Meeting Title: AI-Default-ABC Standup Date: 2025-11-11 Meeting participants: Zoran Selinger, Uttam Kumaran, Henry Zhao, Rico Rejoso, Demilade Agboola, Amber Lin, Robert Tseng, Awaish Kumar
WEBVTT
1 00:03:40.880 ⇒ 00:03:41.820 Uttam Kumaran: Hey, guys.
2 00:03:46.750 ⇒ 00:03:47.520 Zoran Selinger: Hello.
3 00:03:49.600 ⇒ 00:03:50.600 Rico Rejoso: Hey guys.
4 00:03:52.130 ⇒ 00:03:52.910 Uttam Kumaran: a…
5 00:04:50.120 ⇒ 00:04:54.979 Uttam Kumaran: Well, we can wait for Robert, and then we can talk about, Eden.
6 00:05:57.080 ⇒ 00:05:57.930 Uttam Kumaran: Okay.
7 00:05:58.750 ⇒ 00:06:06.670 Uttam Kumaran: Cool. Can we talk about, even stuff, just like…
8 00:06:06.900 ⇒ 00:06:15.829 Uttam Kumaran: I think yesterday was a couple issues we resolved, maybe we can have a conversation today about, like, go forward, or what you need, Robert, this week.
9 00:06:16.690 ⇒ 00:06:19.580 Uttam Kumaran: Yeah.
10 00:06:19.580 ⇒ 00:06:26.840 Robert Tseng: Yeah, I mean, that’s just, like… I mean, to me, like, dashboard goes down, sure, it was, like, an ads integration thing, but, like.
11 00:06:27.460 ⇒ 00:06:32.740 Robert Tseng: I mean, it went down, what, Friday evening, or whatever it was, and then…
12 00:06:34.010 ⇒ 00:06:37.540 Robert Tseng: Didn’t resolve it until late yesterday.
13 00:06:38.150 ⇒ 00:06:40.370 Robert Tseng: I… I guess, like, that’s…
14 00:06:40.500 ⇒ 00:06:49.010 Robert Tseng: I mean, if I was paying, like, close to 50 grand a month, like, I would not want my dashboards to be go down for 2 days. Like, I… I understand their… their, like…
15 00:06:49.010 ⇒ 00:07:01.069 Robert Tseng: they’re in a place with that, so this is a pretty critical report for their… for their team. Like, I… there’s not really an excuse for us, like, we… engineers have, like, a rotation, like, you know, before, it used to be you and me just jumping in and…
16 00:07:01.070 ⇒ 00:07:04.519 Robert Tseng: logging into Northbeam and reconnecting something, or whatever, so…
17 00:07:04.710 ⇒ 00:07:18.289 Robert Tseng: I don’t know, I just… I think our team kind of gets a little bit too much slack, because we don’t really ask people to work weekends, but, like, at minimum, like, there’s… there should be some critical… business-critical things for each client that we just, like.
18 00:07:18.520 ⇒ 00:07:19.400 Robert Tseng: you know.
19 00:07:19.630 ⇒ 00:07:26.629 Robert Tseng: if something happens, we just gotta jump in and patch it. So, I think that’s… this is very avoidable for us.
20 00:07:27.330 ⇒ 00:07:29.409 Henry Zhao: Should we have someone on call on the weekends?
21 00:07:29.520 ⇒ 00:07:31.439 Henry Zhao: Like, just to look for emergencies.
22 00:07:32.560 ⇒ 00:07:40.440 Uttam Kumaran: Yeah, like, this is something that I’ve asked Awish to kind of try to handle, because we’re facing the same issue on Urban Stems, and I’m just not seeing, like…
23 00:07:40.660 ⇒ 00:07:46.209 Uttam Kumaran: an overall… like… You know, plan around…
24 00:07:47.080 ⇒ 00:07:59.090 Uttam Kumaran: like, data accuracy, data stability. Like, I’ve… the Eden channel for alerts has been going off for a long time. Same with Urban Stem, so I’m kind of, like, at the end of, like, my…
25 00:07:59.430 ⇒ 00:08:00.990 Uttam Kumaran: Probably patience.
