Rilemo’s go-to-market strategy is built as a phased market-entry model, starting from selected hospital environments and expanding progressively into broader care settings over time.
The company will initially focus on hospital departments managing acute neurological patients, particularly emergency rooms, neurosurgery departments, and intensive care units, where the need for rapid bedside brain imaging is most immediate and the clinical value proposition is strongest. This first commercial entry point is aligned with the current regulatory pathway and with the need to establish adoption in settings where clinical innovation is validated first.
Before full commercialization, Rilemo is already developing relationships with research centers, IRCCS institutions, and clinicians through ongoing collaborations and clinical activities. These interactions are expected to strengthen scientific credibility, increase product awareness, and identify high-potential reference sites ahead of certification. Where feasible and compliant with local requirements, selected centers may also engage with the technology through research-oriented protocols, helping shorten the conversion cycle once certification is achieved.
Following certification, Rilemo expects to convert these pre-developed relationships into its first commercial accounts, starting from a limited number of highly innovative hospital centers in Europe. The initial objective is not broad market coverage, but the activation of selected early adopters that can serve as reference accounts, validation partners, and multipliers for subsequent expansion.
Initial beachhead market
Rilemo’s beachhead market consists of hospital departments treating acute neurological patients, where fast point-of-care brain imaging can support time-sensitive assessment and decision-making close to the patient.
In this first phase, the device is positioned as a rapid point-of-care imaging tool that complements CT and MRI by enabling immediate bedside assessment and repeat acquisitions over time when needed. This positioning is particularly relevant in settings where patient transport may be complex, imaging access may not be immediate, or more frequent reassessment may provide additional clinical value.
The initial target departments are therefore:
- Emergency rooms, where rapid bedside assessment may support early evaluation and triage;
- Neurosurgery and neurology departments, where information coming from repeatable imaging may be an important support to patient management;
- Intensive care units, where unstable patients may benefit from fast imaging access without repeated transport to radiology.
This hospital-first entry is expected to create the foundation for future expansion into adjacent settings, including ambulances, long-term care environments, and decentralized healthcare infrastructures, once the company has established stronger clinical adoption and broader regulatory and commercial maturity.
In parallel with its commercial go-to-market, Rilemo runs a structured research collaboration programme with universities, IRCCS institutions, and independent clinical research centres. Devices are placed at partner institutions at a contribution-based fee, set at near cost-recovery level by design, to maximise engagement and ensure partners have strong incentive to participate actively. In return, Rilemo gains structured access to real-world clinical data that feeds directly into product development and AI model refinement, while building a network of clinical champions and key opinion leaders ahead of full commercialisation. These collaborations are reflected in the 
Financial Plan as research contributions.
Commercial motion and sales cycle
Market access will begin through three primary channels:
- existing collaborations with research hospitals and clinical institutions;
- introductions and advocacy from clinical advisors and opinion leaders;
- direct outreach to hospitals recognized for neurological innovation and early technology adoption.
Within each target account, adoption is expected to start from clinical champions in the relevant departments.
The expected sales cycle follows five main steps:
- target account identification and engagement through network, direct outreach, and opinion-leader introductions;
- clinical and technical presentation to relevant stakeholders;
- pre-commercial relationship development, including research-oriented interactions where appropriate;
- post-certification purchasing process, including budgeting, procurement review, and administrative approval;
- installation, training, and initial deployment within the selected department.
Rilemo's initial target accounts are private hospital groups and innovative clinical centers, where procurement decisions are less subject to public tender processes and extended budget cycles. This allows for shorter and more manageable sales cycles, that are typically in the range of 6-12 months from first engagement to contract, compared to the 18–36 months characteristic of public hospital procurement in most European markets. This approach is designed to generate early commercial traction and activate reference accounts ahead of broader expansion into public hospital networks, where Rilemo's clinical track record and installed base will support a stronger and faster adoption curve.
Pipeline development begins ahead of CE marking, with the first sales representative hired in Q4 2026 focused on building relationships and qualifying accounts across target institutions. Commercial conversions are conditional on CE marking under MDR Class IIa, expected in H2 2027, making Q4 2027 the first quarter of effective device sales. FY2028 therefore represents the first full year of commercial execution against a pipeline that has been actively developed for over 18 months.
