Are You Tired Of The Spin? Deciphering Fiction From Reality In The Clinical Trial Technology B2B Sell Cycle

By Christina Dinger, Senior Director of Product, ThoughtSphere

In the era of digital clinical trials, an abundance of technology vendors competes fervently, each vying to outdo the others by presenting alluring AI visions. These visions are designed to captivate clinical trial professionals seeking to simplify and streamline their daily tasks. However, a recurring disappointment unfolds when the promised proof falls short, revealing that the vendor oversold and underperformed, leaving customers feeling frustrated.

The B2B customer race becomes wearisome from both the vendor and customer perspectives. Customers strive for cutting-edge solutions with flawless performance at the lowest possible cost, oblivious to the reality that all software carries some degree of bugs. In response, vendors tend to overemphasize their product capabilities and downplay the costs of implementation, attempting to meet customer demands and stay competitive.

Technology, especially the integration of AI/ML, is advancing rapidly. Undoubtedly, numerous AI applications are enhancing efficiencies and elevating the quality of clinical trials. Yet, the notion of a platform seamlessly and automatically handling all aspects across diverse protocols without any gaps or defects remains elusive in today's reality. Gain insight from this author, who has worked on both sides of B2B sales, about choosing a technology partner by accessing the article below.