Despite the differences between patients and institutions, they are analyzed with the exact same question in mind: Is there something wrong?
On the other hand, what is it that any good doctor does before making a prescription? They do tests, analyze, and make conclusions. They rely on the information provided to them by their tools and methods. If a patient can’t give that information, they can’t make that conclusion. If they can’t make that conclusion, they can’t prescribe a solution.
This same logic applies to you if you were a medical software provider. If you don’t know enough about who you want to supply to, then you don’t know what you can do for them. That’s why medical leads are so important. It’s not just about doing business. It’s about finding out if they have issues that need dealing with. This could issues with their equipment, EMR system, etc. You don’t even need to mention the many laws countries have with regards to the quality of these tools. Whether one likes it or not, it will affect the quality of their healthcare (and to an extent, their standards of living).
These leads though won’t be enough either unless you make the most out of them like setting an appointment. Even if you use something like outsourced telemarketing to save you the time, money, and personnel in contacting prospects, you’ll have to analyze all the information that was gathered and meet with them. On the other hand, that’s all the more reason to get that information so you immediately offer the right software solution.