Episode Summary 

Bill White of the Testo Information Network interviews Colleen Lester, Director of Pharma Solution Sales for North America at Testo.

Background & Career Path 

Colleen's path to sales leadership was unconventional — she holds an MFA in acting from the University of Florida and worked as a professional actor in New York before pivoting to sales out of necessity. She built her career from answering phones to inside and outside sales, moving through active packaging and temperature monitoring before joining Testo. She credits her non-technical background as an asset, allowing her to focus on customer relationships, listening, and problem-solving rather than technical expertise.

What Testo Customers Value 

Colleen says customers value Testo's customer service and partnership approach above all else, equal to the accuracy of instruments and software quality. Earning trust, she explains, comes down to genuinely listening to customers, understanding what they need to accomplish, and then delivering on those promises.

A Standout Sales Story 

She describes landing one of the largest projects in Testo's pharma division history, a customer who was not familiar with Testo who reached out to her through a UK referral. The tipping point, she says, was trust: when asked why they should choose Testo in the final round, Colleen told the customer plainly, "We mean what we say, and what we tell you we're going to do, we do".

Industry Shifts: Cloud & Outsourcing 

Cloud data storage is becoming a pharmaceutical industry standard, a dramatic shift from 2017, when major companies resisted it in favor of on-premise control. Colleen also notes that large pharma companies are increasingly outsourcing procurement, on-site alarm management, and other functions to CROs and CDMOs, making sales relationships more complex and multi-stakeholder.

AI & Emerging Technology 

AI is a major topic of interest, particularly predictive modeling, digital twins for cold chain route mapping, and the aggregation of data from multiple sources into a single view. Colleen underscores the fact that Testo's Saveris 1 platform does this well, offering a global dashboard where customers can monitor all locations and assets in real time, with full CFR-compliant audit trails.

Colleen is candid that while AI helps her team with competitive research and data gathering, it cannot replace the human connection central to Testo's sales approach.

How to Connect with Testo Listeners can reach Testo via LinkedIn (Testo Global, Testo North America, Testo Pharma) or by emailing [email protected], where inquiries are immediately routed to the appropriate salesperson.

Episode Summary 

Even when a refrigerator display reads exactly 5°C, the temperature inside can vary dramatically from corner to corner. Heat rises, cold air falls, and every time a door opens, the environment shifts. Temperature mapping aims to replace assumptions with scientific evidence by measuring and documenting temperatures throughout a controlled space over time to demonstrate that it is genuinely suitable for its intended purpose.

In this episode of Measuring Up: Thinking Out Loud, host Bill White sits down with Nathan Roman to walk through the full process: where mapping applies, how calibrated sensors are placed in structured grids, what FDA, USP, WHO, and ISPE guidance actually demands, and the best practices that separate a defensible study from a paperwork exercise. Nathan also covers the most common mistakes organizations make and explains how mapping data directly improves monitoring placement, SOPs, and alarm strategy.

About the Guest 

Nathan Roman is a validation and compliance leader with over 25 years of experience in the pharmaceutical and biotech industries. He specializes in helping companies prove that their systems are fit for purpose and audit-ready via commissioning, qualification, and temperature mapping. 

He has supported major organizations, including AstraZeneca, Merck, and Lonza, and contributed to industry guidance with ISPE on controlled-temperature chamber mapping.

Nathan is the founder of Validation Management Solutions, where he helps teams implement practical, risk-based validation programs that hold up under real-world pressure, and is the author of Six Steps to Effective Temperature Mapping, a practical guide on approaching validation with structure, clarity, and confidence.

To follow his latest industry insights, connect with Nathan on LinkedIn, or visit ValidationMS.com to explore his consultative and training services.

Summary 

In this episode of Measuring Up: Thinking Out Loud, host Bill White sits down with Amy Shortman, founder of ASC Associates, to explore the evolving landscape of Good Distribution Practice (GDP) and what it truly takes to protect pharmaceutical products across the supply chain.

