Donna Dube

The Magic of Metrics In Launching

In this episode, Donna and I talk about how to track the success of a launch by tracking three key metrics: finances, marketing, and operations/team.

Tracking the customer journey and creating a dashboard to monitor key metrics, such as conversion rates and revenue goals, is just as important.

But also understanding industry standards, stress, and time for businesses in order to measure success accurately. Finally, setting up a website traffic dashboard to better understand your audience can help organizations save time and maximize their marketing efforts.

Enhance your google analytics with this dashboard: https://productivityplus.thinkific.com/courses/website-dashboard

Want to connect with Donna?

Donna’s website: https://www.productivityplusva.ca

Want to discover The 3 Key Steps To More Sales With Your Launches?!

Watch my FREE training right here: https://kenwestgaard.com/increasesales-podcast

Watch or read the interview below…

Transcript

All right. Welcome to the OMG, I’m Launching podcast. I’m your host, Ken Westgaard, and today I have Donna with me, and we are going talk about numbers, metrics, which is not so sexy, but it’s super important and I’m so glad that Donna’s here to take us through that and just explain to us why it’s so important and what we should be looking for.

So welcome Donna. Thank you, Ken. I’m so happy to be here and to share with your audience. Yeah, I, like I said, you know, I, it’s having those metrics and knowing them, that’s kind of what gives us the possibility to grow and scale our business. You know, without the numbers, we don’t actually know how we’re performing.

So it doesn’t matter how much you’re hated, you still have to know it, right? Yes, yes. And then, you know what, as we’ll talk about, it doesn’t have to be as scary as people think it is. It doesn’t have to be as complicated. We can simplify it and make it work, even if you think you’re afraid of numbers.

Exactly. And I love simplifying things. That’s so perfect. But before we get into that, I would love for you to just give us a quick introduction on who you are, who you help, and how you help them. Sure, Yeah. So I’m Donna Dube, founder of Productivity Plus, and we are here to help online business owners maximize their profit through leveraging the power of their data.

And so I’m an operations gal, I’m in the backend of your business and really focusing on what metrics are most important for you, and then how gonna make smart database decisions going forward based on the insights that, that those numbers give you. Numbers are great, but on their own, they don’t do any magic. You have to take the action to be able to really move your business forward.

And so that’s where I spend my time helping business owners in that end of things.

Beautiful. So let’s just start at the beginning. You know, why is it so important to track these metrics? What are they telling us? You know, why? Yeah, why is so, so important? Yeah, good question. So even as a business as a whole,

it’s important to track. And when you’re thinking about launching, it’s also important to track. So it’s both times, but really as a business as a whole, you want to be able to know, quickly, know the health and wealth of your business. You wanna know where your customers are coming from in terms of what channels, what sources, is it social media,

are they coming from your emails? Where are you getting customers and what actions they’re taking once they find you so that you can optimize and capitalize on what’s working for your business. On the other side, you also wanna know, am I doing things that isn’t really giving me a great return on investment? You know, are myself or my team spending time on things and we’re not getting customers from it,
we’re not getting sales from it, and therefore maybe we shouldn’t be concentrating so much effort on those things. And so it kind of helps on both sides of things. So I like to tell business owners, I wanna look at your business holistically. And so when we’re looking at numbers, we’re gonna look at three main areas. Your finances, obviously, because you’re in business,

this is not a hobby. And so yes, we do wanna break down some of those numbers on your p and l statement, because it’s not just the revenue that you’re getting in, we have to look at those expenses as well, and what you’re actually left with in terms of your profit. Exactly. And then second area, of course, is your marketing,

whether you’re brick and mortar or you’re an online business, marketing’s a piece of the game. And so really looking at how customers are coming to us, what they’re doing when they’re, when they’re coming to us, and what efforts we’re using to really maximize the time that we’re spending there. And then the third area I call operations or team. And so if you’re a solopreneur or whether you have a team,

this is also important. You wanna know what client activities or certain services, depending on your business you’re spending the most time on, and what’s that return on investment? If you have a membership, for example, what’s that churn rate? Is there a certain time period when people are staying and then they’re leaving? And what can you do to increase that?

