In today’s episode of SearchChat, Steve Zakur and I tackle the TopRank blog and what skills B2B content marketers need to have. How do you take those people coming in the front door, the first interaction on your site, and engage them so it’s not the last page they look at? At the end of the day — no matter what your marketing techniques are, if you can’t measure them, you don’t know for sure how much they even mattered.
We also discuss the Mary Meeker trends report and what it says about your data. Data is now fundamental to help people work, and the most successful companies have intelligently integrated it into everyone’s daily workflow. We talked about this last month on whether data is a moat — SearchChat Podcast: Data Is Not a Moat for Your Business. What Is? When used properly, data can improve customer satisfaction. And here’s some powerful data — a survey of retail customers shows that 91% prefer brands that provide personalized offers / recommendations.
Meanwhile, many businesses are struggling to implement data — as a new study showed 41% of shoppers say that most personalized messages still feel like mass marketing. Those messages, they feel, were not created with their specific needs in mind. Lastly, we discuss the three trends driving the second golden age of martech. Instead of marketing cloud suites vs. best-of-breed point solutions, we can have the best of both.
2:00 Must-have skills for B2B content marketers, and why measurement is so crucial to the role
9:00 Mary Meeker trends report: what does it say about your data?
16:30 Personalized messages still feel like mass marketing
25:10 3 trends driving the second golden age of martech
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Search Chat is SoloSegment’s podcast dedicated to all things search AI and content marketing related. Who is SoloSegment? We’re a technology company focused on site search analytics and AI driven content discovery to improve search results, increase customer satisfaction and unlock revenue for your company. If you think we might have the answer to your conversion problems, feel free to connect with us.
Tim Peter: Hi, I’m Tim Peter and welcome to SearchChat. SoloSegment’s podcast dedicated to all things search AI and content marketing related. Who is SoloSegment? Well we’re a technology company focused on site search analytics and AI driven content discovery to improve search results, increase customer satisfaction and unlock revenue for your company, SoloSegment, make your search smarter. You can learn more at solosegment.com. On this episode of SearchChat, SoloSegment’s CEO Steve Zakur and I discuss the must have skills for B2B content marketers and why measurement is so crucial to the role. We also looked at the Mary Meeker Internet Trends Report and what it says about your data, and finally we talk about why personalization matters for customers today and how you can make it work for your business now. All that more on the latest episode of SearchChat coming at you right about now.
Tim Peter: Hi Steve. How are you?
Steve Zakur: I am excellent. First day back from vacation, a mountain of email, but I am well rested for it so it’s going to be a late night, but I’m good to go.
Tim Peter: That’s fantastic. Yeah, you went from home on the range to now a mountain of emails.
Steve Zakur: I did. I did. I really had a really early last week, Monday, Tuesday, very, very anxious because I was up in Yellowstone National Park in the Mountains of Wyoming, zero connectivity. I occasionally get, stray cosmic ray would cause a text to arrive, but no cell phone, no email. So it was both delightful and terrifying all at the same time.
Tim Peter: That’s fantastic. Glad to hear. Well, welcome back. We’re glad to have you back. And there is just a ton of good stuff to talk about this time around.
Steve Zakur: The world continued to revolve while I was gone. It’s fantastic.
Tim Peter: It is shocking to me too, I’m not going to lie. No one was more surprised than me, but I want to jump right in. We have a really interesting post that I thought would give you something to sink your teeth into now that you’re back from vacation. From TopRank blog, really good stuff, we love TopRank blog. They do a great job. Lee Odden and his team, are long time friends of the founders here and things like that. They do a great job. But they had a fantastic post overall about the 12 must have skills for B2B content marketers and they broke it into two different groups, a set of four hard skills and a set of eight soft skills. And I think overall it was good stuff, but I want to run the hard skills by you and see if they triggered any response whatsoever.
Steve Zakur: They occasionally do trigger me. Yeah.
Tim Peter: Okay. I’m twirling my mustache as I say this stuff. Because I suspect there’s going to be, some up in the air, but the four hard skills were search engine optimization, social media marketing, influencer marketing and measurement, and, just curious for your take on that and how those resonate with you.
Steve Zakur: Yeah. So, it’s interesting, I was at several conferences over the past couple of weeks, two come to mind. The Conductor Conference C3, which gosh was probably out four or five weeks ago. And then I was at the Marketing Analytics Summit two weeks ago. And, it was interesting, of course you’d expect that at Conductors Conference, they talk a lot about SEO.
