Find the Healthcare Accounts You Aren't Selling To Yet
Compare your customers with the full market, find organizations that match your best accounts but don't buy from you, and reach the right people there.
The problem
Most healthcare companies know their current customers well and their total market poorly. Growth plans end up built on the accounts reps already know, while similar hospitals, practices or surgery centers elsewhere go unworked. White-space analysis answers a simple question: which organizations look like our best customers, and which of those aren't customers yet?
How it works
- Describe your best customersSpecialty, care setting, size, geography and, where it matters, the technology they run.
- Size the full marketCount every organization and clinician that matches that profile.
- Remove existing customersSend your customer and open-opportunity list as a suppression file, so only new accounts remain.
- Rank the white spaceSort the remaining accounts by fit and region to decide where to focus.
- Reach the right rolesReceive verified contacts for the decision makers at each new account.
The data you need
| Field or filter | Why it matters here |
|---|---|
| Facility type and care setting | Matches new accounts to the kinds of organizations that already buy from you. |
| Size indicators | Bed count, number of providers or locations, for comparing like with like. |
| Specialty and taxonomy code | Finds clinician-led accounts in your specialties. |
| Technology installed | Optional: finds accounts on platforms your product works with. |
| Decision-maker contacts | Verified emails and phones for the roles that buy, at each new account. |
Example
Illustrative scenario. A revenue cycle software company sells mostly to mid-sized community hospitals in two states. It describes that profile, asks for a count of matching hospitals nationwide, and sends its customer list as a suppression file. The result is a ranked list of similar hospitals it has never worked, with contacts for the CFO, the VP of revenue cycle and the patient financial services director at each. Marketing builds an account-based campaign around the top tier.
Lists, tools and guides
- Hospitals listHospital and health system contacts.
- Revenue cycle directors listAn example buying role for white-space campaigns.
- Technographic data, explainedAdding technology criteria to your market definition.
- Account-based marketing use caseTurning white space into target accounts.
- Data enrichment, explainedFilling gaps in the accounts you already hold.
Frequently asked questions
What do you need from us to run a white-space analysis?
A description of your best customers and, ideally, a list of your current customers and open opportunities with names and addresses or NPI numbers. We use the list only as a suppression file, so those accounts are removed from your results.
Can the analysis include technology criteria?
Yes. Healthcare technology intelligence is available as an add-on, so you can limit the market to organizations that run, or don't run, particular systems.
Do we get account names only, or contacts too?
Both. You can review the account list and counts first, then receive verified contacts for the roles you choose at each account.
How is this different from buying a list?
A list starts from an audience. White-space analysis starts from your customers, removes them, and shows you the similar accounts that are left, so you can see the size of the opportunity before you buy contacts.
Start with a free count
Tell us your audience and geography. We'll send exact counts and 20 sample records before you buy.
Request a count