Session 6 - $6,400,000 Gemini Powered Partner Pipeline
===

Justin Zimmerman: [00:00:00] All right, Forrest, you're the lucky winner of last session of the day, best session of the day, with everybody's compounded knowledge and experience prompting everyone's openness to, uh, what's possible. And so you have, uh, had a lot of-- There was a lot of great sessions before yours, but yours is uniquely special because, especially the last session that people are in, it was very practical, very hands-on, and people were really impressed by, uh, what's possible.

Justin Zimmerman: And so I know your session's very similar. Um, I wanna give you the space and justice to do what most of the other speakers have done, uh, have as much time possible to show the audience what they've been working on and what they're doing. Uh, and by first starting off with just give us, like, an example of, uh, who you are, the company that you work with, the programs that you manage, and then some of the things that we're gonna learn here today.

Forest Yule Donovan: Great, Justin, good to see you always. Um, [00:01:00] I'm Forrest Donovan, and I work for FullStory. FullStory is a behavioral analytics platform. Uh, we work very, uh, closely with, uh, customers to help them understand how their, um, their users, their customers, and their employees are engaging with digital properties. Um, I've been here for about four years working with our, uh, hyperscaler partnerships, primarily with Google.

Forest Yule Donovan: Uh, but I've been working with Google, um, in a partner capacity for almost 10 years now. Um, and so, um, really excited to share this story with the group. Um, it, it was an, an interesting-- this has been an interesting evolution over the years. Um, and this, this last, uh, uh, crack at this was, was really, uh, really interesting and proved very fruitful.

Forest Yule Donovan: Um, I've been, you know, doing partner work for almost 20 years now. Um, you know, it's sup-super exciting times that we live in. Anybody who's been in partner work understands, um, we're [00:02:00] always under-resourced, uh, oftentimes undervalued. Um, but one of the things that I love most about th-this new AI world we live in is that I don't need to go get in line and go ask for, uh, support from marketing or from rev ops or from other parts of the organization to get something done.

Forest Yule Donovan: Uh, I can oftentimes do it myself. And this is-- uh, what I'm gonna share with you today is a bit of a case study in doing a lot of stuff myself, uh, that would've taken, uh, a lot of cross, uh, departmental collaboration, and frankly, just wouldn't have been able to move at this, the speed, uh, and pace with which we needed to move if I, if I had to go depend on others for, for some of the, um, the outputs here.

Forest Yule Donovan: Um- The event in question was, was Google Next. Um, we are a sponsor, FullStory was a sponsor at Google Next. We have been for several years. Um, and anyone who's been to Google Next knows it's, you know, like any other large [00:03:00] industry or customer conference, you know, whether it be Dreamforce or Adobe Summit or any others, it's just, there's thousands, tens of thousands of people there.

Forest Yule Donovan: There's hundreds and, and, you know, thousands of sponsors and partners and other conversations that you wanna try to have. Um, and oftentimes you're not able to cut through the noise of all of the attendees to understand who you wanna talk to and who you wanna target. Um, FullStory for years has, has run sidecar events to, to Google Next.

Forest Yule Donovan: You know, everyone does happy hours and other things, um, at these events. Um, we do something a little bit different. We do a very, um, targeted white glove event where we take, uh, a group of, of prospects and some customers out to a racetrack near Las Vegas, and we let them run five laps in a Ferrari or a Lamborghini or Porsche or supercar of their choice.

Forest Yule Donovan: It's an extremely, um, uh, uh, you know, [00:04:00] well sought after event. It's one, one of those things that people love doing. Um, people are, you know, always engaged and, and excited to do it. However, at the cost of $300 per head, it's not something that I can afford to get wrong in terms of who we invite and who we, we try to include.

Forest Yule Donovan: And with 30,000 employee, uh, excuse me, 30,000 attendees at an event like Google Next, it's very difficult to just eyeball or, you know, kind of spot check a list, uh, to understand, you know, who we should be targeting, which account, um, FSRs at Google we should reach out to, to try to, to broker introductions.

Forest Yule Donovan: It's, it's really difficult. So set out to tackle that problem with AI, um, and the evolution of what we were able to do with AI was, was really quite incredible. Um, so I'm excited to share that with you today

Forest Yule Donovan: All right. There we go. All right, so the first, the first problem that we had to solve for was really [00:05:00] prioritization. You know, with a list of 30,000 potential attendees, a larger list than that, quite frankly, potential attendees, if-- how do we find that 1% of best fit, uh, contacts that we can reach out to? And which of those are engaged with Google at a meaningful level where they, they're gonna have a relationship with their FSR, um, so that they can help invite and drive attendance to this event.

