►
Description
Brainstorming between Large segment campaigns team and DMP to framework the ideal ENT buyer's journey.
A
Something
that's
they
want
something,
that's
get
ups
related
and
we
don't
serve
any
of
that.
So
if
we
have
the
option
to
give
that
person
content
within
other
use
cases,
I'm
totally
fine
with
it.
However,
however,
the
strategy
ships
out,
I
still
want
to
be
stuck
to
like
hey,
let's
force
feed
all
ci
content
to
this
specific
persona.
B
I
I
agree
as
well
with
a
mixed
use
case,
a
buyer's
journey,
and
I
was
talking
with
jackie
about
that
as
well,
how
we
can
create
one
for
for
enterprise
and
and
create
those
assets
that
would
almost
create,
like
a
package
for
the
enterprise,
to
succeed.
The
same
way
as
like
our
enterprise
page
has
materials
for
ci.
B
C
Yeah,
I
guess
I'm
trying
to
picture.
I
definitely
want
them
to
get
a
mix
use
like
you
know,
basically
mixed
use
case
depending
on
what
they're
interested
at
like
so
not
just
putting
them
in
one
bucket
on
like
whether
they
want
to
bci
or
like
pcc,
and
that's
whatever
offers
they'll
get
forever,
but
at
the
same
time
the
fact
that
we
have
like
intent,
data
to
start
with
you
know
I
felt
like.
Maybe
we
could
get
a
little
bit
more
targeted
and
say
like
okay,
the
ones
that
are
part
of
ci.
C
They
they
show
it
ci
in
10
they
will
automatically
be
dropped
into
the
ci
buyer's
journey
and
then
the
ones
that
have
vcc
intent,
for
example,
they'll,
be
dropped
into
the
vcc
buyer's
journey
and
then
argued
ups
measures
depending
on
what
the
your
intent
is
and
then,
depending
on
later
on.
If
they
show
interest
in
other
areas,
then
they
can
like
move
to
other
use
case
buyer's
journey.
I
don't
know
that
was
what
I
was
thinking.
C
Shall
we
go
on
instead
of
just
having
everyone
we
drop
into
a
generic
almost
like
experience
and
and
then
depending
on
what
they
select
right
from
the
get-go?
Is
my
point?
You
know,
then
they
they
just.
I
just
feel
like
it's
more.
Is
it
going
to
be
confusing
if
we
just
have
like
a
mixed
buyer's
journey
where,
like
I
don't
know,
I'm
trying
to
map
it
out
here
but
like
if
someone
starts
with
vcci
and
then
we
just
suddenly
weigh
into
get
ups
like?
Would
that
be
a
little
bit.
A
Yeah,
I
don't
know
if
it's
I
I
kind
of
view
it
as
like
not
getting
into
specific
topics.
As
far
as
developing
the
personas
we're
trying
to
figure
out
the
type
of
content
we
delivered
during
these,
like
certain
parts
of
the
of
the
journey
right.
So
I
don't
know
if
we
look
at
raw
or
inquiries,
it
makes
sense
to
like
that,
being
more
ebook
focused
when
we're
top
final
ungated
content
and
then,
as
we
filter
down
to
mql
and
sao
it's
more
of
webcast
trial
demos,
those
type
of
thing.
A
C
Yeah,
that's
the
part
where
I
feel
like,
because
we
do
have
insane
enzyme
data
in
demand
base.
We
could
actually
like
start
with
the
you
know,
knowing
what
the
person
is
interested
at
versus.
Just
like
a
blanket
like,
oh
yeah,
you
know
like
how
do
we
know?
How
do
we
tell
people
like
how
do
we
tell
which,
which
use
case
they're
interested
at
if
we
just
serve
generic?
I
don't
know.
C
D
Yeah,
I
can
kind
of
see
both
and
when
you,
when
you're
talking
about
the
intent
data,
I
kind
of
think
about
how
even
like
irene,
what
you
and
andrea
were
working
on
with
the
inc
or
increase
in
downflow
that
agility
project
like
you're
driving
flows,
where,
if
someone
engaged
on
a
certain
page
or
with
certain
content,
you'd
want
to
drop
them
into
the
relevant
like
nurture,
keep
on
sharing
with
them.
