Smartlead office hours: Scaling revenue with OutboundSync

Harris had the privilege of joining Vaibhav Namburi, founder of Smartlead, and Akash Ravikumar, head of Customer Success at Smartlead, to discuss scaling revenue with Smartlead and OutboundSync. It was a candid and casual conversation where we explored in-depth topics with Smartlead users in their recurring office hours.

Transcript

00:02 This session will be recorded. It will be shared on our YouTube by Monday. So please don't worry folks. And yeah, over to you, Weber.

00:11 Uh, what up, what up, what up, how is everybody doing? Hope you're keeping well, healthy, happy and, um, I'll join in and go through this because Harris and I have known each other for a minute now.

00:24 And it's going to be exciting to see what he has to share. He's built, he was the OG, I think outside of Chris, you were the OG integration guy, um, that, you know, started this whole, all the integration on how many ones you created, and obviously, you've, you've hammered, um, upspot.

00:44 A lot, that's how, I think a lot of people, uh, at least know us and know you through that piece.

00:49 So, um, come on, we're super excited to have you on board. Um, Akash over here, who some of you have met will be, um, drilling into Harris's brain to understand how he does the things he doesn't what he has to share.

01:01 But, uh, um, have all your questions dropped into the bottom of the chat, and I'm very confident, um, we'll get Harris's help, uh, as in when there's questions.

01:11 Um, but before that, In true essence, and in true essence of now, I know my Imperial, and my, F***. Um, what do you do this?

01:25 Does Imperial, and there's, What's the other one? That's you all right? Does Imperial and, Metric system? Yes! I got it!

01:37 You all right? Yeah, yeah. Okay, Imperial is the cooked one, and the metric is the right one. That's what we say.

01:43 The American will disagree to that, but it's so good. Um, look, the water boils at 100 degrees. Let's just, let's just leave it at that.

01:52 Uh, right. Um, with that being said, um, welcome on board everyone. Um, drop in where you are from whichever part of the world you're in, whichever city you're in, drop in where you are from.

02:02 We'd love to know because it's always a global conference. I mean, um, global conversation. Everyone, but with that being said, Mike's on to Akash and Harris.

02:09 Um, Um, on that note, maybe for everyone who may or may not know you in the off off chance, Harris.

02:16 Um, I usually ask this as my, um, my interview question, but I'm going to give it away now. Um, so my question, Harris, would you be is, um, if you were to say one thing about yourself that would make everyone remember you by the end of the night, what would be that one thing you'd want to share?

02:35 Okay, interesting. That's a good question. Um, Well, it's just like a random pun fact. I mean, it's really random. Um, so, uh, the actor John Cusack has a nephew.

02:50 I won't share his name, but I was a camp counselor, um, at a summer camp. And he, John Cusack's nephew was on my trip.

03:00 And he ended up getting appendicitis during the trip and a call day in with a satellite phone and a C plane.

03:08 This isn't like the North Woods in Canada. We called it into the satellite phone, a seaplane picked him up, like landed on the lake, picked him up, flew him out, flew him to the nearest hospital.

03:16 And, uh, and he, he totally could have died. He was, he was fine. He was okay, but it was like really, really dicey.

03:22 Um, and so that's the most random and most memorable thing I think of myself is that I saved John Q6 nephews like on a canoe track in Canada.

03:31 Casual flex, casual flex. Yeah, has nothing to do with, uh, enterprise. I didn't even know who he was at the time.

03:36 He was just a kid in this camp. There's nothing to do with Enterprise or anything, but if you want to remember something, there you go.

03:42 You're an honest man. That's it. You didn't care about the fame and fortune. Awesome. Uh, basically I support. Yeah, that's it.

03:49 Um, cool. Well, we'll drop the, the, the, the mic onto Akash and, um, Harris and yes, just run the show, sir.

03:55 We're keen. Thank you for that week. And once again, welcome to one of the session of Smart Feed Officers. My name is Akash, and I'm your customer success manager.

04:07 And today we have Harry Skinny, the founder of OutboundSync. So before I do the intro, Harry, I'll hand over the mic to you.

04:13 So if you want to run down an introduction for yourself, and about OutboundSync, floor is all yours. Yeah, well, it's a privilege to be here.

04:21 And it's really fun to see some people joining in the chat. I just want to say, Like, I definitely want this to be conversational and this probably team was saying I definitely how they like to do things too.

04:29 So, um, please, please, uh, go ahead and throw stuff in there and look forward to the conversation. Um, like Vibob said, I've been.

04:36 Uh, working with smartly for a couple of years now. I mean, I think we were one of the early, definitely one of the early customers, um, and just a huge believer in him's a founder and then the team that he's built.

04:47 And uh, so to be here and speaking of y'all is truly a privilege. I, um, I believe in the platform and what I, what we're going to talk about today and what I'm excited to talk about is, um, I think, no, I think smartly knows those because they see the signups on their website and they see their users

05:02 . But I think most people don't understand the shift that's happening. Right now. And, um, it is substantial. The types of companies that are looking at doing the multi-domain approach that all of us are familiar with, the budgets they have, the team sizes they have, the, Just how big these companies

05:23 are. I think that maybe people don't realize because you're sitting in the smart leads like, you're just talking about deliverability, or you're on LinkedIn and you see somebody post a cool workflow.

05:32 Using clay, and you know, we all think of each other as like friends and we are friends, but there are people that have been doing this stuff for a long time.

05:40 Go to market people and do this stuff for decades or big, big companies who are seeing what people in this community are doing and are saying, hey, yeah, we should be doing that too.

05:49 Actually, landing in the inbox is the most important thing and focusing on, on deliberately and they're shifting their text acts.

05:56 Towards tools like smart lead. And so I'm very excited to talk about that. I mean, our app integrates with CRMs, but I'm super excited like in my mind, this is going to be kind of, it's kind of what we're seeing because a lot of times they have the requirements that our application is trying to solve

06:08 for, which is a small percentage of smart lead users. Most smart lead users don't need the things that we're going to talk about today, but some do.

06:15 And so I'm really, really excited to talk about today. I mean, that's kind of what's in the back of my head.

06:19 I feel like I'm seeing this happening, but most people don't know about it. And so I'm really excited to dig into that.

06:24 Um, yeah, my name is Harry Kenny, founder of Outbound Sync. We connect smartly with Salesforce, and now HubSpot, uh, excuse me, HubSpot, always.

