A market-leader, with 10 Million users around the globe, has to know something we don’t! Molly McKinstry shares experience from Glassdoor and now Calendly on how to use the full potential of your team & tech.
Don’t miss this sales dream-team bomb! Can a product-led-revenue business model shift to sales-led-growth? Why bring all external meetings under this umbrella? All in a short time? Listen to find out why…
This non-linear approach helps prove:
Revenue & Sales Leaders
Demand-Generation & Marketing team
There is zero doubt you will walk away from this episode having a new perspective on event-marketing and be combining it within your current strategy.
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David Dulany: Hi everybody. This is David Dulany with the Sales Development Podcast. I am super excited to get the next guest on the show, Molly McKinstry, and I go way back, like too far back. That was crazy before the show. It was like we were putting some numbers up and I was like, “Oh my god.”
Molly McKinstry: Yeah, a long time.
David Dulany: You’re the Head of Enterprise Sales at Calendly right now. But you were at Glassdoor for 11 years and that’s where we met initially. Molly, thanks for coming on the show.
Molly McKinstry: Oh my gosh. Thank you for having me. What an absolute treat really. Like to get to be in this space with you and reconnect this way is so fun. So glad to be here.
David Dulany: I know. I’m excited. I mean I’ve seen Calendly has been popping up all over the place. So whoever is doing the marketing is doing a great job. It’s a big push right now and I saw that Kate went over to Calendly, right? And now you’re there. So they’re putting the dream team back together. So this is amazing.
Molly McKinstry: Yes, yes. Yeah and Kate Ahlering is our Chief Revenue Officer and as you pointed out David, she had been at Glassdoor for eight years. I had been there for 11 and she left to come stand up a sales-led growth organization at Calendly which has been a product-led growth business really up until a year ago and it was hard to not take the chance to follow her and go work with her once again.
David Dulany: Oh, it’s amazing because everyone is – I mean not everyone but a lot of the people in the tech industry are very familiar with Calendly and how successful it has been from a product-led growth perspective. Now you’re coming in and you’ve got the challenge of sales-led growth or graphing that onto what’s already really a successful PLG. How are you thinking about it and have you solved it in five months?
Molly McKinstry: In five months, in five months. I would love to tell you that I have just cracked the code in five months here. You know, I haven’t done that just yet but it has been such a really fun ride so far and a very interesting one with tons of learning and I’m happy to share it through our conversation today.
Yeah. To you point, Calendly is a very, very well-known thankfully market leader in scheduling automation. We work with over 50,000 companies, 10 million users across 116 countries. So we’re certainly a household name which is fantastic and part of the draw for me to come work here. But to your point, yeah, now the question is, “How do we take all of the virality of the product-led growth and so many users just loving the ease and simplicity of Calendly to organizations and enterprises where instead of buying a couple of seats here or there or licensing, a dozen or so users, we want to sell hundreds to thousands, full wall-to-wall integration with customers and employers?”
So that’s what I am working with an incredibly talented group of folks cross-functionally and my team is amazing, to see how we can do that.
David Dulany: Oh, OK. So no problem. That’s a piece of cake, right?
Molly McKinstry: Yeah.
David Dulany: How widely adopted is Calendly across the market? Is it just like a tech thing that we know about or do other industries use it now?
Molly McKinstry: So a lot of other industries use Calendly, love Calendly. EDU is an enormous area for us because again if you think of anybody who needs to schedule a meeting with any person, you can gain the benefit of using a scheduling automation tool like Calendly which syncs to your calendar and takes away all of the back and forth emails. On average, seven emails get sent to book a single meeting.
So no, it is not just tech. EDU, financial services, government, I mean you name it. If you are a business that schedules meetings, you are benefiting from Calendly likely in some capacity today. Obviously we have to be really focused on our path market and there is a verticalization lens that comes into play, right? Because even just from a pricing and a positioning perspective, some companies are going to value the business impact differently than other organizations.
So that’s part of the strategy to figure out and to build. Where is our sales-led growth efforts going to be the most impactful and really give us the best return on the very large investment that Calendly has made in a sales-led team? Which, you know, again is how I got here.
David Dulany: Yeah. And how does it work if someone has got a free Calendly account? Say they’re at a bigger company and they have a free Calendly account and so it’s like there’s awareness of the power of the tool within the account. But it’s like 50,000 people work there and only 5 are using Calendly. How do you think about engaging that organization in a conversation?
