Why the next era of ABM targets the person, not the account (with Casey Patterson, Snowflake)

Dave [0:00:01]: You're listening to The Dave Gerhardt Show.

Dasha [0:00:17]: Hey.

Dasha [0:00:17]: It's Dasha.

Dasha [0:00:18]: The episode that you're about to listen to was recorded live in S vermont at Exit Five Drive event.

Dasha [0:00:25]: And I sat down with account based marketer Casey Patterson.

Dasha [0:00:29]: She is the director of North American account based marketing at a company called Snowflake.

Dasha [0:00:34]: Snowflake is a huge company and Casey has spent almost four years working there, purely on account based marketing.

Dasha [0:00:41]: So when I think of someone who knows the ins and outs of account based marketing and has a large budget to work with and run a lot of creative plays.

Dasha [0:00:48]: Casey is the first person that comes to mind.

Dasha [0:00:51]: She actually had a sold out workshop at Drive where she talked about gen Ab.

Dasha [0:00:57]: So we touch on that in this episode.

Dasha [0:00:59]: And then I just talk about what worked for her in twenty twenty six and once she's betting on in twenty twenty seven.

Dasha [0:01:05]: If you're listening or watching and you're wondering what the heck is going on, we recorded outside it was the wind day, probably of my life.

Dasha [0:01:12]: And so you might hear us fighting for our lives against the wind.

Dasha [0:01:16]: I hope you enjoy the episode.

Dasha [0:01:17]: I sure enjoyed sitting down with Casey.

Dasha [0:01:20]: She is one of my favorite people that I met at Drive this year.

Dasha [0:01:23]: Enjoy.

Casey [0:01:25]: I'm here with Casey from Snowflake.

Casey [0:01:26]: Hi, Tasha.

Casey [0:01:27]: Hi.

Casey [0:01:28]: Great We met yesterday.

Casey [0:01:29]: Yes.

Casey [0:01:30]: We locked eyes.

Casey [0:01:30]: You did a a presentation yesterday.

Casey [0:01:32]: What was your present?

Casey [0:01:33]: And we fell in love.

Casey [0:01:34]: Yeah.

Casey [0:01:35]: For anyone listening.

Casey [0:01:36]: If you were watching someone present on stage, and you were not looking at them directly and nodding along

Dasha [0:01:41]: and smiling.

Casey [0:01:42]: Start doing that?

Dasha [0:01:42]: Don't be blank faced.

Dasha [0:01:43]: Smile.

Dasha [0:01:44]: Yeah.

Dasha [0:01:44]: Look at them and verbally or in verbally communicate that.

Dasha [0:01:47]: They're doing a good job.

Casey [0:01:48]: Is that how I made you feel?

Dasha [0:01:49]: Yes.

Dasha [0:01:49]: Great.

Dasha [0:01:50]: And that's why we locked ice and lymphoma up.

Dasha [0:01:52]: And now we're people.

Dasha [0:01:53]: And now we're here.

Casey [0:01:54]: Now we're here.

Casey [0:01:54]: Have you been to Drive before?

Dasha [0:01:56]: Now.

Dasha [0:01:56]: Is my first time.

Dasha [0:01:57]: It's…

Dasha [0:01:58]: The energy is insane.

Dasha [0:01:59]: I've never been to a market conference like this, and the S is just my favorite place.

Dasha [0:02:04]: I wanna come back here or move here.

Casey [0:02:06]: It's the cutest little tale.

Dasha [0:02:08]: It's so fun.

Casey [0:02:08]: What made you wanna sign up for

Dasha [0:02:10]: for Drive.

Dasha [0:02:10]: I got signed up because I followed Dave for a while.

Dasha [0:02:13]: I was on the podcast.

Dasha [0:02:14]: And then I saw it come up, and I was actually asked to speak and did a session yesterday, which was fantastic.

Dasha [0:02:20]: So I wanted to come

Casey [0:02:22]: just to feel the energy of what's happening in marketing right now.

Casey [0:02:25]: Not only did you do a session.

