Boost Email Deliverability with Marketo Engage

Transcript

Hi everyone and thank you for joining. So as Amy said, my name is Beth Masura. I’m a Senior Marketing Operations Consultant with Atumos and I’ve been using Marketo since 2015. I’m a four-time champion with MarketoEngage. So in my experience as a consultant and also as an in-house marketing expert, I’ve had a number of deliverability audits and projects to try to troubleshoot how to help make sure that we have good email deliverability. So that’s what we’re going to be talking about today and how to use MarketoEngage to help with that. So just to level set, let’s talk a little bit about what goes into deliverability and what that means. First, let’s do a quick poll. How often do you think that your email reaches its intended recipient? We have a few options here to select from, and the poll come up in the next slide. Everything from 100 percent use all the best practices, so it must all be delivered all the way through question marks. I have no idea how can we monitor this? So hopefully you’ll get some tips today. I’m going to go ahead and display the poll for you all and give you a minute to share your input of what you think your email delivery rate is today.

Just a couple more seconds, and we’ll see what people have shared. Go ahead and select that.

All right. Well, I guess most people are realistic, and no one selected 100 percent. That’s probably good in the sense of ideal, but not really achievable, not realistic. A lot of folks selected about 95 percent. We’ll talk a little bit about what that baseline benchmark is that you probably should be aiming for. We did have another smaller groups of folks that were selecting some of the smaller numbers, but I’m glad to see that the majority thinks that about 95 percent of their emails reached the recipient.

What goes into deliverability? It’s the ability to reach the intended recipient. So this question that we’re asking. Email providers evaluate and scores sender IP addresses and domains. Each email provider has its own criteria and scoring, and it’s not necessarily something that’s totally publicized, so there’s no magic amount of information that you can use. However, just understand that they are trying to score you as a sender. What do they do with that information? They can choose to not allow incoming emails to be delivered if they perceive that the sender has risk factors. So if they think that they’re a spammer, a phisher, or otherwise a bad sender, then they might not let that email get to the recipient. First, they might start routing it to the junker spam folder. So essentially it is still getting to the recipient, but hidden from their view, not right in their main inbox. But eventually, a poor sender could actually be rejected or blocked entirely by the email provider, and that’s what we would definitely want to avoid. So what kinds of factors might go into the sender score that the email providers are using? What’s your database quality? Are you sending to a number of invalid, lapsed, or spam-trap email addresses? And just real quick, spam-trap email addresses are intended to catch poor senders.

What’s your recipient engagement like or do you lack an engagement? So positive recipient engagement would be things like opens and clicks. They’re interacting with your email. Negative engagement would be things like ignoring the emails entirely, or deleting them without even opening, so that might be reflected as a low open rate, or simply unsubscribing.

And spam complaints can be more serious. So in your email provider, you often have a button that can be used to report spam, and there are other methods. We’ll talk about a couple of them later in an example of ways that a recipient might report that a sender is spamming them. And that can be very negative, have a negative impact on your sender score.

And lastly, this one’s kind of tricky. So a lot of companies use email scanners or quarantine tools to help filter out emails that are trying to reach people at their company. Unfortunately, that can either filter out real emails or otherwise influence some of the engagement and skew the numbers a bit. So we just want to be aware of the existence of those.

So now let’s get into some of the out of the box features that Marketo Engage has to help us understand our deliverability and where it stands. So first, we’re going to start with some reports. So this helps establish kind of a baseline of what’s going on with your delivery today.

So first, let’s look at how we want to organize this work that we’re doing. We’re going to be creating a number of different assets. So let’s kind of organize and save all these in a single place to try to keep it in good shape. So for admins or marketing operations folks who are generally working throughout the instance and looking at the instance as a whole, recommend creating a default operational program in the marketing activities section to house all these reports, smart lists, and other things that we might be using that we’re going to learn about today. Now, thankfully, the Marketo program library has a program that you can import to your instance as a starting point. And you can find that when you go to import the program. It’s called OP Email Deliverability. So that has a whole bunch of different stuff in it already. This is a screenshot that shows some examples of the things that are included out of the box with that and can give you a good head start rather than creating it from scratch. Now, for folks who aren’t necessarily admins, marketers that are more responsible for specific campaigns, you can create some of the reports that we’re talking about in the marketing programs that you manage. So you can still take advantage of some of what we’re going to be looking at. Now, admins can also create dedicated folders within the analytics section, which can house reports, and then database to house smart lists. And just as a quick tip for that, why you might need to do that, if your instance has multiple workspaces and you want to be able to report on delivery across the workspaces as a whole, you have to build that report in analytics and set in the setup tab for that global reporting to enable. Otherwise, you’ll only be able to report on the programs within the same workspace that you created that report. So that might be a reason that you would want to build it in analytics instead.

