#ABM 4: 1 Non-Negotiable Every Company Must Have in Order to Nail ABM w/ Ben Coffee

WEBVTT 1 00:00:00.080 --> 00:00:05.440 People receive hundreds of digital messages a day, from push notifications to emails. 2 00:00:05.879 --> 00:00:10.750 So how do you engage your top prospects and stand out? By sending personalized 3 00:00:10.750 --> 00:00:15.310 gifts the old fashioned way. With Sindoso, soandso helps you use gift giving 4 00:00:15.429 --> 00:00:20.190 and direct mail throughout your customer life cycle, from lead generation to converting customers 5 00:00:20.230 --> 00:00:25.820 into brand advocates, from sourcing to sending and centralizing the direct mail and gifting 6 00:00:25.899 --> 00:00:29.940 process. San Doso helps you scale your gift giving, stand out and keeping 7 00:00:30.019 --> 00:00:38.729 your brand top of mine visits and DOSOCOM to learn more. You're listening to 8 00:00:38.890 --> 00:00:43.649 be tob growth, a daily podcast for B TOB leaders. We've interviewed names 9 00:00:43.689 --> 00:00:47.329 you've probably heard before, like Gary Vannerd truck and Simon Senek, but you've 10 00:00:47.409 --> 00:00:51.479 probably never heard from the majority of our guests. That's because the bulk of 11 00:00:51.560 --> 00:00:56.079 our interviews aren't with professional speakers and authors. Most of our guests are in 12 00:00:56.159 --> 00:01:00.759 the trenches, leading sales and marketing teams. They're implementing strategy, they're experimenting 13 00:01:00.840 --> 00:01:04.430 with tactics, they're building the fastest growing BB companies in the world. My 14 00:01:04.469 --> 00:01:07.829 name is James Carberry. I'm the founder of sweet fish media, a podcast 15 00:01:07.870 --> 00:01:11.390 agency for BB brands, and I'm also one of the cohosts of this show. 16 00:01:12.069 --> 00:01:15.750 When we're not interviewing sales and marketing leaders, you'll hear stories from behind 17 00:01:15.790 --> 00:01:19.060 the scenes of our own business. Will share the ups and downs of our 18 00:01:19.099 --> 00:01:25.140 journey as we attempt to take over the world. Just getting well, maybe 19 00:01:25.739 --> 00:01:36.290 let's get into the show. Welcome back everyone to the BDB growth podcast series 20 00:01:36.530 --> 00:01:40.810 on ABM. I'm your co host, Chris Rudygrop, CEO and Co founder 21 00:01:40.849 --> 00:01:46.049 of Sindoso, and I'm here today with Ben Copy. He is the head 22 00:01:46.090 --> 00:01:49.840 of marketing operations at live ramp. Welcome to the show. Been Hey, 23 00:01:49.040 --> 00:01:53.719 Chris, thanks for having me. Glad to be here today. Yeah, 24 00:01:53.040 --> 00:01:57.599 well, today I've love to kind of dive into some specifics around operations, 25 00:01:57.879 --> 00:02:02.469 metrics, all that good stuff. Some maybe you could kick it off by 26 00:02:02.469 --> 00:02:06.549 kind of telling me a little bit more about how you guys have live ramp. 27 00:02:06.709 --> 00:02:10.150 Have really thought about ABM on the operation side, since that's what you 28 00:02:10.270 --> 00:02:14.629 lead, for sure? Yeah, so I've been a live ramp for some 29 00:02:14.710 --> 00:02:19.580 time now, for years, and I've warned many hats and will say have 30 00:02:19.659 --> 00:02:23.860 watched the company scale tremendously in that time. So getting started, you know, 31 00:02:23.939 --> 00:02:29.500 my first role is like an ABM marketer, senior demand JEM marketer here, 32 00:02:29.659 --> 00:02:34.330 and this was the period of time where, you know, we really 33 00:02:34.689 --> 00:02:38.930 established a lot of best practices that I think will come back to a little 34 00:02:38.930 --> 00:02:45.039 later. But in a nutshell, live ramp is a hundred percent account based 35 00:02:45.319 --> 00:02:49.240 in our go to market strategy, both from a marketing and sales perspective. 36 00:02:49.280 --> 00:02:54.960 So maintaining, you know, a good and agreed upon comprehensive list super important. 