Trella Health is excited to announce the release of new features designed to empower sales reps on-the-go, enhance your targeting strategies, and better understand your referral sources needs.
For those of you new to Marketscape, visit our Welcome to Marketscape article to learn more about Trella’s redesigned solution.
Accelerate Referral Growth with Sales Spotlight
The Physician Sales Spotlight feature is now available in Marketscape for Skilled Nursing! Sales Spotlight summarizes the most valuable metrics for skilled nursing referral conversions into an accessible one-pager for reps on-the-go. This feature also translates these metrics into a pre-written script of talking points that prove the value of your skilled nursing facility to new and existing physician referral sources!
You can explore Sales Spotlight by logging into Marketscape and visiting any Physician Analyze page. There, you’ll be greeted with pop-ups and tool tips to teach you the ins-and-outs of the new feature! In the meantime, discover the major features of Sales Spotlight below.
The “Insights” tab of all physician Analyze pages is now called “Sales Spotlight.”
Get Top Physician Metrics at the Speed You Need
Qualifying potential referral sources? Need quick physician insights? Sales Spotlight includes top metrics on any physician including the count of last claimed patients before a SNF admission, SNF Utilization rate, and their patient risk score. You’ll also find their Highest Affiliation Facility, as well as their Top 3 SNF Destinations, the volume of patients they’ve referred to each top destination, and their level of affiliation.
Make Fast Comparisons Between Your Agency and Competitors
In the “Our Agency Relationship” section of Sales Spotlight, you can see at-a-glance how your agency stacks up against the competition with metrics for Total Cost of Care (TCC) following SNF, 30-Day Readmission Rate, and Average Medicare Days per Stay.
In addition to these metrics summarized across all SNF patients referred by your target physician in the most recent one-year period, you can also see these same metrics for each of the physician’s top three diagnostic categories.
Whether it’s comparing your agency against the top agency destination or against state and county averages, Sales Spotlight automatically populates with whatever story will shine the brightest light on your agency’s capabilities.
Want the Sales Spotlight data to populate for another of your SNF facilities? Simply select your Facility from the ”My Agency” dropdown. Not seeing the agency there? Reach out to your dedicated customer success manage for assistance on configure your NPI!
Toggle Conversation Starters for Straight-Forward Data Explanations
By clicking the “Conversation Starters” toggle next to the “Email Sales Spotlight” on the Sales Spotlight tab, you can quickly transform all metrics in Sales Spotlight into an easy-to-decipher sentence format.
Make Your Case On-the-Go with Sales Spotlight Emails
For easy call prep or a quick data refresher, send Sales Spotlight straight to your inbox. Simply click the green “Email Sales Spotlight” button at the top of the Sales Spotlight tab, select your recipient (yourself or anyone on your team), and click send. You’ll receive your email within minutes, including all Sales Spotlight metrics and conversation starters!
Email Multiple Sales Spotlights at Once!
Prepping for multiple calls? Why not send all your Sales Spotlight emails to yourself at once? By checking the checkbox next to their names on the Explore page then clicking the email icon, you can send as many Sales Spotlights as you’d like, to whoever you’d like, all in one go. That’s right: with this feature, managers can send a Sales Spotlight to their reps for every physician in their territory in just a few clicks. Each Sales Spotlight will automatically populate with competitive data for your skilled nursing facility that is located the closest geographically to the physician’s listed address.
Additional Tables and Metrics in Marketscape for Skilled Nursing
Elevate Your Targeting Strategy with New Chronic Conditions Table
Does your SNF excel in care for certain chronic conditions? Now you can discover the facilities, agencies, and physicians with patients your SNF is best positioned to help with the Chronic Conditions Table. Listing annual patient counts for all 27 CCW chronic conditions, this table is located on the “Patient Population” tab of all Analyze pages.
Understand Facilities’ Outpatient Procedures with New “Outpatient Group” Table
To help you understand what groupings the outpatient procedures performed by facilities fall under, we’ve added an “Outpatient Groups” table to the “Utilization & Quality” tab of all Hospitals and Agencies Analyze pages for facilities with outpatient claims. It is our hope that this table will help you better understand where certain services are being provided and therefore better see how your SNF can help with recovery!
Other Enhancements
Enhanced Security with Log-in Changes. Per communications distributed over the past month, users must now log into their Marketscape using only the email address associated with their account. Simply log-in using your email address and same password. Please contact your Trella Health administrator if you require any assistance or click here for more information.
Enhanced Data Clarity with Dashes vs. Zeros distinction. In this release, we’ve added a clearer distinction between situations where there is not available data vs. Situations where the available data shows a metric is, in fact, ‘0.’ Whenever you see a ‘0’ in Marketscape, this will indicate a true value of ‘0.’ Whenever you see a dash (‘-’) in Marketscape, this will indicate that the metric in the cell was either not available or unable to be calculated.
Outpatient claims added to SNF Analyze page tables. If a SNF has outpatient claims, all outpatient claims data will now show in tables on that SNF’s Analyze page. Previously, SNFs with outpatient claims were separately listed under the Explore tab as “Hospitals & Agencies”. We’ve consolidated these to the SNF’s dedicated Analyze pages to clear up confusion. The new Analyze tables including outpatient claims data are the “Patient Volume” and “Patient Acuity/Diagnostic Mix” table on the Patient Population tab, and the “Medicare Advantage Patient Volume” table on the Medicare Advantage tab. For all tables, outpatient claims data can be shown by selecting the drop down in the top left corner of the table and clicking “Outpatient.”
Removal of page numbers at bottom of Explore table to improve performance of filters and table results overall. Page counts at the bottom of the Explore page were causing significant performance issues, leading to filter issues and page timing out. To resolve these issues, our team has removed these page counts from the bottom of explore. To make up for this loss, we’ve expanded the ability for users to see a maximum of up to 200 rows per page, up from 100. This change will additionally resolve performance issues associated with the “Medical Group (Billing NPI) filter” and “the ACO filter.”
Data Release Notes
In this release, we have updated how Marketscape categorizes a Home Health (HH), Hospice (HOS), or SNF episode into the appropriate BPCI (Bundled Payment for Care improvement) or RPG (Readmission Penalty Group.) This change applies to all Analyze pages with BPCI and RPG metrics.
Previously, we used the last inpatient episode prior to a HH/HOS/SNF admission to determine this category. Now, we will only categorize a HH/HOS/SNF episode into a given BPCI or RPG if the last inpatient discharge prior to a HH/HOS/SNF admission occurred within 30 days of that HH/HOS/SNF admission. If the last inpatient episode occurred more than 30 days before the HH/HOS/SNF admission, no BPCI or RPG will be defined for that HH/HOS/SNF episode.
By restricting the categorization with this 30-day requirement, we avoid including conditions that may not have been correlated to the actual HH/HOS/SNF admission, providing you clearer and more precise data.
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