Deal Tracking¶
Overview¶
Track BrainSAIT healthcare sales opportunities from qualification through closed-won, with focus on enterprise hospitals, mid-market health systems, and SME clinics across Saudi Arabia.
Channel Structure¶
Deal-Specific Channels¶
| Channel | Purpose | Example |
|---|---|---|
#deal-[customer]-[stage] | Active deal collaboration | #deal-kfsh-negotiation |
#rfp-[customer] | RFP response coordination | #rfp-moh-claims-2025 |
Sales Team Channels¶
| Channel | Purpose |
|---|---|
#deals-pipeline | All active opportunities |
#customer-wins | Closed-won celebrations 🎉 |
#competitive-intel | Competitor updates and battlecards |
#sales-enablement | Training and resources |
#pricing-approvals | Deal desk requests |
Pipeline Stages¶
| Stage | Entry Criteria | Exit Criteria | Probability |
|---|---|---|---|
| Qualification | Initial meeting | BANT qualified | 10% |
| Discovery | Pain points identified | Requirements documented | 25% |
| Demo/POC | Demo scheduled | POC completion | 40% |
| Proposal | Proposal requested | Proposal submitted | 60% |
| Negotiation | Verbal intent | Terms agreed | 80% |
| Closed-Won | Contract signed | Revenue recognized | 100% |
Customer Segments¶
| Segment | Criteria | Deal Size | Sales Cycle |
|---|---|---|---|
| Enterprise | 200+ beds | 500K+ SAR | 6-12 months |
| Mid-Market | 50-200 beds | 100-500K SAR | 3-6 months |
| SME | <50 beds | 20-100K SAR | 1-3 months |
Deal Qualification (BANT+)¶
## Deal Qualification Scorecard
**Opportunity:** [Customer Name]
**AE:** @[name]
### Budget (0-25 points)
- [ ] Budget identified: _____ SAR
- [ ] Budget holder confirmed
- [ ] Fiscal year timing favorable
**Score:** [X]/25
### Authority (0-25 points)
- [ ] Economic buyer identified
- [ ] Technical buyer engaged
- [ ] Champion confirmed
**Score:** [X]/25
### Need (0-25 points)
- [ ] Pain points quantified (rejection rate, manual work)
- [ ] NPHIES compliance gaps identified
- [ ] ROI drivers clear
**Score:** [X]/25
### Timeline (0-25 points)
- [ ] Decision date confirmed
- [ ] Compelling event identified
- [ ] No blocking dependencies
**Score:** [X]/25
### Total: [X]/100
- 80+: High priority
- 60-79: Standard pursuit
- 40-59: Nurture
- <40: Disqualify
Healthcare Discovery Questions¶
- Claims Volume: Monthly claims through NPHIES?
- Rejection Rate: Current first-pass rejection rate?
- Payer Mix: Largest payers? (Bupa, Tawuniya, Medgulf?)
- EMR/HIS: Current clinical system? (Cloudpital, Epic, Cerner?)
- RCM Team: FTEs handling claims and denials?
- Pain Points: Where do you lose most time/money?
Key Messages¶
New Opportunity¶
🎯 New Opportunity: [Customer Name]
Segment: [Enterprise/Mid-Market/SME] Value: [X] SAR Products: ClaimLinc, PolicyLinc, DocsLinc
Details:
- 🏥 [X]-bed hospital / [X] monthly claims
- 📊 Current rejection rate: [X]%
- 🎯 Decision timeline: [Date]
- 👤 Champion: [Name, Title]
Compelling Event: [Why now?]
cc: @sales-team @[manager]
Stage Change¶
## 🔄 Stage Change: [Customer Name]
**Stage:** [Previous] → [New]
**Probability:** [X]% → [Y]%
**Expected Close:** [Date]
**Value:** [X] SAR
### What Changed
[Key developments]
### Stakeholders
| Role | Name | Sentiment |
|------|------|-----------|
| Economic Buyer | [Name] | 🟢/🟡/🔴 |
| Champion | [Name] | 🟢/🟡/🔴 |
### Risks
- [Risk and mitigation]
### Support Needed
- [ ] [Request] from @[person]
Closed Won¶
🎉 CLOSED WON: [Customer Name]!
Value: [X] SAR ([X]-year contract) Products: ClaimLinc, PolicyLinc, DocsLinc
Why BrainSAIT:
- ✅ [Differentiator 1]
- ✅ [Differentiator 2]
Expected Impact:
- 🎯 50% rejection reduction
- ⏱️ <2 min processing time
- 💰 ROI in 90 days
Team: @[AE] @[SE] @[Exec Sponsor]
Implementation kickoff: [Date] 🙌
Competitive Intelligence¶
Key Competitors¶
| Competitor | Strengths | Weaknesses | Win Strategy |
|---|---|---|---|
| Legacy RCM | Relationships | No AI, slow | Speed + innovation |
| Local Vendors | Price | Limited tech | AI + scale |
| International | Brand | No local expertise | NPHIES + Arabic |
Win Themes¶
vs. Traditional RCM:
→ "AI-powered, not just automation"
→ "4-8 week implementation vs. 6+ months"
vs. Local Vendors:
→ "Enterprise-grade AI platform"
→ "Proven 98% clean claim rate"
vs. International:
→ "Built for Saudi healthcare"
→ "Native NPHIES integration"
→ "Arabic-first"
Pricing¶
| Product | Monthly Price |
|---|---|
| ClaimLinc | 1,500 SAR |
| PolicyLinc | 800 SAR |
| DocsLinc | 600 SAR |
| RadioLinc | 2,000 SAR |
| Voice2Care | 500 SAR |
| DataLinc | 600 SAR |
| SecUnit | 800 SAR |
Discount Approval¶
| Discount | Approver | Turnaround |
|---|---|---|
| 0-10% | AE | Immediate |
| 11-20% | Sales Manager | 24 hours |
| 21-30% | VP Sales | 48 hours |
| 31%+ | CEO | Case by case |
Weekly Forecast¶
## Weekly Forecast - [Date]
### Pipeline Summary
| Stage | Count | Value (SAR) | Weighted |
|-------|-------|-------------|----------|
| Qualification | [X] | [X] | [X] |
| Discovery | [X] | [X] | [X] |
| Demo/POC | [X] | [X] | [X] |
| Proposal | [X] | [X] | [X] |
| Negotiation | [X] | [X] | [X] |
| **Total** | **[X]** | **[X]** | **[X]** |
### Commit (This Month)
| Customer | Value | Close Date | Confidence |
|----------|-------|------------|------------|
| [Name] | [X] | [Date] | High/Med/Low |
### At Risk
| Customer | Value | Issue | Recovery Plan |
|----------|-------|-------|---------------|
| [Name] | [X] | [Why] | [Action] |
Integration Points¶
- CRM: Opportunity tracking
- Notion: Account plans
- DataLinc: Customer analytics
- Calendar: Meeting scheduling