ATLANTA—Trella Health, a provider of home medical equipment (HME) and infusion growth and productivity solutions, announced the recent release of claim and patient counts within its Marketscape Insights platform.
This insights feature provides HME and infusion organizations with greater visibility into their market.
Previously, organizations were limited to decile rankings, which offered directional insight into volume. For instance, while a ranking of 10 might signify the highest tier, the actual claim count could vary significantly across different code sets—from 25 claims to 500 claims.
Now, organizations can gain a more detailed understanding of claim volume for more informed decision-making.
"At Trella, our goal is to consistently innovate to provide our customers with the greatest visibility into the market, to support them in maximizing their efficiencies and focus on the areas that align with their strategy," Tyler Rardin, general manager of HME and Infusion Markets at Trella Health said. "We are thrilled to have released visibility into physician and organization patient and claim counts within the Marketscape Insights for HME and Infusion platform. With these insights, customers gain an even deeper understanding on the size on physician and organization relationships, allowing them to make more informed decisions on who to partner with. Our dedicated teams continue to innovate to give our customers the tools and knowledge needed to thrive and excel in their markets."
With this recent addition, business development managers and sales managers can guide their teams to prioritize efforts on high-value partnerships, avoiding wasted resources on referrals that may not be a good fit for their sales strategy be a good fit, Trella Health said.
Codes are billed at different frequencies, making reliance on claim counts alone insufficient. With the patient count integration of Medicare FFS, MA, Medicaid and commercial insurances—organizations gain a more accurate picture of patient volume and associated claims by the payer. This is particularly crucial for sales teams whose commissions are tied to acquiring new patients.
Below are a few ways sales teams can gain additional visibility into the size of physician and organization relationships:
- Identify which physician organizations are heavily partnered with
- Understand if there are organizations that a physician has strong relationships with
- View areas of opportunity to increase physician referrals
- Target referral sources that align with your payer types by understanding the patient counts by payer type for a specific set of codes
- Identify true unique patient opportunities, removing refills and rentals with patient counts
"The patient and claim counts in the Marketscape Insights solution play a valuable part in our growth strategy. With this data, our representatives are able to focus their efforts with greater effect." said Joe Consedine, director of marketing at Martin Bionics Prosthetics + Research.
