Mastering Event Engagement Through Customer Stories
Karin Flores, VP of Strategic Events at Okta, utilizes customer stories and why they are always the greatest asset in any marketing campaign.
[MUSIC]
Welcome to Pipeline Visionaries, live at the Pipeline Summit here at Dreamforce
I have a very special guest, Karen, how are you?
I'm good. How are you doing? Thanks for having me.
Yeah, I am just great to be back.
Great to be back. I know you were here last year.
Yes, I was.
On the main stage.
It was hot, hot hot if you don't remember.
Oh, yeah, so hot the fire alarm went off.
Fire alarm went off.
Yeah, the hot takes, hot content.
Yeah.
And now we're back.
We are.
A year later, obviously a lot has changed.
Yeah.
But a lot stays the same here in the B2B marketing world.
Yeah.
For listeners, tell us a little bit about your current world octa.
Sure.
So it's great to be here again.
Love to be with the Qualified family.
I run for octa, our C suite engagement.
So our customer experience center, our executive programs globally.
I also run our strategic events, all of our flagship portfolio and our industry
presence.
And, you know, obviously a lot has changed in the past year.
Yes.
How did that sort of, how does that work for you and in that role and,
and it seems like executive presence and all those programs, like more
important than ever.
Yeah, you know, it's interesting.
I was thinking about it this morning, because I knew we were going to be
together.
I think a lot has changed in a year.
And I think a lot of that depends on where your company is sort of in its
trajectory and its growth.
And I remember last year we were sort of talking about, you know,
where the industry third parties dead.
And I remember having some conversations about, you know,
some of the big industry events really had a hard time ramping after COVID.
They didn't do their digital presence that well.
But now we're sort of in this economy where, at least for us, net new leads are
super important.
And so we've kind of done this pivot back of let's look at it.
Let's look at our industry presence.
Let's look at what's going on, the watering holes and how do we kind of attack
that space and be creative and sort of get at filling the top of the funnel
again.
So a lot has certainly changed there.
And one of those things now I have to give a plug for this is that Caspian and
Octa are now working together on the mistaken identity podcast.
And so it has been really fun.
Obviously Octa was a cast being customer before this.
And now, you know, again, I'm working on the show.
But what I have to say is working with your team and working on specifically
identity and customer identity being so important.
And I feel like we didn't really know our customers as well as we thought we
did two years ago.
And we found that out kind of the hard way.
And so working on the show with y'all and working with product leaders were
talking about how well they know the identities of their customers is been
really fascinating.
Yes.
You know, our CEO Todd McKinnon always says identity is its own category.
And we're really excited about identity is what think about AI.
There is no AI without identity.
And we all we do is identity 24 seven.
It's more important than ever.
It's a really exciting time to be in the identity space.
And, you know, Octa started off in the workforce space.
And now we're into the consumer space with our customer identity cloud.
So really we call it better together the merging of the two worlds, but it's a
fascinating time.
And so we're really excited about that.
And so we're really excited about that.
And so we're really excited about that.
And so we're really excited about that.
And so we're really excited about that.
And so we're really excited about that.
And so we're really excited about that.
And so we're really excited about that.
And so we're really excited about that.
And so we're really excited about that.
And so we're really excited about that.
And so we're really excited about that.
And so we think about my portfolio, you know, when we have our customers.
Participating with us in our flagship events and our portfolio events.
It's really important for us to let our customers share their stories of
success.
So you have a workforce customer.
I happen to be here with my head of customer marketing.
We work very closely together on this of really allowing the customers to share
their stories, share their struggles and see how they're solving together.
And it makes a huge difference in the way that we market in the way that we
engage with our customers.
So it's not always octa talking at you.
Right.
It's us fostering these conversations with our executives through our executive
programming and really to be to give a plug since we're here at Dreamforce.
You know, that's a staple of the sales force marketing mentality to write
everything is about your customers customers first, but your customers do the
talking and all the goodness happens from there.
Yeah, another thing, working with your team on the on the podcast side that has
been really fascinating, which I think a lot of marketers are really trying to
figure out, you know, their, their customer identity, you know, better, right?
Like you can never have enough information.
You can never talk to your customers enough.
You can never do enough customer interviews, you know, from that side of things
, but also digitally.
It's so important to figure out what they're like what they're watching what
they're listening to, like the types of things that they're looking to you for.
Like, how do you think about that as a marketer?
