When this community mapped the buyer's journey in May, the same stall points kept coming up. On September 23 we're taking five of them and working on ways through. Here is why each one made the list.
Pilot Purgatory. In May, the pilot ask turned out to be where operators and vendors most often think they've agreed and haven't. A pilot with no agreed definition of success has nothing to convert into. The question for the group is what needs to be settled before day one.
The Price Is Wrong. Most software is priced per user, per month. A long-term care home is funded per resident, per day, in fixed envelopes. A retirement home thinks per suite. The price can be fair and still not fit anywhere in the budget.
The Integration Tax. Nurse call, the health record and data ownership rarely come up in the first meeting. They come up when IT joins, often months in, and by then neither side has planned for the work.
The Runway Mismatch. Operators buy on annual budget cycles. Miss the window and the answer is "next year," even when everyone likes the product. For a company with 18 months of cash, that one delay can decide things.
Proof Without a Partner. The first thing most operators ask is who else nearby is using it. Before a vendor has that answer, what counts as proof? And how do dignity and quality of life get weighed when they don't fit a spreadsheet?
This is a working session, not a panel. Five groups each take one point, build ideas and share back. The outputs become a shareable resource, like the buyer's journey map. When you register, tell us which of the five is closest to what you're dealing with, and we'll shape the groups around that.
Wednesday, September 23 at KITE Research Institute, 550 University Ave, Toronto. Lab tour at 4:30, session from 5:30. Hosted by KITE and sponsored by Amba.
Full program and registration: https://luma.com/2gpndbcv
