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      "text": "Tier 1 Sales Coverage\n13% FY'19\n18% FY'20\n20% FY'21\n28% FY'22",
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      "text": "Sales Expansion Focused on Tier 1 Markets\n• Expanding from Midwest roots in top U.S. cities\n• Seeing improved win rates and deal sizes",
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      "text": "Source of Bookings\n• 80% from legacy incumbents\n• 40%+ from broker channel",
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      "text": ">50% SMB TAM\nin Top 50 Cities",
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