RCM
Heartland Specialty Clinics
Proposal · $340K ARR · 32 days in stage
At-Risk
Deal Truth
52
MEDDPICC breakdown
Metrics70
Economic Buyer55
Decision Criteria60
Decision Process48
Paper Process30
Identify Pain75
Champion62
Competition35
Buying signals
- +Competitive RFP active
Momentum
- Days in stage32
- Close-date pushes1×
- Last activity9d ago
- Velocity vs segment72%
Stakeholder engagement
- Maria SandovalVP Operations9d ago
- Frank DiNardoCFO19d ago
- Allison MehtaIT Director12d ago
Recent calls · with intelligence
- Competitive pressure check-incooling
May 9 · 41 min · Maria Sandoval, Allison Mehta, Marcus Thompson
- →Maria disclosed competitor (vendor Y) sent revised proposal at 25% lower price
- →Maria asked Marcus to 'put the best foot forward'
- →No mention of CFO timeline
Email engagement (last 14d)
Touches
6
Reply rate
45%
Exec thread
Cold
Missing MEDDPICC · do this next
- · Documented paper process
- · Competitive differentiation in writing
Recommended next action
CFO outreach with 3-year TCO model differentiating self-hosted AI value.
Recommended exec action
Marcus's manager (Rodriguez) joins next call as exec sponsor.
PipelineIQ assessment
- →Competitor discounting aggressively; price sensitivity high.
- →Economic Buyer engagement weak (19 days since last touch).
- →Champion is moderate; not actively mobilizing.