1140: 4 Reasons Why Branding is a Business's Most Important Asset w/ Mark Scott

WEBVTT 1 00:00:00.120 --> 00:00:04.559 A relationship with the right referral partner could be a game changer for any BEDB 2 00:00:04.679 --> 00:00:09.310 company. So what if you could reverse engineer these relationships at a moment's notice, 3 00:00:09.349 --> 00:00:14.710 start a podcast, invite potential referral partners to be guests on your show 4 00:00:15.390 --> 00:00:21.230 and grow your referral network faster than ever. Learn more. At sweetish Mediacom 5 00:00:26.420 --> 00:00:30.699 you're listening to be tob growth, a daily podcast for B TOB leaders. 6 00:00:31.339 --> 00:00:35.299 We've interviewed names you've probably heard before, like Gary Vander truck and Simon Senek, 7 00:00:35.659 --> 00:00:39.810 but you've probably never heard from the majority of our guests. That's because 8 00:00:39.850 --> 00:00:44.450 the bulk of our interviews aren't with professional speakers and authors. Most of our 9 00:00:44.490 --> 00:00:49.009 guests are in the trenches leading sales and marketing teams. They're implementing strategy, 10 00:00:49.090 --> 00:00:54.039 they're experimenting with tactics, they're building the fastest growing betb companies in the world. 11 00:00:54.719 --> 00:00:57.399 My name is James Carberry. I'm the founder of sweet fish media, 12 00:00:57.679 --> 00:01:00.399 a podcast agency for BB brands, and I'm also one of the CO hosts 13 00:01:00.479 --> 00:01:04.430 of this show. When we're not interviewing sales and marketing leaders, you'll hear 14 00:01:04.510 --> 00:01:08.629 stories from behind the scenes of our own business will share the ups and downs 15 00:01:08.670 --> 00:01:12.390 of our journey as we attempt to take over the world. Just kidding. 16 00:01:12.989 --> 00:01:23.420 Well, maybe let's get into the show. Welcome back to bebb growth. 17 00:01:23.140 --> 00:01:26.900 I'm your host for today's episode, Travis King, at sweet fish media. 18 00:01:27.780 --> 00:01:33.329 I'm joined today by Mark Scott, who is the chief marketing officer over at 19 00:01:33.370 --> 00:01:36.890 a Pixeo. Mark, what is going on, my friend? Hey, 20 00:01:37.010 --> 00:01:40.329 not much, travis. Thanks for having me. Of course, super excited 21 00:01:40.489 --> 00:01:44.049 to have you on the show. So today you're going to be sharing with 22 00:01:44.209 --> 00:01:51.400 listeners the difference between, you know, what used to be healthcare marketing and 23 00:01:51.480 --> 00:01:55.400 kind of where it's evolved into today, in a little bit about the differences 24 00:01:55.760 --> 00:02:00.200 of you know, how it's no longer viewed as you know, be too 25 00:02:00.319 --> 00:02:04.349 be per se, and how having a be to be in BTC, you 26 00:02:04.430 --> 00:02:07.709 know, world, is actually kind of what we're operating in now. It's 27 00:02:07.790 --> 00:02:12.069 not. You know this, these two complex arenas and you know. But 28 00:02:12.189 --> 00:02:15.150 before we get into that, I'd love for you to share with listeners a 29 00:02:15.189 --> 00:02:17.939 little bit about yourself and what you and the team at a Pixeo or up 30 00:02:17.939 --> 00:02:23.500 to these bays. Sure, thanks, Travis. I am not a transition 31 00:02:23.740 --> 00:02:27.979 into healthcare marketing. I have spent probably the last twenty years of my career 32 00:02:28.659 --> 00:02:35.009 in marketing, both on the biotech, Medtech and now the AI analytics face 33 00:02:35.250 --> 00:02:39.289 and healthcare. I currently work for a Pixeos you mentioned. We're in AI 34 00:02:39.689 --> 00:02:45.039 company. You know, in the US every year they create one point two 35 00:02:45.080 --> 00:02:49.599 billion clinical documents each and every year, if you believe what they say out 36 00:02:49.599 --> 00:02:53.280 there, that eighty percent of those documents are largely unstructured meeting. They're the 37 00:02:53.599 --> 00:02:59.430 and word and most of those go under used or unused in the provision of 38 00:02:59.509 --> 00:03:02.590 your care. There's a huge gap in the understanding of what's going on with 39 00:03:02.710 --> 00:03:07.509 you. So what a Pixio does is we've created this AI platform that processes 40 00:03:07.629 --> 00:03:13.340 this structure data found in clinical documents. We have approven I platform. We've 41 00:03:13.900 --> 00:03:17.699 Gosh, at the conclusion of this year will processed fourteen million patient lives, 42 00:03:17.780 --> 00:03:23.860 which is the equivalent of about eight hundred and fifty million document pages are of 43 00:03:23.979 --> 00:03:29.490 clinical documents, and we take that data, we convert into actionable analytics and 44 00:03:29.689 --> 00:03:34.889 we have some solutions around risk, quality and clinical insights that really drive better 45 00:03:35.289 --> 00:03:40.800 clinical decisionmaking and we believe a smarter approach to healthcare. That will decrease the 46 00:03:40.879 --> 00:03:46.120 cost of care and hopefully increase better patient outcomes, and that's what we're up 47 00:03:46.120 --> 00:03:51.800 to. So we're marketing that in the healthcare space. Awesome. Thanks very 48 00:03:51.840 --> 00:03:54.360 much for sharing. I think, you know, this would be a good 49 00:03:54.479 --> 00:03:59.990 point to to dive into the top of a little bit and I'm curious mark 50 00:04:00.389 --> 00:04:04.629 like where was you know the healthcare industry from a marketing perspective? You know 51 00:04:04.789 --> 00:04:06.909 kind of when you got into it and kind of what are some of the 52 00:04:06.949 --> 00:04:13.539 differences that you find now and being in the trenches day to day? Yeah, 53 00:04:13.740 --> 00:04:16.579 great question. You know healthcare. You know, I go back fifteen, 54 00:04:16.699 --> 00:04:23.019 twenty years. Healthcare marketing and healthcare in general from an adoption perspective, 55 00:04:23.139 --> 00:04:27.850 was always seen as the you know, stodgy, grumpy old uncle right the 56 00:04:27.970 --> 00:04:32.610 cremudgeon of the family, slow moving, you know, didn't was wasn't really 57 00:04:32.649 --> 00:04:39.319 a depth to change and that has fundamentally change over the last fifteen years. 58 00:04:40.439 --> 00:04:43.759 Just to kind of paint the contrast. In the early days it was a 59 00:04:43.839 --> 00:04:49.160 typical be to be enterprise, always sell largely medical technology or medical devices, 60 00:04:49.639 --> 00:04:56.709 not a lot of analytics or digestible software outside of the Enterprise Dashboard. So 61 00:04:57.709 --> 00:05:03.629 the marketing was largely cell sheets and sales support, and anyone who is in 62 00:05:03.709 --> 00:05:08.620 the space back then knows I mean. It was literally a rainbow of cell 63 00:05:08.740 --> 00:05:14.540 sheets, trade shows and events. And then you started seeing the industry evolve 64 00:05:14.660 --> 00:05:18.379 a little bit as competition increase. We saw a new entrance in the data 65 00:05:18.540 --> 00:05:26.050 analytics and SASS space as healthcare began to adopt that. You saw the user 66 00:05:26.209 --> 00:05:32.129 experience being fundamentally more important. The personas you were selling your user and chooser 67 00:05:32.569 --> 00:05:39.759 personas became more involved and invested in the decisionmaking. You saw a decisionmaking in 68 00:05:39.959 --> 00:05:47.040 those pair and provider customers get distributed across the enterprise more widely. So marketing 69 00:05:47.079 --> 00:05:51.829 had to adapt. So that typical be to be enterprise. You know, 70 00:05:53.389 --> 00:05:59.790 sales tookes carrying a bag full of product slicks, talking about the Roi and 71 00:06:00.029 --> 00:06:05.259 the value propositions had to change as connectivity change. Website started popping up, 72 00:06:05.339 --> 00:06:12.500 we