AstraZeneca Plc (AZN): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No mundo dinâmico dos produtos farmacêuticos globais, o AstraZeneca Plc se destaca como um farol de inovação e excelência estratégica, transformando desafios médicos complexos em soluções inovadoras. Com uma tela de modelo de negócios meticulosamente criada que abrange pesquisa, desenvolvimento e cuidados centrados no paciente, essa gigante farmacêutica se posicionou na vanguarda do avanço médico, impulsionando tratamentos transformadores em oncologia, domínios cardiovasculares e respiratórios. Ao alavancar parcerias estratégicas, instalações de pesquisa de ponta e um compromisso com a medicina personalizada, a AstraZeneca criou uma estrutura robusta que não apenas gera receita substancial, mas também melhora fundamentalmente os resultados de saúde do paciente em todo o mundo.

AstraZeneca plc (AZN) - Modelo de negócios: Parcerias -chave

Colaborações estratégicas com instituições de pesquisa farmacêutica global

A AstraZeneca estabeleceu as principais parcerias com as seguintes instituições de pesquisa:

Instituição	Foco de colaboração	Ano estabelecido
Universidade de Oxford	Desenvolvimento da vacina CoVID-19	2020
Escola de Medicina de Harvard	Pesquisa de oncologia	2018
Imperial College London	Pesquisa de doenças respiratórias	2019

Parcerias com empresas de biotecnologia para desenvolvimento de medicamentos

As parcerias de biotecnologia da AstraZeneca incluem:

• Moderna: colaboração de tecnologia de mRNA
• Daiichi Sankyo: Desenvolvimento de Medicamentos Oncológicos
• Regeneron: pesquisa de anticorpos

Parceiro de biotecnologia	Valor do investimento	Área de pesquisa
Moderna	US $ 1,2 bilhão	Tecnologia da vacina
Daiichi Sankyo	US $ 6,9 bilhões	Terapêutica do câncer
Regeneron	US $ 500 milhões	Pesquisa de anticorpos

Alianças do Centro de Pesquisa Acadêmica e Médica

As parcerias de pesquisa acadêmica da AstraZeneca incluem:

• Universidade Johns Hopkins
• Stanford Medical Center
• Memorial Sloan Kettering Cancer Center

Organizações de manufatura contratadas para escala de produção

Parceiro de fabricação	Capacidade de produção	Valor do contrato
Grupo Lonza	500 milhões de doses de vacina/ano	US $ 375 milhões
Instituto Serum da Índia	1 bilhão de doses de vacina/ano	US $ 270 milhões

Parcerias do sistema governamental e de saúde

País/região	Tipo de parceria	Foco da vacina/tratamento
Estados Unidos	Velocidade de Warp Operação	Vacina para o covid-19
União Europeia	Contrato de compra antecipada	Vacina para o covid-19
Índia	Programa Nacional de Vacinação	Distribuição da vacina CoVID-19

AstraZeneca plc (AZN) - Modelo de negócios: Atividades -chave

Pesquisa e Desenvolvimento Farmacêutico

A AstraZeneca investiu US $ 8,1 bilhões em P&D em 2022, representando 22,4% da receita total. A pesquisa se concentra em oncologia, cardiovascular, renal, metabolismo e doenças respiratórias.

Ano de investimento em P&D	Montante total	Porcentagem de receita
2022	US $ 8,1 bilhões	22.4%
2021	US $ 7,5 bilhões	21.8%

Ensaios clínicos e testes de drogas

A AstraZeneca realiza extensos ensaios clínicos em várias áreas terapêuticas.

• 173 ensaios clínicos em andamento em 2022
• Mais de 50.000 pacientes inscritos em estudos clínicos
• 45 novas entidades moleculares no pipeline de desenvolvimento

Fabricação farmacêutica

A AstraZeneca opera 20 instalações de fabricação globalmente em 16 países.

Região	Número de locais de fabricação
América do Norte	6
Europa	8
Ásia -Pacífico	6

Marketing global e vendas de tratamentos médicos

A AstraZeneca registrou receita total de US $ 36,1 bilhões em 2022, com presença significativa no mercado global.

• Operações em mais de 100 países
• Vendas em oncologia: US $ 12,4 bilhões
• Vendas em segmento cardiovascular: US $ 6,8 bilhões

Inovação contínua em tecnologias biofarmacêuticas

A AstraZeneca se concentra em plataformas tecnológicas avançadas, incluindo mRNA, conjugados de drogas de anticorpos e terapias genéticas.

