Episode Transcript
Alright. Welcome, everybody. Looks like people are just starting to join in. I’m Logan Liles with DemandShift.
I’m joined by Daniel Borba at Spark Portal. Yes. I am in a theater because we’ve got a quite a show for you today. If you’re familiar with me, you know I’m normally in my studio.
I’ve got the same mic as Daniel, but we’re taking the show on the road today. And, really, what’s most important is what are we gonna be talking about? We’re gonna be talking about a video playbook that helped one SaaS brand five x the impact of their content when you look at the engagement over time. And we’re gonna share with you that playbook, some of the barriers that you think might be holding you back to scaling your video, but what the hidden ones actually are that come from a lot of experience time and time again from Daniel and his team.
With that out of the way, Daniel, you are the main man today. Kick it off, for us today, and, take it away, my friend.
First of all, thank you guys so much. I’m so excited. I’m also a little nervous, so bear with me. And, yeah, I’m excited to be doing this for the first time.
And, yeah, we’re gonna be talking about how, this SaaS brand, specifically Dotmatics, you know, five x their content engagement with video. Let’s talk a little bit about the agenda. And, but before we get cover the agenda, I wanted to introduce myself and, my company and why, we are probably the most, you know, relevant to be covering this topic. So I started doing videos since twenty twelve, and we’ve done hundreds of videos.
We’ve worked with hundreds of marketers, and we’ve done, you know, over ten thousand videos. And in twenty seventeen, I switched to from freelancing to agency mode. And in twenty nineteen, we launched our video service offering, and we only work with software companies. So we’re very excited to share with you guys everything that we’ve learned about how to really bring about that result that Datmatics, received.
So, without further ado, let me just introduce the agenda. For today, we’re going to, I’m gonna introduce the story, sort of where were they were at, what were the mindset shifts that they had to, go through, and then the results that they got, based on those mindset shifts and also the implementation of those, of a framework that we have.
After that, we’re going to cover the barriers. And we’re gonna help you identify, what are those barriers and then which ones apply specifically to you, right? So that’s the that’s the trick, right? Like, which one is stopping me?
And after that, we’re going to specifically go over the process step by step to figure out the barriers, understand where you can, adjust your process, and create systems to, create not only create video, but ideate, come up with ideas. And in addition to that, understand where you can double down and and execute on on the success. Okay? So after that, we’re gonna do the giveaways.
We have three giveaways.
I’ll cover that in a little bit. And then we’re gonna do the q and a. And then after that, we’re going to you’re gonna see me dance my life away after we’re done. So let’s talk a little bit about Datmatics.
Datmatics is a, research and development software company from pharmaceuticals and and and research labs, And their challenge was they started creating as you see in the chart here, they started creating content. Right? So downloadables, website, blog posts, social content, and they started to dabble with video. And as you can see, they gained some traction.
But in the middle of twenty twenty three, they started to figure out, hey, like, should we keep doing video? Because video could be like, it adds a good chunk of engagement.
And as you can see, they were right.
So but they had to go through what we’d like to call this dip right here. You see? It’s called the Video Valley the the Video Valley, barrier. And as you saw, we also went through another one, but I’ll get to that in a minute.
So when they went through that, we implemented a framework, the framework that I’m gonna walk you through today.
And and like like Logan said, these these are things that you can implement yourself. You don’t have to, hire anybody. These are things that you could implement your processes that you can implement yourself. Okay?
So as you can see, this is a great, great, great way to add, increase engagement without having to reinvent the wheel in terms of, compete for the same, eyes in your audience. Because what happens is, and and I think everybody understands this today, that, regular traditional content is changing. And the behavior how people and our audiences are consuming content is changing. So approaching it with the good old playbook doesn’t work the same anymore because you plateau very quickly.
So video is gives you that that extra, boost that could, not only give you an extra boost, but I can really take you to a place where you’re not competing for the same eyeballs as your competitors. You really are creating a competitive advantage in terms of engagement and education, and, and all those great metrics that you wanna keep track of. So, basically, fast forward to twenty twenty four and twenty twenty five, as you see, non video stuff non video content stayed stagnant. And so video was the the biggest factor, and so they they increased five, they five x their content.
And then if you see too, if you notice, seventy five percent of the engagement is is coming from video only. So let’s talk a little bit about what’s the mindset shift that they went through before we get into the how they actually did it. Okay? So usually, what we see is you start with, wow.
