51ºÚÁϲ»´òìÈ

Transcript

Let’s go ahead and kick things off with a quick poll. How familiar are you with interactive webinars? Go ahead and just click your answer when the pop-up appears.

And I’ll give you a couple seconds to answer.

All right, let’s go ahead and see the results.

Great. So a lot of you, there’s a mixture. You’ve either seen a demo or you’re brand new to it, which this webinar will be great for you. So let’s go ahead and kick it off.

So, like I was saying, hi everyone, I’m Maria Torres.

Welcome. I’m a Senior Director of Marketing Orchestration at MRM, and I’m excited to share our journey on how we help transform our clients’ webinars from static traditional sessions into highly interactive and personalized experience, leveraging Marketo interactive webinars. I’m a two-time Marketo champion with over 10 years of experience in marketing technology and CRM and multi-channel strategy. I’ve had the privilege of helping brands implement scalable marketing solutions. And today I’m going to walk you through the challenges that some of our clients faced, how we approach them, the results we’ve seen, and most importantly, how you can take these strategies and apply them within your own programs using interactive webinars. You’ll be able to see some of the great features and tools that we’re going to be talking about today, because today actually we are using interactive webinars. So if you like the layout, you like how the flow and the transitions, feel free to ask questions as well. But we are currently using interactive webinars for this webinar, so it’s a great way to be able to see some of the features.

So let’s start with the reality that we were facing.

Many of our clients ran webinars that suffered from high drop-off rates, which you might be experiencing, low engagement, and little to no actual insights. Their audiences were tuning out. They didn’t just want presentations. They wanted a real conversation, which reflects now to the evolution of webinars if you think about it.

They’re turning it to more dynamic and more interactive experiences. Before adopting interactive webinars, some of our common challenges included either some third-party manual imports and exports. There was difficulty tracking real engagements, like who asked a question or answered a poll. There was budget inefficiencies, managing two different platforms. There was static follow-ups that didn’t really reflect the attendee behavior. So we knew that something did have to change.

And before we dive into why we decided to change, we’d love to hear from you. What’s your biggest challenge with webinars today? Go ahead and select and answer in the pop-up just to see what your – everybody has different challenges, right? We mentioned import and export of data, real engagement of attendees, but we’d love to be able to hear what your biggest challenge is.

And I know it varies, but we’d love to be able to hear and see some of those insights.

I’m going to give it a couple seconds.

Thank you. And as you can see here, so a lot of it’s all of the above, right? So getting people to attend and keeping attendees engaged, following up effectively. So we’ll be covering quite a bit of these. So let’s go ahead and dive in to why we decided to give interactive webinars a try.

We decided to try Marketo’s interactive webinars. We were hearing the buzz, right, of it coming out with some of the great features. So we decided to give it a try for some of our clients, partly out of curiosity because, you know, all of everything we were hearing, but mostly because we did need a better scalable solution. What started out as an experiment quickly became more of a new standard for our clients and for us.

Here’s what we found. We found that we were cutting webinars, the webinar builds and QA time by 30%. Our engagement data was being captured natively and accurately. We eliminated the need for a separate webinar platform, which ended up cutting costs and saving budget. And most importantly, we could deliver automated, personalized follow-ups using real engagement behavior.

The shift even became more evident when one of our clients hosted a webinar using, they didn’t use interactive webinars, but what really sparked the interest was they had really high registration numbers, but more than half of the attendees dropped within the first 20 minutes.

So we weren’t able to get no engagement points, no polls, no Q&A, no clickable resources.

And as a result, we didn’t have any data to act on. So those follow-ups became more static. We transitioned that client to leverage interactive webinars, and the outcome was clear on the results that we saw. So we were seeing with that webinar when we transitioned, we saw a two-time higher attendee retention, we saw richer behavioral insights for our sales team, and then also a faster pipeline movement leveraging personalized follow-ups.

And we’ll walk through some of those personalized follow-ups and how you can leverage it in a couple later slides.

But we were definitely wanting to change those expectations, and we saw great results moving into and starting with interactive webinars. If you are currently using your webinar engagement, can you let us know how you’re currently using it? You can select some of the answers below just to see how you’re currently leveraging your webinar engagement data.

Are you importing that back into Marketo? Are you, and I can see people are answering that you’re currently not, you’re using it for reporting, and some of the engagement follow-ups as well.

Give it two more seconds.

