Episode 2: Drive Acquisition and Conversion with Web: Tips, Insights, & Examples

Hello, and welcome to another performance series. Today we are going to, talk about web channel and how to drive acquisition and conversion using that channel, alongside, you know, email and any other channels that you're using to create this kind of omnichannel, experience. And, my name is Josh Brown, and I'm a techno technical adoption specialist here at Amarsis. And with me is Nick Odom. How are you doing today, Nick? Doing well. It's good to be back on the the performance series. I know it's been been a while. I was I was on your team later last year, Josh. And so Yeah. Switched to the dark side of presales in about eight months, but I'm I'm really glad to be back on the performance series and talking about one of my favorite topics, which is web channel. Awesome. Yeah. Well, we can, go over a little bit what we're going to talk about today. And so if this is your first, like, exposure to web channel, we're gonna go over kind of what that is and and the different, types of campaigns that you can use for that. Then we're gonna go to the customer journeys. So things like welcome series, purchase series, post purchase, these really vital kind of essential programs that you probably have up and running, but maybe you're not using web channel alongside email or SMS or something like that to to actually further engage the audience when they're on the site. And then we're gonna talk about just maximizing, the data that you are getting through these campaigns. So, a lot of that has to do with the, option of progressive profiling and getting the information directly from the customer of what they're interested in, what they wanna know more about so that you can take that and customize the experience for them in any channel, even more than you already are. So if we wanna get started with just very broadly, what is web channel, so this is tagging that's done on the site, so that we can display campaigns on the web pages so that we're getting you know, if it's a new acquisition, a brand new customer, if it is, progressive profiling, if we're wanting to, reengage someone, we can, display those campaigns directly on the site. And then any engagement, any data that we're getting flows back into the platform for us to to action on. In web channel, there are three campaign types. So there's the ribbon box, which is can be like a larger box or just a very kind of thin ribbon that's on the top of the site, the bottom of the site. There's embed where you're actually going to replace some of the existing content on the site for some or all of your visitors, maybe depending on, what what segment, you have them in. They're gonna see a different messaging, than than just like an unidentified visitor. And there's overlay, which is that actually, you know, kind of pop up message that's going to, you know again, it could be used for progressive profiling. It could be, giving them, like, an urgent message on, a sale or, you know, anything like that. But I know, Nick, you're you have, you know, tons of of use cases and experience with this. How do you see these these being used kind of in general and and alongside, like, other other channels? Yeah. I mean, it's it's a lot of what what you've mentioned. Right? Like, there's a lot of acquisition that we, leveraged here. You know, you can start to be a little bit more intentional about about your acquisition strategies and what types of pages you wanna ask for, you know, new sign ups on, how you know, do you wanna delay that? Do you wanna, you know, how how do you wanna control some of that? You know? And and a lot of it really comes down to to reducing the friction that a a customer has as they're shopping with the brand. You know? So if if I'm trying to acquire, an email address, you know, why am I trying to acquire that? Right? And then and it it's probably not just because it's a new person on the site that that's unidentified. I think we've all got that experience where we get on the site, start getting bombarded with a bunch of stuff. Like, really, if we're doing it right, it should be a little bit more seamless than that and be a little bit more intentional about where those things are getting layered in. Same with the progressive profiling stuff. That's one of my favorite use cases here so we can be collecting some of that first party, zero party data, and and having our customers actually tell us exactly what they want from us and and, ultimately, enhancing that user profile, to be able to leverage for some of that dynamic content for other channels like you mentioned, Josh. So I think in general, I mean, these are these are obviously really nice tools in the in the tool belt for for how we wanna go and and personalize and, make that, you know, website experience dynamic, but it needs to be very intentional. We can't be doing too much all at once. Like, that's when, you know, that can start to become a very frustrating experience on the website. That's where we can start to increase, you know, balance rates, that kind of stuff. So we just wanna make sure we're we're doing the right amount. You know? We wanna make sure that it's kinda layered in, you know, very seamlessly to the website. But to your point, we also wanna be layering that in with our other channels. Right? So, you know, what what kind of communications am I sending out, you know, that I can then build another experience to to continue to drive, you know, whatever behavior, whatever products, whatever, you know, purchases we're trying to drive, from our other channels. We can now start to leverage the website to to kinda continue that that messaging and and make sure that we're having kind of a consistent experience between, our different touch points. Yeah. Yeah. I think that's a good