Customer Spotlight
Vital Care Infusion Services has been dedicated to expanding access to high-quality infusion therapy and driving better patient outcomes for the past 35 years.
They provide local, safe, convenient, and professional infusion services for patients with acute and chronic conditions in the comfort of the home or an alternate infusion site.
With their goal of continuous growth and expansion of their services, Vital Care became a Trella customer in 2015, utilizing Trella’s market insights and CRM with EHR integration.
Gary Ryan, Sales Manager at ADVance Care Pharmacy, a Vital Care Infusion Services location in Indiana, PA, spoke about his experiences utilizing Trella’s Marketscape Insights and CRM platform.
Can you share more about your role at Vital Care and what your day-to-day looks like?
My role as a sales manager encompasses an array of things, and I’d like to suggest that I’m not your typical sales manager.
I’m out in the field selling with my account executives and I take great pride in that.
I’m an active user of the Trella system, and I’m always looking to maximize my use of Insights and CRM because, with these products, I am more organized and more efficient.
How is your team utilizing Trella’s Marketscape Insights and CRM solutions?
Initially, we will spend most of our time in Insights, researching the providers and getting a better understanding of their prescribing history and order share.
With this information, we select the providers we will target for the specialty medications we are marketing.
Once we spend an adequate amount of time in Marketscape Insights qualifying a prospect, we’ll move them over to our book of business and then begin initiating our activities in CRM. I really like the user friendliness of the platform. I often say it’s “click and easy”.
How does Insights help you and your team prepare before meeting with a referral source target?
In Insights, we look at who the physician has utilized throughout their practice in terms of other specialty pharmacies and what their Order Share is, and we will also focus on the disease states that the provider is treating.
Once we learn about the disease states, we can align our initiatives to be certain that we’re servicing patients that they’re prescribing the medications for.
This helps us in becoming knowledgeable and more confident prior to going into the conversation.
As a sales manager, what is the main benefit for you in using Marketscape CRM?
In our society right now, everything is based on convenience. If you have a solution that can save someone time and make things convenient, it’s a win.
This is where I love Trella as a sales manager, because each morning I am going to get a report of the activities from the prior day.
It’s great to be able to view notes and route plans at a glance. Ultimately, the true benefit is the convenience of having these details at my fingertips, so I can run just about any report and it gives me the information I need to know to further support my team.
It saves me a lot of time, and I’m very grateful for the features that are available to me as a sales manager.
What are some of your reps’ favorite features in Marketscape CRM?
Trella has really changed our environment. What is really exciting is that in the CRM mobile app, when a rep gets an order because of our EHR integration, they will receive a push notification from CRM. I cannot tell you how powerful this is in a sales culture.
I don’t have to pick up the phone and call them. Instead, they get this immediate notification. The account executives will tell you that they really like this and that it’s the ultimate validation of their activities.
The mobile CRM app is the feature that our staff talks about the most. It allows for convenience when they’re out in the field, and having their data at their fingertips is huge.
The Marketscape platform is a great product; we love it, and it has played a part in helping us continue to remain successful.
Trella is thrilled to have Vital Care Infusion Services as a trusted and valued partner who supports our mission towards smarter growth and healthier outcomes.
To learn more about Vital Care Infusion Services, visit their website here.
