PLAYMAKER HEALTH
At a Glance
- Mainsail invested in PlayMaker in 2014
- Supported the hiring of key executives including CEO, John Griscavage
- Helped scale sales and marketing
- Supported the acquisition of viaDirect
- PlayMaker was acquired by Trella Health in 2021
BACKGROUND
In 2008, Adam Bishop founded PlayMaker driven by the need he saw for a vertical specific CRM in the home health and hospice market while providing sales and marketing consulting services for the industry. PlayMaker was a founder-run, bootstrapped company that had reached an inflection point, when the team decided it needed an outside partner to help them take their company to the next level. PlayMaker ultimately chose Mainsail Partners based on Mainsail’s experience scaling vertical SaaS and healthcare businesses that were also previously bootstrapped. Further, Mainsail identified John Griscavage, who was a strong fit for taking over as CEO of the company, enabling Adam to run sales and marketing.
VALUE CREATION
PlayMaker was a bootstrapped company that was growth-oriented and in need of expanding its leadership. This presented an opportunity for Mainsail and its Operations Team to make meaningful contributions to the company’s value creation.
Hiring – Mainsail recruited John Griscavage as CEO based on his experience in post-acute healthcare. ln addition to recruiting John as CEO, Mainsail supported PlayMaker in recruiting a CTO, VP of Customer Success, VP of Sales & Marketing, VP of Finance & People, Director of Product, and an independent Board Director. Mainsail also helped the company in opening a Bay Area office to offer West Coast sales and customer support coverage.
Sales and Marketing – Mainsail helped the company deploy its sales and marketing technology stack which included Salesforce, HubSpot, InsightSquared and lnsideSales.com. The company optimized its sales process, including building out an MDR team (Market Development Reps) and creating a tiered go-to-market approach around SMB and Enterprise market segments. Mainsail helped the company construct an analytics platform to better manage marketing investment and sales pipeline, and implemented a streamlined onboarding, customer success and renewal program.
Acquisition – Mainsail leveraged its data-driven direct origination program to identify potential add-on opportunities for PlayMaker. Utilizing this research, PlayMaker acquired viaDirect, a market intelligence and data analytics company.
OUTCOME
PlayMaker was acquired by Trella Health, a source of healthcare growth insights and performance analytics, in 2021.
A Healthcare SaaS Company
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