# Marcus Tully, Head of Sales Development at Clearpath Practice Software — read of Healthcare NPI New-Registrant Feed, June 21 2026

> 9 years in B2B SaaS sales, last 4 in healthtech. Currently running a team of 6 SDRs selling practice management software to independent and small-group practices. We live and die by list quality.

## How I got here

I was googling "new NPI registrants lead list weekly" on a Thursday afternoon. We've been trying to catch providers in their first 90 days post-licensure because that's when they're making tool decisions. ZoomInfo gives us stale data, and we keep burning sequences on providers who've been in practice 8 years and already have a vendor locked in. One of the results was this page. Not a sponsored result. Just showed up.

## What I clicked first

The spec table up top. Specifically: "No stale data -- capture new practitioners before competitors." That's the exact sentence I've been saying to my VP for six months. And "30-day window is peak intent" -- whoever wrote that either sold into healthcare or talked to someone who did. That's not a generic claim. That's an actual thing.

## Where I paused

The Fermi math. Year-1 take-home of negative $11,980 and 1-in-6 meaningful-success odds -- and they put it on the page themselves. That stopped me. I've never seen a product page lead with "here's the math on why this might not work." It felt like someone trying to be honest, or someone trying to seem honest. I'm not sure which yet, but I kept reading.

## What I distrusted

Two things. First: the NPI registry is public. CMS publishes weekly updates. I've pulled it myself before (NPPES weekly deactivation file, the dissemination files). So the question is what they're actually building on top of that, and the page doesn't tell me. "AI flags practitioners with highest response likelihood" based on what signals? New grad status comes from graduation date in the NPI record, fine. Relocating providers -- how do you know someone relocated? The NPI address? That's not the same as a provider who just moved their whole life and needs to rebuild their vendor relationships.

Second: "We shipped the strategy package; you ship the customer conversations." I had to re-read that three times. So there are no live customers, and what I'm buying for $5 or $99 is... a dossier? A build starter kit? I genuinely do not know if this product exists as a running data feed or if it's a business plan someone is selling me. That confusion is a problem.

## What would convince me

Show me a sample output file. Even a redacted one. Three rows from the actual weekly feed with the fields populated -- specialty, state, group affiliation, and whatever the "outreach readiness score" looks like. If that score has a methodology card (something like "score 8/10: new grad, sole practice, NPI registered within 14 days, no prior NPI on file") I would probably reply within the hour. I don't need a case study. I need to see the actual data object I'm buying.

Also: what's the group affiliation data source? Is that from Box 33 on the NPI record (the billing provider group)? Or are you enriching from somewhere else? If it's just the NPI group affiliation field, I already know how to pull that. If you're matching to LinkedIn or a hospital system database, that's a different product.

## What I'd ask in an email reply

1. Is there a live feed running right now, or is the $99 tier buying me starter code to build it myself? I need to know if I'm buying a product or a blueprint.
2. How does the outreach readiness score handle specialty mix? Mental health NPs and orthopedic surgeons are both in your example segments, but my ICP is primary care and internal medicine -- can I filter to just those and does the scoring weight differently by specialty?
3. What's the actual field that tells you someone is a new grad vs. a relocating provider? I want to know if that signal is in the NPI record or if you're guessing.

## Verdict: on-the-fence

The core insight -- catch providers in the first 30 days -- is real and I've never found a clean product that does it. But I can't tell if this is a product or a pitch deck with a payment button, and that ambiguity would make me hesitate to forward it to my VP.

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*Memo by skeptic persona, generated 2026-06-21. Studio breaks own self-grading loop.*