Call Extraction: Robb Gosling <> Meaghan DePeter — Map Visualization Update

DDX ID: 1573 Date: 2026-03-06 Duration: ~7 minutes Participants: Robb Gosling (CDL, national PP leadership), Meaghan DePeter (MedScout CSM). Call type: Quick product update demo. Meaghan showing Robb the new color-coded map visualization that addresses CDL’s prior feedback. Triage: Moderate. Short call, mostly feature demo, but two distinct fingerprint insights: the zero cardiac PET targeting in action with specific CPT codes, and Robb’s immediate instinct to distribute learnings across the team.

Distinct Insights

1. CDL targets facilities with high cardiology volume and zero cardiac PET — confirmed with specific CPT codes 78431 and 78434

What: Robb, viewing West Texas Heart and Vascular (3.4K volume, zero cardiac PET): “Wow. That is a great target.” Then confirming scope: “So they’re doing zero cardiac pet, right? So that zero cardiac pet, is that both codes, seven eight, four, three one and seven eight four three four.”

So what: This is the zero-PET conversion play in live action. CDL’s core private practice strategy: find cardiology practices with high overall procedure volume (3.4K at this practice) that are doing zero cardiac PET, then sell them on adding cardiac PET to their offering. The specific CPT codes matter: 78431 is myocardial perfusion PET with CT attenuation correction, and 78434 is absolute quantification of myocardial blood flow. Robb needs both codes to read zero — if a practice is doing one but not the other, that’s a different conversation (they already have PET capability but may not be using the full protocol). The fact that Robb knows these codes by number (not needing to look them up) confirms cardiac PET CPT codes are part of his daily vocabulary. The 3.4K volume threshold also confirms that CDL’s real field qualification bar for private practice is much higher than the 200+ SPECT minimum in the strategy configuration — a 3.4K practice generates immediate excitement while a 200 practice would be marginal.

Speaker credibility: Robb, national PP leader, evaluating a target in real time. Very high. Scope: Private practice motion targeting methodology. Motion: Private practice.

2. Robb’s first instinct after seeing value: distribute to the full team

What: Robb: “Oh, that’s great. We got to put this out to the rest of the team. Do you send like an email update?” Meaghan committed to creating a snippet video for both private practice and hospital teams.

So what: Robb immediately thinks about team-wide adoption, not just his own workflow. This reveals something about his leadership approach and CDL’s internal communication challenge. CDL has multiple reps across both motions using MedScout. Platform updates that improve one rep’s workflow are useless if other reps don’t know about them. Robb asking “do you send like an email update?” and then “I don’t think we do anything like that, do we?” reveals that CDL doesn’t have a formalized channel for receiving product updates from MedScout. Feature improvements ship, but CDL team members may not discover them unless they happen to encounter the change. This creates an adoption gap: MedScout builds features CDL asked for, but the requesting team may not realize the feature is live. The snippet video commitment from Meaghan is a tactical fix, but the structural issue — how CDL learns about platform improvements — remains open.

Speaker credibility: Robb, national PP leader, thinking about team operations. High. Scope: Company-wide — affects adoption velocity for both motions. Motion: Both.

What: Meaghan: “I had a strong meeting with our product team highlighting that the time differences between these widgets is confusing and also advocated for representation of quarter over quarter.”

So what: CDL needs to see procedure volume trends over time, not just point-in-time snapshots. The current MedScout time period options are inconsistent across different widgets on the same page, which creates confusion about what timeframe you’re looking at. CDL wants quarter-over-quarter comparison specifically — not annual, not rolling 12-month (which was requested separately in call 1075). Quarterly trending would let CDL identify practices where volume is growing (expanding patient base = bigger opportunity) versus declining (physician departure, competitive displacement). It would also let them track whether their own customers’ volumes are growing after CDL installs cardiac PET — a retention and expansion signal. Meaghan noted this feedback came from both CDL and other clients, which means it’s likely to get built. The recurring nature of this request (multiple calls, multiple CDL stakeholders) suggests time-based analysis is central to CDL’s analytical workflow, not a nice-to-have.

Speaker credibility: Meaghan reporting product team interaction. Medium-high — she’s relaying, not originating. Scope: Both motions — trend analysis matters for all targeting. Motion: Both.

Transcription Notes

Robb Gosling — confirmed as CDL’s national private practice leader. In this March 2026 call, he’s in Austin (traveling). His role matches the context note that Rob was promoted from West AVP to national PP leadership between Nov 2025 and Feb 2026.
West Texas Heart and Vascular — Lubbock, TX. Target identified during demo. 3.4K cardiology volume, zero cardiac PET (both 78431 and 78434).
Stefan Kais — physician name surfaced in San Antonio map hover (1.3K volume, internal medicine/cardiovascular). Incidental — no fingerprint value.
CPT 78431 and 78434 — cardiac PET procedure codes. First time both codes are explicitly named by a CDL rep (previously referenced as “cardiac PET” generically). These should be added to the term bank as the specific CPT codes CDL tracks for cardiac PET.
No transcription errors detected. Call was clean and short.

Term Bank Addition