PlayMaker

Building a Growth-Oriented Leadership Team

Founded: 2008
Invested: 2014
Status: Acquired
Location: Franklin, TN
Overview

PlayMaker Health offers the industry’s most comprehensive technology to radically improve visibility and market performance for post-acute care providers. The combination of market data, including up-to-date claims data, provider and hospital referral patterns and readmission rates, EMR data and business development activity delivered through PlayMaker’s proprietary platform transforms data into actionable sales intelligence.

Outcome

PlayMaker was acquired by Trella Health, a source of healthcare growth insights and performance analytics, in 2021.

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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
The Story

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.

Mainsail's Value-Add
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.