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The KPI Standoff: When DSOs and Vendors Speak Different Languages (E.13)
Nathaniel Baker, Overjet Key Account Executive, drops truth bombs about why DSOs and dental tech companies keep missing the mark: Most DSOs are "organized chaos" that don't have their act together (even the biggest ones), industry partners are pitching products without understanding what success actually means to each stakeholder, and the #1 reason pilots fail isn't the technology - it's that nobody agrees on what winning looks like.
Key Revelations:
The Alignment Problem in DSO Operations
💡 The "Ask Ken" Question:
"What's the single most important financial KPI for a DSO?"
Ken's answer: Free cash flow. Collections matter, but buyers, banks, and partners all anchor to your EBITDA and ability to generate cash. Look at cash from operations minus capex - if it's positive, you're generating cash. If it's negative, your business is consuming cash and you need to figure out why.
🎁 Free Resource:
Free Cash Flow Analysis
Discover how to evaluate DSO financial health and operational efficiency by identifying cash available for practice reinvestment, partner distributions, or debt reduction. This guide gives you the framework to assess whether your DSO generates enough cash to sustain growth, fund acquisitions, market challenges.
DOWNLOAD YOUR FREE GUIDE NOW! https://resources.accrudent.com/accrudent-free-cash-flow-analysis-template
Got a burning question about dental finance?
Submit your question, and it could be featured in a future episode.
Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project
View all episodes
By The Dental Truth ProjectNathaniel Baker, Overjet Key Account Executive, drops truth bombs about why DSOs and dental tech companies keep missing the mark: Most DSOs are "organized chaos" that don't have their act together (even the biggest ones), industry partners are pitching products without understanding what success actually means to each stakeholder, and the #1 reason pilots fail isn't the technology - it's that nobody agrees on what winning looks like.
Key Revelations:
The Alignment Problem in DSO Operations
💡 The "Ask Ken" Question:
"What's the single most important financial KPI for a DSO?"
Ken's answer: Free cash flow. Collections matter, but buyers, banks, and partners all anchor to your EBITDA and ability to generate cash. Look at cash from operations minus capex - if it's positive, you're generating cash. If it's negative, your business is consuming cash and you need to figure out why.
🎁 Free Resource:
Free Cash Flow Analysis
Discover how to evaluate DSO financial health and operational efficiency by identifying cash available for practice reinvestment, partner distributions, or debt reduction. This guide gives you the framework to assess whether your DSO generates enough cash to sustain growth, fund acquisitions, market challenges.
DOWNLOAD YOUR FREE GUIDE NOW! https://resources.accrudent.com/accrudent-free-cash-flow-analysis-template
Got a burning question about dental finance?
Submit your question, and it could be featured in a future episode.
Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project