{
  "id": "pavillio",
  "name": "Pavillio",
  "parentCompany": "HHAeXchange",
  "category": "pavillio",
  "tagline": "The Sandata enterprise platform — homecare ops + EVV + payer connectivity, on one stack.",
  "oneLinePositioning": "Pavillio IS Sandata's enterprise platform — same company, same state integration, more features. We connect providers, payers, MCOs, and caregivers on one platform — the only homecare software that owns both sides of the marketplace.",
  "company": {
    "founded": "2008 (HHAeXchange) · Sandata acquired 2024",
    "hq": "New York City (HQ opened June 2025) · Bloomington MN call center (Cashé acquisition, July 2024)",
    "employees": "Estimated 800-1,000 across NY/MN/distributed",
    "ownership": "Private",
    "notableInvestors": "Hg (major software PE, joined 2022) + Cressey & Company (healthcare PE)",
    "estCustomers": "$38B+ in homecare services billed annually · 2.7M caregivers clocking in monthly · 485M visits confirmed annually · 2.5M members serviced monthly"
  },
  "product": {
    "primaryProduct": "Pavillio (HHAeXchange + Sandata combined enterprise platform)",
    "targetSegment": ["SMB", "Mid-Market", "Enterprise"],
    "serviceLines": ["Medicaid HCBS", "LTSS", "Personal Care (PCS)", "Self-Direction", "Multi-state MCO"],
    "deployment": "Cloud SaaS",
    "evvSupport": "Native — HHAeX is the designated state EVV aggregator in multiple states post-Sandata acquisition.",
    "mobileApp": "Caregiver mobile app (GPS/telephony clock-in, care plans, communication) + admin web platform",
    "integrationsHighlights": ["Direct MCE/MCO integrations", "Payer Platform (state Medicaid + MCO oversight)", "Partner Connect marketplace", "Open API/EDI"],
    "keyFeatures": [
      "EVV aggregation (federally mandated under 21st Century Cures Act)",
      "Claim scrubbing BEFORE submission to Sandata — catches errors upstream",
      "Bulk visit maintenance (paid differentiator vs free portal one-by-one editing)",
      "Master week recurring scheduling matched to authorizations",
      "Direct MCE integration (eliminates manual SanData portal uploads)",
      "Self-direction program management",
      "Multi-state Medicaid compliance + BI dashboards",
      "Payer-side platform (MCO/state authorization, oversight, network management)"
    ]
  },
  "corePillars": [
    "EVV aggregation & payer connectivity at unmatched scale",
    "Medicaid managed care + state portal depth (own both sides of marketplace)",
    "End-to-end ops: scheduling, billing, payroll, compliance",
    "Multi-state operations + multi-product portfolio (Pavillio, Sandata, Cashé, Generations)",
    "Modern enterprise features ON TOP of the state-mandated Sandata compliance stack"
  ],
  "winThemes": [
    "Only platform that's the EVV aggregator AND the agency software — eliminates third-party tools",
    "Direct MCE integration replaces manual portal uploads (huge time win)",
    "Claim scrubbing catches errors BEFORE Sandata submission — measurable denial reduction",
    "Replaces 3+ vendor stacks (state portal + Paradigm/Geoh/ExcelTracks + ADP) under one flat fee",
    "$38B billed annually + 2.7M caregivers — scale credibility no SMB-focused competitor can match",
    "Bulk visit maintenance: the single clearest paid-vs-free differentiator (drilled in Ten31 demo)",
    "M&A-backed: Hg + Cressey-funded, integrated Sandata+Cashé+Generations stack"
  ],
  "elevatorPitch30s": "Pavillio IS Sandata's enterprise platform — same company, same state EVV integration you already use, just more features stacked on top. We process $38 billion in homecare services annually, 485 million visits, and we're the designated state aggregator in multiple states — so we sit upstream of every claim you submit. The agencies we close are usually paying for 2-3 separate tools (ExcelTracks, Paradigm, Geoh, ADP) to plug Sandata portal gaps. We fold all of that into one flat monthly fee, AND we scrub your claims for errors before they hit the state.",
  "elevatorPitch15s": "Pavillio is Sandata's enterprise platform. You're already on Sandata for EVV. We add scheduling, billing, claim scrubbing, and MCE integration — and replace whatever third-party tool you've been using to fill the gaps. One platform, one fee.",
  "differentiators": [
    {
      "name": "EVV Aggregation & State Integration",
      "claim": "HHAeX/Pavillio is the designated state EVV aggregator in multiple US states post-Sandata acquisition.",
      "proof": "485M visits confirmed annually · 2.7M caregivers clocking in monthly · acquired Sandata in 2024, eliminating largest EVV competitor."
