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
- Scale ($2M -> $16.5M ARR (2021-2026))
“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.”
Related topics
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More from this episode
- Practice by Numbers: Stay bootstrapped and grow 35-40% a year instead of buying revenue$12.5M ARR, 22-24% EBITDA, ~$1.5M free cash flow in 2025
- Practice by Numbers: Add analytics on top of the software dentists already use, not replace itBecame the wedge for the later all-in-one platform
- Practice by Numbers: Grow one tool into an all-in-one suite sold as packages~$12-13K per location a year on average; up to ~$18-19K
- Practice by Numbers: Call existing customers to switch their card payments to you for a cut~$190M processed of ~$2B possible; profitable but switching is hard
- Practice by Numbers: Charge a percentage of the practice's revenue instead of per-feature fees
- Practice by Numbers: Answer a real business owner's data questions by hand before building