AstraZeneca PLC (AZN): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el mundo dinámico de los productos farmacéuticos globales, AstraZeneca PLC es un faro de innovación y excelencia estratégica, transformando desafíos médicos complejos en soluciones innovadoras. Con un lienzo de modelo de negocio meticulosamente elaborado que abarca la investigación, el desarrollo y la atención centrada en el paciente, este gigante farmacéutico se ha posicionado a la vanguardia del avance médico, impulsando los tratamientos transformadores en oncología, dominios cardiovasculares y respiratorios. Al aprovechar las asociaciones estratégicas, las instalaciones de investigación de vanguardia y un compromiso con la medicina personalizada, AstraZeneca ha creado un marco robusto que no solo genera ingresos sustanciales, sino que también mejora fundamentalmente los resultados de salud del paciente en todo el mundo.

AstraZeneca PLC (AZN) - Modelo de negocios: asociaciones clave

Colaboraciones estratégicas con instituciones de investigación farmacéutica global

AstraZeneca ha establecido asociaciones clave con las siguientes instituciones de investigación:

Institución	Enfoque de colaboración	Año establecido
Universidad de Oxford	Desarrollo de vacunas Covid-19	2020
Escuela de Medicina de Harvard	Investigación oncológica	2018
Imperial College London	Investigación de enfermedades respiratorias	2019

Asociaciones con compañías de biotecnología para el desarrollo de medicamentos

Las asociaciones de biotecnología de AstraZeneca incluyen:

• Moderna: colaboración tecnológica de ARNm
• Daiichi Sankyo: Desarrollo de medicamentos oncológicos
• Regeneron: investigación de anticuerpos

Socio de biotecnología	Monto de la inversión	Área de investigación
Moderna	$ 1.2 mil millones	Tecnología de vacunas
Daiichi Sankyo	$ 6.9 mil millones	Terapéutica del cáncer
Regenerón	$ 500 millones	Investigación de anticuerpos

Alianzas del Centro de Investigación Académica y Médica

Las asociaciones de investigación académica de AstraZeneca incluyen:

• Universidad de Johns Hopkins
• Centro Médico de Stanford
• Memorial Sloan Kettering Cancer Center

Organizaciones de fabricación de contratos para el escala de producción

Socio de fabricación	Capacidad de producción	Valor de contrato
Grupo lonza	500 millones de dosis de vacuna/año	$ 375 millones
Instituto de suero de la India	1 mil millones de dosis de vacuna/año	$ 270 millones

Asociaciones gubernamentales y del sistema de salud en todo el mundo

País/región	Tipo de asociación	Enfoque de vacuna/tratamiento
Estados Unidos	Operación Velocidad de urdimbre	Vacuna para el COVID-19
unión Europea	Acuerdo de compra anticipada	Vacuna para el COVID-19
India	Programa Nacional de Vacunación	Distribución de vacunas Covid-19

AstraZeneca PLC (AZN) - Modelo de negocio: actividades clave

Investigación y desarrollo farmacéutico

AstraZeneca invirtió $ 8.1 mil millones en I + D en 2022, lo que representa el 22.4% de los ingresos totales. La investigación se centra en oncología, cardiovascular, renal, metabolismo y enfermedades respiratorias.

Año de inversión de I + D	Cantidad total	Porcentaje de ingresos
2022	$ 8.1 mil millones	22.4%
2021	$ 7.5 mil millones	21.8%

Ensayos clínicos y pruebas de drogas

AstraZeneca realiza ensayos clínicos extensos en múltiples áreas terapéuticas.

• 173 ensayos clínicos en curso en 2022
• Más de 50,000 pacientes inscritos en estudios clínicos
• 45 nuevas entidades moleculares en tuberías de desarrollo

Fabricación farmacéutica

AstraZeneca opera 20 instalaciones de fabricación a nivel mundial en 16 países.

Región	Número de sitios de fabricación
América del norte	6
Europa	8
Asia Pacífico	6

Marketing global y ventas de tratamientos médicos

AstraZeneca reportó ingresos totales de $ 36.1 mil millones en 2022, con una importante presencia del mercado global.

• Operaciones en más de 100 países
• Ventas en oncología: $ 12.4 mil millones
• Ventas en segmento cardiovascular: $ 6.8 mil millones

Innovación continua en tecnologías biofarmacéuticas

AstraZeneca se centra en plataformas tecnológicas avanzadas que incluyen ARNm, conjugados de anticuerpos y terapias génicas.

Plataforma tecnológica	Número de programas activos
Tecnología de ARNm	12
Conjugados con anticuerpo-fármaco	8
Terapia génica	6

AstraZeneca PLC (AZN) - Modelo de negocio: recursos clave

Cartera de propiedad intelectual extensa

AstraZeneca posee 22,500 familias de patentes a partir de 2023, con una cartera de patentes global valorada en aproximadamente $ 43.7 mil millones. La propiedad intelectual de la compañía abarca múltiples áreas terapéuticas.

