The AI Marketer's Playbook

21 | Susan Frew on Driving 535% Growth with AI Solutions

• Audrey Chia, Susan Frew • Season 1 • Episode 21

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In this episode of The AI Marketer’s Playbook, host Audrey Chia chats with Susan Frew and reveals how she transformed her company with AI, driving over 535% growth and earning a spot on the Inc5000 list. As the author of Compete on Awesome with AI, Susan shares how small business owners can automate tasks, build custom GPTs, and stay ahead of competitors. Tune in to discover her strategies for using AI in finance, marketing, and operations—plus, tips on overcoming the fear of AI and embracing it for sustainable business growth.

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Audrey Chia:

Hello and welcome back to the AI Marketers Playbook, where we cover actionable frameworks to help you leverage AI and marketing strategies in your business. I'm Audrey Chia, your host, and today I have with me Susan Fruh, a real powerhouse in the AI and small business space. Now, Susan has transformed the game for so many small business owners, leading her own company to an incredible 50% 535 percent growth and securing a spot on the Inc5000 list. She is the author of Compete on Awesome with AI and has delivered over 50 AI keynotes. So from running a successful business to creating custom GPTs, Susan brings really practical real world AI solutions to entrepreneurs. Welcome to the show, Susan. Audrey, thank you so much for having me. What a, what a treat. I am super excited to hear from you. So tell us more about your journey, you know, before AI and how did you even get started in this amazing world?

Susan Frew:

Well, so my background is somewhat in tech. So I started out in AT& T Wireless in New York City many years ago, and then, ended up on a launch team, launching new markets, and then I ended up being in charge of two countries in the Caribbean. So I was in charge of Grenada and St. Vincent and the Grenadines, and we built out their network. and then when I left corporate America, I came back to the States and I bought a business coaching firm. And through that, I met my husband who was a plumber and we started a plumbing and heating company, but truly my background and what I love is always been in tech and I've always tried to like bring us, you know, further ahead in technology than we were. And, you know, when AI, first started, you know, getting more mainstream, I guess, two years ago, I was just like, First on the bandwagon. Like I was trying everything. I just loved it. I took as many courses as I could. I followed people like you and ISAR and, and some of my heroes and sheroes in tech and just, you know, study, study, study. I mean, I think I consume probably eight plus hours a week of new content to learn and stay up to date. practice, but yeah, and every single time I deliver a keynote speech, I have to redo, the presentation. You know, it's funny, Audrey, because, I never counted this, but I realized this last week. I have 22 videos in my, in my keynote and they're, they're short. A lot of them are like, Loom screen videos, what have you. Now, whenever I go and do a new keynote, I customize it so much. I have to replace 17 slides and videos. That is amazing. It's so tailored for your audience. Yes. And I think that's really important. I think that that's what audiences want. That's what they expect. They want to have their content really curated for them and give them the most value.

Audrey Chia:

I'm so curious, right? So you talked about, you know, being able to share very tailored keynotes, right? So what are the different types of keynotes and what are people mostly curious about?

Susan Frew:

Well, it's interesting. And, you know, maybe for you and I, Audrey, we, we think, you know, everybody's talking about AI, everyone knows how it works, right? And then you go out there and you speak with an audience of people. people and a fraction of them know about AI and what's going on and the rest of them are just like, not either not paying attention or they don't think it applies to them or they're not interested. I'm not exactly sure, but it's. Sort of mind blowing to me.

Audrey Chia:

Yeah, I think it's very interesting cause on LinkedIn or perhaps, you know, on YouTube, there are certain spaces where we are really maximizing and leveraging AI. But it also appears to me that there are still a lot of companies, Both small and big, they are still a lot slower to adopt and I was a little bit shocked because I thought that GPT would probably be very mainstream by now, but there are a lot of people who still are not fully aware of how to use it, and they just use it like a Google search function.

Susan Frew:

Yeah, I mean, I think yeah, people are using it as a really souped up search engine. yeah, so I think that's what's happening. It's very interesting. I'm surprised. I'm just really blown away. But You know, that's what, that's what's happening out there. So for you and I, we need to be educators and we need to be sharing with people, you know, what's coming and how it's going to impact, their business. I think that's going to be key. That, that is what worries me is that people are going to get caught and they're, they're going to lose out to their competitors cause they're not, you know, getting on board fast enough.