06:33 We're now in HubSpot Marketplace, and Salesforce, our beta just went live, um, this week. So yeah, really excited to chat with everybody, and thanks for your time.

06:42 Absolutely. Thank you for that, Harrys, and that's the juice of today's conversation that's going to be the core. So talking about integrations, the first topic that we'll be covering is the need for a seamless CRM integration.

06:54 Right. So, we know why it is important as an earlier start-up, you know, you tend to have everything on sheets, et cetera, your pro documents, you run your campaigns, et cetera.

07:03 But, especially in an enterprise grade level, right? Why do you think a CRM integration is important, especially for GTM operations?

07:10 Absolutely. So, the biggest thing I think that as these teams get bigger, what initially, um, companies are just really focused on getting traction in the market.

07:22 Most of the market doesn't know them. Um, if they make a mistake, if they send a campaign to the wrong person or whatever, it, you know, it's okay.

07:30 The company itself is small. It oftentimes hasn't made specific claims about how they handle data or things like that. And so, and, and, and, and there's just more understanding and more grace or tolerance for small companies.

07:45 Um, up on saying, this is a small company. I run a small company, you know. Um, but as companies get bigger, I would say the biggest The thing that happens, the culture shift is that it becomes a team sport where you can't get on a call with one person, basically.

07:58 It's like, there's always going to be multiple people and what those multiple people represent. It's like an iceberg. Each person at that call represents a set of vested interests like stakeholder concerns within that organization about like, oh, well, I'm the Salesforce admin.

08:11 It's very important to me that we not mess up our Salesforce student model. Or, um, I'm the Revops person. I've built workflows for how we handle new leads.

08:20 And if you're going to plug in a whole new lead source, you have to play with the workflows that I have built because they drive our funnel reporting, which go up to the board.

08:30 Or, you know, I'm a sales rep and I'm really used to working in A certain way, handling my leads in a certain place.

08:37 And if you're going to get me leads and they're not there, it's a problem. And I think the biggest thing is that what I'm noticing is that like any one of these people oftentimes can like put a spanner into it, you know, they can stop it.

08:49 They can stop, they can stop very successful campaigns from happening. Because, because they feel like their concerns are not being met or they're not being listened to.

08:59 And so, like, ultimately, you know, the core need of the business is to grow, to reach new customers, to run good campaigns.

09:06 But as the company gets bigger, there's more and more people who care about sort of things that are ancillary and related to that.

09:11 And, um, if we can address those things, then we can do the thing that they brought us in in the first place.

09:15 And then what I'm finding is that agencies in particular that are doing this are starting to unlock Bigger and bigger budgets.

09:23 Um, now we're seeing some of these companies say to their smart lead agency, Hey, we actually also want you to handle our inbound lead flow because we see how good of a job you're doing creating new leads from nothing.

09:38 What if we gave you something to work with, um, you know, and so, and so, you know, if you can, if you can check, check the boxes and you can sort of meet the needs of the different people on the table.

09:49 Um, what I'm finding is that You know, basically, if you're on this call, you have like a 1% of a 1% skill set.

09:56 You, you know how to develop a new business, the hardest way possible, which is like from scratch. And so, you know, and there's some folks here, you know, I see, um, Justin's on here at Xbound, like we were just talking about this.

10:08 Um, there are, there are easier ways to make money. Then the stuff we do with smartly, this is like the hard mode.

10:15 And so if you combine the smartly to approach with better inbound with referrals and in these other ways of selling, um, and I'm finding that these enterprises leaders are getting increasing the comfortable handing those opportunities to their smartly agencies.

10:26 So that's that's kind of the shift that I'm seeing happening. Like if you can meet the needs, there's more budget, there's more opportunity, they want to hand these opportunities to a capable set of hands.

10:35 And if you can do it the hard way, then you can do it the easy way too, right? Absolutely. And we also, you know, we covered a bit of my next topic as well, which is common challenges in scaling sales and marketing efforts without a streamlined process.

10:48 The one thing that I can basically see is everything is all over the place. You don't actually know what's happening.

10:53 You don't know which place of your process has a gap and there's no record of everything that you do. So as a basic sales person, these are a few things which will be solved with a streamlined process.

11:02 And as you mentioned, one other thing that I come across is A lot of people don't want to keep juggling between tools.

11:07 They don't want to be in the CRM for a while on the sales engagement tool for a while, etc. They just want to have everything in one place, makes the job easier, saves a lot of time and boost productivity as well.

11:17 So, are there any other things that you see Harris as a common challenge that people face at this point without a streamlined process?

11:23 Yeah, so I think like one of the biggest things is block lists. Like block and suppression criteria. The most common thing that I've seen stop a campaign that's about to get off the ground or that does get off the ground and is getting positive replies.

11:38 It's all of a sudden like this one person gets email that it wasn't supposed to. And then that bubbles up so the right VP and the VP is like, what the heck is going on?

11:46 Who is this agency? Who is this person? And the agency is like, well look, we're just books like five meetings.

11:53 Like today, this morning, And they're like, yeah, well, you shouldn't have emailed this person. It's like, okay, yeah, okay, got it.

12:00 We didn't mean to whatever. And so it's like process, like you were saying, process around block and suppression lists. That can be a real showstopper.

12:07 Um, and so, you know, part of what we've tried to build with our software, but you don't need to use it about and synced by the way.

12:12 Like, smartly just has a great API. We just try to make it easier. But, you know, you can build ways to dynamically build lists to check for people that meet those certain criteria.

12:22 Um, so I think like You know, again, like if I were to like overall a theme of what I've seen with enterprises, like, there's a lot of people that they're foot like within these organizations, like hovering above the brakes.

12:33 Like looking for a reason to hit the brakes, right? And then in our, in our world, we're like, hey, gas.

12:38 Like step on the gas, let's go find these new opportunities. And so it's like, that's the biggest shift in mindset I've seen as we move up.

12:44 So block list is a really big one. And, uh, you know, I actually see like a lot of tolerance for copy and where we're using copy from.

12:55 Um, handling opt-outs is one, depending on the promises they've made around, um, like communication subscription preferences. Um, that would be another one.

13:03 I would put probably secondary, but, um, a thing. And then sometimes security concerns as well. Um, and kind of how your organization, how your team operates.

13:12 And if you're within one of these teams, you're going to be familiar with this. Um, but, uh, you know, Making sure that you are fine and handling their data correctly.

13:22 Um, because again, a lot of these big companies make promises when they go to the market about how they operate.