Categoría de patente	Número de patentes	Valor estimado
Patentes oncológicas	6,750	$ 15.2 mil millones
Patentes cardiovasculares	4,500	$ 10.8 mil millones
Patentes respiratorias	3,600	$ 8.6 mil millones

Investigaciones avanzadas y instalaciones de desarrollo

AstraZeneca opera 16 centros de I + D globales con una inversión anual total de I + D de $ 7.1 mil millones en 2023.

• Cambridge, Reino Unido (sede global de I + D)
• Boston, EE. UU.
• Gotemburgo, Suecia
• Shanghai, China

Fuerza laboral científica y médica calificada

Fuerza laboral total: 75,000 empleados a nivel mundial, con un 22% con títulos científicos avanzados.

Categoría de empleado	Número de empleados	Porcentaje
Profesionales de I + D	15,750	21%
Especialistas en investigación clínica	6,000	8%
Personal de fabricación	12,000	16%

Capital financiero sustancial para inversiones

Recursos financieros a partir del cuarto trimestre 2023:

• Equivalentes en efectivo y efectivo total: $ 13.2 mil millones
• Ingresos anuales: $ 45.8 mil millones
• Inversión de I + D: $ 7.1 mil millones
• Capitalización de mercado: $ 190 mil millones

Infraestructura sofisticada de ensayos clínicos

AstraZeneca realiza aproximadamente 500 ensayos clínicos anualmente en 70 países.

Fase de prueba	Número de pruebas	Duración promedio
Fase I	125	1-2 años
Fase II	200	2-3 años
Fase III	150	3-4 años
Fase IV	25	4-5 años

AstraZeneca PLC (AZN) - Modelo de negocio: propuestas de valor

Tratamientos innovadores para afecciones médicas complejas

AstraZeneca invirtió $ 6.1 mil millones en I + D en 2022, centrándose en desarrollar terapias innovadoras.

Área terapéutica	Inversión de I + D	Nuevas aprobaciones de drogas (2022)
Oncología	$ 2.3 mil millones	3 nuevos tratamientos contra el cáncer
Cardiovascular	$ 1.4 mil millones	2 nuevas drogas cardiovasculares
Respiratorio	$ 1.2 mil millones	1 nuevo medicamento respiratorio

Productos farmacéuticos de alta calidad

Los ingresos farmacéuticos globales alcanzaron los $ 43.4 mil millones en 2022, con un 94% de cumplimiento de la calidad del producto.

• Instalaciones de fabricación certificadas ISO 9001
• Procesos de control de calidad estrictos
• Cumplimiento de las prácticas de fabricación farmacéutica (GMP)

Centrarse en oncología, enfermedades cardiovasculares y respiratorias

Categoría de enfermedades	Cuota de mercado	Ingresos (2022)
Oncología	12.5%	$ 15.2 mil millones
Cardiovascular	8.7%	$ 10.6 mil millones
Respiratorio	9.3%	$ 11.8 mil millones

Medicina personalizada y terapias dirigidas

La cartera de medicamentos de precisión generó $ 7.6 mil millones en 2022, con 22 terapias dirigidas.

• Integración de pruebas genómicas
• Se acerca a los abordajes de tratamiento con biomarcadores
• Soluciones de oncología personalizadas

Compromiso para mejorar los resultados de salud del paciente

Los programas de acceso al paciente apoyaron a 2,3 millones de pacientes en todo el mundo en 2022.

Iniciativa de apoyo al paciente	Alcance global	Inversión
Programas de asistencia al paciente	78 países	$ 340 millones
Acceso al ensayo clínico	52 países	$ 220 millones
Asequibilidad de medicamentos	65 países	$ 280 millones

AstraZeneca PLC (AZN) - Modelo de negocios: relaciones con los clientes

Compromiso médico directo

AstraZeneca mantiene el compromiso directo con los profesionales médicos a través de:

Canal de compromiso	Volumen de interacción anual
Interacciones representativas médicas	Más de 250,000 compromisos médicos directos a nivel mundial
Reuniones de la junta asesora científica	Aproximadamente 120 reuniones especializadas por año
Patrocinios de la Conferencia Médica	72 Conferencias médicas internacionales apoyadas en 2023

Programas de apoyo al paciente

Las iniciativas de apoyo al paciente de AstraZeneca incluyen:

• Programas de asistencia al paciente que cubren 37 países
• Apoyo financiero para el acceso a la medicación que llega a 215,000 pacientes en 2023
• Programas de soporte de adherencia a la medicación con una tasa de participación del paciente del 68%

