Medical leads across 18 countries: 10,000 qualified in 8 days (2026)

The European Union has 1.98 million practicing physicians spread across 27 countries, with no shared central registry (Eurostat, 2025). For a MedTech selling into several markets, every country is a silo that has to be worked separately: different national registries, different access rules, multiple languages.

A French medical imaging MedTech decided to solve this problem once and for all. In 8 days, Agify built it a database of more than 10,000 qualified medical contacts covering 18 European countries, organized into 4 distinct groups and enriched contact by contact with each profile’s preferred language. Not a one-off order for a single conference, but a reusable sales asset for every campaign of the year, from the first congress to day-to-day prospecting.

This case study covers the starting problem, the segmentation into 4 groups, the multilingual enrichment, the ECR 2026 campaign that came out of it, and what any MedTech expanding across Europe can reuse.

Why was a one-off conference list no longer enough?

A one-off list built for a conference goes stale when the conference ends. The MedTech needed an asset it could reuse across the European Congress of Radiology (ECR), the JFR (France’s annual radiology congress), and prospecting outside of events, all year round. The initial instruction was explicit: move beyond targeting limited to French DRCIs and reach every hospital specialty and every country in Europe, without exception.

Until then, prospecting had focused on the DRCIs (clinical research and innovation departments) of French hospitals. A legitimate segment, but a narrow one: heads of department across specialties, innovation directors at private radiology groups, biomedical engineers, and MedTech manufacturers were all out of reach. International markets, beyond the team’s direct contacts, were untapped.

“Don’t limit yourself to France. Limiting yourself to France is a mistake.” the MedTech’s founder, initial brief to Agify

A congress like ECR brings together doctors from 90 countries over four days in Vienna. Without a database built in advance, approaching each potential profile would go back to being manual, slow, and impossible to repeat from one campaign to the next. The brief to Agify: build a lasting asset, not a list with an expiration date. The 10,000+ contacts delivered in January 2026 powered ECR in March and a France wave in April, and will keep going.

How do you segment a database of 10,000 medical contacts across 18 countries?

The database is organized into 4 groups with distinct scopes: heads of department and heads of clinical divisions (all hospital specialties), innovation directors at private radiology groups, biomedical engineers, and MedTech manufacturers. Each group targets a different buying role, with separate messaging and sequences. Segmenting up front is what makes the database reusable across multiple campaigns without rebuilding it every time.

The decision to target “all specialties” (not just radiology) changes the nature of the asset. An orthopedic trauma specialist or a surgeon also runs clinical research projects, and medical imaging products don’t stop at diagnostic radiology. Expanding targeting to every head of department multiplies the TAM without changing the product.

The 4 groups cover the entire MedTech decision chain: the head of department specifies and influences, the innovation director makes the call on projects, the biomedical engineer validates technical feasibility, and the MedTech manufacturer can become a distribution partner. One asset, four ways into the target organization.

How do you enrich each lead in markets with no unified registry?

Each contact is enriched with their identity (name, title, facility), contact details (professional LinkedIn, professional email when it can be found), a summary of their organization, their preferred language inferred from their profile, and their recent publications (PubMed, ResearchGate, ClinicalTrials.gov where applicable). More than 30% of the database has a professional email address. Language is the key parameter: without it, a well-written French sequence falls flat in Spain or Scandinavia.

Unlike France, which has the RPPS (France’s national registry of healthcare professionals), every European country maintains its own national registry with its own access conditions. There is no pan-European equivalent of the RPPS. Building a database across 18 countries means aggregating heterogeneous sources: professional LinkedIn, academic publications, clinical trial databases, and, where available, public national registries.

Each contact’s preferred language is inferred by cross-referencing three signals: the language of their LinkedIn profile, the geographic location of their facility, and the language of their recent posts or publications. That inference lets you address a doctor in Wallonia in French and a Swedish colleague in English within the same campaign, without making assumptions based on nationality. The ECR sequence used three languages: French for French speakers, Spanish for Spanish speakers, and English for everyone else.

Enrichment also includes PubMed publications and participation in clinical trials. For a sales rep preparing a meeting at ECR, knowing that the doctor across the table is running a trial on AI in imaging changes the opening entirely, from a generic pitch to a conversation between peers.

If you want to estimate what a structured database could deliver for your product portfolio, that’s exactly what we scope in 30 minutes: a prospecting scoping call.

What results did the database deliver for the ECR 2026 campaign?

