Parth Ruparelia and Tracy Graziani share the real story of how Tracy increased her webinar ROI in a “zoom weary” world, using Xoxoday Rewards integrated with HubSpot.
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Parth Ruparelia, Product Partnerships leader at Xoxoday
Tracy Graziani: “Geek Executive Officer” at Graziani Multimedia
Direct Transcription of Podcast
Pete: Greetings everyone. A very warm welcome to another edition of the HubDo Podcast, where we talk with software vendors, subject matter specialists, and end users who share real stories of how to do more. On HubSpot, I'm your host. I'm Pete Nicholls. I'm in Copenhagen in Denmark, and I'm joined by two guests in the studio today, Parth Ruparelia and Tracy Graziani in the US.
I'm enjoying the fact that we have both a software vendor and a specialist on today's call. So Parth and Tracy, welcome to you both. Uh, where are you today for this recording?
Parth: Hi Pete. Thanks. Thanks for that introduction. Uh, I am currently based out of Philadelphia and it's warm and sunny here, which is not the usual norm, but yeah, it's a pleasant day.
Gonna be a pleasant conversation.
Pete: Nice welcome Parth and Tracy.
Tracy: Yes, hi. Uh, I'm located in Cleveland in the US and uh, part is right. It is unseasonably warm, uh, this winter, so I have no snow outside my window in February, which is very strange.
Pete: Nice. Take it when, when you can get it. So for our listeners, uh, we have a software vendor and subject matter specialist here with Parth and Tracy.
So first, as a software vendor, Parth Ruparelia is here as a product partnerships leader at Xoxoday. And, uh, I'm just gonna point out, Xoxoday is xo xo as in like kiss, kiss, hug, hug, Xoxoday. It's a leading vendor. Xoxoday adds to HubSpot, the capability to offer rewards as gifts. To prospects and to customers. So a really interesting integration for something that HubSpot really doesn't do natively, but integrates really well with Xoxoday.
Now Parth you personally, you've enjoyed success through the acquisition of your own early-stage startup and now solving product market fit for more startups. Uh, I guess your superpower is overcoming problems experienced at an early product stage and also onward for growth.
Parth: Absolutely. The, the part that, uh, you know, a founder, a CEO wants to outsource, uh, the headaches of, uh, managing multiple stakeholders when things are not clear, and it's all about forming a picture, getting the clarity around product market fit. I think that's, that's your zero to one essentially. And, uh, how that can be done right. Which then spurs on the, you know, one, 200 and beyond.
Pete: So thanks for bringing your experience on the show Parth because it's, uh, not just in terms of Xoxoday, but uh, the sorts of challenges we're talking about today are ones that you have dealt with and, and do assist with.
And then, uh, if we turn to Tracy, so Tracy Graziani is the Geek Executive Officer. You heard that right? Geek Executive Officer at Graziani Multimedia, a HubSpot agency in the U.S. specializing in revenue operations for sustainable companies and funded startups. So Tracy has a great real-world story to share today. I think it's a great one to bring onto the show as a perfect example of solving common business challenges, such as running successful webinars. And by that, I mean webinars that people actually register for and show up. and GE generates a return. Uh, so we're gonna dig into that in detail. But, uh, the topic for today's talks, webinars. So the topic being how to increase webinar ROI with Xoxoday Rewards and HubSpot. So we'll get into the real story, but I'd like to take a bit of a step back first and just talk about the challenges that apply to a wider range of business challenges. So that is the flywheel that people who use HubSpot would be familiar with HubSpot's flywheel, which is to attract and engage and delight prospects and customers. And so Tracy's real story is an example that can be applied, uh, to that if we just talking about some of those challenges now, based on both your experience Parth and Tracy getting the message out. It's the, it's the same old outreach methodology, similar language of communication. The channels are crowded. You know, email is crowded, and social media is crowded. Customers have a lot of choices. So how do you cut through? Are you seeing that that's a greater challenge today to attract and engage and delight, just generally?
Parth: Yeah, absolutely. I, I mean, uh, you know, as you rightly said, that, The communication formats, the channels, they're pretty much standard. Um, and especially if I speak in a B2B context again, where HubSpot as a tool is utilized quite heavily. Uh, so you have your standard emails, you have your, um, you know, ad campaigns, paid ad campaigns that you can do, or there is, um, you know, some sort of cold outreach and in calling, uh, and LinkedIn as a channel.
