#413: Budgeting Blind Spots: What MedTech Startups Miss—and How Investors See It

In this episode of the Global Medical Device Podcast, Etienne Nichols sits down with seasoned MedTech founder and investor Jon Bergsteinsson to unpack a critical—but often overlooked—topic: budgeting in early-stage medical device startups. Drawing from his deep regulatory, clinical, and investment experience, Jon shares the red flags investors look for, the cost categories that founders routinely miss, and why a line item called “compliance” just doesn’t cut it.

Whether you’re a startup founder, a regulatory lead, or a project manager, this episode offers a sharp lens into the financial planning realities that can make or break product development and commercialization in MedTech.

Key Timestamps

02:34 – Why QMS, regulatory, and clinical are budget afterthoughts for startups

06:45 – What separates experienced vs. inexperienced MedTech founders in budgeting

10:20 – Why software and compliance tools get left out of early budgets

14:12 – How missing budget detail impacts product quality and time-to-market

19:04 – Red flags investors look for in MedTech startup budgets

23:30 – How to improve budgeting accuracy without a CFO

28:10 – Critical cost categories MedTech founders often overlook

35:55 – Advice for recovering from a budgeting oversight

39:40 – Comprehensive checklist of overlooked line items (manual translation, UDI, ISO licenses, and more)

45:00 – Final advice: why networking trumps isolation for smarter budgeting

Standout Quotes

"Relying on the status quo is never good. There are always ways to do things better."

Jon reminds founders and compliance professionals alike that innovation doesn’t stop at the product level—it also applies to budgeting, systems, and team empowerment.

"Getting a 510(k) through is just the starting point. Budgeting like everything ends there is a massive red flag."

This quote highlights the investor’s perspective on sustainability and long-term thinking—crucial traits in any fundable founder.

Key Takeaways

1. Broad Budget Buckets Signal Inexperience

Lumping all compliance-related costs under one line item may look tidy but signals to investors a lack of operational depth. Break out line items for QMS, clinical, regulatory, and software tools.

1. Software and Tools Are Not Optional Extras

Founders must factor in essential systems—like eQMS, CAD, risk management, and clinical data tools—early in budgeting. Assuming a single hire covers everything is a critical mistake.

1. Budgets Must Reflect Time and Scale Realistically

Flat budgets over 2–3 years, or those that assume regulatory costs end at market clearance, raise red flags. Investors expect dynamic budgeting that reflects the realities of growth, post-market surveillance, and team evolution.

1. Outsourcing ≠ All-Inclusive

Many startups underestimate the actual costs tied to consultants and CROs, assuming “someone else is handling it.” Always clarify what’s included—and what’s not.

1. Recovery Is Possible—If You Own It

If your budget’s off-track, clear communication with your board and investors, a willingness to revise, and a plan for worst-case scenarios are your best tools for regaining credibility.

References

• Jon Bergsteinsson on LinkedIn
• Etienne Nichols on LinkedIn
• Greenlight Guru – QMS and Clinical platform for MedTech companies

MedTech 101

Why “One Line for Compliance” Doesn’t Cut It

Think of compliance like building a house. You wouldn’t budget for the entire construction under “tools and materials”—you’d break it out by framing, plumbing, electrical, permits, inspections, and more. In MedTech, the “compliance house” includes QMS platforms, regulatory consulting, ISO standard licenses, clinical software, and ongoing post-market surveillance costs. Each of these is a critical structural element—and each has its own cost profile.

Poll Question:

What budgeting category do you think is most overlooked in early-stage MedTech startups?

• Clinical trial costs
• Regulatory software/tools
• Consultant scope and fees
• Post-market surveillance

Have you ever discovered a major budget blind spot after launching your MedTech project? Tell us what you missed and what you learned—email us at podcast@greenlight.guru. We might feature your story in a future episode.

Feedback

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Sponsors

This episode is brought to you by Greenlight Guru, the MedTech lifecycle platform trusted by medical device companies worldwide. Whether you're budgeting for your first study or scaling to new markets, Greenlight Guru Quality and Clinical helps you move faster while proving safety and effectiveness. Learn more at greenlight.guru.