Forest Yule Donovan: So the first thing we did was we built a Gemini agent to act as a scoring rubric. Um, this, this scoring rubric, um, scored, you know, the 30,000-plus attendees on a s- on a scale from negative 50 to 100 based on things like our ICP, uh, fit, the lookalike factors, um, real-time research into their public earnings and, and, um, you know, blog posts and other, other kind of things related to any AI or data initiatives that were, uh, being broadcast into the public.

Forest Yule Donovan: Um, and it, and it returned a, uh, a score within minutes, uh, a stack rank list. You know, we started [00:06:00] with a list of 30,000. We got a stack rank list back within minutes, um, that reduced that list, uh, to really a, a top kind of 300. These are your absolute best prospects, you know, 90-plus. Those were the ones that we wanted to start with.

Forest Yule Donovan: Those are the ones that we wanted to reach out to immediately. Um, and we worked our way down that list in order. No longer was it just kind of spot-checking and eyeballing, you know, titles or companies that looked interesting. We were able to say, you know, these are n- net new prospects. These are prospects that have, uh, the right title.

Forest Yule Donovan: They've got initiatives underway, um, and we were able to, to stack rank that. And then the list came back with an actual justification. The agent was built to give you a justification as to, to why it selected, uh, why it ranked them the way that it did. So once we had the list, once we had that, you know, that 1% or the, you know, the prioritization of, of, uh, folks that we wanna reach out to, you know, the obvious next step became, well, how do we reach out at scale with [00:07:00] hyper-personalization?

Forest Yule Donovan: You know, we've already built that research agent, right? Um, we wanted to make sure that we're-- our outreach to them was, uh, personalized and spoke the language of the customer or the prospect rather. Um, and so, you know, the objective was, look, um, in order to, to get the, you know, the ride in the supercar, you have to agree to a 30-minute pre-event discovery call with our team, which You also need to be careful not just to get people who wanna go fast in cars, right?

Forest Yule Donovan: So you wanna make sure that you're actually landing on value, landing on solving a problem and, and vigorously trying to solve that problem for them. Um, and so that agent that we built that did the research now was able to pull specific public messaging, earnings, you know, press releases, et cetera, and it fed it into a copyright agent that we built.

Forest Yule Donovan: And the copywriting agent basically just took a lot of the, the content that we had and, uh, and put it into a- an outreach campaign using, [00:08:00] uh, Claude, uh, to, to run a sequence that now we can, can send very specific bespoke messaging to-- I'm sorry, I said Claude, I meant Clay. Um, using Clay, uh, i- and, and so hooking Clay up into, into outreach, we're able to send very bespoke messaging to each of these targets and each of the FSRs at Google who are aligned to those targets.

Forest Yule Donovan: And so rather than just saying something like, "Hey, you know, generic, come join us at our event," it's very specific to the, um, the, the company, their needs, their, their initiatives. Um, and it made it a much more, uh, personal and, and, uh, kind of, um, white glove outreach for a white glove event. So the bespoke email, um, you know, went to every single prospect that we were trying to get to.

Forest Yule Donovan: Um, it, it drove, you know, tremendous engagement and open rates. We had, [00:09:00] uh, almost immediately started seeing people signing up and registering to attend the event. So now, you know, we're like, "Okay, we've got to now prepare for these, these calls," right? We've got all these calls that we have to do, and, um, what we didn't wanna do is just show up with a cold outreach or a canned, you know, kind of a canned discovery script So the next step became, well, how do we arm the AEs pre and post-call?

Forest Yule Donovan: And so we took that same research agent and, um, we took that same research agent and we, uh, generated a custom 30-minute call plan/agenda, right? And so for the AEs, um, that, you know, were scheduled to have calls with their counterparts, we were able to create that agenda and drop it directly into Slack. Um, I'm gonna go ahead and show you an example of one of those right here.

Forest Yule Donovan: Um, and so you can see, now this is what the output looked like. This is a, a, [00:10:00] you know, live fire one with, with the, the candidates that we were talking to. Um, you know, the, the, the full story wedge, which is, you know, how do we create value for them? This is kind of the section two of the discovery call, the questions to ask, you know, icebreaker questions, uh, you know, potential objections and how to overcome them, language to use, language not to use.

