32: Dreamforce Recap with Morgan J Ingram

Hey, everybody. This is Morgan J. Ingram here taking place of John Barrows. And today I'm going to talk about the five takeaways I got from Dreamforce and kind of what I learned and the things that were applicable to me. So before I go into that, Dreamforce was an incredible opportunity. It was really awesome. I learned a ton of stuff and a ton of new things. So it's kind of cool, kind of, hey, what's up, Robert? How are you doing? It's kind of cool to kind of see what the industry is about, kind of see what's going on. I learned just a ton. I was completely exhausted because I was coming from East Coast and then there was like daylight savings. It was just straight madness kind of going into it.

But I learned a lot and I'm super excited to kind of tell you guys what I learned and kind of what John and I kind of experienced while we were out there. So first things first. So the first takeaway that I got is, and I think this is actually the most crucial one, is you always have to be on point. So when I first got there, you know, super excited. But as you guys know, I'm now in a new position with John and what I'm learning and what I'm executing on and the stuff that I'm teaching people is different than what I was teaching people when I was at Terminus. So I'm so used to the Terminus pitch when someone's like, what do you do? I almost was like, okay, so at Terminus and then I like in my head had to stop myself because I realized like, hold on, wait, like now I'm with John.

So I have to explain that value of explaining that short pitch and long pitch is kind of what I call it when you're at events. So that was kind of, that was kind of confusing for me at first because I introduced myself to someone and they're like, okay, what do you do? And I kind of stumbled, honestly, through the first kind of time me telling somebody because I just wasn't, I wasn't ready to kind of display that message yet to be completely honest. And so, but throughout the event, I realized you just have to be on point because you have no idea who you're going to meet. You have no idea who you're going to run in contact with. And so it's, it was kind of like a, it was kind of like a, like a flash for me to realize that, okay, I need to make sure every single time when I talk to somebody that I'm prepared and on point.

So a couple of things that you can do to make sure that you're on point, I think one is to practice with other people. I think that's like a really big thing is when you practice other people, you talk to them and you chat with them, you can see, okay, like this is what I need to see people and this is what resonates. Another big thing that, that I did to make sure that I was on point later in the afternoon or later in that week is just going to someone that, that I knew and just said, Hey, you know what, what are things that you run into with people? Like what turns you off? Like when they tell you what they do and then like, what actually like gets you involved? And so the thing that John and I talked about was attention grabbers.

Like when you're talking to someone like what grabs the attention. So for John, it's a, I teach Salesforce how to sell. So we're in San Francisco, Salesforce has this massive building. When people hear that, like, okay, like I want to engage the conversation. Like what exactly do you do? How do you teach Salesforce, how to actually sell? So that's, that's something that we kind of went back and forth on and tried to figure that out. Another thing that I kind of figured how to, how to be on point is to always treat it as if you're, you know, as a Superbowl game or like NBA finals games, kind of how I treated it. So when you, when you think about the Superbowl, like these people are on point, they're ready to go, they're taking action and they're, and they're doing everything they can.

Right. That's, that's one point. And another thing is that the Superbowl of tech industry or sales is dream force. So you have to treat it as like every person that I talk to, I gotta be on point. I gotta say the right things. I have to do this right because you just, you just don't know what that's going to correlate and you don't know what traction that's going to happen at the end of the day. And you know, Robert also said, ask questions. I think that's another good one as well. When you're trying to always be on point, you need to ask the right questions to someone. So then like, you can figure out like, where do you want to take this conversation? Cause you don't want the conversation to be about yourself.

You want it, the conversation to be about them. And so the more that you know about them, the more value that you can bring them. Cause I can go off on a tangent about anything that I like, but the person that I'm talking to is probably like, I don't really want to talk about that. See you later. And the thing about dream force is you can, you can really see like what's how people interact with you. Like you can like be talking to them and you can see immediately that like, yeah, like I'm out of here or they're like, yeah, like I'm interested. And so I kind of got hit in the face of that a couple of times when I was talking to someone and I could tell immediately, they're like, yeah, I don't want to talk to you anymore.

