Expanding Patient Access To Cell And Gene Therapies: Optimizing Channel Strategy

Innovation, particularly for rare diseases, presents significant opportunities for the life sciences industry. However, successfully achieving meaningful patient access requires developing a robust and well-defined channel strategy.

The summary below highlights the key points of a presentation by Melissa Lattanzi, Vice President, Emerging Therapies from Cencora’s ThinkLive Cell and Gene Therapy Summit 2024.

Key Considerations for a Successful Channel Strategy:

• Patient-Centric Approach:
  • Understand patient needs: co-morbidities, administration methods (in-patient, surgical center) physician specialties.
  • Address patient logistics: Treatment locations, travel requirements, healthcare plan coverage, and reimbursement challenges.
• Overcoming Logistical Hurdles:
  • Storage and Handling: Cold chain requirements, specialized freezers, and secure transportation for cryopreserved materials.
  • Cost: High up-front treatment costs and potential financial burden on healthcare providers.
  • Capacity Constraints: Limited space and resources within treatment centers, especially those involved in clinical trials.
  • Clinical Considerations: Surgical expertise and infrastructure needed for some therapies.
  • Adverse Event Management: Ensuring appropriate resources for managing potential side effects.
• Building a Strategic Network:
  • Identify and select appropriate treatment centers based on patient population, geographical coverage, and clinical expertise.
  • Consider international market expansion and the associated logistical and regulatory challenges.
  • Monitor the competitive landscape to ensure a competitive advantage.
• Partnering with Providers and Stakeholders:
  • Early engagement with treatment centers to understand their needs and provide necessary support.
  • Educate healthcare providers and staff on new therapies and treatment protocols.
  • Collaborate with key stakeholders, such as patient advocacy groups and therapeutics committees, to facilitate adoption.
  • Leverage prime vendor agreements to streamline access and improve efficiency.
• Building a Strong Distribution Network:
  • Ensure strong commitment and collaboration with distribution partners, especially for rare diseases.
  • Prioritize clear communication and knowledge sharing among distributors, healthcare providers, and payers.
• Cross-Functional Collaboration:
  • Foster strong collaboration between clinical, commercial, and operational teams.
  • Plan for unforeseen challenges and maintain flexibility in the channel strategy.

Conclusion

Successfully expanding patient access to cell and gene therapies requires a multi-faceted approach that prioritizes patient needs, addresses logistical challenges, and fosters strong collaborations with healthcare providers and stakeholders. By carefully considering these factors and implementing a well-defined channel strategy, companies can bring these transformative therapies to the patients who need them most.