Background and Scope
SMC was engaged by Datavitalis, a France based medtech company, to provide insights on India landscape and develop recommendations for the go-to-market strategy for Thermodiag, a novel device developed by Datavitalis.
Our Approach
The SMC team of experts employed a mixed-method approach, combining desk research and primary research to ensure comprehensive and validated insights.
Desk Research: Involved analysis of competitor landscapes and market trends through industry reports, government publications, news articles, trade journals, and company reports.
Primary Research: Conducted 15 in-depth interviews with key stakeholders—including clinicians (end-users), procurement teams, and distributors (supply chain stakeholders)—across public and private healthcare institutions. These interactions helped corroborate desk research findings and provided additional insights for robust business case modeling.
Key activities:
- Initial whiteboarding of market segments to support foundational framework for identifying and defining market segments and user archetypes.
- Classification of market segments and use cases across.
- Define preliminary use cases in the beginning and review at the intersection of use case and archetype of users.
- Will guide primary research coverage and initial analysis.
Segments: Public Hospitals, Private Hospitals (Tier 1), Private Hospitals (Tier 2), Home Care Providers
- Current practices and competition by archetype of user / use case – Based on the identified use cases across chronic disease management, ICU care and routine diagnostics, to
- Review current practices and competition across market segments and how use case is currently addressed including through clinical protocols and technology adoption (direct competitive devices and other alternative devices)
- Identify direct competitors and alternatives for each use case along with their business models, and assess how competitors address the identified use cases and the effectiveness of their solutions
- Price and high-level volume estimate by user archetype
- Assess potential for adoption near term, pricing possibilities and potential business models by user archetype
- Assess overall market opportunity and merit in targeting the market segment near term or develop a phase-wise target model based on activities required to enable product adoption in the market
- Assess level of price sensitivity and pricing window / business model scenarios
- Scenario modelling and recommendations
- Based on the above, model scenarios for possible business models and implications for near to midterm scale-up (3 year or 5-year potential).
Study Output
Report with actionable recommendations for Datavitalis on India’s go-to-market strategy, considering identified opportunities and potential challenges, and key priorities for market entry, such as target segments, marketing strategies, and partnership opportunities.