From FDA to Revenue: Where Most Startups Get It Wrong with Ken Nelson, Partner and Founder at Nelson Jennings Ventures, and Omar Khateeb, CEO of MarketCraft

Most medtech startups don’t fail because of bad technology; they fail because no one built the market for it. In this episode, Ken Nelson, Partner and Founder at Nelson Jennings Ventures, and Omar Khateeb, CEO of MarketCraft, share how judging at MedTech Innovator sharpens their perspectives as investors, operators, and mentors by exposing them to diverse expert insights across regulatory, reimbursement, and commercialization. They emphasize that medtech success today requires far more than a great product; founders must actively build market demand and prioritize commercialization early. A major mistake many startups make is assuming acquisition will come easily after FDA approval without demonstrating real market pull and adoption. Ultimately, the best founders balance conviction with coachability while leveraging ecosystems like MedTech Innovator to accelerate growth and de-risk their path. If you’re building, investing in, or advising medtech companies, this conversation will challenge how you think about commercialization, growth, and what actually drives valuation! Resources: Connect with and follow Ken Nelson on LinkedIn. Connect with and follow Omar Khateeb on LinkedIn. Follow MarketCraft on LinkedIn and explore their website! Check out the State of Medtech podcast!