Denial Management
Multi-State Orthopedic Group
Proposal · $285K ARR · 14 days in stage
Real
Deal Truth
73
MEDDPICC breakdown
Metrics82
Economic Buyer78
Decision Criteria80
Decision Process62
Paper Process35
Identify Pain95
Champion88
Competition55
Buying signals
- +Compelling event documented
- +Reference calls scheduled
- +Implementation timeline drafted
Momentum
- Days in stage14
- Close-date pushes0×
- Last activity1d ago
- Velocity vs segment112%
Stakeholder engagement
- David KershawCOO1d ago
- Linda MoralesCFO3d ago
- Greg SuttonVP Billing8d ago
- Nina AkhtarProcurement Manager41d ago
Recent calls · with intelligence
- Proposal walkthrough + Q&Apositive
May 14 · 52 min · David Kershaw, Linda Morales, Marcus Thompson (us)
- →Linda confirmed payer audit exposure is the compelling event ($1.4M at risk)
- →David asked about reference customer in orthopedics — Marcus offered 3
- →Competitor (vendor X) is offering 20% discount; Linda wants implementation lead intro
Email engagement (last 14d)
Touches
9
Reply rate
78%
Exec thread
Active
Missing MEDDPICC · do this next
- · Documented paper process / procurement steps
Recommended next action
Introduce implementation lead + 2 ortho reference calls this week.
PipelineIQ assessment
- →Strong champion + Economic Buyer pairing; identified pain documented with $ figure.
- →Procurement process undocumented; Nina Akhtar (procurement) has not engaged in 41 days.
- →Competitor discounting aggressively — needs differentiation push.
- →Velocity 12% above segment benchmark.