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Harness Event Energy: Driving Growth Through Live Connections · Sales Pipeline Radio

• 0:15
  Alright.
• 0:15
  Welcome back to Cvent CONNECT.
• 0:18
  We are on the third floor outside the Innovation Pavilion.
• 0:20
  This is our last recording of the day.
• 0:21
  It's been a long couple days,
• 0:23
  Thank God.
• 0:24
  They're already serving alcohol downstairs, as part of the
• 0:26
  session we got James Van Der Beek coming on stage at some point.
• 0:29
  Okay.
• 0:29
  So we done wrap it up.
• 0:30
  So yeah.
• 0:30
  Can we wrap this up because we gotta go.
• 0:32
  Something about my life.
• 0:34
  Alright, so we're gonna talk today.
• 0:35
  We're gonna talk about, event led growth.
• 0:37
  This was something we talked about on stage Kate earlier today.
• 0:40
  So we have here Kate Hammitt, VP of Marketing at Cvent, and Alyssa
• 0:43
  Peltier, the Director of Marketing Strategy Insights at Cvent Consulting.
• 0:47
  My very important first question, I think I'm gonna start with Alyssa.
• 0:50
  Oh gosh.
• 0:51
  What is it like, What, what is it like?
• 0:54
  At Lane Stadium when the first couple bars of Enter Sandman start, and
• 0:58
  everyone is jumping up and down, like do you get chills every single time?
• 1:01
  Yeah.
• 1:01
  That is, that is an experience for sure.
• 1:03
  I highly recommend it.
• 1:04
  And honestly, I was there when Metallica actually played live.
• 1:08
  You were there?
• 1:09
  Oh...
• 1:09
  Not recently.
• 1:10
  It was in 20-, 2011
• 1:13
  When they, when they did the entrance live.
• 1:14
  Wow.
• 1:14
  When they did, oh yeah.
• 1:15
  They were there, they performed live.
• 1:18
  It is really cool.
• 1:19
  So, yeah, I mean, your heart's racing, you're jumping in the
• 1:21
  stands, they're all metal.
• 1:22
  So it's like,
• 1:24
  alright, so, so
• 1:25
  highly recommend it.
• 1:25
  So for context, Alyssa is a Virginia Tech alum.
• 1:28
  I am.
• 1:28
  So, college football , when they enter, they play Enter Sandman and they play
• 1:32
  that intro, and, as soon as they hit the drop, the entire team explodes out
• 1:37
  of the, oh, I'm getting chills right now.
• 1:38
  I almost need to tell you that I married a Hoo.
• 1:41
  So I married a man who went to UVA, not only went to UVA,
• 1:45
  but is in Charlottesville, but also I'm sitting next to...
• 1:48
  I was just gonna say, let's, let's embrace the Cavaliers here.
• 1:52
  Maybe not for football, but for all the Olympic and sport...
• 1:57
  All the sports that people don't care about.
• 1:58
  That's fantastic.
• 1:59
  We're really, really good at is that my husband tries to claim that Enter
• 2:03
  Sandman is every team's football song.
• 2:05
  And I was like, no, sir. If you look it up on the Googles and AI, 'cause
• 2:09
  that's all we've been talking about now.
• 2:11
  They're gonna tell you it's Virginia Tech's entrance.
• 2:13
  Yeah.
• 2:13
  Not true.
• 2:13
  So, so Metallica played a full on concert like just a couple
• 2:16
  months ago at Lane Stadium.
• 2:18
  And all you can see on YouTube now is they played it at the end, right?
• 2:21
  And they, as they start that, I mean, it was a seismic activity.
• 2:24
  At Lane Stadium when the entire stadium jumping up and down
• 2:27
  for, I'm still getting chills.
• 2:28
  It's just amazing.
• 2:29
  All right, so
• 2:30
  we'll
• 2:30
  give that,
• 2:31
  yeah, well catch up.
• 2:32
  Yeah.
• 2:32
  Yeah.
• 2:32
  So, uh, alright, having fun here on our last episode of this podcast.
• 2:38
  I guess we should talk a little bit about work.
• 2:39
  We'll get back to you.
• 2:40
  College football.
• 2:40
  I, well
• 2:41
  They're related.
• 2:42
  I see the threads already coming together.
• 2:45
  We've talked so much this week about building amazing experiences.
• 2:49
  Yeah.
