Join Ian Faison, Julie Liegl, Lauren Vaccarello, and Karin Flores Live! from Dreamforce 2022.
0:00
(upbeat music)
0:02
Hello, this is Ian Phason, CEO of Casparin Studios.
0:09
And this week we have a special edition
0:12
of Demand Gen Visionaries Live from Dreamforce.
0:16
This is never before seen footage.
0:19
We were live at Dreamforce with three of our best pals,
0:22
Julie, Lauren, and Karen.
0:24
We were talking marketing.
0:25
We were talking to uncuttable budget items.
0:28
These are three of the ladies that help build Dreamforce.
0:31
So we talked a bunch about events,
0:33
some inspiring stories,
0:34
some ways that they're thinking about spending money
0:37
in this sort of new economy.
0:39
And with all of the turmoil and things that are going on
0:42
in the market, it's no better time to think about
0:45
how you're investing, where you're gonna be investing,
0:47
and these three ladies know exactly how to do it.
0:51
So yeah, it's a wonderful conversation.
0:54
I hope you all enjoy it.
0:57
As always, if you have any feedback,
0:58
if you have any thoughts, if you have any questions,
1:00
you can hit us up anytime.
1:02
1:04
You can find me on LinkedIn, @adianphason,
1:06
or on Twitter @adianphason if you ever have any questions.
1:09
Would love to answer those.
1:11
And we can get them back to Julie, Lauren, and Karen
1:14
if you have some follow-ups as well.
1:16
So as always, thanks again for listening
1:19
and thanks to our presenting sponsor, Qualified.
1:23
We love them dearly.
1:24
It was so awesome being at an event
1:25
with so many Qualified customers,
1:27
Caspian customers hanging out, dancing,
1:30
singing all of that stuff.
1:32
The event was so hot that the fire alarm actually went off.
1:36
And so we had to cool it down with some adult beverages,
1:39
but it was a wonderful time.
1:40
We hope to do more DGV lives in the future,
1:43
and we can't wait for every single one of you
1:45
to meet us at one of those.
1:47
So thanks again for listening, and hope you enjoy.
1:51
- Okay, hello everyone, welcome to DemandGen Visionaries Live
1:56
at Dreamforce.
1:59
It is so fun to be back together after two years
2:04
of not being together.
2:05
Love your participation, you're ready to go.
2:08
My name's Mora, I'm the CMO here at Qualified.
2:11
Thank you guys so much for joining us.
2:13
We launched this show about three years ago.
2:16
We wanted to spotlight the best and brightest CMOs
2:19
in the industry.
2:20
And today we bring you the show live.
2:22
So we have an all-star lineup,
2:25
and these are the legends that built Dreamforce.
2:27
These are the women who helped build
2:29
the best marketing event of the year.
2:32
So we have Karen Flores, VP of Events at Okta,
2:35
Julie Legal, former CMO of Slack,
2:38
Lauren Vaccarello, CMO of Salesloft,
2:40
and our host Ian Faison.
2:43
So thank you guys for joining us with that.
2:46
Let's start the show.
2:47
And let's say a toast to Dreamforce.
2:50
Here's to all of us, we'd back together.
2:53
And here's to us having an amazing conversation
2:56
and taking off a great event.
2:57
So thank you guys for joining us.
2:59
(cheering)
3:01
- Welcome to Demand Gen Visionaries.
3:10
I'm Ian Faison, CEO of Caspian Studios.
3:12
And today I'm joined by three special guests.
3:15
Ladies, how are you?
3:17
- Hello, very good.
3:19
So you'll notice that most of the folks
3:21
have a keeper-cut panel in front of you.
3:25
So what we're gonna do is a little analog version
3:27
of uncuttable budget items.
3:30
So we do this as a segment in our podcast to say,
3:34
hey, CMOs, what are your three most uncuttable budget items?
3:37
And so today we're gonna rip through
3:38
a bunch of uncuttable budget items.
3:40
And we want like, if you're like,
3:42
"Hey, that's something we're gonna keep.
3:44
Hey, this is something we're not gonna keep,"
3:45
you can kind of use those.
3:47
And if you're like in between, you can just kind of go in between.
3:50
So to start off, I think as we have,
3:57
you're at 100 episodes of Demand Gen Visionaries,
4:00
which is pretty crazy.
4:02
And what we've heard a lot of is sort of,
4:05
from the very beginning of COVID through to now,
4:09
that uncuttable budget items have changed,
4:12
how you track ROI has changed,
4:15
and what are the types of things you're spending money on
4:17
has changed.
