The goal of Demand Gen is to build and nurture key prospect and customer relationships, and the first step in achieving this is having a solid Tech Stack. Once you get the systems in place that support additional investment, you will begin to see results. The upside is that your sales team will get quality leads.
This webinar will cover:
Peter Drucker famously said “If you can’t measure it, you can’t improve it.” Good marketers make sure reporting and analytics are built from the ground up on a solid foundation that supports sales teams and eventually the business.”
Hello marketers. Good morning, good afternoon, or good evening! Depending on where you are in the world. Welcome to creating a Demand Gen Engine presented by the gals from eMa that’s myself, Joanne McDougald and Courtney Kehl. We are advisers and co-founders of Expert Marketing Advisors and Court, I’ll pass it over to you.
Welcome everybody. Great. Thanks, Jo. We’re thrilled to have everybody here and we’ll be talking about a very popular topics, Demand Gen seems to be one of the things that folks come to us the most for. So it is one of our wheelhouses for getting the foundation of everything going as folks are looking to go to market.
So with that, let’s go ahead and dive right in. We’ll take it to the next slide here and kick it off. Well, it seemed to go two slides. Let’s go back. Great. So the agenda here, we’re only going to insert one metaphor and then we’ll save you the pain. So if you think about when you lay out the foundation and build your demand gen engine, you think about sort of getting your army together. Having your architect, which we think about our team at eMa, and then building the foundation of the house, you don’t want to put your house on a quicksand and you need to think about knowing the neighborhood, understanding that buyer, and then laying out the blueprint for building the best house possible.
And then of course the playbook that’s needed to build that house. So we’ll go through that agenda. We’ll keep it pretty straightforward and simple for all those folks that are looking to insert best practices. So, Jo, did you want to try to touch on any of those?
No, I think we’re all set. We’re just going to talk a little bit about eMa. We’re going to talk about the tech, the tech stack creation, how we view that again, understanding the buyer and then ways to provide the right content along the buyer’s journey, and then what we implement and by the way, we primarily market to and for high-tech B2B tech companies and that’s our real house. And that’s, that’s kind of what we’re going to share with you today after the races.
Great. Let’s dive in. So eMa just real quickly let’s touch on us. We do have an army. We have a crew of experts that are very passionate and all their various expertise and their specialties. We all know marketing is not a team of one.
Although we all have been the first one on the ground and also the last one standing, it is not easy. We also have the season. So with that, where we have a crew we’re very, very proud of the folks that we have on board and are able to touch across the board and marketing with B2B tech companies. So they’re able to get things done very quickly and with a lot of agility for companies like yourself.
Yeah, a hundred percent marketing is a team sport. W hen you guys do this every day, you know, you’re in, you’ve got the people that actually work at the company, but you always have a bevy of contractors that can help you out.
We’re a company that comes replete with an entire marketing teams, bevy of contractors available. However you need some support and for us it’s just super fun. We’ve over the years that we’ve been working together, we just managed to Keep a hold of the great contractors that we’ve used.
And we’ve just sort of built this posse of folks that that we can insert into companies and help you guys meet your goals and demand gen is one of those major goals, and we’ve got folks that really understand integrated marketing programs and how that can really be helpful to an organization.
Great. So getting to the actual demand gen engine and what we recommend as best practice for joined about laying that foundation. A lot of folks do approach it with let’s talk about campaigns or let’s talk about messaging or let’s talk about programs. We’d like to take a step back and really get that tech stack and that engine together in a way that can then support the other layers of marketing, which would be the messaging and the programs and other things. So get that engine going. Let’s dive into the tech stack, create.
Okay, so this is a simplified version. Although there’s a lot here, so we can talk about this side until we’re blue in the face. We do refer to this a lot. It’s our marketing funnel and our sales pipe. A lot of folks have different versions of this. We try to streamline it. So it simplifies the sales.
You got the blue down at the bottom, which is the sales pipe. And then the marketing funnel at the top, which is the orange and then sitting in between is where your BDRs or your SCRs are really qualifying things. And keeping marketing honest as to what we’re handing off for quality leads. The tech stack on the left is where you see discover org is what we recommend for really pumping in new leads, targeted folks.
And just getting sort of your database going. We do recommend BrightTALK for , external facing webinars. Getting your message out there. Syndicating videos, syndicating podcasts. I’m using that as a channel. There’s also various other channels. We’re using this as an example. We also recommend Marketo or HubSpot as well.
