Market Access by Design

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Start at the Finish Line

Most companies start with regulatory approval. We ask you to start with payer approval.

Too many medtech companies follow the same pattern. They work step by step. First FDA, then CE mark. Marketing claims. Post-market evidence. And only at the very end — sometimes too late — they discover that payers won’t fund what they built. At Metis, we flip that logic.

We begin where everyone else ends: What reimbursement level do we see today and in the future? What premium can the market sustain? Which payer barriers will decide success?

Once we know the destination, we engineer the path backwards.

    Value story
    +
    Evidence
    +
    Pricing
    +
    Reimbursement
    =
    Access strategy
All shaped by the payer’s reality. This is Market Access by Design — deliberate, strategic and built for launch-day success.

What We Believe

Market Access isn’t a department. It's a company mindest.
Metis Market Access is a consultancy dedicated entirely to strategic market access for medical technology.

Why only medtech?

Because medtech is not pharma.
  • It behaves differently.
  • It’s reimbursed differently.
  • It’s adopted differently.
  • And it requires a different kind of expertise.

Market Access, in its broadest sense, is everything a company must do to ensure that:

  • payers fund the innovation
  • providers can afford to adopt it
  • the price reflects the value
  • evidence aligns with real-world decision making
  • efficiencies for hospitals and healthcare systems become visible and credible
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Modern market access also means tackling today’s systemic pressures – workforce shortages, the shift to outpatient care, operational bottlenecks.
Medtech must help solve these challenges. Metis shows you how.

A Career of Firsts

Markus Siebert is one of the pioneers in med tech Market Access.
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With degrees in Economics and Health Economics and more than 25 years in international medtech access, Markus’ career has been defined by pioneering work. He created the first economic department at Eucomed (now MedTech Europe).

He helped adapt HTA for medical devices – and published a first article on it. He cofounded the European Health Technology Institute for Socio-Economic Research (EHTI).

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In industry, he built European and then global market access at St. Jude Medical / Abbott, leading teams of 40+ experts in EMEA and Asia.

Metis is the continuation of that mission – bringing thoughtful, experienced, strategic access expertise to companies of all sizes.

What Metis Brings to You

Design Access, Don’t Chase It

Market Access is not a checklist. It’s a living strategy.
Metis helps medtech innovators build a market access strategy that is:
  • early
  • evidence driven
  • payer aligned
  • globally aware
  • locally realistic
  • embedded in the organisation

We analyse what truly matters: coding systems, reimbursement structures, health economic thresholds, funding routes – and how they differ across markets.

Through our Reimbursement Opportunity Sizing Assessment (ROSA), we model alternative reimbursement pathways and quantify their financial impact.

This creates clarity, confidence and real options.

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Value Proposition to the Test

Value is never universal. It depends on who is looking.
As a start for your market access strategy, we look at your value story from all the vantage points that matter, including the payer’s.
We examine the innovation through several questions:
  • what value?
  • for whom?
  • compared to what?
  • on which time horizon?

We identify the cost drivers payers care about and pressuretest the value for money story.

We outline the evidence required to substantiate those claims — clinical, economic, operational.

Our approach is called Early Value Assessment (EVA), because if payer value isn’t built early, it becomes expensive later.

The EVA approach does not only apply to home-grown innovations. It is equally applicable and relevant to acquisitions. If you are targeting the acquisition of a company, we can help you to extend your due diligence to the market access readiness of their existing technologies and their pipeline. Using Metis for this analysis will secure confidentiality to the best possible extent.

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Value-Guided Pricing

COGS & mark-up is no pricing strategy for market access.
The price of a medical technology innovation is closely connected to "Market Access": it drives customer acceptance; is influenced by existing and possible future reimbursement levels; and determines the cost-effectiveness of the technology
We help you build a price that aligns with:
  • payer value
  • existing reimbursement
  • local economic thresholds
  • competitive reality
  • achievable evidence
  • long-term sustainability

This is Value Guided Pricing, pricing designed around current and future reimbursement levels and the payer’s willingness to pay

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Consultative Selling — From Product to Solution

Hospitals don’t only wait for another product. They wait for solutions.
Hospitals struggle with:
  • fixed budgets
  • staffing shortages
  • rising complexity
  • move to outpatient
  • inefficiencies in patient flow

We help companies translate their technology into measurable operational impact – freeing up time, capacity and resources.

We quantify gains, identify bottlenecks and support the shift from selling a device to selling a solution.

This is Consultative Selling and it can become your competitive edge.

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Build a Market Access Engine

Strong Market Access teams don’t happen. They are built with intent.
We help organisations build or strengthen the Market Access function:
  • capability assessment
  • role definition
  • team design
  • hiring support
  • training
  • interim support
  • operating model optimisation

We bring clarity on what must established internally and what can be outsourced.

We offer leadership coaching for Market Access leaders navigating change, scale or transformation.

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