26 00:08:01.170 ⇒ 00:08:07.510 Uttam Kumaran: Because it’s, like, something that we should just take care of, like, we should have a… I went ahead and…
27 00:08:07.930 ⇒ 00:08:18.369 Uttam Kumaran: drove us towards a decision for Metaplane, and we went ahead and implemented it, and it… and this is something that… now, this is the fourth person from
28 00:08:18.590 ⇒ 00:08:29.509 Uttam Kumaran: Ryan, who was here, Vashdev, who was here, the interns who was here, and now it’s on Oasis plate, and nobody has solved this, which is…
29 00:08:29.790 ⇒ 00:08:48.440 Uttam Kumaran: alert us first when the… the tables don’t have data, and I’m kind of at the… I’m, like, gonna just do this myself. So, I think for me, today, I’m gonna have a conversation with Awash, later, because it’s clear from yesterday, he mentioned he has capacity.
30 00:08:48.620 ⇒ 00:08:54.069 Uttam Kumaran: But then this is still not a solved problem, so I’ll have a plan for everybody on what to do here.
31 00:08:54.190 ⇒ 00:09:08.769 Uttam Kumaran: Typically, like, the way data teams support this is, yes, there’s usually one person that’s on call, each sprint, and then that person is tasked to triage all of the data alerting issues.
32 00:09:09.050 ⇒ 00:09:26.490 Uttam Kumaran: I think this is, again, another problem where I’m not on the immediate client, so I’m kind of expecting either you, Amber, or Zoran, or the folks to start to flag when there are issues, and then someone has to be tasked to triage. The reason why we don’t have everyone triage
33 00:09:26.520 ⇒ 00:09:37.389 Uttam Kumaran: is because other people have other stuff to do. So I think we can move towards something that is a, like, on-call person each week, and that’ll just be a floating ticket that just moves.
34 00:09:38.840 ⇒ 00:09:43.890 Uttam Kumaran: And then I’m gonna make sure that we have Metaplane, or we have another solution set up this week.
35 00:09:44.100 ⇒ 00:09:55.579 Uttam Kumaran: Because we totally could have found that out, and yeah, I would have hopped on this weekend to have closed that. So I don’t think it’s… I don’t think it’s enough for it to be, like, it was the weekend.
36 00:09:55.660 ⇒ 00:10:05.369 Uttam Kumaran: I think one is within… what we agreed on, and if we need to make this clear to clients, is we agreed, like, within 2 hours, we’ll triage and, like, act the problem.
37 00:10:05.640 ⇒ 00:10:09.739 Uttam Kumaran: And that we will drive towards an SLA of 24 hours for resolution.
38 00:10:09.960 ⇒ 00:10:14.979 Uttam Kumaran: So in this situation, I think because it hit the weekend, we had the gap, and then even yesterday.
39 00:10:15.190 ⇒ 00:10:18.269 Uttam Kumaran: I didn’t hear resolution until the evening.
40 00:10:18.530 ⇒ 00:10:34.850 Uttam Kumaran: And so, again, this is where, like, when… and I’m talking to Demi, Henry, Zoran, and Amber, when you guys log off for the day, you can’t just leave the problem. Like, there’s… you guys are the Eden team. So, if I’m not hearing…
41 00:10:35.150 ⇒ 00:10:44.679 Uttam Kumaran: like, hey, the issue is… has been solved, which yesterday, Demi was the only one around 5 that mentioned, hey, this issue was solved.
42 00:10:44.820 ⇒ 00:10:55.700 Uttam Kumaran: So, I heard from Henry at 9pm, and then Zoran early this morning. So you guys are the only 3 on this client, by the way. Like, Robert and I are not paying attention day to day.
43 00:10:56.280 ⇒ 00:11:01.330 Uttam Kumaran: So, the alternative here, again, like, if you take that situation.
