Garrett Mayer-Goot

And then from there, I just kind of kept plugging, brought my best friend along.

What year was that?

That was probably 2014.

2014.

Yeah, so there's a big problem we're trying to solve in the market that every marketing leader is getting their butt kicked by, which is most SaaS organizations exist today because they solve a specific problem in a specific niche.

And search, which is the default, I have 100 grand, I'm going to spend it, let's go to Google Ads, is somehow this default mentality.

But the problem with Google Ads is it has intent, but not firmographics.

and so what happens is it's very difficult to scale while controlling your lifecycle stages down funnel and so what happens is people try to go to linkedin but then the problem with linkedin is it has firmographics but it doesn't have intent and so we developed our own methodology here called customer generation

which is essentially looking to build upon the promise DemandGen forgot about, which is how do I actually increase revenue?

And so we help organizations move from MQLs as like the signposting to SQLs so that everything we do is filtered through sales.

And then essentially deleted the go-to-market function that the playbook everybody uses on LinkedIn.

So the playbook on LinkedIn, let's say if you're bill.com is like the ultimate guide to AP software, decreasing accounts receivable, whatever that is, right?

Like they have this guide and then you do lead gen, right?

Like you download an asset and then you try to send it to an SDR and the SDR hates your guts because they call them and they've never read the asset before.

And the timing's not right.

And so what we figured out how to do is how do you get people to commit to a sales meeting directly from LinkedIn at scale?

And that can completely change your pipeline amongst a bunch of other tactics.

No, I mean, every account is different because some clients are going to want to do certain tactics and they're not.

So it's not that there's like a universal playbook you can apply, right?

It's like we have Zoom info as well, right?