Swiss digital health startup developed an innovative connected device to support stroke survivors in their rehabilitation journey. The solution combines wearable motion sensors with a digital platform to track recovery progress, enable remote clinical supervision, and improve therapy adherence.
The Challenge
Despite clinical promise, the company encountered major go-to-market hurdles:
- Fragmented commercialization efforts across sales, marketing, and reimbursement
- Undefined customer journey and post-sale service lifecycle
- Lack of scalable tools for performance tracking and inventory fulfillment
- Uncertainty in hospital procurement and payer negotiations
The Solution: Aligna Platform Powered by SEAM
To overcome these challenges, the startup partnered with E-novate and adopted the Aligna commercial platform, built specifically for MedTech growth. The project was driven by the SEAM (Systemic Enterprise Architecture Methodology) developed by the Laboratory of Systemic Modeling at EPFL, providing both strategic structure and execution capabilities.
Key Implementation Highlights
- Customer Lifecycle Modeling
Defined a complete service lifecycle—Acquisition, Delivery, Usage, Maintenance, Termination—mapped onto hospital, therapist, family caregiver and patient touchpoints.
- Commercial Platform Rollout (Aligna)
Integrated Salesforce CRM, MedTack Fulfillment, Tableau, and QuickBooks Online within the Aligna platform to support key business functions (sales, marketing automation, customer support, financials).
- Execution Roadmap & KPI Dashboard
Developed a structured go-to-market roadmap and live KPI dashboards to track adoption, engagement, usage trends, and reimbursement progress.
- Payer Strategy Alignment
Leveraged clinical data to negotiate pilot reimbursement models with Swiss insurers and position the product within hospital procurement flows.
- Data Maturity & Compliance
Applied SEAM’s information maturity model to ensure regulatory compliance, clinical data security, and internal process transparency.
Results
- 5 hospitals onboarded in 6 months
- Streamlined pilot deployment and fulfillment with Aligna
- Reimbursement validation enabled product-market fit
- Scalable infrastructure in place to support expansion in DACH and EU market
Key Takeaway
By leveraging the Aligna MedTech commercialization platform and structuring their execution through SEAM, the startup achieved a fast, low-risk, and fully traceable market entry. This hybrid approach ensured alignment between clinical innovation, commercial execution, and regulatory expectations—critical to long-term success in the digital health sector.
Technologies and Frameworks
Aligna, SEAM, Porter’s Value Chain, Salesforce CRM, Marketing Cloud, Tableau, MedTack Fulfillment, QuickBooks Online