So
they
can
engage,
educate
themselves
right.
A
A
Is
there
a
mechanism
within
path
factory
where
we
could
possibly
give
them
options
to
different
tracks?
So
by
coming
on
ci,
then
there's
different
information
or
tracks
to
like
get
ops
or
vcnc
and
then
lead
it
that
way,
and
that
way
we
could
segment
that
audience
further
and
say:
hey
this
person
came
from
a
ci.
We
serve
this
person
a
ci
at
this
landing
page,
but
they
were
interested
in
the
get
ops
track.
So
we
should
probably
serve
this
like
the
set
of
people
more
get
off
related
content.
D
C
D
That
I
I
mentioned
the
daisy
chain
thing
that,
like
what
you
had
what
we
had
found
like
for
the
end
promoter
and
done
so
that
he
remembers
them
being
able
to
choose
something
and
it
driving
them
to
a
different
spot.
So
I
I
we
haven't
figured
out
exactly
what
that
question
and
directive
was
like
he's
trying
to
look
into
it,
and
that
would
maybe
be
a
way
for
us
to
be
able
to
do
what
matt
was
mentioning.
But
I
don't
think
that
has
to
do
as
much
with
what
the
with
the
visible
touch
points.
D
A
Yeah,
how
to
the
best
way
to
extract
data
if
we
were
to
land
somebody
on
a
certain
page
and
figure
out
what
they're
actually
looking
for
as
far
as
content,
I
know
that's
probably
something
that
we
can
probably
pull
from
linkedin
in
mail
from
the
conversation
ads.
That's
why
I'm
just
thinking
with
the
conversation.
That's
like
you
can
serve
a
certain
piece
of
content
and
then
give
them
kind
of
like
options
like
are
you
interested
in
blah
blah
blah?
B
C
I
think
can
we
use
the
link
and
then
maybe
afterwards,
like
we
start
with,
say,
like
yeah,
just
specific
use,
ci
whatever
and
then
based
on
their
behavior
on
linkedin.
We
could
migrate
them
right
like
so.
That's
the
whole
like
if
they
self-select,
but
basically
linkedin
will
be
the
only
platform
at
the
moment
to
allow
for
their
flagging.
So
we'll
use
linkedin
as
like
flagging.
If
they
are
interested
in
another
thing,
then
they
can
move
to
that
buyer's.
C
E
D
And
some
of
this
is
also
assuming
that
they're
engaging
with
content
or
something
in
a
way
where
we
can
actually
tell
their
interest
like
there.
There
are
times
where
someone
converts,
therefore,
the
first
conversion
is
on
trial,
and
so
we
don't
have
the
data
of
like
which
use
case
to
put
them
in.
So
I
think
in
those
cases
almost
giving
them
a
choose.
D
Your
own
adventure
makes
sense,
but
for
ones
where
they
have
shown
a
keen
interest
in
a
specific
topic,
I
tend
to
agree
with
agnes
that,
like
let's
get
them
more
educated
and
move
them
progress
them
in
the
buyer
journey
and
then
also
maybe
layer
in
some
offers
where
they
can
recognize
the
other
use
cases.
At
the
end
of
the
day
we
have
to
land
with
vcnc
and
ci.
We
don't
have
those
two
than
the
other
use.
D
Cases
like
looking
into
devops
devsecops
is
is
secondary,
but
I
think
we've
also
been
talking
about
how
git
ops
maybe
fits
well
in
a
an
mql
to
sao
sao
to
closed
one
conversation,
just
because
we
can
do
more
plays
with
partners
in
that
in
that
area.
But,
and
I'm
just
like
reiterating
some
things
that
I've
been
hearing
on
other
calls.
C
B
I
just
wonder
with
them
get
ups
having
a
good
mql
to
sao
rate.
