We recently sat down with Iain Wood, Senior Product Manager at Greenphire. Iain’s unique journey—from being a Greenphire customer to now leading the innovation of the company’s site payment and budgeting solutions—provides valuable insight into the complex world of site payments and the evolving role of technology in this space.
What is your background in clinical research and how long have you been in the industry?
I’ve been in the industry for 17 years. I started out handling clinical trial payments, working through backlogged invoices and spreadsheets to reconcile and close out studies manually. Over time, my role evolved to include both budgeting and payments, where I handled clinical trial budgets for various countries. This involved close collaboration with local teams, who would negotiate directly with sites—a role I held for about six years.
In what capacity did you work with Greenphire and its respective solutions in your previous role?
In 2015, I was a key member of the project implementation team focused on streamlining processes around site contracts, negotiations, budgets, and payments. We went through a process to select the right vendor, and in the end, we decided to go with Greenphire’s Site Payments platform. I was part of the implementation team that first launched the platform in the U.S. before expanding globally. Post launch, I went on to manage a team with responsibility for everything from payment configuration to compliance and managed payment workflows for both internal teams and external sites. We even adapted the platform to a self-serve model for sites.
Can you describe your current role at Greenphire?
As Senior Product Manager for Site Payments, my focus is on creating value and driving innovation for both existing and new clients. A key part of my role is ensuring the platform benefits sites directly, helping them manage payments transparently and effortlessly. Our goal is to allow sites to focus on enrolling participants rather than worrying about payment logistics.
How do you think your experience on the sponsor side will help you in your transition to the technology side with Greenphire?
My time as a customer gave me a global perspective on clinical trials, having worked with processes across the U.S., Europe, South America, and Asia-Pacific. I also bring experience with invoicing models and VAT compliance, which is crucial for maintaining regulatory standards across regions. I feel my global insights will help Greenphire continue to create and enhance solutions to work seamlessly for diverse sites around the world.
In your experience, what are some of the top pain points in the site payments process?
Delays in payments and lack of transparency are two major issues. Transitioning to a technology-driven solution like Greenphire’s Site Payments made these challenges clear. Legacy systems often create gaps, such as inconsistent payment updates and visibility issues, which slow down payments and increase manual work for sites.
How did Greenphire’s technology help to alleviate these challenges?
As we worked through the reconciliation process prior to introducing Greenphire, we noticed a lot of payment inaccuracies and issues with updating effective dates. It was frustrating to find that some sites were still being paid according to old contracts despite multiple amendments. The whole thing felt like a maze, stuck in endless back-and-forth emails which made it hard to see what payments were due.
With Greenphire’s Site Payments platform, we finally gained the transparency and control we needed. Sites could easily check real-time payment statuses without all the back-and-forth communication. This cut down on the errors, especially with managing contract changes, and it gave everyone a much clearer picture of payment timelines. Additionally, the platform offered the configurability required to meet unique requirements of sites around the world.
Where do you see the greatest opportunities for further innovation and growth when it comes to technology in clinical research?
I’m particularly excited about integrating budget negotiations directly with payment systems. The integration between Budgeting & Benchmarking and Site Payments could revolutionize workflow efficiency for clinical trials. Additionally, with countries moving toward e-invoicing and tax compliance mandates, there’s a huge opportunity for technology to simplify these processes and keep pace with regulatory changes.
What excites you most about joining the Greenphire team?
The opportunity to be part of an industry-leading team focused on innovation. Greenphire’s Site Payments platform is already the top solution on the market, but I see so much potential to enhance it further. I’m thrilled to be part of that journey and am looking forward to seeing the progress Greenphire will make over the next few years.
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