Transcript
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Welcome back to be to be growth. I'm
dan Sanchez friends, Comey dan Chevez
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and I'm here with Pete Larkin, who is
the senior Director of marketing at
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angle point today we're continuing the
journey into the topic of thought
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leadership marketing. Kind of
discovering what it is, how to become a
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thought leader and how to develop the
thought leadership marketing content.
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I'm excited to have peace on the show
with me today because he's actually
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developed thought leadership content
for angle point while not actually
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being a thought leader in the space
himself. He is not the subject matter
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expert yet. He's producing fantastic
thought leadership content and just
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killing it, producing lots of revenue
for his company with it. So Pete,
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welcome to the show. Thanks dan,
appreciate that man, I'm excited to be
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here and I think this is a highly
relevant topic because there's a lot of
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people that are tasked with creating
thought leadership content for the
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company or the Ceo or maybe the
internal subject matter experts while
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not actually being the expert. So I
think it's a highly common task,
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especially across people that are like,
you know, their official job title
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includes thought leadership in it but
not only that, but I think most
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marketers would do well to know how to
do this well because there is a
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difference between creating good
content and thought leadership content.
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And I wanted to dive into that with you
today, starting with like your story
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like how did you even get to this point
of doing this of creating this kind of
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content for angle point? Yeah, that's a
great question. Thanks. Um you know
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it's kind of weird um I didn't even
know that the industry in which I work
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even existed until pretty much I
started working here. I work in the
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space of software asset management
under the umbrella of item or I. T.
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Asset management. And prior to working
here at angle point I was with a sas
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company sas startup here in Utah called
Ramadi. And prior to that I worked with
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a couple of different organizations in
the in the marketing department. Um but
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when when I got here to angle point I
was pretty much the one man band when
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we when we started up Um the company
started in 2009, I joined in just to
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believe it's 2015 and it was you know,
it's just me, all my lonesome doing the
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one man band marketing thing. I think a
lot of people can relate to that,
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especially in smaller organizations.
And then and then you scale up from
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there and we've grown our team. Um but
since then, you know I've done I've
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worn so many different hats and done, I
had to get deep into so many different
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marketing functions uh and in our space
as we, you know, really try to make our
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place and and kind of I guess take our
place in the our market and kind of uh
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as as I think everybody is trying to do
kind of that number one spot kind of
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dominate in our space. Um Thought
leadership has been such an important
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aspect of our work. So as you've gone
about trying to become the leader in
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the space, right? Thought leadership
and become kind of the innovator and
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the one that people go to for
information, that's how usually most
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people describe thought leadership to
me. I don't know if that's the whole
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story behind I thought leadership and
that's why I'm doing the deep dive, but
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that's certainly a huge aspect of it
using the huge benefit of it. How did
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you, what start from the beginning of
what your methodology is like for
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developing thought leadership content,
even though you weren't the one to kind
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of develop this space originally. Yeah,
I mean one of the most important things
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that we need to be able to communicate
is trust and confidence for our
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customers, right? If they're going to
spend a large amount of money with us,
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they have to be able to trust that that
we are going to get it done for them,
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right? Like we are going to be able to
perform and solve their pains uh and
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take advantage of opportunities. Uh and
and those were it's so critical to
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build that trust and that credibility
for us, that thought leadership, you
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know, kind of our approach of and I
look at it as kind of watering holes,
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right? And that's kind of kind of my
example, or my analogy is is I want to
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not only be a watering hole for people
to come to for a source of information
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for, you know, a trusted source where
anytime somebody wants to learn
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something about item or SAM software
asset management, if they want to learn
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about Microsoft publishing, license,
contract negotiation, um I want them to
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come to us, right? And that means that,
you know, we have to be able to
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demonstrate and to be able to show why
people can trust us, right? And so I
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don't just want to be a watering hole.
I want to be the watering hole, right?
