Hello everyone, I'm Slavic Lidshammer from Evolvium and today I want to introduce you Midpoint, which is open source identity management and identity governance platform. Let me start with the basic. Midpoint is fully open source. There are no strings attached, no proprietary parts, everything is really available as open source for public. It's maintained by company Evolvium and of course Evolvium as a company have to earn its money somehow. So the Evolvium business model is based on services on top of Midpoint. So the Midpoint as a product is completely open and available for the public and Evolvium is providing support or request for new features and similar products as a services for its business model. At the same time Evolvium is trying to support community. So we are maintaining maintaining a mailing list where the community can discuss, we are organizing webinars and sometimes we are even having some questionnaires or other ways how the community can interact with us and provide us some feedback. And at the same time we are providing documentation and we are even maintaining contribution to both some source code and the documentation from the community. And even with this it's quite hard to get enough engagement from the community because the identity management, identity governance community, people who are really doing their job in this area, there are not a lot of them. So it's quite hard to get them engaged but even though this we are trying to do our best job to work with the community on this product. And important thing is that Midpoint roadmap is also influenced by the community. You might see that because Evolvium has to earn its money somehow, of course the Midpoint roadmap is involved by the customers of Evolvium who are actually paid for the services. But we are also taking ideas for the future development from the community and combine all of this with our own vision how the product should be developed and steered in the future. So before we get to the technical part what the Midpoint can do, I cannot do, let me show you how widely Midpoint is used right now. As far as we know Midpoint is deployed across 16 industries and interesting one are education because the education in identity management area and identity governance has it's specific. It's usually more complicated than most of most of the deployments in other industries because in education for example universities don't need to work with just employees but they also need to work with students, with applicants, with alumni and sometimes students are becoming employees later so everything is more complex there. Then we have some government deployments and I would say the situation there is similar like in the education but luckily not that complex. And also quite large portion of our customers come from financial sectors and that's the probably reason I'm also participating on this conference and I will try to show you what features are interesting for the financial sector. Also to demonstrate the outreach of the whole Midpoint I would like to mention there are eight core developers in Evolveum who are developing Midpoint so it doesn't seem like much but eight professionals actually can do quite a lot of work and help to move the product forward. And also we have 28 partners of Evolveum which are companies that at least part of their business is built on top of Evolveum's product Midpoint so these companies usually are doing deployments of Midpoints or even some custom extension for the customers. And Evolveum we are trying in the same way as we are supporting the community we are trying to support and build our partner network to make sure that Midpoint can be available really for anyone and it's not just the one company who is behind all of this. So now I would like to get to the technical part and I will start to explain to you what identity management is. So main idea of identity management is to connect other systems and make sure that all the accounts are created where they supposed to be and same way with attributes of these accounts or also other objects like groups roles and so on. So you can see here in the gray colors are some systems and application which is part of the infrastructure in some in some company and then we have identity management platform Midpoint in this case in the middle in the blue color. So main principle from the left you can see HR system and some partner registry as our source systems which are connected to Midpoint and they are connected using a connector which is just an interface to to bridge the HR system or any any source system with Midpoint on a technical level because all of the systems have different APIs different ways to communicate with them and the connector is a piece of code which do exactly like that just translating from the systems internal language to the Midpoint internal language and same is on the right side on on the target side when the Midpoint is again able to provision the data to all the target system and it can be directly to the application or through some intermediate system like Active Directory or LDAP or even Midpoint can feed some authentication authorization surveys which might be for example single sign-on surveys which then users are using to access the applications and Midpoint itself is just gather all these data together and you can put their rules who should have access to what and maybe do some data transformation like create an email address out of the last name of the user or just create any identifiers user names passwords whatever is needed so all of this is centralized in the identity management and identity management make sure that based on these rules that you configured everything is then distributed where it's supposed to be and also when you fire someone for example identity management make sure that the account will be deactivated or deleted again based on the rules that you configured so what are the main benefits of identity management first one is building an infrastructure because if you have proper identity management you have the first break of your infrastructure then you can use this to build your address systems on top of it and of course this all helps you to automate as many things as possible so you can automate the processes where the users come to your company and base of his position all the accounts can be automatically created email address can be created there might be the process how to set up an initial password and force him to change it and so on and so on and so on and in the same way you can automate what happened when somebody is changing the position or when a user is fired from the company and you need to deactivate the account so this is all built on top of your existing processes in your company so you are just using identity management to automate parts of creating deleting and vibrating with accounts and at the end this all will strengthen your security because when you are not relying on manual processes that someone will remember to delete all the accounts if the employees leave in the company if everything is automated and controlled by the identity management of course it will huge it will be huge improvement to your security because there is no space for human error what is also nice benefit is in identity management you have unified view on identity related data so you can always check what is happening there who has account where what are the rules for creating deleting and and so on and so on and because you have lost automation you have to have some audit trail of what what happened so you can always check what was in the past what is and what is supposed to be so you have complete audit record what happened since the day one and all of this all of this benefits at the end leads to one single thing which is reducing cost because automation and having certain security means you don't have to invest to people who will do this manually and at the end deploying proper identity management will help you reduce either the direct cost or at least personal cost because a lot of stuff can be automated so what I also want to show you it's it's the main midpoint strength or even principles for the midpoint and its development and first one is adaptability that means midpoint is designed to fit into existing environment so when you are deploying midpoint you are you don't have to adapt because midpoint force you to do something in a certain way the exact opposite is the true the midpoint will fit into existing infrastructure into existing processes and you will just use it to model what you already have and what you just want to automate and for this it has to be really flexible and configurable and this is this is one of the philosophy of midpoint if anything can be configured it it should be and if it's not there it will be added later so we are trying to build the midpoint to be as flexible as possible so you can configure every detail that you might need and with that it might come quite a lot of complexity because you have a lot of configuration option but I think in this case when identity management is a basic building block of your infrastructure it's it's better to overcome that complexity than to be limited what by the system itself so we are always preferring configurability rather than have the system be easier to understand because with this slight increase in complexity the configurability always winning next