had to push content. Content became king and central to our communication strategy 73 00:06:13.339 --> 00:06:15.740 as one of the key levers we could pull to connect with our customers and 74 00:06:15.860 --> 00:06:23.370 that connection became the most important thing. How do you connect to your customer 75 00:06:23.810 --> 00:06:30.050 in a meaningful way and communicate what you do, the value you bring and 76 00:06:30.009 --> 00:06:33.279 create more of a community around it. This is a time when communities were 77 00:06:33.360 --> 00:06:39.839 big right, social platforms were growing. You have online communities and boards and 78 00:06:40.000 --> 00:06:44.759 user groups, and that really kept evolving and you know, you could blame 79 00:06:44.839 --> 00:06:50.430 some traditional consumer companies on speeding up the evolution, like Apple. They fundamentally 80 00:06:50.509 --> 00:06:56.910 change the notions of user experience and expectations. But how we looked at our 81 00:06:57.029 --> 00:07:01.019 customers fundamentally had to change. In healthcare we had this old assumption, Travis, 82 00:07:01.620 --> 00:07:06.019 that fifteen years ago that our be tob buyer, our user and chooser 83 00:07:06.100 --> 00:07:13.259 or persona was, if it was a doctor or a chief medical officer or 84 00:07:13.300 --> 00:07:20.129 a CFO of a healthcare system, that they had fundamentally different beliefs and their 85 00:07:20.209 --> 00:07:27.769 user experience for adoption curves looked completely different than they did in their spare time 86 00:07:27.769 --> 00:07:31.000 when they weren't wearing that hat. And that started shifting right because a nurse 87 00:07:31.040 --> 00:07:36.199 or a physician isn't different. They don't make different buying decisions at work than 88 00:07:36.240 --> 00:07:42.879 they do in their home life. They're influenced by different things, budgets patient 89 00:07:43.040 --> 00:07:46.589 needs versus budgets at home. Versus, you know, permission to buy. 90 00:07:46.829 --> 00:07:49.509 Did Your partner give you permission to buy that or did you come home with 91 00:07:49.629 --> 00:07:54.910 it? So that was a fundamental change, I think, that people had 92 00:07:55.029 --> 00:08:01.180 to to make and you had to start treating that customer not as a bee 93 00:08:01.300 --> 00:08:05.379 to be widget or a thing, and that's why I would like to say 94 00:08:05.420 --> 00:08:09.060 that, you know, when you talk about enterprise sale or healthcare marketing, 95 00:08:09.139 --> 00:08:16.810 there's very little differentiation anymore between be to be and b Toc the user expectations 96 00:08:16.970 --> 00:08:20.129 and you know, I believe the user experience is the only one that really 97 00:08:20.170 --> 00:08:28.040 matters in this equation, that that user experience both from all their interactions from 98 00:08:28.120 --> 00:08:33.200 your brand. It's the they expect the same level of quality and interaction from 99 00:08:33.320 --> 00:08:39.879 you as a healthcare company then they do from their apple device or android device. 100 00:08:39.759 --> 00:08:45.509 So that's how I think it's evolved. The you know, we've have 101 00:08:46.070 --> 00:08:50.070 more access to information. How we understand our personas that we're going after is 102 00:08:50.149 --> 00:08:56.460 fundamentally shifted and we've had to shift and that notion that someone at work makes 103 00:08:56.500 --> 00:09:01.779 different decisions than when they're at home. We have new ways of influencing that 104 00:09:01.940 --> 00:09:05.179 behavior and ways of looking and measuring at it. Then we did before. 105 00:09:07.019 --> 00:09:11.090 Hey, everybody, logan with sweet fish here. You probably already know that 106 00:09:11.210 --> 00:09:15.730 we think you should start a podcast if you haven't already. But what if 107 00:09:15.730 --> 00:09:18.889 you have and you're asking these kinds of questions? How much has our podcast 108 00:09:20.129 --> 00:09:24.320 impacted revenue this year? How is our sales team actually leveraging the PODCAST content? 