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I want to be the biggest best I can get
a really like tasty deep drink in the
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angle point watering hole, right? That
may sound a little weird, but that's
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kind of our take on it. So there's
often a differentiation between content
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marketing, thought, leadership
marketing. Where do you draw the line
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in them? Yeah, dan, that's a great
question. And for us uh we create a lot
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of content for different reasons
specifically for search engine
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optimization. It might be for trying to
build, you know, relationships and to
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for to get for people to get to know
our people a little bit better
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specifically. Um for example, creating
content that's about our Ceo or one of
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our analysts and it's not specific to
leadership in that aspect. Sometimes it
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is, but in in this context specifically
talking about humanization, trying to
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help people really get to know who we
are um that we're not just um you know,
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robots, you know, working behind, you
know, behind screens on computers, but
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that we're real people. Um so that's
definitely a piece of it. Maybe for,
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you know, lead capture lead generation
purposes. Um There's a lot of different
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reasons why we create content, but the
difference for for for us between
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content marketing and the thought
leadership is that for for Thought
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leadership, we're really trying to help
build that that trust and credibility
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for our people and for our our company.
And that kind of breaks into a
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discussion on like thought leaderships
for brands and thought leadership for
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people individuals, right? And that,
you know, linked in for example, linked
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in put so much focus on the individual
profiles and it does on brand pages,
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and that's so much more optimized and
helpful to be creating content as
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individuals than just the brand, right?
And that's, you know, part of how we
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take our approach on on Thought
leadership is how do we build that um
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for angle point our brand and how do we
build that for our individuals? Right.
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Our contributors are subject matter
experts are smes find one of the
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differences. I see what content
marketing all the time is, that content
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marketing isn't necessarily unique to
you. You might have organized it better,
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you might have put together information
that was already out there and just
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didn't there wasn't a good blog post
for And you published it. Thought
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leadership marketing is unique, right?
It's new ideas and people tend to trust,
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I think you said the word credibility.
I think that's a big piece of it is
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thought Leadership builds more
credibility and people tend to trust
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those people more and tend to go to the
person on the cutting edge for the
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information. Right? So we're always
looking for that new thing. So, I think
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that's a big piece of it. It's
certainly we can unpack that in the
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whole episode. Yeah, absolutely. and
you know and kind of adding on where um
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it is something cutting edge, it is
something new but it's also something
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deep, right? Where there might be a lot
of discussion about a certain topic
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that may not be getting as deep as it
as it could be. So um and that's where
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the topic might not be necessarily new
but like the supporting details like
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the house, the what's the winds, the
wise um and getting really deep on that
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where that there might be new content
or new information specific to that
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topic. But the topic itself might not
be new, right? It could be a gold.
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Right? Absolutely. So let's dive into
your process like how are you creating
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thought leadership content for angle
point? Even if you're not the one, the
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subject matter expert, were you going
to get it? And how are you crafting it?
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Yeah, man. And this process has changed
from when I started with angle point
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until now because we're, you know, like
we went through that whole learning
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process and on how to really dial it in.
But now after years of practice, trial
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and error, I still after over five
years in this industry, you know, I do
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my research and I get deep in in doing
my best to understand, you know, our
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market, our segmentation, czar personas
and to just know the ins and outs of
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the industry and still when it comes to
the technical spaces, the technical
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parts of the services that we provide,
man, it is just like it is so, so deep
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in there. We, we provide a number of
different services. Um and they're
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literally, you cannot find um there's
no like special unicorns that you may
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find in other industries, in our
particular industry. You're not gonna
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find one specific person who is a like
deep thought leadership expert in every
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part of our business, right? You can
find some generalists who have like a
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pretty high level on all of the
different components of our business
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and you might find someone who's like
really deep in one or two components,
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but you're not going to find someone
who has that depth for everything,
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right? And so so for me, like I'd have
to go back to school and spend years
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upon years learning about, you know,
everything um to do with the technical
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components of our business to be
considered, you know, a thought leader
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for the different verticals, right? Of
our space because you're not an I. T.