If you have a team, what’s your return on investment on your team members? What activities are they doing? And that’s really affecting your bottom line. So what I try to do is measure metrics from each of those three areas, but always bring it into what your business goals are for the next six to 12 months. Because that’s really the measuring stick,

right? So if you have certain goals for your business, we wanna make sure that we’re measuring, are you getting to those goals, are you reaching them, are you exceeding them? Where are we in that, in that realm? Yeah, exactly. Like you said, you know, numbers will tell you whether you have to fix this or if you can,

you know, take it even further and scale it and improve it. It’s often easy to, you know, with the numbers looking good, it’s easy to make those numbers look even better. And once you actually do see that things are working. But yes, I mean, it’s just like with launches, you know, if you have a launch that’s basically failing you,

it’s easy to think that, okay, well screw this, it’s failing, nothing works, so let’s not try this again. But obviously if you look at it as a way of learning from those mistakes, and you do the same thing with the numbers, you know, if the, the numbers are not good, okay, what are we doing wrong here?

What is the cause of this? And how can we figure out to make it better? Should we cut it out? What, what’s the next step? Right? Yeah, for sure, Ken. And you know, when we’re looking at numbers, there’s kind of two kinds. So we’re gonna look at things that we call leading and things that we call lagging.

So just as an example, those lagging numbers are things that have already happened. And so we’re looking at it after the fact, right? So maybe our revenue after a launch or our sales, those kind of things, they’ve already been done. We’re looking at them after and saying, okay, how did it go? Our leading things are things like our marketing,

how many people are we getting into our sales funnel? How many eyeballs are seeing that we’re actually launching this new service or product to begin with? And so those leading metrics become really important when we are going to launch, whether it’s a new product or it’s something you’ve already launched before, but really honing into those leading metrics. Because if we look at them from the beginning before we actually launch and may know what we wanna track,

then during the launch we can have those numbers right front and center for us. So either you as a leader or someone on your team can be looking at those numbers daily during the launch. And that’s where the real nuggets are, because that’s when you can tweak live during the launch and really make a difference. So I’ll just give a client, that’s Exactly what I was thinking.

I was working with a client recently and she had a metrics set up before the launch. We had made her a launch dashboard, so kind of like the dashboard in your car so you can quickly see what was happening during the launch. And we noticed that the mobile views to the checkout page was quite low. We thought, Hmm, it’s 22, we’re pretty sure people are buying on their phones,

what’s happening? And so most likely, yeah, so we dug in a little bit further. Well, sure enough, there were enough people coming to the sales page, so lots of people were getting to the sales page, they were getting to the checkout page, but then they weren’t actually buying, okay, so what’s happening? So we dug in further and when we looked at the layout of the checkout page,

the CTA button was very low on mobile view compared to desktop. So that’s that call to action button that we want people to press and say, yes, buy now. And so when we move that up higher on mobile view, more people saw it, more people took action right away and the sales went up on mobile. So just a simple tweak we never would’ve known if we didn’t dig into The numbers.

And you think it’s so ridiculous, I mean, aren’t you on the checkout page to actually buy? So wouldn’t you just scroll just a little bit down to find that button, but clearly not. It’s clearly not, oh, I don’t see the checkout button though. Okay, well I guess I’m not buying them. Yes, yes. And it’s such a simple thing,

right? And you would think it wouldn’t have made it, but it made a difference. And so just by looking at those numbers on a daily basis, you can see little things like that and tweak it. You’re not gonna totally revamp your product obviously during the launch, but small things like that can make a difference and ultimately, you know, change the success of your launch.

Absolutely. And let’s say you are on the verge of breaking even or losing money on the launch, that little tweak can actually make you go above breaking even. Yeah, Exactly. And you wouldn’t have known that if you actually didn’t look at the numbers or the data Yeah. During the launch. Yeah, for sure. One thing that I come to mind is that I think a lot of people think about when they think about numbers and tracking all that,

it trips ’em up because they, you know, how do I track all this? Do I have to use those and certain software, where do I find the numbers, how to connect all this? You know, it’s, it might seem a little bit overwhelming for people who are not, you know, not interested in figuring it out or they’re just scared of Yes.