44 00:11:02.100 ⇒ 00:11:15.699 Uttam Kumaran: I will have to just go put a calendar invite when there are issues every day, and that we’re all gonna have to basically meet at the end of the day to solve that. So that’s sort of, like, what I… what I want to avoid here is all these, like, checks and balances.
45 00:11:16.290 ⇒ 00:11:22.519 Uttam Kumaran: Because I don’t think we need that. I think we just need more communication, and need you guys who are on the client to sort of own the outcome.
46 00:11:24.280 ⇒ 00:11:30.289 Uttam Kumaran: You know, so if you’re gonna log off, just, like, send a note, like, hey, this is where this is. Like, think of Eden as, like, your company.
47 00:11:30.470 ⇒ 00:11:34.320 Uttam Kumaran: You know, you can’t just leave them in the dirt.
48 00:11:34.550 ⇒ 00:11:37.140 Uttam Kumaran: So that would be my… my point there.
49 00:11:37.460 ⇒ 00:11:38.120 Henry Zhao: Okay.
50 00:11:39.830 ⇒ 00:11:45.540 Uttam Kumaran: Okay, so I’ll come back with, A resolution for everyone.
51 00:11:45.850 ⇒ 00:11:50.300 Uttam Kumaran: later today on… Sort of data quality and data alerting.
52 00:11:50.970 ⇒ 00:11:55.100 Uttam Kumaran: It’s just, like, not something that has been figured out, so I’m, like, really frustrated.
53 00:11:56.130 ⇒ 00:12:03.870 Uttam Kumaran: it’s just so easy, and this is, like… I don’t know, we’ve encountered a lot of other issues with clients where we effed up, like.
54 00:12:04.300 ⇒ 00:12:08.049 Uttam Kumaran: These project reviews, or, like, contracts, or the work.
55 00:12:08.350 ⇒ 00:12:14.719 Uttam Kumaran: But, like, This is such… this is such one that there’s an automated solution that we already have implemented.
56 00:12:14.920 ⇒ 00:12:20.229 Uttam Kumaran: But these are, like, can end up being $1,000 mistakes.
57 00:12:20.620 ⇒ 00:12:24.299 Uttam Kumaran: So, I just wanna, like… Solve it, you know?
58 00:12:24.470 ⇒ 00:12:35.929 Uttam Kumaran: So, I think, OH, me and you can speak later about, sort of data quality, data learning, but again, this is something that when I was… when we were on a data team, you want to sort of have a sign
59 00:12:36.130 ⇒ 00:12:40.339 Uttam Kumaran: That’s, like, in your shop that says days since last data issue, right?
60 00:12:40.440 ⇒ 00:12:43.510 Uttam Kumaran: And so for us, I want to be able to show them
61 00:12:43.930 ⇒ 00:12:47.939 Uttam Kumaran: I actually don’t mind there being data issues. There are always issues.
62 00:12:48.100 ⇒ 00:12:54.530 Uttam Kumaran: But we should see that number go down over time, and we should see our time to triage and our time to resolution go down over time.
63 00:12:54.820 ⇒ 00:12:57.740 Uttam Kumaran: There’s never gonna be 100% no problems, but…
64 00:12:57.860 ⇒ 00:13:04.630 Uttam Kumaran: For a client, if they never get communication from us that we’re tracking those issues,
65 00:13:04.990 ⇒ 00:13:09.950 Uttam Kumaran: and that we’re honest about the fact that they’re happening. Like, Urban Stems is having this problem right now.
66 00:13:10.010 ⇒ 00:13:28.979 Uttam Kumaran: But I’ve already asked them to let us do more work for Looker, and they’re not letting us. So that’s a situation where we’ve already implemented a bunch of stuff, and I’m using that as leverage for our renewal to say, like, your team clearly can’t handle all these issues, and it’s not in our scope to handle those.
67 00:13:29.570 ⇒ 00:13:32.719 Uttam Kumaran: And we’re… we’ve already helped out way more.
