GitLab Marketing Campaigns, 5 Oct 2020

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From YouTube: Brainstorm ENT Buyer's Journey with Partner and PMM teams

Description

Brainstorming and alignment between Large segment campaigns, Partners, and Product Marketing teams to framework the ideal ENT buyer's journey.

A

A certain you know on a certain platform, then we've got to cater our content towards that.

A

B

A

C

Hi, hey there. Sorry sorry, I was late. I apologize.

B

No problem happening.

D

So maybe I'll pull up the mural really quickly or.

A

Maybe like, let's.

D

Level that first with peanuts, I think your first time.

A

Can you add me to the mural too, while you're at it? I have an account.

C

Oh, it's right in the issue I just clicked on it is that what you're talking about agnes yeah.

D

We're trying to basically what we're trying to do is figure out where partner fits we're, trying to create an end-to-end buyer's journey for visualization, and I know, like all the different teams have been collaborating, because you know everyone's critical in different pieces of like the funnel and we'd love to understand where um partner will fit into this framework.

D

So let me invite him down right now. Thanks.

C

And it's specific for the dev practitioner or all personas.

D

For now we can start small with the practitioner. I I do have um like an action item to add one for the manager persona, but since that hasn't been done yet so we can probably talk about just keep it small. You should have a rough idea for now for the buyers, enterprise, death practitioner, persona, okay, uh johnny, you should have access, I couldn't add you, but I meet everyone who has access to this mural. I'm not.

C

I'm in as giraffe yeah.

D

And you can edit basically yeah, that's what it says. um I don't know. If john is there as visiting shrimp or someone else's specifications up.

A

D

Okay, so feel free to edit, as kind of we go, but um at a high level. I can take you through really quickly what we're thinking and then I know john, has kind of sat through this. But if you want, I can kind of quickly take you through, but so we're thinking more from like because we have target accounts so like we're thinking of segmenting, the target accounts into different uh lists right and then having people who come in and then unders using their intent.

D

Data so like if they're interested in bcc or ci will create separate lists based on where they are in the stage so like. Are they wrong name, somebody who's like uh already showing intent so inquiry mql or sao, um and then, if they didn't show any intent, we'll initially will basically drive them to this use case agnostic factory track.

D

So if any target accounts with unknown intent, that is going to run inquiry or inbound.

D

Basically, that's not not use case, specific, we'll drive them into this use case agnostic by factory track, and then they will be welcome with the enterprise page and it will serve them like more top. Funnel offers like vcc and ci and based on what they select it will drop them into like you know, for example, a dislike pcc into the vcc buyer's journey, um along with the target accounts that show intent for vcc, so starting from the top. If they are like an account with like you know, they haven't interacted with us before we're gonna.

D

D

I think, using a display kind of like tactic and some organic search work for organic social to the vcc topics, page which then, if they um either from there we'll, have a link to pat factory with call to actions that drop them into an awareness, nurture or um yeah, and then basically we'll retarget those people with the vcc solutions page as an offer afterwards um and then, if they download then from the vcc solutions, page will have a call to action or secondary call to action that will have them down uh kind of like attend a demo or get like specific webcasts.

D

um We also will do on the site like a prospecting. So prospecting is things that are not in the target account list uh using paid social display, cost per click contentification offering the pcc ebook, which then again, you know if they downloaded that we will drop them drop them into the consideration, nurture and retarget them to um kind of attend a demo or gitlab specific webcast, which, if they do that, then they will also be dropped into the consideration nurture.

D

We will have three different offers with the third offers, having the third offer, having a sub offer linking like offering ci. So if they, the reason why we do that is we want to make sure, if say, they're, also interested in ci we're not just force feeding them with just vcc content, so they have the ability to say click on a ci, hands-on workshop, for example, sub offer and that will drop them into the ci buyer's journey. So it will push them into a different buyer's journey.

D

So once that is done, um if they, if they either go through the path factory considerations nurture nurtures or they attend the demo, we'll retarget them again and offer them kind of like um a hands-on workshop um and then drop them into like a purchase stage nurture with three different offers as well and the last one again having the ability to also like if they want to decide to like attend a ci pipeline progression webcast and be interested in that.

