A global pharmaceutical company wanted to explore opportunities in neonatology, with a focus on minimally invasive solutions for surfactant delivery in pre-term babies and broader neonatal intensive care (NICU) needs. Understanding the differentiating factors of emerging technologies in this space required timely access to practicing clinicians and regulatory expertise. With business development decisions dependent on fast, credible insights, the company turned to Techspert to support the project.
The Challenge
Internal recruitment processes struggled to keep up
Neonatal respiratory distress syndrome (nRDS) remains a complex clinical challenge, with new devices aiming to reduce the risks associated with invasive procedures. Identifying opportunities meant more than understanding the product in isolation; they needed to explore how different technologies compared in real-world settings, the strengths and weaknesses of the device under review, and the broader risks associated with clinical adoption.
Achieving this required input from both key opinion leaders (KOLs) and front-line neonatologists actively managing patients in NICUs across Europe and the US. Internal teams could not easily identify or access the right mix of experts quickly enough, especially under the scrutiny of competitive BD timelines, and when coding was outsourced, vendors took three to five days to return workbooks. Paying for a one-day rush was the exception, not the norm. They also needed confidence that regulatory and clinical trial perspectives were represented, adding another layer of complexity to the recruitment process.
The Solution
A faster, sharper, more targeted way to source expertise
Techspert recruited experts across the required geographies and specialties. Profiles included leading KOLs from both Europe and the US, with an additional expert search launched in Italy, France, or Spain to round out the panel. Each expert received pre-read materials in advance, and interviews were scheduled and managed through Techspert’s Primary Research Platform, giving seamless access to profiles, call recordings, and transcripts.
By integrating Data Capture into the project, they were provided automated structuring of transcripts into Q&A grids, enabling analysts to track themes, review verbatim responses, and compare perspectives across multiple experts. As one researcher explained,
“You are not focused only on taking notes, but more involved in the conversation, you can create a different empathy with the person you are interviewing.”
From the start, the quality of experts raised the bar. The team no longer had to settle for generalists or second-best matches. Calls quickly became more focused and useful, helping analysts get to the heart of the brief faster.
The Impact
Time to insight measured in minutes, not days
The project is ongoing, but the early results are clear. Within one day, they had engaged high-quality experts and are continuing to expand the panel to capture additional perspectives. The interviews have already delivered valuable nuance, with one project lead noting, "Last Friday’s interview was really interesting. With each interview, I am discovering various nuances that are quite fascinating for us.”
Data Capture has transformed the team’s workflow. Instead of dividing attention between interviewing and note-taking, researchers reported feeling more engaged in the discussion. The efficiency gains are also evident in the analysis.
“Extremely easier… because when you are approaching an interview and you know you have a system supporting you, you enjoy it more and you are more involved in the conversation... The value is really higher when you have a long list of KOLs, because you can see everything in a snapshot and focus on different questions.”
By combining direct access to practising neonatologists with a streamlined analysis process, the client accelerated their ability to evaluate new technologies in a critical therapeutic area.
For pharmaceutical companies exploring market growth opportunities, timely access to the right experts can determine the success of a business development initiative. In neonatology, where regulatory scrutiny and clinical complexity are high, this project demonstrates how Techspert facilitates faster, evidence-based evaluations that inform confident strategic decisions.