So these are pretty standard, uh, channels that we have. The communication style is pretty standard. Uh, so what we, and what, what we've seen and what we've heard from our customers is that, um, you know, either their conversion rates at certain points stagnate or they are even, vurses that they even see them dipping.
Uh, and, uh, you know, it's cluttered. Uh, and I'm sure anybody, uh, that is doing email marketing today for sure, one can see the dipping, uh, rates there. And, uh, you know, especially in, in, in a market like the U.S., uh, where everybody's trying to sell to the U.S. It really matters how you stand out in your communication and your approach.
And I think that's where, um, you know, we thought of this integration and we kind of wanted to do something more with it. Uh, but yeah, that's an absolute genuine problem statement. B2B marketing needs a little bit of spicing up if you will.
Pete: Yes, the, uh, the challenge then to, to cut through. That's kind of where this podcast came about as well, actually, is just finding other ways to communicate. So there are those listeners who tune into this podcast just naturally because they subscribe, but it also becomes a really useful additional asset that if somebody is thinking about maybe doing, exactly the sort of thing that Tracy's going to explain of what, uh, she had success with. This becomes another way for somebody who's busy can listen to this in the car. And, and so that's a way to, to cut through for someone who's too busy to, uh, maybe read the case study, uh, to, to have that in other forms.
Uh, Tracy, you've been in the HubSpot realm for years. Uh, a lot of experience pre-flywheel and now with the flywheel methodology. So from some of the things we've mentioned here, what comes to mind for you of the challenge and uh, ways to cut through?
Tracy: Yeah, I think that you know, and it, the, the pref flywheel, you know, post flywheel's kind of an interesting parallel, right? I think that helps show where things like Xoxoday are so valuable because, you know, we've been HubSpot partners I think for eight years now. I mean, it's been a bit, and, um, at the beginning we were talking about funnels like everybody else.
And back then webinars worked great, you know, there was a, there was sort of a playbook and everybody had it and, you know, you, you do a certain amount of marketing to get people to come to the webinar and then a certain percentage of people that come to the webinar book appointments and that turns into sales. And it was a really great way to get, uh, new business. a while ago, and then the pandemic happened and everybody suddenly was living on Zoom and it created, uh, an experience for a lot of our clients and, and for us, where a lot of people were saying, Hey, webinars are dead. You know, like. Yeah. Nobody's, everybody's zoomed out, you know, nobody wants to do this anymore. Um, people sign up and don't show up. All the complaints, right? And for some of our clients and, and for ourselves, I was convinced that it didn't have to be that way and that there was, there was still value there, uh, because people don't go from zero to purchase as consumers, period. So you do have to, you know, nurture somebody, uh, whether it's a funnel or a flywheel, whatever your process is, you still have to take somebody from the place where they first heard about you to the place where they're comfortable with you enough to fork over money and pay you for what you do or sell or produce, right?
To me, it was more about how can we reimagine this thing and do it a little bit differently.
Pete: Well, I love that the example that you're sharing today is, uh, is you showing how it's done, because it sounds like you have customers who also run webinars or, or want to run webinars. What sorts of mistakes do you see people making now, Tracy, where things have changed?
Tracy: For one thing, I think you can't call it a webinar anymore. . . Um, because people expect that I can sign up for the webinar, I don't have to show up, and they're gonna send me a recording of it afterward, so I can get the information later. It's not really required that I be there to get it. And so I think you have to reframe what it is so that people understand that they wanna show up. So one of the things that we did in this case study that we'll we're gonna talk through is we reframed it as a workshop. Mm-hmm. , uh, sure it was a webinar. We were on Zoom and all the things, you know, but we made it clear to people that it would be an interactive experience by naming it and describing it a little bit differently..
Pete: That's it. I'm gonna rename this podcast right now, on how to increase workshop ROI with Xoxoday and HubSpot. Um, a great example. And then the gifting, the gifting of rewards as a way to cut through. I find that super interesting because, uh, Tracy, you used this not only in the attracting side of getting the signups but then you also double down on that for the engagement as well.
So, um, I guess firstly that surprise of, uh, look, are you actually gonna reward me for coming to a workshop, this gifting thing that's, you know, not something that I'm seeing for everybody. So there's kind of cut-through messaging on that. What led you to apply the thought of gifting, Tracy to what you were planning with the webinar slash?
