3 Stages of the Personalization Journey and 2 Warning Signs

WEBVTT 1 00:00:02.540 --> 00:00:02.740 Yeah. 2 00:00:05.440 --> 00:00:09.830 Hi everyone welcome back to be to be growth. My name is Olivia Hurley and 3 00:00:09.830 --> 00:00:14.770 today I am joined by Anna Lou Oh the senior vice president of customer 4 00:00:14.780 --> 00:00:19.900 innovation and marketing ana how are you doing today? I am well Olivia, nice 5 00:00:19.900 --> 00:00:25.040 to be on your show. Thank you. Oh well thank you so much for coming on. I'm 6 00:00:25.040 --> 00:00:29.150 really excited to be able to unpack some of your experience. Have a great 7 00:00:29.150 --> 00:00:33.970 conversation with you before we were recording. You were chatting to me 8 00:00:33.970 --> 00:00:37.900 about the world of data and personalization and you were saying 9 00:00:37.910 --> 00:00:42.770 that we have the technology to do a lot in the world of personalization these 10 00:00:42.770 --> 00:00:46.830 days. But you would you like to think of advertising and messaging as a 11 00:00:46.830 --> 00:00:52.080 service. Can you tell me a little bit about that? Sure. Let's look at it this 12 00:00:52.080 --> 00:00:57.420 way. Your job is a journalist and podcast host. Mine is marketing but we 13 00:00:57.420 --> 00:01:04.010 both are also consumers. So what would we or you rather see? Right as that 14 00:01:04.010 --> 00:01:07.590 chase you all over the internet for products that you have just viewed or 15 00:01:07.590 --> 00:01:13.830 purchased or say during a hot summer week, when you're thinking about having 16 00:01:13.830 --> 00:01:19.010 a few cool meals, You receive a 20% discount offer from your favorite 17 00:01:19.010 --> 00:01:25.500 cooking service brand to try a few new citrus salad meal kids. Well isn't that 18 00:01:25.500 --> 00:01:31.280 wonderful? So imagine this type of personalized offerings um, coming to 19 00:01:31.280 --> 00:01:37.090 you a consumer when you're thinking about at the specific time. So say 20 00:01:37.090 --> 00:01:41.910 that's in the middle of the week And season. Oh, it's summer right now and 21 00:01:41.910 --> 00:01:47.270 the weather sunny and beautiful and the temperature is maybe 80° or higher. 22 00:01:47.270 --> 00:01:52.630 It's a little hot. All of these are signals that indicate that you may like 23 00:01:52.630 --> 00:01:59.000 something nice and cool and you prefer healthy salad varieties. So data like 24 00:01:59.000 --> 00:02:05.330 this can help marketers do amazing things as a marketer or brand we need 25 00:02:05.330 --> 00:02:10.259 to learn or to earn the consumers trust so that they see the value of sharing 26 00:02:10.259 --> 00:02:17.100 with us the data about them. So in this example this type of personalization 27 00:02:17.100 --> 00:02:21.540 can happen when the consumers allowed this cooking service to know about 28 00:02:21.540 --> 00:02:27.390 their food preferences behavior where they are located in real tie. What's 29 00:02:27.390 --> 00:02:31.640 important is that the consumers wouldn't see these personalized at 30 00:02:31.650 --> 00:02:36.960 offers as frivolous. Just look at this from our own experience as consumers. 31 00:02:37.440 --> 00:02:45.830 But rather this want one communication is a real relevant service. Mm So part 32 00:02:45.830 --> 00:02:49.080 of what we were talking about before and I think that's so beautiful. And 33 00:02:49.080 --> 00:02:52.630 also I would like to say you chose a great example to talk about food, first 34 00:02:52.630 --> 00:02:57.820 of all, so relevant. Second ball love citrus salad. But you were saying that 35 00:02:57.830 --> 00:03:03.510 we have capacity to do a lot. We have the opportunity to make very 36 00:03:03.510 --> 00:03:09.820 personalized marketing, speak directly to those signals from the consumer. But 37 00:03:09.830 --> 00:03:15.120 that doesn't mean as marketers, we get to change the rules of engagement. So 38 00:03:15.130 --> 00:03:21.160 I'm curious what you mean by that. And then I'm curious what are the terms of 39 00:03:21.160 --> 00:03:27.720 engagement these days? Yeah, that's a great question. And you're spot on. So 40 00:03:27.730 --> 00:03:32.700 with new technologies at our fingertips these days, we marketers and sellers 41 