13:28 Right. Thank you for this. And probably that brings us to our next question, a showcase in what we have in place, right?

13:34 So how can we use, how can we leverage smartly and all bouncing together? So the floor is for you. If you want to share the screen, if you want to show us how it works, great.

13:43 I'll leave it to you. Yeah. Yeah, absolutely. Well, thank you so much. I appreciate it. Um, yeah. And so I think that on a core level, I'll explain like how the application works.

13:51 So we're taking, um, webhooks in smart lead and we're taking that data, that live feed from smart lead. And we're basically up on things.

13:58 It's in the middle and it processes that data. Um, so I'm going to just pull up like a little flow chart kind of, um, show you how it works.

14:06 Just give me a second. And then I see some nice comments in here Jimmy here to see by the way.

14:12 Um, yeah, I think that's great. I'm glad to glad to hear that it feels like a positive conversation. So if anyone wants to drop in some questions right now, please feel free.

14:19 Um, and otherwise I'm going to share my screen here. Um, right now. Okay. Um, do do. Yep. All right. He's clean.

14:31 All right. Super. Um, so, uh, basically what what Where smart leads is this sales engagement platform right here? This is where the action's happening.

14:42 Um, and of course, you're familiar with smart leads. I'm not going to focus on smart lead, um, like how it works.

14:47 If you don't know how smart lead works, you should reach out to their team. You should go to smart lead.ai.

14:51 Try it out. But I'm gonna, I'm gonna assume for a second that you're familiar with smartly that you've used it before.

14:56 Um, so hopefully that's okay. Um, all right. Um, so this is smartly here. Um, smartly, it's going to be running and when smartly is running, it's, it's, um, shipping, you're shipping campaigns.

15:06 You're sending, you're sending emails and then they're going to get pushed over to App AdSync. Um, primarily we're using the web hook, so emails are sent, replied.

15:14 Um, we've got opens, clicks. Leave category updates on subscribes and balances. Those are the seven primary events that we're supporting right now as a platform.

15:23 Right. And, um, so that data goes into our balance sink, and I'm going to show you what it looks like on the HubSpot side.

15:29 Um, but basically what we're doing is we're prepping that web hook to be pushed into HubSpot. And then we've got some receiving endpoints inside of HubSpot so that when that data lands there, it's being land, it lands in a way that HubSpot wants to see it basically.

15:42 Now, I just want to take a minute to call out that smartly has a very good And robust native integration for HubSpot.

15:49 Um, where people choose to use OutboundSync is that a lot of times it's they want like timeline events, um, and they like the associations between contacts and companies.

15:56 I'll show you what that looks like. Um, but if you're on a team and some of those features don't like seem necessary to you, you should try Smartlead as native integration first, um, and only, you know, only if, if, if you want these other things, you know, do you need OutboundSync?

16:09 You don't necessarily need to have it. By any means, but this, but the timeline events, which I'll show you in a second are kind of, I think, where we really kind of begin to create value for teams.

16:20 Um, so we send that data over into HubSpot, um, and then you can use that to drive other things within the CRM.

16:26 So lists of, like, identifying, like, whoever you step to so far, um, basically rebuilding the master of inbox, like, where are interested replies?

16:33 How do they sit inside of HubSpot? Um, triggering workflows where you're rotating leads within HubSpot. Two different sales reps based on their territory or based on the vertical or things like that.

16:44 Um, reports is another one. Like the main question that people have is like, is the engine? Running and are my campaigns sending or not.

16:53 Um, and then updating and associating properties, which is something that we're still doing more and more of. Um, and then the last thing I'll just mention here is the block list, which I'll talk about in a second.

17:02 Um, so this is just kind of an overflow overview of the flow of data between the platforms. Um, and then what I'm going to do right now is I'm going to pull up our knowledge base because I don't want to share, um, anything I shouldn't be sharing.

17:15 Um, so rather than, um, Actually, you know what he was going to do. I'm going to pull it up off screen.

17:20 I'm going to pull up a test account. Give me one second. Let me just catch my breath here for a second while I get this test account pulled up.

17:27 Um, let's just see. Oh, it's a very kind Kyle, very, very kind comments in the comments in the chat box.

17:34 Um, let me just stop here. Let's see while I'm pulling this up. If anybody has any questions or anything, they'd like us to focus on in particular.

17:40 Um, I don't know if they want drop in the chat or if they're using the Q&A. Are we using the Q&A here?

17:45 A caution or not? Yeah, absolutely. So I know it's on the chat, but we also have a Q&A at the end of the session where they can kind of themselves go for it and ask questions.

17:53 Okay, okay, perfect. Okay, so if you've got anything to drop it in the chat, um, anything you'd like to see in particular, any concerns, any specific ideas that you'd like, uh, ideas or goopy things that you wonder if they're possible.

18:05 And while you're doing that, I'm going to pull up our test account. All right. And the first thing I'm excited to kind of break some news here today.

18:19 This is the first time I've talked about this publicly because it just happened this morning. Um, and I'm gonna, I'm gonna show this, no, I've not done this live before.

18:28 Um, so if this goes wrong, I apologize. Um, let's see if this works. Okay, cool. So literally this morning, I got the email that we got approved.

18:38 And so OutboundSyncc is now in the HubSpot app marketplace. Um, and so now smart leaders, if you, if you look up smart lead in HubSpot, we've got a footprint there, um, which is pretty exciting.

18:50 Um, so anyway, yeah, so, so this is where you can go. If you use HubSpot, you want to check it out.

18:55 Um, you can, um, you can install OutboundSync. In your account and I'll show you how we're doing some of this test stuff.

19:03 So I'm really excited about that and I really appreciate the smart lead team helping us get to this point. Um, so what I'm going to do is I'm just going to, um, show you the application really quick.

19:15 So we're going to sign in with HubSpot. Um, I'm going to pick my test account. Um, I'm going to install it and approve those scopes and cool.

19:29 So, um, what I'm gonna really show you is some test data. So we've built a testing modal inside of, um, our application that allows you to send custom webhook payloads into HubSpot.

19:42 And so I'm gonna show you that test data today. So Jane Dough is our fake contact. Um, and we're able to push communication over to this, um, fake person, um, through OutboundSync.

19:57 And so, Where we're seeing the magic is that these timeline events, basically like when events occur, an email sent to reply is received, a lead is marked as interested.

