What Makes A Successful CGT Channel Strategy? Key Considerations For CGT Developers

Developing a distribution strategy for a cell or gene therapy involves far more than selecting a distributor. Temperature control, chain-of-custody requirements, short shelf lives, high product costs, and patient-specific manufacturing all influence how therapies move through the supply chain and reach treatment centers. Because these factors are interconnected, decisions about distribution, customer access, and ordering processes must be considered together.

This article explores three core components of channel strategy: the distribution model, the customer network, and order submission. It examines the use of exclusive and limited distribution approaches and considers the capabilities required at sites of care, which must be prepared to manage much more than product storage. Payment terms and processes for handling exceptions are also important, as they can influence whether healthcare providers are willing and able to participate in a therapy's distribution network. The discussion further considers how channel requirements differ between autologous and allogeneic therapies, reflecting differences in manufacturing and supply chain needs. Finally, it addresses how distribution strategies may need to evolve as a therapy moves beyond initial launch and becomes more widely available.

Explore the considerations to understand how distribution and channel decisions can be aligned with the operational, commercial, and patient access requirements of your therapy.