B2B Video Marketing Growth Hacks

To our webinar, I'm super excited to see so many tuning in to our latest webinar, B2B Marketing Growth Hacks. Today, we are co-hosted by two amazing speakers. We have Taylor Ryan, who's co-founded five startups and is currently the CMO of Valuer and have many years of experience in the field of marketing. And he's also a published author and a contributor to entrepreneur.com. Also, we have today Casper Rouchmann, who is a growth marketeer and traffic manager over at Templafy and have years of experience within B2B Marketing. So I'm super excited to join forces with these two guys today. My name is Chris, and I'll be your host today, but it's not going to be me doing all the talking. It's going to be these two guys. So today we're going to have first Taylor presenting after Casper, and then we're going to do a Q&A session in the end. So it's going to be 15 minutes each, and then we'll have a Q&A session. So do feel free to use our chat function to chat during the webinar and also use our questions function to ask questions both live to the speakers, but also for the Q&A session in the end. I promise that we're going to try to answer all the questions or else we'll definitely catch up on them after the webinar. So, yeah, but before we get started, let's just welcome to the two speakers. First up is Taylor. So hi, Taylor. Hey, how's it going? Good. Thank you. And thank you so much for joining today. I'll get back to you in a second. Just want to introduce Casper as well. And then basically we'll get started. Hey, guys. Nice to meet you. Really glad to be here. Lovely weather. I'm having a hard time seeing the screen, but I think we'll be fine. Great having you here, Casper. But yeah, first and foremost, Taylor, take it away. Great. Okay, cool. So I'm limited a little bit on time in terms of trying to pack in everything within 15 minutes. I'm going to cover a lot of stuff very quickly. Feel free to put some questions in there so we can start unpacking those a little bit. But yeah, if you want to get the slides, feel free to connect with me on LinkedIn. I believe there's one other Taylor, Ryan and all of Denmark. So, yeah, let's let's jump in. So about me, we've already kind of covered it. Thanks, Chris, for that. I'm happy to go into that stuff at another time. But let's try to get as much out there as possible. So cool. Present from this slide with me. Cool. All right. So we've already covered the about me. Fun fact. I was actually on an American reality show about a year and a half ago, two years ago. It was called House Hunters International, and it was about me moving to Denmark. I include the link to that episode in this slide. So if you're really into it, feel free to check it out. My goal for today is to provide as much value as possible. I really hate getting involved with events when I used to be back in Washington, D.C. I go to two or three events a week and I used to get so frustrated when it would just be a straight up sales pitch. The whole reason that all of you have come to this is for the sake of getting more value, getting more information. So my goal is to give you as much as I can within such a short amount of time and hopefully give at least one little nugget of wisdom for everybody that's here and a bunch of takeaways for everybody else. Cool. So my focus today is very narrow. I'm focusing on SEO for video specifically within YouTube. But there are going to be things that you can certainly use outside of that. And I think there's plenty of stuff within the toolbox of 23 you could also use. So let's jump in. I don't think you could swing a dead cat without running into something in the way of a statistic on digital marketing and video these days. It's all the rage. And it's not like it's going out of style. Right. So it's not like people are going to be saying next year, like, oh, video was so 2019. It's not going to happen. There's so much happening within video right now. One of the slides in here basically shows an old chart in terms of the increased investment on video. That's certainly the case within our department over at value or we drops close to three or four grand the other day. And a nice new camera. So it's definitely happening. And there's so much to go into, but I want to get to it. So one of the things that I think I'll be touching upon a lot is engagement. And as most people are probably aware, a lot of people do multiple devices at the same time. So for those that are watching the webinar, you're probably all tabbing between different things, your emails, a couple of different tabs and listening to the background. Bear that in mind when you're creating your own type of content, because a lot of it needs to have good audio, because a lot of people do kind of put it in the back of their head. It's something to be aware of. I will touch upon a few of these really cool facts, but I think the most important takeaway is, of course, video is taking off. Using it within email is fantastic as a video kind of thumbnail. It's not possible to embed actual videos yet. But the idea is there's so much more that goes around this idea of engagement via video. So let's dive in. The algorithms are some of the more interesting things because it's a constant evolution. If you go to your current YouTube page and you look at somebody maybe sitting