How S2N built Tactile Medical a custom predictive algorithm to score and prioritize physician opportunities, surfacing 8,200+ net-new targets directly in Salesforce and saving the sales team 4 hours of planning time every week.
Company Background
Tactile Medical is a leading manufacturer of pneumatic compression therapy devices for the treatment of lymphedema and chronic venous insufficiency. Their products are prescribed and fulfilled as durable medical equipment (DME) through a referral-based commercial model, making physician targeting and account prioritization central to their growth strategy.
The Challenge
As the company looked to accelerate growth, they identified two core commercial priorities:
- Lack of predictability in yield and revenue from orders — Without a reliable way to forecast which accounts and physicians were most likely to convert, projecting revenue and allocating field resources strategically was a challenge.
- Fragmented commercial intelligence outside the field workflow — Key data lived across disconnected sources, limiting the field reps' ability to access and act on account-level insights within Salesforce.
They partnered with S2N Health to build a smarter, more scalable approach to commercial intelligence that could surface the right opportunities and put them directly in the hands of the field.
The Solution
S2N developed a custom predictive algorithm powered by RepSignal data to score and prioritize physician-level opportunities across both existing accounts and net-new targets, delivered directly into Salesforce as custom lead scores and giving reps a clear, prioritized view of where to focus.
Identifying High-Growth Current Accounts
S2N analyzed Tactile Medical’s existing account base to identify physicians with the strongest potential for increased engagement and higher shipment volume. By overlaying RepSignal's commercial intelligence with their order data, S2N surfaced growth opportunities within established relationships that might otherwise have been overlooked.
Expanding into Net-New Targets
S2N applied the algorithm across a broader universe of physicians outside of Tactile Medical’s current customer base, identifying thousands of net-new targets with meaningful referral potential. Opportunities were segmented by attractiveness tier, allowing the field team to concentrate effort on the accounts most likely to convert and generate volume.
Field Delivery Via Custom Lead Scores in Salesforce
Algorithm outputs were delivered to reps as custom lead scores surfaced directly within Salesforce, giving them a prioritized view of their top targets without leaving their existing workflow. Sales leaders gained visibility into how the field was engaging against those targets, creating a foundation for ongoing refinement of the targeting strategy.
The Impact
By combining RepSignal's commercial intelligence with Tactile Medical’s own order data, S2N delivered a physician-level targeting engine that gave the commercial team a more precise, scalable way to identify and act on their best opportunities.
- 8,200+ net-new physician targets identified
- 4hr time savings in weekly sales planning activities
- Single source of truth: All commercial intelligence unified in Salesforce
"This had a significant impact on how the field prioritizes its time. Reps can now act on tier-one targets scored against both our internal indicators and RepSignal data, all within their existing Salesforce workflow." — Scott Graime, Sales Excellence Director
Tactile Medical's Commercial Team Came Away With:
- A physician-level targeting model delivered directly in Salesforce, requiring no new tools or workflow changes for reps
- A prioritized list of net-new physician targets, segmented by opportunity tier
- Visibility into growth opportunities within existing accounts, enabling more strategic engagement with established relationships
- A foundation for ongoing intelligence that updates as live order data evolves
Curious how S2N can drive sales growth and efficiency for your commercial team through our precision analytics solutions? Book a demo today.