Intent Data in Action: 6 Strategies for Customer Success, Marketing, and Sales.

[00:00:00] Alex Jonathan Brown: It's 11 a. m. on the West Coast, 2 p. m. in New York, and wherever you are, turn off your Slack notifications, grab your favorite caffeinated beverage. It's time for a coffee break. I'm Alex Jonathan Brown, Senior Content Strategist here at Ironhorse. And today we're returning to the world of intent data, specifically looking at how your business can make it work better for you and hopefully even a little better than it's working for your competitors.

Our tour guides on this journey today, senior manager of demand generation at Netline, Josh Baez. Hi, Josh. 

[00:00:38] Josh Baez: Hi, it's good to have you. I mean, it's good to be here. I should say, Whoa, I'm so used to being the host of the webinar myself.

[00:00:45] Alex Jonathan Brown: There's such an added pressure for me knowing there's another webinar host on the webinar. And director of growth marketing right here at Iron Horse, Ellen Smoley. Hi, Ellen. 

[00:00:54] Ellen Smoley: Hello, everybody. 

[00:00:56] Alex Jonathan Brown: So we've done a couple coffee breaks about intent data before. And if you're watching this and haven't seen those, go check them out after. But I think it makes sense to kind of just assume that everybody's got the one on one level knowledge and not, not backtrack too much.

Um, those conversations though, have largely revolved around looking at intent data from an account level. And at least from the conversations that like I've been hearing, it feels like there's a bit of, bit of a move back toward thinking about marketing the way we did 15 years ago, where the buyers becoming the individual member of a buying group is becoming more and more important again, I think my first Is that a real thing that feels like it's happening or am I kind of making that up and it's just Selection bias on my part.

[00:01:45] Josh Baez: Yeah, I think that that's a good way to start. So for those of you that don't know, by the way, um, Josh bias, senior manager of demand gen, like Alex said, uh, I work at Netline. Uh, we are a part of Informa, which is one of the largest, um, organizations of events, um, in the world. Uh, Netline specifically is the largest content syndication lead gen platform in the industry.

We also have a platform, uh, coincidentally called Intentive. Which is focused on higher level intent data. So that kind of is the background. I'll be talking and referencing higher level intent data a lot throughout this. Um, but Alex, to answer your question, I think that it's been interesting in the last few years, and I think that you're not going crazy.

So I'll just put that, put that to rest right up front. Um, I think that what's happening is that organizations, typically like a lot of the marketing leaders in those organizations, we've been so focused around. I count this and I count that account based everything. And that's been that way for five or seven or 10 plus years.

Now, um, it's always been critically missing that buyer level because I think that the company's marketing is very directionally helpful. It helps you understand who are the accounts that are surging, where should we be focusing our efforts? But after that level, we kind of are in this black box of, I don't really know.

And I think that you can spend all this money, you know, driving a company's engagement and driving awareness of, you know, multiple people in the account, but if they're not the right, and if they're not the actual individuals who are expressing the intent or who are actually involved in making that decision, a lot of marketing dollars that are going wasted and a lot of sales efforts that are going into nowhere.

And so I think that what's happening right now is that. People are starting to realize like, Oh, I actually do need to make money. We actually do need to drive some engagement in some conversion. And so account based marketing, while it is valuable to some degree, there's a point where that stops and you really do need to start getting back to who are the individual buyers, what are their behaviors and where are the signals that I can be leveraging to improve my actual conversion rates?

[00:04:08] Alex Jonathan Brown: Yeah. I think it's one of the things too, where like in marketing, we have this I think bad habit of like, Oh, there's the next new thing. Let's run it that full steam. Um, when it's always the next new thing and the last four old things and you need all of those to actually work. Um, and also, you know, companies can't sign contracts.

It's like a human being who puts a signature on something. 

[00:04:35] Josh Baez: Yeah, I mean, it's, it's, it's like fashion is cyclical, right? And so, so are marketing trends. Um, but I will say, you mentioned, you know, for years, we, as an industry of marketing have touted the fact that, Oh, accounts don't make decisions people do.

But then where have the people been in that equation for so long? Right. So just another thing to think about is. As we, as we talk about the coming back to our buyers, it's really, that's something that has been missing from this equation for so long yet has always been there to some degree. And we're now finally starting to put that lens back on them.

[00:05:19] Alex Jonathan Brown: So I think the interesting follow up then, and Ellen hop in, if you've got anything to is the, at least in my head, the rise of like, we're going to focus really hard on ABM. Has coincided with the rise of, we're going to focus really hard with intent data. So, so much of the way that like, we've been thinking about that and using that has been at that kind of account based level.

