From healthcare
technology to market,
partnerships and growth.

How can Q22 help?

Senior commercial strength when an opportunity also needs to be executed.

A good product, technology or market potential is not enough. Growth requires the right positioning, access to customers and partners, and someone who actually moves the commercial process forward.

Q22 can step in temporarily or on a project basis to fill that role.

1. 01CommercializationFrom technology or product to commercial traction.

   I help sharpen propositions, determine the right markets and customers, and set up and carry out a practical go-to-market approach.

   Including

   • Positioning
   • Value proposition
   • Go-to-market
   • Customer development
   • Business development

   Discuss your challenge →
2. 02Strategic partnershipsFinding the right partners and getting them to the table.

   From partner selection and first contact to negotiations, licensing, co-development and commercial agreements.

   Including

   • Partner scouting
   • Licensing
   • Co-development
   • Commercial agreements
   • Negotiations

   Discuss your challenge →
3. 03Business development & strategic accountsSenior commercial capacity when it is lacking internally.

   I can step straight into business development, complex accounts, commercial processes and negotiations — without the immediate need for a permanent senior hire.

   Including

   • Business development
   • Key accounts
   • C-level stakeholders
   • Tenders
   • Interim/fractional support

   Discuss your challenge →
4. 04European market developmentEntering or further building a European market.

   I help determine where the best commercial opportunities lie and translate that into market access, local partners, customer development and practical execution.

   Including

   • Market entry
   • Market selection
   • Partner selection
   • Local commercial setup
   • European expansion

   Discuss your challenge →
5. 05Healthcare venturesFrom technology or concept to a commercially credible company.

   For young healthcare companies and new ventures, I help with commercial validation, positioning, partnerships, financing and the route to market and to the patient.

   Including

   • Venture building
   • Commercial validation
   • Funding
   • Partner strategy
   • Go-to-market

   Discuss your challenge →

Experience

20+ years on both sides of the table.

My experience comes from international healthcare companies and from building companies myself.

I worked in sales, market access, business development and strategic partnerships at companies including Johnson & Johnson, Nutricia, Allergan and DSM Biomedical. As an entrepreneur, I helped build healthcare ventures, financing processes and a regulated EU GMP platform.

That combination is the foundation of Q22: being able to think strategically, but above all knowing what it takes to actually get something off the ground.

Track record

20+ years

MedTech, Pharma & Life Sciences

€10M+

international co-development opportunities

€7M

funding and grants for healthcare ventures

EU GMP

regulated pharma platform built

Cases

Experience from practice.

Not advisory models as proof, but commercial responsibility for real products, partnerships, customers and companies.

1. Case 01

   DSM Biomedical

   International partnerships & business development

   Responsible for international business development, strategic accounts, co-development and supply partnerships within medical devices and biomaterials.

   • €10M+ in co-development opportunities developed
   • Development and supply relationships up to eight-figure value
   • DSM Circle of Excellence 2019
2. Case 02

   Stabican

   From concept to regulated pharma platform

   As co-founder and Managing Director, involved in building a pharmaceutical platform for analysis and formulation: from technology, financing and organization to EU GMP and commercial development.

   • EU GMP certification
   • Financing and grants raised
   • Platform developed towards application in patients
3. Case 03

   Market access & healthcare adoption

   From product to actual access to the patient

   Experience with market access, pricing, reimbursement and commercial healthcare adoption within international Pharma and MedTech.

About Q22

Not a consultant on the sidelines.

Q22 is the independent commercial practice of Ivo Schefman.

For more than twenty years I have worked at the intersection of technology, healthcare and commerce — from sales and market access to international business development, strategic partnerships and entrepreneurship.

That is why I do not only look at what an organization should do. Where needed, I step in myself to approach customers and partners, open commercial processes, support negotiations and turn plans into concrete progress.

For additional expertise, I work with specialized partners from my network where needed.

More about my background →

Approach

From question to commercial progress.

1. 01UnderstandWhere is the real commercial opportunity? What is holding growth back? Which customers, markets or partners are relevant?
2. 02BuildSharply define the proposition, commercial route, partner strategy and go-to-market.
3. 03ExecuteApproach customers and partners, open doors, hold conversations and move commercial processes forward.

Strategy is the beginning. Execution makes it valuable.