Alex Ramosi (13:47)
All right, so because what we have to think about when you're advertising here, because I don't actually think this is an effective hook from a hook perspective, but because this is fundamentally not going to strangers. This is going to people who already know who Ryan Reynolds is. And so the equivalent to that would be if I'm in a local area and I run an ad and I say, hey, Towson Locals, which is a sub, you know, suburb in Baltimore, which is where I'm from, then people are gonna be like, oh, this is for me, I recognize something. One of the four elements of getting influence with someone is likeness or relatability. You're like, oh, I know this guy. Yet again, he continues to hit on this us versus them concept. And obviously it's working. So when you do have something that works, keep doing it. And so he's drawing this parallel between us and them. Yet again, he delivers one cor brand message here, which is that we're not into wasting money now. They're a budget option. And so it makes sense for this that this ad did significantly better. One, they have their. Their main person. Two, he's the focal point. Three, the scripting itself. It's like, oh, you know who I am? And I'm not like these guys. My value is cheapness. And so we made this ad cheaply because we value money. That's kind of like, I would say, the implication of the ad. He obviously weaves in humor to then transition to the offer. And so these ads are super short ads. But when you have an ad that's this short and it's going to audiences who know who you are, you pretty much just make an offer. And so from an advertising perspective, Eugene Schwartz has something called the levels of awareness. And so the levels of awareness kind of are like this reverse pyramid, all right? And so you have unaware at the top. And this is about the problem. So unaware, you have problem awareness. So they know that they have a problem. You have solution aware, you have product aware, and then you have most aware. Now, when you make your hooks for ads, you actually make your hooks depending on what part of this funnel you're actually finding people. And so the colder the traffic, the more different the ad will be. Now, when you have an unaware ad, if you've ever seen something that's like, Texas homeowners are getting reimbursement checks for up to XYZ in this area or something, that's gonna drive curiosity. And so curiosity is usually the very top of funnel for people who have no idea what this thing could be about. And so it has nothing to do with the solution. If you've seen like five weird foods that help you lose stomach fat, it doesn't say whether they're gonna sell you a detox tea. They're gonna sell you Ozempic, they're gonna sell you a gym membership. It starts all the way at the top with curiosity. Now, here's the massive advantage that branded ads, people who are already recognized. This is what the rock, this is what ryan Reynolds has, etc. Now, every business can do this. Every influencer business you see who has 50,000 followers and then begins to run ads. For example, you still use the same exact strategy that Ryan Reynolds is doing. The thing is, it's just that his warm audience is like everyone, whereas your warm audience might be like a million people. And so what he's running actually is an ad that's targeted at most aware. And so when you're targeting most aware consumers, you actually just make an offer. That's it. And so that's fundamentally what this ad does. He just draws a contrast and says, by the way, we're cheap and you can buy three months free and get three months free. That's it. That's the whole ad. So in my next book that is coming out, I talk about this particular offer structure, which is a buy X, get Y. Right? And so he's got a parallel structure, buy three, get three. I would say that I found that buy one, get two, or buy three, get six. If you can contrast that, you get more free than you pay for. It will typically convert better than a mirror structure. So I would test buy one, get two versus three and three, because you would probably end up getting. You would save money as a business, and you might end up still converting more because the discrepancy between what people pay and what they get is higher. I mean, if I wrote this out, I'd probably have the cta. This is yet another joke that he weaves in. You could say that this is on brand for him. So what's one of the nice things I think Ryan Reynolds does for his own personal brand is that he does weave in direct response advertising, which is what this is with what some people might consider branding. And so he does very much kind of brand himself in these ads because the ads are funny. And he kind of like, if you literally look at this ad, it pretty much alternates. Humor moves the ad forward, Humor moves the ad forward. Humor moves the ad for it. And it's a pretty simple structure in terms of how he's making this. And so what we're doing here, as we're looking through this in terms of tools, is that one, obviously he's a. He's a celebrity. So we just looked at his YouTube video and ranked the videos that had the highest views. But I can guarantee you virtually that the ads that are doing the best are the ones that are being pushed out every single day on Meta, on YouTube, et cetera, from ads not organic. Like, sure, he might get some signups from the six and a half million views, but believe it or not, six and a half million views for an ad, not that much. So right now we're pulling up the Facebook ads campaign. So if you don't know how to do this, by the way, you just go face, just Google Facebook ads library. And then you sort. And then you type in the account that you're looking at. And it's