109 00:09:24.639 --> 00:09:28.639 If you can't answer these questions, you're actually not alone. This is 110 00:09:28.720 --> 00:09:33.759 why I cast it created the very first content marketing platform made specifically for be 111 00:09:33.919 --> 00:09:39.710 Tobe podcasting. Now you can more easily search and share your audio content while 112 00:09:39.750 --> 00:09:46.029 getting greater visibility into the impact of your podcast. The marketing teams at drift 113 00:09:46.350 --> 00:09:50.309 terminus and here at sweet fish have started using casted to get more value out 114 00:09:50.309 --> 00:09:54.059 of our podcasts, and you probably can to. You can check out the 115 00:09:54.100 --> 00:10:03.179 product in action and casted dot US growth. That's sea steed dot US growth. 116 00:10:03.620 --> 00:10:09.850 All right, let's get back to the show. Got It. Know 117 00:10:09.049 --> 00:10:13.730 that that that makes a hundred percent sins and, as I'm kind of thinking 118 00:10:13.730 --> 00:10:18.769 about this out loud, it's pretty much imagining, like if you want someone 119 00:10:18.889 --> 00:10:24.120 to actually meaningfully connect with your brand, you have to evoke emotion, you 120 00:10:24.279 --> 00:10:28.759 have to bring in things that they care about, appeal to their interests and 121 00:10:28.840 --> 00:10:33.159 give them some sort of value. That's outside of the way. You're going 122 00:10:33.200 --> 00:10:35.309 to need to buy this anyway, so you just buy it from us. 123 00:10:37.149 --> 00:10:39.590 Agreed. And that's the second point. You hit the nail on a head, 124 00:10:39.629 --> 00:10:46.549 Travis. Brand has fundamentally become more important in healthcare than it ever has. 125 00:10:48.070 --> 00:10:52.419 And you know, I think what people often do when they look at 126 00:10:52.460 --> 00:10:56.259 brand they think of, you know, a logo, a color Palette and 127 00:10:56.460 --> 00:11:00.460 hey, we want everything to look the same and if that then we're good. 128 00:11:01.299 --> 00:11:03.809 Healthcare is a tricky space still for a lot of reasons. How you 129 00:11:03.929 --> 00:11:11.250 communicate and the channels and when are different than the consumers phase, and so 130 00:11:11.370 --> 00:11:16.009 are the user needs. And brand is even not maybe even more important, 131 00:11:16.090 --> 00:11:22.159 but just as important. Trust is so important in healthcare people. You know, 132 00:11:22.480 --> 00:11:26.240 I work for a Valley Company and I've Seen Valley healthcare companies go to 133 00:11:26.320 --> 00:11:31.639 a pitch and say hey, founded in two thousand and fourteen and we have 134 00:11:31.759 --> 00:11:35.149 this many employees and this much revenue, and that's a scary thing for a 135 00:11:35.269 --> 00:11:39.149 healthcare buyer. We don't want to buy. Healthcare purchaser doesn't want to buy 136 00:11:41.309 --> 00:11:45.549 the unproven newest thing that was launched six months ago, and that is the 137 00:11:45.669 --> 00:11:50.779 definable difference between a consumer space which the risk at buying something, a new 138 00:11:50.899 --> 00:11:54.580 phone, is the phone doesn't work, not someone's going to die. So 139 00:11:56.379 --> 00:12:01.929 trust being so important in healthcare means that brand is just as important, because 140 00:12:01.929 --> 00:12:05.889 brand and the consistency of your brand message and that user experience I was talking 141 00:12:05.889 --> 00:12:11.490 about. User experience is the only one that matters. If your user experience 142 00:12:11.370 --> 00:12:16.279 is good, how you treat your customer through contracting, the sales process, 143 00:12:16.360 --> 00:12:22.759 your marketing messaging, your follow up, your your support