Plataformas de salud digitales y recursos del paciente

Plataforma digital	Estadísticas de usuario
Portal de pacientes de Astrazeneca	1.2 millones de usuarios registrados
Aplicaciones de salud móvil	3 aplicaciones especializadas con 480,000 usuarios activos
Recursos de educación de pacientes en línea	Más de 2.5 millones de visitantes únicos del sitio web en 2023

Comunicación transparente sobre tratamientos médicos

Métricas de transparencia de AstraZeneca:

• Tasa de transparencia de datos de ensayos clínicos: 92%
• Publicación de resultados del estudio clínico público: dentro de los 12 meses posteriores a la finalización del estudio
• Cumplimiento de informes de eventos adversos: 100% de adherencia regulatoria

Iniciativas de educación médica continua

Programa educativo	Alcance anual
Programas de capacitación profesional de la salud	45,000 profesionales médicos capacitados
Plataformas de educación médica en línea	128,000 profesionales de la salud registrados
Programas de subvenciones de investigación	$ 22.5 millones invertidos en educación sobre investigación médica

AstraZeneca PLC (AZN) - Modelo de negocios: canales

Fuerza de ventas directa a proveedores de atención médica

AstraZeneca mantiene una fuerza de ventas global de 62,400 empleados a partir de 2023, con aproximadamente 22,500 dedicados a operaciones comerciales. Los representantes de ventas de la compañía se involucran directamente con:

• Hospitales
• Clínicas farmacéuticas
• Prácticas médicas privadas

Tipo de canal	Número de representantes	Cobertura geográfica
Equipo de ventas de oncología	7,800	Más de 50 países
Equipo de ventas cardiovasculares	6,500	Más de 40 países
Equipo de ventas respiratorias	5,200	Más de 35 países

Plataformas de información médica en línea

AstraZeneca invierte $ 1.2 mil millones anuales en plataformas de salud digital. Los canales digitales incluyen:

• AstraZeneca.com Portal profesional
• Bases de datos de investigación clínica
• Sitios web de consulta médica

Redes de distribuidores farmacéuticos

La red de distribución global incluye:

• McKesson Corporation
• AmerisourceBergen
• Salud cardinal

Distribuidor	Volumen de distribución anual	Alcance del mercado
McKesson	$ 3.8 mil millones de productos AstraZeneca	Estados Unidos
AmerisourceBergen	$ 2.5 mil millones de productos AstraZeneca	América del norte
Salud cardinal	$ 2.2 mil millones de productos AstraZeneca	Mercados globales

Conferencias y simposios médicos

Participación anual de la conferencia:

• Más de 50 conferencias médicas internacionales
• Presupuesto de patrocinio de la conferencia anual de $ 78 millones
• Más de 500 presentaciones científicas anualmente

Canal de marketing digital y telesalud

Gastos de marketing digital: $ 450 millones en 2023

• Publicidad digital programática
• Campañas de salud de las redes sociales
• Plataformas de consulta médica virtual

Canal digital	Compromiso anual	Inversión
Red profesional de LinkedIn	2.3 millones de profesionales de la salud	$ 45 millones
Plataformas de telesalud	1.7 millones de consultas de pacientes	$ 120 millones
Educación médica digital	480,000 profesionales de la salud	$ 85 millones

AstraZeneca PLC (AZN) - Modelo de negocios: segmentos de clientes

Profesionales de la salud

AstraZeneca atiende a aproximadamente 500,000 profesionales de la salud a nivel mundial en varias especialidades médicas.

Especialidad	Alcance estimado
Oncólogos	75,000 profesionales
Cardiólogos	65,000 profesionales
Especialistas respiratorios	55,000 profesionales

Sistemas hospitalarios

AstraZeneca se asocia con más de 10,000 sistemas hospitalarios en todo el mundo.

• Estados Unidos: 4,500 sistemas hospitalarios
• Europa: 3,200 sistemas hospitalarios
• Asia-Pacífico: 2,000 sistemas hospitalarios
• Resto del mundo: 300 sistemas hospitalarios

Organizaciones de atención médica del gobierno

La empresa se involucra con agencias de adquisición de atención médica en más de 100 países.

Región	Número de organizaciones de salud gubernamentales
América del norte	25 organizaciones
unión Europea	35 organizaciones
Asia-Pacífico	28 organizaciones

Proveedores privados de seguros de salud

AstraZeneca colabora con aproximadamente 1,200 proveedores privados de seguros de salud a nivel mundial.

• Estados Unidos: 450 proveedores de seguros
• Mercado europeo: 350 proveedores de seguros
• Mercados internacionales: 400 proveedores de seguros

Pacientes individuales con afecciones médicas específicas

AstraZeneca se dirige a pacientes en áreas terapéuticas clave con poblaciones significativas de pacientes.

