Organic vs. Paid: Which Is Better for Your Demand Gen Strategy?

WEBVTT 1 00:00:02.540 --> 00:00:02.740 Yeah. 2 00:00:05.440 --> 00:00:08.960 All right, welcome back to BBB Growth. My name is Leslie Cruise with sweet 3 00:00:08.960 --> 00:00:13.440 fish media. If you're new here, welcome. We are currently approaching the end of 4 00:00:13.440 --> 00:00:17.020 our deep dive into demand generation. I can't believe april has flown by so 5 00:00:17.020 --> 00:00:22.650 fast. Um for the past month we've been specifically focusing on the topic of 6 00:00:22.650 --> 00:00:26.180 demand generation and kind of going back to the basics, you know, how do we 7 00:00:26.180 --> 00:00:30.180 define demand generation? What is trending in this industry and further, 8 00:00:30.180 --> 00:00:33.900 where is it headed in the future? So had a lot of really great conversations 9 00:00:33.900 --> 00:00:38.020 lately and today I am very excited to introduce breezy Beaumont head of 10 00:00:38.020 --> 00:00:41.380 growth over at correlated breezy. Thanks so much for coming onto the show. 11 00:00:41.390 --> 00:00:45.310 Awesome. Thanks for having me Leslie. Absolutely. So let's just dive. Right 12 00:00:45.310 --> 00:00:49.170 in the first question I love to ask during the steve dive because everyone 13 00:00:49.170 --> 00:00:53.480 has a completely different answer is how do you, in your own words define 14 00:00:53.480 --> 00:00:59.140 demand generation? Yeah, I think over the years the definition of demand 15 00:00:59.140 --> 00:01:03.500 generation has shifted from what I think it was originally intended. So if 16 00:01:03.500 --> 00:01:08.770 we, if we sort of break down the two words demand generation, really the 17 00:01:08.770 --> 00:01:14.470 goal should be generating a demand for your product in a market. Um, and I 18 00:01:14.470 --> 00:01:20.840 think that demand gen instead has sort of become this idea that it's a team 19 00:01:20.840 --> 00:01:25.460 who will generate leads for you and, and it becomes this large numbers game 20 00:01:25.460 --> 00:01:29.040 when really at the end of the day, we should be focusing on generating that 21 00:01:29.040 --> 00:01:33.190 demand. Absolutely. And when I think of demand in personally, I always think of, 22 00:01:33.200 --> 00:01:37.310 okay, so demand gen you're driving demand, It's pretty obvious, right? But, 23 00:01:37.310 --> 00:01:39.930 you know, in this situation you're saying that's not always the case. Can 24 00:01:39.930 --> 00:01:44.580 you dive a little more on, you know, demand jin versus actually generating 25 00:01:44.580 --> 00:01:49.140 the demand. How did these two kind of differ? Yeah, so I think sometimes we 26 00:01:49.140 --> 00:01:54.210 get so stuck in all of these numbers that companies focus a lot of their 27 00:01:54.210 --> 00:01:58.850 efforts on things like paid strategies where were easily able to see, okay, 28 00:01:58.850 --> 00:02:04.360 how many impressions and clicks and click throughs and conversions and how 29 00:02:04.360 --> 00:02:07.490 did that move through our pipeline? And we love it because we can see all the 30 00:02:07.490 --> 00:02:11.870 data and I'm here for that. Right? It's awesome when we can see the data and 31 00:02:11.870 --> 00:02:16.630 we're seeing what converts. But at the same time if we're just focusing on 32 00:02:16.640 --> 00:02:22.060 those parts where we can measure, we're missing out on so many of the other 33 00:02:22.060 --> 00:02:25.760 parts that really generate a demand for your product, things like building a 34 00:02:25.760 --> 00:02:31.650 community and getting out on social platforms and talking with people or 35 00:02:31.660 --> 00:02:35.580 interacting with your customers or prospects. Even if you're on the 36 00:02:35.580 --> 00:02:40.050 marketing team, you should absolutely be doing those things. So I think if we 37 00:02:40.140 --> 00:02:45.110 Just think about the numbers behind everything, we miss those other 38 00:02:45.110 --> 00:02:50.020 opportunities to generate a larger demand. 