How MedConnect Reached 3,000 Healthcare Decision-Makers with Scrapine

Challenge

MedConnect, a patient engagement platform for hospital systems, needed to reach hospital administrators, CIOs, and Chief Medical Officers at healthcare organizations across the United States. Healthcare is one of the most difficult verticals for B2B prospecting because decision-makers are rarely on LinkedIn, contact data is poorly covered by mainstream data providers, and organizational structures are complex with multiple campuses and affiliates.

Their existing data provider covered less than 25 percent of their target contacts, and the data that was available was frequently outdated due to high turnover in healthcare administration.

Solution

MedConnect deployed Scrapine to scrape healthcare-specific data sources including hospital system websites, medical association member directories, healthcare conference speaker lists, state licensing databases, and CMS provider databases. Custom extraction rules pulled administrator names, titles, departments, facility affiliations, and contact details from these specialized sources.

Each contact was enriched with verified email and phone data and cross-referenced against NPI databases for additional validation. The enriched contacts were synced to Salesforce with facility and system-level tagging for territory-based outreach.

Results

MedConnect built a database of over 3,000 verified healthcare decision-makers within three months, up from their previous database of 750. The meeting booking rate on outreach to Scrapine-sourced contacts was 6.2 percent, compared to 2.1 percent on their previous data. When expanding into three new geographic territories, the time to build a viable contact list dropped from two months to two weeks. Annual recurring revenue from new hospital system clients grew 35 percent year over year.