And as you can see, right now there’s the top two are, you’re using it just for the attendance reporting, and then also for some engagement for follow-ups, which is great to hear. You’ll be able to leverage a lot of the data that if you are not using interactive webinars, there’s a lot of ways you’re going to be able to leverage, you know, apart from follow-ups, right? We’re going to talk about how you can leverage it with lead scoring, sales alerts. There are a lot of different ways that you are able to leverage it, even pushing them into nurtures. So let’s go ahead and start into how you can turn viewers into participants with polls. So it’s not just about, it’s not just about using polls, right? You can use a variety of different tools, but one of the great features that you’re currently seeing right now is the option to leverage polls throughout your webinar.

One of the simplest ways that we drove engagement was through leveraging polls. I think that’s a great way to start when you’re starting your webinar. If you’re starting to use interactive webinars, you have Q&A, you have polls, you have chats, you have resources. There’s a lot of tools that you’re able to leverage. With polls and the way that we leveraged it, our webinar shifted from one-way viewing to a two-way engagement. It unlocked valuable insights that power smarter lead scoring. In a recent webinar, we asked attendees to choose the soft skill that they valued most. So it was between active listening, confident resolution, time management. Not only did it break the ice, it also gave us valuable signals to personalize their experience. And I’ll show a couple of examples of how we were able to leverage that data. But leveraging that data, it gave us real-time insights and eliminated the need for manual syncing, importing the list over, do we need to create new custom fields, do we need to create a custom object to track the answers.

So leveraging it, you have everything within your Marketo program, your webinar program.

One of the ways we explore these features and we talk more about them, we’d love to know which stands out to you the most. We’re talking about polls. But what other resources are you interested in in interactive webinars that you’ve heard of? We have polls, we have Q&A, we have resources links, we have CTAs and chat. Which one do you think that you’ll be leveraging the most and would be useful for you? And as you can see now, the higher percentage they’re wanting to use, it’s between polls and resource links, which is great. And we’re using polls right now and I’ll show you how we’re able to leverage polls and the results from it, with the nurtures, lead scoring and personalized follow-ups as well. But it’s great to hear that the majority is excited to learn more about polls and using polls within your webinar, as well as resource links, which you’ll see towards the end as well.

So if you haven’t used interactive webinars and you’re wondering, how can I use a poll, how can I set it up? I wanted to include how you can set it up. So here’s how we set it up. First, you have to open interactive webinars in your Marketo Engage after you build your webinar program. Then you want to drag, you want to select the, we included a GIF, but we will include it. There are videos on how you can do it. I included screenshots. But when you do open it, you want to be able to select the three line object, to select the different tools that you can, the pods. You want to select the poll pod, and then you can start in writing your key, the key points in your session.

Next, you want to start planning on how often you want to schedule the polls to launch. As you can see here, we strategized on where was a good point to be able to ask our audience different questions, right, as you transition from one topic to another. You can try maybe every five to seven minutes for a larger audience. You want to maintain engagement, and it all depends on what your goals are. What data are you trying to capture, and do you have follow-up messaging that you want to leverage that data, right? Do you have nurture streams that might trigger that audience based on that action to enter? So it all depends on what you’re wanting. So definitely start strategizing on your webinar. So yes, you try to plan what you’re going to say, what you’re going to present, what are the key takeaways, right? But start leveraging what kind of data points you want to be able to gather and get out of, and where do you want to push them, right? Do you want to capture data that you want to trigger lead scoring, right, that you may need data that you want to trigger internal notifications? So start strategizing on what types of data points you want to be able to capture. Once you do have those outlined and placed, you’ll be able to gather that data, and then the system will do the rest. The responses are automatically logged within the program, and you’ll be able to leverage that data in your Smart Campaigns and your Trigger Campaigns.

So this is where the value truly comes in. You don’t just see poll data to observe, like we were asking before, you know, are you using it just to capture the attendees, the attendee behavior? Are you using it just to see who attended your webinar? Now you’re able to act on the data that you’re capturing. For example, if someone selected active listening, we immediately funneled them into a nurture stream, as you can see here, the example of how we use our data. So remember in the poll that I was showing earlier, if somebody selected active listening, right, for this one, we had a campaign set up that if they selected it, we were automatically triggering them to funnel into a nurture stream on communication skills. We didn’t need a spreadsheet. We didn’t have delays. Automatically after the webinar, after they selected it, we were triggering them to enter that personalized stream. It’s all handled through Smart Campaigns, Triggers, and Flows.

