Customer Spotlight
Martin Bionics is a prosthetics company founded in Oklahoma City, OK. As noted on their website, “Martin Bionics exists to serve those with limb loss & limb difference by providing innovative technology & compassionate care designed to restore comfort, independence, and hope for a better life.” Their technology allows patients to live their lives with fewer limitations.
Martin Bionics has been a Trella Health customer since January 2024, and utilizes the Marketscape Insights data platform.
The Trella team spoke with Joe Consedine, Director of Marketing at Martin Bionics, to understand how he and the team at Martin Bionics leverage the data in Marketscape Insights.
Can you tell us more about Martin Bionics and your role as Director of Marketing?
Martin Bionics was originally founded in the context of a new technology, but we have since then launched clinics of our own and acquired clinics.
As director of marketing for a smaller organization, I wear a few hats – focusing on everything from business development, to web & data initiatives, to digital marketing. Over the past year, we have been bolstering our business development efforts. We utilize the Trella data for the development efforts of our clinics.
We have two arms of our business – the sales business that is taking our technology and selling it to practitioners across the country, and our own clinics where we fit patients.
Currently, we have clinics in Oklahoma City, Dallas, Austin & Tampa.
What made your team move forward with Trella?
When we saw the demo, we were all quite impressed. Being fairly new to the healthcare space at the time, I was surprised that this level of data was available. It was a quick turnaround after the demo to sign up for Trella’s insights.
We are big data nerds so we were very excited about it getting our hands on it.
What are your most leveraged metrics in Marketscape Insights?
We use the Order Rank and the Diagnosis Rank most frequently.
For our use case, location and volume of physician referrals are the most actionable metrics. We have three geographical areas that we’re servicing so it is important for us to contextualize location information to be efficient.
Once we understood the locations of these physicians, we had a better understanding of the relative distance for each practitioner to our clinics, and who had the most desirable Order Rank and Diagnosis Rank for us to target.
Once we have a list of our targets, we start ‘smiling and dialing’ as we like to say.
Trella’s packaging of the market insights data helps us immensely in identifying high-value targets.
Do the metrics in Marketscape Insights help your team have more data-driven conversations?
We find value in seeing which physicians in our market are writing the prescriptions for our code sets, where those are being written for and which clinics they are referring to. This helps us to initiate dialogue. When we get in front of the physicians, we’re able to say ‘well it looks like you’ve sent most of your patients to x,y,z, but here are some reasons why we could be a better option for your patients. That gives us more context before outreach and gives us a good platform for dialogue.”
Trella is thrilled to have Martin Bionics as a trusted and valued partner who supports our mission towards smarter growth and healthier outcomes.
To learn more about Martin Bionics, visit their website here.