Does
that
mean
that
it's
good
for
for
content
or
for
people
that
are
in
that
stage
or
that
people
that
actually
entered
by
gear
ups
content?
They
were
converted
earlier
to
sao.
So
I'm
I'm
wondering
if
that's
how
we
can
describe
the
data
like
I'm,
not
sure,
because
it's
we,
we
look
at
the
people
and
how
they
progressed
and
because
they
they
have
a
good
rate
there.
B
D
E
Would
it
make
sense?
I
mean
to
kind
of
start
if
we're
looking
at
the
data,
because
vc
and
c
has
really
good
inquiry
to
mql,
so
to
start
with,
vc
and
c,
and
then
progress
to
ci
and
then
potentially
from
there.
You
know
like
because,
if
we're
using,
if
we're
driving
to
path
factory,
I
assume
that's
the
kind
of
the
plan
we
provide
that
vcnc
content
and
then
like
some
ci
content
in
there
and
then,
if
we
can
move
them
to
a
different
track,
just
trying
to
figure
out
how
we
could
do
this.
E
But
ideally
you
know
have
them
come
in
with
vc
and
c
serve
them,
ci
content,
after
maybe
a
couple
of
vcnc
things,
because
those
tie
together
so
closely
and
it's
not
a
confusing
transition.
That
would
be
an
easy
transition
to
do
and
then
look
at
somehow
getting
either
the
devsecops
and
get
ups.
And
that's
where
we're
looking
at
that
choose
your
own
adventure
situation
where
we
serve
them
both
and
whichever
one
they
select,
then
you
continue
down
that
path
with
them,
either
via
nurture
or
another
path
factory.
D
Prefer,
oh,
go
ahead.
Sorry,
okay,
I
was
gonna
say
I
would
think
more
about
that
high
level
like
what
is
the
right
path
and
less
about
what?
How
do
we
go?
Do
it,
and
if
we
decide
that
that's
the
right
path,
we
go
figure
out
how
to
do
it.
So
I
think
keeping
that
as
the
frame
of
reference
is
probably
better.
That's
right.
C
I
do
prefer
I
like
that.
I
guess
for
me
I'm
still.
I
would
prefer
to
still
have
both
either
vcc
or
ci
as
a
starting
based
on
like
entire
data.
Just
because
that
will
give
us
more,
I
would
say,
like
the
ci,
I
think
we've
seen
a
lot
of
volume
as
well
right,
matt
in
terms
of
from
the
initial
testing,
so
we
we
can
scale
a
little
bit
better
like,
instead
of
limiting
ourselves
to
just
one
use
case,
and
then
we
can
definitely
weigh
into
others
like.
According
to
what
you
mentioned
jenny.
C
E
But
maybe
that's
what
the
progression
looks
like
and
if
they're
the
other
question,
then
we'd
have
to
look
at
data
to
see,
but
if
they're
taking
ci,
are
they
also
looking
at
vcmc
content?
So
I'm
wondering
if
vcnc
is
the
one
that
maybe
might
bring
them
in
and
then
ci
might
be
another
step
like
the
next
step.
So
if
they're
starting
at
ci,
do
we
still
give
that
vcnc
data,
or
do
we
think
okay,
they're
they're
already
there?
Does
that
make
sense
like
that?
Might
that
might
be
a
long?
C
You
might
need
to
ask,
I
don't
know
product
marketing
on
this.
Actually
right,
I'm
not
100
sure
how
the
flow.
If
someone
is
interested
in
ci.
Does
that
mean
it
feels
like
it
can
be?
Vice
versa,
someone
can
start
with
ci
and
then
leeway
into
vcnc
and
someone
can
be
in
vc
and
cncf.
Then
they,
you
know,
go
and
adopt
rci,
because
I
remember,
based
on
our
jenkins
competitive,
we
were
trying
to
get
actually
people
who
are
already
using
get
gitlab
vcc
to
convert
to
ci.
C
D
I
just
dropped
in
a
dock.
This
is
maybe
useful.
John
jeremiah
created
it,
but
it's.
