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Illustrative example
See the working approach.
This interactive example uses fictional deal and account data. It shows possible workflows, not a live client record, a promised result or an included feature list for every engagement.
The Sales OS
Custom scope · inquiry only
Illustrative Sales OS demo · fictional deal, cold to close
Help me break into Meridian Health.
- Scanning meridianhealth.com, the 10-K, and Friday's earnings call
- Reading your history: two touches in 2024, went quiet when your sponsor left
- Mapping your win themes against their strategic initiatives
Account Research & POV Brief · Meridian Health
11 sectionsSources linkedScroll the brief ↓
1 · Company snapshot
Regional health system: 11 hospitals, 60+ outpatient sites, $2.1B revenue, 14,000 employees, HQ Columbus. Two years post-merger and still running as two companies under one logo.
2 · Market signals & strategic triggers
- New CFO, first earnings call Friday. She said "efficiency" eleven times. Why it matters: she just told the street her mandate. Your consolidation story is her talking point, verbatim.
- Merger integration behind plan. Systems consolidation named a top-3 priority in the annual report. Why it matters: budget exists and is board-visible.
- Nurse retention program launched. Why it matters: anything that removes administrative load has an executive sponsor by default.
3 · Relationship & engagement history
| Name | Title | Strength | Notes |
|---|---|---|---|
| Tom Okafor | VP, Revenue Cycle | Warm | Met at HIMSS 2024. Asked for the ROI model, never got it. |
| Dana Reeves | Dir., IT Ops | Dormant | Your 2024 pilot contact. Left the company in March. |
4 · Business model & revenue strategy
Payer mix shifting to value-based contracts; ambulatory expansion is the growth engine. Margin pressure is the board conversation.
5 · Strategic initiatives
Systems consolidation (annual report), revenue-cycle modernization (four open job postings), ambulatory build-out (earnings call).
6 · Technology landscape
| Layer | Stack | Friction |
|---|---|---|
| ERP | Three instances post-merger | The consolidation target |
| EHR | Single vendor, stable | Not the play |
| Rev cycle | Legacy + manual workqueues | 4 open reqs say it's breaking |
7 · White space & use cases
- Revenue-cycle automation: the denials backlog is public (payer disputes in the 10-K).
- Vendor consolidation: three ERPs, one CFO who says "efficiency" eleven times.
- Service-line analytics: ambulatory expansion needs it to be defensible.
8 · Industry landscape
Peer systems are 12-18 months ahead on consolidation. The cost of inaction is a board slide her competitors already show.
9 · Why we might be a fit: the POV
Lead with: "You told the street efficiency. Consolidation is how that becomes a number." Illustrative peer story: a two-state system that cut $3.1M in year one. This number is fictional demo data, not a HUMN Minds result.
10 · Quick reference
10-K · investor deck · earnings transcript · your 2024 pilot notes, all linked.
11 · Account team
You (owner) · SE support at demo stage · partner intro available via the northeast alliance.
Want the executive stakeholder map? Eleven people will touch this decision. I know six of them already.
Yes.
Executive Stakeholder Map · excerpt
11 stakeholders · 6 functions3-phase engagement plan
| Who | Role in decision | Messaging angle |
|---|---|---|
| CFO (new) | Economic buyer | The efficiency mandate she announced. Board-visible win in year one. |
| Tom Okafor, VP Rev Cycle | Likely champion | He asked you for the ROI model in 2024. Open by delivering it. |
| CIO | Gatekeeper | Risk framing: consolidation without a rip-and-replace. |
Engagement plan: Phase 1 exec touch via Okafor → Phase 2 IT validation → Phase 3 functional rollout sponsors.
Write the cold email to their CFO.
- Pulling your POV, proof points, and voice profile from memory. Zero questions needed.
Gmail · draftYour voice, not AI's112 words · zero em dashes · zero buzzwords
Eleven times
You said "efficiency" eleven times on Friday's call. That usually means the board asked for a number, and the systems side hasn't produced one yet.
Illustrative proof example: a two-state health system cut $3.1M in year one without a rip-and-replace, and its CFO presented the result to the board in month four. This is fictional demo data.
I wrote up how the math would look on your footprint. Worth a look?
