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SWOT
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Eli Lilly Sales

To accelerate revenue growth by commercializing innovative medicines that improve patient outcomes while becoming the world's leading biopharmaceutical company

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Align the strategy

Eli Lilly Sales SWOT Analysis

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To accelerate revenue growth by commercializing innovative medicines that improve patient outcomes while becoming the world's leading biopharmaceutical company

Strengths

  • PORTFOLIO: Strong GLP-1 portfolio with Mounjaro and Zepbound
  • PRICING: Premium pricing power due to clinical differentiation
  • PIPELINE: Robust late-stage pipeline across multiple therapies
  • MANUFACTURING: Significant capacity expansion investments
  • MARGINS: Industry-leading gross margins above 78%

Weaknesses

  • SUPPLY: Ongoing supply constraints limiting GLP-1 product sales
  • DEPENDENCY: Over-reliance on diabetes/obesity franchise growth
  • COMPETITION: Increased competitive pressure in key markets
  • DIGITAL: Underdeveloped digital engagement capabilities
  • MARKET: Limited presence in emerging markets compared to peers

Opportunities

  • EXPANSION: Obesity market potential exceeding $100B by 2030
  • INDICATION: New therapeutic indications for existing products
  • PARTNERSHIPS: Strategic partnerships for complementary solutions
  • TECHNOLOGY: Digital therapeutics integration with medications
  • ACCESS: Improved reimbursement landscape for GLP-1 products

Threats

  • POLICY: Potential drug pricing reform legislation
  • COMPETITION: Competing GLP-1 products reaching market
  • FORMULARY: Payer pressure on formulary placement and discounts
  • GENERIC: Patent cliffs for established products
  • ECONOMIC: Healthcare spending pressures affecting budgets

Key Priorities

  • CAPACITY: Aggressively expand manufacturing capacity for GLP-1s
  • PORTFOLIO: Accelerate commercialization across therapeutic areas
  • DIGITAL: Implement advanced digital engagement platforms
  • ACCESS: Develop strategies to enhance market access/reimbursement
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Align the plan

Eli Lilly Sales OKR Plan

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To accelerate revenue growth by commercializing innovative medicines that improve patient outcomes while becoming the world's leading biopharmaceutical company

SUPPLY LEADERSHIP

Establish industry-leading GLP-1 supply chain capacity

  • CAPACITY: Increase Mounjaro/Zepbound manufacturing capacity by 65% to eliminate supply constraints by Q4
  • FACILITIES: Commission two additional manufacturing sites with validated production by end of Q3
  • INVENTORY: Achieve 95% GLP-1 in-stock rate across all distributors and direct accounts
  • FORECASTING: Deploy AI-powered demand forecasting model with 90% accuracy for all key products
PORTFOLIO EXPANSION

Accelerate commercialization across therapeutic areas

  • LAUNCH: Successfully launch 3 new indications with 85% of target HCPs detailed within 60 days
  • MARKET SHARE: Increase oncology portfolio market share by 3.5 percentage points in target segments
  • PENETRATION: Achieve 45% new-to-brand share for recently launched immunology products
  • DIVERSIFICATION: Reduce GLP-1 revenue dependency to below 60% of total portfolio revenue
DIGITAL EXCELLENCE

Transform customer engagement through digital platforms

  • PLATFORM: Launch unified omnichannel engagement platform reaching 90% of target HCPs monthly
  • PERSONALIZATION: Implement AI-driven personalization with 5+ touchpoints per HCP quarterly
  • ADOPTION: Achieve 75% field force adoption of new digital tools with 80% satisfaction score
  • ANALYTICS: Deploy predictive next-best-action engine with demonstrated 30% engagement lift
ACCESS OPTIMIZATION

