The State of Healthcare Prospect Data (2026)

Most healthcare outbound problems start before the first email goes out. In one week, clients sent Connexu 55 prospect lists with about 26,000 records. Only 2% of those records were fully complete. Our ongoing data tells the same story: across 56 lists from 23 client organizations (Sep 22 to Oct 9, 2026), just 3.4% of 34,621 records were complete, and lists exactly as clients sent them, before any enrichment, were 0.0% complete.

Key findings

• Only 2% of about 26,000 healthcare prospect records were fully complete across 55 client lists sent to Connexu in one week. "Complete" means all seven core fields were filled: name, title, company, company domain, LinkedIn URL, email, and mobile.
• Ongoing data confirms it: 3.4% of 34,621 records were complete across 56 lists from 23 client organizations created between Sep 22 and Oct 9, 2026.
• Lists as clients sent them were 0.0% complete. In 15 untouched lists (15,891 records), only 3.5% of records had an email and 0.9% had a mobile number.
• Contact channels are the weakest fields. In the ongoing data, email was missing on 79.7% of records, mobile on 89.5%, and 94.2% had neither an email nor a mobile number.

Brad first shared the headline numbers in this LinkedIn post. This report adds the field-by-field detail and the method behind it.

Why this matters for healthcare outbound

When a campaign underperforms, teams usually rewrite the copy. Often the copy is fine and the list is the problem. A record without an email can't receive a sequence. A record without a phone number can't be called. A record without a LinkedIn URL can't be checked against the person's current role.

That hits hardest in healthcare, where buying committees are large and the right contact is hard to find:

• Health systems. Deals pull in clinical, IT, finance, operations, and procurement. Missing one of those people often means a stalled deal, not just a missed meeting.
• Payers and health plans. Titles vary a lot from plan to plan, so a list with missing or messy titles makes it hard to tell a decision-maker from an analyst.
• MedTech. Teams often test several segments at once. If one segment's list is mostly empty records, its results say nothing about the market.
• Health IT. Technical buyers are the hardest to reach by phone, so a verified email and a confirmed LinkedIn profile carry more weight.

If only a few percent of records can be reached on every channel, a multichannel sequence quietly turns into a single-channel one for most of the list. That's why reply rates and meeting counts can look worse than the message deserves. For more context on healthcare outbound benchmarks, see our healthcare lead generation statistics.

Missing rates by field

The table below shows the ongoing data (56 lists, 23 client organizations, 34,621 records, Sep 22 to Oct 9, 2026). These figures mostly reflect the latest measurement, which is often after enrichment.

Lists exactly as clients sent them were far emptier. In 15 lists with 15,891 records, before any enrichment:

The one-week snapshot behind the headline showed the same pattern: LinkedIn URL was filled on 47% of records, email on 22%, and mobile on 9.6%.

The pattern is consistent. Names and companies are almost always there. The fields that actually let you reach someone (email, phone, and the profile that confirms they still hold the role) usually aren't.

What "complete" should mean

A prospect record is complete when it has all seven fields:

1. Name
2. Title
3. Company
4. Company domain
5. LinkedIn URL
6. Email
7. Mobile

That's the standard used in this report. It's a minimum, not a wish list. Each field does a job: the domain ties the person to the right organization, the LinkedIn URL confirms the role, and the email and mobile number are how you actually reach them. A record missing any one of these will drop out of at least one step in a multichannel sequence.

Checklist: fix your list before outreach

Run every list through these steps before it goes into a sequence:

• [ ] Add the company domain. Match each company name to its website domain. Health systems often have several brands and entities, so check that the domain belongs to the organization you're targeting.
• [ ] Find and confirm the LinkedIn URL. Use it to check that the person still works there and still holds the title on your list.
• [ ] Verify every email. Don't load an email that hasn't been verified. Bounces hurt your sender reputation for the whole campaign.
• [ ] Add a direct or mobile phone. A main switchboard number rarely reaches a director at a health system. Flag records that only have a general line.
• [ ] Normalize titles. Map variations ("VP, Rev Cycle," "Vice President Revenue Cycle Management") to a standard set so you can segment and personalize by role.
• [ ] Dedupe. Remove duplicates within the list and against lists you've already worked, so the same person doesn't get two sequences.
• [ ] Score completeness. Count how many of the seven fields each record has, and decide what minimum a record needs before it can enter outreach.

If you'd rather not run this in-house, a managed healthcare SDR team can handle list building and enrichment as part of the program. It's also one of the biggest cost drivers to account for when you compare providers. See our guide to healthcare appointment setting costs.

FAQ

What percentage of healthcare prospect records are complete?

In Connexu's one-week snapshot, only 2% of about 26,000 records across 55 client lists were fully complete. Ongoing data from Sep 22 to Oct 9, 2026 showed 3.4% of 34,621 records complete across 56 lists from 23 client organizations.

Which field is missing most often?

Mobile phone. In the ongoing data, mobile was missing on 89.5% of records and email on 79.7%. 94.2% of records had neither an email nor a mobile number.

What makes a healthcare prospect record "complete"?

All seven core fields are filled: name, title, company, company domain, LinkedIn URL, email, and mobile. A record missing any of them can't be worked across every channel.

Should I enrich a list before outreach or after?

Before. Lists exactly as clients sent them were 0.0% complete, with email filled on just 3.5% of records. Sending to an unenriched list means most of it never gets an email or a call.

How to cite this report

Connexu, "The State of Healthcare Prospect Data (2026)," connexu.io/blog/healthcare-prospect-data-report-2026, October 2026.

Methodology

Sources. The headline figure comes from a one-week snapshot of 55 prospect lists (about 26,000 records) that clients sent Connexu. The supporting figures come from Connexu's client portal: 56 prospect lists from 23 client organizations, created between Sep 22 and Oct 9, 2026, totaling 34,621 records. A subset of 15 lists (15,891 records) was measured exactly as clients sent them, before any enrichment.

Definition of complete. A record counts as complete only if all seven fields are filled: name, title, company, company domain, LinkedIn URL, email, and mobile.

Caveats.

• The headline 2% comes from a one-week snapshot that wasn't saved, so it can't be re-run. We present it as a snapshot of one week, confirmed by our ongoing data.
• The ongoing figures mostly reflect the latest measurement of each list, which is often after enrichment. That's why they're more complete than the as-sent lists.
• A field with no column in the list counts as missing.
• Records aren't deduplicated across lists, so the same person may appear more than once.
• Hidden and blank rows are skipped.
• We don't have a breakdown by segment (health system, payer, MedTech, health IT), NPI or organization IDs, or a split between direct and general email addresses, so this report doesn't include them.
• No client names or individual records are included.

Want to know how your list stacks up against the seven-field standard? Talk to Connexu.