East Africa Expansion
EziSurg Medical – Surgical Equipment
Situation / Problem Statement
EziSurg Medical sought to expand its surgical equipment business across East Africa but faced challenges identifying specialized distributors with the technical expertise, regulatory familiarity, and hospital access required for effective market penetration.
Task / Objective
Identify and appoint high-performing, specialized distributors across East African markets to support sustainable growth and accelerate commercialization.
Key Hypothesis
A focused distributor scouting process emphasizing specialization and local market expertise—combined with in-person engagement—would accelerate alignment, trust, and deal closure.
Action / Approach
We conducted targeted distributor scouting across East Africa, building a longlist and shortlist based on technical capability, hospital relationships, and regulatory experience. Shortlisted partners were engaged through in-person meetings to accelerate trust, alignment, and decision-making. Commercial terms were supported through structured negotiation.
Result / Impact
- 2 distributor agreements signed
- Accelerated partner selection through in-person engagement
- Improved partner quality and market readiness
- Established a strong foundation for regional expansion
Key Insight
In medical device distribution, specialization and on-the-ground engagement materially increase the speed and quality of distributor appointments.
Market Entry Specialist 