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From YouTube: Marketing Group Conversation
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A
I,
don't
think
it's
fully
finished
yet
because
I
want
to
make
sure
the
e
group
and
the
board
also
kind
of
agree
that
this
looks
about
right,
but
that's
sort
of
what
we're
thinking
right
now
and
a
lot
of
this
is
based
on
where
we
see
gaps
and
where
we
need
to
build
capabilities.
So
why
don't
I
open
it
up
for
questions
because
I
think
it's
pretty
straightforward?
A
A
C
Hey
John,
it's
Clark,
so
we
don't
have
a
solution
for
digital,
yet
I
guess
is
there
a
reason
we
haven't
decided
to
outsource
that
in
the
interim,
because,
obviously
finding
a
solution
purchasing
it
setting
it
up,
configuring
it
getting
it
functional
it's
69
plus
months
right,
so
I
guess.
Is
there
a
reason
we
don't
have
a
solution
in
the
interim
diet,
Orson.
We.
A
Do
have
a
solution
for
digital
we're
doing
digital
today,
actually
LJ's
group,
digital
marketing
programs
is
doing
digital
around
our
programs,
but
it's
not
as
big
or
as
capable
as
we
want
it
to
be
yet
and
we
are
outsourcing.
So
we
are
about
to
sign
a
contract
with
a
firm
called
dmg
who
is
doing.
They
are
a
digital
media
shop.
We're
gonna
be
moving
all
of
our
AdWords
to
them
almost
immediately
and
they're
going
to
be
doing
digital
media
around
just
commit.
A
So
that's
their
first
priority
is
to
really
take
that
to
the
next
level
from
a
go-to-market
campaign
perspective.
So
yes,
both
we
have
it,
but
we
want
it
to
move
faster
and
go
bigger.
We
actually
are
struggling
spending,
the
money
that
we
have
on
digital
right
now,
and
so
that's
why
we
need
a
firm
like
dmg.
Then,
as
you
see
on
the
awareness
side,
we
may
work
with
TMZ
on
that,
but
we're
talking
to
two
other
vendors
around
broader
awareness
programs
than
the
board
recommended
to
us.
So
that's
that's.
A
You
know
we
are
running
digital
against
those
accounts
to
light
up
some
territories
along
with
you,
know,
Evans
acquisition,
team,
and
if
we
can
get
that
motion
working
really
well,
I
think
you're
gonna
be
really
happy
with
how
you
know
you
get
to
onboard
sales,
and
then
we
can,
you
know,
do
also
special
things
like
go
after
a
vertical
in
a
region.
So
that's
the
capability.
We
don't
have
today
that
we
need
to
build,
and
you.
A
Base
might
be
a
little
bit
of
that,
but
I
think
we
can.
We
could
we
need
some
of
that
own
our
own
capability
around
account
targeting
the
other
piece.
I'll
just
mention,
since
we're
on
the
topic
is
account
level
sensing
so
that
we
could
say
to
you
hey,
mark
in
your
territory
here
that
twenty
accounts
that
are
trending
because
they're
doing
stuff
on
our
website
they're
downloading
trials.
A
C
D
C
A
A
D
So
I
was
wondering
you'd
mentioned,
like
education
program
and
I
was
sort
of
wondering
like.
Is
there
currently
a
vision
for
those
that,
like
free
online
courses,
workshops
and
if
it's
workshops
like
there's
tons
of
events
for
developers
and
stuff
Oliver?
Could
we
maybe
do
like
workshops
at
them
or
even
co-working
space,
where
there's
like
small
startups
like
do
their
demo
days
and
do
a
little
workshops
or
something
the.
A
The
specific
thing
we're
talking
about
there
is
actually
the
education
get
and
you
know
having
a
program
kind
of
like
our
community.
You
know
our
open
source
projects
program
where
we,
you
know,
probably
give
bigger
discounts
and
and
things
to
get
education.
It's
institutions
on
board
using
get
loud.
So
that's
what
that
specifically
is.
