Preparing for Tech Conferences With a PR and Marketing Partner

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I’m Eric Chemi. And this is Politely Pushy. Welcome to Politely Pushy, folks. I’m your host, as always, Eric Chemi. Today, we’re talking about

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conference season. It’s early in the calendar year. It’s that time of year again as we approach spring where all the big technology conferences are about to happen, are happening. If you’re thinking about them, you’re probably too late at this point. If you’re trying to

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get ready, you should be ready to go in terms of what you’re trying to do, what you’re trying to accomplish. So, to talk about that, I’ve got two of my favorite BoSpartans here on the program, Emily and Caroline. Thank you both for joining me here today.

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>> Thank you, Eric. I’m sure you say that about all of your BoSpartan guests. >> I actually I actually don’t I think it’s the first time I said that, but now now they’re going to go back and say, “Well, he didn’t say that we were the favorite.” So, I feel like I’ve known

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you two very long, I think. You know, in terms of in terms of being here. So, um, let’s talk what what are you two doing right now? I’m sure you’re busy with clients getting ready for the big conferences, right? And and are there any particular ones that you are excited

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to go to? Is there a particular type of client that you’re excited? I won’t call in any one of you, so whoever is most excited can jump in to answer. >> Go for it, Caroline. >> Nobody wants to answer the question. >> I can jump in here. So uh Nvidia GTC uh in San

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Jose every year is always a big one for our deep tech enterprise AI clients and uh I’ve attended in person and also supported it virtually for clients in terms of staffing briefings supporting their panels getting uh eyes to the booth and I would say you know each year

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it grows bigger. the uh last time I attended in person, it was kind of a Taylor Swift era of uh Jensen presenting to a super dome of his keynote panel and uh you know photos were being taken everywhere and you know everyone’s you know onto his last word. There were

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special effects. I there might have been smoke and mirrors at one point. And I think, you know, it’s compartmentalizing that, getting them ready to stand out in an ever increasingly growing conference and a room full of other, you know, companies and clients who also do

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something with AI and also have partnerships with Nvidia. So, I think, you know, prepping them for what we can share that’s creative, innovative, and get the attention of the top tier media that are there and also have very packed schedules. I’m also excited because um RealSense,

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who I’m going to talk about and and the work we did at CES, um they will be at SXSW this year. So we’re deep in planning um executing against our strategy and really thinking about how uh you know tech solution provider can stand out at this more you know

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consumerforward not necessarily super techy type of conference and what that looks like. >> How do you deal with that? Because sound bites is such a weird one, right? Where they’re it’s music but it’s tech but it’s >> current events in politics and it’s

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celebrities and and all these tech startups want to be part of it. >> Do that one feels to me like you can make a lot of mistakes as a brand for understanding why are you here? What are you trying to accomplish? How do you measure success? And do you walk out of

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the week thinking I did connect with the right tech journalist or eh we just spent a lot of money and had a good time? >> Yeah. Yeah. Those are great questions and and things that we’ve considered when putting together the strategy. I think, you know, we had a successful

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strategy for CES and what we’re doing with SXSW is really thinking more about that everyday kind of consumer and the attendees of SXSW because we know the people that went to CES, they’re looking for the cool tech, right? They’re looking

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for the humanoids, the robotics, um those types of conversations. The people coming to SXSW may just be looking for a good concert. So, how do we get >> Right. You’re just in the way. A total vibe killer. Yeah. >> Right. So, it’s like how do we get

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people involved and interested in RealSense because they’re moderating a panel and of course we want reporters uh to come and cover them as well. But I think SXSW is a great example of yes, we want media to cover RealSense and what they’re doing at SXSW

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but this is also a big chance for influencers, right? How are we connecting RealSense with influencers at SXSW to really bolster their appearance and make people care? >> Yeah, I attended SXSW last year as a consumer, not for a specific client. And

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obviously polar office and going from, you know, Santa Clara to Austin, Texas for the first time with one of my colleagues here, Jess. And, you know, it struck me that was very different than any other conference I’ve been to is if you don’t have like an activation or,

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you know, some kind of outside event that you’re hosting, then, you know, it’s not really going to fly and catch attention. I mean, there was very little brochures to be had compared to the average tech conference I’ve been to. And a lot of it was focused on like the

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afterparties are connected to the music, you know, movie premieres, culture, and intertwining kind of all of those elements uh within tech to get the attention of the reporters attending. >> You went for fun. You just went >> We went for Eric. So, we were here uh on

