CedarPoint Health Systems is a 2,100-bed regional health system adding a clinical documentation and care-coordination module to their existing EHR stack. The deal is $680K Year 1, with a 3-year contract at $1.9M total value. Dr. Patricia Voss (CMO) initiated the evaluation after a Joint Commission audit flagged documentation gaps in three departments. She owns the clinical mandate; CFO James Harrington controls the checkbook. The clinical case is proven. A 60-day oncology pilot completed Oct 14 with 94% clinician satisfaction — above the 85% threshold the CMO set as her go/no-go gate. The HIPAA Business Associate Agreement was accepted by legal Oct 2. SOC 2 Type II cleared without findings Oct 10. Epic integration passed Oct 22 with no reported workflow disruption — the IT Director's primary concern was interoperability, and we addressed it cleanly. The remaining path is commercial. CFO Harrington needs to authorize budget Nov 8. Epic is competing with a lower Year 1 price on a module they've been building since Q3 — their pitch to the IT Director is "stay on one stack." Our differentiation is the clinical evidence: Epic's module has no external satisfaction data. Ours has a completed pilot with CedarPoint's own clinicians. On a forecast call: "CedarPoint is a Q1 close, targeting Mar 31. Clinical pilot is done. HIPAA, SOC 2, and Epic integration all cleared. CFO budget meeting is Nov 8 — that's the gate. Epic is competing on price, not evidence. If Harrington approves Nov 8, legal can close by Dec 12 and we're in implementation by January."

[CONFIRMED] HIPAA BAA draft accepted by CedarPoint legal Oct 2 — no material redlines [CONFIRMED] SOC 2 Type II report delivered Oct 10 — IT Director confirmed zero outstanding findings [CONFIRMED] 60-day clinical pilot completed Oct 14 — 94% clinician satisfaction, above 85% CMO threshold [CONFIRMED] Epic integration test passed Oct 22 — zero workflow disruptions reported by IT team [CONFIRMED] CMO Dr. Voss confirmed go-decision on clinical side Oct 16 — pending CFO budget authorization [ASSUMED] Contract value $680,000 Year 1 — quoted, pending CFO negotiation; 3-year deal at $1.9M total [ASSUMED] Mar 31 close — CMO target; CFO hasn't formally committed to Q1 [AT RISK] Epic competing module — lower Year 1 price, 14-year IT relationship; IT Director not yet fully committed [AT RISK] CFO Harrington known for late-cycle price pressure — discount request likely at Nov 8 meeting

1. Epic competitive counter (incumbent advantage) Mitigation: Arm Dr. Voss with pilot data before CFO meeting: 94% satisfaction vs. Epic's no published clinical data. Request joint presentation at Nov 8 — CMO + CFO in same room with pilot results removes IT Director's ability to advocate for Epic on price alone. Epic's module is v1.0; ours has 3 years of clinical refinement. 2. CFO price negotiation at budget meeting Mitigation: Prepare two scenarios: full $680K and a phased Year 1 at $520K (defer 2 departments to Q2). Phased option protects the relationship, gets us in the door, and locks out Epic for Year 2 expansion. Do not discount list price — offer phasing instead. 3. Legal timeline: Dec 12 target is tight Mitigation: Deliver redlined MSA to CedarPoint counsel by Nov 15 — three weeks before target. Reduce redline surface: accept standard HIPAA addendum language, limit indemnification negotiation to data breach scenarios only. Flag any delay before Dec 1 to escalate.

1. Nov 8 — CFO budget authorization meeting Owner: AE (Keisha Roberts). Attend with CMO Dr. Voss. Lead with pilot data. Present phased option if price objection raised. Objective: written budget authorization or clear counter-proposal to address by Nov 15. 2. Nov 15 — Deliver redlined MSA to CedarPoint legal Owner: AE (Keisha Roberts) + Legal (Tom Brennan). Use standard healthcare enterprise MSA. Flag HIPAA addendum and data residency terms as pre-cleared. Target: 3-week turnaround for Dec 8 legal sign-off. 3. Nov 12 — IT Director alignment call Owner: AE (Keisha Roberts). Objective: confirm IT Director is not actively lobbying for Epic before CFO meeting. Offer co-present at IT steering committee if needed. Must happen before Nov 8 CFO meeting. 4. Dec 12 — Legal sign-off target Owner: Legal (Tom Brennan). Escalate to GC if CedarPoint counsel requests extension beyond Dec 12 — any slip past Dec 19 risks Q1 close.