Life sciences organizations’ customers are becoming increasingly organized and consolidated, and the commercial model must adapt accordingly. We’ve launched an “Achieving KAM excellence in life sciences” article series to help pharmaceutical and medtech companies achieve a comprehensive key account management (KAM) strategy and the capabilities necessary to meet their customers’ needs. Building an organization-wide KAM capability is a journey that requires leadership alignment and organization-wide collaboration. Doing KAM well is a point of strategic differentiation for companies and a means of creating a unique and valuable experience for a special segment of customers, but it’s certainly not easy. In this article series, we share insights based on ZS’s extensive work with B-to-B KAM organizations across many industries, coupled with deep expertise in the pharmaceutical and medtech industries.