We
do
have
a
piece
in
here
around
building
a
small
Technical,
Evangelist
team
for
doing
more
kind
of
customer
workshops.
That
would
really
be
more
of
a
you
know,
we're
doing
a
gitlab
connect
somewhere
and
the
next
day.
A
E
For
the
for
the
strictly
education
piece
we
have,
we
have
a
position
open,
formal
education
program,
program
manager,
and
that
would
be
a
person.
It
would
be
developing
our
current
education
program,
which
is
essentially
issuing
free
licenses
for
educational
institutions
into
something
that's
more.
What
you're
suggesting
I'm
not
going
into
the
workshops?
Part
that
was
meant
to
me,
but
more
on
further
developing
the
program
in
the
sense
of
working
more
closely
with
those
those
educational
institutions
getting
more
case
studies
for,
for
instance,
having
something
like
campus
ambassador
programme
and
things
like
that.
D
A
Let's
see
so
Cynthia
a
sweater
get
loud
connect
field
events.
What
scale
size
are
they
meant
to
be
in
who
are
they
targeting
gitlab
connect?
Events
are
run
by
our
field,
marketing
organization
and
they're,
sort
of
small
targeted
events.
You
know
where
you
may
bring
in
a
speaker
like
a
customer
or
something
like
that.
I
think
Leslie
you
might
be
on
and
you
could
explain
a
little
bit
more
about
what
they
are
today.
F
They
tend
to
be
anywhere
from
five
hours,
long,
two
to
three
hours
on
in
terms
of
content,
so
we
bring
customers
and
prospects
together
in
various
cities
throughout
the
world.
The
idea
is
that
our
customers
do
are
selling
for
us
and
so
they're
talking
about
how
they're
using
gitlab-
and
we
also
tend
to
do
customer
panels
where
someone
from
gitlab
will
bring
the
speakers
on
and
ask
them
different
questions.
One
of
my
favorite
questions
from
John
Jeremiah
was
asking
the
team
the
panelists.
Rather
so
we
get
it
a
lot.
F
You
know
how
do
you
explain
get
live
versus
github?
How
do
you
all
answer
that
question
so
kind
of
real
life
stuff
from
them,
and
then
we
like
to
do
something
fun
and
interactive
to
get
them
building
their
relationship
with
each
other?
That
way,
if
I
get
web
question
internally
comes
up
from
them,
then
they
can
reach
out
to
to
each
other,
and
everything
is
tracked
in
Salesforce.
F
A
Thanks
Leslie
Sara,
you
mentioned,
we
need
to
renovate
a
website
the
end-of-year
where's,
your
business
for
this.
So
our
website,
if,
if
you've,
been
here
a
while,
it's
not
very
different
than
it
was
a
year
ago
and
we've
certainly
made
changes
and
it
continues
to
iterate
and
grow.
But
there
is
a
lot
of
room
for
improvement
around
making
it
a
conversion.
Oriented
website
I
mean.
A
Unfortunately,
they
turned
us
down,
so
we
are
working
really
hard
to
get
that
and
then
I'm
also
going
to
be
open
up
a
direct
report
role
that
is
going
to
be
digital,
focused
from
the
digital
design,
focus
so
not
doing
what
LJ's
group
does,
which
is
the
programs
part,
but
the
kind
of
running
the
web
team
and
what
we'll
call
digital
experience
team.
So
there's
a
few
things
one
is,
you
know
we
have
to
get
better
at
making
faster
changes
and
doing
more
a/b
testing
around
conversion,
and
things
like
that.
We
are.
A
We've
already
got
approval
and
we're
gonna
split
the
repository
from
the
handbook
so
that
we
can
move
faster
from
a
publishing
perspective.
It
takes
us,
you
know,
45
minutes
to
get
through
the
pipeline
to
publish
a
web
page
feels
it
feels
a
little
long
for
2019,
so
we're
gonna.
Do
that
and,
and
then
just
you
know,
have
a
website
that
embeds
some
of
the
technologies.
We
want
to
try
going
forward
that
are
ABM
related
and
otherwise,
so
so
it's
renovated.
