---
title: Brightchair · Q3 board pre-read
updated: 2026-10-10
lang: en
myone.page: true
---

# Brightchair board pre-read, Q3 2026.
# ARR up ==38%==, churn still too high.

Sent two days before the October 15 board meeting: the big picture, the numbers against plan, and the one decision we need from you. Brightchair is scheduling software for dental clinics; 14 people. Numbers are from September 30.

## 01 · Big picture
the CEO's view, 10 minutes

> [!stats]
> - [x] **\$1.24M** ARR, up 38% from \$0.90M in June
> - [x] **\$340K** net new ARR, plan was \$300K
> - **\$142K** net burn a month, plan \$150K
> - **19 months** of runway at this burn

### Highlights

> [!cards]
> - **Dental groups buy** Two groups signed for 61 clinics; they brought 29% of net new ARR.
> - **Insurance check shipped** Front desks verify a patient's insurance in one click; 70% of clinics use it weekly.

### Lowlights

> [!cards]
> - **Churn** 2.1% of clinics leave each month, against 1.2% in the plan. Most leave in their first 90 days.
> - **No VP Sales** The search is in its fourth month. The CEO still runs every group deal.

### Where we need help

1. **VP Sales candidates.** People who sold software to dental or medical groups.
2. **Intros to dental groups.** Groups with 20 to 200 clinics, in the US.
3. **Onboarding advice.** Anyone who cut early churn in a product sold to small clinics.

## 02 · Calibration
the numbers against plan, 20 minutes

%% table accentCol=3 cols="1.4fr 1fr 1fr 1fr 110px" pillCol=4 %%
| Metric | Q2 actual | Q3 plan | Q3 actual | On plan |
| --- | --- | --- | --- | --- |
| ARR | \$0.90M | \$1.20M | \$1.24M | yes |
| Net new ARR | \$210K | \$300K | \$340K | yes, ahead |
| Clinics live | 512 | 640 | 647 | yes |
| Clinics lost a month | 2.4% | 1.2% | 2.1% | no |
| Net burn a month | \$128K | \$150K | \$142K | yes |
| Cash | \$3.13M | \$2.68M | \$2.70M | yes |

### New clinics in Q3

> [!cascade]
> - **1,180** demos booked
>   38% from dental group referrals
> - **402** trials started
>   a clinic tries it for 14 days
> - **171** clinics went live
>   up from 128 in Q2

### Q4 forecast

> [!stats]
> - **\$1.55M** ARR by December 31
> - **\$155K** net burn a month, with a VP Sales
> - [!] **1.5%** clinics lost a month, if the new onboarding works

## 03 · Deep dive: pricing for dental groups
the decision for this meeting, 25 minutes

> [!lineage] The question
> Groups ask for one contract for all their clinics. Today every clinic pays \$159 a month on its own, and each group deal is priced by hand.

> [!cards]
> - **A · Volume discount** Per clinic, 10% off from 20 clinics, 20% off from 100. Simple, but it gives margin away.
> - **B · Platform fee** \$2,000 a month for the group, plus \$129 per clinic. Predictable for us, a hard sell to small groups.
> - **C · Group plan** \$179 per clinic with group reports, single sign-on and one invoice. Groups pay more and get more.

> [!lineage] Our recommendation: C
> The two groups that signed asked for reports and one invoice, not a discount. We ask the board to approve the group plan from January 1, with existing groups moved at renewal.

## 04 · Housekeeping
for approval

%% table cols="1.2fr 2fr" %%
| Item | Detail |
| --- | --- |
| Minutes of the July meeting | attached, for approval |
| Option grants | four grants, 52,000 options: two engineers, a designer, the support lead |
| 409A valuation | due in November; quote from Carta, \$3,500 |

**Next meeting:** January 14, 2027, with the 2027 plan.