Tim Peter: Of course.
Steve Zakur: And, but it was also surprising in Marketing Analytics Summit, what used to be web analytics where people were very internally focused, has turned into … there’s a lot of focus on how does SEO contribute to more effective journeys, more effective analytics within a traditional firewall. So there’s a really keen association of those two. And what was interesting at the Conductor Conference was in talking to people. One of our emerging areas from a product perspective is, how do you take those people coming in the front door?
Steve Zakur: And by the way, the front door from SEO perspective is anywhere they land on your site, not necessarily the homepage, but-
Tim Peter: Absolutely correct.
Steve Zakur: … it’s that first interaction with the site. How do you make sure you’re engaging them in a way that it’s not the last page they look at. And-
Tim Peter: Absolutely.
Steve Zakur: … So a lot of good discussion around that. So certainly, I mean, if you can’t spell SEO, speak SEO, bleed SEO these days, right. You’re not doing marketing right. And certainly I think social is the same way, right. It’s what is the impact of the attention to content coming from social and how do you maximize that? I mean, you and I had an interesting conversation of course around influencer marketing just a few moments ago. And, that is another area where I think as you said, right, find the right audience-
Tim Peter: Yeah.
Steve Zakur: … your influencer has, right. And then again, it’s kind of that micro targeting problem, right. I’m a fly fisherman, so if I’m writing a fly fishing blog and I have 5,000 followers, that’s probably a great audience for Orvis or Sims to come after us versus having Jay-Z talk about the latest B2B marketing trends.
Tim Peter: I’m just trying to picture Jay-Z fly fishing. I know I’ve got to be honest, he’s an impressive guy who do a lot of things and that’s an image just as–
Steve Zakur: Yeah. It doesn’t work for me as well. But I think I’d be deeply embarrassed because he can probably do it really good. Tim Peter: I bet very good actually. Yeah.
Steve Zakur: And what’s interesting about this list, it’s three capabilities. I’m amazed it’s not the right word, right.
Tim Peter: Mm-hmm (affirmative).
Steve Zakur: But it’s three kinds of tools that you have in your toolbox that a marketer should use. And then this other thing that’s kind of weird, right. Which is measurement, how does that fit?
Tim Peter: Right.
Steve Zakur: And of course it fits because it’s fundamental. And especially being down at the Marketing Analytics Summit, I talked to a lot of people who thought measurement was really important and also really, really hard. And I do think that, one of the things that I think everybody struggles with in the measurement community, in the analytics community is connecting marketing actions to business results.
Steve Zakur: And I heard that at the SEO Conference, The Conductor, one of our pals from SAP did a fantastic presentation on that. And I heard it again and again is kind of a lament from the marketing analytics folks is that making that solid connection between business results and analytics is really hard. And so I guess what this post is saying really at the end of the day, is that no matter what your marketing techniques are, if you aren’t able to measure the results, A, do you know if they even mattered? But, B, how do you as a marketer demonstrate you’re adding value to the organization? And so, I think we all have kind of deep analytics backgrounds and so we get this, but it is surprising, a, how difficult it remains and, B, how some people still don’t get it. They figure, I jump a bunch of stuff at the top of the funnel and I did my job.
Steve Zakur: And it’s like, “Wait a minute, what about the middle of the funnel? And the end of the funnel, right. How does this stuff progress?” And so, again, I’m sure some people who are listening to this are rolling their eyes, “Of course, Steve, that’s obvious.” But I’ve talked to a lot of people over the past five weeks and it’s still a struggle.
Tim Peter: Well, it’s interesting to me the reason it resonated with me, and the reason I wanted to pull this one into the discussion today was, our senior strategist, Mike Moran, has a great line that he’s used for years where he says, “A lot of marketers got into marketing as a refuge from math.” Right. So I don’t think it’s necessarily, something that enough people take seriously, right. Because they got into marketing because they liked the creative side. They like, let’s create great copy, let’s create great imagery, let’s tell a great story, which is incredibly important. You absolutely must do those things. And I don’t think any of us would say you shouldn’t, but, right, if you don’t know your numbers in 2019 and 2020 you’re not going to live for very long in this business, right.
Steve Zakur: Exactly. Exactly. Tim Peter: So it makes for an interesting transition because somebody who does know their numbers really well … You see what I did there?