next to you or others at work, they have a completely different home screen. The idea is that the videos that are on there are catered to your previous watches, as well as the stuff that you've liked, subscribed to. So bear that in mind. There is no one size fits all. And everybody has kind of their own catered look and feel. Longer content works. That's what you see down to kind of this bottom left is the video length. The idea is longer content is really what you want to kind of focus on. And I'll show a little bit more of that on the next slide. Obviously, high quality video HD or even 4K is better. Google and YouTube want to make sure that people are getting the best experience. So they're outranking everything that was old. That was a bad resolution. Low lighting obviously plays a case in there as well. Search engines are specifically looking for intent and meaningful engagement. This means comments like subs when you hit view comments, when you like other comments, it's all about this stuff. So one of the things that I think people misunderstand is the watch time aspect. It's one of the biggest indicators of whether or not a video will actually start to rank. So this is kind of like a case study. If you were to make a two minute video and you got a thousand views with 50 percent retention, you end up having roughly a thousand minutes of watch time. Now, let's say you create a 10 minute video that got the same amount of views with 50 percent retention just as before. That's five thousand minutes of watch time. That means you're five X in or five times longer in front of the screen in terms of the people that you're reaching, which makes YouTube very happy because they're trying to reach a lot of people with advertisements. So the concept is long stuff tends to rank better. So titles are great, right? Titles are what really kind of move the wheel or move things in the general direction that you want them to. It must be interesting. It must be engaging. Obviously, thumbnails help, too, but titles are what really stick the hooks in. I've included a title generator inside of the slide notes here. There's a bunch of SEO pressers, kind of my favorite. I'm happy to show some of the bells and whistles within that. Check out what ranks, right? Do some searching within YouTube and within Google and see what works. Natural language also is obviously kind of the general way that we're asking questions. We don't search on one or two word keywords anymore. We're searching long tail lists have always been helpful. So 15 things I wish I knew before blank or 10 different things I should try out when going to blank. You must use keywords or your target phrase in the title in order to really corner the market on this particular phrase or keyword. You need 45 characters basically to kind of fill in that title area. Anything longer than that and it gets cut off. Sometimes it doesn't make sense. You're limited to only 100 characters, so you might as well play more with less. And include the key phrase in the title. I'm trying to run through this. So the first 180 characters are basically those viewable lines you can see on that Unilad adventure towards the upper right. There's not a lot of room to really capture people's imagination or get them to engage. But this is where you should have a URL. Those first three lines are so valuable. The rest is what they have to see after they hit show more. But there's a lot of value in that, too. So you have under a thousand words or five thousand characters to start putting in one or two tags. Well, that's in the first three lines, but also additional tags within there. You want to actually include that spoken word or key phrase that you're targeting. And additionally, timestamps allow people to kind of skip around. You have no idea how easy it is to be able to look into a video and go, oh, there's the answer right there for what I'm looking for. It saves people time and it's a better user experience overall. I can't tell you how much I love seeing timestamps on how to videos and include your Web social and relevant links. A lot of the content that we produce over at Valuer tends to be in a blog post as well. So we make a video version as well as the written version of the topic that we're covering. And there's some really amazing stuff that you can do with transcriptions, closed captions, and Casper is going to show you some of that stuff, which is really cool. So in terms of tags, there's some really basic stuff. When you Google search your title is basically one of the things that you can then use suggested keywords to copy and paste. So I'm going to back out of my presentation and show you guys what that looks like real quick. So let's say I'm doing puppy dogs and puppy puppy dogs and ice cream is who doesn't love puppy dogs and ice cream. Cool. So these are the suggested phrases that I should be potentially also looking at. The idea is these are now my tags. So if it was just ice cream, then the concept would be cool. What are my suggested tags? Great. These are the other things that I need to be considering as major tags or even something within the description of my video to at least give it that extra oomph. And it's something that a lot of people overlook. Cool. So let me jump back in. Some of the really next level stuff that I wish I had a kind of time to