All right, so now let’s talk about a first report that can be used to help monitor delivery trends and find an anomaly. So you can use this to help you identify significant changes in delivery over time or identify specific signs that seem to have a little problem. So we’re going to create an email performance report. And in that, you’ll see a percent delivered column.

We’re going to focus on larger signs, so typically going to be hundreds or thousands of recipients, or I should say attempted sends, as the statistics for small sends might be skewed greatly by the actions of just one recipient.

And you can compare this percent delivered to a general benchmark of about 90% and above is good. Less than 90% might be concerning.

And you’ll want to identify any outlier sends that have a significantly different percent compared to what your usual delivered rate is.

And you can also use this report to compare over time. Is there a steady or sudden decline in delivery? In the same email performance report, you can go to the Setup tab and select the sent date to specify a particular date range so that you can focus on the emails that were sent during a particular time. You can also export this data and save either monthly or quarterly reports elsewhere in your shared files within your team so that you can compare beyond the 90-day data retention policy that MarketoEngage has. So the sends and delivered rates are only saved in MarketoEngage for that 90-day period. Now, in this example here, you can see a few things that I’ve circled. Let me grab my little pointer here. So you’ll notice that I have three different sends circled here. These two have a larger send amount. We’ve got over 1,000 in each of them. So those sound good. That’s going to fit within that larger send. If we looked at this other send here, we only had five intended recipients. So the fact that three of them did not get delivered ended up causing a really low percent delivered rate. So because it was really only three people that made a difference, we’re going to kind of ignore that. It’s too small of a send to really give us a good sense of what’s going on. However, with these larger sends, even though the amount of sends is pretty similar, you’ll notice that this one had a 97% delivered rate, while this one only had about 80%. Because this is a pretty large send and it had lower than 90% delivered, that might be a cause for concern. I’m probably going to want to dig into this a little bit more. And it can help to also compare against similar campaigns. You can see here, maybe all of these were in the same type of nurture series. So you probably are going to expect that they would have very similar impact or results.

So what do we do with that one that had that 80% delivery? We’re going to think about, is there anything different about that email send compared to what we usually send? With the audience, was it a newly acquired list that you had that you just imported, a list that you haven’t sent to in a while? Was it a lot of people from a specific company or domain? So what’s unusual about the audience? With the content, did you use any particular keywords that you don’t normally use? Or did you try something new and quirky with the subject line that might be a little bit different? With the sending domain, so the sender’s email address, did you have a different domain than you usually do? Was it a new brand that your company just acquired that maybe isn’t verified in Marketo Engage admin yet? We’ll talk about that later. So anything that might be different about it, we want to take note of. And in order to help troubleshoot what was different about the audience, you can use Smart Lists to help identify those traits. So we’ll talk a little bit about Smart Lists next. And you’ll be able to export that and analyze the information to see what characteristics, what values those audience members had, and see if there’s any trends there. All right, so now let’s look at another poll. So here’s a number of different options. Do you think it’s spammy? So if you see this particular word or trait in an email, do you think it would be considered spam? So you have a lot of different options here. Go ahead and select. You also have all of the above, none of the above. What do you think? Anything stand out to you? So go ahead and take a moment to select it in the poll.

And don’t worry about being right or wrong.

Give you just a couple more seconds.

All right, let’s see what people thought. It looks like just over half selected all of the above. So it’s kind of a trick question because sometimes it depends. But we’ll talk a little bit about the impact that some of these things might have in terms of whether it might be considered spammy based on what we know about those email providers and how they’re scoring the emails.