4:18
And we've been hearing basically this sort of
4:23
kind of up and down roller coaster
4:25
of how do you think about marketing?
4:27
And what we wanted to talk about today
4:31
is sort of this idea that,
4:33
obviously we live in very uncertain times,
4:36
they're sort of the market is tumultuous right now,
4:38
marketers and CMOs are under even more scrutiny
4:43
than they sort of had been in the past.
4:45
How do you spend your money?
4:46
How do you spend money the right way?
4:47
So we have three women who have figured that out
4:51
time and time again,
4:52
and we wanna leverage their expertise.
4:55
And so one of the things that separates sort of the elite CMOs
5:02
and Demand Gen leaders is the ability to make bets
5:06
that have outsized returns.
5:09
So obviously, when we do uncuttable,
5:11
there's the money that you put into SEO,
5:16
there's money you put into Google AdWords,
5:18
there's all those sort of things that table stakes
5:20
you have to do,
5:21
but those campaigns that have a massive outsized result.
5:26
So we're gonna talk about making big bets today.
5:28
And so let's start off Lauren.
5:30
How do you think about making big bets?
5:33
- That's a great question.
5:35
So I start to look at,
5:36
so everything I start to do,
5:37
I look at a marketing funnel
5:38
when I'm figuring out what are the bets I wanna make,
5:40
and I'm doing this right now in my role.
5:42
And I start to look at what are the levers if I pull,
5:45
will have the biggest impact.
5:46
So going from here's web traffic, here's form views,
5:49
here's form completes,
5:51
here's leads, here's opportunities.
5:53
There's areas that you'll start to see and go,
5:56
something is funny here, something is off,
5:58
and this is where I wanna go and make a really big investment.
6:00
And a good example of it is,
6:03
and my two roles ago as CMO, a talent,
6:06
I got there and digital was a complete disaster,
6:10
and they never invested in infrastructure,
6:12
they never invested in optimization,
6:14
they never invested in things like,
6:16
when someone comes to your website,
6:17
how do you engage with them?
6:19
And for me, that was a,
6:21
we're growing slower than the rest of the company,
6:23
every part of the funnel looks wrong.
6:26
I'm gonna put real money here,
6:27
I'm gonna put real effort here and see what happened,
6:29
and it turned out that by doing that,
6:32
after about a year, the website was driving
6:35
60% of opportunities for marketing.
6:37
- All right.
6:38
- No.
6:39
- No.
6:40
- Julie, big bets.
6:43
- Well, I like to think of,
6:44
there's a part of your marketing budget
6:46
that's always your meat and potatoes.
6:47
There's the things that you need to keep the business going.
6:50
Like you can't turn off certain things all the way,
6:53
but I like to have kind of like,
6:56
think of part of your budget as also like,
6:58
in an innovation fund.
6:59
So what are the big bets that you and your team
7:02
have come up with?
7:03
And those could vary.
7:04
I think a lot of time and Karen,
7:06
and if I experienced a lot,
7:07
it could be something really splashy in person
7:10
that at first blush looks sort of wasteful.
7:13
But if you can architect it right
7:15
with the right customer experiences
7:17
and the right amplification across press and social,
7:20
doing something kind of crazy and stunt like
7:22
can actually make sense.
7:23
So I think always thinking of your budget as like,
7:25
I have some money to play with and try something big.
7:28
And if something seems crazy, it may be crazy,
7:31
or it may be interesting,
7:32
and it may be something that can let you stand out.
7:34
And if you do, can you apply kind of your marketing lens
7:37
to it?
7:38
How do I make this not just be my crazy idea,
7:41
but something that I can actually turn into something
7:43
big or something more?
7:44
- Karen, what about you?
7:46
- Yeah, I would say similarly, for me,
7:49
it's about what is, what do I need that I build the house
7:53
and keep the lights on the meat and potatoes?
7:55
But far and beyond, at least in my experience,
7:58
what I've learned is you have to think big
8:00
and you have to punch above your belt,
8:02
your weight belt, because if you don't, you'll look small.
8:05
And sometimes it's worth making a crazy investment,
8:09
but definitely you have to push yourself
8:12
out of your comfort zone.
8:13
- So obviously the three of you,
8:18
fundamental in the early days of Dreamforce
8:21
and building an amazing event,
8:23
how many people are gonna be investing in
8:27
like big name events this year,
8:28
a keeper cut, big name, trade show events?