dive into are some of the extensions. So there's the Keywords Everywhere extension and also vidIQ. I have them both linked in this slide as well. You may have seen the volume and the CPC costs for those keywords. That's the extension Keywords Everywhere. It's so helpful and crazy useful. But if you want to steal your competitors tags, here's a really easy way to do it. So I'm going to jump back out again and I'm going to go over to my YouTube channel and let's say, so maybe I want to make something about how to grow your own basil plants and I'm trying to compete with the most popular video out there. I'm going to hit control U and this will get me the source code of the page that I was just looking at. Control F and I'm looking for the keyword. And the idea is now I have the keywords listed out here as to what is potentially in that video as far as the tags go. This allows me to capture some of the more challenging tags within my competitors videos and potentially be able to rank more on search just within YouTube alone. So a lot of really cool and interesting ways to go about doing it. Tags are super important and often undervalued. So that is that. Rounding it out here, we're all aware of what good thumbnails look like. It helps for discovery. We've all been pulled in one direction or another because we saw something that looked absolutely like, I don't know, eye catching and maybe it's a pretty person. Maybe it's, I don't know, people looking like they're doing something dangerous. Who knows? But the idea is you need to preview what's happening in the video. Bright colors will always work. Adding keyword text is incredibly helpful just to be able to discern what the video is about. In terms of faces, this is advertising 101. Closeups of faces and eyes have a remarkable level of engagement. It's just how we're wired. Anything with strong emotion in terms of those faces tends to work as well. And then bright backgrounds. We've been testing this on our own over at Value Work and you'd be shocked how easy that is. And let's say you're not great with Photoshop. There's a bunch of different links for how to create these at the very bottom there as well as in the notes of the slides. So feel free to go nuts. I think there's a lot of cool stuff in there. In terms of quick wins, I think there's a really easy one that people overlooked. The idea is if you're linking on an email signature or you're sending a link out, add the phrase that I've added in here within quotes question mark sub underscore confirmation equals one. This basically sends people a link to more or less add themselves as a subscriber to you, which not a lot of people are doing. So this is what it will look like when I go to this link. And then wait for it. Oh, should you subscribe? Fuck yeah, I'm going to subscribe. Value Work is awesome. So that's how it's done. And nobody's doing that. It's the easiest thing in the world. So do that on your email signatures. Do that everywhere. Give people a chance to basically come to your channel. But I want to watch the video. They'll hit subscribe without even realizing it. It's great. Some of the other stuff that I just want to go through real quick. I'm coming up to my edge of the time here. But within your channel settings, you can go into branding and you can actually add your little logo there at the bottom, which automatically allows people to subscribe. Generally, if people find value towards the end of the video, and they're watching it, they already want to subscribe. And it's a very easy way to give people another CTA, another chance to really get involved. I think it's incredibly useful. Give it a shot. Last but not least, there's a few other little things I'm going to duck into here. Quora and Reddit are fantastic when it comes to being able to answer questions or thoughts or getting in part of a discussion. But the great thing is a lot of these different links embed themselves into large visual images that people could play on. I would rather watch a video than read a long form answer. And you'll see this with a lot of the top ranking answers within Quora. Most of them tend to be embedded videos and links. There's too much more to cover. Last couple of quick things. I think there's a really cool company out there. I happened to actually worked on a previous startup with Brian Colligan. Shout out if he's watching. But they're called Alpha Voice, and they allow you to get involved with Alexa and Google skills, which is amazing and incredible and great for SEO. Natively upload everything. And gosh, guys, I'm sorry. I'll just have to have me back for the next couple of ones because I think I'm running low on time. I would say, yeah, that's about it. I think the last little bit that I want to show would be, yeah, let me just cover this real quick. I promise I'll finish quickly. So the first three to five seconds are the most important. If you have a relatively new channel, you'll see that people bounce within the first three to eight seconds. And that's not a good sign. So the idea is a lot of people have different phrasings for this, sometimes preview proof, preview slash recap. We do the same thing at Valor. The idea is to present something that leaves you at some type of cliffhanger or at least peak people's interest. Give this open loop. Give your intro logo and then provide