ranked is consistency because midpoint is mainly developed by the fixed set of developers which has a common vision and common way to do things and even when they are merging external pull requests for example they still maintain this consistency across all the midpoint you you can you can be sure that all the features works in the similar way so when you understand one feature another similar feature will behave in the similar way will have similar UI to be configured and similar impact and the similar principles is internal coherence because midpoint is a single product it's not set of different applications just go together now it's a single product which is really carefully designed and developed everything there works together so it's internally coherent so either feature you will choose that you want to use can be combined with any other feature that midpoints provide everything is designed really to to work together work together and can be integrated into really complex workflows for example and of course because identity management is hard of the infrastructure it have to be stable and is connected to a lot of other system that we show on the picture so you need to be sure that it will be stable and even some problems on this integrated components won't break it down and with that come also robustness because you you want to rely on your identity management even if something happened externally for example you recover some target system from the backup you can rely on midpoint that it will detect this and fix the state of the accounts there and similar thing if some administrator delete some accounts by mistake or make some manual changes as long as midpoint is configured and it should be to be the primal source of true about accounts and accesses it will find it and fix it so it's very robust and the last principle that we are flowing in midpoint development is continuous improvement because the area of not just identity management but also the identity governance is quite rich and there are new systems coming each day and even more complicated workflows and complex system which which are relying on different components all of these have to be integrated into identity management and identity governance so we are trying to always improve and keep pace with this and try to make midpoint a better product and now when I explain the identity management part of midpoint I would like to move to the identity governance which which is I think the area that midpoints cover that might be more interesting for the financial sector so I'm showing the similar example like in the previous but now the midpoint which is in the blue color is labeled as identity governance and administration platform and what we add there are policies so internally in midpoint where you have all the data you can define additional policies which will be applied and checked and midpoint will work with them and to be able to connect this to your to your existing processes and workflows there is a connection for some ITS or workflow engine and also generic API for identity governance and administration so what are the typical features of identity governance you can support processes meaning really you for example when you hire a new employee there might be a process for that saying exactly if someone have to approve it first or which account can be created and maybe some other accounts might be created only after he or she will change his or her passport and even even then when you when you are sure that the account was properly created you will create the accounts on a sensitive system so integration of these type of processes then the policies which are already mentioned to be able to maintain some state in your system and check if some some states are always true then you might to verify compliance which is also related to processes and policies to make sure that you are compliant with some regulation for example and identity governance features will help you to do that you can have some approvals workflow which is also very handy then with if this if we've got identity governance you can you can make some analysis on all the data that you have because you have quite a lot of data data about your users their attributes about their roles accesses middle groups and other entitlements and you this is quite a lot of data and you can do quite a nice analysis on top of that and provide reports which can be reports to support your operation to make sure everything is running smoothly and there are no problem but it can be also reports for your security officers or managers to to let them know what what's happening and give them some overview identity governance also help you to build some life cycles of objects to make sure that everything is created and deleted as it's supposed to be flowing process and policies and it can also help you with personal data protection because when you have all this personal data and you know which accounts are created and when as a part of which process you can easily make sure that all the personal data are protected or even you can configure your processes that some data are provisioned and deep provision based on for example some agreements regarding personal data what are the benefits of identity governance again it's automation but now it's different type of automation when we discuss identity management we mostly discuss automation of processes for creating deleting accounts and make sure the infrastructure working if we check on the identity governance automation it helps you to automate your processes and what we are your not just identity processes but processes in the company what should happen when the new employees come or where employee is promoted to a different position what type of accesses he should have now should it be approved first and so on and so on and this again is strengthening your security because this is automated it was verified it was designed and at the end you can rely on it so there are there are less manual steps in the process so your security is is increased and it also gives you better control because if all these processes and policies in place you can delegate a lot of management into different people but these policies and processes to help you make sure that it's still consistent and nobody even if they have rights to change something will have the power to break something critical and when you delegate stuff you also might need to have some overview either to be prepared for some audits or have the data and check what's happening and what state was there like a week ago but also to check a compliance with some policies or or even even some regulations like GDPR and then you have this overview on your data and what's happening with them you can easily do that and again same it is within the identity management part all of this at the end is leading to reducing cost because everything that I just described can be done even without identity governance platform but you will have to spend more manpower to follow some audit or check compliance with some policies but here it can be automated so now in the final part of my presentation I would like to go into some in details of some identity governance features and I will start with overview on your data what you can do if you have this single platform with all the data all the processes and places I just described you can have there some dashboards which can be used for day-to-day operations and provide you an online view of important data so immediately can see what is happening there if everything is okay or if there is some manual steps that need to be done using the similar principles you don't have to have just the online view but you might have some periodical reports which are just aggregating the information what happened this week this month and you might easily provide this to your managers to security officers or anyone who is really interested in that and it can be fully automated the reports can be generated as a PDF and sent by email very easy and of course you can do it you can use it even for some technical features and for example for real-time monitoring of the accounts which can be great tool for your for your help desk because they probably don't have access to all the system so we are not able to verify the accounts were created and which parameters but if everything is integrated in the single platform like midpoint you can give them access only there and providing just the tools to check if everything is correct so just an example on the on the big screenshot on the top you have example of some simple dashboard which shows you status of the resources and what errors were there recently and on the lower part of the screen you have this report that I mentioned this is part of the certification campaign with someone have to review manually manually assigned roles and you can see who was the reviewer if the review was already there and if it'll accept it or not so this is just a visual how it I would might seem and this example this is some and the tool for the help desk I mentioned for example you can see the user Leonardo Da Vinci which has two accounts it is on the screenshot in the left part of the screen and if you click on it you will get to the right part of the screen on the different picture where you can see details of this account now there are very technical information but you can you can configure