Hello everyone, I hope you're all doing wonderfully. In this special Marketo Office Hours document download, we're going to talk about the choice between Gated and Not Gated, what we put behind a Marketo form or not, the choice of putting the forms on web pages or LPs Marketo. Next, we'll take a closer look at the Marketo program. Let's see the Marketo form, the use of UTMs on programs members to track down the acquisition, or even a third option to go even further. And we'll finish with the usual pitfalls and ideas for going further on content downloads. It's on! Hello everyone! Today we're going to talk about content downloads. I'm going to browse the context where we have downloads content in your marketing marketing programs. How do you do it in Marketo? How are we going to track down - well - the acquisition? And how can we possibly see, directly in the programs, what are the returns on investment? Let's talk about the important things for downloading content. Do we make local Forms or global Forms? Pitfalls to avoid and ideas. I prepared everything just before, so I might not get everything mark. But if you have any ideas, we'll complete the diagram. The first topic is : Gated or not Gated? Do we put our document behind a form or not? The first thing to think about, is this. I've just made a brochure, I've just made an infographic, I've just made a price list, do I put it behind a form or not? I don't know if your convictions are strong enough convictions, but I try to make sure that a document behind a form, it must add value added value to the visitor, who agrees in return to at least his email address. That's the deal. Do you agree with this? Is that what you do? Yes, that's right. OK. If you do as I do and in your campaigns... Let me give you an example of a campaign where I did a whole series of Data Quality content, which I've organized as Top of the funnel, Middle of the funnel, Bottom of the funnel and my bids. It's my content that should bring visitors to my pages offers Data Quality, gradually educating little by little about the challenges of Data Quality: how to do it, what to do, how to go about it and what tools you can use. There's some content that won't be hidden at all. For example, for the Top of the funnel, I made a Fact Sheet. These are things we'll give away freely to attract people. The last thing you want is behind a form. We're going to find it on social networks networks, things like that. We'll find it in the emails freely. On the other hand, if we start talking a functionality matrix and the tools, that's where I my head a bit. I've added value to the the document. So here, I consider that it could be behind a form. I obviously have all the white papers, price lists, which are rather at the bottom of the Funnel. If I go a little bit beyond the documents, the Marketo replays Office Hours, if you've watched any, you must have already recorded them at least once to watch them, or webinar replays, this is typically what we'll put behind forms. Be careful not to put everything forms. I have just one question about to this. This is a strategy based your database. Here, I'm thinking in terms of nurturing. Do you think it makes sense make sense to hand out forms further in the nurturing process when we already have the the person since they are at the and we send them an e-mail? Yes, it is. This is the logic of the Smart Form logic. In the customer journey that we we're going to take a visitor through to our offers, there's usually more than one key. Let me give you an example. If I take my examples again once again, she will register for a Office Hours, then she'll download the infographic. She'll sign up for a nurturing session on Data Quality, for example, which will take him to lots of emails and will point to different programs at home. By the way, in nurturing, there might be an inscription webinar or quiz. The idea is that I have too much information to collect in one key so I can request everything on a form. We know very well that if you put too many fields on a form, the fill rate decreases rapidly. So all the information I'd like to collect, I'll collect them in several keys. This is where we talk about Progressive Profiling Marketo. Even if someone enters the nurturing and de facto, if he enters nurturing, you know him because you have his email address, you can the route with other forms to collect the following information we want. In-house Marketing Automation and in-house CRM, this is not information I want to collect right away because it's not the most important, but it's important even though I have them at some point so I'm going to put them in step 3 for example. But in the interest of the person, I'll put them in step 4. I've answered your question? Yes, thank you. Gated or not Gated? The last point is that the LP Marketo with a form, is the technology that will of interest today, we can store the PDF on web pages or on Marketo Marketo pages behind call-to-action without form. And then there are the technologies, a little more advanced, even, for e-brochures. Maybe I've already told you about it. There are