37 00:02:55.479 --> 00:02:59.550 We don't want to waste any impressions on the wrong people. So we 38 00:02:59.629 --> 00:03:02.310 spend a lot of time making sure that that's Really Well oiled. And this 39 00:03:02.789 --> 00:03:07.669 this properties itself across the marketing teams, across the sale teams. Every campaign 40 00:03:07.710 --> 00:03:13.060 that we run was targeting these accounts, to a subset of them as well, 41 00:03:13.379 --> 00:03:15.979 and so this has helped us get to where we are today and now 42 00:03:16.020 --> 00:03:20.939 we are ensuring that, you know, it gets us to the next milestone 43 00:03:20.979 --> 00:03:23.580 in our journey as well. And thinking about that kind of us. Since 44 00:03:23.659 --> 00:03:28.689 you've been since you've seen such growth and you know, even a PM itself 45 00:03:28.889 --> 00:03:30.689 four years ago as kind of in it to maybe a you could say it's 46 00:03:30.689 --> 00:03:35.289 in its infamacy. You know, did you guys start with something more simple 47 00:03:35.530 --> 00:03:38.370 or simple apis or metrics and then kind of you know, how has that 48 00:03:38.650 --> 00:03:43.560 changed from, you know, four years ago to what I would assume today 49 00:03:43.680 --> 00:03:46.439 is much more advanced? Yeah, I think, you know, not only 50 00:03:46.520 --> 00:03:51.159 has like the industry advanced a lot in the last four years and account based 51 00:03:51.199 --> 00:03:54.479 marketing is much more, I think, mature from like the tech and platforms 52 00:03:54.520 --> 00:03:59.509 perspective, but also from how widely adopted we're seeing it. It's the great 53 00:03:59.590 --> 00:04:02.949 hot topic of Good Buzz word and it's sticking around. But I think that, 54 00:04:03.509 --> 00:04:06.430 no matter how you look at it, when you're getting started in a 55 00:04:06.509 --> 00:04:10.900 smaller company or just really beginning to find the marketing strategy, it could be 56 00:04:11.020 --> 00:04:14.620 tough and say hey, these are this is the exclusive list of accounts we're 57 00:04:14.620 --> 00:04:18.379 going after period the end. I think in many cases that that stage of 58 00:04:18.420 --> 00:04:24.259 development you don't know enough about your ideal customer or what your target market looks 59 00:04:24.290 --> 00:04:28.329 like to really make an informed decision like that. So, with that kind 60 00:04:28.329 --> 00:04:33.089 of context in mind, where we started was by really closely and becoming deeply 61 00:04:33.209 --> 00:04:38.600 acquainted with our with our wind and the data for all of the opportunities that 62 00:04:38.639 --> 00:04:43.600 were closing and beginning to notice trends and similarities with the types of accounts see 63 00:04:43.680 --> 00:04:47.560 work. So really early on we started seeing trends with certain industries in some 64 00:04:47.680 --> 00:04:51.639 of our larger brand clients, and this is kind of a catalyst for us 65 00:04:51.720 --> 00:04:56.269 to say, you know, maybe we have something going here. And we 66 00:04:56.310 --> 00:05:01.709 actually ended up working with a predictive scoring vender that helped us establish the protensity 67 00:05:01.790 --> 00:05:05.589 to close score for any of our accounts that aligned with the close and lost 68 00:05:05.670 --> 00:05:11.300 business we had seen. Helped US build a profile or a model for like 69 00:05:11.459 --> 00:05:15.220 what an ideal account looks like. So it was about point in time that 70 00:05:15.500 --> 00:05:18.819 we had our first established list. You know, this was about maybe six, 71 00:05:19.139 --> 00:05:23.170 six months, twelve months into to me joining live ramps, and that 72 00:05:23.329 --> 00:05:28.170 was our transition from going industry based focused to an account. THEA'S FOCUS and 73 00:05:29.250 --> 00:05:30.889 our list isn't exactly the same as it was, you know, back then 74 00:05:30.970 --> 00:05:34.959 when we first established it, and I think that's good because we take our 75 00:05:35.000 --> 00:05:39.639 learnings, we whittle the list down or we expand it up it's needed. 