Due to layoffs, and I've really found that it, it works well for customer marketing. So I know that it I get a lot of questions about it. So I wanted to share kind of my experience and, and where I see that it fits well. I've got a couple of slides I'm going to try to share here. Oh, Mary, if I could do that.
Yep. Let me just fix that setting that I have to fix every week. Go ahead.
Okay, let's try it. Okay. All right. Hello, black screens in the way. Whatever. Schedule. Can we see it here? Yes. Okay. So, presentation ABM for cm. Building customer marketing. Don't don't take that title on anybody put it on a cape. I want to have that as my working conference title for this season. So after that it's all yours but building customer marketing, the real meat and potatoes of ABM, right we've, we've probably Googled at or heard what the strategy is, but I really want to dive into how you make it work for your organization and the ways that you can identify if it's even going to work for what your initiatives are, what you need to have in place in order for it to be successful, various ways that you can integrate it into your overall customer marketing plan. And then I got a request from yesterday's presentation to share some low tech or no tech options since we know customer marketing doesn't always get the budget that we need to be able to implement some of these things. So making the case for ABM ABM, those of you that haven't heard of it before Account Based Marketing, it is a strategy that really dives into the the needs and the values of one organization or a group of companies that that you're speaking directly to that pain point and how you solve it. customer marketing, right, some of the benefits we already know or should know our customers, right? So you've already got some of that built in Intel. Cuz ABM really requires strong alignment with customer success and sales and marketing and ops, which in a successful customer marketing role. You already have that built out or it's a goal that you have to strengthen those relationships. So a lot of overlapping me there. You're you're already really good at personalizing the message, whether it is the the type of individual you're speaking to or whether it is the type of industry that company is in right. We're already tailoring a lot of that messaging to our customers based off of those segments. The current demand for customer growth, right we're in we're in a space that net new is getting harder and harder to come by. And so companies are leaning more on us as customer marketing, to keep customers happy and to grow. So being able to use an ABM strategy to do that is is an excellent way to streamline some of your processes, and then the ability to scale. So we are all quite adept at needing to talk to our full customer base all at once and still making it feel personalized and being able to get to those pieces quickly. So ABM really lines up well with a lot of our standard customer marketing lotion. So solid foundation, learn from my pain you need to have good and dare I say updated account level data. So whether you're looking at your NPS scores, if you're in a platform, you know, how much are they using of that platform how many of their users log in any sort of account metrics that you can identify sales information, right, who was involved in the buying committee the first time and where did it go? Right did was the procurement process and nightmare or was it super streamlined? Is it you know, if you're in the SAS space, is the buying committee, ultimately the IT team or is it the end users? Any of that information can be super helpful when looking at how you target expansion, cross sell upsell conversations with your customers. Also, knowing where they're at, in their customer journey needs to be something that you can query whether they are onboarded who are a longtime customer that that is an important segment you need to be able to capture and knowing what their goals are. Why did they why did they choose your company or product? What were the values that they hold as an organization that they were hoping to realize with bringing you on having that data in a way that you can slice and dice it is going to make ABM plays much, much easier. So if you don't have that yet, start those conversations with your ops. Team with your customer success team with your sales teams, the start having that built out so that you know about the customer health you know about the groups of customers that all pains you to solve XYZ and and maybe they haven't solved it yet right implementation and sometimes takes longer depending on what your product or industry is. So having those pieces will help you run successful campaign. And then, after you do that it's really important to have alignment on what the goals are. You know, I think in customer marketing as a whole but certainly an ABM, you can turn into an order taker pretty quickly. So ensuring that they know what an Account Based Marketing Campaign is why you would want to segment based off of persona or based off of account health. Where that result data will live. I'll get to the tech stack in a bit. But oftentimes, you know our campaigns have results in in various platforms. So making sure that they know cuz they're gonna want to know, right, it's their customer. You know, especially your account team, they're gonna want to know that you're not bombarding or selling a relationship and sales is going to want to know the second they can jump on it to get the clothes right. So having all those expectations set up. And the other piece, having the communication open for them to lob you leads as well. So making sure that they understand it so that if they see that, you know, the the account director comes off a call and says wow, like they they said they were bragging to their co worker and their co workers struggling with a different a different product or whatever. Having that open dialogue and that intentional space where they can give you those is going to help streamline some of the the tug and pull of identifying campaigns. An Attribution is a huge one in customer marketing, in any marketing right, identifying what your organization expects, of these cross sell and upsell campaigns. And when when you get credit, right, you want to make sure that your work is is being displayed correctly, especially with customer accounts, right? They might be adding in additional user seats. That doesn't look like you a new product, right? It's not a cross sell or upsell technically depending on how your organization views it. They might be coming up on on a renewal and your hard work got them to buy a new product that gets rolled into that renewal camp or opportunity instead of in a separate one right so having those ties in place. So that Oh, yes, Mary. Sorry.
