ABSTRACT
Key account management (KAM) has become a strategic priority for many life sciences companies. However, the industry is at a relatively early state of KAM effectiveness. Organized customer trends and KAM’s current state in life sciences raises three questions about the future of KAM in the industry: How will the importance of KAM evolve in life sciences? In what ways will organizations seek to advance their KAM strategies and capabilities? How might longer-term shifts in the healthcare ecosystem and priorities impact KAM? This chapter provides some perspectives on these three questions.
