Kim Lecha

But eventually, in 2018, the growth slowed down to that 31%.

So that was the first moment in our time when we thought, OK, what got us here will not take us there.

We have to rethink this.

And that's what we did, right?

So enter chapter two.

Because chapter one had been purely product-led growth, we thought, what are we going to add in this chapter two?

And what we thought was we have to accelerate with go-to-market.

And in the next four years, so 2019 to 2022, you can see that we accelerated growth.

And on that first brick, first 20 million, we added another three bricks, or almost 60 million.

So let's talk about that a little bit more in detail.

OK, we need to accelerate growth.

We need a second engine.

That first plane was a small plane with one engine, the product.

Now this plane becomes bigger.

It already has 45,000 customers, but it needs another engine.

Go to market is the engine.

What we do is we go and take a look at our customer base.

We realize one thing.

Every customer creates forms.

These forms are shared.