TwelveStone Health Partners provides infusion services designed to deliver a higher level of care for those who need it most. TwelveStone has infusion center locations in Kentucky, Tennessee, Georgia, and Virginia.
TwelveStone has been a Trella Health customer since 2018, utilizing Marketscape Insights and Marketscape CRM solutions. The Trella team met with Amanda Campbell, Territory Sales Manager, to discuss her experiences using the Marketscape platform.
Can you describe your role at TwelveStone?
Although my title is “Territory Sales Manager,” we refer to this position as marketing because we are doing more than just selling. I visit key specialists that I know treat patients with certain disease states that our team is equipped to administer drugs and treatments to.
My goal is to create relationships with these potential referral sources. Everyone in my position spends each day with a targeted area of town depending on territory to build and foster relationships with referral sources.
How do you utilize Trella’s Marketscape Insights data platform?
It’s great to use Marketscape Insights to see who the high-prescribing physicians are, especially when there are higher-revenue drugs that we are targeting. However, we don’t discount the less frequent drugs because they are all important and necessary. We want an office’s repeat business as well as their one-time business, and we want to show them that we can and are able to work with them through it all.
Insights help us see who the high-prescribing physicians are, but it also helps when we are branching out in a territory and are targeting spots that are within a very close driving distance to an infusion center. We also try to expand that perimeter to 45 minutes to an hour out, depending on the competitors that are in those areas.
This gets difficult when you’re out in the country, and doctor’s offices tend to be off the beaten path. Google only helps so much, and looking at Insights, we can easily see, for example, that Dr. Smith on Main Street has referred a patient with a specific therapy or prescribed a drug three times in the last 2 years. It helps gauge how often to call them – in this case, it would likely be quarterly rather than monthly.
In Insights, I really like having the ability to dial into zip codes, J-codes, etc. It’s especially useful to new hires who are just starting in an area and aren’t sure where to start. This gives them a great baseline of information.
It’s also great to use to step back and dial in. If I’m spreading myself too thin, I go to Insights, and it helps me understand where I should focus that week and where my time will be best spent.
What are your favorite features of Marketscape Insights?
With Insights, you can see the other therapies that physicians and organizations prescribe most, so you can tailor your conversation when meeting with them.
You can really see them light up because you recognize them, you understand them, you know what their preferred drugs are, and you can really tailor and personalize your conversation to them.
I’m also very much a filter person. I particularly enjoy all the options with the different filters to be able to drill down and focus on what specifically I am looking for.
Your team also utilizes Marketscape CRM – has using a CRM helped with your productivity?
I embrace the CRM and have found that I am way more organized. It has helped me get away from using only a paper trail. I find that the features in CRM keep me organized and on track. I’m able to look back and see what I’ve accomplished and where I’ve been.
I stopped using the notebook I had with all the inserts and tabs because I had never touched it, and I didn’t need it. It’s a good feeling to have everything I need organized in CRM, where I can easily view the data at any time without having to dig.
Also, back to my previous example about having a cadence of outreach to certain accounts, a great feature in CRM is the ability to set up a schedule on how often I want to visit an office. This saves me time and keeps me organized.
Are there any additional problems or challenges that Trella has helped you solve?
Using Trella has been a great way to track productivity, to track coverage of an area, and the reach that you’re getting.
Prior to us using Trella, all of the data we had to present was verbalized. Now, we can focus on the facts, and we have the data to show dates, times, interactions, and the people associated with the events. It eliminates the guesswork.
This allows us to share data with our investors and show real potential in our growth. I would say that’s the biggest benefit. It’s not about keeping tabs on your employees. It’s about keeping tabs on your business and how it’s functioning, what can be improved, and what the regions are looking like. The data helps us understand if we are improving, stalemating, or declining.
I would definitely recommend Marketscape to other businesses.
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