A
It's
not
like
a
whole
new
website,
but
there's
some
pretty
major
changes
that
we
need
to
make
to
grow.
So
that's
what
that's
about
so
Patrick
I've
been
spending
a
lot
of
time.
Talking
about
Jenkins
integration
and
I've
been
hearing
that
training
workshops
can
often
be
even
more
effective
than
tooling
I.
A
Don't
have
an
answer
to
that.
One
Patrick
I,
don't
know
if
anybody
else
on
the
team
does,
if
you're
in
there.
How
successful
is
your
team,
seeing
our
efforts
around
integration
and
training
I,
don't
have
an
answer
to
that
when
I
have
to
get
back
to
kind
of
pull
the
team
on
that
one
Chester
and
all
about
virtual
conference.
A
So
there's
a
lot
of
logistics
behind
any
conference
where
the
virtual
or
real
it's
sort
of
ironic.
To
think
that
we
would
have
a
real
conference
for
an
all
remote
topic,
but
that
might
be
indeed
the
best
approach.
We
actually
have
a
venture
capital
group
that
reached
out
to
us
last
week
want
to
do
an
all
remote
conference
with
us
and
we're
like
hey.
We
were
gonna.
Do
that
too?
A
Let's
figure
out
if
we
can
supersize
that,
why
not
the
reason
I'm
interested
in
this
one
is
just
from
a
brand
perspective
in
a
recruiting
perspective,
all
remotes
working
for
us
also
all
remote
is
a
path
to
mainstream
media
coverage
for
us.
The
best
examples,
The
Wall
Street
Journal
article
that
came
out
right
after
contribute,
so
we've
hired
an
all
remote
evangelist.
We
will
work
for
Melissa
on
the
corporate
marketing
team
and
that
person
will
be
charged
with
thinking
about
how
we
get
that
message
out
further.
A
The
other
thing
that's
interesting
about
our
remote
is
that
I
think
it
has
a
high
overlap
with
even
our
prospects,
because
my
guess
is
I.
Don't
actually
have
date
on
this,
so
it's
just
a
guess,
but
that
remote
workers
are
more
inclined
to
be
related
to
technology
in
some
way,
shape
or
form.
I
think
there's
sort
of
the
bleeding
edge
of
remote
workers,
because
you
could
use
technology
well
and
so
I
think,
there's
probably
a
pretty
interesting
overlap
with
at
least
some
of
our
prospects.
A
Mark
said
we
made
a
big
bet
on
marketing
for
q4.
How
are
we
doing
against
that
leads?
Have
increased,
but
have
they
increased
proportionately
per
rep
I,
don't
know
about
q4
in
particular,
you
know
our
stuff
started
coming
online
in
q1,
really
a
lot
of
what
we
were
working
on.
I
got
here
in
q4,
so
I
don't
know
the
answer
to
that
question
per
rep.
A
C
A
Luckily
leads
are
more
than
50%,
but
I
haven't
done
that
math
and
what
I'm
more
concerned
about
actually
is,
as
opposed
to
leads,
is
opportunities
and
making
sure
that
you
know
those
leads
are
turning
into
opportunities,
so,
like
Ryan
presented
some
really
good
data
that
I
haven't
seen
a
few
weeks
ago.
That
showed
that
you
know,
while
Ric
B
was
up
relative
to
commercial.
You
know
our
net
new
customer
cow
have
sort
of
flattened
off,
and
so
you
know
we
have
to.
A
In
fact,
Leslie
asked
me
this
week
to
make
sure
that
our
MQL
charts
are
prettier,
not
just
per
segment,
for
you
know
for
source,
so
we'll
be
adding
that
to
our
periscope
database
or
periscope
data
Jim
fully
launched
education
start
a
program,
expand
communities.
Oh
that's,
David!
Piniella,
everybody
see
how
you
do
it.
Hi
David
Jeremy
everyone.
