Find the radiotherapy centers with a reason to talk, reach the right person, then put every technical conversation in Anthony's hands.
"Half the battle is just, does this person know we have a product of this type when they happen to be looking for it?"
The starting database is strong at the facility level. The missing layer is often the right individual, installed context, and buying window.
ECG creates awareness and qualifies interest. Technical questions move directly to IBA.
Standardization, business continuity, reliable daily QA, and lower total cost of ownership give the first conversation a business frame.
These are starting hypotheses. IBA confirms the real buying group before outreach begins.
Location, network ownership, territory, and site count.
Named buyers, influencers, work email, and active LinkedIn presence.
Installed base, incumbent, replacement age, and known project signals where evidence exists.
Existing customer, open quote, live opportunity, house account, or safe to contact.
IBA's own records stay the starting point. ECG fills the gaps, records provenance, and suppresses anything Anthony's team should own directly.
Remove customers, open opportunities, active quotes, partners, and no-contact accounts.
Add the right people, work emails, account signals, and source evidence.
IBA clears the claims, language, sender identity, and escalation boundary.
Work email first. LinkedIn only where the recipient is demonstrably active.
Identify the need, current setup, buying window, and correct IBA owner.
Route the full context to Anthony, then log the conversation through the approved Salesforce path.
The account, contact, message history, stated need, and timing arrive together.
Technical questions and product fit move directly to Anthony or the right IBA expert.
Use the existing BCC route first. Direct integration waits for corporate approval.
Source: the working model discussed by Anthony and Dan on the July 23, 2026 discovery call. It is not a campaign forecast or a guarantee.
The pilot finds the real conversion rate for this product, territory, audience, and message.
A real person with a relevant need or a usable future buying window.
Anthony has enough context to progress the account.
Visible movement from awareness into a commercial process.
Closed business and the conversion path that produced it.
Current device, timing, blockers, and the next useful action.
"Enquirer AI helps us identify the right people and start the conversation in a much smarter way."
Innovative Radiology sells technical medical imaging products and services into a specialist buyer world.
ECG does not replace the technical expert. The engine identifies the right person and starts the conversation.
Exact states, named accounts, and any channel conflict.
Customers, active quotes, opportunities, partners, and no-contact accounts.
Titles, influence, and the role each person plays in the decision.
Approved product language, prohibited comparisons, and sign-off owner.
Reply owner, backup, response target, and Salesforce logging method.
Approver, procurement route, data permission, and start condition.