Who Are We Talking About — The Real Person Behind This Ask

• Who are you here to serve in this project (pick all that apply)? Options: Direct consumer / patient, Enterprise wellness (HR/Benefits), Clinician / Provider, Carrier / Operator, Retail / E‑commerce partner, Other (please specify)
• In one sentence, describe the typical end user or population we're designing for (age, condition, activity level, employee demographics, etc.).
• What scale are you targeting in year one (devices deployed)? Options: 1–50, 51–200, 201–1,000, 1,001–5,000, 5,001–25,000, 25,000+
• What timeline are you imagining from pilot to broad rollout? Options: 30 days, 1–3 months, 3–6 months, 6–12 months, 12+ months
• Who is our primary point‑of‑contact on your side and what role do they play?

What's the Real Problem — Not the Pain You’ve Learned to Live With

• If this program quietly fails, what will that cost your team or organization (financially, reputationally, clinically)? Options: Lost budget / refund requests, Decreased employee trust, Worsened clinical outcomes, Regulatory or privacy backlash, Failed vendor relationships, Other (please specify)
• Tell a recent story or example where a wearable or pilot didn’t deliver — what went wrong and how did people react?
• Which of these issues are you actively experiencing today? Options: Low daily wear / adoption, Data privacy/legal holds, Sensor accuracy complaints, Integration blockers with HR/EMR/Wellness platforms, Inventory or provisioning delays, Support burden / high returns, Other
• Of those, which three pain points keep surfacing in stakeholder conversations? Please rank them in order of urgency (1 = highest). Options: Sensor accuracy, Privacy & compliance, Adoption/retention, Integration & IT, Cost / ROI, Support & logistics
• How does it emotionally feel in your organization when pilots underperform—frustrated, skeptical, overcautious, relieved to stop spending? Give a short, honest description.

Who Gets to Say Yes — And Who Quietly Decides No

• Who are the decision makers and approvers we will need to satisfy to move forward (list roles and departments)?
• Which of these groups typically raises the hardest objections in your deals? Options: Legal / Privacy, Procurement, IT / Security, Benefits / HR leadership, Finance, Clinicians / Medical leadership, Employees / End users
• How long does each approval gate usually take, and which gate has surprised you most in past projects? Options: Under 2 weeks, 2–4 weeks, 1–2 months, 2–4 months, 4+ months
• What criteria will your procurement or benefits team treat as deal breakers (e.g., no BAA, lack of SOC2, no anonymized reporting)? Options: Requires BAA / HIPAA compliance, Must support GDPR / international data rules, No raw biometric export, Anonymized aggregate reporting only, SOC2 or ISO27001 required, Other (please detail)
• Is there an influential clinician, advisor, or buyer persona we should speak to early? Who are they and what sway do they hold?

If We Don’t Solve This, What Gets Worse?

• What tangible negative outcomes do you fear if the solution doesn’t meet expectations (e.g., lower engagement, premium loss, employee dissatisfaction)? Options: Lower employee participation in wellness, Insurance premium benefits lost, Regulatory scrutiny or complaints, Increased healthcare costs, Negative press or internal morale damage, Other
• Can you estimate the dollar or productivity impact of a failed rollout (ballpark figures are fine)?
• Who inside your organization will feel the heat first if outcomes aren’t met? Options: Head of Benefits / HR, CFO / Finance, IT / Security lead, Clinical leadership, Program manager, Other
• How long would it take for a failed pilot to erode trust with your end users or leadership? Options: Immediately (days), Weeks, Months, Unclear
• Have you had to pause or cancel similar programs before? If so, what were the deciding factors?

What Would Make You Say, “This Actually Works”?

• Which measurable outcomes would turn skeptics into advocates for this program? Options: Daily wear rate / active users, Clinical metric improvement (BP, A1c, AF detection), Engagement with coaching content, Reduction in claims / healthcare spend, Retention at 6/12 months, Employee satisfaction scores
• Please specify target thresholds for the top 2 metrics you selected (e.g., 40% daily wear, 25% reduction in sick days).
• How soon do you expect to see meaningful signals after launch (select one)? Options: 30 days, 60–90 days, 3–6 months, 6–12 months
• Which evidence type matters most to your stakeholders: peer‑reviewed clinical validation, real‑world pilot data, regulatory clearance, or user testimonials? Options: Clinical validation (trials / papers), Real‑world pilot data, Regulatory clearance (FDA/CE), User testimonials & reviews, All of the above
• If you had to pick one high‑impact metric to report to executives monthly, what would it be and why?

