# How Circle Health finds the physicians who work in nursing homes and books meetings before every conference

> Circle Health sells care management to physician groups and nursing facilities. See how it finds them and books meetings with the leaders who decide.

Source: https://dmand.ai/customers/circle-health · Last updated: 2026-11-07

![Circle Health](https://storage.googleapis.com/dmand-website/2026/11/circle-health-logo-color-mw5miaod.png)

Customer story

Circle Health runs chronic care management and remote patient monitoring for physician practices and senior care operators. Its outbound team finds the physician groups that work in skilled nursing facilities, the leaders who decide and the people it will meet at each conference, all in one Dmand AI login.

Anupam D.

Founder and CEO, StratAnalyze, which runs Circle Health’s outbound

The brief from the first call

Reach two groups of people with two different emails: the leaders of physician groups that work in nursing homes, and the leaders who run the facilities.

- Physician groups CEOs, presidents and medical directors
- Nursing facilities Administrators and directors of nursing
- Health systems Population health, finance and care management

Where the outreach runs One Dmand AI login

- 9.3K+ physician groups outside health systems have a doctor who works in a nursing facility
- 2 buyers in one outbound program, each with its own emails
- Every month Circle Health has run outbound from Dmand AI since the first call
- 5 stars on G2 from the founder who runs its outbound

- **About**: Chronic care management, remote patient monitoring and other care programs, run by its own nurses
- **Sells to**: Physician groups, ACOs, health systems and senior care operators
- **Outbound by**: StratAnalyze, Anupam D.’s go-to-market firm
- **Website**: [circle.healthcare](https://circle.healthcare)

Used in Dmand AI

- [Healthcare Universe](https://dmand.ai/platform/healthcare-universe)
- [Org Hierarchy Explorer](https://dmand.ai/platform/hospital-org-chart)
- [Waterfall Contact Enrichment](https://dmand.ai/platform/waterfall-enrichment)
- [Sales Engagement Suite](https://dmand.ai/platform/sales-engagement)

- **Situation**: Circle Health sells care management programs, run by its own nurses, to physician practices and senior care operators. Conferences brought familiar faces more than new meetings.
- **Problem**: It sells to two buyers who each need their own email: physician groups that work in nursing homes, and the people who run the facilities. Its campaigns ran through an agency.
- **Decision**: Move list building, sending and replies into Dmand AI, on new Google and Microsoft mailboxes, with StratAnalyze running the program.
- **Result**: Every list, sequence and reply in one login, used every month since the first call. The best replies come from meeting requests sent before each conference.

The brief

## Circle Health sells care management to two buyers: physician groups that work in nursing homes, and the facilities they serve

Circle Health runs chronic care management, remote patient monitoring, behavioral health integration and transitional care for its customers’ patients, with its own licensed nurses doing the work and no upfront cost to the practice. Its buyers sit where older patients with chronic conditions get care: physician practices and the nursing facilities those practices cover.

Circle Health’s CEO set a narrow brief on the first call with Dmand AI:

> “There are only two sets of people that we want to reach out to.”

_CEO, Circle Health_

The first group is the leadership of physician groups that go into elder care: the groups whose doctors also work in skilled nursing facilities, assisted living and home care. The team writes to the CEO, president or medical director, and at some groups the person running the business is a nurse practitioner or an executive who is not a physician at all.

The second group is the people who run the facilities themselves: nursing home administrators and directors of nursing. Each group gets a different email, so each needs its own list.

The market

## 9.3K+ physician groups outside health systems have a doctor who works in a skilled nursing facility

In Dmand AI, **25.8K+ physicians currently work at a skilled nursing facility**, and 8K+ of them work at two or more. Most also belong to a physician group. Circle Health looks for the small ones outside health systems, where the leaders can say yes on their own.

That market is **9.3K+ groups of 1 to 20 doctors with at least one physician who works in a skilled nursing facility**: 6.7K+ with 1 to 5 doctors and 2.6K+ with 6 to 20. Together they employ 9.9K+ of those physicians.

