全社戦略発表のスピーチ

As we close out this fiscal year, I want to be transparent about both what worked and what didn't. Our expansion into the mid-market segment exceeded expectations, contributing nearly a third of new revenue, and validating the bet we made eighteen months ago to build a dedicated go-to-market motion for that segment. On the other hand, our international expansion into three new markets underperformed, and we are taking a hard look at whether we scaled too quickly without adequate local expertise on the ground. For the coming year, our strategy rests on three pillars. First, we will double down on mid-market, investing further in the sales and success functions that made this segment work. Second, we will consolidate our international footprint to the single market showing the strongest unit economics, rather than spreading resources thin across three. Third, we will invest meaningfully in product-led growth, reducing our reliance on high-touch sales for smaller accounts. None of these decisions were easy, and I know some of you are directly affected by the international consolidation. We will share more detail on that transition in the coming weeks, and I am personally committed to handling it with as much care as possible.