The example that you can see here, we leveraged the filter, so you can use a trigger filter to be able to activate it. And then also any criteria that you want to exclude. For example, are they current prospects, right? So the nurture that we had was only for prospects. We also have an exclusion list. So we want to make sure that we don’t want to be including anybody in our exclusion. So yes, you might have, you know, you can probably just use a trigger filter, but if you want to hyper personalize it, right, add extra criteria, you can. That’s the great thing about it.

Now let’s jump into how we leveraged engagement data to personalize follow-ups and feel-alike scoring.

Interactive webinars helped our clients move beyond static follow-ups. And I know you had mentioned in one of our polls, which is great to be able to see, some of you guys are using that data to hyper personalize those follow-ups. In this example that you can see here, you know, we were able to leverage if someone selected building trust in our poll, we were able to send them a targeted guide on client relationship building. Not only were we able to transition from a static follow-up, which you can see on the left side example, right, those were more of our static follow-ups. We were able to send them a personalized follow-up, but not just that. We were also able to increase their lead score. In this example, if they were selecting building trust, we were able to give them, we increased their lead score by five. Since the engagement was a strong signal of interest for our clients, you can also create lead scoring that is impactful for your organization as well. Again, you’re going to have to start thinking about what data points and what questions are valuable to you, and what is, you know, what does that engagement trigger? Does that, you know, not every question will require lead scoring, but you can leverage those polls, those Q&A questions to use that data into lead scoring.

So with that, with just one click of your audience, poll responses have powered segmentation and lead scoring, and personalized follow-ups. So this can be leveraged by both your marketing and your sales team.

Now, I want to follow up with personalized follow-ups can make a big difference. Are you currently doing it today? Please take a moment to answer the poll.

That’s great. I’m seeing that right now, no, but you’re one of the majority. Yeah, you know, there are some that are personalizing those post webinar follow-ups based on attending behavior, but the majority is not, but they’re wanting to. So definitely, if you’re going to be using interactive webinars, that’s a great way to be able to leverage those questions. Like I was mentioning earlier, you want to be able to strategize on what you’re asking and what data points you’re getting, right? By being able to leverage that, you’re going to be able to hyper personalize, and maybe you still have those static follow-ups, but you can hyper personalize nurture streams. So if you have key points that you’re asking key questions, and it’s targeted towards more of what they’re wanting or those personalized streams, you’re going to be able to bring them into those personalized nurture streams based on those answers.

Now, let me walk you through how we activated this in Marketo engaged.

First, we set up a smart trigger, a smart campaign trigger. In this case, what we used is if somebody responded to the poll and the poll response was, I’ve seen a demo, then that’s what let us instantly act on someone’s engagement in real time. This is how you can leverage this trigger in your smart campaign. So you’re able to drag that filter into your smart campaign, and you’re going to be able to select what those poll response and what they responded.

Then you’re going to be able on the, then you can add your extra criteria, right? So you can do if they’re prospects, if they’re only customers, if they are, you know, if you want to exclude the exclusion of your exclusion list, then you’re going to want to set up your low steps. You’re going to want to set up in our instance, we set up a send email. So we have a hyper personalized follow up email based on that response. You can also do you can also set up a two to three day to give them time to engage with that follow up email as well. So you can take it a little bit another step, right? And then if they are engaging with the content of your follow up, right, you can set up another step after the wait step is if they did engage. You can also follow up with a alert to your sales team and internal sales notification to be able to let them know that they’ve engaged with the follow up copy as well. What makes this so powerful and scalable is that you can use tokens and templates to repeat the flow across any webinar topic or engagement path. So your follow up is always relevant and fast. When we think about marketing and automations, right, we want to make sure to save time. We want things to go faster. We want to be able to automate. And that’s the great thing about Marketo interactive webinars is you’re you’re using Marketo engage and you’re using interactive webinars. You’re able to make things go a lot faster and automate things as well.

Another great feature that I would highly recommend is that you take advantage of Jenny. The new capabilities are generated webinar summaries. You have dynamic video chapters aligned with the interest areas, also intelligent follow up journeys based on engagement patterns. While we’re still testing some of these features for some of our clients, the potential to scale personalization with less effort is really exciting to be able to see and be able to leverage, especially for leaner teams. You know, you might have a robust team, but I’ve been on teams where it’s very lean. And so time, you know, everything gets pushed to see what’s prioritized. How can we hyper personalize? What can we take? What can we not? So being able to use Gen AI is a great resource for your team. I also provided I also provided a screenshot example of what it looks like. You’ll be able to see how you can see the summary section down below and the chapters on the right where you’re going to be able to see on the right hand side. You can see that you can see the summary section in the summary section. You can use the thumbs up or thumbs down to rate the summary and even flag issues with the with the flag icon. You can also regenerate summary to get a new version if you don’t like what it’s saying. So it’s go ahead. If you are currently using interactive webinars, definitely take a look at Gen AI and see how you can leverage, you know, summary and chapters to your advantage.

