Talking KAM - 1 year on from SFE 2008
[Taken from A year in the life of KAM] eyeforpharma: So as the customer is driving commoditization, what is the next challenge for pharma as far as KAM is concerned?
By on Feb 17, 2009[Taken from A year in the life of KAM]
eyeforpharma: So as the customer is driving commoditization, what is the next challenge for pharma as far as KAM is concerned?
Wright: Its a really interesting question. There still are some challenges, particularly for large pharma, around the coordination and management of networks, and also some organizational challenges to get 'up close' to customers and know whats going on in their world. However, the biggest challenge, I believe, for the protection of margins, is pharmas ability to sell on value provide ever-increasing value to customers, whether that is a hospital, clinic or individual clinician.
So, in essence, the next challenge for pharma is to become more successful by creating success for customers.