Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech's most innovative B2B founders. In today’s episode, we’re speaking with Vijay Sikka, CEO and Founder of Sikka, a retail healthcare technology platform that has raised over $30 Million in funding.

Here are the most interesting points from our conversation:

• Sikka’s Origin Story: Vijay’s journey began when he identified operational inefficiencies in his wife’s dental practice, realizing a massive opportunity to optimize revenues for healthcare providers across sectors like dental, veterinary, and optometry.
• Tackling Fragmentation in Retail Healthcare: Sikka recognized the severe fragmentation in retail healthcare technology, with 400+ unique practice management systems, and seized the chance to unify them into one cohesive platform.
• Strategic Expansion Beyond Dentistry: By 2016, Sikka expanded from a dental focus to retail healthcare at large, leveraging a Twilio-like API model to provide solutions across multiple specialties without forcing practices to retool.
• A Channel-Based GTM Strategy: Realizing direct sales weren’t efficient in this fragmented market, Sikka developed a channel strategy, partnering with application builders in healthcare to amplify growth through trusted distribution networks.
• Slow and Intentional Funding: Sikka bootstrapped for over a decade, focusing on building a technological moat and waiting until the timing was right before raising venture funding, which catalyzed the company’s rapid growth.
• AI as the Core for Future Expansion: With proprietary dental and healthcare-focused AI models outperforming general LLMs, Sikka is set on leveraging AI to enhance insights, benchmarking, and clinical data applications for retail healthcare and beyond.

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