SaaStr Insider Webinar: An Inside Look at Custom Sponsorships and Benefits

week through the Thanksgiving holiday. And I know it's a busy day today. It's the last day of the month, getting close to the end of the quarter. Thanks to everyone who's watching. I know a lot of you watch now on the livestream, so thanks for tuning in there. We are back at it this week with another SaaStr Insider webinar. So yeah, I brought a few friends today to help me take an inside look at some of our more custom sponsorships. Both, um, David and Brian have had a number of, uh, of their sponsors do more of the custom activations with SAPster. And so just, I don't know, somehow in the spirit of the holidays and gifting and just like custom stuff, we just kind of came up with this topic of what's maybe a little bit more bespoke. So yeah, that's the topic of the day. So yeah, without further ado, I'll just kick off a few points and then I'll let the guys do most of the talking. But we decided to take a focus today mainly on our custom SAPster annual sponsorships just because they are Usually quite big and so custom, but they do take a bit of time. And so we want to focus on that today. Just a quick recap, since we did have a week off for Thanksgiving, and if you're new here watching on the livestream, if you missed our SAS for Annual event this year, next year we will be back. It will be the 10th SAS for Annual. So super exciting. We're predicting around 13,000 attendees. It's 3 days. It's outdoors, indoor. It's like kind of the only sort of festival-style SAS conference that there is. Last year we were able to host over 2,500 networking sessions. We imagine there'll be even more this coming year. Lots of VCs came this year and investors. So again, great time for attendees and sponsors to be part of our Meet a VC program that we have. We do, as you maybe seen on saster.com and or listened to on the podcast, we've been dripping out some of the best sessions from SaaStr Annual this year. Out through those channels and on our YouTube page. So you can expect a similar high caliber and quality of speakers for next year's event. And then, you know, some of the top, you know, we had about 250 last year, but some of the top sponsors and partners will be showcasing their latest products. So that's a little bit of a recap. If you don't know our audience breakdown or are new to the Zoftr community, we are kind of a higher tiered event, if you will, in terms of the level of attendees that come to a SAS event, maybe versus another style of conference or a quote unquote trade show that is SAS related, but maybe not SAS specific. So 56% of all of our attendees are VP level and above. So that's more than half. So again, pretty good show to go to even as an attendee or sponsor just to to network and meet folks. It's a really great place to do hiring, do team meetups, all that kinds of things. But you will meet a high quality of attendee if you do decide to sponsor. I think this is one of the biggest pieces of feedback we got this last year, that the quality of attendees was really felt this last year. So yeah, 56, more than half are VP level and above, and 34% of those being CEOs and founders, and then the next being like, you know, the revenue team, so marketing, sales, and CS. So That's important. And then the last thing I'll note here is that our CXOs have really gone up year over year. So we saw in this last year a lot more CTOs, CCOs, COOs, CROs. You know, these are the folks that are the decision makers that are starting to also make, you know, the track to SaaS. So that's a good call out there. If that's, you know, if you're seeing that in your deal cycle, maybe as we are. Anything to add here on this one, guys?

Um, nada. I think you knocked it out of the park. I think the only thing to call out is that our audience is maybe a little bit different than other audiences in that we, you know, you have to think about why people come to Sastra in the first place, right? We've built an incredible database of, of content that our followers just know to read and know to engage and want to engage with that kind of content, that kind of following, that kind of insight. On like tactical strategies that they can enhance their, their role or their company. And so it's not only 56% of attendees that are VP level and above, it's a community of engaged individuals. And I think that's really important to call out because that's who comes. They're engaged, they want to engage, and they want to engage with you. So.