that and for example for help desk only show relevant data like the account is there maybe what email is there for some software you might display display licenses or groups or roles that the account has but I hope you can imagine what you can do with simple tools like that then another feature are the policies and policies are the great tool how to maintain order in some complex environment because if you imagine what everything what what is managed in the identity management it can be quite a lot you have you have your organization structure with some managers maybe some project structure custom groups a lot of attributes a lot of roles and one person cannot manage this also best thing is to delegate this to other people let managers manage their department and organization unit project manager manage their project give users some autonomy to change their password maybe change their email or depending what what you need but then you can build policies on top to make sure even if the if the whole management of the objects are somehow distributed that there will be some basic policies to make sure that they are still order for example you might have some segregation of duties that no one can be its own deputy or if you have some really important role like like I don't know CEO and security director it cannot be the same person so you can put policies like that in place to make sure this is enforced and of course you can set values enforcement option because for some actions like if I try to make myself my own deputy that can be just denied immediately but for other policies for example the policy that all organization unit needs to have a manager you don't you don't want to enforce this in all circumstances because sometimes you want to fire the current manager and you you don't want to prevent this action you just want to record it no it's broken and then you can you can fix it and this process of fixing is called remediation which is this process looking for broken policies and then you it's displayed to you or to some so some like a manager of the identity management identity governance platform who has to fix them somehow and of course this can be combined with other other features of midpoint for example notification so if a policy broken you can notify about it if the policies are broken anymore you can notify it again you can put it in the repository show on the previous page and so on and so on and so on and some examples segregation or duties already mentioned that you might have responsible person for entities it can be roles organization need whatever you can imagine or for example you can set even policies to watch for the numbers of licenses uses on some target system and even though the license management is automated because for example all of your managers should have a license somewhere you can still have the policies which is watching if you are not exceeding the number of licenses you are paying for and if you are getting close it can be again combined with some notification and if you are reached the limit it might again either show you the policies broken or deny the action which will which will break this policy so a lot of option what can you do with policies and again the main benefit is it's you are maintaining some order even though the environment is complex and the control of the environment settings is distributed between different person as long as you have these policies in place you can make sure that everything will be tight and run exactly as you are expect last last thing that I want to show you is compliance and consistency this will allow you to build some workflow in the identity management and identity governance platform and usually this is some some form of approvals so you can define that either users can request something on their own for example a role or even if it's managed by some manager it still needs to be approved for other people for example for some sensitive role it can be some some security officer who will check if really this person should have access to the sensitive role and then approve it and part of this workflow it can be always extended if something more for example escalation so if the if the person who is responsible for the approval is not acting on it it can be escalated to a different person's or even the even the approvals can be multi-stage so have different people of different level who have to approve it and so on and so on and so on another I would say really critical feature is arts and fit rest certification campaign this is a tool how to make sure that even manually managed entities are always keep in line because you always have something that is managed manually if it's a role it might be some group or some ad hoc projects which are short lived and are managed by the individual people and if something is manually managed there is always a risk that someone forgets to remove the person afterwards or delete the whole thing so this campaigns are a tool which will go through a selected objects for example go through all manually managed roles and then ask responsible people for that roles to check if the memberships in that roles are still valid and they will either confirm it or they might make chance for example remove some people and you can use the same principle and run it for example on top of your projects to make sure the projects are still live and then still should be there and if not again the responsible person will either mark it as a still wallet or will delete it so this is a very crucial tool how to make sure that even manually managed entities are still in order and the last thing are life cycles which are similar to this certification campaign but is more towards the automated part of the way I would think because defining life cycles will help you with onboarding and offboarding not just users but it might be also related to roles or your organization unit so you can define exactly what should happen and when so what should happen when users come should there be any notification any approval process it's again related to everything that I just described and this life cycle just help you to tie it up together and use it to help to define your internal processes and decide what will happen when the user will leave the organization and it can be even more complex because onboarding offboarding that sounds easy but sometimes you have reactivation if the employee for example goes on a maternity leave you want to deactivate the account because otherwise it will be a security risk but when she comes back from the maternity leave you want to reactivate the account and there should be process for that similar process should be there for for example for if the user is changing the position or if you are if someone leaves your company and comes back after after I don't know half a year maybe you don't want to create everything from scratch but you would rather reactivate the old account and if you if you are if you have life cycles defined properly it will help you to do that and it will be fully automated and you may be sure that only the accesses that should be valid will be valid and nothing else and this don't have to be related only to users but it might be related to part of your organization structure to your roles your projects service accounts and if it is possible so to sum up my whole presentation I show you the midpoint and I show you the identity management part and identity governance part and midpoint can combine both of this together midpoint is very feature-age so it can do it can do a lot of a lot of different things in the organization and for that is designed to be customizable so you can fit it in in your existing infrastructure into existing workflow and processes midpoint is fully open source there are no strings attached everything is available but is also backed up by evolvium and evolvium is make sure that it is designed and developed in the consistent way and also develop the evolvium is provide services on top of that but that's paid services but the product itself midpoint is completely free so at the end I would just like to provide you some resources that you can find more there's main web page about evolvium it's complete documentation which are mostly about midpoint but there are some side projects as well there is a whole book about identity management in midpoint so if you don't like to read documentation you might read it in a book and of course because it's open source there is a link to all the source codes at the end there are two contacts first email is mine I would be really happy if you reach to me and ask me any question or what about anything that might be interesting for you and generic info at evolvium.com where you can also reach and ask about anything thank you very much for your attention


Ffórm y Minister of Women Affairs of Nigeria Aisha Jumei Al-Hassan popularly known as Mama Tarraba is dead. Y media aide Balamina confirmed the incident to newsmen. The ex-minister was said to have passed away at an undisclosed hospital in Cairo, Egypt. She was 61 years old. Al-Hassan was appointed the Minister of Women Affairs by President Mohammad Abahari in 2015. She, however, resigned her position on July 27, 2018 and thereafter dumped the ruling all-progressive Congress for the United Democratic Party UDP, where she emerged as the party's governorship candidate in the 2019 general elections in Tarraba State.


