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NPLUS HealthIQHealthcare Data & Physician Intelligence
Insights

Field notes from the analyst pods.

Playbooks, ops notes, and field research on niche-vertical B2B data, ABM, and demand-gen — written by the people doing the work.

GTM posts

7 posts
GTM

The Difference Between a Contact List and a Go-to-Market Dataset

A contact list gives you names to email; a go-to-market dataset gives you the relationships and context needed to actually sell into…

Sep 24, 20265 min read
GTM

Direct Sales vs. Channel Partners in Healthcare IT: The Real Decision Criteria

Direct vs. channel in healthcare IT isn't an either/or choice — it depends on buyer type, deal complexity, and who owns compliance risk.

Sep 15, 20265 min read
GTM

Go-to-Market Mistakes Med Device Startups Make Selling to Hospitals in Year One

A composite walkthrough of how a med device startup's first year selling to hospitals went wrong — and what actually fixed it.

Sep 15, 20266 min read
GTM

A Contact List Isn't a Strategy: What Actually Separates Data From a Go-to-Market Dataset

A contact list gives you names; a go-to-market dataset gives you the structure to know who to call, why, and when.

Aug 25, 20264 min read
GTM

Direct Sales vs. Channel Partners in Healthcare IT: The Question Isn't Which — It's When

Healthcare IT vendors are quietly rethinking the direct-vs-channel debate, and the answer increasingly depends on data maturity, not…

Aug 16, 20265 min read
GTM

The Year-One Hospital Sales Checklist Nobody Hands Med Device Startups

A practical, no-fluff checklist for med device startups navigating hospital sales pitfalls in their first year.

Aug 16, 20265 min read
GTM

Reaching C-Level Executives: What Actually Works in B2B Outreach

C-suite outreach requires a different approach than mid-market outbound. Here's what to say, when to say it, and how to get past the…

February 20265 min read