I’m refreshing our 18‑month plan for two Class II devices across 9 IDNs and building an entry framework that ties VAC cycles, payer policy reviews, and KOL development into one calendar. Does anyone have a practical template — Excel or Airtable — that maps account maturity stages to content, evidence, and health economics milestones? I can share the simple 3‑stage model we used in Q4 2024 if helpful.
Put everything in one Airtable: each IDN as a record with Stage (0–3), VAC gate dates, payer review windows, KOL tier, and “required asset” that’s auto‑calculated by stage (e.g., Awareness = clinical compendium, Consideration = budget impact + comparator meta, Commit = 2‑site RWE + VAC packet) so you’re not herding cats across nine calendars. I anchor it to a simple spine: “maturity → evidence → economics → adoption.” If you drop your 3‑stage labels, I’ll share a blank base mapped 1:1.