Commercial team model
Rilemo expects to begin structured commercial execution from H2 2027 onward, complementing the founders and current clinical support network with the first dedicated commercial hires.
The initial team build-out is expected to include a senior sales representative with strong medical-device experience, working alongside the founders.
Over time, Rilemo expects to replicate a commercial pod model for complex hospital sales.
In practical terms, each commercial unit is expected to combine strong business-development capability with dedicated technical-medical support, following an operating logic broadly equivalent to a 2:1 ratio between commercial and technical/medical effort.
This model is intended to ensure that each target center can be addressed not only from a sales perspective, but also with the depth of interaction required by medical and biomedical stakeholders.
Geographic rollout and channel strategy
Rilemo’s initial commercial focus is expected to remain concentrated on selected European markets where the company can leverage existing network strength, clinical proximity, and more direct account development.
In particular, the company expects to prioritize Italy, France, Germany, and Switzerland as core markets for direct early commercialization. These geographies are considered strategically relevant because they offer a combination of clinical relationships, execution accessibility, and the ability to build high-value reference accounts during the first phase of market entry.
As commercialization expands, Rilemo expects to complement direct sales with specialized distributors in selected additional European markets. From 2028 onward, this distributor-based approach is expected to support broader access in geographies such as the Nordics, the United Kingdom, the Benelux region, and the Iberian Peninsula, where local channel expertise and established commercial infrastructures can accelerate reach without requiring a disproportionate increase in internal headcount.
This channel strategy is designed to preserve direct ownership of the most strategic accounts and reference centers, while using distributors to extend coverage efficiently across more fragmented or operationally complex markets. Although distributor-based sales imply lower per-device margins, they are expected to significantly increase market reach and speed of access.
Adoption drivers and market development
In order to build awareness and credibility within the clinical community, Rilemo is investing in:
- participation in scientific conferences and academic communities;
- publication activity and literature generation;
- collaborations with research groups and clinical institutions;
- involvement of opinion leaders able to support awareness and credibility within the clinical community.
These activities are intended not only to strengthen scientific validation, but also to support market adoption by increasing trust in the technology, facilitating access to innovative centers, and enabling the creation of early reference sites.
In the initial phase, early adopter hospitals are expected to play a critical role not only as customers, but also as reference sites capable of accelerating adoption across similar centers. Over time, the combination of direct commercial activity, scientific dissemination, and reference-site validation is expected to reduce adoption friction and support broader market penetration.
Land-and-expand logic
Rilemo’s commercial rollout is expected to follow a land-and-expand model.
In the first phase, installations are expected to remain limited to a small number of devices per center. Rather than assuming immediate large-volume deployments, the company expects to start with targeted placements in selected departments and then expand progressively within each account over time.
As centers gain familiarity with the device and integrate it into clinical practice, Rilemo expects to expand through:
- additional devices within the same department;
- extension to adjacent departments managing neurological patients;
- broader deployment across beds or care pathways where repeatable bedside brain imaging proves valuable.
This approach is intended to create a growing installed base while preserving a realistic early adoption curve, consistent with the company’s financial assumptions and recurring revenue model.
Longer-term expansion
Beyond the initial hospital phase, Rilemo expects to progressively extend its commercial reach into additional care settings where portable brain imaging may create value closer to the patient.
These longer-term settings may include:
- ambulance-based and pre-hospital environments;
- long-term care and residential care settings;
- decentralized and territorial healthcare infrastructures.
This expansion is expected to follow the maturation of the company’s regulatory, clinical, and commercial trajectory, rather than precede it. The hospital-first approach therefore represents the most credible and controlled entry path, while preserving access to a broader long-term market opportunity.
In parallel, and consistently with the 
Regulatory Pathway section, Rilemo expects to pursue future expansion into the United States after the initial European rollout. In that context, the company expects its US market-entry strategy to remain aligned with the commercial logic described in the 
Business Model & Pricing section.
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