Yeah. So just a couple of questions so far. One, do you have maybe a spreadsheet or something that lists out some of these data points? Because I think that'd be one I can go back and either create that based on like what you're talking about here. But I think like some of these things are really helpful. And we don't always think to include them maybe in the data that we've collected, like the expectations or the user cases and then so let me stop there. Go ahead.
I do have a workshop athlete, I'd have to clean it up for public facing but I'm happy to do that and recently did some deep dives with the customer success team to pull out these nitty gritties that weren't necessarily stored already on the account. So yes, I can provide that.
Awesome. And yeah, so that was my well one usage. Second, you said user seeds. Was that like, Is that similar to user case? Like you said
I met see
with a tea. Okay, see Yeah, I'm like, Oh, what's this new word? Okay. And third, where do you get this information? Is this like a lot of this found in like sales notes from the teams or, you know, maybe in Gainsight, or something like that it and do you focus in on counts of like accounts that you know, are going to be important for kind of expansion and then find all of this information or is this like you find it all first, and from there, you can kind of segment down into what you want to go after?
Yeah, excellent question. I wish we lived in a world where customer success and sales kept their nose up to date, right? Wouldn't that be wonderful? Yeah.
It would be great.
But, um, so the most recent tactic that I ran was asking each of our customer success directors to identify one account and we had an hour long deep dive where I walked through these are the data points I need about this account, to identify whether they align with any other accounts, and whether they are right for expansion and some of those metrics like like I said, you know, how much they're using your platform, if they are fully utilizing what they have purchased. That information certainly can be pulled out of out of your platform. Hopefully. We also have we use Salesforce. And so on each sales opportunity, there are notes that speak to what the value realizations are. That was already part of our sales process, which was nice. So I was able to reference that and kind of take it to the customer success team and ask them this is why they initially said they wanted to buy a primo. Are they getting that right now? And why or why not? Right? Sometimes it's just they got into it and they pivoted and sometimes you know there there are landmines that help you avoid them when building out campaigns. Depending on how nitty gritty you want to get with your initial ABM campaigns, starting off with those that have strong customer health scores and have addressable whitespace is is an easy way to look at it but know if you're going to do a one to one deep dive you really need that information either already stored about the account or to have a conversation with those that know at best.
That makes sense. And when you are going into AVR might have missed this at the very beginning. Are you with this approach? Is this for finding people for customer marketing activities? Or is are you thinking more about the expansion side of it? Or their accounts?
Yes, well, right. So the most successful ABM campaigns that I've run so far have actually leveraged an internal champion. So providing an opportunity for them to to be the expert within their own organization has been incredible. Being able to either build out a case study or you know, give them the thought leadership platform to share why they have seen success using a primo and how they can help colleagues in other countries or in other departments.
That's a really good thing to think about. Thank you.
Other questions?
