KOL Mapping to Strengthen Digital Health Market Access

Client Background

The client is a digital health startup preparing to launch a remote diagnostics platform across selected European markets. With a product ready for commercialization, the company needed to build credibility and early adoption by engaging the right medical influencers and institutional stakeholders. 

Client’s Challenge 

The client lacked clarity on how medical professionals in different European regions perceived remote diagnostics. Adoption barriers varied by geography, practice type, and regulatory context. Without a regionally nuanced understanding of KOL sentiment, the team risked misaligned messaging, weak pilot partnerships, and pricing models that did not reflect real market expectations. The leadership sought evidence-based insights to shape a differentiated, market-ready launch strategy. 

How Mordor Intelligence Helped 

Developed a Detailed KOL Map 

• Identified primary care practitioners, hospital technology advisors, and digital health policy influencers across three strategic European regions. 
• Categorized KOLs by influence type, specialization, and ecosystem role. 

Conducted In-Depth Expert Interviews 

• Completed more than 15 structured conversations with diverse clinical and policy stakeholders. 
• Captured perspectives on adoption hesitancy, pricing norms, data trust, and conditions required for long-term uptake. 

Segmented Feedback into Behavioral Profiles 

• Grouped KOLs into distinct profiles based on decision behavior and influence pathways. 
• Linked each profile to specific messaging themes, trust levers, and product value propositions. 

Localized Insight Framework 

• Adapted research design to reflect intra-country differences, provider workflows, and regulatory contexts. 
• Ensured insights were directly applicable to pilot planning and commercial readiness. 

Key Findings

• Adoption barriers varied significantly across markets, shaped by levels of clinician trust, institutional readiness, and reimbursement clarity.
• Pricing expectations differed by practice type; some favored value-based contracting while others preferred predictable subscription structures.
• Early market success depended heavily on endorsements from respected clinical institutions and high-credibility pilot sites.
• Messaging needed to shift from technical functionality to clinical workflow support and patient outcome improvement.

Our Industry Coverage 

Mordor Intelligence has supported KOL insight engagements across more than 20 sectors, including digital health, medtech, biotechnology, pharmaceuticals, and diagnostics. Our tailored capabilities include: 

• Market Entry Strategy and International Expansion
• Go to Market Strategies Informed by Expert Influence Dynamics
• Opportunity and Competitor Assessment Grounded in Expert Networks
• Regulatory and Policy Sentiment Analysis
• Customized Primary Research Including Expert Interviews and Panels

We help organizations translate expert perspectives into strategic clarity, enabling more informed decisions and stronger market access outcomes.