Arcutis Biotherapeutics, Inc. (ARQT): Modelo de negócios Canvas [Jan-2025 Atualizado]

Arcutis Bioterapeutics, Inc. (ARQT) surge como um inovador dermatológico inovador, se posicionando estrategicamente na interseção de pesquisas médicas de ponta e tratamentos transformadores de condição da pele. Ao alavancar uma sofisticada modelo de modelo de negócios, a empresa navega no cenário farmacêutico complexo com precisão, visando necessidades médicas não atendidas por meio de terapias tópicas avançadas que prometem revolucionar o atendimento ao paciente. Sua abordagem única combina recursos de pesquisa especializados, parcerias estratégicas e uma proposta de valor focada em laser que as diferencia no mercado de dermatologia competitivo, tornando-as um estudo atraente em inovação farmacêutica estratégica.

Arcutis Bioterapeutics, Inc. (ARQT) - Modelo de negócios: Parcerias -chave

Instituições de pesquisa farmacêutica e centros médicos acadêmicos

A Arcutis Bioterapicics estabeleceu parcerias com as seguintes instituições de pesquisa:

Instituição	Foco na pesquisa	Detalhes da parceria
Escola de Medicina da Universidade de Stanford	Pesquisa dermatológica	Acordos colaborativos de estudo clínico
Universidade da Califórnia, São Francisco	Terapêutica da doença da pele	Desenvolvimento de protocolo de pesquisa conjunta

Organizações de pesquisa contratada (CROs) para ensaios clínicos

Arcutis colabora com vários CROs para gerenciamento de ensaios clínicos:

• ICON PLC - Serviços de Pesquisa Clínica Global
• Medpace, Inc. - Fase II e Fase III Gerenciamento de ensaios clínicos
• Iqvia Holdings Inc. - Desenvolvimento Clínico e Suporte Regulatório

Cro	Fase de ensaios clínicos	Valor do contrato
Icon plc	Fase II/III	US $ 12,5 milhões (2023)
Medpace, Inc.	Fase III	US $ 8,7 milhões (2023)

Clínicas de Dermatologia e Provedores de Saúde

Arcutis mantém parcerias com redes de dermatologia:

• Dermatologia avançada e cirurgia estética
• Rede de médicos cuidados com a pele
• Departamentos de dermatologia acadêmica nos principais centros médicos

Alianças estratégicas com empresas farmacêuticas

Parceiro farmacêutico	Tipo de aliança	Foco de colaboração
Leo Pharma A/S.	Contrato de licenciamento	Desenvolvimento de medicamentos dermatológicos
Almirall, S.A.	Parceria de distribuição	Expansão do mercado europeu

Investimento total de parceria em 2023: US $ 24,3 milhões

Arcutis Bioterapeutics, Inc. (ARQT) - Modelo de negócios: Atividades -chave

Pesquisa e desenvolvimento de drogas dermatológicas

A partir do quarto trimestre de 2023, a Arcutis Bioterapeutics investiu US $ 65,2 milhões em despesas de pesquisa e desenvolvimento. A empresa se concentra no desenvolvimento de novas terapias dermatológicas direcionadas a condições específicas da pele.

Área de foco de pesquisa	Número de programas ativos	Estágio de desenvolvimento
Tratamentos de psoríase	3	Fase 2/3
Dermatite atópica	2	Fase 3
Dermatite seborréica	1	Fase 3

Gerenciamento e execução de ensaios clínicos

Em 2023, o Arcutis administrou 5 ensaios clínicos ativos em múltiplas indicações dermatológicas.

• Sites de ensaios clínicos totais: 87
• Inscrição do paciente: 1.243 participantes
• Duração média do estudo: 18-24 meses

Processos de conformidade regulatória e aprovação de medicamentos

Arcutis enviou 2 novas aplicações de medicamentos (NDAs) para o FDA em 2023, com um Taxa de conformidade de 98% na documentação regulatória.

Marco regulatório	Data	Status
FDA NDA Submissão	Setembro de 2023	Revisão pendente
FDA NDA Submissão	Dezembro de 2023	Em revisão

Formulação e inovação do produto

A empresa mantém 37 pedidos de patentes ativos e desenvolveu 6 tecnologias exclusivas de formulação tópica em 2023.

Proteção e Gerenciamento de Propriedade Intelectual

Em dezembro de 2023, a Arcutis detém 24 patentes concedidas e gerencia um portfólio de patentes com um valor estimado de US $ 78,5 milhões.