because Facebook is trying to be transparent. They show you every ad that is running for an account and sometimes also ads that are running in the past. Now, the rule of thumb here in terms of looking for ads, because you're like, well, how do I know which one's working? Well, the easy way to do it is just say which one of these ads has been running for a long time. And so the longer the ads been running, the more likely that that ad has worked well. And so let's say you put out 100 pieces of creative. Anything that's new will always do better than something that's old. But if something is old for a while, then it means even though it's old, it's still performing really, really well. So here's some of the oldest ads that they're running. So let's, let's pull it up. Despite the fact that I think this ad fundamentally from a creative perspective kind of sucks, it's been running for five years or six years, so it's probably doing okay now. I will bet that this is a retargeting campaign. And so this is probably converting very well for people who have already seen some of the top of funnel ads. And so if you think about this levels of awareness that I was just talking about, retargeting ads are always going to be targeting people who are bottom of the funnel here. Which is why it makes sense to retarget simply with the offer. So it's like, hey, you saw one or two ads or three ads. Cause we don't know what the audience selection for this ad is. But I would make a guess that retargeting ads because the audience that enters into the retargeting bucket, basically the new people that see the new ads and watch past a certain point or click to the site are a much smaller subset and change frequently. You actually can keep the creative the same because the bucket of eyeballs changes. Whereas when you're hitting a mass market on a regular basis, everyone's seeing the ad. So you actually have to have far more creative top of funnel than you do bottom of funnel. So if we just look at this, this is an offer recap essentially. So it starts with the price tells you what the, what the dream outcome is. If we're looking at our original framework, we're reversing risk, right? So we're just hitting through these, through the buckets of value. It's cheap, it's fast, and it's guaranteed. And this is A humor thing at the end there. And then again, they'll restate the price. Hey, guys, this podcast only grows because you guys are. And so you guys have been bros and shared the show, and you guys have been pals and told your gals. And so I want to say thank you for doing that, because it's the only way that more business owners create wealth and ultimately provide value in the economy, which is, in my opinion, the point, because ain't no government saving us, no matter who's in charge. All right, so please share this with your friends, and let's get back to the show. What's that? You guys want to see where all of this traffic is pushing? Fine. We'll also look at the landing page. Let's do it. Okay, so this is mintmobile.com, which is their CTA in every ad, all right? And I do think big picture. If you have all your traffic pushing to one page, then you want to make sure that it's all congruent. And actually, it's a huge mistake I think a lot of marketers make is that you have all these different creative hooks and stuff, but then, like, you don't actually go for congruence. And one of the easiest ways to drop conversion is have someone click somewhere and then not get what they think they're getting. And so a lot of the elements here are. Look. Okay, let's just look at this page here. All right, so right on the top, time is literally ticking. So they're showing true urgency right at the top, big banner saying, like, you need to act now. Now, on top of that, they have a banner across the top that is probably also something that moves forward in the funnel. And if you look@accentition.com for example, we have a banner across the top because it's actually one of the most clicked buttons. And so you can have the same CTA with multiple buttons on the page. And in general, rule of thumb, not forever, but if you only have one CTA on a site, if you add another, you will increase conversions. If you add a third, you'll also probably increase conversions. At a certain point, you have too many referees on the field and no one can see the actual offer. But in the beginning, two, three, sometimes CTAs in terms of button for someone to take action will usually increase the conversion of the page. All right, now we're hitting. They're basically just slamming over the head with urgency. Now. They don't have scarcity because it's unlimited customers, so that's not where they're heading. They're just going on time here. So big picture, for those who don't know, scarcity is limiting quantity, urgency is limiting time. And so people talk about scarcity and urgency interchangeably, and that's not how it actually works. All right, there's separate things that can be combined, but they exist separately. All right, now, they do have a caveat. It's new customers. All right, so it's not all customers, but new customers get three months of unlimited premium wireless for $15 a month. All right, so let's. I mean, it's pretty clear what they want us to do here. Okay, so two plants for the price of one. So if you switch from one of their primary competitors, they have a separate offer for you there. All right, now let's look at the secret sauce. I'll bet you this is optimized for mobile, too. All right, so 5G for free. We're online. Flexible payment plans. Okay. Bring your own. Everything fine. So what's really interesting about that byoe, another budget provider, which you may have heard of, which is Spirit