As healthcare innovation becomes increasingly global, companies can no longer rely solely on their domestic markets to achieve long-term growth. Expanding internationally has become an essential part of commercialization strategies, enabling startups to access new customers, attract investment and build partnerships that accelerate research, product development and market adoption. Among the world's largest opportunities, China continues to stand out - not only because of the scale of its healthcare industry but also because of its rapidly expanding innovation ecosystem and growing demand for advanced technologies.

For many foreign companies, however, China remains a market filled with both opportunity and uncertainty. Questions surrounding intellectual property, regulation, commercialization and cultural differences often discourage founders from expanding despite the country's enormous potential. Drawing on years of experience working with innovators and investors across Asia, Michael Guan, China Co-Fund Partner at Berkeley Catalyst Fund and Executive Director of Gecko Bio Labs, believes that success in China depends less on simply having an innovative product and more on building the right partnerships and entering the market with a long-term strategy.

Collaboration Is Becoming as Important as Investment:

According to Guan, international collaboration has evolved far beyond securing investment alone. Chinese organizations are increasingly looking for overseas partners who can contribute expertise throughout the innovation journey, from research and clinical development to commercialization and fundraising. As he explained, "We're looking for overseas BD and overseas collaboration on R&D, on human trial tests, and also for fundraising," illustrating how cross-border partnerships are becoming more comprehensive and strategically focused than ever before.

This shift reflects the broader evolution of China's innovation economy. Rather than simply investing in foreign companies, many organizations are seeking long-term relationships that combine technology, scientific expertise and commercial capabilities. For overseas innovators, this creates opportunities not only to access one of the world's largest healthcare markets but also to collaborate with an ecosystem that continues to invest heavily in biotechnology, digital health and advanced manufacturing.

Preparation Matters More Than Market Size:

While China offers enormous commercial potential, Guan emphasized that successful expansion requires careful preparation. Investors today are looking beyond technological innovation, placing increasing importance on companies that demonstrate strong intellectual property protection and realistic commercialization plans. As Guan noted, "Chinese investors prioritize strong IP protection and clear commercialization pathways," highlighting that a well-protected innovation and a credible route to market are often just as important as the technology itself.

He also encouraged founders to think strategically about how they structure their expansion. Rather than transferring every aspect of their technology into a new market, companies should retain ownership of their core intellectual property while working with experienced local partners who understand regional regulations, customer expectations and commercialization pathways. This balanced approach, he suggested, enables businesses to scale internationally while protecting their long-term competitive advantage.

Different Markets Bring Different Perspectives:

Guan also reflected on the contrasting approaches he has observed among entrepreneurs working across different regions. He explained that "U.S. founders adopt a global mindset, eager to enter Asian markets like China; Chinese founders focus more domestically," suggesting that these different perspectives can actually complement one another when supported by strong international partnerships.

International companies often bring globally scalable technologies, established research networks and experience navigating multiple markets, while Chinese organizations contribute deep local knowledge, manufacturing capabilities and access to one of the world's largest healthcare ecosystems. By combining these strengths, Guan believes companies can accelerate commercialization while creating greater value for patients and investors alike.

Trust Is the Foundation of Long-Term Success:

Although technology and investment frequently dominate discussions around international expansion, Guan argued that relationships remain one of the most important factors in successful cross-border partnerships. In his experience, "Trust building and communication are key challenges for cross-border collaborations," making it essential for companies to invest time in understanding local business culture, establishing credibility and developing long-term relationships with partners.
He also highlighted the importance of working closely with universities, research institutions and established healthcare organizations before pursuing large-scale commercialization. These partnerships can help companies navigate regulatory requirements, validate technologies and better understand market expectations while creating a stronger foundation for sustainable growth.

Looking Beyond Market Entry:

Guan's perspective ultimately extends beyond entering a new country. He views China not simply as a destination for exporting products but as a strategic partner capable of contributing investment, research expertise, manufacturing capabilities and commercial opportunities throughout the innovation lifecycle.

As healthcare innovation becomes increasingly interconnected, his message offers valuable guidance for founders considering international expansion. Companies that combine technological excellence with strong intellectual property protection, thoughtful commercialization strategies and trusted local partnerships will be far better positioned to succeed in China. By approaching the market with a collaborative mindset rather than a transactional one, foreign innovators can unlock opportunities that extend well beyond commercial growth and contribute to a more connected global innovation ecosystem.