We can use those interchangeably. Don’t need both the course. And then something of the sort of SalesLoft, or, you know, there’s other various ones for your BDRs to get that cadence in place to start working on those MQL and working on those qualified leads. That’s where you flip over from a lead to a contact, of course, and then start working the accounts and to actual identified ops.
And that’s that’s where everything fits at the bottom of the funnel or bottom of the pipeline. And the actual SFPC is what we call it. The single source of truth. And you can see there that the actual sales cycle is anywhere from six to nine or even 12 months. Which is what I think we all identify across B2B tech sales and sitting somewhere in between the SMB and enterprise.
Yeah, and there are lots and lots of other tools that can be implemented. But I think for us, what we’re always trying to help our clients with is simplicity. Figure out what all of these stages actually mean, codify that make sure everybody understands. Especially, you know, as the bottom of the sales process, what does it mean to enter that stage? What does it mean to be in that stage? What does it mean to like graduate and exit from that stage? And really, pound away and make sure everybody understands because people might think, oh yeah, we have vant to get, you know, a 10% opportunity. And really, they just mean that they have tab or bat. And by that, I mean, budget, authority need and timeframe.
And maybe they just decide, oh, we can just have, you know, budget, authority and timeframe. And that works to get in it. So we all have to agree and really codify those things. I don’t know, Court. What do you think about that?
Yeah, absolutely. We have folks that we’ve worked with, our core of our clients that come in and they’ve already had these things defined or we’ve also come in and we’re working with brand new foundations that we get to set up brand new instances. So it’s to Jo’s point, we get to level set and codified things across the board. It’s just a matter of where we’re setting up those best practices, so to speak. I see that we have a comment here coming from the audience where someone calling out that Marketo is the best.
Jo has been Marketo certified. We have several folks on our team that are Marketo certified. We do tend to lean that direction. However, over the last year and a half we have brought on a team of experts that also support part OTT and HubSpot. And you know, we can kind of go any direction.
We’ve seen folks go from Pardot to Marketo, to HubSpot, and now at this point we don’t recommend changing yet again. It’s sort of up to the preference of the, of the client and what folks are using and what works best for them. It’s interesting to see the different tools implementing different needs, different up and coming technology to, to keep up with.
Yeah, but I would feel free to, you know, liberate this slide from our deck because as marketers, you’re often educators as well as partners to sale. And you really want to explain to them sort of how the funnel can work. What are the tools that you can use to help them along their journey and basically level set like, this takes time and you’ve got a process you’ve just got to implement a process and stick to that process and refer to that and share how it is you codify that so that everybody is aware and trust what’s happening because there’s a lot of, money being spent, obviously investments being made. And you want everybody to feel like marketing is there as a partner of sales and is there to help support them and has a plan.
Absolutely. So with that, let’s see I’m everything rolling into sales. At the end of the day marketing works for sales. We all work for sales. You know, that the company as a whole lives and dies by revenue.
So a little bit about that, we do consider demand gen pipeline, channel BDR. Some folks have the BDR folks BDR team rolling into sales, sometimes rolling into marketing. Regardless we’ve seen it all come to success. At the end of the day, when we all work cohesively and there’s a bridge. The communication there is very transparent. So here are some of the what we would call KPIs or, or some things to really keep a close eye on it, as far as where the performance lies. A couple of comments there, Jo.
Yeah. I’m just gonna hound in on this because for BDRs, like making sure that everybody is constantly being judged with the timeframes of, picking up those leads that marketing has spent, all of these investment dollars on the company’s behalf. We go to the trade show, we scan the leads, we put them into the database. We try to nurture them with messages that speak to them. And then we need that accompaniment of the BDR team to pick up those leads and make sure of that and all of this only really happens when there’s visibility.
So I think all of the tools that we’ve talked about in the prior side, give us all visibility about what marketing brought to the table. Then the opportunities that sales has had to pick them up and make sure that they move through the cycle. And being able to really set some timeframes and limit to bend the most successful thing for me.
Obviously post a trade show when you might get, I’ve been on the one side where we’ve scanned like very few leads and on the other side I’ve scanned 5,000 names at a trade show. Getting a triaged team together. Making sure that everybody understands we’re going after these build out after event drip campaigns that help bring them up.
But it’s definitely visibility and follow up that are the key to everyone’s success in this. And That’s all I got to say about that. I really liked this slide for any of you guys, you know, if you’re trying to think about like, what are potential KPIs that you could put against your channel against your performance metrics, pipeline, all that.
