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From YouTube: Marketing Group Conversation
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A
So
I
there
are
a
lot
of
accomplishments
in
marketing
right
now
and
I
feel
really
good
about
what
the
team
is
doing
on
everything
from
the
community
side
to
the
PR
side.
But
one
of
the
things
we're
really
focused
on
right
now
is
demand
generation
and
making
sure
that
we
are
filling
out
I'm
getting
a
some
feedback,
so
many
people
can
mute.
Please
is
making
sure
that
we
are
filling
up
the
new
business
pipeline,
that's
needed,
and
so
is
there.
We've
made
some
changes
in
order
to
to
do
that.
A
Some
of
the
what
you're
seeing
here
is
marketing
qualified
leads
and
marketing
qualified
leads.
Are
you
know,
starting
point
really
of
when
we
get
to
talk
to
a
an
inbound
opportunity
and
try
to
figure
out
if
we
can
convert
that
to
a
sales
opportunity?
And
so
we
do
things
on
our
website
to
create
marketing
qualified
leads,
which
is
essentially,
you
know
somebody
gives
us
their
email
address
and
then
we
score
them
based
on
the
things
that
they
do
and
they
hit
a
score
threshold
and
become
a
lead.
A
A
Ed
Enterprise,
dot-com
trials
and
I'm
sorry
get
lab
tech,
comm
trials
and
demos,
because
those
are
the
three
things
that
were
actually
featuring
on
the
homepage
now
and
what
you
see
here
on
the
right
side
is
the
initial
source
of
where
those
mq
ELLs
are
coming
from,
and
you
can
see
that
this
dark
green
is
gated
content,
which
has
also
been
growing.
This
light
green,
the
I'm,
sorry,
that's
enterprise
trial
and
this
light
green
is
the
get
lab
comm
trial.
A
You
know
guided
video
demo
of
gitlab,
which
means
they're
really
engaging
and
trying
to
figure
out
what
get
lab
does,
and
this
is
actually
converting
really
well
in
terms
of
converting
to
sa
OS,
and
so
we're
excited
about
that
over
here
you
see
the
same
data,
but
look
looking
at
what's
converted
to
kind
of
the
next
stage
of
them
basically
accepted
into
an
opportunity-
and
you
know
what
you
see
is
this
little
green
line
is
converted
and
you
might
say,
wow,
that's
really
small
and
it
is
as
a
percentage
of
these
Blues.
This
takes
time.
A
So
these
things
don't
convert
overnight
and
every
you
know
in
the
month
necessarily.
But
if
you
look
at
the
numbers
here,
we've
actually
almost
doubled
the
conversions
from
December
to
January
and
then
that's
been
sustained
in
February
and
we're
gonna
see
how
that
number
continues
to
grow.
So
I
expected
lower
quality.
When
you
front
these
things,
but
I
want
those
people
in
my
database
because
over
time
we
can
nurture
them
into
more
conversions.
A
So
we're
feeling
good
about
this,
so
I
wanted
to
highlight
that
the
other
highlight
is
that
we'd
love
to
just
commit
campaign,
and
so
we
are
actually
doing
a
marketing
campaign
and
outbound
campaign
and
we're
growing
that
over
time
and
we'll
have
some
early
results
from
that
in
the
next
week
or
so.
And
then
what
are
our
concerns
right
now?
A
Top
concerns
are
just
making
sure
our
website
is
as
google
friendly
as
possible,
because
this
is
one
of
the
ways
we
grow
quality
traffic
and
there's
some
technical
things
around
301
redirects
in
particular,
that
are
concerning
to
us
right
now
and
Eric
and
I
committed
the
last
new
group
to
work
together
to
fix
those.
We
wanted
to
just
remind
people
that
we're
trying
to
get
in
front
of
kind
of
Microsoft,
github,
Azure,
DevOps
and
really
thinking
about
how
we
address.
A
You
know
that
combination
of
tools
in
the
market
in
an
authentic
way,
and
then
there
are
some
renewal
systems
issues
that
is
really
affecting
our
SMB
team
right
now
and
their
ability
to
do
kind
of
the
new
business
stuff
that
we've
been
talking
to
Ryan
about
that.
We
think
is
a
critical
concern
that
we
want
to
help
working.
A
Asks
there's
an
AMA
about
contribute
this
week
on
Friday.
We
want
to
make
sure
everybody
understands
and
knows
what's
happening
and
contribute,
so
please
dig
in
on
Friday
and
come
to
the
AMA
if
you
can
or
watch
it
afterwards,
if
you're
not
able
to
make
it.