Tracy: Well, um, as you pointed out, I have an unusual title and that's because I am a geek , and so I look at the data on things and what we were seeing for our clients as well as for us was drop off during webinars. Mm-hmm. So, people would, the people who did show up weren't staying to the end. Well, that's a little tricky cuz at the end is usually when you have your call to action. uh, and, and hopefully encourage the people to follow up and either book a demo or a meeting or whatever you want to have to happen as a result of that. So you need people to stay to the end. So, then it became, well, how could we do that? So we kind of gamified it a little bit, you know? Mm-hmm. Um, and first of all, we told people that you have to show up to get the first gift card, right? That was the first thing we did. Um, the second thing we did was a surprise and delight thing. So the beauty of HubSpot is, uh, that you can see what's happening with your customer journey, right? So people who were already in our CRM, um, we could see their activity on, uh, our marketing pages. So sent an email to everyone on our mailing list and invited them to register for the webinar. And then HubSpot tracks who actually visited the landing page to sign up, right? And so we built a workflow that created a list for us of people who visited the landing page but did not register for the webinar. And then we randomly sent those people a gift card with no strings attached. We just sent a Xoxoday gift card. Uh, they got an email and said, Hey, thanks for checking out the webinar. Uh, we really appreciate it. You know, not a webinar. Like I said, we called it a workshop, but, um, yeah, but we're like, Hey, thanks for checking it out and you know, that's a little bit of psychological voodoo, right? Because people, there's a, this principle of reciprocity, right?
When people received something, they feel a sense of obligation. So what was interesting is once we did that, about half the people who received that email, uh, then registered for the webinar, and then they show up, right? Because this is curious. They're intrigued, right? We've, we've done something they've not seen before. I don't know anybody else who's doing that still. You know, it's a fun little thing we now do, you know, but I still don't know too many other people who are doing it. So then they show up and then we say, Hey, uh, we're, you know, we want you to share. We want you to participate, you know? , we're gonna break into a group. Whoever has the best idea, they're gonna get a gift card. And so we then did intermittent rewards throughout the webinar itself for people participating. So it encouraged them to connect and learn, uh, from each other and to listen and participate.
And so then we sprinkled in some rewards throughout the, the session itself.
Pete: So there's a ton in what you've shared there, Tracy. Let's just unpack that a little, little bit. So on the attract side of things, getting people to pay attention and, and come along and, and register that you used gifting to get, uh, a lot of those, those people to then sign up, but not only sign up, but law of reciprocity kind kicks in and, uh, that they actually show up on the day. And because of that drop-off problem that you mentioned earlier, you were gifting through the webinar, so driving engagement and rewarding right on the spot for the best idea. Uh, I, I guess for people who didn't know, what Xoxoday does have, have heard already, this is this gifting of rewards. The concept being the, the cards Parth, is, is this the most common implementation of gifting is, uh, pick, picking a dollar value and essentially sending, um, gift cards virtually?
Parth: Yeah. So for a use case, like a webinar and a, um, you know, where it's, it's a little more top of the funnel, it's, it's a little more out there. Uh, yes, gift cards is a great option because, uh, what it does is, and what Xoxoday helps with is that you're not limiting them to one particular brand. Like you don't have to limit them to an Amazon or a Starbucks, but you can actually give them a bouquet of options from which they can pick. So that, that makes it a little bit more exciting for them because you get to pick what you're getting as a gift, uh, you know, that has a ring to it. Uh, and that is certainly something that is applied quite commonly. Uh, but, uh, beyond that, you know, and this is, it really depends within the flywheel where you are, where the customer is, right?
As somebody who's engaged with me, who's probably at the middle of my, uh, you know, uh, funnel or in within the engage section of the flywheel, uh, that's where I would probably want to invest a little bit more. Maybe I would want to send them a wine bottle or, uh, you know, maybe give them an experience. It could be, uh, you know, a dinner for two at a local five-star or a three-star hotel.
Um, you know, something of those sorts. So things that stand out. I mean, the part of the broader agenda here is, as you know, even Tracy spoke about reciprocity. Uh, yes. We want to do something that makes somebody feels nice and feels, uh, okay, this is something that the opposite person has taken an initiative for me.
Uh, you know, it's, it's really at times not even about what exactly you're giving them, but it's more to do with tapping into that. But having said that, if you top it up with something that they eventually, when they do take it, it brings in some sort of a recall or it brings in, or it leaves an experience with them, uh, that, Hey, I got something when I engage with Tracy.