downstream, if all 144 00:12:22.799 --> 00:12:28.159 of that is consistent, consistency build, builds and breeds trust. When it 145 00:12:28.279 --> 00:12:35.029 comes to brand, inconsistency is what fractures that brand experience, and that brand 146 00:12:35.110 --> 00:12:39.070 experience is much wider and deeper than a logo or a color Palette or a 147 00:12:39.149 --> 00:12:46.500 piece of collateral. It's all those other things that, I believe, is 148 00:12:46.379 --> 00:12:50.899 fundamentally what is changed and blurred the lines between be to being BTC. That 149 00:12:52.220 --> 00:12:56.659 user experience, your website even, and how it looks and feels. People 150 00:12:56.779 --> 00:13:03.330 primarily make assumptions about the quality of your offering based on how you look and 151 00:13:03.409 --> 00:13:09.490 feel, and that paying attention to that builds that trust in credibility, which 152 00:13:09.490 --> 00:13:13.639 will only support that brand and, going beyond, as you have suggested, 153 00:13:13.519 --> 00:13:20.679 that your corporate positioning and and your mission is something that people can be a 154 00:13:20.799 --> 00:13:24.320 part of, that they can believe in and buy into. Those are the 155 00:13:24.399 --> 00:13:30.070 companies that stick around a long time and those are the companies that have trusted 156 00:13:30.149 --> 00:13:35.750 brands in the space of that and I'm curious to speaking off of that. 157 00:13:35.070 --> 00:13:39.990 That's kind of go to to, I guess, the next stage, and 158 00:13:39.710 --> 00:13:45.379 can you talk to us a little bit about how you've been able to differentiate 159 00:13:45.820 --> 00:13:50.299 your brand positioning and build trust with your potential, you know, clients and 160 00:13:50.379 --> 00:13:54.580 customers over in a pixel for other marketers so they can kind of hear you 161 00:13:54.700 --> 00:13:58.610 know how you're doing it currently? Sure you know, we are in a 162 00:13:58.690 --> 00:14:05.210 unique we're in a actually pretty challenging position early on Pixeo. We're coming up 163 00:14:05.250 --> 00:14:11.240 on our tenth anniversary, actually real yeah, thank you for Valley Data Company. 164 00:14:11.320 --> 00:14:18.200 That's pretty tremendous. And we entered the space with this machine learning platform 165 00:14:18.960 --> 00:14:22.639 doing things. We were disrupted in the space when when you even just talked 166 00:14:22.639 --> 00:14:28.070 about our risk adjustment tech, you know application, it was disruptive. We 167 00:14:28.149 --> 00:14:33.990 were just disrupting traditional methods that were manually done and we came in with technology 168 00:14:33.029 --> 00:14:39.580 sped things up tremendously. So we had we had to overcome a mountain of 169 00:14:39.700 --> 00:14:43.659 trust incredibility, and I think that's one of the things, from a brand 170 00:14:43.940 --> 00:14:50.460 incorporate marketing perspective that we've continue to focus on. So when you're a company 171 00:14:50.580 --> 00:14:58.250 that's bringing to market a new technology or a new or changing practice methods, 172 00:14:58.129 --> 00:15:03.809 you have to you have to walk before you run. So we focus, 173 00:15:05.850 --> 00:15:11.279 like the brand experience was our primary focus on our user experience. We had 174 00:15:11.360 --> 00:15:16.440 to deliver outstanding results, we had to deliver an outstanding customer experience and then 175 00:15:16.440 --> 00:15:22.830 we had to leverage the outcomes of those for our retargeting and our marketing and 176 00:15:22.950 --> 00:15:28.309 our growth plan right because again, that trust, incredibility and healthcare. If 177 00:15:28.429 --> 00:15:33.950 that's key, proving it is important. You have to prove it. You 178 00:15:33.070 --> 00:15:37.860 have to prove that you have this scale, the reliability and the results that 179 00:15:39.059 --> 00:15:46.179 people