Module 3 – US Market Strategy and Positioning for Entry



Monday 11th & Tuesday 12th September 2017

Module Schedule

Personalised Pre and Post Program Briefing with Dr Krystal Evansat agreed times

Day 1 – Monday 11th September 2017 – can be attended by up to 3 representatives from your organisation

BioBriefing with James Sargent – BioBriefing – Navigating the Maze to Commercial Viability in North America

This seminar will focus on the emerging trends in commercialisation, with an emphasis on the best practices of those companies which have been successful in navigating the maze to commercial viability in North America.

The North American market is the largest market in the world for medical innovation, and entering this domain requires a sound strategy accompanied with focused discipline and patience. Access and penetration in this market requires navigating complex distribution channels, point of care dynamics, in addition to a keen understanding of who the “gate keepers” are.

Date: Monday 11th September 2017
Time: Registration from 3:45pm for 4:00pm – 5:00pm session, followed by a networking 
Where:  Allens – Level 37, 101 Collins Street, Melbourne VIC 3000

Day 2 – Tuesday 12th September 2017 to be attended by 1 representative from your organisation

Intensive Masterclass with James Sargent – Preparing for launch: Penetration, traction, and the path to commercial viability

  • Choosing the right strategic partners: KOLs, clinicians, and distribution partners.
  • How to prepare for conducting an effective “Limited Market Release”.
  • Understanding the decision making role of administration, buying groups, and procurement.
  • Pricing strategies to effectively maximize impact and profitability.
  • Identifying subjective inhibitors and how to overcome barriers to entry.
  • Using the toolbox of social media in North America.

Days 2 & 3 – Tuesday 12th & Wednesday 13th September 2017

1-on-1 Sessions with James Sargent


There are 12 places available for each Module of this Program.  Priority will be given to organisations fitting the following criteria:

• Victorian based start-up or SME with less than 200 employees
• Existing validated prototype or market-ready medical technology product
• High potential for manufacture and export in next 12-24 months
• Demonstrated need for improved understanding of US market entry.

About James Sargent, Managing Partner, RQR Partners LLC 

I am a global commercialization expert with strong cultural intelligence and a talent for creating disruptive commercial strategies. I create marketing, sales, product, and business development strategies that consistently drive adoption and penetration for innovative technologies.

Impacting global markets with small, medium and large organizations by capitalizing on my ability to communicate, lead, and advise cross-cultural teams at the local level.

Innovators and investors consistently seek me out for assignments that require disruptive and innovative strategies from early stage through global commercialization.

As the Managing Partner of RQR Partners LLC, I help technology innovators who have a relentless pursuit to make a positive impact in global markets.


► Assess Before Investing – living beyond the spreadsheet, identify subjective influences.
► Lateral Thinking Methods – utilize existing technology to create new markets and segments.
► Commercial Viability – penetration and expansion beyond the early adopters.
► Penetrating International Markets – culturally sensitive commercial strategies.
► Exit Mapping – monetizing innovation through acquisition.

Developed in consultation with:


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