GTM Sauce

Practice by Numbers · B2B · software for dental practices

Grow on dentist referrals, great support and a few trade shows

ARR ~$2M -> $12.5M from 2021 to 2025

Workedword-of-mouthevents

What they did

All sales are inbound; almost everything comes from dentists telling other dentists. They attend some dental trade shows, which 'produce a little bit'. Strong support (G2 reviews cited) keeps customers happy and referring. No paid acquisition described.

What happened

ARR from ~$2M (end 2021) to $12.5M (end 2025), targeting $16.5M in 2026
Stage
$2M -> $16.5M ARR (2021-2026)

In their words

How He Bootstrapped Dental Software to $16m

Play from 12:14

… like small growth. How can you grow faster? It is small growth. First of all, remember we are bootstrapped completely. So there's- Well, congrats, that's awesome. Yes, thank you. And there's not a single dollar that's been taken. So we're very careful about growing it right. This year, last year was a good profitable year. This year will be even a better profitable year. We're looking at 35, 40% growth. So we're making a rule of 70, 80 company.

12:14

We are comfortable. We don't want to break anything. And also all of our sales are inbound, right? Meaning it's all word of mouth. We go to some shows, shows produce a little bit for us, but almost everything is people telling other people. So with that, could we grow faster? Of course, we could put fuel to the fire and grow faster. Will that be the right set of customers? Perhaps. There's no reason for us to take risk because we are growing at a very profitable,

12:44

very quick pace. People are happy. They're supported. If you look at FG2 reviews, they get the support that they need. And it's a slow moving market. If it's a slow moving market, Why do you want to just buy your revenue? That's what I don't like is just buying your revenue because that gets you that short-term hump. And as you can see, we are in it because of Aditi. And this is very important to her, right? So it's not just growing it as fast as …

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Tags: inbound-only, trade-shows, dental, support