something with fast cuts. Those that want to stick around, you've kind of got your hook in. The idea is those first few seconds are super important. And it's even more so for stuff that's on Facebook because people scroll so fast. Again, I'd love to cover more of this stuff. I'm a big fan of the content side of things, but it looks like a lot of time. So I think I'll have to pick up a lot of this stuff on another one. But yeah, I think I'll shoot it back over to you, Chris. Thank you so much, Taylor. That was super insightful. And I actually learned a little bit there. So that's always interesting. We are able to cover maybe a few more of these things during the Q&A section. I can see there are some questions that cover some of the topics that you already touched base upon and that we talked about earlier this week that you were going to cover. So hopefully we have a little bit more time there, Taylor. And beyond that, obviously we should do another episode here. Yeah. So but with that said, let's shoot it over to Casper, who's going to be the next presenter. Hey, guys. Awesome. So excited about this. So I decided to frame this one as the things you're not doing with video. So many, many people are not utilizing video. And I think we can do a lot of small fixes that kind of puts it in the right framework. So just let's just briefly do this. Just briefly, I'm the traffic manager and as Chris said, growth hacker at Templify. I like to call myself a self-declared expert on paid advertising. So that's like a not protected title. So take it what it is. I'm a huge nerd in bar marketing, superhero, sports chess. I'm father to a happy kid. And I like emojis. So with that said, let's get to it. I want to talk about the first thing you actually want to look at when you do videos. You want to look at I hope you can all see the screen perfectly fine, but I'll walk you through it anyways. So typically when you look at the models such as the EDA model and the buyer journey, people have a tendency to forget that not every part of the funnel is different. So I like to frame it as this like stages equals purpose. So when you know what stage you're in, then you know what the purpose of the video is. I'll try to explain this a little bit. So let's say we're in the awareness phase. We have different types of videos that fit into the specific phase, social videos, social ads, explainer videos, promos, YouTube, specific organic YouTube stuff, video logs, stuff like that. In the consideration phase, we're more over and like we're closer to a decision. We're considering a product in this phase. So we're looking at webinars, we're looking at stuff like this, for instance. We're looking at whiteboard videos that explain maybe even product demos. And the decision phase is more like customer success stories, company culture, and then retention and how to guys. So that's all fine and dandy. But how do we actually make that actionable for you guys? So I made this. First, I want to show you a little bit of how we do it. And then I'll show you a little diagram of how you can actually utilize it for yourself. So this is one of the things we do. So one of the things I have is that whenever somebody looks specific pages on our site, I have a trigger that I call brand management because that's one part of the product that we template focuses a lot on is brand management. And this is specifically made for mobile for Facebook mobile versions. And in that case, it's short and it's part of the early funnel. So let's do this. You can see here, this is super short. And this actually works more like a remarketing function because it's very short. And it's just like saying, hey, this is what you're interested in. Templify still exists. Please buy us. That's essentially what does the other one is a little bit different. This one has the same purpose, but it also functions in the fact that it also functions on YouTube when people search for specific terms such as document creation. So how do we get about like we can't make 100, 100 videos a day. So we have to find where it kind of fits in. I know this is a huge diagram and I promise you, you'll see the slides afterwards. So don't worry if you can't read all of it. This is essentially just a tool stack for different types of video, different purposes. So essentially, let's say let's take the first one. I hope you can see it. It's literally social videos. And then here's the recommended sizes. There's different sizes. So one to one, nine to 16, 16 to nine. Typically you'll see in most videos it's been 16 to nine. Then what stage does it operate in? So typically the first part of the videos here, as you can see, operate in awareness stations. I mentioned here for some of these, it's very important that a quality is quite high. The quality, the reason the quality is quite high and it's not always the case that just take everything we say with a grain of salt. But essentially if the quality is quite high and these, this will actually help people bring in some things. Such as product demos. And you can see down below there's a more medium focus on quality because here it's about personal and more personalization. So I can actually making it real, making more authentic. So I've given some recommendations for length. Always take these stuff for the grain of salt. You can hear Taylor recommends