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.

SEGMENTATION posts

12 posts

SEGMENTATION

Which US States Have the Most Healthcare Data Contacts?

A ranking of the top US states by healthcare data contacts, and how sales, recruiting and marketing teams can use state data.

Nov 4, 20263 min read

SEGMENTATION

Regional Health Systems vs. National Chains: The Buyer Gap Is Widening, Not Closing

Regional health systems and national chains are diverging as buyers faster than most GTM segmentation models account for.

Sep 25, 20265 min read

SEGMENTATION

Selling to a DSO vs. an Independent Practice: What Actually Changes in Outbound

DSOs and independent practices buy differently—here's how to adjust your outbound targeting, messaging, and cadence for each.

Sep 22, 20266 min read

SEGMENTATION

The Bigger List Trap: Why Precision Beats Volume in Healthcare Contact Data

Bigger contact lists feel safer in healthcare sales, but volume without fit usually costs more than it returns.

Sep 21, 20264 min read

SEGMENTATION

Segmenting Physicians by Referral Behavior Instead of Just Specialty

Referral-pattern data reveals which physicians actually drive patient volume — segmenting on that beats specialty codes alone.

Sep 6, 20265 min read

SEGMENTATION

Bed Count Isn't a Good Proxy for Hospital Purchasing Power Anymore

Bed count once signaled hospital scale and spend, but consolidation and the shift to outpatient care mean it now hides more than it reveals.

Sep 6, 20265 min read

SEGMENTATION

Regional Health Systems vs. National Chains: What Actually Changes for B2B Buyers

Regional health systems and national chains buy healthcare products very differently — this Q&A unpacks what that actually means for…

Aug 26, 20265 min read

SEGMENTATION

Selling to a DSO Isn't Just "Selling to a Bigger Practice"

Selling to a DSO's central office requires a different playbook than pitching a solo dentist—here's what actually changes.

Aug 23, 20265 min read

SEGMENTATION

The Case for Smaller, More Targeted Contact Lists Over Bigger Ones

Bigger healthcare contact lists often mean worse results — here's why narrower, better-matched data outperforms scale almost every time.

Aug 22, 20265 min read

SEGMENTATION

Specialty Is a Label. Referral Behavior Is a Fingerprint.

Specialty tags tell you what a physician does; referral patterns tell you how they actually work and who trusts them.

Aug 7, 20265 min read

SEGMENTATION

Why Bed Count Stopped Predicting Who's Actually Buying

Bed count used to signal hospital buying power, but ownership structures and centralized purchasing have broken that link—here's what…

Aug 7, 20265 min read

SEGMENTATION

Segmenting Physician Data by Practice Setting: IDN, Private Practice, and Academic Medical Center

The same specialty behaves completely differently depending on practice setting. Here's why segmenting by IDN, private practice, and…

July 20266 min read