100%. Yeah, that's good. And I 39 00:02:50.020 --> 00:02:53.730 know a big struggle and a lot of organizations especially here lately as 40 00:02:53.730 --> 00:02:59.260 this is kind of a trending thing is deciding in a way between A. B. M. 41 00:02:59.260 --> 00:03:02.990 Strategies or traditional demand generation. And how do you think that 42 00:03:02.990 --> 00:03:07.270 organizations should really be balancing the two? And is it possible 43 00:03:07.270 --> 00:03:11.460 for these two to work in tandem or are they two completely separate identities? 44 00:03:11.940 --> 00:03:18.180 Yeah. It is such a trend that everyone loves A B. M. Um and and no offense to 45 00:03:18.190 --> 00:03:22.980 my friends in the market or who are those A B. M. Marketers? It's not that 46 00:03:22.980 --> 00:03:26.930 I don't think A B. M. Is important or effective. In fact it is highly 47 00:03:26.930 --> 00:03:31.630 effective. But the problem is that so many companies are trying to implement 48 00:03:31.630 --> 00:03:36.630 an A B. M. Strategy when it's really not a fit for them. So, first of all, 49 00:03:36.640 --> 00:03:42.120 unless you have, if you're if you can only go after, you know, 100 insurance 50 00:03:42.120 --> 00:03:45.840 companies and that's it, no one else could possibly use your product then. 51 00:03:45.840 --> 00:03:49.980 Okay, fine. That's that's maybe a place where, you know, a B. M is going to be 52 00:03:49.980 --> 00:03:53.660 a good strategy for you. Also for anyone listening who maybe doesn't know 53 00:03:53.660 --> 00:03:58.080 a BM yet account based marketing. So it's that 121 or one if you want to 54 00:03:58.080 --> 00:04:03.290 many approach to marketing, um two different accounts. But so if that's 55 00:04:03.290 --> 00:04:07.260 the case and you can only go after the small subset of accounts, it makes 56 00:04:07.260 --> 00:04:12.110 sense. Otherwise, people should most definitely be either implementing a 57 00:04:12.120 --> 00:04:18.930 hybrid model of demand generation and a B. M, or just simply demand generation. 58 00:04:18.940 --> 00:04:23.990 And so what I kind of picture that as is for most companies, it's gonna be 59 00:04:23.990 --> 00:04:28.090 that hybrid. So you're gonna do your general demand generation that's going 60 00:04:28.090 --> 00:04:31.720 to be across all accounts and sort of talking about the value and the 61 00:04:31.720 --> 00:04:36.190 benefits. And then on top of that, I see A B M is basically this layer on 62 00:04:36.190 --> 00:04:39.920 top of demand generation, where then you're getting really more specific 63 00:04:39.920 --> 00:04:45.340 about how you can help companies in a certain industry or with a certain use 64 00:04:45.340 --> 00:04:51.940 case or at a certain company or even a subset of a company. Maybe it's just 11 65 00:04:51.940 --> 00:04:56.560 silo department within a company. And so it's just getting more specific with 66 00:04:56.560 --> 00:05:00.310 your demand generation strategy. But for companies who are strictly moving 67 00:05:00.310 --> 00:05:04.100 to this a B. M. Model when maybe they're a startup and they're not 68 00:05:04.100 --> 00:05:09.260 exactly sure who their true target market even is yet. It's definitely 69 00:05:09.260 --> 00:05:15.040 concerning from, from my point of view. Perfect. And how do you measure success 70 00:05:15.050 --> 00:05:19.480 in a demand gen strategy? Yes. I think there's a number of ways you can be 71 00:05:19.490 --> 00:05:24.510 measuring this and that's across both your paid and organic strategy. So, you 72 00:05:24.510 --> 00:05:29.910 know, if you're thinking of focusing