This
is
what
we
talk
about
when
we
talk
about
stage
progression
or
like
stage.
Expansion
is
the
concept
of
needing
certain
solutions
that
are
aligned
to
the
use
cases
that
align
to
the
stages
of
the
product
and
how
that
kind
of
progresses
you
so
it
it
speaks
to
what
jenny's
saying
too.
D
D
Yes
vcnc,
so
you
can
see
they
actually
kind
of
go
in
order
and
they
shift
right.
So
it
starts
with
agile
planning
and
that's
kind
of
like
using
our
project
management
and
then
vcnc
moves
to
ci
or
vcnc
comes
next
with
just
having
like
your
code
base
and
password
inside
of
git
lab
and
then
ci
is
building
out
ci
cd,
well
d
and
then
secure
this.
D
C
All
kind
of
see
all
three
yeah
I
can
see
that
basically,
then
vcce
will
be
the
very
initial
and
then
tearpoint
journey
and
then
ci
would
be.
I
mean
we
could
still
target
to
land
with
both.
But
if
you
already
get
ci,
we
don't
we
don't
bring
you
back
to
this
based
on
this
chart.
Basically,
we
don't
really
need
to
like
sell
you
on
our
sem
offering
and
then
just
maybe
leeway
into
git
ops
right
away.
D
C
Will
it
make
sense
to
them?
If
not,
we
create
some
kind
of
like
linking
on
the
I
kind
of
wish
right
now,
our
enterprise
page.
We
have
like
a
use
case
at
the
bottom,
but
it's
vcc,
ci
and
agile,
if
only
one
of
them
is
vcci
and
git
ops
that
we
could
use
that
page
as
a
way
for
people
to
kind
of
self-select.
D
D
C
B
B
D
B
D
E
It
actually
does
make
sense,
though,
if
you
think
about
it
again
that
they
would
use
different
applications
enterprise
because
even
just
think
about
the
normal,
like
marketing
tech
stack
for
a
company
right,
and
even
here
we
have
marketo,
we
could
do
reporting
with
marcato.
We
could
do
recording
with
salesforce,
but
we
don't.
We
use
visible.
C
You
know
that
actually
makes
a
lot
of
sense
that
maybe,
based
on
this
conversation
for
smb,
we
do
have
a
mixed
use
case
journey
versus
like
for
enterprise.
We
should
start
with
being
like
more
focused
and
then
somehow,
based
on
what
we
discussed
earlier,
if
they
sound
so
like,
we
allow
them
to
self
select
later,
if
they're
interested,
but
not
not
right
away
like
oh
you,
you
know,
we
we
don't
like
have
a
mixed
use
case,
type
of
messaging
from
the
get-go.
C
D
D
Platform,
I
would,
I
would
say
to
irene's
question
like
do
we
have
data
on
this?
It
would
be
great
to
have
some
data
to
back
up
what
we're
saying
about
the
enterprise
buyer,
if
they're
buying,
just
like
buying
us
just
for
a
point
solution,
because
that's
a
piece
that
they
want
to
integrate
and
then
have
the
expansion
into
other
other
use
cases
or
other
parts
of
our
platform
be
part
of
like
an
expansion
growth
play.
D
A
B
Yeah,
I'm
looking.
There
is
a
lot
of
research
that
was
done
before
the
enterprise
page
was
launched,
so
I'm
looking
into
the
their
epics
and
issues
there's
some
things
we
could
take
on
like
this.
Mural
has
a
lot
of
information,
but
it
would
be
good
to
have
this
data,
so
we
can
back
it
up
and
not
just
assume
that
which
makes
sense
what
you
said,
but
not
just
assume
they
would
go
for
it
for
a
specific
segment.
B
But
again
that
is
them
that
the
messaging
that's
in
the
enterprise
pages
and
they
did
a
b
test
on
that
and
the
winner
was
we
grow
with
you.
Something
like
that.
