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Abbvie Sales

To deliver innovative medicines that solve serious health issues by becoming the premier biopharmaceutical company driving sustainable growth through exceptional innovation

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To deliver innovative medicines that solve serious health issues by becoming the premier biopharmaceutical company driving sustainable growth through exceptional innovation

Strengths

  • PORTFOLIO: Strong immunology franchise with Humira, Skyrizi, Rinvoq
  • REVENUE: Diversified revenue streams across therapeutic areas
  • PIPELINE: Robust R&D pipeline with 50+ compounds in development
  • CASH: Strong cash flow ($22.4B in 2024) supports investment
  • GLOBAL: Established global commercial infrastructure in 70+ markets

Weaknesses

  • CONCENTRATION: Heavy reliance on immunology portfolio revenue
  • COMPETITION: Facing biosimilar competition for legacy products
  • PRICING: Increasing pricing pressure from payers and governments
  • INTEGRATION: Challenges integrating Allergan acquisition fully
  • DIGITAL: Underdeveloped digital engagement capabilities

Opportunities

  • EXPANSION: Growing markets in oncology and neuroscience
  • PARTNERSHIPS: Strategic collaborations to enhance pipeline
  • EMERGING: Increasing healthcare access in emerging markets
  • PERSONALIZED: Growth in precision medicine and biomarkers
  • TELEHEALTH: Evolving healthcare delivery models post-pandemic

Threats

  • REGULATORY: Increasing global pressure on drug pricing
  • COMPETITION: Aggressive competitor innovation in core areas
  • PATENTS: Patent cliffs for key revenue-generating products
  • MARKET: Unpredictable healthcare policy changes globally
  • REPUTATION: Public scrutiny of pharmaceutical pricing practices

Key Priorities

  • DIVERSIFICATION: Accelerate growth in non-immunology portfolios
  • INNOVATION: Enhance R&D productivity in high-growth areas
  • DIGITAL: Transform commercial model with digital capabilities
  • VALUE: Develop compelling value proposition for all stakeholders
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To deliver innovative medicines that solve serious health issues by becoming the premier biopharmaceutical company driving sustainable growth through exceptional innovation

DIVERSIFY GROWTH

Accelerate expansion beyond core immunology franchise

  • ONCOLOGY: Increase oncology portfolio revenue by 25% through expanded indications and new patient starts
  • AESTHETICS: Grow aesthetics portfolio by 15% by enhancing provider loyalty programs and digital engagement
  • NEUROSCIENCE: Accelerate neuroscience growth to 30% by launching new indications and payer programs
  • PENETRATION: Increase market share in top 5 growth products by minimum of 3 percentage points each
INNOVATION ENGINE

Enhance R&D productivity in high-potential areas

  • PIPELINE: Advance 5 key late-stage assets to next development milestone with zero regulatory delays
  • PARTNERSHIPS: Secure 3 strategic biotech collaborations in emerging therapeutic areas with defined milestones
  • BIOMARKERS: Implement precision medicine biomarkers in 75% of phase 2+ clinical programs
  • ACCELERATION: Reduce time-to-market by 20% for priority development programs through process optimization
DIGITAL LEADERSHIP

Transform commercial model with AI capabilities

  • PLATFORM: Launch unified AI-powered commercial intelligence platform with 90% field adoption
  • ENGAGEMENT: Increase digital channel engagement by 40% through AI-optimized content and targeting
  • INSIGHTS: Deploy predictive analytics tools to 100% of market access and sales leadership teams
  • EFFICIENCY: Improve field force productivity by 25% through AI-driven territory optimization
VALUE CHAMPIONS

Build compelling stakeholder value across portfolio

  • EVIDENCE: Publish 25 high-impact real-world evidence studies supporting value proposition of key products
  • ACCESS: Improve formulary position for top 5 growth products in 80% of priority payer accounts
  • OUTCOMES: Implement value-based contracts with top 10 payers covering 50% of priority product volume
  • ADVOCACY: Increase key stakeholder advocacy score by 15 points through enhanced engagement programs
METRICS
  • ANNUAL REVENUE GROWTH: 8-10%
  • PIPELINE PROGRESSION: 90% milestone achievement
  • CUSTOMER ENGAGEMENT: 35% increase in NPS
VALUES
  • Patient-Centered
  • Innovation-Driven
  • Integrity
  • Inclusion
  • Sustainability
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Align the learnings

Abbvie Sales Retrospective

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To deliver innovative medicines that solve serious health issues by becoming the premier biopharmaceutical company driving sustainable growth through exceptional innovation

What Went Well

  • GROWTH: Skyrizi and Rinvoq exceeded expectations with 50%+ growth YoY
  • PIPELINE: Advanced multiple promising candidates to late-stage trials
  • ONCOLOGY: Venclexta performance strong with 15% growth in all regions
  • MARGINS: Maintained industry-leading operating margins despite pressures

Not So Well

  • HUMIRA: Steeper than expected erosion from biosimilar competition
  • NEUROSCIENCE: Vraylar growth below expectations in major markets
  • AESTHETICS: Botox Cosmetic faced increased competitive pressure
  • CHINA: Market access challenges impacted regional performance

Learnings

  • TRANSITION: Immunology transition strategy requires acceleration
  • DIGITAL: Digital engagement drives measurably better HCP relationships
  • SEGMENTATION: More granular customer segmentation yields better results
  • INTEGRATION: Cross-portfolio strategies generate higher value outcomes

Action Items

  • ACCELERATE: Fast-track digital transformation of commercial model
  • REALLOCATE: Shift resources from legacy to growth products faster
  • ENHANCE: Strengthen value story with expanded real-world evidence
  • UPSKILL: Develop advanced analytics capabilities across field teams
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To deliver innovative medicines that solve serious health issues by becoming the premier biopharmaceutical company driving sustainable growth through exceptional innovation

Strengths

  • DATA: Vast clinical trial and real-world data repositories
  • INVESTMENT: Significant AI/ML infrastructure investments
  • PARTNERSHIPS: Key collaborations with tech leaders in AI
  • TALENT: Growing team of data scientists and AI specialists
  • APPLICATIONS: Successful early AI implementations in R&D

Weaknesses

  • INTEGRATION: Siloed data across therapeutic areas and regions
  • ADOPTION: Uneven AI literacy across commercial teams
  • LEGACY: Outdated systems impeding full AI implementation
  • GOVERNANCE: Incomplete AI governance and ethics framework
  • METRICS: Limited measurement of AI ROI in commercial ops

Opportunities

  • DISCOVERY: Accelerate drug discovery with generative AI
  • TARGETING: Enhance HCP targeting with predictive analytics
  • ENGAGEMENT: Personalize HCP/patient engagement at scale
  • FORECASTING: Improve revenue forecasting precision
  • OPERATIONS: Optimize field force deployment with AI

Threats

  • COMPETITION: Competitors advancing AI capabilities faster
  • TALENT: Intense competition for AI/ML talent acquisition
  • REGULATION: Evolving regulatory landscape for AI in healthcare
  • PRIVACY: Data privacy concerns limiting AI applications
  • DISRUPTION: Non-traditional tech entrants in healthcare space

Key Priorities

  • CAPABILITY: Build unified AI platform for commercial excellence
  • ANALYTICS: Deploy advanced analytics for precision targeting
  • EXPERIENCE: Create AI-powered multichannel engagement model
  • TALENT: Develop AI literacy across all commercial functions