Transcript
WEBVTT 1 00:00:00.120 --> 00:00:04.519 Want to expand the reach of your content, start a podcast, feature industry 2 00:00:04.519 --> 00:00:08.910 experts on your show and leverage the influence and reach of your guests to grow 3 00:00:08.990 --> 00:00:18.309 your brand. Learn more at sweet fish Mediacom. You're listening to be tob 4 00:00:18.429 --> 00:00:23.260 growth, a daily podcast for B TOB leaders. We've interviewed names you've probably 5 00:00:23.300 --> 00:00:27.059 heard before, like Gary Vander truck and Simon Senek, but you've probably never 6 00:00:27.179 --> 00:00:31.300 heard from the majority of our guests. That's because the bulk of our interviews 7 00:00:31.379 --> 00:00:35.810 aren't with professional speakers and authors. Most of our guests are in the trenches 8 00:00:35.929 --> 00:00:40.609 leading sales and marketing teams. They're implementing strategy, they're experimenting with tactics, 9 00:00:40.929 --> 00:00:45.250 they're building the fastest growing BTB companies in the world. My name is James 10 00:00:45.289 --> 00:00:48.890 Carberry. I'm the founder of sweet fish media, a podcast agency for BB 11 00:00:49.009 --> 00:00:52.520 brands, and I'm also one of the cohosts of this show. When we're 12 00:00:52.560 --> 00:00:56.399 not interviewing sales and marketing leaders, you'll hear stories from behind the scenes of 13 00:00:56.479 --> 00:01:00.119 our own business. Will share the ups and downs of our journey as we 14 00:01:00.200 --> 00:01:04.510 attempt to take over the world. Just getting well, maybe let's get into 15 00:01:04.510 --> 00:01:14.230 the show. Welcome back to beb growth. I am your host for today's 16 00:01:14.269 --> 00:01:17.790 episode, Nikki Iby, with sweet fish media. Guys, I've got with 17 00:01:17.950 --> 00:01:23.859 me today Josh Sloan, who is product marketer for just Josh, how you 18 00:01:23.939 --> 00:01:26.420 doing today? Doing Great. It's thankful to be here. I'm thankful that 19 00:01:26.459 --> 00:01:29.659 you're here to we already have stuff in common. This is going to be 20 00:01:29.739 --> 00:01:33.049 fun, all right. So Josh is going to be talking to us today 21 00:01:33.090 --> 00:01:41.129 about what he calls behavioral automnation when it comes to how we approach marketing, 22 00:01:41.569 --> 00:01:45.290 and we're going to be contrasting that with the linear approach the most of us 23 00:01:45.290 --> 00:01:48.200 are familiar with, and there's some real cool stuff. He and I talked 24 00:01:48.200 --> 00:01:51.120 about Flane. I can't wait to get to y'all. But first, before 25 00:01:51.120 --> 00:01:53.519 we dig into any of that, Josh, I would love it if you 26 00:01:53.519 --> 00:01:56.840 would just give us all a little bit of background on yourself and what you 27 00:01:56.920 --> 00:01:59.519 and the folks that just have been up to these days. Yeah, thanks. 28 00:01:59.840 --> 00:02:04.230 I'm the product marker. Just been in content marketing and product marketing for 29 00:02:04.269 --> 00:02:07.789 about a total of nine years now, and just is. Essentially, it 30 00:02:07.949 --> 00:02:10.990 is an all on one tool, and you might have heard that recently, 31 00:02:12.069 --> 00:02:15.860 but what we aim to do is to provide all the tools you need under 32 00:02:15.900 --> 00:02:20.539 one roof to be the primary mode of customer reaction, and that means from 33 00:02:21.139 --> 00:02:24.060 site visitor all the way to a supported customer, and we do that through 34 00:02:24.060 --> 00:02:30.009 a multiple amount of tools, including email, live chat, meeting Scheduler, 35 00:02:30.490 --> 00:02:35.490 help desk, knowledge based chat bots and really more. So yeah, I'm 36 00:02:35.490 --> 00:02:38.889 excited to be here and hopefully we can have a good chat about behavior automation. 