Podcasts about Cros

In this episode of Molecule to Market, your host Raman Sehgal discusses the pharmaceutical and biotechnology supply chain with Jean-François Brepson, Chief Executive Officer at PathoQuest. The conversation covers: Navigating 20 years of global leadership roles at Ipsen before moving from the corporate world into an investor-led entrepreneurial adventure The tough decision to refocus PathoQuest from diagnostics into a pure play CRO and pharma services business How a major strategic partnership transformed the company's trajectory and why Jean sees partnerships as a competitive weapon Riding the tailwind of the FDA's move away from animal testing and offering something game-changing in the CMC and GMP space The opportunities ahead for CROs and CDMOs in helping unlock the next wave of innovation Jean-François Brepson is a dedicated leader with deep experience in biotechnology and pharmaceuticals. Since becoming CEO of PathoQuest in 2015, he has built the company into a leading global CRO specializing in quality control of biological drugs using Next Generation Sequencing (NGS). Over his career, he has advanced innovative technologies and solutions that bridge scientific progress with real-world application. Prior to joining PathoQuest, Jean was Senior Vice President at Ipsen, where he led the global GI-Oncology and Endocrinology franchise.   Molecule to Market is sponsored by Bora Pharma, Charles River, and Lead Candidate. Please subscribe, tell your industry colleagues, and help us celebrate the value of the global life science outsourcing space. We'd also appreciate a positive rating!

To get more insights about clinical research technology from a vendor's perspective, I invited Mike Wenger on the Clinical Trial Podcast. Mike Wenger is a software developer with over 15 years of experience creating innovative solutions in clinical research.  At the Michael J. Fox Foundation for Parkinson's Research, he worked to connect Parkinson's patients with clinical studies.  He later developed Citeline Connect, bridging patient recruitment companies with pharmaceutical organizations, and founded VersaTrial to streamline clinical trial site workflows.  Mike is currently the Chief Innovation Officer at CRIO, an intuitive eSource solution that collects data directly at the point of patient interaction to lighten site burden while driving protocol compliance. Please join me in welcoming Mike on the Clinical Trial Podcast. This podcast is brought to you by Florence Healthcare. Florence eliminates chaotic workflows in clinical research operations with remote access and digital workflow platforms. More than 37,000 study sites, sponsors, and CROs in 90 countries trust them to accelerate their operations. To learn more, visit https://florencehc.com  This podcast is brought to you by Calyx. Calyx is a trusted name in medical imaging, having delivered imaging services to meet the needs of global biopharmaceutical sponsors and clinical research organizations for over 25 years. To learn more, visit https://www.calyx.ai/  

Nancy Carlyle Harlan is an award-winning ABM and B2B marketing consultant with a track record of driving transformative growth in high-tech SaaS. With expertise spanning ABM, Executive Marketing, and Customer Lifecycle Marketing, she has designed and scaled programs that consistently deliver measurable impact. A strategic and innovative leader, Nancy has led global ABM strategy at leading technology firms Qlik and UiPath. Watch this episode and learn:How to protect and grow your top 20% accountsWhy ABM is a revenue multiplier for resilience, retention, and expansionWhat the “Swarm ABM” model looks like for uniting Sales, Marketing, and CSHow to measure ABM success beyond pipeline with metrics that CROs value

Recorded live at American Society of Nephrology's Kidney Week 2025, this episode of Moving Medicine Forward features Courtney Cordaro, Director of Therapeutic Strategy at CTI, and Morgan Terry, Site Director at Eastern Nephrology Associates. Together, they discuss what drives a healthy and productive partnership between clinical research sites and CROs, the critical role of communication, and how both sides can adapt to the evolving landscape of nephrology trials.  01:31 What defines a strong site-CRO relationship 01:49 Key elements of a successful partnership 02:32 The importance of consistency and communication in nephrology research 03:33 How CRO staff changes affect timelines and site efficiency 04:09 Common misconceptions CROs have about sites 05:23 Behaviors and practices that show a CRO's understanding and build trust 06:31 How an effective CRO response can shape stronger partnerships 07:35 Why minimal turnover and familiarity with site processes are key to building long-term trust 09:05 Adapting to decentralized trials by leveraging strategies for remote monitoring and precision medicine 10:37 Highlighting collaboration and adaptability as keys to success 

In this episode of Medsider Radio, we sat down with Somer Baburek, CEO and co-founder of Hera Biotech. Hera is developing AI-driven tissue diagnostics for conditions that disproportionately affect women, including endometriosis and cervical cancer.Before launching Hera, Somer spent nearly a decade in venture capital, where she evaluated early-stage medtech startups and learned what separates the survivors from the rest.In this conversation, Somer explains how Hera designed global clinical pathways that balance cost and credibility, why boutique CROs can outperform big names, and how a pre-commercial startup completed three strategic acquisitions using equity and brand trust rather than cash.Before we dive into the discussion, I wanted to mention a few things:First, if you're into learning from medical device and health technology founders and CEOs, and want to know when new interviews are live, head over to Medsider.com and sign up for our free newsletter.Second, if you want to peek behind the curtain of the world's most successful startups, you should consider a Medsider premium membership. You'll learn the strategies and tactics that founders and CEOs use to build and grow companies like Silk Road Medical, AliveCor, Shockwave Medical, and hundreds more!We recently introduced some fantastic additions exclusively for Medsider premium members, including playbooks, which are curated collections of our top Medsider interviews on key topics like capital fundraising and risk mitigation, and 3 packages that will help you make use of our database of 750+ life science investors more efficiently for your fundraise and help you discover your next medical device or health technology investor!In addition to the entire back catalog of Medsider interviews over the past decade, premium members also get a copy of every volume of Medsider Mentors at no additional cost, including the latest Medsider Mentors Volume VII. If you're interested, go to medsider.com/subscribe to learn more.Lastly, if you'd rather read than listen, here's a link to the full interview with Somer Baburek.