• 2:49
  And a lot of who I've been talking to, you know, they don't, they're
• 2:51
  not just event planners anymore.
• 2:53
  They are experience builders.
• 2:54
  They're community connectors.
• 2:56
  I don't know.
• 2:56
  I can use all the words.
• 2:57
  I'm probably like gonna fall short on them, but, you know, they're,
• 2:59
  this is a creative industry.
• 3:01
  Whether you identify as a planner, whether you identify as a marketer.
• 3:05
  Ultimately the outcome is an amazing experience.
• 3:07
  And so I think like at some point in time somebody was
• 3:10
  like, Metallica, Enter Sandman.
• 3:12
  We're playing at the entrance.
• 3:14
  And the opening, I don't know what year that was 'cause I wasn't there for it.
• 3:17
  But that's an amazing experience.
• 3:19
  And like you can feel it like, oh, the hairs are sticking up.
• 3:22
  That's what the people do here at Cvent CONNECT.
• 3:25
  Or have the power to do, some do it better than others, but like, I think
• 3:28
  that's ultimately what this is about.
• 3:30
  Well, everyone here's been talking about that, right?
• 3:31
  And I think like, you know, you're saying like, Hey, let's
• 3:33
  talk about the Hoo's as well.
• 3:34
  And, and there's something about where you went to school, right?
• 3:37
  And let's stay with football for a second.
• 3:38
  Like, if you're a fan of a professional team, like that's fine.
• 3:41
  Maybe you grew up in that town, it's something that's part of you,
• 3:44
  but you are part of that school.
• 3:46
  You attended that school, so there's an identity there.
• 3:49
  That is a deeper thing.
• 3:51
  And I think that that can exist at a conference.
• 3:53
  Like if you can find an event, whether it's a big conference like this or a
• 3:56
  smaller event, when you look at how many hugs versus handshakes happen in the room.
• 4:00
  It's sort of a sign of what kind of community you are building.
• 4:03
  Yeah, I love this.
• 4:06
  I love it.
• 4:06
  It's so true.
• 4:07
  I mean that's what we're feeling right now.
• 4:09
  Like you can tack on.
• 4:10
  Yeah, I mean I think it always made me laugh when people would
• 4:13
  talk about like the dawn of hybrid events and when you think about like
• 4:17
  sporting events, I'm like, we've been doing this for a very long time.
• 4:21
  Spoiler, remember when you grew up watching the Olympics and there were
• 4:24
  people there and there were people watching on tv... hybrid event.
• 4:27
  We've been doing this for a while.
• 4:28
  But, yeah, I think that like culture bill, I mean that's the essence of the art.
• 4:32
  I think where we're trying to go from an event perspective
• 4:36
  is getting more of the science.
• 4:37
  And marrying those two.
• 4:38
  And that is, you know, really where the magic happens.
• 4:42
  Well, I mean, we're kind of talking about event led growth without having
• 4:45
  to talk about event led growth, right?
• 4:46
  I think, you know, at this event last couple days, you've
• 4:49
  got an event technology company marketing to event planners.
• 4:52
  About marketing.
• 4:53
  So there's a few levels of meta there.
• 4:55
  Like that's hard for a lot of reasons, in part because the people coming
• 4:58
  here, they've been to a few events.
• 5:00
  They're probably very critical about events.
• 5:01
  They're noticing the details of an event more than sort of an average
• 5:04
  event attendee would be including the event experience, which is a
• 5:09
  large part of what Cvent sells.
• 5:11
  Does that feel like, is that intimidating?
• 5:14
  Does that feel like a high bar, or does that feel like we're just gonna let
• 5:16
  our flag fly and do what we do well.
• 5:20
  What do you think?
• 5:21
  I will say, and this is coming from having formally sat on
• 5:24
  the meetings and events team.
• 5:25
  It is an incredibly high bar for this group.
• 5:27
  And I think our head of events, who also happens to be host on
• 5:31
  our Great Events podcast by Cvent, holds yourself to that standard.
• 5:36
  It's like, I can't disappoint this group.
• 5:37
  We have to make sure that we're building an incredible experience and that we're
• 5:41
  one-upping ourselves every single year.
• 5:43
  That's easier said than done.
• 5:45
  It's not that easy to be innovative every single year and there are budget
• 5:48
  constraints and there are, you know, it's, it's not that easy, but I do
• 5:52
  think that Cvent, it does continue to innovate in its event experiences, but
• 5:55
  yeah, there's still room for growth.