I mean, I know this word is used as overused over and over, but it's true. It's
all about personalization.
I think we as consumers, right? We as customers and we know our customers
expect this.
I expect you to know a little bit more about us. I want to see things served up
to me that are relevant. Don't waste my time. I don't have that much time.
And now I'm used to having relevant information served up to me in a meaningful
way. And we think about that all of the time we're working on.
I would now give a plug to octane. We have our huge customer event coming up on
October 3rd in San Francisco.
And we're working on our digital nurture campaigns and we call them our digital
backpacks. You know, for those who join us online, it's important that we know
what you're doing, what perhaps you miss so that we serve you up something and
not waste your time personalization.
As always, and we'll always be the most important thing that we do, especially
now.
Yeah, tell me more about digital backpacks. Can you unpack that? I can unpack
that. So this year, if you attend octane online, we will serve you up a digital
backpack with information deeper into the sessions that you took.
And then we'll map offers and different content that is relevant to what you
were interested in based on how much time you spend with us and what you were
watching and participating in will also serve you up access to some of our
experts.
So if perhaps you're interested in our workforce, we'll match you up with some
of our experts who can help you.
That's really cool. So, does that. Those are for the virtual attendees. Right.
So you sign up for to go to octane. You, you know, go to the event. Maybe you
catch a few sessions you miss a few all that stuff.
And then at the end, there's a, the ability to like know what you missed what
you didn't and then you're continuing that digital journey like from a new
content will serve up new things for you customized just based on what you
watched and what you responded to.
And then of course if we're lucky enough if you gave us feedback of like, Hey,
this is really important. I want to learn more about this. Well, Taylor, a
unique experience just for you.
This kind of feels like a, an obvious evolution of like where we, where we used
to be, but a bit of a, you know, changing of the guard for how content and
events and brand were done in the past.
Like, I've said this previous on the show that I love the definition of brand
as like brand is your customer experience but also your buying experience.
And, and so with all of this personalization with events being part of this
with like being in the buying process, having it be, you know, one, two years
now, especially with like budgets being tight.
So, I think you might be in, in pipeline now for someone for two and a half
years, how you get treated for those two and a half years is whether or not you
're going to buy when it's time to buy right.
And so yeah, how, how are you thinking about like this, the new, new world.
Yeah.
Events, it's been interesting like this past year I will say, we've done a lot
of testing we've made mistakes we've done some rebounding.
I think we are constantly in a stage of iteration, something also I'll give it
not does sales force that I learned was test fail fast and rebound.
And I think that events it's really interesting you said something which I
totally agree with is that events are to me the perfect acceleration movement.
Right. Where you really nurturing and influencing your customers. And I think
now more than ever you kind of have to look at your programming and really
start to ebb and flow and make the shifts that you need back to what I
originally said like, based on where your company is
and where your company is going. And what's the trajectory of your company and
the needs are. And I think for us I can give you a specific example.
We've gone out on the road with different city tours in and around all around
identity.
But we've had to augment that with very focused small executive programming,
where we can really bring in our experts RC suite to talk one on one with our
executives where they were there in a space where they can truly have peer to
peer networking.
And like I said earlier, listen to other customers we have incredible customers
like New Boland from the MLB who just like takes people on this journey of what
the MLB was facing with identity I mean think about all the stadiums
all the fans. So we've really started to augment our portfolio to meet the
needs of our customers so I think you always have to be in this change motion
change motion.
And I think you can't build your portfolio anymore build your event, leave it
and be like this works and then just let it go you can't constantly constantly
have to be poking at it and have to be making changes.
Yeah, you know to the identity piece there.
It's part of customer experience is part of like hey I give you my money and
you don't know who I am obviously one of the interesting things again working
on the show with y'all is sort of how product people are now building like
starting with identity.
I'm like we're going to build identity outward from there because like if we're
not, if we don't know exactly who you are when you come to us like every single
time, then, then what what good, what are you what are you going to do from
there right why are you going to want to do anything else with us if we don't
even know who you are. And I kind of feel the same way with marketing. Yeah, where it's like if you're
starting with the persona of like we're making this thing for you whether it's
a piece of content or an event or whatever, we know that you want in the case
you're saying certain
prospects want to talk with exactly their use case, a customer, unfiltered with
without sales in the room.
And then we just said someone reach out wants to talk to more a shot of some
more.
CIOs will want to talk to other CIOs and it doesn't mean that there's not cross
pollination and they're not learning and learning from a CMO or learning from a
COO.
