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From YouTube: FY22Q4 AMER ENT Integrated Marketing QBR
Description
An overview of FY22Q4 integrated marketing performance and FY23Q1 plans for the AMER ENT segment.
Link to slides: https://docs.google.com/presentation/d/1QkehLuPJ-kkCDh2k4T5Hl_O99-SvoBur6j0mfx-MlfY/edit#slide=id.gd1cadd0919_0_0
Note: SAO numbers on slides 2, 7, and 10 was corrected after this meeting.
A
Just
a
quick
recap
of
overall
marketing
results
for
q4
for
amer
enterprise.
As
you
can
see
here,
we
generated
about
four
thousand
six
hundred
inquiries,
and
this
includes
abm
field,
digital
marketing,
basically
all
our
integrated
marketing
teams,
effort
and
then
578,
mqls,
58,
fbr,
seos
and
six
fdr
one.
A
I
think
one
thing
that
I
wanted
to
call
out
here
is
that
for
our
inquiries
right
now
we
actually
tracked
inquiries
in
gitlab
using
create
date
of
when
the
record
was
created,
and
it's
not
super
accurate.
So
a
lot
of
these
actually
like
4
600
inquiries,
are
just
names
that
were
downloaded
from
zoom
info
that
I
think
the
sdrs
has
been
using
for
prospecting,
but
a
lot
of
it
hasn't
really
responded
to
any
marketing
kind
of
like
events
or
initiatives
so
I've.
A
I
am
in
discussion
with
marketing
strategy
and
performance
on
kind
of
looking
at
the
inquiry
logic
to
revise
that,
so
that
it's
more
accurate
instead
of
looking
at
the
created.
So
I
did
put
the
inquiries
number
if
we
were
to
take
out
the
zoom
info
lists
only
which
was
which
is
basically
a
thousand
seven
hundred
instead
of
four
thousand
six
hundred.
A
And
so
when
you
look
at
the
inquiries
mql,
you
know
it
looks
really
low
right
now
at
twelve
point:
five
percent
compared
to
the
target
and
the
sas
average.
But
if
we
remove
the
zoom
info
list,
then
it's
at
34,
which
is
actually
actually
like
a
more
accurate
representation
of
the
inquiry
to
mql
conversion
and
then
in
terms
of
mql
to
sao,
is
currently
at
ten
percent.
This
is
actually
slightly
below
q3,
but
emulator
says
average,
but
it's
actually
not
terrible.
If
you
think
about
where
we
were.
A
A
And
if
you
look
at
the
bottom
there's
the
breakdown
by
subregion,
I
think
most
of
the
trends
are
are
pretty
much
true
across
both
regions.
So
I
think
the
the
the
good
news
again,
like
you
know,
improvement
in
mql
to
sao
and
then
actually
seo
to
one,
even
though
it
is
below
size,
average
and
dual
target.
It
is
an
improvement
as
well
compared
to
q3,
which
was
at
nine
percent
and
then
for
amer
west,
specifically
there's
a
huge
improvement
in
the
sao2
one,
because
in
q3
it
was
at
four
percent.
A
And
then,
oh,
like
one
more
thing
I
wanted
to
call
out
in
terms
of
you
know,
we
did
fall
short
of
the
sdr
saos,
which
is
at
58
compared
to
the
target
of
106.,
but
the,
I
guess,
there's
a
hope
that
you
know,
of
course
like
because
we
did
roll
out
a
lot
of
the
q4
our
course
correct
activities.
A
lot
of
it
is
rolled
out
in
q4,
so
hopefully
you
know
based
on
our
sales
cycle.
A
We
should
be
able
to
see
those
translate
to
this
quarter
and
hopefully
that
will
improve
the
sdr
sales
number
for
q1
and
then
for
this
is
just
a
quick
overview
of
our
paid
digital
performance,
because
a
lot
of
our
basically
spam
for
integrated
marketing
is
actually
around
paid
digital
efforts.
There
is
also,
of
course,
abm
which
megan
will
share.
A
So
here
you
can
see
the
first
really
like
just
the
linkedin
one
being
able
to
be
broken
out
by
amir
west
versus
east
facebook,
and
the
retargeting
tactics
unfortunately,
cannot
be
segmented.
