Visiting Nurse Health Systems (VNHS) is the largest nonprofit Home Healthcare and Hospice provider in Georgia, serving more than 6,000 patients and their families each day. VNHS became a Trella Health customer in 2017, utilizing the Marketscape Insights platform, and recently adopted Marketscape CRM that includes an EHR integration for complete visibility into performance and execution.
The Trella team interviewed Wes Page, Vice President of Sales at VNHS, in November of 2022 to learn about his experience using market intelligence data and the confidence it’s given him and his team to achieve their business goals.
What was it like introducing data into your business?
“I joined Visiting Nurse Health Systems in 2019. When introducing data as a tool for your business, a big question to consider is what the source and credibility is,” said Wes Page.
As a CMS Innovator, Trella Health has access to 100% Medicare Part A and B Fee-for-Service claims, and 2020 Medicare Advantage + Commercial claims data. That’s healthcare data on 90% of covered lives, aged 65+, in the U.S.
“ When I started using Trella, I was able to provide my team with a more focused approach through the data. My reps are spending their time wisely, calling on and visiting the most appropriate accounts for our business, and documenting activity based on the data provided. You want to fish where the fish are,” said Page.
Visiting Nurses’ sales team consists of ~20 reps between their Home Health and Hospice divisions, with education in both areas in order to provide the best care for patients.
How do you and your team interact with Marketscape on a daily or weekly basis?
“It’s important to us that our reps understand the value behind the data, we want them to understand how to use it. The data is driven based on outcomes, and our team must be prepared to speak on those outcomes, how we can support our referral partners, and where we stand out among others.
It’s important that our reps aren’t spending hours at a desk or behind a computer, we want them to be mobile and on-the-go. As the VP of Sales, I also have an Area Manager and Director of Coordination for Home Health and Hospice. We export the data with the necessary filters we need, such as zip codes, and provide it to our team so they know their exact targets.
And we not only use it (Marketscape Insights data) for coaching and managing territories, but we consider it in our marketing and strategy plans,” Page continued.
Do you or your team have a favorite feature?
“One of my favorite features from a user experience perspective is in the CRM mobile app (download on Apple Store | Google Play). Being able to launch a phone call directly from the app was a huge selling factor. It eliminates the manual part and makes it so convenient to be able to easily log activities. And to take it one step further, the voice-to-text is really incredible.
My other favorite features are Sales Spotlight and Conversation Starters. This is what we try to teach our team, how we can set ourselves apart and interpret the data in our conversations with referral partners. We really dive into the logic behind it,” said Page.
What’s your advice to someone considering Trella Health?
“I think it begins with a question for anyone. How are you currently providing direction for your team and where are they spending their time? Is your current strategy meeting your outcomes? Most likely, the answer is – it’s not.
So, would it be beneficial if you were to have this data that will tell you exactly where to spend your time, so your reps are focused on meeting their goals? With data, you can identify a smaller, more targeted book of business so that the team can go deeper into their accounts and have a more educated and intelligent approach, as opposed to just going blind,” Page continued.
What does the before and after Trella look like to you?
“Before is like drawing a name out of a hat. We went from nothing to everything. It’s going from out of sight out of mind to having data at your fingertips every day,” Page concluded.
Trella is thrilled to have VNHS as a trusted and valued partner who supports our mission towards smarter growth and healthier outcomes. To learn more about Visiting Nurse Health Systems, visit their website here.