The Differences Between Traditional and B2B Marketing

For the bulk of customer acquisition, I think marketing and products are driving a bunch of people in the consideration and evaluation phase. And once you're in product, there's a lot more investment on our side of maybe a traditional being covered in what the products can do to onboard you. Those teams are carrying the bulk of acquisition and conversion. The metric for us in the cloud is activated. Post-trial, which we have a free version of the product now,. Some extensions of those customers that are effectively evaluated and pretty that's a huge improvement. If you look at our phones, we really only have one called the action and I call the action is getting the products.