You have the product.
Italy has the market.
The gap is strategy.
CCi builds and manages the complete commercial infrastructure for your medical device in Italy — from distributor selection to SSN procurement, from KOL engagement to field support.
This solution is right for you if:
You have CE marking but no Italian commercial presence yet
You don't know which distributor model fits your device class and category
You want results without building a local entity immediately
You tried entering Italy before and it didn't work — without knowing why
You need someone accountable for field results, not just strategy documents
Why excellent products fail in Italy — and it's almost never the product's fault.
Italy is the 4th largest MedTech market in Europe, worth over €16 billion. The opportunity is real. But the path is not straightforward.
Public healthcare (SSN) drives 75% of all medical device purchases. That means hospital procurement, regional authorities, gare pubbliche, CND codes, LEA tariffs — a system that rewards those who know it from the inside and systematically punishes those who underestimate it.
"Most companies fail in Italy not because of their product. They fail because they trust a distributor and disappear."
Without the right commercial infrastructure — the right distributors, the right KOLs, the right procurement strategy — even Class III devices with strong clinical data can sit on a shelf for 18 months.
A complete commercial infrastructure — built around your device.
The Total Sales Solution is CCi's most comprehensive engagement. We design and run the entire commercial operation for your device in Italy — from market entry through to a fully functional, independently operating sales structure.
Market assessment & device positioning
Deep analysis of your device category, competitive landscape, realistic revenue potential, procurement pathways and KOL mapping across Italy's key medical centres.
Distributor selection & management
Identification and vetting of the most appropriate regional or national distributors from CCi's verified network. Ongoing supervision to ensure accountability to agreed sales targets.
KOL engagement & clinical support
Direct outreach to the vascular surgeons, department heads and clinical opinion leaders who matter for your device category. Relationship building the right way — clinically credible, relationship-first.
SSN procurement & tender preparation
BDNM registration, CND product coding, gare pubbliche preparation, LEA tariff positioning. We navigate Italy's public procurement system with the same fluency we bring to the clinical side.
Field execution & sales team support
CCi stays in the field — attending clinical demonstrations, supporting distributor sales reps, joining hospital meetings. Not advisory from a distance: direct, accountable execution.
Performance tracking & reporting
Regular reporting to your HQ on pipeline status, KOL relationships, distributor performance and market feedback. Full visibility on what's happening — and why.
Three phases. Clear milestones. You stay in control.
Market Assessment
We start before any commercial activity begins. A structured analysis of your device, your competition, and the Italian market — designed to surface the real obstacles before you invest in field execution.
- Device category & competitive landscape analysis
- KOL mapping across target regions
- Procurement pathway & reimbursement assessment
- Distributor landscape overview
- Realistic revenue model and timeline
Commercial Build
With the assessment complete, we build the commercial infrastructure — selecting the right partners, establishing the KOL relationships, and preparing for the first SSN tenders.
- Distributor selection, contracting and onboarding
- KOL engagement programme
- BDNM registration & CND coding
- Pricing strategy & market positioning
- First tender preparation
Field Execution
We stay in the field for the duration of the engagement — attending procedures, supporting the sales team, managing key accounts directly, and reporting back to HQ with full transparency.
- Clinical demonstration support
- Direct key account management
- Distributor performance supervision
- Pipeline management & HQ reporting
- Ongoing KOL relationship management
A functioning commercial infrastructure in Italy — with the first SSN contracts in pipeline.
From colleagues and clients
"Clodio is both a great General Manager and a great person. He has a strong vision about the High Tech and Life Saving Medical Healthcare field derived from more than twenty years old working experience. He has a strong track record for building the business in new geographies and creating development opportunities."
"Clodio is a very pro active manager who it has been a pleasure to work with over recent years. His approach to job situations has been to listen and then act. Clodio is a great team builder with a special focus on objectives and goals. Fianly is very important says that Clodio is a reliable person/manager."
Tell us your situation. We'll tell you if this solution fits.
A 30-minute call is enough to understand your challenge and give you a clear picture of what the Total Sales Solution would look like for your specific device and market stage.
Schedule a free 30-min call