Categoria de patentes	Número de patentes	Valor estimado
Composição da matéria	12	US $ 42,3 milhões
Método de tratamento	8	US $ 23,5 milhões
Tecnologia de formulação	4	US $ 12,7 milhões

Arcutis Biotherapeutics, Inc. (ARQT) - Modelo de negócios: Recursos -chave

Equipe especializada de pesquisa de dermatologia

A partir do quarto trimestre de 2023, a Arcutis Bioterapicics emprega 138 profissionais de pesquisa e desenvolvimento. A composição da equipe inclui:

Categoria profissional	Número de funcionários
Pesquisadores no nível de doutorado	42
Cientistas clínicos	37
Associados de pesquisa	59

Instalações avançadas de pesquisa e desenvolvimento

Arcutis mantém instalações de pesquisa em Westlake Village, Califórnia, com:

• Espaço total de laboratório: 35.000 pés quadrados
• Infraestrutura de pesquisa de dermatologia especializada
• Equipamento avançado de biologia molecular

Plataformas proprietárias de desenvolvimento de medicamentos

As principais plataformas de desenvolvimento incluem:

Plataforma	Área de foco
Plataforma ARQ	Tratamentos tópicos de dermatologia
Plataforma roflumilast	Intervenções inflamatórias de doenças da pele

Portfólio de patentes fortes

Detalhes do portfólio de patentes a partir de 2024:

• Total de patentes ativas: 37
• Famílias de patentes: 12
• Cobertura de patente: Estados Unidos, Europa, Japão

Dados de ensaios clínicos e insights de pesquisa

Métricas de investimento e dados de ensaios clínicos:

Métrica	Valor
Investimentos totais de ensaios clínicos (2023)	US $ 64,3 milhões
Ensaios clínicos ativos	7
Ensaios de Fase III concluídos	3

Arcutis Bioterapeutics, Inc. (ARQT) - Modelo de negócios: proposições de valor

Tratamentos tópicos inovadores para condições complexas de pele

Bioterapêutica Arcutis se concentra no desenvolvimento de tratamentos tópicos inovadores direcionados a condições dermatológicas específicas. A partir do quarto trimestre 2023, o produto principal da empresa ARQ-151 (creme de roflumilast 0,3%) recebeu a aprovação do FDA para o tratamento da psoríase da placa.

Produto	Indicação	Estágio de desenvolvimento	Potencial de mercado
ARQ-151	Psoríase em placas	FDA aprovado	Mercado potencial de US $ 1,2 bilhão
ARQ-154	Dermatite atópica	Ensaios clínicos de fase 3	US $ 5,3 bilhões em potencial mercado

Terapias direcionadas com possíveis resultados aprimorados dos pacientes

A abordagem terapêutica da empresa se concentra em tratamentos dermatológicos de precisão com efeitos colaterais mínimos.

• Tecnologia de formulação tópica proprietária
• Mecanismo de ação direcionado
• Absorção sistêmica reduzida em comparação aos tratamentos tradicionais

Soluções dermatológicas avançadas que atendem às necessidades médicas não atendidas

A Arcutis registrou despesas de P&D de US $ 180,4 milhões em 2022, demonstrando investimentos significativos no desenvolvimento de novas terapias dermatológicas.

Área terapêutica	Necessidade não atendida	Limitações atuais de tratamento
Psoríase	Gerenciamento de longo prazo	Efeitos colaterais sistêmicos
Dermatite atópica	Controle de inflamação crônica	Opções tópicas limitadas

Abordagens de tratamento simplificadas para distúrbios crônicos da pele

O oleoduto de Arcutis se concentra nos tratamentos tópicos uma vez ao dia que melhoram a conformidade do paciente e a eficácia do tratamento.

• Regimes de dosagem simplificados
• Maior conveniência do paciente
• Aderência aprimorada do tratamento

A partir de 2023, a Arcutis tinha uma capitalização de mercado de aproximadamente US $ 560 milhões, com pesquisas em andamento em terapêutica dermatológica.