Steve Zakur: That was very, very smooth.
Tim Peter: Well, yeah, I try. But, someone who does some tremendous data about business generally is Mary Meeker who is now with Bond Internet. Mary Meeker has been around for a long time, a lead investor and number of major internet companies like Netscape and Expedia and Yahoo and she puts out an annual report every year, The Internet Trends Report. Fascinating stuff and there’s a whole section, this time starts on page 122 of the 350 page deck. So there’s a lot to digest there.
Steve Zakur: How long does it take her to present that thing? I don’t know. I should prefer to watch.
Tim Peter: Actually, astonishingly I’ve seen her present it in the past. I didn’t see this year’s presentation but she literally gets through the deck in about 45 minutes.
Steve Zakur: Wow!
Tim Peter: It is like nothing you’ll ever see if you have watched it before it.
Steve Zakur: Wow!
Tim Peter: Yeah, it’s pretty amazing. But nonetheless, she started talking about it on page 122 of the deck about data growth and its impact for companies.
Steve Zakur: Mm-hmm (affirmative). Tim Peter: And there were just a couple of quotes here that I wanted to call out and see, where they led the discussion today. So one is from Frank Bien, who’s the CEO and President of Looker. He said, “Data is now fundamental to how people work and the most successful companies have intelligently integrated it into everyone’s daily workflow. Data is the new Apple,”-
Steve Zakur: See right there, I think he listened to our podcast. I don’t know, I think there’s a lot of plagiarism going on here, I don’t know.
Tim Peter: We did have a bit of a discussion about this just a few weeks ago, right.
Steve Zakur: We did.
Tim Peter: About whether data is or more precisely isn’t a moat.
Steve Zakur: Yeah.
Tim Peter: But, clearly that’s a message that, you’re starting here. So I think it might be worth reinforcing that point.
Steve Zakur: Well with the fact that he calls it an application, I think that was kind of the metaphor we were using, in that it’s not platform, it’s the application layer.
Steve Zakur: And I think he’s exactly right. If you are putting data to use in really interesting ways, whether that’s in the technology that you’re delivering to your customers or as a company that you’re using to enable your business, that is the defensible thing. But if you are just creating great data lakes, I mean, great … I actually talked to somebody earlier today and they were talking about some of their work they were doing and being able to aggregate and bring together the data in interesting ways. And they are doing some to their benefit, they’re doing some interesting things with the data, but, that’s not the thing that’s going to-
Tim Peter: Be the end game?
Steve Zakur: It’s not the end game. It’s not going to take you to the next level but there are a lot of chief data officers out there that, you know making good money with that is there mantra. But yeah, it’s how you put the data to work. And again, I love the application layer, platform, AWS, right, is everywhere. It’s what you do with AWS. And I think the metaphor extends to data as well. It’s not the data, it’s what you do with the data.
Tim Peter: Well and kind of building on that, what’s really interesting is they go on to talk about a couple of studies that they highlight. And now this is about retail specifically, but I think we would find the same would be true in B2B environments or B2B2C environments. And it just goes to show how easy data is to get. Where, Mary Meeker calls out the data and artificial intelligence used properly can improve customer satisfaction and they cite three specific data points. One, a survey of retail customers, 91% prefer brands that provide personalized offers and recommendation. 83% are willing to passively share data in exchange for personalized experiences. And 74% are willing to actively share data in exchange for personalized experiences. So clearly the data is easy to get, and that seems somewhat contrary to what I think a lot of people would assume is true because everybody likes to talk about, “Oh well privacy is so important.” And I’m not saying it’s not, I’m saying, “Customers clearly seem not to care as much as they claim to.”
Steve Zakur: Right. That’s bipolar, they’re bipolar on this, right. It’s like, “Damn it, I want my privacy and where’s my customized personalized”?” And so, yeah, I mean I think both things can be true, right. I think that the cranky old man get off my lawn about privacy is born by the fact that I don’t always trust you guys, right. I don’t trust you to keep, my data secure and to not share it in ways that I might not like. But if you use it in interesting ways, like there’s good retargeting and bad retargeting and … it’s funny, I was talking to a guy from Sotheby’s a couple months ago and I said, “Well, I’m clearly not your target market.” He goes, “Oh, you absolutely are a target market.” He goes, “Name something you’d like to collect.”
