EIC ePitching to ICU Procurers: Procure2Innovate links buyers and suppliers with cautious promise
- ›On 14 December 2022 seven EIC innovators pitched ICU-related solutions to more than 50 procurers from six EU countries under the Procure2Innovate network.
- ›Procure2Innovate aims to strengthen public buyers capacity to procure innovative ICT and cross-sector solutions through a competence centre network and knowledge dissemination.
- ›Representatives from a German competence centre and the Greek Ministry described the event as useful for matchmaking and highlighted the need for authentic demand and national to EU scale engagement.
- ›Organisers and participants emphasised interest and mature solutions but provided no immediate procurement commitments, underscoring typical gaps between pitching and procurement outcomes.
- ›The event formed part of the EIC Business Acceleration Services ecosystem that offers matchmaking, coaching and procurement support, but practical procurement follow-up will require time and resources.
EIC ePitching to ICU Procurers: event, purpose and immediate impressions
On 14 December 2022 the European Innovation Council convened an ePitching session that brought seven EIC-backed innovators together with more than 50 public procurers interested in Intensive Care Unit solutions. The procurers represented Austria, Estonia, Germany, Greece, Portugal and Finland. The session was organised as part of the Procure2Innovate project, commonly abbreviated as P2I, which aims to build institutional capacity and networks that help public buyers procure information and communication technologies and other products and services that emerge from innovation procurement approaches.
| Item | Detail |
| Date | 14 December 2022 |
| Organiser | European Innovation Council, in collaboration with Procure2Innovate network |
| Number of innovators pitching | 7 EIC innovators |
| Number of procurers attending | Over 50 from six countries |
| Participating countries | Austria, Estonia, Germany, Greece, Portugal, Finland |
| Focus | Innovations for Intensive Care Units, discovery and matchmaking between buyers and suppliers |
| Immediate outcome reported | High engagement and follow-up interest, no public confirmation of awarded contracts at the event |
What is Procure2Innovate and how does innovation procurement work
Across the EU member states, implementing innovation procurement means more than hosting pitch events. It requires competence inside contracting authorities, a legal and budgetary framework that supports experimentation, and engagement from suppliers who understand public-sector procurement rules and cycles. The P2I network attempts to address those requirements by combining national competence centres with European-level matchmaking and dissemination.
Voices from P2I competence centres and the Greek Ministry
After the ePitching session, organisers spoke with two P2I members: Marlene Grauer from BME eV., a German competence centre, and Anastasia Zacharopoulou from the General Secretariat for Research and Innovation of the Greek Ministry of Development and Investment. Their comments illuminate the practical priorities behind competence centres and the political importance national ministries place on innovation procurement.
Impressions from the ePitching session and a cautious reading of outcomes
Organisers reported strong attendance and interest. Marlene Grauer highlighted the participation of over 50 procurers and said the questions from innovators were useful for understanding procurers' needs and decision-making structures. Anastasia Zacharopoulou praised the EIC's ability to identify suitable companies quickly and said the participating firms presented mature and sustainable solutions that resonated with buyers. Both agreed the pitches were high quality and well tailored to public hospitals.
These positive impressions are typical for matchmaking events. They indicate demand discovery and relationship building, but they do not equate to procurement outcomes. There was no public statement of awarded tenders or contracts following the event. Typically, procurement actions require longer timelines, legal compliance checks, budget approvals and pilot agreements. Competence centres and procurers must now convert interest into specific procurement procedures, pilot contracts or formal tenders if they want demonstrable adoption.
EIC Business Acceleration Services role and available support
BAS programs specifically related to procurement include the EIC Innovation Procurement Programme and initiatives such as InnoMatch and InnoBuyer. These services are designed to connect innovators with committed buyers and to provide tailored support so companies can meet public buyers' technical, regulatory and procurement requirements.
Advice for startups and scaleups who want to work with procurers
Beyond the event advice, innovators should plan for a lengthy engagement cycle. Winning a public procurement typically requires tailored technical documentation, pilot agreements, performance metrics and willingness to negotiate procurement modalities that share development risk. Companies that anticipate these requirements increase their chances of moving from pitch to pilot to contract.
Implications and what to watch next
The ePitching session is a useful step in connecting demand and supply for critical care innovation, but it is an initial step. To assess the real impact of the event, observers should track follow-up actions such as pilot agreements, submitted tenders prompted by the session and awarded contracts. Sustained capacity building for procurers, dedicated budgets for innovation procurement and clearer pathways for certification and clinical validation will determine whether interest catalyses real procurement and health outcomes.
For innovators interested in these channels, the EIC Business Acceleration Services and the P2I network are practical mechanisms to access buyers and support. However startups should keep realistic expectations about the timescale and resource commitment required to convert matchmaking events into procurement wins. Policymakers and funders will need to keep investing in competence centres and cross-border networks if they want repeated, measurable results from innovation procurement across the EU.