Well, good morning and welcome to my workshop, a roadmap to multimedia sales funnels. My name is Emily Breedlove and I am so excited to be here. I never come out on the weekends, ever. I have small children, they were very mad that I left this morning, but I come out for word camp because this is such a phenomenal event, I wouldn't miss it. So today we're going to cover one hour on sales funnels, which is going to be fun because we're going to cover a lot of ground. First of all, who am I? My name is Emily Breedlove. I am the executive director of an organization called Hatch. Hatch ABL Foundation, it's a nonprofit here in Asheville. They support up high growth startups as well as work to expand existing companies that have the opportunity to pursue rapid growth. With that, high growth typically means either tech or product-based businesses. So we get to work a lot with companies in Asheville as well as all around Western North Carolina to help them scale as well as connect with equity capital and investment. My background is I'm an entrepreneur, like all of you guys. Grew up in marketing, did a lot of work in website development, obviously WordPress and supported a lot of the local entrepreneurs and small businesses in building marketing strategies, helping them to be more relevant in today's marketplace as well as make them more well-known across the region and across the country for the work that they do. So over the past year, I have also embarked upon the journey of pursuing multimedia and really figuring out what that means to rural businesses, what that means to Asheville businesses, what that means for service businesses versus product and technology. What I found is that for companies to be relevant and to scale, regardless of what industry they're in, they have to understand multimedia. They have to understand how to be relevant, how to be approachable, how to help increase engagement, retention, brand loyalty. Obviously, multimedia is one of the big mechanisms nowadays for building that market and building that base. So let's cover what is multimedia. Someone tell me, raise your hand, what's an example of multimedia? Yes? Video, what else? Images, podcasts, what? Twitter, yeah, social media webinars. Okay, so I've got two different definitions. Multimedia is technically an adjective and a noun. Using more than one medium of expression or communication, right? As we saw, there are many different elements of multimedia and the use of a variety of artistic or communicative media. So when it comes to multimedia, it's really that it's the variety of ways to deliver information. You've got imagery, infographics, animation, live video, text, in blogs and content, recorded and edited video as well as audio. So why multimedia? Why are you guys interested in this? To have a presence on multiple platforms? Millennials don't read. That is the truest statement of the day. Yes? Yes, it helps to build trust. Yes? When you put yourself out there like that, it sort of bridges that gap since people don't tend to talk to each other anymore. People do business with companies and brands that they like and trust. Yes? Yes! That you can help inform the world about what it is that you do. Okay, so the baseline of multimedia, it spans across more than just marketing, it's also across just education in general. It's how you tell your story. So Seth Goadden recently said, people don't buy the products you sell, they buy the story you tell. That is at the heart of multimedia is it helps for you to tell the story about your business, your product or services in a better way. The reality is that our cultural learning style has changed all across the world, thanks to technology. We now engage in a multi-layered approach. We process things differently. We're seeing multimedia play a large role in education, in early education that schools and school curriculum are having to create more dynamic ways for students to engage, the same in business. We want to communicate things in a way that sticks. We have to look at all the mediums. None of us just read anymore. None of us process that way. Especially when we're trying to understand complex topics, so if you do any kind of training, if you're trying to introduce new ways of tackling problems if you are presenting innovation or any new methods or approaches to things. Presenting it in a way that people can connect with and fully understand is now the new medium. So when it comes to multimedia, engagement increases. They say, Twitter did a study recently that it was three to four times higher engagement if you had multimedia. If it was more than just 140 characters, if you had a photo, if you had a video, if you had a podcast, people now want to be engaged. They want you to bring them into the process. If you don't engage them, then you lose them. That's the first step of any lead generation is you have to get them engaged. They have to connect with your message on some level. They're not just going to do it through a sentence. Then it increases retention. People stay longer. They actually take the time to build a relationship with you, to build trust and brand loyalty. Having multimedia on any of your platforms, whether it's social media on your websites, your blog, any of those things, it makes it so that people stay long enough to actually get to know you, that they start trusting you, that they can see you as an expert. If they're just reading your 140 characters, they're going to skin pass it and never come back. It also improves their performance. So if you are presenting ideas, if you're presenting resources or tools, if part of your product or service is delivering some sort of information that they would apply, that is applicable to their business or their life, if you're presenting it in multimedia, it makes it so that they're able to better understand the ideas that you're presenting, that they can apply your message to their life and their performance increases. It works. That's how you build trust, right? If people try what it is that you're selling them, if they apply the messages that you share and it actually works in their business or in their life, then they start trusting you. Multimedia gives you the capacity to explain it on a level that they then understand, that they can see it play out in their life and then when they do try to apply it, they get it on such a deeper level that it works. Then they come back. Brand loyalty. If they're engaged, if what it is you're saying makes sense, if they're able to apply it and it works, suddenly they like you, that you aren't one of the 8,000 brands that they see every day. They're one of, you are one of the messages that sticks out, that they want to come back to, that they want to digest more of what it is that you're presenting. Ultimately, this is the goal.  Multimedia is the most effective way to do that now. It's scary, but it works. So, how do you use it? Who in here has done anything with video before? Great, who's done podcasting or any kind of audio? Awesome. Who's comfortable doing infographics or imagery in their messaging? Who has a blog? Man, just preaching to the choir. Y'all could come up here and teach this. So, how do you use it? It really comes down to looking at all the different layers that you can have in your business and the way that you want to use Multimedia to tell your story. Step one, you need to know your audiences. You need to understand your markets. So, I teach the pitch prep training for Asheville One Million Cups, and I help train companies that are trying to pitch to investors. It's a free training every month, Wednesday morning at the Asheville Chamber of Commerce, and the biggest thing that I harp on every single month is yes, you need to know your business, obviously. But you really need to know who your audience is. You need to understand who these people are. That's what differentiates businesses that are highly successful with those who are kind of successful. The deeper you understand your markets, that you understand your avatars, that you're able to intimately know your audiences, plural, the better you are at conveying a message that resonates with them.  