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You're not a procurement, which is kind
of like the people that are doing the
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thing that you are trying to attract
and build that leadership around. So if
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you're a marketer doing thought
leadership, unless you're selling to
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other marketers, you essentially have
to get your your thought leadership
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content from somebody else, right? Yeah,
dan. I found like in in our space in
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particular, um that you're either a
subject matter expert practitioner
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turned marketer or your marketer having
to market, uh, you know, the subject
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matter that you don't know a ton about
market or first or a subject matter
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expert first, but you you don't find a
lot of really talented subject matter
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experts who become these really, you
know, deep talented marketers, it's
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hard to find those, right? Those would
be probably unicorns to find that type,
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right? So for for me at angle point,
I'm still after these many years, I
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don't feel to any degree that I'm a
real subject matter expert in the space.
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So I have to work very, very closely
with our subject matter experts
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throughout our organization who are all
by the way, you know, billable, right?
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They are spending their time with our
clients and taking any time away from
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them at all means I'm taking away from
billable hours, Right? So I have to be
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very, very careful and cautious about
how much time I'm taking away from them,
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which has been influential, you know,
crucial to the processes that we've
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built around this on how do we build
thought leadership and how do we build,
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you know, the the brands around these
particular individuals and our company
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as you know, credible sources? Um,
without just taking, you know, an
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exuberant amount of time away from, you
know, billable hours away from our
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clients. So how do you extract the
information from your subject matter
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experts getting the information to
start with. I'll tell you a little bit
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of kind of the back story. Um when,
when we first started, when I first
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started kind of one man band approach
at angle point, um you know, I'd sit
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down with them, I would interview them,
I would, you know, kind of journalist
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approach, I would take notes, I would
record, and then I found, man like I'm
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just I'm taking too much time away from
these people, and then I said, okay,
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I'm just going to have them write it,
you know, here's the topic that we need
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to talk about. If you can go and create
like a presentation or if you can write
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an article about this, that would be
great, and then they send it back and
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I'll be like, man, this is crap, right?
Like great content butthole, man, like
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it is hard to read write like not you
know, expert writers and, and and then
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the tone and voice was coming across so
different across so many different
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people, right? And so just like what
was coming back to me was not stellar.
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Right? Again, the subject matter itself,
the content of the sub, like regarding
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the subject and the quality of that
content, it was great to be honest,
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even like reading into it, I would look
at it and I'll be like, I think this is
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great. I like I think this is right.
Like I don't have no way to verify that
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this is right and that those kind of
challenges that we're facing as what,
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what impacted the process that we've
built today, um for us and this, this
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particular approach, it works for us.
It might not work for every
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organization, but I think there are
quite a few that that this would be
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applicable for where one. man, we first,
we have to identify what topics do you
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need to be talking about, right? Um and
if it's going to be cutting edge, if
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it's going to be relevant or if it's
going to be, you know, really deep or
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something new based on an older topic,
you do have to know and understand the
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industry and what's happening, right?
And as someone who's not a subject
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matter expert, especially in all the
different verticals in our organization.
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That's hard, right? So one thing that
we've done is we've created an internal
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way for people to report on like new
and emerging topics for us, we use
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Microsoft teams. So within teams, we
have a channel that says, hey, anytime
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you see something new or some like a
hot topic, throw it in here like report
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it right? Tell us about what's going on.
And then we, we kind of get put on our
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journalist hats and we start
investigating. You know, someone had
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just come into that. This new thing is
happening. You know, this new trend or
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like this is where things that we
predict, things are going to go. Um,
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that's where we really start
investigating deep on the marketing
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side. Uh, and then we'll schedule some
time with that particular person who
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commented or with a couple of different
people within the organization. We'll
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do some short interviews just to get a
better idea of what's happening. And
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then one of the best things that we've
been able to find is, well actually
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create a webinar, right? We will, will
meet with the particular subject matter
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expert, who, who is, you know, the best
person to talk about this particular
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subject. And then we will set up a
webinar will market will get people to
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drive people to come to our webinar.
