# The Challenge for Milestone Scientific: Innovate Without Losing Market Touch
Milestone Scientific has launched the CompuFlo® Advisor Program, an initiative that promises to accelerate the commercial adoption of its instruments for precise drug administration. This launch focuses on key Medicare jurisdictions, seeking to optimize long-term reimbursement rates. However, the key question is whether this program is based on real market validations or is simply another case of laboratory innovation.
The Strategy Behind the CompuFlo® Advisor Program
The program aims to generate between 1,000 and 2,000 cases within six months to facilitate the transition of CPT® code 0777T from category III to I. This could significantly improve long-term revenue visibility. Milestone has enlisted key opinion leaders to achieve this, demonstrating a structured approach to clinical data collection.
However, the success of this strategy largely depends on real market validation. The company seems to have built a robust commercial infrastructure to support national expansion, but the real challenge will be whether they can rapidly adapt to market needs and user feedback.
Market Validation: Beyond Infrastructure
What is really at stake here is Milestone's ability to validate its business hypotheses effectively. Launching in high-volume jurisdictions seems like a smart move, but without early empirical validation, the risk of creating a product that the market does not need remains high.
It is crucial for Milestone not to fall into the trap of building a product behind closed doors. True innovation happens when it is co-created with the user, testing not just the willingness to use the product but also the willingness to pay for it.
The Corporate Ego Trap
Many companies make the mistake of getting carried away by their founders' isolated vision, developing products without adequate validation. Milestone must avoid this trap by ensuring that their program is not just a laboratory invention. This means actively involving customers in the development process and being responsive to their needs and feedback.
The critical question is whether the CompuFlo® Advisor Program is designed to be a true minimal viable experiment. To achieve this, Milestone must focus on gaining real market commitment, beyond simply offering free samples or discounts.
The Path to Sustainable Growth
For the CompuFlo® Advisor Program to succeed, Milestone must abandon the illusion of a perfect plan and embrace ongoing validation with real customers. This will not only ensure the product meets genuine market needs but also allow the company to quickly adapt to any changes in the business environment.
The true value of this program lies in its ability to generate recurring and scalable revenue. This will only be possible if the company maintains an agile, evidence-based approach, always prioritizing customer interaction over theoretical planning.
Ultimately, sustainable business growth is achieved when the illusion of the perfect plan is abandoned and constant validation with real customers is embraced.
