AstraZeneca PLC (AZN): Canvas du modèle d'entreprise [Jan-2025 MISE À JOUR]

Dans le monde dynamique des produits pharmaceutiques mondiaux, AstraZeneca PLC est un phare de l'innovation et de l'excellence stratégique, transformant des défis médicaux complexes en solutions révolutionnaires. Avec une toile de modèle commercial méticuleusement conçue qui couvre la recherche, le développement et les soins centrés sur le patient, ce géant pharmaceutique s'est positionné à l'avant-garde de l'avancement médical, conduisant des traitements transformateurs à travers les domaines en oncologie, cardiovasculaire et respiratoire. En tirant parti des partenariats stratégiques, des installations de recherche de pointe et un engagement envers la médecine personnalisée, AstraZeneca a créé un cadre robuste qui non seulement génère des revenus substantiels mais améliore également fondamentalement les résultats de santé des patients dans le monde entier.

AstraZeneca PLC (AZN) - Modèle commercial: partenariats clés

Collaborations stratégiques avec les institutions mondiales de recherche pharmaceutique

AstraZeneca a établi des partenariats clés avec les institutions de recherche suivantes:

Institution	Focus de la collaboration	Année établie
Université d'Oxford	Développement du vaccin Covid-19	2020
École de médecine de Harvard	Recherche en oncologie	2018
Imperial College London	Recherche de maladies respiratoires	2019

Partenariats avec des sociétés de biotechnologie pour le développement de médicaments

Les partenariats en biotechnologie d'AstraZeneca comprennent:

• Moderna: collaboration technologique de l'ARNm
• Daiichi Sankyo: Développement de médicaments en oncologie
• Regeneron: recherche d'anticorps

Partenaire de biotechnologie	Montant d'investissement	Domaine de recherche
Moderne	1,2 milliard de dollars	Technologie de vaccination
Daiichi Sankyo	6,9 milliards de dollars	Thérapeutique du cancer
Regeneron	500 millions de dollars	Recherche d'anticorps

Alliances du centre de recherche universitaire et médical

Les partenariats de recherche universitaire d'AstraZeneca comprennent:

• Université Johns Hopkins
• Centre médical de Stanford
• Memorial Sloan Kettering Cancer Center

Organisations de fabrication de contrats pour la mise à l'échelle de la production

Partenaire de fabrication	Capacité de production	Valeur du contrat
Groupe Lonza	500 millions de doses de vaccin / an	375 millions de dollars
Institut sérique de l'Inde	1 milliard de doses de vaccin / an	270 millions de dollars

Partenariats du gouvernement et du système de santé dans le monde

Pays / région	Type de partenariat	Focus vaccinal / traitement
États-Unis	Vitesse de déformation de l'opération	Vaccin contre le covid-19
Union européenne	Accord d'achat à l'avance	Vaccin contre le covid-19
Inde	Programme de vaccination nationale	Distribution du vaccin Covid-19

AstraZeneca PLC (AZN) - Modèle d'entreprise: Activités clés

Recherche et développement pharmaceutiques

AstraZeneca a investi 8,1 milliards de dollars dans la R&D en 2022, ce qui représente 22,4% des revenus totaux. La recherche se concentre sur l'oncologie, les maladies cardiovasculaires, rénales, le métabolisme et les maladies respiratoires.

Année d'investissement de R&D	Montant total	Pourcentage de revenus
2022	8,1 milliards de dollars	22.4%
2021	7,5 milliards de dollars	21.8%

Essais cliniques et dépistage de médicaments

AstraZeneca effectue de vastes essais cliniques dans plusieurs zones thérapeutiques.

• 173 essais cliniques en cours en 2022
• Plus de 50 000 patients inscrits à des études cliniques
• 45 nouvelles entités moléculaires dans le pipeline de développement

Fabrication pharmaceutique

AstraZeneca exploite 20 installations de fabrication dans le monde dans 16 pays.

Région	Nombre de sites de fabrication
Amérique du Nord	6
Europe	8
Asie-Pacifique	6

Marketing mondial et ventes de traitements médicaux

AstraZeneca a déclaré un chiffre d'affaires total de 36,1 milliards de dollars en 2022, avec une présence importante sur le marché mondial.

• Opérations dans plus de 100 pays
• Ventes en oncologie: 12,4 milliards de dollars
• Ventes en segment cardiovasculaire: 6,8 milliards de dollars

Innovation continue dans les technologies biopharmaceutiques

AstraZeneca se concentre sur les plateformes technologiques avancées, notamment l'ARNm, les conjugués d'anticorps et les thérapies géniques.

