MCKESSON | BIOPHARMA COMMERCIALIZATION SALES PLAN

MCKESSON

ONCOLOGY & MULTISPECIALTY | BIOPHARMA SERVICES

Biopharma

Commercialization

Sales Plan

Enterprise B2B growth strategy | Clinical development → launch → access → growth

Clinical

Development

Evidence &

Insights

Commercial

Launch

Access &

Adoption

Launch → Distribution → Access

$2.25B

announced Precision

Medicine Group transaction

200+

oncology and rare-disease

therapies via Biologics by

McKesson

1.5M+

sq. ft.

McKesson 3PL distribution

footprint cited in biopharma

materials

630K+

annual physician

engagements via Ontada

Learn

Planning horizon: FY2027 commercial planning | Focus: oncology, multispecialty, specialty and biopharma commercialization

McKesson describes its oncology and biopharma platform as spanning clinical research, commercialization, distribution,

market access, patient support and real-world evidence.

MCKESSON | BIOPHARMA COMMERCIALIZATION SALES PLAN

01 Executive Commercial Summary

McKesson’s biopharma commercialization model connects development-stage services with evidence, launch strategy,

specialty distribution, market access and patient support. Its August 2026 agreement to acquire Precision Medicine Group

is intended to enhance clinical research and commercialization services and broaden capabilities from drug development

through commercialization.

Clinical

Development

Evidence &

Insights

Commercial

Launch

Access &

Adoption

Launch → Distribution → Access

Priority

Commercial objective

Primary capabilities

Clinical entry

Engage manufacturers earlier in the development lifecycle

Precision clinical research, biomarker

intelligence, lab services

Evidence

Translate patient and provider data into launch decisions

McKesson Compile, Ontada, RWE/RWD

Launch

Coordinate distribution, contracting and market access

Specialty distribution, GPOs, 3PL, Biologics

Access

Reduce administrative and affordability friction

CoverMyMeds, HUB/access services

MCKESSON | BIOPHARMA COMMERCIALIZATION SALES PLAN

02 Biopharma Commercialization Offering

Capability

Role in commercialization

Sales proposition

Clinical Research Services

Clinical trial logistics and research capabilities across

development

Earlier engagement and smoother

transition toward launch

Precision Medicine Group

Proposed acquisition brings CRO, biomarker intelligence, lab

services, market access and commercialization support

Broader development-to-market

relationship

McKesson Compile

Patient and prescriber journey data supporting commercial

strategy

Market definition, field strategy and

launch planning

Ontada

Oncology real-world data, evidence and provider technology

Evidence generation and provider

engagement

Specialty Distribution / 3PL

Safe, accurate and timely therapy delivery

Launch readiness and supply

continuity

GPOs

Unity and Onmark contracting strategies for specialty

practices

Provider access and contracting

CoverMyMeds

Medication access, affordability and adherence workflows

Reduce administrative barriers to

therapy initiation

InspiroGene

Cell and gene therapy commercialization, logistics, specialty

pharmacy and patient support

Address complex CGT launch

requirements

MCKESSON | BIOPHARMA COMMERCIALIZATION SALES PLAN

03 Target Biopharma Customers

Segment

Commercial trigger

Decision makers

Initial entry point

Emerging biotech

First commercial asset / limited

infrastructure

CEO, CBO, commercial, clinical

Clinical + launch planning

Specialty pharma

New indication, specialty therapy or

expansion

Market access, commercial,

supply

Evidence + distribution

Oncology innovators

Complex treatment pathway and

community adoption

Medical, commercial, access

Ontada + provider

ecosystem

Rare disease

Small populations, complex access

and fulfillment

Commercial, patient services

Access + specialty logistics

Cell & gene therapy

Complex handling, patient

identification and site readiness

Operations, commercial,

medical

InspiroGene

Qualification lens

Assess asset stage, therapeutic area, expected patient population, commercialization model, distribution complexity,

market-access barriers, provider concentration and evidence needs before designing the account strategy.

MCKESSON | BIOPHARMA COMMERCIALIZATION SALES PLAN

04 Commercial Sales Objectives

Planning field

Target-setting approach

Measurement

New biopharma accounts

Segment by development stage and therapeutic area

Qualified / won accounts

Integrated solution adoption

Increase multi-capability relationships where customer need

supports it

Capabilities per account

Launch pipeline

Build opportunities ahead of anticipated regulatory and

commercial milestones

Launch-stage pipeline

value

Contract value

Combine relevant services into outcome-based proposals

Booked contract value

Retention / expansion

Move from launch engagement into growth and maturity services

Renewal + expansion rate

Time to launch support

Coordinate evidence, contracting, distribution and access

workstreams

Milestone adherence

Publicly disclosed financial context

McKesson’s 2025 Investor Day identified Oncology & Multispecialty as a strategic growth platform and set a long-term

adjusted segment operating profit growth target of 13%–16%. That is a corporate financial target, not a biopharma sales

quota.

MCKESSON | BIOPHARMA COMMERCIALIZATION SALES PLAN

05 Sales Strategy & Account Expansion

Motion

Execution

Expansion signal

Clinical-first entry

Engage during development with clinical research and trial-support

capabilities

Asset advances toward pivotal /

launch stage

Evidence-led selling

Use deidentified patient, provider and oncology evidence to frame

market questions

Need for segmentation or

brand strategy

Launch orchestration

Coordinate contracting, distribution, supply, provider engagement

and access

Regulatory milestone / launch

date

Patient access

Add affordability, prior-authorization and HUB workflows where

relevant

Access friction / abandonment

risk

CGT specialization

Use dedicated logistics, specialty pharmacy and patient-support

capabilities

Complex handling / site-of-care

needs

Lifecycle expansion

Move from launch services to adoption monitoring, evidence and

growth support

New indication / geography /

patient segment

Account principle

Cross-selling should follow a documented customer requirement. The commercial objective is an integrated solution that

reduces launch friction and improves measurable outcomes, not an automatic bundle of every McKesson capability.