Can we start to get to like intent or a person level intent data? And is that a useful goal to aspire to? 

[00:05:53] Ellen Smoley: I think it's so useful. I mean, when we look at accounts, um, there's, there's tools out there and I'm not talking specifically about Netline. Um, but that will help us kind of understand the account and the level of intent around that, um, but then also some persona data too.

So we are trying to get closer to who exactly is doing that searching. So we, as a revenue team, sales and marketing can be smarter with our outreach. Um, extremely, extremely helpful rather than just saying you've got this account that has 10, 000 employees. Good luck. You know, definitely it's, it's helpful.

[00:06:30] Josh Baez: Yeah. Yeah. And I think too, like, I don't want to give the impression that, Oh, we should drop everything account based because obviously we're going back to our buyers. Like that's not, I think that there, there needs to be a healthy mix of everything. Like it's kind of the same way where. I'm dating myself.

I feel like, which is crazy to say, cause I'm not that old, but, but when we think about like social selling, like, do we remember that from like 10 years ago and that was like the thing for sales and now it's just become an integrated part of what it means to be an engaging sales person. And so similarly with account based marketing, intent, data, digital marketing.

Demand gen, like all of these different components, it's never a matter. This is the one thing that we're doing. And this is it. Like, it always has to be an acknowledgement of what are the slices of this pie that I can, that I can like have with each of these pieces. And how do I mix my marketing so that way I can have a really good and equal balance of different tactics and strategies to get me to where I need to be.

[00:07:46] Alex Jonathan Brown: Yeah, I think that. Along with that idea of like it being a mix of things we've kind of recently learned, um, through net lines, you know, contact conception report and all that stuff that like, as much as I want to believe as a person who occasionally writes blog posts, that I'm going to write the perfect blog posts and you're going to sign a multimillion dollar contract based on how much you like the way I use commas.

I don't know how it's supposed to work. Sometimes like the way that buyers are consuming data. Or consuming information has gotten wild and I think I mean, scary on some levels. Do you want to talk through some of those numbers, Josh, just in case people don't know? 

[00:08:25] Josh Baez: Yeah. Well, I mean, it is, it is kind of scary. Cause I think back to like, before the days of even just like the social media, as we know it today, where it was like, your channels are LinkedIn, Facebook, and Twitter, and back then it was still called Twitter and I'm still going to call it Twitter. Um, but it's just like, now it's. You have so many different channels, so many ways of interacting with people, so many ways, like for your buyers to engage and consume content within seconds.

Like it's, it's beautiful. Insane to be a marketer these days because there are so many things that you have to consider. So a couple of the stats that we found, so this is from Netline's annual content consumption report. We do this report annually. This is the eighth year that it's come out. And this is data that comes directly from our platform.

I think this year we had around like 6. 2 million content registrations that we were able to analyze and pull these insights from. Um, so it's a lot of So speaking of data, um, but we saw that there's a 14 percent increase in the user demand for gated content. And so there's the conversation also about like, do we gate content?

Do we not gate content? That's a whole other conversation. I'm not even going to get into that, but users are saying that there is a 14 percent increase in their demand for gated content. For this gated content. So take that with how you will. Secondly, we've also noticed that buying journeys are getting longer.

Um, so we refer to it as the consumption. And that is the time that it takes when a user registers for a piece of content and when they actually open. And we saw that that has increased to 31 hours. Um, last year it was only 29. And so just because someone registers for your content, it's Does not mean that they have read it immediately.

It usually takes them at least a day, probably safer to bank on two days. So buying journeys are getting longer. Buyers are hungrier than ever, but according to Forrester, they're around 17 interactions in a single buyer's journey. And that's just one out of the six to 10 buyers in an average buying committee.

These are a lot of numbers. I know I'm just, I'm building the story for you. And then the last one, according to the content marketing institute. 57 percent of marketers say that creating the right kind of content for their audience is their top challenge. Like, that's the challenge. Crazy to think about.

And so buyers are hungry. They're taking longer to consume the content that they register for, but creating the right kind of content is a challenge. And so these odds are stacked against you. And so I think that this is also why buyer level intent data and these insights are becoming so prominent now, because we need any edge that we can get at this point in order to actually create the right content for our buyers and get them on the path of engagement with us.