And in the process of creating the
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webinar and preparing the presentation
the subject matter expert. They put a
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lot of thought and you know, they do
put it's not a significant amount of
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time that we found, but um it probably,
you know, four or five hours, maybe a
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tops um that they create this
presentation prep for that webinar. And
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then after the webinar is done, we take
that and then we repurpose it right. We
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create articles from that. We create
social content from that. We create
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audio clips from that micro videos and
we just reuse it the blog articles.
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Then we really focus on the keywords
for search engine optimization. In
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addition to, you know, it's a thought
leader piece, but it's also very much a
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search engine optimization piece. So we
are repurposing that content without
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having to involve the subject matter
expert, you know, um time and time
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again. We, because they've already
created it right, they've already
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created that content with the webinar.
Uh and then we're just repurposing it
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so we don't need to go and say, hey,
can you, can you verify that this is
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right? Or can you can you check our
work on this? But even then, like, um
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there are times when maybe we're not
doing a webinar or we're not doing uh
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you know, a podcast or something. So if
we're going to say just create an
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article, we will have a similar process
where we'll sit down with them, will
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record them talk about a certain
subject Uh for maybe 15 minutes to half
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hour. Then we'll go and we'll write the
content and then we'll send it back to
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them and we'll go through our first
round of of review. Um so we have that
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particular subject matter expert check
that content to make sure that it's
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good and that, you know, we're not
saying anything that's going to be
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embarrassing to us, right? Because
especially in our space, and I'm sure
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that this is very similar in a lot of
organizations where you can say one
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word wrong and make yourself look like
an idiot like your company and you
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totally uproot like all of the efforts
to like build this credibility in this
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trust and it's like common that doesn't
know what he's talking about, right? Um,
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so like in a space like ours and many
organizations, you do have to be super
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careful about what you say and how you
say it. So we, for a lot of the content
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that we create, we actually have a two
step verification or content review
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process where we don't want to take too
much time from our experts, but we need
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to verify and ensure that what we're
putting out its quality. There's I mean,
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James Carberry talks a lot about
quantity leads to quality and were very
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much on board with that, like we're not
necessarily trying to create perfection,
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but we are trying to make sure that
we're focusing credibility. So first we
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have that subject matter expert, review
it and and sign off on it and then we
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send it to a second um subject matter
expert as just kind of a second set of
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eyes and that second person that we're
sending it to, um they've got a lot of
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experience throughout in our industry
and throughout the different verticals
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of our space. They might not have as
much deep expertise as that first
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subject matter expert, but as a second
set of eyes, they're really helpful on
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catching things that maybe that first
subject matter expert didn't see. So we
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have the kind of that, that two step
verification content review that's
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really, really helpful. And I think
that that's what has been so crucial
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for us in creating content, um that
that people want to read, but also that
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really helps build that thought
leadership, that trust and credibility
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for us. I love how thorough the process
is. So essentially I took notes and I
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was saying these are the kind of the
steps you have, right is identify the
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topic categories ahead of time that,
you know, you want your subject matter
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experts to kind of pay attention to.
And then you created a channel, you did
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it on teams, but it could easily be
done on slack or other kinds of
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internal chat system. Or they could
just kind of post things that they saw
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were interesting. What was unclear is
in between that. Do you identify as
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they're posting things to this channel
to you as the market or pick out which
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one do you want them to do webinars on?
Yeah, that's a great question. When it
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comes to like, uh which topics we're
gonna do a webinar or what topics we're
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going to do? Maybe just an article on.
We will uh this content, we actually
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have a content review team. I was
talking about going through the first
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person in the second person, the second
set of review. Like we have a channel
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within teams, you can do this on slack,
but that's where we post um kind of our
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plan for the content that we want to
roll forward with say, hey this, this
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looks like a topic we should really
invest in. Um we're thinking about
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doing a webinar and we'll have the
content review team look at it and
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they'll say, hey, yeah, actually you
definitely need to look into this or in
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others, they might say, actually, uh
maybe not, don't spend too much time.
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Maybe write an article about it. Cause
like we're not ranking very high for
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any of these terms, may be doing S. C.
