Winning MedTech Marketing & Sales in Germany, Austria, and Switzerland
Four sessions. 50 minutes of practical content plus 10 minutes of executive discussion.
Winning MedTech Marketing & Sales in Germany, Austria, and Switzerland (DACH) is a four-part webinar series designed to equip Minnesota MedTech companies with the clarity, structure, and on the ground insight needed to succeed in one of the world's most competitive and regulation heavy healthcare markets.
Across these sessions, you'll learn how DACH stakeholders make decisions, how to run high‑performing trade show programs, and how to localize your marketing and sales approach to match the expectations of buyers in this region. The series also demystifies GDPR and offers a practical blueprint for customer‑driven messaging. It concludes with a strategic deep dive into choosing the right market‑entry pathway—helping you evaluate options, reduce risk, and build a scalable foundation for growth. Together, these sessions provide a comprehensive, actionable roadmap for building trust, accelerating deals, and scaling effectively in Germany, Austria, and Switzerland.
Session 1 — Tuesday, April 28 (9:30 a.m. – 10:30 a.m. CDT)
DACH Stakeholder Blueprint: Navigating MedTech Sales Cycles in Europe's Most Regulated Market
Kick off with a clear, real-world view of the DACH MedTech buying journey—who influences decisions, how trust is built, and what "good" outreach and follow-up look like locally. You'll leave with a practical map of the typical DACH sales process, from first contact to demo, evaluation/loan phase, purchase, and expansion (up-/cross-sell).
Session 2 — Thursday, May 7 (9:30 a.m. – 10:30 a.m. CDT)
From Booth to Business: The Germany Trade Show Playbook + GDPR Without the Guesswork
Trade shows in DACH can be powerful—if they're run with discipline. Learn how to define success, build campaigns, plan the booth and on-site workflow, schedule meetings in advance, and execute a post-event follow-up system that converts. Plus, a pragmatic GDPR/data privacy "do's and don'ts" guide (with a bit of humor) to help your team stay effective and compliant.
Session 3 — Thursday, May 14 (9:30 a.m. – 10:30 a.m. CDT)
Localizing Your Marketing and Sales Strategy for DACH: From Customer Insights to Decision-Ready Messaging
DACH buyers reward clarity, evidence, and fit—not noise. This session shows how to uncover real customer expectations to improve success in the DACH sales process, including localized campaigns and product materials. It introduces the Reverse-Sales® approach: market the way customers think, use in-depth interviews to replace assumptions in the sales process, and craft messaging that makes decisions easier and faster—while shaping a sales journey customers actually enjoy moving through.
Session 4 — Thursday, May 21 (9:30 a.m. – 10:30 a.m. CDT)
Go‑to‑Germany, De‑Risked: Choosing the Right Market Entry Strategy for U.S. MedTech Companies
How important is minimizing financial risk in your DACH growth plan? Get an executive overview of the market entry pathways available to U.S. companies—from direct sales and distributors to hybrid models, partnerships, and on‑the‑ground presence. We'll translate this into actionable decision criteria for leadership, business development, and finance—so you can build a structured, low-risk market entry plan.