All right, so here’s some of those things. Free, that’s probably the most notorious keyword. Unfortunately, due to spammers and phishers, they’re trying to get people to interact. And they use free a lot because people like free things. So that doesn’t mean never use free. It just means that sometimes it can cause some issues, especially if you are peppering your whole email with free, free, free. Next one is emoji. So again, there’s not an all or nothing. It’s probably OK to use emoji every once in a while as appropriate, as well as other symbols. But if you have too many, it might seem a little bit spammy and could potentially be filtered. Now, so anything that’s conveying urgency. So similar to free, trying to create a sense of urgency is often a tactic used by spammers and phishers to try to get people to act without thinking. So using a lot of words and language around trying to limited now, anything like that could potentially trigger spam. A lot of these things, it’s kind of like there might be a threshold somewhere. Using it occasionally might be OK, but using it everywhere in your email constantly is probably going to be overkill. Click here. So click here is so generic. And even from an accessibility standpoint, not very helpful. So my tip is to be more specific in your call to action. Is it register for the webinar? Is it sign up for a trial? Those kinds of links are not going to be helpful. Those kinds of links are going to be more descriptive and more helpful and more persuasive to your recipient and probably less likely to be flagged by a potential filter. 100%. So again, lots of offers, numbers, discounts, things like that. Look for a balance. And lastly, all caps or funny fonts or strange formatting. Doesn’t make it more difficult to read your email and thus engage with the content, but it can also potentially trigger spam filters. So just a couple of thoughts and tips. Again, it’s not all or nothing, but just be aware that there could be some things in your content itself that might be a flag for those filters and impact your sender score.

All right. So now we’re going to look at another report, monitoring complaints. So we’re going to use this report to note the volume of recipients who have taken the time to formally complain that they were sent spam. So they’re not just unsubscribing. They’re actually taking that extra step. So some, but not all, of these ISPs or email providers are going to provide this kind of data back to Adobe via what’s called a feedback loop. So I just want to call that out because, for example, unfortunately, Gmail does not have that feedback loop with Adobe. So this is not accounting for everything, but it might give you some information about people who have formally complained. It can also catch anyone who has sent a direct abuse reports to Adobe. So people are actively seeking out, how do I make a complaint? What email address do I need to send this to? So this is, again, a little more serious. This is not just clicking unsubscribe or delete. So this is what it might look like. This is a people performance report. And you are grouping here by the unsubscribe reason.

So you can see here, it’s complaints to a particular Adobe or Marketo email address. So this is going to be, hopefully, rare. You definitely don’t want to see things here because, again, people have gone above and beyond to make this complaint. So if you see things here, you might want to consider what your practices are and see what you can do to improve it. And like I said, we are filtering down to the unsubscribe reason. And these ones contain the phrase complain in some fashion. All right, so now let’s look at monitoring database quality through reports. So what would we use this for? We’re going to identify sources that seem to have higher numbers or rates of non-marketable records because these might not be quality sources for your data. Spoiler alert, list imports, list purchases are notoriously a main culprit of these non-marketable records. And be sure to check your Adobe Marketo Engage contract for any language around list purchases because there is a lot of practices that might be common but are actually going against the terms of your contract. Now, your goal isn’t to have 0% non-marketable records because it’s going to be inevitable. People are going to change roles. They’re going to leave the company. They might do other things that are going to change what their marketability status is. So if you, for example, if people are making purchases and you’re not going to market to them anymore, they’re not going to be marketable. But you don’t want to have this happen in big batches. Where all of a sudden, you just hit a bunch of invalid emails. So we want to monitor that and keep track of what’s the status of our database overall. Now, this type of report is probably best done by the admins or marketing operations team to evaluate across the whole instance rather than focusing on a very small subset which marketers might be more interested in. That doesn’t mean you can’t as a marketer create this type of report within the particular types of campaigns or initiatives that you’re running. But just be aware it’s more effective globally.

All right. So what are we going to do here? So you’re going to create a people performance report and call it email invalid by source. So that’s what we’re going to look at first is where are these invalid emails coming from. In the Smart List tab, we added an email invalid equals to filter. And then in the setup, we’re going to group them by, first we’re going to set all time as the time frame. And now we’re going to group everyone by the source. Now, depending on how your instance is tracking source, this could be one of a number of different fields because Marketo engaged might not be stamping these by source. Marketo engaged might not be stamping these by default. Or you might have to have processes in place that are stamping them for you. So be sure to use whatever your instance is using consistently. So that might be person source, acquisition program, or the system field such as original source info or original source type. So those are all different options you might use. So pick which one is going to be the source of truth for your instance and where these records are coming from.

And then, as I mentioned, you can also change the time frame to all time is what I did in this example here.