[00:11:22] Alex Jonathan Brown: And. That's a wonderful setup. And Ellen, I'll, I'll throw this to you. Then can we talk about some like real world use cases of like, of, I'm not going to say Josh exploded my brain with too many numbers, but like, man, what I like to hear what I could like do with this. 

[00:11:42] Ellen Smoley: Yeah. Yeah. So I think let's, let's talk about marketing first.

We promised that we would go through some different use cases of the revenue team, marketing sales and customer success, but, um, marketing is closest to home and the, and the one that I'm closest to. Um, so I definitely think that one of the, one of the top use cases that I think is the best is really looking at the intent that our, customer accounts are having and be able to show them different experiences on the website.

And this sounds so hard and honestly, it hasn't been, um, there's tools and solutions out there to help you do this. But we, um, at Iron Horse use a tool called Intellimize that feeds in from all of your different intent sources from your CRM or marketing automation system. If you don't have intent sources, um, that will allow you to run segments based on an audience and then be able when that audience comes to your website to show them a different experience.

So if I know that I have all of these accounts that have trending intent on account based marketing services, I want to make sure when they come to my website that that's what I'm showing them because I know that's what they're interested in. So I think that is an outstanding use case for putting intent data to work.

For marketers and kind of having like that conversion rate optimization mindset of getting the people on your site. They're on it, but showing them something that they're interested in to help them convert faster and, and, and, um, getting them those touch points that they need. Um, and then secondly, Josh mentioned this is creating content.

Based on content is hard. Content creation is hard and creating it for your audience and knowing what they want, having the intent data at your fingertips, to be able to look at it and say, okay, I've got all of these accounts that have the trending intent on content strategy. Well, that means our, our accounts really need help with understanding what is content strategy, what are their best practices.

Let's create content around that. So it kind of gives you a path to knowing what are your accounts searching for to then be able to create that content that you, that you need to serve to them. And I'm sure it's, it's much different from an agency from a, or a product company, but still you're able to get those insights on what your audience is wanting to be able to give them that content. So I think two, two very interesting use cases for marketing. 

[00:14:14] Josh Baez: Yeah. Um, that's fascinating. I really love the example that you gave Ellen about the website stuff. I feel like website marketing is so often It's like the last thing that we think about, because we always try to think about like, what are the channels that we can send out and so inbound marketing is so, I don't know, there's something special about inbound marketing because it really kind of demonstrates, coincidentally, a buyer's intent.

That they want to learn more about you. And so producing webpages based on intent signals and keywords and trends and topics, um, I think that that is like a very powerful thing because it really kind of demonstrates that, you know, what it is your buyers are looking for. And you're giving them the answers that they're, that they're, that they're searching for too.

[00:15:02] Ellen Smoley: And we, we always think that changing the websites really hard. And sometimes, yeah, it could be, sometimes it is. Yeah. And sometimes it is. Absolutely. We went through a website rehaul last year and was one of the hardest things we've ever done. But if you have a tool personalization tool that is layered on top of your website, you're not going in as a marketer to change code.

I don't know how to do that, but what you can do is have this beautiful visual experience that I'm going to change text and it makes it really easy for us. So there's definitely, um, solutions out there to help us do that quickly. And, uh, launch a B test and all the things to capture the attention of that buyer when they're on our website.

[00:15:43] Josh Baez: yeah, a couple of other, um, examples that I would give to related to the marketing use case, um, is number one is that we saw one of Netline's customers, they used Intentive, um, to build their ABM list. Based on the tests between a traditional ICP list and this list that used buyer level intent data, the results were pretty outstanding.

And so we saw that, um, we targeted 506 accounts with an average intent score of four out of five. Um, so highly engaged, um, definitely demonstrating some level of intent, um, versus the more traditional account list, which had 793 accounts. So you had more accounts, but Um, an average intense score of around two out of five.

So higher volume, probably less qualified versus a tighter group of accounts. Um, that we're definitely demonstrating intent on specific words and topics. And so out of these accounts, um, we saw that our customer, um, had also seen that 50 percent of the intentive list had an intense score of four or more.

So these accounts, basically what I'm trying to get at is that these accounts, like, don't think of this play similarly with ABM. Um, It's not a volume play and it's never been a volume. Um, there needs to be a point where you decide. Okay. I want to go after accounts that I know are in market accounts that I know are qualified accounts that, uh, when I hand them off to my sales team, they're not going to yell at me because, you know, they're not ready for a conversation.

Um, and so that's just another way to layer in this buyer level intent data, you know, in a way for marketing to deliver value

[00:17:36] Alex Jonathan Brown: to the sales team. The other thing that I think it's so like interesting in, in that example, right, is. There's that list. That's like a four out of five. And that list, that's a two out of five with intent data.

