Decoding Buyer Intent with 6AI

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Latane Conant: Hello!

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Julia Nimchinski: So great to have you here.

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Julia Nimchinski: We’re so excited and welcome, Ann Hollander, strategic advisor and strategic edge. And what a topic today.

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Anne Hollander: No kidding. I am so excited for this conversation, Latney, are you excited for this conversation?

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Latane Conant: Forward to it all week. I got my notes. I got all my prep. I’m like, let’s go, Ann.

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Anne Hollander: Fantastic. All right. No 2 hardball questions. We’ll we’ll throw some loops in there, Julia. Thanks so much for having us. I think, that we can take it from here, if you’ll keep an eye on what’s going on over in slack.

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Anne Hollander: That’d be great for all of our attendees. If you have questions for us, comments, thoughts, ideas, concerns, throw them into that slack channel. Julia will keep us on track all right. So I’m joined today from our Cro at 6 cents really excited to chat with you today, your platform revenue AI is integrating big data machine learning and predictive analytics for insights specifically into the revenue engine and go to market teams. This looks like

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Anne Hollander: email agents. It looks like sales intelligence for accounts and most exciting predictive analytics to help predict opportunities with intent scores and profile fit insights.

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Anne Hollander: Latney, you have a really cool job, and frankly, you’ve been remarkably successful here. You’ve got a dual role. You are leading change internally in your organization, as we’re beginning to adopt AI and implement AI into our revenue engines. And and right on top of this you are also selling that change externally to other organizations.

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Anne Hollander: This is rare, right? We get to eat the dog food and we get to sell it. And you know, we’re on top of a topic where we have so much change and so much that’s going on today. So really excited to chat with you about this.

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Anne Hollander: Let’s anchor the conversation in 3 core outcomes, moving faster, scaling, better selling, better.

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Latane Conant: Sound, good, love it.

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Anne Hollander: Let’s go. All right. Let’s talk about moving faster. Right? Number one thing, you know, I come from the private equity world most recently. Speed. Speed, faster, faster, faster! Right? And this isn’t just a competitive advantage. It’s table stakes these days. A lot of AI is promising acceleration. But what’s real versus noise for you.

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Latane Conant: So I’ve got 2 examples that I just love. The 1st one is around inbound conversion.

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Latane Conant: So for years as marketing teams, we’ve talked about speed to lead speed, to lead, speed, to lead. But if you survey most marketing teams it still takes days.

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Latane Conant: you know, to to follow up and book a meeting with someone who wants to meet with you like this is bananas. And so a use case that we actually use our own own product for is to be able to respond immediately. So take the the highest intent right? Someone has said I would love to meet with you

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Latane Conant: and take as much friction out of that with an agent to be able to respond. Follow up and go ahead and get that meeting booked. So that is just to me like such a great easy use case that we’ve all wanted to do and what I also like about that is you think about. You know, we’ve always had these Mdrs that would kind of do that work and

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Latane Conant: not the highest value out of work. Right? They can be doing much more strategic things. They can be focused on more of your outbound motion, which I’ll talk about later. So not only is it a better customer experience that speed leads to much better conversions. We’ve experienced this. Some of our customers, Smartbear just did a great case study on it, and it’s a labor arbitrage. It’s an opportunity to not have.

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Latane Conant: You know, people doing work. They don’t need to do so. That’s a good one. The other one I like is

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Latane Conant: we. We acquired a company a couple of years ago, as we do as you do right, you acquire companies.

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Latane Conant: and in marketing you’re looking at all their content. And you’re thinking, oh, God, what are we gonna do with all this stuff? Hundreds of blogs. And it’s doing some SEO stuff. And so we don’t want to just turn it off. But it’s not really on message. We don’t really talk. Our products aren’t really called that.

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Latane Conant: And so, you know, in a past life we just sort of forget about it and move on. And then we’re like, Okay, it’s old. Take it down.

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Latane Conant: Well, we used AI and trained an AI model on our brand voice tone. And what was different about our brand voice tone and our products versus the company that we acquired, and in literally, you know, 24 h converted hundreds

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Latane Conant: of blogs, and content to be all of a sudden relevant. So that was actually the the use case that I think, got my team

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Latane Conant: like there, you need a light bulb moment

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Latane Conant: where it gets really, people fired up, and that was definitely that one and the inbound one where the 2 where they’re like, okay, I get it. This is this isn’t just doing stuff to do stuff like this is gonna work for us.

