Top Founders with Nathan Latka · 2026-08-11
How He Bootstrapped Dental Software to $16m
Rohit, co-founder of Practice by Numbers (all-in-one dental practice platform sitting on top of PMS systems like Dentrix/Open Dental), bootstrapped with zero outside capital: ~$1M ARR in 2018, cut to ~$2M after COVID (relaunched 2021), $12.5M end of 2025, targeting $16.5M in 2026. ~1,300-1,400 customers / ~2,000 locations at ~$12-13K per location per year. All sales inbound/word of mouth plus some trade shows. ~22-24% EBITDA, ~$1.5M FCF in 2025. Payments launched 2025 with ~$190M GMV vs ~$2B possible.
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Numbers mentioned
| Subject | Metric | Value | Quote |
|---|---|---|---|
| Practice by Numbers | arr | USD 1M approximate | “I think we broke the first million in 2018.” |
| Practice by Numbers | arr After COVID setback and 2021 relaunch | USD 2M approximate | “So we kind of were at $2 million at 2021, at the end of 2021.” |
| Practice by Numbers | arr | USD 4M estimate | “I think we almost doubled it in that. I think we were close to four-ish at that time.” |
| Practice by Numbers | arr Host's extrapolation, confirmed by guest | USD 8M approximate | “So that means 2024, you probably ended what, somewhere around 8 million? That's right. Yes.” |
| Practice by Numbers | arr | USD 12.5M approximate | “Where did you end 2025, December ARR? About 12 and a half.” |
| Practice by Numbers | arr Expected year-end 2026 ARR (recorded April 2026) | USD 16.5M projection | “And now we're going to end this year at about $16.5 million.” |
| Practice by Numbers | arr Host's calculation: ~1,300 customers x $13K ACV; guest answered with the year-end target instead | USD 15M–16M estimate | “That puts you at like 15, 16 million ARR today. Is that about right? We will end the year at about 16 and a half.” |
| Practice by Numbers | growth rate | +35–40%/year projection | “We're looking at 35, 40% growth. So we're making a rule of 70, 80 company.” |
| Practice by Numbers | margin EBITDA margin; books not fully closed | 22–24%/year estimate | “2025, we were at about EBITDA was about 24, 22, 23 or 24.” |
| Practice by Numbers | profit Free cash flow | USD 1.5M/year approximate | “there was a free cash flow of about 1.5 last year” |
| Practice by Numbers | funding raised | USD 0 | “remember we are bootstrapped completely. So there's- Well, congrats, that's awesome.” |
| Practice by Numbers | acv Average per dental location | USD 12K–13Kper location /year approximate | “So at this point, we are reaching about $12,000, $13,000. And that's the average. Per year? Yes, per year.” |
| Practice by Numbers | acv Per-location price with all modules layered on (voice, AI, payments) | USD 18K–19Kper location /year approximate | “as you keep layering on everything, you get to about $18,000, $18,000, $19,000.” |
| Practice by Numbers | acv Host's calculation for largest customer (40 locations x $18K); corrected by guest | USD 720Kper customer /year estimate | “Okay. So your largest customer would be 40 locations times 18,000 per year, which would be 720,000 per year just from that one customer. Is that right?” |
| Practice by Numbers | acv Largest customer (~40 locations), not on all modules | USD 250Kper customer /year approximate | “Not quite. Our largest customer is about 250,000 because they don't have all the features, right?” |
| Practice by Numbers | customers Top-level customers (accounts) | 1,300–1,400 customers approximate | “we have about 13 to 1400 top level customers” |
| Practice by Numbers | customers Host's guess of locations; corrected to ~2,000 locations (5-6K is providers) | 5,000–6,000 locationsper location estimate | “And that represents what, about 5,000, 6,000 locations?” |
| Practice by Numbers | customers | 2,000 locationsper location approximate | “That represents about 2,000 locations and about 5,000, 6,000 providers.” |
| Practice by Numbers | users Providers (dentists, periodontists, orthodontists) across customer locations | 5,000–6,000 providers approximate | “That represents about 2,000 locations and about 5,000, 6,000 providers.” |
| Practice by Numbers | gmv Payment volume processed through PBN payments (launched 2025) | USD 190M/year approximate | “So the GMV that we have is about $190 million.” |
| Practice by Numbers | gmv Total payment volume addressable within existing customer base (collections per location x locations, adjusted for insurance checks) | USD 2,000M/year estimate | “close to about $2-ish billion of additional or total GMV possible in our system at this point” |
| aggregatePractice by Numbers' dental customers vs. national average dental practice | revenue Customers' production (revenue) relative to national average; 'almost 2x' | 2 x approximate | “our customers are almost 2x of national average, right? In terms of the volume of the production” |
| marketUS dental offices covered by the five dominant practice management systems PBN integrates with | market size | 70K–80K dental offices approximate | “So that's what we are focusing on right now is to get 70,000, 80,000 dental offices covered.” |
| Practice by Numbers | count PMS integrations listed/built; covers the dominant PMS vendors | 5 integrations | “it is dominated by the five that we have listed” |
| Practice by Numbers | team size 42-43 in the US, rest in India | 80 people approximate | “So we have about 80 people worldwide and about 42, 43 of them are in the US and the rest of them are in India.” |
| Practice by Numbers | team size Developers; 3-4 of them focused on agentic workflows | 17–18 people approximate | “we have about 18, 17, 18 developers” |
| Practice by Numbers | revenue 10-year revenue ambition | USD 100M/year goal | “10 years from now, $100 million plus revenue. That's absolutely possible.” |