Questions anyone? Just raise your hand or happen
Yeah. All right. So strategies and examples. First of all, the big thing about ABM is knowing what your total addressable market is within your customer accounts. So I do a lot of account research to understand what these companies look like. Um, you know, enterprise, global publicly traded is a little easier to dig into, of course, so I'm I'm lucky that I have plenty of that. But understanding are you going to be marketing to four people in an organization because that's what your buyer persona level looks like. And that's the size of the org versus you need a wider approach. And then setting those expectations internally so that people know you know, you're not going to see a huge spike if it's a small audience. upsell cross sell. I know that was a big part of the conversation yesterday. If you were there on what those are even called and who should own that. I would caution anyone from from taking that completely onto marketing's plate. We run it as customer marketing influence. Add Ons simply because you're not the one getting the relationship most of the time and you're also not the one closing the deal. So trying to stay away from having that specific number on your head is going to save you a lot of headaches. Because you can't make a customer happy all by yourself right? Um, customer retention is another play that that I have used a lot. We've got larger accounts that have gone out for RFP this year, and ensuring that our content is is reminding them why they have a primo why we're the best for their use case why we already understand their pain point. And rolling that out to not only our current customer department, but across the org to provide our customer success. Team some air cover as they navigate that it also candidly build some goodwill internally showing that you're a team player and that keeping keeping a customer is part of the customer marketing value. customer adoption is another great way that ABM can be integrated. And again it goes off of those those segments if you identify that you've got a chunk of customers that have never used one part of what they have purchased you know, it kind of ties a bit into customer education as well but being able to highlight those educational pieces and ultimately keep the customer around and provide them opportunity to grow. It's been a really valuable way to provide customer marketing and then intent triggers and CS needs. So we have intent signal data coming from trust radius G to the juice, sixth sense, like all over the place. And so identifying when our customer accounts are doing stuff. It may be that they're ripe for expansion, it may be that they're moving towards attrition. So, customer marketing being able to come in with an ABM play to either grow the account or save the account has been a helpful way to move that needle.
Did you also see that? Justine asked a question.
Oh, no sorry guys. I don't have the that's okay. That's
what I'm here for. She said would love to learn more about the retention programs are these emails, events, custom reports, etc.
Yeah, with retention. We do run it as a multimedia channel campaign. So it is email ads and specific outreach on behalf of the customer success team. And I do allow for customer success to pick whether they're sending it legitimately from just themselves or whether we're sending it out on behalf but we are providing the the communication and the content to show why we are a value add why they you know why they should stay with us and maybe what features are coming down the road so alignment with product marketing is huge on that also.
Do you show product usage? Or what Justin, do you want to jump in
yeah sorry,
I can't hear what Oh,
shows. Like oh using the smoking money to buy the teachers.
Okay, oh, you're providing that usage stat back to the customer. Is that? Yeah, yeah. Yeah, that is not something that I have done currently, but I think that letting customers know it doesn't really fit for our model. But certainly, you know, letting them know that there is added value that they are not yet realizing what is the goal, right. And these are the features and the products that you've already paid for. And we're going to help you use it well. But yeah, that the the metering. And usage metrics doesn't really work with within the a primo model, so I'm not doing that right now. Great question.
Christine says I've run product health checks with customer success, customer education to show them where they are and where they can go. That that's helpful too. I think like the more information we have we can, the more that we can kind of help with this approach. How sorry, go ahead. Marie. Do you have more?