8:31
- Ooh. - Ooh, all right.
8:35
- Wow. - Got a couple cuts.
8:37
And about, I'd say 80% keeps.
8:40
So this is actually something that we've seen a lot
8:42
on the show where marketers being really selective
8:46
with the events that they're looking at.
8:48
So Karen, how do you approach events?
8:50
Obviously this is what you do.
8:52
- I'm gonna be controversial.
8:53
I'm in the cut, I'm on the cut sign there.
8:56
I think there's some interesting things going on
8:59
in the event space, especially in the industry events space,
9:01
association space.
9:03
I think there are 10 years behind.
9:04
I'm so bored with them trying to reinvent a four day event.
9:09
They're just trying to redo what they did in 2019.
9:12
I don't think it's worth your investment.
9:15
So I would say you have to look really hard
9:18
at the industry events you're going to.
9:21
And are they pushing themselves?
9:22
Are they reinventing it?
9:24
Are you really gonna get the return?
9:25
Because if you're just investing three or $400,000
9:28
in a 20 by 20 on a sad trade show floor, not worth it.
9:33
Cut.
9:34
Ooh, all right.
9:35
- Jilly, what do you think?
9:39
- I'd like to point out that Karen runs events
9:41
for a living myself.
9:43
I hope I have a job tomorrow.
9:45
Really wants a week off.
9:47
Come to Opting.
9:49
No, so I'm not in an operating role right now,
9:52
so I don't actually have a budget to cut or not cut.
9:54
But you know what I think is interesting,
9:56
and I think what you said about, you know,
9:57
boring four day events or turning up
9:59
and having a whatever 10 by 10 booth,
10:02
I think that's kind of always been true.
10:04
And I know the world is different now,
10:06
and it's so great to see the energy of Dreamforce back
10:09
and people being in person.
10:10
In person events have always played a really special role
10:13
in B2B events, and there's always been all these stats.
10:16
Like people wanna meet face to face.
10:18
It's the best way to build trusted relationships.
10:21
But the thing that we weren't afraid to do at Dreamforce,
10:24
and I actually worked on the first ones,
10:26
'cause I'm 100 years old,
10:28
is we were not afraid to do them completely differently.
10:31
And I feel like people look at it now
10:32
and they're like, oh yeah, that's how you do a show.
10:35
But you know, in 2002, 2003,
10:38
like you did not do a show with like wacky themes
10:42
and costumes and whatever shiny blazers
10:46
these people are wearing over here that I desperately need one.
10:49
That's what you should be spending your marketing budget on.
10:51
So I think like differentiating,
10:53
if you can do an event in a way
10:55
that is going to be special,
10:56
whether it's going to an event or throwing an event,
10:59
how do you make it different?
11:00
Like it can't just be status quo.
11:02
You have to give people a reason
11:05
that it's exciting and that it matters.
11:08
- Yeah, we--
11:09
- Same person you clapped,
11:12
like that one person we paid.
11:13
(laughing)
11:16
- Yeah, we talk about at Caspian all the time
11:20
that you have to be remarkable.
11:22
Your marketing has to be remarkable,
11:23
which means that people need to talk about it.
11:25
They need to like, remark to other people.
11:27
When I was in the elevator last night at one of the events,
11:31
two people were like reminiscing
11:32
about what they did at Dreamforce in 2019.
11:34
And this is the party we went to
11:36
and this is sort of stuff.
11:37
Like when you run an AdWords campaign,
11:39
you're not going to remember that in six years.
11:41
And be like, remember when you clicked on that one end?
11:44
- I remember the AdWords campaign I ran 20 years ago.
11:47
- Yeah, you remember it.
11:49
- But that's it.
11:50
- But yeah, so it kind of, you know,
11:54
begs the question of like,
11:55
how do you make something that's so memorable,
11:58
that's something that like, you know, there's all these,
12:01
you could meet your next spouse,
12:03
you could meet your next like co-founder of your company,
12:06
you could, you know, see Bruno Mars
12:08
and remember where you were.
12:09
Like that's the thing that makes events great
12:11
is all of that stuff.
12:13
But what we try to do is pack a bunch of people
12:15
like, you know, in a room and talk to them.
12:18
- And I think a lot of it for events,
12:20
whether it's sponsoring or running event,
12:22
it's the start with why they,
12:25
we are going to sponsor this event
12:28
because we have always done it, doesn't make sense anymore.
