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| Open deal | Stage | Amount | Close | Idle |
|---|---|---|---|---|
| Meridian interoperability platform | Proposal sent | $142,000 | Jul 31, 2026 | 41 days |
| AI documentation pilot expansion | Discovery | $44,000 | Sep 15, 2026 | 12 days |
Your deal stalled for a reason this report can name. Chen went quiet after May 2, when she asked for revised pricing and said the platform budget was frozen pending Meridian's interoperability roadmap decision. That decision has now been made: Meridian confirmed TEFCA network participation on June 1§4, and Chen owns the implementation§2. The freeze that stalled your proposal is the same event that just made it urgent.
Her public posture since your last exchange maps onto the smaller deal too. At HIMSS she cited a 23% documentation-time reduction from the AI pilot§4, the exact program your discovery-stage expansion extends. An expansion case built on her own published number is the strongest framing available.
One relationship asset is going unused. Chen spent 2013 to 2017 as a senior director at Cerner§2, where Riley overlapped from 2015 to 2017. No CRM note references it, and the activity log shows she has only ever replied to Riley's threads, never to the two follow-ups sent from the shared sequence. The relationship runs through Riley; route accordingly.
- Reopen on TEFCA, not pricing. Her June posts name network onboarding as the current lift§4, and she engages at implementation depth. Lead with FHIR resource mapping and consent workflow specifics, then let the revised pricing she asked for follow.
- Quote her own metric back in the expansion proposal. She put the 23% number on a stage§4. A one-page case that starts from it and projects the expanded scope speaks her language: specifics, not thought leadership.
- Route the next touch through Riley and log the Cerner overlap. She answers Riley and ignores the shared sequence. The overlap§2 is context your whole team should have on the record.