But
the
contribute
is
a
big
investment
by
our
company
to
bring
us
together
and
to
connect
us
and
also
learn
and
grow,
and
so
please
come
and
contribute
or
engage
on
Friday
to
learn
more
about.
A
B
A
B
A
A
Presents
what
you're
seeing
here
this
little
green
line
and
we
can
blow
up
the
conversions
and
do
that
and
in
fact,
if
you
look
in
the
marketing
metrics
presentation
that
we
do
every
month
and
you
look
at
last
month's,
you
can
find
this.
Data
in
larger
format
is
from
December
to
January
our
conversions
doubled,
so
it
was
like
133
260,
and
then
we
sustained
that
in
February
it
didn't
go
up
again
as
much
as
I
would
have
liked,
but
there's
also
a
time
lag.
A
So
it
may
end
up
that
the
that,
if
you
look
at
this
same
graph
in
the
next
month,
it
can
be
a
little
higher.
So
what
we're
looking
at
now
is
quality
and
that's
when
I
said
from
a
demo
perspective,
the
enterprise
trials
are
there's
incremental
improvements
and
conversions
in
the
enterprise
trials
in
the
gitlab
comm
trials,
but
there's
actually
quite
a
few
new
conversions
from
the
demo
that
we
didn't
have
previously
so
we're.
Starting
to
you
know
you
should
have
to
double
click
down
to
see
what's
happening
and
again
this
isn't
all
about
conversions.
A
Today.
Part
of
this
is
about
getting
people
in
your
database.
That
we
can
then
market
to
over
time
and
eventually
convert
so
all
I'm
saying
is:
you
know
we
about
doubled
and
qls
from
December
to
January
and
our
conversions
doubled
and
hit
an
all-time
high,
and
then
we
sustain
that
level
of
conversion
or
not
level
of
conversion.
But
we
saying
that
number
of
conversions
in
February
and
we'll
see
kind
of
what
happens
going
forward.
Okay,.
A
B
A
A
We're
showing
him
because
yeah
is
there
a
way
to
see
by
most
recent
touch?
Yes,
there
is
a
way
to
see
things
by
the
most
recent
touch.
We
would
just
have
to
run
that
report.
Are
we
still
planning
to
look
at
multi-touch
attribution?
Yes,
we
look
at
multi-touch
attribution,
but
this
what
I
was
showing
you
today
was
just
one
view
of
data
that
I
look
at,
which
is
nql.
We
look
at
multi-touch
attribution
when
we
look
especially
at
pipe
to
spend
that's
when
we
use
visible
yeah.
A
A
So
in
fact,
I've
done
tests
before,
where
we've
added
more
fields
and
gotten
higher
quality,
a
smaller
number
of
higher
quality
than
if
you
actually
keep
less
fields
and
have
more
kind
of
unqualified
in
the
system.
So
we'll
need
to
run
those
tests.
I'm
not
worried
about
running
those
tests
right
now,
because
I
want
to
kind
of
get
these
flywheels
going
and
click
some
data,
so
I
think
you
know
by
the
end
of
the
quarter,
we'll
make
some
determinations
on
okay.
Should
we
add
another
field?
A
Cool
we
we
talked
about
it.
Our
leadership
upset
this
week
we
talked
about.
When
are
we
gonna?
Do
a
lead
scoring
refresh?
You
don't
want
to
do
that
all
the
time,
because
then
you
know
you're,
basically
changing
the
number
of
leads
you're
getting
because
you're
changing
the
score.
So
it's
sort
of
an
artificial
mechanism,
so
I'd
rather
get
some
more
data
before
we
do
another
lead
score
change.
A
Let's
see
you
have
any
data
on
sources
that
are
flipped
to
accept
it
to
see
which
calls
to
actions
are
driving
highest
quality.
Yes,
we
are
looking
at
that
data.
Again,
we
can
kind
of
dig
in
in
a
way
shape
or
form.
I
just
wanted
to
highlight
kind
of
to
the
things
we're
looking
at
right
now,
let's
see
well
so
do
we
have
any
overall
view
of
the
funnels
we
can
share
with
the
wider
team.
You
know
you.
A
A
Yes,
sort
of
in
a
in
a
somewhat
nascent
way.
So
today
we
don't
have
an
a/b,
a
specific
ABM
tool,
but
we
do
use
Google
Display
Network
to
target
accounts.
We
are
looking
at
right
now
ABM
tools
and
trying
to
decide
what
we
want
to
do
there
going
forward.
So
ABM
will
be
a
larger
and
larger
part
of
what
we
do.