Yeah, absolutely. It does pull everything together to bring it back to results and tracking for sales. Great. With that, we certainly don’t want to be bringing in or doing any type of activity that isn’t focused on the right people. Hence, so the important part of the demand gen engine engine is understanding who you’re going after and where that all lands.
So let’s have a conversation about building into the demand gen engine, the right tactics. So let’s dive into that. This one is a bit of an eye chart. It can definitely be scaled down. So I apologize on all of the nitty gritty here, but really the takeaway is, this is an example, of course. Is it a simplistic way as well for sales and marketing, to understand where a buyer sits in the org chart from top left reading across and then down. Where they sit in the armed force chart, what their exact role is. The various job titles that they may have. Nobody can be all four buyer, user influencer and decision maker.
So usually they have two of the four or potentially three of the four. And then what’s our actual buying center, where are their various watering holes? As far as what are they reading? Where are they going? Where you can find them. And then it’s always nice to look at the actual journey that they take along the buying cycle.
That’s a little bit hard to read there, apologize, but really it comes down to, what are the various assets that you want to use as you’re reaching out to them. And then at the end of the day, what do they think about at night? You can get yourself out of your own head as you’re approaching them as you’re prospecting them and think about what they think about at night and throughout the day. And when they go and approach their work week. So we, we really like to reference a simple, straightforward one like.
This is a sales enablement tool that normally sales gets, but marketing needs it as much as they do. Like we’ll have people on your team that produce this, maybe your product marketing team. Well, but they really have to share it with the demand gen folks so that you guys are completely in sync with what keeps these guys up at night? What are the types of messages that you need to have? And if you don’t have access to these tools, I would go and ask your product marketing folks to make sure you get that.
As people learn more and more about who eventually is the buyer and the influencer and the decision maker that you guys get that changing information, because that can happen over time. How do you go about building a buyer persona? That is a great question. They you work in tandem with your product marketing team, you interview past purchasers and then figure out like where they went to find out about you. What was the messages that initially spoke to them? What was the sales pitch that worked? And really, it’s a hand in glove thing between sales and marketing. And really you have to revisit this. This is not a one and done process. So as your product offer might change, as even the cycle changes you’re going to speak to them differently because you’re going to talk to the influencer a little bit differently.
You’re going to speak to the buyer a little differently and how you speak to them. A lot of times is with content. And I think that’s our next slide is kind of around mapping the content to the buyer’s journey. So as you’re taking them through this, you really want to set a pace to to look at how said creation matches up with what is needed in the next obvious phase of the virus.
Yeah. And just to add a little bit more to go in about building a buyer persona there’s also a lot of magic that comes from interviewing folks both in interviewing internally and externally. So there’s incredible amount of goodness that can come from capturing these interviews. You can do pod. You can even just reach out and just be direct and have those one-on-one conversations. And just really turn out a ton of a ton of content as well, just from that. Find messaging that sort of lifting up the rock and hidden, hidden goodness. So there’s a lot of different ways to go about it and get creative. I’m happy to dive into that more in depth offline, just really just look at each section here across this slide.
And and you can find a lot of this stuff is really out there already existing. We just have to kind of lift up the rock and go digging for it. Great. Next slide there. Let’s see where we got. Oh, providing the right content. Correct, Jo you were saying, so aligning the content to the actual buyer.
So you know, this one really across a very simplistic buyer’s journey. So every sort of you can make this everything from unaware all the way through to aware or, or becoming educated to the consideration part of starting to look at competitive. Competitive buyers as well, or competitive matrix, and then all the way through to purchase and then the actual renewal and expansion part.
And then you really want to get that loyalty and stickiness. So it’s that cross sell upsell? Some of the assets we kept these really generic here. Some of these can really build them out to again, be that sort of loyalty to stickiness and really grab that customer for those customer stories as well.
But really wanting to kind of get the overall general story here. So the general understanding for this is basically a digital journey as well as a physical piece to component to this. And that’s where you see those user groups or the road shows. You can leverage both angles to get the full experience for the buyer.
Yeah, I would just say you’re just a lot of times our clients are very small startups. And so if there’s any, having this long of a list can be a burden for smaller companies, but you know, you just know the basics that you have to have and you just set up your. You know your content calendar and you begin to plot away, but it gives you a framework by which you’re going to create content.
