The Manufacturing Executive
The Manufacturing Executive

Episode · 2 years ago

How to Create Video Marketing that Drives Results in the Industrial Sector w/ Danny Gonzales

ABOUT THIS EPISODE

By 2022 online videos will make up more than 82% of consumer internet traffic. That's 15 times more than in 2017, according to a recent study by Cisco.  

Video is how your buyers want to consume information, so it's exactly how you need to deliver it to them. 

On this episode of The Manufacturing Executive Show, Danny Gonzales, CEO of both Industrial Sage and Optimum Productions, talked about driving growth through video production in the industrial sector. 

Here's what we discussed with Danny:  

  • How some industrial companies are using video to their advantage already 
  • Shifting your message from traditional marketing to the way buyers buy now 
  • How salespeople can make one-to-one messaging videos using their webcams and distribute them via video cards 
  • The way to get started in video marketing right now (and now's the perfect time!)  

Resources Mentioned in the Episode: 

Industrialsage.com 

Monique Elliot of Schneider Electric 

Malika Waller of Landis+Gyr 

To ensure that you never miss an episode of The Manufacturing Show, subscribe on Apple Podcasts, or Spotify, or here.

What better way to do it then to, you know, put a camera on other people like them who are experiencing these same issues and that let them tell their story. Welcome to the manufacturing executive podcast, where we explore the strategies and experiences that are driving midsize manufacturers forward. Here you'll discover new insights from passionate manufacturing leaders who have compelling stories to share about their successes and struggles, and you'll learn from B tob sales and marketing experts about how to apply actionable business development strategies inside your business. Let's get into the show. Welcome to the manufacturing executive podcast. I'm Joe Sullivan, your host and a cofounder of the Industrial Marketing Agency guerrilla seventy six. There are a lot of reasons why I'm super excited about our episode today, which is an interview with an expert and video production, and specifically inside of the industrial sector. But let me throw a pretty staggering statistic out there before I introduce him. A recent study by Cisco shows that by two thousand and twenty two online videos will make up more than eighty two percent consumer internet traffic, and that's fifteen times higher than it was in two thousand and seventeen, and there are a lot of stats like this out there that just really point to content consumption shifting to video, and numbers like this just kind of blow my mind. But you can see it happening all around you. You search for something in Google, you scroll through your linked in feed and you see more and more video. So the reality is this. If this is how your buyers want to consume information, then it's exactly how we need to be delivering it to them. So let me take a moment to introduce Danny Gonzalez of industrial sage and optimum productions. As an Atlanta native, Danny discovered his passion for video production while volunteering as a missionary in Mexico after high school. Later, his extensive career experience in the world of digital video creation and marketing with companies throughout Georgia, let him be found optimum productions, a full service video marketing company, in March...

...of two thousand and seven. Danny's personal mission in life is not only to spur creativity and drive results, but also to be actively involved and to consistently present positive and meaningful messages for the betterment of our local community. And the world at large. Danny has over fifteen years of experience and marketing strategy and video production, working nationally and internationally. Maintaining a detailed marketing strategy, meaningful business insights and creative vision gives Danny the ability to routinely exercise his left and right brain equally on the daily basis. For his clients, his unique talents, approach and accomplishments are on matched, as he continually garners award winning results, including nine telly awards for client productions. He's driven by results are and, ultimately, solving clients challenges with innovative video solutions. Danny resides and coming Georgia with his wife, Julie, and they have been blessed with four beautiful children. Danny also enjoy spending time with his family, playing golf, cooking on the Big Green Egg, flying his drone, watching movies and racking up hours in the air with his private pilot's license. Danny, thanks for joining us. Hey, thank you for having me. Super excited to be here. Awesome. So it's always interesting to learn a few little nuggets about people that you'd have never otherwise known. I got to ask you about your pilot's license. Yeah, so that's a just a awesome hobby of mine that I was, you know, to one of those what do they say? You know, those bucket list item things. So I got it a couple of years ago after putting it off and putting it off and putting it off because, you know, I was busy, and then, anyways, was said, you know what, I don't think in the last several years I've gotten any less busy, so I need to go ahead and do this. So yeah, I got a couple years ago and I absolutely love it. It's a great way to kind of, you know, take your mind off things and and you know, if it's is actually an interesting aside that I've kind of learned anecdotally after getting this license. There's actually a lot of manufacturers, a lot of founders and CEOS of her pilots as well, which I did not yeah, I didn't know that at time. Then it would just come...

