Denial Management
Pacific Surgical Partners
Evaluation · $195K ARR · 18 days in stage
Real
Deal Truth
78
MEDDPICC breakdown
Metrics85
Economic Buyer72
Decision Criteria80
Decision Process75
Paper Process60
Identify Pain90
Champion88
Competition70
Buying signals
- +ROI model agreed
- +Procurement intro scheduled
Momentum
- Days in stage18
- Close-date pushes0×
- Last activity2d ago
- Velocity vs segment105%
Stakeholder engagement
- Anita KrishnanDirector of RCM2d ago
- Rob MarianiCFO9d ago
- Tim WalshBilling Manager3d ago
Recent calls · with intelligence
- ROI model walkthroughpositive
May 15 · 38 min · Anita Krishnan, Rob Mariani, Sarah Chen
- →Rob accepted the 11-month payback model
- →Anita committed to introducing procurement next week
Email engagement (last 14d)
Touches
7
Reply rate
71%
Exec thread
Active
Recommended next action
Send procurement onboarding doc + schedule mutual action plan review.
PipelineIQ assessment
- →Champion is mobilizing internally; Economic Buyer has bought into ROI model.
- →Stage velocity 5% above benchmark.
- →All eight MEDDPICC areas above 60%.