Internal KAM Suite

KAM Qualification, Evaluation, and Account Summary

A single linked internal microsite for deciding whether an account qualifies for KAM focus, documenting a deeper account evaluation, and rolling everything into an executive summary dashboard.

1. Growth Qualification

Start here. All four qualification requirements should be satisfied to proceed as a true KAM account.

Required rule: If any required answer below is not met, this is likely not a KAM account.
Annual Unit Potential must be 500+ across all vendors
Pending
Leadership desire to grow
Pending
Willingness to partner on change across operations, pricing, or workflow
Pending
Ability to execute change with authority and leadership alignment
Pending

2. Snapshot of Current Business

Document current share of wallet, competitive mix, and commercial constraints.

3. Growth Opportunity & Mindset

Understand what the practice wants, what it feels is missing, and whether outside guidance is already influencing the business.

Qualification Recommendation

The guide below reflects your required qualification answers and leadership-readiness signals.

Required Criteria Met
0 / 4
All four are required for a true KAM fit.
Phonak Share
0%
Current share of wallet entered for Phonak.
Estimated Units
0
Annual unit estimate across all vendors.
Growth Target
$0
Revenue goal the account wants to achieve.
Decision Status
Pending review
Complete the required growth qualification section to generate an initial recommendation.
Quick guide: Green Light = 500+ units, strong growth mindset, and operational flexibility. Yellow Light = volume exists but alignment or access is weaker. Red Light = no real desire to grow, insufficient scale, or inability to implement change.

1. Account Overview

Capture the core account profile, key contacts, and ownership of the evaluation.

2. Practice Structure

Document the shape of the practice, staffing model, and operational ownership.

3. Patient Volume & Flow

Enter current-state funnel assumptions or known account metrics.

4. Audiology Performance Metrics

Capture production and commercial performance to compare current state against best practice potential.

5. Care Pathway Assessment

Identify where patient drop-off occurs and whether time-to-next-step is contributing to leakage.

6. Operational Observations

Assess physician engagement, recommendation strength, and handoff consistency.

7. Financial Model

Document ownership structure and reimbursement mix to frame the business case.

8. Growth Opportunity Indicators

Flag visible gaps and note the highest-priority levers for improvement.

9. Strategic Hypothesis

State your point of view going in. This should reflect the account story, likely bottlenecks, and what you believe is suppressing growth.

10. Recommended Next Steps

Define the most appropriate follow-up motion based on account maturity, receptivity, and upside.

Account Summary Dashboard

A rolled-up view of account fit, operating conditions, growth levers, and estimated upside.

Account
Not set
Primary account name used across the suite.
Decision Status
Pending
Qualification recommendation from the required gate.
Estimated Units
0
Total annual unit estimate across all vendors.
Phonak Share
0%
Current share of wallet entered for Phonak.
Annual ENT Visits
0
Entered annual ENT volume.
Annual Revenue
$0
Current hearing aid revenue entered.
Units / Patient
0.00
Average units per treated patient.
ASP / Unit
$0
Average selling price per hearing aid unit.
Internal Recommendation
Needs review
Populate qualification and evaluation details to generate an internal KAM recommendation and account narrative.

Opportunity Snapshot

Key inputs that shape the growth narrative and whether the account can realistically move.

Leadership Access
Not set
Your level of access to the primary decision makers.
Leadership Alignment
Not set
ENT and audiology alignment on growth and execution.
Top Next Step Count
0
Number of recommended follow-up motions selected.
Observed Gaps
0
Count of meaningful performance gaps flagged.
Strategic hypothesis will appear here once entered.

Calculated Funnel View

Derived from the patient-flow assumptions entered on the evaluation screen.

Referred
0
Annual patients referred for hearing evaluation.
Tested
0
Patients completing a hearing test.
Aidable
0
Patients identified as aidable candidates.
Consults
0
Patients who reach consultation scheduling.

Account Narrative

Use this as a starting internal summary before a business review or territory prioritization meeting.

The account narrative will be assembled here from your inputs.
Suggested workflow
Qualify first. If the account clears the threshold, complete the deeper evaluation intake. Then use this dashboard as the internal briefing page for prioritization, planning, and executive discussion.