So now that we have a report that shows us email invalid and where they came from, we can swap out that. We can clone it and swap out the filter for additional marketability or quality factors. So for example, email bounced activity. Email invalid accounts for certain types of bounces. But email bounced is going to be broader and might include additional types and categories of bounces. So it would be slightly different results here. You might look at unsubscribe equals true. And this might indicate that there’s a mismatch between the expectations or the permissions with the individuals. It’s natural that some folks will unsubscribe over time. But you don’t want to have a lot of people that are unsubscribing because they said, this isn’t what I thought I was going to get or I never signed up for this. And lastly, blocklisted is true. Now, blocklisted is not going to happen by itself. So that’s something that your marketing operations or admin team is actually helping to set through different smart campaigns. So how it’s identified depends on your organization. But they might be people that you don’t want to retain in your database. If it’s like embargoed countries you can’t solve to or competitors or things of that nature, how are they coming into your database in the first place and why? Now, one question you might think is, what about that field that says email suspended? Should we do a report on that? I would say no because that field is such a true based on certain types of hard bounces and it never resets. It simply allows the record to be emailable again after 24 hours of past. So this isn’t a field that will indefinitely be valuable for this type of information because it just means at some point in the past there was some sort of bounce. So we’re not going to create or I wouldn’t recommend creating a People Performance report for that.

All right, so now that we’ve created some different reports, let’s talk about smart lists that you can use within Marketo Engage to help do some of this discovery and auditing and whatnot. So first we’re going to look at some smart lists to monitor trends over 30, 60, 90 days. And so this will give us kind of a look over time at what’s going on. And this is essentially going to take your monitoring database quality reports a step further by actually surfacing the individual records that are falling into those reports. So that will allow you to have a little bit more insight into the details of the people that are actually making up those numbers in your reports.

We’re going to create sets of three smart lists to monitor the changes in the past 30 days, the past 60 days, and the past 90 days. Now, remember I mentioned something about the data retention policy. So there are certain types of data that’s retained in Marketo Engage only for a 90-day period. So 30, 60, 90 fits very well within that.

And you can compare the counts to see the change month over month.

And then you can also export those lists to further analyze them and look for commonalities that might not be directly available within the reports, within the People Performance Report, how we grouped by for certain fields. There might be some other traits or values or combinations that you can’t directly use that group by option for. So for example, if you wanted to try to understand were the people coming from certain companies or email domains, you might have to slice and dice those records a little bit more outside of Marketo Engage. But you could do that in a spreadsheet program like Excel.

Similarly, this type of smart list might be best done by admins or marketing operations folks to help evaluate across the entire instance. But if you’re a marketer, you might want to just focus on just the emails that are, you can create them within the marketing programs that you manage for email sends or other programs. All right, so first we’re going to create a smart list that’s called Hard Bounce Last 30 Days. So pretty straightforward. We’re going to add an email bounce filter with the constraints, email as any and date of activity in the past 30 days.

Now we’re going to clone that and name it Hard Bounce Last 60 Days. We’re going to update the date of activity constraint for that email bounce filter to the past 60 days. We’re also adding a second filter that the person is not a member of that Hard Bounce Last 30 Days. So basically trying to capture just the people who had hard bounces within the 30 to 60 day period. So these are mutually exclusive lists.

Now we’re going to clone that Hard Bounce 60 Days for Hard Bounce Last 90 Days. We’re going to update that date of activity constraint to in the past 90 days. And we’re going to add a third filter to say that the person is not a member of the hard bounce in last 60 days. Make sure that you have the filter operator set to use all filters. So now we have a list of people who had the hard bounces between 60 to 90. So again, these are all mutually exclusive lists. So now you can monitor the rolling trend, compare the numbers month to month. And then if you see something that’s changing, now all of a sudden the last 30 days, you’ve had twice as many of those bounces as you did previously. You can export that list and look into what’s different about it. Are there any trends within it of what those people are like? Now you can repeat this three smart list process for email bounce off. So we’re using a different filter, but it’s otherwise the same kind of process. You’re going to add to that filter minimum number of times is three. So that person must have three soft bounces, which are usually considered a temporary problem. But three is just kind of a general place to start. But it kind of depends on how many emails you send in a month. So if you only send one email a month, there’s no way that the person would have three bounces in 30 days. So just keep that in mind. You can also add an optional filter. If there was a not was delivered email filter with that same date of activity constraint and apply to each of those three lists. And this will essentially make sure that that person did not also have an email successfully delivered to them during that time period. But that means that people who all of a sudden started having soft bounces will be omitted just because they previously had received an email successfully.

