Mohammad Yunus

But those of the ones who knew that they have to go back to the in-person category, they were like, how about we work with you guys over the next six to 12 months, and we help you build the software that we actually want?

So it was our customers who helped us figure it out, how the batch printing app works, how the mobile app works, how the lead capture app works.

And they co-created all of those things with us.

So by the time our product was launched, we already had 200 plus

paid customers who already were going to shift their virtual event contracts to in-person event contracts just because they want to go back to that space.

So we started with just virtual piece, that first quadrant.

But over the last two years, we built the other three quadrants.

And all of them, all of them were co-created with customers who already paid us for all of that upfront.

So just one of the things that I want you guys to know about is that if you all get excited, including me, to close a new deal.

But I am of the opinion that more important is that if you are including yourself and C-level players with what happens after the sale is done.

If you keep on talking to your customers, if you keep on asking them, what are some of the other areas where

They need help, and they will guide you on the next steps.

And that's what helped us from there.

These are just some of the screenshots.

2017, just doing virtual events to, again, now providing that all-in-one, end-to-end event management platform.

And this is a screenshot from our HubSpot just recently.

where everything was virtual events.

It was pretty much 85% to 90% all virtual events.

As of now, 55% of our business is in-person events now.

And again, had we had not made that shift almost 12 to 18 months back, we would have been like many other companies who went from boom to bust within the 12 to 18 months.