A Data-Driven Outbound Workflow for athenahealth

Targets medical practices that received a low MIPS composite score or failed to report entirely under CMS quality reporting requirements, triggering a mandatory Medicare payment penalty currently hitting their checks. Data comes from the CMS Quality Payment Program public dataset at the individual clinician level, cross-referenced with the NPI registry for contact enrichment.

Identifies practices that have recently hired a new Practice Administrator, Revenue Cycle Director, or Director of Medical Billing — using the same logic as Smartbound's proven New Sales Leaders campaign. New ops leaders audit vendor performance in their first 90 days and frequently initiate EHR evaluations before they inherit vendor loyalty.

Monitors active job postings for medical billers, revenue cycle specialists, and billing coordinators at independent physician practices. An open billing role that has been posted for 30-plus days is a strong indicator that the current EHR or RCM system is generating more manual work than the team can absorb — the exact pain athenahealth's RCM pitch addresses.

Detects individual physicians who have changed their NPI affiliation from a hospital or health system TIN to a new solo or small-group TIN within the last 60 days. Physicians leaving hospital employment must select their own EHR immediately — they cannot take the hospital's Epic or Cerner installation with them. This creates a greenfield opportunity with a prospect who has firsthand experience of enterprise EHR complexity and is actively looking for something better.