D

That will then also push them into a different kind of like buyer's journey for ci um and then, finally, if they attend the hands-on workshop, we will use retargeting, um maybe like linkedin, linkedin, email or conversion ads direct mail and email, email, targeted, email, kind of like tactics to then offer them a vcc pipeline progression. Webcast, so does that make sense, and then we're trying to figure out. I guess where partner will fit into this framework, should they have their own journey or should they be part of kind of like the offers in past factory.

C

So these so I just wanna these journeys, the buyer's journeys are based on inbound, only correct what if they went to an event, is it still going to follow this journey yeah? So so, where, like say, for instance, you go to an event, it's not uh so I I doubt we're gonna. Do like a partner related event that is vcc, specific, so they'd, probably so you're saying on the ci buyer's journey. So where do they enter into that journey?

C

I think they'll be having.

D

But if it's not, if it's not specific to a use case like the event, it's not related to like a ci or vcc they'll get dropped in, um like the use case, agnostic factory track to then like say, okay, I want I'm interested in bcc rci.

C

Okay, so here here's where my uh issue is so you know uh like a hashicorp right um they're, it's not gonna map, one to one with the use case. I mean it's going to map to a git ops, but um you know that will seems like that might be down the road. So hashicore is coming up like in a few weeks, so we'll use a real live example, so number one I still think from a platform and a cloud provider.

C

We need to understand before you even need to understand if it's vcc or ci what platform they're using or they're interested or if it's a multi-multi-cloud situation, then that way we have that information that you know as we build out. We know that we could take them down the aws nurture campaign.

C

um I would hope that you would not sunset that one, because that one actually does pretty well for us. uh It is not use case specific, but we can tweak it to be a little bit more specific to use cases. But again you know the highest point. You know, vcc is not really going to mean, doesn't care what we're using for source code management?

C

um They're really into more ci, get ops type situations from a use case perspective devops devsecops, that kind of stuff, but we also have our own nurture track for aws and I'm hoping to get our own nurture track for google um so um and by the way, john, we did um sign the contract with google um on wednesday uh and we have about 250 thousand dollars in mdf that we get over the next five years from them.

A

Yeah yeah, and so you know what you're saying is resonating exactly where I was saying at the beginning of this. Is that you know it. We have to think really hard about it's not about.

A

If we're talking to someone about a specific use case. It's not as if you go, you know, cici aws, ci, ci right. It's not that wouldn't make sense, because it really makes sense. If, if I'm an aws shop, then I need to learn about all things. Gitlab does relate to state ibs and if it happens to be that I have a version, control problem and I'm an aws shop, then awesome.

B

That's the content that you need yep.

A

And because I need to know how does your version control solution work? Well with my aws world? That's the story we gotta tell so so I think at the end of the day, as we think about these buyers journeys, we need to have journeys that are set up that are just like. We have this. What we've thought about, where we're thinking manager and individual contributor, I think, there's another variation, which is each of our key technology partners. I'm thinking aws, google cloud, maybe vmware red hat.

C

A

If the ibm.

C

Thing closes, we'll have to include ibm right.

A

Yeah yeah, so I think it this is a, but I think it's a framework. So I see this as a template right. This is simply a template that says we're.

A

Gonna have a series of these short paths and by the way, the answer I think to the where what's the entry point, I think the entry point for a lot of this stuff will drop people into the consideration stage of this, because each one of these are short paths, because if I do an event and we're talking all about ci or we're talking all about, you know one of these things.

A

The field marketing managers now have the ability to say I want them to see the consideration stuff for this domain, because they've thought about use case in doing it, and so a lot of our content will be aligned to it. So in the same way tina. I would imagine that if we were to create nurture paths for that are either agnostic to use cases but are focused on a specific provider, a partner or have the use case orientation, but our partner specific it will serve us in the long run.

C

I agree I mean I am. I am totally on board with that, so we do have like. I said we have the aws one we weren't when we created that we weren't thinking use cases. It was like pre-use case at that point, but I'm happy to um you know, use case it up.

C

If that's what we need to do- um and I would say too, um you know at a very bare minimum, knowing that we sign this massive five-year contract with google, um we get google into its own nurture campaign, similar to what we have with aws, um and then you know there can be offshoots of that right. So the whole goal of somebody who is an aws shop, you want them their first buyer experience is you want them to feel like?

C

We are a team together, so aws and get lab is like peanut, butter and jelly in a sandwich right and then eventually, as you get down to consideration and purchase, you can drop them into our specific use case.

