Case Study
Our KAM teams were doing a lot of work in spreadsheets, standalone PowerPoint decks, and separate systems. Without one shared place to plan and track our key accounts, we risked losing momentum right as our launch was ramping up.
Keith Moran Director, Strategy & Operations, Field Marketing
Bristol Myers Squibb’s Neuroscience business unit runs key account management (KAM) for its behavioral health portfolio, engaging hospital and health system accounts across a behavioral health and neuroscience footprint. In January 2026, with a major product launch accelerating, the team moved fast: it rolled out Valkre to give every KAM one shared place to plan and execute strategy, replacing the spreadsheets and standalone PowerPoint decks that had been layered on top of Veeva, its system of record.
Before Valkre, the team ran account planning through a mix of spreadsheets, OneNote, and standalone PowerPoint decks, an approach that worked well early on but grew harder to keep in sync as the launch and the team scaled. Reacting quickly when an account changed, and catching every growth signal across a fast-growing group, took more manual coordination than the pace of the launch allowed. The team needed technology built to keep key insights and account plans current and consistent across the entire group, not just accurate on the day they were built.
Plans Spread Across Multiple Tools: Account plans lived across spreadsheets, OneNote, and standalone PowerPoint decks, a natural byproduct of a fast-scaling launch that made it harder to keep everyone aligned.
Real-Time Visibility Across Accounts: As the team and the launch scaled quickly, keeping a shared, real-time view of every account got harder to maintain, which slowed reaction time when priorities shifted.
Consistent Strategy & KPI Tracking: Tracking strategy and KPIs consistently across a fast-growing team was difficult, so promising signals at key accounts weren’t always caught as early as they could have been.
Valkre worked hand in hand with the BMS Neuroscience team to configure a Phase 1 KAM workflow, strategy Map, Objectives, Account Survey & Profile, Stakeholders, Initiatives, and Milestones all built on SAMA best practices and mapped to how the KAM team already worked. The team went live in May with single sign on, hospital tiering, an AI news feed, embedded account profiling questions, and multiple inbound data automations already in place. From there, Valkre layered in the data connections and training KAMs needed to make it their daily home for account planning and insight generation and not one more system to maintain alongside the old ones.
SAMA Based Workflow
Automated Data Integration
Role Based Onboarding
A few months after go live, BMS Neuroscience surveyed its KAM team on how the transition was going. The results show a program that’s already reshaping daily behavior: KAMs report feeling more organized, more confident walking into QBRs, and spending far less time on administrative upkeep than they did with the previous Veeva and PowerPoint process.
Key Outcomes
Now I have one reliable, updated place to look and update data on key accounts. I love it!”
KAM, BMS Neuroscience