68 00:13:33.060 ⇒ 00:13:37.160 Uttam Kumaran: But for Eden, we are the whole team, like, there’s no other folks, so…
69 00:13:37.520 ⇒ 00:13:48.069 Uttam Kumaran: That would be my perspective. I don’t know… I know, Debilade, we talked a little bit about this yesterday evening. I don’t know if you want… if you have any ideas, if you want to chime in on… on any points.
70 00:13:49.350 ⇒ 00:14:03.860 Demilade Agboola: Yeah, definitely. We need to be, like, faster with, you know, resolution, as well as visibility. Actually, I think more visibility first, to be able to say, like, hey, like, these things aren’t ideal right now.
71 00:14:04.190 ⇒ 00:14:07.620 Demilade Agboola: And then resolution comes next.
72 00:14:08.350 ⇒ 00:14:11.909 Demilade Agboola: at the end, the point with Urban Stems is, yeah, they have…
73 00:14:12.330 ⇒ 00:14:25.510 Demilade Agboola: because they have, like, two different, like, logic systems, so there’s stuff in dbt, stuff in Looker, it’s very easy to be able to say, hey, the dbt end is fine, the Looker end isn’t, and that’s kind of why the dashboards are messing up.
74 00:14:25.690 ⇒ 00:14:36.229 Demilade Agboola: But obviously, we want to also bridge that gap, and just be like, yo, everything is, like, we’re responsible for everything, or, like, we have good visibility into everything, and we can resolve things faster.
75 00:14:36.430 ⇒ 00:14:39.930 Demilade Agboola: But for Eden, yeah, I think it’s just one of those things where…
76 00:14:41.450 ⇒ 00:14:56.759 Demilade Agboola: If it happened on… like, if it happened yesterday, like, it would have probably… it would have been resolved way faster, it’s just the timing of it. But ultimately, yeah, you do understand why if you’re paying that much money, you don’t want to have your reports down for so long.
77 00:14:56.870 ⇒ 00:15:02.480 Demilade Agboola: So, yeah, we should definitely have ways in which we can, like, stop, like, curtail.
78 00:15:02.720 ⇒ 00:15:19.129 Demilade Agboola: acknowledge the issues, curtail and try and resolve, all within, like, 24 hours. And if it spills over, so, for instance, if it’s something that we couldn’t resolve because we can’t get the support we need because it’s a weekend, at least we can also communicate that and just be like, yo, we’ve done what we could.
79 00:15:19.200 ⇒ 00:15:23.160 Demilade Agboola: But, like, we can’t resolve it until Monday. So, that kind of thing.
80 00:15:24.410 ⇒ 00:15:25.050 Uttam Kumaran: Yeah.
81 00:15:27.250 ⇒ 00:15:35.730 Uttam Kumaran: Okay, cool. I mean, just learning, continue to push. I think this is the next, sort of, like, thing for us to, as a data team, for us to get a lot better on.
82 00:15:35.830 ⇒ 00:15:43.449 Uttam Kumaran: So we want to make it easier to flag that there’s issues, and then, like, understand, like, who’s gonna be responsible, so we can work on that.
83 00:15:43.790 ⇒ 00:15:48.480 Uttam Kumaran: What else for, eden today.
84 00:15:53.090 ⇒ 00:16:07.810 Robert Tseng: I will… I will say that I have a call booked with ELT tomorrow, so we’re gonna basically close up the Remo conversation, and then also, I mean, I’m gonna review Deck, and we’re gonna… I’m gonna do… I’m gonna present that tomorrow. So it’s 3 p.m. Eastern tomorrow is when I’m talking to them.
85 00:16:08.580 ⇒ 00:16:09.240 Uttam Kumaran: Okay.
86 00:16:09.580 ⇒ 00:16:10.120 Robert Tseng: Yeah.
87 00:16:11.200 ⇒ 00:16:14.230 Zoran Selinger: We are also negotiating
88 00:16:14.360 ⇒ 00:16:22.490 Zoran Selinger: the trial period and all that for weekly reports, I CC’d Robert back into the conversation with Melissa.
89 00:16:22.810 ⇒ 00:16:29.120 Zoran Selinger: They just wanted to straight up for us to go into… into their normal, you know.