C

Nurtures because at that point we're gonna know they're super interested in um you know ci or they're super interested in uh vcc and and that's okay. I think it's just those initial sort of awareness, and maybe the top of the consideration nurture like the first half of it. They still need to feel like we are one peanut butter, jelly sandwich.

A

D

Got it that's super yeah, that's why we want to sing with all the teams, because I feel like we want to make sure that I'm, like you, know, get a framework that works across right. That's really good insight. um Definitely we'll, then create a separate path. It seems like for awareness only at least we need separate paths for these technology partners. Am I correct.

C

Say that one more time.

D

For at least for the awareness stage of the consideration, you would need a separate path for the different technology partners. Yes,.

B

Yes, yep, like you're, saying them kind of that they, like at least an awareness stage, would be at us as one.

C

Okay, agnes, I only got like every other word. Did you catch?

C

Can you interpret that one because I do think she's frozen? Oh, I got you from them.

A

Gosh, what you mean was hard under I.

C

Was like, I was like.

A

C

On by the edge I was like, okay yeah, I didn't get that I didn't get that.

D

Either so I I think, basically she's in line with what we're talking about. It was funny too, because I was just watching um a south park pandemic special and they actually have this thing where it was frozen like it was a zoom call and one of the characters was just frozen. That's like sorry.

B

A

But I wanna I would I want to ask a question, because I think I heard something a little bit different. I think I heard tina. You say also that that the consideration stage is really where we're getting into more details about features and specifics, and we probably need to have separate partners, specific consideration, elements and there's a part where we could probably pivot and just stuff.

A

But it's not just awareness, it's. I think it's awareness and probably consideration and frankly, to be perfectly honest, I could have easily imagined how it's it's. It's all three stages of the buyer's journey. We probably I would think we would want to to it.

C

Definitely could be judge right, but mvc. I think if we can do awareness and maybe top of consideration, so consideration is what, for us? uh Is it only this one step here like if I'm looking at the vcc, I'm just trying to understand this so where it says, um is it this only one step in the.

B

Journey is.

C

Considered nurture.

A

Because it's a path.

C

Factory yeah, but.

A

Awareness is going to be lots of educational stuff, yeah.

D

A

The product specific of how we do it is where it's going to show up in consideration. So, oh.

C

Those will bring things like eks integration. That's.

B

A

B

C

Et cetera, okay,.

A

C

So we definitely need it so yeah.

A

I think I I think we need more of it in consideration than where we talked about, uh because that's where we're going to be showcasing, how get lab and partner x are good together, which is what people are going to want to see. Whereas you know a lot of awareness level stuff is going to be.

A

You know I'm trying to understand how continuous integration works. Yep, generically right and so the topic pages are, are typically educational in content and not product specific and where we pivot to product specific is further on so so yeah. I. I really think we should be to both of those together where's.

C

My frankly, in my.

A

View consideration is more important than awareness.

C

Because the awareness is.

A

C

No, no! No so I want to. I want to riff off of that piece. I'm sorry to talk over you um I'm having a really bad day today by the way, um but.

A

It's okay, I've had it. I've had a pretty shitty week, but go ahead.

C

Okay, good yeah, so me too, I turned another year older this week too, so that didn't help um so john on that in when you think about a pure aws sort of uh awareness campaign we do put in like eks, we we put in like just the generic like how how do we integrate with you know, eks, or how do you fit that in? Are you suggesting that maybe we're we're doing that too early, um but and we it should be in the consideration?

C

Because now I question the again: my whole portion of the awareness is the peanut butter and jelly going together like one and that's a lot of what they know right. The services that aws has and how we work with those services are what makes them feel comfortable that we're a good option for devops for them or ci for them or vcc. For them is that hey? They have a really strong partnership with aws because they have all of these integrations and and things with them and they work together.

C

um So I'm just I don't know the answer. I'm just.

A

Well, it just just conceptualization, just just the division so loosely the vision of the way we've divided up. The buyer's journey is that erica's team is building educational content that sits at the awareness level. So the what is version control? How do you do? What do you think about branching? What's good, you know all sorts of topics that are generic and topical where it's designed to attract seo and to draw people, and now we could have awareness content. That is, you know what the hell is. This aws thing.