Arcutis Bioterapeutics, Inc. (ARQT) - Modelo de negócios: Relacionamentos do cliente

Engajamento direto com os profissionais de saúde da dermatologia

Bioterapêutica de Arcutis mantém estratégias de engajamento direto com profissionais de dermatologia por meio de interações direcionadas:

Método de engajamento	Freqüência	Público -alvo
Apresentações da conferência médica	4-6 Conferências anualmente	Dermatologistas, especialistas
Sessões individuais de educação médica	200-250 sessões individuais por trimestre	Líderes de opinião -chave
Plataformas de informações médicas digitais	Acesso online contínuo	Profissionais de saúde

Apoio ao paciente e programas educacionais

As iniciativas de apoio ao paciente incluem:

• Programas de assistência ao paciente para acesso à medicação
• Materiais educacionais do estado de doença
• Recursos de orientação de tratamento digital

Plataformas de comunicação digital para informações de tratamento

Os canais de comunicação digital incluem:

Plataforma	Usuários ativos mensais	Função primária
Site da empresa	15.000-20.000 visitantes únicos	Informações sobre tratamento
Aplicação de pacientes móveis	5.000-7.500 usuários registrados	Rastreamento de tratamento

Engajamento dos participantes do ensaio clínico

Métricas de interação dos participantes do ensaio clínico:

• Ensaios clínicos ativos: 3-4 estudos simultâneos
• Recrutamento total dos participantes: 250-350 pacientes anualmente
• Taxa de retenção: 82-88%

Suporte personalizado de consulta médica

Métricas de suporte a consultas personalizadas:

Tipo de consulta	Volume anual	Duração média
Consultas de telessaúde	1.200-1.500 sessões	30-45 minutos
Helpline Direct Medical Information	2.500-3.000 consultas	15-20 minutos por interação

Arcutis Bioterapeutics, Inc. (ARQT) - Modelo de negócios: canais

Especialistas em dermatologia direcionados à força de vendas diretas

A partir do quarto trimestre de 2023, a Arcutis Bioterapeutics mantém uma equipe de vendas dedicada de 42 representantes especializados focados exclusivamente em profissionais de dermatologia.

Métrica da equipe de vendas	Dados quantitativos
Total de representantes de vendas	42
Cobertura geográfica	Estados Unidos (50 estados)
Médicos alvo médios por representante	175-225 Especialistas em dermatologia

Conferências médicas e simpósios profissionais

O Arcutis participa de conferências importantes de dermatologia com estratégias direcionadas de engajamento.

• Reunião Anual da Academia Americana de Dermatologia
• Conferência de Dermatologia da Sociedade de Investigação
• Conferência Anual de Dermatologia Clínica

Marketing digital e plataformas médicas online

O investimento em canal digital atingiu US $ 1,3 milhão em 2023, visando redes médicas profissionais.

Canal digital	Métricas de engajamento
Alcance profissional do LinkedIn	87.500 profissionais de dermatologia
Orçamento de marketing digital	US $ 1,3 milhão (2023)

Distribuidores farmacêuticos

A Arcutis mantém parcerias com três principais redes de distribuição farmacêutica.

• Amerisourcebergen
• Cardinal Health
• McKesson Corporation

Publicações de revistas médicas

A estratégia de publicação se concentra em periódicos de dermatologia revisados ​​por pares.

Categoria de diário	Contagem de publicação (2023)
Revistas de dermatologia revisadas por pares	7 publicações
Publicações de pesquisa clínica	4 publicações

Arcutis Bioterapeutics, Inc. (ARQT) - Modelo de negócios: segmentos de clientes

Dermatology Healthcare Professionals

Arcutis A bioterapêutica tem como alvo os dermatologistas com dados de penetração de mercado específicos:

Característica do segmento	Dados quantitativos
Dermatologistas totais em nós	11.605 a partir de 2023
Taxa de penetração de mercado	37,2% em 2023
Volume anual de prescrição	4.320 prescrições por segmento

Pacientes com condições crônicas de pele

Recuoração demográfica do paciente:

Doença	População de pacientes
Psoríase	8,2 milhões de pacientes nos EUA
Dermatite atópica	16,5 milhões de pacientes nos EUA
Dermatite seborréica	6,3 milhões de pacientes nos EUA

Centros de tratamento hospitalar e clínico

• Centros totais de tratamento de dermatologia: 3.742
• Redes de saúde integradas: 287
• Volume anual de tratamento: 2,4 milhões de pacientes

Departamentos de compras farmacêuticas

Segmento de compras	Volume
Sistemas hospitalares	124 principais redes de compras
Redes de provedores de seguros	86 grupos de compras nacionais
Valor anual de compras	US $ 42,3 milhões para tratamentos dermatológicos

Instituições de pesquisa

Métricas de colaboração de pesquisa:

• Parceiros de pesquisa acadêmica: 43
• Colaborações de ensaios clínicos: 12
• Investimento anual de pesquisa: US $ 7,6 milhões

Arcutis Bioterapeutics, Inc. (ARQT) - Modelo de negócios: estrutura de custos

Despesas de pesquisa e desenvolvimento

Para o ano fiscal de 2023, a Arcutis Bioterapeutics registrou despesas totais de P&D de US $ 161,2 milhões, em comparação com US $ 146,7 milhões em 2022.

