Dental Unscripted

Welcome to Dental Unscripted, where Mike Dinsio and Paula Quinn break down the practice ownership journey, one episode at a time. Starting up, buying, and running a successful dental practice. What up, what up, guys? Welcome back to another episode of Dental Unscripted. My name's Michael Dinsio, one of the co-hosts of the program. We also have Paula Quinn on the phone, as always, with a different flavor and take to the program. If you guys haven't met Paula, you're in for a treat. She's here to stay. She's here to stay, and now the co-host of the program. really quick let me just get some um get some some what am I trying to say some housekeeping things out of the way uh if you're listening to this program on uh startup unscripted or acquisition unscripted please know we are merging everything to dental unscripted so go ahead and get into your phones and type dental unscripted and you'll see a turquoise and navy blue logo that is where everything will be posted here soon I think uh the last uh episode that we're gonna do I think we're one or two away from uh officially uh going all in on this new brand so please follow along and subscribe to the new one um So today, I'm excited because we get a chance to talk about cloud software, cloud services in general. And we have a treat in having Dr. Raina on today representing Oryx. She... She was going to have to give us our background, but Oryx has kind of come on the scene over the last few years now, pretty hot, and they've caught our attention. So we thought it'd be a really good opportunity to have her on the program and just discuss kind of all things cloud and software services. So welcome to the program, Dr. Raina. How are you doing today? Great. Thank you. Thank you for having me. Very excited to be here. Yeah, of course. Of course. Tell us a little bit about Oryx because, you know, to the average bear, I probably, you know, I'm sure a lot of you know, but it's a fairly newer software. So why don't you just kind of give us the the thirty second kind of elevator pitch on who Oryx is and even your background? I'd love to hear that as well. Yeah, sure. So Oryx is a cloud practice management software. It's evidence-based, so it has a lot of clinical components built into it. It has everything a practice needs to operate in the modern world, I would say. So everything, patient communication, billing, insurance, it's really the only practice an office would need to run on. Nice. And your background, Doc? You're a dentist, I assume? I was a practicing dentist for a long time. I had a startup that grew really nicely. And then I got pregnant. I had to be on bed rest because of my twins. And my practice that was growing rapidly started going downhill. And I had very good associates, very good people working with me. And I was like, nothing really changed. And this is when I realized, like, we had specific systems that were mostly in my head and I was the implementer. And when I was out of the picture, things were a little bit... You didn't leave your head there, right? Yeah. Yeah. That was a mistake. Yeah. So I started organizing my ideas, my way of doing an exam and treatment plan that was very heavy evidence-based with the collaboration of the COI Center into more of a program. And it just grew from here. So you helped develop this, Dr. Rania, or you did develop, or like maybe not develop, but these are all your, in Oryx, this is your, what was in your head is now in Oryx? Yeah. The clinical side, at least of it, that's how it started. I just wanted to create a clinical program for my practice that tied the important things for me to happen. Like, let's make sure every patient has a great experience. Let's make sure every patient pays and leaves us a five-star review. And in order for all of this to happen, we need to go through these specific steps. So originally it started as this idea. My husband is a software developer. How convenient. So that's how it started. Okay. Can I butt in, Michael? Can I just jump right in? Okay. So the burning question is always, and I think I finally have my elevator pitch on this, but it's still always the question and kind of difficult to answer. So hopefully I am not... putting too much difficulty on you, but what is the main difference between the cloud-based and a server-based? Everybody asks. Because cloud's the rage now. I should go cloud. I should go cloud. I don't want a server. What, in your opinion, if you can answer that, is the main difference? just create I would say it's really a crazy question that we still ask in dentistry like we're probably the only or one of the few industries that still have an on-prem solution the whole world is on a cloud in terms of security I don't think anyone can secure uh there's a lot of great i.t companies don't get me wrong on that but I don't think they anyone can secure their servers back up do what google or amazon can do for millions of businesses so so I think in terms of security scalability it's uh it's very important and for the offices the constant access so you're on the go you're at home you want to check your scheduler today we have a snow day uh where are you at northern virginia okay oh okay I didn't know you guys got snow days there yeah so so you can log in do everything you need to do from um from your home so um and also the cost saving on servers maintenance on that cost I think that would be the really big reason for anyone to go cloud so our most i.t is just putting I mean obviously it's not putting them out of business but when an i.t company is nervous about okay wait I'm not going to get my monthly maintenance my monthly backup my monthly this I mean, what do you, and these might be two IT technical questions for you. We're hearing more talk about the software. So if you don't know, I totally get it. No, actually, that was our fear at the beginning because we're like, oh, IT people are going to be against us. But you still have a lot of security in the office