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business and had some great conversations internally. also, you know, attended a few good concerts, ate some good Austin food in the meantime, but that’s neither here nor there. >> Did Did you actually get anywhere with that? I’m curious that you mentioned

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that. So, you went there for a different purpose. Was the mentality there able to get people thinking about those things like, hey, let’s talk about business or was that an uphill battle? >> You know, it it was more casual, I would say. So a lot of the proc were meeting

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with you know they were hosting a happy hour or you know something before or after the event and you know wanted to sort of mingle there with their networking. Uh I think a lot of you know the leg work was also just done via LinkedIn in the weeks leading up to it

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before reaching out to ones that we aligned with had worked with similar companies checking in uh on their plans and we also made a very curated list between us of Austin places that would be great for prospecting because I think that’s another key element of it too.

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you clearly don’t want to be in a dive bar. And you know, sometimes a Michelin star restaurant is a little bit much for having that first conversation with someone you might want to work with. So, uh, we did our due diligence there and making sure we were finding spots that,

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you know, felt attainable, you know, had a casual atmosphere, but also that, you know, we could get down to business and, uh, pull up the PowerPoint if needed, as much as everyone loves that. So in in either case, right, whether it’s something that’s deep tech or it’s

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southby or everything in the middle, how do you try to tell clients like this is what success is looks like? What does it measure? How do you measure it? What does it look like? Are they usually telling you here’s what we want to get out of it or is it you’re telling them the success?

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What’s that conversation like before the conference? I think uh usually when we discuss you know events with clients and you know this is something that is planned out in advance just because of the budget they’re very expensive to attend conferences let alone demo especially at

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these larger conferences. So I think once the budget is set that they’re going to exhibit most clients first and foremost are there to get customers right that is where their hat is and then they they you know tell us hey we’re doing this you know see what you

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can get but it’s really our jobs to explain how we can really get that ROI on the spend at the conference because PR and social and all of our integrated approaches all ladder back up to that customer acquisition anyways. But I think a lot of clients are really stuck

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at this is a opportunity for us to be um face to face with a potential customer, give them a demo and get that lead. They’re not really in the mindset until they talk to us about how can I leverage this for social, how am I leveraging this to get a feature in uh you know the

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publication that we’re really targeting and it’s our jobs to educate them and tell them the strategy as to how we do that >> right because there is a little bit of a energy pie right or time share pie like okay is my executive going to spend spend time trying to hit up possible

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customers or are you going to drag them around to meet with media and if their time is limited I can see them thinking well if I only talk to me if you got me you got me 50 meetings with journalists that might not be what I want because actually then I have no time to talk to

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prospects there like I can see that push and pull. >> Yep. Yep. And I think it’s always the case that we would recommend multiple people if if you have a booth and if the budget is there being there and letting the product people be at your booth and

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reserving that c-suite for the thought leadership for the interviews if possible if that’s within budget like I said earlier we know that these conferences keep growing um in cost but uh I think that would be our recommendation as to how to play that

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and then of course the CEO take certain meetings with prospects as they come up, but really focus on those media interviews. >> And to latter on to Emily’s point, you had asked, you know, about KPIs and setting client expectations. I think something that also happens a lot is

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clients timing big products or launch announcements around these major conferences, which is a great idea. I think the thing we’re often going back and forth with is getting enough lead time before that conference to adequately pitch reporters and media

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under embargo because there’s a strong chance that at many of these big tech events there’s a lot of companies announcing new products or offerings. So those you know two to three weeks before the event I would say at a minimum are really crucial in terms of you know one

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setting up some of those virtual briefings getting the tech specs anything that the journalist needs uh because I think sometimes there can be this expectation of you know day of feature coverage on the first day of CES for example and you know that doesn’t

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come to be by chance it’s often weeks of preparation and back and forth uh with reporters to one you know get them to the booth but also get them what they need that ultimately lands that that kind of feature story. >> Yeah, that’s a good point. Like a lot of

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companies may not realize that when you see that day one big story, none of the work happened that day that that’s been ready to go for weeks, right? This was just timed to click, you know, click publish on day one, but the the work was done, the interviews were done,

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everything was done way in advance. And I can see why maybe someone who’s less experienced in that in that game might think, hey, where’s my big coverage? You know, we we got here yesterday. Where’s my coverage? I also want to add that we had uh interesting situations with my