I
think
it's
there
now,
let's
grow
together,
so
maybe
we
we
do
focus
on
like
one
use
case
at
a
time
and
we
kind
of
show
that
growth
so
start
with
c,
with
b
c
and
c,
then
add
ci,
then
add
any
other
cases
that
we
think
would
be
relevant
as
a
next
step.
D
C
D
D
B
A
So
this
just
gives
you
like
you
can
enter
any
url.
You
want
up
here,
but
it
tells
you
from
the
enterprise
page
what
links
people
are
clicking
on
on
that
page
and
then
previously,
like
what
page,
where
they're
coming
from
to
find
the
enterprise
page
so
stuff
that
navigationally
doesn't
like
it's
not
necessarily
surprising,
I
think
by
seeing
it
free
trial
or
are
in
the
nav
and
generally
those
get
clicked
the
most
anyway.
But
then
it
gives
you
an
idea
of
like
the
con.
A
I
think
we
were
talking
about
earlier,
like
who's
clicking
on
the
content
at
the
bottom.
It
gives
us
an
idea
of
like
what
content
people
are
clicking
on,
and
then
we
can
apply
this
to
any
url
that
we're
using
as
part
of
our
strategy,
to
figure
out
what
people
are
actually
most
interested
in
based
off
a
click.
A
Take
that
with
a
grain
of
salt
may
not
be
like
exactly
what
they're
looking
for,
but
it
gives
us
a
general
idea
of
the
click
patterns
on
a
page
and
if
we
were
doing
like
any
a
b
testing
like
hey,
does
this
work
over?
Something
else.
Are
people
going
down
that
path
towards,
I
don't
know,
say
we
land
on
a
vcnc
page
and
we're
leading
we
give
them
people
options
for
get
ops
or
devsecops.
We
can
quickly
find
out
where
they're
navigating
to
and
what
they're
interested
in.
A
A
A
A
A
A
D
C
We
are
actually
almost-
we
only
have
four
minutes
left,
so
I
think
maybe
the
next
action
item
for
us,
and
let
me
know
if
this
is
not
the
case
like
we
should
probably
it
seems
like
we
agree
that
we
should
start
with
ci
and
vcc,
but
we
need
a
way
to
figure
out
how
to
allow
people
to
transition
into
other
content
like
later
down.
Right
is
that
is
that
right
or
how.
C
I
think
we
still
need
to
have
a
unique
buyer's
journey
per
use
case,
but
then
we
need
to
find
a
way
to
like
we'll
have
three
basically
still
like
ci
buyers.
Journey
vcc
buyer's
journey
get
ops
by
your
journey.
But
then
how
do
you
marry
the
three
at
some
point
so
like
if
somebody
wants
to
skip
from
ci
to
get
off
like?
Where
would
that?
I
think
we
need
to
probably
do
a
flowchart
and
kind
of
like
try
to
figure
out
that
that
transition
path.
D
D
I
I
gravitate
towards
nurture,
because
the
setup
is
much
easier
than
maybe
like
putting
it
into
ads
and
driving
all
the
lists,
but
if
you
had
like
the
first
two
emails
in
the
ci
track
focused
on
ci
and
then
that
third
one
a
b
test,
another
ci
offer
versus
git
ops
and
see
if
they
do
engage
more
with,
like
saying:
oh
it's
more
than
ci.
Let's
I
would
love
to
see,
see
what
they
have
along
the
lines
of
get
ops.
I
don't
know
that's
kind
of
what
I
would
challenge
with
this.
D
C
D
Love
to
like
feedback
from
product
marketing
and
content
marketing,
on
saying,
like
here's,
what
we're
thinking
and
we
do
have
that
like
time
set
up
tomorrow
but
like
to
to
hear
what
they
think,
because
they
may
say
absolutely
based
on
all
of
our
knowledge
of
the
personas.
This
would
actually.
This
would
be
a
great
way
to
go
about
it
or
I
don't
know
if
they'd
be
ready
to
talk
about
something
different
if
they've
been
showing
intent
in
a
different
way.