technologies like Foleon and, closer to us in France, Interactive Technologies who do this. Here I have an example with Interactive Technologies, where I put my chart chart. I'm entitled to a document, so I didn't think too much about it, I just wanted to make an example. Maybe you'll meet him... This is often found in retail, where where you access the catalog JM Bruneau or any other retailer. Quite often, the huge catalog, which contains dozens or hundreds or thousands of references, it's a web page that lets you to go through the brochure like this. Another possibility for storing these brochures - and I've seen it through example at BMW for the brochures what does it do? This allows, for example, put videos inside PDFs. This allows you to add clickable zones with zooms and animations that will be triggered when you object. This will allow pop-ups that will provide information on a particular reference. reference. And here, when we go to download, you can have either a form non Marketo, i.e. a Marketo form. In this case, it could be a Marketo form with this supplier. This is another way of storing these brochures, while keeping the logic of having a form at a given moment when you want download. The form is triggered when I click on Download. It could very well be triggered automatically when I start to look at the first page. So, to keep in mind. This is when you set the level a little higher. Second big choice: do we stock our brochures on his Marketo LPs or on his website? This may sound strange, you think: why would we store anywhere else but Marketo? Because indeed, Marketo, we'll have natively recognition of the person if it comes from an email. You know that it's the token from the e-mail that will enable to an LP, and to a form above all, to recognize the person. And then we can trigger the pre-fill and possibly Progressive Profiling. If you are on Marketo LPs and from an e-mail, all this works natively, there's no need for scripting, it's great. The second point is that we have control over LP URLs, which is a trap we'll talk about right after. A priori, LP URLs cannot be changed change without your team marketing ops be aware. If you change the LPs, it's up to you: "Here, I changed this URL, it was present in my Smart Campaign, I need to think about changing it." On the other hand, we can have, depending on the LPs used, a slightly different customer experience from the website. Sometimes it can be useful because you really want to be in a different environment from his site, without the menu at the top, all the buttons at the bottom, so that the person can't be distracted and make sure that she fill out the form 100%. This can be an advantage, but it can also sometimes be a disadvantage if the LP is really too different. Even so, today, with technologies like OTOWUI, my friend Charles Thierry, we can make LPs that are really identical to your site. When we make Marketo LPs, quite often it's because we want to... That's why Marketo proposed LPs in the first place, is that we don't didn't want to be dependent on the IT team or the web team, who may have different schedules marketing ops team. We've all had the case of: "I've got to get an LP up fast this afternoon to announce an event event or launch a new product, quickly it must be done..." You can't be be dependent on someone else. On the other hand, I was more into on LPs until 2-3 years ago and I went to my site, thanks to a site redesign, because I wanted the experience to be completely standardized on the site. And above all, I had access to Charles who allowed me to enrich my forms and make sure my forms work both on my site and on my LPs. There were no more constraints. I've simplified my life by using Marketo LPs. It's a choice. It's not necessarily related to Marketo, it's more often a choice organization. Do we have control over the web pages web pages or not? Is it easy or not? I have a question, Sylvain, on that. Hello everyone. Sorry I'm late. We're on the same solution as you, on website, with the which also allows pre-fill, recognition, etc, even if you're on Drupal. On the other hand, he now has access to Drupal in editor mode. We are now considering the acquisition of another another tool that will also create LPs for events. If he doesn't have access to this tool as an as an editor because perhaps we won't have rights, I don't know what access which will be possible for him, which means we won't be able benefit from recognition and pre-fill. He absolutely must be able to work on JavaScript to be able to allow this ?  