Localized Approach for Sales Expansion

The company experienced a shift from inbound to a localized go-to-market strategy to improve net revenue retention. By focusing on niche problems and having sales teams localized in different regions, with salespeople, customer success managers, and implementers speaking the local language, they witnessed customers speaking positively about the product, repurchasing multiple times. This strategy of operating in various markets with localized teams has been crucial for the company's success.