Integrate it in this way into your B2B Marketing and Sales Plan , depending on the objective.
As we mentioned earlier, the strategy will depend on the objective and from there, the skills of the people and the tools will vary.
For example, a strategy that seeks to capture business in prescriptions should use price calculation tools with its distributors/manufacturers to streamline the process. On the other hand, those that have a more brand-oriented objective should look for more inspirational tools such as events, visual catalogues, etc.
The team's skills should not be the same as those cyprus lists of the sales team, and in my opinion, neither should the functional dependency. The closer the background of the people on this team is to the end customer, the better.
Mixing everything is not a good option. Create your own spaces. This is one of the 5 most important keys to knowing how to design a B2B prescription strategy.
Have your marketing network (your direct customers) well developed and connected.
In my experience, this is the most important thing. Not having it is like going fishing with a broken net. In a B2B2C channel, if your first B to whom you sell (distributor, manufacturer, etc.) is not aligned or simply does not exist, you will make a lot of noise and generate a lot of expectation, but when the time comes, you will not be able to turn it into a business and everyone will be frustrated.
It is important to know that without them you will not do anything, so participating with them in the design with a lot of transparency and offering it as a differential service is the key in my experience.