Just my last slide. So one of the requests was how do we do it without tack or without specialized tools to to be able to run a BM certainly, you know if you have a go to market team that is using any of them that's awesome. glom on and take it. Um, but if you're not so with lead sourcing, being able to this, you know, put on your strong millennial hat and cyber stalk people on LinkedIn is a way of doing it. There's certainly plenty of tools out there to help you with purchasing lead contact information. A great way to do that if you don't have them is to run events and get your internal customer teams to share it out with with their co workers, so that you can get some first party data there also does a slightly longer play but lead sourcing is likely a tool that either your go to market or your sales team is already using so you might just need to get access to whatever they have. Intent signals. Like I said, we're we've got them coming in from everywhere right now. Which is data chaos at the moment that we're trying to wrangle. But if if you're not running off of some of the paid ones, you likely from customer marketing you likely have some coming in from your review sites. From the various things within your your product, maybe, you know, if you've got customers that suddenly stop logging in, right, there's some intense signals. So you can get creative if you don't have solutions for that and then just build your strategy based off of what you got and start making the case to get something account metrics again, that's that's hopefully something that someone in your organization has and it may just be not accessible to you yet or not. In a way that is useful. So you may have some, some work to do with your dev team, but account metrics should be something that you own already first party data. Internal champions and advocates as I mentioned earlier, you know my best campaigns have come with leveraging internal champions. A trigger if they put an online review. And I can it's not anonymous, right. You know, how do I use that public quote? To go tell their co workers, they should check out a demo. So having ways that we can elevate our champions, and maybe they can help you identify contacts within the org that would be great to talk to, you know, getting getting an internal referral and versus having to source a new one right. They speak the same language. It can be huge for supporting the sales notion. And then trust and respect. You really, you really need that if you don't have the tech to support the measurement of what you're doing. Making sure that leadership knows that this is a long game and that you're going to have an impact on on the customer account. And likely the sales side, even if the attribution model doesn't necessarily reflect that. So really important to champion your yourself but have those champions internally that understand the strategy and the realistic outputs based off of the tech and measurement that you have available. And then my last slide, if we're not connected on LinkedIn, please come say hi. I've share random tidbits about my life in a BM customer marketing and the tug and pull of what those needs are and I also share pictures of my field sometimes so if we aren't connected, let's chat.
Perfect. I'd love to hear how some of you all want to use ABM in your customer marketing and advocacy like what what are some of the goals that you have for this?
I, I was gonna type up a question but I'll go ahead and explain this out. So for running through this, I'm were trying to and we use cause over here when we say ABM, generally we're talking about six cents like we just started using six cents. But the use is like we also combined that with a bunch of other signals. I'm at the point where I'm trying to, like set up a strategy, say for AP risk clients and there's so many signals and I'm trying to figure out if like, as I'm just going to put in a survey and I would love to hear if you think this this way to go. Sounds good. But I'm just literally listing in a survey like every signal we would have. And then I was gonna send that to our customer success team and be like, Okay, what would be your top three that you think would be important to know and then after that, it's determining working with them, like do they want to do the outreach? Do they want marketing to do the outreach? And I think I'm just kind of right now. It's, it's just I'm not sure which signals to sort of base all these on so. So I know you mentioned like NPR, like in front of your fuse. First slides, like NPS like yeah, that's one. But then it's like also like these G two intense signals. But then it's also I'm thinking if it's like engagement with marketing emails, if that goes down product, it's just so many I just, I think my head trying to wrap around what's the top ones I don't that's their approach. I'm I'm struggling, how to tart narrow it down, if that makes sense.
Absolutely. It does. And man, I'm right there with you. It's all masked and I swear we keep adding more intense. Screams Right. Um, so with six cents specifically, we have a weekly email that's being sent with targeted engagement activities. And your rep should be able to help you set that up. If he if he or she has not yet asked them to, because some intent signals are stronger and certainly more troublesome than others. Right? If you got a current customer that has researched three of your competitors, like that's a big deal. Something needs to happen. Um, with that something needs to happen. I strongly urge you to drive the bus, provide a template if and have your customer success director or whatever you call them in your org, do the outreach but provide them with a template and have them continue that relationship but give them some guardrails. Because otherwise they're going to not know what to say and just wait until their next monthly check in and by that point you might have have fallen further off the cliff.