00:03:32.700 --> 00:03:37.220 sometimes forget that we are still dealing with human beings and we need 42 00:03:37.220 --> 00:03:41.870 to respect the rules of engagement. The other day, you and I talked about the 43 00:03:41.870 --> 00:03:47.710 blurring of the slide and how it could backfire. So during prospecting, uh, 44 00:03:47.720 --> 00:03:51.710 it's like meeting somebody for the first time. Here's an example, a 45 00:03:51.710 --> 00:03:56.380 chatbots salesperson who was doing his job by introducing himself to me the an 46 00:03:56.390 --> 00:04:03.330 email I as a prospective buyer opened the email and instead of clicking on 47 00:04:03.340 --> 00:04:08.630 the link in the email, which then he could track me, I open an incognito 48 00:04:08.640 --> 00:04:13.480 thinking that I could check out his company without being tracked when I 49 00:04:13.480 --> 00:04:19.130 landed on his homepage a check but appeared and the message was, hello 50 00:04:19.130 --> 00:04:26.630 anna it's me. And he gave his name and he wrote, I'm not the ai. It's really 51 00:04:26.630 --> 00:04:33.470 neat now. That was creepy. So while their technology allows them to follow 52 00:04:33.470 --> 00:04:38.190 me to their website, I would much prefer to be left alone to do my 53 00:04:38.190 --> 00:04:43.910 research. Right. We could engage. But that was the wrong place at the wrong 54 00:04:43.910 --> 00:04:49.360 time. So this is an example of because you can doesn't mean that you should 55 00:04:49.740 --> 00:04:56.350 now on the flip side if I'm already a customer and nothing could be more 56 00:04:56.350 --> 00:05:01.330 annoying than buying a product that doesn't work. So here I am calling 57 00:05:01.330 --> 00:05:06.230 customer service. I expect your system to have all the information about this 58 00:05:06.230 --> 00:05:12.710 purchase purchase history and conversations with service agents that 59 00:05:12.720 --> 00:05:18.350 in tech support. Yet I get transferred to another department, another agent 60 00:05:18.360 --> 00:05:24.010 and yet another agent. And each time I described my problems again and again. 61 00:05:24.020 --> 00:05:29.910 And I imagine that you two probably have this experience and this is where 62 00:05:29.910 --> 00:05:34.230 a personalized experience using data and technology about my interactions 63 00:05:34.240 --> 00:05:39.210 with you know the brand and the people who work there would be extremely 64 00:05:39.210 --> 00:05:45.370 useful. So the rules of engagement doesn't change brands that understand 65 00:05:45.370 --> 00:05:50.330 how to use technologies to personalize their communications with each consumer 66 00:05:50.340 --> 00:05:56.020 based on where they are in the buying journey will win. Yeah. So to just put 67 00:05:56.020 --> 00:06:02.230 it in like super, super basic terms, if you don't have a relationship with a 68 00:06:02.230 --> 00:06:07.380 prospective customer, you shouldn't act like you do. And if you do have a 69 00:06:07.380 --> 00:06:11.850 relationship with a customer, you should have all that information. Be 70 00:06:11.850 --> 00:06:16.780 using all the personalization that, that stalker over the chat bot was 71 00:06:16.780 --> 00:06:23.860 using to know your customer and their problems and how they're utilizing your 72 00:06:23.860 --> 00:06:29.490 product. Do you think that gets at it? Yeah, I think so. And when you are 73 00:06:29.500 --> 00:06:34.330 already a customer, so knowing that information and trying to do something 74 00:06:34.330 --> 00:06:39.300 to serve to give you service that wouldn't be stocking. So that's the key 75 00:06:39.300 --> 00:06:43.480 difference. Yeah, that's the beauty of the relationship is, is then they get 76 00:06:43.480 --> 00:06:48.150 to say, Hi ana, we're so glad to talk to you today. Let me pull up your file. 77 00:06:48.340 --> 00:06:54.910 You got it brilliant. So I'm curious. I want to get into your brain now and and 78 00:06:54.910 --> 00:07:00.730 kind of look at what you've seen and why you think those terms of engagement 79 00:07:00.730 --> 00:07:04.730 have been overlooked or bypassed? How do you think we've gotten from we have 80 00:07:04.730 --> 00:07:10.280 this awesome technology to now somebody is in a chat bot on an