Full RCO
Community Hospital Network
Discovery · $510K ARR · 67 days in stage
Inflated
Deal Truth
38
MEDDPICC breakdown
Metrics42
Economic Buyer18
Decision Criteria35
Decision Process28
Paper Process22
Identify Pain68
Champion41
Competition30
Momentum
- Days in stage67
- Close-date pushes3×
- Last activity38d ago
- Velocity vs segment31%
Stakeholder engagement
- Robin GalanisDirector of Patient Access38d ago
- Hugh BermanCEO90d ago
Recent calls · with intelligence
- Re-engagement attemptcooling
Apr 9 · 22 min · Robin Galanis, Dana Park (us)
- →Robin admitted CEO is not aware of any procurement timeline
- →No internal budget owner yet identified
- →Dana logged opp as 'commit' anyway
Email engagement (last 14d)
Touches
1
Reply rate
0%
Exec thread
Cold
Missing MEDDPICC · do this next
- · Economic Buyer confirmation
- · Decision criteria
- · Decision process
- · Documented paper process
- · Champion strength validation
Recommended next action
Requalify with Robin or remove from forecast.
Recommended exec action
Remove from commit forecast unless procurement process and exec sponsor validated within 14 days.
PipelineIQ assessment
- →Champion engagement declined sharply; no exec contact in 90 days.
- →MEDDPICC completeness only 42%; Economic Buyer essentially unknown.
- →Three close-date pushes; deal has been in Discovery for 67 days.
- →AE optimism materially exceeds engagement signals — classic inflated forecast indicator.