What Must the Tech Feel Like to Earn a Place on the Wrist

• Which product capabilities are non‑negotiable for your use case? Options: Clinical‑grade HR / ECG, Accurate SpO2, Multi‑day battery, Comfort / water resistance, Seamless provisioning / MDM, App UX with coaching, SSO / SAML integration, Offline provisioning
• What sensor accuracy bounds or validation expectations does your clinical or procurement team expect (describe thresholds or studies required)?
• Which integrations are required at launch (pick all that apply)? Options: HRIS / payroll, Wellness platform (vendor name), EMR / EHR, SSO / Identity provider, Carrier activation API, None at launch
• What UX/behavioral features do you believe are critical to drive daily use (notifications, coaching nudges, clinician messaging, social incentives)? Options: Personalized coaching, Automated anomaly alerts to clinicians, Gamified goals, Team-based challenges, Direct physician share/export, Other
• What tradeoffs would you accept to speed time to market (e.g., phased features, limited integrations)? Options: Phased feature rollout, Smaller pilot cohort, Manual provisioning initially, Aggregate reporting only, No tradeoffs—full scope required

Data, Privacy, and Clinician Involvement — Your Red Lines and Flexibilities

• Which regulatory or privacy frameworks must we comply with for this deployment? Options: HIPAA, GDPR, CCPA, Local/state health privacy laws, SOC2/ISO27001, None / informal
• Are you willing to accept de‑identified, aggregate reporting rather than individual raw biometric feeds? If not, why? Options: Prefer aggregate only, Require individual de‑identified feeds, Require raw identifiable feeds with BAA, Unsure / need legal guidance
• Do clinicians involved expect device data to integrate into clinical workflows (EHR), or is separate clinician review acceptable? Options: Direct EHR integration required, Separate clinician portal acceptable, Clinician summaries only, No clinician integration needed
• What legal documents or certifications will you require before pilots (BAA, DPA, Data Use Agreement, ISO/SOC reports)? Options: BAA (HIPAA), DPA (GDPR), Data Use Agreement, SOC2 report, ISO27001, None needed initially
• How sensitive is your organization to third‑party data access—are external analytics vendors allowed, and under what restrictions? Options: No third‑party access, Third‑party allowed with strict DUA, Third‑party allowed for anonymized analytics, Open to discussion

What Could Go Wrong Operationally — And Who Will Own It

• Which operational risks worry you most during rollout (choose up to three)? Options: Inventory shortages, Provisioning errors, Carrier certification delays, Support volume spikes / returns, Integration failures, Data privacy incidents
• Who on your team will own rollout tasks (logistics, IT integration, privacy sign‑off, clinician engagement)? Please list names/titles if available.
• Do you have existing bulk‑provisioning or MDM systems we must integrate with? If yes, provide vendor names. Options: Yes — list below, No, Planning to implement — timeline unknown
• What does a realistic support/resolution SLA look like for your stakeholders (response vs resolution times)? Options: 4 hours / 24 hours, 24 hours / 72 hours, 48 hours / 7 days, Other (please specify)
• Describe any past deployments you consider a model we should copy (what worked and why).

Designing a Pilot That Actually Proves Value

• If we built a pilot to convince your leadership in 90 days, what would it look like (size, cohort, and primary KPI)? Options: 10–50 users (qualitative), 50–200 users (behavioral signals), 200–1,000 users (statistical), 1,000+ users (enterprise scale)
• What are the three KPIs a pilot must hit before you’ll greenlight expansion? Options: Daily active use, Retention at 30 days, Clinical signal detection rate, User satisfaction / NPS, Integration stability, Cost per active user
• Which cohort would you choose for a pilot and why (early adopters, high‑risk patients, specific teams)? Options: Volunteers / early adopters, High‑risk clinical cohort, Random employee sample, Managers / leadership group, Other (please describe)
• What would make you pause or stop a pilot early (specific failure thresholds)? Options: <20% daily wear, Major data breach, >5% device returns, Clinician safety concerns, Other (please specify)
• Who needs to be looped in for pilot approvals and what is the fastest path to their sign‑off?

