When Clinics Can’t Keep Up: The MedTech Bottleneck No One Talks About

Medical Sales Accelerator

Breaking into the medical device market is hard enough, but what happens when patient demand for your product far exceeds what clinics can deliver? For many MedTech companies, this bottleneck quietly stalls growth, even when the device works brilliantly and patients are eager to use it.

In this week’s episode, sponsored by Physician Growth Accelerator, we talk with Sahil Diwan, co-founder and CEO of SafKan Health, the company behind OtoSet, the world’s first automated ear-cleaning headphones and the only FDA-cleared earwax removal device that works in just 30 seconds. Sahil reveals why most medical device companies don’t do enough direct-to-consumer marketing, how patient education can unlock untapped market potential, and what it takes to turn an underutilized product into a growth phenomenon.

What we discuss in the episode:

• The surprising scale of the earwax problem—and why it’s often underserved
• How OtoSet went from early clinic adopters to viral social media sensation
• The capacity constraints that limit device utilization in provider settings
• Building a certified clinic network and launching company-owned centers
• Why going direct to the patient can create a powerful growth flywheel
• Lessons for MedTech leaders on marketing, patient education, and market access

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Visit OtoSet

Social Media:

• Connect with Sahil on LinkedIn
• Connect with Zed on LinkedIn