different lengths for different videos. There's a bunch of different lengths here. So all of this is different. Quick run through. Let's say we're doing VLOX, then it's more long. It's more long content creation. We're talking six minutes plus at least. We're talking product demos. You at least want to have two minutes and all this stuff. I've listed a few distribution things. So where you can actually distribute them to optimize your funnel. Some of them are pretty straightforward and some of them are a little bit more. So let's say you're doing explainer videos. That makes a lot of sense. Just have it on your website. Typically, if you also make bad explainer videos, then that's also the case. I've also listed in the side, you can see all the tools that I like to use for when I do the different purpose videos. I'm not going to mention all of them. I just want to say there are some of them that I'm really a big fan of. And especially I want to get back to Loom. Loom I use all the time, both for product demos, for small videos. You can also use it a lot for Facebook where it kind of showcases what you're talking about. And Loom is one of the, there's one takeaway tool that you should take from the data things. Let's move on. So I have a few tips lined up for you guys. Taylor briefly mentioned this as well. And I think this is super crucial to whatever it is you're doing. So there's a lot of people don't notice, but there's a very distinctive difference between native and external uploading on social platforms. What this essentially means is that there's a typical problem. There's a typical problem. A company produces a video and then they go and distribute across social channels using a unified approach. They take, they make a video, upload it to YouTube, and then they take that YouTube link and then they spread it all across the winds. The problem with that is that social platforms, I might say social platforms, I mean Facebook, I mean LinkedIn, even Instagram, they all want native uploading. Native uploading essentially means you upload it yourself because they kind of makes it more valid. The thing about it is that when you do native uploads, your reach will triple, sometimes quadruple. And in some cases on Facebook, there's been cases where it's like ten double reach. The reason is they boost it. They don't, and the rationale is pretty simple. It's that social channels don't want external uploaded content because that links outside of their platform. It's the same concept with the algorithm that you see on LinkedIn. As you can see in the example I have here on the right, where I got where this guy, Kawasaki, the older guy from Apple, really cool guy. I love him. He shared, he did a test where he like posted at exact same times. And you can see when one has a link and one doesn't have a link. The same principle applies to video. So he gets four times more reach by not having a link in his post. That's the same reason you see people posting their comments, like the links in the comments. I do that myself, if you noticed. But that's the reason people do that. And the same thing applies to video. So if you want to do video on these social platforms, you want to do it natively. The easiest way to do this is actually to go and use if you have, for instance, like you can, of course, you can always if you have access to the video, just upload it. One of the things you can also do is actually just go to YouTube, use a tool like Q Downloader or something like that. There's a bunch of tools for this. Super simple where you just type in the URL and then you can download the actual video and then you can upload it afterwards. You'll get a lot more reach that way. So next thing, embedding videos into emails. As Taylor correctly pointed out, he brought up that you can't actually unfortunately you can't watch a video directly into emails. We have to make do with what we have. So the thing is that according to like there's some studies out there that just briefly that using video and subject lines increases open race by 19 percent. That's really cool. One thing I've been finding personally is that when you use video thumbnails, you get a really high click through rate and you get a really high engagement rate. So people that click through and see the videos in your emails, they actually watch it. They watched almost the entire thing. Eighty percent of the people we have that can send these emails and actually click through, they were like not 80 percent. They watch 80 percent of the video. That's really powerful. So you also get fewer unsubscribes, which is also pretty cool. So how do we do it at Templify? Pretty cool. This is one of the ways we do it. So whenever somebody signs up for different channels, it could be Facebook, it can be LinkedIn, whatever lead forms, we segment them and we differentiate them. So we have a system where we say like, oh, what are your job title? What are your industry? What country are in all these different things? And then you get separated in and get a different email nurture. And this email is different. This is just an example, but this email is different from based on what segment you've been put in. So let's just I'll just show it. It's just nothing spectacular about this. So as you can see, super simple, very personal. And the thing is, the point is, it seems