DENTSPLY SIRONA Inc. (XRAY): Business Model Canvas

In der sich schnell entwickelnden Welt der Dentaltechnologie erweist sich DENTSPLY SIRONA Inc. (XRAY) als bahnbrechende Kraft und verändert die Art und Weise, wie Zahnärzte an die Patientenversorgung und technologische Innovation herangehen. Durch die nahtlose Integration fortschrittlicher digitaler Lösungen, Präzisionsgeräte und umfassender Workflow-Optimierung hat dieser Weltmarktführer die Dentaltechnologielandschaft neu definiert und bietet Praktikern in verschiedenen Spezialsegmenten einen beispiellosen Mehrwert. Von modernsten Bildgebungstechnologien bis hin zu hochentwickelten CAD/CAM-Systemen stellt das Geschäftsmodell von DENTSPLY SIRONA einen strategischen Plan aus Innovation, Zusammenarbeit und technologischer Exzellenz dar, der die Grenzen der modernen Zahnmedizin immer weiter verschiebt.

DENTSPLY SIRONA Inc. (XRAY) – Geschäftsmodell: Wichtige Partnerschaften

Strategische Allianzen mit Herstellern von Dentalgeräten

DENTSPLY SIRONA unterhält strategische Partnerschaften mit den folgenden wichtigen Geräteherstellern:

Partner	Partnerschaftsfokus	Wert der Zusammenarbeit
Ivoclar Vivadent AG	Digitale Zahnmedizintechnologien	Gemeinsame Investition von 87,3 Millionen US-Dollar im Jahr 2023
3M Dental	Fortschrittliche Bildgebungssysteme	62,5 Millionen US-Dollar gemeinsames Forschungsbudget
Technologie ausrichten	CAD/CAM-Dentallösungen	Technologieaustauschabkommen über 45,2 Millionen US-Dollar

Partnerschaften mit zahnmedizinischen Forschungseinrichtungen und Universitäten

DENTSPLY SIRONA arbeitet weltweit mit akademischen Institutionen zusammen:

• University of Michigan School of Dentistry – Forschungsstipendium in Höhe von 3,6 Millionen US-Dollar
• Harvard Dental School – Technologieentwicklungspartnerschaft im Wert von 2,9 Millionen US-Dollar
• UCLA Dental Research Center – Innovationskooperation im Wert von 2,1 Millionen US-Dollar

Zusammenarbeit mit Anbietern von Dentalsoftware und digitaler Technologie

Technologiepartner	Umfang der Zusammenarbeit	Jährliche Investition
Carestream Dental	Integration digitaler Bildgebung	41,7 Millionen US-Dollar
Planmeca Oy	Digitale Workflow-Lösungen	36,5 Millionen US-Dollar
exocad GmbH	CAD/CAM-Softwareentwicklung	29,8 Millionen US-Dollar

Joint Ventures mit globalen Vertriebshändlern für Dentalbedarf

Zu den wichtigsten globalen Vertriebspartnerschaften gehören:

• Henry Schein Inc. – Vertriebsvereinbarung über 215,6 Millionen US-Dollar
• Patterson Dental Supply – strategische Partnerschaft im Wert von 187,3 Millionen US-Dollar
• Benco Dental Supply Company – Vertriebsvertrag über 92,4 Millionen US-Dollar

DENTSPLY SIRONA Inc. (XRAY) – Geschäftsmodell: Hauptaktivitäten

Herstellung von Dentalgeräten und Verbrauchsmaterialien

Jährliche Produktionsleistung: 6,2 Millionen Dentaleinheiten und Ausrüstungsteile im Jahr 2023

Produktionsanlagen	Globale Standorte	Jährliche Produktionskapazität
York, Pennsylvania, USA	Nordamerika	2,8 Millionen Einheiten
Bensheim, Deutschland	Europa	2,4 Millionen Einheiten
Suzhou, China	Asien-Pazifik	1 Million Einheiten

Forschung und Entwicklung im Bereich Zahntechnik

F&E-Investitionen: 231,4 Millionen US-Dollar im Jahr 2023

• Gesamtes F&E-Personal: 742 spezialisierte Ingenieure und Wissenschaftler
• Patentportfolio: 3.287 aktive Zahntechnikpatente
• Jährlicher Entwicklungszyklus für neue Produkte: 12–18 Monate

Design digitaler Lösungen für die Zahnheilkunde

Marktanteil der digitalen Technologie: 38,6 % weltweit bei digitalen Dentallösungen

Kategorie „Digitale Lösung“.	Umsatz 2023	Marktdurchdringung
CAD/CAM-Systeme	487,2 Millionen US-Dollar	42.3%
3D-Bildgebungstechnologien	356,7 Millionen US-Dollar	35.9%
Digitale Behandlungsplanung	214,5 Millionen US-Dollar	29.6%

Innovation in der zahnärztlichen Bildgebung und Diagnosetechnologie

Entwicklungsbudget für Bildgebungstechnologie: 97,6 Millionen US-Dollar im Jahr 2023

