Customer Spotlight
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.
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 Trella 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.
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.
“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.”
-Kevin Plessala, VP of Sales Markets, Three Oaks Hospice
Are there any success stories you can share with me?
There was a physician we identified in Trella 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.
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.
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.