Forest Yule Donovan: And we had a, um, you know, a really, really good success rate in, uh, taking those calls and, um, turning them into high-value opportunities. I'm sorry, I'm gonna have to mute this

Forest Yule Donovan: There we go. Um, so, uh, the next piece of this now is like, well, we're gonna have the calls. We're prepared. We're ready to have a conversation with them. We took transcripts from those calls, and we ran that back through another agent that we built, which was a qualification rubric. The qualification rubric was really powerful, right?

Forest Yule Donovan: Because it took [00:11:00] all of the concepts of the conversations that we had, uh, planned for. We had the research, uh, materials available to it, and then we fed all of that with the call transcript into the, the qualification rubric. And the, the impact of this was, you know, following the call, it was no longer was there a question whether or not this was a qualified opportunity or, you know, who else we needed to talk to.

Forest Yule Donovan: The- these qualification rubrics were extremely powerful. You know, if you come in here and you look, it's got your entry point score, it's got your message resonance score, it's got your, uh, stakeholder dynamic score. You know, it's got your, uh, competition and timing score. All of these things are in here, and then it gives you an overall total score, a deal, deal health summary.

Forest Yule Donovan: Uh, and all of this now is being shared with the AEs as part of the opportunity creation. You know, one of my KPIs amongst, you know, m- many is, uh, how much pipeline can I generate, uh, per quarter and, you know, through, through the partnership with Google. Um, [00:12:00] being able to have the receipts, being able to, you know, provide this to the AEs immediately following the call in a, uh, in a, in a Slack notification with all of the, uh, information, you know, related to that call, the next steps, the, you know, the potential weaknesses, uh, the, you know, the areas of opportunity, it was extremely powerful.

Forest Yule Donovan: And it-- That drove more than anything, you know, uh, the, the very, very, um, uh, short time from opportunity creation to opportunity qualification. So, you know, being able to remove some of the subjectivity from whether or not a deal is qualified, um, a- and make it an objective, uh, you know, provide an objective output as to why they should be, uh, qualifying this deal and why they should continue to work it, was extremely powerful.

Forest Yule Donovan: I, I think more than anything i- in this program, that, that call rubric, um, gave me a, a lot of, uh, uh, ability to, to move deals quickly

Forest Yule Donovan: All right, so by the numbers, what are the [00:13:00] results? Well, we had 70 pre-event discovery calls, you know, so, uh, from a list of 30,000, we sent I think about 1,500 invitations. We had, um, 160 organizations, um, si- uh, sign up, um, or rather individuals sign up a-across about 70 different companies. And so we had 70 pre-event discovery calls.

Forest Yule Donovan: Um, those attendees, um, uh, all, you know, participated in the, in the discovery call. We created 60 total opportunities. So what this tells me is that, that initial scoring rubric, the initial, uh, stack ranking rubric was really, really good because it, it did-- we didn't have a lot of conversations with people who were just not qualified, um, or organizations that were just not qualified.

Forest Yule Donovan: So we created s- 60 total opportunities, 40 of those qualified. About 20 of them qualified actually before the next conference even happened. Um, it [00:14:00] was, you know, we walked into the conference with, you know, millions of dollars in qualified pipe. As of today, we are sitting at $6.4 million in qualified pipe, some of that extremely advanced.

Forest Yule Donovan: Uh, some of that, you know, is, is pretty far down the road, close, close to close at this point. So overall, a very successful event, leveraging the AI tools that we have, uh, internally leveraging the, um, the, you know, the overall kind of existing workflow of the way our, our sellers engage with, with prospects.

Forest Yule Donovan: Uh, it was, it was, um, a, a very powerful event from a pipeline creation standpoint. The key takeaways, I think, for, for partner professionals really is like, look, big problems like sorting a list of 30,000 leads or managing 70 discovery calls with, with your AEs, uh, a- let AI do the heavy lifting for you, right?

Forest Yule Donovan: This, this allowed us, you know, as we allowed AI... See, I didn't need to go to mar-marketing or rev ops to, to [00:15:00] prioritize the list. I didn't need to go to marketing to write the copy. I didn't need to go to marketing, frankly, to even send through Marketo, 'cause we could, we could hook Clay up into Outreach and do it o-on our own.