Yes. We should do video. It’s amazing. Yeah. Let’s let’s try it out. But quickly you find out that, wow, yes, it could work.
So just like dotmatics saw in here, they did see some success, right? And so that’s where they were right here, but then they quickly figured out that, hey, yeah, like doing video, it’s hard. Because even if when we have the budget, it’s hard to figure out which videos we need to do. It’s hard to figure out what works for us.
And, and it’s that slow. So there’s a lot of problems. And so then what we need you to do is we need to really create, systems and processes to really come out of that valley and get out. And that that includes removing those barriers.
So identifying and removing the barriers. And so, we’re gonna have a little bit of a a a a a poll and a little bit here about the barriers. So pay attention. Okay?
Stick around. So let’s talk about your goals.
So as a marketing leader and so we’re gonna get into a little bit of strategic thinking here.
Your goal as a marketing leader is I need to communicate complex product info and stories. Right? Value proposition. I also need those stories to really stand out. Right? I can’t just create vanilla content because I cannot compete with the same eyeballs. I have to really create something truly unique.
I also have to do that in multiple channels. Right? Because now every channel needs me to be native in their platform.
In addition to that, you also need to maximize the investment, meaning you you you’re gonna invest your time and money and and budget, And so you need to make sure that you have a a system to figure out whether it’s working or not. And then you also need to create those systems in a way that allows you to pivot and shift priorities as needed. Because as you all know, we we all know that we create a plan, but two weeks in, three weeks in, four four weeks in, that plan gets destroyed. So we need to solve for, efficiency in to be able to change priorities.
And so when it comes to video though so if if these are your goals as a marketing leader, when it comes to video, these are your problems. And the reason why I have them in quotation marks is because these are symptoms that you feel but they’re not necessarily what’s stopping you from actually winning with video, right? And so you may say and you could you could go through each one of these items here, but essentially what we’re trying to get at here is you may say video is slow, but that’s really not what’s stopping you from doing video, winning with video.
You may say, ‘Yeah, like, our videos are outdated, but that’s not the reason why you’re not winning with video.’ there’s more reasons to that. And so and it really essentially comes down to, the actual barriers that are stopping you. So this is kinda like what we’ve been building up to.
And there’s really four barriers. Number one, there’s not sufficient strategy. Meaning, video is not it’s it’s it doesn’t get mentioned in any in any marketing strategy, and that’s a problem. Because you need video needs to be, aligned with leadership, the marketing leadership, and it should be a business strategic decision.
Right? And so if you look back here, if you say, yeah, like, most of our marketing most of our engagement is coming from video, that’s a business decision. It’s not a just a marketing little line item for your budget. Okay?
Now we don’t we don’t need to come up with a fifteen pitch fifteen page deck, you know, adjustment to the to the strategy, but we need to make sure it’s included.
The second point the second barrier is unreliable process for production, ideation, and distribution of video. We need to have an agreement on what are what are we going to test in terms of video about how we’re going to come up with ideas, plan the video, produce it, and then distribute it. Okay?
In addition to that, we also have to come up with ways to solve for our gaps in skill and expertise. Meaning, video is a very, technical, endeavor, and so whenever you don’t have enough skills, you need to cover for that. And so you need to you you cannot be blindsided by that. So, we’re gonna walk through some some works around for that for the different video cells.
And then the last bandwidth sorry the last barrier that we have is limited bandwidth, meaning even when you have a strategic thinking video and you have a process and you have, gaps and and you you don’t have you you have all your gaps in skill covered for video, you still have to battle with the the fact that, not everybody in your team has a ten with the bandwidth, to approach video properly. And so that’s another thing you have to solve for when it comes to video. And so if you put it all together, what we’re saying here is you may feel these things, but these are not what’s stopping you, right?
This is what’s actually stopping you and blocking you from accomplishing your goals, okay?
And so that’s why when it comes to video, you need to start thinking a little bit differently, not just get hung up on the actual problems that you may be experiencing at the moment. And so let’s do a little poll here, and and Logan is gonna help me. Sorry. Which one of the four barriers, is your biggest challenge right now?
Looks like we’ve got good participation so far. Let’s go ahead and share the results in three, two, one. Alright. Let me share the results here. It looks like limited bandwidth is, number one, insufficient strategy coming in at number two. So about a three quarters and one quarter split, unreliable plot processing gaps in skills and expertise actually falling way behind. It looks like that sparked something for you, though, Daniel.
