SYS-CON MEDIA Authors: Roberto Medrano, Dmitriy Stepanov, Gilad Parann-Nissany, Srinivasan Sundara Rajan, Sean Houghton

News Feed Item

Effective Pharma Key Account Management (KAM) Teams - the Essential Factors Driving Performance

MUMBAI, March 6, 2014 /PRNewswire/ --

Bharat Book Bureau presents Effective Pharma KAM Teams - the essential factors driving performance. This new report provides everyone involved with building running or implementing KAM strategy with a complete understanding of the issues which are shaping the operating environment and the essential qualities necessary in a competent KAM set up. http://www.bharatbook.com/healthcare-market-research-reports-322997/effective-pharma-kam-teams-the-essential-factors-driving-performance.html

     (Logo: http://photos.prnewswire.com/prnh/20130128/590935 )

The goal remains the same: pharmaceutical companies wants to influence product adoption, improve sales volume and increase product revenue. Key Account Management (KAM) is now the tool of choice, but too many companies are still engaging with it half heartedly. What can be done and what are the critical issues to address when building a KAM team?

KAM has been around for over 10 years, yet many companies have failed, and some continue to do so, in establishing a full and effective KAM model. Despite the early success of KAM, and the promise it held to be a game changer for customer engagement, companies have often been slow - through fear or inexperience - to embrace all that KAM has to offer. Is this surprising? Cultural change and restructure have long been recognized as a challenge for the pharmaceutical industry. The traditional 'command and control', centralized, head office-driven model is ingrained and comfortable: no wonder some are wary of going all the way with KAM.

To cling on to traditional sales methods is to deny market reality. Sales representatives, supported by broadcast messaging, get precious little face time with prescribers, and, as a point of market access, this route continues to diminish. Most importantly, traditional sales methods do not engage, understand or work with customers - and this is where the sales are.

Request for sample pages:  http://www.bharatbook.com/RequestSample.asp?pid=322997

What's your value proposition?

The heart of a good KAM practice is presenting to prescribers and influencers what the clinical and economic value is of choosing your product. You don't sell a product; you sell a solution, and a solution which is tailored to meeting their priorities. Clearly such a solution cannot be created centrally and generically applied. To create such a value proposition, the key account manager must engage with a range of stakeholders and decision makers, fully understand what drives them and their decisions and then use this information to position the product for best advantage. This is a long way from old high call rate product detail approach, and requires a unique set of flexible and entrepreneurial skills.

The essentials of building a KAM team

The number of team restructures within Pharma sales and marketing is testimony to the many attempts to get KAM right. Some times KAM practice is only partially introduced; sometimes KAM is a token effort with the current rep sales force being rebranded. Sometimes the necessary cultural and operation change is only skin deep or the KAM initiative has not been given enough time to bed in.

KAM, essentially, is about people. People, who can understand patterns within a healthcare service and engage with the right stakeholders in a timely way, people who can develop commercial strategies for a network of influencers and identify opportunities and provide value-based solutions to customers to meet their needs.

This report breaks down KAM requirements and lets you build the team you need.

This new report Effective Pharma KAM Teams - the essential factors driving performance provides everyone involved with building running or implementing KAM strategy with a complete understanding of the issues which are shaping the operating environment and the essential qualities necessary in a competent KAM set up. The report illuminates KAM with insights and case studies from leading experts and those running successful KAM operations.

Packed with facts, case studies and expert insights, with this report you can:

Understand the history of KAM and why its implementation has so often failed

Evaluate the ongoing market trends which make effective KAM essential

Challenge internal arguments often raised against KAM implementation

Identify the key attributes needed for a key account manager

Create a KAM infrastructure which will really bring improved sales

Define practical recruitment drives, training and team structures

Key Benefits

  • Learn from the expert insight of experienced KAM practitioners who are leaders in the field and were part of pharma's original ground-breaking KAM teams
  • Gain key insights into how to help companies adopt the KAM and become a fully integrated key account organization
  • Understand how to recruit KAM staff, build and nurture a team, strike a balance between autonomy and team work, and how to manage the transition from old hierarchical model to horizontal KAM organization

For more information:

http://www.bharatbook.com/healthcare-market-research-reports-322997/effective-pharma-kam-teams-the-essential-factors-driving-performance.html

Related Reports:


Related Category:


About Bharat Book Bureau

Bharat Book Bureau is the leading market research information aggregator that provides market research reports, industry analysis, company profiles, business reports, country reports, newsletters and online databases. Our clients include Corporate, Consulting firms, and Academic Institutions and Government departments across the globe. Bharat Book Bureau provides over a million reports from more than 400 publishers around the globe. The market research reports we provide, help global companies examine the different markets before setting up a business or expanding into different countries across the world. They give a complete perspective on the current market scenario, trends, segments and future outlook.

Contact us:
Poonam
Bharat Book Bureau
USA/Canada - 1-866-279-8368 (Toll free)
India: +91-22-27810772, 27810773
Blog: http://blog.bharatbook.com
E: [email protected]
W: http://www.bharatbook.com

SOURCE Bharat Book Bureau

More Stories By PR Newswire

Copyright © 2007 PR Newswire. All rights reserved. Republication or redistribution of PRNewswire content is expressly prohibited without the prior written consent of PRNewswire. PRNewswire shall not be liable for any errors or delays in the content, or for any actions taken in reliance thereon.