Welcome to RIMScast. Your host is Justin Smulison, Business Content Manager at RIMS, the Risk and Insurance Management Society.   In this episode, Justin interviews Lori Flaherty and Bill Coller of Paychex about how the ERM Team serves as the "conscience" of Paychex and how it operates within the organization. Some of the topics include winning the RIMS ERM Global Award of Distinction in 2024, structured peer reviews, risk rotation, a strong culture of risk management, interviewing new team members, fostering curiosity, and preparing for mergers and acquisitions. They talk about having the ear of the executive team and promoting a culture of risk management for the entire organization. Listen for tips on presenting to an audience of ERM practitioners.   Key Takeaways: [:01] About RIMS and RIMScast. [:17] About this episode of RIMScast. I'm delighted to be joined by Lori Flaherty and Bill Coller of the ERM Team at Paychex. They won the RIMS Global ERM Award of Distinction in 2024. We're going to talk all about their risk and RM philosophies. But first… [:53] The next RIMS-CRMP-FED Exam Prep with AFERM will be held on December 3rd and 4th. The next RIMS-CRMP Exam Prep with PARIMA will be held on December 4th and 5th. These are virtual courses. [1:10] Links to these courses can be found through the Certifications page of RIMS.org and through this episode's show notes. [1:18] RIMS Virtual Workshops! On November 19th and 20th, Ken Baker will lead the two-day course, "Applying and Integrating ERM." [1:31] "Managing Data for ERM" will be led again by Pat Saporito. That session will start on December 11th. Registration closes on December 10th. RIMS members always enjoy deep discounts on the virtual workshops. [1:46] The full schedule of virtual workshops can be found on the RIMS.org/education and RIMS.org/education/online-learning pages. A link is also in this episode's notes. [1:59] The RIMS ERM Conference 2025 will be on November 17th and 18th in Seattle, Washington. The agenda is live, and this is the last week to register so click the registration link in this episode's show notes or visit the events page on RIMS.org. [2:16] The RIMS-CRMP Exam Prep will be held on-site, on November 15th and 16th in Seattle. You can learn more by clicking the link in this episode's show notes. [2:29] On with the show! Our guests today are winners of the RIMS Global Award of Distinction in 2024. Bill Coller and Lori Flaherty are past presenters at the RIMS ERM Conference. [2:44] They let us into their thought process a little bit this year in the RIMS ERM Q&A Series, with an interview titled, "Risk Optimized Decision-Making at Paychex." We will expand on that dialog a bit here today on RIMScast, so Let's get to it! [3:03] Interview! Lori Flaherty and Bill Coller, welcome to RIMScast! [3:21] Lori and Bill were winners of the RIMS ERM Global Award of Distinction in 2024, in Boston. [3:42] ERM is a passion for Lori and Bill. Bill says, You have to love it to be in it as long as we've been in it. It's always something new every day. There's always some new challenge that we have to keep our eyes on. [4:07] Lori has been in risk management, in different roles, for a little over 25 years. She has been with Paychex for eight years, leading the ERM Team. [4:31] Bill has been in risk management for over 20 years. He has been in the ERM space for about four years. [4:53] Lori loves the diversity on her team. In an ERM program, you need a diverse team without groupthink. Bill and Lori are not the same at all, and they complement each other. Bill agrees. [5:42] Lori says the whole risk organization at Paychex has more than 800 people, some were added due to the recent acquisition of Paycor. The ERM Team has about 10 people. [6:21] Justin says listeners can learn about the contributions Lori and Bill made during a complex and time-consuming acquisition by checking out the ERM Q&A from 2025, "Risk Optimized Decision-Making at Paychex", by Russ Banham, in this episode's show notes. [6:52] In the interview, Paychex described ERM as acting like the company's conscience. Lori says ERM, a small but mighty team within a large risk organization, may seem challenging to have the ear of leadership, but they have a direct line. [7:25] One of the values as a risk organization, as well as a Paychex organization, is talking about integrity. Integrity is a key cornerstone of the team. The ERM Team remains independent. [7:38] Although the ERM Team reports to the risk organization, where the risk organization sits within the enterprise, this is part of what enables the ERM Team to remain independent. ERM is not transactional or client-facing. [7:55] The ERM Team has strong partnerships with the Enterprise Strategy Team and other key leaders across the enterprise. Leaders count on the ERM Team and reach out to them. Being independent allows the ERM Team to be the conscience of the company. [8:29] Bill says, The ERM Team has several different risk review programs. They always have an actionable remediation plan that comes out of any risk review. They are reporting and remediating any residual risk. [8:54] Before the completion of any program, the ERM Team gains commitment from the risk owner to own the remediation plan. That allows the ERM Team to continually follow up and make sure that the remediation plan is taking form and remediating the risk. [9:19] It's easy when they get that commitment before the end of the program. That sets the stage. Then they follow up. [9:36] Bill says he is going through the process now to hire a new team member. He is looking for someone who has ERM experience. That can be difficult to find. There are a lot of people out there with experience who love the job they have, stay, and continue to build their programs. [10:17] First is true ERM experience. Outside of that, someone with internal audit experience, with the ability to view risks from a data-based perspective, and identify what could happen and how often it could happen, the impact of it happening, and how to mitigate the risk. [10:47] With any interviewing, you have to get the best that you can through many different characteristics and experiences. [10:57] Lori adds, We want someone who complements the diversity and the team. You can teach methodologies, like COSO, internal audit, and business processes. It's hard to teach people to be curious and to think from a risk mindset. [11:36] Those are key skills, no matter the role; certainly for this role. For anyone joining the team, it's that mindset. You need to remain curious. Channel your inner toddler, asking the why. [11:59] Quick Break! The RIMS CRO Certificate Program in Advanced Enterprise Risk Management is our live virtual program led by the famous James Lam. Great news! A third cohort has been announced, from January through March 2026! [12:21] Registration closes January 5th. Enroll now. A link is in this episode's show notes. [12:29] Save the dates March 18th and 19th, 2026, for The RIMS Legislative Summit, which will be held in Washington, D.C. [12:37] Join us in Washington, D.C., for two days of Congressional Meetings, networking, and advocating on behalf of the risk management community. Visit RIMS.org/Advocacy for more information and updates and to register. [12:52] We've got more plugs later. Let's return to our interview with Bill Coller and Lori Flaherty of Paychex! [13:10] Does inquisitiveness enhance the risk culture? Lori says that staying curious is key, especially when looking at remediation, defining risks, thinking about scenarios, and what could go wrong. Being curious opens your mind up to what could be. [13:47] Bill says it's tough to measure a strong risk culture. Bill looks at interactions with key partners across the enterprise. ERM meets with folks across the enterprise very frequently in Key Partnership Meetings. [14:13] The key partners are engaged with ERM, and they're having productive conversations. A lot of the risk programs the ERM Team performs are at the request of those partners. That's one way to measure a strong risk culture: full engagement and asking ERM to perform risk reviews. [14:33] Lori and Bill accepted the award last year, with Frank Fiorille. Lori says Frank is the Chief Risk Officer. He is the VP of Risk for Paychex. Lori and Bill report directly to Frank. He is over all the other risk teams, also. [15:15] Lori and Bill were heavily involved with the Paycor acquisition. Their involvement in the acquisition was critical. If you're in ERM and you're not a part of the M&A process, you should definitely be. It's aligning the strategic objectives of your company. M&A strategy is part of that. [16:13] The ERM Team is involved in the due diligence and the whole process. It's a critical part of your ERM program. [16:31] Bill explains that Risk Rotation is an ERM program. They bring in people from outside of the risk management organization to spend a week with the ERM Team. Since COVID< they do a lot of it virtually. Each of the risk disciplines comes to present interactively to those people. [17:17] The ERM Team shares exactly what they are doing and puts the people through exercises. Bill has a risk scoring exercise. He asks them to bring some risks that they face in their roles. Bill talks about impact, likelihood, and control effectiveness, and makes a heatmap. [17:57] Frequently, after a Risk Rotation, some will ask to participate in a future Risk Review. [19:02] Lori shares tips for presenting at a RIMS conference. Knowing your material and being passionate about the topic are important. A presenter should know the audience. You are the audience. What would you want to know? [19:24] When Lori goes to a session, she wants to know how to practically apply what this means. She wants some takeaways. She wants to know how the presenter is doing it, what's working, and what's not working. Keeping that in mind is super helpful. [19:42] When Lori has presented, she tells them, This is what's worked at Paychex. She can see the audience becoming much more engaged, even in the questions afterward. They're super interested in what worked. [20:30] Justin recalls how Lori was at the 2021 New York ERM Conference and how engaged she was in asking questions of that year's award winners, and what they had to do to win. [21:02] One Final Break! As many of you know, the RIMS ERM Conference 2025 will be held on November 17th and 18th in Seattle, Washington. We recently had ERM Conference Keynote Speaker Dan Chuparkoff on the show. [21:20] He is back, just to deliver a quick message about what you can expect from his keynote about "AI and the Future of Risk." Dan, welcome back to RIMScast! [21:30] Dan says, Greetings, RIMS members and the global risk community! I'm Dan Chuparkoff, AI expert and the CEO of Reinvention Labs. I'm delighted to be your opening keynote on November 17th, at the RIMS ERM Conference 2025 in Seattle, Washington. [21:45] Artificial Intelligence is fueling the next era of work, productivity, and innovation. There are challenges in navigating anything new. This is especially true for risk management, as enterprises adapt to shifting global policies, economic swings, and a new generation of talent. [22:03] We'll have a realistic discussion about the challenges of preparing for the future of AI. To learn more about my keynote, "AI and the Future of Risk Management," and how AI will impact Enterprise Risk Management for you, listen to my episode of RIMScast at RIMS.org/Dan. [22:22] Be sure to register for the RIMS ERM Conference 2025, in Seattle, Washington, on November 17th and 18th, by visiting the Events page on RIMS.org. I look forward to seeing you all there. [22:33] Justin thanks Dan and looks forward to seeing him again on November 17th and hearing all about the future of AI and risk management! [22:41] Let's Return to Our Interview with 2024 RIMS Global ERM Award of Distinction Winners, Lori Flaherty and Bill Coller of Paychex! [22:57] Bill presented at the New York ERM Conference 2021, before he joined the ERM Team. Presenting is a great experience. Knowing your audience is a big part of it. He especially appreciates the questions from the audience. It's wonderful to have an engaged audience. [23:34] If you haven't presented in the past, Bill recommends it. It's a great experience. You just have to know your stuff before you get up there. Feel confident about it. [23:47] Justin advises, Definitely don't wing it! [24:01] Bill is a RIMS-CRMP holder. He has held the designation for about two years. He attended a virtual program to prepare for the test, and it was very beneficial. He had talked with people before and after they certified, who fully recommended it. That prompted him to certify. [24:59] Bill has been in risk management for a long time. It wasn't an easy certification, but he had a good basis to go from. He had to put the time in preparing for it. It felt great to pass. [25:45] Bill also took the James Lam course for CROs. He was in the first cohort. It was a great experience. Learning directly from James is incredible, hearing some of his stories from over the years, and being in a class with other risk professionals, and hearing their stories. [27:17] Lori says that AI is definitely on the Emerging Risk Register at Paychex. It has a very high velocity. The ERM Team has done a number of scenario analyses on the AI side through the years. They just completed another one. [27:36] In addition to AI, there are other emerging risks. Quarterly, the ERM Team issues a Key Risk Profile that highlights the emerging risks on the radar. They plot out all the risks they are monitoring. [28:00] On the radar currently are macroeconomic and geopolitical risks. They are looking at scenarios and repivoting after the election on November 4th. They spent a tremendous amount of time on the geopolitical risk and related macroeconomic impact. It's not going away soon. [28:34] AI is at the forefront. They just had a meeting, going through a scenario analysis on AI impacts. [28:45] Paychex is also leveraging AI. They have a number of tools they are using to build those scenarios. They are looking at controls around the governance structure for AI. It's a disruptor that has a lot of benefits. Disruption can be a great thing! [29:42] Justin asks what mindset they would need for another acquisition of the size of Paycor. Lori says, Stay curious and be involved early. From an ERM perspective, any merger or acquisition is triggered by the strategic objectives of the company.  [30:07] Understand what the goal is. How does this fit into the strategic objectives of the company? Keep your eye on the ball. Often, the other folks in the organization are focused on the details of how to integrate and how to get the deal done. [30:23] It's up to us, as ERM professionals, to keep our eye on the ball. Is this fitting within our risk appetite? Keep your eye on strategic objectives and big-picture risks. [30:36] Bill says curiosity is the biggest characteristic to look for in new team members. Asking questions about why things are happening and why certain things are not happening. And the drive to insert yourself where you need to be to make sure that you're involved and engaged. [31:23] Justin says you've given us a lot to think about, with the ERM Conference coming up on November 17th and 18th. [31:34] The Q&A about Paychex's big win last year is in this interview's show notes. Justin says, It's been a pleasure getting to know you both over the last few years. I look forward to seeing you at another RIMS event. Congratulations again on winning the ERM Award of Distinction. [32:06] Lori says the award is prominently displayed, with a light on it, in the Paychex front lobby. Justin asks for a photo of it displayed to show that it is held in high regard. He says, You both did great. I really appreciate your time. [32:40] Special thanks to Bill Coller and Lori Flaherty of Paychex for joining us today here on RIMScast. A link to their special ERM Q&A Series article, "Risk Optimized Decision-Making at Paychex", is available in this episode's show notes. [33:00] Be sure to look for an upcoming installment of the RIMS-CRMP Stories Series, with Bill Coller, since he is a RIMS-CRMP holder. Congratulations again to them for winning the RIMS ERM Global Award of Distinction in 2024. [33:17] Plug Time! You can sponsor a RIMScast episode for this, our weekly show, or a dedicated episode. Links to sponsored episodes are in the show notes. [33:46] RIMScast has a global audience of risk and insurance professionals, legal professionals, students, business leaders, C-Suite executives, and more. Let's collaborate and help you reach them! Contact pd@rims.org for more information. [34:04] Become a RIMS member and get access to the tools, thought leadership, and network you need to succeed. Visit RIMS.org/membership or email membershipdept@RIMS.org for more information. [34:22] Risk Knowledge is the RIMS searchable content library that provides relevant information for today's risk professionals. Materials include RIMS executive reports, survey findings, contributed articles, industry research, benchmarking data, and more. [34:38] For the best reporting on the profession of risk management, read Risk Management Magazine at RMMagazine.com. It is written and published by the best minds in risk management. [34:53] Justin Smulison is the Business Content Manager at RIMS. Please remember to subscribe to RIMScast on your favorite podcasting app. You can email us at Content@RIMS.org. [35:04] Practice good risk management, stay safe, and thank you again for your continuous support!   Links: RIMS ERM Conference 2025 — Nov. 17‒18 | Register Now Pre-ERM Conference RIMS-CRMP-Prep | Onsite in Seattle, November 15‒16, 2025 RIMS-CRO Certificate Program In Advanced Enterprise Risk Management | Jan‒March 2026 Cohort | Led by James Lam RISK PAC | RIMS Advocacy | RIMS Legislative Summit SAVE THE DATE — March 18‒19, 2026 RIMS-Certified Risk Management Professional (RIMS-CRMP) The Strategic and Enterprise Risk Center RIMS Diversity Equity Inclusion Council RIMS Risk Management magazine | Contribute RIMS Now RIMS ERM Q&A Interview with Bill Coller and Lori Flaherty (2025) "RIMS Honors Three Organizations with the 2024 Enterprise Risk Management Global Award of Distinction" Upcoming RIMS Webinars: RIMS.org/Webinars   Upcoming RIMS-CRMP Prep Virtual Workshops: RIMS-CRMP-FED Exam Prep with AFERM Virtual Workshop — December 3‒4 RIMS-CRMP Exam Prep with PARIMA — December 4‒5, 2025 Full RIMS-CRMP Prep Course Schedule "Applying and Integrating ERM" | Nov 19‒20, 2025 | April 4, 2026 "Leveraging Data and Analytics for Continuous Risk Management (Part I)" | Dec 4. See the full calendar of RIMS Virtual Workshops RIMS-CRMP Prep Workshops   Related RIMScast Episodes about ERM: "AI and the Future of Risk with Dan Chuparkoff" (RIMS ERM Conference Keynote) "Energizing ERM with Kellee Ann Richards-St. Clair" "Talking ERM: From Geopolitical Whiplash to Leadership Buy-In" with Chrystina Howard of Hub "Shawn Punancy of Delta Flies High With ERM" "Tom Brandt on Growing Your Career and Organization with ERM" "James Lam on ERM, Strategy, and the Modern CRO" "ERM, Retail, and Risk with Jeff Strege" "Bigger Risks with the Texas State Office of Risk Management | Sponsored By Hillwood""ERMotivation with Carrie Frandsen, RIMS-CRMP" "Live from the ERM Conference 2024 in Boston!" "Risk Quantification Through Value-Based Frameworks"   Sponsored RIMScast Episodes: "The ART of Risk: Rethinking Risk Through Insight, Design, and Innovation" | Sponsored by Alliant (New!) "Mastering ERM: Leveraging Internal and External Risk Factors" | Sponsored by Diligent "Cyberrisk: Preparing Beyond 2025" | Sponsored by Alliant "The New Reality of Risk Engineering: From Code Compliance to Resilience" | Sponsored by AXA XL "Change Management: AI's Role in Loss Control and Property Insurance" | Sponsored by Global Risk Consultants, a TÜV SÜD Company "Demystifying Multinational Fronting Insurance Programs" | Sponsored by Zurich "Understanding Third-Party Litigation Funding" | Sponsored by Zurich "What Risk Managers Can Learn From School Shootings" | Sponsored by Merrill Herzog "Simplifying the Challenges of OSHA Recordkeeping" | Sponsored by Medcor "How Insurance Builds Resilience Against An Active Assailant Attack" | Sponsored by Merrill Herzog "Third-Party and Cyber Risk Management Tips" | Sponsored by Alliant   RIMS Publications, Content, and Links: RIMS Membership — Whether you are a new member or need to transition, be a part of the global risk management community! RIMS Virtual Workshops On-Demand Webinars RIMS-Certified Risk Management Professional (RIMS-CRMP) RISK PAC | RIMS Advocacy RIMS Strategic & Enterprise Risk Center RIMS-CRMP Stories — Featuring RIMS President Kristen Peed!   RIMS Events, Education, and Services: RIMS Risk Maturity Model®   Sponsor RIMScast: Contact sales@rims.org or pd@rims.org for more information.   Want to Learn More? Keep up with the podcast on RIMS.org, and listen on Spotify and Apple Podcasts.   Have a question or suggestion? Email: Content@rims.org.   Join the Conversation! Follow @RIMSorg on Facebook, Twitter, and LinkedIn.   About our guest: Lori Flaherty, Paychex Bill Coller, Paychex   Production and engineering provided by Podfly.  