A
On
the
topic
of
git
ups,
have
we
brought
broken
out
the
mql
seo
by
primarily
we're
pushing
towards
that
webcast?
Initially
right?
So
I'm
wondering
if
it's
kind
of
like
a
little
bit
of
self-fulfilling
processes,
like
you
have
a
asset,
that's
more
mid-funnel
and
naturally
that
would
be
you'd
have
like
a
higher
mql
sao
rate.
But
have
we
looked
at
any
data
around
like
more
top
funnel
type
of
content
in
get
ops
if
it
makes
sense
to
lead
with
that,
as
well
as
a
separate
journey.
B
So
the
the
content
we
had
the
primary
asset,
the
webcast
it
was
top
funnel.
It
was
a
webcast,
but
it
was
a
very
top
top-like
conversation
about
what
is
skidops.
Basically,
it
wasn't
very
technical
or
very
so.
It
was
more
thought.
Leadership-Based
content
that
automating
that
main
webcast
we
had.
We
do
have
the
beginner's
guide
to
gear
ups,
which
is
top
funnel
as
well,
which
is
very
like
basics,.
A
So
it's
more
of
a
question
of
is,
I
think
our
definition
of
what
top
funnel
is
is
different
than
what
like
I'm
looking
to
do
like,
when
I
think
of
top
final,
at
least
from
the
ad
side,
like
what
somebody
does
right.
So
I
see
webcast
being
more
mid
funnel
because
it
requires
additional
like
time
to
sign
up
for
something
and
watch
a
webcast,
whereas
something
like
an
ebook
they
can
download.
Then
they
consume
later
it
like.
A
A
B
A
B
A
B
No
one
does
yeah,
but
we
can
create
the
buyer's
journey
anyway,
since
we
have
it
there
and
then
I
like
the
idea
of
a
b
testing
in
nurturing,
but
also
we
could
identify
others
way,
other
ways
to
a
b
test,
maybe
about
the
mixed
use
case,
content
hypothesis
and
see
if
users
select
to
change
a
use
case
and
if
they
move
faster
or
slower
down.
The
funnel.
A
Yeah,
the
easy
thing
you
can
do
in
add
is
we
can
serve
two
different
ads
where
one
leads
both
leads
to
a
path
factory
track.
One
is
like
use
case
specific
and
the
other
is
use
case
agnostic
and
then
figure
out
where
the
engagement
happens
and
if
they
drop
off.
Like
hey
nothing's
interesting
to
me,
then
that
gives
an
idea
of
like
which
direction
we
should
go
to
so
that's
another
way.
We
can
go
about
testing.
D
That
I
do
want
to
address
quickly
the
the
concept
of
like
ebooks
being
top
funnel
and
webcast
being
mid
or
late
stage
like.
I
think
we
really
need
to
think
more
about
the
content
itself,
and
I
know
that
there
may
be
correlations
of
ebooks
being
less
time
commitment
than
a
webcast,
but
we
will
be
using
webcasts
as
a
top
funnel
conversion
tactic,
especially
since
they
do
tend
to
perform.
D
A
At
the
differentiation
between
like
how
somebody
like
the
way,
I
view
it
is
more
of
like
how
somebody
consumes
the
the
content,
not
necessarily
like
the
content
itself,
and
I
think,
where
those
two
tie
very
well
together,
we
just
got
to
figure
out
where
it
fits
like.
I
use
the
example
of
when
paid
search.
We
see
a
lot
of
in
like
interest
in
what
is
devops,
but
we
see
bounce
rates
because
we
serve
a
gated
asset
and
the
intent
around
the
person's
like.
D
All
right,
so
some
next
steps-
I
I
do
want
to
mention
also
if
someone
can
take
action
to
ask
maybe
marketing
ops
or
sales
ups,
I'm
not
sure
who
the
right
person
is,
but
that
purchase
behavior
any
of
the
data
that
you're
mentioning
like
do.
We
actually
have
pro
like
data
driven
proof
that
somebody
or
that
enterprise
buys
more
out
of
like
a
solution
based
versus
all-in-one.