It
is
part
of
the
just
commit
campaign.
We
are
targeting
accounts,
but
it's
sort
of
it's
not
with
you
know
a
it's,
not
a
deep
ABM
campaign
yet
put
it
that
way.
A
D
A
Leadership
website:
well,
it
was,
it
was
just
great.
You
know
one
of
the
things
that
I
think
people
didn't
really
have
is
a
deep
understanding
of
what
all
of
the
different
teams
do.
So
it
was
a
good
opportunity
for
us
to
really
look.
Oh
wow,
I
didn't
know
you
did
that
and
I
didn't
I
mean,
and
that
sounds
like
a
really
basic
thing,
but
it
takes.
A
You
know
time
and
togetherness
a
little
bit
too
to
go
deep
and
really
seek
to
understand
what
you
know
what
each
of
these
teams
are
doing,
because
there's
a
lot
you
know
we're
all.
We
all
have
a
lot
of
balls
in
the
air,
so
I
think
just
that
insight
will
give
us
a
lot
of
new
connections
and
ideas
that
we
didn't
have
before.
So
that
was
good.
A
We
we
sort
of
realized
that
melissa
and
our
corporate
marketing
team
has
done
that
multiple
times
before
and
really
been
successful.
So
we
got,
we
all
started,
getting
excited
about
that
as
sort
of
hey.
Let's,
let's
do
a
better
job
of
defining
our
category
and
leading
that
category.
You
know
whether
it's
you
know
all-in-one
DevOps
tools
or
its
software
development
lifecycle
tools
or
it's
something
even
bigger
and
more
ambitious,
like
a
co-creation
platform
market
right
or
something
like
that.
We
started
to
get
excited
about
the
possibilities
around
that.
So
that
was
cool.
A
E
This
John
may
I
just
wanted,
since
a
lot
of
these
leads
are
SMB
and
I
can't
stop
mid
market
or
whatever,
obviously
we're
trying
to
get
to
the
IPO
in
2020
lead
times
and
sales
cycles
for
large
accounts
in
six
to
nine
months
and
we're
sort
of
in
that
sweet
spot
of
those
people.
Getting
awareness
I
know
we're
doing
some
campaigns,
but
you
know
what
what
are
we
doing
to
focus
specifically
on
those
markets
and
the
large
enterprise
month,
which
is
where
well
yeah?.
A
We
we
do
a
lot,
so
we
spend
a
lot
of
our
money
on
events
that
target
those
markets.
You
know,
I
know
that
Leslie
is
you
know.
High
is
very
in
tune
with
the
accounts
that
we're
going
after
and
making
sure
that
we're
targeting
both
our
digital
and
our
events
at
the
right
set
of
accounts,
where
we
know
we're
gonna
make
the
most
money
and
then
in
sort
of
the
near
and
medium
term
and
the
way
we've
allocated
our
mark
budget
for
demand.
A
And
if
you
look
at
the
types
of
events
we
do,
many
of
them
are
high
touch
events
in
your
territory,
specifically
for
your
accounts
to
you
know
to
invite
to
so
I
feel
good
that
we're
addressing
that
you
know
inbound
just
because
of
the
demographics
of
the
world
is
going
to
get
a
lot
of
SMB
in
a
lot
of
mid-market
because
there's
way
more
companies
in
those
spaces.
So
we
have
to
target
the
right
accounts.
A
You
know
when
we're
doing
outbound
and
targeting
which
we're
trying
to
do
and
then
the
inbound
comes
in
and
we
you
know
sometimes
we'll
get
lucky
and
get
a
an
enterprise
come
in
through
that.
But
oftentimes
we're
getting
SMB
is
in
mid
market,
but
we
have
to
build
those
businesses
as
well,
so
yeah
I,
don't
know
if
Lesley.
If
you
have
any
comment
on
that
on
John's
question
as
well,
but
I
think
we're
doing
a
pretty
good
job
of
at
least
targeting
the
right
accounts
when
and
spending
money
to
do
those
with
higher
touch
activities.
E
A
Cool
as
we
get
better
with
ABM-
and
you
know
my
team
heard
it
this
week
for
me
again,
which
is
account
centric
thinking-
is
what
we
need
to
be
doing
when
we're
thinking
about
targeting
the
world
is
broken
up
into
a
set
of
accounts.
We
know
the
accounts
that
we
actually
need
to
go
to
go
touch,
and
we
can
do
that
digitally.
But
then
you
have
to
supplement
that
with
the
types
of
activities
Lesley
seem
is
already
doing.
Higher
touch
things
to
get
people
to
come
and
engage
I.