Forest Yule Donovan: Um- This allowed us to have cognitive surplus to think about, you know, strategically, how can we make sure that all of our activities, all of our efforts, all of our, um, all the money frankly that we were, we're spending on this was going to generate quality pipeline that was going to, to, to close. Um, and this, you know, the, the allowing us to, to exist on kind of the right-hand side of that capability compression curve, the AI capability compression curve, we could operate in that, on the right-hand side of that curve, giving us the ability, uh, to focus on execution and relationships and not spreadsheets and copywriting and all of the, what I call donkey work of, of running a program like this.

Forest Yule Donovan: Um, again, not a traditional kind [00:16:00] of, you know, partner play necessarily, but at an event like, like Google Next, um, where you can work really closely with your FSR counterparts and, um, you know, to, to get to these accounts, to give them a reason to, you know, cut through the noise and, and surface Fullstory as a potential partner to, to, uh, investigate, uh, this was a really powerful and, and really useful, um, uh, program and, and it continues to, to pay, uh, p- to pay dividends.

Forest Yule Donovan: Thank you very much. 

Justin Zimmerman: Thank you. We actually have, uh, a nice abundance of time. I like how things are working out here for us. Uh, and so I think one of the things we can do right now is actually, uh, we've got a question in chat. And so, um, one question if you wanna look in there, uh, Forrest, underneath attendee chat.

Justin Zimmerman: Um, and if you have other questions from the audience, people can share them. Uh, I might even drop that sh- that Come On Here Live link again [00:17:00] with, uh, the audience 'cause we had some fun with that in one of our previous sessions. And so, uh, why don't we kinda take things in order here? And so if... Can you see that question, Forrest?

Forest Yule Donovan: Yeah, I can. So Lateef, um, one of the ways that we're able to, uh, get to that list is through our, um, our work with our ISE specialists at Google. Um, there is a dashboard that they have access to that gives us, uh, some ability to, to, uh, see wh- who from which accounts has registered for, uh, the event. It's a bit...

Forest Yule Donovan: That is a bit of a manual process. Um, you know, so admittedly, that's not something that we figured out a great way to identify yet. But, uh, having access to, um, at least spot check whether or not somebody who attended last year who we wanna talk to will be there this year, or who else from that account that we might wanna talk to will be there.

Forest Yule Donovan: So there was some manual list building that had to go into it. So, um, you know, that, that was a lot of kind of pre-effort in [00:18:00] the kind of February, March timeframe. Uh, and then when we got to the, kind of the end of March, early April is when all of this, you know, we had the list, we, you know, we prioritized.

Forest Yule Donovan: That's when we got to start the, the outreach to, to begin getting people engaged. I hope that answers your question. 

Justin Zimmerman: Yeah. Yeah. I mean, without the list, I mean, that's kind of- Everything, uh, you know, they, they say the money's in the list, and so I'm tell- I'm, I'm gonna pull this daring move again for us. Uh, I did this for the first time in my past session.

Justin Zimmerman: Uh, I know what happens now, and so I've just dropped into the chat a link that will bring anybody who, uh, has a question, wants to be heard, has something to say, uh, it'll bring them backstage, and then we can bring them on to have an interactive conversation with us. And so, uh, it's been a fun way, and as I design these events and sessions, there's always something new I'm trying.

Justin Zimmerman: Uh, some things work, some things don't. But it does seem like, uh, the ability to not just come to listen and learn, uh, from others, but actually participate, has been something people have been telling me they've [00:19:00] been enjoying. And so, uh, while we wait for other people, uh, to click that link, uh, and there's no guarantee anybody will, but I think there's at least one daring person who's got an opinion or a question.

Justin Zimmerman: And so, of course, there's Latif, uh, always, uh, willing to show up, um, to, uh, ask questions and engage with the audience. So Latif, are you in a place where your audio and video is playable? Um, let me know, and so as soon as... If you can turn on your video, I understand if you can't. Um, being able to bring the community together around these topics, I think is one of the next levels of, uh, experience I'm looking to, uh, bring together for us.

Justin Zimmerman: And so, um, if you, uh, love what you hear and you see, um, I've brought Latif on, and so you can keep your camera off if you're, um, you know, having this conversation in a bathroom or, uh, you know, somewhere where maybe the, the visuals aren't great. And so, uh, Latif, you wanna turn your audio on and, and ask some questions?

Justin Zimmerman: Yeah. There's a chance to engage with us. 

Latif: Are you able to, are you able to hear me? [00:20:00] 

Justin Zimmerman: Absolutely. 

