Dentists were still mailing physical molds through UPS in 2020. That's not an industry ripe for disruption — that's an industry begging for it.
We give away the scanner because the real business is every crown, bridge, and veneer that flows through our platform for the next decade. The scanner is the door. The lab is the house.
A $15 billion market with no dominant technology platform. No venture-backed competition. No one from Silicon Valley had even looked at it. That's exactly where we wanted to be.
Digital impressions are more accurate than putty, faster for the patient, and cheaper per unit at scale. The only thing keeping dentists on the old system was inertia. We just had to make switching easy enough.
Every dentist who joins Dandy becomes recurring revenue because their patients keep needing crowns. It's not a one-time sale — it's a relationship that compounds.
The hardest part isn't the technology. It's convincing a 55-year-old dentist who's used the same lab since 1998 to try something new. Behavior change is the real product.