D
C
See
that's
the
challenge
with
our
data
right
now,
because
if
it's
pretty
hard
to
tell
like,
I
would
say
how
how
to
pull
that
data
in
a
way
because
you
technically,
I
think
it
would
be
usage,
so
you
you
would
buy
with.
For
example,
you
would
buy
gitlab
right
as
a
package
and
then
you
you
would
then
activate
certain
things
and
that's
kind
of
how
you
probably
will
tell
if
someone
is
using
more
features
than
one.
But
I
know
we
have
challenges
around
tracking
use
case.
C
I
mean
like
in
the
sense
sorry
like
it's
not
like
activation
in
the
past,
but
we
could
track
with
the
data
team.
I
guess,
but
the
last
time
we
tried
to
pull
something
for
ci,
whereas
it's
kind
of
like
activation
based,
it's
it's
challenging
because
it's
based
on
people
activating
or
deactivating
like
that
feature
and
it's
up
to
their
discretion
like
if
they
want
to
be
tracked
or
not
so
like
they
have
to
toggle
a
thing
that
says
I
want
to
be
tracked
and
if
they
say
yes,
then
we
can
track
their
usage.
C
But
if
we
don't,
then
we
can't
really
track
and
the
way
we
unfortunately
like
in
gitlab
is
not
like.
We
don't
sell
our
product
by
like
use
case.
We
sell
it
by
package
right
so
like
if
they're
like
a
premium
and
an
ultimate
like
it,
doesn't
necessarily
mean
like.
Okay,
if
you're
an
ultimate
user,
then
you're
using
three
features
versus.
D
D
C
I
still
wanna.
If
they
don't
want
to,
then
we
can't
really
track.
I
wonder
if
there's
a
way
for
us
to
see-
and
this
is
something
that,
like
after
someone
close
one
if
they
continue
to
inject
digest
content,
that's
not
related.
That
might
be
a
way
for
us
to
look
at
it
that
way
like
if
they
continue
to
digest
content.
That's
outside
of
the
initial
use
cases,
but
I
feel
like
a
lot
of
our
our
of
the
opportunities
they
do
have
a
mix
kind
of
like
they
digest
more
than
one
type
of
content.
C
You
know
that's
not
like
lci
or
not
all
of
vcc
or
something
they
just
like
mix
right
like
what
I
was
thinking
initially
like
okay,
if
someone
closes
and
they
don't
like,
consume
a
lot
of
ci
access
and
later
after
they
close,
they
download
a
lot
of
vcc
or
githubs.
That
might
be
a
way
to
tell
like
they're,
probably
interested
in
that
too,
but
I'm
not
sure.
To
be
honest,
I
need
to
like
clarify.
C
B
B
D
B
C
Yeah,
I
know
I'm
good
for
us
to
like
this.
Sometimes
it
takes
a
lot
of
talking,
which
is
why
I
think
it's
good
to
have
a
call
right,
because
I
think
we're
all
like
coming
from
one
perspective
and
then
the
discussion
will
like
help
us
clarify
certain
things
like
where
okay,
that
makes
sense,
or
that
doesn't
make
sense.
You
know
yeah.
B
C
I
do
agree
with
that.
I,
in
the
sense
that
my
fear
is
we.
If
we
get
too
deep
into
the
day,
I'm
very
like
I'm
offered
it,
you
know
being
data
driven,
but
if
we
get
sometimes
like
we
try
to
get
too
much
data
and
then
we
it
becomes
like
analysis,
paralysis
and
then
we
we
kind
of
it,
hinders
us
from
moving
forward
in
a
way
too.
You
know
so
like.
C
Yeah,
if
we're
aligned
on
that,
we
can
test
with
that,
but
definitely
I
think
we
need
to
figure
out
how
to
introduce
the
other
use
cases
at
a
later
stage,
and
how
do
we?
How
do
we
do
that?
You
know
still
like
how
do
we
allow
people
to
self
like
self-select
and
transition
if
they
are
interested?
I
think
that's
where.
