September 3, 2020
What consumer technology has now gone mainstream in enterprise communications?
Okay, we’ll spill the beans early — it’s the Engage by Cell two-way text messaging platform!
You won’t want to miss this fast-paced panel discussion featuring Banner Health, Association for Talent Development Greater Cincinnati, and Ironworkers Local Union 512 whose members span Minnesota, North Dakota, and Wisconsin. Plus, one of the country’s experts in two-way text messaging, Patty Ruland, will lead the conversation.
Patty Ruland 0:00 : Let's go ahead and close the poll and get started. Using mobile technology and text messaging as a means to communicate has always been important. It's, you know, email open rates or somewhere in the low 20% open rate where text messaging is more somewhere around a 98% open rate. And now especially with COVID, and the struggles of working remotely and so forth, people are distracted by their children being home doing their, you know, learning and pets and who's coming in who's going and who has to be here, and text messages have a quick way to communicate important information. So I am joined today by a fabulous panel that uses text messaging and mobile and they're going to kind of speak on their experiences. I'm joined by Sam from Banner Health, Betsy from ATD and Nate from the Ironworkers union. So when they say this isn't a diverse panel this is about these organizations are about it's different from each other as can possibly be. So let's go ahead and move the slide along. Our company is called Engage by Cell. We are the umbrella company for Give by Cell, Guide by Cell, and Train by Cell, all using mobile technology, mobile platforms, text messaging, and so forth. And we've been in this space for about 15 years, have over 4000 clients both domestically and internationally. I personally have been with the organization for over six years. I was joking around with our marketing team the other day, and I kind of gave myself the title of the "Text-Pert" because I'm not just an expert. I am an expert in text messaging. So again, we appreciate you joining us today. I'm gonna go ahead and we can advance the slide, turn it over to Sam from Banner Health. If you're not familiar with Banner Health, they are a nonprofit health system based in Phoenix, Arizona, which is where I'm located now with 28 hospitals, six or seven states, I think, and use mobile for a lot of different things - not heavy on the text message, but more with our mobile platform. But you also use it for some unique ways. Let's go ahead and advance the slide. And I'm going to turn it over to Sam to talk a little bit about her experience with mobile, what benefits she's had, whether objections or obstacles and so forth. So, Sam, why don't you share a little bit with us?
Samantha Hickert 2:50 : Hi, everybody. Thanks for having me. So like she said, I'm Sam Hickert. I work in an HR department and Banner Health, particularly with the physicians and advanced practice providers (APPs) all across the organization. And then most recently, with the pandemic going on, we really tapped into using Guide by Cell for the entire organization with our COVID-19 resources. So that's a little bit of an overview. Patti, do you want me to kind of speak to what the three screens are showing?
Patty Ruland 3:20 : Sure,
Samantha Hickert 3:23 : So the first one, if you look on your left hand side that connects, communicate and collaborate, that's a webinar that we put on for all physicians and APPs and this is especially right now. They are such an interesting group, because they're working really long hours. They're working all hands on deck in the field, and they're not sitting in front of a computer screen. So we're seeing that even when we have email communication going out from their direct leader, they're not opening it. We can see those open rates are really down and yet when they're speaking to my team, they're still saying like, what can you give us right now that we need, like we need to be connected with each other. We need some resources to get through this pandemic, and just you know, basic development. And so this webinar, we tapped into Guide by Cell and the reason why is because we can have physicians sign up for the webinar through the mobile app through Guide by Cell. We can host, put all of our PDFs, all of our video recordings of all the webinars on Guide by Cell. So I'm just a huge proponent of this platform. It's been great to be able to connect people and then you can shoot them text messages or have them pull this up right on their phone. So my organization I don't know about anybody's on the phone, but it's pretty hard to get to like the homepage of my organization. For example, from a cellular device, they prefer you to have your laptop, and a lot of our physicians just don't. So Guide by Cell has been our saving grace at getting physicians connected with each other and this webinar series. Then the middle screen, you see we actually use this for all provider onboarding. So any new physician or App that joins our Banner Health system, we use Guide by Cell for the whole thing. The middle one, we