MDD Exec Europe
Mar 27-29, 2012 | Barcelona
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ZS Associate Principal Brian Chapman will present Built to Last: Building a Key Account Management Organization that Drives Long Term Value, and with ZS colleagues will lead a focused workshop on Coping with the Pressure: Sales, Marketing and Pricing Strategies in the New Reality of Hospital Selling at this conference for the medical devices and diagnostics industry.
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Built to Last: Building a Key Account Organization that Drives Long Term Value
Brian Chapman, Associate Principal, ZS Associates
Many life-science companies are realizing an urgency to move towards a KAM model to engage their rapidly evolving customer base. Despite this strong impetus, many organizations are disappointed with the results. This presentation will focus on
- The key capabilities required for KAM
- The critical implementation moves to make it stick
- Tips on how to embed the thinking deep within the organization
Workshop: Coping with the Pressure—Sales, Marketing and Pricing Strategies in the New Reality of Hospital Selling
ZS Associates
The debt crisis and economic pressures on the hospital selling model in Europe, combined with maturing product portfolios, is challenging many companies to consider more significant changes to the sales and marketing model. This interactive workshop will give you a chance to interact with fellow delegates to discuss new developments in
- Innovative marketing strategies
- Pricing rationalization and management strategies
- Low cost sales models
For more conference information and online registration, please visit the MDD Exec website.