Trying to get on into the tech And stuff. Yeah, for sure. And so what I like to do is tell people to start simple at the beginning. And so before you go into launch a product, really set and look at, okay, what are my goals for this launch? Certainly you’re gonna have revenue goals, but even in that, I encourage you to have good,

better, and best revenue goals. So your good goal is if you’ve launched something like this previously that’s something you know is attainable, then your better is a little bit higher. And your best is a stretch. But that gives you a cushion because you know, there’s a lot of pressure on business owners when they’re launching to reach a certain revenue amount. And this kind of gives you a cushion to say,
okay, we’ve made it this far, can we get to best or can we get to better? And so it’s not based on just one number. If we don’t make that number, we’re a complete fail. So that’s one thing to start to look at. And then from there, what are your other goals in terms of the launch? And so maybe you wanna be looking at your team and how your team is doing,

what’s the stress level of your team members leading up to the launch? And during the launch, you wanna be looking at even your stress level and your time level. You know, maybe you decided you’re gonna do a live every day leading up to the launch and partway through you’re like, oh, this is just way too much. I can’t do this.

These are all good things to learn and then tweak again for the next launch. So it’s not just about revenue is is really what I’m, what I’m saying here. So you figure out what metrics you really wanna track. And another piece of that is really looking at your sales funnel as a whole funnel and making sure that you know what the conversion is at each step.

So let’s say for example, your customer journey is that you have a webinar to start with to bring people into your audience. So you wanna know how many people attended, how long did they stay on the webinar, and then from there, how many people went from the webinar to your sales page, from your sales page to your checkout page. And then of course your checkout page to thank you or whatever you have after that.

And measure the conversion rate each step along that customer journey. Because again, you could be getting a lot of eyeballs on one part of it and people are dropping off at different parts and you don’t know where or why. And so by actually measuring the conversion each step of the way, you can see, oh, okay, yeah, lots of people made it to the checkout page,

but they didn’t buy. So either there was something off with my pricing, there was something off with the checkout page, did I have a cart abandonment sequence set up so that those who made it there got a few nudges to say, Hey, I noticed you were here. Those sorts of things. And so you can tweak based on what those conversion rates are along the way.

So not just measuring my overall funnel performance was X, but actually each step of the way looking at what that conversion rate is. And so those are the main ones that I encourage people to look at, especially with launching, of course when it comes to your whole business, that’s, that’s another story. But those ones, and you can measure those while before you start a launch,

then you’re in in good shape in terms of, you know, making sure you’re getting enough people to start with at the top of your funnel. Certainly if you’re running ads, then you wanna be, you know, tracking that as well, because that’s your dollars. Right? Absolutely. Yeah. And what are some of the like industry standards in terms of conversion rates on the D?

Different aspects of the funnel? Yes, I mean it would vary obviously a lot when you, the further down you come down the line, It does vary a lot. Yes. And of course the, you know, the higher up, the lower the conversion rate, as they get warmer and they get closer to purchasing, then you would expect a little bit higher rate.

But it varies among industry as well. And so, you know, to just kind of give a blanket number is difficult. But what I encourage people to do is, if you have launched before, try to compare what you’re doing now to what you did before. And so if you have those numbers from before, what was my conversion before, then you’re trying to,

you know, increase that the next time you launch. So yeah, that sort of, you know, if you have those numbers, it’s nice. If you don’t have those numbers, then definitely up at the top you’re looking at, you know, two, 3% conversion is, is good if you’re looking at cold audience coming to, to your sales page.

Yeah. Yeah. And that’s probably what trips a lot of people up to is first of all, they don’t look at the percentage, they just look at, you know, the m numbers of people buying or whatever. And that doesn’t really give you the right number obviously. And people also might think that, you know, 2% that’s really low, it’s just 2%.

But like you said, you know, if you have more than 2%, you’re actually in good company. Yes, Yes, Technically, but you actually have to calculate this and figure out what that number is. Yes, exactly. And so a nice thing to do is to kind of reverse engineer it. So if you know, okay, I’ve got a launch coming up,

I would like to make 10 sales. And so reverse engineer how many people you’re gonna need each step of the way to see how many people you’re actually gonna need looking at your sales page to be able to get that 10 sales at the end. And so that kind of gives you a better view of the numbers that you would need to start with because you’re right,

I think a lot of people get tripped up and say, well if I need 10 sales, if I have, you know, 20 people looking at it, I’m good. But it’s not, you need, you know, significantly higher numbers than that. So Yeah, especially if you’re attracting Kohl audience, then definitely a lot higher than that. Yes.