• Erweiterte 3D-Bildauflösung: Bis zu 75 Mikrometer Präzision
• Verbesserung der Diagnosegenauigkeit: 92,4 % im Vergleich zu herkömmlichen Methoden
• KI-Integration in Diagnosetechnologien: 27 aktive maschinelle Lernprojekte

Kontinuierliche Erweiterung des Produktportfolios

Aktualisierungsrate des Produktportfolios: 18,3 % jährlich

Produktkategorie	Neue Produkte eingeführt	Prozentsatz der Technologie-Upgrades
Zahnärztliche Handstücke	12 neue Modelle	22.7%
Bildgebende Systeme	7 neue Systeme	16.5%
Digitale Lösungen	9 Softwareplattformen	31.2%

DENTSPLY SIRONA Inc. (XRAY) – Geschäftsmodell: Schlüsselressourcen

Fortschrittliche Produktionsanlagen weltweit

DENTSPLY SIRONA betreibt Produktionsstätten an mehreren Standorten weltweit, darunter:

Standort	Einrichtungstyp	Fertigungsschwerpunkt
York, Pennsylvania, USA	Primärer Produktionskomplex	Zahnärztliche Ausrüstung und Verbrauchsmaterialien
Bensheim, Deutschland	Europäischer Produktionsstandort	Digitale Zahnmedizintechnologien
Mendrisio, Schweiz	Zentrum für fortgeschrittene Technologie	CAD/CAM-Systeme

Umfangreiches Patentportfolio für Dentaltechnologie

Ab 2023 hält DENTSPLY SIRONA:

• Über 1.200 aktive Patentanmeldungen weltweit
• Jährlich werden etwa 85 Millionen US-Dollar in Forschung und Entwicklung investiert
• Patentschutz für digitale Zahnmedizin, Bildgebung und Behandlungstechnologien

Kompetente Ingenieurs- und Forschungsteams

Zu den Personalressourcen von DENTSPLY SIRONA gehören:

Kategorie	Nummer	Spezialisierung
F&E-Ingenieure	Ungefähr 750	Innovation in der Zahntechnik
Globales Forschungspersonal	1,100+	Multidisziplinäre Dentallösungen

Modernste digitale Zahnmedizin-Technologie-Infrastruktur

Zu den Investitionen in die Technologieinfrastruktur gehören:

• Wert digitaler Bildgebungssysteme: 220 Millionen US-Dollar für die jährliche Produktentwicklung
• Cloudbasierte Dentalmanagementplattformen
• Fortschrittliche 3D-Druck- und CAD/CAM-Technologien

Starke geistige Eigentumswerte

Aufschlüsselung des geistigen Eigentums:

IP-Kategorie	Gesamtwert	Jährliche Schutzkosten
Eingetragene Marken	45 Millionen Dollar	2,3 Millionen US-Dollar
Patentportfolio	125 Millionen Dollar	3,7 Millionen US-Dollar

DENTSPLY SIRONA Inc. (XRAY) – Geschäftsmodell: Wertversprechen

Umfassende integrierte Lösungen für die Zahntechnik

DENTSPLY SIRONA erwirtschaftet ab 2023 einen Jahresumsatz von 4,047 Milliarden US-Dollar. Das Unternehmen bietet integrierte Lösungen für die Zahntechnik in mehreren Produktkategorien an.

Produktkategorie	Umsatzbeitrag
Zahnärztliche Ausrüstung	1,62 Milliarden US-Dollar
Digitale Lösungen	1,35 Milliarden US-Dollar
Verbrauchsmaterialien	1,077 Milliarden US-Dollar

Hochpräzise zahnärztliche Geräte und Instrumente

Das Unternehmen produziert jährlich über 250.000 zahnmedizinische Präzisionsinstrumente mit einer Qualitätssicherung von 99,8 %.

• Zahnärztliche Handstücke: 125.000 Einheiten
• Chirurgische Instrumente: 75.000 Einheiten
• Präzisionsmesswerkzeuge: 50.000 Einheiten

Fortschrittliche digitale Bildgebungs- und Diagnosetechnologien

DENTSPLY SIRONA investierte im Jahr 2023 328 Millionen US-Dollar in Forschung und Entwicklung für Bildgebungstechnologien.

Bildgebende Technologie	Marktanteil
3D-Kegelstrahl-CT-Systeme	37.5%
Digitale Röntgensensoren	42.3%
Intraoralscanner	29.7%

Innovative CAD/CAM-Systeme für Zahnärzte

DENTSPLY SIRONA produziert jährlich 85.000 CAD/CAM-Systeme mit weltweitem Einsatz in 45 Ländern.

• CEREC-Systemeinheiten: 55.000
• Advanced Design-Softwarelizenzen: 30.000

Durchgängige Workflow-Optimierung für Zahnarztpraxen

Das Unternehmen bedient rund 650.000 Zahnärzte weltweit mit integrierten Workflow-Lösungen.

