Specialty Distribution and Channel Optimization

It is important to understand the value of different design elements before making the high investments necessary to develop and maintain a Hub program. Explore the intricacies of varying elements that would ensure the program has the processes and capabilities necessary to deliver the desired patient services while also capturing information that can contribute to the brand or corporate strategy.

• Evaluate the benefits and shortcomings of designing the Hub to support one product, a portfolio of products, or the overall organization as a whole
• Assess how the product profile and patient profile impact which services should be included
• Determine what data is valuable to the organization and the process and systems necessary to capture that data
• Identify the necessary internal departments that should be involved in the implementation and execution of Hub services
• Build an implementation timeline outlining required processes and timing in relation to the product’s milestone dates

The factors that influence the choice of which channels to contract with ultimately drive the decisions around a specialty product’s distribution strategy. Discuss the benefits and shortcomings of different types of distribution partners, and evaluate how those choices come together to make up the channel strategy. Explore factors that drive decisions around how open, contracted, limited, or exclusive the network should be — in terms of desire for control on balance to limiting access — as well as the typical attributes of a product that may lead to the decision to have a more open or closed network.

• Determine the value of the network by identifying what capabilities or services would help ensure product value
• Explore the approach to the distribution selection by examining the offerings and selecting partners based on access
• Determine the necessary services and capabilities offered by various partners such as patient support programs, patient or provider
education, market development strategies, patient retention, etc.
• Identify key metrics to ensure high quality services are delivered by the distribution partners
• Add quality measures to ensure checks and balances on needed services of distribution partners
• Discuss ways to measure the return on investment of the network selection and the needs of the product