S8 Ep5: From Awareness to Purchase: Advertising Strategies That Deliver Results with Aditya Varanasi
“You don't start by showing them everything; you start with what's that one thing that matters most. But then through that journey at the end, you make available everything that may matter to them.” —Aditya Varanasi
Digital advertising has become vital for businesses as consumers spend more time online. Advanced tools now allow advertisers to precisely target audiences across platforms based on detailed data. For startups and small businesses especially, digital provides an affordable and measurable way to efficiently build awareness, engage customers, and boost sales.
In this episode, Justine Reichman interviews Aditya Varanasi to discuss effective yet affordable advertising strategies for startups and small businesses.
Aditya is the founder and CEO of Awarity, a digital advertising platform that helps small businesses efficiently build brand awareness. With over a decade of experience in marketing, he was able to make targeted and data-driven advertising affordable and accessible for all businesses.
Listen in as they explore the challenges of building brand awareness with limited budgets, when digital advertising makes sense, how to determine the budget and target the right audience, how targeted digital ads can help businesses stretch their dollars further, actionable tips on crafting clear messaging, consistency, analyzing campaign performance, and allowing time for behaviors to change, grassroots marketing alternatives, and how to amplify their message in a way that makes sense for their goals and budget.
Connect with Aditya:
Aditya Varanasi is the founder and CEO of Awarity, a digital advertising platform that helps small and mid-sized businesses maximize the impact of their marketing budgets. With over 15 years of experience in brand marketing and advertising, Varanasi previously led brands at Frito-Lay and worked as the CEO of a startup funded by private equity. He holds an MBA from Northwestern University's Kellogg School of Management. Varanasi founded Awarity to make world-class advertising accessible and effective for all businesses. Under his leadership, Awarity has grown to serve thousands of clients across industries and helped boost their sales and brand awareness through targeted digital campaigns.
Episode Highlights:
01:52 Advertizing Challenges and Strategies for Startups
08:32 How Advertizing Impacts ROI
12:03 Marketing Strategies and Agency Costs
18:26 Aligning Goals with Advertising Strategies
22:30 Simple and Consistent Advertising
Tweets:
strategies that produce results for any budget with @jreichman and Awarity Founder, Aditya Varanasi. #podcast #entrepreneurship #socialgood #inspiration #impactmatters #NextGenChef #EssentialIngredients #Season8 #Awarati #DigitalAdvertizing #DigitalMarketing #MarketingOnABudget #DigitalAds #BannerAds #TargetedAdvertising #DataDrivenMarketing #MarketingAnalytics
Inspirational Quotes:
03:19 “Print is no longer reaching people the way it used to, and so, that's not an option.” —Aditya Varanasi
05:50 “Good advertising comes down to three things: reach… frequency, and a compelling message.” —Aditya Varanasi
08:32 “when you're talking about startups, people are very scrappy… but looking at the ROI on that, you want to make sure that those endeavors are well suited.” —Justine Reichman
10:52 “People that were having the most success with advertising were businesses that had a baseline sales and marketing process in place, versus the newer businesses that were still kind of figuring it out.” —Aditya Varanasi
13:55 “You don't start by showing them everything; you start with what's that one thing that matters most. But then through that journey at the end, you make available everything that may matter to them.” —Aditya Varanasi
15:12 “Nobody's ever 100% sure what's going to work and what's going to move the needle, which is why we always anchor back to reach frequency and a compelling message.” —Aditya Varanasi
18:37 “When you create a business from the ground up, you often go from scrappy to strategic. You got to grow into that next phase and as you do that, you have to start to figure out how to allocate more funds and how you're going to support the revenue.” —Justine Reichman
20:44 “At the end of the day, we're trying to change people's behavior. Convincing anyone to do anything personally can be hard, let alone through advertising. And so, time is an asset. You're more likely to have those needs states arise the longer you give it.” —Aditya Varanasi
25:26 “On the advertising and message, keep it simple. We’re exposed to a lot of advertising a day. And the ones that resonate with us consciously or subconsciously, are the ones that we can digest.” —Aditya Varanasi
Transcriptions:
Justine Reichman: Good afternoon, and welcome to Essential Ingredients. I'm your host, Justine Reichman. With me today is Aditya Varanasi.
Welcome, Aditya.
Aditya Varanasi: Hey, thanks for having me on today.