tried to make it look like it's an app. So you know, Guide by Cell is technically not an app. But the physicians don't know any of the wiser. So what we do is we send out a QR code that they scan, or they text "BH Onboarding" to a certain number and then they're connected with this right on their phones. We ask them to bookmark it, and they just think that they're on a normal onboarding app. You can see we have our video on there so uh, you know Guide by Cell really lets you customize. It really the sky's the limit, which is pretty cool. And you don't have to know coding or anything fancy like that, which I love. And then this last one, this covid 19 team member support tools. This is what I mentioned earlier that we all hands on deck created during the pandemic. So how do we give our all of our staff our 50,000 employees one place to go from their mobile? You know when they're tired they've been on 14 hour shifts with patients all day they're sitting in the break room they don't have their computer with them. How can they just pull up on their phone and be connected with anything that has any support that we're offering. So we connected everything both internal and external resources on Guide by Cell so this is the One Stop Shop again we tried to make it look like an app and what we did for this one is just really advertise in our organization: text a certain keyword to this 56512 number and bookmark it on your phone. We handed these out like with lunches that we gave to nurses and doctors. Just a little postcard that said text this number you'll be connected with any kind of support that we're offering, any kind of updates for this we posted our video updates on there and then what was cool is once they subscribed by texting in that number, then we were able to push out real life stories like you know, hey Banner heroes, healthcare heroes keep it up like so far we've saved 200 lives during this pandemic, and it's because of you and we were able to push out nice quotes and everything. So that's probably more than you wanted to hear. But I just love Guide by Cell. It's so flexible, you can use it for so many things and it really breaks down some of the barriers and technology that we're seeing in our organization with connecting our people.
Patty Ruland 7:20 : Yes, so Sam has brought up a ton of interesting things. First off, we don't pay her to say that. We appreciate that she likes our service. So not only do they use it for texting, but they also use it for a mobile repository. When she said, not everybody is sitting at a computer, not everybody. Some organizations people don't even have an email address. So the easiest way is to send them a quick text. I think what you've done with their COVID stuff is amazing because we run into so many organizations that have siloed information into these certain categories. And it's like, oh, do I go here for that or do I go here for that? Where do I look and you know, everybody's overworked and overtasked. You can't really call somebody and ask them. So you know, breaking down those walls, putting everything they could possibly need there. I'm sure it is a nice peace of mind for you knowing first off that you're able to give them this information. And secondly, that they don't have to, you know, make their job even harder just finding the simplest information. The other point you mentioned, yes, it has the look and feel of an app. Although it's not a native app, it's a mobile app. So there's no downloading required. There's no push updates that are necessary or anything like that. It doesn't have to sit on the App Store and the Play Store. And users are told how to access it by scanning a QR code or texting in to opt in to it.
Samantha Hickert 8:50 : I'm glad you mentioned that, Patty, because we actually had some complaints from our organization like you guys are making me download too many apps. And so this they don't like you said don't have to go to an app store to download it. They can just scan that QR code super quick. It's what restaurants are using now, as everybody's kind of familiar with that.
Yeah, that's a good win.
Patty Ruland 9:08 : Short code is making a comeback. I mean, it came down to oh gee, I have to download an app for my company, or I have to delete the pictures of my kids third birthday party because I don't have enough storage space on my phone. So we definitely hear that all the time. I am going to switch completely to a different type of use. We have Betsy with us from ATD, which is the Association for Talent Development, and they are great in professional development and so forth. You can see their mission there on the screen as well as their vision. And Betsy uses us for pushing out different types of text reminders, I know they host webinar series, they hold conferences and they use it for a mobile conference app and so forth. So why don't you go ahead and advance the slide. And again, this is Betsy Young from Greater Cincinnati ATD. Welcome, Betsy, why don't you kind of share a little bit more about what brought you to, you know, Engage by Cell, or what benefits you're using with texting on the platform and so forth.