90 00:16:29.360 ⇒ 00:16:32.840 Zoran Selinger: Account creation on the platform, and just…
91 00:16:33.670 ⇒ 00:16:41.790 Zoran Selinger: pay for the monthly right there, but I pushed back, and I recommended some Something else, right?
92 00:16:42.000 ⇒ 00:16:52.480 Zoran Selinger: Wanted to kind of have a trial period as well, and… and we have some custom work that we have to pay for as well, which is not too much, but
93 00:16:53.130 ⇒ 00:16:55.100 Zoran Selinger: Also had questions around that.
94 00:16:55.240 ⇒ 00:17:11.550 Zoran Selinger: I was talking to Carter earlier today, he’s… he’s very happy with what I proposed there in terms of how we’re gonna handle the trial period and all that, so we’ll see what Melissa comes back with.
95 00:17:12.030 ⇒ 00:17:18.050 Zoran Selinger: So that’s… Great. That, yeah, that conversation is gonna be… Important for today or tomorrow.
96 00:17:22.440 ⇒ 00:17:23.010 Uttam Kumaran: Okay.
97 00:17:24.140 ⇒ 00:17:32.330 Robert Tseng: I mean, my guess is they’re going to try to anchor to it, because that’s where all their cost comes in from the first month, so if you… if we don’t end up
98 00:17:32.400 ⇒ 00:17:51.850 Robert Tseng: they set it up and they don’t end up doing it, then to them, it just is a loss. But we ran into this with Corral as well. Corral eventually gave in and was like, whatever, we’ll waive that for Eden. So, I do think that, you know, we’ve seen them, we’ve seen vendors do this to us, and you know, I think your proposal is fair.
99 00:17:52.130 ⇒ 00:17:53.730 Zoran Selinger: Yeah, I feel like…
100 00:17:53.960 ⇒ 00:18:06.720 Zoran Selinger: this is potentially a… even if we don’t go ahead, we still pay them for a little bit of custom work. That’s a new feature for them that they can offer from that point on.
101 00:18:06.860 ⇒ 00:18:12.619 Zoran Selinger: So, there’s something in it for them as well. That feature we are talking about is…
102 00:18:12.780 ⇒ 00:18:14.970 Zoran Selinger: caching our PHI, right?
103 00:18:14.970 ⇒ 00:18:19.049 Robert Tseng: Yeah. Because the tracking library itself will have to hash.
104 00:18:19.230 ⇒ 00:18:25.430 Zoran Selinger: which is not something that they have at the moment, but they will… they will develop it for us. I mean.
105 00:18:25.630 ⇒ 00:18:31.690 Zoran Selinger: This is not a huge feature that they will have to build, but it’s still a new feature for them, and we are paying for it, so…
106 00:18:31.930 ⇒ 00:18:35.590 Zoran Selinger: There’s something in it for them, even if we don’t go ahead after the trial.
107 00:18:37.030 ⇒ 00:18:37.550 Robert Tseng: Yep.
108 00:18:37.550 ⇒ 00:18:38.140 Zoran Selinger: Yeah.
109 00:18:41.330 ⇒ 00:18:41.950 Uttam Kumaran: Okay.
110 00:18:42.690 ⇒ 00:18:46.479 Uttam Kumaran: Anything else for Eden today? I guess anything Henry…
111 00:18:46.480 ⇒ 00:18:47.500 Henry Zhao: Yeah, I’m…
112 00:18:47.740 ⇒ 00:18:57.299 Henry Zhao: Yeah, I’m officially starting all the pharmacy work. Awash, I still don’t see the columns you added in order summary. Can you just respond to my message that I asked you since… on Friday?
113 00:18:57.740 ⇒ 00:19:03.520 Awaish Kumar: And the… I think I shared the column name with you in the ticket, but I would share again.
114 00:19:03.830 ⇒ 00:19:05.069 Henry Zhao: But they’re not there.
115 00:19:06.360 ⇒ 00:19:07.440 Awaish Kumar: Okay.