A rundown of wartime-related facts about Bob Hope and Bing Crosby. 

Chad Peets is one of the greatest sales leaders and recruiters of the last 25 years. From 2018 to 2023, Chad was a Managing Director at Sutter Hill Ventures. Chad has worked with the world's best CEOs and CROs to build world-class go-to-market organizations. Chad is currently a member of the Board of Directors for Lacework and Luminary Cloud and on the boards of Clumio and Sigma Computing. He previously served as a board member for Astronomer, Transposit, and others. He was an early-stage investor at Snowflake, Sigma, Observe, Lacework, and Clumio. In Today's Discussion with Chad Peet's We Discuss: 1. You Need a CRO Pre-Product: Why does Chad believe that SaaS companies need a CRO pre-product? Should the founder not be the right person to create the sales playbook? What should the founder look for in their first CRO hire? Does any great CRO really want to go back to an early startup and do it again? 2. What Everyone Gets Wrong in Building Sales Teams: Why are most sales reps not performing? How long does it take for sales teams to ramp? How does this change with PLG and enterprise? What are the benchmarks of good vs great for average sales reps? How do founders and VCs most often hurt their sales teams and performance? 3. How to Build a Hiring Machine: What are the single biggest mistakes people make when hiring sales reps and teams? Are sales people money motivated? How to create comp plans that incentivise and align? Why does Chad believe that any sales rep that does not want to be in the office, is not putting their career and development first? Why is it harder than ever to recruit great sales leaders today? 4. Lessons from Scaling Sales at Snowflake: What are the single biggest lessons of what worked from scaling Snowflake's sales team? What did not work? What would he do differently with the team again? What did Snowflake teach Chad about success and culture and how they interplay together?  

Cell and gene therapies are transforming modern medicine, but their path to market is fast and complex. They often jump from small trials to global launch at record speed, putting pressure on analytics, supply chains, and partnerships. Success depends on making smart choices about what to build in-house and what to entrust to expert partners.Daniel Galbraith knows these challenges intimately. With decades of hands-on experience and as Chief Scientific Officer at Solvias, Daniel has witnessed firsthand the seismic shifts in analytical development for advanced therapies. He's been on every side of the table: troubleshooting manufacturing snags, scaling up from a single batch to hundreds per month, and guiding companies as they choose between in-house development and relying on a CRO's muscle.In this episode:How evolving cell and gene therapy timelines are driving the need for true CRO-drug developer partnerships (00:00)The unique challenges of scaling CMC analytics from early trials to global commercialization (02:51)Key pitfalls to avoid when outsourcing to CROs—especially around communication, scheduling, and troubleshooting (06:26)Deciding whether to build capabilities in-house or outsource to a CRO, and how to find the right balance for your team (08:41)The critical importance of strong project management for juggling relationships between developer, CRO, and CDMO (09:51)Daniel's perspective on the future of combination therapies and what the analytical landscape will demand of CROs (13:33)Practical advice for building transparent, open CRO partnerships that support your goals (15:21)Facing scale-up challenges or a first CGT launch? This conversation shares practical strategies to advance therapies efficiently.Tune in for actionable insights on CMC, outsourcing, and analytical development.Connect with Daniel Galbraith:LinkedIn: www.linkedin.com/in/daniel-galbraith-26a6138Solvias website: www.solvias.comEmail: daniel.galbraith@solvias.comNext step:Book a 20-minute call to help you get started on any questions you may have about bioprocessing analytics: https://bruehlmann-consulting.com/callPreparing for your IND? Grab our Startup Founder CMC Dashboard in Notion to help you track tasks, timelines, and risks in one place at https://stan.store/SmartBiotech/p/discovertoind-cmc-dashboard-for-startup-founders

Sophie-Dorothée Duron est administratrice en chef des affaires maritimes, et depuis le 1er juillet 2024, elle est devenue la première femme à la direction du Parc national de Port-Cros et du conservatoire botanique national méditerranéen. Diplômée de Sciences Po Bordeaux et de l'École nationale du service public de la mer, elle a consacré plus de vingt ans de carrière à la mer, au littoral et à la biodiversité.Son parcours l'a menée du CROSSMED à La Garde, à la direction régionale des affaires maritimes en Corse, puis en Polynésie française, où elle s'est engagée sur la création et la gestion d'aires marines protégées. Elle a notamment contribué à l'inscription des îles Marquises au patrimoine mondial de l'UNESCO et co-conçu le concept des aires marines éducatives.En 2017, elle a été décorée de l'ordre du Mérite maritime par la navigatrice Catherine Chabaud, grande figure de la mer. De retour en métropole, elle rejoint le ministère de la transition écologique et coordonne trois grandes stratégies nationales à horizon 2030 : celles des aires marines protégées, de la biodiversité et de la mer et du littoral. Avant de prendre ses fonctions au PNPC, elle était cheffe du service des espaces maritimes et littoraux au sein de la direction générale des affaires maritimes, de la pêche et de l'aquaculture.Cela fait 1 an qu'elle est arrivée à la tête du Parc national de Port Cros, qui a fêté ses 60 ans il y a 2 ans et qui est à la fois un laboratoire scientifique, un patrimoine naturel et culturel, et un lieu de vie. Avec Sophie-Dorothée, la conversation a cheminé entre son parcours et ses inspirations, le projet du Parc national sur le territoire - et plus précisément sur les îles - et sa vision de l'écologie au sens large. Nous avons aussi parlé d'alchimie, de mer et de chemins d'étoiles…Retrouvez toutes les notes de l'épisode ici.Support the show Me suivre sur instagram : https://www.instagram.com/fragile_porquerolles/ Me soutenir sur Tipeee : https://fr.tipeee.com/fragile-porquerolles-1 Vous pouvez me laisser des étoiles et un avis sur Apple Podcasts et Spotify, ça aide ! Si vous souhaitez m'envoyer un mail: fragileporquerolles@gmail.com