callout, of of not bombarding anybody. I know that and nowadays, when you're going on to a website, there's usually a message already being shown about, you know, accepting cookies. And then there's if there's gonna be, like, browser notifications, you get asked about that or maybe a a location prompt. And so it's you have to be very conscious in what are we adding to this, and are we gonna time it in a way where it can have its own focus. And and someone's actually invested in going further on the site already, by the time that we have this message, so it doesn't, yeah, scare them off off the site. And, yeah. So there's, I think, a a lot that can be done there. And with the timing of the messages and then, like you're saying, using it alongside other channels, if someone's opted into email, but they, you know, still just do a lot, of their engagement on the site, then something like this progressive profiling, you can get, really useful information for them. And and you don't have to, rely solely on them opening an email and and getting the information that way. Well, and you don't have to collect it all at once. Right? I mean, you've got this example in the ribbon box where, obviously, we're collecting a couple of additional details outside of just the email. It's great. You know, let's just make sure that whatever we're collecting, we're kinda leveraging, you know, and some of those initial use cases, you know, the welcome series, the you know, maybe we're asking for birthday, and we're gonna put them into a birthday program, you know, maybe later in the year, maybe this year or month. You know, what whatever that might be. But especially with the more of a progressive profiling methodology, it's like we can collect little bits of information over time. Right? It's gonna make sense sometimes to collect more upfront. But but especially when we're looking at maybe even, you know, additional channels. Right? Like, maybe I've got an email subscriber that I wanna turn into an SMS subscriber. Like, we could ask for both those things at once, and that would make it really easy to pair it up. But with a really good website identification strategy with, you know, a really good progressive profiling strategy, we can do that in smaller chunks and start to be more intentional when we're getting them to sign up for new channels, what use cases they're gonna be signing them up for, you know, thinking, you know, back in stock alerts, flash sale alerts, you know, different, you know, different types of really intentional communications, especially especially with the channel like SMS. So I think web channel and some of that, you know, being able to link the identification back to our, you know, our our customer profile really allows us to be a little bit more patient with collecting that that customer information. Yeah. Yeah. And it puts the power in the customer's hand to give us exactly what they want to, so that they can tailor the experience, which then overall is just gonna have, you know, lead to a a healthy relationship between, the customer and the brand, because they're actually feeling like they're being heard, and they're getting the type of communication that they want. So, yeah, I think that that all makes sense. And if we move towards the use cases, you know, just a few of the the very, very many use cases that you can use this for, like I said, are are some of the the more essential, programs that that everyone kind of needs to have up and running. We have a welcome series. So if there is you know, when you're kind of educating a customer about your brand, if you're wanting to get, like, a new, acquisition in the first place, we've talked a lot about that profiling, but, obviously, when they're a new customer, that's that's always a a a good way to to start doing that, at least. Like you said, we can kind of we don't have to get everything at once. We can space some things out, but, we can start that process then. And then we have, you know, actually driving purchases. So if there is that, really great sale that we wanna bring to everyone's attention, if they've gone through, certain steps, and they they just kind of need to to get pushed that that one last step toward, you know, a, free shipping or, a just a a purchase in general. We can see them in that step and and look at their kind of, like, browsing session and and, create a a a good message to launch at the right time. And then post purchase, I think, is really interesting because a lot of time we're working towards just getting that purchase and and almost viewing that as, like, the end of a, of a goal when really that's just another step on the customer journey. You know, obviously, we're wanting them to be an active buyer and an active, customer that comes back. So a lot of that is is what happens after that purchase and, how we communicate with them then. What are your thoughts on on that one specifically? I would really love, but but the, all three for sure. I I think they're all all kinda in the same vein if I'm being honest. When when I've ran across teams that are a little bit more mature in the way that they think about life cycle marketing and they think about, you know, marketing automation in general is they they kinda look at every, obviously, every purchase is a conversion. Right? But if if you treat every purchase the same, then you're gonna keep there's gonna be a lot of redundancy in your your marketing automation. And so, the ones that I've seen do it do it well or at least have an interesting strategy around it are are kinda saying, okay. Here's purchase one. Here's what we wanna do. Here's what we wanna accomplish with our customer during purchase one. And then that timer starts over, and they say, okay. And now we're driving to purchase two. You know? So they've got post purchase series for