<!-- Generated by BriefingClaw | Agent: Dossier Compiler | 2026-04-04T08:12:33Z -->
<!-- Classification: CONFIDENTIAL — Internal Use Only -->

# Executive Dossier: Sarah Chen

## Quick-Reference Card

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### Visitor Snapshot

| Field | Detail |
|-------|--------|
| **Name** | Sarah Chen |
| **Title** | Chief Information Officer |
| **Company** | Meridian Health Systems |
| **Industry** | Healthcare |
| **Company Revenue** | $4.2B |
| **Employees** | 28,000 |
| **Headquarters** | Minneapolis, MN |
| **Account Tier** | Strategic |
| **Account Health** | 87/100 (Improving) |

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### Relationship Summary

| Field | Detail |
|-------|--------|
| **VVIP Tier** | Gold |
| **SAB Member Since** | Q2 2024 |
| **SAB Board** | Strategic Technology Advisory Board |
| **SAB Attendance (TTM)** | 4/4 (100%) |
| **Executive Sponsor** | Maria Torres, VP Engineering |
| **Sponsor Last Touchpoint** | Dec 2025 (Dinner at Red Hat Summit) |
| **Engagement Score** | 92/100 |
| **Relationship Stage** | Trusted (approaching Champion) |
| **Role in Buying Center** | Economic Buyer |
| **Contract Value** | $3.8M ARR |
| **Contract Renewal** | September 15, 2026 |

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### Top 3 Strategic Priorities

1. **AI Governance in Regulated Healthcare** -- Leading the SAB's governance discussion; piloting 3 AI projects but paused 2 pending governance frameworks. Needs auditability, explainability, and open-source transparency for clinical decision support.

2. **Edge Computing for Remote Patient Monitoring** -- Passionate advocate; Meridian exploring edge deployments across 12 regional clinics. Believes edge is non-negotiable for patient safety use cases. Co-leading a cross-industry edge working group with Rachel Morrison.

3. **Open-Source Transparency & Vendor Independence** -- Former developer; values open source as a core principle, not just a technical preference. Concerned about AI vendor lock-in. Wants to understand open-source model advantages for regulatory auditability.

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### Communication Style Profile

| Dimension | Guidance |
|-----------|----------|
| **Style** | Direct and data-driven. Appreciates candor over polish. |
| **Technical Depth** | High -- former developer. Will engage at the architecture level. |
| **Format Preference** | Prefers printed materials plus digital. Values punctuality. |
| **Meeting Preference** | Morning briefings (8:30-9:00 AM start). Arrives early. |
| **Communication Channel** | Email first, then in-person. |
| **What Works** | Technical depth, transparency, acknowledging open items honestly. |
| **What Doesn't Work** | Marketing fluff, vague timelines, glossing over problems. |

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### Critical Flags

| Priority | Flag | Detail |
|----------|------|--------|
| **HIGH** | OVERDUE Commitment | AI governance reference architecture promised at Feb 2026 SAB. Due March 1. Now 5 weeks overdue. Sarah tracks every action item. |
| **MEDIUM** | OPEN Customer Reference | Edge computing customer reference connection promised Sept 2025. Still open after 7 months. |
| **HIGH** | Contract Renewal | $3.8M ARR renewal Sept 2026 -- 5 months out. AI platform expansion ($1.2M) decision expected Q2. |
| **LOW** | Untapped Stakeholder | Dr. Priya Kapoor (CMIO) has never been engaged. Opportunity for clinical AI use case briefing. |

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### Active Pipeline

| Opportunity | Stage | Value | Close Date | Notes |
|-------------|-------|-------|------------|-------|
| AI Platform Expansion | Proposal | $1.2M | Q2 2026 | Pilot to production. Decision imminent. |
| Edge Computing -- Remote Patient Monitoring | Discovery | $800K | Q4 2026 | Tied to Sarah's SAB advocacy. 12 clinics. |

**Total pipeline at risk**: $2.0M

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### Products Deployed

- OpenShift Container Platform
- Red Hat Enterprise Linux
- Ansible Automation Platform
- OpenShift AI (pilot)

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### Recent Support History

| Date | Severity | Summary | Outcome |
|------|----------|---------|---------|
| Feb 28, 2026 | P2 | OpenShift upgrade path compatibility issue | Resolved in 3 days. Customer praised response time. |

Support relationship is healthy. No open escalations.

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### Recommended Approach

**Lead with acknowledgment of the overdue AI governance commitment.** Sarah tracks every action item and will notice if this is not addressed proactively. Open the briefing by confirming the delivery timeline and demonstrating progress.

**Key messages:**
1. Present the AI governance reference architecture (even if draft) to close the overdue item
2. Show a concrete pilot-to-production path for OpenShift AI to advance the $1.2M deal
3. Use the edge computing session to deepen her passion topic and connect to the $800K opportunity
4. Address the open customer reference request with a specific plan

**Relationship goal:** Move Sarah from Trusted to Champion by demonstrating reliability and follow-through on commitments.

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*Compiled from: CRM (Salesforce), VVIP Roster, SAB Meeting Notes, Engagement History*
*Data freshness: CRM export 2026-03-28 | VVIP roster 2026-03-15 | Engagement log current*
*Next refresh: Automated pre-briefing (T-24h)*