Why this matters
Private hospitals in Southeast Asia (SEA) are entering a new growth phase. As budgets rebound in Singapore and Malaysia and clinical service lines expand regionwide, medtech companies must adapt to shifting procurement, localization and digitalization trends. This survey uncovers the precise levers hospital executives are pulling in 2025 so you can:
- Identify high‐growth segments: 50%-55% of SEA hospitals plan to expand cardiology and nephrology services
- Tailor your value propositions: “Cost” and “physician preference” are top‐ranked criteria for over 80% of hospitals when purchasing new lower cost capital equipment and consumables
- Accelerate digital adoption: 65% see digital health as a key to unlocking new revenue streams — despite 60% citing infrastructure and budget hurdles
1. Operations and financial outlook
In Singapore and Malaysia, over 80% of private hospitals expect year‐over‐year capex increases in FY26 — largely to fund new imaging suites and enhanced IT infrastructure. Executives view these investments as essential for improving clinical outcomes and strengthening long‐term medtech partnerships. In contrast, only 35%-45% of hospitals in Thailand, the Philippines, Indonesia and Vietnam anticipate positive EBITDA growth above 10%, even as they plan to boost overall spending. Providers here will likely favor cost‐effective solutions that help preserve margins while modernizing. Across SEA, around 55% plan to expand nephrology and 50% of respondents plan to expand cardiology services, driving demand for dialysis machines, cardiac imaging and related consumables.
2. Purchasing dynamics
Nearly 65% of SEA hospitals are consolidating suppliers, channeling spend toward fewer partners for surgical instruments and consumables. Midtier original equipment manufacturers (OEMs) should anticipate tougher negotiations and may need to offer outcome‐based pricing or bundled services to stay on preferred‐supplier lists. “Cost” and “physician preference” each rank among the top two purchasing criteria for over 80% of hospitals for lower cost purchases, highlighting the need to pair competitive pricing with strong clinical evidence. Meanwhile, “innovativeness” is gaining importance — especially in the Philippines, Malaysia and Singapore — signaling demand for artificial intelligence (AI)-driven imaging and remote monitoring. Finally, over 50% of hospital executives report that C-suite leaders now wield more influence over capital decisions, emphasizing return on investment (ROI) and cost metrics alongside clinical need.
3. Localization
Over 50% of Indonesia’s private hospitals enforce “local content” policies, with Jakarta having enforcement up to 70%. For foreign OEMs, this means forging local partnerships or establishing assembly operations to preserve market access.
4. Digital transformation
About 65% of SEA hospital leaders believe digital health solutions (AI, telemedicine) will boost patient outcomes and/or create new revenue, yet 60% cite inadequate infrastructure and/or unclear reimbursement as obstacles. Medtech companies that offer turnkey digital solutions — combining technology, training and financing — will stand out. Data monetization is most advanced in Singapore, where 40% of surveyed hospitals commercialize anonymized clinical data. In the Philippines and Indonesia, roughly 80% remain in early exploration, presenting opportunities for health-data platforms to shape emerging ecosystems.
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