incognito 81 00:07:10.280 --> 00:07:14.340 browser being like, hey, it's me, you know me from the email, how do we get 82 00:07:14.340 --> 00:07:19.280 there? And I think sometimes we get caught up in what we do using 83 00:07:19.280 --> 00:07:23.570 technologies and we forget that we are dealing with human beings on the other 84 00:07:23.570 --> 00:07:28.930 side and especially last year in the lockdown, most of our interactions are 85 00:07:28.940 --> 00:07:34.730 online. We may feel disconnected with people that we see on the screen versus 86 00:07:34.730 --> 00:07:39.110 face to face. And I imagine this is what a lot of the sales folks, 87 00:07:39.110 --> 00:07:44.340 marketing folks we're going through. So what do you think marketers stand to 88 00:07:44.340 --> 00:07:49.310 lose by being too forward with their personalization? Well, the experience I 89 00:07:49.310 --> 00:07:53.140 just share. Hopefully address this question right, engage customers 90 00:07:53.140 --> 00:07:58.350 without understanding where they are in the buying journey and not respecting 91 00:07:58.350 --> 00:08:04.670 the rules of engagement. And that could backfire now. An interesting question 92 00:08:04.670 --> 00:08:09.150 we may also ask is what do market or stand to lose by not using 93 00:08:09.150 --> 00:08:12.690 personalization. I know you're thinking about that. That's really the flip. 94 00:08:13.980 --> 00:08:21.520 So the answer is a lot. We are seeing a shift in consumers behavior. They 95 00:08:21.520 --> 00:08:26.930 demand relevant messages from marketers as we often wish. Don't bombard me with 96 00:08:26.940 --> 00:08:31.460 ads and I don't care about, right? So when you watch a video on Youtube or 97 00:08:31.460 --> 00:08:37.220 connect to Tv randomly, the program is interrupted by a commercial and often 98 00:08:37.220 --> 00:08:41.549 promoting products that you don't care about. What would you do Olivia? For 99 00:08:41.549 --> 00:08:47.510 example, two things I'd either wait until I was able to skip the ad or I'd 100 00:08:47.510 --> 00:08:53.790 use it as an opportunity to go get a snack. You know, I think a lot of the 101 00:08:53.790 --> 00:08:58.580 viewers will probably agree and do the same things with. Yeah, totally. It's 102 00:08:58.580 --> 00:09:05.390 kind of it's kind of a funny that that sometimes I were aware that we see 103 00:09:05.390 --> 00:09:07.950 cookies on websites and various different things were aware of 104 00:09:07.950 --> 00:09:15.140 personalization and we appreciate it. We also want to walk that line of not 105 00:09:15.150 --> 00:09:19.300 knowing companies knowing too much about us, but then we get frustrated or 106 00:09:19.300 --> 00:09:22.280 at least I do when I'm like, that has nothing to do with me. Haven't you been 107 00:09:22.280 --> 00:09:27.920 watching my, I only want ads about cooking shows and you know, whatever 108 00:09:27.920 --> 00:09:32.520 else close things like, like, you know, whatever. But, but anyway, that kind of 109 00:09:32.520 --> 00:09:37.980 cracks me up. Yeah, you're right. Yeah. And so what you just described is, um, 110 00:09:37.990 --> 00:09:42.440 you know, the days when marketers were following a linear path of messaging, 111 00:09:42.450 --> 00:09:47.300 Those days are long gone. Savvy. Marketers today use consented first 112 00:09:47.300 --> 00:09:53.170 party data, which is the data about each consumer that you own. Um, and 113 00:09:53.170 --> 00:09:59.130 they opt in right. so combining that with contextual data which you know 114 00:09:59.130 --> 00:10:04.230 which we talked about earlier is the time of day the season, whether pollen 115 00:10:04.230 --> 00:10:10.180 counts sporting events. Any of these um data triggers were bringing each 116 00:10:10.180 --> 00:10:15.770 consumer relevant product or service offering using the right copy the right 117 00:10:15.770 --> 00:10:20.470 image at the right time through the right channel and the channel being 118 00:10:20.470 --> 00:10:26.320 facebook news site. Hoppy site connected tv wherever he or she may be 119 00:10:26.330 --> 00:10:32.190 at that moment. Hey everybody Logan with sweet fish here. If you're a 120 00:10:32.190 --> 00:10:36.040 regular listener of GDP growth, you know that I'm one