You can also use I mentioned that you can use poll responses to score to score smarter. So like I mentioned earlier, enhance your lead scoring, leveraging that data points. If someone answers a key poll question that actions added that that you can use as an action. Right. So it’s based again, it all depends on your strategy and the type of question that you’re asking. But if it helps them go, it helps your sales team. Right. You need to know what to prioritize. But you can definitely use it. And I created that example screenshots here on how you can use it similar to the follow up. You’re going to want to use response poll as a your trigger and you can you select the answer. Right. What question was asked? What is the answer? And then you can do a wait step or you can just add the score in the flow step. And then again, you can also decay score if you if it’s not what you’re wanting. Right. So if they’re not interested, right, based on that action, you could either increase or decrease that lead score as well.

I’d like to know what right now, what is your biggest webinar challenges today that you’re experiencing? And I’m seeing the majority. Oh, it’s between part tensions and to manual. And the great thing about like I was mentioning all of these resources. And I always have to say thank you, Mark. I know for these interactive for adding interactive webinars because it makes things what we’ve seen. Right. And what our clients were seeing. It was to manual. That’s what we were seeing. And being able to transition into interactive webinars, we’ve been able to automate a lot of the processes within Marchetto for our clients. So it definitely saved our time. It sped things up. And it also allowed us to hyper personalize their streams for their leads and prospects and even customers, because we also had some clients that had targeted customer webinars. So, you know, increasing lead scoring, decreasing their score, if we, you know, depending on the answer, we were able to automate a lot of the of the processes that we were doing before.

One of the other items that I also mentioned earlier on the internal side, we were able to also set up alerts and lead routing based on behavior. So I’m not sure if, you know, by the audience here, how many of you are leveraging sales alerts? But we were also able you can leverage that data to set up those alerts, you know, hand raisers. You can write about them immediately unanswered questions. You can flag for a follow up product of interest. You can send direct directly to the appropriate sales team member using webinars, using that webinar activity constraints can allow you to even get even granular with how those score, how you can score and how they’re routed as well. And so please take advantage of that. If you are going to be leveraging it, take advantage of that, because sometimes you can’t, if you’ve seen the sell, send alert, right, send an internal alert, you’re wondering how can you better use it? Definitely use it for hand raisers, unanswered questions and, for example, product of interest as well.

Here’s a snapshot of the results across our client base. We saw 30 percent in webinar built in Q&A time. Like I mentioned earlier, we had two higher two times higher attendee retention. We had a 40 percent faster lead routing. We had a three time we saw three times more engagement in signals that were captured. And then we also saw a 10 percent increase in sales release. Why? Because we were seeing hand raisers, depending on what questions we were asking. You know, we determined what was within our strategy before we started the webinar. What were those hand raisers? What were we going to capture? And because everything was within MarketoEngage, we helped our clients consolidate their tech stack and also reduce costs.

So now that we’re going to jump into what we learned and how you can apply it, I wanted to include five quick wins for your next webinar. If you’re starting to think about how you can get started, here are some fast five tips. So first, kick things off with the polls to set your tone of your interaction. Use engagement as fuel. So poll responses, clicks and Q&A are really, truly, if you think about it, segmentation goals. You know, when you think about how can I leverage segmentation? How, you know, how can I hyper personalize? Use them. Use those answers.

Don’t overcomplicate your follow up. Start with, you know, just a two to three pathway. Also, share insights with sales immediately. The context that drive, this is the context that drives conversion. So like I was mentioning earlier, your hand raisers, your quick follow ups, right? If somebody has a question. And lastly, treat every webinar like a test. Definitely, you know, have a hypothesis. What is your strategy? Measure it, adjust and improve. What did you learn? As sometimes you have several webinars, but take time to really see those insights, especially if you’re saving time. Now you’re going to have that time to be able to see, okay, what can I test? What can I perfect? You know, what can I do? I also wanted to wrap up. I wanted to include some key takeaways and some next steps, right? You know, interactive webinars offer more than engagement. They also provide actionable insights. Also know that Gen AI helps scale follow ups and reduce lift. So take a look if you are using interactive webinars, take a look at Gen AI and see how that can help you scale.