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clients RealSense and then our cyber security client Exceed um where neither client had a product announcement but still wanted coverage at these conferences. So we deployed a thought leadership strategy um for RealSense which I’ve talked quite a bit

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about. Um this was a thought leadership strategy um where we offered the CEO to discuss you know the future of humanoids and robotics. Um, luckily the CEO was at the show. Um, they did not have a booth, but we offered reporters to meet with Nadav, uh, the CEO of RealSense at one

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of the humanoid customer booths to give them that visual compelling reason. Um, and we were able to secure a Bloomberg interview by doing that just based off of thought leadership. They did not announce in a product at CES. And Exceed is really interesting and

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compelling because um we also recommended that we do outreach around CES. Now exceed did not attend CES nor did they exhibit at CES and we still land you would have seen them at all. If you walked into the in the halls you don’t see their name anywhere. >> You don’t see their name.

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>> Okay. >> However, the CEO is based in Las Vegas. >> Okay. So we were able to do thought leadership outreach about the future of cyber security and namely I think what was similar in both strategies is that we went to reporters uh not just saying hey come meet with a CEO they have

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thoughts it was this is what’s happening within CES um but let me talk to this um CEO at this company about what that means outside of CES. outside of the trade show. Let’s broaden the scope because we all know what’s happening within CS. You’re already covering it

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and I’m going to let you talk to the CEO who can explain what that means after the conference >> and that worked? Yes >> that that why do you think that worked? I think because a lot of people are taking the other approach of product announcements, what’s happening at CES

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and not coming from that bird’s eyee lens of what does this actually mean once we leave the conference and the lights go down? How do you get anyone to stand out right when we there’s hundreds of companies presenting all these logos all these names all these product announcements

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and journalists are completely overwhelmed and and I know when I when I was a reporter my goal was to find and a lot of times it was find the biggest companies that I could get access to right whereas the little companies are trying to find me and everyone you know everyone is always

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like trying to go to the person that doesn’t want to talk to them, right? So, I’m going to the giants, but the giants don’t want to talk to me because they’re too big for that, right? They’re like, “We don’t, you know, you’re just getting in the way.” The little companies want

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to talk to me, but I don’t want to talk to them because they’re getting in my way. And so, how does how do you play that game where there’s endless I mean, there’s so many big company logos that are household names that even they’re not going to get that much attention, right? So

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what’s the playbook, right, for especially our our companies are typically these upandcomers or startups. They’re the Davids against Goliaths, right? We’re taking on giant tech in a lot of cases. So it’s so overwhelming, right? And let’s say someone the reporter is there for

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three days, right? How many stories can he possibly do in three days? You can’t write that many, you know? So, so how do you even begin that conversation? How do you decide this is the angle that I’m going to mention? this is the way I’m going to present this company so that

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it’s not just one of 50 pitches they’re hearing. >> I think especially when it’s something like CES, you know, the big major companies, I would say I see a lot of reporters, you know, making their way to the booth that first day, but day two, day three, even day four, that’s really

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prime time for startups and some of the ones we’ve been supporting. And a lot of these reporters are looking for covering the most emerging, the most innovative, the most interesting. sometimes even the most wacky tech that came out of CES. So, we really saw an opportunity. I

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think another thing that can be great is when this is possible planning to be around or near big name booths and kind of the overflow that can then be corralled uh to your booth as well. We uh by chance had CES come and they were filming a little bit by our clients

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booth displaced and we were chatting with them. Uh and I Justine, who’s been one of my favorite YouTube reviewers uh who’s had a channel for over 20 years, uh ended up coming by and doing a segment with CES hosts uh at the panel, filming it, putting on uh on the social

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channels for CES network. And uh it was funny because the girl at the booth across from us came over the next day and she said, “How much did you guys pay for that?” And we said, “Nothing. We just started talking to them.” So I think people really do underestimate

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like the human element of it all and just being able to be personal, not talk to someone like a sales stick and like really knowing your elevator pitch without making it sound like an elevator pitch. >> That’s good. I like that story. Emily, I I thought you might answer something, so

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I was going to let you jump in. You you thought I was going to answer something? >> Yeah, I didn’t want to cut you off. Yeah. >> No, no, no, no. Um, yeah, I haven’t been to a trade show in a couple of years, so I think that’s really uh a great story

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of what it’s like. You know, I haven’t been lucky enough to go to CES yet. Um, but I’ve been to a couple HR tech conferences and completely agree that the human element really wins. Um I I believe I wrote actually after it was HR tech um a blog about how you know one of