Plate-forme technologique	Nombre de programmes actifs
technologie de l'ARNm	12
Conjugués anticorps	8
Thérapie génique	6

AstraZeneca PLC (AZN) - Modèle d'entreprise: Ressources clés

Portfolio de propriété intellectuelle étendue

AstraZeneca détient 22 500 familles de brevets en 2023, avec un portefeuille mondial des brevets d'une valeur d'environ 43,7 milliards de dollars. La propriété intellectuelle de l'entreprise s'étend sur de multiples domaines thérapeutiques.

Catégorie de brevet	Nombre de brevets	Valeur estimée
Brevets en oncologie	6,750	15,2 milliards de dollars
Brevets cardiovasculaires	4,500	10,8 milliards de dollars
Brevets respiratoires	3,600	8,6 milliards de dollars

Installations de recherche et développement avancées

AstraZeneca exploite 16 centres de R&D mondiaux avec un investissement annuel total de R&D de 7,1 milliards de dollars en 2023.

• Cambridge, Royaume-Uni (siège mondial de la R&D)
• Boston, États-Unis
• Göteborg, Suède
• Shanghai, Chine

Main-d'œuvre scientifique et médicale qualifiée

Total de la main-d'œuvre: 75 000 employés dans le monde, 22% titulaient de diplômes scientifiques avancés.

Catégorie des employés	Nombre d'employés	Pourcentage
R&D Professionals	15,750	21%
Spécialistes de la recherche clinique	6,000	8%
Personnel de fabrication	12,000	16%

Capital financier substantiel pour les investissements

Ressources financières au quatrième trimestre 2023:

• Total des équivalents en espèces et en espèces: 13,2 milliards de dollars
• Revenu annuel: 45,8 milliards de dollars
• Investissement en R&D: 7,1 milliards de dollars
• Capitalisation boursière: 190 milliards de dollars

Infrastructure d'essais cliniques sophistiqués

AstraZeneca effectue environ 500 essais cliniques par an dans 70 pays.

Phase de procès	Nombre de procès	Durée moyenne
Phase I	125	1-2 ans
Phase II	200	2-3 ans
Phase III	150	3-4 ans
Phase IV	25	4-5 ans

AstraZeneca PLC (AZN) - Modèle d'entreprise: propositions de valeur

Traitements innovants pour des conditions médicales complexes

AstraZeneca a investi 6,1 milliards de dollars en R&D en 2022, en se concentrant sur le développement de thérapies révolutionnaires.

Zone thérapeutique	Investissement en R&D	Nouvelles approbations de médicaments (2022)
Oncologie	2,3 milliards de dollars	3 nouveaux traitements contre le cancer
Cardiovasculaire	1,4 milliard de dollars	2 nouveaux médicaments cardiovasculaires
Respiratoire	1,2 milliard de dollars	1 nouveau médicament respiratoire

Produits pharmaceutiques de haute qualité

Les revenus pharmaceutiques mondiaux ont atteint 43,4 milliards de dollars en 2022, avec une conformité à 94% de la qualité des produits.

• Installations de fabrication certifiée ISO 9001
• Processus de contrôle de la qualité stricts
• Conformité pharmaceutique sur les bonnes pratiques de fabrication (GMP)

Concentrez-vous sur les maladies oncologiques, cardiovasculaires et respiratoires

Catégorie de maladie	Part de marché	Revenus (2022)
Oncologie	12.5%	15,2 milliards de dollars
Cardiovasculaire	8.7%	10,6 milliards de dollars
Respiratoire	9.3%	11,8 milliards de dollars

Médecine personnalisée et thérapies ciblées

Le portefeuille de médecine de précision a généré 7,6 milliards de dollars en 2022, avec 22 thérapies ciblées.

• Intégration des tests génomiques
• Approches de traitement axées sur les biomarqueurs
• Solutions d'oncologie personnalisées

Engagement à améliorer les résultats de la santé des patients

Les programmes d'accès aux patients ont soutenu 2,3 ​​millions de patients dans le monde en 2022.