Steve Zakur: And they actually have online now, I didn’t know this, they have online auctions for all sorts of stuff. Of course, now that I’ve looked at that I’m getting retargeted for $25,000 watches all the time. Of course I’m not going to buy a $25,000 watch.
Tim Peter: Sure, sure. How many of those have you bought Steve?
Steve Zakur: Yeah, I don’t want to brag about my $25,000 watch collection. So, I would never buy one of those things. But regardless, that was … let me see, I’m looking at the categories, right. So I passively share data, but, I’m not getting retargeted on Monet’s, I’m getting retargeted on the thing I was actually interested in. And if not the annoying retargeting, which I hate, which is the, “Oh, here’s the actual item you were looking at.” They do a really nice job of things that were related to what you were looking at.
Steve Zakur: Oh, we have this new thing or that new thing. So they actually do it in very interesting ways, which I see value in that. I mean, I’m certainly still not going to buy one of those watches, but I do find that fact that when those Sotheby’s retargeting ads pop up, they’re actually, it feels smarter and I feel better about it, right. Whereas, I’ve seen some really dumb retargeting, which is the retargeting of the product you already bought and you get that then for the next three days on Facebook. So yeah, I mean I buy this, I buy the people can be bipolar on the topic. And I think a lot of that, again, has to do with trust and value, right. So I trust that you’re going to use my data wisely and it has some value for me later in the process.
Steve Zakur: I do also think that a lot of companies do this really poorly. And again really dumb retargeting I think is an example of really poorly, but you see this, on commerce sites with bad recommendations, you see this all over the place. So the key is, use the data wisely and make sure it’s relevant to the user in the moment to help progress their journey. And that’s I guess what the final point is it’s personalized. So focus on the person and what they’re trying to achieve, what their goal is, not what your goal is. And don’t push the product, make sure that they can pull through the process.
Tim Peter: No, it makes tons of sense. Actually it’s funny that you say this, there was another great story in Retail TouchPoints and I’m going to hit you with a follow up question from this, but they have a study that showed 41% of shoppers say that most personalized messages still feel like mass marketing. They go on to say they were not created with their specific needs in minds. “These shoppers noted no discernible difference in the relevance of personalized versus non-personalized communications received from retailers and brands, they receive often.” So that would be exactly what you’re talking about saying, it’s been done badly. I guess my question to you is, okay, if that’s done badly, what’s done goodly look like? Steve Zakur: Yeah.
Tim Peter: And how do you do it? What do you need to do?
Steve Zakur: Right. So done goodly personalization, that is when you’re focused on their goal, when you know enough about what they’re trying to achieve to deliver a recommendation, whether it’s a product recommendation or content recommendation, I mean it doesn’t feel like scattershot. Most really bad personalization, and I won’t name any names here but, you pick your favorite media site and just splattered across the bottom of the page or the most ungodly mix of content that is just generally clickbait.
Tim Peter: Oh yeah, yeah. Steve Zakur: But, that is probably the best example of really poor personalization. I’m looking at an article about, that names an actor and now I have People Magazine at the bottom of my page, right.
Steve Zakur: It’s like, well that’s not what I’m here for, right. I’m here for this interesting tidbit of information. So I think some of those content recommendation engines, immediate content, like some of the tabloid stuff and the click baity articles, that’s examples of really bad personalization. And you can find flavors of that go to many E-commerce sites that try to emulate Amazon Schwartz but don’t get anywhere near it. They really, they struggle. So I think that’s bad personalization. I think what differentiates good personalization is an understanding of you and what your preferences are. And, there’s two ways to do it. It’s kind of explicit or implicit, right. And so explicitly, you either bought the data or you have first party data about this human and you know that Tim likes a certain make of guitar and that he bought two last year and has only bought one so far this year.
Steve Zakur: So he needs another one. And you’re not going to recommend, right, the guitar that he has, you’re going to recommend maybe-
Tim Peter: I feel seen.
Steve Zakur: Yeah, I really, really understand you, right. But I’m going to recommend the guitar that, maybe is one level up that other people like you bought and maybe you’re ready for this. So, again, it’s that sort of thing that really takes into account you the humans. So that’s kind of the explicit model where you have that, you’re able to gather that data and it doesn’t feel like merchandising, right. It doesn’t feel like, “Oh shit, we bought too many of these Gibsons, sell one to Tim.”
