Playbooks → Medical Endoscope Components

PLAYBOOK 06 · MEDICAL ENDOSCOPE COMPONENTS

How to Score and Prioritize Accounts

Estimated time: 10 min What you'll build: Account Score Scenario: Rod Lens Supplier → Endoscope OEM Next: Map the Decision Chain
Knowledge Base ✓→ICP ✓→Buyer Personas ✓→Target Accounts ✓→Research ✓→Scoring→Decision Chain→Strategy→Outreach→Follow-up→Sample / Quote→Sales Learning

Why This Matters

Research gives evidence. Scoring turns that evidence into priority. Don't score assumptions — score evidence. A number you cannot explain cannot guide a decision.

What to Enter: The Evidence-Weighted Score

Each dimension is a piece of evidence from Research — with a confidence level, a weight, and a reason for the score.

Makes rigid endoscopesConfirmed Fact25 / 25

Weight 25. Core ICP fit — confirmed by the product page, so no points held back.

Rod-lens relay opticsStrong Inference18 / 20

Weight 20. The architecture suggests a need for rod lenses, but the sourcing model is not confirmed — so 2 points held back.

In-house optical design & assemblyConfirmed Fact15 / 15

Weight 15. The team can technically evaluate a Tier 2 rod-lens supplier.

ISO 13485 medical-device manufacturerConfirmed Fact10 / 10

Weight 10. Regulatory evidence of a real medical-device maker, not a generic optics shop.

Hiring + trade show signalsStrong Inference16 / 20

Weight 20. Hiring is a strong inference of R&D activity; the COMPAMED lead is weaker — 4 points held back until there is a direct contact.

ReachabilityWeak Signal4 / 10

Weight 10. Only a website and a trade-show contact, no direct contact yet — the gap to fix before outreach.

NordScope = 88 / 100 · Tier A. Every point is tied to a piece of evidence from Research — and the reachability gap is the one thing to fix.

Why We Entered It This Way

Why explainable? A score you cannot explain cannot guide a strategy. 88 means "pursue now, but fix the reachability gap" — that is an instruction, not a number.
REAL-WORLD LESSON · GERMAN OPTICAL COMPONENT MANUFACTURER

The score changed after research. Before research it was a hypothesis; after research it became an evidence-backed A tier — and the missing contact was the one thing to fix.

See It in B2B Outbound OS

Explainable account score for an endoscope manufacturer

The score shows why the account is a priority, not just that it is.

Do It Yourself

Next: Map the Endoscope OEM Decision Chain

You know who deserves priority. Now map who influences the purchase inside the account.

Continue to Map the Endoscope OEM Decision Chain →