very authentic. Like the whole idea is that we want to make it as close to personal as we can. So for some big leads, you can use tools as ambient 23, but also like tools as Bonjoro. You can use Lemlist also to actually do these things where you automate it. So Bonjoro is for the big leads. Use that for the big leads where you actually target. So if you have a big lead, did you lead score? Target those with a specific personal video. Whereas Lemlist is more for automating this where you can have like imagine you have a sign in front of you and then you can change the wording. So it changes like you say, Hey, Casper or Hey, Taylor or Hey, Christopher every time, depending on the information it gets. That's also pretty cool. So one thing I keep repeating, I feel like I say that every time I talk about video, but it's so crucial. Do not forget to use subtitles on your videos. Mute is the default setting for most social media platforms. What does that mean? Essentially, it means that 90 percent of your people watching your video will watch it without sound. You've got to have you've got to have subtitles and you can do it super simple. One thing you can do, you can upload a shameless plug for 23. You can upload it here. But but most of the time, I actually use YouTube to actually generate the subtitle. I'll show you how it works in the new UI. So this is even updated with the new UI. This is how you do it. You go into your YouTube profile, then you go into the new studio feature and you pick the video you're interested in. This case, I have a video called User Productivity in PowerPoint. And here it's in Danish. I'm sorry for that. But essentially, you go to the point where it says other functionalities. Click here. Here you can add new subtitles and these are automatically generated by YouTube. You can see here we have a Dutch one, for instance, Dutch videos. And and you can click there and you can also add new ones if you don't. If you go to the Dutch one, you get to a site like this where you can see here and you can go up to actions handling as actions, I guess. So here you can download it either as a CRT or download the whole transcript. And now you can actually edit this transcript and make it perfect. Most of the time, it gets it pretty accurate. So but there's usually a few things you can fix super easy and then you can do it for multiple languages really fast. There's a bunch of other tools that can do something similar and they can solve this problem. But if you don't want to go into the tool dive world, this is actually really easy to solve. So before my time is up here, I just want to talk about two more or three more things really fast. It's not about big budgets. People keep thinking about that. It's about big budgets when you do video. It does not have to be. So we did a project where we kind of showed Oscar, our developer, introducing a new feature we have. We send it to our old email segmented the lists and we took a few hours to short to do this. No resources except for ourselves. We had a 32 percent open rate, 12 percent CTR and two new re-engage leads. It took us two or three hours to set up and was just re-engaging all leads. It's possible to do these things without investing a lot. You need a need a so much sort of camera. This video actually is particularly we did with a with a iPhone camera. You can do that. It does not always have to be these big productions. Briefly, I just want to mention, always talk about this. People still for some reason, and I keep iterating this point, talk about the wrong metrics. What you want to talk about when you look at video is playtime and engagement. Those are the metrics that matter. If it's possible for you when you have attribution, you want to talk about lead quality and in the end profit. That's what that's what you want to talk about. So don't don't care about views. Don't care about likes. Don't care about a man. These things are great. Don't get me wrong. I don't mind getting a million views on my video, but I'd rather have a hundred views with a lot of playtime, a lot of engagement than a million views with people who watch it for two seconds. Doesn't matter. I've collected a few extra value bombs that I thought I would like to share before I leave. So one of my one of growth hacker, I know, made a list of 40 free stock video sites. Here's the link. We'll see what you think. There's a viral video checklist like a long checklist, just basic. It's very basic, but it kind of gives you a good idea of where to start if you're just producing video for the first time. And furthermore, I've decided to make a list of the tools I love. And I can maybe I can ask Taylor to contribute. But but but made a list of Excel that we'll share after the webinar. So I hope that was that was pretty short, but I hope it was valuable. Thank you so much, Casper. Short, but but super insightful. So so we have a bunch of questions that I obviously want to cover. But before that, just quickly on on the subject of of inspiring, inspiring, inspiring, inspiring. If you want to see more videos, more webinars, et cetera, you can also tune in on on 23 slash resources. And here you can actually see a lot of on demand webinars, including this one soon. We will have it on demand, ready to go pretty fast after after the webinar has ended. And because we have a lot of