Tim Peter: Right. Right.
Steve Zakur: And the other side of it is really the implicit, right. So can you … and this is what we’re working on. So that’s kind of the shameless plug.
Steve Zakur: And so, that’s where you’re looking at the patterns of behavior and trying to do pattern matching, right. So that the behavior that you’re exhibiting on the site leads us to believe you’re trying to achieve this goal. And then we test that, right. We say, “Hey, here’s some recommended content. Does this help you progress your journey?” And of course if it doesn’t, that makes the model a little smarter and the model takes another iteration and it tries to make the experience better. And so I think that’s, again that it’s really trying to understand what is the goal of the customer, right. And that’s where we start with, right. If we have some piece of data about what topic you’re interested in, okay, great. We’re going to keep you on topic. And if we could discern CI, the pattern of behavior looks like you’re trying to download a specific white paper, well can we move you towards that white paper and recommend that.
Steve Zakur: But it’s always the, what are you trying to achieve? Not what are we trying to achieve. And I think that’s what really differentiates good personalization from bad personalization. Now I know that some retailers have bought too many of those guitars and they want to sell them and move them to make sure they don’t sit in the warehouse. But at the end of the day it’s focusing on what goal is the customer trying to achieve? Whether it’s a product goal or service goal? Whether it’s B2C or B2B? It doesn’t matter. What’s their goal and how did then you use the data you have to help them progress towards that goal?
Tim Peter: Well and just building on that, I mean what we’ve seen, and I know what we mostly in the lab, but certainly in some, in some production instances already, we’re seeing that the better you understand the customer, the better you can merchandise the thing you have to watch out to.
Steve Zakur: Sure.
Tim Peter: Because you understand who’s the right customer for that.
Steve Zakur: Yes.
Tim Peter: Right. It just gets that much more successful your take rates get better.
Steve Zakur: Right, right. Exactly.
Tim Peter: So why don’t more people do this? What makes it so hard?
Steve Zakur: I think it’s a combination of several things. I had a couple of conversations several weeks ago and one was with a large data company and we were talking about behavior based personalization and the VP of marketing guy said, “Whoa, wait a minute. So it’s personalization. I already got that.” And I was like, “Oh yes, yes. The Monty Python “we already got one” immediately leapt into my mind, but I didn’t put out an outrageous, French accent. But, he already had a party their stack, their large integrated stack had a personalization engine. And I said, “Well, Oh, how’s that going?” Right. “So what are you seeing, yada yada.”
Steve Zakur: And he said, “Oh, well we haven’t turned it on yet.” And as it turns out, this platform requires, a content lift, right. You have to have the right content to present. It requires an IT lift because it’s not, point and shoot, you got to have the IT guys coming in to configure it and load it and they hadn’t prioritized it. And so I think part of resources, you go write the big contract for a, suite, integrated suite of technology and the things that are really important that drive value today, get turned on. But things like personalization, which is not always a today thing, right. You got to build the dataset, you got to learn, you got to test, that gets deprioritized. And so I think unless you have a pure B2C sort of scenario where I think personalization benefit can be realized pretty quickly.
Steve Zakur: But in these long sales cycles, multiple visits, et cetera, personalization is hard to justify. And so I think that’s part of it. I think it’s a heavier lift than most people think, it’s not just I have the technology in place, but it’s do you have the content in place? And so, one of the things we’re focused on is how do you maximize the content you already have in a way that allows you to get some personalization benefit without having to go through the heavy content lift at a minimum and to keep the IT lift as low as possible. Now of course I’ve just said this, when we just learned that 41% of shoppers say personalize messages feel like mass marketing. So, using the content you already have to kind of deliver personalization, it’ll be interesting to see how much of a lift we can create and the results in the long run.
Steve Zakur: But as we learned in the other topic, right, was that 59% of shoppers probably benefited from a personalized message, right. So I think that-
Tim Peter: Right.
Steve Zakur: … using your current content to enhance customer experience and do that more effectively has some real value. And I think that is certainly our kind of market thesis. And, as you stated we’re with our beta customers on the early product. We’re testing that right now and so it’ll be very interesting to see how much of a lift they get. I mean we’re already again expecting some lift, but, again if we can really drive a more personalized experience and reduce the lift from a content technology perspective, that I think is a winner that’s going to kind of break the boundary for personalization for those companies that struggle to get it done.