I
guess
by
region
segment,
it's
more
like
it's
a
span
and
then,
depending
on
who
respond,
will
get.
You
know
we'll
just
get
the
information
from
there
and
then
for
q4.
You
can
tell
like
just
from
link
in
itself.
A
A
But
if
you
look
at
the
metrics
also,
I
think
that
you
know
the
mres
is
actually
doing
better
in
terms
of
roi,
metrics
and
mql
to
sa
conversion,
but
I
think
that's
also,
and
maybe
matt
can
comment,
but
it's
generally
true.
I
think,
because
you
know
when
you
increase
spend.
Naturally
I
think
the
the
roi
metrics
kind
of
like
get
impacted
a
little
bit
right
matt.
If
it's
that
quickly.
C
Yeah,
so
there's
a
few
things
here
where,
if
we
push
budget
too
quickly
so
say
that
we're
giving
additional
budget
and
we
push
it
within
a
short
time
window
like
two
to
three
weeks,
what
ends
up
happening
is
lack
of
better
words.
This
our
platforms
have
to
go
to
a
relearning
mode,
so
our
platforms,
auto
optimize
based
off
the
conversions,
and
so
when
there's
an
increase
in
budget
that
occurs.
Essentially,
the
system
has
to
relearn.
C
When
that
happens,
so
we
just
kind
of
play
that,
by
by
ear
when
what's
the
difference
between
campaigns
that
we
run
like
recently
versus
like
a
short
short
amount
of
time,
where
we
have
an
influx
of
budget,
but
the
the
total
cost
per
inquiry
that
over
time
has
gone
down
like
we
were
previously
above,
like
200,
plus
cosplay
and
gordon
that's
come
down
quite
a
bit
between
the
two,
the
two
different
regions.
So
that's
been
good
to
see.
A
Thanks
matt
and
then
yeah
and
then
just
to
share
here
also
for
the
global
campaigns
for
facebook
and
google
search.
We
spent
161
000
in
q4,
but
it's
across
all
segment
region,
and
I
you
know
actually,
oh
actually.
This
is
just
for
a
mirror
but
the
cross
segment.
And
then
you
can
see
here
out
of
that,
though
31
of
the
inquiries
that
was
generated,
it
goes
towards
large
and
then
32
percent
of
the
mqls,
as
well
as
17
percent
of
the
saos.
That
was
generated
from
this
specific
site,
both
large.
C
A
C
A
Makes
sense
I
will
touch
base
with
you
on
how
to
do
that,
because
I'm
not
that
well-versed
in
the
data
studio
report
that
was
created
by
pmg
and
then
for
linkedin
and
google
retargeting.
We
spent
61
000
in
q4,
and
out
of
that,
you
know
a
lot
of
the
inquiries.
Actually
51
of
the
inquiries,
38
of
mqls
and
26
percent
of
saos
went
towards
march.
A
Moving
on
to
course,
correct
activities,
so
we
did
several.
We
were
all
several
course
correct
activities
in
q4.
I
guess
as
part
of
this
one
initiative
as
well.
Some
of
them
are
optimizations
and
some
of
them
are
new
initiatives.
So
I'm
going
to
touch
on
the
optimizations
first,
the
first
being
a
pit
linkedin
enterprise
messaging
test.
A
I
think
the
key
metric
here
is
the
front
end,
which
is
cost
per
click
and
click
through,
just
because
that's
we
basically
tweaked
the
ad
copies
there
and
looking
at
the
results,
it's
actually
a
bit
of
a
mixed
result,
so
the
cost
per
click
did
decrease,
which
is
good,
but
the
click-through
rate
also
decreased.
So
yeah
jury's
still
out
on
this
one
and
then
the
second
one
was.
We
did
the
fate
link
in
autoresponder,
optimization,
which
is
basically
in
the
past.
A
We,
you
know
when
someone
downloads
our
link
kind
of
like
click,
our
linkedin
app.
They
are
driven
to
a
path
factory
track
and
with,
like,
I
think,
one
or
two
assets
in
the
track.
But
what
we
did
here
was
we
actually
when
now
the
experience
we
changed
it
on
the
back
end,
so
when
they
download
they
click
our
app
in
linkedin,
there
they'll
get
sent
an
autoresponder
email
that
they
can
click,
which
also
brings
them
to
pat
factory
track.
