Case Study

Three Oaks Hospice: Take the Guessing Game Out of Your Day-to-Day with Data

How visibility in your market removes blind spots and paves the road to success

By Ellen Knowles | January 24, 2023

Three Oaks Hospice offers personalized, compassionate care through their Hospice and Palliative Care. Treating patients who are facing a life-limiting illness can often be a challenging time, they focus on care, dignity, and comfort rather than curing. The wishes and needs of patients and their families come first. overview of Kevin Plessala and Three Oaks Hospice


With Headquarters in Dallas, TX, Three Oaks has a concentration in the Midwest and expands into the east. The Trella Health team interviewed Kevin Plessala, Vice President of Sales Markets at Three Oaks Hospice to learn about his experience using Marketscape Insights  for market intelligence and the impact it’s had on their business.


Tell me about Three Oaks Hospice and your role

“Our sales organization is structured with two Vice Presidents of Sales, including myself. I’m market facing and my counterpart is focused on strategy and development for our sales organization. We have three Regional Vice Presidents who manage our sales teams and growth efforts, followed by Executive Directors, and then finally our Community Liaisons. I’ve been in the Hospice industry for over 27 years,” said Plessala


What is your day-to-day interaction like using Trella?

“We utilize Trella across all tiers of the organization. I always think of Trella first and that’s something we coach the Community Liaisons on as well.


For example, if we are struggling to get into a hospital, we pull up Trella and start there. It’s really a starting point to look at top hospice destinations, how we compare, and develop a message that highlights our company’s strengths.”


It’s an investigation tool, then we develop selling points that create value, create a presentation and share that with the referral source we want to partner with,” Plessala said.


Are there any success stories you can share with me?

pink background with white text saying "It's an investigation tool, then we developp talking points, create a presentation and share that with the referral source we want to partner with." Quoted by Kevin Plessala - VP of Sales Markets at Three Oaks Hospice

“There was a physician we identified in Marketscape Insights, a big Medicare practice with no Hospice use almost at all.


We didn’t see any big competitor partnerships and all metrics indicated this physician would be a great referral source for us. We

visited the physician, discussed the demographics of his practice based on our knowledge from Trella, really seeking to understand more about the physician’s patients and what the desired outcomes are for them. It opened a door for us to continue to visit and start to partner with the physician.


Without Trella, we would have never known that this was an opportunity for us and the physician. We also helped solve a piece of the puzzle for the physician, too,” shared Plessala.


What other challenges has Trella helped you solve?

“Before using Trella, you are flying blind. You don’t have a roadmap. It’s like throwing darts to see what sticks and wasting a lot of time. Trella allows you to see the potential, where the opportunities lie, and what your strategy and planning should be. Otherwise, it’s a complete guessing game.”


What is your advice to someone considering using Trella?

“I wouldn’t know how to operate without it. Without it, it’s back to door-to-door cold calling. It allows you to be strategic, manage your time, and prioritize efforts and resources,” Plessala concluded.


Trella is thrilled to have Three Oaks Hospice as a trusted and valued partner who supports our mission towards smarter growth and healthier outcomes. To learn more, visit their website here.

Interested in learning more about the Trella solutions Three Oaks Hospice is using?

About the Author:

Ellen Knowles, Product Marketing Manager

As a results-driven marketing enthusiast with a focus on Healthcare IT and SaaS-based business, Ellen helps achieve strategic goals for market growth, product adoption, and customer success as a Product Marketing Manager at Trella Health. Ellen spent time at Georgia Military College before moving to Atlanta to start her career in sales, but quickly found her passion in marketing and dedicated the last four+ years to growing health IT brands and business in the hospital and ambulatory. At Trella Health, she's able to continue her passion for innovation and meaningful results.