Betsy Young 10:28 : Hi, um, as I said, my name is Betsy Young. I live in Cincinnati, Ohio, and I'm the web administrator for a professional nonprofit that mainly caters to trainers, people who design learning modules, people who do instructional design coaches. We are member based or a member based organization, and our mission at this point is really just to educate and to have value add for our membership. So it's very important to stay connected and to communicate in various different ways. And as the sole person that does most of the communication I do, I use everything. I use Engage by Cell. We primarily use the app like product for our annual conferences as Patty mentioned, but for everyday use by text message, in addition to email marketing and social media. A lot of times as you can see on the left image, I send reminders. If they're registered for a webinar, it's just to remind them and I find that people are very excited about that because they forget. You know, we live in this kind of world where, you know, you get so many things happening, and we forget, and, and so that's the main purpose for doing that. But I will send you know, targeted email messages to certain groups like we have special interest groups. So I have lists that are consistent people who attend our special interest groups. And then I will remind them that we have, you know, that event coming up. Or I might just take all the lists that we have including our entire database and send them a text message, always with the option to opt out, of course. And I have found that every time I send a text message we get registrations immediately. But anyway, that's a good example on the right. A promotional item a, you know, just reminding people about events that we have coming up. And in these times of COVID, we have been offering all virtual events, all webinars, and all special interest groups are free for our chapter members to attend, in addition to regional ATD chapter members with a promo code. So the only people that pay for our events during this time are people that are just considered guests you know, that don't fall into those categories. So it's imperative that we just continue to maintain our memberships. If any of you have organizations that rely on memberships or donations, it's important to keep these people on board. We want to give back at this time. We are a nonprofit after all. And the only other thing I was going to say is the image in the middle is an example of what we do in our fall conference. We're not having a fall conference this year. We're hoping that we will be able to do it in person again next year. If not, then it'll be a virtual experience. But that's an example of what we've done for the conference when we can list the keynote speaker, all the breakouts, the schedule, social media links. And as Sam said before, what's so awesome about it is that we could just put a QR code or email them a QR code or a link and they can just type the number then and their text and receive the link. And all you do is share the shortcut on your, on your phone. And you can have access to it all day long.
Patty Ruland 14:09 : Exactly. I mean, you just bookmark it. If it's a little icon, it looks just like you know, your Facebook app and your Netflix app, and everything else. You did mention something interesting about your lists. So you can have as many lists as you want. You can segment on your levels of membership, or, you know, you have part time members about part time members, full time members, board members, things like that. And people can sit in more than one list. And then when you want to send out your messaging, you just tick off the list you want that message to go and it automatically goes and then of course you could have your general list. You brought up something also about being a nonprofit. We actually hosted a webinar yesterday on mobile fundraising, text to donate and so forth. Organizations like them and yours, they're struggling. So to have that constant communication with your members with, you know, the potential donors and so forth, is really beneficial because we honestly, we don't know how long this is going to last. I mean, nobody has a crystal ball to see, okay, this is going to end in a couple of weeks or, you know, so in the meantime, this is a really easy way to communicate. It's an easy way for responses. We also have a two way text message platform where people can text back to you once you've text to them. The great thing is, like I said, everybody uses text messages in their personal life. So if you would have thought it would have transferred into the corporate world a little sooner, but I think people were a little concerned about cell phone plans and things like that. It's kind of just starting to pick up now that people aren't necessarily checking email or having email or not in a desk or you know, running around just trying to get through the day. So, Betsy thank you. We can move ahead to the next slide. Now we've gone from healthcare to a nonprofit organization that helps trainers, and I think Nate, you're my favorite. We got some muscle in here. You are with the Ironworkers Local Union 512 based in Minnesota and North Dakota and 21 counties in Wisconsin. And you deal with these tough journeymen and apprentices and guys working on the field. I know you had to jump off earlier because you had an emergency meeting about getting some people to do some stuff. But you found that text messaging is great for your community, because let's face it, if I'm busy doing a job, I don't necessarily have time to stop and check my email and so forth. So let's advance the slide to show some examples. So why don't you share a little bit about what brought you to texting?
Nate O'Reilly 17:10 : I guess, a little bit about our organization. As Patty said there, we are a building construction trade union labor organization. The numbers there are pretty close. We have about 1,800 journeymen, active journeymen and apprentices. We also have about another 2,500 retirees, and then we include families and all of that. So all told, between our members, retirees and their families, we've got about 8,000 throughout our region. What brought us to it was communications with our membership being scattered all over. We're not very technologically advanced folks, so you know, the old way or for years has always been to get a notice out about something is to type up a letter, stuff the envelopes, put a stamp on it and mail that out. Well, our members, and you see the large geographic area that we are in, a lot of our members, they travel for work, you know, they're they're out of town for the week or a couple of weeks at a time. So that goes to the mailbox and sits there doesn't even get opened. And then just the fact of the numbers of people that actually open, you know, a mail out of the mailbox and read it, versus sending emails and how few people pay attention to that. But what really moved us forward with this was that something like 90 to 95% of text messages are opened and read within 15 minutes of receiving. So that was really attractive in the last one. We looked at doing this and I can't talk about how great it is. You're looking at the screen there. We send
Patty Ruland 18:53 : Yes, why don't you explain some examples of what those messages are.