Molly McKinstry: Yeah, and one of the things that make this opportunity so interesting but also not linear in how we’re going to get there is there are so many use cases where Calendly can work. So to your point, let’s say huge organization, tens of thousands of people. You’ve got a handful of users.
We are a solution for recruiting. We are a solution for revenue and sales leaders. We are a solution for customer success and support teams, demand gen and marketing. So it’s amazing because we have all these potential buyers within these companies, but that also is an obstacle to overcome of where can we get started where we’re going to have the biggest impact out the gate and be able to connect our value to the business challenge of this specific customer.
The other possible place and place that we often go is to the IT team and kind of take that consolidation approach, you know, connected to security and compliance and single sign-on. All of that is another angle to say, “Hey, you have people within your organization right now who are using Calendly for free, who have connected their work calendar to a Calendly license and right now, there’s kind of no jurisdiction for you as an IT team over their usership with us.”
So that’s kind of a consolidation approach that we also take and in that case, you get into more of that wall-to-wall conversation again because it’s anybody in an organization that is booking external meetings is going to benefit from using Calendly. So as I just told you, five different avenues to kind of get started in.
David Dulany: Yeah. It reminds me there used to be a term – I don’t know if they use it but it’s called like “shadow IT”. It’s where the people are using these software tools like kind of on the down low and not really telling anybody at the company and especially now it’s a remote environment. So do you find that right now – you haven’t been there that long. But are you having more success talking to the IT people and saying, “Let’s consolidate all this usage into something that you can control,” or is it more go to the end users and talk to them about potentially expanding?
Molly McKinstry: Yeah. So I would love to tell you that we have this obvious path that it’s leading to more success than the others. Right now we’re really doing it all and we are learning kind of by industry and by the type of business that we’re talking to, which is going to have a more compelling story, right? Because obviously that’s what sales is. We’re trying to tell a compelling story and we’re trying to solve the problem for an organization that they may or may not know they have.
What I can tell you is when we start in the IT consolidation angle, you still typically need a business champion who believes that adding Calendly as part of their tech stack and one of their go-to tools is going to help them improve their outcomes, whatever those are.
So let’s say we’re talking to a revenue leader and you need to fill pipeline. You need to book more demos. You want to improve the prospect experience, accelerate your sales cycle. Usually having a business champion who believes, yes. Getting Calendly deployed across my entire sales organization or my revenue teams is going to impact my bottom line. That helps with that kind of IT consolidation approach because we have somebody as an end user to your point that says, “Yeah, we want this,” and this is a must-have. It’s not a nice-to-have.
David Dulany: And so the sales vertical, it seems the sales leader vertical, at least in our industry, it’s pretty well-known. It’s pretty competitive, right? Calendly has competitors in this space and not once – is there still a lot of white space there for sales teams that aren’t using anything like this?
Molly McKinstry: No question. Oh my goodness, yes. There is an immense amount of white space because I do still think scheduling automation for a lot of revenue and sales leaders seems like a nice-to-have or it seems like, oh, you know, if we are using Microsoft or if we’re using Salesloft, you know, a lot of these other tools have a component of scheduling automation within it.
But the difference between Calendly is that we are going to be so much more robust from a solution perspective that it’s not just about one-to-one meeting scheduling. We’re talking to sales leaders about doubling their conversion rate on inbound needs or increasing demos scheduled by more than 100 percent, cutting a sales cycle in half. That goes far beyond saving time with email reduction. We’re really connecting it to the entire top to bottom of funnel sales experience by having really deeply embedded connection with Calendly through the whole, again, lead cycle and sales process for our customers.
So yeah, to your point, super competitive, yes. But our differentiation and I think just how comprehensive the product is, once we get in these conversations with sales leaders, the light bulb really does start to go off where they see, “Oh, wow! I mean if you can cut my sales cycle in half, if you can send inbound leads directly through a round robin of my SDR team and we don’t even have to wait to see who’s available or whatever, like no-brainer.”
David Dulany: It blows my mind. So you’re testing the different verticals and that’s when you’re – right now it’s like, OK, it’s definitely a use case there. But at the same time, there’s this huge potential market out there. How do you test different ones and how do you think about like, OK, we’re going to try this for a while and if it doesn’t work, then try something else, right? Because you’re always under the gun to make sales.