A
But
what
changes
is
that
in
you
know
now,
they
can
always
go
back
to
that
email
later
on
to
kind
of
access
that
link
first
of
all
and
then.
Secondly,
the
path
factory
track
has
more,
we
added
more
relevant
assets
in
the
path
factory
track,
so
they're
able
to
kind
of
binge
on
on
those
as
well,
which
was
not
the
case
previously.
A
The
key
metric
here
is
inquiry
to
mql,
because
we
wanted
to
see
if
that
will
help
improve
kind
of
like
people
converting
from
inquiry
to
mql
by
binging
on
more
assets,
and
the
good
news
is.
It
is
an
improvement
from
21.8
in
q3
to
23.2
in
q4,
and
this
is
even
more
in
certain
use
cases
like
ci,
for
example,
as
you
can
see
from
the
previous
row,
it's
actually
doing
even
better
because
that's
happening
the
optimization
for
linkedin
autoresponder.
Pretty
much
happened
about
the
same
time
as
the
linkedin
messaging
app.
A
C
C
The
thing
also
we
recognize
in
q4
is
that
generally
in
amer,
we
reduce
the
spending
q4
because
of
the
holidays,
because
when
there's
not
people
around
say
like
work
deals
during
the
holidays,
then
there's
not
a
lot
of
point
to
push
a
lot
of
budget
during
that
time
period
and
we
also
traditionally
see
like
lower
click
through
rates
during
the
holidays
too.
So
I
wouldn't
say
those
two
metrics
aren't
necessarily
bad,
but
maybe
we
want
to
dig
in
to
see
what
seasonality
looks
like.
A
Yeah,
I
definitely
added
that
as
well,
so,
like,
I
feel
like
the
reduction
in
inquiries
for
linkedin
in
general,
for
q3
and
q4
is
really
specific
to
the
budget
because,
like
it
was
basically
a
reduction
of
46
for
just
that
specific
channel.
But
I
know
that
we
did
move
some
of
these
also
to
other
channels
like
facebook
and
google.
C
A
And
then,
on
the
new
initiatives
we
rolled
out
the
devsecops
2.0
campaign
in
q4,
and
then
here
I
think
we
mostly
activated
this
one
through
retargeting,
so,
which
is
why
you
see
more
on
the
back
end.
But
if
you
look
at
the
mql
to
sao
conversion,
it's
actually
looking
pretty
good
compared
to
like
say
the
other
initiatives
that
would
roll
out
around
the
same
time
like
the
github
competitive
webcast,
for
example,
that
one
is
a
bit
of
a
we.
A
We
did
a
competitive
webcast
to
kind
of
like
respond
to
the
github
universe
in
december,
but
unfortunately,
for
this
amer
segment,
amer
enterprise
segment,
region
segment
region.
We
didn't
have
that
much
inquiries
coming
in.
I
think,
partly
due
to
the
fact
that
we
don't
really
promote
this
in
paid
apps
right
now.
We
only
promote
it.
Sorry
not
paid
digital.
We
only
promoted
it
in
demand
base
through
abm,
as
well
as
email,
email
campaigns
to
our
database.
A
So
I
feel
like
there's
room
for
more
activation
on
this
asset
down
the
road
and
then
the
tech
demo
series.
We
also
rolled
out
a
tech
demo
series,
which
is,
I
think,
basically
recurring,
on
a
weekly
basis,
tech
teaming
with
the
tech,
nickel
marketing
team
to
cover
different
demos
on
ci
devsecops
devops
platform,
and
it's
looking
really
good
on
the
front
end.
Actually,
we
got
572
inquiries
from
initiatives
and
167
mqls
so
so
far
the
highest
compared
to
the
other
new
initiatives
that
was
rolled
out.
A
However,
the
back
end
metric
still
needs
improvement,
so
we'll
be
looking
at
potential
ways
on
how
to
do
this,
and
I
think,
with
the
introduction
of
the
intelligent
nurture.
Also,
it
should
help
with
the
mql
to
seo
conversion,
and
then
the
intelligent
nurture
was
rolled
out.
I
think
at
mid-december
around
the
24th,
so
we
still
have
the
intelli
that
was
rolled
out
by
jackie
and
that
we
still
have
that
versus
the
actual
use
case
nurture
that
was
rolled
out
previously,
the
difference
is
with
intelligent,
nurture.
