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Ajay Gupta

Senior Partner, Chicago
Brings 28 years of experience and judgement across medtech, pharmaceuticals, and other healthcare subsectors, with broad expertise in strategy, commercial excellence, M&A, R&D, and organization

About Ajay

Ajay is a leader of McKinsey’s Pharmaceuticals & Medical Products Practice. He brings 28 years of global experience and business judgment in advising top management on strategy, commercial-excellence, M&A, R&D, and organization issues.

In addition to working with medical-device, pharmaceutical, and biotechnology companies, Ajay has served integrated health systems, academic medical centers, postacute-care providers, drugstore chains, specialty pharmacies, pharmacy benefit managers, life-science-tools companies, distributors, and other healthcare intermediaries.

Examples of his client work include the following:

  • accelerating the adoption of multiple new therapies and surgical products
  • supporting top teams on organization redesign and effectiveness
  • advising on multibillion-dollar acquisitions and subsequent integrations to capture full value
  • consolidating R&D centers to improve efficiency and effectiveness
  • developing digital-marketing programs, emphasizing patient activation to accelerate sales growth
  • implementing comprehensive sales-excellence and pricing-improvement programs
  • building value-added services to complement product sales
  • developing strategies for growth in China, priority EU markets, and Japan
  • developing a growth strategy for an academic medical center
  • improving operations performance of a postacute-care company
  • helping develop a negotiation strategy for access and reimbursement
  • refining clinical and product strategies to maximize value

Ajay is a member of the Keystone Board of AbilityLab and is active in the Chicago community.

Published work

Digital Innovation: Consumer Activation Comes of Age in Medtech,” MedTech Strategist, June 8, 2018

Creating Macro Value Through Microtargeting in Medtech,” MedTech Strategist, January 17, 2017

Going Slow to go Fast: Maximizing an innovative device launch,” Finding the edge: The latest commercial approaches for winning in biopharma and medical products, McKinsey & Company, February 2014

Ingo Beyer von Morgenstern, Nicholas Donoghoe, Ajay Gupta, Rob Linden, and Palash Mitra, “Medical Device Growth in Emerging Markets: Lessons From Other Industries,” In Vivo: The Business & Medicine Report, June 2012

Past experience

Engineer in charge, wireline field services, Europe
Location manager, wireline field services, Asia


Stanford University
MBA (Arjay Miller Scholar) 

Indian Institute of Technology Delhi
BTech, electrical engineering (President of India Gold Medal recipient)