that first time buyer, the second time buyer, the third time buyer as their database matures, how as their brand matures, as as, you know, the you know, all these things start to align, they might start to roll out, like, a third purchase, a fourth purchase. I mean, on average, everyone's trying to get it, you know, over a two purchase life cycle. Right? Like, there's you know, that's kind of the you know, a lot of times you've got a lot of one and dones. And then if you start to get someone over two, three purchases now, you're starting to drift into, like, loyal a truly loyal customer. Right? And so you've kinda gotta take each of those, you know, in its own steps. So the welcome is really important to get to know the customer, to get to introduce them to your brand, and and start to to get them shopping and and, you you know, building and and letting you know what their preferences are really by what they're shopping for on the site and and hopefully getting those things back into a user profile and and collected against it. The goal of the welcome series obviously is sort of to drive to that first purchase, but I think there's a lot of getting to know you that happens in in there as well. And it's a missed opportunity if we're just trying to drive to that first purchase, especially with brands that, you know, maybe have higher end products or, you don't have a lot of products. You know, there might occasions to your, you know, thing that needs to go on in there. And to really get to know, you know, who the brand really because, you know, you know, you we don't know how why they came across the brand. And we don't know how they found them yet. We don't know some of those things. So I I think you just gotta take it, you know, each each purchase has its own sort of thing. And then to your two point, the incentive strategy. Right? There's some brands that are very you know, we don't do incentives, which is fine. That that works. But if we are having some sort of incentive strategy, you know, the website is a really good spot to to be able to inform them about that. Right? We can communicate that stuff in email, but we really need that experience to come across the website as well because, it it very easily could be. We've seen a lot of, you know, changes in behavior last couple of years of organic traffic. You know? So it's like you might be driving, you know, a lot of, you know, awareness in your inbox, you know, and and they're seeing you there, But they they might just as easily punch in your your URL into, into their browser and come back. Like, oh, yeah. I remember that. Or or they had a tab open or, you know, whatever. So, like, people shopping behaviors as they become more and more mobile forward of the as they've, you know, become very ecommerce focused, you know, in the last few years. Like, we we see a lot more of that kind of behavior. So it's important that you're leveraging that website and building dynamic, you know, content into there where historically we've we've maybe leaned, you know, too heavily on just dynamic content, some of our outbound channels. Yeah. Yeah. I think that's that's all, re really good points. And I think a a spotlight on mobile is is a great one, because it it is where a lot of people are viewing, the website, and you can be really specific on on how you're wanting the web channel campaigns to to engage, with that view and making sure that, again, you know, that's it's it's a smaller screen than a a computer screen. And so we're, even more so not wanting to bombard people. We wanna have the experience still seem, seamless to them and but also kind of let them know of of important things that we, need to get across or, you know, again, get them to, you know, just stay engaged even if yeah. Like you're saying, they're not, super engaged on email or or another channel. This could be, the the channel that actually gets them engaged with the brand. Yeah. I mean, at the end of the day, if you're gonna make a purchase from a company, you know, it it's gonna be through websites. It's gonna be through the app. So, like, that's gonna be kind of that final touch point, you know, especially when you look at the drive purchase series. Right? Like, that's gonna be how do we how do we close the gap? Right? Email, SMS, these things are kinda gonna throw throw the the the ball a little bit further down the field for us. When we start to get into scoring position, it's gonna be, you know, how how easy is that website or that app to to navigate? How easy is it to check out? Like, you know, how seamless is it? You know, the I you know, you look at things like abandoned cart are still, you know, driving so much revenue, and it's because, you know, shoppers have a short attention span. Right? We're we're building carts. I don't know about you, Josh, but I probably have two or three active carts floating out on random websites right now that I just, you know, I maybe got distracted. I mean, we got whatever. I put the phone down, like, and it sat there. So the easier we can make those things, the more personalized we can make that experience, and take roadblocks out of making purchases, you know, the, the more we're going to be able to drive and enhance that experience with something like this. Yeah. Yeah. I think I mean, even you some people I know I've done it definitely of using the cart almost as, like, a wish list. Like, I'm gonna add somebody here to save it. And and then, you know, maybe I come back to it. Maybe I forget about it. But, yeah, I like your your analogy. This is kind of like the the red zone of the of the drive, that actually kinda it needs to be really, really important and vital to to get us there. And that's gonna be my last sports reference before I, you know, embarrass myself because that's that's not my forte. But, I'll, move