76 00:05:40.360 --> 00:05:43.680 We prioritize certain ones over others. But yeah, and that since I think 77 00:05:44.079 --> 00:05:49.310 knowing know where you're succeeding in the market is an important first step before you 78 00:05:49.430 --> 00:05:53.790 get to the account Simon or the account down finission that you want to be 79 00:05:53.870 --> 00:05:57.189 marketing to going forward. Yeah, now, that makes total sense. I 80 00:05:57.269 --> 00:06:00.470 think it's you want to make sure you know what you're going after before just, 81 00:06:00.829 --> 00:06:02.709 you know, starting to, you know, execute on stuff. So 82 00:06:02.829 --> 00:06:06.259 that makes sense. In terms of execution, though, and as it relates 83 00:06:06.300 --> 00:06:11.699 to direct mail and gifting, you know, and some organizations you know, 84 00:06:11.819 --> 00:06:15.779 that function can fall on field marketing and, some cases marking programs. I 85 00:06:15.899 --> 00:06:17.930 know it with your background of demand Jin, that's can fall there too. 86 00:06:18.290 --> 00:06:21.449 I see you've, you know, transition from a demand general into more of 87 00:06:21.490 --> 00:06:25.689 a marketing ops role, which is cool, but can you tell me how 88 00:06:25.930 --> 00:06:29.329 you've seen direct mail play a part of the kind of your journey there? 89 00:06:29.410 --> 00:06:32.279 Librahum, yes, and to touch on the shift from demand Jin, you 90 00:06:32.360 --> 00:06:36.319 know I saw that as a critical step for our team success. If, 91 00:06:38.199 --> 00:06:41.639 if your operations aren't dialed in, it's going to be real tough to be 92 00:06:41.720 --> 00:06:45.439 successful with you demand Gen efforts. So I was happy to take the role. 93 00:06:45.959 --> 00:06:49.829 I think with regard to your comments on like direct mail and sending like 94 00:06:49.949 --> 00:06:55.589 gifts or any kind of mailers. It's something that I have owned for much 95 00:06:55.629 --> 00:06:59.029 of the time and it's been, you know, to be honest, challenging 96 00:06:59.149 --> 00:07:01.540 to find, like who's the best fit person in the organization to own something 97 00:07:01.620 --> 00:07:05.100 like this? Was a little simpler when we were smaller, but now we're 98 00:07:05.180 --> 00:07:10.420 beginning to see that there's overlap with like our customer Bac Marketing Role. Our 99 00:07:10.500 --> 00:07:14.220 email marketer wants to be able to include this stuff in their campaigns. Their 100 00:07:14.459 --> 00:07:18.569 big opportunities on customer success and even recruiting to leverage is kind of technology. 101 00:07:18.889 --> 00:07:23.970 So I try not to act as a gatekeeper and really open this up for 102 00:07:24.329 --> 00:07:27.689 other use cases. But to really scale those other use cases, I think 103 00:07:27.689 --> 00:07:30.000 you got to have kind of a kind of sponsor advocate on each of those 104 00:07:30.040 --> 00:07:36.079 teams to really help boost, boost your usage or your adoption or methods in 105 00:07:36.079 --> 00:07:40.240 which people are going to be sending stuff out. Yeah, I know that 106 00:07:40.319 --> 00:07:44.040 makes to all sense. And kind of decentralizing that from being kind of you 107 00:07:44.279 --> 00:07:47.110 as this Sol Git, kind of gatekeeper executor to giving, you know, 108 00:07:47.269 --> 00:07:50.589 tool in the hands of sales team. I think it sounds like a very 109 00:07:50.629 --> 00:07:55.350 successful strategy for you. Yeah, it's been it's been helpful. I think. 110 00:07:56.069 --> 00:07:59.019 You know, we do a lot of internal marketing. It's say. 111 00:07:59.060 --> 00:08:01.899 It's like make people aware of this stuff. You know, we've gone from 112 00:08:01.939 --> 00:08:05.180 like a small start up to a large enterprize. Like it's important not to 113 00:08:05.220 --> 00:08:07.980 take for granted that, you know, everyone is just aware of all the 114 00:08:09.300 --> 00:08:11.339 great things that you have in place. So it's like a constant drum beat 115 00:08:11.620 --> 00:08:16.410 to be sure people know what is available to them that can help them be 116 00:08:16.529 --> 00:08:22.009 more effective in their sales or their outreach and to provide like training and resources 117 00:08:22.089 --> 00:08:26.490 to I will often like poll some data to say, like how is direct 118 00:08:26.529 --> 00:08:31.120 mail performing? What are some examples of like some really interesting strategies people and 119 00:08:31.439 --> 00:08:35.399 use that were successful, or what's like a new approach someone taking? And 120 00:08:35.879 --> 00:08:39.799 I like to just post those too, like a flack channel here, you 121 00:08:39.840 --> 00:08:41.750 know, and let people know and drop in the link of, you know, 122 00:08:41.870 --> 00:08:46.509 how they can request access if they're interested, and those kind of little 123 00:08:46.950 --> 00:08:50.309 little moment when carve