Market Spotlight and Sales Spotlight are powered by Marketscape Insights and only visible if you have purchased Marketscape Insights. Interested in Marketscape Insights? Reach out to your Customer Success Manager.

 

Market Spotlight

Market Spotlight is designed to help you target physicians and then assign those physicians to a salesperson. The metrics in the table allow you to quickly evaluate the listed physicians to pinpoint those with the highest referral potential.

The following image and list of features will give you the basics of getting around in Market Spotlight.

Although the following image shows Market Spotlight for Home Health, the basics are the same for Market Spotlight for Hospice.

 

Market Spotlight - Click on this tab to open Market Spotlight.

 

Provider Type tabs - Select the type of provider you want to browse. You can choose between Physicians, Facilities, and Agencies.

• Physicians - any medical professional who has an NPI and submits claims under that NPI.
• Facilities - Depends on the line of business - These are "source" facilities that treated patients admitted to the selected post-acute line of business - see Sources and Destinations below.
  • For Home Health line of business - When you pick facilities, you will see hospitals and SNFs, although there are possibly some home health agencies.
  • For Hospice line of business - When you view facilities content, you will see hospitals, SNFs and home health agencies.
• Agencies - This will be either hospices or home health agencies, depending on the selected line of business.

States and Lines of Business

• State - The left dropdown allows you to select the state or states for which you will then see providers in the table below. You can select a single state or multiple states.
• Business Line - Select home health or hospice. The metrics in the table for each provider will be related to patient counts and performance metrics related to the chosen line of business.

Columns - When you click on the "Columns" button - the list of columns in the table will open.

Remove the check to the left of any column name to remove that column from the table.

Although this image shows columns for the physicians table in the home health business line, this feature works the same for any provider or business line.

 

Range Filters - Click and drag any of the sliders to limit the providers in the table to those that fit the ranges you choose. 

As a simple use case, for physicians, you don't want to view those who treated a very small number, since a small patient count limits referral potential. Nor do you want a physician who "treated" thousands of patients, since a physician with huge numbers didn't likely treat many, if any, actual patients. You are looking for a physician who has lots of patient contact.

To fine tune the lower and upper limits, when a circle is selected, you can use the left and right arrow buttons on your keyboard to change the number.

You can use any number of range filters in combination. As you use them more, you will find the sweet spot that populates the table with the providers with the highest potential.

Although this image shows filters for physicians in the home health business line, this feature works the same for any provider or business line.

 

Open Sales Spotlight - When you click on any provider name, a panel will slide open, revealing detailed metrics for the selected provider. This panel is Sales Spotlight in Marketscape CRM.

The content on this panel will allow you to do a detailed evaluation of the selected provider.

 

Table - the table will include the most important metrics needed for a quick evaluation of the provider. You will also be able to compare multiple providers with each other.

 

 

Sources and Destinations - Medicare claims don't include referral information. However, by analyzing billions of claims and drawing connections between claims Trella Health is able to infer potential referral relationships between "source" providers and home health and hospice "destinations." With this concept in mind, you can see why physicians are potential sources and have their own tab and table. the Facilities tab is a bit more complicated, which is why we don't have every facility type included in the table.

For example: we include home health agencies as "source" facilities under the hospice line of business because that patient path includes enough "connections" to generate meaningful metrics. On the other hand, under the home health line of business, you will not find hospices under the facilities tab because that patient path doesn't generate a sufficient "source" and "destination" connection to generate meaningful metrics. 

 

Sales Spotlight basics

Overview

When you open Sales Spotlight for a specific physician, the most important metrics you need to evaluate the selected physicians are presented in a way that allow you to quickly evaluate the provider's potential as a referral source. In addition, metrics are included that show your agency's performance providing care for the selected physician's patients. You can quickly see the metrics that will show your agency's advantage to the selected physician.

There are some basic features that are universal to Sales Spotlight for any provider type. Being familiar with these features now will make it easier as you dig in on different providers of interest.

See all of Sales Spotlight in this sample image

- Ok, yes. The image to the right is really difficult to read, but that is because Sales Spotlight has tons of great stuff in it.   You have great options: 1) If you click on the image, it will expand so you can read it. Click the image again, and you can zoom. Then, click away from the image and it will go away. 2) If you have two monitors, you can right-click the image on the right and open it in a different tab. Then you can see this article and the image side by side. We will show each section of content below in separate images.

All images in this article are from Sales Spotlight for a physician. Except for the specific metrics, the concepts below are similar.

 

Provider information

At the top of Sales Spotlight, summary information for the provider is listed.

 

Basic provider information - Name, address, NPI, phone number, specialty.

Owners - If this provider has been assigned to a user or users, the names will appear here.

Manage Ownership - Click this button to add/change ownership for the selected provider. For detail, see below.

Business Line - Use this dropdown to switch the content on the page between home health and hospice.

Link to Marketscape - Click on this link to navigate to Marketscape Insights

 

 

Sales Spotlight vs. Conversation Starters - two tabs

Beneath the provider information, you will notice two tabs; Sales Spotlight and Conversation Starters.

Let's take a look

Sales Spotlight - Most important metrics	Conversation Starters - Metrics in a sentence
(This image does not show every metric in Sales Spotlight. You will find full details in the linked articles below.)

In general, the Sales Spotlight tab contains the most important metrics you need to evaluate the selected provider. The metrics are organized on columns of tiles with a "core" metric and additional details surrounding the core metric. Conversation Starters either shows identical content (for example, the Top Home Health destinations, above) or provides a comparison between the core metric and another detail on the tile.

