Veeva and IQVIA: A New Era of Collaboration in Clinical Trials

In a transformative move, Veeva Systems and IQVIA, two titans in the life sciences sector, have shifted from litigation to a strategic partnership. This collaboration aims to enhance customer experiences and drive innovation in clinical trials. We interview Richard Staub, President of Research & Development Solutions at IQVIA, and Paul Shawah, Executive Vice President of Strategy at Veeva, to delve into the motivations behind this partnership and its broader implications for the industry.

Moe: There’s been a history of litigation between IQVIA and Veeva. What prompted the shift to partnership, and what lessons can the life sciences ecosystem learn?

Richard Staub: We’re thrilled to have moved past previous disputes and are eager for the opportunities this partnership brings. The market needed us to collaborate for our customers’ benefit. By aligning our complementary strengths, we can accelerate progress and better serve our customers, as well as the patients they ultimately care for. This shift highlights the importance of collaboration in today’s interconnected ecosystem. The lesson here is that by focusing on customer-centric solutions, companies can achieve greater innovation and efficiency, setting a precedent for the industry.

Paul Shawah: Over the last decade, the market has evolved significantly. Both companies have matured, and our customers rely on us equally. Resolving our differences was crucial for customer success and future innovation. The excitement in the industry reflects the potential for simplification and acceleration in various areas. This partnership is a testament to the power of strategic alignment and the potential it holds for driving industry-wide advancements. By working together, we can create a more streamlined and practical approach to clinical trials, benefiting all stakeholders involved.

Moe: The partnership opens cross-use of master data and AI tools. How do you expect this openness to challenge assumptions about data control and trust?

Paul Shawah: Trust is foundational to this partnership. It enables us to prioritize customer success while maintaining openness without compromising IP or data ownership rights. We’ve established governance models to manage this responsibly, ensuring customer choice and innovation. This approach challenges the traditional notion of guarded data ecosystems, promoting a more collaborative and transparent industry environment.

Richard Staub: We’ve agreed to put in place proper governance models to manage this in the future, removing the burden from our customers and ensuring we can each protect IP while moving forward. This shift towards openness is not just about using data and software but about fostering a culture of trust and collaboration that benefits the entire ecosystem. 

Moe: You’re enabling CROs and sponsors to accelerate study builds and data locks. What are the biggest behavioral bottlenecks in trial operations today?

Richard Staub: The partnership expedites the contracting process and trial conduct. Veeva’s user-friendly EDC can speed up study builds, and combined with our experience, creates a more efficient system for sites and patients. This leads to faster trial execution and significantly reduced database lock times. The real bottleneck lies in the human and organizational frictions that have persisted due to legacy systems and processes.

Paul Shawah: Technology is important, but change management is crucial. Legacy processes have been built around older technology. Together with IQVIA, we can drive the necessary human behavioral changes to streamline clinical trials effectively. This partnership is about more than just technology; it’s about advancing mindsets and operational frameworks to embrace innovation.

Moe: Partnerships like this can be complex. What safeguards or decision-making frameworks have you put in place to avoid falling back into old patterns of rivalry?

Paul Shawah: While there are frameworks for resolving issues, trust and motivation are more important. We have established ways of partnering, and both companies are motivated by the bigger picture of adding value to the industry. This partnership is built on a foundation of mutual respect and a shared vision for the future, which are crucial for navigating any challenges that may arise. By maintaining open communication and a focus on our shared goals, we can ensure the success of this partnership.

Richard Staub: We acknowledge that there are areas where we’ll compete, but the complementary aspects where we don’t compete are the biggest win. Understanding the landscape benefits the partnership, ensuring that there are no surprises. This clarity and transparency are key to maintaining a healthy and productive collaboration. 

Moe: The deal creates a shared infrastructure layer across two industry behemoths. What unintended consequences do you foresee for smaller vendors and patients?

Paul Shawah: It provides clarity and reduces uncertainty for vendors, allowing them to innovate. For life sciences companies, it offers choice and may push smaller vendors to innovate in new ways. Ultimately, this is good for the industry, regulators, and patients. The partnership sets a new standard for collaboration, encouraging all industry players to elevate their game and focus on delivering value. 

Richard Staub: I agree with Paul. The partnership creates efficiencies that benefit regulators and patients by accelerating drug development and commercialization. This alignment reshapes market dynamics and sets the stage for a more efficient and patient-centric industry. 

Moe: Is there anything else you’d like to add?

Richard Staub: We’re excited about the future and the potential to innovate together. While the near-term impact is significant, the long-term opportunities are even more exciting. This partnership marks the beginning of a journey toward greater innovation and impact in life sciences. 

Paul Shawah: Unlocking collaboration between our companies is exciting. We’re focused on doing the basics well and exploring the potential for future innovation. The excitement is palpable within both companies. This partnership represents a new era of collaboration and innovation, with the potential to transform the industry for the better.