Also, Marketo Engage lets you do all of this natively. So you don’t, there’s no extra tools needed. And then also audit an upcoming webinar and insert at least one engagement pod.

We tested polls today and you were actually seeing interactive webinars, how we were able to leverage it. Try polls if you’d like, you know, you have Q&A, you have resource links, you have your chat. Also explore your Gen AI webinar tools. And then also maybe even build a repeatable playbook so that you can scale more confidently. Use those notes and your learnings and then start creating a playbook for it.

I also wanted, I also included an appendix with all of the resourceful links that you can use and take away from today’s conversation.

But I did want to thank you all for joining me today. I hope this session did spark some inspiration and gave you some practical ideas to start using interactive webinars in a more impactful ways. If you’re not already using interactive webinars, you should check it out. Interactive webinars is included in, I believe, the Select, Prime, and the Ultimate Marketo Engage packages. So there isn’t an additional cost to activate it. If it’s not live in your current instant yet, try connecting with your Marketo Engage admin or your 51ºÚÁϲ»´òìÈ account team to get those, to get things rolling. That way you’re able to see and leverage and start using interactive webinars. I’m going to stay on now for Q&A and pass the ball over to Stephanie. But please feel free to ask anything about implementation strategy or examples of interactive webinars.

Now it’s time for our live Q&A. We have around 10 minutes. And we have quite a amount of questions that have come in from our audience that we’ll take now. And if you haven’t had a chance to submit your question, please do so by submitting it in the Ask the Presenter panel.

So the first question that came in for you, Maria, do poll responses get stamped to the lead record automatically or do we need custom fields for tracking? Great question. Poll responses are automatically logged in the person’s activity log. So within 51ºÚÁϲ»´òìÈ Marketo Engage, you don’t need custom fields to track them. They are within the program. So you can use smart campaign triggers like response to poll, like I was showing in my examples, to take action in real time.

Yeah. Thank you so much for sharing.

Next question coming in from Weisman. Where does poll and survey data live in Marketo? Is that against the person or the program object or somewhere else? How do you set that up? It’s within the program. So it is already natively within the program. All of the answers are there. So if you have multiple questions, they are all within the program itself. So it also creates this awesome dashboard, which I wish I should have included a screenshot of it, but it has a great dashboard where you’re going to be able to see all of that data and all of the answers as well. And then you’re going to be able to leverage that data and another question coming from Weisman.

How do you handle on demand webinar promotion? Do you download the recording and post to a video platform to reuse or can you reuse the webinar recording directly in Marketo? You should be able to use it directly from Marketo. It has their own link. So once it’s completed, it will have their own the link as well that you can send for the recording. I believe you can always leverage it within Marketo as well. So it’s all within the program.

Thank you so much for sharing that.

Question coming in from Kaylee.

Are resource link clicks another trackable action that we can base to follow up on? Yes. If you’re clicking, if they selected on it, the resource links, yes, you should be able to track that information within the program itself and find it again within the dashboard.

I wish I could just pull it up right now, but it does have a great amazing dashboard within the program itself. If you’re able to see the metrics similar to like an email program, where you’re able to see the dashboard, the webinar program also has this amazing dashboard that you’re able to see all of the interactions, also everything that they’ve engaged with as well. So you should be able to get all of those answers and track it within the program itself.

Yeah, thank you so much for sharing that. And in the kind of post webinar marketing nation community thread, we can include a screenshot of what that dashboard looks like as well as a link to the documentation as well.

Okay, question coming in. Can poll responses be shared with sales and Salesforce? Would we need to create specific fields for poll results? Oh, it looks like we may have lost Maria for a second, but I see you’re coming right back in.

Hey, Maria.

Hi, I think something has switched came off. Sorry. No worries. It reconnected with me. Yeah, I can repeat the question.

I just think you dropped off for quite a sec. Can poll responses be shared with sales and Salesforce? For poll results? That’s a great question. So in order to do that, right, if you’re going to want to do that, you might have to, yes, depending on if you’re wanting to push that into Salesforce, right, and capture that data. One other thing is you can always export the data, right, but then that goes back into the automated part of exporting and importing, right. But I believe there is a way if you are going to be creating those fields in Salesforce and even maybe within the program, the Salesforce campaign, maybe have it at a campaign level unless you want it on the leader contact level, right. But I believe you’re going to be able to create those within the campaign and then have it sync through if you have those automated.