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The Biggest GTM Mistake (Spoiler Alert: Stop Chasing CAC!!!)Mark Roberge shares how AI is transforming sales, customer success, and go-to-market strategy. The former HubSpot CRO, now co-founder of Stage 2 Capital and senior lecturer at Harvard Business School, Mark Roberge breaks down the 4 phases of AI evolution that will redefine how companies sell, serve, and scale. From agentic AI to LTV-driven growth, this is a masterclass on what the next era of go-to-market looks like.Mark Roberge helped take HubSpot from $0 to $100M and literally wrote The Sales Acceleration Formula. Now, he's turning his attention to the AI transformation sweeping every GTM function. In this episode, Mark explains why it's time to stop obsessing over CAC and start optimizing for LTV—the customers who actually succeed—and how AI can make that possible at scale.He also shares bold predictions about the future of work, the death of departments, and why capitalism itself may need to evolve for the AI era.Timestamps0:00 – Preview & Introduction1:19 – Meet Mark Roberge: Co-Founder, Stage 2 Capital2:45 – The Early Days of AI in GTM6:33 – What's Slowing Down AI Adoption8:00 – Why Most AI Startups Are Still Too Iterative12:00 – The "Agentic" Shift: From Co-Pilots to Autonomous Agents14:15 – The 4 Phases of AI Go-to-Market Evolution20:35 – Managing Your Agents: The New CRO Skillset26:00 – Deciding the ICP: It's Not CAC29:35 – How AI Breaks Down Department Silos35:40 – Can Capitalism Survive the AI Era?46:00 – The Science of Scaling: Mark's Next Big Book---What You'll Learn* Why CAC is the wrong north star metric for GTM leaders* How to use AI to identify and retain high-LTV customers* The 4 phases of AI transformation in go-to-market* How agentic AI will redefine the roles of CROs, CSMs, and RevOps* Why AI will blur departmental boundaries and change the structure of business* How capitalism and work culture must evolve in the AI era---Check out the Key Takeaways & Transcripts: ⁠https://www.gainsight.com/presents/series/unchurned/⁠---Where to Find Mark:LinkedIn: ⁠https://www.linkedin.com/in/markroberge/Where to Find Josh: LinkedIn: ⁠https://www.linkedin.com/in/jschachter/⁠---Resources mentioned:* Stage 2 Capital Blog – Go-to-Market AI Case Studies: https://www.stage2.capital * The Sales Acceleration Formula by Mark Roberge

In today's episode, Hemish was joined by Theresa Donegan, VP of Quality at Climb Bio.Theresa has spent the last few years helping biotech startups build quality from the ground up - often as a team of one. With 30 years' experience across every GxP environment, she brings a rare perspective on what it takes to move from large pharma structure to biotech agility, while still protecting compliance and patient safety.Theresa's career began in the QC lab before moving through GLP, GCP, and GMP roles in large and small companies, CROs, and now Climb Bio. Her path is a masterclass in adaptability, and in today's startup environment, her insights couldn't be more relevant.She talks about the following:• How Theresa's career evolved from QC lab work to VP of Quality leadership• The mindset shift from big pharma to biotech startups• What the first 30/60/90 days look like when you're building quality from scratch• How to balance pragmatism, speed, and compliance in early-stage biotech• How to use consultants effectively• The right time to bring in permanent quality leadership • What “good” looks like in an early-stage quality system• How to align leadership teams and departments when everything is moving fast• How to spot red and green flags when joining a startup• The key soft skills quality professionals must build early in their careers• How to prioritise your first three hires when you finally have budgetTheresa is an incredibly grounded and thoughtful leader, combining technical depth with an empathetic leadership style that every quality professional can learn from.Thank you Theresa for sharing your incredible journey.Hope everyone enjoys the show!

Le stagiaire, t'es viré! Évidemment, c'est bien Anthony Jelonch qui devrait débuter le match à la place de François Cros, blessé. Mais finalement, est-ce que ça change grand chose? Un train peut en cacher un autre.Au Programme: La composition du XV de France pour affronter les Springboks, le samedi 8 novembre au stade de France00:00 - Intro01:12 - La compo du XV de France17:55 - La question de la semaine: Que pensez vous de la gestion de Greg Alldritt par le staff?

Finding an analytical CRO that's truly invested in your success, not just processing samples, makes all the difference in CMC development. In this episode, host David Brühlmann talks with Daniel Galbraith, Chief Scientific Officer at Solvias, about the essential questions and mindset that lead to breakthrough CRO partnerships.With nearly three decades in analytical development, spanning monoclonal antibodies, biosimilars, and cell and gene therapies, Daniel reveals what separates CROs who become true partners from those who just run methods. His insights can save your program months of delays and costly missteps.Key Topics Discussed:Why cell and gene therapies face unique challenges compared to the progression seen with monoclonal antibodies (03:04)Daniel's career path: from entering biotech in 1996 to CSO at Solvias, and the rapid evolution of the industry (05:00)The analytical hurdles in characterizing cell-based products and how their inherent variability impacts development (09:46)Approaches to analytical method requirements for autologous cell therapies, and how data is gathered iteratively in these cases (13:02)The biggest obstacles to scaling up cell and gene therapies, and why innovative cell manipulation technologies are needed (16:06)Current trends in therapeutic modalities: why antibody-drug conjugates stand out, and whether mRNA therapies are losing momentum (18:37)Practical advice on choosing an analytical CRO as a strategic partner - what to look for, what questions to ask, and why enthusiasm and standardization matter (21:55)Wondering how to streamline your own analytical strategy, or navigate the parallel universe of cell and gene therapy development? Dig into this episode for Daniel's insider perspective. Then consider how the right analytical partnership could accelerate your path to clinic.Connect with Daniel Galbraith:LinkedIn: www.linkedin.com/in/daniel-galbraith-26a6138Solvias website: www.solvias.comEmail: daniel.galbraith@solvias.comNext step:Book a 20-minute call to help you get started on any questions you may have about bioprocessing analytics: https://bruehlmann-consulting.com/callPreparing for your IND? Grab our Startup Founder CMC Dashboard in Notion to help you track tasks, timelines, and risks in one place at https://stan.store/SmartBiotech/p/discovertoind-cmc-dashboard-for-startup-founders

AI has changed how B2B marketers work — and how they connect.In this episode, Dr. Amy Cook, Co-Founder and CMO at Fullcast, joins Michael to explore what happens when automation starts replacing authenticity, and how today's most effective marketers are rebuilding the human side of their craft.Her framework is simple: use AI for knowledge. Leave relationships to humans.Amy brings an unusual perspective to this conversation. She has a PhD in organizational rhetoric (how companies actually persuade people), ran her own agency for 15 years, and spent her early career as a professional violinist performing with the Osmond family. That last credential matters: she learned on stage that audiences always know when something feels rehearsed instead of real.That's exactly what's happening in B2B marketing right now.Join us, as we explore where AI actually makes marketers better versus where it destroys the trust that drives revenue. You'll get frameworks you can apply immediately, data from Fullcast's State of RevOps 2025 research, and the expensive lessons that come from getting this balance wrong.What we cover

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Joel White, Owner of Marketcap Consulting, joins another episode to discuss the evolving role of Clinical Research Organizations (CROs). He shares the characteristics of a great CRO, how technology and decentralization are shaping the industry, and the strategic balance between speed, quality, and cost in clinical trials. Whether you're a sponsor, CRO professional, or simply curious about the clinical trial landscape, this episode offers practical wisdom and forward-looking perspectives on drug development and innovation.  00:31 Joel White returns to explore CRO excellence and innovation  01:00 Joel's background and journey into the CRO industry  01:55 Origins of Joel's LinkedIn quarterly recaps and their impact  04:10 Defining CROs and their evolving role in clinical trials  05:48 What separates great CROs from average ones, such as customer service and repeat business  08:59 Technology's role in CRO operations and vendor management  11:29 Balancing speed, quality, and cost in fast-paced trials  12:45 The importance of culture and leadership in CRO success  13:57 Common misconceptions sponsors have about CROs  16:45 Decentralization in clinical trials, including adoption trends and cost tradeoffs  19:05 Evaluating therapeutic area expertise when selecting a CRO  20:46 The future of CROs, consisting of innovation, partnerships, and the potential impact of AI

In this episode of RevOps Champions, host Brendon Dennewill sits down with Hannah Ajikawo, founder and CEO of Revenue Funnel, HubSpot modern sales leader, and LinkedIn top voice in B2B sales. With 17 years of experience leading sales and go-to-market teams, Hannah shares her philosophy on making sales simple by stripping away the over-engineered complexity that holds revenue teams back.Hannah challenges conventional wisdom about sales methodologies, arguing that companies often lose sight of fundamentals by trying to turn salespeople into formula-following robots. She reveals how misalignment across revenue teams—from unclear ownership to missing expectations—costs companies millions and explains why being "data-informed" beats being "data-driven" every time. The conversation explores practical frameworks for building alignment, leveraging AI effectively, and finishing Q4 strong while setting up for success in 2026.This episode is essential listening for RevOps professionals, CROs, sales leaders, and founders who want to cut through the noise, realign their revenue engine around what actually works, and scale growth without adding unnecessary complexity or headcount.What You'll LearnWhy sales becomes unnecessarily complicatedThe true meaning of revenue alignmentThe 72.9% Ronaldo Principle for launching initiativesData-informed vs. data-driven strategyHow AI is reshaping buying and sellingSales velocity as the CRO's north star metricPractical Q4 advice for hitting targetsResources MentionedThe Go-Giver by Bob Berg Revenue Funnel Go-to-Market Health Check HubSpot Academy EOS (Entrepreneurial Operating System)Denamico Growth Readiness Score About Hannah AjikawoTitle: Founder & CEO Company: Revenue FunnelIs your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you'll see: Benchmark data showing how you stack up to other organizations A clear view of your operational maturity Whether your business is ready to scale (and what to do next if it's not) Let's Connect Subscribe to the RevOps Champions Newsletter LinkedIn YouTube Explore the show at revopschampions.com. Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Transformations are everywhere—from VC-backed scale-ups to Big Tech—and sales teams are feeling it. In this Sales Performance Podcast episode, Ariane Riddell, Chief Sales Officer at Personal Group (ex-LinkedIn, BBC, Feefo), shares a people-first playbook for leading through change: embedding values that stick, resetting the first 90 days, and rebuilding commercial muscle across sales and post-sales.We dig into: redefining proposition and narrative (benefits > product), putting real foundations in (process, people, product, leadership), using enablement tools (Salesloft, Walnut, Salesforce), and moving teams from inbound-reliant to outbound-confident. Ariane's “top-down & bottom-up” framework for expansion, plus the candid reality of “love them in or love them out,” make this a must-listen for CROs and CSOs in transition.You'll learnHow to set credible 30/60/90 priorities in a messy realityWhat values do for pace, passion & professionalismBuilding outbound habits that actually stick (and why phone still matters)Coaching CS to drive land–expand with data-led plays

As we near the end of 2025, the CDMO industry finds itself at a pivotal financial and strategic juncture — shaped by constrained funding, shifting demand, and renewed investor scrutiny.  In this episode of Off Script, we speak with Brian Scanlan, Advisor of Life Sciences at Edgewater Capital Partners, to examine how the year's market and investment trends align with his predictions from an earlier CPHI Annual Report. Brian shares his perspective on: How accurately his forecast of stability and growth for clinical CROs and CDMOs has held up amid tighter capital markets; The ongoing softness among early-stage pharma service providers and what it reveals about funding flows across the sector; and Where investor interest is gravitating — from ADCs and small molecules to biologics — and what this signals for the next phase of CDMO evolution.