_Where Circle Health’s physician groups are Physician groups outside health systems, with 1 to 20 doctors and a physician who works in a skilled nursing facility, by state_

_Physician groups 0 1,000+_

_Physician groups by state_

| State | Groups | 1 to 5 doctors | 6 to 20 doctors |
| --- | --- | --- | --- |
| Alabama | 179 groups | 120 | 59 |
| Alaska | 15 groups | 10 | 5 |
| Arizona | 160 groups | 102 | 58 |
| Arkansas | 93 groups | 67 | 26 |
| California | 1,203 groups | 883 | 320 |
| Colorado | 76 groups | 49 | 27 |
| Connecticut | 121 groups | 93 | 28 |
| Delaware | 16 groups | 10 | 6 |
| District of Columbia | 14 groups | 6 | 8 |
| Florida | 970 groups | 717 | 253 |
| Georgia | 250 groups | 180 | 70 |
| Hawaii | 53 groups | 33 | 20 |
| Idaho | 37 groups | 25 | 12 |
| Illinois | 437 groups | 313 | 124 |
| Indiana | 159 groups | 117 | 42 |
| Iowa | 46 groups | 35 | 11 |
| Kansas | 79 groups | 60 | 19 |
| Kentucky | 107 groups | 89 | 18 |
| Louisiana | 206 groups | 131 | 75 |
| Maine | 10 groups | 4 | 6 |
| Maryland | 209 groups | 142 | 67 |
| Massachusetts | 155 groups | 98 | 57 |
| Michigan | 359 groups | 256 | 103 |
| Minnesota | 35 groups | 19 | 16 |
| Mississippi | 96 groups | 68 | 28 |
| Missouri | 132 groups | 93 | 39 |
| Montana | 14 groups | 12 | 2 |
| Nebraska | 72 groups | 49 | 23 |
| Nevada | 98 groups | 65 | 33 |
| New Hampshire | 11 groups | 5 | 6 |
| New Jersey | 543 groups | 436 | 107 |
| New Mexico | 26 groups | 16 | 10 |
| New York | 734 groups | 515 | 219 |
| North Carolina | 207 groups | 142 | 65 |
| North Dakota | 14 groups | 10 | 4 |
| Ohio | 316 groups | 240 | 76 |
| Oklahoma | 104 groups | 86 | 18 |
| Oregon | 43 groups | 33 | 10 |
| Pennsylvania | 345 groups | 241 | 104 |
| Rhode Island | 29 groups | 17 | 12 |
| South Carolina | 90 groups | 60 | 30 |
| South Dakota | 19 groups | 12 | 7 |
| Tennessee | 184 groups | 127 | 57 |
| Texas | 838 groups | 636 | 202 |
| Utah | 68 groups | 52 | 16 |
| Vermont | 2 groups | 2 | 0 |
| Virginia | 181 groups | 128 | 53 |
| Washington | 77 groups | 58 | 19 |
| West Virginia | 39 groups | 29 | 10 |
| Wisconsin | 65 groups | 32 | 33 |
| Wyoming | 20 groups | 15 | 5 |

1. 1 to 5 doctors 6,756
2. 6 to 20 doctors 2,622

Physician groups outside health systems in the Dmand AI database, with a physician who currently works at a skilled nursing facility. Hover or tap a state for its groups by size.

The link that matters is the site of care, not the employer. A physician’s employer is the group; the nursing facility shows up as a separate site where they also work. Dmand AI ties each physician to every site where they currently practice, and [Org Hierarchy Explorer](https://dmand.ai/platform/hospital-org-chart) shows the group, its parent and its sites, so “physicians who work in nursing homes” becomes a filter instead of a guess.

The problem

## Before Dmand AI, Circle Health’s pipeline leaned on conferences and an outbound agency

Circle Health’s team traveled to long-term care, home health and digital health conferences. They were worth the trip, but mostly for meeting people the team already knew, and the good leads took months to nurture.