Molly McKinstry: Right. So as we said, I’m still new in my journey here. I am five months in. The approach thus far has been more of a broad one. So not getting to specialize yet, not really thinking – or deploying the team by verticalization. We’re obviously gearing up for fiscal year planning and January is suddenly only three months away. So I think there’s a lot that we’ve learned already just the first nine months of 2022 to say we want to get really specific and smart on focusing on these verticals, focusing on these use cases and because again, the ROI and the outcomes are going to vary when you are talking of financial services versus tech versus EDU.
It’s not all the same. So the top track does have to evolve and mirror the buyer in each of those phases. So to your question, how are we thinking about it? I would say we’re looking at data. We’re understanding where we’re winning right now. We’re understanding where our deal sizes are larger, where our sales cycle can be shorter and trying to invest resources behind that.
The one point though because you did mention the sales ICP is a strong one based on everything I just said. There’s a lot of continuity though between sales marketing and customer experience. There really is because all of those teams and all of the leaders of those functions are going to care about maximizing revenue, delivering an exceptional either prospect or customer experience and doing everything possible to get to revenue outcomes faster.
Really marketing, sales, customer experience, the definition of revenue is a little different, right? Because you may be thinking about it in terms of the number of MQLs or an NPS rate if you’re leading a customer success team. So I think what we just talked about from a sales persona, there’s a lot of crossover for marketing and CX as well.
So we kind of think of that all as revenue leaders and through a very strong qualification and discovery process, we should understand what business challenges this person or these stakeholders have specifically and how we can uniquely position ourselves to help them solve it.
David Dulany: Revenue leaders, I know, and just as the buyer or the person on the other side checking out the company or trying to do something.
Molly McKinstry: Yeah.
David Dulany: If they don’t have a Calendly or they don’t have some technology that we’re used to, it’s like so annoying right now. Like if you consider – like can you fax that or something? I’m like oh my god. It’s …
Molly McKinstry: Like what?
David Dulany: Are you – right?
Molly McKinstry: Oh my gosh. I love it. I love it.
David Dulany: So there’s so much. There’s so much out there. Let me ask you. This is just switching gears a little bit.
Molly McKinstry: Yeah.
David Dulany: There was – I don’t hear about it as much anymore but there was kind of like a power struggle happening with Calendly links and just links in general.
Molly McKinstry: Yeah.
David Dulany: So – and you’re laughing. So you know what I’m talking about. So it’s like for a while, I haven’t heard about it. But it’s like you would be like, here, set up a meeting with me and send them a Calendly link and some people were getting really like – no, you send – I will send you my Calendly. So it became this weird thing. Does that still go on?
Molly McKinstry: It’s so funny because yeah, I mean we were trending on Twitter. This was actually right before I joined. I believe it was maybe February, March timeframe. I started in May.
David Dulany: I think I remember that.
Molly McKinstry: Yeah, where we were trending on Twitter based on this discussion to your point of like the etiquette of sending somebody a Calendly link.
David Dulany: Yeah.
Molly McKinstry: I think that there is always going to be a school of thought that when you are reaching out to somebody and you are requesting their time, there is a way to do it with couth and polish and respect that should be reflective of their role relative to yours.
All you do is you set it up in the tone and style of your email. So as an example, if I was going to reach out to you David and let’s imagine we didn’t have this connection from a previous life at Glassdoor together. You know, I wouldn’t just say, “Hey, David. I want to talk to you about Tenbound. Click on my link and grab a time.”
You know, I would say, “I’m sure you’re busy. You have a ton on your plate. If it’s helpful, you’re welcome to check out my calendar here and grab a time that works or if you have your own link that you would like to send, feel free to share and I will book for us.”
So, right? It’s just like this positioning of using a little softer tone and being respectful of the person that you’re asking time for. If they’re not expecting to hear from you, yeah, you can soften it a little bit and give them the option to send times or send their own link if they would rather.
I just love how polarizing it was because people really did get fired up and I just laugh because it’s like man, we as humans, we’re sensitive.
David Dulany: Yeah, it was. It was pretty funny and actually like I would – like people that work at Tenbound, I would be copied on their email address. They probably know who I’m talking about. But it would just say, “Here, grab some time,” you know, and I kind of like – we had a little coaching session because it’s like you got to be like, look, I’m available. Here’s a couple of times or if it’s easier for you, just click here and sync it up, you know. So it’s all in the messaging, right?