can buy into and leveraging those customers as references and resources and testimonials downstream 180 00:15:46.059 --> 00:15:52.090 really helped us, especially being a new technology in what traditionally was seen as 181 00:15:52.129 --> 00:15:58.850 a slow moving segment right. So understanding that every touch point is important in 182 00:15:58.889 --> 00:16:06.080 the early days and that that experience is key to success to that next step, 183 00:16:06.840 --> 00:16:10.120 because customers don't like to give testimonials if they don't trust you, if 184 00:16:10.159 --> 00:16:11.399 they don't believe in you, if they don't think you're going to be around 185 00:16:11.960 --> 00:16:15.519 in a year, if they didn't get the results they anticipated. So managing 186 00:16:15.559 --> 00:16:22.350 those expectations, delivering on those results and then mining those I think, really 187 00:16:22.389 --> 00:16:29.710 helped us build that foundation of trust and it amplified our success through our PR 188 00:16:29.830 --> 00:16:33.860 activities and in other content strategies that we currently implement. Got It. No, 189 00:16:34.019 --> 00:16:37.779 thanks so much for share of them mark, I think. I think 190 00:16:37.820 --> 00:16:41.419 that's that's one testament to realizing that, at the end of the day, 191 00:16:41.500 --> 00:16:45.860 no matter where you start, especially if you start in a disruptive space like 192 00:16:45.100 --> 00:16:49.490 healthcare and you're bringing, you know, such a new technology to the table, 193 00:16:51.090 --> 00:16:53.169 you have to build trust. Otherwise you might not get a second shot. 194 00:16:53.169 --> 00:16:59.370 Agreed, and especially if you're new, there's always fast followers who might 195 00:16:59.450 --> 00:17:03.279 not have the proven technology you do. But it's those results, in that 196 00:17:03.440 --> 00:17:07.079 trust which will you know it, give you that lead, so to speak, 197 00:17:07.440 --> 00:17:10.680 and maintain it and we've been very fortunate in that regard to have, 198 00:17:11.000 --> 00:17:15.440 you know, fabulous partners. Customer Partners Love It, love it. So, 199 00:17:15.710 --> 00:17:19.349 as we're wrapping up, BB growth has always been about highlighting tactics and 200 00:17:19.430 --> 00:17:25.430 strategies that BB leaders can apply to their own teams to chief explosive growth. 201 00:17:25.829 --> 00:17:30.619 And I'm curious, is there a new sales or marketing strategy that your team 202 00:17:30.660 --> 00:17:33.619 is currently trying or think of thinking about in your future that you want to 203 00:17:33.619 --> 00:17:36.900 share with us? I think I think when we were talking earlier, I 204 00:17:37.099 --> 00:17:41.019 kind of touched on this. There's we have as marketers. We have access 205 00:17:41.019 --> 00:17:48.049 to so much information and data it's amazing, from sale stages to velocity through 206 00:17:48.130 --> 00:17:53.410 the funnel to how many touch points where they've been. We got retargeting programs. 207 00:17:53.450 --> 00:17:57.920 We can follow them all over the Internet now. But I think we've 208 00:17:57.920 --> 00:18:03.039 almost as market as marketers, been overwhelmed by this data and almost blinded by 209 00:18:03.079 --> 00:18:10.240 it sometimes. And I think this notion of I think our inboxes and email 210 00:18:10.359 --> 00:18:15.069 and digital marketing has become the junk mail of yesteryear, essentially. So I 211 00:18:15.269 --> 00:18:22.549 really believe that what was old school is new school again. So creating those 212 00:18:22.630 --> 00:18:29.779 things, those customer experiences and touch points that are personal, that are real 213 00:18:30.740 --> 00:18:37.299 mailing things. Again, we recently did this program where we had these customer 214 00:18:37.420 --> 00:18:42.930 boxes filled with things that were related to our offering that were