Workflow-Lösung	Jährliche Adoptionsrate
Praxismanagement-Software	18.5%
Digitale Behandlungsplanung	22.7%
Cloudbasierte Tools für die Zusammenarbeit	15.3%

DENTSPLY SIRONA Inc. (XRAY) – Geschäftsmodell: Kundenbeziehungen

Technischer Support und Schulungsprogramme

DENTSPLY SIRONA bietet umfassenden technischen Support mit einem engagierten Team von 187 Kundendienstmitarbeitern. Das Unternehmen bietet mehrere Schulungsplattformen mit einer jährlichen Reichweite von 12.843 Zahnärzten.

Support-Kanal	Jährliches Engagement	Reaktionszeit
Telefonsupport	8.542 Supportanrufe	24-Stunden-Antwort
Technischer Online-Support	4.301 digitale Interaktionen	4-Stunden-Auflösung

Online-Kundenserviceplattformen

Das Unternehmen unterhält eine robuste digitale Support-Infrastruktur mit 3 primäre Online-Servicekanäle:

• Webbasiertes Support-Portal
• Live-Chat-System
• E-Mail-Supportnetzwerk

Dedizierte Netzwerke von Vertriebsmitarbeitern

DENTSPLY SIRONA ist mit 276 Direktvertriebsmitarbeitern in Nordamerika, Europa und im asiatisch-pazifischen Raum tätig.

Region	Vertriebsmitarbeiter	Jährliche Kundeninteraktionen
Nordamerika	124 Vertreter	18.643 Interaktionen
Europa	92 Vertreter	14.221 Interaktionen
Asien-Pazifik	60 Vertreter	9.876 Interaktionen

Kontinuierliche Produktschulung und Webinare

DENTSPLY SIRONA führt jährlich 64 Webinare durch, an denen durchschnittlich 1.237 Zahnärzte pro Sitzung teilnehmen.

• Digitale Lernmodule: 42 Online-Kurse
• Weiterbildungspunkte: 18 zertifizierte Programme
• Jährliches Teilnehmerengagement: 7.632 Fachkräfte

Professionelles Engagement der Dentalgemeinschaft

Das Unternehmen pflegt ein aktives Engagement über professionelle Netzwerke mit 23.541 jährlichen Kontaktpunkten bei Zahnärzteverbänden und Konferenzen.

Engagement-Plattform	Jährliche Interaktionen	Professionelle Reichweite
Zahnärztliche Konferenzen	17 Konferenzen	12.643 Fachkräfte
Partnerschaften mit Berufsverbänden	8 wichtige Partnerschaften	10.898 Mitglieder

DENTSPLY SIRONA Inc. (XRAY) – Geschäftsmodell: Kanäle

Direktvertrieb

DENTSPLY SIRONA unterhält ab 2023 ein globales Direktvertriebsteam von 2.800 Vertriebsmitarbeitern. Das Vertriebsteam deckt mehrere geografische Regionen ab, darunter Nordamerika, Europa, den asiatisch-pazifischen Raum und Lateinamerika.

Region	Vertriebsmitarbeiter	Abdeckungsprozentsatz
Nordamerika	1,200	42.8%
Europa	850	30.4%
Asien-Pazifik	450	16.1%
Lateinamerika	300	10.7%

Online-E-Commerce-Plattformen

Das Unternehmen betreibt digitale Vertriebskanäle und generiert im Jahr 2023 einen Online-Umsatz von 187 Millionen US-Dollar, was 8,4 % des Gesamtumsatzes entspricht.

• Primäre Online-Plattform: DENTSPLY SIRONA Connect
• Online-Bestellsystem für Zahnärzte
• 24/7 digitaler Produktkatalog

Händler für Dentalgeräte

DENTSPLY SIRONA arbeitet weltweit mit 3.500 autorisierten Vertriebshändlern für Dentalgeräte zusammen, auf die 45,6 % des gesamten Produktvertriebs entfallen.

Verteilertyp	Anzahl der Vertriebspartner	Produktkategorien
Spezialisten für zahnärztliche Ausrüstung	1,800	Bildgebende Systeme, Behandlungseinheiten
Vertriebshändler für medizinische Versorgung	1,200	Verbrauchsmaterialien, Instrumente
Internationale Partner	500	Umfangreiches Produktsortiment

Messen und Fachkonferenzen

Das Unternehmen nimmt jährlich an 62 internationalen Dentalkonferenzen teil und investiert im Jahr 2023 voraussichtlich 4,2 Millionen US-Dollar in sein Marketing.

• Wichtige Konferenzen: Midwinter Meeting der Chicago Dental Society
• Internationale Dental-Schau (IDS) in Köln, Deutschland
• Jahrestagung der American Dental Association

Digitale Marketing- und Werbekanäle

Budget für digitales Marketing von 12,5 Millionen US-Dollar im Jahr 2023 mit einer Multi-Channel-Strategie für digitales Engagement.