But I mean, it happens though. That's why you have to be on point and you have to prepare yourself. And it was just a learning experience for me. Cause I think there's about 120, 140,000 people that were out there. So it's, it's really like the time of people is very valuable and precious. So if you're not giving them any value, they're going to be like, see you later. Don't you? Right. So that's kind of what I learned and kind of the gist I got. And, uh, I know Robert just mentioned, um, talking to reps on Instagram or talking or to when I talked about the reps that were at the booths. Uh, that is actually something that I'll, I'll dive into a little bit more here with the further points that I have, but it is, it is important to, uh, to actually articulate your value or at a booth.

I just, I ran into too many people when I was running back and forth between booths. And I just wanted to see how people pitched me like, and wanted to actually figure out like, okay, like why am I here at the show? And it was just, it was, it was just like, it was off because a lot of people just couldn't actually get to the value that they were doing. And they just were like, oh, you have a badge. Let me scan your badge, which is like, okay, great. But like, what are you going to do with my information? If you don't know what I'm about or like what I'm trying to accomplish? So I really didn't, I really didn't understand that at the end of the day, but I think there's obviously more that people can dive into on that.

So that's the first point guys, always be on point, always be ready to have the conversation. Uh, cause that one conversation can lead you to the magnitude and the blow up or the tipping point for your business. So point number two, and this point is, I think out of all the points, I think it's actually something that I'm more excited to learn more about. Cause they talked a lot about a dream force. AI is going to be helpful. Now, when I talk about AI, artificial intelligence, a lot of people think that AI is going to take over the world and no salespeople are gonna have jobs anymore. And that everyone's got to find new careers. I honestly don't believe that. I think that's false. I honestly believe that AI is going to be one of the things that's going to help people, especially if you're a good sales professional, if you're a great sales, prefer sales professional, I think it's only going to enhance you and put you in the right spot at the end of the day.

I don't think it's going to wipe people out and take jobs. And there was a, it was a talk that I was at one time and someone said that, Hey, look, you know, you're either going to be the person telling the robots what to do. The robots are going to be telling you what to do. Right. When you really look at it. So when I, when I think about that, it's like, if you're not, if you're average and you're kind of just like walk in the middle and you're like, okay, I've got to go to work today. You will most likely get replaced by AI. But if you're being proficient, if you're building a brand, you're putting yourself out there, you have content, you've been putting in the work every single month, every single year, then you're going to see, okay, like now, like I can use AI in the right way.

And so how my example of that is when you think of AI artificial intelligence, I think it as an enhancer, right? Just something that can build you in the right way. So it's going to give you the right, if your data set is correct, because if your data is not good, then AI is just not going to be good at all. It's going to be a waste of your time. But if you look at it like, okay, this is going to produce great results for me. And you can see the analytics of like, okay, like these are the people that I've talked to. I know these people that I've talked to. These are, these are people that I need to focus more on. And these are people I need to stay away from. When I talk to these certain people, this is what I need to say.

When I talk to these certain people, this is what they need to say. So I honestly think that you have to think of something different at the end of the day, when you're using AI, because I just see it as that, that booster at the end of the day. And so if you kind of, if you think of, if really anything, like, I think this is a, the perfect example of AI is Tony Stark. So if you guys don't know what Tony Stark is, Iron Man, he's in Marvel movies. I don't know if you guys have seen like the Avengers and things of that nature, but Iron Man really fascinates me because I, that's how I see the modern day sales professional. That's what I think it's going to turn into at the end of the day. It's going to turn into, you're going to have a lot of different analytics.

You're going to have a lot of different tools. You're going to have a lot of different leverage. And from those things, you're going to be able to maximize those and take those to the next level of where you need to go. If you can do that correctly, personalization, you can do certain template and messages that are to personas and you have the data, the AI is able to give you that. Then you're just, you're going to be Iron Man. You're going to be floating around. You're going to have very good precision and you're going to be able to do the things that you need to do. So that's why I think that AI is going to be a complete game changer. It's why, if you guys follow me now, I'm going to be talking a lot more about it because I'm going to do more research on it.