on here where we have a good use case, of just how this was kind of lifting all of, the engagement that that, this customer had. So this is feel good contacts, and they were going through wanting to, you know, connect data and channels. They're, they're trying to automate things more and really kind of go for the omnichannel experience that I know, you know, we're all kind of trying to, to get as a result. And and what happened here was we used, tactics, which is, the platform able to build automation programs, for you as as the as the foundation and build segments and, has, you know, wait notes and and all of that there. And you can use that to to have email channels and web channels, CRM. You can have it, put in whatever you kind of have access to, and, it builds that foundation for you. So then you can just kind of focus on the creative and and tinker it to your to your, specific use case. But we we did that and, used their purchase and and behavior data, for actual, like, recommendations and reminders that are actually specific to that customer. And then, use, like, mobile app and in app messages to continue that journey. And and what we saw was a, a big impact with, revenue, increase of twenty six percent. And the actual basket value, the actual cart value of of what was then purchased, went up as well. So that's it was a the average order value was an increase, which I think, kinda goes back to what we're talking about of of when when is that step that we then get, like, a loyal customer. And, obviously, if they're they're coming for maybe not just one thing, but they're getting their contacts and their accessories and and all of that kind of together, then, then we're we're seeing that as their go to place for, you know, this part of their life, which, you know, is is kind of the the overall goal of that that omnichannel experience. That's amazing. I I haven't, worked with this client in particular, but I've looked at their, their case study. And just just being able to leverage some of those prebuilt tools, you know, like like you're saying, Josh. I mean, it's not the end all be all to everything, but the fact that we can get going, get get moving quickly, see time to value, and start to have some real impact in the business is really what, you know, the Emarsys platform is built around is this whole, you know, mantra of power to the marketer and just trying to build, easy to use tools within our UI, to be able to deploy some of these, these use cases that historically were just very difficult. You know, we're required, you know, large teams of people to be able to execute something across all those different touch points. And so to have, something like web channel baked into, the tactics, and and be able to deploy it along with a number of other channels, I think is just really a big differentiator in the in the market. Yeah. Yeah. And then this is also a a good use case in just the data that's coming in, the purchase data, the engagement is just gonna allow them to market even more specifically with with a business case like this, something like replenishment. And, like, the buying cycle is is a lot easier to to track based off of prescriptions and and how they expire and things like that. So this is, I think, a a great, processes that they've implemented that I think will just continue to then let them grow and market in in more interesting ways. So this is a, a a great just kind of, well designed use case of the kind of multistep sign up of of getting that, acquisition and then giving them the option to say, okay. Now you've signed up. Let's try and make this as custom for you as possible. And, looks like this is is some of the design that I see around, the web channel plus, package that I know that we have. Do you want to go into that a little bit? Yeah. So there's been actually a couple of enhancements that that have been made in web channel recently. Started with this services forward approach, the web channel. So, I know you came from production, Josh, back in the day, you're building the the VC templates for email and and, you know, plugging, you know, different variables in there, making it so you're kind of building an experience for the end client. Web Channel Plus was was sort of thought of the same way, but for the website. Right? And so we we had similar tools in our, like, in app messaging and some of the mobile stuff. We wanted to get Web channel to become a little bit more flexible and robust. So we started with what are the use cases, and and a lot of it was around progressive profiling, offer management, you know, some of these multistep sign ups. Just a few of these, you know, enhancements to the different forms and the different layouts that we had. And so web channel plus essentially a services package, where the team, the production team has a bunch of these kind of use cases, almost like a library of use cases that they've been building out for clients. But as they're building them, they're also starting to build these, you know, flexible layouts that are actually in the tool. So, in in the next, couple releases, I don't know if it's the next release or release after that, that they'll have these kind of layout content cards that that are more or less like templates, that we can deploy for individual accounts, and and and we'll start to see that library grow. But but it's really been built on some of the work that the production teams have been doing recently around this web channel plus package, which is, you know, kind of these custom layouts, custom, you know, experiences that our services team are building for clients. And and then in turn, we're we're taking that and layering it into the product and making it so the clients can not only take advantage of those new layouts that the teams made for them, but they can also make