No, not necessarily. Let's go back to the other problem. We can host the entire script in the form and not in the LPs. So if it can be packaged, the form... Yeah, but you have to make an iframe. Obliged to make an iframe, that's it. This makes it an autonomous object which guarantees the formatting, responsiveness, scripts, pre-fill, recognition. But then we'll have reporting problems reporting problems since your iframe won't really communicate well with the site it's on. So you're going to say: "Ah yes, but we can't see when the fields are filled in on Marketo, my Google Analytics or my Matomo, they have no information and we don't know what's going on. Okay, great, that's very clear. Thank you for your time. On to the program. Now we're back to basics since this is the Marketo training Essentials. As you all know, I'm doing a revision. Flow, generally... Here, you create your invitation Smart List or targeting in your Smart Campaign, but let's say we create a Smart List. We generally create the elements elements of the content program from the end. Each element needs the next to be created. For example, in the e-mail invitation e-mail, we'll need of the LP URL. On the LP, you need to make a form. The form needs... Generally, we download the brochure from Marketo the brochure. I say on Marketo, but we don't need need... It may be a different hosting from Marketo, the brochure. You don't necessarily need to store on Marketo. You should know that when someone clicks on a link in a document that is stored in Marketo, strangely enough, Marketo has no trace... The click on the e-mail will be traced, but the fact that this document is requested from the Marketo server server is not traced. It's always amazed me. I was wondering why Marketo is unable to trace that such and such a document has been sucked out of the site. It's not mapped out, you have to know that. So store on Marketo or on SharePoint or Google Open drive, it would really be the same. Then, generally, a notification e-mail is sent since it will use the brochure. Behind, we'll make our form and we'll go to the forms of Merlin. Once we've done the form, it allows us to make the LP or to put the form on the web page if desired. We make a thank you page or, if you've scripted your form, which means that the form to submission, transforms and shows a page page itself, doesn't need a thank-you LP. It's a disadvantage to have script on the form. Once you have your registration LP, we can make our e-mail invitation, his follow-up e-mails, and so on. Next, we'll move on to the Smart Campaign. The Smart Campaign that will manage the invitation, the Smart Campaign which will manage the sending of the notification, and then Smart Campaign, which will manage advancement different statuses. Lastly, are we doing one program or two programs? Often, when you start with Essentials, we do a complete program. Those who have passed with us, you know, we're doing a program which contains all this. In the long run, I recommend to have a download program content that contains the heart of the program, i.e. all which is form, LPs, e-mail notification and the smart campaign, no more statuses, but separate in a different program the promotion. Since, in fact, we can use an e-mail program use an e-mail program, and here we're going to use a program. Why do this? Because often your brochure, you're not going to promote only once. You go, if I come down, a quick look at the Miro according to, you have your program that I've put here. You will have a calendar of with e-mails about LinkedIn, Twitter, Insta, Facebook, which may be repeated year. For reporting purposes, you may want to do the following different programs for e-mail program 1, e-mail program 2, e-mail program 3. As many programs as there are sources of promotion. We'll see the URLs next. There's one very practical aspect, is that this program is permanent. It might last a year, two years, three years your brochure be perennial, or relevant. On the other hand, these are elements elements that will be stored in the editorial calendar. So if you have adopted the same naming standard as I have in your files, downloading content is in the program section continuous marketing, with a reporting reporting aspect. On the other hand, e-mail messages will be in the years. We could easily create a huge program that contains all the promotions we do, but it's going to get pretty a mess in terms of reporting. You have to keep Marketo in mind, its reporting is based on the program. This is the unit brick. So if you have one program, you only have one report. And you can't easily to tell the difference. If I go to Marketo from now on... I'm just going to make a small passage in the admin, I'll show you the channel we use. So at home, the channel is this one. I always set a member status, as the first status. Because you know that, in Marketo, if people fall in a program, not by chance, or they fill in a form, either they are imported, or there is a campaign push in the program, they will automatically take the first channel status of this program. And if your first status, as is the case with Marketo which you have by default, finally out of the box, if the first status is Filled Out Form, you may have the feeling that people have filled out the form, when in fact it's not. They were just imported into the the program and they just took the first status that was, unfortunately, a status with a meaning. Me, I set as security to have member status on all my channels as first status. So here, I sent, opened, clicked, because, historically, we do an e-mail within the to download content. But that's when you start Marketo. Today, I don't use