37 00:02:38.930 --> 00:02:44.169 Yeah, we will. Um So, like I mentioned at the at 38 00:02:44.210 --> 00:02:49.000 the top here, what most of us when it comes to marketing automation, 39 00:02:49.159 --> 00:02:52.800 what most of us are used to, is a linear time based model, 40 00:02:52.960 --> 00:02:55.039 and Josh and I talked about offline, where it's a sort of if he 41 00:02:55.159 --> 00:03:01.509 buys, he buys mentality behind it. And and so first, before we 42 00:03:01.629 --> 00:03:07.430 dig into this behavioral approach, which is what you guys are using and advocating 43 00:03:07.469 --> 00:03:10.189 for, set the scene for us. Talk to us about some of the 44 00:03:10.590 --> 00:03:16.099 things that you observe when it comes to this linear time based approach to marketing. 45 00:03:16.379 --> 00:03:20.620 Yes, I guess the first stage is awareness. You want to make 46 00:03:20.659 --> 00:03:23.819 people aware of your brand, but then once they move into the next stage, 47 00:03:23.659 --> 00:03:28.650 it's gets kind of murky and typically the way somebody enters a funnel is 48 00:03:28.729 --> 00:03:32.729 they start either they download something, they enter their email address. You have 49 00:03:32.849 --> 00:03:37.090 their contact data. And what do you do with it from there? Most 50 00:03:37.129 --> 00:03:39.289 of the time, over a two to three week period, maybe longer, 51 00:03:39.610 --> 00:03:46.879 you subscribe them to a nurturing email sequence. So immediately they get whatever they 52 00:03:46.960 --> 00:03:50.960 downloaded, you know for signing up. Then a couple days later they get 53 00:03:51.120 --> 00:03:53.919 another valuable piece of content and a couple days later even more and more, 54 00:03:54.199 --> 00:03:59.750 and then eventually you have this ask where you ask them to either sign up 55 00:03:59.789 --> 00:04:02.590 for a sales call or a demo or you might even ask them to outright 56 00:04:02.669 --> 00:04:05.789 purchase your product. And then, like you said, which needs to be 57 00:04:05.990 --> 00:04:11.379 a rocky meme, if he buys, he buys. I think I'm going 58 00:04:11.419 --> 00:04:14.539 to have to work on that right after this call. But the T shirt. 59 00:04:15.500 --> 00:04:18.139 And if they don't, they don't, and maybe they get your regular 60 00:04:18.139 --> 00:04:21.139 emails, like if you send a weekly, you know, newsletter, things 61 00:04:21.180 --> 00:04:26.410 like that, and then eventually they fall off the radar completely. And what 62 00:04:26.649 --> 00:04:31.329 behavioral automation is, as opposed to that, is based on behaviors that either 63 00:04:31.769 --> 00:04:38.839 subscribers perform or even don't perform. Just we're noticing a whole bunch of success 64 00:04:38.920 --> 00:04:43.600 with since we're an application and we have so much going on. Usually our 65 00:04:43.680 --> 00:04:46.839 trial subscribers don't know everything. Just can do so if they haven't done something 66 00:04:46.879 --> 00:04:50.360 within a certain amount of time, we trigger it to send them an email 67 00:04:50.759 --> 00:04:54.990 and say hey, did you know that just can do this, and we've 68 00:04:54.990 --> 00:04:57.589 had a tremendous AMOUTA success with that. So that's the that's the basics. 69 00:04:58.069 --> 00:05:02.189 DIFFERENCE BETWEEN LINEAR and behavioral behaviorals based on when a subscriber does something and then 70 00:05:02.269 --> 00:05:08.180 you act on that. A linear funnel is based on a set timeframe that 71 00:05:08.300 --> 00:05:12.699 you choose and you hope that they convert. Yeah, so now I'm like, 72 00:05:12.980 --> 00:05:16.300 why am I doing that? So well, then that's that's the serious 73 00:05:16.300 --> 00:05:20.610 question. So, if is it the fact that folks are slow to understand 74 00:05:20.649 --> 00:05:27.009 it adopted technology to enable them to optimize with this behavioral thing to just tradition, 75 00:05:28.129 --> 00:05:31.370 what types of things internally have to happen for or is it a whole 76 00:05:31.649 --> 00:05:35.439 cultural shift in all of marketing that have to happen for folks to open their 77 00:05:35.439 --> 00:05:40.399 eyes to this approach? I think all those are correct, because there is 78 00:05:40.480 --> 00:05:45.279 a shift in the way people buy. People are used to on demand content 79 00:05:45.319 --> 00:05:47.040 and they don't even want to look for it anymore. They want it directly 80 00:05:47.160 --> 00:05:50.430 sent to them. And it's very easy in a world of, you know, 81 00:05:50.870 --> 00:05:54.910 ten different mattress companies and you know, you don't know which one you 82 00:05:54.949 --> 00:05:59.389 don't you don't know to go with purple or nest or whatever else brand there's. 83 00:05:59.389 --> 00:06:02.389 I'm looking for mattresses. That's why I mentioned that. But they don't 84 00:06:02.470 --> 00:06:05.500 want to look for it anymore. They want to be told when, you 85 00:06:05.620 --> 00:06:09.980 know, when they need what they need, especially in the be tob market. 