CASE STUDY · DIGITAL DENTISTRY
Digital Dentistry Adoption
From early technology introduction to scalable customer adoption.
End-to-end development of digital dentistry opportunities, from workflow assessment and demonstration through negotiation, onboarding and technology adoption.
- 100+
- Intraoral scanners
- 16
- Territory Managers supported
- 2019–2024
- Digital adoption experience
- €10k–€47k
- Solution value
THE CONTEXT
Technology becomes useful through adoption
Digital dentistry opportunities connect equipment, software and clinical-laboratory workflows. Introducing an intraoral scanner is one part of a broader adoption process.
This work covered digital adoption experience from 2019 to 2024, connecting commercial development with demonstration, onboarding and workflow understanding.
THE CHALLENGE
Connect the workflow with the decision
The commercial challenge was to understand the workflow, demonstrate a relevant solution and support the path from evaluation to adoption.
Solution values ranged from €10k to €47k. This called for a structured conversation about the intended workflow, practical implementation and the needs of the practice and laboratory.
THE APPROACH
From assessment to adoption
- 01
Assess
Understand the current workflow and the intended digital application.
- 02
Demonstrate
Connect scanning and digital tools to relevant workflow needs.
- 03
Develop
Build the opportunity through a structured commercial conversation.
- 04
Negotiate
Support the decision and the commercial agreement.
- 05
Onboard
Connect implementation with the adoption of the technology.
EXPERIENCE & SCOPE
Digital opportunities developed end to end
- 100+
- Intraoral scanners
- 16
- Territory Managers supported
- 2019–2024
- Digital adoption experience
- €10k–€47k
- Solution value
The experience spans more than 100 intraoral scanners and support for 16 Territory Managers.
Workflow assessment, demonstration, negotiation, onboarding and technology adoption were treated as connected stages of the same opportunity.
CAPABILITIES DEMONSTRATED
Technical understanding. Commercial execution.
- Digital Dentistry
- Complex Sales
- Business Development
- Customer Adoption
- Workflow Assessment
- Sales Support
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