Casey [0:02:27]: Your session was one to sell out within what, like, the first thirty minutes Let's talk about what you do at Snowflake, and then you'll talk about what session you did.

Dasha [0:02:34]: Okay.

Dasha [0:02:34]: Great.

Dasha [0:02:34]: Yeah.

Dasha [0:02:34]: So I run North American Ab at Snowflake.

Dasha [0:02:37]: I have about twenty folks on my team who each line up to a sales and do custom marketing for that sales team.

Dasha [0:02:43]: I love my team so much.

Dasha [0:02:44]: They're amazing, and they're part of the reason I'm here.

Dasha [0:02:46]: I'm so thankful for them.

Dasha [0:02:47]: And then the session I did yesterday was about gen Ab, what's coming next in terms of Ab and really in marketing in general because of Ai.

Casey [0:02:55]: Why do you think your session sold out so fast?

Casey [0:02:58]: Like, what do you think is happening in marketing that made a bunch of marketers look at the list of, like, twenty or so sessions and pick agent Ab.

Dasha [0:03:06]: Yeah.

Dasha [0:03:06]: So I think that my session was particularly interesting because a lot of marketers right now are very excited, but also very unsure about what's happening next with Ai.

Dasha [0:03:15]: Understandably.

Dasha [0:03:16]: Any transformation comes with unknown risks and unknown rewards.

Dasha [0:03:19]: So Ad is kind of this new wave of I would say marketing in general, but I think there's a step beyond that, but smells like is taking now where we're not only looking at the account, but we're looking at it individual.

Dasha [0:03:30]: And we have enough processing power now to look at everything around an individual, what makes them tick.

Dasha [0:03:36]: Their Linkedin presence where they you know, like to vacation, what they doing their spare time and and give them a marketing experience that's tailored just for them.

Dasha [0:03:43]: So that's kind of that next era beyond Crm beyond Ab.

Dasha [0:03:47]: Now we're going into individual.

Dasha [0:03:48]: And that's what I talked about yesterday.

Dasha [0:03:49]: And Snowflake is actually enabling that through our tool itself.

Dasha [0:03:53]: So it's really exciting time to be both a consumer of Snowflake of someone who works there and and works in the tool, but also a seller of, I think the next generation of where marketing is going.

Casey [0:04:02]: That's awesome.

Casey [0:04:02]: We're obviously at a friends so I've been asked about a dozen times.

Casey [0:04:05]: Like, what am I taking away to my own team.

Casey [0:04:07]: Yeah.

Casey [0:04:08]: And your session really resonated.

Casey [0:04:10]: I think I work in an early stage start, and we have claude and we have access to, like, basically unlimited Ai tools and we're sitting on top of all this data.

Casey [0:04:18]: And I thought, okay.

Casey [0:04:19]: Like, we're leveraging it, but not…

Casey [0:04:21]: Like, you shared some really great examples of, you probably know enough about the individual at the account that you're trying to get into to send them, like, a really tailored personalized gift.

Casey [0:04:31]: Yes.

Casey [0:04:32]: And at our team, like we've tried gifting in the past.

Casey [0:04:35]: Yeah.

Casey [0:04:36]: But it was pre Ai era, and it was when gifting was gifting meant, you would pick some sort of gift, maybe make it on theme and then send the exact same thing.

Casey [0:04:45]: Yes.

Casey [0:04:46]: Too.

Casey [0:04:46]: I don't know a handful of people and then hope that that your team could book a meeting from that gift, but I think what you're doing at at Snowflake Where it's, like, personalized for that unique person.

Casey [0:04:54]: What was the stat you shared?

Casey [0:04:56]: It takes your team from idea to, like, delivery how long?

Casey [0:04:59]: From an intense spiking at an account to delivery of a gift we had one in forties.

Casey [0:05:03]: Like, that's crazy.

Casey [0:05:04]: That it would be impossible.

Casey [0:05:05]: Before Ai.

Casey [0:05:06]: So as much as we get to, like, hey on Ai and ai slot.

