Case Study: Echosens expands FibroScan target accounts with Definitive Healthcare

Echosens expands FibroScan targeting by 1,050 accounts with Definitive Healthcare

Echosens, a manufacturer of the FibroScan® liver assessment tool, faced significant challenges launching its product in the U.S. market. Their sales team relied on Google searches and limited local knowledge to build prospect lists, resulting in slow progress and inefficient, unqualified targeting. They needed a way to accurately identify and understand their ideal customers to enable a more effective sales approach.

Partnering with Definitive Healthcare and using its PhysicianView and Commercial Claims data solutions, Echosens transformed its sales process. Definitive Healthcare provided the data needed to identify 609 new physician groups and 441 new hospital targets, allowing reps to conduct highly informed, consultative sales conversations. This data-driven approach saved time, increased meeting effectiveness, and significantly expanded the company's market share for its innovative diagnostic tool.

Echosens