116 00:19:08.400 ⇒ 00:19:09.480 Henry Zhao: Hey, hello.
117 00:19:10.930 ⇒ 00:19:16.030 Henry Zhao: Yeah, other than that, I’m meeting with Pete from the pharmacy today to just figure out where all the data that’s been requested is coming from.
118 00:19:17.520 ⇒ 00:19:23.760 Henry Zhao: Yeah, just because I can’t find it on my own. I already set up cursor, it’s working fine, but we don’t have it in any of my dbt models.
119 00:19:25.620 ⇒ 00:19:32.239 Henry Zhao: And I think, Demolade, we’re gonna have to ask BASC to add the timestamp that the pharmacy filled the prescription.
120 00:19:32.410 ⇒ 00:19:33.479 Henry Zhao: If that’s possible.
121 00:19:34.750 ⇒ 00:19:39.510 Henry Zhao: It should be there, because from my pharmacy visit, they say that they do log it when they fill the prescription.
122 00:19:41.490 ⇒ 00:19:45.630 Demilade Agboola: Okay, I mean, is it possible… have you seen it on the Basque?
123 00:19:46.410 ⇒ 00:19:50.300 Demilade Agboola: Like, the web app, have you been able to see that that data is there?
124 00:19:51.170 ⇒ 00:19:53.610 Henry Zhao: No, but I might not be looking in the right place.
125 00:19:53.930 ⇒ 00:19:56.370 Demilade Agboola: Okay, that’s fine, we can always just phrase it with them,
126 00:19:56.370 ⇒ 00:19:57.090 Henry Zhao: Okay, yeah.
127 00:19:57.090 ⇒ 00:19:59.970 Demilade Agboola: I think it’s just easier to, like, if you know it is there.
128 00:20:00.500 ⇒ 00:20:08.949 Demilade Agboola: It’s just push it to them, because I know, like, bass can be very funny with how they respond, or, like, just basically taking accountability for what they have and what they can’t do.
129 00:20:09.660 ⇒ 00:20:12.180 Henry Zhao: When we switch to remote, this will all be solved, right, Robert?
130 00:20:12.330 ⇒ 00:20:13.870 Henry Zhao: Like, all these Basque issues?
131 00:20:14.650 ⇒ 00:20:20.140 Uttam Kumaran: Like, no pharmacy, not having the right data. There’s no switch to… yeah, there’s no switch to right now.
132 00:20:20.140 ⇒ 00:20:25.359 Robert Tseng: This is not happening for at least 2 months, so, like, yeah.
133 00:20:25.360 ⇒ 00:20:26.339 Henry Zhao: We’re supposed to…
134 00:20:26.340 ⇒ 00:20:29.270 Robert Tseng: Deliver it, but it’s… it’s not gonna happen, yeah.
135 00:20:30.490 ⇒ 00:20:31.200 Robert Tseng: Yeah.
136 00:20:31.370 ⇒ 00:20:38.390 Henry Zhao: Okay, so I need to know, eventually, maybe, what to push back on if I just don’t have the data I need for what’s being asked for, and if they complain about that.
137 00:20:38.900 ⇒ 00:20:40.680 Uttam Kumaran: Can you put that in the deck?
138 00:20:42.480 ⇒ 00:20:51.520 Henry Zhao: Yeah, probably the next day, because right now we’re still figuring out what data we have and what we don’t have, and what the needs are, and what can be deprioritized. Once I have that figured out, probably the next bi-weekly, Robert, we can talk about that.
139 00:20:51.770 ⇒ 00:20:54.869 Henry Zhao: Sure. Just so everyone’s aligned and, like, kind of understanding of that.
140 00:20:55.210 ⇒ 00:20:59.149 Henry Zhao: that kind of, we did our best, but if I don’t have the data, I… I can’t pull it out of thin air.
141 00:21:02.700 ⇒ 00:21:03.250 Uttam Kumaran: Okay.
142 00:21:03.880 ⇒ 00:21:04.760 Henry Zhao: Okay, thanks.
