#DemandGen 7: How Personalization Saved Wag 100k Clients in 30 Days w/ Greg Lim

WEBVTT 1 00:00:00.160 --> 00:00:05.440 Learn how to turbo charge your marketing results by building repeatable, scalable demand. 2 00:00:05.440 --> 00:00:11.109 Jens systems from Sheila cleft corn, CEO of Keo Marketing and founder of the 3 00:00:11.230 --> 00:00:16.550 Business Owners Marketing Academy. See if you qualify for a complementary marketing road map 4 00:00:16.629 --> 00:00:25.980 for your business at Kaeo Marketingcom Audit. You're listening to BB growth, a 5 00:00:26.019 --> 00:00:30.579 daily podcast for B TOB leaders. We've interviewed names you've probably heard before, 6 00:00:30.780 --> 00:00:34.460 like Gary vanner truck and Simon Senek, but you've probably never heard from the 7 00:00:34.619 --> 00:00:39.250 majority of our guests. That's because the bulk of our interviews aren't with professional 8 00:00:39.409 --> 00:00:43.570 speakers and authors. Most of our guests are in the trenches leading sales and 9 00:00:43.609 --> 00:00:48.450 marketing teams. They're implementing strategy, they're experimenting with tactics, they're building the 10 00:00:48.570 --> 00:00:52.759 fastest growing BDB companies in the world. My name is James Carberry. I'm 11 00:00:52.759 --> 00:00:56.280 the founder of sweet fish media, a podcast agency for BB brands, and 12 00:00:56.399 --> 00:01:00.280 I'm also one of the cohosts of this show. When we're not interviewing sales 13 00:01:00.320 --> 00:01:03.040 and marketing leaders, you'll hear stories from behind the scenes of our own business. 14 00:01:03.430 --> 00:01:07.670 Will share the ups and downs of our journey as we attempt to take 15 00:01:07.670 --> 00:01:11.629 over the world. Just getting well, maybe let's get into the show. 16 00:01:18.269 --> 00:01:22.420 Welcome back to BEDB growth again. I'm your host for today's episode. I'm 17 00:01:22.500 --> 00:01:26.620 Sheila cleft corn, CEO of Kaeo Marketing. This is the seventh episode in 18 00:01:26.659 --> 00:01:32.819 the Hashta de Managin series and I am joined today by Greg Limb, CEO 19 00:01:33.010 --> 00:01:36.969 and founder of Perssa. So, Greg, thanks for being on the show. 20 00:01:37.489 --> 00:01:41.730 You participated in a panel that I moderated last week on be to be 21 00:01:41.890 --> 00:01:46.890 marketing in the future of technology right here in Arizona, and you were fantastic. 22 00:01:47.129 --> 00:01:49.799 So, as a result of that, I'm thrilled to have you join 23 00:01:49.879 --> 00:01:53.560 us today for this podcast as well. Well. Thank you very much for 24 00:01:53.640 --> 00:01:56.519 having me, she'l I really appreciate it. So today, the topic that 25 00:01:56.599 --> 00:02:00.480 you're going to share with us is about personalization, and it's something that I'm 26 00:02:00.799 --> 00:02:05.709 really excited about because I agree with you it is the future of where be 27 00:02:05.909 --> 00:02:08.469 to be marketing and beating growth is going. So you're going to be talking 28 00:02:08.509 --> 00:02:15.060 about why personalization is the single most important growth initiative for your company as we 29 00:02:15.180 --> 00:02:19.060 head into two thousand and twenty. Is that right? Correct? Sounds like 30 00:02:19.219 --> 00:02:22.539 a good plan. Great. Well, before we begin, can you tell 31 00:02:22.539 --> 00:02:25.180 our listeners a little bit about who you are and about your background and how 32 00:02:25.300 --> 00:02:30.729 Persissa came to be? Yeah, well, my last big extents was spent 33 00:02:30.889 --> 00:02:37.169 seven years at lifelock. We helped kind of create the whole industry around identity 34 00:02:37.210 --> 00:02:39.889 there protection. So as a market and now I am not actually a market 35 00:02:39.969 --> 00:02:45.759 of by trade. Originally I oversaw the Finance Organization through lots of Elf Funding 36 00:02:45.759 --> 00:02:49.919 