Industry-Specific Customer Engagement Training and Solutions

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Measuring KAM Performance

27 March, 2018

In a recent report, eyeforpharma advised that pharma still has yet to develop effective new models for measuring KAM performance.

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Matrix Account Teams in Pharma – The Intersection of COLLABORATION and IMPACT

7 March, 2018

The need for multiple account-facing and home office individuals in pharma to come together with one unified customer engagement approach has grown more acute then ever. Customers increasingly expect it as a key differentiator when deciding which manufacturers to align with. And providing competitively differentiated solutions becomes an onerous task in the absence of a […]

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The Impact of the Healthcare “Ecosystem”- Understanding the inter-connectivity between policy makers, payers and providers

14 February, 2018

Like everything else in healthcare these days, the approach pharmaceutical account management teams must take in more thoroughly understanding customer and patient needs is evolving. Rapidly.  

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Medical Device & Technology

20 July, 2017

Evolving the Commercial Model for Sustained Value Co-creation As the healthcare landscape continues to undergo its seismic shifts, one thing is clear. Medical Device / MedTech companies must force themselves to focus on identifying the operational levers that matter most in reshaping how they approach customers and engage in value co-creation. The old models have expired […]

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3 STRATEGIC IMPERATIVES for PHARMA

6 June, 2017

As much press as there’s been lately on issues like pricing transparency, regulatory pressures and the digitization of patient empowerment, these are not strategic imperatives. Big headaches for Pharma executives maybe; but they’re the not the forward-looking, innovative “game changing” strategies those most senior leaders are hopefully hard at work on.

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Data vs. Discussions for pharma KAMs

11 May, 2017

Why crunching the numbers will never replace building relationships The recent announcement of QuintilesIMS teaming up with Salesforce.com to provide clinical trial and prescription data analysis to pharma sales forces is the latest indication that the word of big data is starting to penetrate the daily workflow for commercial teams in the space.

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Pharma Key Account Management – The Evolution Continues…

27 April, 2017

Nowadays, as the pharma industry faces an even faster rate of decline in available HCP access and detailing discussions, the pressure to develop a proper “KAM organization” intensifies.

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5 Ways to Re-think the Role of the Sales Force at Launch

2 March, 2017

Rep versus KAM Influence and Engagement: While your primary care and specialty rep sales forces may be the main focus in getting the field ready to engage with customers during launch time, they may in fact be the less important group to start with. Why? Because there are a host of issues, challenges and pressures your provider and payer customers are facing at the upper […]

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Measuring KAM Performance

23 February, 2017

In a recent report, eyeforpharma advised that pharma still has yet to develop effective new models for measuring KAM performance.

Read More

The Customer Engagement Challenge

7 February, 2017

In a 2015 survey, a majority of senior pharmaceutical executives believed their companies would be “restructuring their commercial models over the next 2 years” – Eyeforpharma: Goodbye Sales & Marketing, Hello Commercial Team. This white paper also notes the ‘lack of certainty and direction’ within the Pharma industry.

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