Yep. Good call out there. So for the topic of the day, just to get into it, we really wanted to talk about custom sponsorship packages because they are so bespoke. Kind of wanted to explain some of the differences. So what do we, what do we mean when we say custom? So just looking at our sponsorships at a glance, if you maybe have or haven't seen this, we really consider platinum and up really the more custom sponsorships. All of our sponsors are still turnkey in a way. So, you know, they, it's not that being on a custom level is any more work for your team. It's really a collaboration effort. Between your team and SaaS-er of fulfilling your goals on site of like what you want to do. So I'd say that's the important call out there. When you get to a custom tier, there's a lot of different kind of like main differentiators, which we'll walk through next before we show you some of the custom tiers and maybe just share some stories on some of the custom activations. But I think notably, right, they are the bigger, more custom style booths. It's, we'll show you in a minute. It's kinda like the best locations. Again, not that any location is bad at SAS or just some locations are data-backed to be better. The speaking session has a real big part of, you know, what to do in these custom packages. As well as we do this thing and that I think people will realize that once you hit the Platinum Plus level and above, we've done this now for, I wanna say, 3 years. We do this SAS VIP getaway. That we typically only invite our custom sponsors and up to because it is speakers like VIP CEOs, like the best of the best, the crème de la crème folks and staff that come through our VIP getaway. And that is directly following the event. Yeah, I think some folks maybe don't realize that we do invite like an executive from these custom sponsorships to that VIP getaway, which has been kind of like a nice-to-have bolt-on for folks, right? Not usually pay-to-play, it's really invite-only for everyone else. So that part of it is quite nice. Customer passes, which we'll talk about in a bit. And then, you know, just tons and tons of branding as you get into the more custom elements. So like first and foremost, like, yeah, why did we pick this topic, right? Like, is a custom sponsorship really worth it? So we took a look and there's a chart on the next slide of like all the qualified leads from this year's event in 2023. And put how many leads on average per level, right? So again, we're talking more of the Platinum, Diamond, Mega, and Unicorn leads on this slide. So, you know, basically at the $480 and up range once you get to that Platinum level. So it does make a difference as you can see, you know, even at a Platinum, $481 is a lot more than the Gold's, you know, 250 or sorry, 207 qualified leads, Super Gold's 250 qualified leads. So, Yeah, kind of a big jump there, right? Once you make the leap to a more custom booth, you could see the leads are proportionate to having a bigger booth and custom package with SaaStr. So yeah, what do we want to go over on this chart? I know we've talked about this a little bit, but yeah, what's the—

I'm happy to jump in if you like. Yeah. So just to share a little bit, we have some really interesting data that we were able to pull from SaaStr 2023. And what you can see here, you know, in the blue bars is the average number of leads that each sponsor level was able to get. And so you can, you know, what was really nice and I guess worked out according to plan is that the larger the sponsorship, the more leads one would get. But the really interesting new data is that those sponsors that did a custom activation, which is something that we, while it's custom, we actually have new ways to make it really easy for you and pretty much turnkey as well. But really it would be bespoke to your booth, no one else would have the same activation you would, we guarantee that, you can see like a great bump in leads. So, you know, almost a 50% increase in Super Gold when they went from just their booth to a booth plus an activation. And you see that across all levels where this is available, you'll see Gold, we don't offer activations at that level. So that's why they don't have the data. But in all other levels, you can see a really nice increase through an activation that could both, that could be really easy to execute.

I think the other thing to call out on this is that the numbers of scans— everyone has a different definition of what's worthy of a scan, right? Is it, um, I want to scan everyone, um, which is not really the method I think any of our sponsors really choose at Zaster, um, or is it I want to scan individuals that are really important to us, um, and that is probably the most prevalent. And so I think that, um, One of us, I remember 2 years ago, one of our sponsors really kind of teed it the right way. He said we had 2 ways in which we scanned. We scanned either because they had said, yes, we have this problem today, or yes, I really want to learn more. And that was the only 2 things that they scanned for. And so that's a model that's similar across our sponsors. When you see these numbers, these aren't just, these aren't 661 account executives coming to your booth to try to figure out if they can sell you something. It's, it's much different than that.