Audrey Chia:

Yeah, definitely. And have you seen any? Because you've been in this space for quite some time, right? Have you seen any specific, particular trends, or how people have, you know, responded differently to AI over the past two years, perhaps?

Susan Frew:

Well, I think that a lot of people are using AI for, Writing, so they're writing emails with it. They're maybe writing content. they're maybe doing blogs and newsletters. that's really the biggest application that I've seen, but no one is really taking it to the next level. And what I've been doing now, I go on site and I do a full evaluation. So I first have all the key leaders in the company fill out an evaluation survey, which is pretty comprehensive. And then I do an interview with them beforehand, and then I create the presentation and go on site. And then I will build some custom GPTs, but. One of the, I think that they all need to have a finance one, you know, there's no reason for you to be poking in the dark doing a horrible budget when you can build a GPT and a few hours and there you go.

Audrey Chia:

Yeah, and it's super cool that you mentioned finance, right, because For example, marketing and copywriting. These are the, you know, top of mind use cases for most people. and it's a lot more accessible and easy. But for finance, it's also a very interesting use case because it pertains and it's relevant to so many business owners, right? But yet not many people, including myself, know how to fully leverage AI for that. Could you shed some insight into like, how do you use, how do you even get started

Susan Frew:

on this, you know? Well, first, you know, necessity is the mother of invention. I, I used to spend a whole week, writing the budget for the plumbing company, for the next year. And we, I would do it like the week of the United States Thanksgiving, cause it was kind of quiet and, I would get it done. And it, you know, I'm not really a big numbers person, per se, and I have, I am dyslexic and I have a little ADHD. So both of those things with numbers. Big not good. so what I did is I built a GPT with key performance indicators that I knew were built for the plumbing industry. And then I, then I taught it how to evaluate my years. Performance and then to create a budget for the next year by saying, you know, we want to increase our sales. We want to increase our revenue. What have you, you know, we're actually going the other way in our company where we've downsized significantly because I'm not there anymore. And my husband just prefers a smaller group. So. The numbers we have still are the same though, like so much percentage for this and so much for that. I can show you one that I built.

Audrey Chia:

Amazing. I think it would be great to see in action. And I think it's very interesting that you're also drawing on your own experience, you know, when you're running a company with your husband, right? So that's really real world problem, real world solution for them.

Susan Frew:

Well, and you know, it's interesting that you say that because that is the feedback that I get from most, when I'm doing a conference or what have you, people say, Oh, well, it's so much better to hear from you that you're actually using the tool. So. This is one that I built. It's called Compete on Awesome CFO. And then I built in, you know, a lot of key performance indicators on the back end, and some analyzation information that I got from QuickBooks. You can get that kind of information online anywhere. Like, how do you analyze the profit and loss, and, You can even go on Reddit and go into some of the, the rooms where there's accountants and things, they'll be happy to help you. But so I built it this way. And then here's the profit and loss that, you know, from last year, I'm going to say, please, create a budget for 2025 using the data in, oh my gosh, I can't type when people are looking at me in the, And that's to me too, I know, it's, it's, there we go. It's performance anxiety. So, so that now I just put a PDF in there. So look what it did. So then it created the whole budget for next year based off what, and it tells me my percentages and I had already built in here what I wanted, the percentages to be, so it will, it's going to now tell me what I need to be able. I need to be spending in order to get a target 37 percent margin and then what my bottom line is and total operating expenses. now our income's going to go from 43, 000 to 80, 000 on the bottom line without addbacks. That's also complicated too. yeah. And so then I also built another add on here. That sometimes it works, sometimes it doesn't. I'll see if I can do it live. But, can you, can you please create the EBITDA? So EBITDA, Earnings Before Interest Depreciation, Taxes and Amortization, that is how a company is sold. so this is how you figure out what your value is, based on, all of the factors that are in there. So the depreciation I have a 30 EBITDA for 2025 is 123, 000. so there's the summary and in, in our industry, plumbing and heating, it's usually four to five times EBITDA. So if I were to sell this company tomorrow, right now, just as it's sitting, it would be almost 600, 000. So now I know what, you know, and I don't say that this takes care. Takes, a place of a business broker, but at least it gives you an idea. Like if you were trying to figure out what my company is worth, you could use that and it would do it for you.