A
We
have
several
EDS
who
expect
to
use
Trudeau
up
for
internal
IT
projects,
counterfeit
edu
pregnant,
but
one
of
the
contracts
have
been
written
in
one
and
one
up
for
ian's
yeah,
so
David
is
hiring
a
program
manager
for
edu
I.
Think
it's
really
important
that
we
think
through
that
strategy,
because
you
can
sell
to
edu
as
well.
So
that's
important
to
really
get
that
right
and
to
figure
out
where
the
you
know.
What's
free
and
what's
paid
in
that
environment.
A
You
know
my
bias
on
that
is
that
edu
should
pay
for
IT
internal
IT
projects
and
they
should
get
free
for
prod
for
school
and
students
and
teaching
and
I'm
sure,
there's
probably
discount
involved
either
way.
But
that's
something
that
we
we
got,
eight
that
really
right,
I'm,
not
exactly
sure
what
the
current
program
is
to
be
honest
with
you,
I.
E
Think
there
was
a
component
here
on
price
things
that
correct
you
I,
think
I
think.
Perhaps
the
underlying
question
is
who
to
talk
to
when
it
comes
to
discussing
pricing.
I.
Think
Todd's,
correct
me
if
I'm
wrong,
this
might
be
something
to
discuss
between
marketing
as
in
product
marketing
and
product
right
right.
A
Right
now,
Sid
is
the
official
owner
of
pricing,
so
we
would
need
to
kind
of
loop
him
in
at
some
point,
but
it's
probably
worth
a
conversation
again
to
make
sure
we
have
this
program
right
and
to
make
sure
we're
not
doing
one
offs
David.
Maybe
you
could
help
just
sort
of
get
that
conversation
going,
and
we
talked
about
that
after
I'll
show
when
I
was
annexed,
contribute
house
planning
come
along,
so
planning
is
coming
along.
A
The
date-
and
you
know
the
date
we
were
looking
at
may
not
have
been
the
best
date,
and
so
we
are
looking
at
some
other
options
and
still
by
we're
hoping
to
have,
by
the
end
of
this
week
a
little
bit
better
indication
of
that.
So
it's
happening
we're
working
on
it,
we're
not
quite
ready
to
share.
So
thank
you
for
that.
A
You
know
the
events
team
is
doing
a
great
job,
they're
planning
right
now,
three
user
events
plus
you
know
a
much
bigger,
AWS,
reinvent,
plus,
plus
plus
and
so
they're
doing
their
best
on
that
and
when
we're
ready
we
will.
We
will
do
that
in
the
planning.
Ok,
cool,
she's.
Writing
my
notes.
B
A
So
Evan,
who
runs
revenue
marketing
the
reason
we
created
his
role,
was
to
get
alignment
between
the
SDR
organization,
the
field
team
and
the
digital
programs
that
were
running
so
we
just
talked
about
kind
of
this
with
Mark's
question,
but
you
know
the
ability
to
to
point
digital
and
an
acquisition
team
to
follow
up
on
that
digital
is
what
we're
trying
to
build
and
so
and
Evan
is
sort
of
the
DRI
for
pulling
that
all
together.
So
he
did
a
group
conversation.
A
You
can
watch
on
YouTube
yesterday
that
talks
about
that
alignment
and
gives
you
more
information
about
the
acquisition
team.
But
that's
exactly
what
we're
trying
to
accomplish
is
alignment
between
our
marketing
programs
or
digital,
our
field
programs
and
the
humans
who
can
follow
up
on
that
effectively?
A
I'll
finish
with
with
this
kind
of
one
last
comment,
which
is
I,
think
aligning
our
programs
with
segments
is
where
we're
trying
to
get
get
to
so
our
go-to-market
motions
and
sales
have
started
to
you
know
since
Ryan's
here
and
piles
here
we
we
now
have
you
know
real
segmentation
and
I.
Think
that's
that's.
What
we're
trying
to
accomplish
with
the
revenue
marketing
role
is
to
sort
of
map
to
that
segmentation
and
make
sure
we're
driving
demand
in
those
ways
and
helping
those
teams
to
fill
their
pipelines.