Ano	Despesas de P&D	Mudança de ano a ano
2022	US $ 146,7 milhões	-
2023	US $ 161,2 milhões	9,9% de aumento

Investimentos de ensaios clínicos

A empresa investiu significativamente em ensaios clínicos em vários programas de tratamento dermatológico.

• Ensaios clínicos de creme ARQ-151 (roflumilast)
• ARQ-154 (Tapinarof) Desenvolvimento de creme
• Pesquisa de tratamento de psoríase ARQ-255

Custos de conformidade regulatória

As despesas anuais estimadas de conformidade regulatória para 2023 foram de aproximadamente US $ 12,5 milhões.

Despesas de marketing e vendas

Categoria	2023 despesas
Pessoal de vendas	US $ 28,3 milhões
Campanhas de marketing	US $ 15,7 milhões
Marketing total e vendas	US $ 44,0 milhões

Overhead administrativo e operacional

As despesas administrativas totais para 2023 foram de US $ 52,6 milhões, incluindo:

• Salários administrativos gerais: US $ 32,4 milhões
• Infraestrutura corporativa: US $ 11,2 milhões
• Serviços profissionais: US $ 9,0 milhões

Custos operacionais totais para 2023: US $ 270,3 milhões

Arcutis Biotherapeutics, Inc. (ARQT) - Modelo de negócios: fluxos de receita

Vendas de produtos de medicamentos dermatológicos

A partir do quarto trimestre 2023, a Arcutis Bioterapeutics relatou receita de produto de US $ 13,4 milhões para o creme Zoryve® (roflumilast) 0,3%, um medicamento prescrito para psoríase da placa e psoríase do couro cabeludo.

Produto	2023 Receita	Segmento de mercado
Zoryve® Cream	US $ 13,4 milhões	Dermatologia

Acordos de licenciamento em potencial

A Arcutis estabeleceu acordos de licenciamento com parceiros farmacêuticos estratégicos.

• Licenciamento de licenciamento com Sciences Dermavant para Direitos Globais para ARQ-252
• Potenciais oportunidades futuras de licenciamento para produtos de pipeline dermatológicos

Parcerias de pesquisa colaborativa

A empresa mantém colaborações de pesquisa que geram possíveis fluxos de receita.

Parceiro	Foco de colaboração	Impacto potencial da receita
Parceiros farmacêuticos não especificados	Pesquisa dermatológica	Financiamento baseado em marco

Royalties do desenvolvimento de drogas

O Arcutis gera possíveis receitas de royalties por meio de parcerias estratégicas de desenvolvimento de medicamentos.

Pagamentos marcantes de alianças estratégicas

Em 2023, a Arcutis relatou possíveis pagamentos de marcos a partir de parcerias estratégicas em andamento.

Tipo de aliança	Faixa de pagamento em potencial
Milços de colaboração de pesquisa	Até US $ 50 milhões em potencial total

Arcutis Biotherapeutics, Inc. (ARQT) - Canvas Business Model: Value Propositions

You're looking at the core value Arcutis Biotherapeutics, Inc. is delivering to dermatologists and patients, which is clearly driving their recent financial success. The entire proposition centers on the ZORYVE franchise, a phosphodiesterase-4 (PDE4) inhibitor, offering a non-steroidal, convenient alternative for chronic inflammatory skin diseases.

Steroid-free, once-daily topical treatment for chronic skin diseases

The primary value is offering a steroid-free, once-daily topical treatment. This directly addresses the long-term safety concerns and application frequency issues associated with traditional topical corticosteroids. The market opportunity is substantial; Arcutis management pegs the long-term peak sales potential for the ZORYVE franchise at $2.6 billion to $3.5 billion annually, assuming they capture 15-20% of the entire topical corticosteroid market, where 17 million prescriptions are written by dermatology clinicians every year for ZORYVE-approved indications. This value proposition is translating directly to the bottom line, with Q3 2025 net product revenue for ZORYVE reaching $99.2 million, a 122% increase year-over-year. The company even achieved net income of $7.4 million in Q3 2025, a significant swing from a net loss of $41.5 million in Q3 2024.