It's about how you tell the story to better support those people. Business is about service. Multimedia is about telling the story about how you serve people. You can't tell a compelling story if you don't understand the people and what makes it compelling. Ironically, before you do any kind of Multimedia, if you want it to be super effective, you need to do market research. You need to isolate and segment who these people are and identify who your top markets are. Doing research is really hard. It's meant to be. You gotta work for it. This is where you can look at both a quantitative and a qualitative assessment of who these people are. What kind of commonalities do they have? Where do they shop? Where do they live? What do they like? What do they not like? Are they married? How old are they? How much money do they make? Ironically, this is the most important part about your Multimedia, is being able to clearly articulate who these people are because the story that you tell to working moms is very different from the story that you tell to retired 70-year-old men, right? Yes, your Multimedia needs to convey that. If you have multiple channels, you need to be able to isolate so that you can tell the best damn story you can to each of your markets. That's how you make it effective. What preferences do these people share? When it comes to storytelling, you need to understand the language that they use. Sometimes it's not your language. It may not be the same terminology that you use to describe your products or your business or your values. Part of market research is not just getting online and Googling it. Part of it is going out and actually talking to these people. Doing surveys, conducting interviews, listening to how they describe what you do because their wording is more important than your wording. You can talk all day about the benefit that your business provides, about the value that you offer, about how great your product is, or all the 10 different reasons why your service kicks ass. But if you aren't using the language that they use, it can be lost completely. All too often, especially when we are experts in our space and we've spent years developing our products and our services, we fall into the jargon of the industry. We're so proud of the ways that our product or our service excels in certain circles or criteria. But the language that we use to talk to our peers are not necessarily the language that we would use to talk to our customers. So, how do you identify what the words are? What words really resonate strongly with people? What kind of emotional response they get from that language and the way that you say it? Also, what words are going to offend them, piss them off, make them uncomfortable, make them not want to keep watching? Sometimes that's just as important of what they say, but also what they don't say. And asking questions that get you to that. Of what point do you get to the point where they don't like it anymore? That you say something that it's not right for that market. It may be right for your other market, but it's not right for them. Then when you're doing market research, you need to look at your marketing plan and how this rolls into your multimedia strategy. How are you going to find these people? Where do they congregate? Are they on Facebook? Are they on Twitter? Are they on LinkedIn? Where do they go when they are most ready to hear what it is that you have to tell them? The conversation that happens on LinkedIn is very different than the conversation that happens on Twitter or Facebook, right? So, being very strategic in not only where these people congregate in the world and online, but also where they are when they are most ready to hear what it is that you have to say. How do you connect with them? Especially with multimedia, there are certain mediums that connect with different markets on a different level. Some groups love video. Some groups love podcasts. Some groups love reading blogs. Some groups love audio blogs. It's your job to understand the best possible mediums that will connect with these people. How they digest best. What platforms work the best? Also, work the best for what it is that you're telling them. There are some products that are highly technical, right? Some of your stories and information is leading an industry referencing important data or technical terminology. There are only certain times of the day that people want to read that. It's not all the time. Knowing when that is, when to deliver, when to post and how to post, that's key. It's not just writing a blog. It's understanding how to share it in a way that will connect to those people. Then the last step is then how do you convert them, right? It's not just them watching your video or reading your blog. Ultimately, there needs to be some sort of transaction here. Call to action, sales. Right? Multimedia is great at sales. But you also have to be involved in that process. Multimedia can get people all queued up, ready to go. You need to make sure that the sequence, and this is where we talk about the sales funnel, comes into play here. Because the process that you walk people through is crucial in order to get them to the point where they are ready to buy. Where they've got their credit card in hand, they want to hire you, they want to buy your product, they want to subscribe to what you've got. You're not going to get this right the first time. But you've got to keep trying. You've got to keep figuring it out because this is a process. And the best part? It's a process that gets you paid, right? That's what we all want, make more money. This is a beautiful way to do this. But it's not always easy. It's not always simple or straightforward. And the hardest part is when it comes to Multimedia, you're also putting yourself more out there for this process, right?  You're more exposed. But there's also where there's higher risk, there's higher reward. That when you figure it out, people like you, they trust you, that once you've got a system that works, it's a system that keeps working. There's higher percentage of profit, brand loyalty, business growth, so it's worth sticking to this and figuring it out. Number two, you then need to know your Multimedia. We listed there are so many different ways to do this. So many different mediums, so many different ways for you to tell this story. This is a journey. This is a journey where you have to test these things. You can't just assume that you'd be bad at video or good at writing blogs or be the best voice on behalf of your business. Multimedia comes down to trying it and testing it and seeing if you actually suck at video if you're really good at it or if you should not be the one to write the blogs or if someone else should manage your social media account because you just can't keep up with the posts. Finding Multimedia is all about practicing, testing, assessing, evaluating, figuring out what works for you and what works for your business. The first question that you wanna ask yourself is once you've identified who your audiences are, making a list on what mediums you think are most effective for each of those markets. You've created your avatars, you've identified who these people are, what they do, what they like. What then do you think are the most effective mediums for them? If you don't know, look. Get online and research. What are your competitors doing? What are the competitions that they're so successful at already doing this, that they already have podcasts and videos, they already have Facebook pages with 100,000 followers? What are they doing? That's how you start identifying what works with this market. You either know or you find out. The sweet spot is then also identifying what of these mediums work best for you, your team, your company. So even though there are some mediums that may be great with your market, if you aren't very good at it, then that's gonna be one of your lag time multimedia development. You're gonna have to work at it. It's gonna take a little longer. What it comes down to is identifying where your strengths and your weaknesses are. That you start first where there's overlap. The mediums that are gonna resonate most with your audience and that you are ready to do. If blogging works great with them, then great. You better start writing a blog. If you're good at it and you love it, that's your medium. Start with that. So when you're breaking it up and you look at imagery, infographics, text, video, podcasts, if you're great at writing, that means that you've got the blog, you've got the email newsletter, you've got the social media posts, you've got press releases, right? You can write articles. Text touches into content, touches into like 30 different pieces. That can be a great foundational piece. How then do you look at the other mediums? The mediums that you're kind of interested in or kind of good at. If it's really, really important to your market, you need to find a way to pursue them. This is where it comes down to being realistic. If it's too complicated or too expensive or your team's just not ready, don't start with that. Video is hard, podcasting is hard. That would be phase two or phase three. Be realistic when it comes to your resources, your time and talent and energy. Get started with what works, with what's simple. Just get started. If that means having some pretty pictures with strong quotes that are tied to your blog that then go out on your email newsletter and share it on your social media, bam, good. You're moving the needle forward. If that means that you're interested in video, the fastest and easiest way to start with video is lives, Facebook lives, Instagram lives, man, those things work.   