Playbooks → Medical Endoscope Components
PLAYBOOK 04 · MEDICAL ENDOSCOPE COMPONENTS
How to Create a Target Account List for Component Sales
Estimated time: 15 min
What you'll build: Target Account List
Scenario: Rod Lens Supplier → Endoscope OEM
Next: Research an Endoscope Manufacturer
Knowledge Base ✓→ICP ✓→Buyer Personas ✓→Target Accounts→Research→Scoring→Decision Chain→Strategy→Outreach→Follow-up→Sample / Quote→Sales Learning
Why This Matters
A target account list is not a database dump. It is a working set of companies that appear relevant enough to investigate — not a list of accounts already proven to be good prospects.
A company name creates a hypothesis. Research creates evidence. Scoring turns that evidence into priority.
What to Enter: Accounts With an Initial Hypothesis
Load a mix of companies and mark each with a first impression — not a final verdict.
NordScope Medical GmbHGermany · Rigid endoscope OEM · 20-100 staff
Initial Fit · Likely StrongEndoVision Systems AGGermany · Endoscope OEM · 50-200 staff
Initial Fit · Likely StrongMediLens Optics GmbHGermany · Optical module integrator
Initial Fit · Needs VerificationVetScope GmbHGermany · Veterinary endoscope OEM
Initial Fit · NicheKlinik Technik GmbHGermany · Hospital equipment distributor
Initial Fit · Likely DisqualifiedWhy We Entered It This Way
Why import with a hypothesis, not a verdict? At import you only see surface data — country, industry, size. Whether the account really has in-house optical design, assembly and buying signals is something Research must verify. Judging now would be guessing.
Separate Four Concepts
Do not let A/B/C mean two different things. From here on, keep four distinct labels.
Profile Categorywhat type of business it is (A / B0 / B1 / B2 / C / D / E)
Initial Fitthe first hypothesis at import (likely strong / needs verification / niche / likely disqualified)
Verified ICP Fitthe judgment after Research (strong / weak / none)
Priority Tierthe development priority after Scoring (A / B / C ...)
REAL-WORLD LESSON · GERMAN OPTICAL COMPONENT MANUFACTURERThe account looked strong on paper — German, optical components, right size. The real signal only appeared after research confirmed in-house coating and a need for uncoated blanks. The hypothesis came from the list; the decision came from the evidence.
See It in B2B Outbound OS
This is how the working account list looks inside the system.
Every account enters as a hypothesis. The next step — Research — turns that hypothesis into evidence.
Do It Yourself
Now build yours. Replace our example with:
- Your companies that appear relevant
- Each marked with an initial hypothesis
- Not yet scored, not yet judged
Next: Research an Endoscope Manufacturer
NordScope looks like a good prospect — but is it really? The next step is to click Research and find out.
Continue to Playbook 05 →