Latif: So you've heard of the garage startup. I'm a bedroom startup, which is why I'm not turning my video on. But, uh, hey, Forrest, really, uh, uh, enjoyed your session there. That's just, uh, incredible. And, and, you know, of course, I asked the question about how do you get the list, and that's really where, uh, life starts.

Latif: That's the hardest part. But all the stuff that you've done, the automation around, uh, the white glove, uh, outreach, uh, you know, being bespoke in, in your outreach, doing the-- getting AI to do the research, the rubric score, all of that is, is absolutely brilliant. Um, would love to have a chat with you offline, uh, because we're building agents as well, um, to help with, um, you know, help, uh, SaaS companies generate partner pipeline and partner revenue.

Latif: So yeah, would, would look forward to, um, touching base with you. Yeah. 

Forest Yule Donovan: W-would love to. Yeah, my, my information is on the [00:21:00] opening slide, which I believe gets sent out as a PDF. Um, but I can, uh- 

Justin Zimmerman: I've also dropped, uh, your- ... I can drop my LinkedIn. I've dropped your LinkedIn there. Yeah, perfect. And so for anybody else who wants to have a, a personal outreach to Forrest about what he's built and what he's doing, uh, feel free to click that link.

Justin Zimmerman: It's an opportunity to connect with him and, uh, go deeper than what we can do here today. And so, um- Yeah. 

Forest Yule Donovan: I, I didn't, I didn't wanna get into the weeds necessarily a lot on this, but there's a, an interesting point, Latif, that it's worth noting is when you create the output of the, the, the email copy agent, when it...

Forest Yule Donovan: That copy agent, the output of that, we actually had to embed into a hidden field in Salesforce so that it can be pulled in as part of the, the, the, uh, um, the outreach, right? And so that was how we did it, 

Justin Zimmerman: you know, initially. A, a hidden field or a 

Forest Yule Donovan: custom field? Hidden. A hidden field. Yeah. So, so there's a...

Forest Yule Donovan: It's a custom field that's hidden. Like it's hidden from most people's view. Um, and, uh, but it... And it's, I think it's [00:22:00] like, I wanna say it's something like 2,600 character limit or some character limit that you can have. But it, it, it's a, uh, it's a great way to embed, um, some real detail into an account that you can then pull into, uh, that LLM framework when it's, you know, creating the- Yeah

Forest Yule Donovan: the output. 

Justin Zimmerman: Yeah, that's clever. I'm curious what you've named that field. 

Forest Yule Donovan: I forget what we named it. Yeah. Yeah. I forget. It was, uh, it was something, I think it might have been like Clay output field or something that, you know, we didn't, um, we- nobody can see except for the, the, uh, uh, the rev ops team. 

Justin Zimmerman: Yeah.

Justin Zimmerman: It's funny you bring that up is, so I've been trying to think of ways to, um, leverage the data I, I get and collect and use it in a custom per- custom output perspective. And the only solution I've seen so far, 'cause I'm on HubSpot, is exactly what you said, is like, uh, you ingest the data, you have the context in which people are engaging you and sharing that data with you, which is kind of part two.

Justin Zimmerman: And then the only way I was, I thought of is to like [00:23:00] create a custom field in HubSpot and then, uh, run the data and the context through whatever LLM tool to then draft that copy and content. And then I haven't figured out yet how to get it to format in a way that doesn't look like a just big old block of text.

Justin Zimmerman: And so- Yeah ... um, uh, how have you solved that, uh, challenge? Because the best outbound emails are actually like super text-based and non e- eight, uh, non-HTML based, which means like- Mm-hmm ... you can't really format it, uh, programmatically. Uh, and so at least I haven't seen how to do that yet. So if you have a solution, um, on how you've been able to get that customized c- uh, mm, email copy into not just like personal- personalized, but also in a format that doesn't look like a block of text in an email.

Forest Yule Donovan: Yeah. That, that took some doing. Um, so our stack is Salesforce outreach and Clay, and those three things together. And then obviously [00:24:00] Clay is, you know, has access to, you know, Gemini on the backend for, you know, as its LLM, which is what we use. I, I, um- The output was at first, the formatting was terrible. Um, our rev ops guy who's a clay wizard was able to figure out some ways to clean it up, I think through the prompting, and so made it, you know, much, um, much cleaner.