on maybe running a podcast or putting 73 00:05:29.920 --> 00:05:35.850 organic posts out on social platforms like linkedin or or getting into 74 00:05:35.860 --> 00:05:40.170 conversations on cora you can take different metrics from each of those 75 00:05:40.170 --> 00:05:44.700 platforms, you know, the number of streams or the number of likes or 76 00:05:44.700 --> 00:05:48.930 comments on a post. Um and also following up with those folks who do 77 00:05:48.930 --> 00:05:53.830 interact with you if, if you know them on a on a person basis and then asking 78 00:05:53.830 --> 00:05:56.830 them, you know, is this something that you're interested in? Can we help you 79 00:05:56.830 --> 00:06:00.770 or or can we at least get feedback on our product and then, you know, taking 80 00:06:00.770 --> 00:06:04.190 that type of data and getting it into your Crm as well so that you can be 81 00:06:04.190 --> 00:06:09.850 tracking some parts of this process. Of course on the paid side, I think, you 82 00:06:09.850 --> 00:06:13.210 know, there's all the different metrics of impressions and clicks and click 83 00:06:13.210 --> 00:06:18.710 throughs and all those pieces, but really across either a page strategy or 84 00:06:18.710 --> 00:06:23.030 an organic strategy or a hybrid of the two at the end of the day, what we 85 00:06:23.030 --> 00:06:28.070 should really be looking for is revenue. So what is the impact on our revenue? 86 00:06:28.070 --> 00:06:33.080 And are we seeing that go up? And I think a great example of that is when 87 00:06:33.080 --> 00:06:37.270 companies do guerilla marketing tactics, like they put their sticker on two 88 00:06:37.270 --> 00:06:43.190 bottles of beer at a conference or they gone ran a Super Bowl commercial. 89 00:06:43.190 --> 00:06:46.710 There's no, it's not going to be a perfect match of how you're going to 90 00:06:46.710 --> 00:06:51.890 see the impact of these, but there will be downstream impacts of it. And, and 91 00:06:51.890 --> 00:06:55.510 being able to look at, you know, number of demo requests following that 92 00:06:55.510 --> 00:06:59.590 activity or even if you can see revenue a little bit more quickly looking at 93 00:06:59.590 --> 00:07:02.640 the revenue impacts of those events. Yeah. And I think it's really 94 00:07:02.640 --> 00:07:06.240 interesting because a lot of people, someone that I talked to today was, you 95 00:07:06.240 --> 00:07:10.690 know, completely was talking about how organic is the only thing now, like we 96 00:07:10.690 --> 00:07:13.990 don't touch on paid media anymore and no one really utilizes paid media. And 97 00:07:13.990 --> 00:07:16.580 I kind of think that's that's a mistake because it's like, I mean if you could 98 00:07:16.580 --> 00:07:21.020 do paid media and organic, there's no harm in that, right. You're doing both. 99 00:07:21.020 --> 00:07:24.130 You're kind of getting that cross posting. Their, what I think so 100 00:07:24.130 --> 00:07:27.890 interesting about organic is it is difficult to measure, you know, it is 101 00:07:27.890 --> 00:07:31.510 difficult because it's like word of mouth marketing. I mean obviously on 102 00:07:31.510 --> 00:07:37.020 linkedin, like our company for example, we've been, our producer team has all 103 00:07:37.020 --> 00:07:40.210 been on linkedin lately, not because we have to be just because we all want to 104 00:07:40.210 --> 00:07:43.040 be, we all want to be talking about what we're doing, what we're learning 105 00:07:43.040 --> 00:07:46.660 in our roles and you know, we're connecting with a bunch of people, 106 00:07:46.660 --> 00:07:50.560 whether it's from our customers specifically and their team or beyond 107 00:07:50.740 --> 00:07:54.180 and it's getting a lot of reach, but those kind of things are hard to 108 00:07:54.180 --> 00:07:56.970 measure. So I think like you said, focusing on that revenue is really 109 00:07:56.970 --> 00:08:00.630 important. Yeah, absolutely. I mean there are some, there's you know, 110 00:08:00.630 --> 00:08:04.290 shield app and some other ways that you can get some of those metrics around 111 00:08:04.290 --> 00:08:10.210 those activities. Um but at the same time, exactly, you're 100 spot on right. 