Airlines, has the same thing. They call it your ass and gas. So they say, like, we give you nothing. And they kind of lean into how cheap they are. And they are the cheapest provider, but they do nickel and dime people. So let's scroll back up and let's actually, let's go like we're going to convert, so. Because this is. This is. This is actually like dev work that they'd have to put in. So there's probably a reason they added this bar in. I would imagine the number one concern, which they also talk about in their ads is what's the service quality. Right. And so if someone's like, I'll switch to it if there's really good coverage in my area. And so they're probably resolving one of the biggest concerns. So let's just do acquisition.com zip. So, yep, there we go. Man, they make this a problem. All right, so there we go. So they tell us that our device is compatible and they have excellent coverage. Now, I'm going to be real with you. My question would be, is like, what's excellent? Now they do have a map, so they can visualize it. Okay. So they've got some towers that looks like it's right there at the corner. But all right, if I'm trying to make a decision, I might say, well, they said it's excellent, so I guess I'm going to consider it. So now we go view plans. So let's do that. Okay. So this was actually leads us to the same place as the original button. So if someone takes a detour and then goes there pretty basically you handle the objection and then they go back to the sale. All right, so choose your plan. All right, so let's see what we got here. We got three months, six months, 12 months. They obviously want, you know, they're drawing attention to the three month offer, but I would be super curious to see what their conversion rates by offer are here. And so what's interesting is that they have the same starting fee, but just different ongoing fees after the fact. Now, to me, the six month offer is a dummy offer. I'll bet you they have their split between the three and the 12th. And so look at why they would do this. So it's like, okay, well I can only commit to three months and then it's $30 a month, or I can pay $35 a month with 210 up front. I'm like, I don't know, like for me, if I look at this, I'm either 3 or 12. And I'll bet you that that's how most people are looking at this. And so when you have three tiers, by the way, you almost never want the three tiers to be evenly split. So we're going a little bit into pricing, but yolo, we can do what we want. It's our video. So where you move the middle on a three tier offer determines where you want to nudge the customer. Okay, so if I want more people to take my 12 month offer, I will make my six month offer really close to the 12 month offer. And so I'm like, oh well shoot, this is so close. I'll just do that one. Right, so this is the typical small, medium, large soda play that movie theaters has done for ages. Right? So if you have, I'll explain it to you real quick. So let's say that you've got equal ounce differences between, between sodas. Okay? So let's say that this is 10 ounces, this is 15 ounces, and this is 20 ounces. Okay? So that's what, that's what these sodas are. Obviously at a movie theater it'd be like a gazillion ounces and they just give you a gallon of whatever soda you want. All right? Here you're asking someone to make a logical decision and it's proportional to how much they buy and they're not really saving anything by buying more. So functionally this would incentivize people to go here because there's no savings for buying more. And if you wanted to just get some more later, you take on less risk by buying a smaller purchase. And you can always just double up again later if you so desired. Now, what does this next pricing tier tell you? So let's say we keep our $5, and then we have $6 here, and then we've got $10 here. What does this tell you that tells you here that this is the best value option? The first is here. Now, let's look at a different pricing scheme. So if we have $5 on the low option, but let's say that now we've got $9 on this option and $10, what is the pricing tier that we're pushing towards? We're like, well, dude, for an extra dollar, I'm getting another 5 ounces. This is not a bad gig. Now, because of this basically dichotomy between the 10 and the 20, we would probably realistically what this would probably be priced at. Like, if we were in the movie theaters, this would probably be eight bucks. This would probably be seven. And so this would then push more people to hear it. Right? And so how you price your three options, you can tell what offer a smart business owner is trying to incentivize you to take. We're getting into a little bit of advanced pricing, but you're an advanced person, so let's talk about it. All right, so if I have this $6 option, what does it really communicate? Well, you think, like, for a dollar more, I'm gonna get 50% more soda. That's a pretty good deal for here. For a dollar more, I get another 5 ounces of soda. And so these prices are always taken in aggregate. Right now, if I have a lot of people coming in the door and everyone's buying smalls and I want them to upgrade, then I'm going to put my price here. If everyone's coming in and they're getting mediums and I want to push them the largest, then I'm going to move my price and mediums up to make the large more appealing. So what you're ultimately trying to do is maximize revenue per soda buyer. Right? And so it'll depend where your average customer is actually entering the business to determine which of these you would actually push. So this is a sales page, all right? And so sales pages are different than landing pages. So the first page was relatively short. Just wanted to get people to take the next step. And they have probably tested pushing people straight to the sales page. And it probably doesn't convert as High. So they have that intermediary step to get more qualified people to the page. Why does that work? No idea. I can just tell you that it often does work. When you have too much traffic going and not enough conversion, you add a step, you add friction, and then it sorts the right traffic. All right, so let's look at the actual page structure here. Boom, big thing. We have our urgency yet again. And then we have our offer right there in bold so that everyone doesn't miss the thing. Last chance yet again. 