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How is AstraZeneca Reimagining Customer Engagement?

9 Jul 2026 · 1 min

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In this brief presentation, a commercial leader from AstraZeneca explains that the company's oncology portfolio currently covers about 30 therapeutic indications and aims to double that number by 2030. Because the field sales force cannot be expanded proportionally, the organization must redesign how it engages oncologists. The speaker emphasizes the need for physician‑specific insight into where opportunities lie, so that doctors can see how AstraZeneca’s medicines address the particular patient needs they encounter. To deliver this tailored information at scale, the plan relies on intelligent agents integrated within Salesforce that can surface relevant data during sales conversations.

Chapters

I have within my oncology portfolio about 30 indications that we are taking to oncologists across the globe. We have a goal to double that by 2030, but I can't double the size of my field forces in order to be able to make sure that we're maximizing the opportunity that's there. That's the reason why we've got to reimagine what does it look like to engage with our customers. How do I make sure that when I'm talking to a specific physician that I know exactly where my opportunity opportunities lie with that physician to be able to help them understand how our medicines and our portfolio of medicines can help them address the specific patient needs that they have in front of us. And that's the kind of information we want to provide, aided by agents through Salesforce.