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Anne Hollander: Super important there. So, and when I think about this right, I think at this point I should have speed to lead tattooed across my forehead because I’ve heard it so many times. It’s just so deeply ingrained. And from there all of our other speed metrics. Right? It’s speed to meeting. It is speed to demo, it is speed to a proposal. It is speed to revenue close as much as we can here. Where do you think that AI might still be too slow.

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Latane Conant: So we so it’s interesting. We launched a workflow product. March 25.th

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Latane Conant: And what this does is it actually stitches together, not only our agents, but other execution channels and other data sources. Because

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Latane Conant: what I find with a tech stack and a particularly this is a marketing lens about like getting a campaign out is whether it’s AI or not. AI, you’ve got all these different areas working in different tools and the ability to coordinate and have it. All. Action in real time was essentially impossible.

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Latane Conant: And so that was just a major friction point that I’m so excited to see us sort of leading and getting rid of and and some of the fundamentals of that is, if you think about it,

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Latane Conant: you know, you advertise typically to accounts and personas, and and you design audiences for accounts and personas.

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Latane Conant: and that that’s all your digital.

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Latane Conant: But at some point you gotta invite a person

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Latane Conant: to an event, or to a webinar, or to to get a meeting. And so all of your people based audience management was somewhere else. You know. Then you’ve got these always on kind of marketo drips.

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Latane Conant: you know. Then you’ve got, you know, another team that’s doing field marketing and this and that, and it just there was no way to like elegantly. Take something from a digital experience all the way through to like. Let’s invite them to this, you know, whatever it is, and beyond

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Latane Conant: and so the ability to do this and stitch digital web, you know, physical email, and literally have, like an an advertising, bidding, optimizing agent, also talking to an email agent

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Latane Conant: is is like the glue that I felt was really missing. To be able to take advantage of all of these things.

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Latane Conant: you know AI is so exciting. But if you’re spending all of your time like doing this, moving it to this cutting and pasting to that, and it’s not able to kind of like. Be always on and working for you like you’re really just tinkering.

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Latane Conant: not doing.

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Anne Hollander: Right right? And the last thing we want is to be tinkering with a shiny object that doesn’t give us the value that we’re looking for here. I’m famous for saying, if it’s not 10 x I’m not getting out of bed. I’m not interested. Yeah.

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Latane Conant: Total.

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Anne Hollander: So on the flip side of this, then with speed right, I harken back to perhaps the 2,008, 2,009 financial crisis in which AI is making financial decisions too quickly and ultimately crashing the system. Is speed ever a liability here.

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Latane Conant: So so what’s interesting is for I I think for the use cases that we’re doing. We’re not exactly like curing cancer. If that makes sense, you know. I mean, we have put a lot of development into our AI, our AI is email.

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Latane Conant: And for the most part our generative AI products are mostly tied to email. We feel like a lot of people have spent time automating the send of email. But no one’s really taken a look at the body and the content of of email. Now, luckily for us, the bar is pretty low.

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Latane Conant: I mean, if you go out and look at a lot of emails. They’re pretty bad, right? So so you know. But but you do have to have anti hallucination and and things like that to make sure that it’s it’s it’s gonna be good. But again, the bar is not, you know. People say, Oh, my gosh! Like you know your your AI. Sdr.

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Latane Conant: you know. What if it sends a bad email and Da da da, and I’m like, why don’t you pull the emails that your Sdr sent yesterday.

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Latane Conant: and let’s compare them, you know. And and now, is it going to be as good as an email, maybe, and you and I would write

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Latane Conant: every time. I don’t know, but again bar low. I would say, though, on some of the other things, that we’re doing with AI like around our forecast and stuff like that, like we still triangulate it.

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Latane Conant: You know. I mean, we’ve got the AI forecast call, and then we’ve got a more data forecast call, and then we’ve got, you know, the the typical roll up of of the sales leaders forecast. And and so we’re using it as a point. Not the only point and I. And I think that’s that’s kind of a smart way. It’s smart to run, maybe. Analog and AI for a little bit as you get comfortable.

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Anne Hollander: Definitely. All right. So let’s move on to our second. Go to market outcome that we think about when we’re thinking about AI, and that’s scaling smarter. So the idea here is that we’re continuing to grow in the organization, and perhaps not necessarily adding a ton of headcount to go along with that. So that we get that margin expansion that we’re looking for at the same time, right customers are still demanding more prospects are still demanding more. So we need more coverage. We need more touch points.