Plataforma de tecnologia	Número de programas ativos
Tecnologia de mRNA	12
Conjugados de anticorpos-drogas	8
Terapia genética	6

AstraZeneca plc (AZN) - Modelo de negócios: Recursos -chave

Portfólio de propriedade intelectual extensa

A AstraZeneca possui 22.500 famílias de patentes a partir de 2023, com um portfólio de patentes globais avaliado em aproximadamente US $ 43,7 bilhões. A propriedade intelectual da empresa abrange várias áreas terapêuticas.

Categoria de patentes	Número de patentes	Valor estimado
Patentes de oncologia	6,750	US $ 15,2 bilhões
Patentes cardiovasculares	4,500	US $ 10,8 bilhões
Patentes respiratórias	3,600	US $ 8,6 bilhões

Instalações avançadas de pesquisa e desenvolvimento

A AstraZeneca opera 16 centros globais de P&D com investimento anual de P&D anual de US $ 7,1 bilhões em 2023.

• Cambridge, Reino Unido (sede global de P&D)
• Boston, EUA
• Gotemburgo, Suécia
• Xangai, China

Força de trabalho científica e médica qualificada

Força de trabalho total: 75.000 funcionários em todo o mundo, com 22% com diplomas científicos avançados.

Categoria de funcionários	Número de funcionários	Percentagem
Profissionais de P&D	15,750	21%
Especialistas em pesquisa clínica	6,000	8%
Pessoal de fabricação	12,000	16%

Capital financeiro substancial para investimentos

Recursos Financeiros a partir do quarto trimestre 2023:

• Total de caixa e equivalentes em dinheiro: US $ 13,2 bilhões
• Receita anual: US $ 45,8 bilhões
• Investimento em P&D: US $ 7,1 bilhões
• Capitalização de mercado: US $ 190 bilhões

Infraestrutura sofisticada de ensaios clínicos

A AstraZeneca realiza aproximadamente 500 ensaios clínicos anualmente em 70 países.

Fase de teste	Número de ensaios	Duração média
Fase I.	125	1-2 anos
Fase II	200	2-3 anos
Fase III	150	3-4 anos
Fase IV	25	4-5 anos

AstraZeneca plc (AZN) - Modelo de negócios: proposições de valor

Tratamentos inovadores para condições médicas complexas

A AstraZeneca investiu US $ 6,1 bilhões em P&D em 2022, concentrando -se no desenvolvimento de terapias inovadoras.

Área terapêutica	Investimento em P&D	Novas aprovações de drogas (2022)
Oncologia	US $ 2,3 bilhões	3 novos tratamentos contra o câncer
Cardiovascular	US $ 1,4 bilhão	2 novos medicamentos cardiovasculares
Respiratório	US $ 1,2 bilhão	1 novo medicamento respiratório

Produtos farmacêuticos de alta qualidade

A receita farmacêutica global atingiu US $ 43,4 bilhões em 2022, com 94% de conformidade com a qualidade do produto.

• Instalações de fabricação certificadas ISO 9001
• Processos de controle de qualidade estritos
• Conformidade com boas práticas de fabricação farmacêutica (GMP)

Concentre -se em oncologia, doenças cardiovasculares e respiratórias

Categoria de doença	Quota de mercado	Receita (2022)
Oncologia	12.5%	US $ 15,2 bilhões
Cardiovascular	8.7%	US $ 10,6 bilhões
Respiratório	9.3%	US $ 11,8 bilhões

Medicina personalizada e terapias direcionadas

O portfólio de medicina de precisão gerou US $ 7,6 bilhões em 2022, com 22 terapias direcionadas.

• Integração de testes genômicos
• Abordagens de tratamento orientadas por biomarcadores
• Soluções de oncologia personalizadas

Compromisso em melhorar os resultados da saúde do paciente

Os programas de acesso ao paciente apoiaram 2,3 milhões de pacientes globalmente em 2022.