Audrey Chia:

It's beautiful the way you constructed it, right? Cause you're thinking of the different steps you will need in order to get to a specific objective. And I think one thing I noticed is when people try to use AI, they don't have that. objective in mind. Whereas when you have that single minded focus, right, then you can build towards that. And I would love to know also, like, for people who are trying to leverage GPTs, do you have some tips for, for them? How do you normally think about it? How do you normally start constructing it? what is the best, you know, kind of framework for it?

Susan Frew:

Well, you know, I think a word that we're hearing more and more and we're going to continue to hear more and more is agent, and everyone's got a different definition of what agent means. But I like to think of agent and employee or department head, right? So we have a finance department, we have a marketing department, a sales department, right? So if you, and everyone's company is a little bit different in all of those, the areas are the same, but what they do inside the areas are different. are different. So that's where the customization comes in. So if, if you, if my company, if I'm a big company in a big marketing department, I may need to do a lot of things. I want to know who my target demographic is. I want to evaluate data from previous years to see what did well and what didn't. I want to evaluate all my different, Prongs of marketing. This is your expertise there, but I would then be able to ask it, customize questions and build it like that marketing department. and that would be one way to do it. Same thing with the finance department. I am actually building a custom GPT tomorrow for an onsite that I'm doing next week, and they've given me their industry, key performance indicators. And they're complicated. I don't really know that much about their type of business. It's manufacturing. So I'm going to build it based on what they told me their percentages need to be. And then that will help them in the future to analyze their data.

Audrey Chia:

Thanks. And I think this is very exciting, right? Because now you're outsourcing different tasks to AI, which is great. And then that frees up, you know, people's time to do other higher value work, right? and as we move forward, do you think that this model or the way we work is going to change drastically?

Susan Frew:

I do, and you know what? I think the good news is, is I think that we are going to be better, have better friendships, and better relationships, and better one on one conversations, because we are not bogged down with all this nonsense that we need to do, and have a list like this long of all the things that I need to work on this week. And just get rid of all the minutiae so that you can be the best genius person that you can be and the best, the best friend and customer and vendor and relationship builder, because that's still, that's never going out of style.

Audrey Chia:

Definitely. And I think I love that, you know, very optimistic point of view. I also share a really optimistic point of view for the future. But I do know there are some people who are still sitting on the fence. So have you heard of perhaps clients or attendees feeling a bit more cautious of AI and wary because of the fear of AI taking over their jobs? Because in all honesty, the level at which AI is performing right now, even just after two years, is incredible. And as a copywriter, I have had chats with other copywriters who share the same sentiment of, while AI is so good right now, you don't even have to prompt it as, you know, efficiently as before, but it still gives you a really high quality output. So that's also something to consider.

Susan Frew:

You know, Audrey, in this last year, I gave two keynotes and I did, and my bad, I did not ask the right questions in advance of the meeting planners. And in both instances, there were audiences where the people were. concerned about their jobs. And I didn't know, and I, I really didn't know that. and now, now I know better. Now I, I ask a lot more questions. Is there any funny, is there any like underlying sentiment in your company? Are people concerned? You know, do you foresee that there could be a reduction of, of work? And in both instances, I got really bad reviews. Oh my god. And I'm like, wait a minute, what's going on here? I never get bad reviews. Oh, dear. Yeah. So tell us more about it. Yeah. So, well, one of them was a big, was a bank and, banking and a lot of them. So it was a corporate banking situation and they are a lot of analysts. I mean, you saw what I did. I mean, I don't have an MBA finance degree. I'm not an accountant. I just figured out what my company is worth in 30 seconds, you know, and I had to create a budget for next year, which come on, that could have taken three people. so I think that that, that's an industry that they're very concerned. so you, you just need to know your audience cause I believe that there are people that are worried. And had I known that I probably would have positioned part of my talk in a better way.

Audrey Chia:

Ah, definitely. And for people who are fearful or, you know, a little bit more on the fence, right, what do you have to say to them or what are some of your thoughts about it? Because I, I can see why, for example, for a lawyer, for an analyst, for anyone whose jobs are more perhaps routine and they have certain processes, I can see how AI would be a Great way to streamline all of that workflows, but that also means making certain roles, maybe a little less, you know, necessary moving forward. So that's also, you know, a big question mark.