And one thing where experimenting literally it's now just a month where we've taken basically someone who was a BDR and just focusing on upsell has now converted to what we have. Now, given the title, customer engagement rep and it's just one person and so now we're experimenting where it's kind of this in between where Yeah, I would think the customer success manager would reach out themselves. But is it something that we composed? Oh, your customer engagement rep who isn't necessarily your day to day contact but someone else we do we have over here does it for them? And so that's also I don't know if other people on this call, like a similar role are trying that out. It's just because I have pause because it's this new person, but then it's also just an additional part. So I don't know. Anyway, it's an experiment like we're trying over here at my company. And we'll see how it goes.
Please do share how it goes. That's interesting. i I wonder how the the introduction is positioned right if they haven't connected with the account previously, and you're having them swoop in when you think they might not be happy, or maybe looking for other solutions.
Yeah, yeah, exactly. Like we have all their email outreach starting with like, I'm your customer engagement rep and I work with your relationship manager XYZ. I mean, they're been getting some responses to things that we would do mass emails first and no response and then when they follow up, and we do get a response so we've seen some so again, if it's brand new over here, so I'm trying to figure out how to make it that position work with ABM and if it does nicely or not,
right. I love that. I wish you the best.
Thank you. I think it was an important point you brought up about experimenting it, you know with experimenting, maybe start with like smaller groups, instead of sending it to everyone. Send it to like groups of customers to see how they respond. If it's effective. Maybe not even a B testing but you know, just trying to narrow it down to be able to say okay, this approach isn't working. This approach is working, or we're getting a lot of responses if we use this type of email or if it comes from the customer success team or if it comes from customer marketing or whoever it is, so that you can then amplify that back because if you start with all customers, and then go back, it's harder to take those results and use them.
So yeah.
Okay, anyone else want to talk about ABM and how you can use it? I know I think that kind of in some ways, the ways we often talk about going after people for like GPI or the Magic Quadrant and things like that. A bit of that is kind of Account Based Marketing is very specific to going after those people. But I wonder how else people are using it in their organizations.
Okay, that may or may not work, how about is there? Are there ways that you're hoping you could use this or what type of results you would like? To see from something like this? All right questions.
I don't I don't mind sharing but I don't know if my headsets are is
working. It is now okay. Yes.
Yeah. Okay, cool. Okay, great. We are starting a very unsophisticated ABM for our enterprise clients. So basically, we sell software and then you can layer services on top of the software. So we're sending everybody hydrochloride if you don't know what that is, is little clot that grows, herbs for you to enjoy. So we're sending that along with some brochures and case studies, as a direct mail to our enterprise clients. And I work with my am team to identify who should be sending and which account should be included. So it's a very baby. We will have other filters like Sonos or anything, but we're just getting started.
I love that. Yeah. And that's where having that account data is going to be huge knowing which customers may even need the support and which customers are in trouble and saying you need support might push them over the edge, right. So having that that data for you to identify which customers would be a good fit for that ABM play is going to lead you to much greater success and not anger your account team.
The account team Yes. Is that do you always is it the account teams always like the customer success or is that? Are you thinking more of the like account executives? I know that's a random
Yeah, for me, it's the accountant. Executives I sound imagine team so I basically serve them as their, like demand gen person.
Gotcha. Gotcha. That's so interesting how everything's different for different companies. Totally different topic, of course. Okay. If anyone else wants to talk more about ABM, go ahead and post it in the in the chat and we can do that.
Just got one Oh, Donald. Yeah. So the customer journey phase. That is where they are. You got the buyer journey, right. The we have a customer journey where it goes from onboarding, activation, value realization, renewal and then there. There's a fuzzy stage that I don't even really worry about. That has to do with whether they think that they're ready for expansion. Y'all, it doesn't get updated. I'm sorry, don't worry about it. But that will be a great stage for your team to implement. If they aren't. If you can, if you can keep them on it. So yes, knowing where they are in their journey as a customer for you will provide you the insight on to whether or not they're going to have enough experience with your company. It's also going to tell you if one of those stages has taken too long. If they have not hit value realization yet, and they've been with your organization for a while if if they don't have you know, they're still trying to get all of the tech stack connected and they've been with you for months. Right? That's that's gonna give you some pretty big red flags that tell you you don't want to be talking to the rest of the organization about how great your tool is because you're gonna kill any opportunity for expansion, right? You want to make sure that that account is in a good healthy spot before you you do any sort of cross sell or upsell with the account.