What are your thoughts on that?
Yeah.
Teams you’re working on.
Very this is super interesting because, even though you might feel like limited bandwidth is it’s it’s it’s a problem and it’s a very real problem, it really comes down to comes down to strategy. Right? Strategy needs to drive your decision. And if limited bandwidth is stopping you, then what we need to think about is how can we get alignment with leadership so that they give us the resources we need to remove this barrier of the bandwidth. So let’s talk about the process.
And, again, if you’re a leader, this is the process you should follow. If you’re a leader, you should also empower if you trust your the people working below you, you should trust them to help you with this process so that you’re not involved in in everyday. Because that’s really another problem is when the leader gets involved into too much into the production process, it slows things down. So, and then as a marketing manager or or in charge of coming up with a production, for the videos, you also need to align yourself with your leadership because if you don’t follow a process, it’s hard for you to vet those ideas and get buy in.
And so then you get too involved too further along into the process, and then, like, it it gets shut down or you have to redo a lot of stuff. And so that’s that’s why we’re trying to come up with this process to to help you, solve for that. So in reality, what we really need is we need a process for ideation, and we’re gonna walk you through the framework. We need a process for, road mapping.
So coming up with ideas, planning those ideas, and gain getting alignment and getting buy in and agreement on here are the ideas that we’re going to test.
And and it’s a keyword there, testing, because we’re never really with video, because it’s so big and it could be so so, overwhelming, we’re always wanna change the mindset from producing publishing to testing. Even though we’re still producing and and publishing, we’re we’re just testing ideas, because we’re gonna double down on what works. So and then we’re gonna figure out a way to, understand what’s happening, in the production aspect so that we can just engage in ideas that we we truly feel like they’re gonna be the most impactful. So let’s jump into the framework.
This framework right here may seem simple, but it’s the most impactful concept that we implement with our clients and that we teach. And that when they when we teach it to them, they’re like, oh my gosh, Daniel. This has been amazing. Like, this has been, like, so eye opening.
Thank you so much because it it really opened my eyes. That’s really the quote that verbatim. I’m not exaggerating.
Oh my gosh. This opened my eyes a lot about video. Because they realized that they’ve been missing out on a lot of opportunities.
So what we have here is we have basically a four level framework. At the top, we have the marketing strategy.
And, Logan, if I could spend too much time on this, please let me know. Okay?
Marketing strategy. Then below that, we have strategic POVs, meaning what are the major things that are happening in the next, you know, three to six months that we should probably include video on? And these are, like, major events, major product updates.
Below that, you have initiative. These are actual campaigns. Right? So these are smaller projects, campaigns that are happening or programs.
And then below that, you actually have the video deliverables. And so if you really think about it, it’s a it’s an exercise for you to ideate. And so if you come up with three bullet points for each, you end up with, three, three, three, three. You end up with twelve individual ideas that that are worth your time to go explore, see if it’s worth your while to actually, you know, invest your time and and effort into creating video for that?
So in terms of marketing strategy, if you come up with three bullet points of major, major, major things that your company wants to accomplish or be or be seen as in your in your go to market strategy, you should create a little bullet point. And usually, these are things like we are go we wanna be the go to for this category, or we’re going to be this. We’re going to focus on this. Usually, there’s three or four things or sorry.
There’s two or three things that the company wants to focus on. So create a little bullet point list for that. Below that, you’re gonna create a second bullet point list that says that lists the either topics, right, major talking points, major, messaging points, p o POVs, like, major point of views that you have, like, stake in the ground, things that you say, like, we these are our beliefs about the the the our product or about the market or products, announcements. And so usually these things are the future of AI is here.
That’s kinda like a focus for a company this in the next quarter. Or, we’re gonna announce one new product, or we’re gonna re re adjust our our our messaging, our positioning, or we’re gonna have a sales kickoff, or we’re gonna host a huge event or annual event. And so as you can see, I’m pretty sure you could you’ll be able to list three or four things in there.
The next point is to start listing out campaigns.
Now, some this is tricky because sometimes you might not have access to all the campaigns and you might not have names for them. But if you know you’re gonna have campaigns, you can just list them in by month, for example. Say, like, you know, right now we’re in August. You can say September campaign if you don’t have a name for it yet. But it’s important that you that you list it there because then you can pitch to your boss or you yourself if you’re the boss, you can say, yeah. We’re gonna do one video in this campaign.
