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Why Key Account Management Matters for a Successful Pharma Product Launch
A strategic approach to key account management (KAM) can help pharmaceutical companies align commercial, medical, and market-access teams around the healthcare organizations that most influence product adoption, access, and treatment decisions during a US launch.
No. Size alone is not enough. A company should consider strategic relevance, patient opportunity, access influence, treatment concentration, stakeholder importance, and the potential impact of account-specific engagement.
Q6. How is KAM success measured?
Measurement should go beyond activity counts. Depending on the program, useful indicators may include access progress, account adoption, stakeholder engagement, achievement of account objectives, and commercial performance.
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