Condición médica	La población de pacientes estimada atendió
Cáncer de pulmón	2.2 millones de pacientes
Enfermedades cardiovasculares	5.6 millones de pacientes
Diabetes tipo 2	3.8 millones de pacientes
Asma/EPOC	4.5 millones de pacientes

AstraZeneca PLC (AZN) - Modelo de negocio: Estructura de costos

Extensos gastos de investigación y desarrollo

El gasto de I + D de AstraZeneca para 2022 fue de $ 6.8 mil millones, lo que representa el 13.4% de los ingresos totales. La compañía invirtió recursos significativos en áreas terapéuticas clave:

Área terapéutica	Inversión en I + D (2022)
Oncología	$ 2.3 mil millones
Cardiovascular	$ 1.1 mil millones
Respiratorio	$ 900 millones

Inversiones de ensayos clínicos

Costos de ensayos clínicos para AstraZeneca en 2022:

• Gastos totales de ensayos clínicos: $ 3.5 mil millones
• Número de ensayos clínicos en curso: 184
• Costo promedio por ensayo clínico: $ 19 millones

Costos de fabricación y producción

Los gastos de fabricación para 2022 totalizaron $ 4.2 mil millones, con instalaciones de producción globales en:

Ubicación	Capacidad de producción	Costo de producción anual
Estados Unidos	3 instalaciones principales	$ 1.4 mil millones
Reino Unido	2 instalaciones principales	$ 900 millones
Porcelana	1 instalación importante	$ 500 millones

Gastos de marketing y ventas

Costos de marketing y ventas para 2022:

• Gastos totales de marketing: $ 5.1 mil millones
• Costos operativos de la fuerza de ventas: $ 2.3 mil millones
• Inversión de marketing digital: $ 420 millones

Cumplimiento regulatorio y control de calidad

Cumplimiento y gastos de control de calidad para 2022:

Área de cumplimiento	Gasto
Asuntos regulatorios	$ 650 millones
Sistemas de gestión de calidad	$ 450 millones
Monitoreo de seguridad	$ 350 millones

AstraZeneca PLC (AZN) - Modelo de negocios: flujos de ingresos

Venta de productos farmacéuticos

Los ingresos totales de AstraZeneca para 2022 fueron de $ 43.4 mil millones. Las ventas de productos de oncología alcanzaron los $ 10.9 mil millones en 2022, con productos clave que incluyen:

Producto	Ingresos 2022
Tagrisso	$ 5.2 mil millones
Imfinzi	$ 3.4 mil millones
Lynparza	$ 2.3 mil millones

Ingresos de medicamentos recetados

La vacuna Covid-19 Vaxzevria generó $ 2.9 mil millones en 2022. Las ventas de productos de enfermedades cardiovasculares y metabólicas alcanzaron $ 4.1 mil millones.

• Ventas de productos respiratorios: $ 3.8 mil millones
• Ventas de productos de enfermedades raras: $ 1.6 mil millones

Licencia de propiedad intelectual

La licencia de propiedad intelectual generó aproximadamente $ 750 millones en ingresos para 2022.

Colaboraciones y asociaciones estratégicas

Pareja	Valor de colaboración
Moderna	$ 1.2 mil millones
Daiichi Sankyo	Pagos potenciales de hitos potenciales de $ 6.9 mil millones

Distribución del mercado global de tratamientos médicos

Desglose de ingresos geográficos para 2022:

Región	Ganancia
Estados Unidos	$ 19.8 mil millones
Europa	$ 11.2 mil millones
Porcelana	$ 4.6 mil millones
Resto del mundo	$ 7.8 mil millones

AstraZeneca PLC (AZN) - Canvas Business Model: Value Propositions

AstraZeneca PLC offers value through a focused portfolio of prescription medicines across three core pillars: Oncology, Rare Disease, and BioPharmaceuticals, which includes Cardiovascular, Renal & Metabolism (CVRM), and Respiratory & Immunology.

The company has set a clear financial ambition, which underpins the value proposition of its pipeline innovation.

Metric	Value/Target	Context/Date
Target Total Revenue	$80 billion	By 2030
2023 Total Revenue	$45.8 billion	Actual result
Projected New Medicines Launch	20	By 2030
Peak Year Revenue Potential (per new medicine)	Over $5 billion	For many of the 20 planned launches
Projects in Development (as of mid-2025)	194	Including 18 new molecular entities in late-stage trials
Latest Quarterly Revenue (Q3 2025)	$15.2 billion	Quarterly revenue crossed $15B mark for the first time

The value proposition in Oncology is driven by blockbuster assets and targeted advancements for difficult-to-treat cancers.