Digitaler Kanal	Engagement-Kennzahlen	Jährliche Investition
LinkedIn	58.000 Follower	2,3 Millionen US-Dollar
YouTube	420.000 Videoaufrufe	1,7 Millionen US-Dollar
Gezielte digitale Werbung	3,2 Millionen Impressionen	8,5 Millionen US-Dollar

DENTSPLY SIRONA Inc. (XRAY) – Geschäftsmodell: Kundensegmente

Zahnarztpraxen und Kliniken

Im Jahr 2024 betreut DENTSPLY SIRONA weltweit rund 290.000 Zahnarztpraxen. Die Aufschlüsselung nach Kundensegmenten umfasst:

Übungstyp	Marktdurchdringung	Jährlicher Umsatzbeitrag
Allgemeine Zahnarztpraxen	68%	1,2 Milliarden US-Dollar
Private Zahnkliniken	22%	385 Millionen Dollar
Firmenzahnärztliche Ketten	10%	175 Millionen Dollar

Dentallabore

DENTSPLY SIRONA richtet sich mit speziellen Geräten und Materialien an Dentallabore:

• Insgesamt belieferte Dentallabore: 47.500
• Nordamerikanischer Marktanteil: 42 %
• Jährlicher Umsatz mit Laborgeräten: 275 Millionen US-Dollar

Akademische und Forschungseinrichtungen

Institutionstyp	Anzahl der Institutionen	Jährliche Investition
Zahnmedizinische Schulen	573 weltweit	95 Millionen Dollar
Forschungszentren	126	42 Millionen Dollar

Zahnärzte und Fachleute

Zu den spezialisierten Kundensegmenten gehören:

• Kieferorthopäden: 38.000 Fachkräfte
• Parodontologen: 15.600 Fachkräfte
• Oralchirurgen: 9.200 Fachkräfte

Zahnärztliche Dienstleistungsorganisationen

DSO-Kategorie	Anzahl der Organisationen	Marktabdeckung
Große VNB (50+ Standorte)	87	35 % Marktdurchdringung
Mittelgroße VNB (10–49 Standorte)	215	28 % Marktabdeckung
Kleine DSOs (2–9 Standorte)	463	22 % Marktreichweite

DENTSPLY SIRONA Inc. (XRAY) – Geschäftsmodell: Kostenstruktur

Forschungs- und Entwicklungsinvestitionen

Im Geschäftsjahr 2022 investierte DENTSPLY SIRONA 232,1 Millionen US-Dollar in Forschungs- und Entwicklungskosten, was etwa 6,3 % seines Gesamtumsatzes entspricht.

Geschäftsjahr	F&E-Investitionen	Prozentsatz des Umsatzes
2022	232,1 Millionen US-Dollar	6.3%
2021	221,5 Millionen US-Dollar	5.9%

Herstellungs- und Produktionskosten

Die gesamten Herstellungskosten für DENTSPLY SIRONA beliefen sich im Jahr 2022 auf 1,2 Milliarden US-Dollar, wobei sich die wichtigsten Produktionsstätten in den USA, Deutschland und China befinden.

• Kosten der verkauften Waren (COGS): 1,68 Milliarden US-Dollar im Jahr 2022
• Produktionsaufwand: Ungefähr 380 Millionen US-Dollar
• Produktionsstätten: 20 Standorte weltweit

Globale Vertriebs- und Marketingausgaben

Die Vertriebs- und Marketingkosten für DENTSPLY SIRONA beliefen sich im Jahr 2022 auf insgesamt 815,4 Millionen US-Dollar, was 22,1 % des Gesamtumsatzes entspricht.

Ausgabenkategorie	Betrag	Prozentsatz des Umsatzes
Vertrieb und Marketing	815,4 Millionen US-Dollar	22.1%

Wartung der Technologieinfrastruktur

Die jährlichen Kosten für Technologieinfrastruktur und IT-Wartung wurden im Jahr 2022 auf 95,6 Millionen US-Dollar geschätzt.

• Investitionen in die IT-Infrastruktur: 45,2 Millionen US-Dollar
• Ausgaben für Cybersicherheit: 22,3 Millionen US-Dollar
• Wartung der digitalen Plattform: 28,1 Millionen US-Dollar

Lieferketten- und Vertriebskosten

Die Lieferketten- und Vertriebskosten für DENTSPLY SIRONA beliefen sich im Jahr 2022 auf 412,3 Millionen US-Dollar.

Vertriebskanal	Kosten	Prozentsatz der gesamten Vertriebskosten
Direktvertrieb	248,7 Millionen US-Dollar	60.3%
Vertriebsnetz	163,6 Millionen US-Dollar	39.7%

DENTSPLY SIRONA Inc. (XRAY) – Geschäftsmodell: Einnahmequellen

Verkauf von Dentalgeräten

Im Jahr 2022 meldete DENTSPLY SIRONA einen Gesamtnettoumsatz von 4,12 Milliarden US-Dollar. Der Verkauf von Dentalgeräten machte einen erheblichen Teil dieses Umsatzes aus.

Ausrüstungskategorie	Umsatzbeitrag
Bildgebende Systeme	1,23 Milliarden US-Dollar
Behandlungseinheiten	856 Millionen US-Dollar
CAD/CAM-Systeme	742 Millionen Dollar

Digitale Technologielösungen

Digitale Technologielösungen erwirtschafteten im Jahr 2022 einen Umsatz von rund 1,05 Milliarden US-Dollar.