that you need an IT person for. And once we started working with them, we work very closely and we get a lot of referrals from IT companies because they feel that with Oryx, there's very minimal support that they have to do. And it's great for them. So now they're only getting the call on how do I hook up my printer or I want a separate internet for my guests, little things like this, but they're not having to deal with My server crashed. The serious problems. So for them, they're charging a tiny bit less when an office is cloud because they're not doing the backup, but they can take way more offices than they could if they were all on-prem. Awesome. Do offices still need some kind of local backup though or no? Is that a misnomer? No, they don't need a backup. And I know we store everything on Google Cloud. And I know we have like they have so many safeguards and backups. But like being a dentist and being a bit crazy, I'm like, I need to back it up somewhere else. So we also back up on Amazon. I got you. Which doesn't make sense, but it makes me feel safe. So with that also, you know, because I should probably know more about this than I do. One of the things I always talk to dentists about when, especially in transitions, when they're acquiring an existing practice, less than a startup, is they're always, if they get in one of those situations, thirty forty year practices that have charts out the wazoo and they're scanning them you know there's always that fear of taking up so much room because the pdfs or even even after a while your referrals and everything but I'm assuming with cloud base you don't have to worry about space on your computer every running out you just buy more space or right it just half a For me, it just happens. I'm sure someone is monitoring. Should we get your husband in here? We need to ask him. We're having more servers. Who's in the background like Oz making it happen or it just happens? No. Okay. So yeah, you don't have to worry about that stuff because it is a thing. You know, it's after a while, you're going to run out of space and be outdated. So that's kind of interesting. It just clicked in my brain that you wouldn't have to do that. And you said earlier that you're an all in one solution. I know that more and more there are these third party companies helping practice management systems and practice management systems are also trying to be in that competitive field. But is there anything you can think of? I mean, probably phones, but majority everything from analytics to forms to insurance is all done in Oryx. You don't really need anything outside of Oryx itself. Yes. So most of it is done in Oryx. And at first we tried to integrate with different solutions, but we realized that the way we have the data, the way we have the whole patient experience, it had to flow nicely. It had to make sense together. So when we tried these integrations, it became a bit fragmented. So from the way we collect our information, our patients' form are extremely engaging. They're picture-based, like patients love filling this out. They get a score. So now they're excited to come and understand, why did I get this specific score? And then the patient goes through a very systematic exam. that we created, and that's one of the huge values of Oryx. The minute that the dentist is done, and that's five to seven minutes, the patient is walking out with a personalized risk assessment report. So it has the patient's photos, it has the patient's risk, it has documentation on like your periostage too, and that's why we need to see you at X frequency. And patients understand what's going on. sharing that data with the patient and sharing that experience made it easier when we created all of these pieces in-house because like you finish your exam, the treatment plan is done. Now on the consent forms are automatically sent to the patient on the post-op information are sent. Based on the procedure that you've put in the treatment plan. Awesome. Right. And it all talks together and it all goes and checks the checklist. So when you go to a patient's checklist, you know that all of this was automatically done. But like one thing the patient did not do ahead of time that you have to go and manually check. Does it force you to do existing restorations and periocharting? Does it, does it? No, no. They like stoppers in there. They can't like move on to this until they've done this. That would be great. So can you now I'm assuming you can now code out a risk assessment. I mean, whether you want to charge your patient or not charge them or not, but you could now code a risk assessment. You do that? We do that. Okay. And it's like from the very beginning that we started to do that because one of my vision and John Coyce's vision is we want to move dentistry into more of a diagnostic and more... medicine model than it is like just procedure based. And it should be right. I mean, it should be. Yeah. They're trying to do with staging, grading and all that, like make it more streamlined to medical. No. So I love that. Well, I don't think I've had a demo, but I had the pleasure of talking to someone and seeing. Now I'm really excited to see a demo of it. So I'm going to have to jump on the thing after and do like a demo of it. Click the link below, Paula. Click the link below. No, that's great. So, Doc, can you kind of go through maybe a little slower? Because you're probably used to just rattling all the different services. Well, you told her elevator speech, so. Well, no, we're way past elevator speech. We're in it right now. We are in it. So, Doc, like the all-in-one solution, this idea, like... it's very hard to do right and having all of these different things and into one program um can you give us kind of like the the majors uh of the all-in-one solution so that the audience can understand what you mean because we do have a lot of listeners that don't own practices yet um and then we have some that that do and I would say the majority