4G Clinical: Driving urgency in a critical Covid-19 vaccine trial
4G Clinical sells trial randomization & trial supply management solutions to the largest pharma companies on the planet. 4G is in a high-growth mode, with new sales reps coming onboard and a need for accurate sales forecasts to enable their implementation team to allocate appropriate resources for each new study.
Recently, 4G was bidding to participate in a major Covid-19 vaccine trial, but the customer’s procurement team was slow in approving a change order, which put Federal funding at risk.
Paul Bilden, 4G’s VP of Business Development, took the DealPoint MAP he’d shared with the pharma company, updated all future outcomes as blocked and re-shared the plan, highlighting that procurement was putting the trial’s critical First Person In date at risk.
Within 2 days, the change order was approved and “a sea of red was replaced with tranquil green”. Sales then transferred ownership of the MAP to 4G’s implementation team.
DealPoint has been remarkably helpful for our deal flow process – it’s key for sharing documents and the impact of the shared risks in the milestones with the red dashboard effect has been instrumental in helping our Sponsors drive a sense of urgency for their stakeholders.”