The Next Big Opportunity in the Clear Aligner Market

By Kamel Almani, VP of Revenue, Eon Dental

The clear aligner industry, which has been dominated for a long time by vertical solutions, is witnessing a transformative shift that could redefine its future. The brief but insightful journey of direct-to-consumer (D2C) brands has unveiled a vast, underserviced market segment, ripe for the taking. These insights have paved the way for a new model that synergizes the best of both worlds: the vertical doctor/patient experience and the economical, value-driven solutions of Dental Service Organizations (DSOs). As Eon Dental, we are at the forefront of this evolution, empowering DSOs with our configurable enterprise-first solution, Eon One, to unlock this flourishing market segment under the umbrella of professional clinical management and with their own unique brand identity.

The existing landscape of clear aligner solutions has predominantly catered to service individual practices. However, the evolving market dynamics necessitate a paradigm shift toward solutions designed for the complex and diverse needs of DSOs, which contain multiple practices under one business. These entities require a high degree of configurability in their brand, platform, service level agreements (SLAs), supply chain, aligner materials and finishing properties, manufacturing processes, and clinical protocols. They seek enterprise-level agreements that not only enhance their margins but also enable them to transfer these savings to consumers, thereby tapping into the larger market segment previously cornered by D2C brands but lacking in clinical expertise.?

What sets our approach apart is not only the configurable enterprise solution, but the model itself! With the elimination of hefty front-end costs associated with marketing and sales, commonly associated with vertical solutions that are often passed on to consumers, our remote-first strategy, enhanced by dedicated clinical support and troubleshooting, eschews the burden of sales and marketing expenses. Clients receive white-label pricing, ensuring no compromise on clinical outcomes or product quality. This model represents the natural evolution of the industry, marrying the comprehensive service of vertical solutions with the cost-effectiveness and brand autonomy of the D2C model.

The result is a bespoke solution that not only saves costs but also enhances revenue. DSOs investing in their brand through our platform can direct marketing efforts towards their own brand, reinforcing their market presence and driving business growth. This arrangement has led to an unexpected yet welcome outcome: instead of merely retaining clear aligner patient volumes, our partners have witnessed a significant increase in submissions per office after rolling out our solution. Eon One exemplifies a solution that transcends cost savings, offering a unique, brand-centric experience that boosts revenue.

Looking ahead, we are witnessing a rapid market shift addressing a growing need in the clear aligner space. It is the natural evolution of the market that is giving birth to an enterprise-first solution.?

As the DSO market is evolving so are their suppliers and service providers, the more DSOs mature, the rest will follow.

Summary:

Eon One is our answer to the evolving DSO market: A configurable solution that meets the expanding and complex needs of DSOs without compromising on treatment quality and clinical predictability. DSOs are serviced through a central support unit including clinical and commercial support. This approach enables us as a white-label brand to provide all the necessary tools for our clients success without the added costs of sales and marketing. This supports them in building their own brand and expanding their market share with fair pricing.?

We refer to this approach as "Referrable and Unique Brand Identity" which means increased revenue with improved margins. Our efforts extend beyond the United States as we pursue a global reach. We are not witnessing the market shift, we are helping shape it.

Stay tuned for some exciting partnership announcements and success stories with world-renowned organizations.?