B

A

Which, frankly, I don't think we would be yeah, I don't know why why gitlab would have that, but the, but so the distinction would be. Is that when we start to showcase the product and how gitlab solves a specific problem is when it shows up more in the in this concept, and so I don't know it's it's it's we got to think about it.

C

But here here's here's what we could assume. We could assume with this, um that if you go to a aws event and you're coming in or you go to a google event and you're coming in, do you automatically just start at the consideration phase.

A

Yes, I would absolutely I mean I I see, I see awareness as being then.

C

Forget what I said about being part of awareness, it is pure consideration.

A

Peanut butter and jelly really that what you're talking about should be the consideration stage: yep, because now we're showing how does get lab solve the problem and- and you know for any given use case- we have a problem domain and or we're assuming.

A

We know what the problem domain is, and in that point, if, if we're talking to someone who we know is an aws customer, then everything we showcase should be all about yeah, how we work with eks, how we work with lambda, how we work with blah blah blah blah blah and, and it should all be about reinforcing it. The the awareness part I think there easily could be some awareness content that get that help us to to figure out. Who is an interest who is interested in aws?

A

I think there's absolutely a play for it, but at least in my mind, where it's becomes most critical, that we're clearly aligned to how lab plus partner x plays, is going to be consideration.

A

And then, if you follow on further into purchase, I think there's elements of it there too, because we're talking now we're talking about roi we're talking about case studies. You know things that play out farther. So if I that's my two sense of just thinking about this.

C

Yeah, I know I I'm I'm with it, I'm with you with 26 minutes in um agnes and jackie. Is this the type of info that you all need to help expand this yeah? um I agree with him. I don't I'm gonna retract my awareness piece um and we're gonna put everything. That's related to you know our big alliances like aws and google into consideration.

C

um I still kind of feel like if I scroll up to your agnostic um I'd like a way- and I don't know how to do this. But again and again you can tell me if this is not even doable. I said it in the beginning. Is there a way to solicit what cloud platform their cloud or platform provider they're using to um for their app dev.

D

uh I'm not sure I have to like figure it out. I'm actually thinking about. I don't know after brainstorm is a little bit jackie like if we serve them a form at the end that like allows them to select, because we do need them to like say like what is your primary interest like what you say, ci or vcc, and then we can probably serve a second question. That just say like what is your uh almost like platform right here.

C

Your cloud or platform provider and give them a list of options.

C

A

C

A

No go ahead finish. Please.

C

um No, no, all I was gonna say is I'm I'm hoping that if we can, if we can do that, we can then store in the lead that information, because that's been like actually one of our most biggest headaches- is really understanding what platform it is that we have in the database that they're using right. What's their primary. Our assumption is always eighty percent of what we have in our database are probably aws.

C

um You know and then certain other you know variations. Could they could be in a multi-cloud situation where they're using google, digitalocean and uh aws, um but we don't have that information, because our sales people don't really ask those questions real well, so it'd be kind of cool if we could get it straight from the customer or the lead yeah.

D

And we can then journey, you know, based on that and.

A

I think in the way we phrase that question is, I think,.

A

I I think of it as if, from their perspective, it's one thing for us to say. Please tell us what your primary cloud provider is. That's pretty obnoxious, it's entirely different to say, hey. What are you most interested in learning about true right? Are you interested in learning about how gitlab does awesome continuous integration?

A

If we, if we phrase these questions and we position the questions in ways in which we're really asking for them to do, choose your own adventure rather than us interrogating them?

A

D

I think it's a really.

A

Different flavor of this in that we're going to serve them content, we want to make sure we serve them things that, if they're interested in, can you tell us what you're? What you'd like us to share? Tell you more about, I like, because I'm afraid, I'm terrified that we would have a form that says. Please tell us what your primary use case is.

A

Is it version control collaboration.

C

Don't you know and.

A

And I'm terrified that that would be the form.

D

A

And- and I I think that there's a really subtle, soft way of doing this, which puts them and their interests first yeah, which I would love to see us adopt, and, and so that would be my that was what I was gonna try and it was, I interrupted you teen I didn't mean to, but that's what I wanted to share is because I really wanted to see us get that interaction such that they feel good about telling us yeah.

D

I agree: can I work with you john? If we decide to put that form up, I think.

C

A

D

Me it's just like: can we put up something that just tells us yeah, that's the highlight.

A

C

Totally and I- and I also think I don't necessarily believe that that would be like the first version. I do think that that is a bit of a maturity thing right.

