Power turned its founder's deal judgment into a system five sellers run

Power is a full-stack patient-recruitment platform for clinical trials. It sells to pharmaceutical and biotech sponsors, deploys through clinical research sites, and reaches patients through its own network, concentrated in Phase 2 and Phase 3 studies across neurology, psychiatry, dermatology, and autoimmune conditions.

Brandon Li, Power's co-founder, was scaling the company from founder-led selling to a team of five, and he wanted his judgment in every deal. What he had instead was a stack he maintained himself: HubSpot for records, tl;dv for calls, Airtable for trials and sites, and an AI deal coach he had wired together on top.

Today the sales record, call context, and deal coaching run in Lightfield, modeled around trials, sites, and sponsors. A daily agent scans the public record of Power's market and flags what a seller should act on.

Life before Lightfield: a record-keeping CRM and DIY AI tools

Power runs a defined account-based motion against a finite market: roughly twenty large pharma companies and about a hundred biotech targets. Their old stack held different pieces of their sales motion in different products. HubSpot stored the company and the contact. Trials, sites, and site contacts lived in Airtable. Calls lived in tl;dv, their meeting recorder. Market signals arrived through an RSS feed that ran through a Zapier filter and dropped into Slack, where each seller subscribed to alerts for their own accounts and conditions.

"HubSpot was just a record keeping tool for us. It wasn't actually a tool being used for managing deals and helping with execution and improving execution," said Brandon.

As Power added sellers, Brandon needed a way to pass on what he had learned through founder-led sales: how to read a complex deal, choose the right play, and act at the right moment. At first, he tried building something himself, standing up an AI deal coach wired on top of CRM data. The prototype validated that the idea could work, but maintaining it became a second job. Brandon had to audit its output, update its knowledge files, manage access, and repair the connectors between systems.

"I just didn't wanna deal with the maintenance of it,” said Brandon. “If every one of them had to have three different tools that had connectors built in and the connector would break, and I'd have to go and be IT support."

Lightfield appealed to Brandon because it brought customer records, call history, and deal coaching into one system while giving Power the flexibility to model trials, sites, and sponsors directly. As Brandon put it, “Before, it was a Frankenstein kind of setup for reviewing meetings and deal coaching with the reps. And now in Lightfield, it’s all in one place.”

A bespoke data model that reflects the nuances of their business

Lightfield’s forward-deployed team configured Power’s CRM to precisely model how their business runs. Trials, sites, trial locations, site contacts and sponsors are all modeled as custom objects and relationships in the CRM.

Airtable remains the operational source of truth for implementing their product, including live-site status, active trials, randomizations, and patient data. This syncs to the CRM, providing connection between their commercial discussions and how they are delivering on commitments ot their customers.

Deal coaching any rep can run

Power turned Brandon’s sales methodology into something the whole team can use. The company’s playbook lives in Lightfield as Knowledge. Brnadon also documented the plays that work in its market for different deal scenarios, so the guidance reflects how the company sells complex clinical-trial recruitment rather than a generic enterprise-sales framework.

Before a deal review, a rep can run Power’s deal-coaching Skill against the opportunity. It brings together the current deal record, call history, sponsor and trial context, then checks the situation against Power’s playbook. The rep can use it to identify which play fits the deal, what the team may be missing, and which questions the rep should resolve before reviewing the opportunity with Brandon.

“We can build in custom deal coaching in Lightfield for a more complicated enterprise sale, pull in best practices from other sales leaders that we respect, and follow our playbook to make sure we’re running the play that we know works in our market at the right time,” Brandon explained.

Dynamically surfacing intent signals for active deals

The same connected record that gives the deal coach its context also gives Power’s agents something to monitor. Once trials, sponsors, sites, contacts, and conversations are related, a new external signal can be evaluated against what the team already knows and routed to the seller who can act on it.

Power's edge is knowing which trials are starting, and when. That information is public but scattered across trial registries, press releases, and news, and under the old RSS setup each seller needed to manually inspect their feed to find new leads in their territories.

Now, Lightfield scans ClinicalTrials.gov and the news for Power's priority accounts, filtered to the phases, conditions, and sponsor types Power sells into. Material findings are delivered to the seller who owns the account, by Slack or email. A companion workflow catches signals that appear in press releases or regulatory announcements before a registry record exists, because commercially useful studies often surface there first.

In one recent call, one of Lightfield’s automations surfaced a Phase 2 Alzheimer's trial with an FDA IND acceptance posted by one of Power’s current customers. This enabled them to reach out in response to the news and use that as an opportunity to expand their relationship with the account.

What's next

Power’s ambition is to build the operating infrastructure required to remove the coordination bottlenecks that slow clinical trials. Brandon believes that infrastructure can make drug development “three times faster, and three times cheaper.”

Lightfield supports that ambition by turning Power’s distributed commercial intelligence into a shared system of action. Public trial announcements can be connected to sponsors, sites, contacts, and prior conversations. Information learned by one seller at a conference can become part of the record the whole team uses. Agents can monitor relevant changes, identify the relationships they affect, and surface the next action while the opportunity is still timely.

The immediate standard Brandon set is simple: “If it prompts 10 smarter things we do every single week, that’s a win.”