112 00:08:10.210 --> 00:08:15.590 It is really difficult to measure the impact and the downstream impact of 113 00:08:15.600 --> 00:08:19.860 those types of activities. Um, and so that's kind of where it comes in words 114 00:08:20.240 --> 00:08:25.720 crucial to have that buy in at the top, you know, from your executive level 115 00:08:25.730 --> 00:08:33.140 team that understands how this type of marketing works, that not everything 116 00:08:33.150 --> 00:08:38.320 will measure what we can, but what we can't is still important. And, and 117 00:08:38.320 --> 00:08:42.710 we'll try to show as best we can that those other efforts are working things 118 00:08:42.710 --> 00:08:47.640 like word of mouth and referrals. We all know that that's the most likely to 119 00:08:47.640 --> 00:08:52.920 convert in your pipeline is anyone who came in from, from a referral or from 120 00:08:52.920 --> 00:08:56.760 word of mouth. But at the same time it's really hard to track those things. 121 00:08:56.770 --> 00:09:01.010 Um, so having that buy in from the executive team who understands that 122 00:09:01.010 --> 00:09:06.150 those activities are still really important is unfortunately one of the, 123 00:09:06.240 --> 00:09:12.270 the big parts of being successful there. Hey, everybody Logan with sweet fish 124 00:09:12.270 --> 00:09:15.800 here. If you've been listening to the show for a while, you know, we're big 125 00:09:15.800 --> 00:09:20.190 proponents of putting out original organic content on linked in. But one 126 00:09:20.190 --> 00:09:24.360 thing that's always been a struggle for a team like ours is to easily track the 127 00:09:24.360 --> 00:09:28.120 reach of that linked in content. That's why I was really excited when I heard 128 00:09:28.120 --> 00:09:32.060 about Shield the other day from a connection on, you guessed it linked in 129 00:09:32.070 --> 00:09:36.910 since our team started using Shield. I've loved how it's led us easily track 130 00:09:36.920 --> 00:09:40.850 and analyze the performance of Arlington content without having to 131 00:09:40.850 --> 00:09:44.700 manually log it ourselves. It automatically creates reports and 132 00:09:44.700 --> 00:09:48.320 generate some dashboards that are incredibly useful to see things like 133 00:09:48.330 --> 00:09:51.790 what contents been performing the best and what days of the week are we 134 00:09:51.790 --> 00:09:56.190 getting the most engagement and our average views per post. I highly 135 00:09:56.190 --> 00:09:59.870 suggest you guys check out this tool if you're putting out content on linked in 136 00:09:59.880 --> 00:10:03.980 and if you're not, you should be, it's been a game changer for us. If you go 137 00:10:03.980 --> 00:10:09.220 to shield app dot Ai and check out the 10 day free trial, you can even use our 138 00:10:09.220 --> 00:10:15.560 promo code B two B growth to get a 25% discount. Again, that's shield app dot 139 00:10:15.570 --> 00:10:21.720 Ai and that promo code is B the number to the growth. All one word. All right, 140 00:10:21.730 --> 00:10:28.080 let's get back to the show. Let's shift gears a little bit and talk about 141 00:10:28.080 --> 00:10:31.250 product led growth. Um, you and I kind of discuss this off the record 142 00:10:31.250 --> 00:10:34.280 previously, but I'm really interested in learning more about product led 143 00:10:34.280 --> 00:10:39.380 growth and kind of what it is and where does demand gen fit in. So what does 144 00:10:39.380 --> 00:10:45.740 demand gen look like in a more product lead organization? Yeah. So that 145 00:10:45.740 --> 00:10:51.540 correlated. What we do is we help product led growth or other SAAS 146 00:10:51.540 --> 00:10:56.280 companies get product data into the hands of their sales and customer 147 00:10:56.280 --> 00:11:01.640 success teams. And so what that looks like is understanding, you know, when 148 00:11:01.640 --> 00:11:05.660 are people ready for Upsell or expansion or what accounts look like 149 00:11:05.660 --> 00:11:10.010 they might turn and so by looking at these different parts of the data where 150 00:11:10.020 --> 00:11:14.620 we're able to help these product led growth companies um be more successful. 151 00:11:14.620 --> 00:11:19.480 So product led growth is sort of a new return that I don't think a lot of 152 00:11:19.480 --> 00:11:26.390 people are super familiar with quite yet, but we use these products on a 153 00:11:26.400 --> 00:11:31.240 daily basis. These products led growth companies products, so things like zoom 154 00:11:31.240 --> 00:11:39.050 and Callen Dllee and Dropbox and expense if I um All household names at 155 00:11:39.050 --> 00:11:43.330 this point, especially with the pandemic. Got everyone playing scrabble 156 00:11:43.330 --> 00:11:48.780 with their grandmothers on zoom. Um But demand jin at a product like growth 157 00:11:48.780 --> 00:11:53.960 company is definitely different because these companies have a a self service 158 00:11:53.960 --> 00:11:57.940 model, people are able to get their hands on the product very quickly and 159 00:11:57.940 --> 00:12:04.410 very early, so you still have a lot of the same pieces of the demand gen 160 00:12:04.410 --> 00:12:09.840 strategy um for for really any any other software product company. But at 161 00:12:09.840 --> 00:12:15.490 the same time there is an increase in these roles around um customer success 162 00:12:15.490 --> 00:12:23.060 and growth um at the product led growth companies. So what that looks like is 163 00:12:23.070 --> 00:12:27.520 since the demand gen team is getting people inside of the product, one of 164 00:12:27.520 --> 00:12:34.320 the crucial pieces is Vier al Itty and network effects, right? So when you put 165 00:12:34.320 --> 00:12:37.470 something into a dropbox and you want to share it with your friend, you send 166 00:12:37.470 --> 00:12:40.770 it over and they need to create a dropbox account to be able to accept it. 167 00:12:40.780 --> 00:12:45.330 So that's that idea of network effects in virology. And so that's kind of 168 00:12:45.330 --> 00:12:50.450 where it's like demanding on steroids. Is this this new growth idea that's 169 00:12:50.460 --> 00:12:54.500 that's inside of these P. L. G. Companies? Absolutely. So you wouldn't 170 00:12:54.500 --> 00:12:59.740 say that in a way that product led growth is creating a demand jin 171 00:12:59.740 --> 00:13:06.290 reduction or would you, I do think to some extent that we will see titles 172 00:13:06.300 --> 00:13:10.890 that are more around demand jin going down. And I think that's actually just 173 00:13:10.890 --> 00:13:14.450 more of a misunderstanding of what demand gen is. So I think the 174 00:13:14.450 --> 00:13:20.500 misunderstanding is that demand gen is at that first part of the sales funnel, 175 00:13:20.500 --> 00:13:23.650 right? So getting those people in L. A. And then we'll just toss it over the 176 00:13:23.650 --> 00:13:29.280 fence to sales. Whereas sometimes growth titles have a little bit more of 177 00:13:29.280 --> 00:13:33.710 an understanding that it's going to be through that customer lifecycle. So 178 00:13:33.710 --> 00:13:37.330 bringing in the lead. Yes, but also converting them and making sure that 179 00:13:37.330 --> 00:13:41.130 they're successful throughout the process. So I think simply