20:06 That is what we want to do, use to trigger other things. Contact assignment, um, uh, start tracking attribution. So from, from a revenue perspective, one of the biggest things that we see these bigger teams asking for is attribution.

20:21 Like, how do I know that this lead that came from Outbound, um, Resulted in revenue. Um, and so we're writing to a few different properties.

20:32 And again, like you can take this and you can imitate this in your own way. You don't need to have the answer to do this.

20:37 But there are several properties that we're writing to so that when we build reports down the line, we can get credit and say, Hey, outbound generated this opportunity outbound generated this pipeline.

20:47 And what we've seen is that when teams start measuring this time and time again, the outbound effort. Is way outperforming what they were getting credit for.

21:00 And oftentimes outperforming the other channels, um, that cost way more money. So you've got like a trade show budget of like hundreds of thousands or millions of dollars where they're sending all these people doing all these things.

21:13 And then in the background, you've got just this little app on engine running, getting replies booking meetings. And when you put them up against each other inside of a dashboard, inside of, you know, the CRM, it totally shifts the conversation of like, hey, Where did those, where are those deals come

21:28 from? Oh, cold email, huh? Okay. Got it. And, you know, the problem that, um, as up on folks that we get a lot of pressure for is like, what have you done for me lately?

21:37 And sometimes that question, if we're operating outside of the CRM context, if we're operating outside of being able to put our work up against the other works that's being done, then it's really easy to pick it apart.

21:48 But the question is not like, yes, it's how are we doing, but it's also compared to what? How is our cold email effort doing?

21:55 Yes, that matters, but how is the quality of life we're doing compared to other ways that the company is spending money to try to generate new leads.

22:01 And this is where I think the efficiency of a good scaled up on campaign really stands out. But the only way to answer that question is you have to be in the system of record.

22:11 You have to be alongside the other things that they're doing. Otherwise, you're just like giving them a spreadsheet or you're showing them like you're using smartly analytics.

22:18 But Because it's separated, it's just too difficult for teams to reconcile and build side-by-side reports. Um, so, yeah. Um, that's, you know, like we push this stuff in, you can see how it lands in the CRM, but ultimately, like the underlying thing we're trying to solve here is like, we want our work

22:36 to be on the level with the other things that these teams are doing to try to generate new leads. Um, that's kind of like, The the core problem that we're trying to solve for for smart leaders who are working with these bigger teams.

22:48 Um, because it's hard, you know, and like most often like failure mode that I see is that the the outbound group or agency or internal team is not getting credit sufficient credit for their work.

23:01 Um, because the other channels like paid ads, something like that, like Google and LinkedIn and these other platforms that do paid ads, like they've built integrations into HubSpot.

23:12 Build attribution for all these things. They've provided free trainings and they fly marketers out to their conferences and they provide the dashboards automatically.

23:18 Like, they obviously have a, you know, that's part of their value that they provide as platforms. And so we're competing against that.

23:27 And so it's hard. You know, it's not a level playing field. And that's one of the questions. It's basically the reporting as well.

23:36 So as you mentioned at the end of the day, it's the data, right? And it's great to have it in one place.

23:40 And that's something that I see where people have a bit of integration. You can push data, you can have everything else, but these are things that people are starting to see.

23:48 And especially when you enter the enterprise level, these are things like that I must have, right? You want to see what's the thing across.

23:54 Fair enough. And is there a problem? Yeah. Is there a way you can demonstrate how to create an automated workflow, Harris?

24:02 Like, of course. Yeah, please. We'd love to see that because we know what we do, we know what smartly does, what one thing does, but if it can actually show us a way to demonstrate a workflow, that would really help our users as well.

24:13 Absolutely. Alright, someone give me an idea in the chat about a type of workflow you want to see, or a cost you can use your.

24:19 Uh, imperial host powers, and you just give me an idea, but yeah, give me an idea. I probably say, you know, you're reducing, uh, you know, any workflow that might reduce manual information that can actually end up in a sped up process, something like that.

24:31 I don't want to be too specific. Something that you've seen, which is reduced them. There's one on the chat as well.

24:37 Yeah, absolutely. Okay. Let me see the chat. Hold on. Let me open that chat. Um, CRM. Okay. Cool. Yeah. CRM automation.

24:43 Okay. So let's automate something inside of CRM for sure. Um, Okay, great. Thank you, everybody. Okay, Justin Baum, thank you.

24:50 Okay. So let's see, um, Okay, let's do an example where, um, let's just say we have a pooled approach. So we have an agency or an internal team that has a bunch of connected accounts.

25:02 Okay. Um, in smartly, so they've got let's just say like 100 domains with 100 different email accounts. But you know, we need to map those sending accounts to users in HubSpot.

25:14 So let's say we take like a territory based approach. And we, so we when a, um, and, and let's just say further that these contacts don't already exist in HubSpot, they don't already have an owner.

25:31 Because if they did exist in HubSpot, Then when OutboundSync pushed it over, then it would just update the existing record.

25:38 But let's just say they don't so they don't have an owner, right? And so we're going to do, um, when an OutboundSync campaign occurs, uh, when and a sent email is known.

25:51 We are going to do a branch, um, and let's say we have, um, let's see, let's say we've got, okay, so I'm going to, I'm going to include our commenters here. 26:02 Um, in our workflow. Okay. So we have our Justin branch. We have our bone branch. I'm saying that right. Um, and then we have our Akash branch.

26:12 And then we have everyone else. Okay. So for our Justin branch, what we're going to do is we're going to use OutboundSync's, um, um, custom contact properties to see the latest campaign that was used, uh, that, that, that the email was associated with.

26:30 Right. And let's just say on the smart lead side, when we build our campaigns, um, we, um, put the name of the sales rep at the beginning of the campaign.

26:41 Right. So, um, excuse me. Yeah. So if they leave from, so there's one way to do this is you could say, okay, if the campaign name is from Justin, and it, and this, and the campaign starts with Justin.

26:53 Then what we're gonna do is we're gonna, I'm just gonna build this out for the Justin Branch and then we can mirror it for everybody else.

26:59 Um, we would set the owner to, uh, okay, now I don't have, I don't have Justin here in this case, right?

27:09 Um, but we would rotate the record owner basically to Justin as the, um, as the owner of this account inside of HubSpot, right?

27:17 And then we could also like create a task, um, to follow up. Or this is our sent emails that wouldn't work.

27:23 I'll talk about I'll talk about fallup in a second. Um, so this is really basic. All we're doing here in this case is like really simple workflow.