A

Now the for the first question is: how many seats can would you like.

C

Do you have a credit card here? We go, let's go.

A

And and to be to be completely to be completely uh myself, if I was crafting the form, I would literally position the first questions. How many seats would you like to buy? No, no and then I'd go no seriously. That was a joke and then my by the text. They would say that I hope you're laughing, because that's a joke, uh but it would be. It would be kind of fun to set a form up like that.

D

Yeah so I'll work with you on a specific question, but that's kind of high level. What I'm thinking, because otherwise it's hard to really tell just like what they're most interested in and we want to serve them content that they are most interested in. That's really the end.

A

Yeah, the the more we're aligned to what they're interested in the more the more yeah and and and frankly,.

A

You can you can derive what their primary cloud providers or what their primary use case is more often than not by what they're interested in.

D

Yeah for sure, that's the high level, but it's just I don't know any other way to like other than to ask them something you know to like put them in the right journey.

A

D

Cool okay: this is helpful, so tina just arrived.

A

I gotta go okay, crud, I'm late, I gotta go. Hey y'all have a great weekend.

D

Bye bye, bye. Thank you. I think number.

A

D

I have time I'm okay, I just want to confirm one thing, so we need a separate path, starting from consideration actually for the partners correct, I think so it's not even like so even purchase. We need one too. So it's like consideration and purchase it seems like, and would you say that is for all the five tech partners for now or just like, google and aweber.

C

uh For sure, right now, aws and google- that's mvc one in my mind, uh but we don't have a nurture game campaign for google, so we have a ton of stuff like way more um assets that you know we could definitely put it together pretty fast. I think um way more than I had with aws when we started the aws stuff so for sure, aws and then google to come again with this five-year contract.

C

This really elevates us to have to deliver and be able to um show google if they're, giving us 250 000 for marketing funding for the five years. We're gonna have to show them some return right, so yeah. The best way to do that is to get our own nurture campaign. So we can track it.

D

And then does it make sense to still do it by persona? It seems like the same right.

B

A

We're thinking about.

D

Dividing the journeys based on manager and like practitioner yeah, totally love it: okay, okay, my persona, but maybe not so much by segment. Unfortunately,.

C

So show me the um like, oh here, it is um where show me where the segment is.

D

So this is actually I'm I'm doing this for just specifically enterprise, so okay, gotcha difference, though, will be like if some, if commercial, wanted to like clone this, is that just a type of offer right like we would just focus more on kind of, like, I would say, like for vcc something like this more enterprise focused messaging type of thing like, which is why here, like the use case, agnostic factory track, starts with the price page so like, and then the case studies would be more like case studies, that's relevant to the larger segment.

D

This is like a smaller you know kind of like company. Maybe it still makes sense to do that too or um yeah.

C

I mean we could we could probably.

C

We could probably do that uh to some extent, but you know at least initially again to make it easy. I would just say kind of copy paste right through the segments if they want to use it that same way, which they should because again, our from our standpoint, the segments don't really care about.

C

You know if they're small, medium or I mean aws is running all all segments um and um we need to be that same peanut butter, jelly sandwich in all segments.

D

Yeah, um in terms of case studies and stuff- I don't know if you know, I think that's another thing too right like do. We have a separate one for like large versus even like you know, like an aws case study, that's more focused on like large companies versus small companies or right now our offers are pretty like generic. You know like.

C

Yeah, the problem that we have in case studies, I'll be honest with you- is something that I've been challenged with with the two years that I've been here is when our writers write the case studies. They are, you know, 99.9 focused on get lab and then we we get like a one or two liner and I'm I keep working with the customer reference team about the aws piece, um but the good news with like the aws is: we are working on the aws side to say: hey.

C

We already have these written case studies they're going off in getting more detail about how they're using aws and we're going to try to bring them into our case study. So it will be a true sort of joint use case um and we do have a couple of those done. But then you know kim left and um I don't know the status of that right now.

C

But you know our goal by the end of the year was to get five of them.

D

Got it, but is it segmented, based on companies like.

A

Like, in a sense like.

D

Some of these case studies that are for larger companies versus smaller, I could see that just being the differentiator for.

C

um You know we can, I mean there. We definitely identify how large the company is in our customer case studies, so we would just bucket it in that way. Yeah um within those five case studies. um That's how I would do it and kind of leave it pretty simplistic. Yeah. From that standpoint,.

