The Company
A U.S.-based medical device company specializing in pulmonary diagnostics was preparing to strengthen its commercial outreach across high-value respiratory care settings. The organization supports physicians and clinics performing pulmonary function testing (PFTs) and requires a data partner capable of translating clinical activity and billing behavior into actionable go-to-market intelligence.
To scale effectively, the company needed access to physician-level contacts across Primary Care, Pulmonology, Cardiology, and Allergy & Immunology, with visibility into practices actively performing CPT-coded pulmonary tests. Generic physician lists were insufficient for their commercial and clinical targeting goals.
The Challenge
The company faced multiple barriers in identifying and prioritizing the right practices for outreach. They needed to isolate physician groups actively billing for pulmonary function tests, not just providers listed by specialty.
Key challenges included distinguishing independently owned practices from hospital or IDN-owned facilities, validating medical necessity using ICD-10 diagnoses related to obstructive and restrictive lung diseases, and ensuring the dataset aligned with internal CRM workflows.
Beyond targeting complexity, confidence in data quality was critical. The organization required high accuracy, Salesforce-ready formatting, ESP-approved emails, and transparent validation through samples, references, and phased commercial terms. Standard healthcare databases failed to meet this level of clinical and operational precision.
The Solution
MedicoLeads engaged in a consultative, phased partnership to deliver a highly customized physician dataset built around real clinical and billing signals.
The engagement began with structured requirement discovery sessions involving commercial, clinical, and finance stakeholders. This phase aligned on required CPT codes (94010, 94060, 94726, 94727, 94729, 94375), relevant ICD-10 diagnosis groupings, target specialties, practice ownership filters, and Salesforce compatibility.
To validate accuracy, MedicoLeads delivered structured sample datasets with practice-level CPT indicators presented in Yes/No format, enabling the client to quickly assess relevance and billing logic. Feedback loops were used to refine specialty alignment and resolve discrepancies before full production.
Following approval, MedicoLeads curated a final dataset of 94,157 ESP-approved physician contacts, also including 30,247 personal physician email addresses to improve direct decision-maker reach. The dataset covered multiple pulmonary-relevant specialties, incorporated CPT/PFT billing indicators at the practice level, and was delivered in Salesforce-ready Excel and CSV formats. Compliance-backed licensing, accuracy SLAs, replacement guarantees, and a flexible 60/40 commercial payment model supported long-term partnership confidence.
The Results
The company gained the ability to precisely identify and prioritize practices actively performing pulmonary function tests, directly aligning outreach with its diagnostic product portfolio. CPT-validated targeting significantly reduced wasted outreach to non-relevant facilities and improved overall market focus.
Access to personal physician emails enhanced visibility with key clinical stakeholders, while Salesforce-compatible data enabled rapid deployment across sales and marketing teams without additional data processing delays. The phased validation approach, transparent references, and flexible engagement structure supported strong internal buy-in across departments.
Ultimately, the partnership transformed complex clinical and billing data into clear, actionable targeting intelligence, creating a scalable foundation for continued U.S. market expansion. This case demonstrates how MedicoLeads delivers clinically informed, compliance-driven healthcare datasets that connect medical relevance with measurable commercial impact.
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