86 00:06:10.660 --> 00:06:13.740 Be To be there's usually more than one person involved in the buying decision. 87 00:06:13.779 --> 00:06:16.259 Everyone probably knows that at this point. With just you know, as 88 00:06:16.259 --> 00:06:20.089 soon as you sign up for a free trial you have to install a tracking 89 00:06:20.209 --> 00:06:26.410 script. That could be a different person entirely. So you know, they 90 00:06:26.449 --> 00:06:29.529 may not even know to email the developer. Hey you need this and I 91 00:06:29.689 --> 00:06:33.199 need this. We both need this, so can you install this the script. 92 00:06:33.240 --> 00:06:35.800 So if they haven't installed that script, that can be a behavior email 93 00:06:35.879 --> 00:06:40.879 saying hey, this needs to happen before you see our live chat icon on 94 00:06:41.040 --> 00:06:44.800 your site. So that's the the customer side of as far as the marketing 95 00:06:44.839 --> 00:06:47.709 side, yes, it is a very much so learning, because for so 96 00:06:47.949 --> 00:06:49.910 long, for the past, you know, nine or ten years, it's 97 00:06:49.949 --> 00:06:53.990 hey, just send emails over two weeks, they're going to buy. It's 98 00:06:54.029 --> 00:06:58.589 going to happen. Now it's with flooded inboxes. Email is still very important, 99 00:06:59.149 --> 00:07:01.459 but in boxes and, you know, different tabs or it just gets 100 00:07:01.540 --> 00:07:06.540 so convoluted that it's really you have to be targeted, has to be based 101 00:07:06.579 --> 00:07:10.379 on something Speci CCIFIC. It can't be just, you know, three days 102 00:07:10.379 --> 00:07:12.019 ago, we talk to you and we want to talk to you again. 103 00:07:12.500 --> 00:07:15.850 Yeah, Um, that the three days that hit. That hit looks us 104 00:07:15.930 --> 00:07:18.009 to home. I felt that in my heart. Never of that time I 105 00:07:18.089 --> 00:07:21.490 had calls you and you said that you're going to call me back. This 106 00:07:21.649 --> 00:07:30.959 is me, I'm texting you again. Hello. No, so, yes, 107 00:07:30.480 --> 00:07:33.240 what I what I like? Like we talked about before. I love 108 00:07:33.319 --> 00:07:39.240 that it's trigger, the this idea of being things that folks don't do being 109 00:07:39.360 --> 00:07:43.000 a trigger. That, I think, is the biggest miss when it comes 110 00:07:43.120 --> 00:07:47.509 to this linear form of marketing that most of us are used to, because 111 00:07:47.550 --> 00:07:51.670 you're absolutely right, it depends on what they will do and then sort of, 112 00:07:51.709 --> 00:07:55.790 I'm sorry, gets salty. It in the fields was like finine it 113 00:07:55.870 --> 00:07:59.100 want to sell to you anyway and let them fall off the radar if they 114 00:07:59.180 --> 00:08:03.459 don't do things, versus, you know, being like hey, maybe you 115 00:08:03.540 --> 00:08:07.060 got a little dizzy. Here's this thing that could you know. So all 116 00:08:07.100 --> 00:08:09.980 the other disciplines that this fills into me right. Of course we're talking about 117 00:08:09.980 --> 00:08:15.410 this in terms of optimizing marketing, but this is, you know, a 118 00:08:15.610 --> 00:08:18.370 fix for account management, this is a fix for customer success. The impact 119 00:08:18.449 --> 00:08:22.370 something like this could make in terms of reducing churn, like, all of 120 00:08:22.529 --> 00:08:28.480 that is, I think, makes it worth it to least explore this sort 121 00:08:28.519 --> 00:08:33.240 of way of thinking about how to optimize marketing. I'm wanting to hear some 122 00:08:33.600 --> 00:08:37.559 exam poles, of good or bad, of of times