00:00:00:00 - 00:00:32:08
Unknown
It's going, going on. Everyone, welcome to this episode of five four play Fireside. This week we're taking like a little bit of a turn away from, like, hardcore, you know, straight shooting ad creative content and recruiting over into how you can actually grow your business with your brand or your agency helping brands grow. Yeah, we're pivoting in an a little bit of a direction to just like how to scale affiliate programs, whether it's like content from creators or turning every single customer into an affiliate.
00:00:32:10 - 00:00:55:07
Unknown
And so, like always know what's going to come on and give us awesome presentation and how you can tax your affiliate program if you have any questions along the way. Definitely just drop them in the chat and he'll make sure that you get to them at the end of the chat. I'll come back on and we'll go through them all as we go further doing to bring on Noah and he and I'll see you guys in the presentation.
00:00:55:09 - 00:01:23:04
Unknown
All right. Thanks so much, Zach. What's up, everyone? I'm Noah. I'm the founder of Social Snowball. We are an affiliate and referral platform for e-commerce brands. So kind of like what Zach said as like if you're partnering with influencers or if you want to turn customers into ambassadors, we give you the platform to track sales, generate codes and links, manage frauds and payouts, integrate with email gifting, and then kind of just all of the management that goes into these partnerships for e-commerce brand.
00:01:23:06 - 00:01:37:09
Unknown
So I am going to share my screen here. I have a little presentation walking through a couple strategies where there is.
00:01:37:11 - 00:02:02:00
Unknown
Okay. you guys can see this, right? Can you confirm you guys can see this? I can't see you, but I'm going to take that as a yes. Okay. So we're going to go over two strategies that you could use, leveraging modern affiliates to grow your DTC brand. And I'll get more into what I mean by modern affiliates.
00:02:02:00 - 00:02:19:11
Unknown
And second, but basically, you know, obviously with Social Snowball, we work with a ton of different brands. We have over 2000 brands on our platform right now. So we see what works and what doesn't work. You know, there's brands trying new strategies all the time. We're learning what's working and what's not. And in particular, there's two strategies right now that are very new.
00:02:19:17 - 00:02:39:24
Unknown
They're exciting and they're generating crazy results. And they're not a very high lift like it's not it doesn't take a ton of bandwidth for you to implement these types of programs. So that's why I picked these two strategies in particular. So before we get into it, though, this is what I mean by modern affiliates. So the word affiliate gets thrown around a lot.
00:02:39:24 - 00:03:01:21
Unknown
And you know, if you were to zoom out back like ten years ago, that what the word affiliate meant is very different than what it means when people say affiliate today. So I like to categorize these into two different buckets, which I call legacy affiliates and modern affiliates. And so ten years ago, if you were to say the word affiliates, someone in the e-commerce space, they would be thinking of things like this publishers listicles, review sites, bloggers, media buyers.
00:03:01:23 - 00:03:23:17
Unknown
This is what the word affiliate used to mean. And today, those types of partnerships with these legacy affiliates are still important and they still, you know, can drive results. But it's undeniable to acknowledge that there's also a different type of feeling that brands are partnering with. So when I say modern affiliates, I'm talking of everything under the umbrella of influencers, creators, ambassadors and customers.
00:03:23:19 - 00:03:44:13
Unknown
So both of these types of affiliate, you know, we use the word affiliate for both of them, but they're really super different. And I think a big mistake a lot of brands make is treating it all as one channel. And basically we're going to be talking today about specifically leveraging modern affiliates. So everything under the modern affiliate umbrella for generating sales.
00:03:44:14 - 00:03:58:15
Unknown
So does this show you a little bit more about what I'm talking about? This is an example of like legacy affiliates. So if you were to Google something like Top Father's Day gifts, there's an endless amount of publisher sites that will be on the left. You could see like all the results that came up. And then I clicked on one here on the right.
00:03:58:17 - 00:04:20:01
Unknown
These are all technically affiliate links. You know, this like craft beer subscription and, you know, this flannel. These are all affiliate links. So this is a publisher affiliate. But obviously it's you know, there's no denying that this type of affiliate is very different than this type of affiliate, which is like a creator on social media. So they're both affiliates, but just two very different channels.