And, um, let's say it was, uh, you know, it was a, probably a gift coupon to a local eatery and, uh, that allowed that person to take his team out for a, you know, team lunch or a team coffee. Um, and you know, that stuck. So something like that, that, that, that really, uh, you know, holds in the entire point of it. So it's not just gift cards, it can be multiple things. Uh, but yes, I mean, really depending on, and that's, that's the flexibility that Xoxoday provides, right? Where basis, where you are in the flywheel, uh, whether you're speaking to a prospect or to your marquee customer basis, that you can really play around with the different options that are there, and you know, of course, the integration takes care of the part where you want to keep all of this absolutely seamless.
Um, nobody wants an additional logistical nightmare. How do I procure things? How do I send them out? How do I track them? Um, you know, those additional headaches are not, that is required. You know, I guess minus of all of that, that's where, you know, Tracy came up with this brilliant idea of just sending out the reward to somebody who showed up on the landing page, but never signed up.
To be honest, even that's something even I have not heard of a lot. And when she did it, uh, even I had an eyebrow raised that built this work, but it actually did. And to be honest, uh, you know, the, the way the technology stacks up, many of them didn't even redeem those, right? So, they still, nonetheless went ahead and signed up. So if you look at it, there was no expenditure done, but we got the ROI nonetheless. Uh, so yeah, that's, uh, there are a lot of things that can be done.
Pete: So the facility that you have when you're combining those day rewards with HubSpot, you've got the choice of giving people cash in the form of these, um, uh, dollar value, uh, vouchers. But you also have the ability to select per country that, uh, whatever country that attendee to the workshop is in, uh, can convert that into, uh, a prize or you can pre-decide this is the prize. Tracy, interested in your thought process as you decided that you were going to reward to add this positive force to the flywheel for your workshop, giving cash, giving prizes. How did that thought process work for you of what was gonna be best for this workshop?
Tracy: So that was the other thing that actually attracted me to Xoxoday, to begin with. Uh, some of the other platforms that are out there, uh, require you to pick what the reward is. Well, if your reward is, you know, the example Parth gave is like a Starbucks gift card. If somebody doesn't drink coffee, it's not a reward for them, you know. So being able to give people a choice of different things. I think we even phrased it in the marketing, like, you know, get a, get a cup of coffee, a beer, or those fuzzy socks you've had your eye on, you know, so we're saying like, you get a pick, whatever the reward is, we are just giving you, you know, an amount for the reward. And then they had a choice between, you know, different gift cards. And then, Um, we also, one of the, I mean, there are so many choices, um, you know, Perth referenced because they did build this to be like an international platform. You can also include, uh, local businesses, uh, in your, in your choices, which is really nice.
And there are charity options in there. And so we did include some charity options and I actually, I've had a couple of people in different campaigns we've run with Xoxoday de who emailed me back and said, oh, thank you so much for including that charity option. I didn't want to, you know, I don't, I was happy to fill out, I I, I've also used this with surveys very successfully. They're like, I was happy to help with your research. I was happy to give your survey. It was nice that I could just give that money, uh, to Special Olympics instead of, you know, getting a, a, you know, a cup of coffee or whatever. So that is also really nice. That choice. People like choice, right? That's human.
Pete: Yeah. How much did you need to seed the message in terms of, well, look, there's a cash reward here for you, but here are some examples of what you can convert this reward into. Was that part of the messaging?
Tracy: Yeah, that was the, the, the way we phrased it for the, um, for the workshop, that's the case study here, are we did say, you know, get a cup of coffee, a beer or that favorite pair of fuzzy socks you had your eye on, you know?
Mm-hmm. , uh, you get the $5 gift card of your choice was sort of how we phrased it in the messaging for the marketing. So they knew they could pick which reward they got at the end. That was a part of the messaging at the beginning.
Pete: And then during the, the, uh, workshop itself, as you said, you, you gamified it somewhat, so. Was that primarily saying, well, here's, here's cash, uh, rewards? During the webinar you were essentially bringing the group together and saying, well, here are rewards for these individuals. How did that work in the actual workshop?
Tracy: Yeah, we built, I'm trying to remember now, two or three places in the course of the workshop where we'd planned ahead to do that.
So we're like, okay, break into ropes, everybody. Give an example of a time when you received a gift or award that was really a reward, that was really memorable to you. And you know, decide as a group, you know, and, we're gonna report back. And so then it's like, raise your, you know, then we are like, well, who thinks was the best story? Okay, great. You get the gift card, you know? Um, and I also think anticipation. Yeah, exactly. And I think that's the other part. You know, I said that, that webinars are kind of tired and, you know, uh, we, we were consciously making it something interactive, not passive, so that we created value for them to have actually shown up, not just in the fact that we're, you know, bribing them with little treats along the way, but also that they got to meet the other people that were there and learn from them and, and have a little sort of networking built into it.
