Outsourced Coding
Northeast Regional Health System
Procurement · $420K ARR · 28 days in stage
At-Risk
Deal Truth
64
MEDDPICC breakdown
Metrics78
Economic Buyer45
Decision Criteria72
Decision Process58
Paper Process51
Identify Pain88
Champion70
Competition65
Buying signals
- +Security questionnaire returned May 6
- +Procurement engaged May 1
- +Reference call requested
Momentum
- Days in stage28
- Close-date pushes1×
- Last activity2d ago
- Velocity vs segment78%
Stakeholder engagement
- Dr. James WhitleyChief Medical Officer2d ago
- Sandra ParkVP Revenue Cycle4d ago
- Patricia DonovanChief Financial Officer23d ago
- Marcus BellDirector of Coding6d ago
- Elena VossLegal Counsel11d ago
Recent calls · with intelligence
- Implementation timeline reviewneutral
May 13 · 47 min · Dr. Whitley, Sandra Park, Sarah Chen (us)
- →Sandra confirmed Q3 go-live is workable if BAA signed by June 15
- →Dr. Whitley raised concern about clinical-coding handoff workflow
- →No mention of CFO involvement — Sarah flagged for follow-up
- BAA revision discussioncooling
May 8 · 32 min · Elena Voss, Sarah Chen, Capetivate Legal
- →Elena requested additional indemnification language
- →Open question on data residency for self-hosted AI add-on
- →Pushed signature target from May 30 → June 15
Email engagement (last 14d)
Touches
11
Reply rate
64%
Exec thread
Cold
Missing MEDDPICC · do this next
- · Economic Buyer engagement
- · Documented paper process
- · Confirmed procurement signoff timeline
Recommended next action
Sarah books a 15-min CFO call this week via Sandra's intro.
Recommended exec action
CEO/CRO outreach to CFO Donovan within 7 days to reinforce ROI and Q3 timeline urgency.
PipelineIQ assessment
- →Champion + technical buyer strongly aligned; clinical and ops support confirmed.
- →Economic Buyer (CFO) not engaged in 23 days; no documented procurement timeline.
- →Legal review stalled on BAA indemnification language; one push already.
- →Self-hosted AI requirement creates differentiation but adds compliance surface.