12:30
And attendees don't just want to show up,
12:32
go do the same thing, cram into, maybe we do here,
12:37
5,000 people in a room with a bunch of strangers,
12:40
that's not there anymore.
12:41
And we're re-evaluating our event strategy
12:45
and it is why are we going there?
12:48
Why is the audience there?
12:49
Is this the best way to reach them?
12:51
And what we're really pushing is not,
12:53
should we sponsor this event or not sponsor this event?
12:56
What are we trying to accomplish
12:58
and does the event fit into that strategy?
13:01
And if we're running an event and owning an event,
13:03
we're having a lot of hard conversations about it
13:05
of is the best way to do this?
13:08
Let's throw a big customer conference
13:11
or people want more intimate connections.
13:14
They want relationships.
13:15
So rather than a massive customer conference,
13:18
is it a smaller road show?
13:19
Is it executive events?
13:20
Is it more of a summit?
13:22
So really to your point, rethinking,
13:24
but thinking about where people today,
13:26
what do they care about today
13:28
and what are we trying to achieve?
13:29
- So what about small batch events
13:31
like digital wine tasting or chocolate event keeper cut?
13:36
Does anyone doing that sort of stuff?
13:37
- Say about most of the teams, a couple cuts there.
13:43
It's something that we've heard on the show
13:46
that has been an uncuttable budget
13:48
and is those sort of small batch events.
13:50
And part of the allure is that you can control
13:52
sort of all the variables
13:53
and it's not just a bunch of salespeople
13:55
like descending on the people
13:57
that they can actually build those connections.
13:58
Karen, are you all doing stuff like that
14:00
or thinking about that?
14:01
- I would argue that a small batch in person event
14:04
is more impactful.
14:07
Really where your curating experience is personalized
14:10
and truly about peer to peer networking.
14:15
I think the small batch digital events
14:17
have served their purpose,
14:18
but I think they're gonna peter off.
14:20
- Yeah, honey, we just hosted.
14:23
So at Sales Law, we just had our customer conference in Austin
14:26
and then we had an offshoot
14:27
that was a 50 person executive event.
14:29
We've never done something like it before.
14:31
We had a White House economist come in
14:35
and give this great talk.
14:36
We had this like live interactive learning.
14:39
We focused a ton on content.
14:41
Do you know what I got the best feedback on
14:42
of the entire event, round table discussion?
14:45
- Oh, so long. - Round table pizza?
14:47
- Oh my gosh, I loved it.
14:48
They are CRO rented in Airbnb and said,
14:52
you know what, let's have the after party at my Airbnb.
14:55
And Gaunt is like local band that he's friends with
15:00
who by the way are incredible.
15:02
So we had this local Austin band playing music
15:05
in the backyard and 35 of 50 of the world,
15:10
probably most badass heroes hanging out
15:13
at an Airbnb together, listening to this live band
15:16
and they went, no, we've never done something
15:18
like that before.
15:19
That was the thing for the event.
15:22
And I was like, if that's all it took,
15:25
I would have spent a lot less money on that economist.
15:27
- Yeah, I know, I mean, I feel like as B2B marketers,
15:30
which I know most of this audience is,
15:32
like we have spent so much of our careers
15:35
thinking about like ROI and what does this decision maker
15:38
care about, but like we are also marketing
15:40
to the very same humans that the serial companies
15:43
and the wireless companies and everybody else's marketing to.
15:46
And I think something that Salesforce is the place
15:49
that we all kind of grew up as marketers
15:51
was never afraid to treat its customers like humans.
15:53
And I think coming out of COVID,
15:56
the desire for human connection is even stronger
15:58
than it was before and not everyone wants to do that
16:01
through work related stuff.
16:02
But if you can provide that,
16:03
I think there's a real appetite for it.
16:05
So showing up as a company as a human,
16:07
marketing as a human and bringing humans together,
16:09
there's a big space for that.
16:12
- One of the things that we hear as a common topic
16:18
on the show is syndication,
16:21
keeper cut, contents indication.
16:23
Yeah, a lot of cuts.
16:27
- I'm gonna go strong cut for like the last decade.
16:30
- Well, and the reason why I bring it up
16:34
is because again, it goes back to sort of that element
16:37
of control, I mean, so you said cut for the last decade, why?
16:41
- Hey, no one's gonna be happy with them about to say,
16:46
content syndication's really lazy, it doesn't work.