Pete: Fantastic. Well, I think it's just a great example and as Parth says, it's uh, it's still not common, like the fact that these tools are available and you can make it happen. And Tracy, you, you did make it happen because the title of today's session is about increasing Webinar ROI, could you give us some idea there, Tracy, you, you were spending money as well to be able to do the gifting in association with the running of the event. So what did the return look like for you, for what you were hoping to gain?
Tracy: Yeah, the ROI is pretty impressive when you compare this to, uh, we did not run any paid ads promoting this particular event. Uh, So really the marketing spend was in the rewards more than it was in the promotion of the event.
And so, like our cost of acquisition for customers through this actually was less than paying to promote, you know, to do a promoted post on LinkedIn or Facebook or some of the other ways you would fund webinar attendance. So it was much more affordable, uh, and uh, we actually achieved what we set out to do.
You know, the percentage of people, you know from the percentage of people that signed up to the people at the end that booked a sales call. You know, the numbers were just much better than other ways of running the same kind of event.
Pete: It's really interesting because you mentioned the law of reciprocity here, that you've put, you've taken funding that would normally on our PPC campaign, have gone into the cookie monster of pay-per-click Facebook, um, and you've, you've passed that on instead as a reward to your customers. So your customers have directly got the benefit that the PPC platform would've otherwise had. And, uh, it sounds like that made a genuine impact then on the conversion, uh, as well as the engagement, uh, for, for people participating, staying on, and, the workshop then turning into, uh, a pipeline for you.
Tracy: Yeah. Yeah, it was great. And when you look at anybody who's running ads right now, uh, most of my clients, uh, their cost of acquisition on, uh, you know, the various, uh, PBC platforms has gone up significantly in the last year. You know, depending on the platform, some of them are almost double what they were in 2020. You know, when you look at numbers from 2022 to 2021, So anything you can do to get more efficiency and really better quality attendance, it's kind of a no-brainer, right?
Pete: Yeah, well, uh, you know, it sounds like it's not a no-brainer too, uh, to the folks who just haven't thought of it. And hopefully, a few more people will be seeded by, uh, and inspired by what you've done, Tracy. I know you have a full write-up of this as a case study, so we're gonna include that in the show notes here. People can read much more detail, uh, about what you did there with Xoxoday and HubSpot. So, Apart from not calling it a webinar, call it a workshop, Tracy, any other valuable tips from this experience that you think, uh, you really wanna highlight for listeners?
Tracy: Well, I think you, you've highlighted one of the things, which is the value of partnering with, uh, another business too, right? Because I think that what we created, we created together, um, Parth's team really worked alongside us in creating this. It was not that we just tacked gift cards onto another webinar we were already doing right.
Instead, we created this as a true partnership from the beginning and we passed back and forth ideas and we really thought about, okay, what do you know about how your product solves for customers, what do I know about, you know, how leveraging, you know, automation and, uh, the HubSpot Flywheel solves for my customers. We really found that place where there was a smart overlap and we created something that. Wouldn't have likely occurred if either of us had done it separately. And so that's a really valuable thing. And I think for others, you know, whether you're a HubSpot partner or whoever you know, is listening to this, there are certain people, uh, in, in the ecosystem out there that make really smart partners and you can, you know, leverage the strengths of each other's, you know, audiences and communities and all of those things to kind of come together and create something that wouldn't have happened otherwise. And you know, everybody's better at it.
Pete: Yeah, absolutely. The, uh, the partnering is key and it has been a, a joy to have a, a, a partnering type conversation together as a, as a group, uh, on this. Um, Parth, I know you're super proud of what Tracy has done here as a best-in-class example of one way to use the gifting integrator with HubSpot. Anything else that, uh, that maybe you would either do differently Parth or suggestions and valuable tips that we haven't covered already for people to take away today when it comes to gifting and rewards?
Parth: Yeah, so I think, um, you know, to what Tracy said, that it's about also the partnering that came about, uh, in order to execute this. And that's typically the approach that we do take. And what that does for us is that, allows us to look into a lot of what our customers and our partners are actually doing.
Cause we are kind of hands-on with them, uh, you know, so to say. So if, if you look at the whole concept of, you know, as we've spoken about, reciprocity, about standing out in what you, the way you engage and communicate with your customers and prospects today, it, it actually goes across the flywheel. So, We've spoken about the webinar, which we are now renaming Tracy as rightly said.