And that is by persona and along and where they are in terms of either a buyer and influencer or a user. And then you just want to create the content for those three voices for each persona. I get, it can be a lot and it can just be as little as just changing up even just the subject line in order to really, you know, get them to understand how you’re, how you can best help them, how your product can best solve their pain. And that’s all the content is designed to do is to show them about your product, how you solve it uniquely, why you’re better and different than your competitors. And you just now have sort of a framework by which.
Yeah, the key here is to keep it simple. Simple and direct. People don’t really want things that are over complicated. Just keep it to where everyone can understand it to the extent that even your mom can translate it. So w was kind of the ultimate test when we’re interviewing our sales reps as to how they have the most success at the end of the interview with Jo’s famous last closing question is how do you explain what you do to your mom? And that’s really sort of the fun takeaways. Okay. So it’s, especially in B2B tech, sometimes it can get really, really, a little bit more overly complicated, but when you really break it down and try to extract the line messaging.
That also is sort of where we want the content to come across as well. So it’s a nice little takeaway to you. A little bit of hint as practice. Great. We have one question coming in before we move on to the a cadence that we’d like to practice. How do you decide on the content of the assets test what resonates and what doesn’t? Jo want to take that one? The content of the assets and what resonates and what doesn’t. So I’m leaning toward AB testing on that, but just even first and foremost, how do we even what the ABC.
I mean, right. What you can do as a simple way is that you can write a blog about a topic and then share that on social media. And then if you get a lot of interest from that blog topic, then that probably would work. A further deep dive into a white paper. We’ve had a lot of success by testing smaller messages on some of the social channels that way. And just being able to get the data back and an inexpensive $300 spend on a social channel that can really yield to a somewhat targeted audience can yield a lot of information for us. And then we iterate on that a hundred percent. It’s all about trying and testing. There’s not an infinite amount of marketing dollars at play and we try to help our clients make the investments that will best yield the results that we’re all looking for along the way.
So actually that plays well into this next slide. There’s a lot of tricks to really extending the life and getting as much goodness out of even just one single effort around an asset. The energy that you put into a single week, a single month and so on. So an example of that we like to just lay the groundwork and get sort of what we call the muscle memory around programs.
Then from the programs is where you layer on the next set of campaigns. And then you extract from your top line messaging. The other elements again, would be the campaign. So if you’re looking at this and really the takeaway is in the bolded area, the first week of every month, you’re creating an asset, some type of asset, whether it’s a light, short video, or whether it’s a little bit longer podcast or some element, an article or something that’s external facing a use case, a customer, et cetera. So an asset of some type and then week two is where you you push out a blog and it’s just that beginning stages. And if you’re creating more blogs and then just the once a month blog, that’s great. But with a small team, it’s essentially this is the bare minimum that you want to get in place and have that.
And then with week three is the webinar it’s again we recommend using BrightTALK because they do have a community and it allows that that lead gen component to take place. And you’re reaching into their community of targeted leads. So the going back again, asset at the beginning of the month, the blog at the second week in a month, that blog it related to the webinar that you’re going to be that you’re producing on week three.
So I essentially promotes into that webinar week three’s webinar goes out into the world and then you have the recording, which then you put all wrapped up into week fourth newsletter. So the newsletter at the bare minimum, you’ve got everything wrapped up from that month, you’ve got those three things. The asset, the blogging the webinar. You may have more goodness. But that’s enough to put out into your entire database. This is everything that we’ve done for the month. And we’ve got a little teaser for the following month, whether it’s an event or the next month upcoming webinar it’s just enough to send out to your database, keep them interested.
You don’t want to overly saturate your database and send them too many emails. But it does allow for your sales team to then at the, at the end of the month, they’re focused on closing deals. Getting, getting the opportunities, moving through the sales pipe, you’re focused on creating MQL for them at the start of the next month.
So that, that news that are creates that sort of upward bubble of MQL for week one. And then it also cleanses your database because folks that are not interested will unsubscribe and it. It does two things. Which is exactly what marketing should be. So that’s really what we’re trying to, trying to show here is that muscle memory of the basis of your programs. Then as you start later in the actual campaigns on from there and you can start you know, creating that buyer specific focus for the messaging piece. Kind of a mouthful there.