But there's a specific role in the specific we know this we go through this in
our own jobs of the troubles that you have the struggles that you have and CIO
to CIO.
And all the goodness happens. Yeah, that's why I, I, the show CIO classified,
literally that started because of that exact thing is I had the CIO of Octa and
two other CIOs in the room.
And after we finished recording they were talking shop and I was like, this
needs to be a podcast recording because all the stuff that you're sharing now
is like amazing.
And so true and then you get them together and and also well sorts of other
issues came up. You know, one thing that came up in when we did that CIO series
So classified was one thing that one of the CIOs always got asked from his
peers was, how do you get a seat on a public board.
That was like the most common question that they got asked. So we made a
podcast episode with a CIO who's on a bunch of public boards a former CIO.
And that's like one of the most popular episodes that we ever did. And, and it
was stemmed from like real, you know, conversations that were being had that
were being asked, and then we made content for it.
And like we got feedback that's like, Oh yeah, I feel seen right like I really
wanted to know this information and like who better to know it from that person
and that person she had never talked about what it takes to be on a public
board before. And like again that goes back to personalization it goes back to creating
something, creating like content or an experience that your customers like
really couldn't get anywhere else.
Right.
I think this also speaks to the power of events or the experience portfolio.
And when you think about marketing, there is no other channel that brings your
customers together seated next to each other and allows them to foster and have
those conversations.
And as a team, if you're not paying attention and listening and taking little n
uggets like that and creating content for them. And I think about some of the
goodness that's coming out of Okta right now, you know, we are at the forefront
of the identity space trying to make it its own category.
And from the events and peer to peer networking and these executive programs,
we know how important it is to continually position ourselves as a thought
leader, and giving our sweet and our customers the opportunity to speak and
share in that realm.
And again, I don't think across the marketing channels.
There is another portfolio that allows you to do that in the powerful way that
events can or CC scan.
It's that person to person connection that a lot of the goodness comes from.
Yeah, we, we interviewed Melissa the CMO of ClickUp and we were talking about
her strategy for that and she's like, we are putting all of the leaders in our
team and other employees that are team, like front center in our content.
And we're amplifying their stories and, and that is like a core strategy for
them. And it's so obvious in retrospect because I think a lot of C level
content and events had not always been managed appropriately for a lot of
companies.
And so I don't want to dig into like your strategy for this. But like, I think
it's an absolute winning strategy. And at its core.
And we did an episode of pipeline visionaries with any nester of first up and
like two of his uncuttable budget items were basically like customer stories
and C suite, essentially, you know, thought leadership and like how do you get
those out in digital content form and
events form as much as you possibly can and evangelize the service is so
obvious in retrospect. But if you go look at how people spend their actual
dollars, like, yeah, no, I'd just rather dump another million dollars into
Facebook ads.
You're like, I hear you.
But like, go, go get like 50 more customer stories and I guarantee you that's
going to work better.
To me, customer stories are the one of the most powerful tools. I mean, I think
about it. I love reading customer stories. They're inspirational. I mean, they
just, it's, it's, it just goes back to what we were just talking about.
You have to be willing to make changes. You have to look at what you're doing.
And I say like, look at what you're doing. Change 50%.
You know, listen, the times are changing. We change the way we do business is
changing. Our priorities are changing. And if you're not making those changes,
you're behind.
In the format of customer stories, I think that like back in the day when Sales
force started pioneering like the customer story telling the way that they did
obviously a true force with the massive banners putting someone's face that's
like 80 feet high, all that sort of stuff.
The killer quotes, the banners everywhere, obviously putting them in keynotes,
which is really cool. All of that. But I think that now, if you look at the
best companies that are doing this, they're telling customer stories in like a
bunch of different formats, a bunch of different channels.
They're telling it in short form video. They're telling it in long form audio.
They're telling it in podcasts, of course, in visual formats. It looks very
visually stimulating. They're doing Q and A's.
They're doing small batch events. They're doing larger events and activations
like they are putting their customers as many places as they can possibly get
them. And another thing that we're seeing is that a lot of times they can't get
customer testimonials
because the customer, they can't get the agreements there, but they'll still
put them into things like podcasts or other digital channels. So at least their
customers are talking.
At least from their platform, their customers are talking. They might not be
talking about their product, but at least they're starting conversations and
that those accelerate into those like, "Hey, could you just get on a call and
just tell me how it is? Tell me how it is. Tell me how it really is."