Nate O'Reilly 18:59 : Okay, yeah, I was, from what I see on my screen here though the one on the left, we have monthly membership meetings. They're on the same day, every month. They have been for a long time, or Tuesday of the month. But of course, our members, they're busy, active lives, you know, they have wives, family, children, everything going on. And just that simple a reminder that we send out monthly, the Friday or Monday before our Tuesday meeting has increased our participation by about 30 to 40%
Patty Ruland 19:32 : Wow.
Nate O'Reilly 19:33 : You know, people get busy in their lives and you know, whatever they kind of forget about it and go on, but that immediate reminder just before it's happening, you get more people to come.
Patty Ruland 19:45 : It's that little tap on the shoulder saying, "Hey, you got something going on here's a reminder."
Nate O'Reilly 19:50 : Yep. And you know, the folks are out there on the job site and they're working and we try to send that just before lunchtime or something because we know they're all going to a break trailer and they get it. They're talking about it and encouraging their fellow members to come to a meeting as well. So that's been a great help. And now with the whole COVID world and things like that, again, increasing our communication, we had been looking at doing a Zoom thing, prior to COVID. We bought the equipment and had that sitting there and got it set up now. So now we offer our meetings, both online and in person. And we use the texting platform to get out the Zoom links to the folks. So we'll use texting to remind them about the meeting, and then they can send an email to get an invite through Zoom there.
Patty Ruland 20:47 : And because again, your folks aren't sitting around in front of the computer just waiting for that email to come in.
Nate O'Reilly 20:54 : Nope, they're not there. Not at all. But you know, the one on the left where it says, that's a link to the meeting, so it's extremely easy for them to use. They'll click on that. That opens up their email client on their phone, and they just have to hit send, or, yes, please invite me. From there, we get that they want it, and we reply through the email with a Zoom link for joining the meeting. So that's, that's like the main thing. We use it a couple of times a month on these things, and it works great. The one in the middle. We have different functions. Our members have the opportunity to vote on various things. That's our allocation. So we have a raise. That vote takes place on a Saturday again, put it out to the members to remind them and again, that one has a link in it as well. So being only 160 characters, being able to send a text, we can provide those links. So that link takes it to a hidden page on our website for members only. They can read a full page letter with more details, more instructions that you know is not necessarily top secret or anything but, you know, communication we'd prefer just to keep between our organization in our membership.
Patty Ruland 22:20 : Absolutely I'm gonna sort of put you on the spot because admittedly, you are not a tech geek. So how difficult was it for you to start using our texting platform?
Nate O'Reilly 22:35 : It was super easy. The biggest challenge for us was migrating our membership list into it. But that wasn't that big of a challenge because through the system we have for our membership roster, downloaded it into an Excel file, formatted it appropriately and that was you know, figuring out that it matched the proper format for the texting platform, and then uploaded it to it. That's it. That simple. Again, I'm not a tech geek, but you with a half an hour of working it, we had it up and ready to go and sent out our first one within an hour for testing it. The other thing that is really nice about it is within the platform itself, creating the different lists. So once we have, say, our so-called master list, now we break it down to a bunch of different lists. If we just want to communicate with retirees, we can send that out. If we just want to communicate with our apprentices, we have a women's group that meets and they communicate and we have, you know, helped them out so they have their own subset list to communicate things. So all of the various lists, populating them, and separating it out. And again, if you know anything about Excel, you can kind of do the work within an Excel spreadsheet, and then just upload it. So, again, super easy to use for us, which is why we like it so much.
Patty Ruland 24:16 : Yeah. One of the other great things about working with the Engage by Cell organization is our team and the support. I know Sam is talking frequently with our customer success manager. I'm sure Nate you went through training with Fred and so forth, our Client Training Manager. We're not the type of organization where you just go online, you just buy something and you get some texts and send it out. I mean, we're really here to help you succeed. We want you to be able to make the most of the service. We offer brainstorming sessions, ongoing training and so forth. That's been a positive experience for most of you?
Betsy Young 25:06 : Yes, I mean, I have found that. You know, any problem that I have, I just called Patty. That day, it always happens or if she's not there, I still, she'll call me back really fast. So I've had excellent customer service for any issues that I've had. So we've been very, very happy with it.