Casey [0:05:09]: There are things that it unlocks.

Casey [0:05:10]: That

Dasha [0:05:11]: really does.

Casey [0:05:11]: Are really cool.

Dasha [0:05:12]: It really does.

Dasha [0:05:12]: And if that's the part that's exciting.

Dasha [0:05:14]: To me.

Dasha [0:05:14]: There's a lot of, like, you said, Swap Ai slap.

Dasha [0:05:17]: Swap is a new ones that…

Casey [0:05:19]: You also taught the a a cool new term economics Economics.

Dasha [0:05:22]: Yes.

Dasha [0:05:22]: Regulating your tokens throughout your different tools to make sure that the tool the Ai tool that is best used for whatever you're trying to get it to do is the one that's being used rather than just one Ai tool for everything.

Dasha [0:05:33]: But, yeah, it's been such a great conference.

Dasha [0:05:35]: And I think I've learned…

Dasha [0:05:37]: I actually went to just a budgeting session yesterday.

Dasha [0:05:39]: So it wasn't about Ai or, like, anything new.

Dasha [0:05:41]: It was just how to budget when your channel mix is uncertain when you don't know what's gonna happen in the next year, what getting buy in for that budget looks like, creating ideas and buy in from Christy at Air, and it was, like, excellent.

Dasha [0:05:53]: So it's not only just What are we doing next in the future?

Dasha [0:05:56]: It's like, there are some basic things that we're learning here too that I, as a leader need to be up on the latest ways to do things latest thoughts around how to get people internally to buy into what you're doing.

Dasha [0:06:08]: So It's just been a great well rounded conference and I'm so thankful for everything that Exit Five has done.

Casey [0:06:14]: I love it.

Casey [0:06:15]: What are you taking away from the budgeting session.

Dasha [0:06:18]: So Christy talked about Fob sa, which is fear of being seen as behind in marketing.

Dasha [0:06:24]: So it's kind of what are your competitors doing, but you're not doing what channels are company similar to yours in, but you're not in.

Dasha [0:06:32]: Mh.

Dasha [0:06:32]: And then saying, if we're gonna be up on what is not behind in the agent marketing.

Dasha [0:06:37]: If we're just doing email lost to everyone.

Dasha [0:06:39]: Right.

Dasha [0:06:39]: We are missing out.

Dasha [0:06:40]: We are behind.

Dasha [0:06:41]: And the fear of being being behind is definitely a motivator for innovation.

Dasha [0:06:45]: And then for also teams who are innovating to get more budget or res sourcing.

Dasha [0:06:48]: Cool.

Dasha [0:06:49]: Yeah.

Dasha [0:06:49]: That's

Casey [0:06:50]: neat.

Casey [0:06:50]: We are in September, which is kinda like the New year.

Dasha [0:06:53]: I don't know for it

Casey [0:06:54]: for you for me.

Casey [0:06:54]: At least, like, September always feels more new year es.

Dave [0:06:57]: Yeah.

Casey [0:06:58]: Than New year New Year?

Casey [0:06:59]: Yes.

Casey [0:07:00]: So as you reflect on the last…

Casey [0:07:02]: I don't know.

Casey [0:07:03]: School year.

Dasha [0:07:05]: Yeah.

Dasha [0:07:05]: We're

Casey [0:07:05]: were along at a school.

Casey [0:07:06]: Yeah.

Casey [0:07:06]: The last school year.

Casey [0:07:07]: What is a win for you, your team in twenty twenty six.

Dasha [0:07:11]: Yeah.

Dasha [0:07:11]: So thank you for telling me this question in advance.

Dasha [0:07:13]: Because now I have an analogy or a Metaphor to…

Casey [0:07:16]: Oh, heck.

Dasha [0:07:17]: So I grew up in California.

Dasha [0:07:17]: Yeah.

Dasha [0:07:18]: And for my whole life in california, there was this fear of the big one.

Dasha [0:07:22]: And the big one, California, if you don't know if it's on the San Andreas fault, which is a meeting of two t ton plates.