I definitely agree with that. I mean, I think you're you have to know what's going on. And really think about how you would want to be connected with as a customer like if especially like in this case, you wouldn't want to be connected with about doing some kind of customer marketing activities if things aren't going well.
Okay, well, thank you so much, Maria. This was great. I really appreciate you hopping on and sharing your ideas with us. And I think there are like, especially for me the data part of really collecting all this information, and having it in place so that you can make these decisions on who to reach out to is so important. And as I posted yesterday on LinkedIn, I'm gonna work on creating a course for data and customer marketing. And of course, I'll just say this, like, a lot of it, I think can come from community. That's one of the ways that I tend to work around having to be so integrated with customer success and sales when they don't always have the time or want to deal with me is by starting with who I can get active in the community and getting them posting and really customers will say and share so much about what they're doing and what's going on for them in a community. So if you learn how to watch and kind of take notes or put it in your CRM you you'll be able to collect some data really quickly. And I've used Influitive in the past to do that as well. Just because you can ask all these different questions, they get added to the profile. It's really interesting to be able to run the reports and see that but it helps to with being able to go back and decide which companies do we want to get closer to? What information have we already collected about them and specifically for me, what information have we collected that we don't always think about like you know, company size company, MRR? How much they make a year, things like that. So yeah, but we still have a lovin minute so I'd love to hear what other people are working on. That's working for them in customer marketing right now.
Okay, well I shared this in your open chair channel yesterday, but I'm in q4 last year we run a fiscal calendar year. We ran an early renewals campaign, and I didn't think it was successful. I didn't run it this quarter. And we are going into the quarter now with only four early renewals. So which is we did far more last quarter. So yeah, it's a really simple email drip campaign with his segmented list of customers and different special offers. And really easy to to do and the audience size is super small. Because it's just points of contact and points of contact. But yeah, that ended up apparently performing well for us kind of AV testing quarters. You know, there's other factors that go into that, like, how many renewals you're expecting but it's about the same. So will you know for that in case anybody wants to try out something like
that? How would you adjust it change it for the next quarter?
Um, So had I not been asked to do this by day after I already made my q2 plan. I might have made some adjustments but this round I'll just run it the same way.
I will be adjusting we're about to release a new feature that is in high demand from our customer. base. So we'll be leveraging that as the kind of hook or the special offer to be able to access that feature at no cost waiting for early renewal for six months. Oh, nice. I like that.
Yeah, so I'm changing up what we're offering but I'm ready. And I think that should work well for us. I like
the idea of it being for six months too because it kind of opens up that that like space for in six months. We're going to revisit where your account is at and you know, what we can do to upsell you.
Yeah, exactly. Yeah, it definitely helps us recognize some revenue prorated still in the next fiscal or in this fiscal and then for our premium customers who don't need who get all of our features are premium or enterprise. We partner with a community so I work in with a PRM a partner relationship management tool. So we have a partnership with one of several of the partner communities and we offer our premiums are pretty pretty sticky customers in general and they're much smaller lists than the rest of the list. So we just run a small promotion with them that they can have a free annual membership for early renewal with our with the plg community. So yeah, that didn't perform so great. That's the one I would tweak. But that's where I just am being lazy about it because it's such a small list. Small, small, small number or percentage of the list.
Yeah, no, that's good. I mean, even thinking about that, like being that smallest. You don't want to put a lot of effort into making changes or, you know, overthinking how important it is when you have all of your customers to consider.