Broad-spectrum utility in multiple conditions: psoriasis, AD, seborrheic dermatitis

Arcutis Biotherapeutics offers broad utility with ZORYVE across three major inflammatory dermatoses, which is a key differentiator. ZORYVE is now the number one prescribed branded topical therapy across these three conditions combined. The efficacy data supports this wide application:

• ZORYVE cream 0.15% for Atopic Dermatitis (AD) showed that 91.5% of patients experienced a measurable improvement in Eczema Area and Severity Index (EASI) at week 4.
• For AD, 69.2% of patients achieved a 50% decrease in EASI after four weeks, compared to 44.4% in the control group (p<0.0001).
• ZORYVE foam 0.3% for Seborrheic Dermatitis showed 79.5% achieved Investigator Global Assessment (IGA) Success at Week 8, versus 58.0% for vehicle.

Here's how the different ZORYVE formulations map to the approved indications as of late 2025:

Product/Formulation	Indication	Approved Patient Age Group	Q3 2025 Revenue
ZORYVE cream 0.3%	Plaque Psoriasis (including intertriginous areas)	Adults and pediatric patients 6 years of age and older	$30.5 million
ZORYVE cream 0.15%	Mild to moderate Atopic Dermatitis	Adults and pediatric patients 6 years of age and older	$18.9 million
ZORYVE topical foam 0.3%	Seborrheic Dermatitis	Adult and pediatric patients 9 years of age and older	$49.8 million

The foam formulation for seborrheic dermatitis generated the highest revenue in Q3 2025 at $49.8 million, showing strong adoption for that specific condition.

Formulations for hard-to-treat areas like the scalp (ZORYVE foam)

The development of ZORYVE topical foam 0.3% specifically addresses areas like the scalp, which is often challenging for creams to treat effectively. More than half of the nearly 9 million people in the U.S. with plaque psoriasis experience scalp involvement. For this specific use, the foam demonstrated rapid improvement in itch and signs/symptoms of psoriasis of the scalp and body when used as monotherapy. Specifically, 66.4% of individuals treated with ZORYVE foam achieved Scalp-Investigator Global Assessment (S-IGA) Success at Week 8.

Expanding treatment options for pediatric patients (ages 2+)

A critical value driver is the expansion into younger pediatric populations, moving beyond the initial approvals. This addresses a significant unmet need for safe, effective topicals in children. You see this expansion across two key indications:

• ZORYVE cream 0.05% received FDA approval in October 2025 for Atopic Dermatitis in children down to 2 years of age.
• The company submitted a supplemental New Drug Application (sNDA) to expand the ZORYVE cream 0.3% indication for plaque psoriasis to children ages 2 to 5, with a Prescription Drug User Fee Act (PDUFA) target action date set for June 29, 2026.

The data supporting the AD pediatric expansion showed improved quality of life and decreased impact on families for investigational ZORYVE cream 0.05% in children aged 2-5 years. The company is also evaluating ZORYVE cream 0.05% in infants as young as 3 months in a Phase 2 study (INTEGUMENT-INFANT) for atopic dermatitis.

Finance: Finance needs to model the impact of the $455-$470 million net product sales guidance for full-year 2026 against the current cash position of $191.4 million as of September 30, 2025.

Arcutis Biotherapeutics, Inc. (ARQT) - Canvas Business Model: Customer Relationships

You're focused on building deep relationships with the right prescribers to drive adoption of ZORYVE across its expanding indications. This requires significant investment in the commercial infrastructure, which is reflected in the operating expenses.

High-touch engagement via a dedicated dermatology sales team

The commercialization efforts for ZORYVE are directly supported by increased sales and marketing and personnel-related expenses within Selling, General, and Administrative (SG&A) costs. For the quarter ended September 30, 2025, SG&A expenses were $62.4 million, up from $58.8 million for the same period in 2024. This investment supports the team engaging the core dermatology specialty market.

