MJC Growth Advisors

Win with Dental Insurers Without Wasting 12–18 Months Figuring It Out

Former National VP of Sales at Delta Dental. 20+ years operating across payer, provider, and enterprise revenue leadership—with direct relationships across all major dental carriers in the US. I help healthcare and dental companies position, access, and close with dental payers—and move deals forward once you're in the room.

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02 — Credentials

Why I'm Different

I've operated across every side of the dental and healthcare ecosystem—payer, provider, and enterprise revenue leadership.

Former National VP of Sales

Delta Dental

Led national sales across a 40M-member organization, managing $1B+ in new revenue. Built and maintained deep relationships with all major dental carriers in the US—providing direct insight into how payers evaluate, prioritize, and make buying decisions.

40M members$1B+ revenue

VP of Sales

Providence Health Plan

Led sales for a multi-state health plan (~650K members)

650K membersMulti-state

Chief Revenue Officer

Onsite Dental

Helped scale a ~$100M mobile dentistry provider delivering on-site care for employers including Meta, Nvidia, LinkedIn, Amazon, and Boeing

~$100M revenueEnterprise employers

Carrier Experience

Worked closely with carriers including Delta Dental, Cigna, Aetna, MetLife, and Guardian

Most companies trying to sell to payers only understand one side of the table. I've operated across all of them.

03 — Clients

Who I Work With

  • Dental and digital health startups
  • DSOs and mobile dentistry providers
  • AI, teledentistry, and device companies
  • Companies expanding into payer markets

04 — The Problem

Why Deals Stall

Wrong value proposition

Features vs ROI

No understanding of payer decision-making

Internal dynamics are opaque from the outside

Endless pilot cycles with no conversion

Pilots that never become contracts

Talking to the wrong stakeholders

Access without alignment

05 — Services

How I Help You Win

01

Positioning & Value Prop

Translate your product into payer-relevant language and ROI

02

Go-To-Market Strategy

Identify the right carriers and sequence outreach correctly

03

Market Access & Deal Execution

Help you earn the right conversations and move deals forward

06 — Engagement

Engagement Model

Strategy & Positioning

→ Fixed engagement

Defined scope, clear deliverables, defined timeline.

Market Access & Execution

→ Upfront fee + success-based component

Aligned incentives for deal execution and market entry.

I work with a small number of companies at a time.

If your product isn't ready for payer conversations, I'll tell you directly.

07 — Perspective

Why Most Companies Fail with Dental Insurers

Selling too early

Most companies approach payers before they have a credible ROI story or operational proof points. Payers don't buy potential—they buy demonstrated value.

No ROI story

Features don't close payer deals. Cost reduction, utilization improvement, and member outcomes do. If you can't translate your product into those terms, you won't get past the first meeting.

No internal alignment

Payer decisions involve medical, dental, finance, and operations. A single champion rarely moves the deal. Without a strategy for building internal consensus, deals stall indefinitely.

08 — Contact

If you're serious about selling into dental insurers, let's talk.

I work with a small number of companies at a time. If there's a fit, I'll tell you what I can do and what I can't. If there isn't, I'll tell you that too.