Healthcare partner identification in Vietnam for a Swedish digital health company

The client, a Swedish digital health company, offers a consumer health app used by millions of people worldwide. The app helps users understand their health and points them to medical care when needed.

Vietnam was an interesting market for the client. The population is young, smartphone use is high and the private healthcare sector is growing fast. To launch in Vietnam, the client needed local healthcare partners who could take on users referred from the app and help build trust in the brand. The client also needed a clear picture of how Vietnam regulates digital health products and health data.

• The private healthcare sector in Vietnam is fragmented, with hospital groups, clinic chains and specialist providers of very different size and quality
• Public information on private healthcare providers is limited, so ownership, finances and clinical services had to be checked from several sources
• The right partner needed both the clinical services to support the client's users and the reach to grow with the client
• Digital health products in Vietnam fall under medical device rules and the new data protection law, and the client needed to know what applies before entering talks

APAC Advantage led the search for healthcare partners in Vietnam. The team also reviewed the regulatory requirements for launching the app and supported the client in the first discussions with shortlisted partners.

Defined the partner profile

Together with the client, the team set out what a partner had to offer. This covered the clinical services needed to support the client's users, the size of the patient base, the number of locations, and the ability to work with a digital product from abroad.

Mapped the healthcare landscape

The team mapped healthcare providers in Vietnam, from large private hospital groups to specialist clinics. For each provider the team looked at services, number of locations and patients, financial position and who owns the business.

Checked ownership and decision-makers

Many private healthcare groups in Vietnam are owned by local families or foreign investors. The team traced the ownership of each shortlisted provider to find who makes decisions on new partnerships, and checked the information against company filings and other sources.

Reviewed the regulatory path

The team assessed how Vietnam classifies the app under its medical device rules, what the client's existing European approval is worth in the local process, and which duties apply under Vietnam's new data protection law. The team also set out what local setup is needed to hold a product registration and what a local regulatory consultant would have to handle.

Supported the first partner talks

APAC Advantage introduced the client to the shortlisted partner and its owner, and supported the discussions through to signing a non-disclosure agreement.