    },
    {
      "name": "Claim Scrubbing Before Submission",
      "claim": "We scrub claims for errors BEFORE they go to Sandata. ExcelTracks/manual uploads find denials AFTER submission.",
      "proof": "Natalie Aronson (Pavillio AE), C&C Probity Demo Mar 9 2026: 'We're scrubbing those claims beforehand — so if there's any error, you know what it is before you even send the claim out.'"
    },
    {
      "name": "Vendor Consolidation",
      "claim": "Replaces Paradigm + Geoh + ExcelTracks + ADP stack that agencies use to fill SanData portal gaps — under one flat monthly fee.",
      "proof": "Latasha Reed (Inspirational Home Care, Mar 24 demo — pursuit, not closed): $920/mo to Paradigm (2.5% of $9,200/wk billing). Pavillio base = $290/mo. $630/mo savings on day one would apply. Demo went well, 'you got my vote' from owner, daughter Zakavia (CFO) called in for Mar 25 follow-up. Verify status before quoting as a win."
    },
    {
      "name": "Bulk Visit Maintenance (Free vs Paid)",
      "claim": "Single clearest free-vs-paid feature: bulk update visits vs editing one-by-one in free state portal.",
      "proof": "Identified in Ten31 demo (Michael Brekke) as 'the clearest paid differentiator in any demo reviewed.' Drilled in 1:1 prep notes."
    },
    {
      "name": "Master Week Scheduling",
      "claim": "Recurring schedule matched to authorization — caregivers can't over-utilize, scheduler doesn't re-enter every week. Free portals wipe overnight.",
      "proof": "Evolve Community Services (Isaac Abegaz cold call Mar 9): 'Schedules wiping overnight, caregivers can't clock in, manually recreating the whole week.' Pavillio master week solves directly."
    }
  ],
  "commonObjectionsWeFace": [
    {
      "objection": "Pavillio is too expensive — I already pay SanData for EVV",
      "response": "You'll keep paying for SanData EVV either way — that's the state mandate, doesn't go away. Pavillio IS Sandata's enterprise platform, same company. You're not buying EVV twice — you're adding scheduling, billing, claim scrubbing, and MCE integration on top of what you already pay. And in nearly every deal we close, the Pavillio fee replaces 2-3 vendor bills (Paradigm, Geoh, ExcelTracks, ADP) — usually net cost-neutral or net savings."
    },
    {
      "objection": "Wait — are you SanData or HHAeXchange or Pavillio? I'm confused.",
      "response": "Same company. HHAeXchange acquired Sandata in 2024. Pavillio is our enterprise platform — sits on top of the Sandata EVV stack you already use. Everything still flows through Sandata to the state. Pavillio adds scheduling, billing, claim scrubbing, and consolidated reporting the free state portal doesn't have. Think of it as: Sandata is the pipe to the state; Pavillio is the operating system on top."
    },
    {
      "objection": "I'm small (<10 caregivers) — Pavillio is overkill",
      "response": "Two things. Base tier is $290/month for up to 30 clients — designed for small agencies. Second, agencies that wait until they're big end up paying 12-18 months of growing third-party tool fees (Paradigm at 2.5%, Geoh at 3-5%) that compound as they scale. Get on the platform now, lock pricing, grow into it. If the math doesn't work, Generations might be the right tier inside our own portfolio."