• 5:58
  I think every time you're looking at like, what's the next best thing?
• 6:01
  And having gone to CONNECTs early in our history at Cvent, and
• 6:06
  then, you know, being a part of Splash and coming back to Cvent.
• 6:09
  So this is my first CONNECT in some time, and seeing, you know, how
• 6:13
  everything has evolved along with what, you know, the industry needs, like,
• 6:17
  it's also been about, more networking or different types of experiences
• 6:22
  and how that's evolved over time.
• 6:24
  So even if something's working in 2025, you're not gonna see it in 2027.
• 6:29
  And I'll just like double down on that because, audience
• 6:32
  centricity is everything.
• 6:33
  I know, like in the corporate space, we always talk about customer
• 6:35
  centricity, but in an event space, your audience is the customer.
• 6:38
  The customer is the audience.
• 6:40
  Being ruthless and scrutinizing every detail for that audience.
• 6:45
  I think that's why planners get a bad rap because they're
• 6:47
  like, we're feedback obsessed.
• 6:49
  But it's because it's insights.
• 6:50
  Because that's really understanding your audience.
• 6:52
  That's a focus group for you for every single year.
• 6:54
  And so treating your event as that kind of test pool year over year, over
• 6:59
  year, and starts to get that scientific mindset in it, like you're talking about.
• 7:03
  Well, you have to keep raising the bar 'cause the bar keeps
• 7:05
  getting raised in general.
• 7:06
  Like you said, like, Hey, we've been doing hybrid events forever.
• 7:08
  Yeah.
• 7:08
  It's 1984.
• 7:09
  I'm watching the Olympics on TV from Los Angeles and they
• 7:12
  happen to also be happening live.
• 7:13
  But that's it, right?
• 7:15
  There's no recordings.
• 7:16
  And you watch it or you miss it.
• 7:17
  Now all of a sudden there's interaction, there's social, right?
• 7:20
  There's engagement among community members.
• 7:22
  You've got the opportunity to say, you like judo.
• 7:24
  They like judo.
• 7:25
  Yeah.
• 7:25
  Let's have a judo conversation happen that the snowboarding
• 7:27
  people may not care about.
• 7:29
  Right?
• 7:29
  And so the segmentation and the engagement opportunity has gotten far more complex.
• 7:34
  But I would argue far richer like the opportunity and the advantage
• 7:37
  you have, if you can lean into that opportunity as a brand, facilitating
• 7:41
  and organizing and producing and enabling that experience is powerful.
• 7:45
  Well, and think about, is there any other channel where you can do that
• 7:48
  in marketing that you have that like true intense moment together?
• 7:53
  I don't know.
• 7:54
  Is there.
• 7:55
  Not really.
• 7:56
  I mean, no one says like, oh my gosh, this is my eighth year reading, like
• 7:59
  your report, you know, but here...
• 8:01
  I got that white paper.
• 8:03
  I do, like, one annual report.
• 8:04
  Okay.
• 8:04
  There might be some random outlier who's like, I am so obsessed with this report.
• 8:08
  I've read it every year for 10 years.
• 8:09
  But like you see the pride of our attendees here being like,
• 8:13
  this is my eighth CONNECT.
• 8:15
  Or this is my first CONNECT and let's celebrate you and let's
• 8:17
  find a place for all those things.
• 8:19
  But you know, no one remembers the digital piece.
• 8:22
  Well, and we talk about that in the context of event led growth, right?
• 8:25
  How like these are moments that can kind of compress the sales cycle.
• 8:28
  They can kind of compress and accelerate the customer experience and
• 8:32
  the customer journey, whatever stage that they're progressing to, right?
• 8:35
  Maybe from, Hey, I was just a customer to, now I'm like a raving fan.
• 8:39
  I'm obsessed with this brand.
• 8:41
  I need to do more with them.
• 8:42
  Whatever it is, the events have that velocity associated with
• 8:46
  them that I don't think any other tactic or channel in our mix has.
• 8:49
  We got our last episode here at Cvent CONNECT with close teammates and bitter
• 8:53
  rivals, Alyssa Peltier and Kate Hammitt.
• 8:56
  One is a Hoo, the other is a, I'm still trying to figure
• 8:58
  out what is a Hokie exactly.