So what is, what would you say is the most important metric to measure when you’re in a Yeah, well for sure you wanna be looking at your sales. And so if you have a payment plan and also, you know, a full payment or you have different options, you wanna be breaking that out as well. So you can really see where,

where your customers are are going in terms of sales that way. The other side of it is you wanna be ahead and so you wanna know how many people are coming and looking at your social media posts at your email sequence, if you have that going out to your, to your list and you know, are people clicking those call to action buttons or whatever you have in the post,

are they going on and moving to the next step? So you can do that through using special links called UTMs. And so you basically add a special link to the email or to your Facebook post to say, to tell Google, these people came from my Facebook post, so you can actually drill down in now. Oh, okay. Post number seven on Tuesday,

that CTA button, a lot of people clicked and went to my sales page. Right. So that really helps to drill Down. So now we’re talking about Google Analytics, right? Yes. So that’s, that’s a platform you Use, right? Yes, yes. For the marketing side, a lot of that data will come from Google Analytics. Yeah.

So yeah, basically if you haven’t set that up, set that up as Soon as possible. Yes, definitely. So if you’re going to be launching soon, then yes, I would definitely set up Google Analytics. And just as a side, as we’re recording this, it’s July of 2022 and in July of 2023, Google Analytics is changing their platform to a new Google Analytics called GA four.

And so I think in the long run it’s gonna be better for us, it’s gonna be easier for us to track data, they’re gonna have some AI component in there as well, and they’ll be able to cross different domains. So if you have your website on one domain and you have lead pages for your sales page and your checkout pages on Thrive Cart,

it’ll be able to cross those domains a lot easier than the current Google Analytics can. So in the long run, it’s gonna be good. At the moment it’s not great for reporting. And so it’s difficult to get the data out and look at in any sort of nonsensical way. So what I’m suggesting clients do is that you go in, it only takes a couple of minutes and set up Google Analytics for now so that it can be tracking your data from now until July.

Because once July comes, they’re gonna move over to the new GA four. And if you don’t have it set up already, you’ll have no data because it doesn’t go reverse. It only goes from the day you set it up going forward. Right? Yeah. So set it up now, let it just track in the background so that when you get there next year,

you have data in there to, to start looking at and start making decisions from. Good advice. But do you use Google Analytics throughout the funnel in, in, in a launch or are you using any other software to track Those? Yeah, good question Ken. So what I like to do, because for anyone who’s been in the backend of Google Analytics,

it’s a little overwhelming and sometimes hard to figure out where do I go, where do I find this? And so what I like to do is pull in data from many sources, Google Analytics is one of them, and display that data on a dashboard. Again, making it really easy to see and making it very visual instead of a bunch of numbers.

And Google Analytics that sometimes is hard to tell what’s up and what’s down. So the visual dashboard will have pie charts, bar graphs, all those types of things. So you can quickly see patterns and trends without having to get lost in the numbers. And so we can pull down in from Google Analytics, we can pull in from your cart tool, we can pull in some from QuickBooks in terms of your financials.
And so it really helps to be able to pull it all together into one place and it will automatically update. So as a business owner, you can go in and look at it whenever you like and you can share it with your team, you can print a pdf, you know, there’s lots of options there. And so that makes it really easy to be able to see what’s happening in terms of the health and wealth of your business without having to dive into four different software tools and try and make sense of all the analytic numbers.

Yeah. Yeah. Cuz like I said, you know, that’s probably one thing that does trip people up that they have to, you know, looking so many different places, figure out what is what and yeah. Yeah, it’s, it’s just overall it Is, it’s very overwhelming. And you know, I like to relate it to analogy of your car.

So most of us are not on a mechanics, we don’t know a lot about what’s under the hood in terms of our car, but we get in our car, we’re ready for a road trip, we start it, the first thing we look at is our dashboard. Do I have a full tank of gas? Is my engine light on, you know,
my oil level? Okay, everyone’s got their seat belts on, we’re ready to go. And so we don’t really deal with what’s under that hood, that’s for the specialist mechanic. Right? And so I look at all the data coming from all the different sources that you have as what’s under the hood and that dashboard is like what’s the, what you’re looking at and when you’re driving your car.

Yeah, that’s a great analogy. Absolutely. So obviously we need to track these numbers. How often should we keep an eye on this? Is it, is it daily or is it enough to just check in every other day or Right once a week or, Yeah, I suggest Not just talking about launches, but in business. In Business as well.