Starting this process from a very realistic acknowledgement of where you are, what you've got to work with, what you're comfortable doing, what you're capable of, what your team can handle without being overextended. This is where you have to really be honest with yourself. Yes, you can set the big lofty goals that we want to start a podcast or we want to create a video series, but you just got to start with where you are, baby steps. Always pushing a little bit further outside your comfort zone, because that's the whole point of multimedia, but not going so far that it's crippling, that it costs too much money, takes too much time, that then you give it all up. Number three is building your roadmap. So once you've identified who your people are, you've identified what the mediums are that they both, that they most resonate with and the mediums that your team is most poised to jump into, this is when you start building out your strategy. So a sales funnel, a funnel, is stacked by the level of what? How do you think a sales funnel is teared out? How do you think they're stacked by? What's the process? Revenue, simple to complex, what'd you say? Effort, yes? Customers questions? Your product story? Product story? Brand trust? Brand trust? Goodness, these are all really good ones. Engagement? Engagement? Urgency? Urgency. So you've got the sales funnel, the people are coming in and moving their way down. It's stacked by level of engagement. Ultimately, as they move down this process, they're getting more and more engaged in your material. They may not necessarily be writing a check here. Technically, that's where they write the check. Once they drop into the funnel and there's a transaction. But as they go through this process, that's what moves them to the next level of their choosing to get more engaged in your material. So the question is, how do the mediums increase engagement for your market? As you're mapping this out, you're having to look at each step and what has the least level of engagement to what has the most before they're right about to pay. Cause that's the biggest level. Writing a check is the highest level of engagement. That's when they're in. Okay, so we're gonna run through a couple of different examples of sales funnels. Okay, so one of the easiest ways to open up your funnel is through social media. Right, putting it out there, creating some really dynamic, compelling, engaging posts. Imagery is a great way to do that. You can get some compelling photos, layer a really inspiring quote. It's simple, but it hooks people. Those, that imagery is what helps draw people in. That suddenly your message resonates strongly that it feels like it's authentic to who they are and what they're trying to do. They get hooked. They actually look at your post. They may like your page. Follow up is that next level, which is an infographic, still imagery, but you're taking that very cursory connection with your messaging and you're going a little deeper to let me share some information about my business or my industry. This is where they have to take a good five to 10 minutes looking at what it is that you've presented and you transition from an emotional connection to an intellectual connection. They're starting to see you as an expert. They're starting to trust your opinion and your insight. Facebook lives or Instagram lives, yeah. This is a great way for you to put your face on your messaging. It's an easy way to move into video and I have to tell you, Facebook lives spread like wildfire. So Sarah and I actually just completed, we did an eight month program called Digital Sales with Soul where each month we did a different online course. And when we started this process we had, so we had seven or eight trainers, I think seven. And when we kicked it off, first we did a couple of videos of just interviews with the trainers. We put them on Facebook Live. We recorded the videos and then shared them on Facebook. So it was not Facebook Live. And with even the seven high profile speakers we put out the videos and we had about 1,000 views decent. We switched the next month and did Facebook Live interviews with all seven. Each had their own Facebook Live interview. And we had 20,000 views in a week just by switching to Facebook Lives because Facebook pushed the hell out of it. They weren't nearly as pretty or polished as they recorded because you can't edit, but people loved it. I do Facebook Lives all the time. It's now become my favorite medium. Because it can spread to far more people, it can be very personal, casual. Hell, half the time my laptop is grainy and fuzzy, it's horrible, but people still watch it. They like it. So I do Facebook Live interviews a lot, which is a great way to interview other leaders in the community or leaders within your industry. They're just doing it on their phone or their laptop. They're not actually having to sit with you. One of the platforms that I use is called BeLive. And so you can do two person interviews. You can even do up to five people on one show. It's only $15 a month to host BeLive. It's tied directly to your Facebook. It's a great way to get started. I also invested in a webcam. And so on Amazon, they have a pretty cheap webcam. It's the Logitech C90, $50, great webcam. So also as part of the Digital Sales with Soul program, we hosted monthly keynotes here in town. And I used that webcam to livestream our keynotes. We livestreamed it and we also recorded it. And that $50 webcam did great. Do what? Yeah, it's Logitech C90. Yep, it's great. It just connects directly to your computer. You can do both livestream and video recording. So also I edit all my own videos and I use a program called WeVideo and it's tied to my Google Drive. I live in Silva. So my internet connection is horrible, horrible. It takes 17 hours to download a video for me to edit.  So I got, WeVideo is tied to Google Drive. So I'm able to download or upload the videos onto my Google Drive when I'm here in Asheville and I can go home and do the editing there. WeDrive is also only $15 a month. So these are great ways to get in. It doesn't have to be perfect. My first videos that I did, I recorded in my living room on my phone. I put a little post-it note on my phone with my notes. Did like five minute informational videos. I then, on WeVideo, you can upload the video file. You can do all the editing. You can do the great slide shows. You can also, so I created the images on PowerPoint. My slides that went with my five minute thing. And so my bullet points or my stats made them on PowerPoint, saved it as an image, just as a JPEG. And then I can layer it in my video, on WeVideo. I am not that tech savvy. And I created some pretty decent videos on a really, really tight budget. Just Googling the hell out of everything to figure out how to do it. You don't have to be great at this. You can still figure it out. So this is where what I did here is I recorded keynotes, your presentations. Once you get the webcam, if you're doing a class, if you're doing a keynote, you can create a video of that. So the next level would be where you've got the Facebook lives, you can have an actual video where you've got a saved video, the people them watch. Okay, so they're moving from the quick and dirty Facebook live, five minute, 10 minute, whatever that is, to then you direct them to an actual standalone video that you have on your site. Whether it's about you training around a topic, you talking about one of your products, whatever that is, it's a standalone video. They're committing to 10, 15, 20, 30 minutes, whatever that is. Then the next piece is you can offer a webinar. This is where you actually teach them something. Oftentimes a webinar is just a video with a PDF that you have some downloadable material that goes with the class, but that they're committing to sitting through one of your classes. They're also then by attending a webinar, acknowledging that you are an expert, that they have something that they could learn from. So then you get to the bottom, conversion, right? It started first with just a pretty picture on Facebook. You walk them through this process, you've established yourself as an expert, you've built up that relationship. They now see you as worth investing in. Whether they're buying a product, a class, hiring you as a consultant, whatever that is, you've now moved them down to the process where they're ready to write a check. Example two. Okay, so say that you're more into content, not so into video, that you wanna start first with writing blogs or your social media posts. More content-heavy, informational-based. So you write a post that then directs people to join your email newsletter. This is always a great piece of your funnel because if they don't join your list, you can't keep them in your circle. If you're comfortable creating content or even creating multimedia at all, you can create a newsletter. If you're generating anything that's more than just social media posts, then that's relevant to going to newsletter. I have a newsletter right now that we basically just share events that we go through so it's for, we WNC, it's the Women Entrepreneurs of Western North Carolina. We just scan the top events that are happening across the region and we pool them all. We make it super pretty, link to the meetup pages or Facebook pages or Google calendars, whatever that is. That's all we do. We don't create any fresh content at all. But we take the time to build something that is high value. Women wanna know what's happening across the region. We also, we have sponsors, so at the bottom we stick little coupons, image coupons down at the bottom. So the women know that when they open up that newsletter, it's gonna be a high level scam of what's going on over the next month as well as some exclusive promotions at the bottom. It takes about two hours. We send it out once a month. But it's a great way for us to communicate and to share information. You don't have to be the sole content generator for your newsletter. You can share great articles that are going out just like you share them on your social media. You can share other events, other programming, other videos, whatever it is that's tied to your content. You can add that. Having a newsletter is great because it helps you to build your tribe in a way that you