27:29 We've got one, two, three sales reps. We've got a fallback option here. I'll answer that in a second. I'm a good question.

27:36 We've got a fallback option here. Um, in case somehow our campaign manager forgets the tag of name or something like that.

27:44 Um, and then what we're doing is we're pushing these contacts into HubSpot and we're assigning them based on the campaign name.

27:49 So that's a situation where we have a dedicated campaign for each user within the organization. But let's just say we don't do that.

27:58 Let's say the sending is totally pooled. So what that means is that like you don't have a dedicated account. You just have a single account.

28:07 A single campaign, I mean, and you want to rotate based on the from address that's used by smartly when it's ranking through all the different sending accounts.

28:17 Well, in that case, we could add, um, we could use the contact property group and we could do the, um, let's see, we could do, um, who, who the email was from.

28:31 So we can do last sender, um, address. And so this is the email address of the sending account. So if the email address of the sending account contains Justin.

28:42 And in that case, we want to rotate that owner. Um, and that's a big question from Richard. What I was circling back as well.

28:51 So because in case if there's any name, change a name, do you do it by each mailbox? Yes. Yes. Exactly.

28:58 So in this case, now because we're using this central dress, we're doing it by mailbox. Um, okay. And so Richard's asking, um, Okay, can I do all of these things with Mac.com?

29:06 Yes and no. Um, part of it is that as your volume goes up, um, it starts to get very expensive.

29:15 So we've handled 1.5 million webhooks from smart lead at this point. And as your volume goes up, it, using a Make.com or a Zapier, it starts to get really expensive because you're charging per run.

29:27 Um, the next is that if you want to have these, um, Properties, if you want to do this and you will have to create your own custom app inside of HubSpot, um, in order to have these endpoints to write to.

29:43 So if you're using a make or a zappier, um, by default, like these properties that we're using for this routing, they don't exist, um, as endpoints in HubSpot.

29:53 And so if you, Want to build you basically have to make the app to trigger these events if you if you want to have the workflow being managed inside a fog spot and that is typically what these teams are are wanting.

30:04 They're wanting to run this, um Inside of the CRM. So these are a couple like a routing just on scent.

30:10 And then like, once you have assignment to the sent of the sent contacts, like you can do on any channel workflows, you can trigger call tasks, you can trigger LinkedIn tasks, um, based on, for example, the lead category.

30:22 So I think that would be an interesting one to do next is showing like lead category based, um, uh, Routing, basically the category D, but let me just jump in here.

30:32 Um, plants integrate with the air table. Uh, we don't have plans to integrate with air table at the moment. Uh, Mohammed, if you want to expand on that, I'd be curious what you mean by that.

30:38 If you mean like air table as an endpoint, like we have a Salesforce and HubSpot or, um, Oh, yeah, if you could expand on that question, I'd be curious to hear what you think there.

30:48 Um, okay, and then I'm seeing some chatter here about like relative tags and how to relate, um, and how those tags relate to the others within the CRM.

30:57 Efficient use of tags and the Relativity of the Rebs vertical and segment and selection of to that particular campaign when automated from the start.

31:05 Yeah, so okay, there's a really good really really good point being made here in the chat so This requires preparation so if you want a route based on like vertical or use case or something like that you need to think from the very beginning about how you name your campaigns Because we can use those

31:21 campaign names for a lot a lot of really advanced routing and logic. And you could also use your campaign naming convention to trigger like different types of, um, enrichments.

31:31 So let's say, um, we have a workflow. I'm just going to start a new one here. Where, okay, it's going to be a contact-based workflow.

31:39 And we got to reply from our, um, from our smartly campaign. Okay, so the reply occurred is known. Okay, and now what we want to do is, and let's just say further that the campaign name contains, um, omnichannel.

32:06 Okay, so this would be, um, a campaign where the campaign manager or the, or the campaign operator. Determined in conjunction with the internal team that, hey, this is a really high-value list.

32:20 We want the sales reps to do phone call follow. We want to go on the new channel. We want to use smartly to lend to the inbox, but we also want to do phone calls.

32:29 We want to do LinkedIn. Well, one way to do that would be marking that through the campaign name, including like something like omnichannel in there.

32:36 There are other ways to do that, but let's just like use this as an example. Because this is an active workflow.

32:46 When I'm based on what I talk to people, they need this. They use smart read for deliverability, which is great, but they also want to experiment all the other channels.

32:53 And yes, yes, yeah, definitely. And like, I'll just say like that my philosophy is This, if you're using our products and how I think about this and for these bigger teams, like, the CRM is the source of truth.

33:05 Now, there are some companies that are using like Snowflake and Databricks and some of these data warehouse tools. But for most of us, like, the CRM is the source of truth.

33:12 So the question is, like, how do I get smartly to talk to my CRM really, um, fluently so that I can use it as the launch pad for other things?

33:20 So, you know, in this case, like, with this workflow, we've got a campaign. The operator, the campaign operator or manager said it as omnichannel.

33:28 And then we got a reply and we only let's just say we want to call replies to follow up on replies, but you could do this for anything.

33:34 Hobbspot would be the place where the phone number is. And then you'd pick a dedicated calling tool, just like you have a dedicated emailing tool.

33:40 You could pick phone burner, you could pick aorum, you could pick aloeware. There's a bunch of dialing tools. And then you can have that dialing activity happen feeding off of Hobbspot sinking back in.

33:49 Um, same thing with LinkedIn. Um, and, you know, you can build manual linkedin touches very easily into these types of workflows and like that's I personally do linkedin stuff manual.

33:58 Um, and so there's ways to build that in here. No problem. Um, so the so this would be so we've got this now.

34:06 Let's say like you're paying for a zoom info and you're automatically having zoom info enrich your CRM. Great. Then you just make that call task.

34:13 Right. You just create that task. You set it as a call task, um, and you assign it to the lead.

34:20 Or to the contact owner and you can put the, um, the prospects name in there, which you're going to get from smartly and smartly, as long as you included the name data in your initial import to smartly, that's going to flow all the way through.

34:35 And then, you know, there you go. And then you can drop the phone number in here, right? Um, just in case whatever.

34:41 Now, let's say you don't have a zoom info that's going out, right? You don't have phone numbers in there for whatever reason.

34:52 Here's our have phone, branch, and then we're going to move this under have have phone, and then we have our don't have a phone.