143 00:21:05.040 ⇒ 00:21:08.850 Zoran Selinger: And also, I won another thing that I have, so…
144 00:21:09.200 ⇒ 00:21:23.559 Zoran Selinger: We haven’t officially closed the catalyst work with them. I wasn’t aware that this is the case. At least Cutter seems to think so. So the reason we talked about this today, Robert, you had a message about this.
145 00:21:23.810 ⇒ 00:21:25.740 Zoran Selinger: Is…
146 00:21:26.190 ⇒ 00:21:36.209 Zoran Selinger: Qatar says a lot of people are looking at that particular report that he showed us in it. I’m gonna… I’m gonna write a message about it later, I just have to log into Tableau.
147 00:21:37.370 ⇒ 00:21:55.579 Zoran Selinger: he says a lot of… a lot of different people look at that, even finance looks at that single report on Catalis. So, they just wanna… we need to figure out… Avesh and Henry, I just need to figure out if that’s done, if that report is the… in Tableau is…
148 00:21:55.840 ⇒ 00:22:07.950 Zoran Selinger: what the real data is. If it is, I’m gonna send a message, say, okay, that’s the report, you can go off that one, or everything that you need, and we’re good to go there.
149 00:22:09.320 ⇒ 00:22:10.040 Zoran Selinger: Yeah.
150 00:22:10.040 ⇒ 00:22:10.550 Henry Zhao: Oh, we should…
151 00:22:10.550 ⇒ 00:22:13.150 Zoran Selinger: Confirm today that that’s actually done.
152 00:22:18.110 ⇒ 00:22:32.990 Henry Zhao: I think we need to check in the product sales summary by transaction dbt model to make sure that the affiliate columns are correct for sales based on the catalyst changes. So only the ones that we’re paying Catalyst for should get counted as the affiliate sales.
153 00:22:34.600 ⇒ 00:22:48.770 Zoran Selinger: Yes, so that’s not already done. I also think that we should… I agree, I think we should do that. Avesh tells me the affiliate attribution there is based on the Hellis API.
154 00:22:49.510 ⇒ 00:22:54.959 Zoran Selinger: So, if we can make it that the numbers that are there are the ones that we…
155 00:22:55.140 ⇒ 00:23:01.449 Zoran Selinger: That reflects that the latest Logic for crediting, that would be… that would be good.
156 00:23:03.910 ⇒ 00:23:07.769 Awaish Kumar: Yeah, for the attribution, we get the data from Ketris API.
157 00:23:08.060 ⇒ 00:23:13.200 Awaish Kumar: So, I’m not sure what they’re sending, like, after we have Made the changes?
158 00:23:13.670 ⇒ 00:23:18.090 Awaish Kumar: So, maybe, like, we need to… debug that? Like, what…
159 00:23:18.420 ⇒ 00:23:22.769 Awaish Kumar: Data they send us, or do they send, like, whatever is coming from
160 00:23:22.990 ⇒ 00:23:27.600 Awaish Kumar: Edge side, or what… or if… when they have the data from
161 00:23:27.860 ⇒ 00:23:31.440 Awaish Kumar: Both the client and the server.
162 00:23:32.380 ⇒ 00:23:36.099 Awaish Kumar: So, yeah, it needs to be tested.
163 00:23:36.840 ⇒ 00:23:46.620 Zoran Selinger: Yeah, Henry, is this something that you can have a look and see if that may… if the numbers in Tableau make sense to you based on how we
164 00:23:46.760 ⇒ 00:23:50.870 Zoran Selinger: How we credit catalysts from our tables.
165 00:23:51.120 ⇒ 00:23:53.780 Zoran Selinger: Or who can… who can confirm that?
166 00:23:54.310 ⇒ 00:23:54.900 Zoran Selinger: Oh my god.
167 00:23:54.900 ⇒ 00:23:58.700 Henry Zhao: I’m gonna look at the dbt model, and I will ticket it out if we need to make changes.
168 00:23:58.860 ⇒ 00:24:01.770 Zoran Selinger: Okay, okay, thank you, thank you.