Yeah. And this is like thing that we bring to all of our clients, we were just cause a lot of them have been doing marketing, but what we want to do is just give them a framework that they can implement and it’s, it seems simplistic, but for a lot of clients to break to bridge this gap between, oh, we just respond to whatever sales needs, something to just setting up a cadence that sales can then rely on becomes different. So then, you know, and if you think about other things you’re going to layer in here, of course you might go to some trade shows and other things, at least it just, it just bleeds into this otherwise kind of high level framework. And it just, you know, really helps solidify that relationship between marketing and.
Yeah, absolutely. It’s that cadence and the reliability to Jo’s point. Great. So this actually nicely leads into our playbook. So that is a bit of our playbook. Again, it gives that foundation. The dimension engine is now going. So we’d like to then introduce sort of while it is sort of that planning and creation part. There’s a timeline sample here. I know we’re already into February, but just think of that six months sort of growth plan. So we’re now into the executing and measuring and then of course adjusting and scaling.
So that’s what. 30 60, 90, or also the longer tail. Okay. Let’s think of what we can accomplish in the, in the longer vision you get those early wins and then you target those longer vision bigger wins. So this is an example of where we look in the very beginning, it’s sort of the business alignment. What do we need to be doing for positioning, positioning in the. The strategy and messaging, which is not an easy feat. We want to eventually layer that on top of again, the program to slice out those campaigns pull in the tech stack to the website so that it can start generating actual attribution across the inbound programs and the inbound and outbound of course.
And then we’re now sitting in the programs area with the actual cadences and the cadence of the, again, assets being created the external facing webinars and then our monthly or monthly newsletters. And then Jo, your phenomenal on the nurture piece. So maybe want to talk, touch on the nurtures and the outbound pieces there and how that all flows back to analytics and the tracking, which of course is that. Goodness.
Yeah. I mean, I think we’re now living in sort of a post to ABM world and so nurturing can happen sort of in all different places. It’s not just simply nurture emails, but it can also be providing people with retargeting ads that bring them to more of a squeeze play page that really encourages them to download a really high-end assets.
And then. Really just finding ways to meet them where they are. I don’t know what it is this year, but stickers are amazingly popular. I’ve running a program now that I’m doing physical mailers super cheap on the front end. Just like cut dye, cut stickers that people are just seem to be mad for.
And then I know everyone’s laptop has covered. I’m going to count of people. Like how many stickers do you have on your laptop? And then from there we’ll when they follow up together an additional piece to hear more and they can get their headphones then and we’ve got that program running.
It’s super fun. I just like to really encourage different ways to help engage with people. Obviously we know a lot about our buyers more about our buyers than ever before with the likes of Demandbase and Bombora and others. We know who’s in market, leverage that data to try to go after and put your name in front of those people at the right time and just make that all happen.
Yeah, great. We have a few questions coming in regarding the presentation and where the, where the images and such will be available and if we’re sharing the sides so they are available. Great talk here in the attachments and links area, and we will also be making them available on our website which is ExpertMarketingAdvisors.com. Great. Thanks so much.
So diving into now of course, the team that what we recommend to pull all of this off. Some folks again are the first one on the ground or the last one standing. So they’re kind of left to your own accord to make it all happen. Or you, you do have the ability to, to pull in a larger team and it’s all based on off of budget and where you are in the stage of, of your company’s growth. So we kind of look at it as you know, of course the team. I like to look at this sort of as the overlapping sort of different, new dynamic of marketing where there’s sort of that, that air traffic control center person looking at things with strategy and then there’s the overlap of all the other areas and how they integrate with each other and lean on each other.
If folks do not have this that’s where eMa or Expert Marketing Advisors really works out well to the extent of you don’t have the ability to have to have a full-time content and creative person. You don’t have a full-time demand gen person or operations. We really understand that and you have the ability to really just be that bandaid and plug that hole and insert the best practices until you do have that, or get you level set and ensure the results are still are still occurring every week and every month. And make sure you look your absolute best every step of the way. But this is a great way of looking at how everybody can really contribute and and feel like they’re still able to overlap and look toward each other for different different needs.
My take on this light is just if you’re going to run CMOs school, this is how you do it. You just put that person in the middle and you guys all share what you’re actually delivering this week. And what’s the best way that everybody else can leverage that asset, that event. That nurture program so that everybody knows we’re working in conjunction. There’s a lot of people that work in marketing, a lot of contractors. Everybody has to kind of. Understand how they can help leverage, make sure your social team is sharing things, make sure that, you’ve did this great Gartner report, but only AR seems to know about it. Everybody needs to know what’s happening and this is the best way is really to have a team effort and just take that to heart and don’t just make it a slide, but make it reality in your organization.