O. P. S on this and you know, it's
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still a great piece to share on
linkedin, but maybe don't be as
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invested on, on the way that your
repurchasing or building more committed
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content for. I love that you're jumping
right into webinars after you identify
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the main topics you want to hit, it's
live, it's, it forces them to really
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think through what they're going to say.
So their delivery is really good.
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Oftentimes when you just come and
record things, I don't know, it could
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take more time. I don't know. I guess
you can go back and forth because I
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like being able to jump on a podcast,
just record and being able to box
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something and they know that the
editors are going to get in the back
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end. But once you've done the webinar,
that's one that's a whole different.
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You could do things live, which is a
whole channel in itself and then take
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and push it to Youtube or something
later. That's a different channel. Um,
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and then splinter it up into all kinds
of different pieces. And generally if
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they did a good job on the webinar
while you're running it through two
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different filters to make sure it was
good, chances are probably pretty good.
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It's going to be pretty clean and
probably rarely gonna need like much
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editing from there because they had to
do it live, which means they did a lot
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of homework out ahead of time. So I'm
not surprised they're spending you know
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2 to 4 hours preparing for its probably
a good amount of time because you're
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going to save time on the back end just
editing it right? So I love that
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process that way. You're just kind of
coordinating it, getting them your
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internal subject matter experts to
create the content that's relevant
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because they're paying attention to
what's going on out in the world in
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this industry. And as they surface
things, they you flag it, they come up
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with a unique opinion about it, do it
as a webinar, get it out there and then
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you splinter it out to reinforce that
pillar piece of content you mentioned
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to me before in this just before
recording that you had an internal set,
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but you also have an external set to
capitalize on thought leaders outside
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of your company. So tell me a little
bit more about that process. Yeah,
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absolutely. You know, this is this is
maybe a little bit unique to our space,
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but I think it's also applicable to to
others as well. For those who are
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familiar with Gartner, it's, it's a
research organization. They do a lot of
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events, but they're very trusted source,
right? They do also something called
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the Gartner Magic Quadrant. I'm sure
that a lot of of listeners have heard
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this or have seen this before where
they kind of plot where organizations
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are on on kind of this uh, this to
access quadrant, right? If you're in
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the top right, you're usually the
leader, right? And Gardner is very
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careful in the way that they position
things where you know they want
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everybody on the on that magic quadrant
to be uh to be seen in a great light.
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But you know if you're in that top
right quadrant like that's that's the
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place to be, that's the top spot. Yeah
and for marketers listening to this to
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me it sounds like as I was unfamiliar
with them. I've heard of them it's a
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big name but at the same time like oh
it's kind of like G. Two which more
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marketers and I think maybe startups
are probably more familiar with G. Two
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but you're dealing with like I. T.
Enterprise where there's just a
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different gatekeeper when it comes to
reviewing who's who out in the tech
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world, right? Yeah. And and at Gardner
they have a lot of uh you know really
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knowledgeable experts and thought
leaders, right, who they hire to come
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and do a lot of this research and then
to, you know, publish content materials
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that other organizations can purchase
and can learn from. And they, you know,
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Gardner is a great source of great
watering hole, write a great source of
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information. Uh, you know, speaking of
thought leadership. Um, and for us this
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kind of external approach is um, a lot
of people go to Garner saying, hey, you
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know, like we're looking for for this
type of solution and we're looking for
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this type of vendor, any
recommendations or any referrals,
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anywhere you can send us to for this
type of thing. And in our particular
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space that happens all the time, people
are going to Gartner for, you know, for
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some guidance and direction and we
wanted Gardner to know who we were,
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right, and we want a gardener to know
what we do and um not just at at a
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surface level, but we wanted to build
that brand perception, brand awareness
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and thought leadership in the eyes of
Gardner, right? So we're targeting
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Gartner in a way, you know, kind of
target marketing, um you know,
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targeting gardener so that they see us
in that light, um you know that we want
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to be seen to perceive us as industry
experts, but the way that we've done it,
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like it's a difficult thing to do and
we found that, you know, Gardner, I
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think Forrester as well, you can do
this with them as well, but you can
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pretty much purchase a package or you
can pay to spend time with them. And
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they will review like any, pretty much
anything that's called an inquiry, a
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gardener inquiry, you pretty much um
they will review anything that you want
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to talk with them about. And let's say
that you're going to create, you know
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some a blog article or a presentation
or you're gonna do a webinar your
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website literally like anything you
want them to look at and review. You
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can sit down and have them look at that,
they'll give you some feedback and then
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you can then implement that feedback
and just, you know, make it better
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right? Whenever you're working on now,
the beauty in this is as I'm having
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them review the content that that we're
working on, um they see that content
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and they learn the depth and breadth of
what we do, right? So they get to learn,
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say I'm going to write an article
specifically, you know, in the
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marketing world. They've got a Gartner
magic quadrant for marketing automation.