And you can, and should market to both of those levels of intent. It's just, you. Having that insight lets you do it in the smartest way for those people, um, and really saves you time, energy, and money in the process. Because they are, even, even if all of your other demographics and psychographics and whatever the, Is there a corporate word for demographics that I should know?

There you go. I was going to say corpographics. I knew that was wrong. Um, and your firmographic data, even if it matches on all the other things, right. Knowing where they are with that intent. Like makes such a huge difference for effectively marketing to them.

[00:18:32] Josh Baez: Yeah, it's that last mile. I think that we've been missing for so long.

Um, that really helps us kind of narrow in on our budgets and our resources. Like you said, I think it should be Corpo graphics. I'm going to, I want to write an email. We're going to see if we can get that done. We're claiming it today. It's very, it's very cyberpunk of us. Um, but kind of along those lines.

So you've got all this info, you've got all this intent data, but I have a marketing team and I need to tell them what to do. Like, how do you start to, like, I think prioritize is the word I'm working towards, but like, once you start importing all of this data, And like understanding, Oh, we've got account level intent data.

We've got buyer level intent data. Like how do I start to prioritize how to go after those accounts and turn, hopefully, you know, like you said, Josh, not have sales be bad at me by the time they see some names and emails. 

[00:19:37] Ellen Smoley: Yeah, I think from a sales perspective, I mean, this is like one on one on trying to prioritize accounts.

But what we have done and found that really works is to help. There's there could be a lot of keywords that we're using for the intent data a lot. And so what we try to do and what we've done on the iron horse side is break those keywords into my brand. P1 priority one keywords and my priority two keywords.

So for us, what that looks like is my P1 set is, um, account based marketing agency, account based marketing consultancy. And so if accounts are trending in my P1 keywords, that is like gold. I know that those accounts are looking exactly for my services. Our P2 keywords are still very important for us to understand.

Our content creation for our sales team to understand what that account is interested in, but they're more like account based marketing best practices Um, so it's an account searching for some of the stuff that great stuff that we have on our blog But may not be ready to buy So I think my tip here is definitely looking at your intent keywords and if you're able to split them and prioritize them so then your sales team knows, okay, let me just search by my MQA accounts that are having intent within this P1 category, whatever that might be, then they can really start to break it down and look at some of those accounts that are having intent that is more ready to buy than some of the other keywords.

[00:21:11] Josh Baez: Yeah, I like that approach. Similarly, what you can do, and I'm going to build this in my mind palace as I'm talking about it, um, based on your P1 keywords. So you have a set of keywords that, you know, these are the top priority when an account is surging on these keywords. I know that these are ones that are ready for sales.

You can then go deeper into the individuals within that account. To then surface who are the actual people within this account that are causing these keywords to be, um, ones that are surging, um, based on what you find. You can then determine, should I send other members of this buying committee into a marketing nurture?

Because then, uh, while simultaneously sending the one or two individuals that are most active. To a sales conversation, because then you're really able to demonstrate this orchestration within an account of multiple buying committee members. You're able to educate and nurture ones that may not be surging yet, but you can educate them in the meantime, while you're having the conversation that you need to have with the individual that is, and so that way, when they are ready to have this conversation and to meet with, with their, with the rest of their buying committee.

Everyone is on relatively the same page, and you are able to, uh, make sure that, like, you're having the conversation that you need to have. Um, Simultaneously, what you could also do is determine where do we want to prioritize first? Are we going after logos? And we know that we are going after, um, a firmographic or a coreo graphic, Alex, um, sounds good.

Uh, we're going after this focus, or are we going after? Are we more focused on, um, targeting the individual buyers that are, um, that are surging most on certain topics based on that split? You could send, uh, the accounts. Into something like, uh, an ABM programmatic display campaign. Um, so you're nurturing them, you're educating them, you're giving them, um, display ads as they continue on their journey.

Simultaneously with the individuals, you could send them into marketing. So thinking about like emails, thinking about, uh, content syndication, um, what can you do to basically maximize your budgets and your resources? So that way you are sending the right person with the right message, right. Time, right.

We've all heard that. Um, but doing so with a way with, uh, such a pointed spear that. Um, allows you to have this buyer level intent data filter on top of everything else that you're doing. Does that make sense? 

[00:24:01] Alex Jonathan Brown: Yeah. And I mean, Ellen, do you have a response before I talk more about mind fallacies? 