I'm going to do a blog post on it. I think it's, it's something that really fascinates me because I believe it's going to be something super critical that's going to help enhance us. So I'm going to take a, I'm going to take these questions I see on the side so I can answer them as I'm kind of talking about this point. Dylan Gibson asks, was there any advice given from keynote speakers that helps you give a new perception approach on today's market in building a brand? So that's a really good question. When it comes to building brand, it's something that I've been really studying for the past, it's been six, seven years. I've been reading about it. I've been studying it, marketing insights, something that I believe that it's not really a new insight, but it kind of gave me just a new perspective.

I think you need to, the more focus needs to be on video, but not just video in itself, like where you're just coming on screen. You're like, Hey, this is what it is. I think video as in like real live experiences, like, Hey, like this is what I did. This is my takeaway. It's kind of like what I was doing at dream first dream force. If you guys followed me, I see that that's going to be more of a building of the brand because we're turning into a day and age where there's just so much noise. There's so much content people want to see, like, what are people doing on a day-to-day basis? And like, how are they accomplishing that? And like, what takeaways are they getting? So I have my new perspective is I want to be able to get more in the weeds of what I'm doing, or I'm at an event, or I just did like a talk, or I just talked to somebody on the phone for 30 minutes and literally sitting down and be like, Hey guys, like, this is what I learned from this conversation.

I just talked to, um, you know, a CRO at a high growth company. And like, this is what they're dealing with. And like, this is what's going on. Or, Hey, you know, I just talked to a venture capitalist and he, this is what he sees for the emergence of the growth in the industry. Or I talked to a female CEO and this is what she thinks about women in tech and like where the tech industry is going. I feel like that's going to be something that's going to be different for brand building because people are going to correlate and resonate more with stories than just, Hey, like there's some content up there, which I think is important. You still want to give the value that you want to do. You still want to document what you've learned, but I think it's going to be more important that like, we actually chronicle and actually sit there and be like, okay, like this is what I've learned from this conversation.

And like, this is what it's about. So I think that's kind of what I learned from different keynote speakers and perceptions. It's just, it's just more about being more personable and being more relatable. And this goes to the last point of kind of the AI. Uh, if you're a BDR and you're just doing cadence emails via sales off, you will be replaced by AI. I agree with you. It's a hundred percent. If you come in the office and you have your cadence and you have your templates and you're just banging them out and you're like, see you later. It's, this is, you're, you're definitely going to get replaced and it would be your own fault. It would be your own fault at the end of the day. Like you, there are so many tools or so many resources.

There's so much content out here that you can utilize at scale that you can actually be personable and you can actually make a difference. And it really doesn't take that long to be unique. And it's not that hard to kind of dive into those points. So to Brian's point into that question, I honestly do believe, yes, if you do focus in on talking to different points and talking to different things about your prospects and you use the AI and leverage that, you're going to be successful. But if you were just sending out templated emails, Hey, look, a marketing automation or an AI tool can do that better than, than that person. Cause they're not, you're not adding humanity to the sales process. So, and that's why an SDR, BDR, ADR, whatever position you are, it would be into that role.

So point number two, I think AI is going to be really helpful. So look out for me for more posts on that and kind of how, where that goes. So point number three is network with everyone. I, I literally, uh, I talked to so many people that were just around me and I would just, I would just grab them and I'd be like, Hey, like what's going on? What do you do? What's, what's happening? Or just, just say like, Hey, like what brings you out to dream force? Those questions just sprung conversation. And I would end up having a conversation with that person, then introduced to somebody else. And then like a group of six people are talking wouldn't have happened if I just didn't decide, Hey, I need to network with everyone.

I made it a point to talk to as many people as possible, but I tried to also condense those conversations. So I would have five to 15 minute conversations, chop it up with them. If they were interested in what I was doing, or they just wanted to talk more, uh, had a few guys were out there, had a business card that were poker chips. And then John and I had those business cards. So we handed those out. Uh, we did as much as we could to kind of generate that networking piece. But I honestly believe that the more people that you talk to, the more opportunities that you'll have because someone could really like where you're coming from. And that can lead to a referral that can lead to that one conversation that takes your business to the next level.