A
We
are
able
to
introduce
mixed
use
cases
for
the
specific
segment
region,
whereas
previously,
with
the
use
case
nurture.
Let's
say
somebody
comes
in
through
ci:
they'll
only
continue
to
get
ci
assets,
so
it's
really
not
demonstrating
the
breadth
of
our
product
and
it's
looking
really
good
right
now,
in
terms
of
inquiries
to
mql
and
mql,
to
sao
conversions
compared
to
the
use
case,
nurture
jack.
Anyone
have
add
anything
to
do
this.
D
No,
I
think
that
gives
the
enough
of
a
broad
overview,
so
we're
hoping
to
see
more
results.
We
have
a
a
person
dedicated
to
life
cycle,
marketing
and
dedicated
to
the
intelligent,
nurture,
so
that'll
be
continuing
to
roll
out
and
we'll
have
more
and
more
new
workshops.
Webcasts
content
reports
and
integrated
into
that
motion.
A
Yeah
and
then
also
in
terms
of
asset
breakdown,
just
to
give
everyone
kind
of
like
a
quick
look
into
the
intelligent
nurture
stream.
We
have
basically
a
lot
of
it.
Right
now
is
heavily
weighted
towards
ci,
but
based
on
the
qbr
feedback
as
well
as
kind
of
like
our
company
strategy
in
general
to
be
more
focused
on
devops
platform.
I
will
be
tweaking
this
kind
of
like
mix
this
order
so
that
it's
more
heavily
weighted
to
our
step-ups
platform.
B
B
Well,
you
know,
would
love
to
see
that
one
in
the
mix-
some
point
I
mean
it's
brand
new
we're
probably
gonna,
have
to
iterate
on
it
till
we
kind
of
get
that
messaging
right,
but
that's
one
that
a
lot
of
reps
are
are
very
interested
in.
I
don't
know,
I
don't
know
how
familiar
I
think
it's
coming
out
like
next
week.
I
don't
know
how
familiar
the
marketing
team
is.
I'm
sure
you
are
but
like
I
was.
That
would
be
one
that
I'm
excited
about.
Yeah.
D
And
I
was
gonna
say
we
have:
we
do
have
a
campaign
running
in
demand
base
towards
our
fy.
22
focus
account
list
we're
going
to
be
iterating
on
that
list.
This
quarter,
but
we
do
have
something
running
and
it's
in
line
with
the
the
compliance
value
play
that
was
built
out
and
then
we'll
want
to
leverage
the
new
content.
That's
coming
out.
We
have
an
e-book
that
was
launched
in
december,
we're
in
the
midst
of
getting
that
implemented
into
the
intelligent
nurture.
B
And
I'm
loving
these
web
tech
demos
here
that
looks
like
that's
working
like
I
don't
you
know,
there's
interest
there.
Maybe
we're
able
to
slice
that
pile
like
like
what
specific
demos
are
more
successful
than
others
or
is
it
just
generic
like?
Are
the
ci
ones
more
attended
or
more
than
you
know,
security?
I
don't
know
I'm
just
kind
of
throwing
out
some
ideas
as
to
which
ones
are
getting
more
response.
E
A
Take
a
look
at
that
and
double
click,
and
maybe
add
it
to
this
slide
and
thank
you
all
later,
but
definitely
see
which
one
you
know
we
can
definitely
deflect
a
little
bit
more
also
into
this
to
see
what
has
been
working
in
terms
of
theme
and
then
for
the
okay.
So
I
guess
the
feedback
would
be
then
for
the
intelligent
nurture.
We'll
do.
I
think
compliance
kind
of
falls
under
devsecops
so
definitely
add
more
compliance
assets
and
then
also
devops
accepts
into
the
mix.
A
Okay,
so
now
going
into
kind
of
like
sub
region
double
clicking.
I
covered
a
lot
of
the
metrics
up
here,
but
I
think
one
thing
again:
I
wanted
to
call
out
that
a
lot
of
these
inquiries
are
currently
in
nurture
status,
and
most
of
these
are
really
zoom
in
full
list
that
never
really
responded
to
anything.