Yeah, good points on that. Another big differentiator once you go custom, if you will, so like again, what we mean by custom is really Platinum and up, is that premier booth placement. Again, there's no bad booths at SASCER, but there are better booths, right, in terms of placement, just with how the floor and the overall campus is designed. So we threw the map, right, this last year's event for reference, but you can kind of see from this last year of the overall campus, which we do change over your right to continually iterate to make it better for both attendees and sponsors. But yeah, on the campus, our sponsors are in what we call the hangars. So there's Hangar West and Hangar East. This is kind of a zoomed-in version of it. And like our most popular sponsors were this year around the cantina. So that's where all, you know, the main food and beverage was. And then by, you know, our biggest indoor stages. So that really made a difference for them, right? You kind of get that built-in traffic. If people are going to eat, people are going to happy hour, people are going to sessions, they're gonna naturally need to walk by your booth at some point. So it's kind of unavoidable. So those are really great things we do at, again, more of those higher tiers. Whereas in the Golds, you know, they are in a separate hangar. They're again more more turnkey, less, less, less customizable there. Not a whole lot of space there either too if you have a team size that you need to bring. I would say too, just on Premier Booth Placement and on that point, right, like the end caps are always super relevant at any level. So that's why we try and make them— once you've reached like Platinum and Diamond, we do try and make them more than one side so that you have multiple angles where you can approach folks, right? You're not just step with whoever comes down that specific aisle, that specific life. So that's an important call out. And then obviously, you know, as you get to the bigger booths, you do have more space for just your internal team to be comfortable to host meetings maybe within your booth rather than going elsewhere on campus. If you have a smaller booth, you can't really do that. It just gets a little too cramped. So that's the thing to keep in mind too. We are seeing more and more executives actually do quote unquote booth duty. So you know, don't feel like it's something that is frowned upon anymore. It's actually becoming super common to have a member of your team do booth duty and like be available to talk to both like current customers and prospects. I do think that's becoming a little bit more standardized actually.

That's—

yeah, I think it's really a best practice, you know, to have folks at your booth that kind of match the level of the attendees who are coming around. So, you know, because we have so many exec attendees, we have so many founders who are coming around that often want to chat chat with your founder when possible, or if there's a CFO and they want to chat with your CFO, like those level connections is something that we often recommend in some of our lead-ups to the event and definitely a best practice.

So yeah, that's a good call out. I know David talked about activations a bit, so we just wanted to throw a slide of like, what, what do we mean by activation when we say activation? So some of these are— this one happens to be the food-related slide. So these are all food-related, but we do have other slides where we talk about things that are not food related, but just to give you a quick glance, look at like some of the things that people have done in their booth. And again, you know, to David's point, people have done like themes around it. So they kind of pick something that maybe matches their theme of, of what they're doing around the booth. So it's not just a kind of random giveaway of food. It kind of has, you know, a built-in reason or purpose to exist. And then, yeah, we do try and do it as much as we can exclusive by, you know, vendor by person so that you're not feeling like, okay, I've, I've got this one, whatever, ice cream vendor, but 5 other people also have it. It's like, okay, if you've got a certain ice cream vendor and they have specialty flavors, you're kind of the only ones with that. There might be a different like gelato vendor, but we do try and change that up so that they're not all the same so that folks aren't like, yeah, I just saw that somewhere else at a different booth. So that's something to keep in mind too. And also like, you know, this list is not inclusive. Like we have had folks kind of request things throughout the years. And as long as, again, we try and make it as funky as possible on our side, we try and go out and find, you know, vendors that meet current requirements. If you have one in mind, again, it's a good thing to get started on early so we can, you know, on our end do all the heavy lifting for you to get them to the show. Because yeah, there are some, you know, backend logistical stuff that needs to happen for these, but We do try and make it for the sponsor as turnkey as possible. So these are like a list of whatever vendors we've worked with throughout the past 2 years at FASTR. Again, not all inclusive. There's certainly more that can be done here and certainly not all that has to be food related.

Yeah, I think that's just a good call out. Everything here happens to be food because we help facilitate that, but there's a lot of great non-food customized activations that people bring in. Some that come to mind, one of our sponsors had a custom custom engraving machine for cups that, I think it was cups, that people loved. They had big lines and forget about big lines, they met a lot of great contacts in the process. And, you know, I think it was Tulio did custom embroidered hats. And, you know, there's all different things that could be done. Some cost more, some are less. Someone had the money, what do you call it, the money machine?

The money machine? Yeah.

The money pit? I don't know what it is, but you stand in the machine, the money's going around you. Anyway, there was some cool stuff. So it doesn't have to be food, but everyone loves food.

So Money Pit sounds like my house.

Money Pit.

Yeah. What do you call it?

Like the wind tunnel, you know?

Yeah, it's—

I don't know, Chuck E. Cheese style.

