Sales Playbook Resources
Use this page to position SeniorMatics clearly, handle objections consistently, and scope pilots that create real buying momentum.
Competitive Positioning
Position the category before you position the product
Most competitors solve one narrow problem. SeniorMatics is easier to adopt because it combines passive monitoring, privacy protection, and workflow-ready outputs in a format facilities can actually operationalize.
| Competitor | Their Approach | Their Price | Our Advantage |
|---|---|---|---|
| CarePredict | Wearable-focused resident monitoring with staff workflows tied to pendant or wristband adoption. | Premium subscription plus wearable deployment and replacement overhead. | No wearables to charge, lose, or refuse. SeniorMatics captures passive room-level activity with lower workflow friction for residents and staff. |
| Vayyar | Radar-only sensing concentrated on fall detection and presence monitoring. | Hardware-led pricing with room coverage dependent on radar unit density. | Broader operating picture with fall detection, routine insight, environmental context, and communication workflows in one system. |
| SafelyYou | Camera-based video review designed around post-event analysis and staff coaching. | Enterprise pricing tied to camera deployment, storage, and service layers. | Privacy-first monitoring with zero video or audio capture, reducing resident pushback while still supporting alerts and documentation. |
| VirtuSense | LIDAR-based motion analytics focused on fall prevention in facility rooms. | Enterprise room-based pricing with implementation and analytics service components. | Faster rollout with compact camera-free sensors, lower infrastructure burden, and a clearer path to broader operational use cases beyond fall prevention. |
| Lively | Consumer aging-in-place product centered on family alerts, call buttons, and personal emergency response. | Low monthly consumer subscription with self-serve setup expectations. | Built for professional care environments with facility workflows, compliance outputs, multi-resident monitoring, and accountable service delivery. |
Objection Handling
Scripted answers for the objections that stall deals
Keep the conversation calm and specific. The goal is not to win an argument. It is to reduce uncertainty, show operational maturity, and move the buyer toward a scoped pilot.
Pilot Proposal Framework
Structure pilots so they produce evidence, not ambiguity
A good pilot is constrained, measurable, and tied to an expansion decision. Use the framework below to keep the customer focused on proof, not preferences.
Duration
45-60 days
Footprint
One wing or floor with a controlled resident and staff cohort.
Measured outcomes
- +Alert-to-response time before and after activation
- +Visibility into unwitnessed falls or inactivity events
- +Staff rounding efficiency and overnight coverage confidence
- +Documentation completeness tied to observed events
- +Resident, family, and staff feedback on privacy and adoption
Compliance outputs
- +Pilot scorecard with event summaries and workflow observations
- +Audit-ready response documentation examples
- +Implementation log covering training, escalation paths, and adoption checkpoints
- +Executive readout mapping outcomes to safety, privacy, and risk objectives
Pipeline flow
- 1Discovery and qualification
- 2Operational walkthrough and pilot design
- 3Success metrics sign-off
- 4Deployment and staff enablement
- 5Mid-pilot review
- 6Final readout and expansion decision
Sales Qualification Checklist
Use BANT to determine if a pilot has a real path to close
Qualification should reveal whether the account can buy, who decides, why the need is real, and when the window opens. If those signals are weak, do not force a pilot.
Budget
Has the buyer identified an operating, innovation, or risk-reduction budget line for the pilot?
Look for a named budget owner, pilot cap, or at least a credible path to discretionary funding.
Can they describe the financial impact of falls, response gaps, or documentation burden today?
Tie cost justification to avoidable incidents, labor inefficiency, or compliance exposure instead of generic ROI language.
Authority
Is there an executive sponsor who can approve a pilot and unblock internal coordination?
A real sponsor should be able to move procurement, clinical, and operations stakeholders into the same process.
Have clinical and operations stakeholders been identified as decision participants?
If the deal depends on consensus, confirm who owns evaluation criteria and who can veto deployment.
Need
Is there a clear monitoring, privacy, or workflow gap that the current setup does not solve well?
The strongest opportunities have a specific failure mode, not just broad interest in innovation.
Can the team name the outcomes they want to improve during a 45-60 day pilot?
Push for measurable success criteria such as response time, event visibility, documentation, or resident coverage confidence.
Timeline
Is there a defined evaluation window, renewal date, or compliance initiative driving urgency?
Anchor urgency to a real date like renewal, survey readiness, or budget cycle rather than a vague target quarter.
Can the site support a pilot launch within the next one to two quarters?
If launch timing is open-ended, the account is usually still in education mode rather than active evaluation.