...up all the time and conversation. You go to conference room, you like Hey, so what is it is in a beach king? Are Like, Oh, yeah, you know. Oh, well, it's really funny. And Oh, you know, you know Bob over there, he's got a TVM, you know, eight hundred and fifty, like Oh wow, that's cool and you know, and it was just the small little you know. I don't know, maybe it's because if like, you know, part engineering and and and part of the just just the sense of freedom and their entrepreneurs and there's something there, I think. But yeah, I love it. Is Awesome. The well, a nice way to, you know, start conversations with the right people. If there's some you know, some overlap, though, it's pretty cool. Exactly how often do you get up in the air? Not Enough, so I would say. You know, lately it's been at maybe once a week, you know, maybe a couple times in turn the month. So yeah, I just I've nothing. I don't find anything fancy. It's a little little two seater diamond point, Diamond Twenty. It's like on a glider profile. So it's pretty big and lightweight. Doesn't go super fast, but it's a lot of fun, awesome. Love it. Well, I stumbled across industrial sage a few years ago and I was immediately drawn to all the video content that you guys produce and you know, like like in the Intro, I know, sort of mentioning there's just more and more and more video content emerging all around us, everywhere we kind of are, especially online, and you know, you kind of see two ends of a spectrum. On one end there's all the homemade stuff that people are shooting on their iphones, which for a lot of purposes is great. It's video is accessible to the average person now and it has its place recordings of zoom meetings this year and in particular ever since covid hit. And then on the other end of the spectrum there's always been this sort of super high budget brand story type of stuff, you know, multiple professional videographers, lots of post production, and there's there hasn't been a lot in between. I feel like a lot of times it's been sort of both ends as a spectrum, and I think what caught my attention with you guys is you're bringing that professional quality video production into a really, you know, sort of human, tangible,...

...authentic, you know, setting with conversations in the interviews that you do with with manufacturing experts, and I noticed also, you know, not too long ago, like Modex, you guys interviewed something like a hundred fifty manufacturing people, and so I just love your approach. There and I'd love for you to first sort of kick this off by telling your listeners a little bit about industrial stage and how you came to be, and then we'll sort of dive into video production. Yeah, so, so industrial stage essentially was what I dub as the great experiment and the really here's the backstory on it. So the set that you're seeing, if you know, if you're looking at the video I bought a couple years ago. You know, I guess to set the stage is often productions. As traditionally a you know, Video Marketing Agency that I've had since two thousand and seven, and you know, we kept running into challenges where companies would need to, you know, do like a town hall or do some sort of you know, more staged type of content that would be internally for corporation or externally, and we you you'd go to, you know, a conference room or you'd go rent a hotel room and it was just really hard to make it look great without spending a ton of money. So what we did is said, hey, why don't we invest in something and then they can come here, we build a platform they can go off of. But it's one of those things that it's really hard to sell something you can't see. So we said, all right, well, let's show people how you need to be shaping your content and why you need to be doing it on an ongoing basis and why, specifically, we feel that video is a huge valuable asset it and there's multiple reasons for that, which we'll get into. So we said, okay, let's create our own show, and it was either going to be basically local business stories and the Atlanta area or something that was gonna be a little bit more focused. And we have a had a lot of clients in the industrially manufacturing space and we said, you know what, let's focus on that, let's go there, and that's essention of what happened. In the goal was really it was a one as a weekly show where interview, you know, executives and different people in the sales and marketing space in the manufacturing industrial areas, and then...