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Anne Hollander: How are we navigating all of this? And stop me if you’ve heard this question before in every Quarterly Board meeting since the beginning of time. If you had to grow revenue 2 X with the same team today, where would AI be? Your force multiplier.

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Latane Conant: Yeah. So I’m gonna talk about the things we’ve done and how those played out. And then I’ll sort of talk about like where we’re going next. So

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Latane Conant: Last year for us, you know. Content seemed like again marketing content. So this is not guides on on how to run a surgery.

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Latane Conant: We felt pretty safe. Bet to say, guess what? Content. Team! Good news. No one’s getting fired. Bad news. No one’s getting hired, and we got to double the output. Meet your friend Gen. AI. Go. And so we were very successful, I think. Just scaling our content, you know, high quality content production using Gen. AI. So to me, that’s like no brainer

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Latane Conant: the other one that we went really big into is the you know, I talked about the Mdr. Use case like, we don’t need Mdrs anymore, we can. We can reskill them and and use them somewhere else. And then we went hard at Bdrs, and some lessons learned there, which I’ll talk later. But but what it has enabled us to do is, you know, I don’t think that A. Bdr’s highest value. Activity is emailing.

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Latane Conant: especially if I can write a pretty darn good email using an agent.

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Latane Conant: So we’ve been able to take all of the critical signals that we want worked in real time. You know, job change funding announcement. You know, on our website, predicted in market and been able to attach an agent to go and and work those with email, and then our team can go and get on the phones and do social and give that 1st demo. You know some of the more more important things. So that that’s been

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Latane Conant: a real game changer for us. And then the the 3rd use case was.

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Latane Conant: you know I I’m I’m sure others of you are like this where you have a lot of product knowledge in a lot of different places. And so what we were able to do is like, kind of aggregate. All of our product knowledge in in one place put a large language model on top of it. Put it actually in our product. To make it just easier for for customers if they’re in the app like.

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Latane Conant: how do you do this? You know and make it more conversational? And so that that’s been kind of just a successful like high value thing for for customers. So those were those were our big.

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Latane Conant: That’s last year.

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Latane Conant: This year. From a from a marketing perspective. It’s about design.

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Latane Conant: Right? Particularly more like programmatic design. Like, update these ads, refresh these things like like we should be able to.

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Latane Conant: you know, use Gen. AI more more effectively there. Onboarding and support. So some of our products are pretty complex. I think it would be hard for an AI Csm to to do the work, but but we do have some that are pretty rinse and repeat right our sales. Intelligence, application is pretty easy to use and configure like you know. How can we have an agent help on board our customers things like that. So that’s the the second area that we’re going into.

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Latane Conant: And last, and I’ll talk more about this later is, just how do we save our aes time?

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Latane Conant: Particularly in preparing things like putting together a Qbr deck.

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Latane Conant: putting together an executive prep Doc.

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Latane Conant: like these are things that they shouldn’t have to be spending a lot of time on. So those are our kind of focus areas for this year.

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Anne Hollander: Okay? And it’s just a follow up to that. Then are you seeing your customers who are using these tools? Are they using them to scale smarter? Or are they stuck using it like a shinier? Crm.

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Latane Conant: It it. You know.

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Latane Conant: we’ve we’ve had this these solutions a while. And what’s interesting is, we started bundling, especially the real like Gen. AI forward. You know the email agents. We started bundling that in

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Latane Conant: in what we sell.

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Latane Conant: And those customers are all over it, because that’s what they bought, you know. That’s what they know, you know, that was part of their sales cycle. It’s much harder to have to go to a customer and have them like, rethink what they’re using you for.

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Latane Conant: And so that’s been harder to get kind of the existing customers. Just because I think they’re like.

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Latane Conant: oh, I I think of you like in this box, you know this is the. This is the like proverbial problem of being a platform. But with our workflow engine that we just launched. We’re seeing that start to change and part of that, I think, is because one, it’s included in everyone’s subscription. So there’s no extra cost.

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Latane Conant: And then 2, we basically made our Csm’s whole, you know, Mbo and everything to be like driving adoption. And then the 3rd thing we did is we included pre-built plays.

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Latane Conant: you know. People don’t want to have to come up with it on their own. And so we’ve just included. You know, you know, 20% of my pipeline right now is what I call autonomous meaning. No one touches it. And so we took those plays that we just know work.