35:01 We can use workflows inside of hotspot. For example, you could go out to a clay table, you could go to make you could go to Zapier, and you could go in rich, get that phone number, push it back into hotspot, and then have that task be created after the fact triggered by, you know, triggered by this workflow

35:17 and then kind of Ripple all the way through and I've got some videos on how to do that that I posted on YouTube.

35:22 Um, it just takes a little time to kind of build that out and show it and then, you know, um, but if you have questions about that, I'm happy to talk about that more.

35:29 Um, and so basically, like, as we talk about Omni Channel, uh, the, the point I would make is. It's a false choice to say, either I use smart lead and I get deliverability.

35:44 Or I use an all-in-one platform and I have to sacrifice deliverability. That's not true. If you're integrating with CRM, you can use your CRM as the platform to orchestrate those other channels.

35:55 And you can have email deliverability. You do not have to choose one or the other. You do not have to choose, like, subpar email deliverability just because you also want to call somebody.

36:04 That is not the case. What you just need an orchestration platform. So the orchestration platform is either your sales engagement tool.

36:11 Or in our case, like what we're supporting is, no, the CRM is the source of truth. That's where your deals are.

36:16 That's where your meetings are booked. That's where your opt-outs are being tracked, like, my believe, it should happen there. And then from from there, you connect the best deliverability tool that you can find for your channel.

36:27 Because by the way, there's better, there's certain tools that are much better for phones. And, um, like, I just philosophically, I just think the odds of one platform getting every single channel right forever.

36:38 Like I had no point in the future with that platform ever be less effective. I just don't think that's, I don't think that's very likely.

36:45 I think at some point someone's gonna slip even if they figure everything out one time. Right, and now as you mentioned, go for the best in each and, you know, we have a workflow where you can control everything from one place.

36:55 Exactly. Before we jump to the last round of Q&A, one of the things that we always cover from your end is Best practices, right?

37:05 So, sure. And if you have any best practices to maximize the benefits of integrating smartly with upspot and Salesforce, uh, as that you say, you do a lot of this.

37:14 So, yeah, absolutely. Um, so honestly, the first thing I'll say is start with the block list. If you email the person that you don't want to email, it's just going to just going to jam everything up.

37:24 Start with the block list. Start with who do we not want to email? And I think you can use that to define, okay, then who do we want to email?

37:31 So like, your block list includes people who have opted out, but it also includes like closed one deals. And so it's a really natural segue into like, let's talk about these closed one deals that you don't want to email.

37:40 Like, who are they? Who's your ICP? Why do you want to email these people? Are there types of deals you want more of or less of?

37:46 So, I would say start with the block list. Um, uh, then make a decision about where the reply is going to be handled.

37:54 Do you want? We can support both workflows. We have customers doing both. Doesn't matter. But you just have to decide like, what is the system of action for the sales rep?

38:07 Um, where's the sales rep going to be doing their thing? Um, uh, and then, uh, and then, and then reporting.

38:14 Um, so now that this I'm leaving a lot out like, I'm assuming you know, how do you smartly do? These are the key ones.

38:20 These are the key These are the key ones. These These These key ones. are the the key key ones. key ones. 38:22 These are the ones. These are the key ones. ones. These are the key ones. These are key ones.

38:39 These are the key ones. Benjamin has been talking about this a lot this week of like the challenges with the current SDR model, um, and where it's going and how people have this like idea of like, well, if I don't get a million dollars in revenue in the first week, this program is a failure.

38:56 It's like, no, these programs take time and, um, and so the way to buy yourself time to build and get buy in from other internal stakeholders within the organization is reporting.

39:08 Show them the engines running, show them the progress that you're making, show them the quality of leads that you're generating and the cost.

39:13 Of acquiring those leads versus the cost of acquiring that trade show lead that you just got that cost, you know, whatever $15,000 to get that one meeting.

39:23 And it's all experiments in the end of the day. We try to be trying. Exactly. Yeah, it might not work, right?

39:29 But, but at least you can say like we tried and here's what happened instead of like, you know, you have a few meetings in row where they're like, where are the leads and then the engagement just fizzles out and that, that stinks.

39:40 If you try it and it doesn't work and you can say here's why it didn't work. Okay, like that's fine.

39:45 It's scientific. We try, we try to learn, right? Um, absolutely. We identify the gap. Exactly. So without further ado, I think, you know, I had questions segmented, but you had one shot where you covered everything, the workflows, how you can build your workflows, etc.

40:01 But lastly, before we jump into the Q&A, one last question is. How can teams continue scaling effectively while maintaining data integrity and operational efficiency?

40:12 Yeah, you know, I think the biggest thing I've seen for teams that want to scale up is they have an internal expert who can talk the talk, whether they build an internal program or they work with an agency, there's at least one person who kind of owns this initiative internally.

40:31 Because, you know, this is a change. This is a different way of doing things. It's similar, but it is different.

40:37 And, um, there will be times where someone has to call in a favor, and they need to get approval for something or they need to get something reviewed.

40:43 Um, for a program to be anything more than a little test that's happening in a little place, you've got to have an internal champion, um, who's who's going to help have the conversation with the security team, who's going to help get buy-in for additional budgets so we can go get more, um, Pay for more

41:02 lead magic credits or spin up more domains or whatever. Um, so I'd say when I think of scale, I think of like longevity and in order for these programs to grow, you need those internal champions.

41:11 We're going to make the case because I've seen bigger companies get it. People can like get away like playing around doing the little test here or there.

41:19 Um, and that's a really good way to start. But if you want to break out of that and increase your retainers or if you're an internal team just like increase your program, um, you've got to have that internal champion who can who can get the Program up to the next level because there's like a false summit

41:33 of like we're in. We closed the deal. We're running our first campaign reasons probably for the first time, but it's like a false summit.

41:39 You're not like fully integrated yet to what they're actually. Like they're going to market plan for the next like two to three years.

41:46 Thank you so much for that. That was all from my end. So probably we'll open the flow for questions. So use us people.

41:54 If you guys have any questions, please raise your hand. Spotlight you and I'll admit to yourself, you can straight up and have your questions asked.

42:04 Justin has a question on chat, so. How do you want to see that? What do you want me to do today?

42:10 Oh, yeah, no, I can, I can be no problem. Um, prospects that internal champion every time, six week trial and champion thoughts.

42:15 Yeah, so, so there's a couple ideas here, right? So the question is like, how do we define that internal champion?

42:19 Well, I'll tell you the first thing is that, like, there's a chance that that internal champion who might advance this program forward.

