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PRODUCT LOGINSSUPPORT CAREERSCONTACT US
 * Solutions
    * * Solutions By Product
        *  * Market Insights
             Identify the right referral targets with unparalleled market data
             and cultivate relationships with actionable insights.
           * Customer Relationship Management (CRM)
             Focus on the right accounts, at the right frequency, to optimize
             revenue with data-infused relationship management.
           * Sprout — NEW! — Built for Smaller Agencies
             Enable your smaller PAC organization with access to physician and
             facility profiles and a dedicated analyst.
           * Strategic Consulting Services
             Achieve consistent and intentional growth with a refined framework
             for assessing and defining your growth strategy.
           * EHR and API Integration
             Clinically connect teams through EHR and API integrations to
             improve referral conversion rates.
           * Marketscape Strategy
             Gain visibility into referral networks, evaluate performance, and
             optimize care to improve patient outcomes.
           * Marketscape Platform
             Reach your full potential with an integrated suite of solutions
             built to help you strategize, execute, and grow.
      * VIEW ALL SOLUTIONS >>
    * * Solutions By Market
        *  * Home Health
           * Hospice
           * Skilled Nursing
           * Home Medical Equipment
           * Infusion
   
    * * JUST RELEASED!
        
        Post-Acute Care Industry Trend Report: 2023 Edition
        
        See national and state-level market performance, trends, and benchmarks
        – get your copy now!
        
        DOWNLOAD YOUR FREE COPY >>

 * Resource Center
    * *  * Blog
           Stay up-to-date with the latest post-acute, HME/DME, infusion, and
           other healthcare trends, news, and topics.
         * Resources
           Check out industry-leading educational resources — from market trend
           reports to recorded webinars — and more.
         * Newsroom
           Read the latest press releases and company announcements to learn how
           we are innovating for you.
   
    * * JUST RELEASED!
        
        Post-Acute Care Industry Trend Report: 2023 Edition
        
        See national and state-level market performance, trends, and benchmarks
        – get your copy now!
        
        DOWNLOAD YOUR FREE COPY >>

 * About Us
    * *  * Leadership
           A leadership team dedicated to improving your business results and
           empowering meaningful change in healthcare.
         * Meet The Team
           Meet the Trella Health team and connect with each of us on LinkedIn
           to keep the conversation going.
         * Partners
           We work with the best-of-class technology and consulting providers in
           the healthcare industry to empower our customers.
         * Associations
           We take pride in partnering with associations that educate, advocate,
           and bring change to benefit organizations like yours.
   
    * * JUST RELEASED!
        
        Post-Acute Care Industry Trend Report: 2023 Edition
        
        See national and state-level market performance, trends, and benchmarks
        – get your copy now!
        
        DOWNLOAD YOUR FREE COPY >>

 * Request a Demo >>

Close
 * Solutions
    * * Solutions By Product
        *  * Market Insights
             Identify the right referral targets with unparalleled market data
             and cultivate relationships with actionable insights.
           * Customer Relationship Management (CRM)
             Focus on the right accounts, at the right frequency, to optimize
             revenue with data-infused relationship management.
           * Sprout — NEW! — Built for Smaller Agencies
             Enable your smaller PAC organization with access to physician and
             facility profiles and a dedicated analyst.
           * Strategic Consulting Services
             Achieve consistent and intentional growth with a refined framework
             for assessing and defining your growth strategy.
           * EHR and API Integration
             Clinically connect teams through EHR and API integrations to
             improve referral conversion rates.
           * Marketscape Strategy
             Gain visibility into referral networks, evaluate performance, and
             optimize care to improve patient outcomes.
           * Marketscape Platform
             Reach your full potential with an integrated suite of solutions
             built to help you strategize, execute, and grow.
      * VIEW ALL SOLUTIONS >>
    * * Solutions By Market
        *  * Home Health
           * Hospice
           * Skilled Nursing
           * Home Medical Equipment
           * Infusion
   
    * * JUST RELEASED!
        
        Post-Acute Care Industry Trend Report: 2023 Edition
        
        See national and state-level market performance, trends, and benchmarks
        – get your copy now!
        