And, uh, you know, we, but if we look beyond, we look at the stages of engagement. We look at, you know, the, the delight, uh, portion of the flywheel. Uh, there are, there are a host of things that one can do. Uh, you know, for example, uh, if you just look at the middle of your, uh, which is your engagement piece, it's all about the, when, when we talk about B2B sales, it's, it's always about relationships.
Uh, B2B sales have traditionally been forever and even going further, no matter how much more technology we bring into the scenario, uh, into our executions, into our tech stacks, the human element needs to remain, the human element needs to propagate. And, you know, as Tracy was saying, post-pandemic, it was the Zoom era.
Uh, you know, we are all living on Zoom, eating on Zoom, et cetera, it really takes out the human element and that is needed. Uh, so we have, in fact, you know, we at Xoxoday, I mean, I'm talking about customers, but rather I would talk about what we do internally ourselves. You know, we do the dogfooding ourselves.
Uh, we tend to, uh, you know, use a lot of gifting in our middle of the pipeline, so to say, where, um, you know, we are kind of, uh, let's say it's, there's been a great conversation. You've had your first great conversation. What are you gonna do? You're going next, gonna do your standard email follow-ups, probably share a little more content around your product, your service, and that's just one of the emails that are there in, you know, your prospect's inbox.
They probably get up, they see 1500 emails. There are a bunch of them that they are just, uh, you know, together marking as red or deleting them. That just happens on a daily basis. You want that follow-up to stand out. You want them to know that, hey, I took, I had a conversation with three vendors, but this vendor is standing out for me in my communication with them. Right? Uh, and that's where, again, gifting can be made really good use of, uh, you could just thank somebody for the time and effort that they're putting in. Because again, in B2B sales, it's, it's longer sales cycle. It requires a longer format of engagement. And many times it also requires a lot of re-engaging.
Um, you had a great conversation with somebody today, but you know, it, it has to again, happen at the right time for this to come through. Mm-hmm. , how are you re-engaging? Are you again, going to do the same thing? You're gonna keep sending them content, you're gonna keep nudging them, keep calling them. They, they, they get that, you know, left, right and center that, that keeps happening.
What is it that you're gonna do differently? So that's again, somewhere where, uh, you know, we ourselves look to send something first. Abuse that. And in fact, the more personalized you can get, the better. If today, I know Pete is somebody who's a pet owner, I wanna send him something which would, uh, you know, allow him to pamper his pet.
Now, with an experience like that, There is no way Pete can ignore me. He is going to reply back to me. Right.
Pete: So if my dog loves you, Parth, then uh, yeah, he'll, he'll tell me to, to buy. Um, I love the fact that you, you help companies with ideas, uh, as well as you worked with Tracy on, uh, concept, uh, that she had. So, um, I think we've captured a really good example here on today's show and hopefully it, it prompts some others too, to do some of these, uh, these techniques that are very human by nature and like, you know, the most human company wins. So, uh, just to wrap it up for today, I'll say, well, for Parth and Tracy, look, it's, it's been an absolute pleasure talking with you both today. Thank you for coming to the show. Can I ask each of you if people wanna get in, in touch with you, to connect with you, Tracy, what's your preferred method if people wanna reach out to you?
Tracy: I'm on all the things, so I'm pretty flexible. Uh, LinkedIn is obviously an easy place to find me, and I'm very responsive there. But you're also welcome too, you know, send me an email or, you know, uh, reach out through our website, um, phone, carrier pigeon, whatever works for you.
Pete: Or I'll put the links including the carrier pigeon in the show notes and for Parth for you, what's your preferred?
Parth: Yeah, I think likewise, uh, you have to be present everywhere. But, uh, of course, uh, more than one part, if you wanna speak up, you know, have access to multiple of them, just drop in on Xoxoday and reach out to us. Uh, one or the other expert will definitely reach out. But yeah, other than that LinkedIn email, I'm good. I will respond. Brilliant. You don't need to gift me. I will respond.
Tracy: but he wouldn't complain. Right. ?
Pete: Yeah. Well, once again, uh, thank you so much Parth and Tracy for your time and for sharing all of that experience with us, and for coming on the show.
Parth: Thanks, Pete.
Tracy: My pleasure.
Pete: For our listeners, you can find out more information about Xoxoday on HubDo Marketplace.
We have the links to that. Just go to HubDo Marketplace or click the link in the show notes and please send through your questions so we can help you do more Xoxoday and HubSpot. Have a great day.