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Let's say I'm gonna meet with Gartner
about you know how this new integration
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with linkedin right? Where I can talk
with the marketing analyst and they can
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learn everything about this integration
with linked in and while I am, yeah,
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I'm trying to get their feedback, I'm
also educating them on what we're doing
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and how great of a solution that we're
providing. Right? And then as we do
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that we're building that, reported that
reputation with these Gartner analysts.
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And then when people go to gardeners
say Gardner, who should we go check out?
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Right. Um for this is you know, these
are our challenges are pain points, we
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need help with uh you know, linked in
some of our marketing automation and
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they said, oh you know what, I was just
talking to dan Sanchez and he told me
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this like really cool stuff that he's
doing with like some of his linkedin
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automation stuff like that's gonna be
top of mind for them, right? You know,
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So would you be doing this with
features of your service or product or
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would you be doing this with your
thought? Your unique thought leadership
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ideas? Yeah, dan. I mean it's both
right? That's a great question, but
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it's both like, we'll do that for for
we want them aware of the products and
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services that we're offering, but we
also want to, you know, to be able to
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pass on um that thought leadership
content that we're creating both for
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feedback. I genuinely want their
feedback there really, it could be like
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a unique methodology or approach to
identifying a problem. Maybe everybody
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russell's with the same problem, man,
that's a really interesting take. So
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you're getting the kind of the some of
the industry gatekeepers and I don't
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know what else to call them, but
they're like the ones that people go to
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the trusted authorities on the topic
and essentially get into paying them to
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review it in. So doing you are one
getting valuable feedback. It's
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probably worth it just for the feedback,
but also getting on their radar so that
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you're in their minds, so that when
they're either reviewing the category
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that you're in or giving advice to
other people, because again, other
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people are going to them paid and
probably unpaid sometimes, who knows?
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You're in their minds, you're cementing
your position, your cementing your
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thought leadership. So those guys are
now going to all their other customers
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and probably mentioning you when it's
relevant. We've had a lot of referrals
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come from Gardner and it's been
incredibly impactful for our business
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to the tune of of seven figures, right,
man. So is that I was just going to
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lead into like what would have been the
results of doing this? So do you have
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more specifics around like the numbers
of what this thought leadership has
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done? Yeah, I mean without getting too
specific, I can't legally get too deep
384
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in here. But I can tell you that it has
become such a key component to our
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marketing strategy because of its
impact, that it's one of our key
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drivers, right of new revenue. And
that's, I mean, everything that we're
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doing, that we've been talking about
today, the metrics that we're looking
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at is ultimately its revenue, right? If
you're not looking at that revenue
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metric, then you're missing a big piece
of this. And are you attributing that
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by people coming in, new customers
coming in when you ask them like the
391
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proverbial question, like how did you
hear about us? And they're saying
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Gardner? Yeah, that's exactly right
Yeah. Thing. And they probably play
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into each other, right? So you're doing
the first step by getting your internal
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subject matter experts and you're
constantly have like a little bit of a
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machine, like creating thought
leadership content that way. Um through
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the process, we just talked about, are
you taking like the best pieces from
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that and pitching those two Gardner?