The conversation traces how the industry has evolved since the late 1990s, when temperature control was inconsistent, and compliance was often an afterthought. Amy examines where gaps still exist between written standards and real-world practice, and explains why accurate temperature monitoring and calibration are the foundation of a defensible supply chain.

Listeners will come away understanding that meeting GDP standards globally is more achievable than ever, thanks to advances in monitoring technology from companies like Testo and consultants like Amy, who don’t just advise from the outside but bring with them hands-on industry experience.

About the Guest

Amy Shortman is a Global Product Marketing professional with nearly 30 years of experience in logistics and supply chain. She specializes in SaaS B2B, temperature-controlled solutions, and supply chain security.

In 2011, Amy founded ASC Associates to create compliant solutions for the distribution of temperature-sensitive and high-value products in the pharmaceutical and healthcare logistics industry. She co-developed an independent one-day GDP-certified course for logistics personnel who handle or are involved in distributing medicinal products for human use, and works with the International Air Transport Association (IATA) as an External Instructor for the Center of Excellence for Independent Validators (CEIV).

Before establishing ASC, Amy was with a top 3 global third-party logistics provider (3PL) in healthcare and life sciences, specializing in business development and key account management for global clients.

Based in Cambridge, England, Amy works with clients and industry bodies worldwide. She is a Fellow of the Chartered Institute of Logistics and Transport and a Fellow Chartered Marketer with the Chartered Institute of Marketing.

Summary 

In this episode of Measuring Up, Thinking Out Loud, host Bill White sits down with Karen Greene, Vice President of Client Solutions at Network Partners Group and Principal Consultant at Canyon Labs, to discuss the critical intersection of packaging engineering and temperature control. With over 40 years of experience in the life sciences industry, Karen explores the complexities of cold chain applications and the necessity of protecting temperature-sensitive products as they move from point A to point B.

The conversation delves into the vital work of the International Safe Transit Association (ISTA), where Karen serves on the Board of Directors. She explains how ISTA sets the standards for distribution packaging and how its Pharmaceutical Committee provides the industry with the thought leadership and test profiles needed to safely ship sensitive medical devices and biotech products.

About the Guest

Karen Greene is Partner and VP, Client Solutions – Packaging Engineering at Network Partners Group and Principal Consultant at Canyon Labs. She is a seasoned life sciences packaging engineering professional with more than 40 years of industry experience. Karen is an IoPP Certified Packaging Professional (lifetime CPP), a global board member of ISTA, the International Transit Association, and a board member of the ISTA Pharma committee. Additionally, she is a member of ASTM F02 Flexible Barrier Packaging Committee and an ISTA 7E-certified auditor.

Karen’s expertise spans packaging testing, compliance, quality systems, design, and validation across medical device and pharmaceutical product portfolios. In her dual roles at Network Partners Group and Canyon Labs, she leverages this deep technical and regulatory background to help clients bring safe, effective, and compliant products to patients.

She holds a bachelor’s degree from Holy Cross College in Worcester, MA, and a certificate in engineering management from the University of California, San Diego.

Resources

Guest Contact:

LinkedIn: https://www.linkedin.com/in/karen-greene-a391055/ 

Measurement Solutions: 

Testo Environmental Monitoring Systems 

Summary 

In this episode of Measuring Up: Thinking Out Loud, host Bill White sits down again with Jim Bacon, founder of Stay Cool Logistics, to break down the complexities of risk management in pharmaceutical logistics. 

Jim comes back to his "Four Quadrants of Risk" (financial, hazard, strategic, and operational) concept to explain how understanding these categories allows organizations to better protect product integrity and patient safety. The conversation explores the critical shift from a silo mentality to a total cost calculation, where procurement, quality, and finance work together to decrease risk tolerance. 

Jim also shares a real-world example of how a robust cold chain process can lead to innovative self-insurance strategies, such as stock-throughput coverage. Finally, the duo discusses the evolving role of technology, emphasizing that human instinct remains the bedrock of successful risk mitigation.