videos, we will have a lot of videos on demand. Ready to go pretty fast after after the webinar has ended. And beyond that, we will also be sending out the slide decks and inspiration and so forth after the webinar. So so don't worry about that. But let's tune in to some of the questions and take it from there. So one of the first questions that we had was obviously YouTube is important for SEO. But what about using video to rank and drive users to your website? I don't know which one of you guys who want to go first on this one. Taylor. Sure. I can hit a few different things on that. We are driving. I want to say it's just specifically from YouTube, maybe 2 percent of the traffic, maybe three. It's it's not our biggest driver realistically. But in terms of engagement across different social media channels, that's a different story. Within LinkedIn alone, we're looking at 15, 16 percent of the traffic is actually driven from there. I'm looking at my own screen and seeing a delay and it's throwing me off. But yeah, it's one of those things that I would say, as I had kind of iterated earlier, there's three lines that you have for every description that you can throw a link in there. And if you want to use something in the way of a bitly or a URL shortener with some UTM text to really be able to get super detailed on where this stuff is coming from, more power to you. I think the concept is if you're measuring it individually, not as a whole, it's going to look kind of skewed to the idea is all of the stuff that you've generated and all the different channels that you put it out. So we're talking all of social media, all of these comment pages on Reddit and Quora and a handful of other sites as well as emails. If you look at that cumulative data, I think you'll find that a lot more of the engagements, a lot more of the conversions actually come from that. And that's a bit of attribution, which I think, Casper, you've probably dealt with a fair amount, too. Yes, absolutely. And it's so hard. Like, I just want to point that out that attribution when it comes to video is hard. You can use, like, for instance, like a tool like 23 to get closer, but getting like expecting you to know exactly how much money you put into YouTube and how much money you get out. That's a hard task. And I'm not I won't promise anyone to get. It's really, really hard. With that said, what we use video for is also we use it for for a bit of different purposes. And I think it's very I'm very much aligned with the tailoring comes to this. We use it specifically for we have four different types. We have prospecting prospecting if you've seen one of the videos and then we have remarketing one or one and two and then different stages down the funnel. The main driver and what video that works really well for us is two things. It works in lead ads and especially for Facebook doesn't work on LinkedIn for us. I know a lot of people do, but for LinkedIn, it doesn't actually work that well for us. One of the things it works with is Facebook and then with works on our website. On our website, we have these things called lead collectors. It's not something I brought up today, but collectors is something you can get with vast variety of tools. Again, 23, I'm sorry for the shameless plug. But but it's a collector that happens at the end of the video and then people can sign up as a lead. Those work really well because their intent is really high. People are super engaged and they've had what I like to call the wow moment. The wow moment is when you suddenly see a product and suddenly realize this is brilliant. This is exactly what I'm looking for. Boom, there comes a lead collector and says, hey, do you want to sign up and have a demo? Most people actually do. So, yeah. Good insights, Kasper. Maybe to add to that in terms of SEO and in general in using video, always also think funnel. So, yes, social is great for especially upper funnel awareness, et cetera. But but do also do the exercise of going to your you know, to Google and then look at the syrup after this webinar and type in your own, you know, your category and then type in an example is like purchase by et cetera or comparison and so forth. What you want to make sure of there is that you actually rank not only on social and so forth, but also that your videos rank and link back to your website. So you don't send them to YouTube all the time, but you actually also link them back. And you can do that with with a few video tools, including ours, but also a few others where you actually take up much more of the search, the syrup basis. And in that way, link them deeper down the funnel with these kind of with the videos that are maybe tutorials. Maybe it is, you know, how to use your tool, et cetera. All those you want to drive to your website. And then as Kasper mentioned, you want to use collectors to actually convert them. And that means basically a form over the video, either in the beginning or the end of the video or in between as a as a kind of a stopper. So that you make sure that you actually start converting converting instead instead of just getting playtime, which is also an important metric, but even more important in the top of the funnel than maybe it is in the bottom of the funnel where you want to focus on converting, focus on on on actually driving driving bottom