• 9:00
  No idea.
• 9:00
  No idea.
• 9:01
  I do know there's like a little, that's gonna be a sound bite that everyone's,
• 9:04
  So it's a cartoon turkey, ladies and gentleman.
• 9:07
  A cartoon turkey.
• 9:09
  I don't even know.
• 9:10
  You ask anybody who went to Virginia Tech say, what is a Hokie, that doesn't matter.
• 9:13
  Wrong question.
• 9:14
  Yeah, let's move on.
• 9:15
  It doesn't matter.
• 9:15
  There's like a turkey foot that comes to mind.
• 9:17
  There's a Turkey foot involved.
• 9:19
  Even so, I'm gonna follow this analogy again for a minute too, because like,
• 9:22
  so I grew up in California, I moved to Washington to go to University of
• 9:24
  Washington, and I assumed that Washington State was gonna be our bitter rival.
• 9:28
  And in some ways, yeah, it is.
• 9:29
  But there's still a community element.
• 9:31
  There's a lot of people in Seattle that went to Washington
• 9:33
  or went to Washington State.
• 9:35
  There's still a community element.
• 9:37
  We grew up here, we went to schools here.
• 9:40
  And so even when you're bitter rivals, there's still an
• 9:42
  opportunity to have community.
• 9:44
  So I think about people, I get 10,000 people at this conference.
• 9:47
  There's a lot of competitors here, people that compete with each other,
• 9:49
  but even amongst competitors, an opportunity to share and learn
• 9:52
  from each other and get better.
• 9:54
  It's connection at the end of it, right?
• 9:55
  What's the common denominator.
• 9:56
  Competition can be that denominator in that scenario.
• 9:59
  So I think that that not only builds community, but it builds the connection
• 10:02
  amongst frenemies, if you will.
• 10:05
  We're not frenemies.
• 10:09
  If you're listening to this, they're not hugging at all.
• 10:11
  They're sharpening knives.
• 10:13
  This will get interesting later.
• 10:16
  The two eyes.
• 10:18
  Shank the Hokie.
• 10:19
  Okay.
• 10:19
  We'll play that.
• 10:20
  That sounded wrong.
• 10:21
  We're gonna keep going.
• 10:22
  I wanna talk about, so whenever you do an event like this,
• 10:25
  like this is a big production.
• 10:26
  It takes a long time to pull together.
• 10:27
  It's very expensive.
• 10:28
  And I don't know if in your organization, but like in a lot of companies we work
• 10:31
  with, they complain and complain and complain about how much time and effort
• 10:34
  and distraction is up until you have it.
• 10:35
  And then you get there and you're like, this was amazing.
• 10:38
  We need to do this like every other week or something.
• 10:40
  Welcome to my inner monologue...
• 10:41
  10 days.
• 10:42
  Why?
• 10:43
  Why are we doing this?
• 10:44
  Yeah.
• 10:44
  Facetiously, I love events so much.
• 10:47
  And then...
• 10:48
  But then you get here, and this happens.
• 10:50
  And one of the worst things you can do is leave here and start
• 10:52
  planning for the next event, right?
• 10:54
  And not capitalize on all the goodwill you created here.
• 10:57
  Goats, kittens, James Van Der Beek, all of it matters, right?
• 11:00
  And so when you think about this as not a growth by events, but event led growth.
• 11:05
  Where event is the catalyst event is the center point.
• 11:09
  What are the things that, for people listening to this that are doing
• 11:11
  their own events, big or small, like how do you continue that momentum,
• 11:15
  that human experience, and that spark when we're not here anymore?
• 11:18
  Yeah.
• 11:19
  And I think it's, I mean, just from the content piece like that must live on.
• 11:24
  And we have so many distribution channels now.
• 11:27
  That, you know, the human connection, I think can live on
• 11:32
  in certain ways by keeping up your event programs, and giving those
• 11:35
  opportunities for handshakes and hugs.
• 11:38
  But I think the fatal mistake of events, at least that I've been a part of like
• 11:44
  over the years, is not squeezing the juice from those interactions and doing those
• 11:49
  follow ups and being really thoughtful about what you learned at the event.
• 11:53
  About your attendees and putting that into action and following up with content
• 11:58
  that, you know, reiterates that value.
• 12:00
  And I like to start with the end game in mind.
