Your third pilot is going well. None of them has turned into a contract.
A pilot without metrics, trigger events and a budget owner is a polite way for a hospital to say no. We've taken a telemedicine platform from a hospital pilot to an exit, and we design pilots so that "it went well" has a number and a next step attached - before day one.
The clinical champion loves it. Procurement has never heard of it. The sponsor who signed the pilot has no budget line for what comes after.
Regulation isn't your moat - it's a tax on runway. Classification, notified bodies, GDPR, the AI Act: each one is a year of someone's time if you find out late.
Hospital IT asks what liability you assume, where the data sits, and how you integrate with the record system. Your deck doesn't answer; your product has to.
A pilot is a contract with an exit clause, not a free trial.
Telemedicine since 2012. Hospital pilot → exit. The backend still runs.
Our founder built a B2B2C telemedicine platform from idea through a pilot with a major medical centre to an exit to a strategic buyer. The same platform carries a second product line today - the software outlived the deal.
Since then: a teleradiology service in Bulgaria, regulated healthtech products at tens of thousands of users, a nutrition app whose scoring was rebuilt on a current nutritional standard. Research, engineering and growth in one team - all of them used to the word "audit".
Not a regulatory consultancy. Not a generic health-app factory.
We don't replace your regulatory advisor or notified body. We build so that their work is possible and cheaper - documentation, traceability and controls exist because the software was designed for them.
We don't build everything the clinician asks for. Complex solutions almost never endure in hospitals; we'll tell you what to leave out of the pilot, and why.
We don't do unpaid pilots on your behalf. A hospital that pays something, even a little, has a reason to measure.
Tell us where the pilot stands and who owns the budget. We'll tell you what's missing for it to convert.
We’re built for fast communication: no forms, no briefs, no call to book. Just write - a senior on the team replies directly.
Healthcare software development in the EU: getting out of pilot purgatory
Digital health has a specific failure mode. The product works, clinicians like it, the pilot report is positive - and nothing happens. Hospital leaders have said it plainly: a pilot is often a way to say no without saying it. Twelve pilots and zero deployments is a normal portfolio. The cause is rarely the technology. It's that the pilot was designed as a demonstration rather than as a decision.
Designing the pilot as a decision
A pilot that converts is agreed as a set of numbers and triggers before the first patient is enrolled: which clinical, operational and financial metrics define success, what baseline they're measured against, and what happens automatically when they're hit or missed. Crucially, the person whose budget pays for the first year of deployment is in the room from the kick-off - not discovered in month five. We've seen the alternative from the vendor side and from the buyer side; the fix is unglamorous and it works.
Regulation as a tax on runway
In the EU, regulatory cost is the quiet killer of digital-health startups. Founders have described spending more on compliance staff than on engineers; notified body fees and queues under MDR run to years and six figures; GDPR and now the AI Act add their own documentation. None of this can be avoided, but most of it can be made cheaper by building for it from the start: classification settled early so you know which rules apply, audit trails and role-based access in the first version, data residency chosen deliberately, documentation generated as a by-product of how the software is built. Compliance by design is not a slogan; it's the difference between a pilot's code being the product's code and a pilot's code being thrown away.
Telemedicine, remote monitoring, teleradiology
Our experience is concrete rather than general. A telemedicine platform built from 2012, piloted with a major medical centre and sold to a strategic buyer, with a second product line still running on its backend. A teleradiology service in Bulgaria. Consumer health and nutrition products at tens of thousands of users with research-grade scoring. We know what hospital IT will ask about integration and liability, and we build the answers in rather than promising them.
Who this is for
Digital-health founders in the EU preparing or stuck in a hospital pilot. Clinics and medical groups that want to run a pilot that actually ends in a decision. Corporate health and insurance innovation teams whose pilots keep dying in a slide deck - for those, see also corporate spin-offs. If the product idea itself is untested, the right first step is should you build it?.
Frequently asked
We don't replace your regulatory advisor or notified body. We build so their work is possible and cheaper - classification considered early, technical documentation and traceability produced as we go.
In the EU, with residency chosen per project and documented. We know which third-party services to keep away from patient data.
Yes - standards-based where the hospital supports it, pragmatic where it doesn't. Integration scope is agreed as part of the pilot design, not discovered during it.
As short as the metrics allow. If the success number can be measured in eight weeks, a six-month pilot is six months of someone's enthusiasm fading.
Both. For a clinic, we design the pilot so that the decision is yours and the vendor is measured. For a startup, we design it so that the decision comes.