How long does a health system technology purchase usually take?

Longer than the vendor forecast, and for structural reasons rather than reluctance.

Several of the delays are queues rather than decisions: third-party security review runs weeks at a large system regardless of enthusiasm, integration analyst capacity is scheduled months out, and committees meet on fixed calendars, so missing one meeting can cost a month. Capital purchases add the annual budget cycle on top of that.

The useful question for a vendor is not how to compress the timeline but which queue the purchase is sitting in at any given moment, because the answer determines whether anything can be done about it.