• 12:04
  Like, why did you build that event in the first place?
• 12:06
  And how is it connected to a broader strategy?
• 12:10
  So it isn't a, okay, now how do I make all of this content work?
• 12:13
  It's already assumed.
• 12:14
  I built this event because it's been plugged into something behind me, right?
• 12:19
  Right.
• 12:19
  It's like part of this journey, these nurtures, this campaigns experiences.
• 12:23
  However it is manifesting, but that omnichannel marketing
• 12:26
  is really important in this.
• 12:27
  And I think events are part of that.
• 12:30
  They aren't just a moment.
• 12:32
  Capture.
• 12:33
  Produce.
• 12:33
  Push.
• 12:34
  We are pushing because they were aligned to something before
• 12:37
  the event even took place.
• 12:39
  And I wanna mention something, you know?
• 12:40
  Toot your horn, actually.
• 12:41
  'Cause I felt like this was really powerful moment.
• 12:45
  On Monday we had marketing leaders around the table.
• 12:48
  There were about 12 of us.
• 12:49
  And talking about, what our kind of hopes and dreams were for incorporating AI
• 12:54
  and how we're gonna handle the future.
• 12:57
  And we all sort of made a pact around the table, like, okay, we're
• 13:00
  doing this next year, so you know, a year from now we're gonna be where.
• 13:04
  And Alyssa had everybody kind of go around and share that around the table.
• 13:07
  And we had created such a community within, you know, the exercises and
• 13:12
  the conversation that we are all like gonna hold each other accountable.
• 13:16
  So it's like, okay, what are you gonna say for a year from now?
• 13:18
  All right.
• 13:18
  And then we're gonna check in.
• 13:20
  And that was a really cool moment for me it was very authentic.
• 13:24
  And it was certainly teed up by, you know, your event design.
• 13:29
  But that I think is really like when the magic happens
• 13:32
  in events and you can do that.
• 13:33
  It doesn't, you know, have to be just a small bespoke group,
• 13:37
  but you can give that magic.
• 13:39
  And kind of like next year, we're gonna circle up and see where we're at.
• 13:42
  Yeah.
• 13:42
  You can connect the dots for the group already, right.
• 13:45
  It's like whether that's a content piece that you're following up with or a next
• 13:48
  event, the next touch point, how you continue the relationship that you formed.
• 13:52
  Yeah.
• 13:52
  And just slide that registration form.
• 13:54
  Yeah.
• 13:55
  And into the inbox.
• 13:56
  Another contract.
• 13:58
  We'll give you a ride to the airport if you sign this right now.
• 14:01
  So if part of having that great event experiences is feeling
• 14:04
  part of something, right.
• 14:05
  Feeling like you're coming here and I'm not alone.
• 14:07
  I may have to do this myself at my company, but there's 10,000 other people
• 14:10
  here that face these same challenges.
• 14:12
  Feeling like you're part of something bigger.
• 14:14
  If that's a big piece of these being successful when I take
• 14:17
  this outside of the event.
• 14:18
  There's other channels and formats that I can use to continue that bond.
• 14:22
  Right.
• 14:22
  I think about even like, you know, CMO Coffee Talk, right?
• 14:24
  The CMO group that you're a part of, Kate, that we've done physical in person
• 14:27
  meetups, but I think a key part of that is not just people that are CMOs,
• 14:32
  but it's the person in the CMO role.
• 14:34
  It's the person behind it and the challenges they face, and as we all
• 14:37
  move on in our career journey and life journeys, to be able to talk about how
• 14:40
  we do this well at work, but also talk about and care about each other as people.
• 14:44
  That is a uniquely human element.
• 14:47
  Right.
• 14:47
  That I think is very hard to do purely in a Zoom call.
• 14:50
  Very hard to do purely in a Slack channel.
• 14:52
  And being able to get together and prioritize in-person events, but think
• 14:56
  about the multi-channel multisensory nature of enabling that for people.
• 15:00
  That means integration of channels.
• 15:02
  It means integration of teams across an organization.
• 15:05
  A lot easier said than done, but incredibly powerful.
• 15:07
  And I think we're talking about, yeah, why events work, right?
• 15:10
  We're talking about authenticity and vulnerability, which are things that
• 15:13
  are increasingly becoming scarce, in the current climate, right?
