By the time a distributor is ready to move forward with Cardiomatics, the open question is rarely still “does this make sense.” It has usually shifted to something more practical: what actually happens next, and how much of the work will fall on our own team. Deciding to become a Cardiomatics distributor is only the first part of the conversation. The second part is what the collaboration looks like in practice, from the first discussion through to a functioning, repeatable sales process.

That path follows the same structure for every new market and every new partner, outlined step by step on our distributor partnership page, and it moves through five defined stages, from an initial discussion about your portfolio to full launch and ongoing support.

A structured process, not a leap of faith

Every distributor goes through the same five stages, in the same order, regardless of market or starting point. The sequence stays fixed, but the pace and the specific decisions along the way are shaped by your portfolio, your existing customer base and your commercial goals. What doesn’t change is the division of responsibility: at each stage, it’s clear what Cardiomatics handles and what stays with your team.

Step 1, understanding your market and portfolio

The process starts with a conversation, not a contract. Before anything is agreed, Cardiomatics reviews your market, your existing customer base, your current portfolio and what you want to achieve commercially. This isn’t a formality: it shapes everything that follows, including which partnership model actually makes sense for you.

If you already offer Holter or patch ECG devices, or you manufacture them yourself, this stage looks different than if you’re introducing ambulatory ECG analysis into your portfolio for the first time. Either way, the goal is the same: to understand where you’re starting from, so the rest of the launch is built around your actual situation, not a generic template.

Step 2, confirming compatibility and the right model

Once your starting point is clear, the conversation moves to fit. Cardiomatics confirms the recorder workflow you’d be working with, and together you determine whether the right entry point is a software-only offer, a bundle with a compatible Holter or patch device, or a combination of both. Device compatibility is always confirmed before anything moves to commercial use.

Which model fits best depends entirely on your existing portfolio and customer base, “Software-only or Holter + AI: two ways to expand a cardiology portfolio” walks through both options in detail if you want to think this through before the conversation.

Step 3, getting your sales team ready

With the model confirmed, the focus shifts to your team. Cardiomatics provides product training, demo guidance and reusable sales materials, so your sales team can have informed conversations with clinics without waiting on marketing or product support for every question.

This stage is designed to make your team self-sufficient in local customer conversations, not dependent on Cardiomatics for every demo or every objection. The materials and training are built to be reused across your sales cycle, not created fresh for each opportunity.

Step 4, running pilot customers

Before scaling up, most distributors start with a small number of pilot customers. Cardiomatics helps you structure these early trials, collect feedback and address any product-related questions that come up, drawing on what has already worked well with other partners going through this same stage.

Pilots aren’t a formality before the real launch, they’re how you and your team build confidence in the process itself: how demos land with clinics, how they respond to receiving structured, quality-reviewed reports, and where local support might be needed once the model rolls out more broadly.

Step 5, launching and what happens after

Once pilots are done, the partnership moves into its ongoing shape. You manage the local commercial relationship: pricing, customer contracts and day-to-day contact stay with your team, because you know your market and your customers best. Cardiomatics provides the agreed product, along with operational support and second-line support, whenever your team needs backup beyond what the first line can resolve.

This division doesn’t change once you’re launched, it’s the same structure that carries the partnership forward as you add customers and expand into new parts of your portfolio.

Ready to bring this to your market

The path from first conversation to repeatable sales follows the same five stages for every partner, but the pace and the details are shaped by your market and your portfolio. If you’re ready to talk through what it would look like to become a Cardiomatics distributor in your market, this is the natural next step.