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Latane Conant: and we included them as templates. And so that’s helping kind of the the existing base start to adopt.

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Anne Hollander: Fantastic. So in that autonomous pipeline, then beginning to merge some of the learnings that we had out of, let’s call it like the product led growth. Side of things with sales led growth and marketing led growth into one autonomous pipeline. That’s extraordinary. And you mentioned that it was 20% of your pipeline.

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Latane Conant: Yeah.

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Anne Hollander: Amazing.

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Latane Conant: Comes from, like, you know, just a handful of place.

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Anne Hollander: Extraordinary, and the fact, then, that you are enabling that for your existing customers with no additional charge pre-built plays in I mean, I don’t. I’m not a seller by any stretch of the imagination. But that’s extraordinary. I love seeing value delivered from technology companies, especially right now in this type of market condition. Let’s talk about selling better, though, right? Because it’s it’s not just about more pipeline. It’s about better fit pipeline, higher conversion and more strategic customer engagement.

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Anne Hollander: You know. Tell me about what’s changed in the psychology of buyers. Now, in the age of AI.

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Latane Conant: Yeah. So so what’s interesting is, we started as an AI company. But it was like predictive analytics, which now is, you know.

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Latane Conant: like old AI, you know, but but but so we’ve always been an AI company and and companies like using our predictions. See that when we predict an account. You know, they see 30% faster cycle times 20% better conversions and actually 30% higher asps. So good news is like that was kind of a great AI foundation for our customers.

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Latane Conant: bad news is like, just because you give a customer a signal doesn’t mean they do anything

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Latane Conant: right. And so what we found was like.

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Latane Conant: why aren’t you working? You know? Please, like, go follow up. These ones are ready to buy. And you know

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Latane Conant: people are reliably unreliable.

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Latane Conant: And so now, what we’ve done is we’ve really like, put on top of the predictions, the right execution engine with our email agents, so that when we say an account is ready to buy.

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Latane Conant: we don’t have to wait for maybe a salesperson to decide. They’re, gonna you know, email them or do this or do that, we just are automatically triggering. You know the advertising agent as an example, and the email agent to take it from

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Latane Conant: prediction or signal all the way to meeting booked. And so that’s been really, you know, fantastic. And and that’s how customers are seeing this autonomous pipeline from, you know kind of goes back to those plays. But I think what’s even better is like the time savings. Right? Because kind of to your 1st point, like

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Latane Conant: boards are saying, well, you don’t need as many people you should be able to use an agent, and this and that and the other. But, like

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Latane Conant: a lot of these solutions are hard to use, and it’s really time consuming to like. Do all the prompts, and then save the prompts, and then add it in this and hack it in here and make sure it gets here, there, and everywhere, so that workflow and that automation of being able to take the signal

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Latane Conant: and then queue off the agent for the result, I think, is what’s getting people really exciting because excited, because they’re like, Wow, we’re saving like literally hundreds of hours. And and that’s what gets the humans excited. You know what I mean.

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Anne Hollander: Absolutely right, because we have that 20% of pipeline that wasn’t there before, that’s fully automated and ready to go autonomously created and managed and then close. And then you have your other 80% where you’re actually improving the selling right? We’re not just automating the things that are happening here. We’re still having people do people things.

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Latane Conant: Yes. Yeah. Exactly. Exactly.

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Anne Hollander: Extraordinary extraordinary. All right, so. But you’re not just pushing AI to out to your customers. Right your platform. You’re navigating this transformation inside your own team as well. What’s been harder to get your own team to adopt these tools in this AI, or getting your customers to trust it.

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Latane Conant: So I think that like there’s a little bit of slowdown to speed up.

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Latane Conant: which no one wants to always do

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Latane Conant: right. It’s like, but I can just do this right now and get it off my to do list versus learning how to do a new skill that is going to take 50 things off my future to do list right? So it’s it’s sort of like.

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Latane Conant: you know, a dopamine hit now, or a delayed like huge dopamine hit right? And and so I think there’s just that like learning curve. That’s that’s critical for people. And and I have found

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Latane Conant: you have to force it.

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Latane Conant: You know, every there’s a couple of people on my team who are like naturally curious and tinkers. I can think of one right now, and he’s amazing. And he’s always like innovating and stuff. But the majority are like

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Latane Conant: doing their thing and doing it well, and they feel really confident and proud about the way they do their work, because they’ve been doing a great job for a long time. And so what I’ve started to do is kind of put like an AI Czar or an AI, you know, like you’re responsible for

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Latane Conant: like, what’s our AI strategy in marketing like? What’s our AI strategy in sales

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Latane Conant: to to a little bit more force it.