adjustments on the fly. They could kinda easily plug things in and still have that low code, no code experience that they're used to in the email builder. That's awesome. Yeah. I know from just, like, an adoption standpoint of of what I'm doing now, it's it's a great, way of being able to say, let us kinda get you, off and running and started and then giving you the tools to be able to, then use them yourself. And like you said, you know, make edits on the way. And as your branding continues to grow and change, like, it's it's, this, web channel, design elements can kinda stick with you every step of the way. Hundred percent. Yeah. Because the the the the strategies are gonna evolve and change just like anything else. Right? So we wanna make it so it's it's something that we can edit and and adjust and, you know, the the details, especially with a progressive profiling thing like this, the details that we collect this quarter might be different than what we wanna collect next quarter. And as we get more complete profiles, we're gonna wanna swap those out. So, it's really exciting to see, the the team start to to lean into this and and start to build out some of these tools to make these, you know, processes repeatable and easy, easy to use for just about anyone. But, yeah, there's there's a lot of really cool stuff in the web channel plus, package, not just around progressive profiling, but around a lot of different, types of campaigns and experiences that teams built. Nice. Yeah. I'm I'm really excited to see, you know, just more and more kind of success stories come in, as as that becomes available. So, yeah, I'll, keep my eye on that. And, yeah, a lot of this was, talking about progressive profiling. So, again, this is just a great way of actually allowing the customer themselves to tell you this is what I'm interested in. This is, you know, instead of having to try and figure it out from what exactly they're engaging with or, going just based off of, like, past purchases, they can tell you themselves, this is, you know, what I wanna interact with, whether that's these are the type of emails I wanna receive. These are the type of categories or brands that I'm interested in. Anything like that can allow us to then say, okay. We're gonna, get a web channel campaign together, or we're gonna, you know, replace some generic content with something that's brand specific to what their interest is in. Or we're going to, not send them an email where they've shown disinterest, but we are then going to that allows the email that we are gonna send to, you know, stand alone and and not kind of lose focus, with with just a lot of of marketing and emails being sent to them, all the time. What the the message is gonna be, you know, very specific, and it's going to be very pointed to what they're, actually wanting to know about. So I think that that is that is always a a great way of of actually improving their experience and making them feel like this is a, a relationship that they can, you know, they can engage with and feel heard about. Yeah. And I I think you just it's gotta start early in that relationship. I mean, I know we've talked about the welcome here and a couple of these other things. And, I think if if if you think about, like, a preference center, right, and we all know that it's, you know, not the most adopted, thing for a customer to just go and fill out their preferences. I think we're seeing a little bit more and more, with people that are savvy with with how these these systems work and these strategies work. But a lot of times when we see people going to preference center, it's because they're already burnout on the messaging. Right? And so they're they're going to basically unsubscribe, and it's kind of a last ditch effort to to get them to opt down or change their preferences or just kinda stuff. With progressive profiling, we can kind of nip some of that in the bud a little bit earlier. Right? So we're asking for these details early on. We're building a profile organically over time. We're listening to what things on that profile are changing as we're collecting new things. Right? So, if we're doing those things right early on, then, hopefully, we're gonna be messaging them at the right frequencies, with the right messaging, at the right time, you know, to the right person, that kind of stuff, which all sounds very simple. Right? But it's it it really needs to be very intentional from, like, day one of, like, okay. We've just acquired a person. Is there an extra piece of detail that that won't acquire? Maybe it's I just want first name. I wanna be able to say, hey, Nick, you know, in that that first email and do that. Maybe it's collecting the birthday. Maybe it's collecting the the gender. It it it just depends on what your strategy is, what your products are, how hard your audience is to decipher. Right? If you've got a very niche product where the majority of the people that are shopping on the website are kind of in this demographic looking for this particular thing or a hobbyist of this particular thing, like, you're you're not gonna have to take as many guesses as to who that person is. Right? Like, if you're a shop that's got a little bit more broad of a an offering, you know, it might be a little bit harder to narrow it down. So it really depends on who your shoppers are, how much we already know about them. But it really starts on day one. Because if we already get to the point where they're fatigued, they're already sort of looking to unsubscribe. They're doing these things. Like, it doesn't necessarily matter what information we collect. They're that that we're they're not gonna necessarily change their perception of of the the fatigue that they're feeling from your messaging. So it's really gotta be intentional from day one. And we've gotta have an