Initiative de soutien aux patients	Portée mondiale	Investissement
Programmes d'aide aux patients	78 pays	340 millions de dollars
Accès à l'essai clinique	52 pays	220 millions de dollars
Abordabilité des médicaments	65 pays	280 millions de dollars

AstraZeneca PLC (AZN) - Modèle d'entreprise: relations avec les clients

Engagement professionnel médical direct

AstraZeneca maintient un engagement direct avec les professionnels de la santé à travers:

Canal de fiançailles	Volume d'interaction annuel
Interactions de représentants médicaux	Plus de 250 000 engagements de médecins directs dans le monde entier
Réunions du conseil consultatif scientifique	Environ 120 réunions spécialisées par an
Commanditaires de la conférence médicale	72 conférences médicales internationales soutenues en 2023

Programmes de soutien aux patients

Les initiatives de soutien aux patients d'AstraZeneca comprennent:

• Programmes d'aide aux patients couvrant 37 pays
• Soutien financier à l'accès aux médicaments atteignant 215 000 patients en 2023
• Programmes de support d'adhésion aux médicaments avec 68% de taux d'engagement des patients

Plateformes de santé numérique et ressources des patients

Plate-forme numérique	Statistiques des utilisateurs
Portail patient astrazeneca	1,2 million d'utilisateurs enregistrés
Applications de santé mobile	3 applications spécialisées avec 480 000 utilisateurs actifs
Ressources d'éducation des patients en ligne	Plus de 2,5 millions de visiteurs de sites Web uniques en 2023

Communication transparente sur les traitements médicaux

Les mesures de transparence d'AstraZeneca:

• Taux de transparence des données des essais cliniques: 92%
• Résultats de l'étude clinique publique Publication: dans les 12 mois suivant l'achèvement de l'étude
• Conformité des rapports sur les événements indésirables: Adhésion réglementaire à 100%

Initiatives continues de l'éducation médicale

Programme d'éducation	Portée annuelle
Programmes de formation professionnelle des soins de santé	45 000 professionnels de la santé formés
Plateformes d'éducation médicale en ligne	128 000 professionnels de la santé enregistrés
Programmes de subvention de recherche	22,5 millions de dollars investis dans l'éducation à la recherche médicale

AstraZeneca PLC (AZN) - Modèle d'entreprise: canaux

Force de vente directe aux prestataires de soins de santé

AstraZeneca maintient une force de vente mondiale de 62 400 employés à partir de 2023, avec environ 22 500 dédiés aux opérations commerciales. Les représentants des ventes de l'entreprise s'engagent directement avec:

• Hôpitaux
• Cliniques pharmaceutiques
• Pratiques médicales privées

Type de canal	Nombre de représentants	Couverture géographique
Équipe de vente en oncologie	7,800	50+ pays
Équipe de vente cardiovasculaire	6,500	Plus de 40 pays
Équipe de vente respiratoire	5,200	35+ pays

Plateformes d'information médicale en ligne

AstraZeneca investit 1,2 milliard de dollars par an dans les plates-formes de santé numériques. Les canaux numériques comprennent:

• AstraZeneca.com Portail professionnel
• Bases de données de recherche clinique
• Sites Web de consultation des médecins

Réseaux de distributeurs pharmaceutiques

Le réseau de distribution mondial comprend:

• McKesson Corporation
• Amerisourcebergen
• Santé cardinale

Distributeur	Volume de distribution annuel	Portée du marché
McKesson	3,8 milliards de dollars de produits AstraZeneca	États-Unis
Amerisourcebergen	2,5 milliards de dollars de produits AstraZeneca	Amérique du Nord
Santé cardinale	2,2 milliards de dollars de produits AstraZeneca	Marchés mondiaux

Conférences médicales et symposiums

Participation annuelle de la conférence:

• 50+ conférences médicales internationales
• Budget de parrainage annuel de 78 millions de dollars
• Plus de 500 présentations scientifiques par an

Canaux de marketing numérique et de télésanté

Dépenses de marketing numérique: 450 millions de dollars en 2023

• Publicité numérique programmatique
• Campagnes de soins de santé sur les réseaux sociaux
• Plateformes de consultation médicale virtuelle

Canal numérique	Engagement annuel	Investissement
LinkedIn Professional Network	2,3 millions de professionnels de la santé	45 millions de dollars
Plateformes de télésanté	1,7 million de consultations de patients	120 millions de dollars
Éducation médicale numérique	480 000 professionnels de la santé	85 millions de dollars

AstraZeneca PLC (AZN) - Modèle d'entreprise: segments de clientèle

Professionnels de la santé

AstraZeneca dessert environ 500 000 professionnels de la santé dans le monde à travers diverses spécialités médicales.

Spécialité	Portée estimée
Oncologistes	75 000 professionnels
Cardiologistes	65 000 professionnels
Spécialistes respiratoires	55 000 professionnels

Systèmes hospitaliers

AstraZeneca s'associe à plus de 10 000 systèmes hospitaliers dans le monde.