So other attributes that you can use this three smart list process for include email invalid, block listed unsubscribe. So very similar to the reports that we set up, but now we’re able to see the people that make up the numbers in the reports. And then you can analyze them further. So for these particular filters, you’re going to swap out those email bounce filters for data value change filters looking at the attribute is either email invalid or block listed, et cetera. New value is true and the date of activity is in the past 30 days for the first list, 60 days, second list, et cetera. Plus add a filter for the attribute. So email invalid equals true.

And be sure to update the member of smart list references so that they’re pointing to the corresponding lists within that same trait.

OK, next smart list. We’re going to divide the database and we’re going to use this to help consistently target active records and or exclude inactive records in your database from your email sends. So we talked about one of the factors being engagement with your emails. So if you have folks that aren’t engaging with you, you might not want to be sending to them because that might hurt your delivery. So this might be most effective again at the instance level. So having the admin or marketing operations team create it. First, we’re going to create the smart list called inactive records. So it’s creating a regular smart list.

Now we’re adding filters for the inactivity. So there are some examples that you can see here in this animation. Not clicked an email, not opened email, not engaged with a dialogue for dynamic chat, not interacted with a documented dialogue, not filled out for, not visited by page. So these people are not doing any of the things that we are tracking in Marketo. And you can set the filter constraints to is any. So you can see here I’m selecting form name is any. So that just means we don’t have to specify any particular assets. And we’re just looking at that we’ve left the 30 day time period in there as the default here.

And be mindful again of that 90 day data retention policy for a lot of these activity types. Not all of them are. For example, form fills are good for I think 25 months. But a lot of these email engagement things might be only 90 days in Marketo engaged. An alternative approach which we aren’t going to talk in detail about is to actually have a last activity field, a custom field in your instance that’s being stamped every time a person engages. Because field values are always retained. And so you could use those for further reporting. You could use them in segmentation, et cetera. Whereas you can’t use these activity or inactivity filters in a segmentation.

All right. So we also want to add this not person was created filter with that same time period. So we had 30 days there. So we’ll have 30 days here. And that’s to avoid catching new records who just haven’t even had a chance to engage yet. If you haven’t even sent them an email yet, how are they going to click on an email? So we don’t want to accidentally mark them as inactive. Now we’re going to create a smart list of active records that have the positive person driven activity filter. So instead of not filled out form, we have filled out form. And we’re going to change the filter operator to use any filters. Because if they do any of these activities, they are engaging with us. Now what are you going to do with those smart lists? And again, ideally these are instance wide. So everyone can reference them. You can include your active records in your program templates by default. So every time that a person clones and sets up a new email campaign, a new newsletter, it’s going to already have that criteria in there to make sure that you’re narrowing down who you’re sending to to have the best possible engagement. Or you could exclude the inactive records by default. So you might need to think through what are the potential use cases or impacts there. But you do want to be very selective of when you’re sending to that inactive records group. Because these are the people who have not been doing activities with you. So you don’t want to have a sudden send that goes out to a whole bunch of inactive records that then causes a lot of problems with your delivery because the email providers are looking and saying, you’re emailing a bunch of people who aren’t engaging and maybe a bunch of them are going to bounce. So we don’t want to have a sudden change in what we’re doing there. One more tip here. So we looked at a few examples of the activity or inactivity filters. But the ones that you see in your instance might depend on what features you have, what integrations you have. So if you have another chat tool that you have integrated, you might see additional activity filters. And you can incorporate any or all of them into these active and inactive records smart lists.

All right. So now let’s move into steps that admins can take. So I just want to call out some of these other reports in smart lists. We said, well, even if you’re a marketer, you can still replicate some of this in the initiatives that you’re responsible for. But these steps are going to affect the entire instance and, in many cases, require admin access. So be sure to loop in your admin if that’s not your particular role. First big one is setting up the SPF and DKIM setting. So what this does is it verifies Marketo Engage as a legitimate sender for your domain. So that requires admin access. So what this is saying is if your email address is somethingsomethingatcompany.com, company.com as a domain says, yes, Marketo can send on our behalf. So in the Admin section, go to Email, navigate to the SPF DKIM tab, select Add Domain, and enter in the URL of the sending domain and click Add. And you’ll repeat this for each and every domain that you might be having as your email sender.

