In all of 2024, Tiger Aesthetics did not open a single net new account.
Not one. The company's reps cold-called, drove routes, and worked off the same stale account lists every manufacturer in medical aesthetics has been working off for a decade. Then in Q1 2026, one quarter after deploying Fathom, they opened 225 net new accounts. Fortune reviewed the results and reported the number in April 2026.
What changed? The reps finally knew which accounts to go after and why.
The old way
Medical device and aesthetics sales has run on intuition and memory. A rep walks a territory with a list of practices that may or may not still be active, may or may not have the right patient base, and may or may not be using a competitor device. The rep makes a hundred calls to find the five accounts worth a real conversation.
The math is brutal. If a rep spends four hours a day on outreach and 95% of it goes to the wrong accounts, the good prospects are buried in the noise.
What Fathom changed
Fathom scores every account in a territory against the manufacturer's own product line and ideal buyer profile. The rep opens the platform, enters a zip code, and gets a ranked list: which practices match, why they match, and what's happening in their market right now.
For Tiger, that meant reps walked into offices that were actually ready to buy. The accounts were already qualified, already matched to Tiger's device portfolio, already briefed with live market context. The rep's job went from prospecting in the dark to showing up at the right door.
The proof is in the reps' wallets
Here's the detail that matters most: Tiger's pilot reps paid for Fathom out of their own pockets. The company's subscription wasn't approved yet, so six reps individually subscribed because the tool was making them money. That's the strongest signal a sales tool can get.
When the numbers landed, the bosses' reaction was simple. Give them whatever they want.
What 225 accounts means
Net new accounts are the fuel of every med-device growth plan. Fifteen a month across a sales force changes the shape of a year. For a company that opened zero in the prior year, it changes the trajectory of the business.
This is what vertical AI does in sales. Not another dashboard. Not another data source. A rep who knows exactly where to go, walks in with a brief that's specific to that account, and closes business that was invisible six months ago.
If you want to see how it works in your territory, the platform is live and we'll show you your own accounts scored for fit.
This story was reported by Fortune in April 2026. Fathom is a sales intelligence platform, not a substitute for sales execution. Results vary by territory and product line.