Industry-Specific Customer Engagement Training and Solutions


 The 4 Zones™ of Customer Engagement for Pharma


A Structured Approach to Account Management.

A Repeatable Framework of Best Practices.

A System for Collaborative Team Selling.....


And the best way to achieve greater alignment with your healthcare customers!





"Once we saw the depth and breadth of Clarity's experience and their ability to tailor solutions to each of our business units, we knew we had the right partner."

- US Head of Market Access, Top 10 Pharmaceutical Company



The #1 Account Management Process Model for Building Long-term, Meaningful Customer Relationships.

Clarity specializes in helping our clients implement continuous improvement in how customer-facing teams approach and engage with healthcare account stakeholders. The 4 Zones™ of Customer Engagement is available for all major customer-facing roles:

The 4 Zones™ of Customer Engagement for:

  • ACCOUNT MANAGERS  -  Focus on a repeatable process for Strategic Account Management
  • COMMERCIAL SALES REPS  -  Strategic selling with an account management "mindset"
  • MARKET ACCESS TEAMS  -  Aligning with policy makers and payers with a process-driven approach
  • MEDICAL AFFAIRS  -  Providing a strategic framework for medical teams in accounts

All 4 Zones programs include a Customized Learning Case Study, an Application Clinic on Live Accounts and Pull-through Training for Managers



Key Topics Covered in the 4 Zones™ of Customer Engagement:



  • Account/Ecosystem Analysis
  • Opportunity Prioritization
  • Stakeholder Mapping
  • Gaining Access Strategies


  • Conversation Preparation
  • Discovery of Insights
  • Validation of Readiness
  • Partnering & Visioning


  • Team Collaboration
  • Solution Design
  • Solution Presentation
  • Alignment & Commitment

  • Pull-through Planning
  • KPIs and Metrics
  • Comm. & Change Mgt.
  • New Opportunity Cultivation



We have successfully implemented the 4 Zones™ program in leading pharmaceutical companies such as Novartis, Bayer, Novo Nordisk, Abbvie, Alcon, Sandoz, BMS, Sanofi, Teva and UCB.


We offer a total solution that focuses on not only how this change affects customer-facing roles but also how it integrates the efforts of  marketing, HR, operations, finance, legal and other impacted business units within the company



4 Flexible, Scalable Learning Delivery Options for Today's Pharma Field Force!

Clarity understands the time demand on customer-facing teams in Pharma. We also know that sometimes, the most valuable learning occurs in short-durations and just-in-time. Here are the different ways we work with our clients to have an impact:

Delivery Option 1
Delivery Option 2
Delivery Option 3
Delivery Option 4


Clarity's been there, done that in Pharma account management.

Here are the healthcare account types, therapeutic areas and customer-facing roles Clarity has worked with over the years:


Industry Account Types


  • Govt. Health Systems-Payers
  • IDN/Hospital Systems
  • Medical Groups/Clinics
  • HMOs
  • University Medical Centers
  • Private Payers
  • Wholesalers/Pharmacies
  • GPOs
  • Acute Care/Long Term Care
  • PBMs


Therapeutic Areas


  • Oncology
  • Immunology
  • Cardiovascular
  • Central Nervous System
  • Diabetes
  • Respiratory
  • Dermatology
  • Rare Diseases
  • Dermatology
  • Rheumatology
  • Women's Healthcare
  • Ophthalmology
  • Radiology
  • Gastroenterology
  • Infectious Disease  

Customer-facing Roles


  • Account Managers (AMs, KAMs, SAMs, NAMs)
  • Commercial Sales Reps
  • Market Access/Patient Access
  • Medical Affairs
  • Marketing/Brands
  • Legal/Compliance
  • Finance
  • Patient Programs





Clarity can help.

With deep Pharma expertise, a comprehensive approach towards customer engagement and a global reach, Clarity can help your field teams develop competitively differentiated account strategies that bring them into alignment with today's pharma stakeholders.


Strategy Consulting & Change Management

  • Senior Leadership Exchange Sessions
  • Account Archetype Profiling & Segmentation
  • Healthcare Landscape Education
  • Pre-launch Planning
  • Change Management Programs



Customized Models & Content

  • Locally Tailored, Organizationally Consistent
  • Account and TA-specific Case Studies
  • Account Management Models and Content for:
    • KAMs, Reps, Market Access, Medical
    • SAMA-aligned Content & Modules



Multiple Training Delivery Options

  • Instructor-Led Live Workshops
  • Blended Learning
  • SCORM/xAPI eLearnng
  • Cloud-based Micro Learning