Susan Frew:

well, my advice to everyone is this, compete on awesome with AI. You, you cannot ignore it. I, I, I say be curious and cautious, you know, cause there's going to be bad actors and everything. But I, I feel like if you're worried that you should start studying, you need to start learning. You need to, sharpen your pencil and listen to some podcasts, even just get your toe wet, start using. I. Chat GPT a little bit, put it on your phone, use the visual modality, which is fantastic. You know, even recipes, the best recipes are there. So even if you just start with that and just another piece of advice that I give to people for the next week, this is your homework. You're going to jot down all of the things that suck your time and you don't like to do. And then week two, let's try and find an automation for some of those. So you can be more focused on the things that really make an impact in the world and are going to be part of your legacy.

Audrey Chia:

Definitely. I love that. I love that. I love being able to reframe your perspective, right? Cause you know, if AI is going to be here, you're either afraid of it. Or you go with the flow and you learn how to leverage it. And even for other copywriters, I always tell them to start expanding your skill sets. So instead of fearing that, you know, a lot of our jobs are going to be replaced, I'd rather build on new skill sets on top of what we already have, so that you're always relevant. You're always, you know, needed in a very strategic way for the company. I think that is very important for everyone to remember.

Susan Frew:

Yeah,

Audrey Chia:

I agree. Yeah. And Susan, I would love to know, so, you know, like the journey of building an AI first company. I know you transited from working with your husband to building a new venture. What was that

Susan Frew:

journey like for you? Well, so our journey is a little personal, but, you know, I speak about it on stage all the time. My husband got very, very sick, last year and, we were really both, kind of over running the bigger company anyway, and we had run into a lot of roadblocks and they just seemed insurmountable. And one day we just looked at each other. And so what had happened is he got really sick with his asthma and he ended up, in the hospital for eight days. And that's a long time to be in the hospital with asthma. But then, he came out of the hospital and a few months later, we went camping and he got struck by lightning. So, he's alive. So I, you know, I have to say that because people will send me condolence cards. but he's alive, but that really was a wake up call for us. Like, what are we doing? We're not happy. Let's, let's find what we love to do. And for him, it was, just having a small group of people people to work with just doing this one particular kind of work and we downsized it. We automated almost everything. We cut the budget down to nothing. And, you know, now, and I went back to doing what I love complete a hundred percent. Cause I was doing two jobs for a long time, you know, flying all over the country and then trying to do a lot with the plumbing company. So now, you know, we've created the life that we want. Basically, thanks to AI.

Audrey Chia:

Wow. And it's beautiful to see how you sort of went like a full circle if you know your passion and then doing other things And then coming back to doing this and also impacting the lives of i'm sure so many business owners. But for business owners who are new to it and trying to get started. What is You know, a kind of framework that they can adopt to start implementing AI. Cause I think that there are still hundreds of businesses out there who are still confused, struggling, or just not really

Susan Frew:

maximizing it. So here's some easy, here's some easy, first steps. You need to go old school before you go new school. And that means that you need to evaluate your company with everyone around the table who has a stake in it. In every process and you need to process map the whole thing. And it doesn't need to be fancy, sticky papers, notes, magic markers, just get everybody together. And you map out all the spots in your company and you find out where there's a. bottleneck, and that's where you want to try to apply the AI is where there's a problem and, and would make everyone happier and more efficient. so it's employee satisfaction. I think Audrey, that's going to be a lot coming out of this instead of people doing things that they don't like doing. Let's automate those and get you doing the things you love. And that makes you productive and happy and everybody wins.

Audrey Chia:

Wow. And are there specific tools that you recommend businesses to adopt or is it a custom solution? What usually works for you?

Susan Frew:

Well, one of my favorite tools, well, I mean, notebook LM love that, but one of my favorite just tools for any business is a chat, hub. Because it's all of the AIs built in together, and if you're concerned, like, what, they're not telling you the truth, or it's not getting the right information, well, you put one prompt in, and you get six different responses all at once, and if you need 12 responses, you can get all of them for 19 a month. and I, and I also say to people, you need to invest the 20 bucks, like, come on. You know, just invest. Just do it. Like, like, everyone's missing out on the fabulous chat GPT on your phone now and because they don't want to pay 20. I'm like, okay, come on everyone, just reach into your pocket and take the 20 out and I promise you life will be better. Yeah, I also I also

Audrey Chia:

share that like this is the best twenty dollars you spend every month I tell that to everyone like for twenty dollars you get an intern you get like a mentor you get someone that can Take your notes for you It's the best investment you can make right now. Exactly. Oh and And I think what you said about ChatHub, right, basically, for people who don't know what it is, is it a platform where it allows you to test different LLMs?

