Welcome!

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
We all know that end users experience the Internet primarily with mobile devices. From an app development perspective, we know that successfully responding to the needs of mobile customers depends on rapid DevOps – failing fast, in short, until the right solution evolves in your customers' relationship to your business. Whether you’re decomposing an SOA monolith, or developing a new application cloud natively, it’s not a question of using microservices – not doing so will be a path to eventual b...
Enterprises have taken advantage of IoT to achieve important revenue and cost advantages. What is less apparent is how incumbent enterprises operating at scale have, following success with IoT, built analytic, operations management and software development capabilities – ranging from autonomous vehicles to manageable robotics installations. They have embraced these capabilities as if they were Silicon Valley startups. As a result, many firms employ new business models that place enormous impor...
SYS-CON Events announced today that SourceForge has been named “Media Sponsor” of SYS-CON's 21st International Cloud Expo, which will take place on Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA. SourceForge is the largest, most trusted destination for Open Source Software development, collaboration, discovery and download on the web serving over 32 million viewers, 150 million downloads and over 460,000 active development projects each and every month.
The next XaaS is CICDaaS. Why? Because CICD saves developers a huge amount of time. CD is an especially great option for projects that require multiple and frequent contributions to be integrated. But… securing CICD best practices is an emerging, essential, yet little understood practice for DevOps teams and their Cloud Service Providers. The only way to get CICD to work in a highly secure environment takes collaboration, patience and persistence. Building CICD in the cloud requires rigorous ar...
SYS-CON Events announced today that Dasher Technologies will exhibit at SYS-CON's 21st International Cloud Expo®, which will take place on Oct 31 - Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA. Dasher Technologies, Inc. ® is a premier IT solution provider that delivers expert technical resources along with trusted account executives to architect and deliver complete IT solutions and services to help our clients execute their goals, plans and objectives. Since 1999, we'v...
As popularity of the smart home is growing and continues to go mainstream, technological factors play a greater role. The IoT protocol houses the interoperability battery consumption, security, and configuration of a smart home device, and it can be difficult for companies to choose the right kind for their product. For both DIY and professionally installed smart homes, developers need to consider each of these elements for their product to be successful in the market and current smart homes.
The session is centered around the tracing of systems on cloud using technologies like ebpf. The goal is to talk about what this technology is all about and what purpose it serves. In his session at 21st Cloud Expo, Shashank Jain, Development Architect at SAP, will touch upon concepts of observability in the cloud and also some of the challenges we have. Generally most cloud-based monitoring tools capture details at a very granular level. To troubleshoot problems this might not be good enough.
In the fast-paced advances and popularity in cloud technology, one of the most critical factors revolves around concerns for security of your critical data. How to assure both your company and your customers they can confidently trust and utilize your cloud environment is most often top on the list. There is a method to evaluating and providing security that exceeds conventional modes of protecting data both within the cloud as well externally on mobile and other devices. With the public failure...
SYS-CON Events announced today that MIRAI Inc. will exhibit at the Japan External Trade Organization (JETRO) Pavilion at SYS-CON's 21st International Cloud Expo®, which will take place on Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA. MIRAI Inc. are IT consultants from the public sector whose mission is to solve social issues by technology and innovation and to create a meaningful future for people.
Transforming cloud-based data into a reportable format can be a very expensive, time-intensive and complex operation. As a SaaS platform with more than 30 million global users, Cornerstone OnDemand’s challenge was to create a scalable solution that would improve the time it took customers to access their user data. Our Real-Time Data Warehouse (RTDW) process vastly reduced data time-to-availability from 24 hours to just 10 minutes. In his session at 21st Cloud Expo, Mark Goldin, Chief Technolo...
Companies are harnessing data in ways we once associated with science fiction. Analysts have access to a plethora of visualization and reporting tools, but considering the vast amount of data businesses collect and limitations of CPUs, end users are forced to design their structures and systems with limitations. Until now. As the cloud toolkit to analyze data has evolved, GPUs have stepped in to massively parallel SQL, visualization and machine learning.
SYS-CON Events announced today that Massive Networks, that helps your business operate seamlessly with fast, reliable, and secure internet and network solutions, has been named "Exhibitor" of SYS-CON's 21st International Cloud Expo ®, which will take place on Oct 31 - Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA. As a premier telecommunications provider, Massive Networks is headquartered out of Louisville, Colorado. With years of experience under their belt, their team of...
SYS-CON Events announced today that TidalScale, a leading provider of systems and services, will exhibit at SYS-CON's 21st International Cloud Expo®, which will take place on Oct 31 - Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA. TidalScale has been involved in shaping the computing landscape. They've designed, developed and deployed some of the most important and successful systems and services in the history of the computing industry - internet, Ethernet, operating s...
In his general session at 21st Cloud Expo, Greg Dumas, Calligo’s Vice President and G.M. of US operations, will go over the new Global Data Protection Regulation and how Calligo can help business stay compliant in digitally globalized world. Greg Dumas is Calligo's Vice President and G.M. of US operations. Calligo is an established service provider that provides an innovative platform for trusted cloud solutions. Calligo’s customers are typically most concerned about GDPR compliance, applicatio...
Widespread fragmentation is stalling the growth of the IIoT and making it difficult for partners to work together. The number of software platforms, apps, hardware and connectivity standards is creating paralysis among businesses that are afraid of being locked into a solution. EdgeX Foundry is unifying the community around a common IoT edge framework and an ecosystem of interoperable components.