Most of the health and healthtech founders I talk to have the same problem. The product is good, sometimes genuinely world-class, and there's real traction back home. What's missing is a way to get it in front of the right Australian buyers quickly, and a team that knows how.
The usual move is to hire for it, a marketing lead, maybe a salesperson, eventually a BDM. Then you wait while they learn the market, build the lists, write the decks and work out who actually signs the cheque. You're paying full salaries for months before a single real conversation happens. And if the first hire is wrong, which in an unfamiliar market they often are, you've lost most of a year and you start again.
There's a quicker way in, and it doesn't start with headcount.
Over a single quarter I build the whole thing. The market gets researched and mapped properly, visually and with data, so you can see where the demand actually sits. A CRM gets built from scratch, usually well over a thousand named decision-makers, sorted by sector and by who holds the budget. The marketing gets made: sector tiles, captions, campaign copy, the ideas to run around them. Clean decks and one-pagers for every kind of buyer, so the story stays the same whether it's in front of a CFO or a head of operations. The cold outreach gets written and sequenced, follow-ups and all. The sales ops gets stood up behind it, platforms and software chosen and configured. Then the outreach goes live, in market, not sitting in a plan.
And because the point is to hand over something that runs without me, I recruit a sharp BDM to pick it up and keep it moving.
The reason it works is that it's built across the whole business at once. I work with the C-suite, ops, strategy, marketing and sales together, and it all comes out as one go-to-market pack everyone works from. One voice, one message, no brand saying one thing while sales says another.
You also get me throughout. On-call for the executive team and for the people actually running the desk, with a decade of mapping this market and a fair few relationships behind you. All on one retained fee.
Now the money, because that's really the point. Doing this in-house means a go-to-market lead, a sales ops person, a BDM, a couple of agencies and the software, comfortably into multiple six figures a year, most of the first year spent ramping up. I compress it into ninety days at a fraction of that, and you own every asset at the end. The CRM, the decks, the copy, the systems. All yours.
If you're bringing a health or healthtech product into the Australian market, get in touch at terry@clinicaladvisors.com.au and I'll show you what it looks like.
Terry Cornick is the founder of Clinical Advisors.