Right I shouldn't call myself lazy on a recorded call. It's not really one person and it's, you know, I'm evaluating my time and to your point, the juice is not worth the squeeze there. So
you're just taking a better approach to your priorities like what you need to get done. And you know, if it's not making sense to put a lot of effort into a small group of people, then you just can't do it. You only have so much, so many hours a week and for me specifically, I only have so much mental energy per day. I can get a lot of work done really quickly. But it would burn me out really quickly as well. If I do, yeah. Okay. Anybody else want to share what they're working on that's working well for them.
Or not working? Well? Anyone? ideas on how to pivot?
We're all tired on a Friday, Mary.
I know this is the quietest we've had a call in forever. Jake do want to share how things are going at your new position?
Why not? A camera on to their gone? Well, I think the biggest question Well, the biggest challenge for me in this new role is that it's going to be fairly advanced, heavy. I'm gonna be doing a lot of programming for our customer events. We have one in New York in October and the big one is in Paris in November. So I'm going to be spearheading, like, what, what the content is going to be the speakers will be what they're going to be speaking about. And so that's something that I've never done before and I'm wondering if anybody has and maybe has any advice for first time or going through that. It's definitely gonna be a huge challenge. It's gonna require a ton of product knowledge their entire require intimate knowledge of our customers, obviously. But I think I'm nervous about it, but I'm excited for it. So I'm so
sad. This comes up with only five minutes left on the call.
I know I was like, this is more than a five minute conversation.
Yes, I buy married. Are they are they new? The first one was last year so we have a bit of a jumping off point last year is when extraordinarily well and it will be bigger this year. So I definitely have some some sizable shoes to fill. That's both good and bad. I think because last year's was so great that I could take what went well from it. But I also want to do my part two, I think the content itself last year was something that they struggled with getting right. Given that it's in Paris, we have a global audience of people. I think we struggled to find something that was that was accessible to everybody. And so that's just just sort of a supplementary challenge and making sure that the content itself is valuable. But to answer your question, in short, yeah, I mean, we we have a little bit of a baseline to work from, which I guess is a good thing.
And do you have like an overall path there are product advisory board that you could tell the
cab for sure. We do have a cab, and so I'll be I'll definitely be utilizing that as much as I can. We're also hosting a thing for them the day before the conference, so I'm sure there'll be plenty of work with them leading up to that. I see a couple people saying in the comments that they can chat more about this. I would love to do that. i Yeah, let's let's do that.
Yeah. Maria, were you gonna say something? No. No,
I mean, I have some scripts events too. So I can be pulled into those conversations to know Mary, do you want to have a future roundtable on it? Or
yeah, um, so one. Next week is Seanna abdali in and she's going to talk about getting executive and enterprise advocates. But the week after that is Good Friday. So I needed to ask if people wanted to have a call then. And since nothing is scheduled for that day, if people do want to have a call, it could be a great day to talk about events or if that's too far out from today. It's two weeks. I can definitely throw something together sooner.
Yeah, I think I echo what you were saying. I don't know if I'd be able to meet that day but it doesn't. Like I said the conferences aren't until fall. And so personally speaking, I have a little bit of time, so if we needed to push it out a week further, it's not. It's not a
big deal for me.
Okay. Yeah. Um, I will follow up with a bunch of you in the community and just see like what works, because the week after that we have someone coming to talk about Retention and Expansion. So that didn't have to be another week later. But it looks like maybe we won't meet on April 1. Or not April 1. Good Friday. And yeah, we'll we will meet the week after and we'll just try to put together some kind of day where we can hop on and talk about events and I think that's going to be a really good topic. So yeah, we're at the end. Murray, thank you again for hopping on with us and giving us lots of ideas. If you want to share the slide deck. And if you get to throw some of those metric ideas into a spreadsheet, or just give me a list I can sort them into a spreadsheet that would be helpful. And, yeah, I'll have this recording really soon. Everybody else I'll see you in the community. Well, Marie to because you're there, and everyone have a really good week and weekend.