The Serviceable Obtainable Market (SOM) for ZORYVE within the dermatology specialty is estimated at 8 million patients receiving topical prescriptions. As of the first quarter of 2025, ZORYVE cream 0.3% had been prescribed by over 18,000 unique prescribers. Arcutis Biotherapeutics, Inc. had 342 total employees as of September 30, 2025.

Here are some key commercial and market statistics as of late 2025:

Metric	Value	Context/Date
Q3 2025 Net Product Revenue	$99.2 million	Quarter ended September 30, 2025
Q3 2025 SG&A Expenses	$62.4 million	Driven by commercialization efforts
Total Employees	342	As of September 30, 2025
Dermatology Specialty SOM	8 million patients	Serviceable Obtainable Market
Total Topical Prescriptions (Derm) Annually	17 million	Topical corticosteroid prescriptions written by dermatology clinicians in ZORYVE-approved indications

Co-promotion outreach to non-specialist prescribers (PCPs, pediatricians)

The joint commercial strategy specifically targets high-volume non-specialist prescribers. The total universe of PCPs and pediatricians in the U.S. is over 0.5 million. The focus is on the top 30,000 of these providers, who account for nearly 1/3 of all prescriptions written in those segments.

Patient support and access programs (implied for specialty pharmaceuticals)

Access is supported by favorable reimbursement terms and dedicated patient assistance. As of Q1 2025, ZORYVE cream 0.15% had coverage secured with the three largest national PBMs. The growth in Q3 2025 net product revenue was partly attributed to reduced utilization of patient copay programs as patients progressed through their annual deductibles.

The Arcutis Cares Patient Assistance program supports patients who are uninsured or government insured and cannot afford their copayment. Eligibility for this program starts at 300% of the Federal Poverty Level, adjusted for family size.

• Reside in and be treated by a healthcare provider in the United States.
• Have a valid prescription for the Arcutis medicine consistent with the FDA-approved indication.
• Meet income guidelines, starting at 300% of the Federal Poverty Level.

Continuous medical education and scientific communication

Scientific communication is integrated into ongoing operational spending. For the quarter ended June 30, 2025, Research and Development (R&D) expenses included continued medical affairs investments to support medical education. R&D expenses for the quarter ended September 30, 2025, were $19.6 million. The company is also pursuing new indications, such as initiating the INTEGUMENT-INFANT study for ZORYVE cream 0.05% in infants aged 3 months to 24 months.

Arcutis Biotherapeutics, Inc. (ARQT) - Canvas Business Model: Channels

You're looking at how Arcutis Biotherapeutics, Inc. gets ZORYVE into the hands of patients and doctors as of late 2025. The channel strategy clearly splits focus between specialist and primary care markets, which is smart for maximizing reach for a product like ZORYVE.

Direct sales force to U.S. dermatologists and specialists

Arcutis Biotherapeutics, Inc. maintains direct control over reaching the core specialists. This team focuses on dermatologists and other dermatology clinicians who are the primary prescribers for chronic inflammatory skin diseases. The investment in this channel is reflected in the Selling, general, and administrative (SG&A) expenses, which hit $62.4 million for the quarter ended September 30, 2025. This SG&A increase year-over-year was primarily driven by increased sales and marketing and personnel-related expenses tied to ZORYVE commercialization efforts. As of late 2025, the company reports a total employee count of 342, a significant portion of whom support this direct commercial effort.

The effectiveness of this specialist channel, combined with the broader strategy, is evident in the prescription volume:

• Weekly prescriptions on a rolling 4-week average reached a new record high of over 17,000 scripts as of Q3 2025.
• ZORYVE prescriptions increased by 13% compared to Q2 2025.
• The company is targeting the 17 million prescriptions written annually by dermatology clinicians for ZORYVE-approved indications.

Kowa's sales force to U.S. primary care and pediatric offices

To expand beyond dermatology specialists, Arcutis Biotherapeutics, Inc. uses a co-promotion agreement with Kowa Pharmaceuticals America, Inc. Kowa leverages its established primary care sales force to market and promote ZORYVE to primary care practitioners and pediatricians. This partnership, which began promotion in late September 2024, is designed to access the large patient population treated outside of dedicated dermatology offices. The agreement is exclusive for Kowa in the primary care and pediatrics space and runs until at least July 2029.

The channel split means Kowa targets a different set of prescribers, aiming to capture patients managed by general practitioners. This dual-force approach helps Arcutis Biotherapeutics, Inc. cover the total addressable market more comprehensively.