• 15:16
  Like I've probably spent three days just gabbing about AI, which I was like, eh,
• 15:22
  kind of like luke warm on on Sunday at 9:00 PM, and by 9:00 AM this morning
• 15:28
  I talked to my husband for an hour and a half and I was like, AI, everything.
• 15:33
  Like all things everywhere.
• 15:35
  I felt the burst of energy this week and feel very ignited in my
• 15:39
  career, in my learning and develop in my own learning and development.
• 15:42
  You don't do that usually when you're staffing an event, right?
• 15:45
  I felt the exchange of information.
• 15:48
  If you were doing this remote and for those that you know, maybe
• 15:50
  listen to this, maybe, you were the event or maybe you were watching
• 15:53
  online, totally different experience.
• 15:54
  If you're watching us on Zoom, you're not getting it the way you are in the room.
• 15:58
  If you're in the room, like you may be on your laptop, but you don't
• 16:00
  have the same, like if you're sitting in your office or home office,
• 16:03
  everything else is distraction.
• 16:04
  You can't tell me you're not multitasking.
• 16:06
  So you're not getting that, whatever it is.
• 16:08
  It's just not the same.
• 16:10
  No, I feel like, you have to be in the seat and, feel the feelings
• 16:13
  and be in the cold conference room.
• 16:15
  Yeah.
• 16:15
  And, I think that, as we continue to get more saturated with digital channels
• 16:18
  and digital noise, as more companies say we could do it faster, easier.
• 16:21
  And just do it all digitally.
• 16:23
  There'll be plenty of companies that forego that experience.
• 16:25
  And as I told someone else in that seat earlier today, like I really hope my
• 16:28
  competitors lean in on that strategy.
• 16:30
  Because I don't think it's gonna work as well, I think they're gonna miss an
• 16:33
  opportunity to create a real connection.
• 16:35
  Between them and the customer, between them and their prospects and
• 16:37
  customers amongst each other that give their brand the credit for that.
• 16:40
  We talked about that yesterday in our open forum discussion we talked
• 16:43
  about in the executive marketer exchange about, you know, a perfect
• 16:46
  example of that is LinkedIn right now.
• 16:48
  We're just being bombarded with what is very, very easily fake messages.
• 16:52
  You're seeing just like trash content, honestly.
• 16:56
  Em dash, emojis...
• 16:58
  Emojis.
• 16:58
  Yeah.
• 16:59
  So we're discerning as humans.
• 17:00
  Yeah.
• 17:01
  Like we don't give ourselves enough credit, but I do think that we are
• 17:03
  discerning, and again, it's the testament to why the human component in your
• 17:07
  marketing strategy is so impactful.
• 17:09
  And it's shared pain too.
• 17:10
  I mean, I think that's why like, the community stuff that, where I met
• 17:13
  Matt, is been so powerful because you're identifying, you're finding
• 17:17
  that community, you're sharing those pains, you have promises for the future.
• 17:22
  And so I think we're all like around AI, like there's a lot of shared pain
• 17:25
  of how do we, how do we harness this?
• 17:28
  How do we avoid risk?
• 17:29
  How do we make the most of, you know, and we're really on the
• 17:31
  precipice of a new way of working.
• 17:34
  So that's kind of a shared pain, but also a very exciting promise.
• 17:38
  So I feel like.
• 17:39
  I don't have, you know, last year's CONNECT to compare to.
• 17:42
  But it's particularly exciting as we're, you know, looking into a future
• 17:45
  that's just gonna be totally different than what we've experienced so far.
• 17:49
  Which is so exciting.
• 17:51
  Yeah.
• 17:51
  Exciting, scary.
• 17:52
  Yeah.
• 17:52
  All the things.
• 17:53
  All the things everywhere, all at once.
• 17:54
  Yeah.
• 17:55
  It's a journey.
• 17:55
  There's no destination.
• 17:56
  We just keep moving forward.
• 17:58
  The rules keep changing.
• 17:59
  The technology keeps changing, but, we'll make it work.
• 18:01
  Well, Alyssa and Kate, thanks so much for joining us.
• 18:03
  Thank you.
• 18:04
  Thanks, Matt.
• 18:04
  Enjoy the goats.
• 18:05
  Enjoy the kittens.
• 18:06
  Enjoy the party tonight.
• 18:07
  Thanks so much.
• 18:08
  It's been a good couple days.
• 18:09
  Thanks Matt.