of the co host of the 121 00:10:36.040 --> 00:10:40.050 show but you may not know that. I also head up the sales team here at Sweet 122 00:10:40.050 --> 00:10:44.620 fish. So for those of you in sales or sales ops I wanted to take a second to 123 00:10:44.620 --> 00:10:48.780 share something that's made us insanely more efficient lately. Our team has 124 00:10:48.780 --> 00:10:52.850 been using lead I. Q. For the past few months. And what used to take us four 125 00:10:52.860 --> 00:10:58.710 hours gathering contact data now takes us only one where 75% more efficient 126 00:10:58.720 --> 00:11:02.550 were able to move faster with outbound prospecting and organizing our 127 00:11:02.550 --> 00:11:07.370 campaigns is so much easier than before. I'd highly suggest you guys check out 128 00:11:07.380 --> 00:11:12.570 lead I. Q. As well. You can check them out at lead I. Q. Dot com. That's L. E 129 00:11:12.580 --> 00:11:21.780 A D. I. Q. Dot com. All right. Let's get back to the show. So we have the 130 00:11:21.780 --> 00:11:27.300 opportunity to build trust with our prospective customers if we use it 131 00:11:27.300 --> 00:11:33.650 right and the opportunity to lose trust quite quickly if we do it wrong. So 132 00:11:33.660 --> 00:11:38.960 what is your suggestion for getting the most out of personalization Without 133 00:11:38.960 --> 00:11:45.840 being disrespectful or creepy or just kind of really obvious? Yeah. I think 134 00:11:45.840 --> 00:11:50.400 the best way is by being transparent about how we use their data. So when 135 00:11:50.400 --> 00:11:54.960 consumers see the value in their relationships with the brand, they 136 00:11:54.960 --> 00:11:59.980 choose to opt in and let us, you know, use the most precious information about 137 00:11:59.980 --> 00:12:05.200 them. Their preferences behavior to let us provide the most relevant service 138 00:12:05.200 --> 00:12:10.810 and product offers in real time. So combining their consent data and using 139 00:12:10.820 --> 00:12:15.350 automation, uh we can quickly scale personalization by knowing each 140 00:12:15.350 --> 00:12:21.250 consumer's preferences and being in the right context, wow. Yeah, absolutely. 141 00:12:22.040 --> 00:12:29.390 So for somebody wanting to implement what you're suggesting, want to walk 142 00:12:29.390 --> 00:12:35.990 that tightrope really well, What is Step 1? What's step 2? Yeah, great 143 00:12:35.990 --> 00:12:41.980 question. So to start thinking about how to scale personalization, we see a 144 00:12:41.980 --> 00:12:46.620 general progression from our customer base where marketers begin with using 145 00:12:46.620 --> 00:12:52.640 creative automation to create thousands of personalized ads with just one ad. 146 00:12:52.650 --> 00:12:59.500 And we call that a Creative Master. And so once that automation either familiar 147 00:12:59.500 --> 00:13:04.040 with that process, the next step is using more and more of the 148 00:13:04.050 --> 00:13:09.190 personalization triggers which you know, we just discussed. And so these could 149 00:13:09.190 --> 00:13:15.970 be the opt in consumer data about the consumers and that the brand owns. And 150 00:13:15.970 --> 00:13:22.150 also the contextual data and trying a few more channels is another example, 151 00:13:22.150 --> 00:13:26.600 such as personalized. They start they may start with display or social, you 152 00:13:26.600 --> 00:13:32.650 know social ads and then they'll add on videos and email and website, right? So 153 00:13:32.650 --> 00:13:38.450 you personalize across all of these channels. So the same relevant message 154 00:13:38.460 --> 00:13:43.380 could be seen by the same consumer no matter where they are. And this is what 155 00:13:43.380 --> 00:13:48.570 we call Omni channel personalization. And as marketers move up the learning 156 00:13:48.570 --> 00:13:53.160 curve And if they're selling through digital commerce which you see a lot 157 00:13:53.160 --> 00:13:58.910 today, especially last year with a lockdown, a lot of the retail and 158 00:13:58.920 --> 00:14:04.330 consumer goods companies have moved online to do set up online stores. And 159 00:14:04.330 --> 00:14:09.340 so they would benefit from using AI to predict purchase intent. So those are 160 00:14:09.350 --> 