Start with the End in Mind

What Can Arizona MedTech Startups Learn from the Industry’s Biggest Players?

A recurring theme emerged on the first day of AdvaMed’s MedTech Conference in Boston: start with the end in mind. Discussions about real-world evidence, corporate partnerships, and early-stage financing reinforced the same practical lesson. Decisions made early in a start-up’s development should account for what clinicians, hospitals, potential acquirers, and investors will need later. That theme continued through the conference, particularly in conversations about hospital adoption.

Build evidence that can answer useful questions

The session on real-world evidence (RWE) explored how clinicians, regulators, and companies can better understand device performance in everyday clinical practice. Clinical trials study defined patient populations under specified conditions. After launch, devices may be used across a wider range of patients and settings, making consistent data collection and interpretation more difficult.

The challenges can begin at the point of care. A record may not clearly identify the device, connect its use to an indication, or link it to a patient outcome. Data held in separate systems can leave gaps. Pediatric use raised additional questions, particularly when devices are used outside their labeled indications.

For start-ups, the practical lesson is to plan evidence collection early. Teams should define the intended use, the questions they need to answer, and the outcomes they will measure. They should also consider how information will be captured within clinical workflows. A large volume of data will have limited value if it cannot answer the questions that matter to a reviewer or customer.

Prepare for the hospital’s decision process

The discussion about Value Analysis Committees (VACs) extended that lesson. An enthusiastic clinician can be an important champion, but a hospital also needs to understand a product’s financial and operational effects. How will it fit local practice? What will implementation require? What evidence supports its value in that institution’s care pathway?

Companies should learn the committee’s requirements and submission process before presenting a product. Reimbursement, contracting, workflow, and implementation can affect adoption alongside clinical performance. Understanding those considerations early helps a team identify evidence gaps while there is still time to address them.

This is directly relevant to MDM2’s Mock VAC work. During the conference, three groups contacted Stu Broyles after seeing MDM2’s articles about the event. Their interest reinforced the value of giving start-ups a chance to practice answering the questions they will encounter in a hospital review.

Find the right partners and investors

Abbott, Gore, and Medtronic delivered reverse pitches outlining their areas of interest and investments aligned with corporate goals. For a start-up considering acquisition, those priorities can help identify a possible fit. Thinking through how a product and business would integrate with a potential acquirer, including data systems and product flow, can inform development decisions well before acquisition discussions begin.

The investor working session brought a similar message about fit. Understanding an angel group’s or venture capital firm’s investment stage, interests, and terms helps founders focus their fundraising efforts. Start-ups at Broyles’s breakout table described continuing challenges with pre-seed and seed funding and recommended prioritizing investors with a demonstrated history at those stages.

Other investor conversations emphasized the importance of connecting with investors before a raise becomes urgent, preparing a complete data room, and tying funding needs to clear milestones. Teams should understand what the next round needs to accomplish and account for potential follow-on financing. Investors also consider team quality and may expect specific actions or leadership changes. Founders need to think through what accepting an investment could mean for their company.

Bring the lessons back to Arizona

Broyles also met with Nevent, an Arizona start-up in the 2026 MedTech Innovator cohort developing technology to improve vascular access safety.

Broyles sees an opportunity for more Arizona start-ups to participate in conferences and prepare for programs such as MedTech Innovator. For MDM2, the conference highlighted useful ways to support that preparation: connect evidence planning with hospital adoption, match companies to relevant partners, and help founders prepare for investor conversations. Starting with the end in mind gives those conversations a clearer purpose and helps teams make better use of limited time and resources.