Best, Alex
SendEdit first
I can draft nine more angles if this one is not the play: quota-gap lens, peer momentum, ROI-first. Want them?
She replied. Prep me for Thursday's call.
- Pulling Tuesday's research brief forward. You don't re-enter anything.
- Checking what changed since: one press release, one board appointment
Meeting Prep Brief · CFO, Thursday 2:00
Built from stage-1 memoryScroll ↓
Meeting context
She replied to the "eleven times" email in 4 hours, copied her chief of staff, and asked for "the math you mentioned." Expectation set: numbers, not a pitch.
Stakeholder profile
Second CFO seat, promoted from a system twice this size. Public style: direct, numbers-first, allergic to vendor theater. She will interrupt the deck. Let her.
Meeting intent
Primary: earn the working session with her chief of staff and Okafor in the room. Discovery focus: which of the three ERPs is politically hardest to retire.
Suggested openers
- "I'll skip the company slide. You said efficiency eleven times; here's what that's worth on your footprint."
- "Before I show the math: which of the three systems would your team defend the hardest?"
- "Your peer system's CFO showed this to the board in month four. I want to show you what she showed them."
Objective
Leave with the working session booked and the denials data request in writing.
Great call. Here's the transcript.
- Reading 46 minutes of transcript against everything already known about this deal
- Extracting commitments, risks, and the quotes you'll want verbatim later
Opportunity Brief · Meridian Health
10 sections · any exec reads it in 3 minScroll ↓
Customer priorities
Board-visible efficiency number by Q2 · consolidation without operational risk · keep the nurses out of it.
Pain points identified
- Manual workload: denials team is rekeying between three systems. Her words: "we pay people to copy and paste."
- Lost momentum: the 2024 pilot died with the sponsor, not the business case.
Our positioning
Phase 1 = revenue-cycle consolidation, the smallest politically-safe wedge with the biggest number attached. The phrase that landed: "your first board win."
Key milestones
| Milestone | Date | Owner |
|---|---|---|
| Working session (CoS + Okafor) | Next Thursday | You |
| Denials data delivered | Friday | Her chief of staff |
| Phase 1 proposal | In 3 weeks | You |
Risks & considerations
CIO not yet in the loop (mitigation: Okafor intro before the working session) · budget cycle closes in 9 weeks.
Next steps
Three follow-ups, all drafted and waiting.
Want me to action the follow-ups? Her recap email, the internal debrief for your team, and the working-session invite.
Yes. Do all three.
1 of 3 · her recapYour voice, not AI'sZero em dashes · zero recap padding
The number, and Thursday
Marissa, appreciated the directness today. Here is the math I promised, built on the denials volumes your chief of staff is pulling.
Thursday we pressure-test it with your people in the room. If the number doesn't hold, I'll tell you before you have to.
Best, Alex
SendEdit first
2 of 3 · internal debriefYour team, briefed in 60 seconds
Team, quick all-up on Meridian Health. New CFO with a public efficiency mandate. Rev-cycle consolidation is the wedge, and she engaged in 4 hours. Data starts flowing Friday.
What I need from you: an SE for Thursday's working session, and the two-state case study numbers verified by Wednesday. My read is this one moves fast.
3 of 3 · Executive one-pager, champion-shareable
Okafor carries this upstairs
What this is: Phase 1 revenue-cycle consolidation across the three legacy systems. Why now: the efficiency mandate has a Q2 board date. What you get: the denials backlog cut, one workqueue, a board-ready number in month four. Investment & ROI: one recovered denials month pays for the phase.
Working session invite is on calendars. One more thing: want the deck for the exec review, in their branding?
Yes.
Exec review deck · 12 slidesMeridian's colors, your story
Be honest. What am I missing on this deal?
Thinking partner · every call, email, and note on this deal
Two things. You're selling ROI to the CFO, but the CIO is graded on risk, and he still hasn't heard your name: get the Okafor intro done before the working session, not after. And watch yourself in the room. In 2024, and at your last two CFO meetings, you over-explained the moment someone pushed on the number. Give her the number, then hold the silence.
One deal, one conversation. Your strategic thinking partner and your execution engine, in the same thread.
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