are still local you know that's the vast majority that's the eight hundred pound gorilla And the folks that are on a local server, they they have, quote unquote, the luxury of picking and choosing all these different companies and, you know, shopping them and pitting them all against each other. Your program has all of them in one one deal. So walk us through kind of like what are all those and the benefits of having it in one place and only having to deal with one company. I don't want to be very boring with the laundry list, but I'll do it more of like a patient journey or an office journey. you have your online scheduling and you have these links that as a marketing company, it could be tracked. So like already from a marketing perspective, you're tracking everyone and the patient goes and books an appointment online. This is super customizable. So the office can choose what they want to show. Do they want to accept the appointment or not, or like allow them to just go in. So That's always scary, right? Opening up my schedule. So you can say certain days, certain times, open up different providers. So it's extremely customizable. Once the patient books an appointment and it's accepted, they're going to receive their forms. So they're able to complete medical history, dental history, as I said, very engaging forms ahead of time. And it syncs directly with the office. So there's no extra effort that needs to be made to get that syncing. Can I ask you a question about the forms? Sure. I'm assuming they're customizable. Are there already templates in there to take a lot of the heavy lifting out and then you can just tweak them? Or what do those look like? Yes. I'm going nuts over there. I don't know what's happening. So we have templates and we've partnered with the COI Center for the evidence-based piece. It's templated and it's very engaging. As I said, it's picture-based. And these are both like new patient forms, we would call it patient forms, and eventually consent forms. I know you're not there in the journey yet, but it would also... It's really all the forms. If you want like a financial form to be signed ahead of time, it's there. They can take a photo of their insurance card if this is one of the fields that you want filled ahead of time. And now the office gets notified that you have all of this from the patient. Then they go and if the insurance information is verifiable, they're able to verify and get a full breakdown that syncs automatically into the software. So you don't have someone calling for eligibility and doing line by line item. If it's information shared by the insurance company, it would auto populate. Now we have the risk for the patient from the answer than the medical. Let me back that up a minute. So it's kind of like you're getting it from the insurance verification, kind of like they're eligible. It's filling in what it can. Right. Okay. So have you worked with other softwares where when you do insurance verification, some of them get more than others, you know, you get, sometimes you get a little bit of a breakdown. So it's kind of that same concept. It's whatever the insurance company is willing to share. You'll get some of that information. So for some companies, it's just this patient has covered and it's going to expire on this day. And for others, it's like a million fields. Okay. Okay. Well, I love that. That takes a step out of things. So, okay. Right. And now we're ready for like, we have the patient risk. So if let's say I have a junior associate and they don't feel comfortable doing very big cosmetic cases. And we know that this patient said that they want to change their smile. They want to do all of this. We can move the patient to where they need to be or bring them on a day that the periodontist is in the office because of all the period issues that they said that they have. Then we go through the very systematic examination that I mentioned. The minute we're done with the examination, you hit generate progress notes and all the notes are generated. We also have our own native AI where you can record the conversation with the patient and it's going to summarize it. Then you can just change a few things. We have an AI component for the radiographs that could be embedded into the software. So for that, we use a third party, but it's part of our package and it's an option. And this would be shared on the patient's report as well. And we have a voice activated Perio. So also the Perio chart that voice. I didn't stream. No assistant. We've got a... yeah it's activated it does it work pretty good because I know there's a learning curve sometimes with the like the other ones out there uh yeah we tried so many different models and uh we have a lot of hygienists on our team and say oh it's pretty uh bulletproof gotcha so yeah I I want to say they're the they're difficult to satisfy with the like for me it's like oh I know trust me I know No, I don't think it's that way. I do. I do. I do. No, I'm joking. No, that's really something, Doc. So can you think of anything that Oryx doesn't cover you on? Maybe that is a better way of approaching that question. Are you guys working on things? Do you offer voip phones? What is it that Oryx doesn't pick up? So we integrate with Mango on the VoIP phones. I would say that's the only external integration. No, actually, there's one more, the eScript. We don't do it ourselves. It's an integration, but everything else from billing, revenue generation, automation of the invoices, all of it is built into Oryx. What we're working on is a lot of automation. So anything that works with the click, now we're trying to remove that click where we're, you know, you go ten times a day and you do this, just trust the system and let it do it. One example of that is the claim auto-attachment. We know if it's a root canine, we want the PA of the tooth, we want this, and we want the narrative. It's going to go get it? It's going to go get the correct PA? Oh, it already