Molly McKinstry: I’ve recently had somebody – this is so funny. I recently had somebody who was a former customer of mine who I very actively and assertively sold into years ago and he reconnected with me on LinkedIn saying, you know, pumped to see I was at Calendly and he would love to reconnect.
Actually Calendly has an incredibly slick Chrome extension that embeds right into your LinkedIn messaging. So if you’re not using that today, you absolutely should be. So I was responding to his LinkedIn InMail and was mindful of our relationship and how he knew me and vice-versa. So I said to him, “Hey, I would love to connect. If this is easy for you, grab time with me. When works best? I know you got a lot on your plate and if not and you want to book time a different time, I’m flexible. Let me know.” Right?
And it was just very disarming. I’m not saying I’m more important than him. My time is more valuable. And you know what he did? Within 10 minutes, he booked time and said, “Can’t wait.” So …
David Dulany: It pops up.
Molly McKinstry: … just think of anything. It’s your style. It’s your tone. You did some coaching around it yourself.
David Dulany: Yeah. One other quick thing, just the hot tip for people is – this was a long time ago. This was like five years ago. I was using Calendly but I hadn’t locked out like a vacation that I was doing on my own calendar. So I got a job interview with this – and it was the CEO of a company. It was actually Dave Kellogg who’s like famous in Silicon Valley.
Molly McKinstry: Yes.
David Dulany: And Dave Kellogg wanted to talk to me. But I was in Arizona. So literally Dave Kellogg, if you’re listening – because I didn’t get the job.
Molly McKinstry: OK.
David Dulany: If you’re listening, I flew all the way back from Arizona, did the interview with you and then had to wait and pick up my family at the airport and then you didn’t give me the job. So it’s my bad for not using Calendly correctly. But what I’m trying to make is you have to block out the time because otherwise, you will just get these random Calendlys when you’re in Arizona. Yeah.
Molly McKinstry: Yeah. I think it’s like any tool or technology. It is going to work as well for you as you invest in understanding the tool, building the parameters, building the rules and logic. I will say though, you know, there is a lot that if – when you’re first signing up for Calendly or when you’re first connecting integrating your calendar, you spend a little time of saying, you know, these are the hours of availability I generally have. This is the amount of space I want between meetings, you know, because people don’t want just to be back to back to back. You may want to buffer.
You know, all of that you can build into the logic first out the gate so then that’s always captured. But to your point, if you’ve got an upcoming vacation, yeah, you want to jump into your Calendly link, update your availability and then not have to leave your lovely family trip in Arizona for a job interview unexpectedly.
David Dulany: Yes, definitely. I thought I was being really hip, you know, because this was just a long time ago.
Molly McKinstry: Yeah.
David Dulany: Yeah, no. It was not good. No. OK. So we got a minute. I want to just take a quick walk down memory lane. So Glassdoor, right? So Glassdoor was sales-led. It was a sales-led motion, right? Or was it not? Like do they have any sort of product-led offering that you could piggyback off of or was it just straight good, old-fashioned sales-led growth?
Molly McKinstry: So when I started Glassdoor 2011, I was employee number 38. At that point, we were 100 percent sales-led and we really weren’t – the product wasn’t built with this kind of self-serve, end user, facilitate your own Glassdoor journey outside of putting content on the site. There was no self-serve sales model built in. So to your point, very, very sales-led. We absolutely focused on how to get back down market, how to really appeal to the premium model, self-serve, how to have people buy job postings and upload their own content, et cetera, et cetera.
But inverse of Calendly. Product-led growth, trying to get up market. Glassdoor was a sales-led narrative and product sell, which then we went down market, how to figure out premium and self-serve. So kind of the opposite.
David Dulany: OK, OK. That’s interesting because – and I don’t know if I had mentioned this. But we worked together for like five – I worked there five …
Molly McKinstry: Five minutes.
David Dulany: Yeah.
Molly McKinstry: We worked together five minutes. No, it was longer than that.
David Dulany: Yeah, literally. Yeah. It was not good. I finally figured out that I can never work in that place again after that experience. But what I do remember is that there was a – it was – I mean this is like the history of the internet almost with these type of marketplaces where they had an amazing search engine optimization and tons of traffic to the site because people wanted to leave reviews and to read all that information. It became like a two-sided marketplace because now the employers want to get in front of the people that are coming to the site with their – and then you guys also basically cornered employee brand, right? Like that wasn’t even a thing before Glassdoor …
Molly McKinstry: Employee brand.