Yeah, great question. Another question on Salesforce. Is this all stored in a custom Marketo object? Can it be stored in our Gectid CRM? It’s not in a custom object. It’s within the program itself. So you have it within each webinar program will have its own data points. So, again, depending because every webinar is different. You’re asking different questions, right. You’re using different pods. So all that data is held within the program level. So you’re going to be able, like if you’re going to want to push that data through, right, it’s not in a custom object. It’s more in the program. Similar to the previous question, right, if you’re wanting to add it to Salesforce, right, my recommendation would be maybe have it within the campaign at the campaign level, maybe not on the record level, because every webinar is different and that way you’re able to keep that data within that campaign instead of, you know, going back and it’s changing constantly on the contact or lead record. It’s only it should be stored within the campaign level.

Yeah, thank you so much for elaborating on the Salesforce piece.

Question coming in from Rich. How difficult would it be to capture all of the interactivity data and add it into an interesting moment? I’m trying to think because it depends, right. If you’re going to ask like one to two questions, right, it might not be as complex. But if you have multiple pods that you’re using, right, that’s where the complexity might come into play, right? I don’t think anything is that you can’t do right. It just depends on how you’re setting it up, right, because before it’s you’re either creating a custom object from a third party, right, to be able to get that data, those like poll questions or Q&A, right, to be able to get that data through and then you push it to Salesforce sometimes. But if you’re able to create it, if you have that data in Marketo and you’re creating an interesting moment, it shouldn’t be as complex if you’re asking me, you’re using maybe one to two pods, right. But again, the complexity comes in when you’re asking multiple questions, right, or you’re gathering a lot of data and you’re trying to create like what is that equal. But it is doable.

Yeah, thank you so much for sharing the nuances. A question coming in from Patrick. Is it already possible to download webinar recordings so we can include them in our CMS for on-demand webinars? Yes, you should be able to download the on the you should be able to download if you’ve already hosted.

Let me see. So is the question that they’ve already had a webinar and are they able to download the webinar? Was that the question? Are they able to download the webinar? Yes, they’re able to download the recording so they can use it in their CMS.

Yes, you should be able. Yes, Marketo will automatically have the recording available and you should be able to leverage it. It’s all within the same program on the dashboard. You should should be on the right hand side and it will I’d have to go and double check on what it says, but it will say, you know, your recording is ready and you should be able to click it and you can download it. It’ll even have a link for you. So, yes, you should be able to download it once it’s done.

Yeah, and there was a previous question on on demand as well. And to add to that, one can go both routes. It’s already in Marketo. You can use the link or you can download it and host it on a separate platform. Whatever works best for your business needs.

Yes.

OK, question coming from Chandler. How much time does it take to set up all these emails based on various responses? I fear that may be a barrier for my team to do this for every webinar for multiple responses.

Sure. So when I think when I was talking about earlier about strategy, think about this. You can use the same poll question for a variety of webinars, like I was mentioning earlier, like tokens and segmentations. Right. You can use dynamic content, too. So think about when you start strategizing, OK, what’s important for your business? And some of the webinars might be similar, right? Yes, it changes. Right. Different presenters, different things that you can do, but start thinking about how you can ask that question in a variety of different ways. Right. But the answer is always the same in a way. Right. But so if you have those hyper personalized copyright, you know, like I was showing earlier, right. It was like building trust as one of the examples that we that we use as an answer. So you can use those questions on a variety of different webinars. And then you can have those emails ready to go based on that audience. So you can define those audiences first on if they select this, it aligns with this audience. If they select this, it should align this one. Right. Or if you’re wanting them to go like more like a demo or request pricing. Right. You already have those already aligned. So it shouldn’t it shouldn’t take as much time, maybe in the beginning when you’re deciding, you know, those audiences and how you’re going to follow up with each one of those. But you can start designing them and then start tailoring those questions as you’re strategizing on your webinars on how how they’re going to route into each one of those communications.

Yeah. Thank you so much for sharing, Maria.

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With that being said, I wanted to thank Maria again for such great insights and sharing her knowledge with us today. I wanted to thank everyone for their time today, for joining us this morning or afternoon to learn more about interactive webinars. And let’s keep the conversation going on community. Have a great rest of your day. Thank you so much, everyone.