
Don’t Try US Commercialisation Alone With Shai Policker
In this episode of The Crux of Medtech, host Henry Norton speaks with Shai Policker, Managing Partner at Edge Medical Ventures. Edge is a hybrid of venture fund and operating team that takes Israeli medical technologies to the US market. Shai trained as an electrical engineer at the Technion and has spent more than 25 years in medtech. He started in a cardiology startup, then spent ten years in the US building medtech companies and completed a business degree at Columbia. Seeing how often brilliant Israeli technologies failed to land in the US market led him back to Israel in 2017, first to the MEDX Xelerator and then to Edge. Shai discusses why the standard venture model struggles in medtech, why operational support matters as much as capital, and how matching strong engineering talent to real clinical need can turn a dead-end technology into a fundable company. Key Topics Shai’s journey from engineer and operator to investor, and why he has kept a hands-on, operator-led approach. Why Edge puts experienced team members into portfolio companies to cover clinical, regulatory and commercial gaps before founders hire full teams. How the MEDX Xelerator returned capital to investors after its first company, a robotic micro-catheter, was acquired by a structural heart strategic around two and a half years after it was founded. The story of a team that was turned away after a ten-minute pitch, then came back and became UroLogic Health, which is developing non-invasive urodynamic testing. Why Edge targets a success rate of more than 50% across its portfolio, rather than relying on one or two outsized exits. How US exits of a few hundred million dollars, combined with single-digit-million entry valuations, can still deliver strong fund returns. Why strategic acquisition remains the main exit route while public markets stay largely closed to medical devices. Building a new category with Exero Medical, which uses electrodes in a standard surgical drain to detect anastomotic leaks after colorectal surgery. The New Jersey-Israel corridor and Edge’s partnership with New Jersey’s evergreen investment programme. Core Challenges Israel produces exceptional medtech engineering talent, but the step from promising technology to a reimbursed, commercially successful product in the US is where many companies fail. Each move from preclinical to clinical, and from clinical to commercial, needs different skills, and many first-time CEOs have not been through it before. Shai argues that the US healthcare system is so different from Israel’s socialised model that founders should not try to work it out alone. Hands-on experience, the right US leadership hires and a clear view of payer economics often decide whether a technology reaches patients. The conversation also looks at what makes a CEO able to take a company from early idea to commercial scale. Shai’s answer is resilience under pressure and the curiosity to keep improving, even when things are going well. Tune in now to hear Shai Policker on Edge Medical Ventures’ hybrid model, the companies he is most excited about and why the next wave of medtech success depends on pairing great technology with the operational experience to commercialise it.