00:04:20:01 - 00:04:47:19
Unknown
And so today we're going to be focusing on just the latter on the modern affiliate. So the first strategy, I like to call them manufactured short form of virality. So obviously going viral is is something that every brand aspires to do, but it's a lot easier said than done, and it's also a lot easier to do. Maybe when you get lucky, it happens once every now and then, but it's not like a consistent, predictable acquisition channel.
00:04:47:19 - 00:05:17:10
Unknown
And so basically a few brands that we've worked with have actually cracked, you know, this the tick tock, another short form platform algorithm so that it can be more predictable and like a real meaningful and scalable acquisition channel. So that is the strategy we're about to go over. So a case study of a brand that we did that used social snowball for this is Tab chocolate, they were able to increase their top line revenue by 17% and they were generating this new revenue out of 9.80.
00:05:17:13 - 00:05:41:17
Unknown
So obviously that's really meaningful results. Any business generating 20, almost 40% of GMV at a 9.8 ROI from a net new acquisition channel, that's, you know, you're not paying an ad platform to acquire these customers. So it's it's pretty powerful stuff. So before we dive in, everyone who's watching Zach do this to open up tick tock and search tabs chocolate.
00:05:41:19 - 00:06:03:19
Unknown
I'll give everyone a second to do it, actually do it like it's pretty cool. And then yeah, so I'll give them one second and then after you switch tabs, chocolate toggle to the users tab so you could just see all of the users that show up. For that. I'll give everyone like one more second. And if you're there by now, you'll realize that there's a ton of pages that are called Tab Chocolate.
00:06:03:21 - 00:06:21:18
Unknown
And for those of you who maybe don't have to check on your phone, this is what you would have been seeing if you if you search that right now and you can just keep on scrolling. There are just an endless amount of pages that are branded as tabs chocolate. And what's interesting is actually none of these pages except for maybe I guess one of them are owned by tabs.
00:06:21:20 - 00:06:43:20
Unknown
These pages are all owned by third party creators that are acting as affiliates for tabs. And if you were all to also search for this on Instagram, you would see that they have the same thing. And even if you were to search on YouTube for shorts content, you'd find the same thing. So thousands and thousands and thousands of pages, all brands have chocolate.
00:06:43:22 - 00:07:07:13
Unknown
It's a really interesting strategy. We're going to dive into exactly what's going on here. So basically what what you just saw, those pages are all owned by creators. And when I say creators, I like to specify that I don't mean influencers because an influencer has their own following, right? An influencer has a lot of followers, and when they promote your product, you're expecting those followers to convert to sales.
00:07:07:13 - 00:07:26:18
Unknown
That's the goal. But creators in this sense don't need to have a following because as you saw, they're all creating brand new pages. So they, you know, if they have a following, you're not it doesn't really matter. So I define creator here as really any individual with the capacity to create content. Obviously, we want to find people that know how to create good content.
00:07:26:19 - 00:07:48:00
Unknown
We'll get into that a bit more later. So you find creators and then every creator makes their own branded page. So every creator makes three pages. So you hire one creator, they're going to make a new Tik-tok page. And let's say I have my YETI model here. So let's say this is for Yeti. Every creator would make a page that's like at Yeti underscore or at Shop Dot Yeti.
00:07:48:04 - 00:08:13:09
Unknown
They would basically just come up with a unique handle that is representing the brand, branded as if it was the brand, and they would make this across tik-tok, Instagram and YouTube. So three pages per creator Now every created is onboarded to an affiliate program. So they're going to have a code or a link or both, and they're going to add that to their bio for these social media pages and as well as they're going to include the codes and the actual content that they're creating, you're going to educate the creators on how to create content, right?
00:08:13:09 - 00:08:37:14
Unknown
So like not just how to create content in general, but how to what kind of content performs well for your brand. So if you've been doing any sort of organic motion or even just using your highest performing creatives for paid ads, you probably have a decent understanding of what type of content resonates with your audience. So you'll educate your creators on what kind of content to create and this is literally as simple as like a Google Drive folder that you make everyone review showing them your previous high performing content.
00:08:37:16 - 00:09:00:15
Unknown
And then every creator is going to post daily on all three of their pages, short form content that they're going to create and they're going to use their codes and like. So they it is a performance only deal. They are getting paid just through attributable revenue that's made through their affiliate links and codes, and that's their incentive to make really great content and then post will go viral and we'll talk about how we can make that happen.
