Pharma must establish innovative, strategic KAM strategies to navigate IDN’s complexities

As larger and more integrated networks are able to leverage greater economies of scale to maintain lower costs and increase quality care delivery, it is expected that Integrated Delivery Networks (IDNs) will continue to expand in scale and capabilities. There is no question that navigating, let alone penetrating, this complex and emerging IDN landscape and other large Physician Group customer segments is extremely challenging for pharma manufacturers.

To compete, companies will need to shift their traditional account management strategies to effectively prove their value proposition and create mutually beneficial B2B relationships.