Kim Lecha

And we added more than 300 submissions, 300 million submissions.

But you might have recalled the previous slide when last year, 22, we only grew 22%.

And that was below our average.

So second moment of recognition, what got us here will not take us there.

Again, we went back to our customers, and this is early 2023.

And we say, OK, we don't have 45,000.

Now we have 125,000.

And taking a look at them, we saw that they were very, very different.

So in company size, where they are from, how they use the product, what for, how much value they derive from this.

The average of submissions per customer per month decreased to around 330.

But we could see that that average that applies to all customers, there were some customers that got 125 or less per month.

And then within those all customers, we had a target group that got almost 1,000, something in the north of 900.

And within that target group, there's other subsegments.

Specifically, mid-market companies that are actually using us at a bigger scale, they were buying the enterprise SKUs, and they were getting 15,000 to 22,000 submissions per month.

So not all customers are the same.

Some get more value from using Typeform.

And we should focus on these customers.

Again, we needed to shift from one goal being total number of customers to something else that would support a much more successful strategy.

What we did was to shift to total number of submissions.

So now we want to increase, and we want to reach 1 billion, 2 billion, 3 billion submissions as fast and as soon as possible.