Seeking Insights on Selling SaaS or Hardware to Healthcare: Overcoming Buying Committee Challenges

Question for the group: anyone here selling SaaS or hardware into healthcare? I spent 15+ years as the buyer at large health systems. I'm the person on the other side of your demos. Now I'm working with founders and sales leaders to help them get through buying committees faster. I'm working on identifying the biggest gaps. If you've got a story about a deal that didn't go as ideally as you'd hoped, I'd love to hear it.