D

um So maybe everything else would be the same like from other pieces, you know and then just when it comes to the case studies, I think that would be the only difference just because I don't think we have offers that specifically you're going to get offers. That's like specifically a large segment or unless, of course, we start doing like webcasts. That are uh where we have like. You know, customers using say, like an aws, that's from a larger company versus smaller. Like that's another way, we could like oh.

C

Yeah well like well, we already have the t-mobile one. That's you know more of an enterprise right. um We have ask media, I don't know what ass media group would fall into to be honest with you, but we do have the s media one on aws side. um So we do have some and we can definitely kind of. We will we'll be able to plug them into a segment for sure.

D

Okay, so yeah, I think, for the most part it will be generic, but then, when it comes to the purchase stage, offers a study related or webcast, then it will be supplemented. I think that's the only difference, but the journey should be pretty much the same yeah. I agree.

C

I agree yeah and we may not be able to like say that you know we have aws and you know, maybe ours are only uh mid-market in enterprise customer case studies and then at that point we just pick one to put in for the small yeah.

D

Cool, I think this is helpful. uh Let me take a step at kind of crafting that in them into the framework and then uh I'll tag you in the into the issue that we are frameworking this and then maybe get your final approval yeah for.

C

Sure, and if you don't mind, I'd like um brandon to take a look at this as well, are you okay, if I share this mural with him and kind of take it through him,.

D

Of course, okay, cool yeah, but.

C

Yeah, once I can do that.

D

Once I add in the partnership, I think because right now it doesn't make sense. It feels like oh.

C

Yeah yeah, of course yeah you, let me know when, when you think it's in a decent spot and then I'll I'll run it by him uh just to make sure that uh you know we're, I'm not missing anything myself: cool, okay and I'm and I'm I'm 99.9 sure he would say. Aws and google are his top two. So.

D

That helps, and also it seems like we wouldn't use target account for these partner stuff right. It's just inbound um right now, I'm segmenting the list by target account. I don't know how I guess. Actually I take that back. I think there's some intended on aws. Actually, so I don't know it depends on how big this list size ended up being ends up being exactly.

D

I worry when I segment too much, it will be like not sufficient at all. For anything. You know right.

C

Right right hold on one. Second, if you don't mind, hold.

C

C

A very exuberanced 12 year old.

C

um Okay, uh yes, I agree with all of that. um I think that um we're trying to move like our partner managers, the the folks that oh hi hold on one second, okay.

C

We want them to co-sell with our sales teams right so and do it targeted. So we could be driving the targets to aws and say: hey aws. Can you come with us because we think these are the best accounts to go after together.

C

So I'd still think there is some sort of targeting, but I think it might just be at the sales level, as opposed to like the nurture level or the inbound or the outbound.

D

Okay, I'm confused today, I know I've. It's been a long way. To be honest, it.

C

Has been a very long week for me, I don't know what what the deal is, but.

D

Friends and family day next week.

C

Well in in guess what I just realized this the other day- and I told my team um monday, the 12th is a federal holiday. Oh.

D

C

A four-day weekend for us in the u.s, I did not know that it's columbus day and you know with all the like black lives matter stuff I was like. Oh did they take that away. I checked like two days ago and it's still considered a federal holiday. I was like four day weekend.

C

Yeah, it's been a long time. I was super excited about that.

D

Yeah something to look forward to at least right for.

C

Sure for sure I love free days off.

C

D

Love it when everybody picks.

C

It up yes, because it reduces that pressure off of you to.

B

C

Check right because everybody's not there so it's great.

D

Well, let me do some analysis if uh the target account size is big enough. If we do that by because I know I've seen aws intent, then it makes sense to then you know incorporate that, but if not then just push the inbound stuff, at least to the partner. Okay,.

C

Cool yeah- this is really. This is really exciting. You guys are making tremendous amount of um progress on this. This is really fun.

D

Yeah I feel like we haven't, had something like this, so you know would be super useful because I feel, like we've all been like in our own little kind of like realm. Doing our own thing and it'll be like really useful to have a collaborative like just structure for everyone right like absolutely, and so thank you for the feedback um super helpful cool I will be in touch over excellent. Have a nice weekend all right! You too.

C

Bye-Bye thank you.