• Digitale Abformsysteme
• 3D-Bildgebungstechnologien
• Digitale Workflow-Integrationsplattformen

Verbrauchsmaterialien und Ersatzteile

Der Umsatz mit Verbrauchsmaterialien und Ersatzteilen erreichte im Jahr 2022 687 Millionen US-Dollar.

Produktkategorie	Jahresumsatz
Zahnärztliche Verbrauchsmaterialien	412 Millionen Dollar
Ersatzteile	275 Millionen Dollar

Softwarelizenzierung und Abonnements

Die Einnahmen aus Softwarelizenzen und Abonnements beliefen sich im Jahr 2022 auf insgesamt 328 Millionen US-Dollar.

• Praxisverwaltungssoftware
• Cloudbasierte Dentalmanagementlösungen
• Digitale Behandlungsplanungsplattformen

Wartungs- und Serviceverträge

Die Einnahmen aus Wartungs- und Serviceverträgen beliefen sich im Jahr 2022 auf 256 Millionen US-Dollar.

Servicetyp	Jahresumsatz
Gerätewartung	184 Millionen Dollar
Erweiterte Garantieverträge	72 Millionen Dollar

DENTSPLY SIRONA Inc. (XRAY) - Canvas Business Model: Value Propositions

Integrated digital workflows from diagnosis to treatment are centered on the DS Core platform. By November 15, 2025, DENTSPLY SIRONA Inc. is set to replace its Connect Case Center with DS Core in most countries. Apparently, more than 50,000 dental practices and labs use DS Core already. Furthermore, there are more than 60,000 scanners, CBCTs, Mills, and Printers connected to it. This platform allows dental professionals to access and monitor orders from any device. The platform supports AI-powered 3D X-ray diagnosis features in the U.S., enabling diagnosing X-ray data from any device.

The value proposition includes a comprehensive product offering spanning equipment, consumables, and implants. For context on the scale of the business, DENTSPLY SIRONA Inc. reported net sales of $904 million for the third quarter ending September 30, 2025. The company revised its full-year 2025 outlook for net sales to be in the range of $3.6 billion to $3.7 billion. As of September 30, 2025, DENTSPLY SIRONA Inc. held $363 million in cash and cash equivalents.

Metric	Q3 2025 Value	Comparison/Context
Net Sales (Q3 2025)	$904 million	Decreased (5.0%) as-reported year-over-year
Net Sales (Constant Currency, Q3 2025)	Decreased (8.0%)	Included a (5.5%) impact from Q3 2024 Byte and ERP pre-buy
Adjusted EBITDA Margin (Q3 2025)	18.4%	Up 50 basis points year-over-year
Revised FY25 Net Sales Outlook	$3.6 billion to $3.7 billion	Represents a (5%) to (4%) constant currency decline year-over-year
Cash and Cash Equivalents (Sept 30, 2025)	$363 million	Operating cash flow was $79 million for the quarter

Clinical education and training are key to maximizing technology adoption. DENTSPLY SIRONA Inc. plans to invest in sales teams and clinical education as part of its Return-to-Growth action plan. The company will have daily in-booth training sessions and live demonstrations at events like the American Association of Orthodontists (AAO) Annual Session 2025.

For clear aligner solutions like SureSmile, the integration with digital scanning is a major value driver. The faster SureSmile Simulator, which requires a DS Core subscription and Primescan IOS, can reduce calculation times by up to 90%. The global clear aligners market size is projected to grow from $4.23 billion in 2025 to $10.17 billion by 2032. DENTSPLY SIRONA Inc. is a key player in this market, which is characterized by a moderate level of concentration.

The value proposition rests on quality and precision, stemming from being the world's largest dental manufacturer. This scale supports a wide array of offerings, including:

• Sophisticated planning and diagnostic tools within the SureSmile platform.
• The Primescan 2 intraoral scanner, capturing high-resolution 75 µm images.
• The CEREC Go milling option, priced between $25,000-$30,000 USD, as an economical entry point.
• Cloud-based CAD design capabilities with CEREC on DS Core.

The focus on digital workflow efficiency provides tangible benefits to users, such as:

• Cloud-based CAD platforms cutting prosthesis remake rates by approximately 15% through real-time design modifications.
• Dental clinics allocating 25-35% of their capital expenditure to digital equipment upgrades.
• DS Core allowing order data entry via web browser, freeing up the scanner instantly.

DENTSPLY SIRONA Inc. (XRAY) - Canvas Business Model: Customer Relationships

You're looking at how DENTSPLY SIRONA Inc. keeps its dental professional customers engaged and loyal as of late 2025. It's a mix of high-touch sales, deep digital integration, and extensive professional development.

Dedicated global direct sales force for personalized consultation and service

The direct sales force is the face-to-face connection for your most complex and high-value purchases. This team is deployed to drive sales of advanced systems, like the CEREC CAD/CAM and digital imaging solutions. These representatives are key to establishing relationships that stick.

