Scott Hagedorn

Most revenue problems in healthcare aren’t sales problems. They’re operational blind spots. I’ve seen strong referral sources underperform simply because: • Intake wasn’t aligned with how referrals actually came in • Scheduling bottlenecks went unnoticed • Billing or follow-up friction quietly killed conversion When you step back and map the full workflow end-to-end, growth opportunities show up fast — often without adding headcount or spend. This is the work I enjoy most: diagnosing leakage, fixing handoffs, and helping teams turn existing demand into real revenue. If you’re building or scaling a healthcare organization and workflow matters as much as growth, I’m always open to the right conversations.

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Stack consolidation is coming. Revenue leaders are hunting for strategy, not another vanilla AI tool. Heard this from a CRO last week. 250 person sales team. 18 tools in the stack. Almost none built for healthcare. Every tool is “best-in-class” on the demo and promises efficiency. None fit together in real life. The board told him to figure out where AI fits. (translation: we don't know what to do with AI but sprinkle some in there) The CRO isn't on some “replace the humans” mission, he's looking for efficiency. Guess what? Efficiency means more work, not less. 20% more efficient = 20% higher quota. That’s the writing on the wall for sellers. Leaders look at AI as leverage for your staff planning and forecasting, not making a sellers life easier. Selling is - has been - and will always be hard. That's the chasm to cross. Most people won't stay in that "sales sweat box" - they will move on because the job is "hard" Sellers that love refining their craft will thrive because the good companies increasing quotas will create comp plans that reflect it. (at least I hope so) They'll use AI to their advantage instead of mucking around They'll push their leaders about the tech to say, this creates more work for me and slows me down WHILE offering ideas on where it could improve. Not complaints, strategic feedback. So, unfortunately, most of these sales tools won’t make it. Not because they aren't good but they believe their tool does the talking when in reality most are quite clunky. (I've tested 100s) The tools that win will 100% ruthlessly prioritize crushing each incremental feature instead of rolling out many of them, a seamless onboarding and killer service which will in and of itself be an offering layer in the company. Before you tell me you can scale service layers, guess again. Less stack. More systems and strategy. Always human. I'm loving these convos with leaders lately. What would you cut from your stack tomorrow?

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Medical Sales Professionals & Candidates — I’d love your perspective. Which territory would you rather take on? Option 1: Established Territory — 85% Market Share Pros: • Strong brand presence and credibility with providers • Existing relationships and consistent revenue stream • Shorter ramp-up time • Easier forecasting and pipeline visibility Cons: • Limited room for growth • High expectations to maintain dominance • Competitive pressure from companies trying to take share • Success may look like “maintenance” rather than expansion Option 2: Expansion Territory — 0% Market Share Pros: • Unlimited growth potential • Opportunity to build the market and your reputation • Greater upside for high performers • Every win moves the needle significantly Cons: • Longer ramp-up and more uncertainty • Requires heavy education and relationship building • Fewer existing referrals or accounts to rely on • Early results may take time to materialize If you were choosing your next role, which territory would you prefer and why? I’m curious how experienced reps and candidates weigh stability vs. opportunity in today’s medical sales market. 👇 Drop your thoughts in the comments.