too much these sent, open statuses, clicked, unregistered for this channel. Since I have separated my promotion programs from my download content. Nevertheless, it's not serious. They can be there, you don't have to use all the statuses, no problem. So, I have "visited" for the step where the person visits the page on where the form is. I have filled in and downloaded the form. Yes, to answer your question, we could add a little further on, we could add opportunity and opportunity gained. In other words, you could say: in fact, I'd like to trace to the end of the process. If I'm here, I'm on my course, and someone and someone is watching, download infographic, in fact, I'd like to see if at the end of the way, there wouldn't be a opportunity that would be downloaded. Let's say this is the simplest way simplest way to measure the ROI of a program. Generally, we stop at downloaded. Because it's a point of contact among others in the customer journey. But if we can add a smart campaign that will say: "If you're a member of this program and there's an opportunity is triggered in such and such a time window, we can plot the open opportunity or the opportunity gained." Which that, if I go to my program download content, I didn't do that, it's at zero, but I'll get a count of the number of people who passed in this program and the number of people people who downloaded it, who eventually had an opportunity and an opportunity won. This could be a first indicator we could use. Well, that's very basic. You have the number, you don't have the amount. That's it, that's an initial indication. If we move on to the countryside, you see, here, I don't have the... I have e-mail sending, but I've never run it. What's important here is the Trigger campaign. Obviously, it will start with the the Filled Out Form. Here, I have global forms. You can recognize it because the name does not contain the program name. And de facto, since I'm using a global form, it's absolutely necessary that I put the referrer which page this form is on has been called. This is often the trap, is that I love doing it, I change URLs all the time when I'm doing SEO. So you can change very quickly, unfortunately, this page, a page from my website. If I change this page, obviously, the smart campaign won't will not trigger. To avoid this, what I did, I ran a campaign that checked that a person has filled in an e-mail, filled out a form and has not received an e-mail within five minutes. Fill in a form, means you'll receive a a priori notification e-mail. So, what I do now is that I wait a minute and I send myself an alert if the person has not received an e-mail within five minutes. And it works pretty well, I can tell you that. Because I had quite a few little traps like that, rules that I've changed without echoing in Marketo. In the list here, I'm doing the people who received an e-mail in the last 5 minutes and in the campaign, you've seen, it's the "not in". People who did not receive the e-mail within 5 minutes. So, I invite you to carry out this verification campaign. Because it can save you a lot of especially if you use this system quite massively. Very good idea, thank you very much. I only have one filter, which is : I exclude my competitors, quite simply. In other words, if a competitor fills in the form, he will receive nothing. But on the other hand, I didn't put the the global exclusion list. In all my smart campaigns, I always put a "member of smart global exclusion list, but not here. Since here, usually, there's always this. Here, I don't do it because the person has filled in the form. So, she wants to receive the e-mail. Since I put an e-mail checker in the e-mail, I assume that its e-mail is correct. So what we're going to do now, is obviously to send the e-mail which contains the notification. This provides double security, to check that the e-mail is correct. Otherwise, I'll get an alert. I'm going to pass the form-filler completed. You know. So now I'm adding the person to a static list. I'm sending myself an alert. Unless I filled it in, if a collaborator has filled in the form, I send us an alert. And then I track down the acquisition. If Acquisition program is empty, we fill in the Acquisition Date and the Acquisition program with the program. Let's check the form if there are questions. You've seen that I'm doing a campaign in French, a campaign in English different. Because I have a different site. We could have done it in a single campaign, but it was simpler to manage the page in English. There's the form in English, the e-mail in English that leaves. That's the change, but don't forget don't forget to manage languages. In the design studio, if I go to my form, the problem is that it's a scripted form. You'll see that it's not too formatted, when we go to see it directly in Marketo. The idea is... we'll come back to the hidden fields just after. This is the complete form with all possible fields can request and grouped by Field Set. Maybe you're not using Field Set too much. This is quite useful for successfully presentation of your form a bit like this. Here I have the My