Quick start to PIM & B2B eCommerce in the medical industry: Why MVP proved the winning formula

Medical supply for hospitals, wholesalers, and healthcare providers is one of the more complex areas of B2B sales: thousands of products, multilingual instructions for use and leaflets, different sales units, batch numbers and expiry dates, regulatory requirements, and extensive contract pricing. At this scale, defining the right scope for the first project phase and the order in which subsequent functions are introduced becomes especially important. When tackled as a single, oversized project, the result is often decision paralysis, uncontrolled scope expansion, and reduced team engagement.

In the ZARYS International Group implementation, the Product Information Management and B2B eCommerce platforms were developed in stages, from a stable MVP scope to additional capabilities introduced in later iterations. The target architecture connected Pimcore PIM, SAP ERP, and the eZARYS B2B platform built on Shopware.

In this article, we explain how to define an MVP for PIM and B2B eCommerce in the medical sector, which functions are worth including from the start, what can be developed in later stages, and how to measure the results of the first version.

What does MVP mean in a PIM and B2B eCommerce project?

In a PIM and B2B eCommerce project, MVP means launching the smallest scope that still creates a complete, working business process. Product data has a defined structure and quality level, systems exchange the information they need, and the B2B customer can complete the core purchasing process. Additional functions, markets, languages, and product groups can then be added iteratively.

Why choose MVP over a full, „all-at-once” transformation?

1. Faster delivery of initial business value

An MVP allows you to launch a working part of the process earlier and start collecting data from real-world use. Sales teams can begin working with the new channel, customers can use the first features, and the project team gains the insights needed to plan subsequent iterations. It also lowers the chance of drifting into a „never-ending project.”

2. Decisions based on real-world usage

When rules and data models live only on paper, hidden mistakes creep in. By validating them on real transactions, the team avoids theory traps. Concrete metrics – like how often a feature is used, how long tasks take, or how reliable the data is – make the right path obvious and keep the project on track.

3. A controlled project scope

Starting with a limited number of product families and markets narrows the scope of possible issues. This way, you avoid the burden of fixing thousands of records or multiple integrations down the line. Instead, you fine-tune details early and scale safely in stages.

4. A predictable working rhythm for the team

With short sprints, a clear Definition of Done, and well-structured priorities, project fatigue is reduced. Incremental progress creates a sense of control and achievement, helping to sustain motivation and prevent burnout over the long term.

Speed matters in medtech – but so does compliance. That’s why an MVP must combine both: rapid value delivery and full regulatory alignment. What does this look like in real life? It’s the smallest possible set of complete data and workflows that let you list products, apply contract-based pricing, and process orders while fully aligning with MDR and local regulations.

It’s important to understand that a true MVP isn’t a cut-down version of the future system. It’s the first stable building block, strong enough to support every next step.

What should be included in the first version, and what can be developed later?

The MVP boundary should be set at the point where you already have a complete process that can be used and measured. Each additional feature should then be driven by business needs, insights from the first stage, or the requirements of the next user group.

How do you design a minimum viable product (MVP) for the medical sector?

„Does this scenario sound familiar?” Let’s look at the root causes:

• „Catalog still lives in Excel and emails” → Missing single source of truth and version control.
• Different IFU versions in circulation → No structured repository and no assignment rules per market/channel.
• Errors caused by wrong EAN codes → No validation of attributes and no mapping logic across packaging levels (unit/pack/carton).
• Prices or inventory not matching the contract → Disconnected integrations and no consistent publishing of price+stock+product.
• One attribute update stops publication → Workflow too rigid, with no split between critical and non-critical rules.

For anyone facing these challenges on a daily basis, the best response is MVP: an approach designed to create order in small, manageable phases and, in doing so, reduce the overall risk of the project.

„Our philosophy is to get the first version live quickly, by following the MVP path. We encourage clients not to lock themselves into projects that take two years to deliver. A project stretched out that long risks losing touch with the market, missing business opportunities, and draining people’s energy. It’s better to move fast, then improve step by step and add new features along the way.” — Maciej Pałubicki, CEO Tandemite

MVP PIM (Pimcore) – non-negotiable components

1) Data model

• Categories and product families (np. „Gloves”, „Syringes”).
• Critical attributes with their types, units, and dictionaries (e.g., sterile/non-sterile, latex/nitrile).
• Units and packaging conversions (1 carton = 10 packs = 500 units). The system must enforce consistency so that edits cascade across levels.
• Product variants (size, length, color).

The foundation of the MVP is a product data framework that anticipates medical requirements from the outset: UDI/DI identifiers, GTIN/EAN codes, product classifications, sterility status, sterilization method, storage parameters, expiration period, and packaging layers (unit, pack, carton, pallet), each carrying its own unique EAN. While completeness across the entire catalog is not mandatory from day one, the fields themselves must exist, with correct types and validations in place, and the workflow should require them before any product can progress to the „Ready for Sale” state.