Then below that, you’re also gonna want to oh, wait. Another idea might be if you have a learning center, you might wanna say, yeah. Like, we wanna beef up our learning center or library. Or if we wanna we have a we’re gonna launch a new partner program, and we’re gonna do a campaign for that.
So definitely wanna do video for that. Or we’re gonna launch a new thought leadership series. So, we’re gonna, again, list out those things. And so you might end up with six things.
That’s fine.
At the top, I usually want one to three on each. But right here in initiatives, I want probably three to six bullet points. And then on the last one, this is where you actually get to ask or or or yourself put specific video ideas that you’ve been thinking about. Like, I would love to do a, you know, a TikTok trend video, or I would like to do a product explainer video. I would like to do a demo video about this new product that we launched.
This is where you actually get to list out those ideas. Okay? So You did.
Oh, can I ask you one question right there? Yes. It’s my assumption in a lot of marketing teams I talk to, but you’re talking to a lot more about specifically video and looking at how they’re executing and how they’re not.
Seems to me like a lot of marketing teams jump to this part, because either they don’t have time or this is the part that’s exciting because they have an idea Exactly. As a big kind of filter through this framework.
Is that fair to say?
Where where would I be without you, Logan? So this is something that this if this doesn’t drive you home, I don’t know what will. But here’s the thing. Most marketing teams and most marketers, they just go from, yes, we know already what where we wanna who we are or who we wanna be, and then we’re just gonna we have ideas already of videos.
And then they go find a video vendor. But there and this is why I was telling you that there’s no, like yeah. You you skip these two steps that are so important to vet your ideas. Otherwise, how do you know that everything is aligned?
And so if you really think about it, you really are coming up with idea to vet those ideas so that, again, so your team doesn’t have to, like, figure it out, and everybody is aligned. And so please don’t skip this, thought process because, again, even though it seems simple, this has been the most eye opening experience for most of the marketers that I that I’ve talked to. So challenge yourself, and I promise you, you’re gonna find a lot of ideas. After you have this bullet point list, and you could do this with a spreadsheet, you can do this with a document, in whatever format you want.
After you have this four bullet point list, then go out and find ideas. Then go and figure out how your competitors are are do are are doing video. Then find out if you have additional ideas and add them on here.
And so now we’re gonna talk a little bit about the video road mapping process and also the, the video styles. But before we get into that, I wanna do a little poll.
Yeah. So this one is, like we’re talking about earlier, there’s process to producing videos, but there’s also a process to ideating, to determining where does video fit in our overall strategy. So let’s hear from you guys. This one’s straightforward.
Yes or no. Thumbs up, thumbs down. Sorry for the cheesiness there. That’s what I got on camera.
Do you have a a defined process for vetting video ideas?
Daniel, I don’t think you’re gonna be surprised by this one. I think all of us kinda feel this.
Let me go ahead and share The the the idea here is not so much to to get a yes or no, but it’s important to see it, how you’re not the only person Yeah.
That doesn’t have a process for this.
K? And even if you if you believe that you don’t, I’m gonna flip this on its head here for you guys. Actually, you do have a process and your process right now might be we chose to not have a process.
Right? So so really and I hope that doesn’t come across as, critical of you guys. But but, essentially, that is the thing about strategies that when you don’t have a process or a strategy, you’re essentially saying, I choose to wing it. And I choose to just, I’m choosing to, just roll with the punches even though they might hurt me a lot. So let’s talk a little bit about what does it mean once you have already a list of, let’s say, twelve ideas that you wanna try over the next three to six months. How do you how do you put together a plan?
And and and, again, don’t get hung up so much in the video styles.
Again, we don’t wanna just just think we don’t wanna quickly go back to the bottom of of the barrel here. Okay? We wanna start thinking strategically. So just bear with me here.
I know that this may not seem like it’s applicable, but it totally is. K? So what we wanna do is we wanna create a little framework to continue to vet these ideas and to really sell them and get buy in. Otherwise, we’re not gonna it’s gonna be hard to, get more budget and to also, like, feel part of the group once once we do lock down a a win.
Right? So So what we do in the, we create a little document and essentially it has a goal. And I’m gonna walk you through an actual example. I’m gonna share an actual example, but I wanted to show you to you in concept first.
