There was no existing budget for this. No RFP language that named it. No procurement process that knew where to put it.
Role
Business Development Manager
Affiliation
Philips BioTel Research (ICON)
Capability
Building the internal process for a product category that didn't exist yet
Enterprise Win
Case Study
The company had not sold this category of product before. Legal had to define terms and behavior with no existing precedent. Operations had to translate the workflow into concrete onboarding steps. Every pitch deck and internal brief had to be built from scratch, and every stakeholder, ours and the buyer's, had to be sold on it individually before the deal closed.
Building the internal process for a product category that didn't exist yet
Patients in low-reception counties often missed their call-in reports, and each missed report was a lost data point for the trial. I quantified the cost: dollars per data point, dollars per underreporting patient. Against that number, I proposed the KardiaMobile 6L, which stores readings locally on the patient's phone until reception returns and removes the call-in step entirely. The deal closed at $2.4M, against a company average of $900K.