Justine Reichman: I'm so pleased to have you to add you to our resource center and series that we're doing for podcasters entrepreneurs, and those that are starting better for your food businesses. If you could maybe just start with letting us know who you are, what title you go by, and a little bit about your company.
Aditya Varanasi: My name is Aditya Varanasi. I'm the Founder and CEO of Awarity. And our mission is to make world class advertising accessible to everyone. I graduated from college with a Bachelor's in Chemical Engineering. I worked in research and development at Frito Lays, which is a subsidiary of PepsiCo. For several years, I got my MBA while I was doing that. Got my MBA in large part because it was the first time I'd been exposed to marketing, and I really loved the marketing side of things. Got my MBA at Northwestern, came back to Frito Lays in the brand marketing group, led brands like Cheetos and Cracker Jack and worked on many of the others. What I tried to do is I left PepsiCo to work for a startup. I was hired to be the CEO of a startup, it was funded by a private equity group. I thought, hey, I'm gonna try to do this. The same thing that we did at PepsiCo, we have some top of funnel awareness building, invest in some middle of funnel engagement, and then look at the bottom of the funnel and say, this is where you really get people to convert. And I found it was really hard to apply that same kind of principle that the large companies had developed and honed over the years as a small business.
Justine Reichman: Now is your time showing that.
Aditya Varanasi: I think the biggest was building awareness. When you think about it, when you say what brands do I see on TV, or on billboards, or on the radio, it's generally these big national brands that have budgets to do so. And if you're a local business, let's say you've opened a better for you restaurant and a high income area, it's a high end restaurant and you're trying to reach new customers, well, if you try to advertise on cable, you're advertising across the entire metro area, you're gonna spend a lot of money reaching people that might not be your ideal customer at that restaurant. They may be too far, it may or may not be interesting for you, there's a host of factors that could indicate they're not the ideal customer for you. So TV doesn't work. And then you end up spending a lot per month just to get access, and maybe only 10 to 15% of your budgets actually reach the people you want to reach it. If you put up a billboard, you could be a little bit more targeted. But billboards can also be fairly expensive. They can be thousands of dollars. You are in one spot, and you're relying on people driving by to see you. If you put up a billboard a couple of blocks over, I don't go that way, I would never see. I might be an ideal customer for that restaurant. You could buy a radio. But again, radio is done at the market level so it can be expensive and a little bit less efficient. A lot of these businesses used to rely on print because newspapers could say, hey, for this neighborhood, we're going to have this addition. But print is no longer reaching people the way it used to, and so that's not an option.
Justine Reichman: What do people do now when you have a startup and you have a limited budget and resources, but you want to be as efficient and as effective as possible.
Aditya Varanasi: Most of these businesses are pouring their dollars into Google search and meta social. And those are great channels. They can be effective, but they have two problems. One is in search. You're only reaching people when they're actively looking for you. So if they don't know you exist, they're not looking. Take the restaurant example, my wife and I might look at each other at 4:00 o'clock on Thursday or Friday and say, hey, where do you want to go tonight? And the restaurants that are going to come to mind are either our favorite places, or something new we saw that we thought might be interesting to try. How do you get into that? I'm not searching for a new restaurant. If I didn't think about it, I'm only searching for the names that came to mind. So that would never show up in a search query. If you relied on social media, you might reach here, but you might not reach me because she's spending more time on social media, I'm spending less time in the Facebook ecosystem. And so generally, less than half of social media users are on the platform's daily. So your ability to reach all of your target customers is limited and the costs continue to go up. But that's what they're doing because that's really their only choice. And that's really why I started Awarity so we can reach more people than search in social do so more affordably, but still be hyper targeted so that it's incredibly efficient to focus that advertising to people that might fit your ideal customer profile.
Justine Reichman: So let's say we're a startup and we come to you and it's very grassroots. There's the founder, and then there's a couple part time people because that's how you get things going. You want to start to get some brand awareness. First, let's start with, what kind of budget do you think you need? What's the smallest you can start out to have an effective campaign? Obviously, results differ, and expectations will differ. But if somebody was to come to you, what's too small of a budget?