16:49
I haven't seen ROI from contents indication
16:51
in more than 10 years.
16:52
It's a great way to like juice your lead volume though.
16:55
And sometimes as marketers, we need to juice lead volume.
16:59
But ultimately, it's, I just,
17:02
if someone can tell me a place
17:04
that they've gotten a good return on this,
17:06
I'm open to being wrong, I'm just hoping.
17:09
- Lauren, I feel a little betrayed
17:10
because I used to work with you.
17:13
And I used to give you a lot of budget
17:15
and you'd be like, you know what the secret is, Julie?
17:18
Content syndication.
17:20
We used to get S.Y.R.s to qualify all of those leads first.
17:24
- Okay. - So yes.
17:26
But now they're just selling you here as the lead
17:28
and I'm like, who are the people that qualify these for me?
17:31
And no one does that anymore.
17:32
We'll talk about that after.
17:33
- Okay.
17:34
- So one of the things that we hear a lot as well
17:41
is that marketers are spending a ton of work
17:43
to do all these different campaigns,
17:46
to do in-person events, to do this stuff.
17:47
And then once they get to the website,
17:49
there's sort of nothing there.
17:50
Obviously our amazing sponsor qualified
17:52
who put this all together, which we love.
17:54
(audience cheering)
17:57
- Ken, can I do a plug on how I got all that extra money
18:00
from the website?
18:01
- Yeah, go for some. - Was after I bought qualified.
18:03
- Yeah.
18:03
- Yeah, there you go.
18:04
- Yes.
18:05
- Actually true.
18:06
- But I think that what we're seeing,
18:09
which is a really common thing
18:11
that people are seeing is uncuttable now,
18:13
is RevOps, which is like,
18:15
hey, if you don't have all of your marketing operations,
18:17
all of your revenue ops,
18:18
if you don't have that stuff down cold,
18:20
then what's the point of running all these other brand campaigns?
18:23
What's the point of running these demand campaigns?
18:26
Julie, you're not in the long, what do you think?
18:28
- Yes, I mean, so I think I was very lucky
18:31
to grow up at a company like Salesforce.
18:33
A lot of my marketing career was there.
18:35
And because of the nature of the products
18:37
that we sold, a lot of the stuff was sort of there
18:40
as we were building it.
18:41
And obviously technology keeps evolving,
18:42
but when I went to a company like Slack,
18:45
which has a massive self-service engine
18:47
and it bolted on an enterprise engine,
18:49
a lot of that infrastructure wasn't there
18:51
that I had taken for granted for so long.
18:53
And I'm always a little wary of marketing being taken down
18:58
to an exact science, but on the other end,
19:00
I'd like to know if I generate a lead
19:02
or somebody to come to the website
19:04
that something could happen for them
19:06
that might lead to them actually.
19:08
- It gets to a person.
19:09
- Maybe.
19:10
- If they have that level of interest.
19:12
So I think it's just, it's sort of that missing piece
19:16
of, and it became even more apparent
19:18
and more important to me when I went to a company
19:21
with both not that infrastructure there
19:23
and this sort of massive top of funnel
19:26
and a real need to be able to scientifically move that
19:30
through to more revenue for the company.
19:32
- Karen, I'm curious, what's one of your uncutable
19:37
event or event items that you're like,
19:39
"Hey, if you're doing an event,
19:41
you gotta make sure that you're doing this?"
19:42
- Probably, that's a tough one.
19:48
I would say executive C-suite engagement for me
19:52
where we are in our company and our journey.
19:54
And Julie's gonna love this.
19:56
I would say you have to,
19:58
this kind of goes back to I think where we are right now.
20:02
I think we need to entertain our customers
20:04
and our partners to our prospects.
20:06
So I would say luminary speakers, I need to draw.
20:10
I think we are working in a world now
20:13
where we really need to think about convincing people
20:16
to buy a ticket and fly out to San Francisco
20:18
and spend a few days at Dreamforce.
20:21
And so I think you need to entertain them
20:24
and motivate them and inspire them beyond product, right?
20:29
What's going on in the world?
20:31
They have a killer lineup and Salesforce has excelled
20:34
in this for many, many years and set the benchmark.
20:37
And I think it's something that I inspire
20:39
to adopt as well.
20:40
- Yeah, we're about to sort of multi-series blog posts
20:45
on this idea of like, edutainment.
20:47
And if you think of it as an X, Y, X,
20:49
you have education on one side and entertainment on the other.