D
B
Well,
we
could
test
ci
versus
vcnc,
like
what
matt
was
saying
about
a
test
for
use
case
specific
to
use
case
agnostic.
Maybe
it
is
ci
versus
vcnc
and
then
when
they
enter
the
nurture
stream
of
each
use
case.
We
offer
that
third
email
to
be
another,
a
different
use
case
and
see
if
they
change
and
when
we
have
an
opportunity
for
mixed
content
by
a
channel.
We
can
offer
both
ci
and
vcnc
again
and
see
which
one
they
click.
B
C
Maybe
the
the
way
we
start
yeah,
we
can
have
those
three
tracks,
especially
because
I
think
with
and
then
we
can.
You
know
I'm
just
trying
to
think
about
our
target
accounts
right
so,
like
the
target
accounts
that
specifically
have
intent
already
like
this.
They
show
intent
data
for
ci
and
they
show
intend
data
for
vcc.
We
could
easily
just
drop
them
into
the
use
case,
specific
ones
and
then
the
ones
that
don't
show
any
intent.
C
C
D
D
I
think
like
it.
It
gives
more
clout
to
us,
so
I
think
there's
an
opportunity
for
that
to
be
part
of
the
mix
and
get
ops
is
better
aligned
to
partner.
But
that's
why
I'm
like
is
that,
because
of
how
tina
was
packaging,
the
workshop
to
be
something
that
field
marketers
could
do
in
region
as
more
of
a
hands-on,
later
stage
activity
around
the
get
ops
topic?
D
But
that
needs
to
be
discussed
like
I
don't
I
don't
know
if
todd
would
go
for
that
one
and
keep
saying
like
we
need
to
win
bc
and
cnci,
but
I
see
opportunity
there
because
our
alliance
partners
like
if
you
ask
tina
she'll,
say
that
our
alliance
partners
aren't
going
to
get
on
a
webcast
and
talk
about
vcnc
and
ci.
It's
not
like
something
that
is
as
aligned
to
their
message.
D
C
D
But
you're
right,
I
think
the
data
might
not
even
be
there
just
because
of
usage
data
and
that's
why
anecdotally,
I'm
hearing
like
that's
what
I've
been
hearing
from
like
parker's,
been
mentioning
it
on
ci.
It's
like
yeah
different,
different
message,
because
smp
needs
more
of
that
all-in-one
solution
for
efficiency.
D
I
I
think
it
might
be
good
to
get
like
still
chat
with
them
at
least
chat
with
them
content
and
part
or
product
marketing,
and
ask
them
they
may
be
having
these
parallel
conversations
already.
I
want
to
make
sure
we're
not
going
down
a
different
path
than
what
they're
thinking
and
eric
has
started
to
build
out
like
she
mentioned
in
the
strategy
and
tactics
call
last
week,
the
like.
Basically
the
entry
points
and
the.
D
C
D
D
Basically,
if
we
were
to
come
out
from
of
this
meeting
with
a
very
solid,
this
is
the
direction
which
we
have
a
general
sense
to
then
bounce
that
off
of
content
and
product
marketing.
To
say
this
is
where
we're
going.
Are
we
all
in
lockstep,
or
are
we
going
down
different
paths
like
making
sure
that
we're
aligned
with
what
they're
thinking?
Because
they,
I
know
that
they've
been
thinking
about
the
buyers
journeying
and
prescriptive
content
journey,
so
they
may
actually
be
ahead
and
have
a
specific.
E
C
Yeah
initially,
we
were
just
going
to
show
the
mural
to
say,
like
hey
our
team's
idea,
this
is
kind
of
like
our
team's
thoughts
about
how
we
want
to
proceed
with
the
buyer's
journey
like
is
it
aligned
with
what
you
all
are
thinking?
Basically
right,
so
I
don't
know
if
it's
worthwhile
for
all
three
of
us
to
be
in
that
caller,
just
like
just
have
one
person
show
it
and
then,
depending
on
your,
we
can,
like
you
know,
record
the
video.