...just kind of grow from there. And then, you know, within the last year or so, maybe before that, started making a little bit more of a pivot. As you know, companies started coming US and saying, Hey, how can you guys help us and how can you you know, how can we get on your platform. We'd love to come in and we'd like to do a series, but maybe not on sales and marketing, but on you know, ARP or doing something on you know, lean, lean six sigma or what have you. So we are have since started making a pretty big pivot and are the the goal of industrial stage now is really to be an open platform for basically you know companies able to come in and be able to contribute content. It's for the it's for the the professionals. Think of a Cheddar or buzzfeed kind of type play. We're kind of creating that for the industrial space. So that's where you know, I know you guys have you've got some articles you've put on industrial stage. It's great. We've got video country of other companies that are coming in and they're starting to kick off their own series that'll live underneath the industrial stage banner and that's really the goal. I think that the unfortunately, I think the manufacturing industrial space typically kind of is like the redheaded step child when you look at agencies typically, and marketing agencies, Pr Whatnot, because they think it's not cool and they think it's Oh, it's just dirty and grimy and you know, and there's real sentiment to that because the otherwise there wouldn't be workforce development issues that they have where they're trying to attract new labor and and new talent into this space, because there is an image, there is an image factor. So we believe. I have been in I can't tell you how many Oren warehouses and manufacturing facilities and plants and I think that the what is going on is amazing and I just think their story has not been told well and when you start telling it and a better way and you put a good light on it, it totally change the changes to perspective and it totally flips the script. And so that's that's really essentially sort of our our goal is to really just evangelizing say what is happening out here is amazing, it's awesome, I love it. Yeah, you know, I think in a lot of ways, you know, as somebody's been running in agency that is focused on manufacturing for more...

...than ten years now, you see in general bebe manufacturers kind of lagging behind on marketing technology and you know, that's that's kind of across the board. It's with their websites, it's with, you know, the idea of content production that's educational and nature rather than brochure type of content. I think from what I've seen, the same applies and video. And so what's interesting is right now now, you're sort of at this point where anybody who can embrace the video right now is really going to separate themselves from from others who are out there. So I'd be curious to hear you know what your observations are around how you see video starting to enter the industrial sector more. What are companies doing? How are they using it to their advantage? Absolutely, yeah, it's a huge topic of interest right now. I mean, and it was before, but obviously, you know, because of the whole covid situation everything, it's been gas lit a lot more. Obviously it's so what we're seeing is this. There's things kind of across the spectrum and it depends on where, you know, these organizations are and you know you've got a lot of companies that haven't really done a whole lot of video and maybe what they've done is an identity video, you know, some corporate identity piece or branding piece. This is us and we've been around since one thousand nine hundred and fifty three and the Idiada Yada, you know, with the big authoritative voice and that you know it's very corporate image to product, videos to and by product, that it's very feature function kind of driven. So it's a little bit more like how it works versus, you know, the results that it, you know, achieves kind of thing. So you know, in the basic form of that, all the way to some of the bigger players are coming in and they're really gut jump jumping into thought leadership type content, storytelling and and really, you know, if you really look at where BTC companies traditionally market, you know the the bigger manufacturers and industrial companies are leaning towards that's the direction that we're going and there's typically there's a little bit of a misnomer that a lot of people think, well, you know, we're be to be, we sell, you know, we're it's not like consumer so we don't need to have all the big, flashy stuff. Well, the...