Yeah. Okay. I would suggest during launches that we look at it daily again, because we can just see those little things that need to be tweaked and sometimes in 10 minutes we can make a difference in terms of the whole business. I like to tell business owners to look at it at least monthly. And so I suggest that they put a recurring task in their calendar for about 15 minutes to go in and look at that dashboard.
Certainly they’re welcome to look at it more and I love it when people want to, but as a starting point in something realistic once a month, so at least you’ve, you’ve gone a set pattern and you’re not gonna go six months without knowing where you’re at in terms of your business goals and making sure you’re gonna meet those Yeah. Monthly. Yes. Okay.

I, I would definitely check in after more often I think, cuz it just makes sense to stay on track of kind of what’s happening in your business as you go along. Because in a month it could be too late to, you know, change whatever is that’s happening. Yeah, I agree. I agree. And again, sometimes just depends on the person,

right? If I find sometimes some of my clients are very number scared, if you wanna put it that way at the beginning. And so just having them be able to do that monthly is already a, a challenge and, and it’s a good thing that they’re getting into that pattern. But yeah, they’re more frequently, I mean you can even set it as part of your CEO coffee date if you wish.

You know, that time that you spend on your business, that can be part of your routine. And again, it doesn’t take long when it’s individual format because you can quickly see, like I, I’m imagining now if we had a bar graph of our revenue versus our expenses over three or four months, you’re quickly gonna see, well April’s expenses were way up.

What did we do? Oh yeah, well we bought this and this for the retreat that’s coming up. Okay. Oh look at January we had a huge, you know, revenue spike there. What did we do? Well, we had a huge sale for New Years. Well that was a good thing, let’s do that again next year. You know,

those types of things quickly, you can get that information. And you mentioned something earlier on in, in terms of revenue kind of versus profit, obviously revenue’s great, but just like you said, you know, when you have expenses, what about the profit? So it’s easy to think about the revenue, I’m gonna make a hundred K next year. Awesome.

And then you get to the next year and you made a hundred K, but what’s less? Yes, Yes, a hundred percent. And so I suggest, yes, looking at revenue and expenses, but also having a scorecard on the side there that is telling you your profit margin, which is the percent of basically what you have left, right? And so you want to know month to month,

where are you at and you wanna be able to track that over time so that you can make it better as you go along. Because as you grow and scale and your team grows and scales, you’ll, you’re gonna end up having more expenses and you wanna be able to make sure you’re keeping that in line with the revenue that you are, that you are getting.

And so profit margin is really important there to, to see, you’d be surprised how many businesses, again we, you know, on social media, wherever people are saying, oh yeah, my revenue is X amount, but behind the scenes you dunno actually how much they’re keeping. And so yeah, really important to know. Yeah, yeah. It’s,

yeah, that’s, guess I’ve heard about, you know, people making a lot of money and also getting, you know, told that, well yes, you made a lot of money, but you spend more than you actually made this month. So yes, we we didn’t actually make that much Money. Yes. And I mean hopefully you have a good bookkeeper who is meeting with you regularly and keeping you on top of those.

But again, that’s after the fact, right? And so, you Know, damage is done. The damage is done. Yes. Yeah. But yeah, it’s, you know, I part of just growing a scaling business and it’s easy to get carried away, you know, with expenses, hiring tea maybe, and you, you’re trying to really elevate,

but at the same time you have to look at, you know, what is costing? Do we actually manage to keep the cost down as we scale as well? Or at least enough till make some profit? Yeah. Yeah. And again, sometimes it’s simple. Like I know I’ve been in businesses before and we’ve noticed, whoa, those re those expenses are really climbing what’s happening.

And so we actually go to QuickBooks and look at the different categories for expenses and which ones are really standing out as you know, high. And lots of times it’s software or tools that we bought that we’re no longer using or at least not using to capacity, but we’re still paying monthly for, cause we’ve forgotten that we have, you know, X,