If We Could Do One Thing Right Now, What Would Make a Difference?

• What is the single most persuasive deliverable we could provide in the next 30–60 days to move this forward? Options: Pilot proposal and cost, Data privacy & security package (BAA, SOC2), Sensor validation summary, Small pilot device shipment, Integration blueprint
• How do you prefer we engage going forward (weekly touchpoints, a single decision workshop, technical deep‑dive, or something else)? Options: Weekly check‑ins, Biweekly, Single workshop to align stakeholders, Technical integration deep‑dive, On‑demand as needed
• Who needs to be present for the next alignment meeting (list names/titles), and what outcome do you expect from it?
• What are your biggest internal obstacles to agreeing to a next step (budget cycle, legal review, executive priorities)? Options: Budget timing, Legal / privacy review, IT resource constraints, Leadership priority shift, Other
• If we commit to a clear 90‑day plan, what would make you say yes at the end of it? Options: Meet pilot KPIs, Legal sign‑offs complete, Integration validated, Executive buy‑in, Other (please state)

Start Here: Who Are You Buying For?

• Which of the following best describes who you’re purchasing devices for? Options: Direct consumer (individual), Enterprise wellness program (employees), Clinician or practice recommendation, Health system or payer, Carrier / telecom bundle, Retail/e-commerce distribution, Other
• Roughly how many devices do you expect to deploy in the next 12 months? Options: 1–10, 11–100, 101–500, 501–5,000, 5,001–25,000, 25,001+
• What primary use cases are you most focused on for this purchase? Options: Irregular rhythm / AF screening, Sleep apnea screening, Fitness & HRV training, Chronic condition monitoring (diabetes, hypertension), Employee engagement/wellness incentives, Clinical trial or research data collection, Other
• Tell us a short story about a real person in your target group—who are they and what matters most to them when using a wearable?
• Who will be the primary internal champion or decision owner for this program (by role)? Options: HR / Benefits Director, Wellness Program Manager, Procurement Lead, Chief Medical Officer / Clinical Lead, IT / Security Lead, Clinic Director, Individual consumer (self), Other

Why Are You Still Choosing the Same Old Tracker?

• What about your current wearable solution do you keep tolerating even though it doesn’t fully deliver?
• How often do sensor inaccuracies, missed events, or false alerts create meaningful problems for your users or program? Options: Daily, Weekly, Monthly, Rarely, Never
• What is the single user complaint that most reliably leads people to stop wearing or return devices? Options: Sensor inaccuracy or missed readings, Poor battery life, Uncomfortable form factor, Confusing app experience, Privacy or data concerns, Price/cost, Other
• Who do your users or participants trust most when choosing a device—peers, clinicians, retailer reviews, or employer communications? Options: Peers / online communities (Reddit, YouTube), Physicians / clinicians, Retail reviews (Amazon, store), Employer / HR communications, Carrier promotions, Independent validation labs, Other
• Can you describe one situation where a device issue escalated into a business consequence (returns, claims, disengagement, or legal concern)?

If Accuracy Were Non-Negotiable, What Would Change?

• If you required clinical-grade accuracy for this use case, what minimum evidence would convince your stakeholders? Options: FDA clearance / 510(k), Peer‑reviewed clinical studies in similar populations, Independent lab validation reports, Access to raw signals or validation datasets, Real‑world pilot data with our population, CE marking / international approvals, Other
• For conditions like atrial fibrillation screening or sleep apnea alerts, what sensitivity/specificity thresholds would you need to feel comfortable? Options: Sensitivity > 90% / Specificity > 85%, Sensitivity 80–90% / Specificity 70–85%, We require vendor guidance with validation plan, We don’t have a numeric threshold yet
• Do you require on‑device ECG capability, or is PPG‑derived detection acceptable for your workflows? Options: ECG required (on‑device or single‑lead), PPG‑derived detection acceptable with confirmatory workflow, Prefer ECG but PPG may be acceptable, Unsure / need to discuss
• How should regulatory labeling (e.g., FDA clearance) weigh against published clinical evidence when convincing procurement, clinicians, or employees? Options: Regulatory labeling is essential, Published clinical evidence is essential, Both are equally important, Usability/adoption matters more than either, Depends on buyer type (consumer vs enterprise)
• Describe any internal validation or acceptance tests you would run before approving a device for broad use.