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Latane Conant: The other thing is, I don’t want to buy a bunch more. I already have so much technology

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Latane Conant: in our tech. I don’t want to go and buy a bunch more stuff.

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Latane Conant: And so I’m getting more involved with our tech stack and our vendors and saying like, What is your AI strategy like? I don’t want to go and and buy an AI Csm solution.

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Latane Conant: I already pay a lot for gainsight.

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Latane Conant: So

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Latane Conant: what’s the plan? Can I be in the beta? You know? Cause we’ve got these things installed, you know we’ve got them connected. And and so you know, I would say like, if you’re a 6 cents customer like I’d love to show you our AI roadmap like giddy up. Let’s go. But also, if you’re just a tech stack vendor in general, like.

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Latane Conant: have a plan, because.

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Latane Conant: like, I don’t want to like swapping out tools, I want like a head a hole in the head, you know, or just adding point solutions. I also want like a hole in the head. So really, I think it’s like a new way that we’re really evaluating the people that we partner with.

466
01:20:55.030 –> 01:21:01.050
Anne Hollander: I think that’s incredibly smart. Do you anticipate in that evaluation that your tech stack is going to get slimmed down.

467
01:21:02.210 –> 01:21:03.680
Latane Conant: God willing.

468
01:21:04.447 –> 01:21:09.869
Anne Hollander: Okay, so you’re another one of these organizations with 50 tools sitting out there.

469
01:21:10.440 –> 01:21:17.420
Latane Conant: I mean, actually don’t think we’re that bad, but it’s still bad. You know what I mean like, it’s still like I think it.

470
01:21:17.630 –> 01:21:22.272
Latane Conant: you know. I mean, we try to be pretty measured about it. But

471
01:21:23.140 –> 01:21:30.499
Latane Conant: just in general. I think that the sales marketing tech stack and see if you add Cs to the mix, it gets pretty gnarly.

472
01:21:30.500 –> 01:21:37.419
Anne Hollander: Yeah, absolutely. And and then trying to make all of those platforms talk to one another. Yeah, makes me want to put forks in my eyes. Because

473
01:21:37.740 –> 01:21:49.360
Anne Hollander: right, we need this data. We understand that this data is important. We understand that it. It leads to the outcomes that we want. But trying to get it all into one place in a clean format on the right parameters

474
01:21:49.510 –> 01:21:54.059
Anne Hollander: seems to be an impossible task, and excited about what AI can do to help us get there?

475
01:21:54.540 –> 01:22:01.990
Anne Hollander: What internal metrics or kpis have changed for you since you know AI is so core to your stack. Are you tracking things differently?

476
01:22:02.330 –> 01:22:04.689
Latane Conant: Well, we did start the autonomous pipe.

477
01:22:05.505 –> 01:22:11.930
Latane Conant: Stat, and you know, I was like, Hey guys, if we get to like 5%, I think that’s like great

478
01:22:13.570 –> 01:22:18.389
Latane Conant: and we got to 10% really fast. And then I was like, huh

479
01:22:19.210 –> 01:22:43.829
Latane Conant: needs to be 20, you know. Now, I’ve seen. That’s about like where we’re at, you know. And it’s been pretty consistent there. So we’ll see where it goes. But like, so we we are tracking that. I think that’s an important one for us. It’s just and and it and it’s kind of representative of like again taking friction out of the buying journey and and things like that. You know, we’re tracking time saved

480
01:22:44.359 –> 01:23:00.989
Latane Conant: for sure. You know that’s a big one for us. For the answers like the you know, the the what we, what we put in our product we’re tracking like how many times it it provides an accurate answer. It’s like 90%

481
01:23:01.395 –> 01:23:06.594
Latane Conant: it’s able to provide an answer. It. It just doesn’t provide one at all if it can’t

482
01:23:07.000 –> 01:23:13.233
Latane Conant: So so that’s good. And then we have like adoption stats for our customers right? Like we want to know that.

483
01:23:13.920 –> 01:23:27.420
Latane Conant: Our customers have launched a workflow, and then how much time that saved them right? So you know, doing things like that, speed to lead is obviously another big one that we’re we’re big on, especially with the inbound agents.