Asked what the conferences had done for the pipeline, Circle Health’s CEO was candid:

> “It was more about just catching up with known faces.”

_CEO, Circle Health_

Cold campaigns ran through a partner agency that also handled the replies, from mailboxes on Zoho. Dmand AI sequences send from Google and Microsoft mailboxes, so the team set up a separate domain on both instead of putting its main domain at risk.

Facility administrators and directors of nursing were the harder list to build. The team brings those lists in from conference rosters and its own research, and Dmand AI verifies each email before a sequence sends to it.

What they did

## How Circle Health finds and reaches physician groups, facility leaders and health system buyers in five steps

Every program runs the same five steps in one Dmand AI login, from the physicians who work in nursing facilities to a reply in the inbox.

### Find the physicians who work in skilled nursing facilities

Lists start from the physicians, not from a company name. The team searches [physicians and HCPs](https://dmand.ai/data/physicians-and-hcps) in the specialties that carry chronic patients (internal medicine, geriatric medicine, family medicine, cardiology, nephrology, pulmonology and endocrinology), keeps those who work at a skilled nursing facility, and narrows by the size of their group: 1 to 5 doctors, or 6 to 20. Physicians who cover several facilities get their own list, because one group can open several buildings.

_Example of a medical group search in Dmand AI: primary care groups of 1 to 20 physicians outside health systems in New York, whose physicians also work in skilled nursing facilities, with each group’s leader, kinds of locations and the care settings its physicians work in. The groups are examples._

_Example of a medical group search in Dmand AI: primary care groups of 1 to 20 physicians in New York whose physicians also work in skilled nursing facilities, with each group’s leader and the care settings its physicians work in._

### Find the leaders who decide at each group, physician or not

Each group opens to its people. On the executive side the team searches [healthcare executives](https://dmand.ai/data/healthcare-executives) at physician organizations by title and management level: CEO, COO, medical director, founder and owner. That catches the nurse practitioner who runs the business as well as the managing physician.

_Example of a physician group in Dmand AI: Hudson Valley Internal Medicine, outside any health system, with its leaders and the physicians who also work in skilled nursing facilities, assisted living and home care. The group and people are examples._

_Example of a physician group in Dmand AI: its leaders, including a nurse practitioner as CEO, and the physicians who also work in nursing facilities and home care._

### Find the physicians who already bill for chronic care management

Medicare claims show which physicians already bill chronic care management, the first 20 minutes of which is CPT 99490. Those practices know the program and its paperwork, so the conversation is about running it at scale with Circle Health’s nurses. The team filters for physicians who bill the code at post-acute and long-term care sites, in groups of up to 20 doctors.

13.7K+ physicians billed Medicare for chronic care management (CPT 99490) in the latest year of claims, and 1.8K+ of them also work in a skilled nursing facility.

Dmand AI data, November 2026, from Medicare claims by physician.

### Split a health system’s buying committee by the problem each leader owns

For health systems, the team starts from a short list of regional systems and runs three executive searches against it, one for each problem care management solves. Each search becomes its own list and its own sequence, sent by the Circle Health leader who matches the reader: a clinical leader writes to clinical buyers, the CEO to the people who own the budget.

_How Circle Health splits a health system’s buying committee_

- **Population health and CCM at scale**

  Ambulatory, primary care, physician network, value-based care, ACO and population health leaders, plus the chief medical officer.

- **Revenue the system leaves unbilled**

  Revenue cycle and finance leaders up to the CFO, for the care management codes the system could bill and does not.

- **Transitions and readmissions**

  Care management, care coordination and transitional care leaders, who own what happens after a patient leaves the hospital.

### Verify every list, send three-step sequences and work every reply in one inbox

Lists from Dmand AI search and lists the team uploads, such as conference rosters and in-person meeting sheets, go through the same [email verification](https://dmand.ai/platform/waterfall-enrichment), which marks each address deliverable, risky or undeliverable before a sequence sends. On a walkthrough with Dmand AI, the team moved from one-email sends to sequences of three steps.

