Palash

So the two things in between, I look weird in that, but these are basically, this is the CMO of KPMG.

And I got her on an event.

She gave us just 15 minutes.

But right after I sent her five options, these are awesome things you said, she posted two of them.

And we got two financial services firms

leads from those posts.

And they are both closing into six-figure contracts.

And this is something that has worked really well for us.

How do we leverage on the speaker's reach?

And ultimately, all of this creates the virality you need from a go-to-market motion that works consistently over time.

So we ask our prospects about how did they hear about us.

And this is our number one way people hear about us, either through our events or through speakers sharing about us.

So we talked about all of these things.

But ultimately, the key takeaway is that you need to be able to create content and do live engagement using digital events.

Because in this day and age, a brand is only as relevant as the last ad or the last video you posted.

And you need to do that at the speed of social to keep top of mind, especially when things are getting crowded and crowded over time.

So I'll wrap up with some tactical learnings that you can use and just create a checklist of sorts.

Use the words that your audience uses to create that extra bump in registrations, attendance.

Do a mix of thought leadership and use case to create top funnel, bottom funnel impact.

Get great speakers.