42:26 They might be in smart lead cycle ready. They might be falling smart lead already. They might be commenting on a Eric Noah's lost key video.

42:32 Um, I've had conversations with internal team with internal like an internal champion where we've been talking to them for over a year.

42:39 Um, let me talk to them to this one person in particular. Um, they're bought in. But they need buy in from other parts of the org.

42:50 Um, now, now it has taken over a year and they are in September going to be standing up a program.

42:57 Um, and what they needed was things that they could show to other people to show this is legit. Um, so yeah, I would say like, if they're biting like, don't work them too hard, if you get engagement from that internal champion, or you see them leaning in, um, try to figure out what is it that they need

43:14 other people in the organization to see to move forward because there's the odds are, I think I'm thinking of a few, I don't want to say the name, so I'm thinking of a few companies right now.

43:26 I can name the people right now. I've talked my head, but I'm not going to do it. Um, who are like this?

43:31 They are championing a bit. They want to move forward with this program. Uh, I had a CRO. This is last week.

43:38 I swear to God, this is real. It sounds like a fake link did post. It was CRO on a call and he was like, look, like if it's lining in spam, like I just, you know, We've already got a budget set for the year.

43:47 It's like, yeah, but you're going to be landing in spam for the next four months. Your budget should be zero to land in spam.

43:52 Like, what is the point of that? And, um, you know, and it's sometimes I had these conversations and they're really frustrated.

43:59 You know, um, if you're one of those people and your organization, if they can't get alignment around doing this, you might find yourself, your skills are valuable.

44:08 You might find yourself building a program somewhere else. I'll just say that. If you're a manager who has someone like this who's watching this, Know that that person that wants to do this, there's skills that's valuable, and then I feel this somewhere else.

44:17 If you want to keep on, you should give him a chance to try something. And if you're trying to sell into that org, figure out who are the blockers, what are the needs that those other stakeholders have?

44:24 Because it's those other people that are probably stopping them from moving forward. It's not like lack of motivation or lack of knowledge.

44:30 They're probably really annoyed that they can't just start ripping campaigns. Absolutely. There's probably really annoyed about it. Probably more than you, even though you want to work with them.

44:41 I've seen that and I feel that from folks. Alright, I see some raised hands. I'm going to shut up. Right.

44:46 Thank you for that. And that's it. I hope that answered your question. So, need to if you can turn on your video.

44:51 I'll spot like to. Yep. Thank you for that. Here you go. Can you unmute yourself? Yeah, hey, sorry, sorry about that.

45:01 Hey, thanks, Harris for going over all that, um, great stuff. Hey, I had a quick question. Um, so I know you said you can I think like end up seeking based off various like types of five bucks for like campaigns and stuff.

45:12 Could you choose just to do it? I guess at the end of a campaign, um, so that when they go into HubSpot, that means like that would essentially mean like the reps know that the email campaign sequence is done so they can then load them to I guess like a call only, which they can then die from or.

45:29 Yeah, great question. Um, so currently, okay, so that's something we can build support for in the future. Let me see how it works, how it works right now.

45:36 Um, if you had a set number of emails in your sequence, if you had like three, you could trigger a workflow off of like sequence email number three.

45:44 When that happens, we're going to consider it closed. Smartly has recently, well, kind of recently introduced like a campaign status web hook that's something that we could support in the future.

45:53 We don't right now, but we definitely could, and we could use that campaign status to trigger what you're talking about.

45:58 So there's a way to do it today, and I think there's a better way to do it in the future, if that's something you're interested in.

46:04 Typically, we kind of listen to users, and if they say they want something, we kind of go there. I'll say that we're looking at building a custom object inside of hotspot for the campaigns.

46:12 So it would be a campaign object inside of hotspot, which I think would compliment really nicely what you just, your idea that you just suggested.

46:18 Okay, cool. Yeah, because I, I figure like, I kind of like the, the waterfall methodology in terms of like an outbound, where it's like, okay, well, we're going to candle all of the emails on the front end.

46:27 And then once it's all completed, then the reps can just focus on like, dialing and then after that, maybe send another web hook for just LinkedIn or something like that.

46:34 Yeah. I appreciate it. Yeah. Yeah. Yeah. Yeah. It's a great question. I think that I tend to agree with you.

46:40 I think it's easier for the rep to manage it that way. You can do this orchestrated like email phone, email phone across platforms.

46:47 You can totally do it. Yeah. I haven't. Yeah. I think it's hard to get the timing correct based off like, you know, the mailboxes are like this sending and making sure it's like exactly so that because I give it over the last sentence off, then it's gonna, I guess, cascade.

47:00 But yeah. Yeah, yeah, I'm with you. If I, if I don't want my reps to hesitate, if I wanted to just go out and like execute, I would, I would totally do what you're saying.

47:08 I'm with you. I don't. I appreciate it. Yeah, for sure. I mean, we all like the visual of the sequence where it's like pop, pop, pop, and it looks really neat, but it's like the reality is we've got to see how's right sitting in front of their computer being like, what do I do today?

47:19 And we want them to just like pick up the phone and just feel great calling and not be worried about like, uh, you know.

47:26 Yeah, for sure. I appreciate it. Yeah, for sure. Great question. Awesome. Any other questions? If yes, you can drop it in the chat or raise your hands.

47:35 That's what I do. And for those of you who joined late, the meeting is being recorded, so it'll be pushed out on a community and on YouTube and Monday.

47:44 So just as an FYI. Yes, as an FYI. Right, if you don't have any questions, I just want to have a drop in a quick message.

47:55 But I don't want to do it. Does anyone have any questions? Last chance everyone. Just not can see them, right?

47:59 Are you gone? Um. Anyway, all right. Um, cool. If there's no more questions, I just want to drop in one quick thing.

48:08 I think we've all seen it all across LinkedIn with respect to Google and the fun that they're pushing the rollout hard.

48:16 Like I've never seen Google push that rollout as like a general rollout that hard, but they've pushed that rollout hard.

48:21 Everyone is now getting messages even on their phones everywhere saying, you know, um, and they did something very sneaky, which is the, um, which is not the best thing to do, but I get what they're trying to do.

48:35 If you look at the on a user experience perspective, they use the same formatting as what would be used to mark an email or tag an email to spam, right?

48:45 They could have used something else. They could have put it like in a like a pink orange or anything of the brand colors, but they use the same exact setup.

