Alright, welcome back to another episode of Sales Transformation brought to you by Ledium. I'm your host, Collin Mitchell, and we've got Alan Zhao back on the show. He's the co-founder of Warmly. The last time we had Alan on, we talked a little bit about all of the pivots that Warmly has made and the story behind what has made Warmly go in the direction that they are with this idea of warm outbound. And today we're going to dig a little bit deeper into revenue orchestration and what
Yeah, yeah. So, I'm curious, the thing I think I'm curious here is, what have you seen as kind of the most effective criteria, right? So that reps aren't getting pinged like, hey, this person's on your site, this person's on your site. I'm sure, you know, each team is maybe a little bit different, but what's kind of some good parameters of like, you know, to set where it's a good point or
Yeah, this one's gonna vary by company a lot. But there are certain high intent pages that you want to be taking a look at, like the case studies page, the pricing page. You want to mute the careers page. Surprisingly, the security page, too. If you have a security page, then they might be a little more serious about the evaluation. And then how many number of visits has it been? Is it the fifth or the sixth visit? Page
view time, so if they've been on the page for more than five seconds. Or total active session time, which is not the time that they're idle on the page, and
they just had a browser open, but they were actively scrolling, moving their mouse or something. Having those be hitting a certain threshold, combined with, this is the fifth or sixth person that's from a different IP address from this account that's visited the site, these are all really important indicators, because it indicates that like, okay, they might be looping other people in, they got forwarded your email, so they got sent your email from your outreach sequence, they're
forwarding internally to maybe the right stakeholders, they're also taking a look Yeah. And obviously data is never a hundred percent perfect. So curious, you know, with a lot of people working from home and stuff like that is, is, are you still able to identify a majority of the traffic of who that specific person is Yes. And the answer is yes. I mean, I think marketing, uh, has gone through a lot in terms of its capabilities in the past couple years to identify exactly who's, on the site or
being able to hook you, basically what happens is this. So in the past, yes, it was based on IP blocks, your geographic location, that's part of it. And there's a waterfall structure in place. But since COVID, believe it or not, the IP identification rate and even the contact level
identification rate has actually gone up. And the reason for that, and most people don't know this, is because when you sign into some of these third party tools, you're inadvertently, without even knowing because no one reads the Terms of Service course, is you're sending your IP address and then
your email to that company. So any tool that is being used to authenticate with Google, that authentication process, they would have your email, they would have your IP address, and they'd have that data, and they can actually then send that data to these data providers out Interesting. Yeah, because everybody rather than creating a password would prefer to just sign in with Google, right? Because it's easier. And now that we're talking about it, it's actually probably more accurate
than previously, right? Because we know this is Alan's specific IP address rather than this might be Alan or we know that it's this company, but we don't necessarily know Yeah, this kind of gets a little more nuanced, but IP address is the least specific thing because there could be an entire company behind an
IP address. What you want is the cookies. So once they've cookied your browser, that browser, whenever it goes to a different site, like if that site knows that this cookie belongs to them, that site will know that Alan or Colin is now on that website. Interesting. It's even more, it's way more specific than just IP. That one goes through several layers of waterfall evaluation where it takes into account like maybe you're with your wife and one
of your kids is also on the internet too. If you were the last person to log in to some service that this grant overseeing data processing company is looking at, then there's a high probability that the next person who goes to a different site with your IP address, that's probably you because you were the last person to log in. But that's using Got it. Well, this is definitely an interesting topic. I mean, I think that you guys are solving a really big problem for
revenue teams. I think that, you know, with everybody leaning more in the direction of focusing more on quality over quantity with, you know, who they're engaging with, this definitely helps that a lot. So any final thoughts as we kind of wrap things up and Yeah, no, this has been great. Thank you again for having me on. Best place to find us. As I mentioned, we'll be on LinkedIn. Drop us a comment, engage with us in our posts, and we'd
Awesome. We'll drop the links there. And if you missed the first episode with Alan, where we talked a little bit more about how they got to this version of Warmly and many other things, we'll drop that link in the show notes for you as well. If you enjoyed today's episode, please write us a review, share the show with your friends so we can help more sellers and sales leaders transform the way