[00:24:08] Ellen Smoley: Well, I was just going to say, I mean, as a sales rep, if I am trying to figure out who I should reach out to.

I can use that those buyer personas and try to try to figure that out. But I also have the intent at my fingertips to be able to serve up that content that they are interested in. So I'm able to share relevant content that aligns with the topic of solutions that they're showing intent for. So I do think that I think that makes total sense from a marketing perspective is kind of putting them into a nurture.

But if I'm a sales rep and I'm trying to really be pinpointed and who I'm reaching out to, what is the best thing to share with them? Really good insights on what that is based on what I'm seeing in these intent platform. 

[00:24:50] Alex Jonathan Brown: I think Josh, I love that you introduced that mind palace idea because the thinking about all of this is so complicated sometimes, especially when you're at that strategic, like we're trying to get systems in place level.

Right. And I think one thing specifically when we're talking about sales is that like you may have a sales team that is just not. Interested in doing that legwork that we've just been talking about. Right. So then have someone else do it. Like it's, it's gotta happen somewhere. Like, and if your sales team is crushing it and they're like, their close rates on calls is wild.

And you're like, there's no way we would ever let this person go. Then just someone else needs to help figure out how to get this stuff done. Um, because you can, you can lead a horse to leads, but you can't make them Filter by intent data. There you go. Professional webinar host. Um, but when we are talking about, when we are talking about intent data, um, it is usually, you know, we got marketing doing part of it, sales doing part of it, and then a lot of times we just assume that after the close, we're done, we need to think about it again, right?

It's someone else's problem. Good luck, uh, everyone else. Um, but I mean, there's definitely. Um, space past the close where we can use intent data. And as we, we move toward a conclusion, um, I wanted if we could talk a little bit about that. 

[00:26:25] Josh Baez: Yeah. So, um, something interesting. So we had a conversation with Forrester a couple of months ago about how go to market teams are leveraging intent data.

And one of their analysts had told us that, um, this is like insider secrets. It's not really, um, this, you can find this online. So don't, don't get mad at me, Forrester, but they, they found that actually customer marketing, um, use cases with intent data are one of the most underutilized areas for the data, which I think is surprising because I think that intent data when it comes to customer growth, retention, upsell, cross sell, expansion, like this is prime data for that. Um, you're able to very easily see whether you're at the account or the individual level, regardless of, of what level you're splicing that at.

Um, you're able to see like, are they engaging with competitive brands? Are they searching for something that might indicate that they are Potentially going to churn. Um, or simultaneously, are there things that we have not educated our customers about that they could be doing with our platform that they aren't doing today?

And so thinking about the use of buyer level and account level intent data for the purposes of customer marketing, customer growth, um, That field is wide open for you. And I think that, um, the more that we can do to, uh, leverage this data for our customers, the more that our customers will feel heard, um, they'll feel like, you know, that we actually pay attention to what they're doing. Um, and hopefully that leads to, uh, greater lifetime values and greater contract. 

[00:28:13] Ellen Smoley: I agree with everything.

[00:28:15] Alex Jonathan Brown: thing I'll add is that like having, having intent data about your customers requires you to be cool about it because like, don't panic if you see that like, Oh, they're trending a little bit toward like maybe some of our competitors, like the move is not, how do we like smother them with love and affection until they like us again?

It's like, Strategy plays into that as well, because this is like middle school relationship advice stuff, right? But just like be a cool, normal company that they'll like. Um, right. And so there are ways to leverage that that aren't, uh, creepy. Um, as we kind of move toward a close, like I said, um, we talked about three, like two different groups, sales marketing, there's obviously C suite stuff involves, um, Ellen, you talked about how hard it is to get a website updated. Um, getting everybody on the same page with all this stuff is super important. 

[00:29:22] Ellen Smoley: It is. And, um, one of the stats that we were talking about was 70 percent of marketers are using more than, um, one intent platform. So we have all of these tools and we've mentioned a couple on the phone and, um, Um, it's, it's harder to get everybody to use them and on board with them.

Um, we recently did some research on some, some cells effectiveness and so cells enablement and understanding the cell side and 50% More than 50 percent of sales said that they want marketing to provide account insights based on account activity. So that is signaling to me that marketing is providing this.

Marketing is setting this up. Marketing is really working with these platforms to get this information in. Um, so what that means to me is that the sales team isn't trained on where to go find this without marketing having to hand it to them. Um, so I do think. You know, how, how we help with that is having frequent meetings.

