Feature · Healthcare Lead Scoring

Lead scoring built for selling to physicians, hospitals, and health systems.

Selling into healthcare is not selling into B2B SaaS with the words swapped. The buying committees carry physician champions, hospital procurement committees, group purchasing organizations, and clinical trial coordinators depending on the product. The compliance posture carries HIPAA, state board rules, and Sunshine Act reporting. Strkr AI lead scoring runs a healthcare-aware model that reads specialty, hospital system affiliation, formulary status, and physician credentialing signals alongside the standard firmographic and behavioral signals. HIPAA BAA signed on request, PHI through sealed path, flat $50 per seat with no per-score meter.

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What healthcare sales teams need from scoring

Seven healthcare-specific signals the standard model misses.

A standard B2B lead score reads company size, industry code, and tech stack. A healthcare lead score has to read specialty, hospital system affiliation, group purchasing organization, formulary status, academic affiliation, procedure volume, and payer mix. The practice buying a $4,000 ultrasound unit is a different buyer from the health system standing up a $400,000 imaging contract. The signals below separate those contexts and route accordingly.

Specialty signal

Cardiology vs orthopedics vs primary care.

The specialty signal reads the physician specialty, the subspecialty, and the board certifications. A cardiology lead for a cardiac device scores differently from a primary care lead for the same device. The signal cites the credential record and the specialty taxonomy so the rep knows the context before the first touch.

Hospital system

IDN or standalone, which GPO.

The hospital system signal reads whether the physician practices in an integrated delivery network, a standalone practice, or an academic medical center. For device and pharma sales, the GPO affiliation drives purchasing. The score cites the system and the GPO so the rep knows which contract vehicle applies.

Formulary status

In formulary, on preferred list, excluded.

For pharma and medical device sales, formulary status drives everything. A product on the health system preferred list sells differently from a product excluded from formulary. The score reads the formulary status and routes high-score leads where the product is on preferred lists first.

Procedure volume

Monthly case load for the device fit.

For medical device sales, procedure volume predicts fit. A surgeon doing 40 procedures a month in the device category is a different lead from a surgeon doing four. The score reads procedure volume from the integrated claims data (where available) or from the self-reported profile.

Academic affiliation

Teaching hospital, publication count.

For specialty pharma and complex devices, academic affiliation matters. A KOL at a teaching hospital with publications in the product area is a different lead from a community practitioner. The score reads affiliation, publication count, and conference participation. The rep approaches the KOL differently.

Payer mix

Commercial, Medicare, Medicaid.

The payer mix of the practice drives purchasing in markets where reimbursement varies by payer. The score reads the payer mix (where available from claims data) and routes to the appropriate rep. The common failure where a product with weak Medicare reimbursement sells into a Medicare-heavy practice gets flagged on the record.

Credentialing status

Active license, DEA status, board renewal.

The credentialing signal reads active license status, DEA number status, and board renewal date. A lead with an expired license is not a lead. A lead with a renewal in the next 60 days may change hospital system in the near term. The signal cites the credential record and the data source.

Compliance posture for healthcare lead scoring

HIPAA, BAA, PHI sealed path, Sunshine Act reporting.

Healthcare lead scoring carries compliance obligations that B2B SaaS lead scoring does not. PHI handling has to be HIPAA-compliant. BAAs have to be signed before PHI processing. Payment and gift tracking has to feed Sunshine Act reporting. Strkr covers the compliance primitives natively rather than as an enterprise upsell. The ops lead on a healthcare sales team gets the posture they need without a six-week legal engagement.

HIPAA BAA

Signed on request for paid tenants.

Strkr signs HIPAA Business Associate Agreements for paid tenants in healthcare. The BAA is available at the paid tier, not behind an enterprise upsell. The BAA covers the AI tier (scoring, drafting, approvals) as well as the CRM tier. The common failure where the AI tier is excluded from the BAA because the vendor ships AI through a non-compliant subprocessor gets avoided.

PHI sealed path

Model inference on compliant path.

For tenants with PHI exposure, the scoring model runs on the compliant model path with sealed logs. The model inference does not land in the general training corpus. The audit log carries the full chain of custody. The common failure where PHI leaks into a general model vendor training set gets closed off at the model routing boundary.

Sunshine Act

Payment and gift tracking.