• États-Unis: 4 500 systèmes hospitaliers
• Europe: 3 200 systèmes hospitaliers
• Asie-Pacifique: 2 000 systèmes hospitaliers
• Reste du monde: 300 systèmes hospitaliers

Organisations de soins de santé gouvernementaux

L'entreprise s'engage avec des agences d'approvisionnement en soins de santé dans plus de 100 pays.

Région	Nombre d'organisations de santé gouvernementales
Amérique du Nord	25 organisations
Union européenne	35 organisations
Asie-Pacifique	28 organisations

Fournisseurs d'assurance de soins de santé privés

AstraZeneca collabore avec environ 1 200 fournisseurs d'assurance de santé privés dans le monde.

• États-Unis: 450 fournisseurs d'assurance
• Marché européen: 350 fournisseurs d'assurance
• Marchés internationaux: 400 fournisseurs d'assurance

Patients individuels souffrant de conditions médicales spécifiques

AstraZeneca cible les patients dans des zones thérapeutiques clés avec des populations de patients importantes.

Condition médicale	La population de patients estimée a servi
Cancer du poumon	2,2 millions de patients
Maladies cardiovasculaires	5,6 millions de patients
Diabète de type 2	3,8 millions de patients
Asthme / MPOC	4,5 millions de patients

AstraZeneca PLC (AZN) - Modèle d'entreprise: Structure des coûts

Dépenses de recherche et développement approfondies

Les dépenses en R&D d'AstraZeneca pour 2022 étaient de 6,8 milliards de dollars, ce qui représente 13,4% des revenus totaux. La société a investi des ressources importantes dans des domaines thérapeutiques clés:

Zone thérapeutique	Investissement en R&D (2022)
Oncologie	2,3 milliards de dollars
Cardiovasculaire	1,1 milliard de dollars
Respiratoire	900 millions de dollars

Investissements d'essais cliniques

Coût des essais cliniques pour AstraZeneca en 2022:

• Dépenses totales d'essais cliniques: 3,5 milliards de dollars
• Nombre d'essais cliniques en cours: 184
• Coût moyen par essai clinique: 19 millions de dollars

Coûts de fabrication et de production

Les dépenses de fabrication pour 2022 ont totalisé 4,2 milliards de dollars, avec des installations de production mondiales dans:

Emplacement	Capacité de production	Coût de production annuel
États-Unis	3 installations majeures	1,4 milliard de dollars
Royaume-Uni	2 installations majeures	900 millions de dollars
Chine	1 installation majeure	500 millions de dollars

Dépenses de marketing et de vente

Coûts de marketing et de vente pour 2022:

• Total des dépenses de marketing: 5,1 milliards de dollars
• Force de vente Coûts d'exploitation: 2,3 milliards de dollars
• Investissement en marketing numérique: 420 millions de dollars

Conformité réglementaire et contrôle de la qualité

Frais de conformité et de contrôle de la qualité pour 2022:

Zone de conformité	Dépense
Affaires réglementaires	650 millions de dollars
Systèmes de gestion de la qualité	450 millions de dollars
Surveillance de la sécurité	350 millions de dollars

AstraZeneca PLC (AZN) - Modèle d'entreprise: Strots de revenus

Ventes de produits pharmaceutiques

Le chiffre d'affaires total d'AstraZeneca pour 2022 était de 43,4 milliards de dollars. Les ventes de produits en oncologie ont atteint 10,9 milliards de dollars en 2022, avec des produits clés, notamment:

Produit	Revenu 2022
Tagrisso	5,2 milliards de dollars
Imfinzi	3,4 milliards de dollars
Lynparza	2,3 milliards de dollars

Revenus de médicaments sur ordonnance

Le vaccin Covid-19 Vaxzevria a généré 2,9 milliards de dollars en 2022. Les ventes de produits cardiovasculaires et métaboliques ont atteint 4,1 milliards de dollars.

• Ventes de produits respiratoires: 3,8 milliards de dollars
• Ventes de produits de maladie rare: 1,6 milliard de dollars

Licence de propriété intellectuelle

Les licences de propriété intellectuelle ont généré environ 750 millions de dollars de revenus pour 2022.

Collaborations stratégiques et partenariats

Partenaire	Valeur de collaboration
Moderne	1,2 milliard de dollars
Daiichi Sankyo	6,9 milliards de dollars de paiement potentiel

Distribution mondiale du marché des traitements médicaux

Répartition des revenus géographiques pour 2022:

Région	Revenu
États-Unis	19,8 milliards de dollars
Europe	11,2 milliards de dollars
Chine	4,6 milliards de dollars
Reste du monde	7,8 milliards de dollars

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.