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Distributor vs. direct: choosing a market-entry model for MedTech
The right entry model depends on more than margin. A framework for weighing distributor coverage, control, and speed against a direct commercial build.
Feb 18, 2026
Selecting the right local partner is often the single biggest determinant of a market-expansion strategy's success. But distributor-led entry trades control for speed and coverage.
We compare distributor, hybrid, and direct models across control, cost, regulatory burden, and time-to-revenue — and outline how structured distributor matchmaking de-risks the decision.
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