for the lack 180 00:13:41.130 --> 00:13:47.150 of understanding of what the, the demand gen really is growth, but growth 181 00:13:47.160 --> 00:13:51.090 gets to the point a little bit faster. So I think we will see a little bit of 182 00:13:51.090 --> 00:13:56.280 a dip in the number of demand generals, but at the same time we'll see an 183 00:13:56.290 --> 00:14:01.440 increase in the number of growth rolls over time. And so I think those two 184 00:14:01.440 --> 00:14:05.780 will will sort of even each other out. That makes sense. And I think like you 185 00:14:05.780 --> 00:14:11.040 mentioned the customer experience role is so crucial to growth as well because 186 00:14:11.050 --> 00:14:15.020 this is something that's evolving like demand gen is evolving over time and 187 00:14:15.020 --> 00:14:20.580 customer experience is such a crucial part of that. Yeah. Yeah, absolutely. I 188 00:14:20.580 --> 00:14:25.630 mean these types of companies that are giving their product away for free, if 189 00:14:25.640 --> 00:14:31.740 if the experience doesn't go well, then then you lose the opportunity to have 190 00:14:31.740 --> 00:14:36.290 that customer. But on the flip side of that, if the experience goes well and I 191 00:14:36.290 --> 00:14:41.370 enjoy using zoom with my friends and family, then when someone at my company 192 00:14:41.370 --> 00:14:45.000 says, hey, you know, we need a video conferencing software watching we use 193 00:14:45.000 --> 00:14:50.020 like, well I'm familiar with zoom, let's adopt it here. And so the 194 00:14:50.030 --> 00:14:53.510 downside is there, if the experience doesn't go well, but the potential 195 00:14:53.510 --> 00:14:59.570 upside is, is exponential. Absolutely. So if a start up or you know, maybe a 196 00:14:59.570 --> 00:15:05.490 scale up wants to implement a demand in strategy kind of from scratch, what 197 00:15:05.490 --> 00:15:08.900 tools or advice would you share with them? Maybe to someone who's new 198 00:15:08.900 --> 00:15:12.790 marketing or maybe to someone who's, you know, kind of running a business by 199 00:15:12.790 --> 00:15:17.710 themselves or with very limited, you know, staff essentially. Yeah, I talked 200 00:15:17.710 --> 00:15:24.210 to a lot of start up to sometimes it's literally just the two founders or our 201 00:15:24.220 --> 00:15:28.930 early stage companies. And my biggest advice is always first just make sure 202 00:15:28.930 --> 00:15:33.830 you've cleaned up what that process looks like from when someone comes in 203 00:15:33.830 --> 00:15:40.190 as a lead to turning them into a customer. So if you already have a good 204 00:15:40.190 --> 00:15:44.320 list of prospects and you're not able to convert them into a customer, then 205 00:15:44.320 --> 00:15:47.940 first we need to clean up that side of the process before we even think about 206 00:15:47.950 --> 00:15:52.300 doing demand generation to even further build up the front side of that bucket. 207 00:15:52.310 --> 00:15:57.250 And so first of all, just take a look at that process. You know, do you have 208 00:15:57.250 --> 00:16:00.130 on boarding emails to people, understand how to use your product? 209 00:16:00.130 --> 00:16:03.690 They know how to get started. Are you able to move people through those types 210 00:16:03.690 --> 00:16:08.490 of conversation? And if the answer is yes or or good enough for today, then 211 00:16:08.490 --> 00:16:12.460 fine. Let's, let's think about how we can start to build that demands an 212 00:16:12.460 --> 00:16:17.750 engine from scratch. And the way that I think is most effective to do this is 213 00:16:17.750 --> 00:16:23.090 to find your prospects where they are. So if you know you're going after 214 00:16:23.090 --> 00:16:27.560 marketing or sales folks, we know a lot of those types of people are on 215 00:16:27.560 --> 