50% off. Cool. Okay. They're restating the offer multiple times. And then they restate the benefits underneath. High speed. So if you're looking at this, you've got headline subhead and then three bullets, which is a really common structure. It's interesting because above the fold, which is when someone loads on their phone, you'll see a very common structure. So if in the paid ad section147, I talk about three different landing page structures that work really well. And so what they have here is they're using layout three above the top. All right, so they've got headline subhead, right? So unlimited premium is. Headline subhead is last chance. And then the three bullets right here. Now they have. I have mine below, below the button. They have theirs above. Minor difference, but fundamentally they're using this structure. Now notice I have attention avatar at the top. What do you think that is? That's time is literally ticking. And it says new customer offer. So avatar is right there. Attention new customers. All right, like these are timeless advertising principles because they work. This is how, this is how you convert traffic. All right, so we've got the button. I one tiny tweak I would consider on this page is I think the button is not visible enough. And so I would consider making that more. I would make it jump out more because I think you could easily miss that. It says choose your plan. So now it's telling you what to do. Okay, great. This is just. All plans include this. Are you new? Great. And then just restates the offer yet again. And then we see our 3, 6 and 12 month plan. Now they made it user friendly for mobile so that you can, you know, toggle between them, which I think really interestingly so imagine the user experience here. So if I'm looking at this, I'm gonna see $15 a month and I go to six, six months up it goes up. And then I go to 12 months, $15 a month. Huh? What is that telling me to do? Well, I came for the three, but man, this one for 12 isn't bad. And so what's interesting about this is that the intro offers is 15amonth and then it bumps up, right? But the 12 month offer is 15amonth and then it stays 15amonth. And so if someone has a sensitivity to that price point, then they basically make it available to them. It's like, hey, if you want to stay at 15amonth, you can. You just got to make the commitment. So this is a. If you can't decide right now, don't worry, you can change it later, which is a great risk reversal. All right, so facts. So now they're getting into features here and they're probably going to show speed because what's the biggest concern? Everyone has coverage and speed. All right? So they're going through these things. And for us, we already checked our zip code beforehand, which they helped observe. Now I don't think anyone's going to know anything about this. Like, like I honestly. And maybe this is a compliance thing that they have to show, which is very possible. So that one, I don't know, it might be a legal thing. All right, let's scroll down because obviously this is not going to convert anyone. Okay, Bring your family. So this is an upsell potential. So it's like, okay, not while I've got you. Because what's another concern someone has. Well, I don't want to switch on my own. I want to bring my whole family over because I don't want to be a separate plan than them. Cool. So they give a family plan. All right, now yet again, we scroll down to the bottom if you missed it. Because let's say you think about Click Journey, right? So someone clicks over and they didn't, they just went straight to the offer. Now that they're actually in consideration. So they're thinking, am I gonna, am I gonna take this offer? Am I gonna take my credit card out? They might. Now this, the coverage device checker is what I consider a buying question. And so sometimes on a sales call, this is obviously doing this in a virtual setting. There are questions that are kind of more open ended, like discovery questions that a customer would ask. And if someone says, like talk to me about payment plans, right, that's a buying question. They're strongly in consideration. And so this is something to help overcome any obstacles around purchasing. So they were like, okay, the price makes sense. If you have it in my area, I'll attend your gym. How far away are you from me? Right, that's gonna be a real consideration. Like, and if you're close enough, they have some line in their mind that if it's over it, it's acceptable and they'll make the purchase. All right, so scroll down and this last section is super common on a sales page, which is FAQs. All right, so almost always having an FAQ on a sales page will increase conversion because just think about every one of these questions as a couple percentage points of customers that haven't gotten all their questions resolved yet and either want a deeper explanation for some of the sentences or headlines from above, or they have some unresolved concerns that didn't really make sense to weave into the page because it would overall