You will find that not all metrics under the Sales Spotlight tab are included in Conversation Starters.

In some cases, the metrics change names, for example, Annual Patient Count (FFS) and Patient Volume. These highlight the same metric but have different names. Experience will help you to know when this happens.

 

Two sections

Both Sales Spotlight and Conversation Starters are divided into two sections - top and bottom. The top section is like the parallel section in Marketscape, Get to know this... <<Provider>> could be a Physician or Hospital. The bottom section is How Do I Stand Out?

We didn't put the name on the top section, but it is, uh, at the top. You will know the bottom section when scroll down and you see, "How Do I Stand Out?"

 

 

What is the difference?

• Top Section - The patient counts and performance metrics in this section are specific to the selected provider and allow you to do a quick evaluation of the provider. For example, does this provider have a large enough patient population to make it worth a visit? We will discuss this evaluation process in detail in the linked articles, below.
• How Do I Stand Out? - This section is designed to demonstrate your competitive position to create the "Best Story" available, based on claims data from your chosen "My Agency" (See next two entries). 

 

Arrows and colors

Throughout Sales Spotlight you will see arrows. There are two things you need to know. 

• Up/Down - The direction that the arrow points indicates whether the comparative metric went up or down form the base metric.
• Red/Green - If the arrow is red, that indicates that the change was not any improvement. Green means that the metric moved in a favorable direction. Sometimes words are in red or green to show the same idea.

The linked articles will show numerous examples of how to read all of the arrows and colors.

 

Manage Ownership

If you click on the Manage Ownership button, you can assign the selected provider to another user in your company.

After you click, you will see the following dialog box:

Click on the name of the user(s) you want to assign. Then click "save."

How Do I Stand Out?

My Agency!!!

The metrics included in the section, How Do I Stand Out? are designed to show the competitive advantage of the company and agency you work for. To facilitate this, all of your companies agencies are uploaded, by NPI, to Marketscape CRM so you can see metrics that pertain to your agency.

The field directly under How Do I Stand Out? is a drop-down selector that will allow you to choose the "My Agency" you want to evaluate.

If you observe the previous image closely you will notice that the "My Agency" list includes both a home health agency and a hospice. Be careful - if you select a hospice for your "My Agency" when you are viewing the Home Health Line of Business, no metrics will show up for you. In other words, you have so much goodness to choose from, but you must choose wisely.

 

Best Story

The whole point of the How Do I Stand Out? section is to show ways that your chosen "My Agency" shines against the competition.

We do this by comparing your chosen "My Agency" to the top destination agencies for the selected provider. (Remember? You clicked on a specific provider to get to Sales Spotlight.)

By default, we show the "Best Story" based on what we find in the claims. However, you can use the drop-down selector to choose another comparison. If you click on the "Best Story" selector you can choose the following options:

• Choose the Best Story
• Choose one of the top three competitive agencies (Based on highest patient counts)
• Choose to compare your chosen "My Agency" against metrics for the state or county.

Looking at more than one comparison might just be as informative as looking at the "Best Story."

 

How does "Best Story" work?

As everybody knows, competition means that one comes in first, one in second, and then, right down the line. We compare agencies based on what the metrics reveal. In order to tell the best possible story for your agency, we compare your agency's performance metrics and display the results in this order:

1. Against a competitor - If your agency outperforms another top agency, we show the comparison between the two agencies. In these cases, the metrics will be green. It is possible that your agency might be compared to one agency for one metric and against another agency for another metric.
2. Against a benchmark - If we can't find an example of competitive advantage against a competitor, we will include a favorable comparison with a state metric. These metrics will appear green.
3. Area for growth - If we are unable to include a metric that shows your agency performing well against either of the above, we will still include a comparison with the state metric to show an area where you need to grow. Those metrics will be red.

 

Additional Resources

Diagnostic Categories

In the How Do I Stand Out? section we show metrics for as many different diagnostic categories as we can. In every case we will include metrics for all diagnoses (that is, all patients), but if the selected provider treats a sufficient number of patients to allow us to calculate meaningful metrics for specific diagnoses, we add those as well.

The bottom line is that your agency might not shine against your competitions with all patients, but specific diagnoses make you look stellar.

For more information, see Trella Health Diagnostic Groupings.

 

Understanding Trella Health Data and Metrics

For more information on metrics, see the Marketscape Insights for Home Health and Hospice Help Centers.

 

The following links are specifically about the metrics included in Sales Spotlight.

Home Health

• Data Basics - Multiple articles on Trella Health metrics.
• Sales Spotlight - Physicians - Understanding the Metrics
• Sales Spotlight - Facilities- Understanding the Metrics

Hospice

• Data Basics - Multiple articles on Trella Health metrics.
• Sales Spotlight - Physicians - Understanding the Metrics
• Sales Spotlight - Facilities- Understanding the Metrics

Help Center

Help Centers - This might be the most important paragraph you read on this page. Each module in Marketscape Insights has a Help Center of extensive (and growing) documentation to help you understand Marketscape Insights; the logic and workflow, the pages, the tables and the metrics. We are also providing webinars to help you to get on board.

If you get into any of the Trella Health Help Centers, you can navigate easily to any other Help Center by using the Navigation at the top of the page:

psst... a little secret. If you are reading this article, you are already in a Trella Health Help Center. You can get to all of the riches by using the navigation at the top of this page.