00:16:32.380 linkedin. Um, there's also great slack communities for pretty much any topic 216 00:16:32.380 --> 00:16:35.940 you can think of. So joining some of those black communities and seeing how 217 00:16:35.940 --> 00:16:41.140 people are talking about the types of problems that your product solves and 218 00:16:41.140 --> 00:16:44.440 starting to get into those conversations. Um, and then maybe if 219 00:16:44.440 --> 00:16:49.650 you're, you know, targeting more of an engineering type or others, you might 220 00:16:49.650 --> 00:16:55.160 find them on Cora or read it or or other websites like that. So I think 221 00:16:55.170 --> 00:16:59.000 first things first is just finding your prospects where they are and engaging 222 00:16:59.000 --> 00:17:02.950 in the way that they want to engage. Yeah, I think that's really important 223 00:17:02.950 --> 00:17:06.720 because I think a lot of times people will go straight to linked in and it's 224 00:17:06.720 --> 00:17:09.930 like, oh, why aren't these, you know, engineers are these tech people, why 225 00:17:09.930 --> 00:17:13.480 aren't they on linked in? And it's like, well that's not, that's not their place, 226 00:17:13.480 --> 00:17:16.880 you know, so it's like finding them where they are, I think is so crucial. 227 00:17:16.880 --> 00:17:20.609 That's really, really great advice. Yeah, absolutely. And it can totally 228 00:17:20.609 --> 00:17:24.190 shape your messaging as well. I mean, they're sitting there having candid 229 00:17:24.190 --> 00:17:28.369 conversations about the different types of problems that they're facing. This 230 00:17:28.369 --> 00:17:32.390 is like a gold mine of information for you to be able to sit there and listen 231 00:17:32.390 --> 00:17:36.560 and understand what keeps them up at night. And what are their biggest 232 00:17:36.560 --> 00:17:40.600 struggles or what are their investors pressuring them about? Um, what are 233 00:17:40.600 --> 00:17:44.620 their initiatives for this quarter? And if there are ways that your product 234 00:17:44.630 --> 00:17:49.350 fits in with with what they're hoping to achieve, then you know, that's the 235 00:17:49.350 --> 00:17:53.190 holy Grail. That's what we're hoping for. Perfect. Well, fantastic breezy. 236 00:17:53.190 --> 00:17:57.300 This has been really insightful for me personally and I know our listeners as 237 00:17:57.300 --> 00:18:01.230 well. Thanks so much for sharing your knowledge. Where can listeners find you 238 00:18:01.230 --> 00:18:05.150 if they're interested in learning more from you or correlated? Yeah. So you 239 00:18:05.150 --> 00:18:09.470 can find correlated Atget correlated dot com. But you can also just find me 240 00:18:09.470 --> 00:18:13.560 on linkedin. I'm always happy to answer questions and chat with people there. 241 00:18:13.840 --> 00:18:17.830 So either works for me. Amazing breezy. Thank you so much again for joining me 242 00:18:17.830 --> 00:18:20.600 here on GDP Growth, awesome. Thanks Leslie Talk soon 243 00:18:25.340 --> 00:18:29.550 at Sweet Fish. We're on a mission to create the most helpful content on the 244 00:18:29.550 --> 00:18:34.140 internet for every job function and industry on the planet for the B two B 245 00:18:34.140 --> 00:18:38.180 marketing industry. This show is how we're executing on that mission. If you 246 00:18:38.180 --> 00:18:41.660 know a marketing leader, that would be an awesome guest For this podcast. 247 00:18:41.670 --> 00:18:45.220 Shoot me a text message. Don't call me because I don't answer unknown numbers, 248 00:18:45.230 --> 00:18:51.700 but text me at 4074 and I know 3, 3-8. Just shoot me their name. Maybe a link 249 00:18:51.700 --> 00:18:55.660 to their linkedin profile and I'd love to check them out to see if we can get 250 00:18:55.660 --> 00:18:57.870 them on the show. Excite.