Tim Peter: Absolutely. Well and you raise a great point because you’ve talked about something a moment ago that I want to drill down on and there was another article about this that we’ll link in the show notes, but you talked about, how you integrate the IT lift of plugging the different things into one another. And there was a great article on chiefmartec.com where they talk about three trends in the next age of MarTech and one of the three was the need to support ecosystems, right. It can’t just be, “Hey, here’s a point solution or here’s a one off thing.” It’s how well do they play with others? I’d love to hear your thoughts on that and how that can help people do this more effectively.
Steve Zakur: Yeah. So it was really warmed my heart when I saw our logo for the first time on the Chief MarTech —
Tim Peter: Oh sure.
Steve Zakur: –grid of companies that do stuff in the MarTech space. Of course my heart sank a bit when it took me 20 minutes to find us because there’s 7,000 other companies on that list. But, it’s very interesting and going back to that discussion I was having with the data company, where they were in a Adobe Shop. So, we’re in a Adobe Shop and we’re going to have this fully integrated suite of technology and that’s what we focused on.
Tim Peter: Yeah.
Steve Zakur: And one of the things they were doing was actually getting rid of a lot of their kind of best of breed systems, mostly because coming back to the measurement topic at the top of our podcast, they couldn’t demonstrate value. Oops.
Tim Peter: Right. Right.
Steve Zakur: And he was still had the door open to some best debris technologies but they had to demonstrate value, right.
Steve Zakur: You had to have measurable value that kind of exceeds that in the suite especially if it duplicates function much like the personalization discussion we were having a moment ago. What was really interesting though is then everybody I talked to, I have kind of three standard questions I ask every person I talked to in the digital marketing space and I come back to this topic of integrated suite versus best of breed and, what’s emerging and what was very exciting to see it reinforced by this article and maybe everybody read the articles. So these smart executives knew what to say but it was basically integration, right. Can your thing, do you have an API? Right. Most people don’t even know what that means but they ask it anyway, right. Do you have an API?
Steve Zakur: And that really is the idea, right. Can you take your data back to our data point and use it in more interesting ways than just what you’re using it for? And the answer has to be yes to that, right. If you are going to compete in the MarTech space these days, you have to have the ability to send your data elsewhere and to be able to do it easily. And right now we’re working … it’s one of the things we moved up on our delivery schedule was our API. Some improvements to our API because our API works really well internally for all the function we need to, but it’s not as good as it could be as kind of a public API. And so we’ve got to do better at that because, data put to use is really, really powerful data as an application, very, very powerful.
Steve Zakur: But if your data is trapped within your best of breed thing, I think that’s the kiss of death for best of breed company, right. You’re going to die a painful death. You have to set your data free and and make it available elsewhere. Hopefully your application is demonstrating value, but if it’s not or if it could demonstrate more value by having that data consumed elsewhere, get on it.
Tim Peter: That sounds like a perfect place to wrap up, Steve. I mean it gets back to that whole idea though of why measurement and why data is such an important skill for B2B content marketing.
Steve Zakur: Yeah man.
Tim Peter: I think it’s perfect place to wrap up. Any last thoughts before we let folks move on with their day?
Steve Zakur: Oh no, I just got to get my fingers wacking on some proposals and then do it-
Tim Peter: Fair enough.
Steve Zakur: … so go get some business done.
Tim Peter: Fair enough. Well Steve, as ever, always a pleasure talking with you.
Steve Zakur: Thanks very much Tim.
Tim Peter: Fantastic. Talk to you soon.
Steve Zakur: Bye-bye.
Tim Peter: SearchChat is brought to you by SoloSegment. SoloSegment is a technology company focused on site search analytics and AI driven content discovery to improve search results, increase customer satisfaction and unlock revenue for your company. SoloSegment make your search smarter and learn more at solosegment.com. If you like what you’ve heard today, click on the subscribe links. You can find at SoloSegment.com/podcast on iTunes, Google Podcasts, Stitcher Radio, Spotify, or wherever fine podcasts can be found. You can also find us on Twitter using the Twitter handle @SoloSegment, or you can drop us an email at firstname.lastname@example.org. Again, that’s email@example.com.
For Search Chat, I’m Tim Peter. I hope you have a great rest of the week. Thanks so much for joining us and we’ll look forward to chatting with you next time here on Search Chat. Until then, take care everybody.