Yeah, the content that we create, that
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we're specifically going to show the
gardener. I mean we're not going to
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show them everything right, We're going
to show them the pieces um that are
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most important that helped build, you
know, that that perception, right? It's
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it's kind of that branding piece, the
branding strategy, it's the the analyst
402
00:28:14.050 --> 00:28:18.990
and and thought leader aspect of
branding for the company and are
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00:28:18.990 --> 00:28:22.220
individuals, right? Because we also
want to show like who who's creating
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00:28:22.220 --> 00:28:25.840
this content like that. All this was uh
this person on our team and this person
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00:28:25.840 --> 00:28:29.670
on our team and then we'll have those
people meet with our analysts as well.
406
00:28:29.740 --> 00:28:33.460
So it's not just I'm like, actually I
very rarely meet with Gardner myself,
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00:28:33.540 --> 00:28:37.730
right? I send the creators of this
content, the creators of this thought
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00:28:37.730 --> 00:28:41.540
leadership material so that they are
having face time and interacting with
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00:28:41.540 --> 00:28:45.710
these analysts, Right? That's a super
important piece, man. I think this is a
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00:28:45.710 --> 00:28:49.610
pretty good 12 punch one on reproducing
content systematically from your
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00:28:49.610 --> 00:28:53.270
internal experts, but also gonna almost
an outbound strategy for getting the
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00:28:53.270 --> 00:28:55.930
thought leadership out there and
getting it validated, you know, stamp
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00:28:55.930 --> 00:29:00.890
of approval from other people that are
that your customers respect. Um, if
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00:29:00.890 --> 00:29:04.320
you're a SAS company, go and find the
gatekeepers, the people everybody's
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00:29:04.320 --> 00:29:08.390
looking to for information and see if
you can get in front of them if you're
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00:29:08.390 --> 00:29:11.960
selling SAS and there's probably a lot
of service people who are working with
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00:29:11.960 --> 00:29:16.520
lots of customers, right? So like, I
mean, sweet fish could be one of those,
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00:29:16.520 --> 00:29:21.440
right? We're podcast agency. We have, I
don't know, 85 active shows and we've
419
00:29:21.440 --> 00:29:25.480
launched hundreds of podcasts. So we
have a bit of a voice in podcasting.
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00:29:25.480 --> 00:29:28.850
But if you had podcasting tech, I'm
like, I don't know, maybe you should
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00:29:28.850 --> 00:29:33.990
come find me. Right. I could probably
be, I'm a like a micro, very tiny micro
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00:29:33.990 --> 00:29:38.020
influencer between like the rest of the
Swedish team. But it wouldn't be, it
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00:29:38.020 --> 00:29:40.260
probably wouldn't be a bad thing,
especially if you wanted to reach like
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00:29:40.260 --> 00:29:45.350
b to be like podcasting people. But
there's probably, that's just a very
425
00:29:45.350 --> 00:29:48.950
small case. And to be tacked. Like if
you went to, um, if you're in demand
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00:29:48.950 --> 00:29:51.870
gen probably want to go find chris
walker and see, have a little
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00:29:51.870 --> 00:29:56.830
conversation with them, see what you
can do now. He's pretty tight lipped
428
00:29:56.830 --> 00:29:59.110
about his vendors and what he
recommends. And he's actually kind of
429
00:29:59.110 --> 00:30:03.080