Absolutely. Yeah, it is definitely, there’s definitely a difference between talking and walking. We’d like to ensure that’s all happening. And so we’re kind of getting toward the end here. We definitely wanted to touch on just all the different elements that work together to really truly make integrated marketing and integrated programs. There there’s a lot more to really repurposing things and. All the various creative sides of, of marketing. Physical events you definitely want to compliment physical events with virtual events. Speaking submission, you can record those speaking submissions and turn them into blogs and turn them into podcasts.
I mean, really taking every last drop of everything that’s happening and getting every bit of goodness. The social channels it’s a daily practice. Jo likes to call it yoga. It’s not something that can just be touched every so often. And there’s definitely best practices and tips and tricks to ensure that that’s ongoing growing channel.
We’ve seen actual, incredible results where folks have connected with us two years ago on Twitter. And then all of a sudden they connect with us on LinkedIn and then they’d go from LinkedIn to our inbox. And then from our inbox to our telephone. And now lo and behold, there are, there are ghost writer for us. So there is a long tail to it, but it is worth it. You know, and then across the board, you know, the industry research programs, you know, you’ve got to have your evangelists, you’ve got to have your competitive external validation. And so on then maybe Jo, if you want to touch across the bottom floor and then extend from there.
Yeah. I mean, I think both of you guys you’re on this call, you understand you know, how it all works, obviously. But the point here is that as each of these programs gets launched you just need to make sure that everyone else on the team can leverage that. I’ll give you just a quick example. So we went to. A trade show with one of our clients in December. At that trade show, we scanned leads. We made a commitment to them to have to scan 10% of the show, not for the faint of heart. We didn’t have the most fabulous giveaway, but we did have tenacious people in the booth that were willing to help scan people.
Then from that, we also did a survey while we were at the show. And that survey five quick questions about. How the market was moving and what people thought about that. So just sort of a high level AR and our PR team helped us inform those questions. And we kind of think about like, what’s the press release that you would eventually want to write about that post this show before you do the survey. We did the survey, they took the survey home, we analyzed the data. And then we published survey results about, about this thought topic. We preach to that, to the press. Then we got a writer to write about their survey results. This is, we manufactured news from nothing by going to a trade show. That is unheard of it. Didn’t cost our client anymore. We just took time, talent and hard work to make that happen. That’s gold.
So like, you guys can do that. You can just work a little bit more creatively and help your sales teams, get the message out, give them something to talk about, give them a new asset that you’ve now created. Create a conversation that isn’t always all about sales. That was more about the changing landscape. Of technology, of the technology that we were helping share the news about. It was fun. Like that was one of the things about marketing. Like it’s a super creative practice and it gives you opportunities to do all sorts of things, which is why we love eMa, because what we’ve got on our team are people who like to do the things they do. And so if you don’t like writing, don’t write, if you don’t like PR don’t do PR, but for those people that like those types of things we’ve given them an avenue that they can work on that and be productive and happy and not have to worry about the.
Absolutely, absolutely stay where you’re passionate, love what you do. And it really doesn’t feel like work after that. And another point on the capturing the surveys, capturing podcast you know, executing webinars, anything of a recording transcriptions are tremendous amount of value transcribed. Put it with the website, the recordings or put up external facing on your website that also becomes a tremendous amount of SEO goodness. I’m calling out all the keywords. Of course. Great. I think that about wraps it up for us.
There’s a questions coming in. So they they don’t necessarily tie into things that we’ve talked about here. So we have a question here saying regarding, do we have a recommendation for online chat to help us demand and BDR roles? To be honest, we don’t have a specific recommendation. There’s several I definitely recommend just evaluating them against each other. They’re not expensive. They’re fairly cheap. They’re not breaking the bank. Just look for how they integrate with your existing tech stack.
You definitely want to make sure they tie into SFDC in, and that you’re getting that real-time connection there. The real-time sync and, and that your BDRs are getting an alert. Just look for a trial of some sort is what I’d recommend and just compare them against each is really how I’d go against it. Go about it and just test, make sure your test. Jo, do you have any thoughts about that? Because we don’t pull in the online chat functionality at this point for our clients until they’re much farther along in their in their journey.
Yeah. I have nothing, you know, comments. No response to that. No, no, no. I think, I think