Dasha [0:07:27]: And the big one, quote unquote is when these two t plates are gonna shift and create a very life changing or earth changing earthquake.

Dasha [0:07:35]: That would be very bad for many people.

Dasha [0:07:37]: And that was a something that was always on my mind.

Dasha [0:07:39]: Oh, the fear of the big one that's gonna really shift and change California forever.

Dasha [0:07:43]: And so whenever a small earthquake happened in California.

Dasha [0:07:46]: But does not affect lives, maybe affects property or buildings, but is small enough to not be, you know, life altering.

Dasha [0:07:52]: Geo are very happy about it because it is not the big one.

Dasha [0:07:57]: It's releasing a little bit of tension from the two t plates moving.

Casey [0:08:00]: Does that delay the yes.

Casey [0:08:01]: On cutting delay the big one?

Dasha [0:08:03]: Oh, delay is or prevents.

Dasha [0:08:04]: I'm not sure.

Dasha [0:08:05]: Okay.

Dasha [0:08:06]: But there's always a relief.

Dasha [0:08:07]: It's like a attention has been lift did.

Dasha [0:08:09]: Yeah.

Dasha [0:08:09]: These two t plates.

Dasha [0:08:10]: So something that I'm really proud of with my team is that we've done those little dissolving in little earthquakes for ourselves to disrupt what we've been doing this whole year.

Dasha [0:08:20]: Every week, like, we're not waiting for the big one where someone comes and says, what are you doing with Ai?

Dasha [0:08:25]: Like, every day my team has been disrupting how we do things or changing or building something new to make sure that tension is released gradually rather than having a big, you know, shake up in a year that that really changes everything that we're doing.

Dasha [0:08:38]: So I like to keep the disruption going because it actually helps keep consistency going so that we're never behind enough, where a big one happens in a huge shift, you know, really changes everything that we're doing.

Dasha [0:08:48]: So I'm very proud of for nineteen.

Casey [0:08:51]: That's a great metaphor.

Casey [0:08:51]: A stunning metaphor if I may.

Casey [0:08:54]: What steps did you take?

Dasha [0:08:56]: Yeah.

Casey [0:08:57]: To set up an environment where you can do that.

Casey [0:08:59]: I feel like there was this moment in Ai where, like, if you were using Chad and had set up some, projects.

Casey [0:09:04]: Like, you were making it as a marketer and you could say, like, yeah, like, I I dabble.

Casey [0:09:07]: Yeah.

Casey [0:09:08]: And then there was almost like, overnight this shift where Claude came out, and then it was…

Casey [0:09:13]: If you're not in cloud code, like, you are immediately behind and why don't you have twenty agents running your business, Exactly.

Casey [0:09:18]: For me that meant, I really needed to throw myself into Ai so that I could teach my team cloud code.

Casey [0:09:24]: What did that look like for you?

Casey [0:09:27]: Yeah.

Casey [0:09:27]: To be able to say, okay, Like…

Casey [0:09:29]: I want everyone on my…

Casey [0:09:30]: And you were on a big team.

Casey [0:09:31]: Like, your team is is significantly bigger than mine.

Casey [0:09:33]: How do you bring So many people along on the Ai journey?

Casey [0:09:36]: Yeah.

Dasha [0:09:37]: I mean, you're a hundred percent right I think it starts with you.

Dasha [0:09:38]: You can't ask people to do things that you're not…

Dasha [0:09:41]: Don't know how to yourself.

Dasha [0:09:41]: Yeah.

Dasha [0:09:42]: Exactly.

Dasha [0:09:42]: And so you need to be challenging and disrupting yourself, which I…

Dasha [0:09:46]: Is definitely it's something that tech you just can't not do, but I think the resistance day I won't create action.

Dasha [0:09:53]: Like, you you have to just say, I understand that there are risks and and things associated with Things I don't know, but I have to at least try.

Dasha [0:09:59]: So it starts with you a hundred percent.

Dasha [0:10:01]: And then Snowflake did set up an Ai accelerator program where different Ai adopters on different teams got together within marketing every week to talk about how are we accelerating adoption within the entire snowflake marketing team.

