Listen to this articleBelow is our recent interview with Jessica Chew, VP of Marketing with Trella Health:
Q: Could you provide our readers with a brief introduction to Trella Health?
A: CEO Ian Juliano founded Trella Health in 2015 to address the highly variable performance he witnessed in the post-acute space as a result of inefficient and arbitrary referral patterns. Ian realized physicians and facilities lacked insight into which post-acute providers were best suited to care for their patients upon discharge. Conversely, home health, hospice, and skilled nursing organizations lacked the ability to objectively demonstrate the value they provided to potential referral sources. Referrals were often guided by relationships and availability rather than data and outcomes.
Ian assembled a team of people who shared his mission of increasing transparency in healthcare using data — data he had no idea would be so daunting to acquire. Upon finding out the Centers for Medicare & Medicaid Services (CMS) was planning to make Medicare claims data available to select entrepreneurs and researchers, Ian and the team immediately started the application process. Six months later, after submitting a detailed 50-page document and undergoing rigorous ethics training, Trella earned “Innovator” status and was able to access CMS’s Virtual Research Data Center (VRDC). Trella Health is now the leading source for the most current and complete post-acute outcomes data and performance analytics for the healthcare industry.
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Q: Can you give us insights into your solutions?
A: Trella’s market intelligence platform provides insights for home health agencies, hospices, and skilled nursing facilities nation-wide, enabling users to identify at a glance their organization’s strengths, opportunities, and challenges. Our customers are given full access to specific, detailed metrics for office-based physicians, acute facilities, and post-acute providers based on complete Medicare Part A and B claims data within 90 days of CMS delivering the data through its Chronic Conditions Warehouse.
Our data science teams have done the number crunching for our users so they can easily benchmark performance against peers, develop new referral sources, and communicate their unique value proposition.
Q: How do you help your clients improve sales productivity?
A: Trella Health’s easy to use software and claims data make it easy to see which physicians are referring the most patients and which physicians could increase their affiliation. This insight allows sales and marketing teams to focus their time and efforts on building relationships that will have the greatest impact on referrals. They can also discover new sources for referrals, accelerating business growth.
In addition, our software enables sales teams to benchmark their performance in comparison to peers based on readmission rates by diagnostic category and acuity levels, as well as the total cost of care. This automated information reduces time-intensive prep work, while allowing sales and marketing teams to demonstrate their ability to lower costs and provide better patient outcomes.
Q: What makes you stand out from your competition?
A: Trella Health has access to CMS’s virtual research data center, unlike our competitors who must wait until the data is sent to them. This results in our customers having access to the data at an earlier timeframe, allowing them to use it more efficiently. We also have access to 100% part A & Part B Medicare data, versus only receiving part A like many other companies.
In addition, we offer a subscription model that applies to an entire organization versus charging per user. We want everyone within the organization, including clinicians, to have access to this much-needed information.
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Q: What can we expect from Trella Health in the future?
A: We are excited to share our redesigned solution, Marketscape for Home Health and Hospice. The Marketscape solution is a continuation of the transformation we are leading for home health and hospice business development teams. By making the latest market intelligence easier to access and understand, business development leaders and representatives can spend more time engaged in personalized, data-driven conversations with the right referral sources. We believe our new solution is an important step in enabling results-driven innovation in the post-acute care space.
We are always innovating and look forward to sharing news about additional use cases for our data in the next few months.
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