Sales Academy MedTech
About the Guest Lecturer
Mark Heuring is an entrepreneur and Go-to-Market expert with over 25 years of experience in MedTech, Pharma, OEM, and CDMO environments. As the founder and managing director of Healion Global, he works at the intersection of regulatory affairs, market, production, and sales, supporting companies in successfully transitioning products from development status to scalable, profitable market models.
His focus is on launch and scaling strategies: Market Access, Pricing, Distribution, Tender Logic, and Partner Architectures. Mark Heuring combines regulatory requirements (MDR, IVDR, FDA, UKCA) with pragmatic Commercial Execution – with the goal of shortening Time-to-First-Order, stabilizing margins, and reducing scaling risks.
Expertise & Experience
Key Expertise Areas
Go‑to‑Market Strategy, Market Access & Pricing, CDMO/OEM Setups, MDR/IVDR/FDA, ISO 13485/9001, Design Transfer & Serial Production, Make‑or‑Buy Strategies, Tender Strategy, Value‑Based Selling
Professional Background
Healion Global (Founder), JuniConnect (Co‑Founder), Flex (Director Global Account Management), Philips‑Medisize (General Manager), Medisize (National Sales Manager)
Project Experience & Approach
Partner & Supplier Selection, Contract & Governance Structures, Supply & Launch Readiness, Sales Architecture, Pricing Models & Tender Excellence, P&L‑Oriented Pipeline Management
The Elective Course
Title and Focus
Go-to-Market Strategy. This elective course provides a clear, practical view of the interplay between market, offering, and implementation for medical devices that require regulatory support beyond approval to market. Without buzzwords, it shows how an idea becomes a marketable, approved offering.
Target Audience
Sales & Business Development profiles, MedTech & CDMO Generalists, Product Managers, Key Account Managers, Engineers with project responsibility
Special Features
Practical & easy to understand, concrete examples from MedTech and CDMO projects, checklists & decision logics, focus on implementability instead of theory
What You Will Learn
01
Derive Market and Target Group Orientation
02
Clearly Formulate Value Propositions
03
Select, Test, and Prioritize Sales Channels
04
Build Awareness and Managing your Distribution Channels
05
Make Progress Visible and Maintain Focus
06
Work with Checklists Instead of Theoretical Frameworks
A compact, practical Go-to-Market framework that is immediately applicable and transferable to various industries and roles.
Format & Dates
Course Format
Online
Duration
4 Hours
Cost
TBD
Didactic Approach
Practical & easy to understand, clear language instead of jargon, concrete examples from MedTech, CDMO, and OEM projects, checklists for daily work
  • This elective is aimed at anyone who wants to understand and apply Go-to-Market not as an abstract concept, but as a concrete sequence of sensible decisions.