        DOWNLOAD YOUR FREE COPY >>

 * Resource Center
    * *  * Blog
           Stay up-to-date with the latest post-acute, HME/DME, infusion, and
           other healthcare trends, news, and topics.
         * Resources
           Check out industry-leading educational resources — from market trend
           reports to recorded webinars — and more.
         * Newsroom
           Read the latest press releases and company announcements to learn how
           we are innovating for you.
   
    * * JUST RELEASED!
        
        Post-Acute Care Industry Trend Report: 2023 Edition
        
        See national and state-level market performance, trends, and benchmarks
        – get your copy now!
        
        DOWNLOAD YOUR FREE COPY >>

 * About Us
    * *  * Leadership
           A leadership team dedicated to improving your business results and
           empowering meaningful change in healthcare.
         * Meet The Team
           Meet the Trella Health team and connect with each of us on LinkedIn
           to keep the conversation going.
         * Partners
           We work with the best-of-class technology and consulting providers in
           the healthcare industry to empower our customers.
         * Associations
           We take pride in partnering with associations that educate, advocate,
           and bring change to benefit organizations like yours.
   
    * * JUST RELEASED!
        
        Post-Acute Care Industry Trend Report: 2023 Edition
        
        See national and state-level market performance, trends, and benchmarks
        – get your copy now!
        
        DOWNLOAD YOUR FREE COPY >>

 * Request a Demo >>

Close
Case Study


PRISM HEALTH CARE SERVICES: DATA AND CRM – A WINNING COMBINATION TO DRIVE HME
BUSINESSES FORWARD


HOW MARKETSCAPE INSIGHTS AND CRM GUIDES HOME MEDICAL EQUIPMENT SALES TEAMS IN
TARGETING THE HIGHEST VALUE REFERRAL SOURCES AND STREAMLINING THEIR WORKFLOW ON
THE ROAD.


BY KATHERINE ENGLUND | JANUARY 5, 2023

Prism Health Care Services has over 20 years of experience in the durable
medical equipment industry. Prism provides individuals in the greater Chicago
metropolitan area and Northwest Indiana with the right medical equipment and
training to stay safe and healthy within their homes. Their mission is focused
on providing the highest quality health care products and services while
delivering the best customer service.

 

To help their team gain market and performance visibility to make informed
decisions on targeting the best referral sources for their business, Prism
Health Care Services became a Trella Health customer in 2019, now utilizing
Trella’s Marketscape Insights data intelligence platform and CRM solution. Prism
executive Darren Van Dyke, VP of Sales, and Account Executives Patrick Finnegan
and Will Barry shared their experience using market data and CRM, and how this
increased visibility guides them in their strategic planning as well as day to
day operations as they work towards their business goals.

 


HOW HAS TRELLA’S SOLUTION GIVEN YOU ACTIONABLE DATA-DRIVEN INSIGHTS?

 

“The main focus for our team is respiratory. We primarily target skilled nursing
facilities, cardiologists, and pulmonologists, and are going into hospitals,
family physician’s offices, and internal medicine practices. With Marketscape
Insights, we are able to look at the data related to our code sets, and drill
down into specific physicians to see how much they’re ordering, what their
insurance mix is, and where they are located. From there, we identify these as
our key targets and know to implement them into our routes,” explained Pat
Finnegan.

 

Darren Van Dyke added, “The data also helps us understand who not to target, so
our team can be more efficient in our sales tactics. We are looking to continue
to utilize Trella Health as a part of our strategy for 2023 to meet our goals
and be able to target the correct referral sources.”

 

Marketscape Insights includes commercial payer, Medicare Advantage, Medicaid,
and Medicare FFS data. Trella Health has access to 100% Medicare Part A and B
Fee-for-Service claims as a CMS innovator.

 


AS A SALES TEAM, WHAT EFFICIENCIES HAVE YOU SEEN IN USING A CRM?

 

“We utilize this CRM platform to plan out our calls and use it to do basically a
two week to a month call out or route plan to make our sales calls,” said Van
Dyke.