So
the
good
news
is
like
these
will
be
added
to
the
intelligent,
nurture
this
quarter
to
be
warmed
up,
so
hopefully
we'll
get
some
mqls
out
of
them
down
the
road.
C
C
A
E
I
thought
before
that
inquiry
only
happened
like
I
thought
when
we
first
imported
from
zoom
info,
they
were
in
raw
status
and
they
wouldn't
move
to
inquiry
until
they
had
done
something
taking
some
sort
of
action
with
us.
So,
though,
these
are
zoom
info
source,
they've
done
something
with
us
correct
now,.
A
B
A
And
so
I'm
working
with
marketing
and
strap
to
like
look
look
at
the
logic
more
closely,
because
I
think
that's
inaccurate,
like
we
should
look
at
when
someone
moved
from
raw
to
inquiry
as
a
timestamp
versus
the
creative,
but
that's
in
progress
right
now.
So
the
best
I
guess
way
to
like
track,
I
would
say
real
inquiries
right
now
is
just
to
pick
up
the
zooming
for
stuff.
D
Yeah,
okay,
just
for
some
visibility.
There
were
some
changes
to
the
dashboards
that
happened
right,
but
right
kind
of
as
the
new
quarter
kicked
off
and
when
we
kick
into
reporting
like
looking
at
these
metrics
for
each
segment
and
region.
So
agnes
is
working
with
some
different
data
sets
to
try
to
pull
together.
A
However,
on
the
back
end,
it
looks
like
the
devops
platform
is
performing
the
best
looking
at
in
mql
to
sao
and
most
efficient
cost
for
sao
as
well.
I
think
this
is
where
I
want
to
make
a
suggestion
and
feel
free
to.
Let
me
know
if
you're,
not
you
know,
on
board
with
this
hoping
to
move
most
of
the
budget
to
the
devops
platform
campaign
into
q1
get
in
line
with
our
from
the
sale.
A
C
Well
that
aligns
with
the
general
direction
like
we
want
to
be
rotating
more
towards
devops
and
the
inquiries
that
we
drive
through
there
based
off
of
all
of
our
campaigns.
So
just
rough
estimate
on,
like
what's
been
shared,
is
like
30
of
our
inquiries
should
be
coming
from
our
devops
campaigns
where,
in
the
past,
when
we've
run
it
devops
comes
in
around
20.
A
C
A
Because
I
think
aligning
with
what
adam
mentioned
like
we
have
like
really
good,
like
good
compliance
plan,
I
think
that's
what
dunk
brought
up.
Also
in
the
last,
I
guess
like
meeting
with
pmg,
because
we
did
the
compliance
assets
on
the
back
end,
when
I
felt
for
from
a
retargeting
perspective
in
q4,
and
I
think
q3
no
q4
actually
but
then
it'd
be
ideal
to
be
able
to
kind
of
bring
this
more
to
the
top
funnel
as
well
like
prospecting.
C
I
don't
necessarily
agree
that
it's
a
a
tough
one,
all
type
of
tactic.
I
think
it's
more
something
that
we
progress
inquiries
once
we
get
them
through
the
door,
but
we
can
chat
about
about
it
more
when
we
look
at
performance,
okay,
my
fear
in
putting
it
top
funnel
is
that
it's
it's
not
something
that's
going
to
be
engaged
with
to
get
inquiries
through
the
door.
D
And
a
channel
that
might
be
more
relevant
and
that
we
should
double
click
into
that
we
have
running.
But
we're
going
to
need
to
do
a
deeper
dive
on
is
using
the
intent
data
from
demandbase
to
drive
the
compliance
campaigns.
We
can
tell
when
people
are
engaging
with
it
at
the
account
level,
so
that
can
give
us
some
intel
and
as
we
get
the
abm
list
updated
and
we
have
a
more
focused
set
of
accounts,
we'll
also
be
able
to
work
together,
not
just
in
the
silo
of
abm
running
campaigns
but
work
with
the
sdrs.
F
F
A
A
So
same
thing,
we'll
be
adding
this
to
the
intelligent,
intelligent,
nurture
to
be
warmed
up
with
weekly
emails
and
then,
as
far
as
the
active
regional
campaigns
for
west
majority
went
to
the
githubs
use
case
campaign
followed
by
ciu's
case
campaign,
bcc
use
case
campaign
and
the
devops
platform
campaign.