that you know, 123 00:08:37.679 --> 00:08:41.590 you you've seen, folks that are posted, you guys have worked with maybe 124 00:08:41.909 --> 00:08:46.230 apply this behavioral approach and sort of knock it out of the park, or 125 00:08:46.350 --> 00:08:50.789 some examples of where a linear approach maybe less and things on the table we've 126 00:08:50.789 --> 00:08:54.269 got for us. Well, actually, just last week we calculated the numbers 127 00:08:54.389 --> 00:09:00.500 and we've been completely overhauling our own on boarding process, really implementing this behavioral 128 00:09:01.980 --> 00:09:05.899 system, and we found out that sixty seven percent of our trials end up 129 00:09:05.980 --> 00:09:11.570 in a fully paid account of active users, which is really you know, 130 00:09:11.610 --> 00:09:15.769 there's not a whole lot of data as far as like all in one tools 131 00:09:15.809 --> 00:09:18.009 because there's only a few of us in the market right now, but I'm 132 00:09:18.090 --> 00:09:22.730 that's probably one of the first numbers I've seen shared. But yeah, sixty 133 00:09:22.970 --> 00:09:26.440 seven percent as of right now and we're start up, so there's a lot 134 00:09:26.480 --> 00:09:28.600 of excitement. So that could go into it, but we'll see as time 135 00:09:28.879 --> 00:09:33.320 progresses. Y'All see because this is a podcast. But when he gave me 136 00:09:33.399 --> 00:09:37.950 that number, I literally clutched my invisible girls. I was like my my, 137 00:09:39.230 --> 00:09:45.629 I never and a large number jobs. And why we why we think 138 00:09:45.669 --> 00:09:48.870 that's happening is in software, if you're a software it's all about the Aha 139 00:09:50.070 --> 00:09:52.820 moment some where. They where they see like Oh, this is what this 140 00:09:52.940 --> 00:09:56.700 is for. They can they can understand your sales pitch and they can kind 141 00:09:56.700 --> 00:09:58.460 of see what it might be able to do, but once they actually, 142 00:09:58.580 --> 00:10:03.139 you know, get ahold of it and really feel how it's going to work 143 00:10:03.179 --> 00:10:05.539 for their specific business, that's an Aha. And with a tool that has 144 00:10:05.620 --> 00:10:11.049 nine different features, ranging from live chat all the way to a knowledge based 145 00:10:11.129 --> 00:10:15.129 creator, there's a whole lot of Aha moments and they're different for each business. 146 00:10:15.850 --> 00:10:20.009 So these behavior emails way better than a linear funnel allow them to have 147 00:10:20.129 --> 00:10:24.879 that Aha. One in particular is just has a, and I like a 148 00:10:24.960 --> 00:10:28.159 phone APP, like a like an android or iphone APP that allows you to 149 00:10:28.080 --> 00:10:31.360 communicate with your customers, you know, on your site, live chat, 150 00:10:31.440 --> 00:10:35.000 like right front the thing. You can answer support request with our help desk 151 00:10:35.120 --> 00:10:37.669 and do all sorts of things from the APP. But most people don't know 152 00:10:39.230 --> 00:10:41.870 that we have an APP. So if they sign up for a free trial 153 00:10:43.269 --> 00:10:45.190 and they're like okay, well, now there's a live chat, you know, 154 00:10:45.230 --> 00:10:46.110 on my side, I can send an email, that's really cool, 155 00:10:46.429 --> 00:10:50.419 but they haven't download the APP on their phone, and then we send them 156 00:10:50.419 --> 00:10:52.179 an email saying, hey, you know, you haven't, you know, 157 00:10:52.299 --> 00:10:56.379 had this behavior where you've downloaded our APP. Did you know we have an 158 00:10:56.379 --> 00:10:58.940 APP here, as as a link to, you know, Android, iphone, 159 00:10:58.940 --> 00:11:01.379 you know, all these things. And then once they do that and 160 00:11:01.460 --> 00:11:05.970 then they get that notification that somebody wants to book a meeting via a live 161 00:11:05.009 --> 00:11:09.210 chat on their site and they can do it all without loading up their their 162 00:11:09.250 --> 00:11:11.850 MAC or their PC, that that is a huge Aha, and that's just 163 00:11:13.049 --> 00:11:15.809 one of of the a Ha's that we have in that that's been successful. 