Let's not just set up the platform and marketing gets a lot of training on these platforms. So let's make sure that sales knows how some of the basics are working, how they were set up, what decisions did we make, how to use them. So we can do that by, um, frequent, frequent meetings, leveraging automation.

These tools have really good automation to send alerts and make sure that, you know, if we're living in Slack, then let's get Slack alerts. If we're in, um, The CRM only. Well, let's make sure that data lives there. So there's some work that we do need to do to work together better. But the, the, the stat of that over 50 percent of sales wants marketing to provide, it just really speaks to, there needs to be a little bit more enablement there.

[00:31:07] Josh Baez: Yeah, I would add to that too, to just say, I think that there needs to be a clear ownership of different roles and responsibilities when it comes to leveraging this type of data. Right. I know that I've gone on a lot of tangents today. So apologies. Congratulations. If you've been able to keep up, because I don't think I have, um, I would say, you know, just to summarize, Kind of the marketing sales, customer success uses for intent data.

When it comes to marketing, really understanding like this is about, um, identification and nurturing, right. It's about understanding. Where should we even be heading and who should we be engaging most? Then when it comes to sales, I think it's about, um, it's about penetration and about engagement. So thinking about and prioritization, right?

So thinking about, um, now that we know who the accounts and who the individuals are, like sales can go in. Understand who within those accounts are, is actually engaging and then actually have those conversations with them. And then when it comes to customer success, it's about monitoring. It's about nurturing and growth.

It's about seeing, um, who are the, like, what are the keywords? What are the topics that they're in that our customers are interested in? And then being able to create marketing and sales plays that, that, that reflect that and address those needs and make that experience a lot better for that customer. Um, I think too, when it comes to that sales stat, Ellen, that you mentioned.

Um, I think that as marketing, we need to do a better job of giving our sales teams a better starting point of where to, of where to begin, um, when it comes to this data, like we've talked a lot about different use cases and even just those like six can get quite confusing quite quickly. Um, and so giving them a daily starting point and even the enablement.

That that we take for granted because I think that that does happen where, you know, marketing is usually the one involved in making a lot of these purchase decisions. It's the marketing, uh, manager that is going through and sitting on those calls. They're, they're talking with the vendors that are vetting solutions.

And so they're getting a lot of education and enablement that. Um, is not getting communicated or translated, um, maybe even to other members of the marketing team and especially not to other departments. And so thinking about giving that same level of context and education and really being deliberative with, Um, the information that you're sharing, I think will ultimately help kind of improve that relationship in a way that's more than just like, Oh, like, you know, we need to be aligned.

It's like, well, yeah, but like, how does that actually happen? It happens through education. It happens through contextualization. It happens through being really intentional about the information that you're sharing. Um, so. Just some thoughts on that. 

[00:34:11] Alex Jonathan Brown: I mean, I think that is a wonderful world peace view to kind of wrap, wrap our conversation up on like, let's all, let's all get along.

Um, Josh, you're right. We covered a lot of ground. We introduced some new buzz buzzwords that are going to be sweeping the industry any moment now. Um, if you're watching this and you need to catch back up, we will, uh, have an on demand link ready for you soon. Um, but, uh, yeah, it's, it's time to wrap this up.

Y'all are one of my favorite panels. I love anytime we get to chat. Josh, where can people go to learn more about you and what you're doing? 

[00:34:49] Josh Baez: Yeah. So you can visit us at www. netline. com. Uh, you can find our content consumption report and our resources section there as well. Um, along with a bunch of other things that we've created, um, over the last few months, so definitely check it out.

Check this out. Um, and yeah, feel free to hit me up on LinkedIn or email jbayas at netline. com. If you have any questions specifically. 

[00:35:15] Alex Jonathan Brown: Um, thank you again so much, Josh, Ellen. Uh, I know both of our stuff kind of lives at ironhorse. io. We work at the same place if you didn't pick up on that, everybody. But, uh, is there anywhere else or anything in particular that you think people should check out while they're there?

[00:35:31] Ellen Smoley: I think our next coffee break is going to be on measurement. So tune back in for that. Um, but I talked about a sales enablement report that we did. If you go to our resource center, it's the top resource. Check out the data. Very interesting, especially if you're wanting to bet to get along and, uh, work better together.

Check out some of those data points and how to do that. But yeah, we'll, we'll see y'all next time.

[00:35:54] Alex Jonathan Brown: Awesome. Well, thank you. Uh, and everybody else, thanks for coming. Thanks for watching. And until next time, uh, breaks over, let's get back to work. Bye everybody.