Yeah, definitely. People have done like arcade games. Some people brought arcade games that they like own, that they branded. That's, you know, again, let us know. We, again, 99% of these activations, we we are able to help folks with, or if it's for some reason there's some weird venue or like overarching rule about it, we'll help you find a substitute. But yeah, we, we do all these activations. And yeah, I would say the biggest differentiator on activations, right, is like a lot of the food is timed. So a lot of these folks who've done food throughout the year, they, they, you know, it's coffee, they kind of do it in the morning. If it's ice cream, they do it after lunch. If it's something sweeter, I've seen a lot of folks do it, you know, during happy hours or kind of again after lunch or maybe before lunch as like the lead-in. But they don't do it all day. Some of the things that David and Brian just mentioned, like, you know, the hats, the custom embroidery. I know a vendor did like custom screen printing t-shirts this year. Like those have been higher. So like, you know, all day long is what I mean. So it's really your flavor too, right? Like If you feel like you have the right amount of team members where, or if it's your first after, I would recommend doing something like food, right? You get that activation bump, but you're not like running around like, oh my God, I don't, I don't have the manpower for, you know, something that's custom all day. I would say most of the folks who did an all-day activation have been some of our repeat sponsors like Calendly when they did Habs last, I think it was last year. They're super cute. They said like, Calendly and then like your name on it. It was all day, right? So you can imagine if you do an all-day activation, whether it's food or not food related, that is constant traffic on top of constant traffic, right? Because the halls kind of pretty much have constant traffic with, you know, between content going on, Brain Dates, which is the networking, which we'll talk about. Happy hour is the big party. They already have constant traffic and then you're kind of layering into like your booth becoming like a hotspot for traffic. If you do it all day activation. So that's just one thing to keep in mind, right? Like the more bespoke and custom you get, you do want to keep it somewhat proportionate to the amount of team members you want to bring on site. It just may mean you need to bring more. To David's point, it might be that, you know, you do it when, or you do an activation when your executive is there to kind of get like a double dip bonus gold star out of it. But yeah, that's kind of how we've seen folks do it. And honestly, because we consider all of our activations custom, even if they're in a super gold or a platinum, right? We do work very closely with all of our sponsors, but even more so when folks have an activation, right, to make recommendations. We do it a lot for media too, but just to throw it out there, we do a lot of, you know, recommendations of like timing, what works, like what have we seen work in the past, you know, all day versus some of the day, et cetera. So we're definitely here to help if you like have an idea in mind. Just let one of these two guys know.

I'm here for if you just wanna give me a root beer float, I'm good for that. I'm here.

Yeah, I will say I did. I'm— I— it was a good reason for me to go visit our fonzers and check out them. I was like, I need to quality control your gelato.

I'm your most qualified lead. I just want to put that out there.

How is it? Okay, go ahead.

I was just going to say the guest passes are a really cool way to kind of customize your experience at Sastra, and it's something that we started doing in 2022 as a test. We did a little more in 2023, and I think it's, I think it's going to be a big part of SaaStr next year. And really, you know, sponsors that took to this and did this the right way saw huge advantages. You know, some were able to really get a return on their investment, you know, pretty much right away. You know, if they do this strategically and essentially, you know, we're allowing our sponsors to bring their customers or their prospects, right? To SaaStr. It's a great way to kind of be well set up at the event. You know, one thing that I've seen folks do is engage their sales team around this and in particular look at like, you know, bottom of funnel opportunities, late stage opportunities, and, you know, bring those folks, invite them to SaaStr as your guest, put your arms around them in a real-world setting and giving them real value, right? The average ticket to SaaStr is about $1,500. And so being able to give that to one of your customers or prospects, invite them to SaaStr where you're sponsoring or speaking or your exec team is just great opportunity to really like tailor the experience and guarantee you're going to, you know, see really important folks right off the bat.

I think one of the things to call out is like a couple of years ago, you know, it was really common that you'd go to see customers and see people in person a lot. And then when remote work really got underway, you started seeing less and less of that happen. But we started still, we were still hiring, right? We still had new salespeople coming in. There are salespeople in the workforce today that are 5 years in their career that have not gone and seen a customer. And so like, it's something to call out. We know that this is a great way. You may not have the budget this year to go and fly out to all your customers. It's a great way to bring them to you and have an opportunity to do like an onsite with your, with your people. Chances are many of them are probably already planning to go or would like to go. And so it's, we see this as a really big benefit for you to be able to engage your customer base.