personal training block, I have a My company block. Now I have My marketing subscription. This is done with the Field Set. The Field Set is this button when you do the Marketo form. Now I've added all my fields. Next, the script we've put in the form in the form that will detect he'll recognize the person, he'll know what stage we're at. We're going to have these fields that will trace the course. Persomin, Moy, Max). Stage 1, stage 2, stage 3. For company, step 1, step 2, step 3. Preferences. I'll have my UTM fields here, on the person. They will be filled from my source UTM parameter, medium, campaign. And what else am I going to get? Now I have my different consents. I have my five consents. In fact, I'm only going to show depending on the parameter of the page on which the form is placed. Now that's confirmation. In fact, all this makes this type of form. So, step 1, I'll have this. Step 2 is the language, job title, department. Step 3, it's going to be the city, mobile, CRM and Marketing Automation. Step 4, these are the areas of interest. And that's the way out. Confirmation is thank you, with the possibility of taking a appointment or to boot a demo. Here's what's interesting, are the UTMs. These fields, the fact of having set these UTM parameter fields and going search for the value of the variable in the URL with the name UTM source, this will allow me to people's source. How do you do it? You know that for all your promotional campaigns, you'll be able to here transform your URL by adding the question mark and actually variables after the in the form UTM_source=. I put ML for the ML source. UTM medium here is e-mail. Here it is with LinkedIn, here it's with Twitter. And we can add campaign for example. Sorry, it's not campaign, it's UTM campaign. This is month 1's campaign, this will be month 2's campaign. And in fact, when the person arrive on your form, the form will fetch in the URL the values of the various variables and store them on the person or program member of the person. This is the most, today's most common way to track acquisition. Since we'll be able to have Marketo, at the program level, in the members tab, the acquisition source people. So here I see the fields, UTM_medium UTM_source. So I see that people have come from... There's an email signature, from Pinterest, from an email. It's not filled in every time because I'm not very regular on my UTM fills in my URLs. And here, I didn't make the descent on the PM UTM. The small disadvantage of using a global form, is that you can't use program member fields. Program member fields can only be can only be used in the marketing section activities, in a program. Since at every moment, Marketo needs to know which program you are talking about and which person you are talking about to find the table intersection. And the record matches both. So we can't put the program member as a hidden field on a global form. You can only put the fields of the person. So that's why, if I remember correctly, here, I did it there and I have to do it do it on the others. Here, in my campaign filling form, finally the campaign that starts with a Filled Out Form, I have change program actions member data that will copy the program where I am, but it would be the same on my download program brochure, the field we have just filled in with the source UTM URL that we a filled precisely... The URL carries the variable, the form stores the value of the variable in the UTM_source field of the person, so on Lead there. I retrieve this value and then store it in my field PM_UTM_source. This means that my PM fields contain the value of the source for this person, for this program, and the UTM_source field will contain in fact the last value, whatever the program. This value will be updated updated as and when the person passes through the countryside. It's going to be crushed every time. But I'm actually going to log it on the source PM UTM field. I need to tell Vincent to to add his shares. Because we're in the process of redoing a page on the entire download content, I'll add that. One question, Sylvain, can we pass the program member, the value on the member en salesforce campaign en PM member ?  Absolutely, we've been able to very long. How's it going? Because we tried, we didn't succeed. I did some tests, it works. First, create your PM UTM or TM fields on your campaign object member in salesforce, of course. Yes. First stage. You need to make it visible to Marketo. If you've done this, a priori, you should see it appear in this screen, in salesforce, in program member custom Field Sync. You should see in the drop-down list, no, sorry, you should see in the fields here... These are the standard fields. Page1, page 2, page 3. Here, you see, my UTM fields appear. my UTM fields that I had created on my campaign member in salesforce and I was able to say UTM_campaign, you map it with PM_UTM_campaign, medium with PM_UTM_medium and then UTM_source with PM_UTM_source. This is it. OK. I think we pretty much followed the same plan. But I don't know why reason it didn't work. That's all I did, I didn't do more. Then it may