From product validation to commercial scale

📍20. oktober 2026 kl. 09:00–16:00
Flora Lounge, Forskningsparken, Oslo

Norway Health Tech invites you to the first in-person full-day gathering of our commercialisation programme.

This session is particularly relevant for companies that have moved beyond the early development stage, have a validated product, and are facing the challenging transition from technical validation to commercial adoption and scale.

The aim of the day is to provide participants with practical insights, real-world experiences and strategic sparring on how to refine their value proposition, develop sustainable business, pricing and sales models, and navigate complex healthcare markets both nationally and internationally.

We hope the day will provide both new perspectives and concrete takeaways that participants can bring back to their own commercialisation efforts.

Each company is encouraged to send two participants, with a maximum of three attendees.

Please indicate in your registration if you would like to participate in mentoring sessions. We will send a separate email asking you to describe the topics you would like to discuss, with a focus on the themes covered during the gathering.

Please note that the in-person sessions and mentoring programme are available exclusively to members of Norway Health Tech. We are offering complimentary membership through the end of 2026. Contact Therese if you would like an informal, no-obligation conversation about becoming a member.

Program

09:00 – Welcome and introductions
We will start the day with a brief introduction to the programme and the participants. Each company will be invited to briefly share where they are in their commercialisation journey and which questions or challenges they would particularly like to explore.

09:30 – How to structure your value proposition and business model for international scaling
Dr Markus Schmid, Technology & Science Lead, Roche Diagnostics

What does it take for a large international healthcare company to invest in an external digital solution?

Markus Schmid will share the perspective of a global industry player and provide insight into how larger companies assess commercial attractiveness, value propositions and business models. He will explore how companies can translate technological features into clear operational and financial value, what characterises scalable pricing and sales models, and the difference between a product that works well in a local pilot and a solution that is ready for integration into larger healthcare systems. The presentation will be held in English and followed by a Q&A session.

10:30 – Break

10:40 – Roundtable discussion: Value proposition and business model
Following the presentation, we will move from theory to the participants’ own challenges. In smaller groups, participants will discuss how the perspectives presented relate to their own businesses: Is the value proposition clear enough? Who is the customer? What value does the solution create, and for whom? And is the current business model designed for scaling?

11:30 – Lunch

12:15 – Commercial scaling: Experiences and perspectives from industry

Anita Kjenes, Market Director, Respiratory and Immunotherapy, AstraZeneca
Anita will share experiences and perspectives on commercial scaling from a large international healthcare company. The presentation will focus on what it takes for a product to move from being market-ready to achieving genuine commercial adoption and growth.

Øystein Bach, Marketing Director, Novartis Norway
Øystein will take a closer look at customer and market understanding, commercial positioning and how to develop a market strategy that supports scaling. How do you select the right customers and segments? How do you position the solution so that it addresses a genuine need? And how can the market strategy contribute to growth rather than remain a plan on paper?

13:20 – Break

13:30 – From market opportunity to growth strategy
Eli Bergli, Healthcare Partnership Director, Novartis Norway

Eli will take a broader view and place commercial decisions within a wider strategic context: What does it take to achieve long-term commercial success? How should companies prioritise between different markets and customer segments? And how should the organisation be structured when the ambition shifts from product launch to growth and scaling?

Closing of the plenary session: Information about the next stages of the programme and the start of the mentoring sessions.

14:00–16:00 – One-to-one mentoring sessions

The day will conclude with individual conversations between each company and a relevant mentor. The aim of the mentoring programme is to connect the companies with experienced industry and commercialisation professionals who can provide practical advice on each company’s specific challenges and priorities.