...reality of it is is a lot of these copies are starting to realize that you know, you're you're actually selling to another human. Yes, it maybe a be to be product with a lot of Zeros at the end of it, but you know, there are still a motion in the still interaction that happens there and that doesn't you know that that should not discount. Matter of fact, you know, you have a great opportunity to be able to stand out. So if you can. You were mentioning you know, a lot of people are doing zoom calls and iphone stuff, and I think there's a great place and there's a super strong purpose for that, provided that it's attached to a strategy. But what happens? If you really want to stand out, you got to start thinking outside of the box, and this is why you're seeing a lot of storytelling. I think that you know, like Granger, for example, they did a great series. This is several years ago. They did this was everyday heroes, and what they would do is they were focusing on their customers, but they weren't talking about their customers, you know, like it wasn't like a traditional customer testimonial like Oh, tell us how amazing we are. It was all about you tell it, we want to know, like what you guys are doing, and they didn't even mention really bring any products or even say hey, grangers, amazing with us. It was just focusing on the customer and just sharing their stories, and I think that's that, if I were to boil down, you know, video content and even just marketing in general for manufacturers industrial where they really need to flip and really need it to think, is traditionally marketing has been. We're amazing, where the hundred foot pound gorilla. We've been around since one thousand nine hundred and twenty five and our brand stands for, you know, it's all about our brand, and this stands for we're strong and you know we're consistent and we're innovative. And the reality of it is the way the buyers buy now that that's not how they buy, and so you have to shift your message to you know what's in it for me, you have to go out and to solve your customers challenge, to bring value to them, and so you kind of have to come at it from a from a different angle, and I think right now is a very pivotal moment where a lot of manufacturers, you know you're going to see the ones who are really going to...

...succeed, where they flip that and they start saying, okay, we need to we need to, we need to do this first, the other. Once they no forget it. We're just we're going to be stick to that. So that's kind of what we're seeing. You know, across the board there's you know, but there's a lot of things sort of sort of in between. They answer your question. Oh yeah, I mean there's so much good stuff that packed into what you just said. I mean, the thing I always say is nobody cares who you are, nobody cares what you do, until they believe that, you know, you can identify with the issues they're experiencing, in the things are trying to achieve and the questions are trying to get answered. And I mean, what better way to do it then to, you know, put a camera on other people like them who are experiencing these same issues and let them tell their story, you know, make it tangible, make it very human and relatable. And what happens then is, you know, it's it almost seems a little counterintuitive if this is not your your way of thinking about the message you've broadcast your audience. But when actually happens is that's what's going to engage people and and then they're going to start looking at you. You know, if you're the one who's sort of providing really helpful information and examples of others like them and how there's there something their problems will you're the facilitator of all this helpful information now and you're gonna be the natural, you know, first person they call and they're trying to decide, you know, how are we going to solve our problem and who can help us with that? So I love everything you just said. They're awesome. Yeah, no, I mean it's it's that's the way it's going. So totally. So telling the story, you know, putting it, putting the spotlight on one of you know, your customers and not having them talk about you. So that that's one way to do it. Like, what else are you seeing? You know, how else are you seeing video being used effectively by manufacturing organizations? Try to make this tangible for you, for listeners, as much as you can. Absolutely. So I can tell you one thing right now that I mean there's a lot of different ways. I maybe all focus on to one. The first one is making sure, you know, the companies are having more their content is more wrap around their sales enablement piece. So typically, what we'll start off with, you know,...

...the classic clash between marketing and sales, typically in the manufacturing space, marketing makes the SPEC sheets and you know does the trade show booth and that's about it. And then you have this fight between sales and marketing saying, you know, sales saying, Hey, I need this and why the heck did you produce that? That doesn't make any sense. There's no connection, there's no synergy, there's no strategy. So what we're seeing is, you know, if you start getting into the mind for as a market, are you getting into the mind of your sales team saying what do you guys need? You know, what content can we provide about to help facilitate your help still take in the sales process, is a huge win. And so, specifically, maybe it's having product videos, maybe, you know, having a what we call like a bacon wrapped marketing video at the very top of the funnel for your product. And what that means is something that's going to be really flashy and something that's going to grab your attention, something that's going to be a little bit more of you know, and I'm not the first to use this phrase, but entertainment, where you're educating somebody, but it's an entertaining way, where it's not just where the best. You know, here's the best product for whatever it's. You tell a story, but you wrap in the pain points, in the challenges, something that's going to draw in your viewer to say I'm kind of interested in this. And then as they go down the funnel or you know, down that buying cycle, then you get a little bit more transactional. So maybe we have a longer video that gets into the features and the functions and then maybe you have some micro content off that that says, Hey, here's a twenty twond a snippet of, you know, this feature on we from CNC machine. We're going to talk about, you know, how easy it is to set up. And the next one is is is a quick video on or case study story with a little stipp at where we talked about, you know, the return on the investment for the customer. Hey, within you know, eight months, we're able to turn a profit on this and this is great. You know, having that content laid out across the buying journey and the cycle so that your salespeople can quickly, you know, kind of send those out to them or, if you're more sophisticated, using marketing automation or what have you, to be able to kind of get those messages out there. It's kind of mapping...

