Customer Spotlight
Parkway Specialty Pharmacy has been a valued Trella Health customer since 2019. Parkway is a patient-centric pharmacy providing individualized, around-the-clock therapy management programs for patients with chronic and acute conditions. They have built their company on their unparalleled ability to coordinate each patient’s care and quality of life, linking patients, physicians, and insurance providers seamlessly.
Claire, Heide, Billy, and John share how Trella Health’s pharmacy data dashboards empower them in the field to have targeted conversations, evaluate their competition, and become more efficient.
What was your main objective in purchasing Trella’s solution for pharmacy data? Was it to protect market share, expand into new product lines or was there another driver?
Claire: All of the above. We like to go into a doctor’s office and have a very good idea of their practice before we walk in – it is especially helpful for cold calling. The data helps us have targeted conversations. When we go out there and we market, even though we’re marketing a service to all medications, our conversation is very targeted on certain therapies. This particular data gives us a good idea of prescribing patterns to see who’s writing what.
Additionally, the payer mix data is very important to us and tells us the full story. So when we are there, we are prepared. The data helps make our selling efforts much more targeted and when we walk in, we know what to talk about and what to focus on.
Billy: The idea that you have the ability to set your pitch before walking into an office using the data Trella has makes things easier. It also sets you up for a better chance of success when you’re cold calling offices.
Have you been able to derive any cross-sell opportunities from leveraging the Trella data insights?
John: The Trella data works great for this. Knowing who the offices use is an advantage. If they are using a competitor, I am able to understand who it is and how much business they are getting. We can have an honest conversation and see if they are interested in learning more about our offerings and services.
Billy: It also allows you to think about our differentiators and what we can do versus our competitors. A lot of specialty pharmacies are very similar in the way they do things. But at least knowing who the competitor is and how they do their work, gives you a chance to speak more on the positives and what you can bring to the table that they might not be able to.
Where else have you found success when using the Trella pharmacy data?
Claire: We have seen success in terms of growth. We’ve expanded our market. We have added brand new territories for our reps. The data has given them a very good advantage in terms of how they’re all planning.
Billy: I agree, having the data has made us make better use of our time.
Claire: Exactly. Success is not always related to dollars – it’s time management,organization, all of these things – that to me is part of success.
I like to see the prescribing patterns and where these referrals are going into. When I’m going into the offices, I know beforehand how they’re doing their business and who they’re using. I can see where there’s an area of opportunity for us to expand our business with them and show them how we can better support.
How does using the Trella pharmacy data fit into your day-to-day?
Billy: For me, I am using the data daily for whichever territory I’m going to be in that given day since we’re on the road five times a week. Whichever territory I am going into, I have a set group of people I’m going to see in each of these places. I am in the solution daily to make sure that I am not missing out on meeting with anyone. If there’s somebody who is prescribing more of what I’m looking for, I add them to my list. Again, this helps me make the best use of my time.
John: If I’m in a territory I make sure to go in to see if I am missing anything. Or “let me just take a look at this doctor.” I use it daily to remind myself or to check in on what’s going on.
Claire: It’s really interesting because we’ve had discussions during sales meetings or just general conversation about the data in Trella. The solution is really interesting because it’s such a great channel to use to understand a practice.
We’ve had accounts that we’ve been working with for years and years, but little things can change. And we engage in conversation with the reps and we have these open discussions. Whenever there is a question or something out of the normal is going on with our accounts that we consider to have such a good relationship with, it’s good to be able to look up the doctor and see what they’re doing differently. Knowledge is power.
Billy: Even when you have a great relationship and you’ve been working with an office, some people are less likely to let you know if they are doing business with a competitor.
The data helps make it easier to bring up the conversation with them to just ask them how everything is going and see what we can do to further support them. The data is very good to help start conversations.
Heide: I use the Trella data more on a weekly basis to plan out my week and who I’m going to visit that week.
Do you have any additional experiences you’d like to share about using the Trella data?
Billy: My experience using Trella data has been very positive. Prior to having it, you had to search drug pages to find doctors prescribing certain info. You would have to go to all of the different pages, go to different hospital systems and see the doctors who prescribe it. With Trella, it’s simple. I can say, “I’m going to be here. Who is prescribing all these medications we’re looking for?” The best and most helpful thing is that it’s one place for us to search. Before, we had to go to multiple places to find what we were looking for. It definitely has made it easier for us to find what we’re looking for.
Trella is thrilled to have Parkway Specialty Pharmacy as a trusted and valued partner who supports our mission towards smarter growth and healthier outcomes.
To learn more about Parkway Specialty Pharmacy, visit their website here.