 

“Checking the integration of orders received from the day before and seeing what
orders we received. Then, using the data to target new areas. When you are
trying to tweak your schedule, that’s when this information is used the most. I
can use the CRM out in the field on mobile, or I can use it for my planning the
night before. If I am going into a physician’s group and somebody that I want to
talk to isn’t there, I can pull up Trella and find another physician in the same
area on the fly to visit them,” said Barry.

 

“I agree that knowing the orders from the day before is very beneficial. It’s a
huge part because then we can identify if they are a new referral and set out to
go visit them since they’ve never sent us anything before. This is key in
continuing to build that referral relationship,” Finnegan added.

 


WHAT ARE YOUR TEAM’S FAVORITE FEATURES IN MARKETSCAPE INSIGHTS IN COMPARISON TO
YOUR PREVIOUS DATA PLATFORM, MARKET INSIGHT IN EDGE?

“In general, Marketscape Insights is more detailed. The data is just better now
and it’s more organized. We can make custom lists, favorite lists, all of which
we didn’t have before. The data is laid out in a more user-friendly way, which
makes it an easier and more streamlined process when using it for targeting,”
said Barry.

 


WHAT WOULD YOUR ADVICE BE TO SOMEONE CONSIDERING USING TRELLA HEALTH?

“The platform is user-friendly, and not hard to figure out. The more I use it,
the more functionality I find, and the more benefits I see for myself and the
Prism team,” said Barry.

 

Finnegan added, “All of the data that’s included within the platform is what
really intrigues me. We are very data-driven, so if we can see what hospitals
these doctors are out of, that’s very big for us. I’m a visual learner, so the
added charts and graphs for Physicians and Organizations are awesome for us.“

 

I also like the way you can break down your search for your new targets. You can
break it down by zip code, by county, etc. There are just so many more filters
available to you than what we previously had. This ability to filter makes it
easier and faster, which that in turn is a money and efficiency saver.”

 


READY TO LEARN MORE

Trella Health is grateful to have HME organizations like Prism as a valued and
trusted partner who supports our mission towards smarter growth and healthier
outcomes.

 

To learn more about Prism Health Care Services, visit their website here.

 

Gain the freedom to have data at your fingertips while on the go with our CRM
mobile app (download on Apple Store | Google Play).

 




ADDITIONAL RESOURCES

Press ReleasePress Release

SEPTEMBER 19, 2023

PRESS RELEASE:
TRELLA HEALTH ANNOUNCES INVESTMENT IN NEW DATA ENHANCEMENTS FOR HME AND INFUSION
ORGANIZATIONS – INCREASING CLAIMS VOLUME BY 2X


Read more
WebinarWebinar

SEPTEMBER 13, 2023

WEBINAR:
UTILIZING THE REFERRAL GROWTH METHODOLOGY: YOUR ROADMAP TO SMARTER GROWTH


Read more
Press ReleasePress Release

AUGUST 23, 2023

PRESS RELEASE:
TRELLA HEALTH MAKES THE INC. 5000 ANNUAL LIST OF FASTEST-GROWING PRIVATE
COMPANIES IN AMERICA FOR THE SECOND CONSECUTIVE YEAR


Read more



EXPLORE MORE RESOURCES



ABOUT THE AUTHOR:

Katherine Englund, Product Marketing Manager

With a background in medical device and healthcare marketing, Katherine is
passionate about supporting innovative product releases, driving product
adoption, and creating impactful content as a Product Marketing Manager at
Trella Health. After graduating from Quinnipiac University with a bachelor’s
degree in Biomedical Marketing and her MBA, Katherine began her career in
medical device marketing and moved into patient care team marketing prior to
joining Trella. At Trella Health, Katherine continues her passion of working in
the healthcare industry, aligning with Trella’s mission of achieving smarter
growth and healthier patient outcomes.

PRODUCT LOGIN SUPPORT CAREERS CONTACT US

HEALTHCARE DATA SOLUTIONS:

 * Home Health
 * Hospice market intelligence and CRM
 * Skilled Nursing
 * Home Medical Equipment
 * Infusion

RESOURCES

 * Blog
 * Events
 * Newsroom
 * Resources

ABOUT US

 * Leadership
 * Meet The Team
 * Partners
 * Associations






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