The age-old standard of selling products to clinicians is no longer a pathway to success. The continued rise of large, complex and sophisticated organized customers in the U.S. healthcare system is creating new imperatives and opportunities for Life Sciences organizations.

The “State of KAM in Life Sciences” research report(s) consists of two separate bodies of research, one covering medtech and the other covering pharmaceuticals. Conducted jointly with SAMA and ZS, they provide comprehensive and granular insight into the objectives, organizational models, support functions, current effectiveness, barriers, metrics and investment priorities for the medtech and pharma fields. Participants included 27 leaders of SAM/KAM functions, representing enterprise or business unit SAM/KAM organizations at 15 top pharma and medtech companies.

One key takeaway: The vast majority of these companies need to make significant advancement in their KAM strategies and capabilities if they’re to maximize impact and success with their large, organized customers. The deep-dive analysis provides quantitative results as well as qualitative feedback from respondents.

The report reveals:

• The SAM/KAM goals and objectives for many of the largest global Life Sciences companies
• The specific challenges and opportunities they face
• Metrics they use to measure success
• Where and how companies plan to invest
  

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  Report purchase entitles you to a 90-minute readout session with a ZS Life Sciences expert.

  Access to the reports is limited. To learn more about purchasing your copy of the full report, contact SAMAresearch@strategicaccounts.org.