PAREXEL: sales enablement tool
technical lead and researcher, at Invivia, 2016
An internal tool that helped PAREXEL's sales force navigate and present the contract research organization's clinical-trial service lines, built on ethnographic research with its sales force.
PAREXEL is a contract research organisation that pharmaceutical companies hire to run clinical trials. Its services are interdependent and hard to explain, which makes them hard to sell: a salesperson has to assemble a credible proposal for a particular trial out of a catalogue too large to hold in mind.
The design followed ethnographic research with the sales force, covering their daily work, the materials they already reach for, how a proposal is judged, and which bids are lost. The result is a navigable catalogue with an icon system that allows a service to be found without knowing its name.