00:14:13.620 three stages that we see our customers and you know, progress through this 161 00:14:13.620 --> 00:14:17.550 personalization journey. What's a warning sign? People might be getting 162 00:14:17.550 --> 00:14:23.770 it wrong. Um Okay, so I would say confusing retargeting for 163 00:14:23.770 --> 00:14:30.440 personalization. So the assumption is that if a customer has a consumer has 164 00:14:30.440 --> 00:14:35.000 looked at a pair of running shoes, so we assumed she must be interested in 165 00:14:35.000 --> 00:14:40.540 bounds. So when consumer leaves the athletic shoe brand site and goes to 166 00:14:40.540 --> 00:14:45.920 another site, like a news site or something and she sees the ad for the 167 00:14:45.920 --> 00:14:51.580 same shoot. Um This is how we marketing retargeting works, reminding consumers 168 00:14:51.580 --> 00:14:55.800 to go back and by these shoes not knowing sometimes that they have 169 00:14:55.800 --> 00:15:00.740 already purchased issues. So in the early days this form of simple 170 00:15:00.740 --> 00:15:05.620 retargeting was considered personalization and got a bad rap for 171 00:15:05.620 --> 00:15:11.380 being super annoying and giving all of advertising a bad name. Personalization 172 00:15:11.390 --> 00:15:17.060 is really about having a holistic picture about the consumer. So she 173 00:15:17.060 --> 00:15:22.280 looked at the product, does she buy the product? If so don't show her the same 174 00:15:22.280 --> 00:15:28.000 product but show her a related sets of product that is relevant to her right 175 00:15:28.000 --> 00:15:33.550 now. And data and machine learning can signal the purchase intent. So as 176 00:15:33.550 --> 00:15:38.700 marketers we should all use technologies and data to get a better 177 00:15:38.700 --> 00:15:44.060 picture of each consumer and use a more intelligent way of engaging the 178 00:15:44.060 --> 00:15:51.890 consumer. I'm curious since that was A to B to C. Example. I'm curious if 179 00:15:51.890 --> 00:15:57.160 there is a specific way B. Two B. Marketers can apply that. Yeah. So 180 00:15:57.160 --> 00:16:02.070 being A B is a little different, right? Because um you, instead of, you know, 181 00:16:02.080 --> 00:16:06.930 buying products and you really, the signals might come more from, you know, 182 00:16:06.930 --> 00:16:10.560 what are some of the things that they read? What are they come to your 183 00:16:10.560 --> 00:16:15.030 website? What are some of the assets? You know, whether it's a webinar on 184 00:16:15.030 --> 00:16:20.540 demand webinar that they download or whether it's an e book or a research 185 00:16:20.540 --> 00:16:26.480 paper and you can also look at the content whether it's about, you know, 186 00:16:26.480 --> 00:16:31.870 some aspects of personalization or whether it's more about identity or it 187 00:16:31.870 --> 00:16:35.840 maybe it's more about how to personalize e commerce marketing. So 188 00:16:35.840 --> 00:16:40.510 from those, those other signals that we get and you could do use a similar 189 00:16:40.520 --> 00:16:44.830 process to figure out, you know, what is the right content, what is the right 190 00:16:44.840 --> 00:16:50.910 conversation to have with specific marketers? Brilliant. It really is fun 191 00:16:50.910 --> 00:16:56.160 to have this conversation and to step back and be like the things we can do 192 00:16:56.640 --> 00:17:02.680 that is really fascinating and really cool. So, if you were to boil all of 193 00:17:02.680 --> 00:17:07.780 this down and there was only one thing that somebody could take away from this 194 00:17:07.790 --> 00:17:14.710 episode, what would it be? Well, I would say, look at how we consume 195 00:17:14.720 --> 00:17:18.900 information and how we've shifted, right? So in the past, um, the 196 00:17:18.900 --> 00:17:23.900 direction of the communications really from the company, the marketers going 197 00:17:23.900 --> 00:17:27.890 through this linear process and just broadcast it out. But today, a lot of 198 00:17:27.890 --> 00:17:33.540 the buyers, B to C&B, two b. Um, what do we do we first research, Right. And 199 00:17:33.550 --> 00:17:37.010 much like the process that I went through. Um, I want to first find out 200 00:17:37.010 --> 00:17:41.520 what this