HUMN
AI for enterprise sellers, built by enterprise sellers.
Off-the-shelf tools don't know your clients. Yours will. We build custom AI workspaces around your ICP, your accounts, your methodology, and your voice, then hand you the keys.
Sales OS is inquiry-only. Scope, availability and price are agreed individually.Sound familiar?
You already use AI. It just doesn't know your deals.
Generic in, generic out
You paste a prompt, you get output that could belong to any seller at any company. No account history, no stakeholder context, no methodology. So you stop using it.
Your context lives in 40 places
CRM notes, call transcripts, old proposals, email threads, your own memory. Every prep, every follow-up, every QBR starts from zero because nothing is connected.
Advice from people who've never carried a bag
The AI content aimed at sellers is written by marketers and consultants. It demos well and dies on contact with a real enterprise deal cycle.
Tired of surface-level AI answers from people who've never closed an enterprise deal?
See it working
One deal. The whole cycle.
One account carried from cold to close in a single conversation: your strategic thinking partner and your execution engine, and it remembers everything about you. Click through the stages at your own pace.
- 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
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.
| 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.
- Pulling your POV, proof points, and voice profile from memory. Zero questions needed.
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
- Pulling Tuesday's research brief forward. You don't re-enter anything.
- Checking what changed since: one press release, one board appointment
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.
- Reading 46 minutes of transcript against everything already known about this deal
- Extracting commitments, risks, and the quotes you'll want verbatim later
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.
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
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.
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.
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.
The founders
Built from firsthand enterprise sales work.
Daniel Borodyansky
Daniel closed over $20 million in revenue across 40 enterprise deals, on a team that averaged $4-6 million per person.
Daniel built and used an AI sales system in his own work. The revenue record is experience, not a claim that AI caused the result.
Nick Labo
Nick brings two decades of enterprise sales experience to HUMN Minds.
He teaches sellers, coaches and owners to run Codex and Claude on their own work, and builds the systems HUMN delivers.
Work with HUMN
Choose the help your selling work needs.
Bring one problem to a paid hour with Nick Labo and Daniel Borodyansky, or inquire about a Sales OS. A system is a selective custom project with its own agreed scope, availability and price.
From sellers using it
What it sounds like after delivery.
The prep brief alone is worth it. I walk into every discovery call knowing exactly what to ask and where the pain is. It's not fair to the other guys.
This is so worth the investment.
I'm pumped, dude. I feel like a kid in a candy store today.
Just read through the instructions. Man, this is sick to see the reasoning in action. Love it. You're truly the best.
I'm so fired up, this already looks amazing.
If you can find that system for me, that's where the money is.