164 00:11:16.490 --> 00:11:20.679 Yeah, you know what, I've seen something like that in B Toc and 165 00:11:20.440 --> 00:11:26.440 I can attest to its effectiveness right in terms of measuring that the behavior as 166 00:11:26.519 --> 00:11:31.759 far as what someone has not engaged with and then being able to take a 167 00:11:31.879 --> 00:11:35.990 look at those who do engage with that that APP in a certain amount of 168 00:11:35.070 --> 00:11:41.190 time, and those who don't be able to predict their performance as a as 169 00:11:41.269 --> 00:11:46.190 a customer over time. So when I sold cars, we suppress surprise. 170 00:11:46.990 --> 00:11:50.860 I sold calls. You didn't know you were talking to one of those filthy 171 00:11:50.899 --> 00:11:54.820 stuff did just I was a during jewelry salesperson. So yeah, I was 172 00:11:54.580 --> 00:12:01.009 okay, high five. So when I was selling cars, along with the 173 00:12:01.090 --> 00:12:05.490 vehicle itself, we would there, we would we sold this this. There's 174 00:12:05.529 --> 00:12:11.570 this APP that helps you track your cars when it needs service and just all 175 00:12:11.610 --> 00:12:16.320 these other things right, and it's you can pay your bill in there, 176 00:12:16.600 --> 00:12:18.279 and all the folks had to do is like download the APP and it answers 177 00:12:18.279 --> 00:12:20.759 a bunch of questions that folks would have. But a lot of the time 178 00:12:22.200 --> 00:12:26.360 we could tell that if someone hadn't downloaded that APP within a few days they 179 00:12:26.440 --> 00:12:30.590 were likely, for Repo or like what, to come back and say that 180 00:12:30.710 --> 00:12:33.070 they bought another car down the street and, you know, got a better 181 00:12:33.110 --> 00:12:39.549 deal. Like you really can tell by what someone is engaging with how bought 182 00:12:39.710 --> 00:12:41.870 in they are to the whole the whole thing, the whole concept, and 183 00:12:41.990 --> 00:12:48.139 so I like, as much as I like the overt things that this behavioral 184 00:12:48.220 --> 00:12:54.259 approach is doing, this sort of framework that it lays down, the implications 185 00:12:54.299 --> 00:12:58.809 of it are even more exciting when we when we think about where, like 186 00:12:58.929 --> 00:13:01.129 we talked about before, we're all of marketing, and sales for that matter, 187 00:13:01.129 --> 00:13:07.850 are going right, right, so now. So, now that that's 188 00:13:07.889 --> 00:13:09.929 successfully picked your brain and seeing what I could get out of it, it 189 00:13:11.090 --> 00:13:13.080 is time for you to tell us about what you're putting in it. Josh. 190 00:13:13.480 --> 00:13:18.120 I need you to tell us about a learning resource that you have engaged 191 00:13:18.200 --> 00:13:22.360 with here recently that is either informing your approach or it's just got you excited. 192 00:13:22.480 --> 00:13:28.149 These days, I am incredibly excited about product led marketing. The concept 193 00:13:28.309 --> 00:13:33.909 that creating something that is going to be sold can actually also be used to 194 00:13:33.950 --> 00:13:37.029 fuel your growth is incredible because as marketers, we, you know a lot 195 00:13:37.070 --> 00:13:39.789 of times we think that we have to create content, create material, and 196 00:13:39.870 --> 00:13:45.539 we do, but then the content that's around how something works is different. 197 00:13:45.580 --> 00:13:48.019 Right, we consider that a different tier. Like so that your front end 198 00:13:48.100 --> 00:13:52.019 content, maybe you know ten marketing strategies that you can implement in your business 199 00:13:52.059 --> 00:13:56.169 today and get results, and then the next year is you know, how 200 00:13:56.210 --> 00:13:58.730 can you use our product to do those things, and that we consider that 201 00:13:58.889 --> 00:14:05.049 next level. But now, I mean my tutorial videos on gist are marketing 202 00:14:05.370 --> 00:14:09.519 because people are able to see it in and the concept of product led marketing 203 00:14:09.600 --> 00:14:13.200 is incredibly exciting, not because I'm lazy and it takes a step out of 204 00:14:13.240 --> 00:14:18.039 the process, but because it generates ex m about what's next in your company. 