• Oncology drug sales jumped 19% to $6.6 billion in Q3 2025.
• Tagrisso sales climbed 11% to $1.9 billion in Q3 2025.
• Imfinzi generated revenue of $1.6 billion in Q3 2025, a jump of 33% year-on-year.
• The pipeline includes targeted therapies like ADCs (Antibody-Drug Conjugates) and specific inhibitors such as AZD0022 (KRas G12D inhibitor).

For chronic diseases within BioPharmaceuticals, solutions like Farxiga demonstrate value through broad indication expansion.

• AstraZeneca increased its cardiovascular portfolio, headed by Farxiga, by 25% through PS1.8 billion following rising indications in heart failure and chronic kidney disease (CKD).
• Farxiga reported sales of nearly $4.4 billion in 2022, a 56% increase over 2021, driven by CKD and heart failure approvals.
• Farxiga reduced the risk of cardiovascular death by 14% and hospitalization for heart failure by 29% in heart failure patients when compared to placebo in combined trials.

A key area of value creation is the rapid delivery of advanced cell therapy treatments through strategic acquisitions.

AstraZeneca acquired EsoBiotec in May 2025 to gain the Engineered NanoBody Lentiviral (ENaBL) platform, which enables in vivo immune cell engineering.

Acquisition Component	Amount	Detail
Upfront Payment	$425 million	Initial payment for EsoBiotec
Contingent Consideration	Up to $575 million	Based on development and regulatory milestones
Total Potential Consideration	Up to $1 billion	Total deal value

The ENaBL platform offers value by potentially transforming treatment administration:

• Therapy delivery is an intravenous injection that takes minutes.
• This contrasts with traditional cell therapy, which takes weeks.
• The platform can potentially treat hundreds of patients from a single batch, unlike autologous therapies.

AstraZeneca PLC (AZN) - Canvas Business Model: Customer Relationships

You're looking at how AstraZeneca PLC (AZN) connects with the key people who prescribe and use their medicines as of late 2025. It's a shift from broad outreach to highly specific, data-informed interactions, especially given their focus areas like Oncology and Rare Diseases.

Dedicated field teams and medical science liaisons (MSLs) for HCP engagement

AstraZeneca PLC continues to rely on its field force, which includes Medical Science Liaisons (MSLs), to serve as scientific conduits to Healthcare Professionals (HCPs). While the exact headcount for the global field team isn't public, we know the scale of the US operation is significant, with the company's US workforce exceeding 25,000 people in 2025. The relationship strategy is now heavily intertwined with digital enablement. The field teams' interactions are being refined to ensure scientific exchange is timely and relevant, moving away from purely transactional visits.

• Collaborate with medical field team members to identify knowledge gaps.
• Support field medical teams where needed for quality oversight.
• Focus on strategic customer outcomes rather than just volume of contacts.

Personalized, data-driven engagement via the new Salesforce Agentforce platform

A major relationship pivot was announced in December 2025: AstraZeneca selected Salesforce Agentforce Life Sciences as its unified global platform to transform customer engagement. This platform is designed to foster stronger relationships with HCPs using data-driven, AI-powered engagement. The goal is to unlock a new era of intelligent engagement globally.

This technology directly impacts the quality of the relationship by providing concrete guidance to commercial and medical teams.

• Consolidate HCP insights for Medical-Commercial Coordination across teams.
• Scale personalized engagement by offering next-best action recommendations to key account, reimbursement, and field teams.
• Orchestrate and automate digital campaigns across multiple channels based on customer preferences.
• Use Model Context Protocol (MCP) interoperability to orchestrate internal and external agent actions seamlessly.

High-touch, specialized support for Rare Disease patients and prescribers

For Rare Disease, the relationship model demands a higher degree of specialized, high-touch support, often extending beyond the initial prescription. The AZ&Me Prescription Savings Program, which supports eligible patients who cannot afford their AstraZeneca medications, saw an update effective April 1, 2025, specifically regarding BRILINTA enrollment changes, showing ongoing management of patient affordability programs. Furthermore, the company is making significant investments to support this portfolio, planning a $2 billion expansion in Maryland manufacturing that will enable, for the first time, production across the entire rare disease portfolio. This commitment signals a long-term relationship focus with this patient segment.

The focus on rare hematologic conditions is evident in their late 2025 scientific presentations, such as new data on ULTOMIRIS for HSCT-TMA, demonstrating deep engagement with specialized prescribers in that therapeutic area.

Long-term strategic alliances with governments and payers for market access

Market access is fundamentally a relationship with payers and government bodies, securing formulary placement and favorable reimbursement. AstraZeneca PLC's strategic moves reflect these long-term commitments. For instance, the July 2025 acquisition of EsoBiotec, valued up to $1bn, included an initial payment of $403m and up to $575m in contingent milestones. Such large-scale, staged investments are indicative of building a pipeline that requires long-term negotiation and partnership with access gatekeepers.