...out that content according to your buyers journey is really critical. So one of the tools that we love using that really help the sales people love it as well, is creating, is having like a library of content to be able to send your prospects, but delivering it using systems like videyards, go video or dub dub video or big fans of Dub. And what that is is actually, you know, we are now so predisposed to video a lot more, especially, you know, because of zoom calls and all these zoom meetings and cameras are open. I can't say how many companies have talked to that owners that are seventy, five, eighty years old and they're like, I never thought I'd be on a dart and zoom call, but wow, this is amazing, this is pretty cool. Like, you know, this is awesome that if you can get that tool into a salesperson where they can create a one to one video message using their Webcam and just being like hey, Joe, I'm Danny Hares. Want to introduce myself. You know, we met at X Y Z show a year ago and I wanted to, you know, touch base with you. I don't know, you know, it's same thing you'd be doing on the phone, but doing it over video. You know, it creates a little bit more of a one to one connection. It's different, it's differentiated. You know, how many people, how many emails do you get where there's a little video that pops up in the email and someone's waving at you and you're able to deliver a message? The other great tool, the other great thing with that is you're able to be able to send that content, library stuff that you have. Hey, Joe, we just had this great call and you were talking about you're a little concern about the Roy and how long it would take to get the recapture your investment after buying our machine. I wanted to send you this quick little video snippet from one of our customers, XYZ company, over here. Here's, you know, quick little story. Boom. So sending that out there. So it's making it easy for the salespeople having content that's going to help them in the in the the buying journey, say, and it really ultimately help your customer, so that you know when you see that, that's that shows innovation, as that's interesting and and you know, if you're getting a million emails and all the stuff, it's going to float to the top because it's...

...just different. People are going to be really curious about that. So that would be, you know, I guess that would be my second thing. So I guess I threw a lot in there. So it's really more than two things, but if I were to boil it down as having content that's mapped out to your sales really buy or buyers journey, having high level content at the top that really engages in entertains, and the third piece is having something, you know, a good delect delivery mechanism and kind of, you know, mapping all that together. I threw a lot at throw a lot in there, but that's that's all gold. I mean such such great thoughts there and I completely agree with you that the tool to your third point, using video inside your sales process. You know, I'm a marketing guy, not a manufacturing guy. I work with with manufacturers, but I have embraced this over the last year for myself and it is just completely changed my my prospecting process, like being able to reach out to somebody. The tool I use is loom loomcom. Yeah, my heart probably pretty similar to dub I think you mentioned. But yeah, but it's you know, it allows you to put a little little chrome extension in your browser. You Click a button and then you can put, you know, the camera on yourself. You could put you can record what's on your screen. So doing a simple thing like, you know, putting their website up right there on the screen, exactly your your face over it. They most of these these software programs that you just sort of copy and paste a link in. It shows a little animated graphic and I think what you said is so true. It breaks all the clutter. Ninety nine point nine percent of the emails you're getting, especially from people that you don't know, are their text base, they're long, they're all about them, their lists of capabilities. Nobody wants this, right and and when you can differentiate yourself and humanize yourself, put a face and a voice behind everything and just to break the clutter. And the data is emerging to from what I've seen, you know, it's I've seen things like five times the the click through rates. And, Oh yeah, and video emails include video. So I love that and I think it's I think the...