    },
    {
      "objection": "We just switched to ExcelTracks / Paradigm / Geoh last year — too soon to switch again (NOTE: if prospect says 'Jio' in a Gong-transcribed call, they mean Geoh — auto-transcription)",
      "response": "Fair — but ask: how much have you paid them in 12 months, and what did it fix? Still seeing claim denials (ExcelTracks)? Still paying a percentage of revenue (Paradigm, Geoh)? Still uploading manually? That tool didn't solve the root problem. Pavillio is the upstream fix. Rather you see the platform now and decide at renewal than spend another $10K+ on a workaround."
    },
    {
      "objection": "HHAeX's support is bad / I've heard support issues",
      "response": "I won't pretend zero support issues — we opened a new Technical Customer Care call center in Bloomington in July 2024 specifically to address it. Dan Ahrens joined as SVP Customer Success in Oct 2025 from Atlassian/Gainsight to overhaul the function. Honest pitch: we're investing visibly, not pretending the legacy reputation didn't exist."
    },
    {
      "objection": "The UI feels dated",
      "response": "Acknowledged — AxisCare and AlayaCare have prettier interfaces. But interface beauty doesn't process $38B in claims a year. The question to bring back: which is more painful today — a slightly older UI, or claim denials? If it's the UI, AxisCare is a fine choice. If it's denials, no SMB-friendly UI helps when you're not the EVV aggregator."
    }
  ],
  "internalGaps": [
    {
      "gap": "Reps give vague 'free vs paid' answers",
      "frequency": "4+ calls (Michael Brekke, Isaac Abegaz)",
      "fix": "Drill the bulk visit maintenance differentiator. Per 1:1 prep notes: 'Build one shared 3-bullet answer. Drill it. Both reps need it cold.'"
    },
    {
      "gap": "SanData brand confusion at intro",
      "frequency": "Multiple Natalie calls — Latish raised it 3 times on Community Pathways (Mar 3)",
      "fix": "Open with 'Pavillio is SanData's enterprise platform — same company.' Don't lead with just 'Sandata' or 'HHAeXchange' without bridging."
    },
    {
      "gap": "Demos before discovery",
      "frequency": "Michael Brekke pattern, 4+ calls",
      "fix": "Two questions before any dashboard reveal: 'What's your biggest headache right now?' and 'What's not working with [current tool]?'"
    },
    {
      "gap": "ROI math never said out loud",
      "frequency": "Natalie at Inspirational + C&C Probity",
      "fix": "When prospect gives inputs ('$9,200/week, Paradigm takes 2.5%'), you owe them the output. Say: 'That's $920/mo. Pavillio base is $290. You save $630/mo starting day one.'"
    }
  ],
  "recentNews": [
    "Nov 2025 — Published 2025 Caregiver Voices Survey",
    "Oct 2025 — Laura Anderson SVP Product, Dan Ahrens SVP Customer Success, Jack Hunt SVP Network Services",
    "Jun 2025 — New corporate HQ opened in NYC; 2025 Provider Voices Survey",
    "Jan 2025 — Mark Cope named CRO (Provider Sales); Anna Pavlik promoted to CHRO",
    "Jul 2024 — Bloomington MN office & Technical Customer Care call center opened",
    "2024 — Acquired Cashé Software, Sandata Technologies, and Generations Homecare System",
    "Apr 2024 — Paul Joiner named CEO",
    "2022 — Hg major investment alongside Cressey & Co."
  ],
  "stats": {
    "sentimentSummary": "Praised for state integration, scale, and EVV aggregator role. Common complaints: dated UI, legacy support reputation (being addressed via Bloomington call center + Dan Ahrens hire). Customer phrase reps use: 'You are the end-all be-all before that data goes to SanData.'"
  },
  "sources": [
    "HHAeXchange Day 1 Briefing (Feb 16 2026)",
    "Gong: C&C Probity Homecare — Natalie Aronson — Pavillio Demo (Mar 9 2026)",
    "Gong: A Touch of Kindness — Natalie Aronson — Pavillio Demo (Mar 3 2026)",
    "Gong: Inspirational Home Care — Natalie Aronson — Pavillio Demo (Mar 24 2026)",
    "Gong: Ten31 — Michael Brekke — Demo (best 'free vs paid' demo on team)"
  ]
}