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my tips to stand out at a conference is to have a prop >> because I was walking and this wasn’t intentional. This was just something I discovered was at a booth I won this life-sized teddy bear. Okay. So I won it just by going to a booth and like spinning their wheel, right? I won it

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and uh you know I have uh a young son so I’m like I need to bring this back for him. So I was toting it around. The amount of people that stopped me to talk about this teddy bear in my arms was more than anything I could have done on my own fruition. um it just naturally

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generated something for people to talk to me about and I would definitely say is just like a very like piece of lowhanging fruit is like you need to stand out whether that’s through what you’re wearing if it’s a prop. I’m not saying go get a life-sized teddy bear,

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but that was a very easy way for people and myself to start up conversations on the floor of that conference hall. I thought the lesson was you should get a life-sized teddy bear. That’s what it sounds like. >> You should I I will tell you my son does

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not play with it. It was not worth the baggage fees. Uh but I >> Yeah. Yeah. >> I dragged this thing and brought it back. >> But should you bring it should you actually bring that teddy bear with you or give it to Caroline or whoever’s going to the next conference? Should

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someone just walk around with that all day? >> Yeah. I I I mean, you know, the logistics of that these conferences are are so big and everything, but I was shocked. It’s just like there’s so many people and it’s it’s what we teach in PR and and what we’re talking about today

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is like how do you stand out? And I think outside of the strategy, there’s some lowhanging fruit like and I’m not saying it’s all low hanging, but like what Caroline said, location, being adjacent to having something stand out about you on your person or at your

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booth. um that invites conversation at these conferences. >> How do you do it in a way that’s not just so you know sticky right where it’s like okay they’ve got all the the basic stuff we see that are attention seeking for for the fake purposes of being

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attention seeking. How do you advise someone to say let’s do something that is meaningful that’s going to get you the right kind of people into your booth and not random people that are going to waste your time. Right? Because then then that that becomes a detriment because I’m

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sure you’ve heard a lot of bad ideas from from customers or from clients like, “Hey, we’re thinking about doing X in our booth.” Right? I’m sure there’s there’s some bad ideas you think, you know, maybe there’s a better way to do this. >> I would say definitely making it organic

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to the client. And I would say we see a lot of I would say especially like newer companies, they want to invest, you know, their yearly advertising budget onto something big and splashy at CES. And and you know what I would say and this is true though is that investing in

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the product, you know, this is a one-time thing. You may get some, you know, clicks and mentions, you know, on the CNETs or some of these viral headlines, but what ultimately people want to see, especially if they can, is putting their hands on the tech, being

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able to demo it, being able to feel it, being able to see the features. I mean, having people that are there, whether it’s, you know, the CEO or an engineer that can really nerd out and dive into why this tech is new and different and better than anything they’ve ever seen

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are are especially uh crucial here. And I would say too is, you know, we consider seeing more and more of just purely paid advtorial media opportunities when pitching for conferences. So, I would say like the earned windows are getting smaller. So finding, you know, that sweet spot of

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letting them be hands-on with the tech and, you know, testing out for themselves is really more critical than ever. >> What about Oh, go ahead and >> I was going to say and you know, we have a great social team and um you know, Skyler is part of the social team for

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RealSense and Exceed actually. And I think part of uh getting people to your booth at your conference comes back to social media. You know, I I see so many posts on LinkedIn of people that are just saying, “I’m gonna be at CES booth number 708. Stop by.” I >> Nobody’s stopping by.

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>> I’m not stopping by. I’m not stopping by. Okay. >> Now, what would get me to stop by? If there’s something visually compelling and interesting or a reason for me to want to engage and actually stop by that booth, right? if I see it on social media, if it’s targeted to me on social

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media, uh you know, maybe through a paid campaign, but you know, simply just saying stop by. I I see stop by this booth number from every person on LinkedIn about a conference. It needs to be more than that. We have to move past that and actually give me a visual, a

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video, something compelling as to what I should go in person to see and experience or some sort of engagement tactic, you know, as to why I need to actually make time in my day to stop by your booth because it’s not cutting it right now. >> Let me write down your five-digit booth

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number and go look for that in the directory. It’s funny you mentioned social because that was going to be my next question is what should companies be doing say during the conference on social but part of it is before part of it during and part of it is after. What should