2) Approval workflows / validation rules / data completeness and quality checks

• Every status requires its mandatory elements; without them, the process does not move forward. There are no shortcuts outside the workflow.
• A common path: Draft → Review → Legal/Regulatory → Ready for Sale → Published.
• Fields are required depending on status, channel, or language (e.g., an English product description must be present to sell in foreign markets).
• Duplicate prevention is part of the process (e.g., product name, description, or EAN cannot be repeated).
• The MVP should provide a controlled link between each product and the required documents, such as IFUs, leaflets, declarations, or product data sheets. These documents can be managed directly in the PIM or in a connected repository/DAM, depending on the solution architecture. Versioning, document validity, and linking the correct version to the relevant product, language, and market are particularly important. The workflow can block publication if a document required for a specific process is missing.

The medical industry is driven by audits. To succeed, your MVP should already include a comprehensive audit trail (who made which changes and when), validation rules (EAN standards, numeric limits, minimum image quality, per-channel and per-language coverage), and status controls that block progression when critical data or documents are absent. This approach strengthens overall quality while simultaneously providing a clear record of due diligence during regulatory reviews.

3) Import–export and mapping (in phases)

• Large-scale imports often stall projects. A controlled approach (3–4 iterations of 5–10% of the portfolio) delivers far better results. Each iteration concludes with a retrospective, ensuring mapping corrections, deduplication, dictionary refinement, and stronger validation.
• A robust PIM system must allow for channel-specific completeness criteria (ERP, web shop, marketplace, distributor) and data transformations prior to publishing, such as shortened product texts or standardized images.

Find out why ZARYS International Group chose PIM software as the backbone of their product data strategy.

MVP B2B (Shopware): scope designed to accelerate revenue

Strategic goal: empower the logged-in business client to see their negotiated terms and place orders autonomously.

At its core, a B2B MVP should contain:

1) Customer login with custom price lists and tailored assortments, using visibility rules to target segments precisely.

2) Seamless merge of product content (PIM) and transaction data (SAP) at display time.

• Product data is the domain of a PIM system: structured images, descriptions, unit definitions with conversions, an EAN for each unit, and PDF attachments like leaflets, IFUs, or compliance documentation.
• Business data belongs to ERP: customer-specific pricing, contract terms, credit limits, reliable ATP levels, lead times, and allocation logic under constrained supply. The B2B platform acts as the presentation layer, showing the right information for the right logged-in account.

3) Streamlined checkout with cart functionality.

4) Fast and intuitive product search.

5) Customer accounts with a complete order and payment history.

For the medical world, the MVP scope should expand to include fast ordering (by pasting SKU/GTIN lists or importing CSV files), lists for repeat purchases, basic user roles and approval flows (buyer → approver), clear communication about units and packaging rounding, as well as consent and warning steps for sterile items.

Full substitute and supply chain modules are typically deferred to later waves. Yet adding a “recommended substitute” attribute and availability messages to the MVP provides immediate strategic value, enabling sales teams and customers to react fast and avoid time-consuming firefighting by phone.

How to measure whether your MVP really works?

Track these KPIs to see the real impact:

A good MVP KPI should help you make decisions about the next iteration. If a metric does not influence priorities, it is worth asking whether it really needs to be measured at the first stage.

What did this look like in the ZARYS project?

The ZARYS project shows how PIM, ERP, and B2B eCommerce can form a single ecosystem developed in stages. The company manages a catalog of around 10,000 products, and the solution connected Pimcore, SAP, and Shopware. The eZARYS platform enabled business customers to place orders online independently and access up-to-date product information, stock levels, pricing, order history, and credit limits.

The key takeaway from this project is the importance of sequence. First, you need to define the data sources and information flows between systems. Next, you launch the core sales process, and then develop additional features on a stable foundation.

Would you like this approach to work for you?

In medical B2B, “big bang” projects rarely survive the pressure of regulations, complex data, and stretched teams. MVP changes that; it delivers early revenue, operational savings, and full compliance with quality standards like validation, completeness, and approvals, all while laying out a clear roadmap for growth. Start with a portion of the catalog, manage contracts and limits, learn what drives results, and expand step by step. This is the fastest route to measurable value and a strong foundation – the perfect balance of agility and security that medical manufacturers and distributors are looking for. With PIM and B2B e-commerce up and running quickly, scaling to new languages, markets, and features is straightforward and low-risk.

Thousands of SKUs, multiple sales models, multilingual documentation, contract pricing, spreadsheets alongside ERP. It sounds like a challenge, but it’s also an opportunity. In this environment, MVP is the strategic advantage.

If you are planning a PIM or B2B platform and want to define a realistic scope for the first version, contact us. We can help you define the MVP, data architecture, and the order in which the next elements should be implemented. With the right foundations, your business can grow in a safe, structured, and future-proof way. Chaos is replaced with purpose: shared goals, clear responsibilities, fast decisions, and customer focus.