Rounds and through the IPO, ran the company strategy and operations for a while 37 00:02:50.439 --> 00:02:53.080 and actually popped them to the marketing department to help out with the project and 38 00:02:53.680 --> 00:02:57.400 there was some turnover and ended up becoming the Sea of for a year and 39 00:02:57.439 --> 00:03:01.229 a half with that zero marketing experience. So little bit of a trial by 40 00:03:01.389 --> 00:03:07.990 fire that fell in love with marketing and being kind of on the front end 41 00:03:07.150 --> 00:03:13.020 of being able to share the company vision articulate how we can help our customer 42 00:03:13.219 --> 00:03:17.300 as a clients, and really that was the starting point for that's great. 43 00:03:17.340 --> 00:03:22.539 I mean being able to know that much about the other aspects of the business 44 00:03:22.860 --> 00:03:25.900 made you a better CMO, I can only imagine. Well, I hope 45 00:03:25.979 --> 00:03:29.490 so. It was also a bit of a trial by fire. So I'm 46 00:03:29.490 --> 00:03:31.330 sure I made a lot of mistakes, but we didn't go to business. 47 00:03:31.449 --> 00:03:35.729 So I'll chalk that up as a wind that you're one of the things we 48 00:03:35.889 --> 00:03:39.530 did there while I was semos, we spent a lot of money on persona 49 00:03:39.650 --> 00:03:46.360 development and surveys and really kind of understanding our customer. But I always found 50 00:03:46.360 --> 00:03:52.319 it very unusual that despite having ten different personas you know, we each persona 51 00:03:52.439 --> 00:03:55.270 had their name and where they lived and they had three point five kids, 52 00:03:55.389 --> 00:04:00.430 you name it. But despite all of these personas, everyone who came to 53 00:04:00.509 --> 00:04:02.710 our website got the exact same experience, and so that was kind of the 54 00:04:02.830 --> 00:04:08.069 beginning or the inkling of what would eventually become to Sosa. That's exciting. 55 00:04:08.629 --> 00:04:14.500 So that big idea, founded from that position that you probably never expected to 56 00:04:14.620 --> 00:04:19.699 have created something that is now have helping so many companies really become much more 57 00:04:19.860 --> 00:04:24.139 relevant to their customers. I just love that journey that you've been on. 58 00:04:25.290 --> 00:04:29.050 Appreciate it. I mean you're stepping back from it a pretty simple premise. 59 00:04:29.529 --> 00:04:32.370 sheerly, you and I are different people and everyone listening is different from us. 60 00:04:32.370 --> 00:04:35.089 Yet when we go to a brand's website, we all get the same 61 00:04:35.370 --> 00:04:41.199 experience and that just fundamentally doesn't make sense, right. And what we figured 62 00:04:41.240 --> 00:04:45.800 out with the SOSA is how to make it easy for companies to have personalized 63 00:04:45.839 --> 00:04:49.040 conversations with each and every visitors their website, and we've found that to be 64 00:04:49.199 --> 00:04:55.550 pretty transformative in terms of conversions, leads and engagements for our clients. So 65 00:04:55.709 --> 00:05:00.110 when we were on the panel you gave some examples of how that works in 66 00:05:00.350 --> 00:05:03.870 real life. Could you share some of those? Yeah, absolutely so unfortunate. 67 00:05:03.949 --> 00:05:08.100 A couple of weeks ago it was my ten year wedding anniversary, so 68 00:05:08.620 --> 00:05:11.500 it's been a many, many years since I've been on a bad date. 69 00:05:11.939 --> 00:05:15.220 But you're all of us some point our lives are probably been on a bad 70 00:05:15.259 --> 00:05:18.339 date and the number one reason for a bad date is is that someone ignores 71 00:05:18.379 --> 00:05:24.410 everything you tell them and just talks about themselves. Right, and that would 72 00:05:24.449 --> 00:05:28.009 add me and I've been on one of those. Yeah, unfortunately, I 73 00:05:28.329 --> 00:05:30.009 I imagine so. So. I mean if that would have really happened in 74 00:05:30.089 --> 00:05:33.370 real life, one you'd never go out with that person again or you'd be 75 00:05:33.449 --> 00:05:36.639 calling your friend and trying to crawl out that bathroom window, like in a 76 00:05:36.720 --> 00:05:41.279 bad sit come right. So, but if you think about it, that's 77 00:05:41.319 --> 00:05:46.040 exactly the experience that everyone has when they go to a website. You're telling 78 00:05:46.160 --> 00:05:48.800 that company or brand what you're interested in, you're clicking on an ad, 79 00:05:49.149 --> 00:05:54.230 you're clicking through from an email, you're searching for specific product or service on 80 00:05:54.389 --> 00:05:58.389 Google, and so you're telling the company the things that you're interested in and 81 00:05:58.509 --> 00:06:00.550 want to learn about. Yet when you come to the website they completely ignore 82 00:06:00.589 --> 00:06:04.339 all of that and just give you the exact same web experience as everyone else, 83 00:06:04.660 --> 00:06:09.939 which is really them talking about themselves. So something that would be completely 84 00:06:10.019 --> 00:06:15.019 unacceptable in real life we've really normalized as marketers within the context of digital marketing 85 00:06:15.060 --> 00:06:18.889 and consumer engagement. So so we've heard a lot of people say, you 86 00:06:19.009 --> 00:06:23.449 know, we need to get more personalized, but I think most marketers and 87 00:06:23.610 --> 00:06:28.329 even most business owners, are business leaders, get overwhelmed with what it must 88 00:06:28.930 --> 00:06:32.319 take to deliver that kind of personalization, especially if they have a lot of 89 00:06:32.439 --> 00:06:38.120 different groups of customers or clients. You know, that's a really great question. 90 00:06:38.240 --> 00:06:42.079 Shield that's probably the one the top three questions we get. Is People 91 00:06:42.160 --> 00:06:46.199 know that they need to do personalization, but I've got five personas and I've 92 00:06:46.240 --> 00:06:50.430 got ten pages on my website and each page has twenty areas of content and 93 00:06:50.589 --> 00:06:56.029 you extrapolate that out and that sounds extremely scary and overwhelming. What I would 94 00:06:56.069 --> 00:07:00.790 say is most companies websites are. It is zero in terms of personalization. 95 00:07:00.069 --> 00:07:03.939 So although, yes, we'd all have to get to attend moving that needle 96 00:07:04.019 --> 00:07:08.220 from zero to a two, to a three or four, at each one 97 00:07:08.259 --> 00:07:12.860 of those little steps unlocks incremental value. So a real example I have is 98 00:07:13.500 --> 00:07:15.730 one of our clients as WAG OO, but for dog walking. What we 99 00:07:15.810 --> 00:07:19.250 were able to do is we were able to just change three pieces of content 100 00:07:19.410 --> 00:07:25.129 on their home page and dry significant results. So in San Francisco, for 101 00:07:25.250 --> 00:07:28.850 example, if someone came in from the city of San Francisco to their website, 102 00:07:29.209 --> 00:07:31.879 we switched out the hero image of someone walking a dog out the front 103 00:07:31.920 --> 00:07:36.319 door to someone walking a dog in, say, Golden Gate Park, and 104 00:07:36.439 --> 00:07:41.600 we change the h one text or the Harrow text to say San Francisco's most 105 00:07:41.680 --> 00:07:46.509 trusted dog walking service, and then we localize the testimonials to be from two 106 00:07:46.750 --> 00:07:49.870 people actually in the city of San Francisco. And that's like dynamically, that's 107 00:07:49.910 --> 00:07:55.149 UN dynamically through our platform, but just by changing those three pieces of content 108 00:07:55.629 --> 00:07:59.939 we were able to reduce the bounce right by over thirty six percent, increased 109 00:07:59.980 --> 00:08:03.699 