Abstract
Owing to many industry changes, pharmaceutical sales and marketing organizations are allocating more resources to serve the Managed Markets, which today significantly influence which drugs are prescribed by individual medical professionals. This article discusses the need of pharmaceutical companies to leverage a Key Account Management (KAM) model in order to be successful in this new environment. Effective KAM requires the right technological tools that will facilitate team collaboration; full visibility into account data; successful pull-through; formal planning; and accurate reporting and analysis. The article includes brief case studies from top pharmaceutical companies who have experienced KAM success with the help of technology.
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