The Challenge
An OEM manufacturer launching a high-capital diagnostic imaging system struggled to generate qualified demos with board-certified radiologists and clinical facility directors, experiencing low campaign response. High-capital healthcare procurement involves multi-month validation and buying cycles. Reaching clinical leaders with actual purchasing influence is difficult without accurate specialty indicators. Prior campaigns suffered from generic lists targeting non-clinical technicians.
The Audience
The campaign targeted Diagnostic Radiologists, Interventional Radiologists, and Clinical Facility/Imaging Center Directors with documented purchasing power. The database spanned 16,000 contacts segmented across 7 key sales territories.
The MedicalProspects Solution
MedicalProspects compiled a target list of 16,000 Radiologists. We applied AMA Specialty Taxonomy verification and medical center capacity splicing to target high-intent prospects across 7 regional territories. Inactive licenses were filtered out monthly to maintain high deliverability and compliance.
MedicalProspects Splicing Parameters Applied:
- Specialty Focus: Diagnostic Radiologists, Interventional Radiologists, Clinical Facility Directors.
- Territory Mapping: Divided dynamically into 7 distinct regional campaigns to match the client's sales representatives.
- Exclusions: Academic researchers and technicians without clinical purchasing authority.
Campaign Execution
To launch the new diagnostic imaging system, the sales team deployed regionally tailored outreach campaigns. Regional sales reps sent direct emails and conducted SDR calls to clinical directors within their specific territories, offering product demos and financing reviews.
Business Results
Aligning outreach with clinical needs drove exceptional engagement. The high demo request rate converted directly into multiple diagnostic system installations, boosting market share.
| Metric | Value Achieved |
|---|---|
| Audience Contact Volume | 16,000 Radiologists |
| Demo Requests Received | 219 demo requests |
| Regional Territories Covered | 7 regional campaigns |
| Clinical Installations Completed | 44 equipment installations |
Customer Quote
"High-value capital equipment sales depend on reaching radiologists with active clinical responsibilities. The regionalized data from MedicalProspects drove 219 demo requests and 44 installations."