How Will People Actually Wear This Every Day?

• If users stop wearing the device after a month, whose responsibility is that—and what typically causes it?
• Which incentives or engagement strategies have moved your population from trial to daily use in the past? Options: Monetary incentives (gift cards, stipends), Insurance premium or benefit reductions, Gamification and team challenges, Clinician feedback or recommendations, Personalized coaching / subscription, Manager-led programs, Other
• What daily wear rate (wrist-on time or days worn) would you consider a successful outcome for an initial pilot? Options: ≥80% of days, 60–79%, 40–59%, <40%, Unsure
• Which friction points worry you most for sustained wear: comfort, charging, intrusive notifications, privacy, or stigma? Options: Comfort/fit, Charging frequency, Annoying or confusing alerts, Privacy or data sharing concerns, Appearance / stigma, Syncing or app reliability, Other
• Share a memorable user comment or story about wearables you've encountered—what did they say and why did it matter?
• Who will own day‑to‑day user support and engagement for participants in your program? Options: In‑house support team, Third‑party wellness vendor, IT helpdesk, Vendor‑managed support, No owner assigned yet, Other

What Could Break the Rollout—and How Would You Know?

• Which single risk keeps you awake at night when thinking about deploying wearables at scale? Options: Data privacy / regulatory exposure, Low adoption or daily use, Sensor failures and false alerts, Integration hurdles with HR/EHR/Wellness platforms, Supply chain or inventory shortages, Carrier / certification delays, Other
• Which procurement or compliance checkpoints must be cleared before a contract can be signed? (select all that apply) Options: Legal / data use agreement, HIPAA / GDPR review, Security penetration testing, Procurement RFQ / PO process, Benefits committee approval, Clinical review / advisory board, IT / integration sign‑off, Other
• What specific privacy, consent, or data retention policies does your organization require (e.g., employee consent flows, data retention windows, anonymization)?
• From prior pilots or deployments, what were the top failure modes (provisioning delays, low ROI, returns, legal challenges)?
• How much timeline slack can you accommodate for carrier certification, bulk provisioning, or supply chain hiccups? Options: None — fixed launch date, 4–8 weeks, 2–3 months, 3–6 months, Flexible / unsure

Imagine the Win: Concrete Metrics That Prove Success

• If this program is successful in 12 months, what three measurable outcomes will you point to?
• Which KPIs will you use to justify continued investment? Options: Daily active wear rate, Clinical detection rates (e.g., AF alerts), Employee engagement / program participation %, Reduction in health claims or costs, Subscription conversion rate, Retention at 6 / 12 months, Net Promoter Score (NPS), Other
• What minimum ROI or business case threshold would move you from pilot to enterprise procurement? Options: Cost‑neutral within 12 months, 5–10% net cost reduction, 10–20% net cost reduction, Improved clinical outcomes required (no set ROI), Unsure / need guidance
• How often do you need reporting (daily, weekly, monthly) and at what aggregation level (individual, team, organization)? Options: Daily - individual, Daily - aggregated, Weekly - individual, Weekly - aggregated, Monthly - aggregated, Ad hoc / on request
• Are there specific thresholds (e.g., wear rate, false positive rate, clinical alert volume) that would trigger a pause or reassessment?