The Sunshine Act (US Open Payments) requires reporting of payments and gifts to physicians above a threshold. Strkr tracks interactions, meals, samples, and payments on the physician record and feeds the quarterly Open Payments report. The common failure where Sunshine Act data lives in a separate spreadsheet that nobody reconciles gets avoided.

Audit on every score

Compliance answers in a filter view.

Every score decision lands in the audit log with the signal inputs, the weight configuration, the model version, and the resulting score. A compliance query like "every physician score above 80 in Q3 that resulted in a Sunshine Act reportable interaction" is a filter on the audit page. The audit log is append-only with cryptographic integrity.

Data residency

US-only inference for US tenants.

For US healthcare tenants, model inference runs in US-only data centers. For EU healthcare tenants under GDPR, inference runs in EU-only centers. The data residency is a tenant setting rather than an enterprise upsell. The common failure where "the AI processes data in a region that violates our contract" gets closed off at the model routing boundary.

State board rules

Marketing restrictions by state.

Several states (Vermont, Minnesota, Massachusetts) carry stricter restrictions on pharma marketing than federal rules. Strkr tracks state board rules per physician license and surfaces compliance flags on the record when a planned interaction would violate state rules. The rep sees the flag before the outreach, not after a compliance ticket.

How the model works for healthcare

The parts the healthcare ops lead actually tunes.

The healthcare scoring model surfaces the same configuration primitives as the general model: signal weights, ICP definition, custom field weights, threshold routing. The healthcare overlay adds specialty-aware signals, hospital system taxonomy, GPO lookup, and formulary data integration. The ops lead on a healthcare sales team tunes without a data science engagement.

Specialty taxonomy

NUCC codes mapped to the model.

The specialty taxonomy follows NUCC codes with mappings to the common pharma and device target segments. The ops lead configures which specialties are in the ICP, which are secondary, and which are out of scope. The model reads the taxonomy on every nightly run so a specialty mix change picks up without a retrain.

Hospital system data

IDN affiliation, GPO membership.

Hospital system data comes from the Definitive Healthcare integration (or equivalent data vendors). The data covers IDN affiliation, GPO membership, bed count, teaching status, and system-level formulary preferences. The data refreshes quarterly and the model picks up the change.

Formulary data

Where the product sits by payer.

For pharma and medical device sales, formulary data integration pulls product status by payer and by health system. The score factors formulary status heavily because reimbursement drives purchasing. The common failure where a product sells into a market where it is excluded from major formularies gets flagged on the record.

Credential verification

NPI lookup, DEA status, license.

Credential verification runs against the NPI registry, the DEA status registry, and state license boards. The record carries current credentialing status with the data source cited. A rep approaching a physician with an expired DEA gets the flag on the record before the outreach.

Claims data integration

Procedure volume from the carrier feed.

For tenants with contracted claims data (ICD-10, CPT frequency), the integration pulls procedure volume on the physician or practice level. The score factors procedure volume for device sales. The data access is contracted through the tenant data vendor and runs through the PHI sealed path.

Custom specialty fields

Subspecialty, fellowship, device certification.

The custom field layer carries subspecialty markers, fellowship training, and specific device certifications. The ops lead configures weights per tenant. A cardiology-focused device business tunes differently from a general-surgery business. The scoring respects the specialty mix of the sales motion.

What the healthcare rep sees in the workflow

Six surfaces that respect the healthcare sales cycle.

A healthcare sales rep works a different cycle from a B2B SaaS rep. The call cycle on hospital sales is quarterly. The buying committee includes clinical and procurement roles. The reimbursement conversation runs separately from the clinical conversation. Strkr surfaces the scoring in the rep workflow so the score drives action in that cycle rather than fighting it.

Territory home

Prioritized physician list by specialty.

The territory home shows the prioritized physician list for the rep by specialty and by score. The rep works the top-score physicians first in the quarterly call cycle. The common failure where a rep sinks a quarter on a mid-score physician while a high-score physician never gets a touch gets avoided.

Health system view

IDN-level roll-up for strategic selling.

The health system view rolls up the physicians within a hospital system to show system-level engagement, procedure volume, and system-wide product preference. For strategic selling into IDNs, the rep sees the system picture rather than fighting physician-by-physician.

Reimbursement panel

Payer mix, formulary, prior auth.

