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2x healthcare pipeline, same team

By automating manual admin, centralizing list building, expanding your TAM without compromising your ICP, and reaching the accounts your competitors can't find.

Result from case study 01 · Healthcare software provider ↓
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[01] The problem

Why healthcare accounts are hard to find

Most healthcare accounts and their decision makers aren't on LinkedIn, so Apollo, ZoomInfo and Sales Navigator miss them, and filters like specialty or billing code don't exist. At best, reps fill the gap by hand, but it takes too long or they miss most of the accounts.

P-01

Reps aren't hitting quota

They spend 2–4 hours a day finding accounts, qualifying them, and finding the right people and their contact info. That's up to half the day on work that isn't selling.

P-02

Falling behind the revenue forecast

Without knowing how big your TAM is, the forecast promises more than your market can support. You fall behind it, and no one knows why.

P-03

Outreach hits your own customers

Without a unique identifier, reps and automated sequences reach out to current customers and open deals.

P-04

Conversions tank

When every team pulls from the same databases, the same contacts get overwhelmed.

3.2x

more replies from contacts who get emailed less than average.*

* Source: Eric Nowoslawski, internal agency data. View post ↗

[02] The solution

From official sources to your CRM

01

TAM & segment lists

Your full market, built from official sources like CMS datasets and the NPPES registry, so your reps don't have to build their own lists every week.

CMSNPPESState registries
02

Custom signals

Signals built around your ICP, so your team prioritizes the accounts with the highest probability of closing.

ICP-specific
03

Enrichment

Context on every account and contact, so reps have talking points before they reach out.

ContactsTalking points
04

CRM data

Data pushed to your CRM automatically, so reps don't lose a whole Friday to admin.

HubSpotSalesforce
05

Outbound

Automated or semi-automated outbound. Email and LinkedIn run automatically, so reps can focus on calls and replies.

EmailLinkedInPhone

[03] Case studies

Before and after

Case 01Healthcare software provider 2–3x pipeline per rep

A TAM built from CMS data, with automated follow-up alerts

Before

  • Reps spent 3+ hours a day finding accounts with Manus and Google.
  • They didn't know how big their market was.
  • Accounts were added to HubSpot by hand.

After

  • TAM list built from CMS Medicare billing data and other CMS datasets.
  • Leads added to HubSpot automatically.
  • HubSpot alerts tell reps when to follow up, e.g. "2 days since you called them."
  • Automated LinkedIn messaging.
Case 02Enterprise healthcare service provider Every hospital matched to its NPI

Current customers out of outbound, sister hospitals in reach

Before

  • Outbound was a mess.
  • Reps were contacting current customers.

After

  • Every hospital matched to its NPI from the NPPES registry.
  • Current customers stay out of outbound.
  • If one hospital in a 30-hospital group is a client, the other 29 can be reached programmatically.
Case 03$50M+ ARR YC-backed scale-up Tier 1 ICP list

Reaching the highest-ACV personas

Before

  • They could reach their ICP, but not their tier 1, highest-ACV personas.
  • Their internal team and two previous agencies had already worked on it.

After

  • A tier 1 list built from state registries and other official sources.

[04] Cost of manual research

What manual research costs your team

Enter your numbers to see what account and contact research costs when reps do it by hand.

3 h
0.5 h8 h
USD

Default: average base salary for a US healthcare sales representative, $79,433 (Payscale, 2026).

Yearly cost of manual research

$148,937Spent on research, not selling
$12,411Per month
3,900Hours per year
37.5%Of each rep's day

Formula: reps × salary × (hours ÷ 8). Assumes an 8-hour day and 260 workdays a year. Base salary only, so benefits and overhead would make the real number higher.

[05] How to start

Start with one segment.
Scale with a retainer.

Book a demo
Milan Hornak
Milan HornakGTM engineer

[06] About

I find the data standard tools can't

I'm Milan, an independent GTM engineer. I build account and contact data infrastructure for outbound teams whose market is hard to source through Apollo, ZoomInfo or LinkedIn, with my strongest work in healthcare.

Before going solo, I worked at GTM agencies, ran growth at a pre-seed startup, and worked at a VC fund.

Based in
Prague, Czech Republic
Experience
15+ B2B companies, agency and solo
Certification
Clay Certified

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