Scaling seven common digital programs inside a typical top 10 pharma company could be worth $1.4 billion to $2.2 billion in operating income over five years.
Jessica Jarvis and Daniel Blessing
One prediction for 2024 that may go unnoticed but should not is that the top players in pharma will begin to scale up the results they’re getting with data, digital, and artificial intelligence (AI). The idea of scale—taking the innovations that only happen in some parts of an organization and helping them happen elsewhere—is not a novel one, but it’s still an essential concept when it comes to generating value for an organization.
When we consider the idea of scale from the viewpoint of operating income, for example, we estimate that growing seven tested digital programs could generate $1.4 billion to $2.2 billion in five years for an average top 10 pharma company. This number could go higher, especially as generative AI is combined with existing approaches. But a sensible way to think about value is to understand how these programs already prove their worth and then mix generative AI with them to see how you can take things further.
In our work, seven programs stand out as crucial to boosting digital value. Each one strengthens the pharma value chain, impacting the core areas of clinical development, supply chain, and manufacturing and commercial engagement.If you haven’t developed these, you are missing out on quick and significant ways to show how digital, technology, or AI drive measurable outcomes.
Figure: Essential digital programs that create meaningful value
The goals for the programs to scale in clinical development are to reduce study completion times, improve and diversify patient recruitment and retention, and lower costs to bring products to market.
A good test of your company’s ability to create value here is to ask how well your teams can:
Today’s best opportunities for scaling value exist in manufacturing and they are steps along the journey to optimize operations to support frequent nano and micro product launches—and eventually adopt autonomous manufacturing. All this work supports one goal: getting the right medicines to the right patients.
Good performance from your teams here means they regularly:
For commercial engagement, field teams know the importance of remaining relevant through more personalized, engaging experiences. Today’s test for scaling value here depends on how well commercial teams can:
These programs need everyone to work together to grow, but with a clear strategy, they can show their worth in real dollars fairly quickly. And beyond the financial upsides, they offer significant opportunities for talent growth and help you build maturity for all future digital programs.
About the Authors
Jessica Jarvis and Daniel Blessing are principals with ZS, where they help organizations create meaningful value with data, digital and AI programs.
Unifying Industry to Better Understand GCP Guidance
May 7th 2025In this episode of the Applied Clinical Trials Podcast, David Nickerson, head of clinical quality management at EMD Serono; and Arlene Lee, director of product management, data quality & risk management solutions at Medidata, discuss the newest ICH E6(R3) GCP guidelines as well as how TransCelerate and ACRO have partnered to help stakeholders better acclimate to these guidelines.
Beyond the Molecule: How Human-Centered Design Unlocks AI's Promise in Pharma
June 23rd 2025How human-centered AI that is focused on customer, user, and employee experience can drive real transformation in clinical trials and beyond by aligning intelligent technologies with the people who use them.