Bon inici de temporada d'Ariadna Navarro (CA Parets) en cros i queda 8ena al Tast de la Mitja podcast recorded with enacast.com

Dennis and Brady break down week nine in the area, St Clair's playoff hopes arent as certain as we thought, another Marysville - Marine City matchup, Armada with a test against Frankenmuth, Cros-lex needs a win and more!

Jack, Wendy, and Danny Torrance stay at The Overlook Hotel, caring for the estate during its off-season period. Jack has been outlining a new writing project and believes that five months of peace is just what's needed, but all work and no play makes Jack a dull boy. Fortunately, Danny has been mentored by Dick Hallorann, who provides cautionary advice and special instructions such as, "Stay out of Room 237," guidance that helps Danny stay one step ahead of dangers that lie within The Overlook, helping Danny evade the horrors that his father Jack will unleash. Designer, brand strategist, and writer Chris Cureton talks about what makes Stanley Kubrick's The Shining a perfect horror movie, and why writing in and of itself can sometimes be a scary endeavor.-Designer, brand strategist, and writer Chris Cureton helps executive teams move from confusion to clarity. His forthcoming book, The Five Laws of Brand Design, is a field guide for aligning product, marketing, and sales around one powerful, unified strategy. With nearly 20 years of experience, he's assisted leadership teams by helping them cut through complexity, clarifying their unique value, and confidently going to market. He loves helping CEOs, CMOs, CROs, and COOs build one clear strategy, creating actionable steps for teams.https://chriscureton.com https://chriscureton.com/the-five-laws-of-brand-design-book https://www.instagram.com/chriscureton -The Shining (1980)https://www.imdb.com/title/tt0081505/ https://www.afi.com/news/afi-movie-club-the-shining/https://www.artofthetitle.com/title/the-shining/https://youtu.be/U8wxjIecmD4?si=mhwfxDBqNZuoXRy6&t=292 https://www.itsnicethat.com/articles/saul-bass-the-shining -Other movies and shows discussed, alphabetical listThe Book of Boba Fett (2021)Black Panther (2018)The Exorcist (1973)Get Out (2017)Hostel (2005)The Mandalorian (2019-)Poltergeist (1982)Room 237 (2012)John Carpenter's The Thing (1982)Tron (1982)US (2019)

La prova, amb una 70a de corredors de l'entitat, era puntuable per al Gran Premi Català de Cros.

Solvonis Therapeutics PLC (LSE:SVNS) CEO Anthony Tennyson talked with Proactive's Stephen Gunnion about the company's £1.25 million fundraise and its expanding focus on central nervous system (CNS) drug development. Tennyson said the new capital—raised from strategic and institutional investors—brings Solvonis's total fundraising since May to £4.25 million. These funds will support the acceleration of its CNS discovery programme, which he described as “the innovation engine that drives long-term value creation for Solvonis Therapeutics PLC.” The company is building a platform centred on addiction, psychiatry, and neurology, with a particular focus on high-burden, poorly treated diseases. Solvonis already has an advanced clinical programme for severe alcohol use disorder (SVN-001), targeting the UK and EU markets. A phase 2b trial is also planned for SVN-002, aimed at moderate to severe alcohol use disorder in the US. Looking ahead, Tennyson outlined a three-tiered value strategy, covering near-, medium-, and long-term milestones. He said the company follows a lean, capital-efficient model, working with CROs and academic groups to advance its assets to key inflection points for potential out-licensing to larger pharmaceutical partners. “Our business model is focused on progressing our assets to the appropriate inflection point and then seeking to end-license those,” Tennyson explained. Visit Proactive's YouTube channel for more interviews like this. Don't forget to like this video, subscribe, and enable notifications for future updates. #SolvonisTherapeutics #BiotechNews #CNSDisorders #AlcoholUseDisorder #SVN001 #SVN002 #Biopharma #DrugDiscovery #Neuroscience #MentalHealth #InvestorUpdates #PharmaceuticalDevelopment #CapitalRaise

Welcome to Culture Over Quota — a new segment within The E1B2 Collective Podcast hosted by Anthony “AJ” Vaughan. In this series, AJ merges two worlds that rarely speak the same language: HR and Revenue. Drawing from his journey as a founder, CHRO, CRO, and builder of multiple HR tech ventures, AJ unpacks what it truly means to scale businesses without burning out people, teams, or purpose.This isn't another “hit your number” sales show — it's a raw and forward-thinking exploration of how culture, leadership, and human psychology shape every quota you chase. AJ delves into the real tensions between founders and VCs, CHROs and CROs, sellers and buyers, and reveals how companies that prioritize people over profit actually win bigger, faster, and longer.Expect candid stories, lived lessons, and deep dives into the future of HR tech, sales culture, and organizational design — all anchored in one belief:If you build culture first, the quota takes care of itself.

Dennis and Brady recap week 7 including PHN dominating Mott, Tatti recaps PH's loss to Cousino, Almont clinches a third straight BWAC title as Joe helps recap that game, Cros-lex explodes in a win and more!

After more than 100 episodes, #Coach2Scale wraps with a powerful closing message from host Matt Benelli, one that goes far beyond sales tactics. In this final episode, Matt shares four hard-earned truths from hundreds of conversations with CROs, enablement leaders, and frontline managers. He challenges the myth of the “super rep turned manager,” breaks down the true ROI of coaching (7–8X when done right), and reminds us that one-on-ones aren't just a task, they're the operating system for growth.Matt also reflects on why performance loops aren't enough without practice loops, and how great teams aren't built on pressure, but on preparation. This episode connects the dots between personal development and business outcomes; it's a call for CROs and GTM leaders to stop managing through dashboards and start developing their people with purpose. If you're serious about building a high-performing team that lasts, this episode is your blueprint.Top Takeaways1. The human side of coaching is non-negotiable.Vulnerability-based trust isn't soft; it's the foundation for accountability, belief, and long-term performance.2. Properly equipped managers deliver 7–8X ROI.Coaching isn't a “nice to have”; consistent, structured 1:1s lead to higher engagement, lower attrition, and stronger pipeline performance.3. Stop promoting super reps into management without support.Selling and coaching are completely different skills; without systems and training, you set managers (and their teams) up to fail.4. Practice beats performance.Top teams don't just execute, they review, adapt, and improve with immediate, behavior-focused feedback that drives lasting change.5. Coaching isn't a tool; it's a behavior change engine.Technology alone doesn't drive growth; tying behavior improvement directly to outcomes is what makes a coaching culture truly effective.6. One-on-ones are not optional; they're the operating system.When coaching becomes the standard cadence, it shifts manager behavior from reactive firefighting to proactive development.7. Performance grows when reps feel developed, not just measured.The best leaders strike a balance between empathy and accountability, investing in long-term careers rather than just meeting short-term quotas.8. Coaching is how you scale without breaking your team.Growth doesn't come from dashboards or pressure; it comes from developing people who are confident, capable, and aligned.

In this episode of the SaaS Sales Performance Podcast, host Matt Milligan sits down with Tanvir Bhangoo and former college football player turned commercial leader, keynote speaker, and author of the bestselling book The Pro Business Mindset.Tanvir is the Founder of TBX Digital, where he helps organizations unlock elite performance under pressure by applying principles from sports to business.Together, they explore how sales and revenue leaders can build resilience, sharpen execution, and lead teams through market turbulence by focusing on process, mindset, and fundamentals, not just pipeline velocity.Expect a grounded, practical conversation on how to perform when conditions are tough and how to lead with grit, discipline, and clarity when your team needs it most.You'll learn:✅ Why "training camp" fundamentals matter more than ever in tough markets✅ How to reset your mindset and team habits during a downturn✅ What true leading indicators of enterprise performance look like✅ Why in-person connection is becoming a competitive advantage again✅ How EQ, consistency, and discipline outperform over-activity

In this episode of The Clinical Research Coach, host Leanne Woehlke sits down with Dr. Sarah Matt, MD, MBA, a surgeon, health technologist, and author who is redefining what it means to deliver care without borders.From the operating room to advising health tech startups, Dr. Matt brings a rare dual perspective, grounded in both clinical compassion and digital innovation. Together, Leanne and Sarah explore how technology can expand access, reduce friction, and humanize care across communities, from urban hospitals to rural nursing homes.Dr. Matt also shares insights from her upcoming book, The Borderless Healthcare Revolution: The Definitive Guide to Breaking Geographic Barriers Through Technology, launching December 11, 2025. The book offers real-world playbooks, “next-shift wins,” and frameworks for healthcare leaders, clinicians, and researchers to design systems that truly work for everyone.In this conversation, they discuss:Why technology must serve real people, not just innovation for its own sakeHow to align incentives across hospitals, CROs, and trial sponsors to improve access and retentionThe five pillars of healthcare access: geographic, digital, financial, cultural, and trustHow empathy, design thinking, and AI can restore the human side of medicineWhy solving burnout requires fixing systems, not just supporting individualsThe future of robotics, decentralized trials, and telemedicine as tools for equityThrough real stories and practical insights, Dr. Matt reminds us that the next wave of healthcare transformation will not be about new tools, but about how we use them to rebuild trust, equity, and connection.Tune in to discover how Dr. Sarah Matt is leading a movement where care travels at the speed of need and healthcare knows no borders.To learn more about Dr. Sarah Matt: https://www.drsarahmatt.com/To pre-order The Borderless Healthcare Revolution: https://www.drsarahmatt.com/book#OrderBook