Here's a quick look at some of the scale and financial commitments shaping these relationships:

Metric/Event	Value/Detail	Date/Context
US Workforce Size	Exceeds 25,000 people	2025
Total US Jobs Supported	More than 100,000 jobs overall	2025
EsoBiotec Acquisition Initial Payment	$403 million	July 2025
EsoBiotec Acquisition Contingent Consideration (Max)	Up to $575 million	July 2025
Maryland Manufacturing Investment	$2 billion	2025
Rare Disease Portfolio Manufacturing	Production enabled for the first time	Post-2025 Expansion

The selection of Agentforce 360 for Life Sciences as the unified global engagement solution is a clear action to professionalize and scale these critical HCP and payer relationships using AI-driven insights.

Finance: draft Q4 2025 impact analysis on field force efficiency by next Tuesday.

AstraZeneca PLC (AZN) - Canvas Business Model: Channels

You're looking at how AstraZeneca PLC gets its medicines from the lab to the patient, which is a massive, multi-pronged operation given its global scale. The channels strategy is clearly shifting toward data-driven precision, especially in how they interact with doctors and navigate complex government pricing structures.

Direct sales force targeting Healthcare Professionals (HCPs) and key accounts.

The sheer scale of AstraZeneca PLC's US presence underpins the direct sales effort. The company's US workforce exceeds 25,000 people, supporting over 100,000 jobs overall across the country as of late 2025. This infrastructure supports the face-to-face engagement required for high-value specialty and oncology products. The US market remains central, having accounted for 43% of total revenue in the first nine months of 2024. The company is backing this up with a commitment to invest $50 billion in US manufacturing and R&D through 2030.

Pharmaceutical wholesalers and distributors for global product delivery.

Global delivery relies on a highly sophisticated supply chain, recognized recently for its technological advancements. AstraZeneca PLC won the 2025 Gartner Supply Chain Award for Process/Technology Breakthrough, specifically for developing an innovative tablet manufacturing technology that leverages digital twins to accelerate product build and delivery. This focus on efficiency supports a global footprint where innovative medicines are sold in over 125 countries. The company maintains eleven production sites in the US alone as of Q1 2025, covering small molecules, biologics, and cell therapy.

Direct engagement with governments and national health systems for pricing and formulary inclusion.

Direct negotiation with national health systems is a critical channel for market access and revenue realization. In October 2025, AstraZeneca PLC announced an agreement with the US government to delay Section 232 tariffs for three years, contingent on several pricing concessions. Key elements of this channel engagement include:

• Providing discounts for the Medicaid channel.
• Guaranteeing harmonized prices in developed nations on all new innovative medicines.
• Offering Direct-to-Consumer (DTC) sales to eligible cash-paying Americans for three respiratory drugs at up to 80% off list prices via the TrumpRx.gov platform.
• Committing to launch all new innovative medicines at Most Favored Nation (MFN) prices, matching the lowest costs in OECD countries.

Digital and automated campaigns for HCPs based on customer preferences.

The company is actively digitizing its engagement with Healthcare Professionals (HCPs). AstraZeneca PLC selected Salesforce's Agentforce Life Sciences platform to transform this global customer engagement. This move is designed to orchestrate digital campaigns based on specific customer preferences and scale operations using next-best action recommendations. This channel supports a company that, as of late 2025, is valued at $279 billion and saw its stock surge 41.56% year-to-date. The underlying business momentum is strong, with Total Revenue growing 21% in FY 2024 to $54,073m, and Q1 2025 Total Revenue reaching $13,588m.

Here's a look at the financial context surrounding the channels as of late 2025:

Metric	Value / Rate	Period / Context
FY 2024 Total Revenue	$54,073m	Reported Financials
FY 2025 Total Revenue Guidance (CER)	High single-digit percentage increase	Expected Growth
US Revenue Contribution (9M 2024)	43%	Percentage of Total Revenue
US Investment Commitment	$50 billion	Through 2030 in manufacturing and R&D
US Workforce Size	Exceeds 25,000 people	Direct/Indirect Employment
Respiratory Drug DTC Discount	Up to 80% off list prices	For eligible cash-paying Americans
YTD Stock Performance (as of Dec 2025)	41.56% surge	Year-to-Date

The digital push, using platforms like Agentforce 360 for Life Sciences, is intended to consolidate HCP insights across teams and orchestrate actions across field engagement and commercial operations. This technology integration is key to maximizing the effectiveness of the direct sales force and digital outreach simultaneously.

AstraZeneca PLC (AZN) - Canvas Business Model: Customer Segments

Global Patients across Oncology, Rare Disease, and BioPharmaceuticals.

AstraZeneca PLC medicines are used by millions of patients worldwide, with Total Revenue for H1 2025 reaching $28,045 million.