Next Moves: Pilots, Decisions, and Who Signs Off

• If we proposed a pilot today, what would an ideal pilot look like to get you to a fast yes?
• What pilot size and duration would you prefer to feel confident making a larger commitment? Options: Small proof‑of‑concept (10–50 users for 4–8 weeks), Medium pilot (100–500 users for 8–12 weeks), Large pilot (500+ users for 3–6 months), Integration / technical pilot only, Other
• What budget range is realistically available for procurement and the initial pilot? Options: $5k–$25k, $25k–$100k, $100k–$500k, $500k–$1M+, No budget yet / TBD
• Which roles must sign off to move from pilot to full deployment? (select all that apply) Options: HR / Benefits Director, Chief Medical Officer / Clinical Lead, CFO / Finance, Procurement, IT / Security Lead, Legal / Data Privacy Counsel, Operations / Logistics, Other
• What would be the simplest, non‑negotiable acceptance criteria for the pilot to be considered successful?
• How soon can your procurement, legal, and IT teams begin contract, security, and privacy review? Options: Immediately, In 2–4 weeks, In 1–3 months, Longer than 3 months, Unsure

Quick Pulse: Where Are We Right Now?

• In one short sentence, describe the current status of this deployment and the single biggest thing on your desk about it today.
• Which buyer segment is this rollout primarily for? Options: Direct consumer (individual purchases), Enterprise wellness (employees/benefits), Carrier bundle, Retail/e-commerce, Hybrid / mixed channels
• How many devices are in your initial ship cohort (best estimate)? Options: 1–50, 51–250, 251–1,000, 1,001–5,000, 5,001+
• Who is our primary day-to-day contact on your team (name, role, email)?
• Do you have a named internal project lead responsible for deployment decisions and sign-offs? Options: Yes — named and empowered, Yes — named but limited authority, No — role unassigned, TBD
• What is your target pilot ship date or go-live window? Options: ASAP / within 2 weeks, 2–4 weeks, 1–3 months, 3–6 months, 6+ months

If This Breaks Next Week, What Exactly Broke?

• What single failure would instantly pause your rollout if it happened tomorrow?
• List the top three risks you believe are most likely to occur during the first 30 days of deployment.
• For each of those risks, who on your team would own the response and what’s their escalation path?
• Have you run similar device rollouts before? If yes, what was the single root cause that caused the most disruption? Options: Yes — logistics/3PL issues, Yes — provisioning/auth failures, Yes — privacy/regulatory hold-ups, Yes — device quality/sensor issues, No previous experience
• How tolerant are you of an incremental/pilot launch versus a full simultaneous rollout? Options: Prefer pilot-first (phased), Prefer big-bang (one release), Open to either with clear guardrails, Undecided

Who Will Carry the Torch When Things Get Hard?

• If a critical provisioning or integration task is late, who has the final authority to reallocate resources or change the launch date?
• Which folks are assigned to these roles on your side: Provisioning lead, IT/identity lead, Privacy/Compliance lead, Clinical or Medical lead, Customer Support lead? (list names/roles)
• Which of those roles are shared across multiple programs (and therefore might be capacity-constrained)? Options: Provisioning lead, IT/identity lead, Privacy/Compliance lead, Clinical/Medical lead, Customer Support lead, None
• What training or enablement will those owners need before go-live (select all that apply)? Options: Provisioning console walkthrough, API/SFTP integration training, Privacy & consent flows, Clinical alert triage, Support playbook & escalation, Packaging/fulfillment SOPs
• Describe a realistic availability window for those owners to engage during launch week (hours per day / timezone constraints).

Data & Privacy — Can We Sleep At Night?

• What’s the current status of data-privacy and regulatory approvals required for this deployment? Options: All approvals completed, Under review — minor items, Under review — major items outstanding, Not started, Blocked
• Which specific data types will we collect or transfer (pick all that apply)? Options: Basic PII (name, email), Biometric summaries (HR, SpO2), Raw sensor streams (ECG, PPG), Health classifications/alerts (arrhythmia), Aggregate/anonymous reports only, Other
• Which legal or compliance agreements are required before any devices ship? Options: DPA (Data Processing Agreement), BAA / HIPAA addendum, GDPR-compliant data processing, Local data residency addendum, None, Other
• Do you require special in-app consent flows, clinician sign-offs, or opt-in toggles for any user groups? Options: Yes — in-app consent required, Yes — clinician sign-off required, No special consents required, Unsure / under review
• How long do you expect the remaining privacy or clinical reviews to take (best estimate)? Options: <1 week, 1–2 weeks, 2–4 weeks, 1–3 months, 3+ months

Systems — Are the Pipes Ready or Clogged?

