In this article , we speak with David Buller and Laurent van Lerberghe of Keles , two seasoned experts in HealthTech investment . David , Managing Partner at Keles , boasts a background in founding Avantec Healthcare and integrating startups into global companies , which has provided him with deep insights into scaling HealthTech ventures . Laurent , with 25 years of experience in Big Pharma , including roles at BCG , Abbott , and Sanofi , co-founded Keles to bring his strategic expertise to the digital health sector . Together , they offer invaluable advice and support to HealthTech startups seeking investment and navigating the complex landscape of scaling their innovations .

Buller values awareness of the commercial journey needed to create successful solutions , he said : “ We seek a combination of technical expertise and commercial awareness . For deep tech companies , technical skills are crucial , but equally important is the awareness of the journey from R & D to a commercial entity . We value founders who understand their limitations and are open to bringing in other skill sets as the company grows . A strong founding team that can adapt and grow with the company is essential . We also look for companies with a clear path to regulatory approval and market entry .”

There are certain things about an individual that catches van Lerberghe ’ s eye . “ Humility and active listening are essential . We look for individuals with unique skills that will aid in the journey , particularly those with practical experience in market access and regulatory affairs .”

He added : “ We also seek a balance between B2C and B2B approaches , especially in Europe where B2B remains the primary avenue for initial growth . We want to see a clear value proposition and a realistic goto-market strategy . Additionally , we look for companies that can demonstrate traction and have a deep understanding of their market and customers .”

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