And that stuff I think is absolutely a winning strategy.
Yeah, I do too. I love that you call that, especially because we're sitting
here at Dreamforce. I remember those years. I worked on Dreamforce with the
giant customer heroes.
Again, that's a testament to Mark and his true love of customers and what your
customers tell the stories, our customer heroes, trailblazers, trailblazers.
And now it just feels a little bit par for the course. When we go into an
industry, for a Gartner, for RSA, we do not do a session without a customer.
Unless it's a very specific, this is Octo and Octa. And we're going to explain
to you the way that we're deploying Octa internally. You need a customer there.
Not only is it validating, but it brings the whole story to life. And you want
a customer to talk about, "Hey, this is where we..."
"This was tough. This is where we fell down. But this is how we rebounded. That
's where it's at."
Let's go back to the program building piece. For someone who's listening or
watching and has not built the type of program that you have, how would you
think about building an events program and a C-suite engagement program
together as one joint effort rather than trying to make it disparate?
Because I feel like a lot of companies, that stuff gets pretty siloed.
Yeah, that's a great question. I think first of all, when you're thinking about
your C-suite strategy and your executive strategy, there's two things.
I have found over the years through trial and error, you need very, very close
alignment with product marketing and your CRO. You need to understand what are
our top goals, our top initiatives.
And then you need a throughput and a throughline to your customer marketing
team to really start. You are sort of like on this mission to find all the best
stories.
You've got to kind of understand what we're trying to move forward as a company
. And then you need to take a step back and listen and understand what are the
needs of this persona.
So, like, let's start with the CIO. I've learned a lot about CIOs in the past
two years. And you need to start to build your program around what is going to
move the needle for them.
It's like, you understand what your initiatives are, what you're trying to
accomplish as an a company, trying to make identity its own category.
We're trying to introduce the world of workforce into CIC. This is great. Now,
let's understand what the CIO needs. And that comes first.
Right. We need to understand that. And then we augment that with our
initiatives. And then in true program building, I think you have to, as a
marketer, you need to ask yourself, what am I trying to accomplish? Is this an
influence move?
Am I trying to be top of the funnel? If I'm trying to be top of the funnel, C
Suite is probably not where I would start. You need to really ask yourself as a
marketer what you're trying to accomplish.
And then start to build your program from there. And I think you need in a C
Suite program, you need to balance that with, I have my own internal flagship C
Suite, but leadership program.
But I'm also augmenting that with an industry presence. Where am I going in our
case? Am I a gartner? Am I at RSA? What's our presence there? Who's on stage?
Who are we meeting?
Etc. To kind of balance out the portfolio. You know, one thing that we've
learned with working with specifically CEOs and C Suite, like hosts of our
series, because we basically our series either have like a C Suite executive
from that team, or a third party host that's like an industry leader, an expert
of some kind that hosts the different shows.
And so, or like a deep subject matter expert expert in that field that works at
the company as well. And what we have found is they are so nervous to create
anything that they say that could be wrong.
And to sound silly, which like 99.9% of the time they're not going to say
anything silly. You're like, just relax. That's fine.
That in their soul. So it's that. And then they're so worried about their time
that they want to be really protective of your time. Yes.
And then they're like, I'm not sure if they're going to be able to do that. And
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And then they break off into table topics. And it's just peer to peer
networking. And funny enough, last year we did a round table on sustainability.
And it was one of the most well attended for the C-suite. They wanted to
understand what different companies were doing from their sustainability off
topic from identity.
But from a company perspective, they don't have those moments like, "Why about
35 minutes to understand what GE is doing about sustainability or sales versus
doing about sustainability?"
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And then they leave that company. Oh, that's why you're saying no. Yeah, it's
true. They get exhausted by it.
Any other thoughts on the C-suite engagement or program building or anything
there?
I mean, for me, to me, it's like C-suite engagement is probably one of the most
important parts of our portfolio.
Because that relationship with the C-suite, it's so crucial. It's crucial in
furthering your endeavors in the thought leadership realm.
It's important. It's very important because the C-suite moves around. We talk
about this a lot of the CIO at the MLB and then left.
And now as a CIO at Kaiser and I brought Octa with me. So I think just like
thinking about and nurturing those relationships is very, very important.
So I would just encourage people to think through that strategy and lean in on
your own internal experts to make sure that you're listening to their needs and
creating benefit for the C-suite.
