Digital Pivot in events: Find sponsors that add value

We go back to our team and say, hey, look, we're running these themes. These are the topics that people want to talk about. And our content production team identifies companies that we think would be wonderful for these discussions that would add value. Again, not a sales rep, but one of their executives, a thought leadership opportunity. And we then go out and present that. And our team has been actually had a lot of success presenting it that way. But looking back over the past year, it wasn't as easy to do that. Of course, when companies had signed up for the live event and we said, hey, look, we got this opportunity, but do you have someone else in your team? It's like, wait, that came from my budget. So now that we got through that part, the mitigation period, it's been easier. But we'll run roundtables with three or four people if we want, if we feel that it's going to add value. If someone says to us, hey, this is a really niche topic, throw it out there, we'll put it on the calendar. And I think that that's the important thing, right? At the end of the day, people then look at us and I say, it's not just influence group because the one we're doing is our higher ed facilities forum. People say hef, that's what that's known in the industry. Like, HEF organized this thing and it was great and it connected me with the right people and hopefully when we do get back to live events or other things that they're going to remember.