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Resource and channel orchestration – a key capability in the future of Key Account Management

Customer-centric capabilities 01st September 2020

As local healthcare providers have adapted to provide services, it has clear implications for how pharmaceutical and biotech organisations engage with customers. 

Informed by our data and through distilling our 20 years of award-winning experience in key account management, this video and accompanying guide provides insight into 1 of 6 capabilities that are emerging as crucial given how healthcare providers have adapted, and as pharma and biotech organisation’s seek ways to best engage customers and key accounts.

What is resource and channel orchestration?

In a Rubica survey conducted in Q2 of 2020, 31% of pharmaceutical sales representatives said they didn’t feel they used each others expertise to deliver success in priority accounts.

Resource and channel orchestration is about gaining the skills and confidence to match resources and channels to an account, based on customer preferences and current opportunities. Account managers act as a compass identifying the ‘best fit’ combinations based on their understanding of available options and account/customer/patient needs and wants.

Free guide

The future of Key Account Management - the 6 capabilities that are now needed

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