lose some people. And so you basically stack those at the bottom. And you've probably seen this on a lot of pages. Even if you look at like an Amazon purchase page, they're going to have their FAQs at the bottom where the seller will answer some of the questions that people are asking. All right, and so if you, by the way, if you want a really great way to study, like how to make sales pages, study Amazon, think about how they structure their pages and how many elements of persuasion are woven in that are real and actual. Now they obviously, you know, they're a trillion dollar company and so they have a lot of resources at their disposal, but you can still use the elements of persuasion that they have. Right. And fundamentally that's what they're harnessing here. And at the very bottom, I see this as a, if you haven't decided to buy yet, why don't you enter our long term nurture sequence where we'll send you emails to hopefully get you to buy later. Right. And so that's basically what we're doing here. What's that? You want to see the emails that they send to convert more customers? Fine, we'll look into them. Okay, big picture. This is their actual email sequence. So we looked it up. You'll notice that these are very visual. So these are very picture driven. So I want to make a clear point here. It's, I would say it's very split in the types of products that are being sold, what types of emails convert. And so I've seen, this is just me, Alex's point of view. Pictures do really well with physical products and low ticket items. So people just like click and buy. Right. If you sell services or complex services or complex products or high ticket products, oftentimes basically almost the exact opposite perspective of this, which is lots of text, that's plain text, maybe one hyperlink, that's all not formatted to basically make it look like a real email that someone might send to you. That tends to be the best deliverability, which will ultimately convert more people for those more complex things. So if you sell services that are complex, I would lean towards that here. If you're E commerce, which fundamentally, this is E commerce, it's just a phone service that you're getting, it makes sense. Now one last point here is that, notice that they don't offer phones, remember the byoe? So they're able to sell at a much lower price point because most of the other carriers include the phone in some sort of payment plan with your service. And so a big portion of what you're paying for is the thousand dollar smartphone that you're, you know, that they're subsidizing for you over X period of months with a decent markup. All right, so let's look at the offers they have. So email one is they just say, they just restate the offer. Cool, let's go to the next one. All right, now they say it's easy, so let's think about the elements of value here. Right, so first they restate the offer, then they say, by the way, it's easy. Now the makings of Mint Mobile. So now they're saying, okay, someone didn't take the first two, so now let's just give them a little bit more information. Right, let's talk more about the value that they're getting. That's the next email. Yeah. And so here they're also telling a little bit of the story of the founder or at least the spokesperson. And so this would be more common if someone hasn't made the purchase for you purchase with you, yet you're explaining more about yourself. Basically they're trying to build some trust, build rapport with the prospect. All right, so now they're hitting the family people and they're like, maybe you didn't buy because of this reason, you might have missed it on the site. And so what they're really doing is they're chunking down a lot and just focusing on one obstacle at a time. Which is what I would encourage you to do in email follow up is there's going to be, let's say 13 reasons people aren't going to buy. And instead of saying here's 13 reasons, let's handle them all. You just hit one email at a time that hits each reason in order of prevalence. Meaning the more common the concern is, the earlier on in the email sequence it should be. Now here's the 411 on SIM. So this is like, this is going to be a concern question. This is a detailed question where someone's like, we'll do, what about SIM cards? What about my use case? I'm a special snowflake. So they're covering the special snowflake scenarios in this. And I would imagine that they continue down this process. Now if I had to rate this email follow up, I would probably rate it like I'm being real. Probably a 5 out of 10. Main reason here is, you know, they're just hitting basic, they're just restating the offer. And over and over again I think that what could make this better is if they made it feel a little bit more tailored, right? And so if they could expand in personalization. Now, I don't know what segmentation they have in the background, but personalization of their marketing and thinking about onboarding a customer before they're a customer is a great way to take people, get, get people to do those first steps like that coverage question that they have. It's like, can I get someone to take a micro step towards me? Right? And so I'd be thinking what other things are kind of micro steps that get someone who, who, who's going to get further along the, the road of consideration before they make a purchase? Another one would be like, okay, can we give, can we deliver them some sort of lead magnet? So once we have their zip, it's like, here's other people in your area who have said that this is really good, that would probably be really compelling. Another type of testimony might read someone who's like you. Another one might be someone who considered