Month 1 Deliverables • January 2026 • v2.0
Seven deliverables. One system. Built to make the sales team dangerous in the right conversations and smart enough to walk away from the wrong ones.
Each one feeds the next. They work as a system.
Dimensional ICP model crossing ownership, care level, and payer mix. Seven qualified segments across three tiers with RCI multipliers.
The foundation. Start here. CompleteHow to position Kipu RCM differently by archetype. Value language, objection handling, competitive displacement, and reframe library.
What to say and why. CompleteSix conditional discovery paths with persona-specific methodology. MI-Challenger hybrid for clinical, pure Challenger for executives.
What to ask and when. CompleteThe qualification engine. Eight ownership types, nine persona definitions, six conditional rules, and RCI calculation logic.
When to advance, pivot, or walk. CompleteFramework for 20 validation conversations with archetype-aware methodology. Five-phase structure with sample patterns from the field.
Proof from the field. NewSix-step automated revenue cycle from admission to collections. Before/after metrics, integration architecture, and archetype-specific automation value.
How the platform actually works. NewInteractive client scoring wizard. Five-phase qualification cadence with auto-classification, RCI scoring, tailored discovery scripts, and financial impact analysis.
Score, qualify, and script in one tool.The ICP Validation tells you who to pursue. The Positioning Framework tells you what to say. The Deep Discovery Template tells you what to ask. The Conditional Logic Schema tells you when to advance or walk. The Customer Validation Conversations give you proof from the field that all of it works. The Automation Workflow shows how the platform delivers on every promise. The Discovery Engine scores and scripts every prospect in real time.
None of these documents are static. They evolve as the market teaches us more. Month 2 refinements will incorporate pipeline conversion data and implementation feedback loops.