Warren Zenna sits down with Michael Maimone, CRO at LucidLink, to unpack his journey from BDR to enterprise sales leader to CRO. Michael shares how his time at IBM, Marketo, Adobe, and ZoomInfo shaped a systems mindset, enabling him to translate big-company rigor into agile, early-stage execution without stifling momentum.They dive into the first 30-60-90 days in the seat: observe, diagnose, implement. Michael explains how he sequenced quick wins—enablement, RevOps guardrails, hiring profiles, interview kits—before rolling out robust territory, account, and opportunity planning. He emphasizes credibility through results and the art of modulation when change-managing seasoned teams.Michael details LucidLink's category-defining approach to distributed cloud file access for massive media and design workflows, and how that expands into broader enterprise use cases. He outlines direct and channel motions, global team structure, and the zero-knowledge security model that unlocks collaboration without compromising control.The conversation closes with pragmatic AI adoption across Gong, ZoomInfo, dialers, website conversion, and Gemini-driven planning. Michael shares early signal lifts, how to beat tool fatigue, why human analysts still matter, and advice to aspiring CROs: lead cross-functionally, stay humble, build lieutenants, and align every motion to predictable, scalable revenue.

What do you do when your CFO calls on Sunday night to say you're filing for bankruptcy in the morning? Tim Butchart reveals how he led through chaos, kept every customer, and turned crisis into growth. For most leaders, that call would trigger panic, client flight, and investor revolt. But for Tim Butchart, it became a masterclass in crisis leadership and customer trust. Against the odds, his team didn't lose a single key customer. In this raw conversation with Rebecca Jenkins and Callum Jenkins, Tim shares what it takes to lead through chaos, scale in high-pressure environments, and prove value when the stakes couldn't be higher. This isn't theory. It's scars-earned wisdom from SaaS, AI, fintech, and cybersecurity boardrooms, including PE-backed scale-ups where growth targets aren't suggestions, they're mandates. What you'll learn in this episode: How to keep customers from walking when your company's future is on the line. Why “everything is a service” changes how you lead teams and retain talent. How to survive PE-backed growth expectations without burning out your culture. The four anchors of modern leadership: Vision, Scalable Engine, People, Uncertainty. This is for: CEOs, Founders, CROs, and PE-backed leaders navigating high-stakes growth, global expansion, or customer retention challenges. ----more---- Connect with Tim: LinkedIn : Tim Butchart ----more---- If your revenue has plateaued or your accounts feel “at risk,” access your copy of The CEO Revenue Architecture Briefing, here Boardroom Briefing for Scalable Growth Trusted by CEOs. Backed by results. Built for today's market. ----more---- Connect with the hosts and say who'd you'd like to see as a Lead To Succeed guest. Rebecca Jenkins – LinkedIn | RJEN  Callum Jenkins – LinkedIn The CEO Revenue Architecture Briefing - access your copy here to avoid revenue growth plateaus  

durée : 00:25:06 - Pierre Boussaguet, contrebassiste et compositeur (3/5) - par : Christophe Dilys - Pierre Boussaguet, héritier de la grande tradition des contrebassistes de jazz se raconte au micro de Christophe Dilys. De Ray Brown à Guy Lafitte, ses rencontres, son swing et son art de l'accompagnement en ont fait l'une des voix majeures de la contrebasse européenne. - réalisé par : Adrien Roch Vous aimez ce podcast ? Pour écouter tous les autres épisodes sans limite, rendez-vous sur Radio France.

Send us a textWhat if up to 35% of the diagnostic color data on your pathology slides never reaches your eyes—just because of your monitor? In this episode, sponsored by Barco, I sit down with Dr. Monika Lamba Saini (ADC Therapeutics) and Tom Kimpe (Barco) to uncover why color calibration in digital pathology isn't optional anymore—it's critical for diagnosis, efficiency, and AI readiness.Highlights:[00:03:42] Monika's path from CROs to biopharma and why color consistency matters in clinical trials.[00:09:22] What “color science” means in pathology and why color is one-third of diagnosis.[00:12:40] When the same tissue looks different across labs and scanners—and how this causes diagnostic conflicts.[00:16:19] Why HER2 scoring and IHC rely on color intensity—and how poor color fidelity lowers diagnostic confidence.[00:18:34] Research showing up to 35% of H&E slide colors fall outside of the sRGB color space—meaning you never see them on a standard monitor.[00:22:23] Where the biggest sources of color variability occur across the imaging chain come from.[00:26:26] Calibrated displays and pathologist speed—why confidence = faster reads.[00:35:19] How monitors degrade over time and why calibration is essential.[00:41:27] Why choosing a monitor based on price is short-sighted—and the real ROI of medical-grade displays.[00:43:45] ICC profiles explained: the missing piece in end-to-end color consistency.[00:52:48] Training pathologists on color literacy and internal calibration strategies.[01:00:10] How color variability affects AI algorithm accuracy—up to a 30% drop if scanners differ.[01:14:57] The role of professional societies in building color literacy and regulatory guidance.[01:22:30] Final takeaways: if you're skeptical about calibration, here's why you should care.Resources from this EpisodeFDA Research by Cheng – H&E slide colors beyond sRGB Reproducible Color Gamut of Hematoxylin and Eosin Stained Images in Standard Color Space. Barco White Paper – The Importance of Color in Modern Pathology.Barco eBook – Digital Pathology: What Are The BenefitsBarco MDPC-8127 Monitor – Medical-grade display optimized for pathology.Digital Pathology 101 (by me, Dr. Aleksandra Zuraw) – Free PDF & Amazon print edition.Support the showGet the "Digital Pathology 101" FREE E-book and join us!

Episode web page: https://bit.ly/3K2NcZn ----------------------- Episode summary: In this episode of Insights Unlocked, Joe Chernov, a seasoned B2B marketing leader and Executive in Residence at Battery Ventures, joins host Johann Wrede to unpack the modern CMO's biggest trap—playing out of position. Joe shares the pivotal career moment that pulled him from traditional PR into the world of content marketing, and explores how today's marketing leaders can navigate the pressure to chase pipeline at the expense of long-term brand impact. From understanding your company's true expectations to balancing creativity with accountability, Joe offers hard-earned wisdom on what it really takes to succeed—and stay—in the CMO seat. He also dives into the role AI can play in strengthening personas, removing bias, and ultimately helping marketers become better strategic partners. If you're a marketing leader feeling the pressure to prove value through short-term metrics, this episode will help you rethink your role, and how to future-proof your impact. Memorable quote: “I did my best work when I wasn't afraid of getting fired.” – Joe Chernov What you'll learn in this episode: “Underpaid CROs”: Why many CMOs unknowingly mimic CROs, and how it's limiting their influence Pipeline vs. brand: The need to balance immediate performance metrics with long-term brand stewardship Maslow's hierarchy for marketers: Why predictable pipeline must come first—but can't be the end game AI's new role in marketing: How artificial intelligence can reshape persona development and uncover hidden customer insights The spirit of your role: Why aligning with the reason you were hired—not just your KPIs—matters for lasting impact The power of brand moments: A surprising sneaker story that connects influencer gifting to big revenue wins Resources & Links: Joe Chernov on LinkedIn (https://www.linkedin.com/in/jchernov/) Johann Wrede on LinkedIn (https://www.linkedin.com/in/johannwrede/) Battery Ventures (https://www.battery.com/) Nathan Isaacs on LinkedIn (https://www.linkedin.com/in/nathanisaacs/) Learn more about Insights Unlocked: https://www.usertesting.com/podcast

Should you hire BDRs or full cycle sales reps? Mark Niemiec, CRO of Salesloft thinks companies are shifting budgets away from BDR teams. At Salesloft, they already made the switch from sales engagement platform to what they call revenue orchestration.Mark's perspective: AE-generated pipeline converts 3-4x better than BDR pipeline. He predicts the BDR role that became popular around 2012 may not exist by 2026. The economics that created the BDR boom - cheap money and abundant VC funding - are gone.Mark runs revenue for a company that serves 5,000+ customers. Salesloft has captured 5-6 billion sales data points over time. When he talks about fundamental changes in B2B sales process, you listen.Mark answers the questions sales leaders are asking: Should you cut your BDR team? How does AI account planning actually work? What's the difference between sales engagement platforms and revenue orchestration? And why do most cold pitches to CROs fail?What Mark covers:

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into one of the most important and most overlooked drivers of organizational growth: the roles of first and second line managers. Joined by Scott Rudy, CRO at Zywave, the conversation unpacks why these leadership levels are vital to sales success, where companies often blur responsibilities, and how to build accountability into leadership structures. From recruiting to development plans, and from forecasting to coaching, this discussion provides practical insights for CROs, VPs, and leaders who want to strengthen their sales engine and avoid costly missteps.KEY TAKEAWAYS[00:00:22] First line managers are the backbone of seller success but face high pressure with new responsibilities like recruiting, training, and forecasting.[00:02:02] Second line leaders should not act as duplicate first line managers; their true role is coaching, simplifying, and plugging gaps for new managers.[00:02:58] Proper segregation of duties—development plans, recruiting involvement, and quality checks—prevents confusion and duplication.[00:03:56] A sales organization's growth is often constrained by ineffective execution at the first line manager level.[00:04:53] Accountability must extend to both first and second line managers, ensuring clarity in responsibilities.[00:06:13] CROs should hold second line managers accountable for development plans and rep performance, not just first line leaders.[00:07:27] Recruiting should be a joint process—first line managers drive it, second line managers coach and validate decisions.[00:08:12] Second line leaders focus on quality, spotting blind spots, and identifying trends in recruiting and management.QUOTES[00:00:49] “Seller success should be the number one objective and North Star for a first line leader.”[00:02:02] “A great second line leader plugs the holes of a new first line leader by coaching and simplifying the job.”[00:02:58] “Segregating responsibilities prevents first and second line leaders from duplicating efforts and confusing reps.”[00:03:56] “One of the biggest obstacles for success is the execution of a first line manager.”[00:06:31] “If I'm the CRO, I'm asking the second line manager first about a rep's performance and development plan.”[00:08:00] “The second line leader ought to focus on quality—spotting trends and blind spots the first line leader may miss.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/the-critical-role-of-sales-managers-in-driving-growth-with-scott-rudyEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