The ECR 2026 campaign ran on three separate channels: LinkedIn from two sales accounts (80 messages a day), and professional email from the MedTech’s main domain plus a domain dedicated to the campaign (30 messages a day each). The LinkedIn sequence runs a personalized connection request on Day 0, a first message on Day 1, and two follow-ups on Day 3 and Day 10. The email sequence complements it with a different angle at each touchpoint.

Not having a booth in Vienna could have reduced the company’s presence to a simple mass send. The database flipped that logic: with no booth, the sales team could devote its time to 1:1 meetings booked in advance with profiles that were already enriched. The campaign angle was micro-consulting: a demo paired with a 15-minute discussion of the prospect’s own data, positioning the team as domain experts rather than salespeople.

After ECR, the same database powered a second wave: 814 French heads of department, identified and ready to activate for the France wave, with a dedicated Data Room in Agify holding the product sheets, the HOT/WARM/COLD qualification criteria, and messages personalized by profile. The asset built in 8 days keeps producing months later.

What can a MedTech expanding across Europe reuse?

Three mechanisms carry over to any MedTech rolling out across multiple markets. First: a reusable database, built once and activated across several congresses and successive prospecting waves, instead of starting over for each campaign. Second: up-front segmentation by buying role, with one group, one message, one sequence, rather than a single email for the whole database. Third: a language strategy per lead, inferred from the contact’s documented behavior, not assumed from their nationality.

The honest limitation: cross-enrichment across 18 countries requires more complex sourcing work than a domestic database. The return is measured at the scale of the asset and its lifespan, not the cost at delivery. A 10,000-contact database activated across three campaigns a year delivers very different value from a list bought again for every congress.

This approach follows the same logic as the guide to MedTech prospecting in France: build the asset first, then activate it according to the sales calendar. In the French market, an imaging MedTech qualified European radiologists in six weeks using the same principle of a database structured by signals. In the private clinic market, mapping 4,342 HAS-listed facilities in nine days follows the same multi-source sourcing approach (HAS is France’s National Authority for Health). These three cases illustrate the same constant: an asset beats a one-off campaign, whatever the geographic scale.

Frequently asked questions

Is medical prospecting across 18 European countries GDPR compliant?

Yes, under certain conditions. Outside France, each European country has national regulations that supplement the GDPR. B2B contacts (doctors and hospital managers approached in their professional capacity) fall under legitimate interest within the meaning of Article 6(1)(f) of the GDPR, provided each person’s right to object is respected. Professional contact details (work email, LinkedIn) are always favored over personal data to stay within this legal framework.

What’s the difference between a one-off conference list and a reusable database?

A one-off list is built for a specific event and goes stale with it: people change jobs, emails change, buying signals evolve. A reusable database is designed as an asset: organized into distinct groups, enriched to last, and searchable and activatable across multiple campaigns and events without being rebuilt. The cost to build it is similar; the value per campaign is radically different.

How do you infer a doctor’s preferred language across 18 different markets?

The preferred language is inferred by cross-referencing three signals: the language of the LinkedIn profile, the geographic location of the facility where they practice, and the language of their recent publications or posts. It isn’t an assumption based on nationality; it’s an inference from the contact’s documented behavior. A doctor in Wallonia gets a message in French; a Swedish doctor gets a message in English.

What professional email match rate can you expect across 18 countries?

In this case, more than 30% of the database has a professional email address. The rate varies by country (Nordic profiles tend to be more active on LinkedIn) and by group: MedTech manufacturers have higher email rates than hospital doctors, for whom LinkedIn remains the main channel.

Can you target doctors outside France using public sources?

Yes, by cross-referencing heterogeneous sources: professional LinkedIn, academic publications (PubMed, ResearchGate), clinical trial registries (ClinicalTrials.gov), and public national registries where they exist. The lack of a central European registry isn’t an obstacle; it’s precisely the advantage of a multi-source method over buying a single file that’s out of date the day it’s compiled.

Conclusion

Building a database of 10,000 medical contacts across 18 countries in 8 days isn’t a one-time feat. It’s the result of a method: segment by buying role before scraping, cross-reference sources market by market instead of buying a single file, and enrich each profile’s language so every sequence has a chance of getting a reply.

The resulting asset keeps powering multiple campaigns: the first congress, the France wave, prospecting outside of events. Not a single-use list.

If your MedTech sells in several countries and starts from scratch at every congress, let’s look together at how to build this asset once and activate it over time: 30 minutes of scoping, scope defined, sources mapped.

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Agify is a French agency specializing in AI prospecting agents for the MedTech sector. It builds multi-criteria market databases from public and professional sources, enriched by Agify’s agents and usable by sales teams across every European market.