out ten minutes from your day to talk about the impact 124 00:08:50.429 --> 00:08:54.470 something like that is having. I have found to be really helpful to get 125 00:08:54.509 --> 00:08:58.019 people interested and kind of raise their hand and say how do I get in 126 00:08:58.139 --> 00:09:01.259 on this? Yeah, I know that's awesome to hear from the other side 127 00:09:01.259 --> 00:09:03.059 of that kind of going to the top of them the team. Thinking of 128 00:09:03.299 --> 00:09:07.019 from an exact standpoint. You know, have you if you've done a good 129 00:09:07.019 --> 00:09:11.409 job of kind of aligning with the executive team from an ABM strategy perspective? 130 00:09:11.929 --> 00:09:16.690 I think that's the most critical thing that you could possibly do it as somebody 131 00:09:16.730 --> 00:09:20.769 who's came to align your ABM efforts, we have had, I'd say, 132 00:09:20.850 --> 00:09:24.129 pretty good alignment most of the time here. You know, we were really 133 00:09:24.399 --> 00:09:28.159 solid on the list for the first couple of years and we had a period 134 00:09:28.200 --> 00:09:30.799 of like really fast, really big growth, you know, and there was 135 00:09:30.799 --> 00:09:33.639 a lot of transitions and, you know, kind of, I guess, 136 00:09:33.919 --> 00:09:39.029 territory changes or like group changes in the organization, just a lot of change 137 00:09:39.110 --> 00:09:43.750 period and as such, I think focus on that list and why it is 138 00:09:43.909 --> 00:09:48.269 the way it is is something that people just didn't know or hasn't been exposed 139 00:09:48.309 --> 00:09:50.950 to or it was kind of like a afterthought. And so about a year 140 00:09:50.950 --> 00:09:56.019 ago, like I recognize that it was beginning to break down because all of 141 00:09:56.059 --> 00:10:00.019 a sudden are, you know, top accountsliss wasn't aligning with what the failed 142 00:10:00.179 --> 00:10:05.059 leadership team and executives were, seems so. My advice there is like keep 143 00:10:05.100 --> 00:10:07.889 your ears open, you know, keep a real strong pulse on what's going 144 00:10:07.970 --> 00:10:11.450 on in the organization and if you if you see a signal or if something 145 00:10:11.570 --> 00:10:16.210 you know comes across your death indicates it could be in jeopardy or you know, 146 00:10:16.450 --> 00:10:20.250 something missal lines like, just just tackle it, you know, fast 147 00:10:20.330 --> 00:10:24.080 and hard. You know, it's really important to make sure everybody's working off 148 00:10:24.080 --> 00:10:28.639 of the same list, or else it just quickly becomes chaotic. So one 149 00:10:28.720 --> 00:10:33.159 thing that's been helpful for me and my team to kind of get this alignment 150 00:10:33.279 --> 00:10:37.669 with the executive is to demonstrate the success that we're seeing and talk about, 151 00:10:37.950 --> 00:10:43.389 you know, just in very practical terms, how it's helping us run our 152 00:10:43.429 --> 00:10:46.990 business. And you know, when we explain concepts that are to a demand 153 00:10:48.070 --> 00:10:52.059 Gen marketer or marketing out person, you know that would be relatively simple, 154 00:10:52.700 --> 00:11:00.419 such as like this list will inform our online advertising campaign or these accounts will 155 00:11:00.419 --> 00:11:05.129 be eligible for a direct mail send. You know, those things aren't evidence 156 00:11:05.289 --> 00:11:09.769 to people that aren't as close to that part of the business and it helps 157 00:11:09.250 --> 00:11:15.450 expose just really tangible reasons. You know, why it's important to Keep That 158 00:11:15.529 --> 00:11:18.200 List Well oiled. So I think first and foremost, get a seat with 159 00:11:18.320 --> 00:11:22.240 your sales up team. You know, make sure you're in on their weekly 160 00:11:22.279 --> 00:11:26.759 or BI weekly meetings. Advocate for, you know, any kind of categorization 161 00:11:26.120 --> 00:11:31.399 you need to make sure your accounts can be clearly and easily identifiable. You 162 00:11:31.440 --> 00:11:35.350 know, try to get them to think about tears of importance. You know 163 00:11:35.549 --> 00:11:37.629 you want to make sure you've got a good mechanism in there that makes it 164 00:11:37.710 --> 00:11:41.110 easy for the marketers to pull the accounts in the