00:09:00:15 - 00:09:19:24
Unknown
So let's just do a little bit of math so I can show you really how we're able to manufacture virality with this kind of thing. So let's just say let's use easy numbers and say you wanted to do this program with 50 creators. I think that's for everyone listening. That's a reasonably attainable goal. Working with 50 creators is not like, you know, if you were looking at tabs, they have thousands.
00:09:20:00 - 00:09:51:11
Unknown
So, you know, let's just say we were to start with 5050 creators. Every creator is making three pages, right? So every creator is making a tik-tok YouTube and Instagram. So now there's new 150 pages out there in the Internet world representing your brand. Now, we can say that and this is a pretty standard terms. The requirement for being in the program is they have to create three pieces of content per day, and all three pieces of content will be posted and repurposed across their Tik-tok page, Instagram and YouTube for shorts.
00:09:51:13 - 00:10:13:12
Unknown
So if you have 50 creators that made 150 pages and are creating three new pieces of content per day, that's 450 posts going out into the Internet per day, which is obviously just insane to imagine. And if your creators have any idea what they're doing, which hopefully you've found creators that do have an idea what they're doing, posts just simply will go viral.
00:10:13:12 - 00:10:38:04
Unknown
It's just math at this point. Like if you are creating 450 quality posts about your brand, some will go viral. Maybe it's one a day, maybe it's ten a day. You know, it's not going to be extremely consistent day to day. But as soon as posts start to go viral, you'll start to learn what kind of content works, not just as far as resonating with your audience, but as far as getting likes and engagement and reach.
00:10:38:06 - 00:10:54:16
Unknown
And then you could also create another Google Drive folder for your creator saying, Hey, this is what's been going viral this week. You know, use this as inspiration, but this is with a 50 creative program which is not even unattainable. You can just imagine what this math comes out to when you have 100 creators, 500 creators, 1000 creators.
00:10:54:18 - 00:11:13:08
Unknown
Obviously, you know, I would recommend starting smaller before scaling to that level because you probably need some systems at that point. And we can talk about how social Snowball automates a lot of this. But this is obviously, you know, 50 creators is very in reach and getting 450 post a day out into the Internet is just like incredibly powerful for your brand.
00:11:13:10 - 00:11:29:15
Unknown
So just some other tips. I talked about this briefly, but you want to make sure that you're showcasing the best performing post to all your creators, just to just to create a system that's like kind of self optimizing. Some creators might be getting frustrated if they haven't had any post going viral. They're seeing all these other creators going viral.
00:11:29:15 - 00:11:49:14
Unknown
So you just want to make sure that you're helping the creators figure out what kind of content works well for your brand. And you could just do that by having like a weekly email to them or know a lot of people group create a discord group for them, and just sending the best performing content of the week and letting them use that as inspiration and then this is kind of self-explanatory, but this is how you scale.
00:11:49:14 - 00:12:08:04
Unknown
Like once you are able to kind of crack this and you're, you know, finding the content that's working is some creators earning a lot of affiliate commissions. They're obviously super motivated. The way you scale is you just bring more creators and you keep showcasing them. The content and more and more will start to earn through their affiliate link in code and that'll keep them extra motivated.
00:12:08:06 - 00:12:35:13
Unknown
And then of course, you're generating an unfathomable amount of content here. Like literally, you know, we were just talking about a 50 creator program was, you know, 450 posts a day, which is really 150 pieces of content per day. Everyone's actually posting three times a day. You just imagine like how valuable that content is. So you could repurpose this in the paid ads email, put it on your website, like obviously you would discuss usage rates with the creators when you're onboarding to do this program, but this is a very standard.
00:12:35:19 - 00:12:52:20
Unknown
So tons of other benefits besides just the directly attributable revenue that come from running a program like this as well. Okay. So if anyone's interested and like more details on this, we made a playbook that just basically goes over the top strategy that we just said in a lot more detail. So if you're interested, scan the QR code.
00:12:52:20 - 00:13:23:02
Unknown
It's a free download. Okay. So moving on to the next strategy, turning customers into affiliates. So, you know, turning your customers obviously can be really powerful advocates for you, but it's sometimes there's sometimes never a great way for customers to share. So when you look at like traditional referrer friend programs or it's like give a coupon and get a coupon that usually doesn't get a ton of engagement because coupons just sometimes are points aren't really the best incentive.