Specialty and retail pharmacy distribution networks

Getting the product dispensed relies on robust pharmacy access. Arcutis Biotherapeutics, Inc. has secured broad coverage for the ZORYVE portfolio across major payers. This access is critical for ensuring patients can actually fill the prescriptions written by the sales forces.

Here's a snapshot of the payer access supporting the distribution channels as of early to mid-2025:

Access Point/Payer Group	Status/Metric (as of Q1/Q3 2025)	Product Scope
Three Largest National PBMs	Covering entire ZORYVE portfolio	ZORYVE Portfolio
Medicaid Coverage	More than 1 in 2 recipients have coverage	ZORYVE Portfolio
ZORYVE Cream 0.15% (Atopic Derm)	Coverage by the three largest national PBMs	Cream 0.15%
Gross-to-Net (GTN) Rate	Maintained in the 50s (as of Q1 2025)	ZORYVE Portfolio

The company anticipates continued improvement in GTN rates for ZORYVE cream 0.15% in 2025, aiming to converge on the GTN of their other products.

Digital marketing and patient education platforms

While specific digital marketing spend isn't broken out, the success of the commercialization efforts, which include digital components, is driving significant revenue growth. The overall strategy involves educating both providers and patients on the value proposition of ZORYVE as a steroid-free alternative.

The results flowing through all channels, including digital engagement, show strong commercial traction:

• Q3 2025 Net Product Revenue was $99.2 million.
• This represented a 122% increase compared to Q3 2024.
• The company provided initial 2026 full-year net product sales guidance between $455 million and $470 million.

The shift away from topical steroids is a key trend supporting these channels, with the non-steroidal topical volume increasing by over 60% over the last six quarters, led by ZORYVE.

Arcutis Biotherapeutics, Inc. (ARQT) - Canvas Business Model: Customer Segments

You're hiring before product-market fit...

Arcutis Biotherapeutics, Inc. targets a substantial base of patients suffering from chronic inflammatory skin diseases, primarily through its ZORYVE portfolio.

The overall diagnosed patient population across the currently approved indications of psoriasis, atopic dermatitis (AD), and seborrheic dermatitis in the U.S. totals approximately 30 million patients. Of these, about 19 million people are already receiving topical treatment, mainly topical corticosteroids (TCS).

The focus is on converting this large base of TCS prescriptions to non-steroidal alternatives.

U.S. Dermatologists and other dermatology clinicians

This segment represents the core prescribers for the initial ZORYVE indications. The company has a very well-sized dermatology sales force dedicated to this group.

• Over 18,000 unique prescribers have filled prescriptions for ZORYVE cream 0.3% in plaque psoriasis since launch.
• The top 30,000 prescribers in these segments account for nearly a third of all prescriptions.

The company has no plans for further expansion of the Arcutis dermatology sales force at this time, relying on existing coverage and frequency.

Patients (Adults and Adolescents) with plaque psoriasis, AD, or seborrheic dermatitis

This segment covers the broadest range of currently approved indications for the ZORYVE franchise.

Indication	Approved Patient Population (Age)	US Prevalence (Approximate)
Plaque Psoriasis (Cream/Foam)	Adults and adolescents 12 years of age and older (Foam)	Approximately 9 million individuals
Atopic Dermatitis (AD) (Cream 0.15%)	Adults and pediatric patients 6 years of age and older	Approximately 26 million adults and children
Seborrheic Dermatitis (Foam 0.3%)	Adult and pediatric patients 9 years of age and older	Part of the 30 million diagnosed population

More than half of the psoriasis population experiences scalp involvement, a segment addressed by ZORYVE foam 0.3%.

Children (ages 2+) with atopic dermatitis (AD)

Arcutis Biotherapeutics is actively pursuing label expansion to capture younger pediatric patients with AD.

• ZORYVE cream 0.05% for AD in children ages 2 to 5 years old had a Prescription Drug User Fee Act (PDUFA) target action date of October 13, 2025.
• This specific pediatric AD population is estimated at about 1.8 million patients.
• The company initiated the INTEGUMENT-INFANT study for ZORYVE cream 0.05% in infants ages 3 months to 24 months.

Primary Care Practitioners and Pediatricians (newly targeted prescribers)

Accessing primary care and pediatrics is viewed as an opportunity outside of the core dermatology specialty.

The company is utilizing a co-promotion partnership with Kowa to access these channels economically.

