Full description:
In this episode of TechDental, Dr Randeep Singh Gill sits down with Ross Drynan and Josh Wren, co-founders of We Don't Consult, who spent a combined 22 years inside Henry Schein ONE before leaving to solve the problem they watched on repeat: why genuinely good dental and health tech products fail to reach the people they were built for.
This is essential listening for dental AI founders, healthtech investors, DSO operators, and practice owners trying to understand what really drives technology adoption in dentistry.
We cover why the best product rarely wins, the five go-to-market disciplines that actually decide adoption, where implementation dies inside a practice, why the post-sale kickoff call is a second sale, and how AI magnifies weak leadership rather than fixing it. Ross also explains the open-access lead generation model and why you should market a diagnostic of the buyer's business, never the product.
We finish on the ten-year outlook for UK dental AI: the future where early detection becomes the default, and the one where the best models lose to the best brands.
⏱️ CHAPTERS
00:00 The health tech graveyard
01:01 22 years inside Henry Schein ONE
03:39 Why good products still fail
05:15 Where implementation dies in a practice
09:18 Why AI magnifies weak leadership and culture
11:59 Why AI should take the dehumanising jobs
13:13 If the product is good, why isn't adoption automatic
14:39 Everything is downstream of lead generation
15:30 Why you market a diagnostic, not a product
32:44 OurStoryMagic.ai and closing gaps gated by privilege
36:19 Why no one built this until now
40:10 The ten-year split for UK dental AI
44:24 Lightning round
47:04 Where to connect
👥 GUESTS
Ross Drynan: https://www.linkedin.com/in/ross-drynan/
Josh Wren: https://www.linkedin.com/in/josh-wren/
We Don't Consult: https://www.linkedin.com/company/we-don-t-consult
📊 Full written analysis: https://www.techdental.com/insights
🎧 LISTEN
Spotify: https://bit.ly/41UsqRO
Apple Podcasts: https://bit.ly/41pKL9b
🔗 CONNECT WITH TECHDENTAL
Host Dr Randeep Singh Gill: https://www.linkedin.com/in/drrandeep/
Web: https://www.techdental.com
Email: info@techdental.com
TechDental is the UK podcast on artificial intelligence, capital, and operator intelligence in dentistry. New episodes weekly.
#DentalAI #HealthTech #Dentistry #ArtificialIntelligence #DSO