Best Practices for Building a Channel Strategy: Lessons Learned and Forward-Thinking Initiatives to Maximize Market Reach

Key Takeaways 

• Collaborative approach: This panel highlights the necessity of working closely with business units and cross-functional teams to execute a successful go-to-market strategy. This collective effort ensures alignment and commitment from participating clinics, particularly in managing expectations for limited supply launches through Early Experience Programs (EEPs).
• Distribution flexibility: Both speakers stressed the importance of partnering with distribution entities that are adaptable.
• Addressing Challenges: The panel delivers insights into the challenges faced by community-based providers, such as high turnover rates in healthcare systems and the need for improved access to therapies, which emphasizes the importance of enhancing education and collaboration to ensure that all eligible patients receive the therapies they need.
• Onboarding and training: The discussion also covered the complexities of onboarding new sites of care and the time-consuming nature of training staff. Our speakers noted that proactive planning, including site setup forms and effective communication, can lead to smoother launches and better patient experiences.
• Future of access: Looking ahead, both speakers expressed optimism about the evolving site of care landscape, with an increasing number of community practices becoming capable of delivering complex therapies. They underscored the need for ongoing education and support to ensure that these therapies are used safely and effectively.