Quabbin Clinical Research / BG-Demo – Discovery
Callcompleted
Quabbin Clinical Research · 13 Jan 2026 14:30
Discovery call with a prospect. Meredith wants one view per sponsor with strict separation. Gregory asked for the annual cost, was quoted £149k as total deal value including implementation, and will decide nothing on a call.
What was said
What this says
As at Fri 9 Oct 2026Discovery call with a prospect. Meredith wants one view per sponsor with strict separation. Gregory asked for the annual cost, was quoted £149k as total deal value including implementation, and will decide nothing on a call.
What happened: Jordan Pike ran discovery with Meredith Sullivan and Gregory Tanaka. Sponsor notes, study issues, trackers, calls, emails and invoices sit in separate systems, and two people stitch them together before sponsor calls.
Customer view: Meredith put it as "one portfolio, one story" and set a hard line that one sponsor's data is never shown to another. Gregory wants invoices beside the study they relate to, audit-ready records, and invoices that match the contract.
Commercial: Jordan positioned the Enterprise tier and said £149k is the total deal value including the one-off implementation fee, not the annual price. A target close of 23 Mar 2026 is a planning date only. Gregory needs information security and sourcing to see the detail first.
Watch: Meredith cannot commit budget without Gregory. The security review and sponsor separation are the likely gating items. Gregory asked for the annual cost, which the call did not give separately.
Themes
As at Fri 9 Oct 2026Theme
Sponsor view, cost, security
Importance
neutral
Sentiment
positive
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Jordan sends a summary of the call, the pricing detail and the implementation terms to Gregory.
- Meredith asks the clinical operations data lead for a demo date and a small sample extract.
- Jordan brings Hannah Lowe to the next call to explain access control.
Risks
As at Fri 9 Oct 2026- Sponsor data separation is a hard requirement and could stall the security review.
- Gregory wants the annual cost and contract match, but only a total deal value including implementation was given.
- Meredith cannot commit budget without Gregory, and information security and sourcing have yet to see the detail.
Opportunities
As at Fri 9 Oct 2026- Enterprise tier fits a company-wide, regulated buyer with finance, sponsor relations and clinical operations all interested.
- A clear first use case: an open issue and an upcoming invoice for the same sponsor, side by side.
Transcript
Jordan PikeHi Meredith, can you hear me okay? I think Gregory is still on his way in.
Meredith SullivanI hear you fine. He messaged, he's coming off another call, give him a couple of minutes.- Jordan PikeNo problem at all. Good to finally get everyone on the same screen. How's your Tuesday been so far?
- Meredith SullivanBusy. I had a sponsor update first thing, one of our device sponsors wanted a read on how a study is tracking, so I've been on the phone since early. Good busy, though. And everyone's talking about leaving early because of the weather tonight.
- Jordan PikeSame in New York, everyone is eyeing the forecast. Okay, Gregory, there you are.
Gregory TanakaApologies for the delay. Gregory Tanaka. Before we start, have any invoices come through from BG-Demo? I want to be sure nothing has been raised against us.- Jordan PikeTo be transparent, nothing. You're a prospect, so nothing has been billed and nothing will be until there's a signed order form. Good question to ask first, though.
- Gregory TanakaUnderstood. Thank you.
- Jordan PikeSo here's where we are. We have until 15:13, which is about forty minutes. I'd like to spend most of it on how your sponsor teams work today and where it hurts, then a quick word on what B-Viz is, then agree a next step. Does that work for you both?
- Meredith SullivanThat works. Let me start with the problem, because it's a sponsor problem. Our whole job is that a sponsor hears about a study issue from us first. What does the sponsor know, and when did they know it? Right now I can't answer that quickly.
- Jordan PikeSay more. What stops you answering it quickly?
- Meredith SullivanThe picture is spread everywhere. The relationship notes sit in our CRM. The study issues sit in the study management system, and the clinical operations team keeps its own trackers on top of that. Calls with sponsors are recorded but nobody goes back through them. Emails, obviously. And the invoices are in finance. So before a sponsor call, someone on my team spends a good part of a morning stitching it together. Let's get ahead of it, that's the goal, one portfolio, one story.