delivered to some 215 00:18:44.289 --> 00:18:49.490 some targets, and the response rate was incredible comparatively. Now you could argue 216 00:18:49.569 --> 00:18:53.529 email and digital marketing is lower effort, but either there's a reason for that 217 00:18:55.250 --> 00:19:00.079 and it's having it's kind of whittled down to the response rate of junk mail 218 00:19:00.319 --> 00:19:04.759 of yester year. And how much mail do we get nowadays? Not much. 219 00:19:04.759 --> 00:19:11.390 Right. So, you know, sending something that's meaningful, timely and 220 00:19:11.710 --> 00:19:18.349 targeted and using some of those what have been called old school marketing methods and 221 00:19:18.710 --> 00:19:25.180 bringing traditional advertising back in a more targeted way. We have all the analytics 222 00:19:25.259 --> 00:19:29.339 to prove it. Now we can adapt and change a lot more easily than 223 00:19:29.339 --> 00:19:33.779 throwing it at in a newspaper or waiting three weeks for, you know, 224 00:19:33.900 --> 00:19:37.420 direct mail responses to trickle in and see if it had an impact on response 225 00:19:37.500 --> 00:19:42.690 rates. I mean when you combine those traditional methods or old school methods with 226 00:19:42.890 --> 00:19:48.690 what we're doing digitally today, I think you get the insights and the adaptability 227 00:19:48.529 --> 00:19:52.359 and the speed to impact that we never had before. Love it, I 228 00:19:52.519 --> 00:19:56.960 really love that and I think that's such a great way to end and in 229 00:19:56.240 --> 00:20:03.960 ferry and listening, definitely definitely remember that old school always works, because at 230 00:20:04.039 --> 00:20:10.589 the end of the day, humans are humans and everybody loves the physically touch 231 00:20:10.789 --> 00:20:17.269 and use their senses. And exactly the marks point the emails and digital marketing 232 00:20:17.549 --> 00:20:23.539 doesn't really allow people to utilize their senses. It's just a another annoyance or 233 00:20:23.539 --> 00:20:27.259 another piece of the screen. So when you're thinking about how to, you 234 00:20:27.299 --> 00:20:33.859 know, orchestrate your marketing campaigns or orchestrate your next sort of strategy, definitely 235 00:20:33.900 --> 00:20:38.049 consider adding in, you know, an old school approach, whether that being 236 00:20:38.130 --> 00:20:42.769 letters, whether that be boxes like mark mentioned, with different things that your 237 00:20:42.890 --> 00:20:48.009 customers might find valuable. Just think about, you know, different ways to 238 00:20:48.210 --> 00:20:52.480 reach your target customer that is not digital, and I think you know you'd 239 00:20:52.519 --> 00:20:55.880 be surprised if there's also you find. So this has been such an awesome 240 00:20:55.920 --> 00:20:59.160 conversation. Mark, really appreciate the nuggets and all the value that you brought. 241 00:20:59.799 --> 00:21:03.880 If listeners want to stay connected with you or fall you to ask any 242 00:21:03.920 --> 00:21:07.190 other questions on this topic, what's the best way for them to connect with 243 00:21:07.230 --> 00:21:11.029 you now. You can find me on Linkedin, Mark Scott at a pixel, 244 00:21:11.670 --> 00:21:15.710 or you can email me directly at m Scott at a fixeocom. Thanks 245 00:21:15.789 --> 00:21:18.579 mark. We really appreciate even on the show today. Thanks, Travis. 246 00:21:18.619 --> 00:21:25.180 Appreciate it. We totally get it. We publish a ton of content on 247 00:21:25.299 --> 00:21:27.619 this podcast and it can be a lot to keep up with. That's why 248 00:21:27.660 --> 00:21:33.410 we've started the BETOB growth big three, a no fluff email that boils down 249 00:21:33.569 --> 00:21:37.329 our three biggest takeaways from an entire week of episodes. Sign up today at 250 00:21:37.410 --> 00:21:44.890 Sweet Fish Mediacom big three. That sweet fish Mediacom Big Three