Latest Stories
SYS-CON Events announced today Isomorphic Software, the global leader in high-end, web-based business applications, will exhibit at SYS-CON's DevOps Summit 2015 New York, which will take place on June 9-11, 2015, at the Javits Center in New York City, NY. Isomorphic Software is the global leader in high-end, web-based business applications. We develop, market, and support the SmartClient & Smart GWT HTML5/Ajax platform, combining the productivity and performance of traditional desktop software ...
DevOps Summit 2015 New York, co-located with the 16th International Cloud Expo - to be held June 9-11, 2015, at the Javits Center in New York City, NY - announces that it is now accepting Keynote Proposals. The widespread success of cloud computing is driving the DevOps revolution in enterprise IT. Now as never before, development teams must communicate and collaborate in a dynamic, 24/7/365 environment. There is no time to wait for long development cycles that produce software that is obsolete...
"Matrix is an ambitious open standard and implementation that's set up to break down the fragmentation problems that exist in IP messaging and VoIP communication," explained John Woolf, Technical Evangelist at Matrix, in this SYS-CON.tv interview at @ThingsExpo, held Nov 4–6, 2014, at the Santa Clara Convention Center in Santa Clara, CA.
The 3rd International @ThingsExpo, co-located with the 16th International Cloud Expo – to be held June 9-11, 2015, at the Javits Center in New York City, NY – is now accepting Hackathon proposals. Hackathon sponsorship benefits include general brand exposure and increasing engagement with the developer ecosystem. At Cloud Expo 2014 Silicon Valley, IBM held the Bluemix Developer Playground on November 5 and ElasticBox held the DevOps Hackathon on November 6. Both events took place on the expo fl...
We are reaching the end of the beginning with WebRTC, and real systems using this technology have begun to appear. One challenge that faces every WebRTC deployment (in some form or another) is identity management. For example, if you have an existing service – possibly built on a variety of different PaaS/SaaS offerings – and you want to add real-time communications you are faced with a challenge relating to user management, authentication, authorization, and validation. Service providers will w...
The term culture has had a polarizing effect among DevOps supporters. Some propose that culture change is critical for success with DevOps, but are remiss to define culture. Some talk about a DevOps culture but then reference activities that could lead to culture change and there are those that talk about culture change as a set of behaviors that need to be adopted by those in IT. There is no question that businesses successful in adopting a DevOps mindset have seen departmental culture change, ...
The Internet of Things is tied together with a thin strand that is known as time. Coincidentally, at the core of nearly all data analytics is a timestamp. When working with time series data there are a few core principles that everyone should consider, especially across datasets where time is the common boundary. In his session at Internet of @ThingsExpo, Jim Scott, Director of Enterprise Strategy & Architecture at MapR Technologies, discussed single-value, geo-spatial, and log time series dat...
There's Big Data, then there's really Big Data from the Internet of Things. IoT is evolving to include many data possibilities like new types of event, log and network data. The volumes are enormous, generating tens of billions of logs per day, which raise data challenges. Early IoT deployments are relying heavily on both the cloud and managed service providers to navigate these challenges. In her session at Big Data Expo®, Hannah Smalltree, Director at Treasure Data, discussed how IoT, Big D...
The Internet of Things promises to transform businesses (and lives), but navigating the business and technical path to success can be difficult to understand. In his session at @ThingsExpo, Sean Lorenz, Technical Product Manager for Xively at LogMeIn, demonstrated how to approach creating broadly successful connected customer solutions using real world business transformation studies including New England BioLabs and more.
The security devil is always in the details of the attack: the ones you've endured, the ones you prepare yourself to fend off, and the ones that, you fear, will catch you completely unaware and defenseless. The Internet of Things (IoT) is nothing if not an endless proliferation of details. It's the vision of a world in which continuous Internet connectivity and addressability is embedded into a growing range of human artifacts, into the natural world, and even into our smartphones, appliances, a...
The Internet of Things will put IT to its ultimate test by creating infinite new opportunities to digitize products and services, generate and analyze new data to improve customer satisfaction, and discover new ways to gain a competitive advantage across nearly every industry. In order to help corporate business units to capitalize on the rapidly evolving IoT opportunities, IT must stand up to a new set of challenges. In his session at @ThingsExpo, Jeff Kaplan, Managing Director of THINKstrateg...
Fundamentally, SDN is still mostly about network plumbing. While plumbing may be useful to tinker with, what you can do with your plumbing is far more intriguing. A rigid interpretation of SDN confines it to Layers 2 and 3, and that's reasonable. But SDN opens opportunities for novel constructions in Layers 4 to 7 that solve real operational problems in data centers. "Data center," in fact, might become anachronistic - data is everywhere, constantly on the move, seemingly always overflowing. Net...
DevOps Summit 2015 New York, co-located with the 16th International Cloud Expo - to be held June 9-11, 2015, at the Javits Center in New York City, NY - announces that it is now accepting Keynote Proposals. The widespread success of cloud computing is driving the DevOps revolution in enterprise IT. Now as never before, development teams must communicate and collaborate in a dynamic, 24/7/365 environment. There is no time to wait for long development cycles that produce software that is obsolete...
WebRTC defines no default signaling protocol, causing fragmentation between WebRTC silos. SIP and XMPP provide possibilities, but come with considerable complexity and are not designed for use in a web environment. In his session at @ThingsExpo, Matthew Hodgson, technical co-founder of the Matrix.org, discussed how Matrix is a new non-profit Open Source Project that defines both a new HTTP-based standard for VoIP & IM signaling and provides reference implementations.
"There is a natural synchronization between the business models, the IoT is there to support ,” explained Brendan O'Brien, Co-founder and Chief Architect of Aria Systems, in this SYS-CON.tv interview at the 15th International Cloud Expo®, held Nov 4–6, 2014, at the Santa Clara Convention Center in Santa Clara, CA.