customer fit, market choice, buying behaviour or distributor capability — and identify what you need to know to make the next decision.
How we dig into the problem
We focus on go-to-market decisions between regulatory clearance and sustained purchase orders — not marketing campaigns or regulatory filings.
Once we know where progress is stuck, we examine the underlying commercial factors:
- Who has the clearest need and a reason to buy now?
- Which market, segment or account deserves priority first?
- What actually drives the buying decision beyond clinical interest?
- Can the distributor reach, support and develop the right customers — or only take opening orders?
Practical commercial thinking
What this looks like in practice
Three real situations. In each case, identifying the real issue changed the next decision.
Sri Lanka · Distributor
When the product keeps losing evaluations
- Problem
- Product kept losing head-to-head evaluations.
- Finding
- A product-market fit issue, not a sales issue.
- Decision
- Sharpen positioning and focus where the opportunity was stronger.
South Asia · New application
When clinical value is not enough
- Problem
- Little awareness despite clinical value.
- Finding
- Clinicians needed sustained education first.
- Decision
- Education first, then tender specifications.
Southeast Asia · Market choice
When the obvious segment is crowded
- Problem
- The obvious segment was crowded by low-cost brands.
- Finding
- A different segment had a clearer opening.
- Decision
- Shift focus and pursue the stronger first win.
A straightforward process
How we work
We first understand the issue. Then we agree whether and how to work together.
01
Free 30-minute introductory call
We listen and assess whether we can help.
02
Agree confidentiality if needed
If sensitive information needs to be shared, we agree an NDA before confidential information is shared.
03
Agree on paid advisory work
If we can help, we agree the focus and fee for tailored one-to-one support before any paid work begins.
04
Choose whether to continue
At the end, you decide whether to finish, book more sessions or discuss an ongoing retainer.
Advisory outcomes
What you can work towards
We focus on one agreed commercial challenge. Depending on the scope, the work usually follows three steps:
01 · Diagnose
Identify the commercial blockage
Identify what may be blocking progress: customer fit, market choice, buying behaviour, positioning or distributor capability.
02 · Prioritise
Prioritise the next decision
Choose which customer, market, segment, distributor or assumption to address first.
03 · Act
Agree actions and information to gather
Agree the next action and the information needed to assess it.
One session focuses on diagnosis and priorities. Packages allow time to test actions and review evidence. A one-hour session does not include a full market assessment, detailed research or written report unless agreed separately.
Ways to work together
Choose the level of support that fits the challenge.
We agree the scope before any paid work begins. There is no obligation after the free introductory call.
Start here
Free introductory call
US$0
A no-obligation conversation about your situation and whether we are a good fit.
We listen, clarify the go-to-market challenge, and tell you honestly whether focused support would help.
Book your session →One decision
Individual advisory session
US$350
One 60-minute session to diagnose a go-to-market challenge and prioritise the next decision.
You leave knowing what is blocking progress and what to do next.
- Best for
- One clear stuck point — when you need clarity and will drive the work yourself.
No ongoing commitment.
Stay on track for 10 weeks
10-week go-to-market sprint
US$3,500
Ten weekly sessions over 10 weeks on one primary go-to-market challenge.
You get the same quality of judgment as a single session — plus the accountability to stay focused: the same challenge each week, a review of what you did and what the customer data shows, and a clear decision point at the end.
By week 10, you should know whether to continue, change approach or stop investing in that path — based on what you learn from your real situation, not a generic plan.
- Best for
- Founders who know one conversation is not enough. They need structure to stay on track, test in the market and not lose the thread between busy weeks.
How it runs
- Weeks 1–2
- Diagnose the real blockage and agree what information matters.
- Weeks 3–7
- You act; we review what the data shows and adjust each week.
- Weeks 8–10
- Refine or redirect; lock the next go-to-market decision.
Scope is agreed after the call. The sprint ends at week 10.
A single session helps you see the next decision. The sprint helps you stay on it long enough to test it and decide.
Good to know
Frequently asked questions
Are you a regulatory consultancy?
No. We do not prepare regulatory submissions or provide regulatory consulting or compliance services. We focus on the commercial side: customer prioritisation, market choices, channel performance, positioning and the decisions that can help turn regulatory progress into market traction.
Are you a marketing agency?
No. We do not sell marketing campaigns or act as an outsourced marketing team. We help you understand the commercial problem first — for example, why hospital interest is not converting into purchase orders, or why a distributor is not generating sustained demand — and clarify which decisions to address next.
Do I need to have chosen my country and distributor?
No. We can help you assess your options. The free prospecting toolkit will be most useful once you have a target market or customer segment in mind.
What are your payment and cancellation terms?
Payment for advisory sessions and packages is due in full upfront and is non-refundable. If you need to cancel a scheduled session, please give at least 24 hours’ notice. A cancellation made at least 24 hours before the session will not incur a no-show fee. Cancellations with less than 24 hours’ notice or missed sessions may incur a no-show fee.
What’s slowing your go-to-market progress?
Talk it through with us — free, no obligation. We’ll help you identify the real issue and the decision that needs attention first.