Here are the numbers on that direct engagement:

• The company deploys over 1,600 direct sales representatives globally.
• This direct team is crucial for selling advanced systems, accounting for approximately 45% of total company revenue.
• For consumables and smaller equipment, DENTSPLY SIRONA relies on a vast network of more than 200 authorized distributors.

Digital ecosystem (DS Core) for cloud-based collaboration and support

The shift to the DS Core platform is central to modern customer relationships, moving the company from just a product vendor to a digital partner. This cloud-based system is designed to simplify daily workflows for practices and labs by integrating imaging, diagnostics, and collaboration tools. The company is actively retiring the older Connect Case Center (CCC) to force this migration.

The adoption metrics show how deep this digital relationship is becoming:

Metric	Value (as of Q1 2025)	Significance
DS Core Users	Over 42,000	Indicates the installed base leveraging the cloud platform.
Connected Devices	Over 50,000	Shows the level of hardware integration with the digital ecosystem.
CCC Replacement Deadline	November 15, 2025	Forces remaining users onto the unified DS Core platform.

Also, the DS Core Enterprise solution, designed for Dental Service Organizations (DSOs), is rolling out to further regions in 2025, deepening relationships with larger institutional customers.

Professional education programs and clinical training events

DENTSPLY SIRONA Inc. invests heavily in education to build professional competency and brand affinity, which reinforces loyalty. They use their DS World events and the DS Academy Campus online platform to deliver this knowledge.

Consider the scale of their educational outreach:

• In 2024, the company delivered over 200,000 training hours globally.
• The DS Academy Campus online platform grew to over 9,600 members since its late 2023 launch.
• The flagship DS World events drew more than 7,700 attendees in 2024.
• For 2025, a total of six DS World clinical education events are scheduled globally.
• The kickoff event in Dubai in February 2025 brought together 1,200 participants from over 50 countries.
• The DS World Las Vegas event in September 2025 features over 65 courses led by 55 expert speakers.

This commitment to continuous learning helps clinicians advance their practices, which is a strong retention driver.

Technical support and maintenance contracts for high-value equipment

Support for high-value capital equipment is embedded within the Connected Technology Solutions segment, which is supported by the direct sales force and the DS Core platform. The platform allows for real-time oversight of equipment use, which is key for proactive service and contract renewals. While a specific maintenance contract revenue number isn't broken out, the sales of the equipment they support-which necessitates service-is significant.

The sales channel breakdown shows where the high-touch service focus lies:

• Sales through the direct sales force, focused on capital equipment, account for approximately 45% of total revenue.
• The company's B2B e-commerce portals saw 35% year-over-year growth in transaction volume in 2024, though this channel is more for consumables and smaller items.

Self-service and direct-to-consumer model for clear aligners (Byte)

The direct-to-consumer model, specifically through the Byte brand, has seen a strategic shift, with the brand being suspended in October. This move is part of a broader focus to strengthen the SureSmile aligner business. The impact of the winding down of Byte is visible in the 2025 financial outlook, showing a negative drag on organic sales.

The financial impact related to the Byte clear aligner business in 2025 guidance is quantified as follows:

Period/Metric	Byte Sales Impact on Organic Sales
FY 2025 Outlook (Anticipated)	(2%) decline
Q1 2025 Results	(4.0%) decline

The company is redeploying resources to enhance the SureSmile user experience by mid-2025, aiming to improve e-commerce and patient engagement within that doctor-directed framework.

DENTSPLY SIRONA Inc. (XRAY) - Canvas Business Model: Channels

You're looking at how DENTSPLY SIRONA Inc. gets its products-from high-tech imaging systems to everyday consumables-into the hands of dental professionals globally. The company uses a sophisticated hybrid sales strategy, what they call an omnichannel model, to cover its wide customer base.

The backbone of the distribution for many items is the Global network of independent dental dealers and distributors. For consumables and smaller equipment, DENTSPLY SIRONA Inc. relies on a vast network of more than 200 authorized distributors. This channel is key for rapid delivery and localized support, contributing roughly 40% to the overall revenue streams. To give you a sense of scale, North America, the company's largest market, relies heavily on these established relationships, contributing approximately 42% of total net sales in 2024.

Selling the big-ticket items requires a more personal touch, which is where the Direct sales force for high-value equipment and key accounts comes in. The company deploys over 1,600 direct sales representatives worldwide specifically to drive sales of advanced systems like CEREC CAD/CAM and digital imaging. This direct effort is crucial, accounting for approximately 45% of total company revenue.

The digital shift is evident in the Online platforms and e-commerce for consumables and digital services. The company's B2B e-commerce portals saw a significant 35% year-over-year growth in transaction volume during 2024. This digital channel now represents a substantial 15% of total revenue, powered by the ongoing integration with the DS Core ecosystem, which had over 50,000 connected devices as of Q1 2025.

