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The Active Ingredient features expert insights and commentary from leaders of ZS Associates' global pharmaceuticals practice.

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Achieve KAM Success by Overcoming the ‘Challenge From Within’

Posted by Pratap Khedkar on Wed, May 09, 2018

Headlines proclaiming the latest healthcare merger, consolidation or vertical integration are hitting our screens with increasing frequency. The U.S. healthcare ecosystem is changing pretty rapidly now. Care delivery models are shifting, and cross-industry collaborations are more commonplace.

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Topics: Pratap Khedkar, key account management, organizational alignment, commercial strategy, sales organizations, pharma companies, commercial transformation, leadership challenges

Ready for Your Customers to Tear Down Some Walls—and Build Others?

Posted by Paul Darling on Wed, Apr 25, 2018

The walls are coming down throughout the healthcare ecosystem as cross-industry M&A activity continues. From Walmart’s interest in Humana to Cigna’s push for Express Scripts, vertical integration is pairing up pharmacies, payers and PBMs. Healthcare sectors once separated by rigid corporate HQs now will be separated by the flimsy, pushpin-filled walls of office cubicles. Such deals abound across the healthcare landscape, and in corporate America, too, where companies—many of which already act as their own payers—are teaming up with providers to offer in-house healthcare options to employees.

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Topics: vertical integration, healthcare ecosystem, consolidation, value proposition, pharma companies, commercial transformation, B-to-B selling, device manufacturers, new partnerships, Southwest Airlines

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