Kind of what I talked about in point number one, when I said, Hey, you always got to be on point, this comes into it when you need to network with everyone. So I was just on the, the booth floor talking to most of the vendors networking. And I learned a lot about different products and also learned a lot about like people's pitches, kind of what someone, Robert brought up, but also learned a lot about people and kind of where they were trying to go and how I could help and how they can help me at the end of the day, a mutual benefit. And also ran into a ton of people that had seen my content before or seen me online. And it was good just to see them in person. So we networked and we chopped it up.

And there was just a lot of people that were like, Hey, like, you know, let's meet up. And I took the time to actually go meet up with them because I knew at the end of the day, like, I mean, that's something that you need to do. You have to be able to continuously build your brand out in space because the more people that know you, the more they're going to be like, okay, like I could resonate with this information. So that's why, you know, networking with every single person possible is crucial. And that's why, even though if you're tired or exhausted, going to the parties and the events at night are important because people want to have real conversations with real people. People normally aren't going to talk about, all right, let's talk about what's going on in a business.

They want to know who you are. And then if they know who you are, it will cultivate into maybe a business talk or like a business opportunity. But I do know, based on experiences that I've had throughout my career thus far, is that you have to be able to network with everyone because that network pull is important. And as many of you guys know this quote, like your network is your net worth at the end of the day. So if you know the right people, you're going to be in the right spots. When you're in the right spots, you get the right opportunities. So that's something to definitely consider moving forward is whatever event that you go to, Dreamforce especially, is to just network with the people around you.

Don't, I think a lot of people will try to look for, obviously you want to find the job titles you're trying to go after and the companies that you have as, okay, these are the whales I'm trying to target. But it could be that one person that's sitting right next to you that can know that person that you're trying to get into that account, but you just didn't take the time to actually sit down and like have a conversation with that person. So I think that's where that comes into play and something to actually like really consider and think about because that's honestly what, you know, everyone is trying to do. Meet the people that you want to meet and talk to the people that you want to talk to.

And at Dreamforce, there was way too many opportunities to network with everybody. And I think that if you take that approach into Dreamforce, then you'll be, you'll be set, set to go. And that's kind of the approach that I took. You know, I would come into wherever I, the event or the party or whatever, the happy hour that I was at, talk to people I needed to talk to, chop it up, business cards, let's have a conversation. Let's dive deeper. What are your goals? What are my goals? Let's align. Let's try to figure that out. And Mike just made a comment on cadence automates to have a lifting, frees up time to be creative, unique, and strategic, and frees up time to keep dialing. So got to keep dialing as always.

As you guys know, I love the phone. Most people don't. I do. I think it just makes things easier to translate into that selling time to get that meeting. But Mike does bring up a good point. It definitely automates the heavy lifting, but don't let it automate your entire workflow, right? Don't let it automate into the workflow and basically diminish kind of what's going on. You want to make sure that you can have the right value inside those messages and you're sending out to the right people and not wasting people's time and blowing up their inbox on something that's not even relatable. So that's point number three, guys, taking the time to network with everyone because you honestly don't know who's going to help you get into that door that you've been trying to get into.

So the next point is point number four, which is be proactive. So this kind of goes, these points are hand in hand because I just, I feel like at the end of the day, they're all cohesive, but this is, this kind of goes into the booth. So if you guys watch my dream force diaries, I talked about where I went on the, I went on the floor and I went to almost every, I went through every single booth lane first and I didn't introduce myself. I didn't go to any booths and I just walked through because I wanted to see who was actually going to like be proactive and say like, Hey, like come check out a product or Hey, you know, come let's talk. So only five people did that out of the, that maybe hundreds and thousands of companies that are actually in that booth floor.