“Good advertising comes down to three things: reach… frequency, and a compelling message.” —Aditya Varanasi
Aditya Varanasi: Well, I think it depends on what you're trying to accomplish. I'm not avoiding the question. It's kind of like, what car is best? Well, one car goes 0 to 60. And under three seconds, another car can carry eight people, and they might be dramatically different prices. And so I think it comes down to what are you ultimately trying to solve for. If you're a nationwide brand and you can appeal to the masses, you might have to spend a lot of money to truly build a brand. Good advertising comes down to three things. Are you reaching the right people? How many of them are there? And are you reaching enough of them? And that's where a budget really comes in. Frequency, how frequently are you reaching them per month? You don't need to reach them 15, 20 times because you're going to reach a point of saturation where you get diminishing returns. You don't want to reach them too little because they see your ad once a month, it's probably not going to stick. And then the third is, are you presenting a compelling message? And so what I always tell people when they ask the budget question is think about who you want to reach, and let that shape it. And when somebody comes up and says, hey, I want to advertise nationwide, but my budget is $500 a month. We help them narrow down and say, who's your target customer? And we may do something like isolate zip codes that fit the consumer profile. So they say, our product is tailored to the Hispanic community, as an example. And it's something that we derive from Mexican cuisine, it's something that's missing. We want to advertise the Hispanic community. We'll identify which Zip Code has the highest concentration of population within the Hispanic community within the income parameters tied to the pricing and say, why don't we start here?
So instead of trying to advertise all 40,000 plus zip codes in the US, let's start with these 200. And based on the population there, that's a much more palatable budget. And we can see it for winning where we think your target consumer is most likely. The other caution is when you're a startup. I can say this having been through a couple of startups, you don't always know. The markets are going to ultimately bear. When I started this business, I thought our target customer was going to be those businesses generating less than 500,000 a year in revenue. I said, we can really help those businesses that don't have a lot of cash. But what I learned over the course of a few years is that a lot of times, those businesses may be better served with different forms of marketing, like networking, like utilizing their network to reach people. So the people that they know, but going to the chamber of commerce are joining BNI groups. Different things like that drive that trial, and then start to build what your sales messaging is through those conversations. What your key points, that distinction, learn from the service model. What's that one thing I can tell someone and they know they've got to have our product, that's when you might be ready to start thinking about advertising. And so a lot of times, first startup, you'll want to even look at more grassroots type of efforts that just require time and energy when dollars are limited, and resources are limited. Focus on time and energy. Wee what resonates and let that drive what your ultimate marketing strategy is.
Justine Reichman: When you're talking about startups, people are very scrappy. I think that falls into that bucket of being scrappy and trying to make everything happen within the confines of whatever that budget is for yourself. So that's why it's a smaller team doing more grassroots initiatives. It's going to do more networking, but looking at the ROI on that. Because if you're going to fly somewhere and stay in a hotel, you want to make sure that those endeavors are well suited, but plenty of stuff to be done. And I remember what it all started like 100 years ago, like on Craigslist and most of it. Do you remember? I don't know, I might be myself.
Aditya Varanasi: I remember those days. It wasn't that long ago.
Justine Reichman: It was before 2000. The ladies on 911, so that it already existed. I don't know exactly what the year was, but I do remember that I had met him literally just sitting at the bar.
Aditya Varanasi: Feel like that was at peak popularity and like the early 2010's. It grew from there and just expanded and expanded. That used to be where I used to go for a lot of things up until maybe 5 to 10 years ago.
Justine Reichman: I remember everything from selling stuff in the house, looking for rentals if you need or somebody was looking for something. It was a great resource and you got a lot of eyeballs. If you put something up there, it was shorter to see. People don't seem to be doing this as much, but there are a lot of community email lists that go out and have a broad audience. You can often catch a break there and get people whether it's polling, whether it's seeing what they like. That might be old school, I might be dating myself, again, I don't know how many of those still exist.
“People that were having the most success with advertising were businesses that had a baseline sales and marketing process in place, versus the newer businesses that were still kind of figuring it out.” —Aditya Varanasi
Aditya Varanasi: I think at the end of it, you got to see what resources are available to you, especially when you're a startup. And to your point, be scrappy. I'll take our business, for example. First off, I thought we would tailor to a smaller business. So we did a lot of those. We joined the Chamber of Commerce, we went through a lot of networking, and went to various networking events. And let's be fair, we grew our business through that. But it was during that process that we realized from our population of customers, the people that were having the most success with advertising were businesses that had some baseline sales and marketing process in place versus the newer businesses that were still figuring it out. They appreciated what we're doing. They said that it was a tremendous value. But they were not able to reap the full benefit of advertising as their sales and marketing process was still in development. So we might be driving a ton of new people to their site, but they hadn't quite honed their messaging and the customer experience flow to help pull them through to conversion. And so advertising yielded a lower, it's not just the word, any advertising would yield lower ROI versus folks that had that baseline that new web traffic was being curated and cultivated, and they had a follow up process. And ultimately, they were getting a larger percentage of them as new customers. So that led us to say, okay, that learning, we then now start talking to businesses that maybe have that more established process. And it changed. Not just our targeting, but the messaging about what we do and move away from, hey, we're affordable to everyone. We can help throw gasoline on your sales and marketing process and really light the fire. And who doesn't want to do that?