Iniciativa de apoio ao paciente	Alcance global	Investimento
Programas de assistência ao paciente	78 países	US $ 340 milhões
Acesso ao ensaio clínico	52 países	US $ 220 milhões
Acessibilidade de medicamentos	65 países	US $ 280 milhões

AstraZeneca plc (AZN) - Modelo de negócios: relacionamentos com o cliente

Engajamento profissional médico direto

AstraZeneca mantém o envolvimento direto com os profissionais médicos por meio de:

Canal de engajamento	Volume anual de interação
Interações representativas médicas	Mais de 250.000 compromissos médicos diretos globalmente
Reuniões do Conselho Consultivo Científico	Aproximadamente 120 reuniões especializadas por ano
Patrocínios da conferência médica	72 Conferências médicas internacionais apoiadas em 2023

Programas de apoio ao paciente

As iniciativas de apoio ao paciente da AstraZeneca incluem:

• Programas de assistência ao paciente cobrindo 37 países
• Apoio financeiro ao acesso à medicação atingindo 215.000 pacientes em 2023
• Programas de apoio à adesão à medicação com 68% de taxa de envolvimento do paciente

Plataformas de saúde digital e recursos do paciente

Plataforma digital	Estatísticas do usuário
AstraZeneca Patient Portal	1,2 milhão de usuários registrados
Aplicativos de saúde móvel	3 aplicativos especializados com 480.000 usuários ativos
Recursos de educação de pacientes online	Mais de 2,5 milhões de visitantes únicos no site em 2023

Comunicação transparente sobre tratamentos médicos

As métricas de transparência da AstraZeneca:

• Taxa de transparência de dados de ensaios clínicos: 92%
• Publicação do estudo clínico Publicação: dentro de 12 meses após a conclusão do estudo
• Relatórios de eventos adversos Conformidade: 100% de adesão regulatória

Iniciativas contínuas de educação médica

Programa de Educação	Alcance anual
Programas de treinamento profissional em saúde	45.000 profissionais médicos treinados
Plataformas de educação médica online	128.000 profissionais de saúde registrados
Programas de concessão de pesquisa	US $ 22,5 milhões investidos em educação em pesquisa médica

AstraZeneca plc (AZN) - Modelo de negócios: canais

Força de vendas direta para profissionais de saúde

A AstraZeneca mantém uma força de vendas global de 62.400 funcionários em 2023, com aproximadamente 22.500 dedicados a operações comerciais. Os representantes de vendas da empresa se envolvem diretamente com:

• Hospitais
• Clínicas farmacêuticas
• Práticas médicas privadas

Tipo de canal	Número de representantes	Cobertura geográfica
Equipe de vendas de oncologia	7,800	Mais de 50 países
Equipe de vendas cardiovascular	6,500	Mais de 40 países
Equipe de vendas respiratórias	5,200	Mais de 35 países

Plataformas de informações médicas online

A AstraZeneca investe US $ 1,2 bilhão anualmente em plataformas de saúde digital. Os canais digitais incluem:

• AstraZeneca.com Portal Profissional
• Bancos de dados de pesquisa clínica
• Sites de consulta médica

Redes de distribuidores farmacêuticos

A rede de distribuição global inclui:

• McKesson Corporation
• Amerisourcebergen
• Cardinal Health

Distribuidor	Volume anual de distribuição	Alcance do mercado
McKesson	US $ 3,8 bilhões AstraZeneca Products	Estados Unidos
Amerisourcebergen	US $ 2,5 bilhões AstraZeneca Products	América do Norte
Cardinal Health	US $ 2,2 bilhões AstraZeneca Products	Mercados globais

Conferências médicas e simpósios

Participação anual da conferência:

• Mais de 50 conferências médicas internacionais
• US $ 78 milhões de orçamento anual de patrocínio da conferência
• Mais de 500 apresentações científicas anualmente

Canais de marketing digital e telessaúde

Despesas de marketing digital: US $ 450 milhões em 2023

• Publicidade digital programática
• Campanhas de saúde de mídia social
• Plataformas de consulta médica virtual

Canal digital	Engajamento anual	Investimento
Rede Profissional do LinkedIn	2,3 milhões de profissionais de saúde	US $ 45 milhões
Plataformas de telessaúde	1,7 milhão de consultas de pacientes	US $ 120 milhões
Educação Médica Digital	480.000 profissionais de saúde	US $ 85 milhões

AstraZeneca plc (AZN) - Modelo de negócios: segmentos de clientes

Profissionais de saúde

A AstraZeneca atende a aproximadamente 500.000 profissionais de saúde globalmente em várias especialidades médicas.

Especialidade	Alcance estimado
Oncologistas	75.000 profissionais
Cardiologistas	65.000 profissionais
Especialistas respiratórios	55.000 profissionais

Sistemas hospitalares

A AstraZeneca faz parceria com mais de 10.000 sistemas hospitalares em todo o mundo.