be a question of of rights on the visibility of Campaigns. I think Marketo should should have the right to modify all the countryside. You may have this problem in salesforce. And the other point, sometimes you have program members that don't synchronize because your lead doesn't synchronize. You don't have a problem with the program member, you have a problem on the lead because it has a value in a list of values that is not recognized by salesforce, because there is a duplicate, because this is that. OK. So Marketo must have the right to modify the campaign object. Yes. Especially if it's other people doing the campaigning, quite often. I run all my campaigns in salesforce from Marketo. So all the campaigns belong to Marketo. But quite often it's the marketing teams marketing teams, so you, who owns of the campaign in salesforce. So Marketo must have the right to the right to modify not only its own campaigns, but all the campaigns of any the world in fact. Otherwise, he can't do it. OK. So I have to ask the salesforce admin to give this access. Absolutely. OK, thanks. The second way, after the channel we saw earlier, to track the acquisition of your is to use the UTM and PM UTM fields, and then you have the reporting or in Marketo, in the member tab. Here I had my PM UTM fields filled in fields were filled, and my UTM which were filled. There must be differences. For example, for this campaign, she came from an e-mail, and for the last time she came to Merlin's house, it was web direct. So this is the historical value for this program, this webinar. This is the latest value of the person who may have evolved since this 2020 webinar. So we can also have these data roughly equivalent in salesforce, so use salesforce reports to make reports. Or we can of course, if you have dataware and BI, this data can be exported to dataware and create dashboards much more advanced in BI. Third way, you can get to the point where you say to yourself: in fact, it's not enough to have the UTMs to detect sources. Historically, in fact, the acquisition was traced people coming to download your brochure, we got UTMs on the person. It wasn't enough because, you understand, it's crushed at each keystroke. Marketo came with the program member. So here, it's a little bit better because we historize each program the person's key. Purists will say: "Yes, but if I download a first time the brochure from LinkedIn and then I come from an e-mail, I'll overwrite the value." Yes. Yes, that could be a problem. problem. What you might want to do to further, especially if you want type of reporting: I'd like to know what my LinkedIn programs cross-document, report to us. If you have BI, you can always work in BI. But if you take the ratio Marketo's performance insight, Marketo focuses on channels. All Marketo reporting is focused focused on channels on the one hand, on the other the programs. That's why I was telling you that the reporting unit brick in Marketo was the program, since it corresponds in spirit one-touch Marketo. We say to ourselves: which keys that paid off? And you can group keys by key type. In Marketo, these are called channels. The problem is that here, there is no notion of UTM, of PM UTM. All this, we can't... You might say, "But, where is my LinkedIn? How do I analyze whether LinkedIn reported through training, events, emails?" Then we can add filters, but you see, here, we have the program tag. It's complicated to say... Because you can't say, for example: "On my download brochure, I'm adding a LinkedIn tag because I did a promotion LinkedIn." This is going to be a little poor. Above all, people will have been able to download the brochure from Twitter or e-mail, so we won't make it. So if we want to follow Marketo's logic logic, we need a channel. That's why it can happen when you're really at the end of your rope, to create acquisition channels per acquisition channel. For example, I had created LinkedIn post, LinkedIn messaging, ProspectIn. You can create as many as you like. Next to the brochure download program brochure download program, let's imagine my brochure download, it can lead us to create acquisition programs that correspond to each of these small keys. We'd make a program for each of the keys. This program is in charge of tracking in fact that the person visited the brochure from the source, here, ProspectIn. This is how it looks. If I tell him that the page, this is my download page and my query string contains source ProspectIn, then I'll say I visited. I take the visited status on this program. So there are two statuses. Here again, we can also go as far as opportunity gained. We may have to visit, completed form, participated. So all you have to do is run the campaigns. If the person was created through this webinar or the UTM medium becomes ProspectIn and the UTM medium is ProspectIn, so I pass the person to form filled in, if she filled in the form in the last five minutes. It's a bit complicated because I have to say at the same time : "I want people who have filled in the form and have a field UTM medium." As usual, when you have two instantaneous