time on side a hundred and seventy percent, and by repeating that across each 110 00:08:03.699 --> 00:08:07.899 one of their nine major markets, we are able to save over a hundred 111 00:08:07.019 --> 00:08:11.300 thousand clients to them over the first month that would have otherwise have left and 112 00:08:11.420 --> 00:08:15.810 not stayed to learn more about the brand and engage with them specifically. So 113 00:08:16.290 --> 00:08:20.370 from a trematis because I was just reading a report a couple of weeks ago 114 00:08:20.889 --> 00:08:24.889 about how most marked. Well, nearly half of marketers think they're doing some 115 00:08:24.930 --> 00:08:31.279 level of personalization, but the amount of personalization is like pilling in the name 116 00:08:31.399 --> 00:08:33.879 on an email. But when it comes to the website, other than when 117 00:08:33.960 --> 00:08:39.559 you log in and it says your name, most websites don't have any personalization 118 00:08:39.639 --> 00:08:43.990 at all, and certainly not even at the more simple level that you've just 119 00:08:43.029 --> 00:08:46.950 talked about. You know, that's a really good point. She'll or I 120 00:08:46.070 --> 00:08:50.429 think personalization is a bit of a buzzword these days, like ai and machine 121 00:08:50.429 --> 00:08:54.990 learning, and so there's a lot of confusion in the marketplace. There are 122 00:08:54.470 --> 00:08:58.899 varying degrees of personalization. The way we use it a Pissosa is to refer 123 00:09:00.019 --> 00:09:03.059 to kind of full site personalization, the way the ability to change any and 124 00:09:03.179 --> 00:09:07.940 all content on the website. And then to your original point there, the 125 00:09:07.059 --> 00:09:13.210 latest stats are actually even more alarming than fifty percent. I think the number 126 00:09:13.289 --> 00:09:18.049 is eighty two percent of marketers think that doing a great job personalizing their conversations 127 00:09:18.210 --> 00:09:22.690 with visitors. Yet only ten percent of consumers feel like they're being personally engaged 128 00:09:22.730 --> 00:09:28.759 by brands. So that's a pretty huge DIS pretty big gap. Exactly right. 129 00:09:28.879 --> 00:09:31.080 So I think on the panel last week we spoke about the playing the 130 00:09:31.120 --> 00:09:35.279 game. Imagine, if imagine, if that was real life. You think 131 00:09:35.279 --> 00:09:39.029 you're doing your job eighty two percent of the time and your boss or your 132 00:09:39.070 --> 00:09:41.230 spouse six are only doing it two percent of the time. That's not a 133 00:09:41.269 --> 00:09:45.509 great place to be. And so I think as market is we really need 134 00:09:45.549 --> 00:09:48.789 to step back and look in the mirror and be really honest. Are we 135 00:09:48.909 --> 00:09:50.389 doing as good a job as we think we are and how could we be 136 00:09:50.470 --> 00:09:54.539 doing a better job to personally engage our clients? Such a good point. 137 00:09:56.419 --> 00:10:00.659 So the other thing that is really common and B Tob Marketing now is account 138 00:10:00.740 --> 00:10:05.059 based marketing. So how does that work with personalization? Yeah, account based 139 00:10:05.100 --> 00:10:09.529 marketing, I think, is a really good stuff, part movement fishing the 140 00:10:09.570 --> 00:10:13.289 be tob world towards personalization, where the majority of account based marketing, for 141 00:10:13.570 --> 00:10:20.129 Short, is you are having targeted messaging around the vertical the company, perhaps 142 00:10:20.210 --> 00:10:24.600 the specific role of the individual that you're reaching out to. Yet when you 143 00:10:24.759 --> 00:10:28.639 finally break through that noise and grab their attention and they finally click on that 144 00:10:28.759 --> 00:10:31.600 email or that display add or however it is that you're reaching out to them, 145 00:10:31.919 --> 