Show Your Working: Why Evidence Matters in MedTech Innovation

Why Evidence is the Foundation of MedTech Innovation

The adoption and spread of medtech innovations has long been a challenge in the NHS and international healthcare markets, particularly for SMEs. The NHS Long Term Plan itself recognises that this process must be faster, clearer, and simpler so that innovations, and their benefits, reach patients and clinicians more quickly. 

Yet innovators often encounter barriers that are frustrating, costly, and puzzling, especially when their ideas initially receive enthusiastic feedback. So why does early excitement fade into resistance at later stages?

From Enthusiasm to Evidence: Turning Ideas Into Proof

In the early stages, innovators frequently hear that their idea is brilliant and “everybody loves it”. While encouraging, this kind of reaction alone cannot drive a new product to market. A positive response to a concept often shifts once the idea is tested in practice. 

Early enthusiasm needs to be reinforced by evidence: proof of clinical need, validation of benefits, and data that shows the innovation’s impact in real-world settings. Without it, claims of market appeal can unravel at the very point when adoption and investment decisions are made.

Who Needs Evidence and Why it Matters

Evidence matters because different stakeholders need reassurance on different points: 

• Patients want to know the innovation is safe and effective. 
• Clinicians need proof that it improves care, reduces workload, or solves a real problem. 
• Hospital decision-makers look for evidence of cost-effectiveness and operational benefits. 
• Investors require data to assess ROI, market fit, and health economic value. 

Independent organisations such as Health Tech Enterprise can help innovators identify which evidence is needed, provide guidance on trial design, and connect them with clinicians, development partners, and investors. 

Evidence Across the MedTech Development Pathway

Evidence underpins every stage of development, from idea generation to adoption and scaling. Early buy-in from stakeholders is crucial, as this prepares the ground for ethical approval, patient recruitment, staff training, and infrastructure needs. 

A systematic approach often begins with identifying and categorising potential benefits -clinical, operational, economic, and patient-focused. This ensures the value proposition is clear for all stakeholders. Clinicians, for example, may highlight advantages (such as portability or usability across wards) that others might overlook. 

Next, measurable metrics must be selected and divided into qualitative and quantitative categories. The challenge lies in isolating the benefits directly attributable to the innovation rather than to wider initiatives or system changes. 

A further step involves classifying benefits into: 

• Cash-releasing savings (e.g. reduced admissions).
• Non-cash-releasing efficiencies (e.g. staff time saved).
• Non-financial benefits (e.g. reduced stress, improved patient experience).

How to Collect and Analyse Baseline Data for Proof of Impact

To measure impact, robust baseline data is essential. 

• Prospective data: A time and motion study, for example, can track how clinicians currently use an existing device and then compare results post-implementation. 
• Retrospective data: Longitudinal analysis from IT systems can be used to measure trends such as GP appointment volumes before and after the introduction of an innovation. 

Once collected, this evidence must be analysed to answer key questions: 

• Are patient outcomes improving? 
• Do clinicians find the device useful and easy to adopt? 
• Can benefits be clearly attributed to the innovation? 
• Are there demonstrable cost savings or efficiency gains? 

The answers help determine readiness for adoption and build the business case for scale-up.

The Investor Perspective: Commercial Evidence and Market Validation

Investors play a pivotal role in enabling innovations to progress. They want evidence that an innovation is not only clinically sound but commercially viable. This includes: 

• Intellectual property position. 
• Competitor and market analysis. 
• Validation of clinical and operational need. 
• Evidence of health economic value.

This analysis helps determine both the potential ROI for healthcare buyers (such as the NHS) and for the investor themselves. 

The Payoff: How Evidence Accelerates Adoption and Scale-Up

A comprehensive, evidence-based approach is the most effective way to understand and demonstrate the value of a medtech innovation. By systematically identifying, measuring, and validating benefits, innovators can: 

• Strengthen their value proposition.
• Secure investment.
• Increase adoption and scaling across healthcare systems.

Ultimately, evidence ensures that innovations reach the patients and clinicians they are designed for – more quickly, more reliably, and in line with the ambitions of the NHS Long Term Plan.

Disclaimer. The views and opinions expressed in this article are solely those of the author and do not necessarily reflect the official policy or position of Test Labs Limited. The content provided is for informational purposes only and is not intended to constitute legal or professional advice. Test Labs assumes no responsibility for any errors or omissions in the content of this article, nor for any actions taken in reliance thereon.