To start, what motivated you to apply for the Startup Camp in China, and what were your primary objectives for the market validation camp?

Andrej Babic: Adiposs is developing a first-in-class imaging technology and product for patients with cancer and metabolic diseases. Our technology addresses an unmet clinical need worldwide. Since our proprietary technology is patented in all major jurisdictions, including China, it was essential for us to validate our product-market fit here. As CEO, I understand that while CT or PET-CT scanners are the same globally, customer needs are not. This was our main motivation for testing how well our technology fits the Chinese market.

In terms of validation, we needed to understand whether customers want to use our technology, whether they need it, how urgently, and how well our pricing would be received. We also aimed to gain an initial understanding of the complexities of China’s state and general healthcare system, including the challenges we may face in eventually integrating our technology into the standard of care. These were the key aspects we aimed to address at this early stage.

Regarding China specifically, the basic facts are widely known: the country has roughly five million new cancer patients each year, a number that will continue to grow over the next 10 to 20 years. This problem is not going away. For us, China is not a test market, but a prime example of a market different to the U.S., where pricing can be extremely high. Success in China requires a technology that can be offered at an affordable price. We are confident that we can meet this requirement, and this has been one of our main validation goals. If we can align this unmet need with the right price point for the Chinese healthcare system, then we will have achieved a superb product-market fit.

After visiting various stakeholders, including hospitals, research institutes, and pharmaceutical companies, what key insights did you gain about the Chinese market?

Andrej Babic: After visiting hospitals, research institutes, and pharmaceutical companies, I’ve learned that, first, the market is highly competitive, which I personally find very positive. If you have a differentiated technology with a clear competitive edge that fits the needs of the market, you should pursue it. I observed that doctors in China are extremely motivated to work with Western companies. Coming from Switzerland, it was evident that there is a strong appetite for early access to cutting-edge medical technology.

This experience also confirmed that the old paradigm “developing a product in the West first and introducing it to China years later”, is no longer viable. This approach is outdated. To succeed, you must engage with the Chinese market early, working directly with local stakeholders to tailor the product to their specific needs.

This was consistent across every segment we engaged with, including biopharmaceutical and biotech companies, startup hubs like Suzhou Biobay, and a range of hospitals from private to public. The enthusiasm and openness to collaboration were evident in every segment.

For an initial market validation camp, this broad approach was essential. It allowed us to understand diverse stakeholder perspectives and identify potential collaboration models. For instance, some groups were primarily interested in the research applications of our technology, while others were focused on its clinical use.

This has already translated into tangible progress on the partnership front. We have moved quickly and have already signed Confidential Disclosure Agreements (CDAs) with several partners. The pace of advancement has been remarkably fast and deeply impressive.

How did the camp contribute to your plans for the Chinese market? Did it expand your existing strategy, or did it shape it in a more specific direction?

Andrej Babic: Put simply, the camp reaffirmed our hypothesis that we have a strong product-market fit in China.

Fortunately, we have the support of Swissnex in China team, as well as regional partners on our side. Together, this gives us an initial network of key contacts who can provide crucial insights and help us implement the necessary steps.

What was your biggest surprise during the trip, whether a major trend or a small observation?

Andrej Babic: While it wasn’t entirely surprising given that I am well-traveled, the scale and level of development in this market remain impressive. I visited cities I had never heard of, some with populations twice the size of Switzerland’s. As an entrepreneur, when you see that kind of scale and have a technology that can be marketed here to genuinely help patients across cities, regions, and the entire country, you realize that if you want to scale, this is the place to do it.

How did Swissnex in China support your throughout the camp?

Andrej Babic: The support began even before the formal program. Swissnex reached out through a colleague I knew from my work in Geneva, who are now based in China. That initial contact sparked the idea that participating in this camp could be a strategic move for us. After that, the Swissnex team explained how the program works and emphasized its highly individualized approach, which resonated with me and led to my formal application.

Once our application was approved by Innosuisse, we began working closely with the Innovation team of Swissnex in China to set everything up. I provided an initial list of organizations I hoped to meet, and the team went far beyond that, reaching out to a wide range of stakeholders across different sectors.

The preparation phase was thorough, and once I arrived in China, the on-the-ground support was outstanding. This included coordination for every meeting, logistical guidance, alignment on objectives, introductions, and translation when needed. In short, it was full 360-degree support, exactly what a founder or CEO needs to effectively understand and navigate a market of this scale.

What advice would you give to other startups considering opportunities in China, particularly those in biotech or life sciences?

Andrej Babic: I touched on this earlier, but it is worth emphasizing: the landscape has changed. China is now a leading global market in biotech and pharma. Founders must therefore think quickly and strategically about their product’s potential here. The critical question is: does it make sense for this market? The only way to answer that is to come and validate it in person, by speaking with potential partners, understanding their needs, and assessing the fit for your technology.

For any CEO of a company with patent protection in China, which I consider essential, entering this market should be a serious priority.