And so essentially, in the first page, we have like a little summary of of the document, when it was, you know, who created it, dates, and things like that. Then we have a little summary of, hey, the company is gonna focus on these things over the next quarter. Right?
And those might be the things that we listed in the marketing strategy here. Right?
Then you’re gonna have in this bullet point list, one, two, three, you’re gonna have the actual initiatives that you chose. And some of these initiatives might be single video initiatives, like, we’re gonna create a thirty second explainer video or promo video. Some initiatives might be, we’re gonna create four videos per month for a thought leadership series over the next three months.
Right? So we’re thinking in terms of initiatives here. We’re not thinking video anymore. Right? Single video only.
Now once you’ve decided those initiatives, and let’s say you chose three, you’re going to take each one and split it into one, two, three different, concepts. One is problem, solution, and and outcomes. Those are the three. The problem should be the initiative should be focused around a problem.
Then you should also list out the solution, and the solution is essentially create the videos. Right? That’s that’s essentially the solution and and distribute it.
But the outcome also, you need a hypothesis for the outcome, meaning I’m gonna give you an actual example. And then the last, the last part is kinda create a little visual plan to where do you see these videos being produced and published. And so I’m not expecting you guys to create an actual Gantt chart because that takes too long to to do if you’re not a designer. But you can just create a little bullet point list per week or per month, and there it goes.
Like, anybody can do that. And, again, you can customize this, like, do it in a spreadsheet if you feel more comfortable in a spreadsheet. You could do it on a document, in a deck, whatever format you feel more confident. So this was, we again, we wanna stay very, very simple because we don’t wanna create a, like, a freaking fifteen page document here.
Simple. Simple. Simple. Simple. I cannot stress this enough.
As you see here, I said, hey. Acme Acme’s goals, are gonna be focused around improving demand generation and growth through thought leadership.
They wanna improve and refocus, their knowledge center, and they also wanna be, they wanna create net new content for repurposing, through paid organic channels. That’s basically and then, you know, we’re gonna help them produce it. But you can get rid of that for you and they’ll just keep it at that. Right?
So we just wanna let them know that, hey. These ideas, we didn’t just pull them out of, like, out of nowhere or thin air. We thought about this, and then you list all the initiatives that you thought about. Again, whether there are single video initiatives or whether they are just multi, video ideas.
For the purpose of this demo, because I don’t wanna turn this into an hour three hour webinar, I’m just gonna pick the first one here. Right? So we came up with five.
The knowledge center. The knowledge centers, we fell behind in last quarter creating demo videos for the for the web for the, for the knowledge center that that they have.
And so and because of a legal thing that they had with Walmart. And so because of that, we’re one to catch up, and so we’re gonna create new demo videos. And the outcome that we expect is that we we expect to start seeing improvement in the retention rate for these particular pages.
So do you see how we kept it simple. We kept it simple and and vague. We didn’t we didn’t it’s specific enough for you to sell the idea, but also not it it gives you the freedom that you want from your team. It empowers your team.
So I’m not gonna break down, but it essentially, we follow the same process for every single initiative that we thought. And once we get buy in, again, you could do this, visually, you know, in a visual way or not for for the plan.
So once you have those ideas, then, let’s talk a little bit about video styles.
This is what I was previewing Yeah. As earlier, this matrix to look at a style of video, cost, effort level, and time to produce so that you can as opposed to, hey. We have all these different options for the types of video that we can produce. One, if you’re following the framework that Daniel walked through earlier, you’re able to get to selecting the styles of video with, you know, a more strategic lens on. And then now you kind of run them through this rubric or this framework to decide, really, how does it fit with the priorities, the budget, the bandwidth as we heard from eighty percent of y’all, or maybe it’s seventy five percent on that. I think it was three quarters of us said bandwidth was one of the the biggest issues. So this rubric can really help with that.
So this is very important, and this is where, also, there’s a lot of misalignment and a lot of problems start to, come up. It’s because there’s a lack of understanding of the implications of what you wanna engage in in terms of video, and this is why the bandwidth becomes such a problem so soon.
And so, and I I haven’t talked too much about Thoughtmatics, but, essentially, the way that we worked with Thoughtmatics is that they were doing videos already, but they were not leveraging videos in multiple channels because they felt like they couldn’t.