00:13:23:04 - 00:13:58:23
Unknown
You know, they only really hold value as an incentive if the customer who's referring is planning the next purchase and maybe you have a lower LTV brand or, you know, the customer already referred three sales and they don't want a fourth coupon, but you obviously still want that fourth referral. So we're going to go over how you could actually turn customers into real affiliates, motivate them to actually drive not only first time referrals but referrals for the long run and remove all of the friction that traditionally exists in the affiliate onboarding process because customers that just click click through your beautiful checkout funnel are not going to jump through the hoops that, you know, maybe
00:13:58:23 - 00:14:18:12
Unknown
bigger influencers would jump through to sign up for an affiliate program. So we have to remove a lot of that friction if we're going to expect meaningful results from this. So a brand implemented this with us, our socks, they were generating over 9% of GMV just from customer referrals. This is not influencers, this is not TikTok creators. This is literally just their customers advocating.
00:14:18:12 - 00:14:39:05
Unknown
They were generating over 9% of GMV at a5xry, which is just insane because this program, you know, you ready like everyone who's watching this has a branded record. Brands like you already have customers. It's not like you need to go out of your way to find these new creators. These are your existing customers and just as effectively and as intuitive as possible, leveraging them to share at scale.
00:14:39:09 - 00:14:59:16
Unknown
So really meaningful results. So before I talk about what you want to make sure you're doing, I'm going to first go over what you want to make sure you're not doing. So if you're expecting your customers, let's say after purchase, you want your customers to join the affiliate program. If you're expecting them to navigate back to your site after making a purchase, find a link in your footer navigation that says affiliate program.
00:14:59:18 - 00:15:19:05
Unknown
Fill out an application form that is nothing like your website and not even with your branding on it, and then wait for you to go into the software and manually approve every single commission, one by every single sign up, one by one. You don't expect to have a ton of affiliate activation. Obviously, that is an incredible amount of steps for customers to jump through.
00:15:19:05 - 00:15:43:05
Unknown
And we we need to be realistic. Customers expect like a frictionless, smooth experience and we don't want to make them have to jump through hoops like everyone talks about the funnel of awareness down to advocacy and everything you know, awareness is optimized through like ads and then you're, you know, when you're your conversion is optimized through like optimizing your website and everything is just like a super smooth, intuitive experience.
00:15:43:05 - 00:16:19:05
Unknown
But advocacy at the bottom of the funnel can't we can't expect people to start jumping through hoops now at this stage of the funnel. We want to make it as smooth and intuitive for your customers as the rest of their journey. So here's an example of removed friction. Essentially what we're able to do here is while a customer right as soon as a customer places their order, we can take their data from the Shopify order and automatically generate them an affiliate code, automatically generate them a tracking link with their name in it, an affiliate account, and give this all to them natively on the order confirmation screen as soon as they complete the purchase.
00:16:19:05 - 00:16:38:07
Unknown
So without any pop ups or click here to get your code or fill out the sign up form or anything like that, we could at the point of purchase, automatically generate all of their affiliate info, give it to them natively on the thank you page. And then of course we'll have additional follow up touchpoints in the Post-purchase Journey through integrating with Klaviyo or whatever you're using for email.
00:16:38:09 - 00:17:07:21
Unknown
We can basically create emails that send people their links and codes and so they have a place to save it after the purchase. So obviously the difference between, you know, this and having to jump through like multiple steps that's not even branded to get an affiliate during the program is it's significant and the difference is just a much higher customer to affiliate activation rate which at scale can generate just much higher percentage of GMV coming from customer referrals compared to traditional refer friend programs.
00:17:07:23 - 00:17:32:17
Unknown
And so, you know, with social snowball and with these programs that are helping brands implement, they're sending payloads and cash to these customer affiliates. These aren't points. This is in store credit. And we make that cash redemption experience as frictionless as possible as well for the not to like, connect to PayPal or anything like that. And this just keeps affiliates, these customers as affiliates motivated for the long run.
00:17:32:19 - 00:17:59:14
Unknown
Even if they preferred ten sales, they still value in getting that 11th cash payout. But if they were getting points or coupons, eventually, you know, the demand for that incentive just loses value as you continue driving referrals. And if the point of a referral program is customer acquisition and not loyalty, which at least in my opinion, that's absolutely the goal, then why would you not have incentives that are optimized for that goal, which is cash?