Justine Reichman: But one thing that pops into my mind, it is great. I have to find this budget for advertising. But how do I afford the agency that's going to help me do that?
Aditya Varanasi: Basically, you're hiring a fractional staff member. And that's not always in the budget. So to help small businesses, even though it may not be our ideal customer, he put it together years ago and we've continued to refine it. We have a marketing one on one series that gives you a detailed overview on how to get a search campaign, a social media campaign and how to think about awareness building for under $1,000 a month. And we don't recommend people spend all that money with us. You need to have a balance across your different channels so that you're meeting the customer along the way. To think about a good marketing strategy is that the customer journey from awareness to purchase goes through lots of twists and turns. Good marketing meets them where they are along the way, and provides them the information that's most helpful to them at that stage. So as an example, take a car commercial. In a commercial, they might feature the one most important characteristic of that vehicle that matters to the core consumer. So BMW might say that it's the ultimate driving machine, which means it's not going to tailor to the person that needs utility, or is looking at fuel mileage, or those other things. It's about the ultimate driving machine. But then, as you get into social and more engagement channels, they might show horsepower, they might show features of the engine, just a little bit more about track performance. And then at the website when they're really thinking about getting people to go to a dealership or at the dealership itself, that's when they'll give you the full spec sheet. Look at all the things you're getting. You don't start by showing them everything you start with, what's that one thing that matters most? But then through that journey at the end, you make available everything that may matter to them.
Justine Reichman: So we've been talking about magic minds. I find it to be a great way to start my day. And with these natural ingredients, it's just ideal. So if you want to get your subscription, you get 56% off if you use the code essential20. If you want to just try it, you get 20% off with that same code, essential20. So it's worth trying. Try a magic mind, tell me what you think. Let's just circle back to something we had touched on using an agency and let's even talk about using your company. So while you offer this 101 series that makes it obviously accessible and affordable to use you to provide your services not for me to read about it myself, but to engage you. Can you walk me through that experience and the cost behind that?
Aditya Varanasi: We work to make it really simple. I think one universal truth whether you're talking about people at PepsiCo who have done marketing for hundreds of years, or you're talking about a small business, nobody's ever 100% sure what's going to work and what's going to move the needle, which is why we always anchor back to reach frequency and a compelling message. If you're reaching the right people at an appropriate frequency, then maybe you want to think about the message, or you want to think about who that right person might be that you want to reach. So what happens with us is you come to our website, you tell us your budget, you tell us who you think you want to reach the geography, you want to reach them in monthly budget, all of that, and we'll come back with a strategy recommendation that you can review and say, this is who we think your ideal customer is. And it's all on our platform, this is how much we think you should spend if it's less or more. If they say, hey, if your budget is only $1,000 a month, here's how we would suggest scaling it to $1,000 a month instead of trying to spend it nationwide. And then it'll be something to react to. Some people will simply take the recommendation, some people may set up a call, and we'll talk about different options. Then from there, you drag and drop your logo and photos we can use if you have a font that you'd like us to use, and then we'll produce creative, and you'll be on your way the campaign will be running. And these are designed to be ongoing awareness building so that every month over month, they're bringing new people to your website in a reliable fashion.
Justine Reichman: That sounds super easy. Can you give me an example or share a story of somebody that came to you. A startup that maybe was, I don't know, I want to say conservative or sort of concerned about spending the budget, but ultimately wanted to, how you walk them through the process, the impact it had for them and what they saw.