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A PSA for DSOs and Group Practices: Your purchasing power in the dental supply chain may not be what you think it is. Sales attribution errors are quietly eroding your metrics (and your performance reputation) with the very partners who influence your pricing, perks, and positioning. I see this every day. It’s costing you now, but it’s fixable. Quickly, affordably, and without a big project. Here’s what’s happening and how we fix it: 1. Your sales data is fragmented. Distributor and manufacturer records often don’t reflect your true structure or total purchasing volume. Why? Because every partner maintains their own customer hierarchy, with inconsistent naming conventions, delayed updates, and siloed teams managing classifications. As a result, the question “Which location belongs to which group?” is frequently answered incorrectly (or not at all). 2. Manufacturers use that broken data to determine your discounts. If your footprint is underreported or misattributed, you don’t get credit for all the business you do - and you risk being demoted or excluded from benefit opportunities. 3. EDG audits this data. We’re the largest independent special markets auditor in dental, trusted by manufacturers to validate group sales and affiliations. Right now, we’re finalizing 2026 eligibility rules for our clients. Every misalignment - missing locations, outdated affiliations, or fragmented sales - can lead to real consequences: lost benefits, lower-tier placement, or missed incentives your group should be earning. 4. We also fix this for DSOs. We take your official location list and scrub it against manufacturer sales files to: ·      Reclassify fragmented accounts under one unified ID ·      Link untagged, locally branded sites to your parent group ·      Apply those updates globally across our manufacturer network 5. You don’t need a task force. This isn’t a heavy lift. Most groups are live in 30–60 minutes. It’s not expensive. But it is urgent. We’ve built the solution. Let us help you get the credit you deserve, before the red pen strikes. DM me or connect at edgnow.com to fix this before it costs you in 2026.

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Innovate 32, a rapidly expanding, partner-driven U.S. dental support organization (DSO), has partnered with Trivette Osborne & Associates, DDS, PLLC (T&O), a leading provider of comprehensive dental services in Knoxville, Tennessee. Under the leadership of CEO Josh Johnson and Innovate’s Board of Directors, the company continues to expand its network of premier dental practices throughout the South and Mid-Atlantic. This partnership represents an exciting chapter for both organizations, grounded in a shared commitment to exceptional patient care, clinical excellence, and sustained practice growth. Founded in Knoxville in 1963 by Dr. Lawrence W. Trivette, Jr., Trivette Osborne & Associates has a longstanding reputation for delivering patient-centered general and cosmetic dental care. In 1998, Dr. Ann Trivette, Dr. Trivette’s daughter, and Dr. Derek Osborne, Dr. Trivette’s cousin, joined the practice and later became partners and owners, a leadership structure that has guided the practice for more than two decades. In partnership with Innovate 32, Dr. Michelle Adams and Dr. Brennan Pilgreen will join the practice as partners and step into expanded leadership roles alongside Dr. Osborne. “Partnering with Innovate 32 allows us to preserve what has always made our practice special—our people, our culture, and our commitment to patient care—while gaining the operational support needed to continue growing thoughtfully. The partnership has been a natural progression and a great opportunity for our practice,” said Dr. Derek Osborne. “We are especially excited to welcome Drs. Michelle Adams and Brennan Pilgreen as partners and leaders as we build the next chapter of our practice together, supported by a platform that truly understands doctor-led growth.” “This partnership positions our practice for the future without compromising the values that have guided us for generations,” shares Dr. Ann Trivette. “Innovate 32 understands the importance of legacy, relationships, and clinical excellence, and we are excited to build on our history while expanding opportunities for our team and our patients.” The new partnership with T&O marks another step in Innovate 32’s strategy to support growth-oriented clinicians, share best practices, and deliver superior patient experiences across Tennessee and the broader region. “Trivette Osborne & Associates exemplifies the kind of practice we seek to partner with—deeply rooted in its community, committed to exceptional care, and led by outstanding clinicians,” said Mr. Johnson. “We are proud to welcome Drs. Osborne and Trivette and their entire team to the Innovate 32 family and look forward to supporting their continued success.” Source: Innovate 32 🔔 Follow me (Sina S. Amiri) for the latest DSO partnership announcements and dental industry M&A news. #Healthcare #DentalIndustry #Management #Partnerships #PrivateEquity

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As a practice owner, you can’t compete with DSO organizations... They can undercut your pricing. They can get prices you can’t because of their scale. They can bring on new service lines as they scale. Your options to compete and differentiate will naturally diminish as the sophistication and power of these disruptors only grows. The choice is clear: act now or risk losing the financial future you’ve worked so hard to secure.

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