They actually pulled me, wanted to talk to me and actually chopped it up with me. And I was like, okay, that's great. And then I went to like select a booth that like the product looks cool or they had some cool giveaway or cool swag. And I talked to them and I saw like how proactive they were in their questions, or I just wanted to talk to them and they say, Hey, this is the, this is what we do. And I was like, great. And then they were like, let me scan your badge. And I was like, okay, that's, I don't understand. Like that's not going to be applicable for you at all. If you're just scanning a badge, you have no idea what I do. You're going to spam 300 people and you're going to get zero responses.

And you're literally going to waste your marketing budget. That it's not going to be, it's just not going to be helpful. I think another thing to realize when you're being proactive is to, if you are, this is for like, if you're a director of sales, if you're a director of sales development or your director of marketing, whoever's handling the outreach or the proactiveness of the event, SDRs, BDRs, ADRs, LDRs, whatever your position is, whatever you're calling it in your company. When I was an SDR at Terminus at serious decisions, we had a booth and people came to the booth. That was great, but we wanted more. Our goal was to hit, I think a hundred, a hundred scheduled opportunities between the both of us.

So we were like, we need to, we need to, we need to hustle. Like we got to get out here. Right. So what we did is we decided to take a lap of the entire booth floor. So I took one way, my other friends took the other way. And we went to every single booth and introduced ourselves and we're like, Hey, so I am like, and if they were a prospect, we probably went a little bit deeper to figure out how to set up a meeting. But because we proactively went to every single booth, there were people who went to that person's booth and they'd be like, yeah, this is what we do. This is what's going on. And they would be like, Oh wait, we're looking for a compass market solution. Go to the Terminus booth.

And because we had talked to every single sponsored booth at the, at the show, they were sending us tons of people to talk to. So it became a lot easier to talk to certain people because they just came to us because we were being proactive at the booth. And I didn't see anyone really doing that a dream for us. I don't know why, but I think that if you're proactive and just pulling people into the booth, you're proactive and understanding what are the booths around me doing and helping them out. So they help you out. It's going to be a win-win situation. And I didn't really see anyone really being proactive and even practically asking me questions. I mean, there was only one guy. There was only, yeah, there was only one guy from one company who I think did the best job out of everyone.

And he asked me the right questions. He asked me just, he really wanted to understand like what I was doing there. He wanted to understand about the business. Like he was actually like taking his time to really figure out like, what are you about? What are you trying to accomplish? And you know, I told him afterwards, like, did you do the best job out of everyone that I've ran into? And then there were some people who just did a really bad job. They weren't proactive. They didn't ask me the right questions. They didn't even ask me if I've even seen the product before. And there were some companies I went to and I've used the product and they didn't even ask me the right questions. So I was like, how does that happen?

But it's just because a lot of people just aren't proactive in what they're doing. They're just kind of floating by. They're like, I'm at this event. It's cool. But you know, I'm not really trying to do everything I can. And I feel like that's, it's a misfire if you're at an event, because there's just so many people that you're not going to be able to get through email and phone. They're too busy. And this is the time to really execute on that. So Lucas has a question. What do you think the line is between being proactive and being overly aggressive when talking to people walking by? I think if someone looks at your booth, I think it gives you permission to be proactive. So if someone walks by and they look at the booth, I'm going to look at them.

And if we make eye contact, I'm engaging. That's just how it should be. And there is only, like I told you, there's only one person who did that. Oh, no, there's five people who did that. And I was like, there's only one person who followed up on that opportunity actually did really well. So when you really think about that, it's, you need to figure out what are the triggers to actually engage somebody and not just let people come to your booth, because that's more of an inbound approach. It's waiting. I'm just a person that, hey, look, let's just go out and make it happen. Let's go out and get it and not wait on people. And that's how you be proactive in your approach to actually going up to someone and being like, hey, what do you do?

