Garrett Mayer-Goot

It's not the CFO.

Ooh, I don't know that one, to be honest.

I mean- What about Sumo Logic?

So I don't know.

I mean, I've got like 150 employees, man.

I don't run the campaigns personally all the time.

Yeah.

So let's say Zoom Info.

You might think at Zoom Info that maybe the sales org buys it, but you might find that a lot of your buyers could actually be the IT org because they're the ones actually doing the data mining.

So another way you can figure this out if you're an organization is you can use the LinkedIn pixel.

And so what the LinkedIn pixel does is you can put that on the footer of your website, even if you're not running ads and you can set up your event tracking and you can start to understand which personas and titles and functions are actually buying from you.

It's another way to do it.

But my favorite way is just going through your client list and then try and identify who your point of contact is.

Um, you know, we, we have pretty decent rates.

I'd say right now we're about a percent of spend.

So it's like, let's say 15% of spend.

Okay.

Um, but you know, average engagement, you know, it was probably 150 grand plus over what period of time?

One year.

We only do annual engagements.