About the Guest

Jim Bacon is a cold chain logistics expert with decades of experience across manufacturing, operations, sales, and technical consulting in the pharmaceutical and biotech industries. His work has focused on advancing best practices, implementing robust monitoring systems, and improving industry-wide cold chain acumen.

Summary 

In this episode of Measuring Up: Thinking Out Loud, host Bill White sits down with Sean Merrill, a Validation Engineer at Testo with over 11 years of experience in commissioning, qualification, and validation. They explore the critical history of the regulatory landscape and how modern risk-based approaches are streamlining safety protocols in the pharmaceutical and industrial sectors.

The conversation traces the reason behind modern regulations to contextualize the current integrated approach that prioritizes innovation and efficiency. Sean explains how companies can leverage documentation and third-party expertise to turn validation from a necessary evil into a value-added asset for patient safety and product quality.

About the Guest

Sean Merrill is a Validation Engineer at Testo. With more than a decade of experience in commissioning, qualification, and validation, he specializes in helping organizations navigate complex regulatory environments and operational nuances. Sean is an expert in implementing risk-based strategies for pharmaceutical manufacturing, logistics, and distribution centers, ensuring that facilities and equipment consistently meet the highest standards for their intended use.

Key Points

• Defining CQV: A breakdown of Commissioning, Qualification, and Validation, and how these distinct processes work together to ensure a facility is suitable for its intended use.
• The Catalyst for Regulation: How historical tragedies—including the 1950s Cutter incident involving the polio vaccine and the thalidomide morning sickness remedy—led to the first FDA GMP regulations in the 1960s.
• From Overkill to Risk-Based Logic: The evolution from the 1980s "validate everything that moves" mindset to modern, integrated methods that prioritize innovation and value.
• Leveraging Documentation: How integrating commissioning and qualification allows organizations to use well-documented supplier testing to satisfy regulatory requirements without redundant effort.
• Industry Standards: An overview of essential guidance used in the field, including ISPE’s Baseline Guide 5 and ASTM E 2500.
• Testo’s Consultative Approach: How Testo serves as an objective third party, offering a buffet of services from drafting validation master plans to conducting specialized temperature mapping.

Resources

• https://www.testo.com/en-US/solutions/pharmaceutical-validation-qualification
• https://www.testo.com/en-US/services/validation-and-mapping-services
• https://www.testo.com/en-US/solutions/pharma-solutions

Summary 

In this episode of Measuring Up: Thinking Out Loud, host Bill White sits down again with Jim Bacon, whose decades of pharmaceutical logistics experience spans domestic and international cold chain operations. In this episode, Bill and Jim take a deep dive into ensuring the integrity of the pharmaceutical cold chain. Jim shares how the industry’s most successful logistics programs are built not on transactions, but on strategic partnerships that are rooted in trust, communication, and shared responsibility.

Jim introduces the critical "core team" concept, which emerged early in his career. This approach emphasizes a strong internal team that collaborates with a robust network of external partner suppliers to navigate the complexity of cold chain processes successfully. He explains why treating suppliers as vendors undermines accountability and why true partners must be integrated into your processes.

The conversation explores supplier qualification, regulatory expectations, mock shipment trials, AI, and the lessons learned from the COVID-19 vaccine rollout. Through it all, Jim returns to one central principle: ownership is everyone’s job, and when partners understand their role in protecting critical therapies, patients ultimately benefit.

About the Guest

Jim Bacon is a cold chain logistics expert with decades of experience across manufacturing, operations, sales, and technical consulting in the pharmaceutical and biotech industries. His work has focused on advancing best practices, implementing robust monitoring systems, and improving industry-wide cold chain acumen. He is the President and Founder of Stay Cool Logistical Consulting, LLC. 

Resources 

Testo Saveris Pharma Solutions

Testo North America Blog: Data Storage Ownership: Who Owns Data and Manages Support in Pharma Monitoring?

