Use internal urgency.
Give the champion the technical proof, scope and business case needed to sell internally.
Sell the right scope, protect value, and remove delay.
The goal is not only to create pipeline. It is to understand the technical and regulatory need deeply enough to shape a credible engagement and drive it through approval.
60-90 DAY SALES CYCLE
Keep each step moving toward a decision.
The technical experts should enter when they increase confidence or reduce risk, not as a substitute for commercial ownership.
DAYS 1-15Discovery
problem · class · target market · timing · stakeholders
DAYS 15-30Gap review
code · architecture · QMS · documentation · risk
DAYS 30-45Scope + SOW
turnkey · V&V · cyber · QMS · staff aug
DAYS 45-60Alignment
RA/QA · technical · legal · IP · procurement
DAYS 60-90Close + kickoff
economic buyer · PO · team · ALM · sprint start
QUALIFICATION
Use BANT for reality. Use MEDDPICC for control.
The qualification depth should match the deal, but budget, authority, need and timing must become explicit early.
BANT
Is there a real project?
- Budget: targeted remediation vs full turnkey scope
- Authority: CTO / VP R&D, RA/QA, CEO / board
- Need: submission, V&V capacity, audit gap or commercialization
- Timing: typically a 6-12 month market or submission target
MEDDPICC
Can we control the decision?
- Metrics: months saved, hiring avoided, traceability, submission risk
- Economic buyer: CEO / VP R&D budget owner
- Criteria: IEC 62304, ISO 13485, speed, algorithm depth
- Process: technical review → gap assessment → proposal → legal/IP → signoff
- Champion: person living the compliance or delivery problem
DEAL COMPRESSION
Know what is really blocking the signature.
Price pressure, technical uncertainty and internal delay are different problems and need different responses.
Get direct access.
Do not let critical scope, timeline or risk decisions remain second-hand.
Protect value.
Separate true budget constraints from procurement tactics and quantify the cost of delay.
Parallelize the close.
Start NDA, IP, security, MSA and PO work early enough that paperwork does not become the project bottleneck.
SUNNYVALE + ISRAEL
Keep commercial ownership local and technical depth close.
The U.S. role should make it easy for buyers to access the right MedDev expert without making the customer manage the internal handoff.
U.S. / SUNNYVALE
Commercial lead
Account strategy, relationships, qualification, business case, proposal, negotiation, forecast and close.
ISRAEL TECHNICAL TEAM
Expert depth
Software, SQA/V&V, regulatory, cyber, risk and technical scoping brought in at the right point.
FIRST 90 DAYS
Learn the proof. Build the market. Start converting it.
Before scaling outbound, I would learn what MedDev already closes well and why.
Learn
Customers, case studies, service economics, current pipeline, wins/losses, technical experts, proposal process and qualification.
Build
1,000+ account universe, Account IQ, Lead IQ, signal feeds, Gold/Silver lists and first campaigns.
Convert
Run high-touch Gold pursuits, scaled Silver campaigns, local meetings, events and first qualified technical discoveries.