can continually stay up with them. This is a key piece of any sales funnel. In your newsletter, you can also reference your blogs. Blogs don't have to be super long, but they still need to be informative. You can do a short blog that's referencing someone else's great article that's come out or that has several links in the blog. I acknowledge now, I thought that I would really like blogging. I don't. I tried. I tried and I sat on an old blog for like months and I just wouldn't write. So finally I switched to video. And at first I thought I would hate video or I thought that I'd suck at video. Everybody thinks that they do in the beginning. But I realized that I loved the video platform so much more than blogs. And so how you go, I do the videos and then I take just a synopsis, a written synopsis of the video and I do the blog around that. That I start first with the medium that gets me excited and then I use that to create the ancillary mediums. The stuff that doesn't get me excited. If I charge myself to write a blog first, I'd never write a blog. I'd never create anything. But if I start with a video, I can create videos all day long. The videos then create my blog. And then the blog goes into the email newsletter. So this is also where podcasts can come in. So when you're writing a blog, it's a great place for you to share other multimedia that you can link to a podcast that you've created. Every podcast should have its own written blog associated with it. So that you've got both the text and the podcast version. Who here's done a podcast before? Do you guys host your own podcast or you've just been on a podcast? Oh, yeah? Do you host your own podcast? Do you?  Well, and so do you do interviews or do you, yeah, do you interviews? I found the interviews are the best way to get started because you're not having to source the information. You don't have to be really clear on your messaging yet. You can let other people talk about it. So I do, I do podcasts that are also recorded so that you get to the double bang for your buck. So you've got the camera in there. And so you have both the video and the audio version of the podcast. I also do a lot of interviews because it's really easy to get great people to come on and talk about what they're doing. Doing interviews is though an art form that you need to practice. I've been doing it for years and I'm still learning how to do it. There's a lot of preparation that goes into that. So if you're doing research on the person that you're interviewing, coming up with questions and running them by them, giving them insights on who you are and what you're looking out of the conversation. So if that's something that you are interested in doing, I would encourage doing some research on other people in your industry that are also doing interview podcasts because there's nothing more painful than watching a bad interview, right? Because you not only feel bad for the person doing the interviewing, you feel bad for the person being asked the question. Like it's just, it's like twice the cringe worthy moments. But there's also nothing more inspiring than a great interview, right? Those are the times when the tissues come out or the ideas like the crude of juices just get flowing because you can see the dynamics between those two people and it's more casual. It's not a prepared presentation. You can have that conversation that you can go deeper. You can ask them, you can be Barbara Walters and make everyone cry. You can, yeah. So once you're doing the podcast, there are services that can do that for you that can start the process that they can do a written transcript. You have to go back and edit it though. Oh, okay. Do you provide transcripts for your interviews? All of this comes down to how you want to structure your multimedia and which mediums are best. So if your audience works best in having both the transcripts as well as, and that's also a helpful way to create the blog based upon the interview, is you can do the transcript and then just edit it so it's slightly different. Okay, so another piece, once you've done the podcast, you can create a resource downloadable PDF that's kind of like a webinar and the PDFs can come in really at any point. Often there will be a PDF incentive for downloading or for joining the newsletter. Here are the 10 tips for succeeding in WordPress if you join our newsletter. These are great incentive pieces that if they aren't joining your newsletter, they may sign up to get this downloadable material. If your market does better kind of learning on their own, then this is a great medium. I go to 1115, right? Yeah, okay. And so in the PDFs, this is also where you're able to work in your inspiring imagery and your infographics and your content that you've generated. You can also embed links into your PDF that direct to other podcasts that you've had. And so all of this is mostly the same material that you're just repackaging, that you're presenting in as many different ways that these people wanna digest your material as possible. You don't have to come up with new content for every medium or every piece. The baseline content is just repurposed. And so this is where looking at what your sales funnel is and the process of engagement that your people are best ready for and then being able to create that same content and develop it into 10 different mediums. It can be overwhelming in the beginning, but once you come up with a system, you can pump that stuff out really, really fast. And then the moment of conversion, paid product. Ideally, the further down you get, the more related this material is to what it is you're selling.  And that you are asking the right questions. You're highlighting the pain points that you have or that they have, because your product is ultimately solving that problem. Every product or service solves a problem. You need to be talking about this problem throughout this entire process so that by the time they start considering whether or not to pay you, they already know they have the problem. They know that you know how to solve the problem. They now trust that you can solve the problem and they're ready to get their problem solved. Your sales funnel, so most companies have multiple products, multiple services, for each product you're gonna have your own sales funnel because you're guiding them through a different process. Then even deeper, if you have multiple markets, each market will have its own sales funnel. This is where it can turn into the rabbit hole real fast. Picking your main markets, your main products, and going from there and just starting with wherever you're most comfortable getting some traction. You just wanna start with a sales funnel. One funnel that you're ready to go on, that you can write or you can speak about or you can sell that product. And the market that you are most equipped to serve, that you already understand, that you're comfortable presenting to, start with that.  Step four, you got your roadmap. It's time to start driving. This is where you can get into analysis paralysis. Right? You can spend so much time building out the strategy, knowing what you should be doing, what you wanna be doing. Where you really start getting traction and momentum is here. You gotta start. So, a couple dirty little secrets from a seasoned starter.  If you go to the people who you love, their YouTube channels, and you scroll down to when they started, you will learn a lot about those people. But what's important to see was that in the beginning, their equipment was cheap, their lighting was bad, they weren't very eloquent or prepared. They started just like everyone else. The harsh reality is that there are things that you will only learn after you push record. So, when I do videos, I give myself permission to do what's called the dirty reel. That I go one or two times where I record it and I have no intention of using it.  It's okay. It also gives me the chance, cause I do all my own recording. I don't have a video producer. I don't have an assistant. And so, it gives me the chance to test the lighting, to see if I've got it set at the right angle. See if I've got my double chin. If you can see my cat in the background, right? So, I've started moving to other locations to do it. But in the beginning, my first few videos, I sat in the cleanest corner of my house. And what was ironic was that I didn't even realize that the lamp behind me was broken.  