Pre Call Brief
Pre-Call Brief
Meeting in 3:00
MC
Michael Chen
ContentMax Global · CTO
Technical Evaluation · Follow-up #3
What Hero flagged for this call
Open from last call
EU data residency — still unresolved. Michael asked twice.
Address directly
Sandra Martinez (Compliance) — she's the blocker. Michael is watching how you handle her.
Expect this objection
"We're still evaluating Competitor X." — their contract renewal is Dec 15.
Deal pulse
$2.8M · Q4 close target — board review is Dec 18. Today matters.
Whos On The Call
Who's on This Call
Meridian Health
Live
4 attendees
Call 18:34
Deal $4.2M
Champion
Neutral
Blocker
RT
Rachel Torres
CIO · Meridian Health
Q1 go-live Vendor consolidation Board ROI story
Champion
Engagement
Speaking
JO
Dr. James Okafor
CMO · Meridian Health
Clinical workflow impact EHR integration Physician adoption
Supportive
Engagement
Speaking
PH
Patricia Hsu
VP Procurement · Meridian Health
3-bid policy Contract terms Budget cycle
Blocker
Engagement
Speaking
MW
Marcus Webb
Director, IT Security · Meridian Health
First call — not yet mapped HIPAA compliance likely
Unknown
Engagement
Speaking
Action Required Address Patricia's 3-bid policy before Rachel leaves the call
Now
Objection Preview
Objection Preview
Meridian Health
Pre-Call
Call #4 of eval cycle
3 prior calls analysed
2 unresolved from last call
Based on deal history · updated now
Budget
Your pricing is above what we budgeted for this cycle.
High
Handle with
Anchor to the $2.1M annual cost of inaction Rachel shared in Meeting 1 — reframe price as payback, not spend.
Mtg 2 + 3
Competition
We're still running a parallel evaluation with VitalEdge.
High
Handle with
VitalEdge has no native HIPAA audit trail — Patricia flagged compliance risk in Mtg 3. Let her close this one.
Mtg 3
Timeline
Q1 go-live feels aggressive given our IT backlog right now.
Medium
Handle with
Offer the phased rollout model — pilot on 2 departments first. Rachel already approved this path; get her to say it. Rollout Plan
Mtg 2
Process
I'll need to loop in our CFO before we can move forward.
Low
Handle with
Ask Rachel to co-present the ROI model to the CFO — she's already sold. Don't navigate this without her in the room.
New signal
Budget + competition most likely — both have a ready response
Talk Track
Talk Track
Hero AI
Michael Chen · CTO
Deal $2.8M
Follow-up #3
Fit
Strong
Lead with Your opener
"Since we last spoke, I got answers on EU data residency — and I think you'll like what legal came back with." Michael raised this twice on prior calls. Opening with resolution shows you listened, builds immediate trust, and disarms the compliance concern before Sandra can raise it.
Avoid Landmines
Asking about timeline pressure — Michael will feel cornered. He needs to feel in control of the pace.
Comparing against Competitor X by name — their renewal is Dec 15. Mention it and you signal desperation.
Skipping Sandra — she's the blocker. Ignoring her signals you haven't done your homework.
Steer toward Your destination
1
Get Sandra on record Ask her directly: "What would need to be true for compliance to sign off?" — turns a blocker into a checklist.
2
Tie to the board review Michael's board meets Dec 18. Frame a decision by Dec 12 as his win, not your deadline.
3
Close on a next step, not a signature Ask for a joint security review with Sandra next week — keeps momentum without pressure.