Posted on: 31/07/2025

Pathways to Market Program Kicks Off with Selling to Health Masterclass

This month, MTPConnect kicked off the Medtech Selling to Health Masterclass in Melbourne with over 40 companies coming together to find out how to become procurement-ready and navigate the complex health procurement landscape, particularly in Victoria.

Health procurement expert Tracey Shearer (August Consulting) delivered a special keynote, navigating Public Health Procurement: A Medtech Snapshot’ with some key takeaways:

• Move early, engage with healthcare providers before they write the tender.
• A successful procurement process fosters collaboration with clinicians, procurement and executive teams which builds credibility
• Feedback and evaluation from tenders strengthen product offerings and help companies stay competitive.

Our guest speakers Pete Saunders (independent consultant), Tom Harris (Octive Consulting), and Andrew Coe (Monash Health) shared valuable insights with the group drawing from their industry experience:

• Success comes from building broad stakeholder alignment, not just clinician interest
• Be honest and transparent about your innovation readiness, and use tools such as GAITS to self-reflect
• Consistency of production is vital, seemingly minor product differences can have massive effects

Thanks to Bosch Australia Manufacturing Solutions (BAMS) for making it possible to stage the event at their Clayton site!

This Masterclass marked the start of our Pathways to Market: Medtech Capability Uplift Program, an initiative of AMMA delivered by MTPConnect in partnership with BioMelbourne Network, supported by the Victorian Government.

Following this event, the PTM program cohort companies participated in a focused post-workshop session to explore the Victorian health procurement landscape and assess their readiness to engage. The session offered a practical dive into procurement pathways, using tools like supplier readiness checklists and planning templates to identify strengths, gaps, and opportunities. Through interactive exercises and peer discussion, companies reviewed their value propositions, mapped key stakeholders, and reviewed common evaluation criteria used by Victorian health services.