• Which technical integrations must be live before pilot (select all applicable)? Options: Public REST APIs, Private API keys / VPN access, SFTP batch transfer, SDK embedding in corporate app, SSO / SAML / OIDC, None
• Are test accounts, sandbox endpoints, and representative test data available for each integration? Options: All available and validated, Partially available, Not available yet, We need assistance to provision
• What provisioning approach do you prefer for this cohort? Options: Pre-provisioned before ship (serial mapped), QR-code or activation code at first unlock, Bulk server-side provisioning via API, Manual pairing by end users, TBD
• How many devices per hour must the provisioning system support during peak onboarding? Options: <50/hr, 50–200/hr, 201–1,000/hr, 1,001–5,000/hr, 5,000+/hr
• Do you require OTA firmware/update controls and a rollback plan in the first 30 days? Options: Yes — critical, Yes — nice to have, No, Unsure

Inventory — Is What’s On Paper Real in the Warehouse?

• Is your on-hand inventory sufficient for the pilot and immediate buffer stock? Options: Sufficient for pilot + buffer, Sufficient for pilot only, Limited — backorders expected, None on hand / TBD
• Provide the SKU breakdown you plan to ship for the pilot (model names and approximate counts).
• Do any SKUs require special handling before shipping (calibration, pairing, clinical labeling, unique serial registration)? Options: Calibration required, Pre-pairing / serialization required, Clinical labeling required, No special handling, Other
• Which warehouses or 3PL partners will handle fulfillment, and do they have device-handling certifications?
• What is your expected reorder lead time if inventory dips below the buffer? Options: <2 weeks, 2–4 weeks, 1–2 months, 2–3 months, 3+ months

Provisioning & Logistics — How Do Devices Become Users?

• Are you planning bulk provisioning (server-side) or user-initiated activation for the pilot? Options: Bulk server-side provisioning, User-initiated activation (QR/code), Hybrid approach, Unsure / need guidance
• If cellular devices are included, who will handle carrier activation and certification in-country? Options: We manage carrier activation, Carrier manages activation, Partner/3PL manages, Not applicable
• Do you need our provisioning system to anonymize or pseudonymize employee identifiers during onboarding? Options: Yes — full anonymization, Partial pseudonymization, No — identifiable IDs OK, Unsure
• Will shipping include custom inserts, corporate co-branding, or special packaging that affects fulfillment time? Options: Yes — co-branded packaging, Yes — custom inserts, No — standard packaging, Other
• Describe the planned distribution model (direct to employee, bulk to HR for desk distribution, 3PL-managed handoff, in-store pickup). Options: Direct to employee, Bulk to HR for distribution, 3PL-managed handoff, In-store/retail pickup, Other

Acceptance, Validation & Support — When Do We Press Go?

• What are the non-negotiable acceptance criteria that must pass before a broad release (pick all that apply)? Options: Sensor accuracy thresholds met, App integrations stable (API/SSO), Privacy audit passed, Support playbook validated, Pilot KPI thresholds reached, Other
• Which pilot KPIs will dictate go/no-go decisions (select up to 5)? Options: Daily active users / retention, Sensor wear time / compliance, Anomaly detection false-positive rate, Provisioning success rate, Support ticket volume / response time, Employee satisfaction / NPS
• What validation testing remains outstanding (sensor bench tests, end-to-end app flows, privacy penetration tests)? Options: Sensor bench tests, End-to-end app flows, Privacy/security penetration test, Clinical validation sample, None outstanding, Other
• What support SLAs do you require for pilot users (first response time, resolution time, escalation path)? Options: First response <1 hour, First response <4 hours, First response <24 hours, Resolution <48 hours, Custom SLA
• If the pilot fails to meet acceptance criteria, what rollback or remediation options are acceptable to you? Options: Pause rollout and remediate, Rollback to previous firmware/version, Replace affected devices, Extend pilot period, Other

Who Are You Speaking For (and What Keeps Them Up at Night)?