chatbots services and you know, how I might incorporate that into 201 00:17:41.520 --> 00:17:47.140 my marketing strategy. And so all that research is done. And, um, by the time 202 00:17:47.140 --> 00:17:53.220 the mark, the salesperson understands it gets the call, the potential buyer 203 00:17:53.220 --> 00:17:59.090 already knows a lot about your product, possibly. And so it's important for 204 00:17:59.090 --> 00:18:05.170 marketers to actually provide a lot of information, looking at different 205 00:18:05.180 --> 00:18:12.790 stages of the purchase a journey. And I would say be able to use all that 206 00:18:12.790 --> 00:18:17.350 information and start the personalization journey today because 207 00:18:17.360 --> 00:18:20.950 people look for information differently. They do a lot of the research. It's 208 00:18:20.950 --> 00:18:24.290 important to understand what the journey looks like and how to 209 00:18:24.290 --> 00:18:28.760 personalize that journey with the data that you have. Oh man, well you have 210 00:18:28.760 --> 00:18:33.410 taken me on a personalization journey in this conversation and I really 211 00:18:33.410 --> 00:18:38.070 appreciate all that you've shared and I've learned so much. And also I'm 212 00:18:38.070 --> 00:18:43.690 going to definitely continue to go get snacks when ads are incorrectly 213 00:18:43.690 --> 00:18:49.940 targeted towards me. Hi, everyone else to do the same on a how can listeners 214 00:18:49.940 --> 00:18:55.930 connect with you? Yeah. So the easiest way to connect with me is through this 215 00:18:55.940 --> 00:19:03.830 email address Java X D C O J I V O X D C O at dropbox dot com. And you can 216 00:19:03.830 --> 00:19:08.510 also come to our website, java's dot com and uh learn more about 217 00:19:08.510 --> 00:19:15.010 personalization. We also have a lot of experts who can you know, have a one on 218 00:19:15.010 --> 00:19:20.750 one conversation with you to look at what your specific needs are. And so 219 00:19:20.750 --> 00:19:26.080 there are many ways to contact us. So definitely please, you know, reach out 220 00:19:26.090 --> 00:19:31.890 and by the way, if you're interested in getting a copy of the uh cost savings, 221 00:19:31.890 --> 00:19:36.500 how to use automation, uh for cost savings and how to uh you know, realize 222 00:19:36.510 --> 00:19:41.920 our oh I I'm happy to send a compliment mentally copy to you. So again, you 223 00:19:41.920 --> 00:19:46.660 know, kovacs PCO at dropbox dot com and let you know well on a once again 224 00:19:46.660 --> 00:19:51.810 prevent you are incredibly generous, not only as a guest but also as a 225 00:19:51.820 --> 00:19:56.580 market or two. So I'm so glad we were able to have this conversation. Thank 226 00:19:56.580 --> 00:20:01.240 you again for joining me on VTV growth. Hey, thank you Olivia. That was so much 227 00:20:01.240 --> 00:20:02.670 fun. 228 00:20:06.240 --> 00:20:10.170 Are you on linkedin? That's a stupid question. Of course you're on linkedin 229 00:20:10.180 --> 00:20:14.680 here. Sweet fish. We've gone all in on the platform. Multiple people from our 230 00:20:14.680 --> 00:20:18.400 team are creating content there. Sometimes it's a funny gift for me. 231 00:20:18.490 --> 00:20:22.570 Other times it's a micro video or a slide deck and sometimes it's just a 232 00:20:22.580 --> 00:20:26.630 regular old status update that shares their unique point of view on B two B 233 00:20:26.630 --> 00:20:30.860 marketing leadership or their job function. We're posting this content 234 00:20:30.860 --> 00:20:35.160 through their personal profile, not our company page. And it would warm my 235 00:20:35.160 --> 00:20:39.570 heart and soul if you connected with each of our evangelists, we'll be 236 00:20:39.570 --> 00:20:43.770 adding more down the road. But for now you should connect with Bill Read, our 237 00:20:43.770 --> 00:20:48.740 ceo Kelcy Montgomery, our creative director dan Sanchez, our director of 238 00:20:48.740 --> 00:20:53.070 audience growth Logan Lyles, our director of partnerships and me, James 239 00:20:53.070 --> 00:20:56.660 Carberry. We're having a whole lot of fun on linked in pretty much every 240 00:20:56.660 --> 00:20:58.960 single day and we'd love for you to be a part of it.