• Estados Unidos: 4.500 sistemas hospitalares
• Europa: 3.200 sistemas hospitalares
• Ásia-Pacífico: 2.000 sistemas hospitalares
• Resto do mundo: 300 sistemas hospitalares

Organizações de saúde do governo

A empresa se envolve com agências de compras em saúde em mais de 100 países.

Região	Número de organizações de saúde do governo
América do Norte	25 organizações
União Europeia	35 organizações
Ásia-Pacífico	28 organizações

Provedores privados de seguro de saúde

A AstraZeneca colabora com aproximadamente 1.200 provedores de seguros de saúde privados em todo o mundo.

• Estados Unidos: 450 provedores de seguros
• Mercado europeu: 350 provedores de seguros
• Mercados internacionais: 400 provedores de seguros

Pacientes individuais com condições médicas específicas

A AstraZeneca tem como alvo pacientes em áreas terapêuticas -chave com populações significativas de pacientes.

Condição médica	População estimada de pacientes servidos
Câncer de pulmão	2,2 milhões de pacientes
Doenças cardiovasculares	5,6 milhões de pacientes
Diabetes tipo 2	3,8 milhões de pacientes
Asma/DPOC	4,5 milhões de pacientes

AstraZeneca plc (AZN) - Modelo de negócios: estrutura de custos

Extensas despesas de pesquisa e desenvolvimento

As despesas de P&D da AstraZeneca em 2022 foram de US $ 6,8 bilhões, representando 13,4% da receita total. A empresa investiu recursos significativos em áreas terapêuticas -chave:

Área terapêutica	Investimento em P&D (2022)
Oncologia	US $ 2,3 bilhões
Cardiovascular	US $ 1,1 bilhão
Respiratório	US $ 900 milhões

Investimentos de ensaios clínicos

Custos de ensaios clínicos para a AstraZeneca em 2022:

• Despesas totais de ensaios clínicos: US $ 3,5 bilhões
• Número de ensaios clínicos em andamento: 184
• Custo médio por ensaio clínico: US $ 19 milhões

Custos de fabricação e produção

As despesas de fabricação de 2022 totalizaram US $ 4,2 bilhões, com instalações de produção globais em:

Localização	Capacidade de produção	Custo anual de produção
Estados Unidos	3 principais instalações	US $ 1,4 bilhão
Reino Unido	2 principais instalações	US $ 900 milhões
China	1 Instalação Principal	US $ 500 milhões

Despesas de marketing e vendas

Custos de marketing e vendas para 2022:

• Total de despesas de marketing: US $ 5,1 bilhões
• Custos operacionais da força de vendas: US $ 2,3 bilhões
• Investimento de marketing digital: US $ 420 milhões

Conformidade regulatória e controle de qualidade

Despesas de conformidade e controle de qualidade para 2022:

Área de conformidade	Gasto
Assuntos regulatórios	US $ 650 milhões
Sistemas de gestão da qualidade	US $ 450 milhões
Monitoramento de segurança	US $ 350 milhões

AstraZeneca plc (AZN) - Modelo de negócios: fluxos de receita

Vendas farmacêuticas de produtos

A receita total da AstraZeneca em 2022 foi de US $ 43,4 bilhões. As vendas de produtos de oncologia atingiram US $ 10,9 bilhões em 2022, com os principais produtos, incluindo:

Produto	Receita 2022
Tagrisso	US $ 5,2 bilhões
IMFINZI	US $ 3,4 bilhões
Lynparza	US $ 2,3 bilhões

Receita de medicamentos prescritos

A vacina covid-19 Vaxzevria gerou US $ 2,9 bilhões em 2022. As vendas de produtos cardiovasculares e metabólicos atingiram US $ 4,1 bilhões.

• Vendas respiratórias de produtos: US $ 3,8 bilhões
• Vendas de produtos de doenças raras: US $ 1,6 bilhão

Propriedade intelectual de licenciamento

O licenciamento de propriedade intelectual gerou aproximadamente US $ 750 milhões em receita para 2022.

Colaborações e parcerias estratégicas

Parceiro	Valor de colaboração
Moderna	US $ 1,2 bilhão
Daiichi Sankyo	US $ 6,9 bilhões em potencial pagamentos marcos

Distribuição do mercado global de tratamentos médicos

Recutação de receita geográfica para 2022:

Região	Receita
Estados Unidos	US $ 19,8 bilhões
Europa	US $ 11,2 bilhões
China	US $ 4,6 bilhões
Resto do mundo	US $ 7,8 bilhões

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.