The $16 Billion Post-Mortem: Why Enterprise Deals Fail at the Finish Line with Natalie Bulger

In this episode of Life Sciences Sales Lab, Dr. Shannon Gregg is joined by Natalie Bulger to perform a forensic analysis of the VA’s $16 billion EHR transformation. For a sales executive, a signed contract is only the beginning; the real battle is surviving the "Last Mile" of implementation where fragmented leadership and "shadow workflows" can derail even the most strategic enterprise win.Natalie shares "war stories" from the front lines of the VA rollout, offering a masterclass in identifying the hidden organizational landmines that turn a flagship deal into a "Hamster Wheel" of endless technical debt. If you are selling eClinical or healthcare technology to complex, multi-layered organizations, this conversation is your blueprint for protecting your footprint and ensuring long-term account viability.Key Takeaways for Sales Leaders:The "Shadow" Org Chart: Why selling to the C-suite isn't enough if you haven't mapped the disconnected IT silos that actually control the "Go-Live".M&A and Leadership Volatility: How to "insulate" your deal against the leadership turnover that frequently follows a major acquisition or contract award.The "Anti-Agile" Reality: Why rushing a Minimum Viable Product (MVP) into a clinical setting is a recipe for "Defiant Adoption" and lost renewals.Closing the Value Gap: Moving the conversation from "Software Features" to "Risk Mitigation" to ensure your tool remains a "must-survive" asset during budget cuts.