Industry-Specific Customer Engagement Insights, 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!


4 Zones



"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
Delivery Option
Delivery Option
Delivery Option


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
  • 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