What are you trying to accomplish? Like, you know, why are you at Dreamforce? And figuring out why they're actually at Dreamforce, and then correlating and translating that into what your company does, providing that solution, and then moving forward, helping them in the direction that they need to go into. Because if you're not doing that, you're going to miss on a multitude of opportunities that you could have. And I know that when we, as a team of SDRs, when we were at SDRs decisions, we got so much traction to our booth because we were proactively going out and pulling people to our booth and trying to figure out if account-based marketing was something on their radar, which, you know, it still is at the time.

It was a buzzword. It's hot. People want to learn more about it. So we knew we had that leverage point to be proactive. But if you're not proactive, you're not going to know. And I just saw a lot of people not being proactive and really sitting around at the booth not doing anything. And I was like, you guys are wasting so much valuable time because there's thousands of people here and you got to utilize that. And I think it's the same thing when you're at events, when you're at, when you're at these parties, when you're at the, even at these trade shows like Dreamforce, being proactive, talking to people and making the most out of it. Because you're, most people will not get the chance again.

You may not sponsor next year. You may not be able to make it to this event. Something may happen in your life where you may not be able to be here. So it's like, use the time that you have and maximize it. And that's really what I mean by being proactive. And I feel like a lot of people just weren't utilizing at the level that they could have. And I, and I feel like if you do that, you'll feel way better about yourself. You'll be like, okay, I've done the right things and now I can move forward and be excited about what I'm doing in the future. So that's point number four, be proactive. Everybody go after the goals that you have set a goal for the conference that you're going to and hit it full steam.

And that's why, that's why we said a hundred opportunities when we were in SDR, because we knew that, okay, we have to be proactive. We have to get after it. We have to talk to every single person, every event, even if we're tired, we're going to push through. And that's kind of what Dreamforce was. It's wanting to talk to as many people as possible. I was proactive. I was super exhausted when I came back home, but I was like, you know, I felt like I did good work and I did what I needed to do. So last point is point number five. And this is be a strategic planner. So going into Dreamforce, you can have a great plan, but you can get knocked flat on your face if you don't really know what's going on.

And you're like kind of willy nilly, like I'm out here. It's fun. But at the same time, you're not accomplishing anything because you're completely lost and you don't want to be the headless horseman running around a loss. You just don't want to do that. So what I mean by being a strategic planner, every single morning would look at, okay, like what's on the calendar? What events have I already signed up for? And then I would see what sessions are going on at maybe there's a lounge somewhere, or maybe there's some event that's happening. And I would see kind of what's happening that day. So I was like, okay, like what's going on? And from that, I would map out my day before I even left my hotel, because what can happen is you could leave the hotel and be like, I'll figure it out.

And then you'll run into, I don't know, you might run into Einstein. You might want to take a selfie with you or something. And then you run into like a friend. And then all of a sudden you're at this bar hanging out for two hours. And then you miss the session, you miss an event, and you miss the talk. And then you're like, I wasted my time. That's not what you want to do. So you have to strategically plan your day from the moment that you leave the hotel to the night where you're having a party and you're leaving. If you have that planned out and you're strategic about it, you can maximize those times of where you're at. Now, when you're actually at that session, when you're at that conversation, when you're at that meeting, something may come up to where it may be different than what you planned, but at least have an outline, a foundational guideline of like, this is what I'm going to do.

And this is how I'm going to accomplish it. So when you really think about that, you're going to be more suited to go after it. You're going to be more comfortable about what you're doing and you're not going to be running around lost and you're not going to look lost. If you look like you have like a plan, people are going to be more confident in you and you're going to be more confident in yourself and the conversations that you're going into. So that was, that's something that I would definitely consider going into really any event. But that was my dream force takeaway is because we really took the time to learn different things in different aspects of the tech industry and the platforms.

But I don't think I would have been able to execute on learning and gaining new insights if I didn't, if I didn't spend the time to just really just sit there and take the time to plan to go out there. And it only takes, only took like 30 minutes really to do it. It didn't really take that long. But once you have that, you're not worried for the rest of the day. And that really goes into anything. I organize my day as much as I can. So I know, Hey, look, I know what's going on today. I know what's going on tomorrow. It's on the calendar and I'm not waking up like, Oh, what do I need to do today? And then I waste like an hour trying to figure out what I need to do. Cause that's just a waste of your time and everyone else's time.