Y, z and you know, that’s $40 a month here and there it can add up. And so just, you know, absolutely that really highlights, okay, where do I have to look further? And then taking that action and digging in a little bit further and and making those decisions will really help. Yeah, and obviously it could be, you know,

if you have an annual Subscri subscription instead, then obviously we’ll get a peak every time you have these renewals, Obviously. Yeah, for sure. All right. Is there anything that you feel that we should have mentioned by now? I think we covered a lot. We have, yeah. Numbers. Numbers are not sexy I know, but from what we talked about,

you know, it’s so important to just stay on track with those numbers just to know, you know, the health of your business basically. Yeah. So, Yeah, for sure. And you know, it doesn’t have to be scary. It can, it can really be presented in a visual way and you don’t have to measure everything. And so if you’re looking at your business as a whole,

you know, eight to 12 metrics just start there. And so ask yourself, okay, what are my business goals for the next 12 months? Well, I wanna increase my visibility, make that goal measurable. So increasing visibility is great, but by how much and where, right? So when it’s something that’s measurable now, then you can put a metric to it and actually track,

am I getting there? Okay, I wanna increase my visibility by 20%, I wanna increase, you know, my email list, let’s say by X amount of subscribers. And so then month, two months, three months in, you can start looking at where am I? Okay, well I’ve increased it by this much, I’m on my way. Oh wow,

I’ve increased it a lot, I’m gonna exceed my target. Or you know, what, what I’m doing isn’t really working, I haven’t increased it that much. Let me try a different tactic. Yeah. And I think maybe in the simplest form you could say like, you have the revenue, you have expenses, and then you have what’s left. And if you just could at least track those three,

you are, you will at least know what’s going on. Yes. And then you obviously can go in and take a close look if you see something is not working as it should, but at least look at those three, Right? Yeah, for sure. Yeah. And I mean you can do it via spreadsheet if that’s what you like to do,

or you have some on your team, on your team who can do that. The only thing is it’s not as scalable. And so as you grow and and build it becomes a little bit harder to keep up with. But if, if you like that style, it’s certainly a place to start. I’d rather you start there than not start at all.

Yes, exactly. Yeah, so true. Because it’s just, you know, it’s amazing the transformation and, and the changes that I’ve seen, like I gave the example of the launch, but another example is a client who was selling educational courses to healthcare professionals. And so she was saying, well, her target audience is early grads and so she wanted to be on a lot of social media channels because she wasn’t sure where these young people were hanging out.

And it was really burning her out. She had a social media assistant and she was working full capacity and the leader was also trying to do social media and she was really feeling stressed and overwhelmed by the amount of trying to be everywhere. And so I said to her, let’s take a pause and find out where your target audience is actually seeing your content.

And so at that point, we didn’t have a dashboard, so I just went into Google Analytics and took a look and surprisingly enough people were coming from Facebook to her website to, to look around and, and you know, opt in, that kind of thing. But when we looked at the actual conversions of people who were buying, most people were coming from Instagram.

And so her Facebook and her Instagram were really the two channels that were making a difference. She didn’t have to worry about YouTube and TikTok and this and that. She wasn’t getting much traffic from there and definitely not conversions, right? And so it’s, you know, great they’re all there, but don’t stress yourself out trying to be everywhere. Find out what,

what, what your target audience is, where they’re, how they’re finding your content and then optimize and capitalize that Based on that. It sounds like, you know, if she went to Facebook for getting free optin, boom, you go there once you start selling thing, go to Instagram cuz that’s where the buys Are. Exactly. Yeah, exactly right.

And so once you know that it’s, it’s easy as the business leader to say, okay, I’m gonna change my, my tactic and do this, this and this, but without having that data, you don’t know. So you think I have to be everywhere. Exactly. Love that. So where can people reach out to you, connect with you,

work with you? Yeah, yeah, yeah. So my website is productivityplusva.ca, so welcome to go there. I have a blog and lots of resources there to check out. I’d also be happy to have your listeners join in on my website traffic dashboard. And so this is a dashboard that they can hook up to their Google analytics and quickly be able to see who’s coming to the website,

what actions they’re taking, what content that they’re currently putting out that people are attracted to, and also what keywords people are using to find their content. And so that can really get you started in looking at your data. It’s not a, it’s not a lot at once, so it’s not overwhelming. There’s a little mini course, it’s about nine lessons and it,

there’s some video there to show you how to hook up your Google Analytics to the dashboard. So it’s easy to do. You can do it under 30 minutes. It’s not, not complicated, but that’s a good place to start. And then you can, you know, go in there and start seeing, okay, what is my people doing in terms of the marketing side?

Beautiful. Yeah. Love it. Well thank you so much for coming on the show and sharing this, you know, learning a little bit more about metrics and numbers and just knowing where to look and what to look for and yeah, really appreciate that. Thank you. It was fun. All right. Thank you to everyone for listening in and we’ll catch you.

Great. Next episode.