The
ci
use
case
campaign
has
the
highest
inquiry
to
mpl
conversion,
but
the
devops
platform
campaign
basically
has
the
most
efficient
roi
metrics
and
the
highest
mql
to
seo.
A
All
right,
so
just
a
quick
recap
of
what
worked
and
what
didn't
for
q4,
I
think
the
first
one
and
megan
feel
free
to
you
know,
speak
more
to
this
looks
like
the
abm
github,
competitive
takeout
campaign.
Exceeded
performed
really
well,
basically
exceeded
all
that
benchmark
and
will
continue
to
run
in
demand
base
and
then
megan.
You
want
to
add
anything
to
that
point.
F
A
A
And
then
here's
the
plan
for
q1
for
amer
enterprise
generally,
so
I
think
really
like
what
I
covered
earlier.
Double
doubling
down
on
from
the
campus
perspective,
the
devops
platform
campaign,
github
competitive
campaign
and
that's
like
ops
campaign
in
that
order,
and
then
also
you
know
basically
just
optimizing
on
the
intelligent
email
nurture
campaign
that
was
newly
launched.
A
F
Sure-
and
I
think
jackie
has
touched
on
this
with
everyone
in
various
issues,
so
some
of
you
might
have
already
seen
this,
but
we're
setting
up
the
foundation.
We
started
it
last
quarter
and
we're
basically
there
we've
launched
so
we're
setting
up
the
foundation
to
have
always-on,
demand-based
abm
campaigns
running
and
basically
that
means
whatever
stage
the
accounts.
The
abm
accounts
are
in
from
awareness
mid-funnel
to
pipeline
acceleration.
F
They'll
be
kind
of
dynamically
moving
through
this
to
enable
continuous
movement
and
ensure
people
are
getting
the
right
content
at
the
right
time.
So
that's
the
demand-based
piece
and
then
moving
into
this
quarter,
we're
trying
to
add
more
tactics
in
that
align
closely
with
these
always
on
jackie.
Is
there
anything
else
you
wanted
to
add
to
that
or
anything
I
missed.
A
Awesome
thanks
jackie
and
then
I've
also
added
the
different.
I
guess
like
tactics
that
we're
running
including
field
marketing
stuff
by
my
life
cycle
stages.
Here.
I
think
another
thing
that
I
wanted
to
call
out
also
yeah
again
we
will
continue
the
tech
demo
series
for
this
quarter
and
then
one
feedback
I
wanted
actually
is
on.
A
You
know
in
line
with
the
doubling
down
on
the
devops
platform,
and
you
did
have
competitive
campaign,
I'm
wondering
if
you
know,
there's
anyone
from
sales
that
can
help
with
tech
team
with
me
and
recommend,
maybe
like
a
customer
speaker
for
a
github
migration
customer
webcast.
I
think
this
is
something
that
might
be
a
good
next
step
to
the
github
competitive
webcast
that
we
ran
previously.
B
Let's
reach
out
to
him.
One
was
last
year
it
was
kohl's
and
another
one
was
I'll,
get
it
to
you
and
it
was
a
vertifor
or
not
verb
for
starts
with
a
v.
I
just
can't
remember
coming
off
vacation
vacation,
brain
there's,
probably
a
few
others,
but
let's
just
make
that
official
request
and
we'll
ask
the
sales
teams
in
america,
and
we
can
ask
apache
me
if
they
have
one
or
two
but
yeah.
A
Yeah,
I
think
that
would
be
awesome
and
I
think
the
biggest
challenge.
I
guess
that's
the
thing
like
that
we've
encountered
trying
to
do
this
in
the
past.
Is
it's
just
hard
to
get
customers
to
speak.
So
if
someone
from
sales
can
help,
I
feel
like
that
would
make
maybe
make
a
difference
and
we
get
somebody
you
know
actually
wanting
to
speak
from
a
customer's
perspective.
A
Yeah
and
then
the
other
idea
I
have-
and
I
wanted
to
check
with
you-
also
maybe
to
see
what
you
think
about
it
is
potentially
partnering
with
the
professional
services
team
on
a
webcast
that,
like
a
time
to
value
webcast
to
kind
of
like
highlight
what
a
face
migration
looks
like
time
to
value
as
well
roi
by
moving
like
from
a
diy
toolchain
to
gitlab.
