Intelligent Intake. Effortless Care.
IntakeIQ's go-to-market strategy follows a three-phase distribution model designed to build credibility, reach, and scale through the dental industry's existing trust networks.
Partner with state dental associations as an endorsed vendor. These organizations are the most trusted voices for independent practices and small groups. Leverage their newsletters, CE programs, annual meetings, and vendor directories to build early traction with 500+ practices.
Sell into Dental Service Organizations — multi-location groups that value standardization and efficiency. Start with emerging DSOs (10-50 locations), prove ROI with pilots, then expand to large DSOs (100+ locations). Volume pricing and enterprise features drive this channel.
Pursue an ADA Seal of Acceptance or formal endorsement. This unlocks national credibility, SmileCon keynote positioning, and access to the full 200K+ dentist market. Requires demonstrated clinical workflow improvement data and HIPAA audit trail.
Twelve high-impact dental conferences selected for attendee volume, ICP alignment, and networking value. Budget range: $5K-$50K per event depending on booth tier and sponsorship level.
The largest dental event in the US. Hosted by the ADA, this is the single most important conference for brand awareness and credibility. Mix of GPs, specialists, hygienists, and office managers.
Booth Cost: $15K-$50K
Target ICP: Independent practices, early DSOs, association leaders
The premier event for Dental Service Organizations. Decision makers — VPs of Operations, CTOs, CDOs — attend to evaluate technology partners. Highly targeted, deal-heavy.
Booth Cost: $10K-$25K
Target ICP: DSO executives, group practice managers
The Dental Entrepreneur Organization brings together growth-minded practice owners and emerging DSO leaders. Ideal for practices scaling from 1-5 locations. High propensity to adopt new technology.
Booth Cost: $8K-$18K
Target ICP: Scaling practices, emerging DSOs
The world's largest dental congress and trade show. Massive reach across the Northeast corridor. High international attendance. Excellent for product launch visibility.
Booth Cost: $10K-$35K
Target ICP: Northeast practices, international buyers
One of the "Big Three" US dental meetings. Strong Midwest presence. Excellent mix of education and expo. Great for building distributor and state association relationships.
Booth Cost: $10K-$30K
Target ICP: Midwest practices, dental educators
Premier Southeast dental event held in Atlanta. Known for excellent CE and a buyer-ready audience. Strong representation from Georgia, the Carolinas, and Florida.
Booth Cost: $8K-$25K
Target ICP: Southeast practices, solo + group
Held in Vancouver, PDC draws a mix of US and Canadian dental professionals. Great for testing cross-border appeal and Pacific Northwest market entry.
Booth Cost: $5K-$15K
Target ICP: Pacific NW + Canadian practices
American Academy of Pediatric Dentistry. Pediatric practices have unique intake needs — parental consent, COPPA compliance, medical history for minors. IntakeIQ's pediatric workflows are a differentiator here.
Booth Cost: $8K-$20K
Target ICP: Pediatric dental practices
American Association of Orthodontists. Orthodontic practices have high new-patient volume and complex insurance verification needs. Strong fit for IntakeIQ's eligibility features.
Booth Cost: $8K-$22K
Target ICP: Orthodontic practices, ortho DSOs
CDA Presents is the largest state dental meeting. California represents the single biggest dental market. CCPA/CPRA compliance messaging resonates strongly here.
Booth Cost: $8K-$25K
Target ICP: California practices, compliance-conscious
Texas is the second-largest dental market. Strong representation from solo practices and growing groups. Price-conscious audience — ROI messaging is essential.
Booth Cost: $6K-$18K
Target ICP: Texas practices, value-driven buyers
Florida's annual meeting draws from the state's 14K+ dentists. High retiree population means higher-acuity patients with complex medical histories — a perfect IntakeIQ use case.
Booth Cost: $5K-$15K
Target ICP: Florida practices, multi-specialty
State dental associations are the most trusted distribution channel for independent practices. Our strategy targets the top 10 states by dentist population, then expands nationally.
| State | Active Dentists | Association | Annual Meeting | Priority |
|---|---|---|---|---|
| California | 35,000+ | CDA | May | Tier 1 |
| Texas | 18,000+ | TDA | May | Tier 1 |
| Florida | 14,000+ | FDA | Jun | Tier 1 |
| New York | 17,000+ | NYSDA | Nov | Tier 1 |
| Pennsylvania | 9,000+ | PDA | Apr | Tier 2 |
| Illinois | 10,000+ | ISDS | Sep | Tier 2 |
| Ohio | 7,500+ | ODA | Sep | Tier 2 |
| Georgia | 6,500+ | GDA | Jul | Tier 2 |
| North Carolina | 6,000+ | NCDA | May | Tier 3 |
| Michigan | 7,000+ | MDA | Apr | Tier 3 |
Apply to become an officially endorsed/preferred vendor. Requirements vary by state but typically include: product demo to evaluation committee, HIPAA documentation, references from 3+ practices, and a revenue-share or flat fee ($2K-$10K/year). Endorsed status provides logo placement, directory listing, and newsletter mentions.