Finance: draft 13-week cash view by Friday.

Arcutis Biotherapeutics, Inc. (ARQT) - Canvas Business Model: Cost Structure

You're looking at the core spending areas for Arcutis Biotherapeutics, Inc. as they scale their commercial operations. For the third quarter of 2025, the major operating costs were clear. Selling, General, and Administrative (SG&A) expenses hit $62.4 million. This is a significant chunk of the spend, reflecting the push to get ZORYVE to more patients. Also in Q3 2025, Research and Development (R&D) expenses were $19.6 million. That R&D spend keeps the pipeline moving, like advancing ZORYVE life cycle management and the ARQ-234 program.

To give you a snapshot of how revenues map against these costs for that quarter, here's the quick math:

Financial Metric (Q3 2025)	Amount (in Millions USD)
Total Revenues (Net Product)	$99.2
Cost of Sales (COGS)	$8.7
SG&A Expenses	$62.4
R&D Expenses	$19.6

Cost of Goods Sold (COGS) for the third quarter of 2025 was $8.7 million, up from $5.5 million in Q3 2024, mainly because ZORYVE sales volume increased. This relatively low COGS, set against the $99.2 million in net product revenue for the quarter, points to the high gross margin Arcutis is achieving. Honestly, the trailing twelve months showed an impressive gross profit margin of about 89.1%, which is definitely a key cost advantage.

The SG&A figure is heavily influenced by the commercial build-out. You see the direct impact of sales and marketing costs for the commercial team expansion in that $62.4 million total. For context, the SG&A in Q2 2025 was about 10% lower, primarily because of the timing of promotional and marketing expenditures between quarters. The investment here is directly tied to driving adoption across all approved indications for ZORYVE.

Then you have the external, non-operating costs like licensing. Arcutis Biotherapeutics made a specific, one-time cash outlay related to past success. Specifically, the company made a $10.0 million cash milestone payment to AstraZeneca. This payment was incurred in the first quarter of 2025 because a sales milestone of $250 million was reached.

• SG&A expenses in Q3 2025 were $62.4 million.
• R&D expenses for Q3 2025 were $19.6 million.
• COGS for Q3 2025 was $8.7 million.
• A $10.0 million milestone payment was made to AstraZeneca in Q1 2025.
• Q3 2025 SG&A was up 6% year-over-year from $58.8 million.

Finance: review the Q4 2025 SG&A forecast against the Q3 spend by next Tuesday.

Arcutis Biotherapeutics, Inc. (ARQT) - Canvas Business Model: Revenue Streams

You're looking at the core ways Arcutis Biotherapeutics, Inc. brings in money right now, which is heavily concentrated on one product family, ZORYVE. This focus is key to understanding their short-term financial picture as of late 2025.

The primary revenue driver is Net Product Revenue from ZORYVE sales, which hit $99.2 million in the third quarter of 2025. This represents substantial growth, showing a 122% increase compared to the third quarter of 2024, and a 22% sequential increase from the second quarter of 2025. That's defintely strong commercial momentum.

The breakdown of that $99.2 million in Q3 2025 net product revenue shows how the different ZORYVE formulations are performing:

ZORYVE Product Stream	Q3 2025 Revenue (Millions USD)
Revenue from ZORYVE topical foam 0.3%	$49.8 million
Revenue from ZORYVE cream 0.3%	$30.5 million
Revenue from ZORYVE cream 0.15%	$18.9 million

This table clearly shows the foam formulation is currently the largest single contributor to the product revenue stream.

Beyond current sales, Arcutis Biotherapeutics, Inc. has revenue potential built into its international agreements, specifically through milestone payments. These are non-guaranteed payments triggered by specific events, which is a common structure in pharma licensing deals.

Potential future milestone payments from international partnerships include:

• Potential additional payments totaling $40 million contingent upon meeting specified regulatory and sales milestones from the Sato License agreement for Japan.
• The Sato agreement also provided an upfront payment of $25 million.
• Eligibility for tiered, low double-digit percentage royalties on net sales in Japan post-launch.

Finally, a significant near-term addition to the revenue base is the expansion into a younger pediatric market. Sales of ZORYVE cream 0.05% for pediatric AD began in late 2025, following FDA approval in October 2025 for children ages 2 to 5 years. This launch, occurring in Q4 2025, sets up the next wave of revenue capture, expanding the addressable market for the ZORYVE franchise.