Dasha [0:10:13]: And then what projects are we going to kind of flush out and escalate to leadership to say this deserves, you know, time with dedicated engineers and members of the data team, we want to get managerial buy and get C suite buy in to get these projects done.

Dasha [0:10:28]: So we did those two groups really early.

Dasha [0:10:31]: We started early last year making those two groups happen and ensuring that, not only do we have, like, bottom up transformation.

Dasha [0:10:37]: Everyone who's using different tools and innovation, but also top down transformation to say, you know, how do we replace this whole system across multiple teams that will really impact how we do things forever.

Casey [0:10:46]: What are some examples of the projects that you brought to the team?

Casey [0:10:51]: And they were, like, Heck yeah, let's put a dev on this.

Casey [0:10:55]: Yeah.

Casey [0:10:55]: Give it, like, a life of its own.

Dasha [0:10:57]: Yes.

Dasha [0:10:57]: One of them was it's not super flashy, but it's a a database washing machine.

Dasha [0:11:02]: So basically, we have, you know, our database and you have your database that it data expires by, like, twenty five percent every year marketing data?

Dasha [0:11:09]: Right.

Casey [0:11:09]: Because, like, people leave companies, like, phone number…

Casey [0:11:11]: That kind of?

Casey [0:11:12]: Yes.

Dasha [0:11:13]: Exactly.

Dasha [0:11:13]: Change emails, you know, yeah, Leaving companies is definitely a huge one or just, you know, the data is, like, it's students it's consultants.

Dasha [0:11:20]: It's all those things…

Dasha [0:11:21]: All those exclusion lists.

Dasha [0:11:22]: And so we needed kind of a washing machine for our accounts.

Dasha [0:11:25]: I love that term.

Dasha [0:11:26]: Yeah.

Dasha [0:11:27]: It was so fun.

Dasha [0:11:27]: Jeremy, who on our marketing ops team came up with that term.

Dasha [0:11:30]: Basically, we put in all our contacts.

Dasha [0:11:32]: And it sorts them into, like, this one just needs an email, like, and we're good.

Dasha [0:11:37]: So let's go purchase an email through one of our data management tools.

Dasha [0:11:40]: And then now it's been washed and cleaned in this one.

Dasha [0:11:44]: And this one needs four pieces of information, and it needs to be made marketable where it's not marketable So this one requires a little bit of a deeper wash, you know, delicate cycle, whatever it is.

Dasha [0:11:52]: But then let's go, you know, purchase those contacts.

Dasha [0:11:55]: And then it also sorts it by, you know, senior and buying groups within in the account.

Dasha [0:11:59]: So we're not just spending money on, Let's get all of our contacts up to today.

Dasha [0:12:02]: It's more like which of the most significant contacts what is the Ai recommendation for how we should update them, and then we can go purchase that amendment to those contacts to make sure they're complete.

Dasha [0:12:11]: This is so cool.

Casey [0:12:12]: So fine not just because it has a cool metaphor, but like, I hate laundry, laundry is the worst tour.

Casey [0:12:17]: Don't fight me on this.

Casey [0:12:18]: But this…

Casey [0:12:18]: I can get behind this table below.

Dasha [0:12:20]: What about dishwasher.

Casey [0:12:21]: You're you're you're fine.

Casey [0:12:22]: I mean I a dishwasher, loading a dishwasher.

Casey [0:12:24]: You don't have a dishwasher.

Dasha [0:12:25]: I do have a dishwasher.

Dasha [0:12:26]: Yeah.

Dasha [0:12:26]: I don't know.

Dasha [0:12:27]: For some reason, what about taking out the trash?

Casey [0:12:29]: That's a blue task.

Casey [0:12:30]: We have in my household a blue task and tank tasks.

Casey [0:12:32]: Fortunately, for me, recycling and trash is a blue test so my husband takes care of it.

Casey [0:12:36]: Amazing.

Casey [0:12:37]: But laundry, we each do our own laundry.

