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Eli Lilly Sales

To accelerate discovery, development, and delivery of innovative medicines that address critical healthcare needs, transforming treatment paradigms by 2030

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Align the strategy

Eli Lilly Sales SWOT Analysis

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To accelerate discovery, development, and delivery of innovative medicines that address critical healthcare needs, transforming treatment paradigms by 2030

Strengths

  • PORTFOLIO: Strong diabetes/obesity portfolio led by Mounjaro/Zepbound
  • PIPELINE: Robust late-stage pipeline across key therapeutic areas
  • INNOVATION: Industry-leading R&D capabilities with 28% reinvestment
  • FINANCIAL: Exceptional Q1 2023 with 26% revenue growth to $8.77B
  • BRANDING: Strong market position and trusted healthcare brand

Weaknesses

  • CAPACITY: Manufacturing constraints limiting Mounjaro/Zepbound supply
  • CONCENTRATION: High revenue dependence on diabetes/obesity drugs
  • PRICING: Vulnerability to drug pricing reforms and negotiations
  • DIGITAL: Underdeveloped digital health ecosystem integration
  • COMPETITION: Intense market competition in key therapeutic areas

Opportunities

  • EXPANSION: GLP-1 market projected to reach $100B+ by 2030
  • MARKETS: Significant growth potential in emerging markets
  • COLLABORATION: Strategic partnerships for digital health solutions
  • PERSONALIZATION: Precision medicine driven by AI/genomics
  • CHRONIC: Expanding treatment options for chronic disease mgmt

Threats

  • REGULATION: Increasing global pressure on drug pricing/patents
  • COMPETITION: Rising biosimilar competition for key products
  • ACCESS: Payer restrictions limiting patient access to medications
  • SUPPLY: Ongoing global supply chain disruptions impacting production
  • INNOVATION: Accelerating pace of therapeutic innovation by rivals

Key Priorities

  • SUPPLY: Scale manufacturing capacity for GLP-1 therapies
  • PORTFOLIO: Diversify revenue streams beyond diabetes/obesity
  • DIGITAL: Accelerate digital health integration across drug portfolio
  • PRICING: Develop value-based pricing strategies for key products
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Align the plan

Eli Lilly Sales OKR Plan

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To accelerate discovery, development, and delivery of innovative medicines that address critical healthcare needs, transforming treatment paradigms by 2030

SUPPLY LEADERSHIP

Eliminate GLP-1 supply constraints to meet global demand

  • CAPACITY: Increase GLP-1 manufacturing capacity by 75% through expanded facilities and partnerships by Q4
  • AUTOMATION: Implement advanced automation in 3 manufacturing sites, improving efficiency by 30% and reducing costs by 15%
  • PARTNERS: Secure 2 additional contract manufacturing partnerships to diversify production capabilities
  • INVENTORY: Achieve 95% on-time, in-full delivery rates for Mounjaro and Zepbound across all markets
PORTFOLIO EXPANSION

Diversify revenue streams beyond current core products

  • PIPELINE: Advance 3 non-GLP-1 late-stage clinical candidates to regulatory submission
  • ACQUISITION: Complete strategic acquisition of one biotech with complementary therapeutic focus
  • LAUNCHES: Successfully launch 2 new products with combined first-year revenue of $500M+
  • BALANCE: Reduce revenue concentration from top 3 products from 65% to below 55%
DIGITAL TRANSFORMATION

Lead pharma in digital health integration and AI adoption

  • PLATFORM: Deploy unified AI platform connecting R&D through commercial, with 1000+ active users
  • COMPANIONS: Launch digital companions for 3 major products with 100,000+ patient users
  • ANALYTICS: Implement predictive analytics dashboard for commercial teams, improving forecasting accuracy by 30%
  • ENGAGEMENT: Increase digital channel HCP engagement by 40% across all therapeutic areas
VALUE PROPOSITION