Patty Ruland 25:27 : Excellent. Well, I appreciate you guys for joining us and being open to sharing your stories. What I'm going to do now is open it up to the questions in the chat. And let's see what we have here. Forgive me, my eyesight is not so great. So if anybody on the call has some specific questions for one of our speakers, let me know, and we'll go ahead and get those addressed. Somebody had asked something earlier about sending out invitations and so forth. And I can address that. Yes, it's definitely something you could do. You could text our invitation via MMS which is multimedia so it can include an image, a GIF, a video and so forth. Our platform does support both SMS which is your straight text messaging, and MMS. Let us go ahead and see what else. Okay, maybe we'll see who wants to field this. How did you build your list of permission to text?
Nate O'Reilly 26:40 : I guess with us and we had checked with legal counsel on it too, is that they are already our members and as them being part of our organization already, we don't have to get the permission there. They're already our members, so we have their permission to contact them. So we don't actually, I think how some of the other folks have to do it to get the permission like if you're a business looking for outside folks, but for us, we've already got their permission, and of course, they can recind it if they so choose.
Patty Ruland 27:16 : Right. I think the other option is to have people voluntarily opt in. And again, that's by texting the keyword to the shortcode. We have a question specifically for Sam. Where are you housing your videos on your onboarding site? Is there like just a section on onboarding or are you using, what type of videos you're using? And is it just a link to it? Are they being stored there?
Samantha Hickert 27:45 : Yeah, that's a really good question. I actually just figured out a new shortcut in Guide by Cell yesterday for this. So on our onboarding page that you saw specifically, that's actually housed somewhere else. I think it's like video. It's a different email address. So basically I uploaded the link in Guide by Cell and then when they click what looks like the play button, it takes them to that link. However, yesterday, I figured out that you can actually get the embed link, and then embed your videos directly onto Guide by Cell. So now on our newer ones, like our webinar recordings, people can go to the Guide by Cell and then right there is the video just embedded. They don't have to leave the page at all. So that's super handy and really easy to do.
Patty Ruland 28:28 : Excellent. Yeah, you can on our mobile platform, you can house just about any type of equipment, audio or any type of content, audio files, video files, PowerPoints, PDFs, Excel spreadsheets, complete suite of engagement, so you can do quizzing and surveying and polling. As Betsy uses it, you can create an app for conferences. We've got some fun little scavenger hunt features or photo features where people can upload a photo of themselves and introduce themselves. If they spot a problem, they can send a photo and it goes into the site and so forth. So there's a lot of flexibility. Let me go back to our questions here. And this is from Mike. Hi, Mike, is texting two-way? Can the recipient send text back to the organization? What is the workflow for responding to those messages? Nate, I think you do some two way text messaging so your users can send text messages back?
Nate O'Reilly 29:31 : Um, yes, we do a little bit. It's not a lot though, you know, because we got to log into the platform myself or any of the other admins to respond to it. We do leave it open and we do get back to the folks. But for the most part, it's pretty much just a one way communication going out from us to them, and then, you know, so yeah, I wouldn't say we use it a whole lot for the two way responses from our members.
Patty Ruland 30:04 : But Mike to answer your question, yes, it can be used for two-way. People can reply with their text messages. You can be notified when somebody does send in a reply or you can just, you know, have a standard default message saying someone will get back to you. And then we have some folks that will check it, you know, daily or every couple of days or weekly and so forth. Um, let's see what else we have here from the audience. Can you separate out the different departments so that someone can opt out of the fundraising side and not out of the engagement for invitations? Um, yeah, we can segment or you can go in and remove somebody individually. So that way they can be on the list they want. When somebody texts in or opts in, there's also a way that you can set it up so they can choose what they want to receive information about whether it's, you know, let's use Sam as an example. If they want to opt into the COVID information list, if they want to opt in about community events that are being hosted, if they want to opt in to, you know, maybe refer an employee type thing. So we have a way that people can self enroll in different lists to get messaging.
Sam wrote, "They have the best customer service." Thanks. Let's see what else do we have here guys, keep your questions coming in. We have a few more minutes to go. So one of the questions we get all the time is, you know how many Administrators can there be on the site? Now I know, Sam, you're an administrator on your site, but do you have other folks helping you out?
Samantha Hickert 32:11 : Yeah, and I would say like of all Banner, I don't know the exact number, but I mean, there's like probably 100 people that use Guide by Cell in different ways to all those administrators. It's so easy to add an administrator too. That's kind of nice.
