Find Ideal Surgeon Customers with Procedure Level Data

Unlocking the true potential of healthcare data remains one of the industry’s biggest challenges. Despite massive investments in electronic health records, digital tools, and analytics platforms, many organizations still struggle to translate raw data into real-world improvements in patient outcomes, operational efficiency, and financial performance. In the video below, healthcare expert Spencer Jones dives into the root causes of these challenges — from fragmented systems and data silos to misaligned incentives — and share practical strategies for building a more connected, insights-driven healthcare organization. Whether you’re a hospital executive, healthtech innovator, or analytics leader, this conversation offers valuable frameworks for moving from data collection to data action.

Why MedTech Companies Fail — And How to Fix It with Alpha Sophia

One of the biggest reasons medtech companies fail is because they don’t know who their actual customers are. They don’t know who they should go after — and who they shouldn’t — and they end up wasting a lot of time.

We’re going to solve that problem today with Alpha Sophia. We’ll talk through three specific strategies and tactics for building a next-gen surgeon target list:

1. Profiles of Surgeons: How to spot red flags, green flags, and what key factors to look for.

2. Creating Warm Intros: Using Alpha Sophia data to connect your KOLs to potential customers.

3. The ICP Holy Trinity: Defining the ideal customer profile based on procedure volume, year-over-year growth, and county wage index.

If you’re in sales, a founder, or anyone involved in growing medical device sales — this video is for you. Buckle in. You’re going to love it!

Using Alpha Sophia for Smarter Customer Targeting

Hey everyone, Spencer Jones here, founder at ExommedTech. Today, I’m going to walk you through a tool I’m obsessed with: Alpha Sophia, an intelligent data platform.

It gives deep insights into physician procedural volume (broken down by CPT code), open payments data, and much more. It’s next-level customer targeting — especially crucial around product launches where most companies struggle.

Let’s dive into it.

1. Red Flags and Green Flags in Physician Profiles

Inside Alpha Sophia’s dashboard, you can filter by taxonomy. For example, we’ll pick interventional cardiology.

• Filtering: Nearly 9,000 physicians pop up. You can refine by healthcare organizations or sites of care.

• Procedure Focus: Say you’re interested in cardiac ablation (atrial fibrillation ablation). You can pull the specific CPT code and filter by “all payer” or “Medicare.”

Selecting a physician (e.g., Dr. Paul Drury), you’ll see:

• Basic profile and practice location

• Manufacturer payments (open payments data)

• Top 5 CPT codes

• Diagnosis volumes over time (key green flag)

High procedural volume and positive trends are strong green flags. You can save physicians to a list for easy targeting.

Pro Tip: Always save your searches inside Alpha Sophia for quick reuse later.

2. Creating Warm Customer Introductions

Next, we use education and training data for warm intros:

• Look at where physicians trained (e.g., UCLA).

• Cross-reference their fellowship, residency, or medical degree institutions.

• Hand a list to your KOLs and ask, “Do you know any of these physicians?”

This turns a cold outreach into a much warmer, more effective introduction.

3. Building the ICP “Holy Trinity”

Finally, let’s refine the perfect Ideal Customer Profile (ICP) based on three key factors:

• Top Quartile Procedure Volume: Focus on physicians billing the most for your target procedures.

• Year-over-Year Growth: Prioritize physicians whose volume is growing, not shrinking.

• County Wage Index: Higher wage index areas mean better reimbursement rates, impacting sales strategy.

Using CMS data, you can match your physician list against county wage indexes, flagging the best targets — those in high-value, high-growth markets.

Wrapping Up

This is just one powerful use case for Alpha Sophia. Digging deep into profiles, creating warm intros, and building your ICP holy trinity can dramatically sharpen your go-to-market efforts.

If you’re planning commercialization, awaiting FDA review, scaling post-launch — Alpha Sophia is worth every penny. If you want a discount or more info, reach out to Alpha Sophia and tell them Spencer sent you.

More videos on advanced tactics are coming soon. Stay tuned!

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Learn more about Medtech community leader, serial entrepreneur and medical device expert Spencer Jones on his Spotlight podcast episode