Sequences go out from the team’s Google and Microsoft mailboxes, and every reply lands in one [unified inbox](https://dmand.ai/platform/sales-engagement). LinkedIn touches run in a separate tool, and email follows up with the people who did not answer there.

In his review, Anupam names the part of Dmand AI that is still improving, and how fast it changes:

> “The email platform is where suggestions are coming from our side, and the team is implementing them really fast.”

_Anupam D. Founder and CEO, StratAnalyze_

Results

## Circle Health’s best replies come from meeting requests sent before each conference

Circle Health has run outbound from Dmand AI every month since the first call. Cold sequences to physician groups and facility leaders keep the name in front of the market; the replies come fastest from the people the team is about to meet in person.

Before each conference, the team uploads the attendee or speaker list, verifies it and sends a short meeting request, then follows up with the people who did not answer on LinkedIn. Most replies to those sequences are a yes, a time and a place at the event, or a request for details.

After the first campaigns sent from Dmand AI, Circle Health’s outbound team noticed deliverability first:

> “ The delivery rate was pretty high. And that was astonishing for me.”

_Outbound team, StratAnalyze for Circle Health_

_From the first call to a program that runs every month_

1. **First call** The brief: two buyers, two emails, and new Google and Microsoft mailboxes in place of Zoho
2. **First weeks** The first sequences to New York physician groups, in small batches
3. **Next month** Email and call sequences to book in-person meetings in New York
4. **A few months in** A walkthrough with Dmand AI: three-step sequences, a sender for each persona and health system buying committees
5. **Conference season** Meeting requests to attendees before medical group, post-acute and digital health conferences
6. **About 10 months in** Anupam D. gives Dmand AI 5 stars in a [review on G2](https://www.g2.com/products/dmand-ai/reviews/dmand-ai-review-13413983)

_What changed in Circle Health’s outreach to practices and nursing facilities_

| The job | Before | With Dmand AI |
| --- | --- | --- |
| Find the physician groups | Names from conferences and existing clients | Physicians filtered by the [nursing facilities they work at](https://dmand.ai/data/skilled-nursing-senior-living), then by group size and ownership |
| Find who decides | Physician names, which miss a CEO who is not a physician | Each group’s CEO, president and medical director, physician or not |
| Facility leader lists | Conference rosters and spreadsheets | Uploaded, verified and sent from the same sequences |
| Conferences | Catching up with known faces | Meeting requests to the attendee list before the event |
| Sequences | One email at a time | Three steps, with a sender for each buyer |
| Send and reply | An agency, on Zoho mailboxes | Google and Microsoft mailboxes, with every reply in [one inbox](https://dmand.ai/platform/sales-engagement) |

> I like Dmand AI’s extremely curated and comprehensive healthcare database, which you won’t find on any other platform with this level of detail. The ability to filter by specialty, location, independent physician or not, and many others is incredibly useful.

_Anupam D. Founder & CEO, StratAnalyze (for Circle Health) Verified review on G2, September 2026_

[Read the review on G2](https://www.g2.com/products/dmand-ai/reviews/dmand-ai-review-13413983)

![Anupam D., Founder and CEO of StratAnalyze, for Circle Health](https://storage.googleapis.com/dmand-website/2026/11/anupam-d-portrait-mw28hbjp.jpg)

Lessons for your team

## Four lessons for teams selling care programs to physician groups and nursing facilities

1. ### Define the account by where physicians work

   A physician’s group is the employer, but the nursing facility where they round is where your program helps. Filter by the site of care, then go up to the group and its leaders.

   Ask your team

   Which of your target physicians also work in a nursing facility, and which group employs them?

2. ### Write to each buyer separately

   A group’s CEO, a facility administrator and a health system CFO want different things from the same program. Give each one its own list, its own email and a sender who speaks their language.

   Ask your team

   Does every buyer on your list get an email written for their job?