State association newsletters reach 80-95% of members. Ad rates range from $500-$3,000 per placement. Target quarterly placements with rotating creative: ROI calculator, staff shortage messaging, HIPAA compliance, patient experience. Track with unique landing pages per state.
Sponsor or co-create CE courses (see Section 4). State associations always need quality CE content. Offer to fund speaker honorariums ($1K-$3K) and provide the content. IntakeIQ brand appears on all CE marketing materials and the speaker references the platform during the course.
Attend the state's annual dental meeting with a booth ($3K-$15K). Run live demos, collect leads, offer show-exclusive pricing (first month free + waived implementation). Staff with a regional sales rep who understands the state's practice landscape and competitive dynamics.
Continuing Education is the most trusted form of marketing in dentistry. Dentists must complete 20-40 CE credits per licensure cycle. Sponsoring CE courses positions IntakeIQ as a thought leader while generating high-quality leads.
Credits: 2 CE hours
Format: Live webinar or in-person
Abstract: How leading practices are eliminating paper intake, reducing no-shows by 35%, and improving insurance verification accuracy. Covers workflow design, patient communication, and implementation best practices.
Credits: 3 CE hours
Format: Live webinar or in-person
Abstract: A practical guide to HIPAA compliance for dental practices in the digital age. Covers electronic PHI handling, breach notification requirements, staff training, and how digital systems can improve (or undermine) compliance posture.
Credits: 2 CE hours
Format: Live webinar or in-person
Abstract: An overview of AI applications in clinical dentistry — from intake automation and insurance verification to diagnostic imaging and treatment planning. What's real, what's hype, and what to adopt now.
| Item | Cost Range | Notes |
|---|---|---|
| CERP/AGD Accreditation | $500-$2,000 | Apply through ADA CERP or AGD PACE |
| Speaker Honorarium | $1,000-$5,000 | Use practicing dentists as speakers, not sales reps |
| Webinar Platform | $200-$500/event | Zoom Webinar or ON24 |
| Marketing/Promotion | $500-$2,000 | Email, social, association newsletter |
| Recording/Editing | $300-$800 | For on-demand replay library |
| Total per Course | $2,500-$10,300 | Amortize over multiple state partnerships |
CE courses must provide genuine educational value. The speaker should NOT pitch IntakeIQ directly during the presentation. Instead, the sponsorship model works like this: IntakeIQ is credited as sponsor, the speaker uses IntakeIQ screenshots as examples of "modern workflow," and attendees receive a follow-up email with a free demo offer. Compliance with ADA CERP rules prohibits commercial bias in CE content.
Dental Service Organizations represent the fastest-growing segment of dental care. The top 150 DSOs now control 20%+ of US dental revenue. Winning DSO accounts creates multi-location deals and recurring revenue at scale.
| Role | Cares About | Our Message |
|---|---|---|
| VP of Operations | Efficiency, staff utilization, patient throughput | "Reduce intake time by 70%, free up 2 FTE-hours/day per location" |
| CTO / VP Technology | Integration, security, scalability | "API-first architecture, bi-directional PMS sync, SOC 2 roadmap" |
| Chief Dental Officer | Clinical accuracy, patient safety, compliance | "AI flags drug interactions and medical history gaps before chair time" |
| CFO / Finance | ROI, denial reduction, cost per location | "$43K+ annual savings per location. Pays for itself in 30 days" |
| Regional Manager | Standardization, training, consistency | "Same workflow at every location. One dashboard for all sites" |
Map the DSO's current intake workflow, identify pain points, demo IntakeIQ with their real forms. Identify pilot champion (usually VP Ops or Regional Manager).
3-5 location pilot. 30-day term. Discounted or free implementation. Define success metrics: intake completion rate, time-to-chair, insurance verification accuracy, staff satisfaction.