Maximize product access and reimbursement coverage

  • COVERAGE: Secure preferred formulary status for GLP-1 portfolio in 80% of commercial lives
  • CONTRACTS: Implement value-based contracts with 7 major payers covering 65M lives
  • AFFORDABILITY: Launch enhanced patient support programs reducing abandonment by 25%
  • SPECIALTY: Optimize specialty pharmacy network achieving 2-day average time-to-fill
METRICS
  • Revenue Growth Rate: 28%
  • New Patient Starts: 380,000
  • Commercial Coverage: 85%
VALUES
  • Integrity in every customer interaction
  • Customer-centric approach to healthcare solutions
  • Innovation in sales and marketing strategies
  • Data-driven decision making
  • Cross-functional collaboration
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Align the learnings

Eli Lilly Sales Retrospective

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To accelerate revenue growth by commercializing innovative medicines that improve patient outcomes while becoming the world's leading biopharmaceutical company

What Went Well

  • GROWTH: Exceptional 36% revenue growth driven by GLP-1 portfolio success
  • ADOPTION: Zepbound achieved fastest uptake of any obesity treatment
  • PRICING: Maintained strong net pricing despite competitive pressures
  • PIPELINE: Advanced multiple late-stage assets with positive data readouts
  • MARGINS: Expanded operating margin by 640 basis points year-over-year

Not So Well

  • SUPPLY: Continued manufacturing constraints for Mounjaro and Zepbound
  • ONCOLOGY: Underperformance in oncology portfolio against expectations
  • INTERNATIONAL: Below-target performance in key international markets
  • DIGITAL: Digital engagement metrics lagging behind industry benchmarks
  • TALENT: Higher than expected turnover in field sales organization

Learnings

  • CAPACITY: Manufacturing capacity planning must account for demand spikes
  • DIVERSITY: Revenue diversification needed beyond diabetes/obesity focus
  • AGILITY: Commercial model requires greater agility to address competition
  • FORECASTING: Improve forecasting accuracy for high-demand products
  • SEGMENTATION: Refine customer segmentation models for targeting

Action Items

  • MANUFACTURING: Accelerate capital investments in production facilities
  • TARGETING: Implement advanced segmentation for optimal account focus
  • ENGAGEMENT: Deploy omnichannel engagement strategy across all brands
  • TALENT: Enhance field force capabilities through specialized training
  • ANALYTICS: Build predictive analytics platform for commercial decisions
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Drive AI transformation

Eli Lilly Sales AI Strategy SWOT Analysis

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To accelerate revenue growth by commercializing innovative medicines that improve patient outcomes while becoming the world's leading biopharmaceutical company

Strengths

  • DATA: Extensive clinical and real-world data for AI models
  • INVESTMENT: Significant AI R&D investment exceeding peers
  • TALENT: Strong data science and AI teams across organization
  • ADOPTION: Early adopter of AI in commercial operations
  • INTEGRATION: Successful AI integration in sales targeting

Weaknesses

  • INFRASTRUCTURE: Fragmented data infrastructure limiting scale
  • EXECUTION: Inconsistent AI deployment across therapeutic areas
  • MEASUREMENT: Limited AI ROI measurement frameworks
  • COORDINATION: Siloed AI initiatives across business units
  • GOVERNANCE: Underdeveloped AI governance and compliance

Opportunities

  • PERSONALIZATION: AI-powered personalized HCP engagement
  • PREDICTION: Predictive analytics for market access strategies
  • AUTOMATION: Workflow automation in commercial operations
  • INSIGHTS: Real-time market intelligence through AI
  • OPTIMIZATION: Supply chain optimization with advanced analytics

Threats

  • COMPETITION: Competitors advancing AI commercial capabilities
  • PRIVACY: Evolving data privacy regulations limiting AI use
  • TALENT: Industry-wide competition for AI talent
  • ADOPTION: HCP resistance to AI-driven engagement models
  • REGULATION: Potential AI-specific regulatory requirements

Key Priorities

  • PLATFORM: Build unified AI platform for commercial excellence
  • PERSONALIZATION: Implement AI-driven personalized HCP journeys
  • ANALYTICS: Deploy predictive analytics for market access
  • GOVERNANCE: Establish robust AI governance framework