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ShowAndTell / Avora

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Updated Apr 25, 2026 · 13 sessions

Progress Assessment

Avora has shown meaningful early traction — converting high-touch pilots to paying customers, signing 150K in ARR and 30 new practices at a single conference, and engaging enterprise groups of 40–120+ locations. However, no enterprise deals were signed between October 2025 and January 2026, price sensitivity is increasing in the SMB segment from competitors like Denti AI, and closing skills on the back half of sales calls remain a consistent weakness. Revenue data is sparse and largely anecdotal, making it difficult to confirm whether growth is on a sustainable trajectory.

Revenue (ARR)

Current ARR
$150K

Open Threads 6

  • Hire more engineers to support EHR integrations required by new conference deals

    Since 2025-10

  • Participate in ADC partner meeting at end of January to support CEO presentation and address stakeholder questions

    Since 2026-01

  • Resolve unpaid invoices from November and February

    Since 2026-02

  • Develop specific competitor talk tracks (especially Overjet acquisition angle) with facts rather than opinions

    Since 2026-03 · mentioned 2×

  • Shorten demos to 15–20 minutes to allow time for objection handling and closing discussions

    Since 2026-03

  • Negotiate partnership terms with PMS provider — tie exclusivity to minimum revenue guarantees with penalties

    Since 2025-08

Stalled Initiatives 3

  • Enterprise deal closure — no enterprise deals signed between October 2025 and January 2026 despite multiple large-group pilots (100-location, 120-location, 40-location, 80-location groups) in pipeline

    Multiple large-group pilots initiated but none converted to full contracts; January 2026 session explicitly noted no enterprise deals signed since October and increasing SMB price sensitivity

    First raised 2025-10 · last mentioned 2026-02

  • Defined outbound prospecting / top-of-funnel motion — no systematic lead generation or outbound process established across full coaching history

    Onboarding flagged absence of any pipeline or lead gen process; sessions focused on conference-driven inbound and pilot management rather than building repeatable outbound; inbound sales motion still being discussed in January 2026 with no structured approach confirmed

    First raised 2025-06 · last mentioned 2026-01

  • Structured pilot framework with defined KPIs and mutual action plans — discussed repeatedly but implementation consistency unclear

    Kevin provided guidance on pilot structure across at least two sessions; no subsequent confirmation that a standardized pilot framework was adopted or operationalized

    First raised 2025-07 · last mentioned 2025-09

Playbook Gaps

Topics not yet covered in coaching sessions:

fundraising customer success leadership

Covered:

sales go to market hiring founder mindset revenue operations

Sales Call Patterns

No call reviews on file for this client.