Aditya Varanasi: Early on, there was a co-working group that came to us. They had a single location, and they wanted to reach other entrepreneurs and business owners. I was thinking, I don't know how this is going to work for them. I've never done something so niche and B2B. But it was the same thing. We identified websites most visited by business owners and business decision makers. We identified key words around co working. So people are reading about finding a new office space. How does coworking work? we're trying to place there and there, and then we isolated the zip codes that they served. Because if you're going to a co working, you're not going to drive across town, you're generally looking for something that's a little closer to home 5 to 8 miles in most cases. We ran that formula, and they were so happy that the entire franchise group ended up signing. That's great. Well, they knew what it was. They knew this is awareness building. They had a brand that not everybody had heard of. This was the most efficient way to build that brand awareness because it's not only affordable, but it's very targeted. So you're not wasting a lot of your spend on people that you don't want to see it, but they also were realistic knowing we can't make people get an office. We can simply get in front of people that may have a propensity to need to make that kind of a decision. And that's all we can control. And they were realistic about it. I think the partnership is what led to success. Unfortunately, some people have unrealistic expectations. I think if you just turn on advertising, our business is gonna go through the roof. And if only the world were that simple.
“When you create a business from the ground up, you often go from scrappy to strategic. You got to grow into that next phase and as you do that, you have to start to figure out how to allocate more funds and how you're going to support the revenue.” — Justine Reichman
Justine Reichman: I often think about it where we are a startup, a small startup and we're very scrappy. But for me, when you turn a business, when you create a business from the ground up, you often go from scrappy to strategic, strategic and scrappy. You got to grow into that next phase. And so as you do that, you have to start to figure out how to allocate more funds and how you're going to support the revenue and all those things. So I'm curious from my standpoint, here we are, we have a website, a community, we now have about 800,000 listeners to the podcast. For somebody like me that wants to get their podcast in front of people, this episode is an example where we might get a few thousands to listen in one week, let's just use that for an example. I don't know where in a day, right? By using the advertising and targeting our community founders, investors, people building better for you food businesses, how likely is it that you think we could isolate this and show the impact it can have by doing this? Or what would you recommend?
Aditya Varanasi: We'd have to make sure we're aligned on your goals. If it's building awareness and getting new people to the website and building recognition for the brand, I always tell people the worst thing that we can do is when somebody searches, they're more likely to click on your ad because they've seen your name before. That's a good way to think about awareness versus the other names they don't recognise. And ever since we started advertising our brand even though we were early days, there are people I have never met saying, hey, I've heard of you guys somewhere before. It's like, yep, that worked. But people will never attribute it. Nobody's ever gonna say I saw an ad and I came.
Justine Reichman: That's why people think celebrities are their friends.
Aditya Varanasi: Absolutely. But I would want to make sure that the budget, the economics make sense. And the other thing I tell people is when they say, well, what should we spend? I say, what are you comfortable spending over six months or a year? Because I would rather spend less, and do it for a longer period of time than put your entire budget into one month and expect overnight results. Because at the end of the day, we're trying to change people's behavior. I don't know if you've ever tried convincing anyone to do anything personally that can be hard, let alone through advertising. And so time is an asset, and giving it time for people to see and think and let those needs arise over that time period, you're more likely to have those needs arise the longer you give it.
Justine Reichman: You've created, pivoted and changed your offerings. What's the most revolutionary thing that you feel you're offering right now for new businesses or people that want to do advertising?
Aditya Varanasi: I think we're making advertising simple, but still keeping it hyper efficient and the most affordable advertising platform in the world. So you combine the three, easy, efficient, affordable. I think that's where we're revolutionizing things. But I will tell you one learning I've had is how important measurement is. And so we're continuing to invest R&D into marketing mix models, advanced analysis of clients, Google Analytics, and automating that into our platform so that they can start to see the impact beyond just impressions. Because what happens is over 98% of conversions that we've tracked for our clients, for clients that have online like sales that we can track, they actually follow an impression. Not a click. People don't click on ads very often. But when they see the ad, it sticks in their mind, and then they act on it when they're ready to act on it. How do you get credit for that? And so running advanced models as a way to showcase the impact. And so we're actually developing some tools that will be baked into our platform that had generally only been reserved for Fortune 500 companies that have huge budgets, but we're gonna make it a part of our advertising platform at no additional cost.
Justine Reichman: One of the things we really tried to do and that we're trying to do with this series is find vetted resources for people to be able to grow their business. And some people have greater access, and some people have more knowledge because they've done more startups. But this is really a place to pool all those resources. Let people know, we've looked into them, they've been referred to us, we've referred, we've used them, and it gives people just a little bit more faith in them. And they know that other people have looked into this. I think something like this where you're now going to be able to incorporate something that wasn't accessible to those younger companies is really going to change what people have and allow them to grow in a new way. That's the goal. I mean, I think that that's amazing. So is there one client that you can share, a story that you can share that somebody that came in, uses your services and it just went gangbusters? Or it was pivotal and changed their place in the market where they were because it was done smartly?