This is the truth though, people. It's real. They can. They were engaged. I eventually learned to just go with it, right? That approachability was part of my story. Authenticity. That I'm a mom. I don't hide the facts that I'm a working mom. But the reality is, is that if you wait until you're perfect, you will never start. If you wait until you have the expensive camera, it's not happening. Phones are perfect. They're great to get started. A lot of phones are better than a lot of the cameras you can buy. You've got to give yourself permission to just start. Start creating videos. Start doing audio. Start recording yourself. Sit down and do a couple of interviews. See how it goes. Dirty little secret number two, being broke is not an excuse. You can do all of this on a budget. You don't have to have a lot of money. You don't have to buy the expensive gear. You don't have to use the expensive software. You don't have to hire someone to make it perfect. You just have to be willing to start and figure it out. Own the fact that for the first year, it'll be rough. That's okay. At least you started. Only 10% start. You're already ahead of the other 90%. You also can work your way up to the equipment and the software that you will end up using. If you spend the money in the beginning, you're gonna waste it. Because you don't know yet. You don't know what's gonna work best for you. You don't know if this medium is even gonna be the ultimate medium. You may start with video, but I actually love podcasting. So start first by doing research around free apps, free software, ways that you can do this on a budget. That it's not crippling, it's not intimidating. The most intimidating thing should just be pushing record. It should not be whether or not your camera is good enough or whether you have the right lav mic. So my first setup that I did for my phone, I bought a cheap $15 tripod from Amazon and one of the little clip on lav mics and adapters for my phone. It was $35 all together to get started. That was it. And I was ready to go. And I created a lot of shitty videos with that. But it got started. And I had to force myself to not delete them. Right? But I had to just start and be okay with that.   There are a lot of them though. I have a running list if anyone wants to know. You need to know who is and who isn't and start building a team around that. When you're dealing with multimedia, there are a lot of people who will steal your stuff. There are also a lot of people who will help you be better. Being able to differentiate those who will copy your ideas, who will beat you to the punch and those who will sit down for coffee and will help you through this process. That there are some really talented people in every community that are willing to sit down and share their talents. If you've got a question about video, if you've got a question about podcasting, about design, about editing, find good people who will help you. Because they will. Also avoid the people who will take advantage of you because they will. This is the reality of multimedia as you are stepping into the spotlight. People will use you because of that. You gotta roll with the punches, be aware that they're out there and then build an inner circle that is willing to help you get to where you wanna go. We are here to help. This is my social media handle. Feel free to find me and reach out to me if you have questions. I'm always happy to help address those. There's also the Hatch AVL organization. Our website is technically under construction right now but it'll be up soon. And then the Hatch AVL social media. We're gonna be hosting a lot more trainings coming up. There's also so many classes and support circles around the community that if you do want to move into the space, don't be afraid to ask for help. Okay, what time is it? 10 minutes, awesome. So then let's do some questions. Yes. Okay, so the question was, is it better to do Facebook Live on the business page or on the personal page? So that depends on what it's you're trying to do. So if you're trying to sell your business or sell your products, then it's better to do it on your business page. And so when you do the Facebook Lives, there are sharing settings that you have to select that if you want people to be able to share off your page, then you have to push that. If you're doing a Facebook Live in a group, like in Facebook groups, they can't share outside of the group. So a lot of people will do Facebook Lives on their business page and then share it to the groups so that then they can go back. Ultimately, you want that material to sell stuff and you can't always sell stuff on your personal profile. However, it's easier to, once you create the video on your business page, to then share it on your personal page. And that way all the people in your personal network also see the business page share. Because Google, it's their new algorithm, is really limiting business promotion. So you want to try and think on both. But ultimately, like the core, the place where they go back to where all your Facebook Lives are stored needs to be on your business page. Yes? Related to that, what are some of the best visibility, ways to improve visibility through the Facebook Live? Facebook Live. Boosting posts. So, well actually, so it's a combination. Don't be afraid to ask your network to also share your Facebook Live. When you're doing the Live, you can invite your friends to the Live. So I found that it can still be a highly successful video even if no one shows up in your Live. And that you don't need to worry about that. The real traction comes after the fact, after that it's reported. And so you can invite your network to the Live. Once it's done, you can also share it with them and say, hey, would you mind just sharing this on your page? You can also, so the interviews work really well for this. Because I interview high-profile individuals and organizations, they then share it on all of their pages. And so the view rates go up significantly. You can also boost it. And so Boosting is one of the most powerful tools in identifying who your target markets are. Facebook, the Facebook advertising is a great way to segment your audiences and to test immediately. Yes. Have you tried the high-profile interviews in the service section? Sigurd, can we take chat questions with the Live audience? Yes. So the question was, for high-profile interviews, do you reserve time for Q&A? So in the beginning, you probably won't have people there. And there's nothing worse than being like, well, so we were gonna ask questions, but no one's here. I've done that. Where like in the beginning it's like, yeah, we'll save time at the end for Q&A and then it's like crickets. So you don't want to end up forcing yourself to. And then you can also, you have to train your audience to ask questions. So the way you set up Facebook Live's, you set up very intentionally. I found for interviews, people don't ask questions because the conversation is operating between two people. They're already like awkwardly applied on the wall. They don't feel, and you have to like engage them through the process. If you want them to ask questions throughout the interview, you have to say, if you have a question, keep it to the end, a little time at the end, so that like they're constantly thinking, oh, oh, I should ask a question. Otherwise they're not, they don't feel compelled to. And it's not always necessary. Yes. Gated content. So I have a client that I work with that wants to put all their webinars behind a e-newsletter gate. So you have to sign up for it to see the video and they get all the four emails by the end of the month. Whereas when we post the webinars, when I post their webinars on YouTube, they get a thousand views, which I think is more valuable to them at this point in time. How important is it, is it important, is it dangerous to have things behind that gate or is there a certain level that would you get to where you're like, okay, the gate is good because people know us now? Okay, so the question is around gated content and how you strike a balance between the free, shareable information and then the information that you charge for and that people have to sign up for it. So that's it, it's striking balance. Obviously having that free material that is public is going to help build your following. That's ultimately what's going to get people to the gate and through the gates. So you have to have both. Ultimately, the company needs to look at what they can earn properly, what is their sellable content. And so they can take those same webinars and create a shorter version of the sizzle rule, a 90 second version that they share for free. But then people, if they want to access the full webinar, they then sign up. But ultimately you need to have, you need to have the carrot and then you have to, you need to have the place where they buy the salad. Basically. And that really comes down to the larger strategy of the business. Because you can't just have one or the other. Yes, last question. Along the lines of the live videos, you were talking about using VLive to do interviews. Yes. Now that you can do a live video through Facebook with another person, is it better to use a second hand software like VLive or try to use the live and enter and invite other people to the person that you're interviewing to that live? So I personally like VLive for a couple of reasons. I'm able to put the logo, my logo on the screen, and I can change out the logos. I'm also able to put a title bar. And so it has my name and the name of my interviewee. It's also great because there is a dashboard that my interviewee enters before we go live. And so I'm able to kind of walk them through one more time what we're gonna be doing. I can also show them what it looks like on their side.  And so like with VLive, there's a countdown. Like you start and then it gives you five seconds before it takes you live. We can kind of work through some of the kinks. I'm also able to test the internet connection. So I've had some that my interviewee, their connection's horrible. And you don't see that until you're live. So VLive helps you kind of work through some of those things so that you don't have to do it on the fly like when you're live and people are watching. It's worth the $15 I found. Thank you. You're welcome. Okay, thank you guys so much.