What
do
you
think
of
that
idea?.
B
Yeah,
there's
a,
I
think,
that's
a
really
good
idea.
Anyone
that's
going
to
make
that
transition
is
generally
going
to
spend
the
money
to
make
sure
it
goes
smoothly.
They
can
do
it
on
their
own,
but
if
they
do
with
professional
services,
it'll
go
well,
I
would
julie
burn
would
be
my
immediate
thought
of
who
we
should
reach
out
to
a
professional
services
and
she
might
have
some
other
folks
on
michael
lutz's
team.
That
would
say
you
know
this
specific
engagement
or
they
can.
B
A
Thank
you
yeah,
because
I
basically
I
I
link
that
there's
like
a
link
from,
I
think
the
q3
qbr
that
sales
did
and
then
I
think,
when
you
trust
me,
I
forgot
somebody
actually
shared
that
one
pager
that
I
really
really
like.
It's
basically
outlining
the
time
the
value
like
for
a
customer.
That
was
my
I
feel
like
we
can
do
something
around
that
something
similar
that,
I
think,
would
help
if
we
turn
it
into
webinar
or
something
will
be
a
good
asset.
A
A
C
I
have
one
comment:
question
is
kind
of
better
understanding.
I
don't
know
if
this
is
the
forum
or
we
do
it
in
a
another
time,
but
getting
a
feedback
loop
of
understanding
really
like.
What's
working
from
like
the
sdr
side
as
well,
because
in
my
head,
what
I
want
to
know
is
like
okay,
what's
working,
so
we
can
do
more
of
that
and
kind
of
incorporate
that
into
our
strategy
as
well.
E
I
think
we
need
to
understand
when
we
say
what's
working
like
what
we
mean
by
that,
because
I
think
you'll
get
a
lot
of
information
on
what
campaigns
are
yielding
saos.
But
I'm
thinking
that
what
you
want
to
understand
is
like,
what's
working,
even
drive
to
like
an
initial
meeting,
even
though
those
initial
meetings
might
not
necessarily
sao,
because
that
would
be
stuff
that
you
couldn't
see.
C
E
E
You
know
via
a
certain
slack
channel
like
this,
is
what
we're
going
after
this
quarter.
We
want
things
like
this.
If
this
kind
of
campaign,
you
know
you
get
a
less
interesting
moment
related
to
it,
and
something
happens
that
you
make
happen
like
we
put
a
spiff
around
it
or
whatever,
just
so
that
people
are
bringing
that
information
to
us
or
we
can.
You
know,
work
with
parking
operations
to
see
if
we
can
actually
make
it
a
field
or
something
like
that
we
can
track.
E
C
B
C
E
One
question
I
had
about
the
sao
to
sao
one
opportunities
is
just
like:
is
there
anything
that
happens
from
a
marketing
perspective
when
something
becomes
an
sao
like
do
we
continue,
because
I
think
one
thing
that
happens
from
the
sdr
perspective,
especially
in
mid-market
and
small
business.
Once
we
get
somebody
on
the
hook
to
an
sao
they're
they're,
not
usually
going
to
spend
more
time
trying
to
engage
with
other
people
at
that
account
because
they're
only
going
to
get
credit
for
one
accepted,
sao
you
know,
and
so,
but
I
feel
like.
E
E
D
D
It
yeah,
I
think,
in
terms
of
like
do
we
need
to
be
doing
more
marketing
activities
from
sao
to
closed
one.
That
would
maybe
be
a
conversation
with
field
marketing
and
also
maybe
a
bigger
conversation.
But
I
can
see
validity
in
doing
some
of
that,
or
at
least
including
those
people
in
some
of
the
targeting
efforts
for
progression.
D
E
A
You're
not
I
thought
that
was
getting
confused
like
I
have
so
many
screens
going
on.
I
think
the
jackie's
point
like
we
haven't,
really
focused
on
it
in
the
past.
I
think
a
lot
of
it
has
been
optimized
for
sao,
but
then
looking
at
our
metrics
right,
like
it's,
definitely
an
area
that
we
need
to
improve
on
so
like
just
the
seo
21
versus
target.