...sales force of people's teams that should be one of the first to be embracing this stuff, because that type of video is so accessible. Right. It's just anybody can do that. It's you kind of need a little bit more firepower to produce some, you know, some of the some more premium content. And but there's IT. It's there's a speck drum of all this stuff and it's a good way to think baby step into just sort of embracing video and and getting through the technology hurdles. Right, exactly. Yeah, and it's a great opportunity right now because people, you know, the one of the Nice things to come out of the covid the you know thing is that people are more open to technology and it's you know, that her because you've been forced really, I mean really, that's what's happened. But now it's like, okay, wait a minute, that actually yeah, that was kind of painful, but this is actually really cool. What else is out there? So I think it's a good opportunity to people are more adapted to trying something new totally. So you mentioned granger earlier. Is One example of, you know, a series of videos they did. Is there any other specific manufacturing organizations, whether big or small, that whether their companies you've worked with or just you others that you've observed that are doing some things really well with video. I want to want to give listeners, you know, a few companies they can go look at after this and say, all right, let's see what they're doing. So sure I saw share a interesting story with this was what the client of ours. They are logistics company, Actually Very Small Logistics Company, and one of the challenges that they had was essentially getting their mess at a new pricing models all around transparency, and it was sort of a costplus of familiar with logistics and you know freight. You know typically the rates kind of go up and down and you're going to kind of, you know, pay whatever it is and you could be paying a ten percent charge, you a two percent margin or forty or fifty or whatever. So what they wanted to do is do something that was more transparency. Look, we're just looking for a fifteen percent markup and and that's at you know that,...

...that's that's our thing and we'll refund you and whatever. They were having a really hard time trying to sell that in because for a lack of better words, a lot of the shippers felt like they were, you know, they're somehow getting screwed over. You know, there's a lot of issues and stuff going so they would talk to them and talk to them and talk to them and no, no, I'm not trying to screw you like you know, it's really deep and it well and they just weren't getting it. And so they've tried doing, you know, several different videos from, you know, like those Whiteboard animations, you know, where the cartoons kind of drawing out. Just wasn't hitting it. So they came there like look, we just cut this a last ditch, you know, we're throwing the throw on the ball to, you know, half court. You know the buzzers go and we're just going to try this one last thing, you know. So, to make a really long story short, we kind of a tap attacked it by going into the storytelling piece and we said Hey, look, let's look at your audience. How are you guys using this? You know, you guys are going to use this in an in person setting. They're going in, they're doing pitching or talking to people, and this would work, whether it's over zoom, you know, video or you're actually in person with somebody. We said, listen, let's kick off that meeting with a, you know, two minute video or less. That really is going to sell the value proposition. But we have to do it differently. We have to do something because, you know, let's analyze how these customers are buying. They're literally lining up meeting after meeting after meeting. You guys are commodity. There isn't like one of you and that's it. There's thousands of you and you're all the same for the most part, right. So, and and you line up all these different meetings. And so we have to well, we need to do is we need to be able to do something that's measure that sticks in their mind, that creates a an emotional response at because typically when you do that, you're able to attach a memory or something to that. So, knowing our audience and what we did, we create this way outside the box video, like way outside the box, the furthest thing away from your traditional corporate meaning. We we call it the make the naked man. So basically, their stories about transparency. So we literally delivered our message with...

