Cost
A prospect asks for pricing information during the discovery phase. What are the two pieces of information that are critical to request to prior to any cost discussions?
What is baseline contamination rate and draw volume
A clinical stakeholder says their rates aren’t bad and questions the need for more evidence. How many published studies back Steripath, and how many are peer-reviewed?
What is 20+ studies, 9 peer-reviewed?
A prospect mentions they’re already evaluating another vendor. Across how many blood cultures does Steripath’s published evidence base span?
What is 42,000+ blood cultures?
A prospect says this isn’t a priority right now, maybe next year. What level of pain point must be confirmed to know if an account is worth pursuing now?
What is the org-level pain point?
A single stakeholder says they like the product but don’t know what anyone else at the org thinks. How many stakeholder types should be mapped in parallel from the start?
What is four — Clinical, Operational, Financial, Supply Chain?
An ED Nurse Manager questions whether a clinical change is worth disrupting workflow for. How can we reframe the question to focus on patient impact?
What is the number of patients potentially misdiagnosed this month?
An ED Nursing Director reports a 1.5% contamination rate on about 400 draws a month and feels that’s already strong. How many patients does that rate actually put at risk each month?
A phlebotomist prefers a competitor’s device because it’s passive and wastes less blood. How much blood does Steripath divert and isolate in a closed chamber, compared to the competitor’s 0.15 mL?
What is up to 1 mL?
A clinical stakeholder wants to wait until after their next accreditation survey to start anything new. What two things should be locked in as expectations now, regardless of the delay?
What is staff availability and data commitment?
An Infection Control Lead says she’s managing the narrative internally and there’s no need to talk to anyone else. What should you do instead of accepting her reassurance at face value?
What is verify it yourself?
A CFO says patient outcomes are important, but with a hundred priorities on their desk, asks what will actually move the needle. What dollar figure represents the average cost of a CLABSI?
What is $48,000?
A clinical committee questions whether a 30% reduction target is realistic or arbitrary. Whose numbers should that target actually be built from?
What is the account’s own confirmed goal?
A Value Analysis Committee cites a competitor study showing rates as low as 0.44–0.68%. What rate did the competitor’s largest, most rigorously designed trial actually land at?
What is 1.2%?
Supply chain says “probably next quarter, once budget season wraps.” What two things must be true for a timeline to actually count as confirmed?
What is a real date and direct department alignment?
A champion says the budget is basically approved, so the deal is all set. What’s actually missing between clinical proof and a real green light?
What is explicit commitment to move forward?
What is a question that should be asked prior to an evaluation to determine the best way to establish data tracking?
What is their existing LIS/EHR?
A lab team pushes back mid-evaluation, saying their own definition of contamination doesn’t match yours. How many months of the lab’s own data should be reviewed before the evaluation begins?
What is 6–12 months?
A competitor claims their device is easier because it “sidelines” contamination instead of diverting it. Whose own regulatory filing actually uses the word “sidelining”?
What is Kurin’s FDA 510(k) clearance?
A team asks if they can start the evaluation now and figure out tracking and data ownership later. When should tracking and data ownership actually be confirmed?
What is before go-live?
An ED Clinical Educator says leadership is already bought in, so there’s no need to loop them in directly. What’s missing that would actually confirm that?
What is direct confirmation from leadership?
At a QBR, a CFO asks why they should spend more when rates already look fine. What type of data should be used to surface an expansion opportunity instead of just reporting the status quo?
What is the Steripath-level utilization and contamination trend data?
An existing account says their contamination rate has plateaued and asks if the product has stopped working. Where does contamination often actually originate if it isn't a product issue?
What is the collection technique?
A competitor rep tells a CFO they can match Steripath’s rates for less. How many mL does the ENA recommend diverting, and where does the competitor’s volume fall short?
What is 1–2 mL (vs. their 0.15 mL)?
Account leadership says let’s revisit expansion next cycle, we’re busy right now. What should every QBR leave behind, regardless of how busy the account is?
What is a clear next step?
An account’s champion who fought for the product just left the organization. What should have been identified from day one to prevent this from being fatal?
What is a backup contact?