Dedicated CSM for pilot locations. Weekly check-ins. Real-time dashboard access for DSO leadership. Collect quantitative data and qualitative testimonials from office managers.
Present results to full buying committee (VP Ops, CTO, CFO, CDO). Include: time savings, cost reduction, patient NPS improvement, denial rate change. Propose rollout plan.
Roll out in waves (10-20 locations per wave). Each wave: configure → train → go-live → stabilize (2 weeks). Volume pricing kicks in per tier.
| Locations | Discount | Price/Location/Mo | Implementation |
|---|---|---|---|
| 10-24 | 20% off | $223/mo | $800/location |
| 25-49 | 30% off | $195/mo | Waived |
| 50+ | 40% off | $167/mo + custom | Waived |
Content marketing builds organic inbound demand and establishes IntakeIQ as the authority on modern dental intake. Our strategy targets office managers, practice owners, and DSO executives across search, social, and email.
dental intake softwaredigital dental formsdental insurance verificationHIPAA compliant dental softwaredental patient intake automationdental OCR insurance carddental office manager softwareDSO technology solutionsdental claim denial preventionpaperless dental officedental patient experiencedental practice efficiency
| Day | Platform | Content Type | Theme |
|---|---|---|---|
| Monday | Industry insight / data point | Thought leadership | |
| Tuesday | Instagram/Facebook | Patient experience tip | Practice improvement |
| Wednesday | Product feature spotlight | Product awareness | |
| Thursday | Instagram/Facebook | Staff testimonial / day-in-the-life | Social proof |
| Friday | LinkedIn + Twitter/X | Weekly dental tech roundup | Community building |
Word-of-mouth is the #1 driver of dental software adoption. Our referral program turns happy customers into a scalable acquisition channel.
A month-by-month execution plan combining conferences, content, partnerships, and campaigns.
Theme: New Year, New Intake
Launch "New Year Resolution" campaign targeting practices frustrated with Q4 intake backlog. Begin CDA and TDA endorsed vendor applications. Publish first 2 blog posts. Finalize SmileCon booth registration.
Theme: Chicago Midwinter
Attend Chicago Midwinter Meeting (booth). Host first CE webinar: "Digital Intake Transformation." Launch referral program. Begin DSO outreach campaign (50 target accounts).
Theme: Association Push
Attend ADSO Summit + Hinman Dental Meeting + Pacific Dental Conference. Submit endorsed vendor apps for FL, PA, IL, OH, GA, NC, MI. Publish 2 blog posts. First email newsletter to prospect list.
Theme: Ortho & Specialty
Attend AAO Annual Session. Launch orthodontic-specific landing page and case study. Host CE webinar: "HIPAA Compliance Made Simple." Begin PA, MI state association partnerships.
Theme: State Conference Blitz
Attend CDA Presents + TDA Annual Meeting + AAPD + DEO Growth Summit + NCDA. Four conferences in one month — maximum booth team deployment. Publish pediatric intake case study.
Theme: Florida + Mid-Year Review
Attend Florida Dental Convention. Conduct mid-year pipeline review and GTM adjustment. Launch "Summer Efficiency" email campaign. Publish ROI calculator tool on website. Target: 100 active pilots.
Theme: DSO Acceleration
Intensive DSO outreach. Host DSO-focused webinar with pilot case study data. Launch DSO landing page with volume pricing. Begin SOC 2 Type II audit preparation. Attend GDA annual meeting.
Theme: Back to Practice
"Back to Practice" campaign for offices returning from summer slowdown. Publish 2 blog posts. Launch office manager testimonial video series. Finalize SmileCon booth creative and demos.
Theme: Compliance Month
HIPAA Compliance Month campaign — free compliance checklist download, CE webinar #3: "The AI-Powered Practice." Attend ISDS + ODA annual meetings. Target: 250 paying customers.
Theme: SmileCon
SmileCon (ADA Annual) — our flagship conference moment. Major product announcement. On-site demos, press interviews, partner meetings. Host evening reception for DSO executives. Target: 500 qualified leads from event.
Theme: New York + Year-End Push
Attend Greater New York Dental Meeting. Launch year-end "Lock in 2026 Pricing" campaign. Publish annual State of Dental Intake report. Begin 2027 GTM planning. Target: 400 paying customers.
Theme: Planning Season
"New Year, New Intake" pre-campaign (plant seeds for January). Customer appreciation outreach. Annual review: metrics, lessons learned, 2027 budget allocation. Finalize ADA endorsement application if metrics qualify.