"Start with the problem, not the technology"

Getting to know the Investor Network: a series introducing our Calmar.VC investor network.

Turning a promising medical technology into a product that actually reaches patients is rarely a matter of engineering alone. Regulatory strategy, clinical validation, quality management and the right clinical contacts all decide whether an innovation makes it out of the lab. ACMIT approaches that challenge as a MedTech venture builder, product development partner and contract manufacturer — and, since the start of 2025, as an investor in its own right.

We spoke with Bernhard Nussbaumer, Managing Director & Co-Owner about what ACMIT Ventures looks for, why the problem matters more than the technology, and what makes a pitch fall flat.

Let's start with the basics. Who is ACMIT, and what does your investor network look like?

ACMIT is a MedTech venture builder, product development partner and contract manufacturer that accelerates the journey from innovation to clinical impact. Our goal is to help visionary founders and companies bring impactful medical technologies to patients as efficiently as possible. We focus exclusively on MedTech and adjacent healthcare technologies.

Our investor network currently comprises more than ten active investors, both VCs and business angels, and is supplemented by the Gateway Ventures network on a deal-by-deal basis.

To date, more than ten MedTech products have launched with a relevant contribution from ACMIT. Since starting our ACMIT Ventures journey in the first quarter of 2025, we have invested directly in six MedTech start-ups and are currently preparing five financing rounds.

Beyond financial support, how do you provide value to a startup?

We typically invest in carefully selected MedTech ventures where ACMIT can provide significant added value beyond capital, including product development, regulatory strategy, quality management, clinical validation, and access to relevant networks. This hands-on approach lets us accelerate development and improve the prospects for successful market adoption.

Which industry are you watching most closely at the moment?

MedTech. Exclusively.

What is your advice for founders starting out in 2026?

My advice is simple: start with the problem, not the technology. In healthcare, strong companies are built around real and important problems, whether clinical, financial, operational, administrative or workforce-related. Founders should take the time to understand who has the problem, how significant it is, and whether there is a clear willingness to pay for a solution. Only then should they focus on building the simplest possible solution that delivers clear value.

Founders should also avoid trying to navigate healthcare entirely on their own. Success often depends on making the right decisions at the right time. ACMIT supports founders with experience and with access to clinicians, industry experts, regulatory specialists, investors, and public innovation and business development organisations. That helps founders stay focused on the critical priorities and move from idea to product launch with greater clarity and efficiency.

And on the other side — what is a definite no-go in a pitch?

A pitch that lacks customer validation and relies on unrealistic assumptions. Passion is essential, but it has to be supported by evidence and a credible plan.

Why do you use Calmar.VC, and how does it make your work easier?

Calmar.VC gives us access to a broader network of investors, startups and co-investment opportunities. As ACMIT Ventures continues to grow, the platform helps us connect efficiently with relevant stakeholders, increase the visibility of our portfolio companies, and support fundraising activities across our network.

Last but not least: how can other investors and founders get in touch?

Most founders and investors find us through referrals from our extensive network of healthcare professionals, research organisations, incubators, investors, funding agencies and public business development organisations. Opportunities also come to us through our own portfolio, co-investors, industry events, MedTech fairs and, we hope, increasingly through Calmar.VC. Personal recommendations are still by far our most important source of new contacts.

The most direct route is our website, acmit.at, where you will find both our phone number and email address.

ACMIT Ventures is part of the Calmar.VC investor network. Interested in being featured in this series? Get in touch with us via jacopo.losso@gateway.ventures.