Dylan's got another question. Did you come across any new tech platforms? We should take time to research. I came across a ton of platforms and I don't, I didn't, there was nothing that, there was nothing that stood out to me and I was like, Oh my, this is going to take over. But there were, I mean, there was just some platforms that were cool for what they did, but there was no, yeah. Like when I really looked back at it, there was no platforms that I'd be like, yeah, take the time to go research this. The things that I learned were, there are topics that you should consider. So like AI is a topic. I think virtual reality, that's something you need to look into. Like that's going to be super important.

I think coaching and training is another topic that came up a lot, but there's a lot of platforms that kind of do the same thing. So there really wasn't a platform that I was like, this is different. I've never seen this before. And I just, I just learned about the topics and we'll see what platforms come out of that. But there was nothing where I'm going to tell you to, Hey, go look this up. Cause it wasn't, it didn't shock me. It didn't, it didn't take me over. It wasn't like, I need to learn. I need to learn more like now. Uh, there was a lot of platforms that I, that were, that I think that are actually good platforms and they're impressive platforms, but I've seen them before. So I've, I've done demos of them before I've used them, you know, at my previous company.

So it's not like, Hey, this is a game changing platform. I would say the only platform that was like really cool to me that I use was clear bit. I think I talked it up with them for a little bit, but I mean, there is just kind of like a zoom info type of tool where it kind of, it shows you, Hey, look, this is the, this is the company. These are their emails and this is their domain email. So if you're having trouble finding someone's email, it can help you out there. It gives you a good base on insights of what's going on within the company. But that was honestly really the only tool that like, I wanted to learn more about because I've been using the free version. So I've been messing around with it, but they haven't got a paid version.

So I just wanted to understand a little bit more about it. That was really the only platform that was like, okay, like I want to know more, but everything else I had heard of, I seen it before. And I think it, Dylan, I think the question kind of goes towards like, what are you trying to accomplish at the end of the day? And what tech are you looking to implement in your stack? I'm a, even though we're in, most of us are in the B2B SaaS technology companies. I try to limit as much tech stack as possible. You know, I told, told this to John, like, I'm not trying to, we're not trying to have like 20 tools that we're using. Like, let's just keep it to the, to the maximum of what we're doing. I would say the tool that I, that I will advocate for is Vidyard.

I love that tool. They have some new stuff coming out, but I've been using it. So it wasn't like, oh my gosh, I've never seen a tool before, but that tool is just applicable video outreach, marketing video outreach, customer success stories through Vidyard. Really applicable because people want to see humanity now and they want to see those videos. So that's kind of the gist of kind of what I got from tech. But going back to number five and the last point, as I said, you got to make sure that you're a strategic planner going into these events. You don't want to get blindsided. You don't want to get knocked out. You want to make sure that you're doing the right things. So those are my five points guys from dream forest.

Those are my takeaways. That's what I learned. It was a super exciting time. It was a super exhausting time, but it was also exhilarating time is too. I had a ton of fun. I met a ton of new people, a ton of people that I had met through LinkedIn, through social. I finally got to meet them face to face. So that was a good time, but I, uh, I got my sleep in yesterday. I don't, I don't think I even moved yesterday. I pretty much just watched football and check my fantasy teams and was knocked out, but I'm back. Uh, I feel more energetic than I was when I got off that plane, uh, Saturday morning, but thank you guys so much for tuning in. Uh, I want to see if there's any more questions that you guys have, uh, before I hop off on this, make it happen Monday.

Cool. Awesome. So doesn't look like there's any more questions coming in. I appreciate you guys tuning in to make it happen Monday to John for letting me take this over. hope that you guys learned a lot about dream force takeaways I got from my first one. So, uh, if you were going into your first one, maybe they align with the same recap that I had going to be writing a kind of a little blog about this on kind of what I learned and looking forward to engage with you guys more. And I hope that you guys have a great rest of your day. Keep dialing. Bye. Bye. Bye.