sales team to work accounts 165 00:11:41.190 --> 00:11:45.710 to totally. And then, after all that, I know that you're since 166 00:11:45.750 --> 00:11:50.460 you've owned the marketing out side and you know are probably left nerding out over 167 00:11:50.539 --> 00:11:54.779 the data. there. has there been any kind of key ABM related metrics 168 00:11:56.179 --> 00:12:00.019 that you guys look at or any kind of learnings that you've seen from kind 169 00:12:00.019 --> 00:12:03.289 of a metric side? I have been working on a very interesting project with 170 00:12:03.370 --> 00:12:09.049 our data scientists recently that's kind of helping us to expose more of what we're 171 00:12:09.450 --> 00:12:15.529 contributing in our multi touch attribution model. I kind of worked with him to 172 00:12:15.610 --> 00:12:22.159 develop this journey to kind of like articulates every single touch point that happens on 173 00:12:22.279 --> 00:12:28.399 an account from awareness to revenue for any given opportunity. So when interesting learning 174 00:12:28.440 --> 00:12:31.909 that we had, very quickly after this had been established and we could start 175 00:12:31.909 --> 00:12:37.870 looking at these journeys was we thought we knew what the duration of the sales 176 00:12:37.950 --> 00:12:41.309 cycle was and kind of what is went into moving the needle forward for means, 177 00:12:41.710 --> 00:12:43.779 you know, we were assuming, yeah, it's about a six nine 178 00:12:43.820 --> 00:12:48.659 month sale cycle, but when we started looking at this journey we were very 179 00:12:48.980 --> 00:12:54.899 surprised to see that in many cases, like that first touch moment where the 180 00:12:54.019 --> 00:13:00.850 account became aware happened like several years earlier. And and bringing that little story 181 00:13:00.970 --> 00:13:05.850 full circle, many of the opportunities that started looking at had had these early 182 00:13:05.049 --> 00:13:11.690 postcard touches that we did like years ago, that we logged this campaign responses, 183 00:13:11.809 --> 00:13:15.080 which delivery, and that helps. You know, I I believe you 184 00:13:15.200 --> 00:13:18.080 know this was an important moment of creating awareness of these account you know, 185 00:13:18.399 --> 00:13:22.679 there were at least a dozen in opportunities that I had seen closed this year 186 00:13:24.039 --> 00:13:28.429 that had these direct mail touch points very early on pre pipeline, in many 187 00:13:28.509 --> 00:13:31.389 cases even before the person became a hand raiser, you know, like by 188 00:13:31.470 --> 00:13:35.309 coming to the library. Well, it's something that I never would have been 189 00:13:35.350 --> 00:13:39.269 exposed to had I not, you know, taken a time to look at 190 00:13:39.309 --> 00:13:43.500 all of the touch points that were happening both pre pipeline and during pipeline, 191 00:13:43.580 --> 00:13:48.659 inclusive of leads, contacts, you know, anyone that fits within this model, 192 00:13:48.940 --> 00:13:52.899 within the time period of this opportunity within the buying group. It was 193 00:13:52.980 --> 00:13:56.850 just it blew my mind to see all the different campaign elements from different channels 194 00:13:56.889 --> 00:14:00.769 that went into engage in these accounts, and direct mail was definitely coming up 195 00:14:01.169 --> 00:14:03.730 as an effective way to get people engaged early on. That's really cool. 196 00:14:05.049 --> 00:14:07.529 And so do you have like a data scientist that reports into you, that's 197 00:14:07.570 --> 00:14:11.320 on your team, or are you just borrowing some of their time from the 198 00:14:11.720 --> 00:14:16.159 engineering side? We do have a data scientist, yes, and it has 199 00:14:16.200 --> 00:14:20.919 been an extremely like big value add for our team in helping wrangle all the 200 00:14:20.960 --> 00:14:24.190 data we're working with, you know, sales force data or visible data, 201 00:14:24.269 --> 00:14:28.149 Marquetta data, data from our product, you know, seeing how people are 202 00:14:28.190 --> 00:14:33.830 using it, advertising impressions, you know our actual product data, because we 203 00:14:33.950 --> 00:14:37.470 like to drink our own champagne. I had spent hours, you know, 204 00:14:37.580 --> 00:14:43.740 running like sometimes twelve, fifteen