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their messaging be to maximize the fact that they were there or like your Las Vegas company that wasn’t even there but they’re kind of around it. They’re on the periphery. All of this has to happen because if you just show up and you’re not getting some public

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visibility from that, then you’re wasting the opportunity. >> Yeah. Um I don’t know Caroline if you have any thoughts, but I think there needs to be a large strategy leading up being at the conference um and then postconference. And and what we know about social media, no matter the

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platform, is that the human experience is what gets the most engagement and clicks. Um >> as opposed to like a product video or something, >> right? You know, like I I hear from our social team all the time that, you know, the engagement rates skyrocket when

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it’s, you know, an employee profile or a customer profile, something that involves a human. So I think um you know outside of the visually compelling aspects of the booth or the product having that human experience attached to the social media um you know I’m not the

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social media expert but that’s what I think would uh really set you apart in conference season especially if you’re commenting on other tech or stories that you’re seeing not being so self-promotional because everyone at at the conference is trying to be self-promotional

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>> right? Maybe it’s like here’s what you missed today or here’s what I found interesting today or here’s here’s someone who stopped by our booth or here let me go to another booth and and you know talk about that like I can see how human activity during the conference

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could add a lot of value or like just three things we found interesting today or post something like that. Yeah, >> exactly. Um >> and something that doesn’t seem as self-serving um by nature and really shows that like hey I learned some things. I’m a person too. I attended

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this conference and I learned a few things today that I didn’t previously know that I want to share here today >> or I missed like we can only go to so some small subset of the conference. So maybe maybe they’re posting something that I didn’t get to but at least I’m

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going to their company’s social media pages to find that information. So I could see some value in in that approach that you’re talking about. >> Yeah. And just really having that thought leadership I think is what it comes back to through throughout all the

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social media strategy. um is really honing in on that messaging and making it applicable to um you know the conference and and the season. But go ahead Caroline. >> I was just thinking you know social media can be a really great tool I would say especially with conference hashtags.

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I you know often use it even in just general pitching to get a sense of you know what reporters are working on, what topics they’re excited about, any source requests. And so we found, you know, a lot of attending media that way and gotten intel on specifically what

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they’re looking for and assigned a pitch this year and that’s been tremendously helpful. But on the client side of things, uh, we saw Displaced, they did a lot of behind thescenes background of like building the products and posting those short little video clips on

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LinkedIn and on Twitter to give people a peak of what they were working on. And to Emily’s point of not feeling like a sales stick, it also does give you the human element that people are looking for of the people behind the tech. it’s a small startup that’s scaling. It’s not

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a no-name uh that’s you know manufactured offse and you never really see the behind the scenes of the product. So I think that really made them stand out and some of the video they actually posted on social were then used by reporters and some of their

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coverage. So I would say you know that’s an example of using social well in the weeks you know leading up to and during the event. >> Yeah. Yeah. Um, what what final takeaways do you have in terms of a mistake to avoid? You know, maybe they’re personal mistakes of I

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didn’t pack the right thing or I wasn’t ready for this kind of event or or for some company who’s on a first time like we’ve never we’re a new company, let’s say, or we’re new to the to the conference circuit because let’s say we’re like two or three years old in a

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startup, for example, and we haven’t done this. What are some real basic takeaways to remember and basic mistakes to avoid? >> Hm, I would say I would say just in general um wear comfortable shoes for the for the ladies. It is not a heeled event. Uh

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your feet will be killing you by the end of the day no matter what you’re wearing. So treat your feet nicely. Um I would say the biggest mistake and this is coming more from a PR perspective but I think it can be insightful for clients as well is that a conference is you know we work

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remotely. So a conference is really a human event and that means from a PR perspective that like we’re on the ground. This is no longer I’m emailing the reporter. This is like we are tracking them down on foot to try to find them in real time to bring them to

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your booth. And so we need our clients and partners to be just as agile as we are. So that may mean following us to, you know, this coffee shop on a moment’s notice because, hey, something came up with the reporter. They got a chance to talk to Nvidia. They need to meet now.

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Let’s go. We got to run. um just being ready for almost anything and and in person on the ground uh running at any moment because you have to catch these reporters in person. It’s it’s no longer emailing um and and calling and texting >> literally running and grabbing their arm

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and dragging with you. >> It is it’s a physical sport and let’s let’s train like it. Be prepared. Yeah, >> I’d agree with Emily. I was the only one at CES that thought to bring shoe inserts and I have to say it was a a real game changer in terms ter terms of being on my feet.