In this episode of Molecule to Market, you'll go inside the outsourcing space of the global drug development sector with Kaan-Fabian Kekec, Partner in Healthcare and Life Sciences at Simon-Kucher. Your host, Raman Sehgal, discusses the pharmaceutical and biotechnology supply chain with Kaan, covering: Being on the sunny side of consulting, and helping clients unlock growth. What makes a key strategic partnership both from a CDMO, and a sponsor perspective. The taboo subject of pricing and how it can be used to help unlock commercial positioning, and excellence. Common mistakes in BD teams, and the importance of value positioning. The hottest segments in the market right now, and some of the competitive drivers in today's market. Kaan leads the firm's Healthcare B2B and Pharma Services business globally, encompassing CDMOs, CROs, bioprocessing solutions, drug delivery, packaging, and more. He specializes in delivering end-to-end commercial strategies for CDMOs, advising on growth initiatives and supporting clients throughout the entire lead-to-deal process—from marketing and sales to proposal management and deal optimization. Molecule to Market is also sponsored by Bora Pharma (boracdmo.com) and Charles River (www.criver.com), and supported by ramarketing.  Please subscribe, tell your industry colleagues and join us in celebrating and promoting the value and importance of the global life science outsourcing space. We'd also appreciate a positive rating!

In this episode of CRO Spotlight, host Warren Zenna sits down with Andy Mowat, Founder of Whispered, to explore the challenges of landing the ideal Chief Revenue Officer role. Andy shares his journey from running revenue operations at multiple unicorns to building a platform that uncovers unposted executive opportunities. They discuss the ambiguities in CRO job descriptions and the importance of aligning personal strengths with company needs. Warren and Andy emphasize how aspiring and current CROs can evaluate roles by challenging perceptions and ensuring a strategic fit, drawing from real-world examples of successful transitions.Andy delves into the critical differences between CRO and CSO positions, highlighting how CEOs' understanding of these roles impacts hiring decisions. The conversation covers the value of pushing back during interviews to clarify responsibilities, such as owning marketing, sales, and customer success under one leader. They explore why CROs should avoid fragmented reporting structures and seek environments where they can drive unified revenue strategies. For CEOs building teams, the discussion offers insights on recognizing when a company is ready for a CRO, typically around significant operational complexity.The duo addresses common pitfalls, like accepting roles at mismatched company stages or overlooking red flags in CEO dynamics. Andy introduces practical tools, such as maintaining a personal user manual to foster better working relationships from day one. They stress the need for CROs to conduct thorough due diligence, including board conversations, to avoid short tenures that harm careers. This episode provides actionable advice for revenue leaders on positioning themselves effectively and building networks that open doors to high-potential opportunities.Finally, Warren and Andy highlight Whispered's role in empowering executives through insights, connections, and community support. They encourage CROs to gain clarity on their unique value propositions before pursuing roles, whether through shared databases or collaborative networks. For CEOs aiming to hire or support top revenue talent, the talk underscores the benefits of mature leadership that values alignment over quick fixes. Tune in for an enlightening dialogue that equips listeners with strategies to thrive in the evolving world of revenue leadership.

What if your entire team's experience, every customer interaction, and the hard-won lessons you've gathered over the years could be turned into actionable, revenue-driving intelligence? In this episode of Predictable B2B Success, Vinay Koshy sits down with Mehdi Tehranchi, serial entrepreneur and CEO of KnowledgeNet AI, to explore the untapped power of AI in B2B sales and organizational knowledge. Mehdi shares candid stories from his entrepreneurial journey—including building tech companies from scratch and guiding them to successful exits—and reveals why most AI pilots fail to deliver real business value. Together, they uncover what it truly takes to leverage AI for meaningful relationship-building, sales productivity, and capturing knowledge that too often leaves with your top performers. You'll discover the unique advantage of organizational AI, why security matters more than ever, and how even startups can harness machine learning for smarter, faster sales without drowning in data complexity. If you're curious about how AI can transform the way your business sells, learns, and grows, this is an episode you won't want to miss. Some areas we explore in this episode include: Leveraging Corporate Relationships – How AI uncovers and utilizes previously untapped relationship networks within organizations.Challenges in B2B AI Adoption – Data limitations, integration issues, costs, and lack of AI talent.KnowledgeNet AI's Role – Positioning the platform as an enterprise “knowledge brain” integrating data across sources.Augmented Intelligence for Sales – Driving productivity and personalized engagement through actionable AI insights.Security & Privacy Concerns – The need for organization-specific, secure AI versus open tools like ChatGPT.Talent and Experience in Startups – Importance of learning from experienced hires at critical growth stages.Organizational Mindset Shifts – Encouraging leaders and teams to adopt and adapt to AI-driven change.Channel Partnerships & CRM Integrations – Go-to-market strategies emphasizing trusted ecosystem partners.Measuring AI Impact – Setting benchmarks, tracking improvement, and iteratively optimizing results.AI Skills for the Future – Emphasis on adaptability and practical AI application over technical prompt engineering.And much, much more...

#278 Content | In this episode, Dave brings together five B2B marketers who aren't just talking about AI, they're actually using it to change how their teams work. Each finalist from the Exit Five x Walnut AI Sessions takes the (virtual) stage to demo their workflow, share results, and answer questions from the judges.Here's what you'll hear:Jillian Hoefer's “content concierge” GPT trained on proprietary research to surface stats, quotes, and data for blogs, sales decks, and thought leadershipJake Heap's workflow using Meshy + VEO 3 to turn a simple mascot into animated 3D brand characters in minutesJessica Lytle's no-code ROI calculator built in Lovable that sales reps now run live on calls to build business casesUgi Djuric's high-volume content engine that scrapes industry news and sales call transcripts, then uses AI to summarize, generate content ideas, and even score leadsAnton Ruis' AI-powered buyer brief builder that pulls real-time economic data and tailors sales messaging to specific personasIt's part workshop, part competition, and packed with creative, tactical ways to put AI to work in B2B marketing today.Timestamps(00:00) - – Dave kicks off in a tux (02:44) - – Record-breaking registrations (03:22) - – Meet the judges: Benny & Jess (08:10) - – Jillian's “victim of repurposing” intro (08:50) - – Building a “content concierge” GPT from research data (10:14) - – Injecting stats + quotes into blogs and decks (14:10) - – How one report fueled 9+ months of content (19:10) - – Jake on bringing AI into marketing ops (20:33) - – Turning a mascot into a 3D character with Meshy (21:18) - – Animating it in VEO 3 (no designer needed) (24:33) - – Cutting animation time from weeks to minutes (30:32) - – Jessica builds a no-code ROI calculator in Lovable (33:41) - – AEs use it live on sales calls (34:25) - – Adding benchmarks + transparency to ROI math (41:43) - – Ugi's AI engine scrapes + summarizes industry news (44:00) - – Training custom GPTs on expert insights (50:40) - – Anton's real-time buyer briefs from economic data (53:15) - – Tailoring briefs for CROs, enablement, PMMs (56:59) - – Judges crown the winning use case + Dave's wrap-up Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership***This episode of the Exit Five podcast is brought to you by Qualified.AI is the hottest topic in marketing right now. And one thing we hear a lot of you marketers talking about is how you can use AI Agents to help run your marketing machine.That's where Qualifed comes in with Piper, their AI SDR agent.Piper is the #1 AI SDR Agent on the market according to G2, and hundreds of companies like Box, Asana, and Brex, have hired Piper to autonomously grow inbound pipeline. How good does that sound?Qualified customers are seeing a massive business impact with Piper: a 3X increase in meetings booked and a 2X increase in pipeline.The Agentic Marketing era has arrived. And if you're a B2B marketing leader looking to scale pipeline generation, Piper the #1 AI SDR Agent is here to help.Hire Piper, the #1 AI SDR Agent, and grow your pipeline today.You can learn more at qualified.com/exit5

Is your team chasing growth or just chasing KPIs? In this episode of Revenue Boost: A Marketing Podcast, titled “From Mission to Metrics: How to Build a Scalable Growth Engine,” CEO Ollie James shares the unfiltered truth: without a clear mission, your GTM strategy is just noise. You'll hear how Ollie went from RevOps and CRO roles to leading Attribution and how he rebuilt the company's growth engine from the ground up by anchoring around mission, vision, and values. His approach replaces the leaky funnel with a sieve model, turns onboarding into a revenue driver, and reframes trial periods into proof-of-value commitments that align marketing, sales, product, and finance around outcomes, not activity. This episode is a must-listen for leaders who are tired of misalignment, scattered growth, and pipeline that looks good on paper but leaks trust at every stage. What You'll Learn: Why chasing KPIs without clarity sabotages scale How to turn onboarding into your most powerful growth lever The “sieve model” that exposes your GTM blind spots Ollie's POV framework that filters out bad-fit leads and converts faster How to get buy-in from skeptical CFOs and unify your GTM team Who It's For: CEOs, CROs, CMOs, and RevOps leaders who want to scale smarter—not louder. In just 31 minutes, you'll gain a new blueprint for building a mission-aligned, revenue-resilient business. Stay to the end, where Ollie shares his narrative structure for winning executive buy-in and designing onboarding that creates trust from day one. Want growth that lasts? Tap play. Let's scale smart. Flat or slowing revenue? Let's fix that—fast. Revenue Boost: A Marketing Podcast gives you proven plays, sharp insights, and “steal-this-today” tactics to power your revenue engine.