00:10:35.509 you're going to stand them to the website and that's where kind of falls 146 00:10:35.549 --> 00:10:39.669 apart. So you go from these targeted emails and all this great targeted Abim 147 00:10:39.789 --> 00:10:46.470 campaigns that you're running, but if your website isn't personalizing the kind of that 148 00:10:46.590 --> 00:10:50.299 whole campaign collapses a little bit. So we're personalization is a way, a 149 00:10:50.460 --> 00:10:54.500 great way to extend and to amplify what you're already doing on the acount based 150 00:10:54.860 --> 00:11:01.139 marketing side of things. So you're saying that marketers are better at doing personalization 151 00:11:01.379 --> 00:11:03.889 off of the website, either with ads or with emails, but it's really 152 00:11:03.929 --> 00:11:09.250 the website, the hub of everything, that is the major gap that that's 153 00:11:09.289 --> 00:11:13.009 exactly it, and that's why personalization shouldn't sound overwhelming or scary. You're already 154 00:11:13.090 --> 00:11:18.840 doing it. The problem is most of it is offsite, and so I 155 00:11:18.960 --> 00:11:24.159 really think of programmatic advertising. If someone, if you're using algorithms to serve 156 00:11:24.200 --> 00:11:26.919 up this really hyper targeted add that you think will resonate with your audience and 157 00:11:28.039 --> 00:11:31.960 they click on that ad or email or really any other media when they go 158 00:11:31.080 --> 00:11:35.710 to your website, your website should be able to dynamically change to match that 159 00:11:35.870 --> 00:11:41.830 content. It's a pretty simple concept and that's why I believe website personalization is 160 00:11:41.870 --> 00:11:45.750 a single biggest point of leverage for your company. Right you can spend money 161 00:11:45.870 --> 00:11:48.059 and each of those you're the channels, but at the end of the day 162 00:11:48.139 --> 00:11:52.379 you're driving people to your website, and so if you can get your website 163 00:11:52.539 --> 00:11:56.659 optimize and being personalized and performing as well as it can, it's going to 164 00:11:56.700 --> 00:12:01.490 have an impact across all of those different channels that are ultimately driving traffic to 165 00:12:01.570 --> 00:12:07.009 your website. Absolutely, and if you can improve your conversion rates on the 166 00:12:07.090 --> 00:12:11.529 website, then you can spend less money right on all those campaigns because you 167 00:12:11.610 --> 00:12:15.529 need fewer people to push through the funnel. That's exactly it, Sheila. 168 00:12:15.610 --> 00:12:18.799 I think for so long as markets, and trust me, I don't know 169 00:12:18.919 --> 00:12:20.399 all the answers, I've been doing the same thing myself for many years, 170 00:12:20.399 --> 00:12:24.879 is because it's been so difficult to personalize. Right, Gosh, we got 171 00:12:24.960 --> 00:12:28.399 to create ten versions out by website. We got to call out it department 172 00:12:28.639 --> 00:12:31.470 this. This is sounding really owners it's a lot easier for me just to 173 00:12:31.509 --> 00:12:35.389 spend money on paid medias to drive more traffic. That, Yo, the 174 00:12:35.470 --> 00:12:39.190 technology is out there now. Obviously I'm a little bit biased to for Sosa 175 00:12:39.710 --> 00:12:43.299 that the technology is out there and now where we can make it easy to 176 00:12:43.379 --> 00:12:48.659 personalize the website where it's much more efficient optimized conversion than it is to keep 177 00:12:48.740 --> 00:12:52.860 pumping money into paid media, which is so smart to do it that way. 178 00:12:52.259 --> 00:12:58.379 So what's something that our listeners could do themselves to move themselves along in 179 00:12:58.500 --> 00:13:01.250 terms of personalization? And then how can having a partner like her, Sosa 180 00:13:01.370 --> 00:13:07.129 help? Yeah, I think the biggest thing is even outside of personalization. 