Yeah, that's good. And again, just to call out, we added it to this kind of overview as it is something that, you know, as you, as you do something more custom with us, it's not only that you get more passes, but you, you know, some folks have actually done different things with them. So we've had folks do kind of like mini meetups with our customer passes. Shoot video with our customer passes. Like folks have done a different number of things with them. So I've seen folks do like giveaways with their passes. There's different things you can do with them, right? It's just a call out of, of once you kind of reach a custom tier with us, it's not only do you get more passes, that there's kind of more optionality of what to do with those folks to get them on site. So yeah, that's kind of a last thought there.

A few teams, sorry, there's a few teams that also use this as a really great way of doing an offsite, right? So, I mean, just, just it's another opportunity to bring the team together and do so in a fun environment.

So, yeah. Yeah. I mean, we use it as one too, technically. Yeah, correct. Technically. We're there a little longer, but yeah, technically.

Yeah.

And then a couple things on content. So there's two things I want to call out specifically on content. Maybe 3. So what you do get a bit of a longer session, the more, again, the more custom your package is. Again, this is something where our team can make recommendations for like, you know, who would work best for your session, what topic will work best. That's the thing our speaker team has gotten really great at. But above and beyond that, we do a— maybe it's a bad name. We do a YPP. It's the year-round promotion program for our Unicorn and Diamond sponsors. So this is something where folks are constantly asking us how they can tap into the SaaStr community more year-round, not just at the event. There is maybe obviously, but not obviously, a larger community on saaStr.com that is consuming our content than there is that comes to the in-person event. So yeah, this is a great way to get in front of all those people in addition to the folks that are coming to our in-person events. So what this is, is we either take a, content that is existing. So it could be your session from Fastly Annual, it could be a podcast if you've done one with us, etc. And then, or my app stack, which I know is gaining traction with a few folks, and push it out across the Fastly network, kind of evergreen, right? So the week it goes out, it gets kind of boosted placement, if you will, on like the homepage and our daily newsletter and our weekly newsletter. It's on fastly.com. We promoted on social media and then yeah, throughout the year, you know, we'll continue to promote this piece of content. So I think that is something that is nice too, right? That's not something that we really put a dollar value on. It's something that is just included once you reach a certain tier with us. So I think that's an interesting one there because again, it's just a great way to tap into the community year round.

I call it the Yippee program, by the way.

But yeah, that's a bit— might be better.

Yippee.

Yeah, and then last thing before we kind of show some booths, 'cause I know we're reaching the half hour mark here, is Braindates. So if you guys don't know Braindates, they are the main way we do networking at SAPPHIR Annual. I think they just posted on their website like a week ago that we had the most connections made out of any event, meaning more than Dreamforce too. So if, you know, we had slightly less people than Dreamforce, so people are, that gives you any indication of like, how interactive our SaaS community is. That's a good indication, right? So yeah, our community is really active on Brain Dates. We've been doing this for a number of years, so I think they've gotten used to it as well. So again, something just as a thing that we don't put a dollar value on, but is a benefit to our more custom sponsors is like, I know this past year, like Extensify and a few others were were eligible to be what we call like super Braindate leaders just because, you know, we worked with them on, on kind of nominating some extra speakers to do Braindates from their company based on their level of sponsorship. So again, not something we typically put a dollar value on, just something that is included once you reach the higher Premier level. But Braindates are really great. I know a lot of people have done them and like a lot of the super Braindates this year were like literally standing room only, so. They're a real— they're not to be— don't sleep on the Brand Dates, right? Anyone can do them as an attendee or sponsor, but once you do a Super Brand Date, it's nice because it gets like promoted. We do try and fill them with like 30 high quality, again, high quality attendees, but they are an actual presentation. So that is something we remind folks, right? Like they are work to do. You do have to actually, you do have to actually put together presentations to do a Brain Date. But when you do them right, I know a lot of folks, both just attendees and sponsors, who've gotten, you know, really good connections, really good advice, met, you know, a lot of really great people through the Brain Dates program. All right. Yeah. And then cool. So last but not least, I think, yeah, maybe, yeah, 2 last points here. We wanted to just show a few of the booths that have been you know, at these custom levels throughout the year. So I know, David, this year Expensify brought their booth.