You’ll be able to click DKIM Details, which is what will pop up this particular dialog box, and share these details with your IT team. They’ll need to update what’s called the DNS records, which basically have to do with the domain. So you’ll need to work with them in order to accomplish this task. But you provide this information to them. They’ll also add a line, if applicable, to the DNS for the SPF. These are two different varieties of how email senders are verified or authenticated. And those records typically propagate within 24 hours. So within 24 hours, it will be verified within Marketo Engage, and you can safely send from that domain. Just quick tip, this is a little more advanced, but you’ll notice in the host record, it has M1 here. If your IT team says that they need to use M2 or M3, et cetera, be sure to work with the Marketo Engage support team to set that up behind the scenes. That’s not something that you can change within the admin yourself.

OK, so I know we’re getting close on time, so I’m going to try to get through the next few slides here. So now let’s look at using smart campaigns within Marketo Engage to take action on the database quality that we were monitoring through our reports in SmartList. So you can use batch or trigger campaigns to either set or reset marketability-related fields. And this is going to enforce the built-in Marketo Engage functionality that prevents emails from even trying to send to records that should not be sent to. So that works for email invalid, unsubscribed, blocklisted, marketing suspended. And you can build these smart campaigns in your default operational program that we talked about at the very beginning. And these are some examples that you can find in that OP email deliverability importable program as a head start. Or you can build a more comprehensive marketability management operational program to account for any number of reasons that a person should be made marketable or made unmarketable or made marketable again. So your organization needs to define what’s the criteria that best fits your database, your email frequency, et cetera.

So you can use a recurring batch campaign to make your inactive records list that we just talked about, marketing suspended. So that’s what we’re doing here. And basically, you’re just going to set your SmartList as a member of that SmartList called inactive records. And then in the flow, then you are going to use the change data value and set marketing suspended equals true.

Now, the inverse of that is you can set up another campaign to unsuspend the person. So if the person reengages, they fill out a form, for example, then you can change marketing suspended to false. But think of all the reasons that your organization might want to hold off on marketing to a particular person. So you don’t want to prematurely unsuspend them. So just take that into consideration.

All right, next option here, managing marketability for chronic bounces. So MarketoEngage leaves it up to you as an organization to decide what to do for multiple soft bounces or hard bounces of a certain category because it only marks certain bounce types as email and valid automatically. So for soft bounces, it’s not going to automatically do anything. So we can use batch campaigns to set the records to either email and valid equals true or marketing suspended equals true if the record has multiple of these soft bounce or hard bounce activities and no successful delivery in the past 90 days. So this is an example of one of the campaigns in the OP Email Deliverability Program that does just this. So you can definitely take advantage of that or customize it to your own needs. And consider resetting email and valid or marketing suspended based on the email address changing. Typically, that’s only going to happen if the record’s updated in the CRM since if the person fills out a new form with a new email address, it will create a net new record. So it’s going to happen a little less frequently. So here’s that example. Here’s what the smart list looks like in that chronically bouncing emails smart list that they were done going to mark as invalid.

OK, so we wanted to talk about some of the options some of the out of the box capabilities that every Marketaway engaged instance has. But I just wanted to call it a couple additional options that you might want to consider if your needs around deliverability are a little more advanced. So there’s a new provider for the deliverability power pack this year. And this tool offers additional insights into inbox placement, cents per hour, and more deliverability factors. So this is an example of a chart that’s showing some of the delivery rates. I think this was across the different ISPs. So if there’s Jmail, Yahoo, et cetera. So you get a lot more insights than what we did as part of our reports in smart list. There is also advanced reporting through Revenue Explorer, which offers percent complaints and number of complaints as measures within the reporting options.

All right. And then so that comes to the end of our webinar. So I’ll go ahead and turn it over to Amy for final thoughts and key takeaways.

Yeah, so thank you, everyone, for listening in. I know we are at time today. Here are some key takeaways for you to reference after the webinar. We will be sending out the slides in the next few days. So look out for the emails in your inbox. We also have a few suggested action items for you. If you are interested in testing out the tips and tricks that Beth shared earlier today, here are the few things that we recommend you to do. So these are the steps that you can also find in the follow-up email in the deck.