In ZS's patient support programs, how do we prioritize expanding disease coverage versus deepening support for existing conditions?

Introduction

The trade-off between expanding disease coverage and deepening support for existing conditions in ZS's patient support programs presents a critical strategic decision. This scenario involves balancing the breadth of our impact across multiple diseases against the depth of support we provide for current conditions. I'll analyze this trade-off by examining key factors, metrics, and potential outcomes to guide our decision-making process.

Step 1

Clarifying Questions (3 minutes)

• Based on our current market position, I'm thinking expanding disease coverage might be a strategic priority. Could you share insights on our market share and competitive landscape across different disease areas?

Why it matters: Helps assess potential growth opportunities and competitive advantages Expected answer: We have strong market share in existing conditions but untapped potential in new areas Impact on approach: Would influence whether to focus on expansion or consolidation

• Considering patient outcomes, I'm assuming deeper support leads to better results. Can you provide data on patient adherence and health outcomes in our current programs?

Why it matters: Determines the value of deepening support vs. broadening reach Expected answer: Higher engagement correlates with better outcomes, but plateau effect exists Impact on approach: Would help quantify the benefits of deepening support

• From a technical standpoint, I'm thinking our platform's scalability might affect this decision. How easily can our current infrastructure accommodate new disease areas?

Why it matters: Assesses feasibility and resource requirements for expansion Expected answer: Platform is modular but requires customization for each disease Impact on approach: Would influence timeline and resource allocation for expansion

• Regarding our team capacity, I'm curious about our expertise distribution. How diverse is our team's knowledge across different disease areas?

Why it matters: Determines our readiness to expand or deepen support effectively Expected answer: Strong expertise in current areas, but gaps in potential new diseases Impact on approach: Might necessitate hiring or training strategies alongside expansion

• Considering timeline pressures, are there any upcoming market events or regulatory changes that might influence our prioritization?

Why it matters: Identifies external factors that could impact our strategy Expected answer: New treatment approvals expected in certain disease areas Impact on approach: Could prioritize expansion into areas with upcoming opportunities