The revenue contribution by therapeutic area for H1 2025 shows the primary patient focus:

Therapy Area	H1 2025 % of Total Revenue	Q2 2025 Revenue ($m)
Oncology	43%	$6,310
CVRM (Cardiovascular, Renal & Metabolism)	23%	$3,640
Rare Disease	15%	$2,940
R&I (Respiratory & Immunology)	15%	N/A
V&I	1%	N/A
Other	2%	N/A

Specific product performance indicates patient demand:

• Ultomiris sales in Rare Disease were $1,180 million in Q2 2025, up 25%.
• Soliris sales in Rare Disease were $530 million in Q2 2025, down 24%.
• Enhertu revenue in Oncology was $666 million in Q2 2025, up 41%.
• Farxiga in CVRM accounted for 15% of CVRM sales, reaching $2,150 million.

Healthcare Professionals (HCPs): Oncologists, Cardiologists, Pulmonologists, and Specialists.

The clinical trial success directly impacts the specialists who prescribe AstraZeneca PLC's medicines. The company announced 12 positive Phase III trial readouts in H1 2025, including for Baxdrostat, Gefurulimab, and Tagrisso.

The focus areas for these specialists are reflected in the revenue breakdown:

• Oncologists drive the largest segment, with Oncology revenue up 18% in Q2 2025.
• Cardiologists and specialists in Renal/Metabolism are served by the CVRM segment, which grew 3% in Q2 2025.
• Pulmonologists and specialists in Immunology are key for the R&I segment, which grew 13% in Q2 2025.

Institutional Payers and Governments (e.g., US Medicare, China VBP).

These entities control access and reimbursement, directly impacting realized revenue. AstraZeneca PLC is making significant commitments in the US market, a key payer segment.

Financial commitments to the US payer environment include:

• Pledged $50 billion to continue growth in the US by 2030.
• Broke ground on a new $4.5 billion manufacturing facility in Virginia in October 2025.
• Announced a historic agreement with the US administration in October 2025 to lower the cost of prescription medicines for American patients.

In China, a specific payer/regulatory issue involved Shenzhen City Customs Office regarding suspected unpaid importation taxes for Enhertu amounting to $1.6 million.

Alliance Partners (e.g., Daiichi Sankyo) for co-development and co-commercialization.

Strategic alliances generate Alliance Revenue, which was $639 million in Q1 2025 (up 40%) and $1,293 million in H1 2025 (up 38%).

Key partnerships and associated financial figures include:

Partner	Collaboration/Deal Type	Key Financial Figure(s)
Daiichi Sankyo	Co-commercialization (Enhertu, Datroway)	Enhertu revenue up 41% in Q2 2025.
CSPC Pharmaceuticals Group Limited	Research collaboration	Upfront payment of $110 million; up to $1.62 billion in development milestones; up to $3.6 billion in sales milestones.
EsoBiotec	Acquisition	Total consideration up to $1 billion; initial payment of $425 million; up to $575 million contingent.
BioKangtai	Joint Venture (Vaccine Production)	Registered capital of RMB 345m (approx. $50 million); total investment approx. $400 million.
FibroGen China	Acquisition	Total consideration approx. $160 million.

AstraZeneca PLC (AZN) - Canvas Business Model: Cost Structure

You're looking at the hard numbers driving AstraZeneca PLC's spending as we head into the end of 2025. It's a cost structure dominated by heavy investment in the pipeline and significant operational scaling.

High Core R&D Expenditure

Research and Development spending remains a massive fixed cost driver for AstraZeneca PLC, reflecting the long-term nature of drug development. For the twelve months ending September 30, 2025, Research and Development expenses totaled $15.047B. This intense investment is part of the broader commitment to drive growth toward the 2030 ambition, which includes a pledge of $50 billion in US manufacturing and R&D investment through 2030. The company is focused on late-stage pipeline readouts, with 16 positive Phase III trials announced through the first nine months of 2025.

Significant Capital Expenditure (CapEx)

Capital expenditure is seeing a major step-up to support this pipeline and future commercialization. The Group expected to increase expenditure on tangible assets and Software-related intangible assets by approximately 50% in fiscal year 2025, building on the $2,218m spent in fiscal year 2024. This investment is being channeled into manufacturing expansion projects and technology upgrades. For instance, in October 2025, AstraZeneca broke ground on its new $4.5bn manufacturing facility in Virginia.

Cost of Sales and Alliance Partner Payaways

The Cost of Sales line reflects the direct costs of producing and delivering medicines, but it is significantly impacted by profit-sharing agreements. Effective January 1, 2025, AstraZeneca adopted a new 'Gross Margin' measure, calculated as Gross Profit as a percentage of Total Revenue, which now encompasses alliance and collaboration revenue components that previously impacted the margin calculation differently. The rising contribution of Product Sales with profit-sharing arrangements-for products like Lynparza, Enhertu, and Tezspire-negatively impacts the Gross Margin because AstraZeneca records the sales but pays away a share of the gross profits to collaboration partners.