48:53 So I actually got this message several weeks ago. I just ignored it because I thought that was just asking me to spam someone, like, mark some spam and I was like, maybe let's not do that.

49:06 Who knows if they're actually a smart key customer. Um, but then the other day, I realized that that's actually a very sneaky, dirty move they've done, which is, um, or whatever movie I'm going to call it, the dumb where they've given the same emblem as You know, preview emails or preview images as the

49:23 same as Mark and email as spam. So for just a reference point for everyone over here, um Harris probably knows this.

49:29 The way most popular tools do most tools doing somewhat common practice is the injected tiny little baby pixel into the email and When that pixel is rendered or opened, um, the assumption is that the email is viewed or opened or whatever it is, right?

49:45 It's similar to when you open an image, that request goes through and fetches that data. Now, there's nuances to how you can make it more accurate, improved, and so on and so forth.

49:51 But that's the, the baseline crux of it. So what Google has basically done. Remember, the point of it is rendering.

49:57 So what Google's done is they found a nice little sneaky way to prevent images from being rendered. So now, it's not even the fact that open rates are like being, uh, affected or deliberately has been affected.

50:08 That's not even a concept. It simply just means people are actually opening your emails and you actually don't know because they literally don't want to you to know that your emails being opened, right?

50:17 So what's next is going to be a fun one for a lot of us to actually see how it goes on.

50:22 Now, the common ways, um, Harris, maybe a question for you, then maybe I'll parlay in. What's something you think people can do now, um, To sort of offset this in some way.

50:36 Yeah, so, yeah, the idea is like returning off of open tracking. I've seen people, you know, it's funny because while open tracking is kind of, um, maligned, I guess, and a lot of people don't do it.

50:49 We have users who have been using the open track as an indicator of interest and it's been working like pretty well for them.

50:53 Like, so it, you know, I think that probably, I think that probably what I would do would be some kind of reporting where I'm looking at a combination of the smartly lead category that's getting assigned and then if you're also using a CRM like using your real world rep updated data of like which leads

51:16 move forward with lifecycle stage because sometimes you get a reply where it's neutral and so smartly isn't categorized it but then if the rep isn't in smartly they don't update smartly so the smartly record isn't current where it's like oh this is actually a good lead.

51:28 It got moved forward to a sales qualified or a deal, opportunity or whatever. Um, so I would say using a combination of smart lead and then whatever the rep is manually curating in terms of the data and then trying to like map out and say like, um, anything that anything that is, is an interested reply

51:44 , trying to infer like that those are better types of leads. But at the account level, uh, there's, there's nothing you can do with email.

51:52 I mean, you can go on my channel or you could just try to, um, Infer from leads that move forward that like, let's go try to find out like that.

52:02 I'm in a kind perspective that some information is you're doing. Yeah. You're trying to draw parallels to some extent. Okay.

52:08 Yeah. Exactly. Or just go on each channel. You know, I think it's the other one's like, you just pick up the phone and stuff like that.

52:15 But no, it's a tricky one because it's useful. And like also like almost every single platform that does any sort of email provides this as a metric.

52:22 And I think it frankly, like, you just don't care. Generally, you can turn off images from loading if you want.

52:27 I have that. I've done that on my personal email. So yeah, it's, this is a tricky one. I'm, I'm surprised a little bit how they've done it as well.

52:35 No, that's fair. I think they're just trying, because the thing is it's, okay, the outbound stuff, fair enough, whatever. But it also impacts a lot of the newsletters, right?

52:42 Like all the newsletters, they, like every newsletter of mine now has that banner showing up at the top. So it's quite clear.

52:48 That's what's happening. Let's see. So interesting for those set of people. But, um, yeah. What I did want to hear is a renderer image, right?

52:55 Yeah, it just dropped an image in there, I guess. So it's not, so that it's not invisible, I guess. True.

53:00 Very true. But here's the thing to remember, or keep in mind, is it's not stopping images from being rendered. That's what's happening.

53:09 It's stopping invisible or like images that are hidden. From being, there's a very, very stark difference. So Google being very sneaky over here, because they know, uh, the Clavios, the active campaigns, the Mailchimp's, if newsletters are meant to look nice and fluttery and fluffy and pretty with images

53:28 , they're not doing that. If you're hidden an image, that's when they show that. So very specific, right? So they're trying to take on people.

53:36 Here's my smart lead product idea. What if you were to like, But if you were to put your logo in the footer and you'd use that logo image as like, uh, as the tracking image instead of an invisible one.

53:45 I know that you can't do that or you don't need to do open tracking at all. Uh, and we've got a fun one coming up in about, uh, sorry, I'm going to steal that and parlay to the next thing, which is we've got a fun one coming out in about a week's time.

53:58 So everyone feel free to refresh your application on the Friday or Monday the week after. And, um, hopefully we fix this all together for everyone.

54:07 And, uh, it's come as a nice little, uh, uh, what's it called? A nice little God's blessing. That Google has decided to do this right when we're about to release a complete new revamped way of tracking, um, uh, deliverability.

54:22 So, uh, let's see how it goes. But that's also a cool idea, by the way, to drop in your logo and make that a custom, um, make it custom.

54:30 So people actually don't know that that is an image that's actually very cool. It's a good one. That's a good one, Mr.

54:38 Kenny. That's a good one. Um, thank you. Um, thank you. Well, of course you're working on stuff. I mean, I'll just wrap by saying I'm so excited about being here and I appreciate the opportunity and change is always happening, right?

54:47 Change is the only constant. And here's the thing. It's like, if you're going to be in a fox hole, who would you rather be in that fox hole with the smart lead engineering team?

54:55 I mean, you know they're going to come up with something. They, you know, it's just like, wrap it out of the hat time and time and time and time again.

55:02 Um, so I, I love you. I can't wait. I genuinely don't know. What? No, I know. I'm very excited to learn about it.

55:09 I really don't know what it is. I know what I'm talking about. It's very high. Yeah, I hope we live up to it.

55:15 Um, we've been very shocked about it, but, um, it'll be, it's been fun because of seeing what's happening with the whole ghoul.

55:20 Things will be a fun one. But, um, easy peasy. So, um, just a nice little call out for everyone. Um, look forward to it next week and hopefully we keep making you print some more money.

55:29 Is there any closing marks, um, from Akash or? Covered it. Alright, well, thank you. Um, as it is, as always, as we say, there's three constants in life.

55:39 There's taxes, debt, and office hours on Thursdays. I will see you all next week. Thank you. Take care and goodbye.