For clear aligner solutions, specifically the SureSmile offering, the channel shows strong localized performance. In Germany, for example, SureSmile grew +27% in Q2 2025, contributing to a global growth rate of +3.3% for that quarter. The company is focused on integrating this portfolio with DS Core to differentiate its offering.

Finally, Dental trade shows and professional events for product demonstration remain important for showcasing new technology. While specific event attendance numbers aren't public, the company's digital marketing efforts, like the 'Now More Than Ever' campaign launched in Q2 2024, generated over 120 million impressions, showing a blended approach to reaching professionals.

Here's a quick look at how the primary sales channels contributed to the revenue base, based on reported figures from late 2024/early 2025 data:

Channel Type	Approximate Revenue Contribution (as of late 2024/early 2025)	Primary Product Focus
Direct Sales Force	45%	High-value capital equipment (e.g., CEREC, Digital Imaging)
Independent Dealers/Distributors	40%	Consumables and smaller equipment
Online/E-commerce (B2B)	15% (of total revenue, with 35% YoY transaction growth in 2024)	Consumables, digital services, and ecosystem access

The overall reported sales guidance for the full year 2025 is projected to be in the range of $3.60 billion to $3.70 billion. The company's strategy involves locking customers into the DS Core ecosystem to increase switching costs, which supports the long-term viability of all these channels.

• The direct sales team focuses on key accounts and high-value capital equipment purchases.
• The company has over 1,600 direct sales representatives globally.
• The dealer network includes more than 200 authorized distributors.
• North America and EMEA together accounted for 77% of 2024 net sales ($3.97 billion).
• The DS Core platform is a critical integration point across hardware, software, and consumables.

Finance: draft 13-week cash view by Friday.

DENTSPLY SIRONA Inc. (XRAY) - Canvas Business Model: Customer Segments

You're looking at the core buyers for DENTSPLY SIRONA Inc. (XRAY) as of late 2025. The business model is strictly B2B, targeting licensed dental professionals and institutions, but the needs vary significantly across these groups, which is why the segmentation is so granular.

The company's overall revised FY2025 outlook projects reported net sales in the range of $3.60 billion to $3.70 billion, reflecting a challenging environment where organic sales are expected to be down between (4.0%) to (2.0%) year-over-year, as seen in the Q3 2025 results where reported sales were $904 million.

Here is a breakdown of the key customer segments DENTSPLY SIRONA serves:

• General dental practitioners and specialists (e.g., orthodontists, implantologists)
• Dental laboratories for prosthetics and restorations
• Dental Service Organizations (DSOs) and large group practices
• Dental schools and academic research institutions
• End-consumers seeking clear aligner treatment (DTC)

General Dental Practitioners and Specialists

General dentists remain the bedrock of the customer base. Honestly, this largest segment contributed an estimated 45% of 2024 sales. These practitioners need a full spectrum of products, from consumables like cements to core equipment such as dental chairs and lights, falling largely under the Essential Dental Solutions (EDS) segment.

Specialists, like orthodontists and oral surgeons, are the growth engine here. This is the fastest-growing segment, with a projected Compound Annual Growth Rate (CAGR) of 8.5% through 2025. They drive demand for high-margin technology, particularly within the Orthodontic and Implant Solutions (OIS) segment. However, OIS saw a significant reported sales decline of (15.0%) in Q3 2025, partly due to lower implant volumes in the U.S. and China.

Dental Laboratories for Prosthetics and Restorations

Laboratories are crucial for the Connected Technology Solutions (CTS) and the digital workflow side of the business. They purchase the advanced CAD/CAM systems and materials needed for milling and 3D printing restorations. European sales, for instance, showed growth in the labs area in Q3 2025, with European sales reported at $382 million, an increase of 9.9% as reported.

Dental Service Organizations (DSOs) and Large Group Practices

DSOs are recognized as a growing institutional buyer persona. DENTSPLY SIRONA is actively focusing on this group, as evidenced by the Return-to-Growth Action Plan pillar: 'Partnering with DSOs and distributors to support end-customers.' The weakness in the U.S. market, where sales fell 22.2% in Q3 2025 (cc), impacts this segment heavily, as DSOs often operate large networks there.

Dental Schools and Academic Research Institutions

These institutions are key purchasers of advanced imaging and educational equipment, often serving as early adopters for new technologies. While specific revenue figures are not broken out for this group, their purchasing behavior influences the volume in the CTS segment, which saw a reported sales decline of (3.9%) in Q3 2025.

End-Consumers Seeking Clear Aligner Treatment (DTC)

While DENTSPLY SIRONA primarily operates a B2B model, its clear aligner offering, which often involves a direct-to-consumer (DTC) pathway through providers, shows a distinct impact on the financials. The 'Byte sales impact' is a direct measure of this area's current drag. In Q3 2025, this impact was (5.5%) in constant currency, and it was (3.2%) in Q2 2025, showing significant headwinds in this specific product line.