Can I tell you that I love that you use the term portfolio because I also use
that term? I love that term.
I love that term. I love that term. I love that term. I love that term.
I love that term. I love that term. I love that term.
I love that. I know. So that's how I think about it too. And I've sort of asked
different people like how they feel about the term portfolio or not.
And I have an ROI and to have a term and like different parts of the portfolio
are supposed to do different things. So I also call it a portfolio.
Yes. I look at my portfolio and this part of the portfolio not performing well
need to make changes. This part of the portfolio performing very well.
Let's like ramp up on this. Yeah. I think about because I also think about my
portfolio is also sort of a total journey of the way that I interact with
customers, you know, different touch points from a C-suite, which is super
important. Right. If you have a customer or a C-suite who is willing to invest, there's an
investment where they're going to come in and spend half a day and talk about
the future and talk about a vision or maybe we're going to have them
participate in a roadmap with us, you know, to how we're interacting outside of
our own comfort zone right out of our own flagship events and into the industry
You know, what are we saying? How are people responding to us to our C-suite
engagement? So I do. I think about this portfolio that I am like, it's like a
puzzle piece that you're moving and changing all the time based on the needs of
the company.
Yeah. And it's like if you if you had a stock portfolio, which I know
absolutely next to nothing about the portfolio, where there's, you know,
different stocks that are different types of companies or things like that.
They're like, oh, this, this type of company has been doing really well or this
type of content has been doing well.
I wonder if there's like a similar type of bet that we could make be making in
another place, right?
For a different persona, you know, for Octa, we're, we're just kind of forging
out into the CMO persona.
Right.
And which is a lot of fun for me, right? I know marketers. I am a marketer and
spent my life working for CMOs.
So it's, it's a lot of funds. You can kind of look at your portfolio across
like the total journey. And then you can look at the different, you know, what
I would do for CMO radically different than what I would do for CIO.
Well, of course. Yeah. You know, it's like, you've got to look at your
portfolio like that and be smart about it.
Yeah. Can you explain CIC a little bit and sort of like what, what this next
evolution is and like how your go to market is slightly different for that than
it has been in the past for Octa?
Yeah. So CIC, our customer identity cloud has really exploded with the, we
purchased Auth0, which was a big competitor to Octa.
So for us workforce was our bread and butter for many, many years. And now with
the sort of our emergence into the CIC platform.
If you think about it the simplest way that I like people to think about it is
think about your personas and your identity.
I'm Karen dot floor is a doctor. I have one workforce identity. That is my
identity. But now think about Karen Flores out in the world. There is Karen
Flores at Nordstroms.com Karen Flores said,
"Yes, like Karen Flores, all the different ways that I am out in my consumer
world. And what Octa is trying to do is simplify that identity and how so
making it a seamless not only for the consumer, but for all of the companies
that are have access to and are managing my identity.
So you think about, you know, us work, us consumer. It's huge.
And when we are marketing to people and they have all of these different person
as.
Hundreds. I mean, think about it hundreds.
And they also behave very differently. And you're, you know, you have your
burner accounts on, on, you know, whatever. And you behave very differently.
One part of Karen likes to, you know, do karaoke and correct. And, you know,
and then business Karen likes to do also karaoke. But, but it's so funny that
we only market to business Karen.
Yes.
And then there's all these other versions of that person. And I think that that
's also part of it. That's really exciting too. That we can start to expand on
marketing efforts to get someone more interested in.
You know, we're talking about a show murder and HR that before this, but like
that was one of the impetus is for creating that show is if you looked. Yeah.
If you look at the Venn diagram of like how many people are in HR that also are
interested in murder mysteries or true crime event diagram has a huge, huge
overlay.
And so you say, maybe we should create something that's that's for them that's
in that genre. And like, that is the sort of stuff that like customer identity
cloud getting towards that, that future.
Or it's like not only to your, it's easier for you to, you know, makes more
sense of your customers. It's easier for them to come on, but also you can
learn more information about your customers in order to provide a better
customer.
Yeah. I mean, think about the totality of how you would understand Karen. If
you had a glimpse of you into all of my different identities and then myself as
a user when I'm using customer identity cloud it's a, it's a seamless
experience, right?
Simple.
I don't have to remember 10,000 passwords anymore. Any takeaways of sort of
like launching such an initiative, like pushing into a category when you are
running the portfolio that you that you are running where it's something that
is a different persona for y'all.
Yeah, that's a great question.