...the story of a guy busting into a sales meeting wearing a transparent suit, literally, I mean down to his underwear, transparent suit to talk about transparency. So you know, when I was talking about Bacon wrapping, little bit for this is, you know, something that it's like the reason why we call it bacon rapping and it's kind of a I don't know, whatever you say. How do you give a dog a pill? You wrap it and Bacon. So if you need to go deliver your message, you need to make it a little bit more enticing that. You know that edgetatement thing. That's exactly what we did there. So put this guy in the suit and whatever and delivers the value prop and it's just different. And the success was huge. They had they essentially had twenty meetings set up two weeks after they had this thing. They use this inside their sales process and they had a hundred percent close rate and it was five million dollars and shipping lines. And the reason why was because it helped me able to cut through the noise and be able to help to transmit their message and get it across better. And the and some of the feedback from some of these shippers are coming back like yeah, I thought that thing was hilarious. I shared it with my wife, you know, and I sent it you know, like I told us. But you never believe these guys came in. They just in, these guys and transparents do like dance around on the screen. I was like, what the heck is this? I laughed. Some people didn't like it. They're like, well, this is kind of whatever. They remembered it, though. They remembered it, and so it just it just cut through the noise and and that, I think, is really what you know, that's one great way. You know, we're talking to a lot of there's a lot of companies looking right now saying, hey, we're trying to start video. What should we do? And when you look at sort of I'll call the maybe the plane vanilla type videos, what you do need to have? All right, you need to have a mixture of the stuff. But when when you look at some of these things that are more storytelling, that are there's more creative, it's more than just a guy in front of a camera talking head, you know, telling you about all this stuff, and we really engage you in the story, really engage you in the pain points. We are really able to you know, you're able to as a viewer, to be identify, as you know, who we're talking to. Wow, this is really for me. That's what's working. It's great and I love it. Well is are there any resources, Danny, that you could point listeners to, whether on your sight or elsewhere, for people who are thinking...

...here, okay, we got to figure this out, we got to start, you know, thinking about how to get video going. Where would you send them? So I would first thing. What I would do is I'd recommend good industrial stagecom. We have just a few videos now. Way I think we have over probably two hundred at our three hundred videos and resources there with interviews talking to different companies about, you know, what they're doing, how they're starting, and we have a resources tab in there and that has all kinds of, you know, webinars and other types of materials. So how to use video on the sales process is a great webinar that I would highly recommend. Another one we did recently was no more trade shows. What next? It talking about, you know, covid and how to respond to different tactics and strategies around there. And you know, for half I can send you a short list of several different interviews that come to mind. You know, we had the chief marketing officer from ATB. Her name is Monique Elliott, I think actually she just recently moved to Schneider Schneider Electric, but she talked about basically their journey on how when they when they started going from digital, like what did that look like and, you know, what were they starting first, and then how did they evolve? You know, another one is Malika waller from Landis and gear. Talks about their digital journey as well and how they started. And it's all starting small, you know, building, you know, looking for cases, communicating that and you know, she has a great phrase saying, you know, nail it and then scale it. So trying measuring, communicating, nail it and then scale it and go from there. So those are a couple resources right now. I'm right now put links to those in the the show notes for this episode, for sure. So absolutely go go look at those if you're listening right now. I think it's great to have some really tangible things to give you context and help you sort of picture how could we make this happen for us. So love that exactly. Well, Danny, this has been a super helpful conversation. I've learned it ton just listening myself, and I'm sure that listeners have...

...as well. You know, it's just such an important topic. I think there's nobody better than you to talk about it with your overlapping experience and video and the manufacturing sector. So thank you for joining us. And can you can you tell people you know how to get in touch with you if they have questions or are interested in industrial stage? Sure, absolutely so. I said the best way to get in touched me is you can check me out on Linkedin. So, Danny Gonzalez, check Dow my linkedin profile and you know industrial stage. You can go to industrial stagecom and think contact me there. There's an email address. There's some somewhere on site, but I would recommend linkedin first. Awesome. Well, Danny's been a pleasure having you on the show. Thanks for joining us. Thank you so much, and for the rest of you, we hope to catch you on the next episode of the Manufacturing Executive. You've been listening to the manufacturing executive podcast. To ensure that you never miss an episode, subscribe to the show in your favorite podcast player. If you'd like to learn more about industrial marketing and sales strategy. You'll find an ever expanding collection of articles, videos, guides and tools specifically for BTB manufacturers at Gorilla Seventy sixcom learn thank you so much for listening. Until next time.

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