For example, in a recent collaboration with CSPC Pharmaceuticals Group Limited, AstraZeneca is eligible to pay up to $3.6bn in sales milestone payments plus potential single-digit royalties based on annual net sales.

Selling, General, and Administrative (SG&A) Costs

SG&A costs are being managed relative to revenue growth, with the Core SG&A as a percentage of Total Revenue showing some compression. For the first half of 2025, Core SG&A was reported at 26% of Total Revenue. By the nine months ending September 30, 2025, this figure had slightly improved to 25% of Total Revenue. The absolute SG&A expense for the twelve months ending September 30, 2025, was $20.420B, representing a slight decline year-over-year from the prior twelve-month period. The primary driver for SG&A expense changes in the first half of 2025 was market development activities supporting launches and existing brand growth.

Here's a look at key cost structure metrics as of late 2025:

Cost Component	Latest Reported Figure (FY 2025 Data)	Context/Period
R&D Expenditure (Absolute)	$15.047B	Twelve months ending September 30, 2025
Core SG&A (% of Total Revenue)	25%	Nine months ending September 30, 2025
CapEx Increase (YoY Expectation)	Approximately 50% increase	Expected for FY 2025 vs FY 2024
US DTC Discount (Agreement)	Up to 80% off list prices	For eligible chronic disease patients under October 2025 agreement

Pricing Pressure Dynamics

External pricing mechanisms are directly impacting the Gross Margin line. The 2025 Medicare Part D program redesign introduced new financial responsibilities for manufacturers. Specifically, manufacturers are now obligated to contribute:

• 10% of patient costs for all branded drugs during the coverage period.
• 20% of patient costs during the catastrophic period.

These adjustments, such as those for sales reimbursed by the Medicare Part D program, have diluted the Gross Margin. Furthermore, AstraZeneca entered a historic agreement in October 2025 to lower costs for American patients, which includes providing Direct-to-Consumer sales at discounts up to 80% off list prices. In China, while the company faces ongoing investigations, it is also navigating the pricing environment, having previously seen revenues hurt by Volume-Based Procurement (VBP) dynamics. The company also noted an agreement with the US Department of Commerce to delay Section 232 tariffs for three years.

AstraZeneca PLC (AZN) - Canvas Business Model: Revenue Streams

You're looking at the hard numbers driving AstraZeneca PLC's top line as of late 2025. The revenue streams are clearly segmented, showing a heavy reliance on product sales, supplemented by strategic partnerships.

AstraZeneca PLC's H1 2025 Total Revenue was $28.045 billion. For the full year 2025, the company guided for total revenue to increase by a high single-digit percentage at Constant Exchange Rates (CER).

Here's the quick math on the components making up that first half performance:

Revenue Component	H1 2025 Actual ($ million)	H1 2025 CER Growth (%)
Product Sales	26,670	8
Alliance Revenue	1,293	38
Collaboration Revenue	82	68
Total Revenue	28,045	9

Product Sales form the bulk of the revenue, which you'd expect from a major pharmaceutical firm. The growth in Alliance Revenue is particularly strong, reflecting successful profit-sharing arrangements on partnered products.

Product Sales from key growth drivers are a major focus. While the full H1 2025 breakdown for every requested product isn't explicitly detailed here, we see strong performance from the Oncology portfolio, which is a primary driver for products like Tagrisso and Enhertu (partnered with Daiichi Sankyo). For context, looking at the Q2 2025 results:

• Revenue from Tagrisso climbed 13% to $1.8 billion.
• Sales from Imfinzi were up 10% to $1.5 billion in Q2 2025.

Farxiga, a key cardiovascular, renal, and metabolism (CVRM) driver, contributes significantly to the overall Product Sales figure, which totaled $26,670 million for H1 2025.

Alliance Revenue is derived from profit-sharing on partnered medicines. Tezspire, partnered with Amgen, is a key contributor in the Respiratory & Immunology (R&I) segment, which saw strong growth. The 38% year-over-year growth in Alliance Revenue to $1,293 million in H1 2025 highlights the value of these arrangements.

Collaboration Revenue captures upfront payments and milestones from licensing deals. This stream is highly variable but shows strategic activity. For example, in the first half of 2025, AstraZeneca executed several deals that feed into this category:

• Acquisition of EsoBiotec for up to $1bn, including an initial payment of $425 million.
• Acquisition of FibroGen China for approximately $160 million total.
• Establishment of a joint venture with BioKangtai, representing a total investment of approx. $400 million.

Collaboration Revenue for H1 2025 was $82 million, showing a substantial 68% increase year-over-year at CER. Finance: draft 13-week cash view by Friday.