Aditya Varanasi: I won't give a single client, but I'll give a channel of comments, minor league baseball. These minor league baseball teams, we might look at them in our towns and say, wow, these are big businesses. They're actually small businesses. They're small local businesses that don't have the massive budgets you would imagine. And some of them were struggling a little bit and facing tough times. And then COVID hit, and a lot of them were shut down for a period of time. And I'm really proud of our partnership with those teams. Because what we've done is we've maximized the impact of their marketing dollars and shown a high impact on how just reminding people you wanted to spend a night at during the summer at the ballpark, and how affordable it is to bring the whole family just reminding them that was incredibly impactful for so many of these teams. I'm not going to take credit for the success of minor league baseball because I think candidly, they're entrepreneurs. They're innovators. They're doing a lot of great things, but I'm proud of our team, helping provide a little bit of a megaphone for them to get the word out about that in a way that was efficient and effective to where nearly every team not only returns year over year, but they increase their budget year over year with that.
Justine Reichman: That's amazing. I appreciate you sharing that story because I think it allows it to be tangible for people that are looking into this. And so I like to use stories. So if there was one important thing that you could tell somebody, what important lesson or thing to do to take control of their advertising to be able to amplify their message, what would it be?
“On the advertising and message, keep it simple. We’re exposed to a lot of advertising a day. And the ones that resonate with us consciously or subconsciously, are the ones that we can digest.” —Aditya Varanasi
Aditya Varanasi: On the advertising and message, keep it simple. We're exposed to thousands of ads a day. I've seen the number four to 6000, I read an article this weekend that said it was 10,000, and were exposed to a lot of advertising a day. And the ones that resonate with us consciously or subconsciously are the ones that we can digest. And we can digest that because it's meeting us where we are, it's addressing a need we have, and it's presenting a solution we can without thinking, understand. And I think a lot of times as businesses, we want to share everything we're doing well because there's so many things we're proud of that we've worked on. But for the consumer, a lot of times when you're building warrants, it's just that one thing that you need to stick out and it leads to the second point which is related to the first, stay consistent with it. These things don't happen overnight. Stay consistent, and give it time. If your purchase cycle is two months or three months, well, then it could take six to nine months to know if your advertising is moving the needle because you can't make people buy something they don't need. But if you give it enough time, you can start to see the macro trends on how that's moving the needle.
Justine Reichman: I think that that's really smart. I think it's important. Like you said, stay consistent and not confuse the matter. The more you can get that same message out, the more I see it. I'm like, oh, that was familiar. I've seen that before you start to recognise it. It's familiarity, I think would be important. So as we wrap things up, my last question to you is, are there any hard hitting statistics that you know about the impact of advertising for small businesses?
Aditya Varanasi: That's a good one. I saw one I'm trying to think of the most hard hitting. Connected TV, that's something we offer. It's now leveled the playing field between large and small advertisers. Over 80% of households are now streaming. 80%, all generations. And so instead of relying on just cable with connected TV through Awarity, and there are others that offer something somewhat similar, you can actually advertise down to the Zip Code. You and your neighbor could be watching the same streaming program and your different commercials based on the profile of your house. It's a way to get the impact of TV, but get the efficiency and hyper targeting of digital all in one bundle. And with now over 80% of household streaming, you can reach almost anyone this way.
Justine Reichman: It's super interesting because I'm thinking about my neighbor who's in her 70's who's a psychiatrist. And here we are, 50's with two dogs. We just did a home renovation so I could already see the difference is in the people. The way we spend what's important to us, the things we're looking for. So to be able to do that really gives us an extra edge. I think that that's super important. So for those that are sitting here listening or watching, what would be the best way to get more information about your company?
Aditya Varanasi: Visit us at www.awarity.com. The very top of the screen, you can book a demo, there's no obligation, get a look at our platform. So I'm gonna walk you through to learn a little bit about your business. And if it's a good fit, we'll follow up with a proposal on how we would approach an ad campaign for you and what the budget might be based on your goals.
Justine Reichman: Thanks so much for joining me today. I really appreciate this, and I can't wait to continue the conversation for us.
Aditya Varanasi: Yes, thank you. Thanks for having me on. It's a pleasure meeting you.
Justine Reichman: Great pleasure.