Yeah, they brought it the past few years. And yeah, look, this is a mega booth that they have that they bring to various events. It really— they love to showcase it at SASTR. It's a, it's a two-floor lounge. Lounge. Yeah, it's very cool. So it's just, you know, look, this is the type of thing that, you know, can be done. It is possible, especially for the larger tier sponsors. It's the type of thing that you can do to really stand out and, you know, have a huge splash at SaaStr. So this is one where— this is an example of Expensify bringing their own booth. And then the next slide I think is relevant.

This is a gold booth, right? This one?

Yeah. And Brian, I know you were involved.

Exactly.

You were involved in this, and I believe this one in combination was built out for Brex Custom.

Yeah. So this was our— Brex was our unicorn. A sponsor, uh, 2 years ago. Um, this was something that we helped them design and build and we put together for them on site. Um, it's not anything other than something completely bespoke that we had designed digitally and then rendered. So, um, really amazing 4-part lounge. In fact, had a deep dive space, it had a place for kombucha and coffee, it had a swag store and, and some selling areas. It was really quite quite awesome.

Yeah, yeah, we wanted to put like one of each of these, right, just to show like, I brought their own. If you do have your own, I, I am starting to see more and more sponsors with their own, either fully built out booths or elements of booths that they fabricate that they want to incorporate. So again, we accommodate kind of all flavors. Um, or Brex, you know, they kind of had some ideas and then we just started rendering out like what it could look like, and then we ultimately both landed on this. You know, this was the year we, the sponsors were outside. So this one's outside. But yeah, you can see, you know, this was like neon all on the side. So the Brax lit up at night. You know, we really wanted to have the sails for, again, during the daytime so that there was some shade and it was more of a lounge area. These were like, I think, claw machines or something. This was like their swag store, the kombucha, and then like a lounge in here. And then obviously like the more traditional selling points. And it was four-sided, right? So people can really come up to them from either angle. And yeah, again, kind of two flavors here. Once you go, if you want the really big wow, like we can either bring your own if you have it or we can work with you to make something. And then there's also kind of a third option of like if you want to make something that you can then take to other shows, there is an air of that. Or you can just do it like this. And this one was completely custom build. Build up and then tear down. So there's really, yeah, a few ways you can do that.

I think just one other thing here, you can see the size of these. Like we consider our Unicorn, our even our what used to be our Decacorn sponsorships, these, these we consider these to be our partners, right? They are, they're our partners for the event. They're, they're right up front and center. So, you know, you walk in in 2022, the very first thing you were greeted by was Brex. And it was powerful and massive and it was no way to miss it, right? Expensify. There's literally no way to miss Expensify on site. And so like if this is something where you're thinking, who would spend the money? Who's doing this? I would give it— I'd put it maybe in 3 buckets. Bucket 1 is that it's a big branding year. You have some big announcements coming, some big year ahead, and you're looking to create some captivating audience around that, that moment, that would maybe be part 1. Part 2 is probably, you know, you, you see our SaaS or audience is having a really big customer event alongside a new business opportunity. I can think of a few different brands that that is the case where our audience is representative of about 50% their customers and 50% opportunity of new prospects for them. And so that's a really great investment if you're going to do a customer event, you know, it could cost you a couple million dollars. Here you can spend a lot less and get the same benefit. So that's the second one. And maybe the third one I'd call out is that you're— you see Saastr's audience as being a direct fit to who you sell to. And so every person that you could scan is ROI for you. And if that's you, it's another great opportunity, great investment. So you get a lot of benefits with this, with this booth. It's not just a booth. There's a lot of different pieces that go into it. So I, I just, maybe an important call out.

Yeah, it's a good one. And then just going to like to kind of like last tiers of custom here that we want to call out. So the next one is our Diamond. This one's like maybe our most popular custom booth, if you will, and level. So this year the sponsors were indoors and the biggest differentiator on the Diamond was the height of these Diamonds. So Everything else is pretty much at an 8-foot and these were at a 12. So if you can imagine, you could literally see the tops over everything of the booths. So yeah, that's a nice call out there of, you know, they are really big, really tall booths. They do have a lot of demo stations if you want them, right, to do activations. There's plenty of room for built-in, again, those activations that we called out earlier. And the diamonds are actually shaped like diamonds. So again, to the same point of like, you are able to capture traffic on all four sides at these diamond booths. So again, those diamonds are if you want kind of a wow factor, but maybe a bit more turnkey because custom is either overwhelming or like, you know, you're not ready for it yet or you're newer to SaaS. Diamond is a good custom option that is a bit more turnkey.