David Dulany: Right?
Molly McKinstry: Correct, and that’s actually one of the parallels between Glassdoor and Calendly which you’re alluding to David is Glassdoor created the category of employer brand and transparency and the fact that – you know, kind of this belief of power to the people. Employees deserve to have access to this type of information when they’re deciding to join a company or to not.
It was so cool to be a part of that Glassdoor journey because it did – the conversation was not happening before Glassdoor and I see a lot of parallels there for Calendly because Calendly really is the market leader and created this space of scheduling automation. To your point, we are not the only player here. Certainly we have competition probably more so than Glassdoor did when I joined, no question. But I still see us creating this space and this narrative around scheduling automation is not a nice-to-have. It’s not just, “Oh, yeah. Like maybe I will consider that.”
It is if you care about maximizing the very limited time that all of us have and getting to business results faster, you have to be investing in scheduling automation. That was very much how I felt about Glassdoor. Again, like if you care at all about your culture and your employee experience, you have to have a presence on Glassdoor and if you don’t, you are behind. You are behind market standard.
David Dulany: Big time and I think about, you know, with Calendly, the market is so unpenetrated. I mean like I’m just thinking that I’m – she’s making lunch right now. Bless her heart. My wife doesn’t even use it, I don’t think.
Molly McKinstry: Oh, OK.
David Dulany: And she’s super busy. I mean she’s constantly making appointments like all day.
Molly McKinstry: My gosh, yes, yes.
David Dulany: And it’s like oh my god, perfect – she could be a good customer.
Molly McKinstry: She could be a good customer. Maybe you can hit me up with that referral after this one.
David Dulany: Yeah. But no penetration probably. You know, in the wider marketplace. I think in this little bubble that we’re in. It’s like, well, everybody uses that. But not really.
Molly McKinstry: Yeah. No, I think that’s spot on. It also is this concept of like the economy of time. The time is a finite resource. We know. We do not get more of it. We know we need to maximize it. We know that every way we possibly can do more with less, it’s – that’s what all of us are trying to do and Calendly is a tool that not only allows you to be more efficient and save time but it does impact business outcomes and bottom line.
As I was saying, if you’re a revenue leader, a pipeline and lead gen flow, and time to close and all of that, investing in a scheduling automation tool is absolutely going to impact all of those KPIs.
David Dulany: That’s amazing. It was funny. I was listening to this book on tape and the guy was saying, “You need like a master’s degree and logistics to just manage your like household.” But like all the homework and the pickups and the drop-offs and the soccer and the Boy Scouts. You know, and it’s like, yeah, you know. Just being nostalgic. It’s like they used to just kind of go out and play, you know. But now it’s so organized. So do you use Calendly for your own home or not?
Molly McKinstry: Oh my gosh. I absolutely do. Yes, and as you know, I have four young children. So our lives are very reflective of what you just shared with the carpools and the birthday parties and all the activities. So yes, my husband, I always am resending him my Calendly link of like, OK, as a reminder, here’s when I am available to help with all these things.
David Dulany: Yeah.
Molly McKinstry: He is an attorney and he’s a partner at a firm where I know he’s beginning to leverage Calendly as well, thankfully with some exposure to me of like this thing is incredible. If you are not using it, you are wasting time, if you are not using it.
David Dulany: Well, you think that it’s just for B to B. But, you know, it could have B to C applications as well, right? With busy people and parents and everything. So everybody should use it, right?
Molly McKinstry: Everybody should use it and that’s a lot of EDU use cases we were talking about. You know, a professor standing up office hours and trying to find time with their students or teachers, needing to book parent conferences. I mean like the use case is truly limitless and it is as basic as if you booked time with anybody ever. You should go through scheduling automation and obviously I think that should be Calendly.
David Dulany: Yeah. And do you use Asana also for your household or something like that or some kind of like project manager software?
Molly McKinstry: So I don’t use Asana for our household although we did use Asana at Glassdoor and I am a big fan. I use – two tools I use at home. Todoist is an app which is basically – it’s basically just a virtual to-do list manager but I love it because you can share it. You can share projects. You can – I use it for trip itineraries if we’re traveling with friends or girlfriends. You know, send everybody and all the links and the details are there.
But what I love for just kind of home management is the Skylight, which is the digital calendar that sits on our counter at home and it is connected to my Calendly link, yes. But it basically – my 10-year-old son looks at it and can see when he has practice or who’s driving him where. We have a babysitter. Who’s the babysitter?
