Go-to-Market Plan — EquiTrak Pro (Balance & Vestibular)
Manufacturer: MedBalance GmbH · Launch markets: India + UAE · Target launch: Q3 2026
Launch Markets
2 (India + UAE)
Target Revenue Y1
$696K
Units Target Y1
48 units
Time to First Sale
~9 months
Pricing Strategy
| Market | List Price | Floor | vs. Leader |
|---|---|---|---|
| 🇮🇳 India | ₹14.5L | ₹11L | -22% vs Interacoustics |
| 🇦🇪 UAE | AED 28K | AED 21K | -18% vs Interacoustics |
| 🇹🇭 Thailand | THB 280K | THB 210K | -20% vs Natus |
| 🇸🇬 Singapore | SGD 22K | SGD 17K | -15% vs Interacoustics |
Strategy: Price 18–22% below Interacoustics. Maintain 35%+ gross margin.
Market Positioning
Value Proposition
Premium-equivalent clinical performance at accessible pricing, with local service and support
Target Buyers
ENT Department Heads, Neurology Chiefs, Hospital Procurement at multi-specialty chains
Key Differentiator
Cloud analytics + EMR integration + Taevas's local training & service network
Competitive Moat
3-year exclusive distribution rights + Taevas's existing 400+ hospital relationships
Sales Channels (India)
Taevas Direct Sales Team55%
Own team, highest margin, brand control
Sub-distributors (Tier-2/3 cities)25%
3 regional partners identified
Hospital Group Tenders15%
Apollo, Fortis, Max procurement cycles
Online B2B (2027 onwards)5%
Indiamart, medical B2B platforms
KOL Engagement Plan
RV
Dr. Rajesh Verma
Head of ENT, AIIMS Delhi
Product evaluation + case study
SK
Dr. Smita Kulkarni
Neurotologist, Hinduja Hospital Mumbai
Clinical demonstration Q2
AS
Dr. Arun Sharma
Vestibular Lab, PGI Chandigarh
Research collaboration + publication
MN
Dr. Meera Nair
ENT Chief, Amrita Kochi
KOL endorsement + regional influence
Launch Milestone Timeline
Training Materials Ready
Apr 2026Done
Owner: Priya S.
Sales Team Training
May 2026In Progress
Owner: Priya + Raj
KOL Demo Events (India)
May–Jun 2026In Progress
Owner: Raj T.
India Registration (CDSCO)
Aug–Sep 2026Upcoming
Owner: Regulatory
First Sales — India
Q4 2026Upcoming
Owner: Sales Team
$696K Revenue Target Y1
Dec 2026Upcoming
Owner: All Teams
✦ AI Advisor
•
India KOL engagement on track — AIIMS Delhi demo scheduled May. Prioritize to drive hospital procurement.
•
UAE direct sales can close faster than India regulatory — assign dedicated BD resource for UAE government hospitals.
•
Conference strategy: present at AORL Annual Congress (Sep 2026) — largest ENT event in Asia.