And they also felt like they needed to specifically use like video like different video styles that were hard to produce, and that kinda also that assumption didn’t help them see that, oh, wait. We don’t have to not every video needs to be like this Hollywood high production value thing.
And not everything needs to also just because it’s not a high production value, it doesn’t need to be crappy. So there’s a happy medium where it’s it’s great quality, but it’s also fast. And so one example that I can think of is, they came to us with they because they they they acquired a bunch of other companies in along the the past two years, and so they would have a lot of, explainer product videos. And I said, hey, instead of doing explainer videos because those take too long, why don’t we do more like like webinar repurposing?
Because you’re already producing that. And we also we’re doing a little bit of, like, a mix of demo videos. Because as you can see here, a demo video is way faster to produce than an explainer video. Right and is in is lower cost naturally and so the game is to really solve for efficiency and also speed and so if you can start to blend some of these is styles that’s where you start to see a lot of a lot of benefits from in terms of speed.
And so for those of you who don’t know, I’m gonna give you a little walk through what what each style is because a lot of you might not know and and it’s important. But talking heads are basically where you record an interview with somebody and they’re either doing it through Zoom recording or Riverside FM or through, like, an actual video shoot, like, in person videographer recorded video shoot. Right? Those are talking heads.
Social clips are usually things that can be extracted from talking head videos or from webinars that get repurposed specifically for social content, usually LinkedIn in in our industry.
Then we also have demo videos. And demo videos, we have sort of two categories.
One category is the, recorded like, you just kinda let’s say the the product marketer jumps on on Zoom and records their screen. That that’s kind of one style. Another style is, when the product is in development, we use, like, you know, Figma files and you create a demo video with animation. Right? So those are the two styles that we, that usually you see a lot of.
Then you also have explainer videos. Explainer videos is fully animated videos.
Sometimes there is a talking head component, but usually it means for for a software company, because of the complexity of the product, usually it means doing value proposition explaining videos. Then podcast packaging means you record a podcast, and you end up with one audio recording, long form, you know, thirty minute audio recording, video recording of it, and then extract it three or four clips extracted for social and also for sales enablement.
Promo video is kinda like an explainer, but it’s higher energy. It’s almost like an ad. Usually, it doesn’t have voice over. It just has music, text on screen, and it’s almost like a teaser. And it’s usually thirty seconds, in length.
Video strategy is basically what we talked about, video road mapping, coming up with ideas. And then webinar, is what we’re doing today. You record it, you kind of cut the ends and and and you put a little logo and you kind of repotish it and publish it for rewatching. And so that’s kind of like as you can see, each one has different effort level, different time frames.
And the biggest factor is not so much the vendor as it is the team usually. And so that’s why I mean that’s why I say like this is so important to understand because if you understand that doing and repurposing webinars faster then maybe you might want to lead within your strategy with that. You might want to start there, right? And also repurposing.
Look at how these are low effort, short time frame ideas. And remember, a lot of these social clips, they can be repurposed for sales enablement.
So you could have planned that into your webinar planning, incorporate into your webinar planning and already plan on a little bit of a distribution plan, right? And you can include that into your into your video road mapping. And so I wanna do the last, poll here.
I’m curious for you guys, you know, what video styles have been most effective for you, based on, you know, Daniel’s, rundown there. So we should have most of those in the list that he was talking about. Looks like talking head and podcasts are kind of off to an early lead. Podcasting, my podcasting roots, kinda love that.
Explainer videos, kinda taking the lead now. Keep them coming in, guys. Again, if you answer all three polls I we have another entry. Go ahead, Daniel.
Quick note before we join jump into the giveaway and the and q and a.
This is in line with what we’ve seen. A lot of people underestimate the power of social on LinkedIn, specifically.
And, yeah. And then also, explainers. Everybody wants to do explainers. And so my my suggestion here for you guys is don’t marry the explainer video. Try to see if you can get away with doing the same thing but through interviewing your executives.
Do short intentional scripted videos through talking heads and your life is gonna be so much easier.
Because at the end of the day, the things that matter is as long as you you distribute the message through video, explainer versus talking head, you’re gonna be way better off by going through the talking head route versus not doing anything at all.
And so it’s really hard to get approval for for for explaining videos, and and those really take a long time. So, that’s a good kind of backup plan for you guys. So, thanks a lot everybody for joining.
Love it. Alright. You gonna dance this out, Daniel?
Yes. Let’s see here.
