Functional Service Provider Success Story with Sanofi

Author: Excelya Marketing Department
Published on: 27/04/2026

Estimated Reading Time: 10 min

Partnership reimagined

Introduction

Choosing the right functional service provider can reshape how a sponsor designs, runs, and scales clinical operations. In this success story, Excelya and Sanofi share how a thoughtfully built FSP model delivered measurable outcomes through empowered leadership, close launch phase collaboration, and compassionate change management. Rather than treating outsourcing as a transactional handover, both teams approached it as a transformation. The result offers practical lessons for any pharmaceutical organization considering FSP outsourcing, and it shows what becomes possible when partners truly align on goals and methodology.

Jump to section

1Beyond standard outsourcing

2Leadership drives success

3Weekly collaboration wins

4People first mindset

5One team approach

6FAQ

In conversation

Hear it directly from
Martin Rodriguez

Watch Martin Rodriguez share the inside view of Sanofi’s FSP implementation with Excelya — from the early decisions that shaped the partnership to the cultural shifts that made it succeed.

Martin Rodriguez

Medical Strategy Head, Sanofi – Opella

FSP success with Excelya

Beyond standard outsourcing

Reimagining FSP Outsourcing With Sanofi

Implementing a new FSP model is far more than a logistical shift. It transforms how teams work, collaborate, and succeed together. When Excelya partnered with Sanofi to design and manage a new functional service provider model, we recognized a unique opportunity to create something distinctive.

Martin Rodriguez

Medical Strategy & Operational Effectiveness Head

Sanofi – Opella

Guided by Martin’s expertise, we moved beyond standard outsourcing. Instead, we proposed an innovative methodology drawn from best practices across multiple industries. The outcome was a resounding success, and it confirmed that aligned goals and mutual support deliver ambitious targets.

Three essential pillars supported this achievement, and each one offers a clear principle that other pharma sponsors can apply to their own clinical functional outsourcing programs.

From vision to results

Three Pillars Behind FSP Success

Leadership drives success

Empowered Managers Ready to Act

Every major project needs clear leadership and the authority to make decisions. A critical factor in our shared success was identifying managers who had the power to act swiftly and effectively on both sides of the partnership.

Centralized leadership on the Sanofi side

Sanofi appointed Martin Rodriguez to lead the project. As the focal point, he coordinated essential departments including Quality Assurance, training, IT, and all internal platform users. This centralization ensured the Sanofi team stayed aligned and ready to move forward at every milestone.

Executive sponsorship at Excelya

On our side, Excelya mirrored that commitment. Our FSP Director was supported directly by an Executive Sponsor, in this case our CEO. As a result, we resolved any subject quickly. By keeping decision makers deeply involved on both sides, we removed bottlenecks and fostered a genuinely agile environment for the FSP clinical research program.

Weekly collaboration wins

Close Proximity During the Launch Phase

Presence and connection are vital, especially in the early stages of a partnership. Furthermore, the launch phase determines the trajectory of the entire project, so we prioritized staying close to one another from day one.

A rhythm of weekly collaboration

During the transition phase, which lasted approximately four to five months, we established a rhythm of constant collaboration. Specifically, we met weekly with the FSP Director and the CEO to review progress and tackle challenges head on. Consequently, every issue surfaced early enough to be solved before it could affect delivery.

Action plan execution, not just meetings

These weekly touchpoints went beyond attendance. They focused on executing an action plan with precision. Because we remained in close proximity, the FSP Director and the CEO carried out each step with care. Moreover, this consistent engagement built trust and kept momentum high throughout the implementation.

People first mindset

A Compassionate Approach to Change Management

Change affects people, not just processes. Introducing a new functional service provider model impacts the daily lives of the teams involved, and we wanted to ensure everyone felt supported through that transition.

A dedicated change manager role

To facilitate this, Excelya staffed a dedicated change manager. This role proved instrumental in smoothing out the implementation process and gave both teams a single point of contact for adoption questions, training needs, and stakeholder alignment.

Communicating the why and the how

Together with the Sanofi team, we detailed the specific objectives of the FSP, outlined the next stages of deployment, and highlighted the expected gains. By focusing on change management, we ensured that teams understood the benefits and felt enthusiastic about the future we were building together. As a result, adoption felt natural rather than forced.

Topics

FSP implementation
Change management
Leadership
Clinical outsourcing

One team approach

Building a Future of Shared Success Through the FSP Model

Our collaboration with Sanofi highlights what is possible when partners take a one team approach. By empowering leaders, staying connected through the transition, and supporting people through change, we turned a complex implementation into a measurable success story.

“Your challenges become ours, and as this experience confirms, we will find the solution together.”

We are energized by the lessons learned from this partnership and we look forward to continuing to go the extra mile for our partners. To explore broader industry guidance on FSP delivery, the Association of Clinical Research Organizations (ACRO) provides useful benchmarks for sponsors evaluating outsourced FSP options.

Ready to explore?

If you are exploring how a tailored FSP can support your clinical operations, discover what Excelya can do for you.

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Frequently Asked Questions

What is a functional service provider in clinical research?

A functional service provider supplies dedicated specialists, processes, and technology for one or more clinical functions, such as data management, biostatistics, medical writing, or pharmacovigilance. Unlike full service outsourcing, the sponsor retains strategic oversight while the FSP delivers operational excellence within agreed scope. This model gives pharma sponsors flexibility, scalability, and direct visibility over clinical trial outsourcing activities.

How does the FSP model differ from traditional CRO outsourcing?

Traditional CRO engagements transfer entire studies to a vendor, while the FSP model focuses on long term capacity in specific functions. Sponsors keep ownership of strategy and continuity of resources, and they benefit from teams that integrate deeply with their internal processes. Consequently, FSP outsourcing tends to deliver stronger consistency, faster onboarding, and better knowledge retention across programs.

What made the Sanofi FSP implementation successful?

Three pillars drove the success of the Sanofi FSP implementation: empowered managers with real decision making authority, close proximity during the launch phase with weekly executive level collaboration, and a compassionate change management approach led by a dedicated change manager. Together, these elements removed bottlenecks, accelerated adoption, and built lasting trust between both organizations.

How long does an FSP transition typically take?

An FSP transition often spans four to five months, depending on the scope of services, geographic footprint, and complexity of the sponsor’s environment. During this period, frequent touchpoints between executive sponsors, FSP directors, and operational leads keep the action plan on track. Strong governance and dedicated change resources help compress timelines without sacrificing quality.

Why should pharma sponsors consider FSP outsourcing?

Pharma sponsors choose FSP outsourcing to gain dedicated expertise, predictable capacity, and tighter integration with their internal teams. The FSP clinical research model also supports cost optimization, talent retention, and faster scale up of clinical trial functions. When combined with empowered leadership and thoughtful change management, the FSP model becomes a strategic lever for long term clinical excellence.