205 00:14:18.200 --> 00:14:22.799 Like I we have. We allowed the users to we get a ton 206 00:14:22.840 --> 00:14:28.149 of feedback at ideas. Get justcom as far as what features just should do 207 00:14:28.269 --> 00:14:31.669 next, and a lot of our, you know, Road Map comes from 208 00:14:31.870 --> 00:14:35.389 those ideas. And once those ideas come out, you know if an idea 209 00:14:35.429 --> 00:14:39.059 had two or three hundred up votes, well, that's two or three hundred 210 00:14:39.059 --> 00:14:43.659 people who are now going to advocate for you because just listen and now that 211 00:14:43.820 --> 00:14:46.340 that thing is is live and a product. Blood Marketing is. It's a 212 00:14:46.460 --> 00:14:52.820 new concept, but it is fascinating to me. Now I agree, and 213 00:14:52.929 --> 00:14:56.250 what I also love that you just dropped on us as this idea of creating 214 00:14:56.250 --> 00:15:01.330 a community. Had A conversation on this show not too long ago about the 215 00:15:01.370 --> 00:15:07.960 really broken process of getting ideas from customers about what they need from the product 216 00:15:09.399 --> 00:15:13.399 to the actual team that can do anything about it and how typically that's, 217 00:15:13.759 --> 00:15:18.440 you know, that that customer talking to their account manager maybe and then, 218 00:15:18.480 --> 00:15:22.350 depending on the very manual process of that account manager what bringing that up in 219 00:15:22.389 --> 00:15:26.230 a meeting or, you know, a sales salesperson talking to a prospect and 220 00:15:26.269 --> 00:15:30.110 saying, well, if you guys had this other person as as and again 221 00:15:30.149 --> 00:15:33.629 depending on that very manual process to make that happens, so that you guys 222 00:15:33.669 --> 00:15:37.940 have cut out the middleman, sort of channel where folks can just come directly 223 00:15:37.980 --> 00:15:41.940 to you and talk about it. That's what community is and I think that's 224 00:15:41.940 --> 00:15:46.019 why you guys are winning with that. So super glad that you came to 225 00:15:46.059 --> 00:15:50.090 talk to me about this today and that the listeners got to, you know, 226 00:15:50.809 --> 00:15:54.090 get a little piece of how passionate you are about what you do and 227 00:15:54.809 --> 00:16:00.490 how important it is that we continue as marketers. This to shift from you 228 00:16:00.610 --> 00:16:06.440 know what we think fires need, to whether they're actually telling us they need 229 00:16:06.519 --> 00:16:07.720 as far as how they engage with us. So I know that, just 230 00:16:07.879 --> 00:16:11.519 like me, everybody listening has become a fast fan of yours and I'm going 231 00:16:11.559 --> 00:16:12.799 to want to know how to connect with you. You got to tell us 232 00:16:12.799 --> 00:16:15.639 how can both keep up with you, Josh. Well, I'm a marketer, 233 00:16:15.720 --> 00:16:18.029 so I live in the inbox. So the best way to get in 234 00:16:18.070 --> 00:16:22.549 touch with me is Josh at get Justscom. So it's pretty simple to remember. 235 00:16:22.590 --> 00:16:26.470 Josh get just so. Yeah, perfect, y'all. F love this 236 00:16:26.549 --> 00:16:30.269 man's inbox. Um, I have a bunch of other questions I'd love to 237 00:16:30.309 --> 00:16:32.429 ask you, so I guess you know. That settles it. Will have 238 00:16:32.429 --> 00:16:36.019 to have you another time. Sounds it sounds great to me. Thanks so 239 00:16:36.139 --> 00:16:41.620 much, Jass. You have a good one. Thank you too. We 240 00:16:41.860 --> 00:16:45.899 totally get it. We publish a ton of content on this podcast and it 241 00:16:45.019 --> 00:16:48.370 can be a lot to keep up with. That's why we've started the BTB 242 00:16:48.529 --> 00:16:53.370 growth big three, a no fluff email that boils down our three biggest takeaways 243 00:16:53.409 --> 00:17:00.009 from an entire week of episodes. Sign up today at Sweet Phish mediacom big 244 00:17:00.129 --> 00:17:03.000 three, that sweet fish Mediacom Big Three