Casey [0:12:39]: And so, like, folding it is the worst part for Man.

Dasha [0:12:42]: Is your husband good at Laundry?

Dasha [0:12:43]: My husband is so good at Laundry.

Casey [0:12:45]: My husband throws everything in the washing machine together and it doesn't sort colors and says that that's, like, fake news and the only neat time you need to sort colors.

Dasha [0:12:53]: Yeah.

Casey [0:12:53]: Is when you just purchase something for the first time.

Casey [0:12:56]: Yeah.

Casey [0:12:56]: Colors will bleed.

Dasha [0:12:57]: So that's me.

Dasha [0:12:58]: Right.

Dasha [0:12:58]: You're the…

Dasha [0:12:59]: But you're luke.

Dasha [0:13:00]: You're my husband who's, like, I'm

Casey [0:13:01]: separate paying it.

Casey [0:13:02]: I'm gonna

Dasha [0:13:03]: make sure that it's, you know, wash properly.

Dasha [0:13:04]: I.

Dasha [0:13:04]: We have, you know,

Casey [0:13:07]: We have complimentary husband house husband maybe maybe.

Casey [0:13:09]: What's like another example.

Casey [0:13:13]: Do you have another example of a project that got by it?

Casey [0:13:15]: Yeah.

Casey [0:13:15]: We're a project didn't get by that you were excited about.

Dasha [0:13:18]: Oh, I haven't had one of those personally yet.

Dasha [0:13:20]: I think another one was how we communicate with sales.

Dasha [0:13:22]: So our field marketing team is incredible, and I'm I've been really lucky to be involved in all these projects even though they're not my remit necessarily.

Dasha [0:13:29]: Yeah.

Dasha [0:13:30]: In this Ai accelerator.

Dasha [0:13:31]: Our field marketing team, they run so many amazing events across the country all the time big and small.

Dasha [0:13:37]: So our field marketing team was making sure our sales team knew which events to invite all their people too?

Casey [0:13:43]: Are you hosting your own events?

Casey [0:13:44]: Or these are like.

Casey [0:13:45]: Yeah.

Dasha [0:13:45]: Yeah.

Dasha [0:13:45]: Field marketing team does events alongside sales, like, either at a specific account, like, a snow day is what we call it or larger scale events, but our dinners around town in specific locations, and our field marketing team is amazing.

Dasha [0:13:56]: So sales can now just go into our internal tool which is called Snow house Stuff like, I'm snowflake stuff like and say, you know, I have this person at this account, and I wanna invite him to an event in their area.

Dasha [0:14:06]: Which one should I choose and it it just prompts and recommends…

Dasha [0:14:09]: And then so says, like, do you wanna send this and then they can just send it through this tool.

Casey [0:14:13]: Sending is what…

Casey [0:14:13]: It's something physical or it's like an an a male invite.

Dasha [0:14:17]: Yeah.

Dasha [0:14:17]: Yeah Usually, like, a an email invite or pick up the phone and call them and invite them either one.

Dasha [0:14:21]: But it's just a way to easily recommend next steps for an account.

Dasha [0:14:25]: From a marketing perspective to a salesperson.

Casey [0:14:28]: So cool.

Casey [0:14:28]: Yeah.

Casey [0:14:28]: You are from the era of, like, you've been doing Ab since before Ai.

Casey [0:14:33]: Right?

Casey [0:14:33]: You said yesterday, you're doing it what for, like, five years?

Dave [0:14:35]: You've been in?

Dave [0:14:35]: Yeah.

Casey [0:14:36]: What is something that you used to do without Ai?

Casey [0:14:39]: Like, what is something you don't wanna lose now that agent Ab is here.

Dasha [0:14:44]: The sales connection.

Dasha [0:14:45]: I don't think there's ever a time and I don't think we should make Ai and excuse for not talking a sales one on one and talking about their specific struggles with specific accounts that they wanna get into.