181 00:13:07.009 --> 00:13:09.370 We spoke about this the other week on the panel. Is this such a 182 00:13:09.570 --> 00:13:16.519 focus on data and machine learning and your technology stack and as market is in 183 00:13:16.679 --> 00:13:20.320 general, we've become a hyper focused on the technology and I think it's really 184 00:13:20.360 --> 00:13:24.159 important to step back and just refocus on our customer. So even before we 185 00:13:24.279 --> 00:13:28.669 start personalizing, I think it's just important to pick up the phone, send 186 00:13:28.750 --> 00:13:31.870 an email, reach out to your current clients, understand what it is they 187 00:13:31.950 --> 00:13:35.190 love about your product or service, perhaps what it is they don't love about 188 00:13:35.190 --> 00:13:39.070 your product or service and areas that you can improve upon and why they use 189 00:13:39.190 --> 00:13:43.899 you versus other options in the marketplace. And so I think for all of 190 00:13:43.019 --> 00:13:48.500 this talk of technology and Datas or critically important, but those are just tools 191 00:13:48.539 --> 00:13:52.539 to help facilitate a conversation with your clients. So the first thing I recommend 192 00:13:52.620 --> 00:13:56.409 is literally picking up the phone and calling ten of your clients over the next 193 00:13:56.450 --> 00:14:00.570 couple of weeks and taking thirty minutes to listen to them, understand them, 194 00:14:00.730 --> 00:14:05.049 and from there that will give you some really interesting insights on what you can 195 00:14:05.169 --> 00:14:09.730 personalize and how you should personal it's such a great point and any size company 196 00:14:09.809 --> 00:14:15.039 can do that exactly right. Fortune five hundred two amy's flower shop on the 197 00:14:15.080 --> 00:14:18.440 corner of first and main. All of us, as markets and just business 198 00:14:18.519 --> 00:14:20.799 people in general, need to listen to our customers a little bit more and 199 00:14:20.960 --> 00:14:26.830 then in terms of personalization and Sosa specifically. Well, really, one of 200 00:14:26.870 --> 00:14:30.950 our advantages with the SOO so that we've fi get out is how to make 201 00:14:30.990 --> 00:14:35.070 it easy to implement personalization. We work on any platform. We install with 202 00:14:35.149 --> 00:14:39.379 the single script of code, no different than dropping a add role of Google 203 00:14:39.419 --> 00:14:43.500 analytics, Pixel and and our average customer speed to revenues less than three weeks. 204 00:14:43.620 --> 00:14:46.379 So we've taken what's, you know, what a dope he's already doing 205 00:14:46.460 --> 00:14:48.980 in the enterprise space, but instead of taking quarter of a million dollars, 206 00:14:50.019 --> 00:14:52.970 nine engineers and the sixmonth implementation cycle, you literally up and running in weeks 207 00:14:54.009 --> 00:15:00.049 delivering personalized experiences and delighting your customers. That's fantastic. And and having that 208 00:15:00.129 --> 00:15:05.529 kind of leverage to get that personalization and those increased conversions and just a much 209 00:15:05.570 --> 00:15:11.679 better customer experiences really really powerful. So are there any other key points that 210 00:15:11.759 --> 00:15:13.440 you want to leave our listeners with today as we start to wrap up? 211 00:15:13.440 --> 00:15:18.679 Yeah, I would say there's no better time to stop personalization than now. 212 00:15:20.240 --> 00:15:22.669 The one of the top questions we always gets. Well, I haven't really 213 00:15:24.029 --> 00:15:28.750 fleshed out my personas yet, so I'm not sure what I would even do 214 00:15:28.830 --> 00:15:33.029 on my website and our first recommendation for ninety percent of our clients is just 215 00:15:33.269 --> 00:15:37.539 take a look at the traffic that's coming to your website. Is