As Rihanna said, shine bright like a diamond.

Yes, there you go. And then, yeah, last but not least, We're just used to Brian's dad jokes by now, so we're moving on. The Platinum Plus booth, you can see Salesforce's Platinum Plus here, is actually like half custom, half turnkey. So you can see they kind of like took our like back wall and just real— I mean, Salesforce branding is very distinctive. So, you know, they made it distinctive with their branding. They brought in like these custom bezels that they do on like their monitors. And then they brought in this greenery so that it would have a 3D effect again. Really great. I love when people, you know, do something that is part turnkey, part custom, but very much on brand. Obviously you see this and you're like, that's definitely Salesforce. Like I can tell it in an instant. So, you know, their blue pops on like the wood grain that they did on the front. You know, they had gotten rid of like this back cabinet. Fine. They didn't need it. They kind of like turned— it's on the photo, but they turned like their demo kiosk so that they could show off some of their ecosystem. So I think they showed off like Slack and then I think one other one other partner at their booth. But yeah, I, you know, I like something like this where, you know, we recommended to them like a plant vendor. We're like, here you go. Like, if you want to work with plants, use these guys. We've used them before. Super easy. They dropped it off, right? So again, it was part custom, part turnkey. So I think again, it's something where you don't have to stretch all the way to a Diamond or Unicorn to get all the benefits. Like Platinum's a really good size. They were by the stage. So these specifically had a lot of really great traffic. Again, you've got space for an activation once you get into a Platinum Plus, and you can get more creative with it, right? So again, you can do something like this where their booth kind of came to life in this space. So a good call out there. You're on mute, Brent.

I like to talk to myself. I know we're coming up on time.

Yeah.

Are we gonna go to additional opportunities here, or do you have time for maybe a quick shout out, call out.

What would we— could do a quick shout out, call out. Yeah, whatever you want to wrap on.

So I appreciate that. I think one of the— just really earlier we mentioned the Yippee program for our Diamond and Unicorn sponsors, something that's more year-round and more ongoing. Our sponsors that know us know that our audience engages with us throughout the year. They don't just wait for the event to engage with Saastr. That would be really weird. And so the way in which they do that is through our media assets. And if you've been to these before, you've heard me talk about them and it's ad nauseam, and I apologize. But the callout is not that. The callout is that in December, okay, there are two assets in particular that have some open inventory that you're really, really missing out on not reaching out to say, hey, I want to be in front of that audience. And that would be the Saastr podcast, which, hello, top 1% most followed podcast on Spotify. Pretty awesome opportunity to put your brand in front of it. And to the SasterDaily, which is probably one of the most impactful newsletters that we have, has over 700,000 impressions each month. Hello folks, get your media team involved in this. We have some opportunity here. So if it's interesting to you to get a really nice end of year bang or a kickoff to Q1, just, you know, hit up your boy Brian. I got you. You could hit up David too, I guess, but you know, you could shout out to me.

Why? Well, you know, a little friendly competition is always good. Yeah. Anything else we want to end on? Yeah, I did have the meeting slides in here for folks. Anything else we want to call out as we reach time here?

I think that's a big one. It's just, it's end of year. We have a lot of different, we have a lot of A lot of different incentives for, you know, the people that are taking advantage of SaaStr, their SaaStr plans early. That's just the way we operate, right? Like the early bird definitely gets the worm at SaaStr. So if you're waiting until February, 'cause you're like, oh, that's when I know the budget will be completely sealed and then I can execute. You should be talking to us now. Now talk to us now. That's today or yesterday. If you have your flux capacitor out, just turn that on and you can go back in time to yesterday and I'll talk to you then too.

Um, I'm booked yesterday, but I'm good for tomorrow or today.

Nice. Well, it is the end of the month after all, so, um, yeah. Um, so yeah, thanks for listening. Hopefully this is helpful. If you guys need any more information, you can reach out to the team here or myself. So David is david@safetrank.com, I'm ai@safetrank.com, and then Brian is brian@safetrank.com. Co.com because he just likes to be different.

Yeah, I'm different. I'm, I'm, I'm, I'm a special boy.

That's how we can get into that. Hey everyone, good luck on, you know, the last day of the month. Hopefully you crush your quota, and we will see you all next week.

Bye everyone.

Bye everyone.

Thank