Forest Yule Donovan: The, um, it looks really good. I mean, it, it, I was really impressed with the way it, you know, it, it came out. Um And we were also really cognizant of, like, we didn't wanna just blast people with a bunch of AI slop. And so less is more in, in these cases, right? You don't want it to be, you know, uh, to elaborate and to start, you know, like, talking about things that, uh, you know, so you like...

Forest Yule Donovan: Sometimes too much, too much context is, is not a good thing, and so we try to keep it, uh, short and sweet and, you know, l- we felt like the offer kinda stood for [00:25:00] itself. So it's like, "Hey, we wanna meet with you. Come drive these cool cars. Here's why we think there's value. Um, click here to register," right?

Forest Yule Donovan: And that was the, um, you, it was a, that was the, the ask, right? And so we didn't, we didn't go into, like, these long, you know, drawn-out reasons as to why they should meet with us. It was a handful of things, one or two things about what, where we, where we thought we could drive specific value. And I think that approach worked really well 'cause it was consumable.

Forest Yule Donovan: It wasn't something somebody had to sit down and, like, read through. It was, you know, a paragraph. 

Justin Zimmerman: Well, I'm gonna have to play around with some of my prompting then and maybe figure some... I'll, I'll, I'm gonna, I'm gonna hit you up on LinkedIn, and I'm gonna ask you some questions about that. Um- You got it, man.

Justin Zimmerman: So I think if there's no other questions and nobody else wants to ask anything else, I think we've done some really good justice here throughout the day. And so I wanna first thank you, Forrest, for taking the time to put together the presentation, to share your ideas, and to be here with us to support the partnership community, who I do [00:26:00] think goes to, they, we do go to events, and we are in charge of getting pipeline from these types of sponsorships.

Justin Zimmerman: And so I think that's right there for us as well. And so, uh, uh, some final calls to action for all of you who are still here with us. Uh, first, let's show a little bit of love in the chats, and let's type the word Gemini or as close as we can spell it 'cause some of us are dyslexic like me. And so type the word Gem in the chats to let everybody know you got something out of it, especially our friend Forrest here.

Justin Zimmerman: Uh, that's number one. Uh, number two, I will be following up with each and every one of you, both, uh, those who are watching, uh, this live with us, and thank you for taking the time to invest in the community, to show up and make this fun and interactive. For those of you who are watching the replay, I'm sure you're getting, uh, I wanna say maybe a good amount of value, but not everything that's possible to have that live sensation and feeling.

Justin Zimmerman: And so we hope you can come join us, uh, next time as we do more interactive sessions where you can be a part of the event, not as only a spectake- spectator. So expect that [00:27:00] from me. Uh, and so I'll be following up with everybody, uh, with the emails, with the slide decks, with the prompts, with everything I can possibly get from all the speakers.

Justin Zimmerman: Uh, I've got my follow-up with everyone to, to make sure you have all the resources to take most advantage of, uh, your participation. And we'll call it membership even though it's free in, uh, the events that we post and put together. Uh, and then a, a final thank you to PartnerStack who makes these events, uh, free for us.

Justin Zimmerman: I know you could probably go to other events and they charge you money and probably for a good reason to learn these types of things, and this is all completely free. And so, uh, maybe one more little show of thank you and gratitude. Let's type the word Stack in part- in the chats to show our partner Stack friends, um, some love for helping make these events free for all of us.

Justin Zimmerman: And so that's it for me. This is our AI showcase for the week, for the month, and so I'll see everybody in July. Uh, and then for those of you who signed up for the demo day that's coming up next week, I will also, uh, be sending out some [00:28:00] emails and some reminders, so that way if you are truly looking for a new product PRM, uh, technology solution, uh, we'll be going through some of those, uh, real more product demo focused, uh, walkthroughs.

Justin Zimmerman: And so thank you, Forrest. Thank you for, uh, the odd- the time and investment and, uh, I'm gonna just wrap it up, and I'll give you the final word. So it's in your hands, Forrest. 

Forest Yule Donovan: Well, Justin, I, uh, I, you know, I feel like it's been, uh, you know, forever ago since you and I met at the Domain in, uh, here in Austin, and, uh, it's great that we've stayed connected all these years.

Forest Yule Donovan: So thanks for having me on, really appreciate it. I'm excited for the community that, you know, that you've, you've built here and, uh, I hope this was valuable to those who are listening, and please feel free to hit me up if you have questions. 

Justin Zimmerman: Yeah. Thank you, thank you. All right, everyone, back to work, back to, uh, building with AI and I'll see you all in email, Slack, text mess-