Patty Ruland 32:27 : I know I would ask Betsy, but Betsy is like a one woman show. She handles pretty much everything. She's a godsend to her organization. Let's see the comment. Can we separate different departments? Um, have you ever used the system for contract ratification or other member consensus? If so, is there a way to record the votes. And that was to Nate.
Nate O'Reilly 33:05 : Um, yeah, I answered in the chat as well. But the platform does appear to have those capabilities and the ability for us to use that for such things, you know, for member votes or something. We haven't done it yet. We are looking at doing it, you know, are looking at the possibility of doing it and how that could all work for us. I think it'd be very useful, you know, again, our geographic location with only three offices throughout it, you know, some, members being a long way. So, to answer the question, yes, we're looking into it. But more to come on it. I mean, we've only been involved with this, I think we came online in December or November of last year.
Patty Ruland 33:50 : You came on. I mean, you were lucky to have something already implemented. I know you were just starting out and it was new to you, but before COVID started. So you were able to kind of hit the ground running once, you know, the stuff started to hit the fan and you're having all these challenges. So I think, you know, we find a lot of organizations have come to us once it hit or as is started, and they're seeing the benefits almost immediately. Folks like Sam, she's been around, you know, for how many how many years has Banner been with us?
Samantha Hickert 34:29 : Oh, I don't know how much Banner. I've been with them for three years. I would say probably at least double that for us.
Patty Ruland 34:35 : Yeah. And Betsy has been with us for a couple of years. Um, so I think part of the reason is, we provide an excellent product. We provide excellent support, and it's super easy to use. Those are the three things that I'd love for everybody on the call to understand. Like I said, we have three entirely different organizations all using it for different types of communications for different purposes. And the platform is customizable and works for their individual needs. So let's just see if there are any last minute questions here. If anybody on the call is interested in seeing a demo of either our text messaging platform or mobile platform, why don't you go ahead and put your name and email address in the chat window. And we'll give you a couple of minutes to do that. Start time: so how quickly were you, someone asked how quickly you can get up and running? Sam, you kind of inherited the system. But Betsy, you started out with us pretty much fresh.
Betsy Young 35:55 : Literally, one hour. I mean, you know like setting up something for an event like we did for the conference, you have to build it up. But then the next year I used it, I just pretty much just already had it built, and I just cut and paste after that, and you know, did some modification. But literally, it's like a few hours of, you know, you can get your basic set up as, you know, mobile platform set up. And as far as text messaging goes, it's similar to what Nate said. It's just that the only stumbling block might be if you don't read directions, like sometimes I'd like to figure it out. You know, making sure that you mask your list correctly in order to upload it. It's literally like uploading an Excel file. Naming your group and, then you just send the text. It's super easy. And the other thing I should add is you can schedule text messages. So that's something that I didn't mention before. So sometimes I like to work ahead because they also work for another nonprofit, Project Managers PMI. So I'm always kind of scheduling things I'd like to go out at different times. And if I know, since I work for myself, I know that I'm going to be busy a certain day, I can always send those text messages to go out at any time that I want.
Patty Ruland 37:17 : Right? You can do that with your monthly meetings. You could set one for August, one for September, one for October. Set it, decide what date you wanted to go out, on what time you wanted to go out, and it's pretty much set it and forget it. And through the magic of technology, it lands in somebody's cell phone.
Nate O'Reilly 37:36 : Yeah, absolutely. I guess I probably failed to mention that earlier. You know, for example, this weekend, we've got Labor Day coming up. We've already got a message scheduled to go out on Monday. And that's set as a one time thing. Our monthly meetings can be set to recurring. So we've set it up one time, the same message goes out at the same time each month. So yeah, that's a great feature of it, too.
Patty Ruland 38:00 : Excellent. Well, again, like I said, if you're interested in seeing a demo of our services, go ahead and throw your name and email address in the chat window. On behalf of myself and Engage by Cell, I want to thank our speakers today, Sam, Betsy and Nate. We know everybody's busy, so we truly do appreciate your time and sharing your stories, your experiences, what's worked for you and so forth. So on behalf of all of us, I want to thank everybody for joining us today. We appreciate it. And we look forward to chatting with you soon. Thanks, everybody. Have a great day.
Nate O'Reilly 38:42 : Thank you so much for chatting