Bonus Episode: Partnerships, Compliance, and the Future of AI with Adrian Dray

Oct 10, 2025

Adrian Dray, UK Director of Partnerships at CareStack and a compliance expert, shares insights on the evolving landscape of partnerships in dentistry. He emphasizes the shift from trade shows to digital platforms for relationship-building, likening modern supplier-DSO interactions to dating. Adrian highlights critical compliance measures, including managing ransomware risks and understanding hidden data liabilities. He also explores the implications of AI in dentistry, advocating for its benefits while underscoring the necessity of maintaining human interactions in patient care.

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INSIGHT

Partnerships Require Founder Chemistry

Adrian Dray says modern partnerships require founder-level chemistry, authenticity, and clear market benefit.
Emotional intelligence and gut-feel matter as much as due diligence when forming lasting alliances.

INSIGHT

Ambassadors Outperform Trade Shows

Trade shows no longer build trust; public, consistent ambassadors do.
DSOs watch social media and expect visible, accountable company faces.

ADVICE

Show Up Where Buyers Are

Be present where your audience actually hangs out: LinkedIn for DSOs and Facebook groups for independents.
Commit to posting, livestreams, and webinars to build reputation and attract senior buyers.

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Partnerships in dentistry are changing. Gone are the days when suppliers could rely on trade shows to build relationships. Instead, Adrian Dray argues, practices and DSOs are now looking for visible ambassadors who represent their companies with authenticity, credibility, and commitment. Senior leaders aren’t waiting at the booths; they’re watching on LinkedIn, Facebook, and digital communities where reputation is built in real time.

Adrian also explores the high-stakes world of compliance, sharing stories of ransomware attacks, “data lemons” in acquisitions, and why a risk-based approach with clear accountability protects both patient data and practice value. He warns that poor compliance isn’t just about fines; it can destroy trust and even derail deals.

Finally, Adrian reflects on the hype cycle around AI. From FOMO (fear of missing out) to FOMU (fear of messing up), he explains why early adoption without due diligence can damage reputations, but also why practical AI tools, from telephony to recall automation, will become essential for efficiency. The human touch, however, will always remain central to patient care.

About the Guest
Adrian Dray is the UK Director of Partnerships at CareStack, the all-in-one cloud platform transforming how dental practices manage operations and patient engagement. A trusted voice in UK dental tech, Adrian brings a rare mix of compliance expertise, AI innovation, and strategic growth insight. Before joining CareStack, he served as Group Data Protection Officer at IDH (mydentist), advised dental groups on GDPR, acquisitions, and systems integration, and later held senior privacy roles in the financial sector, including the Royal Bank of Canada. This cross-sector experience gives him a sharp perspective on how risk management and technology adoption intersect in dentistry. At CareStack, Adrian helps practices and dental groups move beyond outdated, fragmented systems by implementing cloud-native tools designed for scale. He also leads the rollout of VoiceStack, the UK’s only AI phone system trained on millions of real dental patient calls, giving practice leaders visibility into patient demand and front-desk performance like never before. Known for his straight-talking, practical approach, Adrian is passionate about helping dental leaders cut through hype, avoid costly compliance mistakes, and adopt technology that delivers measurable results.