484
01:23:28.190 –> 01:23:37.830
Latane Conant: so it’s been interesting. One of our other initiatives. Not necessarily. AI. Just old school. Good, you know. Customer success is

485
01:23:38.930 –> 01:23:48.239
Latane Conant: Every single customer needs a verified outcome. And so we’ve really trained our product team, our sales team and our marketing team on what is a good verified outcome.

486
01:23:49.143 –> 01:23:55.330
Latane Conant: And that starts in the sales cycle. And then that gets tracked on their mutual success plan.

487
01:23:56.120 –> 01:24:00.519
Latane Conant: So whether it’s AI or automation, or just, you know.

488
01:24:00.880 –> 01:24:04.440
Latane Conant: good data like we sell a lot of things. It it doesn’t

489
01:24:04.620 –> 01:24:12.450
Latane Conant: have to be AI. What’s more important is that like we’re getting verified outcomes for our customers, you know, and I think that’s like.

490
01:24:12.660 –> 01:24:17.870
Latane Conant: you know, the underlying thing. I think we all need to keep in mind in this craze of like

491
01:24:18.580 –> 01:24:26.706
Latane Conant: agents and AI, and this and that like, what does it really do? And why do it? And does it work.

492
01:24:27.060 –> 01:24:48.710
Anne Hollander: Right, I think, does it work? Is a critical component of this. We sometimes get swept up in the shiny object of this or the hype even of this of Oh, it could do, or oh, it would do, or oh, it should do, rather than what is it actually doing and tying that directly to the valuable outcomes. I love that idea of tracking that verified outcome.

493
01:24:49.350 –> 01:24:57.079
Latane Conant: Yeah. Yeah. And it’s interesting. Like, like, you know, we see all this. AI, everything’s an agent. Everything’s an AI

494
01:24:57.670 –> 01:25:10.559
Latane Conant: and our marketing teams all up in arms, and they’re like, we need to say that we’re AI at the core, and that we’re, you know, a decade of AI, and we’re not bolt on AI, and I’m like, but do we

495
01:25:10.960 –> 01:25:19.500
Latane Conant: like care? I I’m like, I don’t know if they do. Maybe they do. I’m like, I think we just need to say what it does

496
01:25:20.180 –> 01:25:28.440
Latane Conant: with a lot of clarity. And I think if people go to the website and they understand, this is exactly what it does and the kind of results you can expect.

497
01:25:28.810 –> 01:25:35.239
Latane Conant: and the more clarity we have around that. And oh, it just happens to be made possible by

498
01:25:35.550 –> 01:25:48.160
Latane Conant: AI or big data or predictive and like cool. But I think we’re gonna quickly see a bunch of people that are like tried all these things. And and some of these companies are just

499
01:25:48.570 –> 01:25:49.970
Latane Conant: promising

500
01:25:51.080 –> 01:25:56.800
Latane Conant: crazy outcomes that are not achievable. And I think we’re going to see a little bit of a measured

501
01:25:57.160 –> 01:26:01.400
Latane Conant: like back step to go forward where it’s like, okay.

502
01:26:01.780 –> 01:26:10.559
Latane Conant: I don’t want to waste my time. That’s the only thing I have, and I certainly don’t want to waste my company’s money, because when you spend money in b 2 b, it’s your reputation.

503
01:26:10.910 –> 01:26:12.250
Latane Conant: And so

504
01:26:12.630 –> 01:26:22.299
Latane Conant: we want to make sure we get it right. And and that’s why I say, go to like the people already in your tech stack who have delivered for you already, and like co-develop with them.

505
01:26:24.280 –> 01:26:32.360
Anne Hollander: Yeah, absolutely. I am a hundred percent with you. And what a great note to end on with that advice! Right? Think through who’s already in your tech stack.

506
01:26:32.480 –> 01:26:51.069
Anne Hollander: partner with them on where they’re going. Ensure that you get to the outcome that you’re looking for. I mean, Latney, if your Linkedin feed is anything like mine. It is every AI fly by night startup, promising the world to a whole bunch of folks, and it’s time to break through that noise of hype.

507
01:26:51.390 –> 01:26:54.980
Anne Hollander: Thank you so much for joining this conversation today. This was great.

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01:26:55.310 –> 01:26:58.750
Latane Conant: All right, thanks, Ann, and thank you to

509
01:26:59.380 –> 01:27:06.170
Latane Conant: to the event. What a great event! I see Randy’s on here, every all, my friends. So it’s a killer lineup.