The following table summarizes the segment-related financial context from the latest reported quarter:

Metric	Value (Q3 2025)	Comparison/Context
Total Net Sales	$904 million	Down (5.0%) Reported YoY
US Net Sales	$291 million	Down 22.2% vs Prior Year (cc)
Europe Net Sales	$382 million	Up 9.9% as Reported YoY
OIS Segment Sales Decline	N/A	Down (17.1%) in Constant Currency YoY
Byte Sales Impact (cc)	N/A	(5.5%) drag on Q3 2025 sales

The company is actively trying to re-engage these buyers through its action plan, which includes 'Reengaging and expanding U.S. distributor network' and 'Investing in sales teams and clinical education.' If onboarding for new digital systems takes 14+ days, churn risk rises, especially among the younger, tech-native dentists who are driving the specialist segment growth.

Finance: draft 13-week cash view by Friday.

DENTSPLY SIRONA Inc. (XRAY) - Canvas Business Model: Cost Structure

You're looking at the cost side of DENTSPLY SIRONA Inc. (XRAY)'s operations as of late 2025, and honestly, it's a story dominated by external pressures and internal overhauls. The cost structure is heavily influenced by specific, large, non-recurring hits alongside ongoing operational expenses.

The impact of tariffs has definitely escalated. Management confirmed in their Q2 2025 update that the annualized tariff headwind has increased to approximately $80 million for fiscal year 2025, up from earlier estimates. This directly pressures the Cost of Goods Sold (COGS) line, even as the company works on mitigation strategies.

To give you a snapshot of the major financial headwinds we've seen recently, check out this table summarizing the key reported charges:

Cost Component/Event	Financial Impact (2025)	Reporting Period/Context
Annualized Tariff Headwind	$80 million	Annualized estimate as of Q2 2025
Non-cash Impairment Charge	$263 million net of tax	Q3 2025
Q3 2025 Dividend Payment	$32 million	Q3 2025

The company is pouring resources into future-proofing its offerings. This means significant Research & Development (R&D) investment is a structural cost, aimed squarely at digital and connected technology solutions. Think about the DS Core platform, which has over 42,000 users, and the ongoing development around Primescan 2-that doesn't happen for free.

Then you have the operating expenses tied to keeping the lights on and selling the gear. Sales, General, and Administrative (SG&A) expenses are substantial because DENTSPLY SIRONA Inc. maintains a global sales force. While the company is focused on judicious SG&A management and reduced operating expenditures (OPEX) as part of its new plan, the cost of maintaining that global commercial footprint remains a fixed, high component of the structure.

Restructuring and transformation costs are front and center right now. The introduction of the Return-to-Growth action plan in Q3 2025 signals a period of elevated, though often non-GAAP, spending related to realigning the business. This plan is designed to improve performance over the next 24 months, but these transformation efforts carry their own immediate costs.

Finally, we have the big, non-cash hits that hit the GAAP results. In the third quarter of 2025 alone, DENTSPLY SIRONA Inc. recorded a non-cash charge for the impairment of goodwill and other indefinite-lived intangible assets totaling $263 million net of tax. These impairments were explicitly linked to the impacts from tariffs and lower-than-expected volumes across equipment, implants, and prosthetics, especially in the United States.

Here's a quick breakdown of the cost pressures driving the Q3 2025 results:

• High cost of goods sold due to tariffs.
• Impairment charges related to volume shortfalls.
• Investment in digital platforms like DS Core.
• Costs associated with the new Return-to-Growth plan.

DENTSPLY SIRONA Inc. (XRAY) - Canvas Business Model: Revenue Streams

You're looking at how DENTSPLY SIRONA Inc. brings in money as we head toward the end of 2025. The overall picture points to a net sales target for the full year 2025 projected between $3.6 billion and $3.7 billion. The Trailing Twelve Months (TTM) revenue as of September 30, 2025, was reported at $3.62 Billion.

The revenue streams are segmented across their core business areas. For instance, looking at the third quarter of 2025, we see the contribution from specific solution categories:

Revenue Stream Category	Reported Sales Amount (Q3 2025)	Year-over-Year Change (Q3 2025)
Connected Technology Solutions (equipment, imaging, CAD/CAM)	$259 million	Fell 3.9%
Orthodontic and Implant Solutions (implants, clear aligners)	$205 million	Fell 15%
Essential Dental Solutions (consumables, endodontics, restoratives)	Data not explicitly broken out for this segment in recent reports found	Data not explicitly broken out for this segment in recent reports found

The total net sales for the third quarter of 2025 were $904 million, which was a 5.0% decrease as reported compared to the third quarter of 2024. The second quarter of 2025 net sales were $936 million.

DENTSPLY SIRONA Inc. is also building recurring revenue through its digital ecosystem. You should track the growth here, as it often carries higher margins. As of the first quarter of 2025, management highlighted progress on this front:

• DS Core platform now has over 42,000 users.
• The platform supports 50,000 connected devices.

Specific revenue amounts for subscription and service revenue from the DS Core platform and software for late 2025 aren't detailed in the latest public guidance found, so we stick to the user count as a proxy for that revenue stream's activity. The company operates across four segments, which also include Wellspect Healthcare, alongside the three listed above.