Miles Beckett

I think one of our advantages is we have very deep relationships in the private equity world.

And so there's a lot of these dental roll ups that are private equity backed.

So, you know, we've signed, you know, multiple, you know, 100 location plus DSOs that are then doing like varying degrees of rollout, sometimes in chunks, sometimes location by location.

Yeah, I mean, we don't really talk about specific customers, but I can tell you that like there are multiple ones that you've heard of that, you know, we've either signed or we're pretty far along conversations with and we'll sign pretty soon.

About 100 or so signed.

And then there's a couple right now that are like 500 plus that we're pretty far along with.

Yeah, so with the discount plan, it was very much, well, it was kind of a hybrid.

So we signed a deal with a nationwide dental network.

So we sort of had a roster of dentists, very large one nationwide.

But we still had to go location by location by location, getting individual dentists to opt in to being part of this discount plan.

When we pivoted to AI, we started out with about half a dozen locations that we had prior relationships with really to kind of prove the product out.

And then we started going to conferences.

You know, we found with our last business, Silver Sheet, that we really sold a lot of surgery centers.

So we went to a lot of conferences in the space and that worked well.

So it started out more bottoms up.

Simultaneously, we were having conversations with

larger DSOs and then private equity firms that own the DSOs.

And as we've gotten more traction with them, we've been a little bit more focused on the top down.

Although we are going to like, you know, a lot of conferences this year.

Hundreds.