Market Access Masterclasses: for SMHS HealthReady cohort companies
Masterclass description
Selling into a system that wasn't built to buy
Join a practical two-part masterclass series designed for SMHS HealthReady participants, focused on commercialisation strategy, go-to-market planning, market prioritisation, positioning, and stakeholder engagement.
Learn how to identify the right customers, communicate value effectively, and navigate pathways to healthcare adoption.
Each session includes 45 minutes of presentation followed by 15 minutes of Q&A and is available for free to SMHS HealthReady participants.
After each masterclass, a limited number of 1-1 consultations will be available to discuss the specifics of their project.
Session 1 - Introduction
Market Access Strategies for Public and Private Hospitals
Suitable for projects at any stage of development.
4 December 2026 | Online
Good health technology often stalls at the sale rather than the science. This session explores how funding flows through Australia's public and private hospitals (and with other payers).
Topics include:
How money reaches a product in public and private hospitals
The key decision-makers between a clinical "yes" and a purchase order
Procurement pathways and purchasing thresholds
Realistic timelines
Understanding the conditions attached to grant money
Session 2 - Advanced
If No One Pays for It, It Doesn't Matter How Clever It Is
Designed for projects undertaking clinical validation or already generating sales.
Coming in 2027 | Online
This session covers how to design a pilot that converts, prove value in terms a finance director recognises, price for buyers and scale beyond the first site.
Topics include:
Designing pilots that lead to purchasing decisions
Translating value in terms that finance directors use to make investment decisions
Developing pricing strategies that align with buyers
Expanding beyond your first site
After each masterclass, participants can book a one-hour 1:1 with Pete Saunders (places are limited).
Biography
Pete Saunders
Pete Saunders brings a decade of experience in management consultancy and service design, having transitioned from advertising and marketing into roles focused on innovation, digital strategy, and commercialisation. He has worked across the health, government, and education sectors, including at executive level in an ASX-listed software medical device company and as co-founder of a successful health-tech start-up. His broad expertise covers human-centred design, operations, brand and visual strategy, product management, and marketing, contributing to organisations ranging from start-ups to global firms. Today, Pete specialises in embedding innovation as a core capability within STEM organisations, with a strong emphasis on operational and leadership impact. He’s passionate about creating collaborative, high-performing teams and advancing digital transformation. Beyond his consultancy work, Pete also advises the Pancare Foundation, teaches service design practices at the Public Sector Network, and mentors MedTech and health companies, supporting them to navigate complex innovation and commercial pathways.
Tickets for good, not greed Humanitix dedicates 100% of profits from booking fees to charity
