Leading organizations approach key account management (KAM) not simply as a sales role but as an organization-wide business strategy. In the pharma and medtech industries, considering KAM in this light has required organizations to consider substantially different value strategies, go-to-market models and cross-functional capabilities than those that have served the industry so well in the past. And while many pharma and medtech companies have begun the KAM journey—with some notable successes—the majority must build more sophisticated KAM strategies and capabilities moving forward. Key trends in institutional potential, control and partnering orientation all point to a future in which advanced approaches to KAM will become increasingly important.


In this on-demand webinar, we look at:

  • Recent trends in healthcare and what they mean for the future of KAM in life sciences
  • KAM priorities shared by the majority pharma and medtech organizations
  • Approaches and success factors for achieving advanced KAM strategies and capabilities