MCKESSON | BIOPHARMA COMMERCIALIZATION SALES PLAN

06 Biopharma Customer Acquisition Funnel

Stage

Customer touchpoint

Sales output

Market signal

Asset, therapeutic area, funding, clinical milestone or

commercialization need

Account hypothesis

Discovery

Clinical, commercial, supply, access and evidence workshops

Problem map

Solution design

Integrated capability mapping across McKesson businesses

Solution architecture

Business case

Launch timing, service scope, value drivers and implementation path

Commercial proposal

Pilot / contract

Clinical, analytics, logistics or access proof point

Signed workstream

Launch execution

Distribution, contracting, provider education and access activation

Launch readiness

Growth

Adoption monitoring, evidence, new indications and expanded

services

Expansion plan

MCKESSON | BIOPHARMA COMMERCIALIZATION SALES PLAN

07 Enterprise Opportunity Pipeline

Account

Asset / therapy

Stage

Need

Solution path

Value

Owner

Emerging oncology

biotech

Orphan oncology

asset

Discovery

Clinical + market

access

Clinical research + Compile +

access

TBD

Biopharma

Global specialty

pharma

Specialty launch

Qualified

Distribution +

provider adoption

Specialty distribution + GPO

TBD

Account

Lead

CGT developer

Cell therapy

Proposal

Cold chain + patient

support

InspiroGene + 3PL + HUB

TBD

CGT Lead

Oncology

manufacturer

Commercial

brand

Expansion

Field targeting +

evidence

Compile + Ontada + GPO

TBD

Account

Lead

Required fields

Asset stage • regulatory milestone • target patient population • provider footprint • distribution model • market-access

risk • solution owner • next action • expected close • implementation dependency

MCKESSON | BIOPHARMA COMMERCIALIZATION SALES PLAN

08 Commercialization Ecosystem

Business / capability

Contribution

Lifecycle position

Precision Medicine Group*

CRO, biomarker intelligence, lab services, market access and

commercialization support

Development → launch

McKesson Compile

Patient and prescriber journey data for go-to-market and

sales-force strategy

Discovery → growth

Ontada

Oncology RWD/RWE, provider technology and education

Evidence → adoption

Specialty Distribution / 3PL

Therapy distribution and specialized logistics

Launch → scale

Unity / Onmark

GPO contracting strategies for specialty practices

Launch → adoption

CoverMyMeds

Access, affordability and adherence solutions

Prescription → treatment

InspiroGene

CGT logistics, specialty pharmacy and patient HUB capabilities

CGT launch → growth

*McKesson announced a definitive agreement to acquire Precision Medicine Group on August 25, 2026; the transaction remains subject to customary

closing conditions and regulatory clearances.

MCKESSON | BIOPHARMA COMMERCIALIZATION SALES PLAN

09 KPIs, Forecast & Commercial Governance

KPI

Definition

Cadence

Qualified pipeline

Opportunity value meeting defined qualification criteria

Weekly

Win rate

Closed-won divided by qualified opportunities

Monthly

Contract value

Booked value by solution and customer segment

Monthly

Solution penetration

Relevant capabilities adopted per account

Monthly

Launch milestone adherence

Planned versus achieved commercialization milestones

Monthly

Distribution readiness

Launch inventory / logistics readiness by therapy

Weekly near launch

Access performance

Authorization, affordability and support workflow measures

Monthly

Customer retention

Renewed / expanded strategic relationships

Quarterly

Forecast variance

Actual versus forecast revenue and contribution

Monthly

Forecast discipline

Weighted pipeline should combine opportunity value, stage probability, expected close timing and implementation

readiness. Strategic accounts require a documented next action and customer milestone before being treated as

forecastable.

MCKESSON | BIOPHARMA COMMERCIALIZATION SALES PLAN

10 FY2027 Sales Action Plan

Priority

Action

Owner

Timing

KPI

Biopharma acquisition

Tier target manufacturers by therapeutic area, asset stage and

commercialization complexity

Biopharma Sales

Qualified

accounts

Clinical entry

Build development-stage offers connecting clinical research and

commercialization planning

Clinical Services

Q1–Q2

Early-stage

pipeline

Evidence-led selling

Standardize Compile / Ontada discovery workshops for eligible

accounts

Data & Insights

Evidence

opportunities

Launch readiness

Create integrated launch playbooks covering distribution, GPO, access

and support

Commercializati

Q2–Q3

Milestone

adherence

CGT growth

Expand manufacturer relationships requiring specialized logistics and

patient support

InspiroGene

Q2–Q4

CGT pipeline

Account expansion

Convert successful launch engagements into evidence, adoption and

growth programs

Account Teams

Q3–Q4

Expansion value

Operating cadence

Weekly: pipeline and launch blockers | Monthly: bookings, forecast and milestone review | Quarterly: strategic-account

value review | Annual: portfolio, therapeutic-area and commercialization strategy refresh

McKesson’s public biopharma materials describe an integrated lifecycle spanning discovery, clinical development, launch,

growth and maturity, with commercialization capabilities across evidence, contracting, distribution and patient access.

McKesson Biopharma Commercialization Sales Plan

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