On this episode Gil Bashe welcomes Craig Martin—former acting CEO of Global Genes and founder/CEO of the Orphan Therapeutics Accelerator—about the urgent need to rescue clinically promising drugs for rare and ultra-rare diseases. Craig shares how his nonprofit model uses AI, CDMOs, CROs, and alternative funding to de-risk shelved therapies and transform them into treatments for patients with unmet needs. including context on systemic inequities and the human cost of stalled innovation. He describes a startling trend: when capital dries up or regulations shift, life-saving drug programs get shelved—not because of safety or efficacy issues, but due to dilution in business incentives. Among those left behind are rare disease candidates that patients and families know work, but simply become financially unviable. Martin joins us to unpack a pressing challenge in rare disease therapeutics: promising clinical‑stage drug programs that have been shelved—not for lack of science, but due to shifting capital and incentives. Through his nonprofit model at OTXL, he's pioneering an entirely new approach to rescue these assets and deliver real impact. To stream our Station live 24/7 visit www.HealthcareNOWRadio.com or ask your Smart Device to “….Play Healthcare NOW Radio”. Find all of our network podcasts on your favorite podcast platforms and be sure to subscribe and like us. Learn more at www.healthcarenowradio.com/listen

The guys are joined by longtime friend Mike Gallagher to talk everything he covers in the thumb! They talk Cros-lex, Marlette and Sandusky in 11 man, and Deckerville, Brown City, Peck and CPS in 8 man while sprinkling in the rest of the Big Thumb!

Too many frontline managers are promoted for hitting quota, then left to figure out leadership on their own. In this episode, Jeff Cummings, COO at LLC Attorney, shares a battle-tested coaching playbook built through 20+ years of leading high-growth teams. He challenges the “leadership lie” that there's no time for 1:1s and lays out a structured, repeatable framework that transforms one-on-ones from status updates into high-impact coaching sessions.Jeff walks through how to coach top performers without coddling them, how to use AI to scale personalized development, and why being a good manager has nothing to do with being in the deals. This episode is packed with practical guidance for CROs, RevOps, and enablement leaders looking to build durable revenue teams, starting with better coaching habits at the frontline.Key Takeaways1. The “Leadership Lie” is that there's no time for 1:1s.Jeff calls out the myth that leaders are too busy to coach; if you're too busy for your people, you're too busy to lead.2. One-on-ones should be structured, consistent, and focused on development, not deals.Effective 1:1s follow a repeatable process that goes beyond pipeline reviews to drive skill growth and accountability.3. Coaching should start with reflection by the rep.Asking “what went well?” first gives the rep ownership and builds a coaching culture grounded in self-awareness.4. Top performers need coaching, too, especially around behavior and professionalism.Being a high producer doesn't exempt someone from expectations; true leaders help reps round out their game.5. Managers must separate being in the action from building the team that drives the action.If you're still acting like a super rep, you're not creating leverage, and you're stunting team growth.6. Missed 1:1s should be rescheduled immediately, not skipped.Treat coaching like a customer meeting; canceling without rescheduling signals that people aren't the priority.7. AI can be used to scale coaching, not replace it.Jeff uses AI to track commitments, organize feedback, and personalize development, but the human connection stays central.8. Be fully present, no Slack, no inbox, no distractions.Undivided attention during coaching moments signals to reps that their development matters.9. Coaching isn't a task; it's a leadership mindset.Great leaders don't wait for permission to coach or train; they take ownership of their team's growth trajectory.10. Pay mentorship forward, build a legacy through people.Jeff credits his early mentors and reinforces that the best ROI in leadership comes from investing in others and teaching them to do the same.LinkedIn profile: https://www.linkedin.com/in/jeffcummings/

In this episode of Molecule to Market, you'll go inside the outsourcing space of the global drug development sector with Claire Riches, Vice President, Clinical Solutions at Citeline. Your host, Raman Sehgal, discusses the pharmaceutical and biotechnology supply chain with Claire, covering: Being involved in the clinical development and commercial launch of a little mega-blockbuster, called... Viagra. Her first exposure to outsourcing at a small biotech, and the importance of partnerships in progressing the pipeline. Ignoring the pharma industry snobbery, and opting to move into the fast and varied world of CROs. Timeless sponsor and provider partnership tips, including the importance of aligned intentions, especially with biotechs. How are the tailwinds for rare diseases, meeting unmet patient needs, AI/data, and personalised medicines driving demand at Citeline? With over 30 years' experience in the life science sector, Claire is a passionate advocate of bringing drug development to life. Having worked in large pharma, biotech and the CRO space, Claire uses her platform to raise awareness of the challenges the industry is facing, and how as a collective voice, we can solve big, challenging questions. She believes strongly in the need to ask questions of the industry to drive change, which in turn drives innovation and growth. Claire speaks regularly through various forums on the topics of Women in Science, Impacts of Politics and Economics on Drug Development and Drug Access, and Evolution and Efficiency of Drug Development pathways. She is currently focused on levelling the playing field for the Biotech industry via her podcast Small Biotech, Big Decisions | Citeline   Please subscribe, tell your industry colleagues and join us in celebrating and promoting the value and importance of the global life science outsourcing space. We'd also appreciate a positive rating!

Send us a textCRO veteran Dylan Ander (Founder, heatmap.com) joins Jordan to spill the never-before-shared story of how he landed heatmap.com by acquiring an entire C-Corp—and why the name matters for brand authority, SEO, and inbound. We break down why GA4 falls short for eCommerce, how definitions (sessions, idle windows, engagement) skew your numbers vs Shopify, and what to use when you need buyer-truth, not vanity metrics.Dylan unveils element-level revenue analytics—Revenue per Click (RPC) and Revenue per Session (RPS)—plus the coming Revenue per View (RPV), so you can prioritize changes that actually increase cash, not just clicks. We dig into pixel-level behavior tracking (no cookies, no PII), AI insights that call out underperforming elements (e.g., a specific FAQ item), and how to catch bugs and bot traffic before they burn revenue.We also get tactical on replacing Google Optimize, the realities of SaaS pricing (and why “McDonald's pricing” works), and the rise of social search (TikTok as a top search engine) shaping product discovery more than LLM/Chat. If you own a P&L for a DTC brand—or you're the CRO/performance lead—this episode will make you money.What you'll learn→ How Dylan cold-outreaches to acquire companies & premium domains (the “urgent, must speak to founder” play)→ Why GA4 under-/over-reports vs Shopify—and how definitions (idle windows, engagement) distort truth→ The RPC/RPS (and coming RPV) metrics that finally connect elements → revenue→ Pixel-level behavior tracking (no cookies/PII) + AI insights that tell you exactly what to change→ Social search optimization (TikTok search often beats LLM/Chat for product discovery)→ Replacing Google Optimize and building reliable A/B workflows in 2025→ The real cost drivers behind SaaS pricing—and how to price without burning trust→ Bot/junk filtering and defining a “session” that reflects buyers, not noiseWho this is for→ DTC/eCommerce founders & growth leaders→ CROs, performance marketers, and Shopify teams→ SaaS operators curious about pricing, PLG, and analytics positioningTimestamp:00:00 Intro & why this convo matters for DTC02:00 The C-Corp acquisition story behind heatmap.com06:30 Exact-match domains, SEO, and the inbound engine09:20 GA4 vs Shopify: definitions that change your numbers16:30 RIP Google Optimize: reliable A/B testing in 202518:50 Element-level revenue: RPC, RPS (and RPV coming)22:30 Pixel-level tracking & AI insights (no cookies/PII)26:15 Catching bugs + filtering bots/junk traffic28:40 Social search: TikTok as a top product discovery engine31:20 SaaS pricing & the “McDonald's” strategy36:40 Who should use revenue-based heatmaps (and why)44:30 Contrarian analytics takes you need to hear55:10 Personal: life, music, and loving the gameGuestDylan Ander — Founder, heatmap.com (revenue-based heatmaps, funnels, analytics for ecom). Mentions his upcoming book, Billion Dollar Websites.

In this episode, host Etienne Nichols speaks with Greenlight Guru's Christine Wilbert, an expert in Electronic Data Capture (EDC) systems for Clinical Research Organizations (CROs). They discuss the critical factors CROs must consider when selecting an EDC solution. Christine highlights that the biggest mistake is a lack of due diligence and not planning for future needs beyond a single study. She emphasizes the importance of looking for a solution that can scale with a company's growth, from pilot studies to pivotal trials, and warns against hidden costs and inadequate post-sales support.The conversation delves into what truly matters in an EDC platform, such as intuitive design, speed of implementation, and the ability to handle repeatable processes. Christine shares that while some vendors may offer "bells and whistles," the core value lies in a lean, efficient system tailored to medical device trials. They also touch on the importance of involving all stakeholders, including site users like clinicians and healthcare professionals, to ensure system adoption and maintain data integrity.Finally, the discussion explores how an EDC system can help CROs win more business. Christine explains that having a scalable, pre-validated solution and a vendor that actively supports business development can be a significant advantage. They also cover the essential compliance features for global trials, such as FDA 21 CFR Part 11 and ISO 14155, and the growing role of hybrid and decentralized trials. Christine's final advice to CROs is to "do your due diligence" and select a solution that's a true partner for long-term success.Key Timestamps00:02:39 - Biggest mistakes CROs make when choosing an EDC.00:03:00 - The importance of future planning and scalability.00:04:40 - The value of post-sales support and avoiding hidden fees.00:05:31 - Essential features versus "vendor noise" and unnecessary bells and whistles.00:08:11 - The analogy of a "battleship" vs. a "ninja" in problem-solving.00:09:13 - Identifying key stakeholders for successful EDC implementation.00:11:17 - Challenges and strategies for engaging healthcare professionals.00:13:31 - When to start looking for an EDC solution and the typical timeline.00:15:44 - The onboarding process and what successful companies do in the first few months.00:18:39 - How CROs can use an EDC solution to win more business.00:20:52 - Global compliance considerations (FDA, EU MDR) for EDC platforms.00:23:36 - Features CROs think they need but don't (e.g., QMS integration).00:26:03 - Adapting to hybrid and decentralized trials.00:27:22 - The key takeaway: do your due diligence and seek a true partner.Quotes"I would say the biggest issue is lack of due diligence... they're not necessarily thinking down the line, 'how is this going to scale with this specific company that they're working with?'""The bitterness of poor quality remains long after the sweetness of low price is forgotten."TakeawaysPrioritize Scalability and Long-Term Planning: Don't choose an EDC solution just for a single pilot study. Evaluate whether the platform can handle the complexity and size of pivotal and post-market studies to avoid costly transitions in the future.Look for True Partnership, Not Just a Vendor: A successful relationship with an EDC provider goes beyond the initial sale. Seek a vendor with strong post-sales support and a willingness to collaborate on...

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