different from reports from a variety of systems to 205 00:14:43.740 --> 00:14:48.419 kind of pull this stuff together. So it was clearly not a an effective 206 00:14:48.460 --> 00:14:50.539 way, you know, for me to be pulling these insight, even though 207 00:14:50.580 --> 00:14:56.049 they were valuable enough to pull and having a fulltime data sciences here's a really 208 00:14:56.289 --> 00:15:00.570 streamline that for us as as made us a lot more efficient with, you 209 00:15:00.649 --> 00:15:05.049 know, just general data driven insights that were able to glean. Yeah, 210 00:15:05.090 --> 00:15:09.080 I love that. I don't think I hear that enough terms of you know, 211 00:15:09.200 --> 00:15:13.600 marketing offs teams getting data. Scientists are really truly kind of Geek out 212 00:15:13.639 --> 00:15:16.159 over the data enough. Sometimes it's just kind of surface level stuff. So 213 00:15:16.200 --> 00:15:20.639 that's awesome to hear and I hope more companies kind of adopt that so there's 214 00:15:20.639 --> 00:15:22.950 more, you know, data trends and data studies that come from that. 215 00:15:24.309 --> 00:15:28.190 So yeah, and it's creating an environment where we kind of have to change 216 00:15:28.629 --> 00:15:31.230 the I think the culture, you know, or the way that we think 217 00:15:31.269 --> 00:15:37.340 about campaign production to on the marketing team. You know, if you sat 218 00:15:37.419 --> 00:15:39.340 everyone on the marketing team at live ran down a couple of years ago and 219 00:15:39.460 --> 00:15:43.580 said like, tell me what it means to be data driven, I think 220 00:15:43.379 --> 00:15:46.700 well, I know you would have heard a lot of people say things like 221 00:15:46.899 --> 00:15:52.009 ab testing your email subject lines. Right, but today we're beginning to move 222 00:15:52.090 --> 00:15:56.649 people in a direction of like is this campaign or is this type of channel 223 00:15:56.730 --> 00:16:00.210 like actually moving the needle in terms of revenue or net new logo acquisition for 224 00:16:00.330 --> 00:16:04.120 the company is helping out to achieve these broader goals. You know, not 225 00:16:04.320 --> 00:16:07.519 to say there's not a place for testing your subject lines. This is a, 226 00:16:07.919 --> 00:16:12.159 you know, campaign in optimization tactic, but if you want to demonstrate 227 00:16:12.200 --> 00:16:15.879 the value that that you're marketing strategy is having for the company, I think 228 00:16:15.919 --> 00:16:21.509 having, especially at this scale, having a data scientist who can help you 229 00:16:21.830 --> 00:16:25.909 tell that story in the most effective way possible and with a real big value, 230 00:16:25.990 --> 00:16:27.470 that awesome. Well, I think that's one of the greatest takeaways from 231 00:16:27.470 --> 00:16:33.220 today's conversation. I hope that others listening can leverage this podcast. Maybe sure 232 00:16:33.419 --> 00:16:37.659 with their teams, get some executive buy in on getting some data scientists on 233 00:16:37.059 --> 00:16:41.220 their marketing offs team. Very cool. Well, Ben Thank you so much 234 00:16:41.620 --> 00:16:45.259 for your time today. This was awesome talking to you. You know, 235 00:16:45.340 --> 00:16:48.289 if you're listening and you haven't subscribed yet, please subscribe to the B Tob 236 00:16:48.409 --> 00:16:52.529 Growth podcast series. We've got a ton of great speakers lined up and again, 237 00:16:52.610 --> 00:16:56.690 thank you so much for listening. And then it was great talking to 238 00:16:56.769 --> 00:17:00.730 you. Love the details, the advice and everything that you're doing. It 239 00:17:00.440 --> 00:17:03.279 was my pleasure. Keep up the good work over there. It's in those 240 00:17:03.319 --> 00:17:11.240 so crips. Love what you're doing. Thanks. Then, we totally get 241 00:17:11.240 --> 00:17:14.920 it. We publish a ton of content on this podcast and it can be 242 00:17:15.039 --> 00:17:18.549 a lot to keep up with. That's why we've started the B tob growth 243 00:17:18.710 --> 00:17:22.309 big three, a no fluff email that bols down our three biggest takeaways from 244 00:17:22.309 --> 00:17:29.029 an entire week of episodes. Sign up today at Sweet Phish Mediacom Big Three. 245 00:17:29.390 --> 00:17:32.700 That sweet fish Mediacom Big Three