Sales and Marketing for Digital Health Start-ups

Building succesful sales and marketing structures

Building effective sales and marketing structures is one of the biggest challenges for Digital Health start-ups and other companies. Founders often face the difficulty of marketing their products in a highly regulated, complex healthcare market with limited financial resources. This course teaches you how to properly identify and segment your target audience, use relevant channels, and build a true customer funnel—all within the legal and regulatory framework.

Course Content

7 Course Modules

Self-paced digital modules, including a final Q&A session with industry experts.

Your Playground: Legal & Regulatory
An introduction to the legal and regulatory environment relevant to Digital Health start-ups and other companies, aimed at raising awareness rather than going into technical depth.

Target Groups, Personas, Segments, and Pain Points
Learn how to define and visualize your target customers. Understand their daily routines, challenges, and current alternatives. This lays the foundation for a successful marketing and sales strategy.

Your Product or Service
Define how your product solves the identified pain points. Develop your product’s “pain relievers,” unique selling proposition (USP), and a compelling value proposition for your elevator pitch.

Customer Journey and Go-To-Market Strategy
Use the customer journey as a strategic tool to structure your go-to-market plan, identify key KPIs, and document learnings—especially important for investor pitches.

Crafting the Right Messaging
Learn to create effective messaging at each phase of the customer journey. Understand the legal and regulatory limitations around marketing communications.

Identifying Marketing Channels
Get an overview of relevant marketing channels and their pros and cons, especially for early-stage start-ups. Also covers unique healthcare-specific channels like Key Opinion Leaders (KOLs).

Identifying Sales Channels
Explore inbound vs. outbound sales, cooperation with stakeholders (e.g., insurers, providers), and the role of “founder-led sales.” Learn how to scale your sales structure.