So Skylight I love for kind of family organization and then Todoist is great for – if you are a list person, that’s a great app.
David Dulany: OK. Wow. I’ve never heard of those either. So big shoutout to the teams over there.
Molly McKinstry: Big shoutout, yeah.
David Dulany: Big time. So, OK …
Molly McKinstry: Maybe one of them has a podcast I can join and help …
David Dulany: Yeah. Call Molly. So one last question. I just want to take it really quickly.
Molly McKinstry: Yeah.
David Dulany: You know, we did some advisory work with a product-leg growth company. This was like a couple of years ago before it became a thing and they – basically they had tons of users of this free open source product that they had. But they really struggled with engaging with the people that were in there and like that first part of the conversation of how do you go from – you know, it’s just awkward. It was weird, I remember.
So I just want to make it clear. When you think about Calendly, are you talking to the actual end users a lot of the times or are you talking to their boss?
Molly McKinstry: Yeah. So my teams on the sale-led side are – we’re obviously looking for who’s the budget owner, who’s the decision maker.
David Dulany: OK.
Molly McKinstry: That said, it is an incredible kind of part of the discovery process to get in touch with the users at these companies because we understand why did you sign up for this and why do you think this is a compelling tool that you need. If I could get in touch with your boss or your boss’s boss or your boss’s boss’s boss, what are the problems that Calendly is solving for your day-to-day that I should tell him or her?
So we do have that as an approach right now and actually it’s some of the ways we get the best information because, you know, we have sales reps, AEs or CSMs, customer success managers, signing up for Calendly on their own and then they’re having conversations with my team members who are saying, “Why did you do that? Tell us why you did that and tell us what it is doing to help you save time, get to your leads faster, close your deals sooner,” et cetera.
So yeah, obviously that’s not where my team is going to close seven-figure deals likely and many of them as we hope to. But it’s a really good part of the discovery process to say, “You’re at your company. You decided you need this. Tell me more because I’ve got a call with …”
You know, again, your boss’s boss or maybe even higher and I would love to bring this kind of real, from the field perspective to that discussion.
David Dulany: Got it. OK. So you might shoot them an email and say, “Can I talk to you for like five minutes about your use of Calendly?”
Molly McKinstry: Yeah.
David Dulany: And how you use it.
Molly McKinstry: You actually just shoot them your Calendly link.
David Dulany: Yeah, there we go …
And so you’re approaching it like I’m on a fact-finding mission here to see how I can support you.
Molly McKinstry: I have some team members that are doing that right now and that’s – again David, we’re at the part of this journey where there’s not this like beautiful, codified playbook of this is exactly how to do it. We’re writing that script. We’re figuring out how to do it.
So to your point of “ Is it the IT buyer? Is it the revenue leader? Is it the end user?” it’s a little bit of all of is right now until we can see, you know, where the data is tracking and where we’re going to have the most success.
David Dulany: Yeah, that’s exciting. I’ve been listening – there’s this guy named Tae Hea Nahm with Storm Ventures and he talks a lot about finding go-to-market fit. So it’s like obviously there’s product-market fit for Calendly. But it’s like what is going to be the repeatable, scalable motion? So you’re right in the thick of things there.
Molly McKinstry: Right in the thick of it, yeah.
David Dulany: Oh, OK.
Molly McKinstry: But it’s so fun. So honored to be here and yeah, I mean we are seeing incredible, incredible results for our customers and, you know, people who are loving what we’re bringing to their business. So thankfully it’s not – we’re not starting from nothing. It’s an incredibly strong business model. But we just think that there’s so much potential. To your point, there’s so much white space in market to still grab. So that’s what we’re here to do.
David Dulany: Yeah. Well, I’m excited to watch the journey from afar. So …
Molly McKinstry: Thank you.
David Dulany: … keep it going and then let’s do this again and a year from now …
Molly McKinstry: Yes, let’s do it again a year from now.
David Dulany: Yeah.
Molly McKinstry: I hope to tell you we absolutely crushed our goals for the first several quarters and it’s up – right.
David Dulany: Yeah. All right Molly. Well, thank you for coming on this show and there will be links and everything. So if you want to share it with your group, then we’re excited to share.
Molly McKinstry: Yeah, I would love to. Thank you. So wonderful to see you. Love the conversation and we will talk soon.
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