• Which customer population are we exploring right now? Options: Direct consumer (individual with health goals), Enterprise wellness buyer (HR/Benefits), Clinician or healthcare organization, Carrier/retailer partner, Other — describe
• If you picked a specific cohort (age, condition, employee band), briefly describe them and one thing that differentiates their needs.
• How many units or users are we talking about for the initial engagement or pilot? Options: 1–25, 26–100, 101–500, 501–2,500, 2,501–10,000, Greater than 10,000
• Who on the customer side will be our day-to-day contact? (role, influence, and how they measure success)
• What’s the emotional story behind this request—are they desperate to fix a problem, cautiously curious, or shopping for a strategic partner? Options: Urgent problem to fix, Exploration with cautious optimism, Price-driven procurement, Looking for long-term partnership, Other — explain

If Nothing Changes, What’s the Real Cost?

• What would happen—operationally or to people—if this situation stayed as-is for 6–12 months?
• Which outcomes are most at risk today because of the current approach? Options: Employee engagement drops, Clinical incidents go undetected, Subscription adoption remains low, Regulatory or privacy non-compliance, Brand trust erosion, Other — specify
• Has the customer tried something similar before? If so, what failed and why did they stop?
• How would you rank the tolerance for failure on this initiative—are they willing to iterate publicly, or do they need near-perfect results out of the gate? Options: High tolerance for iteration, Moderate—pilot then scale, Low—must meet strict KPIs before scaling, Zero tolerance—go/no-go hinges on first results

When Was A Wearable Actually Worth Wearing Every Day?

• What single user behavior would show you this device has become a habit rather than a gadget? Options: Daily device wear >70% days, Daily app opens/use, Subscription conversion within 30 days, Regular health alerts acted on, Clinician-referred follow-ups
• Which sensor or feature do users care about most in this segment—and why would they be willing to tolerate trade-offs for it? Options: Accurate HR/ECG, Sleep staging, SpO2/oxygen trends, Battery and comfort, Coaching/insights, Other — describe
• Tell me about a real user story (or imagined scenario) where wearing the device daily changes an outcome—what does that look and feel like?
• What friction currently prevents daily wear for this customer—comfort, battery, trust in data, perceived value, or something else? Options: Comfort/fit, Battery life, Sensor accuracy trust, Confusing app experience, Privacy/data concerns, No clear daily value

Who Else Has to Raise Their Hand Before This Moves Forward?

• List every stakeholder who must approve this engagement—and the single biggest question each will ask.
• Which of these stakeholders typically creates the longest delay in your experience—procurement, legal/privacy, IT, clinical review, or finance? Options: Procurement, Legal / Privacy, IT / Security, Clinical governance, Finance / Budget, Other
• What are the non-negotiable checkpoints in their review (e.g., data retention limits, encryption standards, anonymization), and who owns those requirements?
• How have you navigated internal gatekeepers before—what worked and what created blind spots?

What Would Convince A Clinician To Recommend This?

• What evidence or validation would make a clinician comfortable relying on our device data for decision-making? Options: Peer-reviewed study, FDA clearance, Independent lab validation, Real-world pilot data, Integration with EHR, Other — specify
• Are there specific clinical endpoints (AF detection, sleep apnea screening, glucose risk indicators) they care about more than others? Options: Irregular rhythm / AF, Sleep apnea indicators, HRV / recovery, Activity and calorie metrics, Pre-diabetes or metabolic risk
• How would clinicians want to receive or verify data—raw traces, summarized reports, alerts in a portal, or direct patient-shared reports? Options: Raw data export, Summarized clinical report, EHR integration / HL7, Patient-shared PDF reports, Real-time alerts to clinician app
• What liability or documentation concerns have clinicians or medical teams raised in past conversations?

What Could Cause This To Fall Apart (Before You Ship A Single Unit)?

• If you had to name the single biggest deal-breaker today, what would it be? Options: Unacceptable sensor accuracy, Privacy/data policy failure, Procurement/legal deadlock, Integration impossible with their systems, Supply or carrier certification delays
• Which technical integrations are must-haves versus nice-to-haves for launch (SAML/SSO, EHR, wellness platform APIs, carrier provisioning)? Options: SAML/SSO, EHR / HL7/FHIR, Wellness platform API, Carrier provisioning API, None are required at launch
• What tolerance do they have for false positives/negatives on clinical alerts, and who will own follow-up when an alert fires? Options: Low tolerance—clinician follow-up required, Moderate—user notified then clinician involved, High tolerance—aggregate monitoring only, Unsure
• Are there known supply-chain or certification dependencies (carrier, retailer, regional compliance) with hard deadlines we must hit?