does. So that's already part of the system. Like for a perio case, it goes and gets the perio chart on the relevant radiographs and attaches it and sends it. So this is our... That's pretty cool. Yeah. You like it, huh? That's awesome. I don't know, Michael, I think I love Oryx and I like what they have to offer. Again, gonna click the link below. Any other questions from you, Michael or Dr. Rania, do you have any last things you wanna share? I mean, it's really great to be on this show. Oryx has a lot to offer. I'm sure I'm forgetting a million features. You mentioned something to us before about startups in particular, because they, you know, financially, they've got so many expenses and no money coming in. I love that, what you had told us about that promotion or something that you offer. What was that? Yeah, so we're growing so rapidly with the startups. We have now a huge community of startups because I had the startup myself and my sister had the Herpido startup. And she's like, I'm worried. When are you going to start charging me? What if I don't have patients? So I'm like, when do you feel comfortable paying? And she's like, once I hit two hundred patients, I feel like I'm in a good place. So I'm like, okay, I want you to learn the software. and um and be able to offer online scheduling everything that you need to offer and start paying me when you feel comfortable so it was at the two hundred patients and then they're like okay it's great for all startups it removes a huge burden um that's great so thank you sister thank you sister for uh providing this service for startups so make that clear they can have the software prior but not start, they don't get charged until they've hit two hundred patients. Yes. Okay. Do you know why I like that so much? I like it because as startup consultants, we're always putting together credentialing, we're trying to get their marketing going, we're designing advertisements and helping them with mailers or whatever the case might be, right? If it's social media, Heck, we might even be going to some event where we're passing out Frisbees. I don't know. You guys know what I'm talking about. The thing about having a software or having the availability of a software is being able to put the QR code or some link where all people have to do is click and go right to online scheduling as soon as maybe months before we're even ready to create a vip list the uh the other thing is is um yeah we always have to wait for the it guys and gals to install all the computers right and so we always have to get this sandbox version and start scheduling put it on the laptop and then transfer it and it's this whole when do we get it because we don't want you paying this big fee and then you your project gets postponed and postponed so there's there's all kinds of things around uh a server-based right software that can make it very challenging before you open so that it is great that you offer that affordability in general. I don't know if you even want to share that. Are there different bundles? Is it just all one price? Is it not that anyone would ever want to stop? But is it a contract? Is it just month a month? Like, tell us just a little bit or what you feel comfortable telling. Yeah, sure. It's three different bundles. The pro bundle is basically everything you need to run the practice. The next level up is automate. So everything that you had in the previous bundle, but now it's automated, it's doing the work for you. And it saves about forty hours a week for an established office. And the last year is AI. So you get all the AI features. And I would say we're very competitively priced. If you compare every service we offer compared to having on-prem and third-party add-ons, the saving is fifty to seventy percent. And people never realize it. They're like, I paid two hundred dollars for my for my on-prem software. And I'm like, OK, what are you paying for reminders? What are you paying for forms? What are you paying for for your server that you change every three to five years? And then you start adding this up and they're like, oh, my God, I paid twenty six hundred, twenty five hundred, eighteen hundred. Yeah. Yeah. So you said you can do claim submission through. Yeah. Is it per attachment or does it just come with that bundle? No, it just comes with all the bundles and it's all unlimited. Okay. Love that. Paula's trying to do last minute. She just keeps peppering more questions. Because I just talked to a startup today about software. That's what I'm always doing, is what software should I go with? It's such a robust and important thing. It's such an important decision, too, because it's really difficult to get off of a software once you've get your team trained and the patients familiar with all the things. And so it is a big decision. And we we have had folks go with one and flip over to another. And it's it's just it's it's not fun. So it's a big decision. There's a lot of choices out there. We chose to interview you guys because of the noise in a good way that you've made in the marketplace. So congratulations to you and your husband for creating something So cool and dynamic and robust. And if you would like to give our listeners or clients something special, we can talk offline and maybe put that in the description below. But thank you so much for being on the program. And congratulations again for putting a great program or product out there. Thank you so much for having me. And just to make you feel better, ninety percent of our clients come referred from other users. We spend very little on marketing. We're the fastest growing cloud software and it's all referral based. So nice. That's incredible. Well, what way to put an explanation point to the to the show today? Good. Good job. Thank you so much. And it was a pleasure meeting you. And again, congratulations. Thank you. All right. Nice meeting you. Thank you. Thanks for listening. 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