The reimbursement panel on the physician record shows the payer mix of the practice, the formulary status by payer, and the prior authorization requirements. The rep walks into the clinical conversation knowing the reimbursement reality rather than finding out after the clinical sell.

Clinical trial surface

Active trials, PI history.

For specialty pharma and complex devices, the clinical trial surface shows the physician active trial participation and principal investigator history. The rep approaches a KOL with trial context rather than a generic opener. The common failure where a sales rep pitches a product unaware the physician is running a trial on it gets closed off.

Compliance flags

State rules, Sunshine Act thresholds.

Compliance flags surface on the record when the planned interaction crosses a state board rule or a Sunshine Act reporting threshold. The rep sees the flag before the outreach rather than after a compliance ticket. The compliance team spends less time cleaning up and more time on the systemic work.

Sample tracking

Chain of custody for pharma samples.

For pharma sales, sample tracking carries the chain of custody from distribution to physician delivery. The audit log carries the full chain for DEA compliance where applicable. The common failure where sample tracking lives in a spreadsheet that nobody reconciles against the DEA record gets closed off.

AI lead scoring built for healthcare sales.

Strkr AI lead scoring runs the healthcare-aware model with specialty, hospital system, formulary, and credential signals. HIPAA BAA signed on request. PHI through sealed path. Sunshine Act tracking. Flat $50 per seat with no per-score meter.

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Common questions

What buyers ask about this feature.

How does healthcare lead scoring differ from standard B2B lead scoring?

Standard B2B scoring reads company size, industry code, and tech stack. Healthcare scoring overlays specialty taxonomy, hospital system affiliation, group purchasing organization, formulary status, academic affiliation, procedure volume, payer mix, and credentialing status. The practice buying a $4,000 ultrasound is a different buyer from the health system standing up a $400,000 imaging contract, and the scoring reflects that. The healthcare overlay is a native layer on the general scoring model, not a separate product.

Does Strkr sign HIPAA Business Associate Agreements?

Yes. Strkr signs HIPAA Business Associate Agreements for paid tenants in healthcare. The BAA is available at the paid tier, not behind an enterprise upsell. The BAA covers the AI tier (scoring, drafting, approvals) as well as the CRM tier. For tenants with PHI exposure, the scoring model runs on the compliant model path with sealed logs. The model inference does not land in the general training corpus. SOC 2 Type II audit is in progress with Type I available on request.

How does Strkr handle the Sunshine Act?

The Sunshine Act (US Open Payments) requires reporting of payments and gifts to physicians above a threshold. Strkr tracks interactions, meals, samples, and payments on the physician record and feeds the quarterly Open Payments report. State board rules (Vermont, Minnesota, Massachusetts carry stricter marketing restrictions than federal rules) surface as compliance flags on the physician record when a planned interaction would violate state rules. The rep sees the flag before the outreach, not after a compliance ticket.

Where does healthcare-specific data come from?

Hospital system and GPO data comes from the Definitive Healthcare integration or equivalent data vendors on contract with the tenant. Credential data comes from the NPI registry, DEA status registry, and state license boards. Formulary data integrates through pharma data vendors on contract. Procedure volume from claims data integrates through the tenant data vendor and runs on the PHI sealed path. The data refreshes on vendor cadence (typically quarterly for hospital system data, continuously for credential registries).

Can the ops lead tune the healthcare model without a data science engagement?

Yes. The healthcare ops lead configures specialty taxonomy weights, hospital system weights, GPO membership importance, formulary status weight, and custom specialty field weights through the admin UI. A/B shadow mode runs a candidate configuration alongside the live configuration on the same inputs. The ops lead reviews a 100-physician sample and promotes when the candidate wins. The common failure where healthcare scoring requires a data science engagement for every tune gets closed off.

Does the healthcare lead scoring ship with a per-score meter?

No. Strkr is $50 per seat flat with no per-score meter, no per-physician meter, and no per-API-call meter. A healthcare sales team scoring 50,000 physicians a month costs the same as a team scoring 500. External data vendor costs (hospital system data, claims data, formulary data) pass through the tenant data vendor contracts. The common failure where a healthcare lead scoring vendor meters per-physician and the team ends up scoring less than they should because the invoice would land in a conversation with finance does not happen.

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