overall strategy of, like, what we would like to collect in that first year that that we're, you know, getting to know a customer. Yeah. Yeah. It can almost seem overwhelming. And in terms of what are we gonna ask for, there's all these different things that we could take and and action off of. And I think having that yeah. Like, here's our plan for year one. Here's what we wanna collect because we have these programs in mind to then action off of it. Then you can kinda have those specific use cases, And you're not asking them, you know, twenty questions. You're asking them these very specific ones, that you're you're focused on at that time. And then, you know, you can see how that how that goes, how many people are responding to that. And then you have this, you know, or, subset of of audience that did kind of answer those, and you kind of take them to the next step. And then you can see, okay. Then what was what do we need to change with the, kind of first batch of questions? And then what, you know, what can we expand into? So it's it's not having to do everything all at once and and just try to go from zero to one hundred, but it it's it's a way that on, like you're saying, day one, you can start that process. And as long as that process continues to move forward, you're gonna continue to get, you know, information and, engagement that actually, you know, means something and speaks to you. Hundred percent. And there's actually a tactic for this as well. So, are there possible is definitely, a lot to do with the strategy and what type of, you know, content we wanna be pushing out, but there is there's kind of a prebuilt automation that kind of build some logic for you around, like, what should the next sort of piece of information be to ask. And then it's just, you know, kinda creatively thinking around what what actual touch points or, you know, data points we need to be collecting through that strategy. Perfect. Yeah. So then it's, it's even easier to, to get this set up and, and to start moving. So I think that we, we went through a lot, but I think that there's, some, some key takeaways of just actually using your website to enhance your customer engagements. It's not just there for the transactions. You know, it can be there for, profiling and acquisition and, you know, at just continuing that, customer journey. Because, yeah, we don't want the kind of voice of email to sound completely different than the voice of the website or the voice of SMS. And people feel like they're just getting the same message three different times. And and they're not being treated like their own person. They're they're just being, you know, bombarded with the same messaging that everyone else would get. The the more we tailor it, the more they're gonna feel like it's being, you know, delivered specifically to them. And then, again, that just kind of adds to the the, the possibility of them becoming, a loyal, customer and and staying with you for, you know, more than just that, like, first purchase. Hundred percent. I mean, like, especially when you've got multiple touch points in the mix. I mean, especially you you look at the feel good context. Right? They had a website, they had an app, they had SMS, that email. You know, there there's a possibility that you're talking to a single person on two, three, four of those channels, you know, and to your point, like, what's what's the voice, you know, in each of those channels? What's the consistency between the channels? You know, there's gotta be a little bit of a mix. Even when I think about my personal relationships. Right? Like, there's you know, I might be talking to just one of my friends on multiple platforms. Right? Like, we might have, you know, an Instagram direct message thread going where we're sharing funny videos. We might have a text message going where we're talking about dinner plans, and we might have, you know, some sort of, you know, Reddit board that, send a group of friends are all kinda talked through. Right? They're just kinda like modern communication. Right? And so, like, brands sort of have to think about that nature as well of, like, what am I maybe looking for when I'm on your app, maybe on the go or, like, just killing some time somewhere versus I'm, like, seriously shopping on a desktop versus, you know, I'm just scrolling through my my inbox and seeing what sticks out. Like, you know, what what are those different touchpoints? Like, what's the voice that we should have on there? Like, you know, what's what's the kind of behaviors that we really wanna, like, drive? You know? And so, I I think that's important as we start rolling into, you know, more and more of these touchpoints to your point. Like, we've gotta maximize, you know, the space and the time that we have when they're popping into those those various things, especially when there's multiple, you know, areas available for for a single customer. Yeah. Absolutely. Well, I think that that is going to wrap it up. Here is where you can, scan a a code and and watch all of our previous episodes. We have the power to the marketer, festival that you can register for. And, I think you really, really should check that out. And, then if you want to connect with Marsas and your CSM about any of this, how can I, start start using web channel or maybe what that web channel plus package specifically, or any of the tactics or anything that we were kind of talking about, definitely let us know, and we can help you, take those steps into, using this channel and having your your website be be just as helpful as anything else to, building that customer journey? But, Nick, it was great talking to you as always. And, I'm I'm sure we'll we'll chat again here real soon, but, I appreciate you, coming today. Hundred percent. Thanks for having me and, always a pleasure.