Medical devices & Pharmaceuticals

We have delivered in-depth opportunity assessments and developed and executed go-to-market strategies for a wide range of companies spanning the medical technology sector and wishing to target the growing East Asian markets.

We have a thorough working knowledge of the regulatory environments, covering registration and reimbursement in Japan, China and Korea and an excellent understanding of distribution channels for medical devices and technologies. We have sold and licensed compounds, technologies and processes into Japanese and Korean pharmaceutical companies, and have broad experience across the drug discovery ecosystem.

Our longstanding presence and network in the region means we can access C-level executives inside the CROs, pharmaceutical and medical technology companies, as well as clinicians inside hospitals and academics at universities and research institutes.


Medical devices

The Brief

Japan's leading manufacturer of wound care and ostomy products appointed Intralink to assess the opportunity for its products in China and to develop a channel strategy through the appointment of a master distributor.

The Approach

Intralink focused on China's largest cities and met with senior managers inside competitors, distributors and hospitals to deliver an in-depth analysis of China’s ostomy market. At the same time, we identified and evaluated potential channel partners for the client in Beijing, Shanghai and Guangzhou.

The Outcome

Intralink managed the negotiations with the preferred channel partner, successfully concluding a distribution agreement. The final agreement included sales targets, a commitment by the partner to marketing spend, and roll-out schedules for the company's products. Intralink continued to manage the relationship with the partner till the client was ready to assume direct control.

our sector specialists

Solomon Bergen-Bartel
Solomon Bergen-Bartel
Medical & Pharma specialist

Sol has a degree in Biology from the University of Virginia where he did lab research on DNA replication. At Intralink he has been involved in market strategy creation and business development for genetically modified insects, enzymes, drugs, medical devices and tools for drug R&D. He has dealt with major hospitals as well as Chinese and multinational pharmaceutical, device and healthcare companies.

Charles Cielo
Charles Cielo
Medical & Pharma specialist

Charles has a graduate degree in chemical and biological engineering, specialising in gene expression system development, transgenic animal technology and protein structural biology. Prior to Intralink, he worked for a multinational pharmaceutical company. As part of the Intralink Medical & Pharma group, Charles has managed market evaluation and licensing for biologics and IVDs, in vitro ADME/PK/TOX kit and contract research business development, medical device channel development and healthcare-related IT development projects.

Paul Mori
Paul Mori
Medical device specialist

Paul has worked with a variety of medical device manufacturers to develop their go-to-market strategies for Japan. He has a thorough understanding of the regulatory requirements and of the strategic options available to companies entering the market for the first time, and a broad network of contacts among medical device resellers and medical practitioners. Paul is fluent in Japanese, English and Norwegian and is based in Intralink's Tokyo office.


"In providing business development services for our vascular franchise in Asia, Intralink were highly responsive and their final reports insightful, well-structured and with the requisite level of detail."

Dave McMahon, Commercial Director

Biocompatibles UK Ltd

Medical Devices


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