MrMonte closed a deal for $154K y1 ($99K y2 & y3)

3 years in the making. Unfortunately, this is common for a lot of health system SaaS sales. We ran a great series of discovery calls with the right decision makers -- the Nurse Manager and Nursing Director for the NICU. IT attended the onsite demo, and in the meeting voiced their interest and concerns. The biggest concern being the IT backlog for other projects. That pushed out the sale almost 18-months. Just as their budget was approved for FY2020, guess what. COVID. Like most hospital systems, they were slammed. All new purchases were frozen, all budget and supply chain was focused on PPE and ventilators. I did what I could to connect them to PPE resources and stayed close, but not in effort to push the sale. I knew what they were up against was far more critical. Ultimately, the visitation restrictions for parents and difficulty in communicating those policy changes led them back to us. I shared examples and evidence from other customers, showing how NICU staff could improve communication with NICU patient families, and that information made it's what up to the president's desk.