Customer Case Study
Shield Therapeutics Elevates Sales Readiness with Allego AI Role Plays
Shield Therapeutics is a pharmaceutical company focused on improving outcomes for iron deficiency and iron deficiency anemia patients. As the company expanded its product label and entered new specialties, it sought a better way to prepare sales reps for complex customer conversations.
Challenge:
As Shield Therapeutics prepared for its National Sales Meeting (NSM), the organization faced a critical inflection point. The company had recently received a pediatric indication for its oral iron therapy, expanding its label and requiring sales representatives to engage with entirely new physician specialties while communicating new clinical data. At the same time, the commercial team was expanding beyond familiar women’s health and primary care audiences into additional adult specialties with unique priorities and concerns.
Melissa Bryant, Director of Training, recognized that traditional NSM preparation would not be enough. The goal was not simply to train representatives—it was to ensure they arrived prepared to perform at a higher level. The team needed a scalable way to:
• Prepare reps for conversations with new physician specialties
• Build confidence around new clinical data and messaging
• Ensure consistent, specialty-specific communication
• Reduce information overload while maintaining engagement
• Shift the NSM from a starting point for practice to a showcase of readiness and performance
“The NSM was no longer a place where the practice started, it was where the practice actually showed up.”
Solution:
Shield Therapeutics made Allego AI Role Plays a core part of its NSM preparation strategy. Four weeks before the meeting, Melissa and her team launched a structured Allego journey combining educational content, specialty resources, pre-call planning, and AI-powered practice. Instead of introducing new concepts at the event, reps built familiarity and confidence beforehand
Key components of the program included:
• Weekly pre-work in manageable segments
• Specialty-specific one-pagers for different physician audiences
• Pre-call planning using real providers from reps’ territories
• AI Role Play scenarios with physician personas, priorities, and objections
• Area Director testing and feedback before rollout
• Manager-led engagement, including “Beat Your Boss” and regional contests
• Reinforcement through AI certifications and postmeeting exercises
By combining repetition, realistic practice environments, and leadership involvement, Shield Therapeutics created a continuous learning rhythm that prepared representatives before they arrived at the NSM
Results:
The AI Role Play initiative exceeded expectations, transforming both meeting readiness and field performance. Representatives arrived at the NSM more prepared, more confident, and significantly more willing to participate in live role-play exercises. Because they had already practiced the content multiple times, they experienced lower stress levels and were able to engage more effectively during in-person training.
Additional outcomes included:
• Increased confidence in discussing new clinical data and specialty-specific messaging
• Improved readiness to engage with physician specialties that reps had never previously called on
• Higher participation and enthusiasm for role-play activities
• Strong leadership and manager adoption, driving engagement across the organization
• Real-world application of skills before the NSM began
The most compelling results came directly from the field. Reps reported encountering objections and clinical discussions that closely mirrored their AI practice sessions, allowing them to respond confidently during live physician interactions. One representative preparing for a first-ever nephrology call reviewed the learning materials and completed an AI Role Play immediately before the appointment.
