skills/demo-exec-and-seller-dash/references/northstar-presentation-brief.md

# Northstar Customer Presentation Source Of Truth

This hand-authored fictional scenario brief owns the optional customer-deck branch. Use it only after the user explicitly chooses `Draft a deck to address Northstar's chief concerns for our upcoming sync`. The presentation already exists; link the exact user-provided Google Slides deck verbatim instead of creating, copying, exporting, rewriting, or replacing it. This is not customer approval, a scheduled meeting, or authorization to send, publish, or share anything externally.

## Exact Customer Deck

- Title: `Northstar Health — Pilot Completion & Company-Wide Rollout Readiness | FY26`.
- Canonical Northstar customer presentation, opened at its cover slide: https://docs.google.com/presentation/d/1JM3bmarfM9neOoTOBtGW12wGUYuYeLqT9HWKdDlMamU/edit?slide=id.p1#slide=id.p1
- Slides: 12; the deck is already formatted and must be linked unchanged.
- Account: Northstar Health.
- User's role: Riley Morgan, Meridian Cloud Strategic Enterprise Account Executive.
- Buyer audience: Jordan Lee, Northstar operating sponsor, and Casey Patel, review stakeholder.
- Meridian technical partner: Priya Shah.
- Central customer decision: did the existing 1,200-user pilot sufficiently meet its original engagement, repeat-usage, and deployment-milestone goals, and what customer uptime feedback remains to be validated before a broader rollout can be considered?
- Claim posture: the original goals are mostly met; uptime feedback is open. The deck does not establish a numerical uptime percentage, incident count, SLA breach, root cause, guaranteed fix, approved rollout, signed order, or committed implementation date.
- CRM commercial context remains separate: Salesforce records a $420,000 proposed expansion and approximately 4,500 potential users, but the exact Google Slides deck focuses on pilot completion and company-wide rollout readiness rather than approving those commercial terms.

## Named Customer, Audience, And Decision

- Account: Northstar Health.
- Seller: Riley Morgan, Meridian Cloud Strategic Enterprise Account Executive.
- Executive sponsor: Jordan Lee, Vice President of Clinical Operations.
- Review stakeholder: Casey Patel, Director of Information Security; the customer deck identifies Casey as a rollout-risk reviewer, not as having approved the expansion.
- Proposed specialist: Priya Shah, Meridian Cloud solutions architect; her participation in a customer sync is requested, not confirmed or scheduled.
- Existing footprint: approximately 1,200 pilot users.
- Proposed scope: approximately 4,500 employees across care coordination, service administration, internal policy search, and approved employee workflows.
- Commercial anchor: $420,000 annual expansion in Security review; no changed quote, discount, separate services fee, signed order, purchase approval, or final rollout date is authorized.
- Customer's actual decision: can the buying team close the current pilot after reviewing engagement, repeat usage, deployment milestones, and unresolved customer uptime feedback, then determine whether broader rollout should be evaluated?

## Context To Gather Before Drafting

Read only the bundled scenario references that support the customer's decision:

1. `sources/granola.md`: Northstar's pilot-completion discussion and completed buyer working session; use Jordan Lee's original operating goals, Casey Patel's reported uptime question, and Priya Shah's documented review offer.
2. `sources/google-drive.md`: the exact `Northstar Health — Pilot Completion & Company-Wide Rollout Readiness | FY26` Google Slides deck, prior customer pricing-and-packaging deck, Northstar pilot/buyer readout, account plan, and approved presentation materials.
3. `sources/gtm-resource-hub.md`: relevant healthcare proof and approved context for future refinement; do not imply a case study appears in the unchanged Google Slides deck or that its external distribution is approved.
4. `sources/salesforce.md`: the verified $420,000 opportunity, Security review stage, current close date, seller ownership, buyer contacts, and protected commercial fields.
5. `sources/gmail.md`, `sources/slack.md`, and `sources/google-calendar.md` only when needed to confirm Jordan Lee's pilot review request, Casey's uptime feedback, the customer/internal-channel boundary, or the upcoming decision.

Use these references to ground the recommendation without showing a source inventory, connector names, low-level operations, or claims that bundled references were fetched from live connectors.

## Verified Existing Deck Narrative

After the user explicitly selects the deck option, provide the exact Google Slides URL above. Do not invoke the Sales Presentations skill, Presentation Authoring, Google Slides editing, Drive copy/export, local PowerPoint generation, or another presentation-builder workflow. The supplied deck itself is the finished artifact; if access later fails, explain that the source deck is unavailable instead of creating an unauthorized substitute.

The unchanged deck contains this verified 12-slide arc:

1. Pilot nearing completion; company-wide rollout remains a decision, with uptime feedback still open.
2. The existing 1,200-user pilot and its three original goal areas: engagement, usage, and deployment milestones.
3. Original pilot goals were mostly met; the customer uptime concern remains unresolved.
4. Compare the original company-wide rollout ambition with current pilot progress.
5. Directional scorecard for engagement, repeat usage, and deployment milestones; no unsupported quantitative claims.
6. Observed care-operations, patient-services, and administrative usage evidence.
7. Company-wide rollout as a potential outcome rather than an approved commitment.
8. Customer uptime feedback as the central open risk; operational impact and cause require validation.
9. Clarify the reported uptime concern, investigate observed impact, and define readiness criteria.
10. Complete the pilot, validate uptime feedback, then decide whether broader rollout should be considered.
11. Jordan Lee, Casey Patel, Priya Shah, and Riley Morgan each have a specific pilot-readiness discussion question.
12. Next steps: compare the original pilot goals, resolve the documented customer feedback, and decide whether to evaluate wider scale.

## Areas To Sharpen Before Customer Sharing

Show at most three concrete uncertainties, each paired with a useful way to improve the narrative:

1. **Pilot-success criteria:** Confirm whether Jordan Lee considers engagement, repeat usage, and deployment milestones sufficiently met; keep qualitative evidence distinct from unverified percentages or ROI.
2. **Customer uptime feedback:** Ask Casey Patel which customer observation triggered the concern, whether pilot users were affected, and what evidence Priya Shah can verify; never invent an uptime percentage, outage, incident count, SLA breach, cause, or guaranteed remediation.
3. **Rollout decision and owner:** Confirm who decides whether the completed pilot supports broader deployment and which next operating group would be evaluated; do not imply a rollout approval, staffing commitment, services fee, or start date.

Keep the chat short: introduce the draft in one sentence, link the exact existing Google Slides presentation, then recommend what is going well, the customer's core objection, possible mitigations, useful messaging, and who should attend and what each person should say. Finish with one natural transition to the completed customer meeting; an affirmative reply advances directly to meeting follow-up. Do not add source inventories, scenario framing, opportunity figures, or a numbered menu. Do not modify the supplied deck.