20:53
And the vast majority of our stuff is like lower,
20:55
left quadrant, like not that educational,
20:57
not that entertaining.
20:58
The good stuff is like, educational,
21:02
but not that entertaining.
21:03
And virtually nothing is on the right side
21:05
because it's like, nah, it's not like--
21:06
- Where does this fall?
21:08
- This, I don't know.
21:09
- Edutaining?
21:10
(laughing)
21:11
- It depends how much people do it.
21:12
- How is it going so far?
21:13
- Okay, if we're,
21:14
"Edutaining Show Keep,"
21:16
everyone just show the blue one.
21:17
- Infotainment.
21:20
- Okay, so, yeah, anyways, yeah.
21:23
So I mean, I think that that's like, yeah,
21:25
we are competing now with Marvel and Disney Plus
21:29
and all these things.
21:30
We have Hulu, everything is in-device.
21:32
It's on the go, it's all these things.
21:33
Like, that's who you're competing against
21:35
for people's attention span.
21:37
And if you write shitty blog posts,
21:38
like people aren't gonna listen or pay attention.
21:41
Okay, uncutable budget items,
21:45
put up your paddle and yell one out
21:47
and we'll do some keeper cut.
21:49
Who's got an uncutable budget item
21:52
that they wanna hear some stuff on?
21:54
Anyone?
21:57
All right, I'll keep going.
22:00
- Podcast.
22:01
- Hey.
22:02
(laughing)
22:04
Keep it down.
22:06
- I love these.
22:06
- It's more than just a podcast in it.
22:11
There's video too.
22:13
Yeah, what do you think?
22:16
Content series, podcast and video series.
22:19
- I think it's a way to stand out right now
22:20
if you do it well.
22:22
What is hard and it's content without distribution
22:26
and it reminds me of sort of the early days
22:27
of content marketing where everyone was like,
22:29
"Look, I wrote a blog post.
22:30
"I made this ebook.
22:32
"I created a podcast,
22:33
"but no one sees it or uses it."
22:36
Then you absolutely shouldn't do it
22:37
and it's a waste of money,
22:39
but if you can create great content
22:41
and then actually distribute it,
22:44
it's incredible and having done some,
22:48
(bell ringing)
22:49
"Oh, nevermind."
22:51
That was some hot content.
22:55
(laughing)
22:56
- Cheers.
22:57
(laughing)
22:59
If we're already outside.
23:02
- Emergency reporting, incident.
23:04
- We're already outside.
23:06
(laughing)
23:07
We said we were gonna keep the podcast.
23:09
- We're gonna keep the podcast.
23:10
- I said the time to kick us off was a hand motion.
23:14
(bell ringing)
23:17
- We are in the designated area.
23:18
(laughing)
23:21
(bell ringing)
23:23
- We're in the designated area.
23:25
- So analyst relations.
23:28
- If you're selling to the enterprise, you need it.
23:31
- If you're selling to the enterprise, you need it.
23:33
- Yeah.
23:34
We're in the security space, so keep.
23:36
(laughing)
23:38
- Would you like us to keep buying?
23:39
- It's like a wild event.
23:40
- Fun.
23:41
- Yeah.
23:42
- Always on our toes as marketers.
23:45
- Well, the end of this was gonna be like
23:47
the best ending ever, but we're gonna have to cut it early.
23:50
- We had so much good content.
23:51
- Do you want us to try to be louder than the alarm?
23:54
(laughing)
23:58
- Tune in to demand-gen visionary slides.
24:01
- We'll open up the bar.
24:05
We might come back.
24:06
We might not.
24:07
We'll see how this goes.
24:08
- I have a long if you're not investing in content.
24:10
(laughing)
24:12
- We can harmonize to Rocket Man.
24:14
We did it earlier.
24:15
(laughing)
24:18
(bell ringing)
24:20
- Well, anyways, thanks.
24:25
(laughing)
24:27
- More soon, we'll do this over audio.
24:30
- Remember that time when we were at that event
24:32
in the fire alarm?
24:34
- This is why we do On Demand podcast.
24:37
Okay, you guys, the bar is open.
24:39
We will be here all day.
24:41
- Open, keep or cut.
24:43
- That's it.
24:44
- Keep the bar.
24:45
Keep the bar.
24:46
Keep the bar.
24:47
(laughing)
24:51
(upbeat music)
24:53
(upbeat music)
24:56
(upbeat music)
24:58
[BLANK_AUDIO]