buying at the same time as you and is now already enjoying the benefits, right? And so people thinking cohorts. So it's like if I considered buying this last week and it shows someone else who did buy last week and is enjoying the benefits, it becomes more compelling because you, you double down on likeness. That person's just like me. Additionally, you can reference my, my Rihanna video on some of the things they did for their offer. But in this offer, having birthday and anniversary offers is just, it's wonderful reason why to extend personalized offers to people that will increase their specific urgency. But the thing is, is that you know that every month you've got 1/12 of people who are turning a certain age. And so you've got basically 1/6 because you've hit anniversaries and birthdays every single month that are getting a special offer. And so if you do that on a regular basis, it's like every month you get this kind of lift to 1/6 of your audience that's getting a special offer specific to them. All right, let me hit some of the big takeaways that anybody can use on their site that we can take from how they're converting a lot of traffic, obviously. So number one is website optimization. So if you haven't tested your page load speed, just do it. And then most tools will tell you some of the things, images that need to be compressed so that you can decrease file size and ultimately load faster. Now this may not sound interesting, but for every one second saved you get, I think, I think Neil Patel had this, he's already studied this one, but I think it's something in the neighborhood of like a two and a half or something like that percent increase in conversion per second. And so sometimes I've seen some of your pages, you have 9 seconds, 13 seconds of load time. It's like if you can get that down to like 3 seconds, you've got 2 plus percent times 10 in terms of improvement on conversion. Right. If you click and it's like changing a channel on a television, you are going to convert more people. The next one is using side by side comparisons. I'm surprised that they aren't really hitting on this heavily. So they talk about it really heavily in their advertising, but they're not showing what other people are doing comparatively. And so this is one where like progressive kind of pioneered this in the insurance industry where they were showing what other plans cover and prices associated. And I think if you are the underdog, then it's okay to do that. If you're the top dog, you don't show anybody else's. But if you're, if you're, if you're making a budget as your primary sales point, then using side by side makes sense because they can see the delta. One of the other things here that I think is probably worth mentioning is hidden fees. I think one of the big concerns with budget providers like Budget Airlines is that they will charge you for each piece of luggage, they'll charge you for drinks, they'll charge you for everything. And it's like, are they going to charge me for anything else? And I think being explicit about that somewhere would probably increase conversion. So if I'm them, I would be looking at the same plus good stuff away from bad stuff. And if you don't work with us, so selling the don't, you're going to keep having bad stuff and keep not having good stuff. And that's where having the juxtaposition of the other providers could prove for very good fodder for ongoing emails. And so like, one email would just be more good stuff, next email would be less bad stuff. Next email would be, if you don't do this, you'll keep having bad stuff. If you don't do this, you'll keep not having good stuff. And then each of the good stuff and bad stuff, you have three vectors that you can look at across all four of those, which is risk, speed and ease. And so showing the visual of the step by step process of what it takes to sign up, it could de risk someone's concern about how easy it is. From a speed perspective, I would probably hit on more points of like, well, how quickly can I get activated, right? Like, could I be using my phone within a few minutes? If I could, I would want to know that. So I would talk about speed from a risk perspective. They do have commitments associated and so I'd want to know what are my cancellation policies and what does canceling look like. So believe it or not, if you actually just show someone how to cancel before they buy, sometimes they're just more likely to buy because they're like, oh, I understand how I can get out of this. It reverses the risk of the purchase. Now, the big obvious one is that price is another thing that they do. But I wouldn't say that's an area of opportunity. I think they already hit their price pretty hard real quick. Guys, I have a special, special gift for you for being loyal listeners of the podcast. Layla and I spent probably an entire quarter putting together our scaling roadmap. It's breaking scaling into 10 stages and across all eight functions of the business. So you've got marketing, you've got sales, you've got product, you've got customer success, you've got it, you've got recruiting, hr, you've got finance. And we show the problems that emerge at every level of scale and how to graduate to the next level. It's all free and you can get it personalized to you. So it's about 30ish pages for each of the stages. Once you enter the questions, it will tell you exactly where you're at and what you need to do to grow. It's about 14 hours of stuff, but it's narrow, narrowed down, so that you only have to watch the part that's relevant to you, which will probably be about 90 minutes. And so if that's at all interesting, you can go to acquisition.com forward/roadmap R O A D map roadmap.