00:17:59:16 - 00:18:20:15
Unknown
So that is that is all I have. I'll I'll stop screen tearing it back into the to the thing here three. Thanks dog. I think we got one in here so if anybody else on the call right now as any questions about affiliate programs that a skeleton program is definitely like drop them in the chat and we'll get to them.
00:18:20:15 - 00:18:40:17
Unknown
So one of them came in here from Peter and he was wondering, like on a DTC team, who is the person that you like managing these programs? Yeah, that's a great question. So the bigger teams will have like an influencer manager, the smaller teams, like honestly, it's usually like either a founder or like some someone in any like marketing role.
00:18:40:17 - 00:18:59:02
Unknown
So like if you have like a marketing manager or yeah, usually like a marketing manager, like if you have like a smaller marketing team, you know, the actual title differ, but if you have like a one or two person marketing team, it's usually that team that's filling it, right? And like how much time would you say like brands are dedicated?
00:18:59:07 - 00:19:19:00
Unknown
It's obviously it's like a sliding scale, but if someone was like, okay, you know, we want to do this, we have a marketing manager or something. We have that right now. Yet like how much time do they expecting that kind of with really good question. So it depends on which strategy. So for example, the training customers and to affiliates is very turnkey.
00:19:19:00 - 00:19:35:14
Unknown
Set it and forget it. You integrate everything into Shopify. You said like the commission and discount values, you integrate with Klaviyo or whatever using for email and then you kind of slide around and you'd have to go in like maybe once a week and click pay all, but like, you know, nothing manual about pads with, with our software too.
00:19:35:16 - 00:19:53:13
Unknown
So that's like a very low lift. I think without anyone dedicated, you could definitely launch that program. As far as like the tick tock creator strategy for manufacturing virality, it takes a little bit more time for sure. You have to stay on top of creators. You have to be sending emails to creators or create a discord group for creators.
00:19:53:13 - 00:20:16:06
Unknown
There's constant communication. So I would say maybe that type of program, either one, like you'd want to have someone that's like at least partially dedicated to that or we have like, you know, there's some agencies that we work with that just do this for, you know, fulfill these types of services for brands. So if someone wanted to launch that but doesn't have like the in-house team, like there are agencies out there that that would help cool.
00:20:16:08 - 00:20:41:07
Unknown
I was wondering, do you guys have any, you know, playbooks, recipes and program management? I know you dropped the one four times. Is that like kind of like the best option? So that's one for this program management in general. Yeah. I mean, we have a ton of resources, so if you were to go to like Academy, that social snowball that we have like video courses for different managing different types of programs, we have other playbooks for other types of programs.
00:20:41:07 - 00:21:08:06
Unknown
So like the one that I had the QR code for was specifically for the TAB strategy management. But yeah, I mean, depending on what you're trying to do, we have like, yeah, written written resources as well as video resources, so we could get that collected there. Cool. Kathy is wondering, you know, the creators that are affiliates that are posting three times a week or sorry, three times a day, what's like their incentive to the incentive is the commission.
00:21:08:06 - 00:21:33:18
Unknown
So these creators, you know, if they have one post go viral, they could earn thousands of dollars of commissions in a day. Even if you're paying like a 15% or whatever your commission rate is, like a viral video can drive a ton of revenue. So these creators are motivated by that, and especially once they get a little bit of traction and drive a few sales and they start to see the money come in, it's very easy for them to see like how big this can be for them.
00:21:33:20 - 00:21:50:02
Unknown
And so, I mean, we've seen it's crazy like some of these creators are young, like they're 15 year old kids, but they're making like thousands of dollars a week just being affiliates for brands and posts. And and it's simply because they know how to create good content that drives eyeballs and sells cool. Chris is on top of that.
00:21:50:04 - 00:22:16:01
Unknown
Chris was wondering the only suggestions on where to find creators for your brand. Yeah, it's a great question. So I would say two things. If you were just trying to find like micro-influencers or just influencers to like see the product too that you care about their audience. Social Snowball has a discovery tool for that. So that would be like a really great platform for finding relevant influencers to your brand If you were just looking for creators in general to like just make a net new page.