conditions to fill in, you need to put one on the trigger smart list and the other as a filter here for the action that follows. It's extremely hard because here, these two actions are almost instantaneous instantaneous, consecutive, but you can't get it on the... Here, I can't... Can you lend me your filter, please? Yes, here I want to status to the people who come to fill in the webinar form form. But for whom? The UTM medium is ProspectIn. Here, at the end, you must succeed in intercept the people who fill your form and with a UTM medium to ProspectIn. And we could continue with a campaign that detects people who are members of this program, which have been acquired, and have an opportunity. And then that opportunity comes to win. Then there's the question of time scale. It's not ad vitam aeternam. We can imagine it being next six months. We'll have to see how it's done in... So once you've got your brochure download brochure and its little programs corresponding to each source, we find ourselves in the right position in performance insight to say... I don't have one, but if I had a something to acquire, I'd see my LinkedIn acquisition, my paid LinkedIn acquisition, my ProspectIn acquisition. And Marketo's attribution engine attribution engine, pipe and income on my various channels. Well, it's not a simple subject. We already talked about it when we acquisition. It's not the main topic of the thing, but I'll do another pass on acquisition. What's left to see? We've talked about that. The usual pitfalls, is hosting your documents and your download pages on your website and that the website where the IT department changes for X reason without you prevent. Now your campaigns are falling. See the alert campaign I showed you earlier for detect this case. The other subject that is often a trap, is that we use token to put the URL of my document behind here. Here, I've spelled it out at home. But we could also use a program token to centralize variables. When you do this, don't forget here, you should put HTTPS here and the token would contain URL without HTTPS. Why are we doing this? Because otherwise Marketo won't see click on this link. If you put the token, here, complete and the URL in the token, Marketo doesn't see the click. This is important. It's a little trap that's quite common common. Make sure to use tokens with URL in this type. It speaks to you all, this little trap? Déjà vu ?  Definitely. Not me. Am I repeating myself? Yeah, I'd like that. Just one last time to be sure. Let's say you put the URL of your your doc like this. I put it at the token level, so that when I clone my program, it'll go fast. I would just have to change my URL, for the other program and I'll have nothing else to do. And then, in your e-mail, you call your token in the field where you're supposed to put your URL. It works, no worries. It's going to work. The person who receives the e-mail will download the brochure. Normally, there's no problem. Just you, you won't see any click on this button. Because Marketo needs it here, there is HTTPS:// and then the URL without HTTPS in the token. OK. Now you'll get the click. OK. Thank you for your time. Second little trap. A few final thoughts. Don't hesitate to use your thank-you LP or the thank you for using your form to to suggest the next step. To make the link with this week's session, feel free to trigger, after your form, either always, or according to of what has been filled in the form, a conversational flow. If you need logic. For example, the person downloads a cheat sheet on the data quality at my place, you can open a conversational flow for him ask if she's interested in an educational stream on the subject which will be proposed in 11 e-mails, in 11 days, for example. Then, if the person says yes, I have a button where I fill in a field so that it arrives in Marketo and I can trigger my nurturing. A good way to trigger nurturing nurturing is to propose them after each keystroke concerning nurturing. To link with, Hannah, what you said at the beginning. Thank you for your time. If you haven't seen the Marketo Office Hours on conversational flow, I refer you to this one. Yeah, I'll watch it. This is a new feature feature in Marketo that allows you to conversational flows, based on the Marketo chatbot, but not in the form of the chatbot at bottom right. Really like a pop-up in the middle of the screen. Not on this side. We've seen it, you'll see, there's a pop-up coming up. In fact, you have a decision scenario that you can manage after your form. OK. I think we've reached the end. Do you have any comments, things I might have forgotten, traps you often encounter or clever ideas? I find the use of channel always interesting, but it's a potentially huge project project that needs to be tackled. to the task. What I didn't do too well, was the reporting part. Each time, I tell myself that I really need I really need to make some reports BI a bit advanced on the subject, but I'm always pressed for time. Hi, Yann. Anyway, we've finished the session. I'm going to thank you and again soon for another session. Thanks a lot.