When Kris Borja talked about auditing playbooks on the podcast last week, he emphasized the importance of contextualizing a playbook to the journey a site visitor is on. To get that context, understanding where that site visitor came from can be very helpful. That's where paid ads come in.

Caitlin Seele is the Head of Digital Marketing at Drift. In this episode, Caitlin joins Sammi to talk about how Drift thinks about its paid ad strategy. She shares examples of the thousands of tests we run weekly, how her team works with the sales team to characterize site visitors who came from a paid ad, and how Drift eats its own dog food in the world of digital.