Susan Frew:

Yeah. So it has, it has Cloud, it has Perplexity, it has Grok, it has all of the Chad TPT models, OpenAI, it has, Gemini, it has Copilot. So really it's got every single thing in there. Some of them, I don't even know what they are. I, I've never. You know, like, well, that's cool. Let's see what that does. And some of them are good for certain things. Some of them will write great reports. Some of them will write good content. Some of them will write good analyzing documents and what have you. But it's just super easy and it's fun. I think it's fun. I think it's all fun.

Audrey Chia:

That's also great, right? Cause the fun parts of like learning and if you enjoy the learning process, then AI gets so much easier because it's a new skill set that you have to master and learn. I, I have tested different LLMs for copywriting. So for me, Claude is greater. It's better for like long form. And then ChatGPC is, better for more strategic thinking. From your experience, you know, do you have a favorite LLM or an LLM? Do you think that certain LLMs are much better for specific use cases?

Susan Frew:

Well, so, so my biggest, pain point, I guess, if I did my own exercise was how much time I was spending on LinkedIn. And granted, I get a lot of leads from there and a lot of connections. I think you and I met sort of on LinkedIn through another program we were on together. But, that was taking me a ridiculous amount of time, on there. So I started. You know, doing content creation and things through a program that's connected to LinkedIn, which I love. And I've been testing that out. It's been fabulous, but, I also know that on content wise, especially for a website and another thing, Audrey, you will be proud of us. So when we, we downsized the company, we moved a few blocks away and I had a domain called Denver Plumber and HVAC and with the new search engine sort of configurations and algorithms, where you're doing it and what you're doing in the URL made a huge difference in the hits we were getting. but yeah, so, but when I'm writing content, I go a little overboard, I think. So I will write it and maybe chat GBT. I'll put it in Grammarly and do the AI checker and then I will put it sometimes in a humanizer if my score is too bad. Yeah.

Audrey Chia:

Oh, that's great. But it's, it's great that you have like a system, you know, that is not just a one shot kind of like, okay, whatever GPT gives me, I'm putting out there, but you're actually doing that. rounds of reviews so that your copy is not too AI, still human like and still great for the web.

Susan Frew:

And you know, I think my number one content creation tool is this microphone because I speak all of my, what I want to say, content in here. And then I have it just sort of polish it up. And so it's still, it's more me this way than it is just having it right here. for me.

Audrey Chia:

Yeah. And I think people don't realize that now it's so easy to transcribe your thoughts, your notes. Like I use ChatGPT mobile when I'm out for walks to get my thoughts down. I talk to it and I get ideas for work. I think about new different strategies and then, you know, at least I now have a database of thoughts. thoughts that I have, especially when I'm out and about. And I think, I think this is something that nobody's fully utilizing it yet. and it's such a powerful tool because now you don't just have to write or type, but there are so many more efficient ways for you to get stuff done in a streamlined manner. Yeah.

Susan Frew:

Yeah. And I, and I know me, I, like, I get an idea and if I don't capture it. There it goes.

Audrey Chia:

Yeah. And do you also have, you know, AI processes that you integrate into, for example, your keynote speeches, like what are ways you use AI to streamline your own personal workflows?

Susan Frew:

well, so I use, Zoho, the whole Zoho platform, which is pretty intuitive. It has a lot of AI tools built into it. I use it. A lot when I'm building my slides. So I love using gamma. A lot of my slides I do by myself too, but I use a lot of AI and that content creation because building a slide deck takes forever. And, you know, it used to take me two weeks. It still takes me a long time, especially when I'm doing the consulting work. and then I recreate all of the videos. So I use, Hey Jen, I love using the avatars. I love using Notebook, lm. I use that a lot. I use, the, chat hub. I use Grammarly. you know, pretty soon I'm gonna start a 12 step program for people with subscription problems because I have so many subscriptions. uh, yeah. So I use all of them.

