An Interview with Jeff Zonderman

Jeffrey Zonderman

We sat down over a virtual cup of coffee in October 2020 to interview
Chief Commercial Officer of RedShiftBio: Jeff Zonderman.

Editor:
Can you tell us a bit about your background? What was your journey to working at RSB?

Jeff Zonderman:
I am very lucky to have worked for some great technology companies during very interesting times in the expansion of life science analytics. I have worked with chromatography and mass spectrometry companies to microfluidic modulation spectroscopy (MMS) most recently here at RedShiftBio. I am always intrigued by companies that focus on creating innovative technology. I became interested in how RedShiftBio was taking IR spectroscopy and putting it in an automated instrument for protein analysis by incorporating novel flow cell technology.

Editor:
Can you tell us a bit about your role at RSB?

Jeff Zonderman:
As in most small companies, everyone wears many hats. I have been responsible for developing the go-to-market strategy of the AQS3pro working with an incredibly talented group. As Chief Commercial Officer, my main focus is on our customers.

Editor:
How have the sales and marketing teams adapted to the pandemic?

Jeff Zonderman:
The biggest change in marketing was the wholesale transition to online activities. McKinsey recently announced that digital interactions are now 2-3 times more important than traditional sales interactions. This is particularly true for us as our sales reps have been unable to visit our potential customers during Covid. We have had to learn quickly how to leverage our assets for virtual demand gen while keeping an eye on how to move back to a face to face world.

Through strategic action based on data, we have continued to increase pipeline, set up demos, and make sure that we continue to drive forward. Before the pandemic, we were doing very well. With our product differentiation, we continue to see the demand for our technology, and as things loosen up, we continue to gain momentum.

Since the pandemic, one area of particular growth results from biopharma relooking at how drugs are developed. MMS will now have a wider role in automated processes. We are consequently seeing a very strong interest.

I am very proud of what our reps have done to interact with customers during this difficult time and continue to engage and build a strong pipeline for our business.

Editor:
What benefits do you see from the pandemic-induced market changes?

Jeff Zonderman:
There is a drive to make production processes more efficient. MMS provides more information to make quicker and better decisions, especially around biologics that are hampered by inefficiencies in workflows

Editor:
What excites you most about the technology?

Jeff Zonderman:
Definitely seeing where people imagine our technology can be used. Not only in biopharma and proteins, but in vertical markets. I am lucky I get to work with solving problems that make medicines and the human experience better

Editor:
What do you like to do in your free time?

Jeff Zonderman:
Even with our schedule, I try to run about 25 miles per week. I have run 5 marathons, with another planned for 2021 (the Marine Corp marathon in DC - it is the most scenic and definitely most emotional). I love the good stuff, spending time with the family, skiing, boating, and golf.