it they 216 00:15:37.980 --> 00:15:41.019 emails been driving them? Are they clicking on paid media campaigns? Is it 217 00:15:41.139 --> 00:15:46.220 paid social? What's the message? What's the imagery and that offsite content that's 218 00:15:46.220 --> 00:15:50.809 driving people to your website and then just create matching on site experiences to support 219 00:15:50.970 --> 00:15:56.330 and amplify all of that outside activity. So don't get overwhelmed with the data 220 00:15:56.370 --> 00:16:00.250 or persona development. Step one is always just start with what's working today and 221 00:16:00.570 --> 00:16:04.840 just take those offsite campaigns and create matching on side experiences to better engage your 222 00:16:04.840 --> 00:16:08.840 audience. That's a really simple and straightforward place to start. Yeah, that 223 00:16:08.960 --> 00:16:12.720 is a really great place to start. So this has been a really great 224 00:16:12.759 --> 00:16:18.070 conversation. I truly love your perspectives on personalization and and really stepping back and 225 00:16:18.230 --> 00:16:22.470 thinking about how that experience would be if you were on a date. I 226 00:16:22.590 --> 00:16:26.669 think that's such an important point that we we sort of get too focused on 227 00:16:26.750 --> 00:16:30.669 the marketing of it and not focused enough on the customer experience and, as 228 00:16:30.710 --> 00:16:36.019 a result, by treating everybody the same with our websites, that we are 229 00:16:36.220 --> 00:16:41.019 really doing a disservice to our customers and to our business itself. Yeah, 230 00:16:41.220 --> 00:16:44.139 I'll customers to telling us what they're interested in. We just need to step 231 00:16:44.220 --> 00:16:48.450 back and really listen, and so it's no different than a conversation like we're 232 00:16:48.450 --> 00:16:51.169 having now, Sheila. We just use need to have no tender conversation, 233 00:16:51.610 --> 00:16:53.850 listen to what the other party is telling you and then have a conversation back 234 00:16:53.889 --> 00:16:56.769 to them around that same topic. So, like I said earlier, if 235 00:16:56.809 --> 00:17:00.970 you take it out of the web context it sounds crazy, but when you 236 00:17:00.009 --> 00:17:03.000 put it in digital marking with kind of normalize that behavior. So I think 237 00:17:03.039 --> 00:17:07.319 it's a real opportunity for those companies that want to stop personalized thing. It's 238 00:17:07.480 --> 00:17:12.599 very easy way to differentiate themselves from some of that poor communication that is currently 239 00:17:12.640 --> 00:17:15.789 going on out in the market. Well, Greg, I love that you've 240 00:17:15.829 --> 00:17:21.630 founded per sosa. What a great company doing really important work. If anybody 241 00:17:21.750 --> 00:17:23.710 listening has a follow up question or would just like to connect with you, 242 00:17:23.869 --> 00:17:26.789 what would be the best way for them to find you? Yeah, just 243 00:17:27.190 --> 00:17:36.859 go our website, www dotcom. That's peerssacom or. Just go ahead and 244 00:17:36.900 --> 00:17:41.299 shoot me a direct email, Greg. Greg at the SOCCOM have need to 245 00:17:41.740 --> 00:17:44.529 odds or any questions and be a resource for anyone who wants to learn more 246 00:17:44.569 --> 00:17:48.930 about personalization. Great, thanks, Greig. That's that's so important, and 247 00:17:48.170 --> 00:17:52.049 to have you as a resource is really generous of you. So thank you 248 00:17:52.130 --> 00:17:55.289 again for being on the show. We really appreciate it. That's a wrap 249 00:17:55.410 --> 00:17:59.119 on this one. We've loved having you and we look forward to the next 250 00:17:59.119 --> 00:18:00.920 episode. Thank you. I thank you so much to you. I appreciate 251 00:18:02.000 --> 00:18:07.359 the opportunity. 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