Audrey Chia:

That's amazing to hear. And I think like sometimes people think about solving problems with just. You know, chat GPT, but where there are so many beautiful tools out there, of course, it takes time to figure out what tool, you know, works for you and how do you stack them in a sensible manner. But I think once you take that time to solve that, it's almost like you found a new solution. You piece together a new key, you know, yeah. Unlocked. open and open new doors for you. So, that is also something that I highly encourage all of you listeners to try. Like, if you, if you are starting out, start first with one tool, and then start thinking about what is the problem you want to solve, and then work backwards to create your own mini toolkit. and that usually helps, you know, speed up your process without having being too overwhelmed. And Susan, for yourself, do you have any other recommendations for individuals, you know, who are trying to integrate AI into their daily lives? Because one part of it is work, right? But I'm sure there are other use cases that you also share.

Susan Frew:

Well, you know, I think that, this is just a human to human thing, but life is short and we need to focus on what's really important. And what's really important is our relationships and our families and our, all of those things that are not work. So if you could have a little bit more fun at work, and a lot less of the mundane and the things you don't enjoy doing, why wouldn't you do that? Just invest the time. It's like riding your bicycle up the hill, you get to the top and you see a beautiful view, and then you get to ride down on the other side and be like, whee, yay, so much fun. And that is what it's like learning AI. Something new all the time. It's just, just make it enjoyable and just find the good. I mean, we, we can all find the bad in everything too. And there are going to be some bad actors out there, but don't let that stop you. Just, just keep learning and, and finding the positive applications. you know, just think what they're doing in healthcare, you know, what they're doing for people with all different types of ailments and medications and reading x rays and that they are going to be curing all different kinds of diseases. Believe me, I would rather have an AI assisted surgery than just some guy. That's for sure. That's what I think that we need to keep our eye on the, on the good stuff.

Audrey Chia:

Definitely. I think the potential and use cases for AI is tremendous. of course, like with every good technology, there are also certain limitations and drawbacks. So do you have any advice for people who are using AI? Anything that they should be mindful about? Anything that, you know, about data, concerns, privacy, anything else that you think matters?

Susan Frew:

Well, you know, it's funny, Audrey, because people say all the time, Oh, I'm concerned about my data. I don't want to put my profit and loss statement in there. I'm like, okay, have you ever logged into anything with your Facebook account or your Gmail account? Yes. Okay, well, why do you think that when you play with ChatHub, Meta and Gemini have the best response? Because they have the most data. And this is the, whoever has the most data wins kind of thing. I think you should be cautious and curious. That's what. I

Audrey Chia:

love that balance, cautious and curious. And before we wrap things up, Susan, I would love to also know a bit more about your perspective because you seem like a very positive, energetic person. I think you have also been through quite a number of, you know, challenges as well as celebrations in life. and yet you still have this amazing attitude. So what is your take on life and like, how do you see things?

Susan Frew:

Well, interestingly, you know, we, we have had a rough time in the business. You know, we, we crashed and burned and almost didn't make it back out. And then we, I, I've had some health challenges. My other, my husband has health challenges. I personally have had 10 concussions, ski racing, mountain bike racing, very, I don't know what I was just, I was just doing. really wild, daredevil things, but you know what, once again, life, life is short, Audrey, and you just need to go out there and just make yourself happy and, and, and be grateful every day, every single day. I know it feels like that's a poster or a sticker or something, but I'm serious. If you start every morning with, these are the things I'm grateful for. And some days it's like, I am grateful for my dog and that is all. Some days it's a little bit harder than others, but if you really just get in the habit of doing that, things are going to go a lot better.

Audrey Chia:

I agree with you. I think one thing that I personally picked up was during the darkest moments in my life, I think the opposite of fear is gratefulness or appreciation because like it just helps you to feel, focus on the positive things, things that are worth celebrating. And like what you said, life is a gift. you know, things will change. AI is going to be here. Jobs will evolve. But again, life is a beautiful adventure. And I'm also so glad to be alive. I'm so glad to be really being taken on this adventure. So thank you for your time, Susan. And thank you for sharing those amazing insights.

Susan Frew:

Thank you, Audrey, for having me. It is an honor and a pleasure. And, thank you. I look forward to seeing the, the podcast out there.

Audrey Chia:

Thank you everybody for tuning in and don't forget to subscribe to the AI Marketer's Playbook and hit the bell for more actionable marketing insights. See you next time!