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>> My rivals are collapsing on the ground while I keep powering through with these shoe. >> That’s how she got the media. She was able to outpace them all. >> Yeah. I mean, you gota it’s like running, you know, a track meet, Eric. I was going back to high school to corral

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that reporter by the broadcast booth to make it over. I’m half joking there. But I would say in terms of, you know, things for clients to know, big takeaways are that, you know, the Wall Street Journals, the Bloombergs are, of course, the big shiny things, uh, nod to

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your background there as well, Eric, but also don’t discount the trade relationships you can build there, the trade coverage, because when it comes to where your competitors are being featured, where your stakeholders are reading, and getting those thorough,

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detailed product reviews that dives into all of the specs that, you know, compares it to products on the market, those are incredibly critical, and it’s often those pieces that lead up to getting that slam duck Wall Street Journal t-shirt even though it might seem

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like it just goes from point A to point Z immediately. So I always try to encourage you know my clients to make that time for some of their friendly the people that have been you know following or covering them for years because it really is a trickle down effect with

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media and you know it a lot of layoffs kind of across the editorial landscape. I would say you know now more than ever really foster those relationships as much as you can. I agree, but the the trade media is much more dialed into your kind of tech. They’re much more

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dialed into your industry, your sector. They’re going to write a much more accurate and thorough article. And then people like me floating around in at at top tier media are like, you know, I could talk about this. I could talk about something else completely

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different. And and our definition of an industry is much broader than what a trade journalist would do. So yeah, you definitely want to get that clearly written accurate coverage from a trade journalist and then kind of graduate yourselves up to, okay, if they

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understand you in in the trade pubs and they can accurately define you and they can give you a lot of press, then you can work your way up to big. Hey, we’ve won our, you know, it’s it’s sort of like a like a playoffs like we won our conference, now we’re ready for

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we’re ready for the big national tournament here. So So I think you’re right. You can’t just try to get the big guys because there’s too many things at a conference that they could be looking at. Whereas where your specific subsector journalist will I think I

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think spend more time like I think spend more time and want to take that meeting want to play with your product want to sit down you know maybe maybe for them it’s like okay if your CEO is not around it right now I’ll talk to the product person here I’ll talk to someone else

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here whereas maybe a someone like me would have been like I’m only talking to the CEO right like I’m not talking to anybody else. So, I do think you’re right. You can’t you can’t ignore all of those levels. >> And I just wanted to add Oh, go ahead. >> No, you go ahead.

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>> Emily goes Emily goes first. >> Okay. I was just going to say, speaking of those trade friendlies, uh we actually had a case with SHL, an HR tech client, and this doesn’t necessarily relate to a conference, but we had a friendly who wrote about them frequently

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and was a reporter for an HR trade. Well, given the media landscape and all the layoffs and shifts, she moved to Financial Times. She is still tapping us for H for SHL because she knows exactly what they do, their thought leadership, etc. So, you never know where these

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industry folks are going to land because she landed in Financial Times and now we have Financial Times consistently knocking on our door because she covered us so much in trades. >> Yeah. Ex. You never know. There’s so much movement. I think about all the

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people just from the Bloomberg and CNBC newsroom that have gone off to all other kinds of newsrooms, right? They’ve either come from different kinds or gone to different kinds. There’s there’s such a diaspora, is that the word? Right. They they move around uh and go to different

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places just like your example. But Caroline, you were going to say something. Well, I was just going to say I think you know a trader reporter will be the first to call you out on your bullshit and I actually think that’s a really healthy thing because they are so

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deeply ingrained in the industry if you’re not the first to launch a specific feature. If your competitor has announced something similar last week, they’re going to tell you that. And I think that can be really healthy conversations. And I’ve seen it happen

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in real time with executives where they’ve actually improved products or tailored messaging based on the conversations they’ve been having with trade reporters. And I think, you know, it keeps us honest. It keeps us accountable and keeps us on our toes as

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PR pros to really understand, you know, the tech behind what we’re pitching and being able to portray it, you know, in a creative, interesting way, but also accurately to, you know, the industries we’re reaching. >> Well, it’s going to be a busy year for

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you two. Good luck with good luck with all of this. Thanks for the time today. >> Thanks, Eric. >> Yeah. >> Thank you to my guest and thanks for listening. Subscribe to get the latest episodes each week. And we’ll see you next time.