00:22:16:01 - 00:22:37:10
Unknown
Like we went over with the Tick-Tock strategy and yeah, all of that. Like I would say honestly, since the following doesn't matter, I would just look for UGC creators. So maybe on Twitter or other UGC creative platforms where you could find these creatives because again, like the following doesn't matter. And if they have a following that, then they might like want more payment than just affiliate commission.
00:22:37:10 - 00:22:58:14
Unknown
But if they don't have a following, like it's easier to, you know, have have creators agree to a performance on deal like with affiliate commission. So I would say just UGC creators on Twitter or other platforms would be great for that. Take talk strategy. If you wanted actual influencers to post to their own pages, then Social Snowballs Discovery product is really great for finding relevant influencers.
00:22:58:16 - 00:23:16:04
Unknown
Cool giving like tips on you know, kind of like messages that you're sending out to these creators. Like how you structuring those or, you know, you consume all the information up front. You just trying to get a reply. What have you seen work, work for that? Yeah, I would say like I would send not like the longest message ever for the first message.
00:23:16:04 - 00:23:29:23
Unknown
Well, I mean, again, it depends on your goal. So like for these creators that are making new pages, like maybe just explain briefly how the program works, I'd be like, Hey, we have a ton of affiliates earning thousands of dollars. Like, I think you'd be a great fit. You don't have to send them the full program details until they reply.
00:23:30:00 - 00:23:46:13
Unknown
And then if you were reaching out to influencers to see them product and you wanted them to create content and post on their own pages, then I would just make that message as simple as possible and just say, Hey, we want to send you a product. You know, I think I think you would love it and don't even have any strings attached to that, Right?
00:23:46:15 - 00:24:13:12
Unknown
What I really like to see in programs that you've seen, they're like super creative and like the way that they like structure their affiliate programs or anything like that. Like people that want to inspiration. Sure. Well, I mean, Tabs is a great case study for the for the like branded pages strategy. Another one that does the branded page strategy well is sweet dreams worth checking out as far as customer affiliate programs, there's one that comes to mind is called the Ice Pod or the pod company.
00:24:13:12 - 00:24:36:07
Unknown
I think they rebranded to these guys just have a killer customer flight program. Really, really smart stuff that they're doing. So those would be the ones I would check out. Cool. And then, you know, we've seen like any specific industry or niche work better for affiliate programs. Not necessarily honestly, as long as you can pay a commission that would excite, you know, you're either your influencers or your customers.
00:24:36:12 - 00:24:54:21
Unknown
And I like to use like compare it to whatever your target CPA is on Facebook. Like, usually you can be a little bit more generous than you were planning and it's still like a much more profitable way to acquire customers. As long as you could give a commission incentive, that's a real incentive then. No, I mean, we've seen the craziest niches and industries do really well.
00:24:54:23 - 00:25:13:06
Unknown
So I wouldn't say there's like ones that work harder than others. Right. And then the what would be like some like land mines that people should, you know, avoid when, you know, setting up their super and maybe they've never done this before. You should like definitely not do well yeah. I mean, you want to make sure like you're starting your program in a way so that it can't be abused.
00:25:13:06 - 00:25:34:11
Unknown
So like, you know, we have like tools to prevent, like codes linking to coupon sites, for example. Like that causes a disaster when a code leaks through coupon sites. Want to make sure you're setting things up to prevent that. You also want to make sure you're setting payouts frequently and you're communicating exactly how payouts work. If affiliates aren't getting paid consistently or they don't understand how pads work or when they're getting paid, they're going to lose motivation.
00:25:34:11 - 00:25:49:17
Unknown
And you want to drive as many referrals as possible. Obviously, something referred once the likelihood that they're going to refer a second time is more likely that someone who's never referred is going to refer it once. So you want to keep your affiliates that are driving referrals, happy to continue posting and driving referrals for the long run. Sweet.
00:25:49:19 - 00:26:09:21
Unknown
Awesome. Well, I think that's pretty much all the questions we got today. So I appreciate you coming on here and rippin and providing some value and answering all the questions. If anybody wants to contact you or follow you, we're going to we're going to reach you. Yeah, Twitter would be the best here. I'll type optimizing it in here, checking my DMS.
00:26:10:03 - 00:26:26:02
Unknown
Cool. Otherwise. Well, everybody for tuning in. Thanks for for taking the time to listen to one and get your questions in. We have some more fireside chats launching later this month, so I'll see you guys when those launch. But pre-series time. I'll be going, guys. Thanks, Zach.