of the funnel results. So a little input on that one. So Kasper and Taylor, there's another question here. Can you talk a little bit about which metrics are important when you're using video for growth? Maybe Kasper, you can start on that one. Yeah, sure. As I mentioned in my in my presentation, it's it's it's about engagement and play rate. Those. So those are the first metrics we look at. And the reason we don't it's hard to look at the stuff like lead quality and profit in the end, because you always want to look at profit, right? Like if you're doing stuff that doesn't generate profit, then what what are you doing? So so that's always what we look at. The problem with video is this. It's really hard to actually attribute it. So when and when that is the case, then we look at play rate and engagement. I know. And as I say, and that's that's different from business to business. It's very different from business to business. So just know that for Templify's case, it's because we we have a very complex product that people need to understand. And when they understand our product, they can't they can't do that in five, ten seconds. Most of the time, they need at least 30 to one minute. That's where usually where the first moment appears. And then we can measure it. So we say play rate and engagement. That's that's by far what I'm looking at. And it takes on a pillar. No, I think Kasper touched on a lot of this stuff already. It really depends on what your business model is. If again, I'm watching myself. That's so trippy. It depends on your business model. If you're just a YouTube influencer and you're really just going for more views, more engagement, then it's really difficult to really throw any metrics at you because you're not measuring the same things. Obviously, over here, we're trying to measure the amount of leads that we're getting out of each campaign and potentially how many sales was worth. And I think as you know, as Kasper already mentioned, it's so difficult to apply real attribution because it's everything and nothing. Right. Sometimes it takes up to 20 impressions of your brand, your product before somebody makes a buying decision. Sometimes that buying decisions. No. Other times it's yeah, why not? And it also depends. I think both Kasper and in my company, Valuer, it's one of those things. It's a higher ticket item. So it's not going to be an instant conversion after seeing a really cool crowd sourcing video about, hey, this vacuum cleaner does everything. And I've always wanted one of those. It's dependent upon the business model. It also really depends on your audience. And speaking about attribution, for me, this is where connecting video to the rest of your marketing stack basically comes into the picture. So most software companies out there on the B2B side, at least, and many others as well, are we seeing more and more investing in marketing automation. And that's where it's important to kind of connect your video stack with your marketing automation stack. So you can actually start with lead scoring. You can start attributing what videos are actually attributing to the long sales cycle that it sometimes is. So connecting the stack is, I think, is also key, but it's kind of the next step in the progress of getting into video marketing. But on that note, I had another question on how to actually get started with video marketing, especially on a low budget. I think you guys touched based upon good tactics in terms of utilizing video marketing. But maybe also you can share some insights on how to get started. Kasper, maybe you can start here again. Absolutely. I just want to get to your point. Just one thing is that video is actually really important in our lead scoring. So when we do lead scoring, we actually use video a lot. If they've seen a video, we score them significantly higher than if they haven't. Just a small note that it's really important in that aspect. But just to get to your question about budgets, absolutely. Like, it doesn't require much. We literally like the campaign I talked about in here is actually I think it's a little bit more than a year old. Back then, we didn't have any video resources. For the main videos, we paid a little bit of fortune for the website videos. But for these, we didn't have any resources. And literally, we had phones and a camera. And that was it. So we used our phones. And then we say, OK, this is what we want to convey. And this is what I'm going to do. This didn't cost us anything. And with five to 10,000 Danish kroner, you get quite far when it comes to video tech. It doesn't require much more than that. Guys, we're actually running out of time here. But I'm going to make sure that I also send you the questions afterwards. And then we can maybe elaborate a little bit on the questions and send that as a package together with the files that some people have requested. And obviously, the keynotes where you also find the also be fine, be able to find the links, et cetera. So, yeah, thank you so much for tuning in. And I promise you, we'll try to get these two guys back on a webinar very shortly. So, yeah, thank you for today. And do feel free to shoot us more questions. And we can also potentially create a webinar around some of those questions in the very near future. So thank you, guys. Thanks, guys. Thanks for having us.