BML Health in collaboration with our co-hosts Startup in Residence and Health Technology Catalyst | CTS was excited to welcome former White House Presidential Innovation Fellow Alexandra Pelletier on March 11th, 2025 at Cirka Distillerie, as part of our Montreal Medtech 5 a 7 Series for MedTech and Digital Health Startups, to discuss the complexities of introducing and integrating new Healthtech solutions into the US healthcare system, specifically through the lens of commercialization of new technology for Canadian Medtech startups.
In keeping with the theme of our Medtech 5 à 7 Series of how Canadian startups in MedTech and digital health can overcome the challenges they will face while planning US market entry, we are lucky to hear from Alexandra Pelletier, who brings significant knowledge and experience working in major clinical centers and on White House-led initiatives in the US, as well as advising MedTech startups.
The discussion focused on how startups can overcome the challenges involved with introducing MedTech innovations into clinical environments and established clinical workflows. Alexandra provided an insider’s view on how firms can improve their probability of success with actionable insights.
Marc Saab, Founder and Managing Director of BML Health moderated the conversation.
View the full event video below:
Cocktail and Presentations:
WHEN: Tuesday, March 11, 2025 from 5 to 7 PM
WHERE: Cirka Distillerie, 2075 Rue Cabot, Montréal, QC H4E 1E2.
Find out more.
By invitation Only
The event was exclusive to BML Health, BDO, SeR and CTS guests that include startup founders, investors, accelerators, university research groups, Montreal and Toronto life sciences community stakeholders, and the Quebec and Canadian governments.
Some highlights from the discussion include:
Focus on People, Process and Technology, in that order, when seeking to introduce a new MedTech innovation. Not the other way around. Regulatory approval is just the first step. You must also focus on Clinical credibility, Business Model and Clinical Workflow. It is possible to do commercialization without a Reimbursement Code, if the impacted parties are sufficiently engaged. Have a very clear understanding of what your value proposition is and why, and have your assumptions clearly laid out. It’s a human business, if you come at it from any other angle you probably won’t get far. Be transparent in your dialogue with clinicians to build trust and a relationship. Don’t ‘pitch’, have a conversation. Involve all parties in the clinical workflow in the discussion from early on, whether it’s a nurse at the bedside, a technician ‘pressing a button’, or whomever else is the ‘final user’ of the innovation. Ignore at your own risk. Bring Cookies! And have an ongoing conversation with these ‘final users’ as they may very well determine the potential success or failure of your innovation. Scaling is a challenge in healthcare, beware customization risk and ‘death by customization’. Hospital system care models are migrating from the traditional inpatient setting to a more mixed outpatient, and ambulatory care model.
More about Alexandra Pelletier
With over 20 years of experience in healthcare strategy and implementation, Alexandra drives organizational initiatives to scale services that enhance patient outcomes, improve experiences, reduce costs, and optimize healthcare delivery. She actively mentors and advises start-ups, helping them define and execute go-to-market strategies. With deep industry expertise and a strong network, she guides start-ups through the complexities of the U.S. healthcare system.
Previously, Alexandra led teams in redesigning healthcare delivery through virtual care, telemedicine, and remote monitoring solutions at both pediatric and adult Harvard-affiliated academic medical centers. She also served as a White House Presidential Innovation Fellow, leading an initiative for Vice President Biden’s Cancer Moonshot. She is also presently a Director at the CancerX Accelerator. Passionate about creating a positive impact in healthcare, she is committed to supporting the next generation of healthcare innovators.
Check out videos from some of our recent Medtech 5 à 7 events:
- Canadian Startup Success Story – Rami Alhamad and PUSH
- How can Canada better support its own MedTech Startups – Ela Borenstein
- US Fundraising Strategies for Canadian Digital Health Startups – Dr. Amy Kruse, PhD.
- US Market Entry for Canadian Health Startup – DHIT Global, Bluedoor Group
We look forward to seeing you at the next one!
About BDO
BDO has been present in the Montreal tech community for many years and provides tailored service to companies from the beginning of growth to those looking to exit or IPO. In Montreal, and specific to the Life Science industry, BDO has Richard Yeghiayan who has over 25 years of experience working with medium to large Biotech and MedTech companies in Montreal, Boston and Ottawa, whether they are venture backed or publicly listed. As well, Matt Harrison who leads the National Emerging tech practice focusing on Pre-seed to Series C companies.
BDO is a full service accounting firm that offers all the key services life science companies require as they scale including: Audit/Review, US tax, SRED CDAE tax incentives, valuation, bookkeeping and other services as needed.
Contact on LinkedIn:
Richard Yeghiayan
Matt Harrison
About Desjardins Startup en Residence
The Desjardins Accelerator Startup in Residence Program invests in and provides support for startups that have a positive socio-economic impact within Canada. Startup in Residence is designed to guide early-stage, growth-driven companies to market success.
startup-residence.ca/en/
About CTS Santé
The growth accelerator for healthcare technology. Specialized in innovative healthcare technology and digital health solutions, CTS is an à la carte growth accelerator who responds to the particular challenges and needs of each startup. With CTS behind you, you’ll get strategic coaching to secure financing, effective commercialization tools that will help you succeed across Canada and internationally, and an introduction to their dynamic ecosystem of key medical and business players.
ctssante.com/en/
About BML Health
BML Health understands the impact of emerging technology in medTech and digital health. At the intersection of medical technology, clinical research and patient-centric healthcare BML drives the mainstream adoption of digital technology in healthcare. Offering a full range of services to the digital health ecosystem BML manages the complex stakeholder interactions necessary to get digital health solutions to market and gain adoption.
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Connect with BML Health on LinkedIn.