- Jordan PikeThat stitching, is it the same person each time, or whoever is free?
- Meredith SullivanWhoever is free, which is the problem. Two of my people do it best, and if either is out, the quality drops. And we have a lot of sponsors, each with several studies, so it multiplies.
- Jordan PikeGot it. Gregory, from the finance side, what does this look like for you?
- Gregory TanakaCash. We invoice sponsors on milestones. When a milestone slips, or a study has an open issue, the invoice is often disputed or delayed, and finance learns about it late. I want to see an invoice next to the study it relates to. Audit-ready records matter too. When an auditor asks why a sponsor was billed a certain way, I want to answer from one place.
- Jordan PikeThat makes sense. And today, how does finance find out a study has an issue?
- Gregory TanakaSomeone tells us, usually after a sponsor has already queried the invoice. Sometimes it's Meredith's team. Sometimes it's a message from clinical operations. There is no consistent route.
- Meredith SullivanAnd I'd add, I'm careful here. Each sponsor's information stays with that sponsor. Anything that pulls things together can never show one sponsor's data to another. That's a line for us.
- Jordan PikeUnderstood, and I won't skip past that. I'll bring Hannah Lowe, our solutions engineer, to the next call, because she can show exactly how access is controlled. I'd rather she answer it precisely than I wave at it.
- Meredith SullivanGood. That's what I'd want.
- Jordan PikeLet me say what B-Viz is, briefly, and stop me if it's too much. It's one layer over your CRM, calls, emails, tickets, finance records and so on, and it's built and run inside your own Snowflake account. So the data doesn't leave your environment. Your people then ask questions in plain language and get answers from all those sources together.
- Meredith SullivanInside our Snowflake. So that goes through our data team.
- Jordan PikeYes. Who owns Snowflake for you?
- Meredith SullivanOur clinical operations data lead looks after most of it. She isn't on today, but she should be on the demo. She'll have views, mostly about connectors and what's clean enough to connect.
- Jordan PikePerfect, that's who I'd want. Gregory, I'll take your instinct and ask directly: what would make this a yes for you?
- Gregory TanakaWhat's the annual cost? That's the first number I'll need. And does that match what is in the order form when it arrives. I don't accept invoices that differ from the contract.
- Jordan PikeFair. Here's what I can say today. You're looking at our Enterprise tier. The figure we've pencilled in is £148,750, and to be clear, that is the total deal value, which includes the one-off implementation fee. It's not the annual price on its own. I'll split it out properly in the proposal so you can see the annual subscription and the implementation separately.
- Gregory TanakaSend me the detail. I won't decide anything on a call, and I'd want information security and sourcing to see it before I say anything.
- Jordan PikeCompletely reasonable. Enterprise includes security review support as part of implementation, and I'll be straight with you: that review takes time, and your security team will ask hard questions. I'd rather they start early. Hannah handles those reviews and she won't overstate anything.
- Meredith SullivanOur security team will appreciate that. And just so it's on record, I can't commit any budget without Gregory, so this stays a conversation for now.
- Jordan PikeUnderstood, no pressure. We've pencilled 23 Mar 2026 as a target close, but that's a planning date, not a promise, and it moves if your reviews need longer.
- Gregory TanakaNoted. As a planning date.
- Jordan PikeBefore we wrap, two more questions for Meredith. Which sponsor conversation would you want answered first if you had this tomorrow? And how many people on your team would touch it day to day?
- Meredith SullivanThe first one is easy: an open issue and an upcoming invoice for the same sponsor, side by side. As for people, the sponsor relations team, a few from finance, and clinical operations. Probably three groups. I'd rather not guess a headcount until I've asked them.
- Jordan PikeThat's plenty to build a demo around. So next steps. I'll send a short summary of today and the pricing detail for Gregory. Meredith, can you ask your clinical operations data lead for a date, and whether she can share a small sample extract so Hannah can show it on your own data? Then we book the demo.
- Meredith SullivanYes, I'll ask her today and come back to you this week.
- Gregory TanakaPlease include the implementation terms in what you send. Thank you, both.
- Jordan PikeWill do. Thanks, everyone, stay warm out there. Talk soon.
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