Strengthen value-based approach to pricing and access

  • AGREEMENTS: Implement 5 new value-based contracts with major payers covering 30M+ lives
  • EVIDENCE: Generate and publish real-world evidence studies for 3 key products demonstrating economic value
  • ACCESS: Achieve 85%+ commercial formulary coverage for Mounjaro and Zepbound
  • AFFORDABILITY: Expand patient assistance programs to reach 50,000+ additional eligible patients
METRICS
  • Revenue Growth Rate: 22%
  • New Product Revenue: $3.5B
  • Market Share in Core Therapeutic Areas: 32%
VALUES
  • Integrity
  • Excellence
  • Patient-Centricity
  • Innovation
  • Collaboration
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Align the learnings

Eli Lilly Sales Retrospective

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To accelerate discovery, development, and delivery of innovative medicines that address critical healthcare needs, transforming treatment paradigms by 2030

What Went Well

  • REVENUE: Q1 2023 revenue increased 26% to $8.77B, exceeding estimates
  • GROWTH: Mounjaro sales surged to $1.81B, up from $568M previous year
  • LAUNCHES: Successful launch of Zepbound for obesity with strong uptake
  • MARGINS: Gross margin improved to 80.7%, up 270 basis points YoY
  • PIPELINE: Multiple positive late-stage clinical trial readouts

Not So Well

  • SUPPLY: Continued supply constraints for GLP-1 products limiting sales
  • ONCOLOGY: Slower than expected growth in oncology portfolio sales
  • EXPENSES: SG&A expenses increased 21% to $2.04B, above projections
  • PATENTS: Key patent expirations approaching for established products
  • GLOBAL: Underperformance in certain international markets

Learnings

  • CAPACITY: Manufacturing capacity planning must anticipate demand surge
  • DIGITAL: Digital engagement critical for HCP and patient education
  • PAYERS: Earlier payer engagement essential for reimbursement success
  • DIVERSITY: Clinical trial diversity improves market access outcomes
  • FORECASTING: Conservative forecasting led to supply-demand imbalance

Action Items

  • MANUFACTURING: Accelerate capacity expansion for GLP-1 products
  • COMMERCIAL: Enhance omnichannel strategy for HCP and patient reach
  • PARTNERSHIPS: Secure additional contract manufacturing partnerships
  • DIGITAL: Implement digital companion apps for key product lines
  • ANALYTICS: Improve demand forecasting models with AI/ML capabilities
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Drive AI transformation

Eli Lilly Sales AI Strategy SWOT Analysis

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To accelerate discovery, development, and delivery of innovative medicines that address critical healthcare needs, transforming treatment paradigms by 2030

Strengths

  • RESEARCH: AI-powered drug discovery platforms reducing time to market
  • DATA: Extensive proprietary clinical and real-world datasets
  • TALENT: Strong AI/ML talent acquisition in recent years
  • INVESTMENT: Significant financial commitment to AI initiatives
  • PARTNERSHIP: Strategic AI collaborations with tech companies

Weaknesses

  • INTEGRATION: Siloed AI initiatives across business units
  • LEGACY: Aging IT infrastructure limiting AI implementation
  • SCALE: Insufficient AI deployment at commercial scale
  • ANALYTICS: Underutilized predictive analytics for market insights
  • GOVERNANCE: Immature AI governance and ethical frameworks

Opportunities

  • DISCOVERY: AI to cut drug discovery time by 50% and costs by 30%
  • TRIALS: AI-optimized clinical trial design and patient recruitment
  • PERSONALIZATION: AI-driven precision medicine and diagnostics
  • MANUFACTURING: AI-enhanced production efficiency and quality
  • COMMERCIAL: AI-powered market analytics and customer targeting

Threats

  • COMPETITION: Tech companies entering healthcare/pharma space
  • REGULATION: Evolving AI regulatory landscape in healthcare
  • PRIVACY: Data security concerns limiting AI application scope
  • TALENT: Fierce competition for limited AI/ML talent pool
  • ADOPTION: Physician resistance to AI-driven clinical solutions

Key Priorities

  • PLATFORM: Develop unified AI platform across R&D to commercial
  • TRIALS: Implement AI-powered clinical trial optimization
  • ANALYTICS: Deploy predictive analytics for commercial excellence
  • TALENT: Expand AI/ML talent acquisition and development