UPSTACK helps InterDent grow MRR with a cloud economics methodology

Summary

InterDent, based in Inglewood, California, is a leading dental practice support organization (DSO) in the United States. The Company supports 300 offices in eight western states primarily under the well-established Gentle Dental brand name. InterDent’s highly visible retail locations, which are located in many of the nation’s most attractive markets, offer general dentistry, orthodontics, and other specialty services. The company’s network delivers affordable and comprehensive dental care to over one million patients annually. Backed by private equity investor H.IG., the company intends to double their size in 3 years.

The challenge

Pete Raustein, InterDent’s new CIO, inherited years of legacy premise-based hardware, outdated platforms, and a small team of IT focused resources. Having limited budget, a team with little enterprise experienced, and a demanding investor, he needed creative solutions to meet growth projections. He reached out to UPSTACK asking for help to scale technology operations and meet their corporate objectives.

The Approach and Services

UPSTACK understood the technology issues, and the business challenges, and recommended InterDent start with an application workshop to capture the C-level’s strategic goals and determine a course that would migrate most of their operations to cloud based services. The focused workshop allowed UPSTACK to gain executive support and meet with team members to establish a timeline and begin solution design and vendor evaluation.

Additionally, using UPSTACK’s market intelligence process, a multi-vendor analysis was used to identify the ideal partners for InterDent’s future.

Services included:

• Solutions design
• Comprehensive technology vendor review and cost analysis
• Proposal management (of 33 potential vendors)
• Due diligence via a market intelligence assessment

Categories of vendor services evaluated:

• UCaaS
• CCaaS
• Managed security
• IT Help via desk-as-a-service
• Network aggregation
• SD-WAN
• TEM
• SaaS based AI reporting

The Outcome

UPSTACK’s cloud economics methodology discovered areas of InterDent’s business that could be improved upon for better customer experience, greater efficiencies, and lower risk to their fast-moving acquisition model. The first vendor project for UCaaS/CCaaS closed for $54K MRR with vendor CBTS. The second closed project utilized a TEM network audit through E78, which will inform the strategy to update their entire network. Network aggregators will take on circuits for 300 locations and with estimated contract value of $120K MRR.

In parallel, UPSTACK evaluated vendors for 2025 deployment of managed hosting, managed security, and IT HelpDesk.. InterDent growth is planned to double in size to 600 locations in 3 years, which would bring total deal size to an estimated $300K MRR.

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