The accelerating consolidation of healthcare delivery organizations into integrated delivery networks (IDNs) shows no sign of slowing down. Future commercial success will depend on manufacturers’ ability to rapidly align marketing and sales with the evolving purchasing decision processes of IDNs. In her latest column for eyeforpharma, Planning for Success in an IDN Environment, President Rita Numerof discusses this important trend, including the steps manufacturers must take to successfully position themselves to achieve critical mass on IDN formularies.