I think that I'll use the CMO as a good example. It's a little bit of a cheat
because I do understand CMOs, but you know, it's, it's really tough. You have
to spend the time and do the research.
When you are, you know, when I started off to, I mean, a lot of people are like
, I don't even know what identity is. I'm building my own stack. What's identity
? What are you talking about?
So not only are you trying to educate on a fairly technical product, you know,
let's be honest. And then it's like, we'll use this example. Then you're trying
to teach identity to marketers.
It's like, you just have to really, this goes back to what we were talking
about. You have to take your time. You have to do the research. You have to
listen and you have to test, test, test.
And you, it's like, we call it moving the rock. You've got to move the rock. It
is one. It's winning over one customer at a time. It goes back to customers
telling stories. Right. We had an incredible customer, actually an ex sales
force.
Marketer Sarah Patterson, who's the CEO of Samsara, who's a huge advocate for
Octa. And she was really the first CMO that was like, you know what, I love
what you guys are doing.
They're a CIC and a workforce customer. And she came on and we did an
incredible conversation with her and Todd, our CEO. That was such a win and
such a great step for us and direction to be able to sit down with other
marketers and other CMOs.
And to have them hear from their own kind, right? The one Sarah talks about it
's like, I get it. Right. And she gives these incredible tangible examples. So I
think it's really about digging in there, doing the research and just like
going once and you've got to get those small wins and you've got a breakthrough
You have to talk to people the way they want to be spoken to and with the
information that resonates with them.
Yeah, I, when we were learning about customer identity cloud and sort of how
transform transformation transformative it is. And it's going to be for
everyone.
And it's one of those things that I think you just close your eyes and you
think about the future is going to be like, of course, this is how every
company is going to behave like, of course, you would want to be able to build
identity into your products.
Of course, marketing, which now owns post sale more than ever before, like how
much of marketing is involved in this post sale and cross sale and all that,
all that sort of stuff which I didn't necessarily always used to be the case.
You look at like what qualified is done in the, in the way that someone comes
to your website and you know exactly who they are and they can talk to their
sales rep in real time.
And it's how important that is and transformative it is in the pre sales
process in the post sales process to know exactly who your customers when they
come to your website every single time, know what they've bought, know the
information that they've consumed,
all those things like again it's all going to be personalized.
And so like I, I could sexually got it, like right away but then, but as a
marketer, I was sort of like, sitting there like, wait, but what is sort of
possible how does this fit into my organization were tiny.
But you know like how does this fit in. And so, and it is so different from the
workforce product that you have that it's, it's a completely different side of
the business so it's really interesting.
Yeah, it's a completely different side and a new side right like we are, it
does it feels like we are, we're forging or was it blazing new paths for sure
to steal a dream force slogan.
And blazing blazing it is. Yeah, sure.
Any thoughts before we get out of here on on any your uncuttable budget items I
know we kind of talked through your your whole portfolio but we got to touch on
uncutables.
You have to erase what I said last year because a lot has changed.
That's what I'm saying.
You know what this is the way I would answer it this year and this is really
the truth. I think you have to be willing to cut anything like I think budgets
are tight like this has been this has been a tough year from like a macro
economic standpoint I think we've all.
Felt it. And I think the best thing you can do is be agile. Like to me there is
nothing that there's no such thing as a sacred cow. You have to be more method
ical and more prescriptive and more creative with your budgets.
You know you really do you have to be willing to do more with less.
But if I was going to say uncuttable I would never stop nurturing our top
customers and providing a platform be that a live event or through my partners
and digital or through our CC's for them to tell their stories.
Customer stories.
I love it.
Untouchable.
Indeed.
Our listeners especially for marketers go check out octa's CIC customer
identity cloud.
Yeah.
Come see us at octane.
Yes.
Come to octa.com register for octane.
Hit me up for free pass.
Yeah, that's right.
We already know your email.
Turn any final thoughts anything to plug.
You know I just thank you for having me here once again I love it.
I love talking to marketers I love talking about marketing and it's great to be
with some old family qualified I'm looking out at the audience and seeing them.
But always a pleasure to be here.
Yeah.
Congrats on all the podcast success.
Thank you so much.
I love it.
Thank you.
And thanks so much for coming on the show again for the second time we got to
bring you back no fire alarm this year.
I know I'm a little disappointed.
I like the fire alarm.
But the takes were just as hot.
Thanks again.
Thank you.
Thank you.
Thank you.