anti tech sometimes, but you know,
trying to find the gatekeeper, the
430
00:30:03.080 --> 00:30:08.500
influencer or the organizational
gatekeeper in your case, Gardner who's
431
00:30:08.510 --> 00:30:11.440
seeing a lot of people having lots of
conversations and is generally
432
00:30:11.440 --> 00:30:15.140
respected in the industry and seeing if
you can get in front of them. Yeah,
433
00:30:15.150 --> 00:30:19.120
it's the third party source, right? Who
is the third party source that
434
00:30:19.120 --> 00:30:23.610
everyone's going to that watering hole
for information, uh, and direction on
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00:30:23.610 --> 00:30:27.380
where they should go, right? And if you
can build a reputation, report with
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00:30:27.380 --> 00:30:32.170
them uh, than the referrals. You know,
there's big opportunity there, what
437
00:30:32.170 --> 00:30:36.120
we've been talking about here. There's
a referral aspect here. Thought
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00:30:36.120 --> 00:30:40.810
leadership aspect to your content
marketing aspect here, right? There's a
439
00:30:40.810 --> 00:30:44.360
lot of, you know, different kind of
approaches to this kind of, wrapped
440
00:30:44.360 --> 00:30:48.980
into one, but definitely all around
this idea of building credibility and
441
00:30:48.980 --> 00:30:52.990
trust in your organization and your
people and that's fantastic. Is there
442
00:30:52.990 --> 00:30:58.120
anything I missed in breaking down this
methodology and the results that you've
443
00:30:58.120 --> 00:31:02.150
gained? Um No man, I think we've
covered it pretty well. I just say that
444
00:31:02.150 --> 00:31:06.170
like, it may seem like a big daunting
task and like, oh man, this is pretty
445
00:31:06.170 --> 00:31:10.060
heavy, How are we going to get the ear
of of, you know, this particular
446
00:31:10.060 --> 00:31:13.230
organization or this particular person,
you know, the chris walker or the
447
00:31:13.230 --> 00:31:17.560
gardener, Right? But first and foremost,
it's important to understand in your
448
00:31:17.560 --> 00:31:22.840
space to identify who these, you know,
these other influencers are and thought
449
00:31:22.840 --> 00:31:26.630
leaders. Like there's an influencer
aspect here, Like B2B influencer
450
00:31:26.630 --> 00:31:31.340
marketing, like that's a thing to write.
But identifying who they are and then,
451
00:31:31.350 --> 00:31:34.620
you know, trying to build relationships
with them, right? That's right. You can
452
00:31:34.620 --> 00:31:38.030
do it on social media, you can do it by
your podcast and interview them on your
453
00:31:38.030 --> 00:31:43.870
show. I'm actively doing it pretty much
every day doing it right now. So, a man,
454
00:31:43.870 --> 00:31:48.830
that is a great point to wrap up the
show. Where can people go to ask you
455
00:31:48.830 --> 00:31:52.530
follow up questions and learn more
about angle point if they have more
456
00:31:52.530 --> 00:31:56.700
questions after this? Yeah, absolutely.
You can find me on linkedin. I'm pretty
457
00:31:56.700 --> 00:32:01.770
active there also, you can go to angle
point dot com, find more information.
458
00:32:01.940 --> 00:32:06.780
Um but Lincoln is definitely the
easiest place department. Fantastic.
459
00:32:06.830 --> 00:32:10.480
Again, thank you so much for joining me
on GDP growth. Thanks man, appreciate
460
00:32:10.480 --> 00:32:11.850
it. Mm mm
461
00:32:14.440 --> 00:32:18.170
For the longest time I was asking
people to leave a review of GDP growth
462
00:32:18.170 --> 00:32:22.630
in apple podcasts but I realized that
was kind of stupid because leaving a
463
00:32:22.630 --> 00:32:27.790
review is way harder than just leaving
a simple rating. So I'm changing my
464
00:32:27.790 --> 00:32:31.490
tune a bit instead of asking you to
leave a review, I'm just gonna ask you
465
00:32:31.490 --> 00:32:35.520
to go to beauty growth in apple
podcasts, scroll down until you see the
466
00:32:35.520 --> 00:32:39.180
ratings and reviews section and just
tap the number of stars you want to
467
00:32:39.180 --> 00:32:45.000
give us no review necessary. Super easy.
And I promise it will help us out a ton.
468
00:32:45.010 --> 00:32:49.010
If you want a copy of my book, content
based networking, just shoot me a text
469
00:32:49.020 --> 00:32:53.570
after you leave the rating and I'll
send on your way, text me at 4074 and I
470
00:32:53.570 --> 00:32:56.670
know 33 to 8.