Dasha [0:14:54]: Marketing and sales have historically been those two, you know, departments that are at least known for and not at snowflake like, but in general, kind of blame passing between departments, which is kind of why you'd be

Casey [0:15:06]: like, right and the.

Dasha [0:15:08]: So literally, spider when like, oh, it's your leads.

Dasha [0:15:10]: Don't know.

Dasha [0:15:10]: It's your follow up, and it's just not productive.

Dasha [0:15:12]: Like, it does not generate pipeline.

Dasha [0:15:14]: It's not productive.

Dasha [0:15:14]: So talking to salespeople and being in their conversation, making sure we're formed informed on their account strategy.

Dasha [0:15:20]: I never want that to go away.

Dasha [0:15:22]: And we can definitely do things to make the follow up better, but I never want that personal connection to be lost.

Casey [0:15:28]: Let's talk about twenty twenty seven.

Casey [0:15:29]: Okay.

Casey [0:15:29]: What is your big bet going into the next year.

Dasha [0:15:32]: Yeah.

Dasha [0:15:32]: So we are betting big on ai as a whole business.

Dasha [0:15:35]: We are automating more of our workflows, but then also augmenting how we do Apm.

Dasha [0:15:40]: So it's not gonna be the same same, but more, it's gonna be different and better.

Dasha [0:15:45]: But with all that automation with all of that change to how we do, you know, day to day activities, I wanna see what we can do different and better.

Dasha [0:15:53]: So this year we've experimented with things like account based billboards?

Dasha [0:15:56]: How do we put a billboard outside of, you know, an account in Tulsa Oklahoma where we're having a field marketing event that day.

Dasha [0:16:03]: And say, hey, we put that up for you.

Dasha [0:16:05]: As if the billboard was right there, and it was, like, we put this up to make sure that you saw us and and sometimes those activations are, you know, less expensive than most of our marketing campaigns.

Dasha [0:16:13]: So what are we doing that's new and then one to one an individual industrialization, and we've also run and filmed and produced videos with our CMO talking to other CMOs that calls out the company name calls out exactly their challenges and exactly our current place with that business, and we've had a lot of success with those businesses recognizing, oh, this is CMO to CMO.

Dasha [0:16:32]: She knows who I am.

Dasha [0:16:34]: I'm gonna email her we're gonna set up a call with the rep that's responsible.

Dasha [0:16:37]: So we're getting into new lines of business by doing it in different ways than we ever had before.

Casey [0:16:42]: Okay.

Casey [0:16:42]: Before we blow away, let's let's wrap this up.

Casey [0:16:46]: Casey, You're awesome.

Dasha [0:16:47]: Thank, Josh.

Dasha [0:16:47]: How are you.

Casey [0:16:48]: I am in love with you.

Casey [0:16:49]: And and this is obviously just, like, a taste of what Casey knows what she's talking about when it comes to Ab, and you did a podcast with Dave Yeah.

Casey [0:16:57]: On the Exit Five show.

Casey [0:16:58]: Yes.

Casey [0:16:58]: So if you want more of Casey.

Casey [0:17:00]: Yes.

Casey [0:17:01]: You should go listen to that.

Casey [0:17:02]: You're awesome.

Dasha [0:17:03]: It was a good episode.

Dasha [0:17:03]: And thank you so much.

Casey [0:17:04]: And then I attended your session and, like, Yeah.

Casey [0:17:06]: It was awesome.

Dasha [0:17:07]: I'm so glad you were there.

Casey [0:17:08]: I was there.

Casey [0:17:09]: I'll always be nodding I get your session.

Dave [0:17:11]: Yes.

Dave [0:17:11]: Thank you.

Dave [0:17:12]: Awesome.

Dave [0:17:12]: K?

Dave [0:17:13]: That's a route.

Dave [0:17:14]: Thank you.

Dave [0:17:14]: Hey.

Dave [0:17:19]: Thanks for listening to this podcast.

Dave [0:17:20]: If you like this episode.

Dave [0:17:21]: You know what?

Dave [0:17:22]: I'm not even gonna ask you to subscribe and leave a review because I don't really care about that.

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