We’re excited to be back for another episode of the Life Sciences Today Podcast by Healthcare IT Today. My guest today is Theo Mastrokostopoulos, Co-Founder and CEO at Pleo Flow. This episode explores one of the biggest anti-patterns in medtech: building a technology first and only later trying to figure out who buys it, how it gets reimbursed, and whether the economics work. Mastrokostopoulos argues that successful medtech companies must design from commercialization backwards — starting with what you sell, how you price it, who buys it, and how those answers should shape product design from day one. The conversation uses Mastrokostopoulos’s current company, Pleo Flow, as a live example of how to align patient safety, physician usability, reimbursement, and hospital economics early.
Check out the main topics of discussion for this episode of the Life Sciences Today podcast:
- Tell us about your journey to Pleo Flow.
- A lot of companies say, ‘Let’s collect some clinical data, let’s see what we have, then we’ll see.’ But you believe in what you sell, how you price it, and who buys it as a way to feed the product design from day one. Do you think your way is the best way?
- How do you create value for the patients, the physicians, and the company?
- How do you capture value? How do you price it?
- What are your plans for 2026 with Pleo Flow? What are three things you want to do for your patients?
- For cardiovascular devices, what is the biggest anti-pattern in this industry?
- This is not a statistically valid number, but you do have your own sample – what percentage of MedTech startups fall on the sword of Damocles of this anti-pattern?
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