3. ### Book the conference before you get there

   At an event, the people who agreed to meet are the ones you asked a week before. Upload the attendee list, verify it and send a short request with a time and a place.

   Ask your team

   Who on the next attendee list have you already asked to meet?

4. ### Send three emails, not one

   Busy physicians and administrators rarely answer the first email. A three-step sequence with short follow-ups gives a yes more chances, without more lists.

   Ask your team

   How many of your sequences stop after a single email?

NextDimension AI

> I love how it automatically researches prospects and writes hyper-personalized emails, saving me hours every day by eliminating manual research. […] The real value is speed and scale, as I can reach significantly more prospects every week with personalized, high-converting messages that don’t look like generic automated spam.

_Simran K. Co-founder & CEO, NextDimension AI Verified review on G2, August 2026_

[Read the review on G2](https://www.g2.com/products/dmand-ai/reviews/dmand-ai-review-13329782)

![Simran K., Co-founder and CEO of NextDimension AI](https://storage.googleapis.com/dmand-website/2026/11/simran-k-portrait-mw28haqa.jpg)

FAQ

## Questions about selling care programs to physician groups and nursing facilities

Can’t find your answer? Email [hello@dmand.ai](mailto:hello@dmand.ai) or book a demo with our team.

**How do you find physicians who work in nursing homes?**

Look at where each physician practices, not only who employs them. In Dmand AI, every physician is tied to each site of care where they currently work, so you can filter for physicians at skilled nursing facilities and then by specialty, group size and state. 25.8K+ physicians currently work at a skilled nursing facility, and 8K+ of them at two or more. Circle Health starts every physician list this way.

**How do you find small physician groups that cover skilled nursing facilities?**

Start from the physicians who work at skilled nursing facilities, then group them by the practice that employs them and keep the size you sell to. Dmand AI holds 9.3K+ physician groups outside health systems, with 1 to 20 doctors, that have a physician working at a skilled nursing facility. Circle Health sells to these groups first.

**Who decides to buy care management services at a physician group?**

Usually the group’s CEO or president, its medical director and, at larger groups, the practice administrator. At some groups the CEO is a nurse practitioner or a business executive rather than a physician, so search executives by title and management level, not only physicians. Circle Health writes to both.

**How do you find physicians who bill chronic care management (CPT 99490)?**

Use Medicare claims by physician. They show who billed CPT 99490, the code for the first 20 minutes of chronic care management, in each year. In Dmand AI, 13.7K+ physicians billed it in the latest year of claims, and you can filter by the code with specialty, site of care and group size. Circle Health uses it to find practices that already run the program.

**How do you book meetings at a healthcare conference?**

Ask before the event, not at the booth. Get the attendee, exhibitor or speaker list, verify the emails, and send a short request a week or two ahead with a time and a place, then follow up twice. Circle Health runs these as three-step sequences in Dmand AI, and they draw its best replies.

**Can I upload my own lists and run sequences in Dmand AI?**

Yes. Upload a CSV, such as a conference roster or a list from another tool, verify the emails, and add the people to a sequence that sends from your own Google or Microsoft mailboxes, with replies in one inbox. Circle Health runs its conference and facility leader lists this way.

**What does Dmand AI cost for a small outbound team?**

Plans start at $249 a seat a month on Kickstarter, or $199 billed annually, with the data, contacts, sequences and inbox in one login. Every plan starts with a 30-day trial, self-serve, with no credit card. Circle Health runs its outbound to physician groups, nursing facilities and health systems on Dmand AI.

Your care setting market

Find the physicians who work in nursing homes and the leaders who decide, from one login

Filter physicians by the facilities they work at, find the leaders of each group and health system, verify every list and run your sequences and replies in Dmand AI.

[Start free trial](https://app.dmand.ai/signup?from=customer_story&src=customer_story%3A%2Fcustomers%2Fcircle-health&cta=closing_cta) [Book a demo](https://dmand.ai/book-a-demo)

- 30 days free
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- No credit card