How Will We Know This Is Working (and When To Double Down)?

• Which three KPIs will determine success for the first 90 days of a pilot? Options: Daily wear %, Active monthly users, Subscription conversion rate, Engagement with coaching content, Percentage of clinical alerts acted upon, Employee participation rate
• What numeric targets would make you feel comfortable scaling (be specific if possible)?
• Where will we get the truth—device telemetry, app analytics, self-reported surveys, or clinical verification—and who owns the dashboard? Options: Device telemetry, App analytics, User surveys, Clinical verification, Combined sources
• If the pilot meets fewer than two targets, what is the agreed escalation path or pivot option? Options: Extend pilot with changes, Pause and retune sensors/UX, Terminate and refund, Escalate to exec sponsors

How Fast Do You Expect Results—and Are Those Expectations Realistic?

• What is the customer’s preferred timeline from contract signing to pilot start and to broad rollout? Options: <4 weeks, 4–8 weeks, 2–3 months, 3–6 months, 6+ months
• What internal deadlines drive that timeline (open enrollment, carrier launch windows, quarterly board review)?
• Are there pilot milestones we should hard-gate (e.g., device accuracy verification, privacy approval, 100 active users)? If so, list them.
• If timeline compression is requested, where are you willing to trade scope for speed (fewer integrations, smaller pilot, limited features)? Options: Reduce integrations, Smaller pilot size, Feature-limited MVP, Faster documentation approvals

What Operational Headaches Will Matter After Launch?

• Who will handle day-to-day operational ownership post-launch (device provisioning, support, returns, analytics)? Options: Customer internal team, Our operations team, Third-party managed service, Shared responsibility
• What expectations exist for bulk provisioning, inventory management, and replacement SLAs?
• Describe the support experience employees or consumers need—self-serve, live agent, clinician triage, or hybrid? Options: Self-serve knowledge base, Live chat/phone support, Clinician triage for clinical alerts, Hybrid model
• What warranty, exchange, or RMA policies will you require and what are acceptable turnaround times?

Privacy, Data Rights, and Legal — What Are We Really Trading Off?

• What is the minimum data retention, export, and anonymization posture the customer will accept? Options: Short retention (30–90 days), Medium (6–12 months), Long-term with anonymization, Custom/legal-defined
• Which privacy or regulatory frameworks must we comply with for this deal (HIPAA, GDPR, CCPA, regional health regs)? Options: HIPAA, GDPR, CCPA, Regional health authority, Other — specify
• Who on the customer side will sign off on the data processing addendum and security assessments?
• Are there any absolute no-go clauses (e.g., no raw biometric export, no cloud storage outside region)? If so, list them.

Budget, Commercial Tradeoffs, and What You’re Willing To Commit

• What is the budget band for this initiative and is it allocated or contingent on proof of outcomes? Options: Allocated and approved, Conditional on pilot outcomes, Part of larger procurement, Not yet defined
• Which commercial levers are you willing to trade to reach agreement—term length, per-device price, co-funding for pilots, marketing support? Options: Lower unit price, Longer contract term, Co-funded pilot, Marketing cooperation, Data access concessions
• Who will negotiate commercial terms on the customer side (role/title) and what authority do they hold?
• What would a meaningful mutual commitment look like to you at the end of pilot phase? Options: Rollout schedule and quantities, Joint success metrics and bonus, Expanded clinical validation study, Enterprise-wide procurement

Deciding Together: Next Steps, Owners, and Timelines

• Based on this conversation, what are the three immediate next steps we should take together (who does what by when)?
• Who is the executive sponsor on the customer side and who is ours—are both committed to a decision within the stated timeline?
• What would success look like at the end of a 90-day pilot that would make both sides confident to scale?
• Finally, what concerns do you still have that we haven’t addressed and who should we bring into the next conversation to resolve them?