Summary 

In this episode of Measuring Up: Thinking Out Loud, host Bill White speaks with Patrick Girten, a pharmaceutical logistics expert whose career journey spans aviation, firefighting, and pharmaceutical operations. Patrick shares how the discipline and accountability from his early experiences translate into protecting life-saving therapies during transport.

From the evolving complexities of cold chain management to the human element that drives vendor compliance, Patrick highlights why logistics is never just about moving packages; it’s about safeguarding patients. He recalls a powerful Christmas Eve shipment that reached a young cancer patient in Canada, a moment that reshaped his entire perspective on logistics and leadership.

The conversation explores regulation, vendor relationships, technology, and the balance between metrics and mission with one central theme: remembering the patient in every package.

About the Guest

Patrick Girten is a pharmaceutical logistics expert with nearly two decades of experience ensuring therapies reach patients safely and on time. He began his career in aviation and firefighting before transitioning into the pharmaceutical industry, where he worked across various areas, including manufacturing, quality compliance, distribution, and logistics. Patrick is known for connecting the technical side of cold chain operations with the human responsibility behind every shipment.

Next Steps

Trusted Pharmaceuticals Require Trusted Logistics
Discover how Testo’s monitoring and compliance solutions help ensure that every shipment maintains product integrity so you can help protect patients from production through delivery. 

Resources 

Testo Saveris Pharma Solutions

Summary 

In this episode, host Bill White speaks with retired U.S. Army Major General Chris Sharpsten, who played a leading role in Operation Warp Speed. Sharpsten shares insights from coordinating the distribution of COVID-19 vaccines during one of the most complex logistical challenges in modern history. The conversation explores cold chain accountability, lessons learned about teamwork and data transparency, and what the pharmaceutical industry can apply today to reduce the fear of equipment failure and prepare for future crises.

About the Guest

Major General Chris Sharpsten (Ret.) served more than 30 years in the U.S. Army as a logistics leader, directing global supply operations in the Middle East, Europe, Africa, and the U.S. During the COVID-19 pandemic, he was called to the White House to help lead Operation Warp Speed, ensuring the safe and efficient distribution of critical vaccines. Today, he continues to advise on cold chain logistics, resilience, and the reshoring of vital medical capabilities.

Key Points

• Cold chain success during Operation Warp Speed depended on unified teamwork across government and private industry.
• Cold chain challenges included ultra-low temperature storage, packaging constraints, and matching vaccine supply to diverse administration sites.
• Transparency in cold chain data helped build trust among healthcare providers and patients.
• Unified operations across government and private partners overcame profit-driven silos that threatened efficiency.
• Preparing for future pandemics will require reshoring (bringing manufacturing back to the U.S. from overseas) so pharmaceutical and medical supply capabilities are more resilient.

Resources 

Testo Saveris Pharma Solutions

Summary 

In this episode, host Bill White speaks with Jim Bacon, an industry veteran with over 35 years of experience in the pharmaceutical supply chain, with 25 of those focused on cold chain logistics. Jim shares his unique perspective on safeguarding product integrity, drawing from both professional expertise and personal experience as a parent of children with type 1 diabetes. They discuss the evolution of monitoring technology, best practices in compliance and training, the role of predictive analytics and AI, and how these measures ultimately protect patient safety.

About the Guest

Jim Bacon is a cold chain logistics expert with decades of experience across manufacturing, operations, sales, and technical consulting in the pharmaceutical and biotech industries. His work has focused on advancing best practices, implementing robust monitoring systems, and improving industry-wide cold chain acumen.

Key Points

• The COVID-19 pandemic underscored the importance of reliable cold chain systems for vaccines and other temperature-sensitive products.
• Product integrity is critical, particularly for clinical trial materials, where there’s no margin for error.
• Training, communication, and a quality-driven culture are as important as the technology itself.
• Modern systems feature redundant monitoring, automated alerts, and emerging predictive analytics capabilities.

Resources 

Testo Saveris Pharma Solutions