169 00:24:01.770 ⇒ 00:24:05.310 Henry Zhao: But it might not be right if we don’t have the change properly in dbt model.
170 00:24:05.310 ⇒ 00:24:06.420 Zoran Selinger: Okay.
171 00:24:06.700 ⇒ 00:24:20.159 Henry Zhao: But also, I sent in the client Eden chat, there are 3, orders that if you guys can just look at to see why we’re sending it to Catalyst as paid, but it shouldn’t be, because it’s not a first order. We need to fix that first. Well, at least just verify that that should be getting paid.
172 00:24:20.490 ⇒ 00:24:21.440 Zoran Selinger: Alright.
173 00:24:22.080 ⇒ 00:24:22.930 Henry Zhao: Thank you.
174 00:24:26.740 ⇒ 00:24:27.350 Uttam Kumaran: Okay.
175 00:24:27.540 ⇒ 00:24:38.739 Uttam Kumaran: I’m not gonna go into too many specifics, then, on Eden today. I think… maybe I can give an update on insomnia. So we had a good meeting with Bertie yesterday. Amber is directly working with her on follow-ups.
176 00:24:38.800 ⇒ 00:24:51.619 Uttam Kumaran: She presented some of our analysis work directly to Amrita yesterday. We’re also having in to support Matthew Hine, who is another guy doing some other… managing another channel.
177 00:24:51.750 ⇒ 00:24:55.430 Uttam Kumaran: So she kind of gave us the inside scoop on that guy.
178 00:24:55.730 ⇒ 00:25:02.729 Uttam Kumaran: And Amber has, like, a series of follow-ups for Birdie that I think she sent last night, so…
179 00:25:03.410 ⇒ 00:25:05.380 Robert Tseng: Matt is the SDA guy.
180 00:25:05.860 ⇒ 00:25:06.440 Uttam Kumaran: Yeah.
181 00:25:06.840 ⇒ 00:25:08.250 Robert Tseng: Yeah. Okay, okay.
182 00:25:08.910 ⇒ 00:25:14.829 Uttam Kumaran: So, Amber’s, like, working directly with Bertie on a series of follow-ups around further cuts on
183 00:25:14.940 ⇒ 00:25:34.279 Uttam Kumaran: the rewards channels. Also, she’s owning the exercise of recategorizing the other. And then lastly, Birdie wants to use our proposed segments this week to run some campaigns. Like, she doesn’t want to wait… she doesn’t want to wait for the company to, like, get around to agreeing.
184 00:25:34.700 ⇒ 00:25:39.000 Uttam Kumaran: She’s like, just send me the filters that, like, align, and so…
185 00:25:40.230 ⇒ 00:25:43.329 Uttam Kumaran: I would just say, Amber, just keep pushing. That’s it.
186 00:25:43.330 ⇒ 00:25:48.679 Amber Lin: Yeah, I… Robert, I am going to try my best and then ask… ask you for your.
187 00:25:48.680 ⇒ 00:25:50.310 Robert Tseng: Yeah, yeah, because I am…
188 00:25:50.310 ⇒ 00:25:52.230 Amber Lin: Lost on the segments.
189 00:25:52.510 ⇒ 00:25:53.230 Robert Tseng: Okay.
190 00:25:53.550 ⇒ 00:26:01.889 Robert Tseng: Yeah, I’m telling you, Birdie is, like, she has to use our stuff, otherwise she’s gonna be… she’s gonna be out of the job by the end of the year. She will work.
191 00:26:01.890 ⇒ 00:26:11.070 Uttam Kumaran: No, I could tell, and I could… also, she likes what we produced yesterday, and I think she’s gonna be sort of our inside person,
192 00:26:11.730 ⇒ 00:26:13.880 Uttam Kumaran: You know, so… it’s getting better.
193 00:26:13.880 ⇒ 00:26:14.420 Robert Tseng: Okay.
194 00:26:14.590 ⇒ 00:26:15.320 Robert Tseng: Cool.
195 00:26:18.010 ⇒ 00:26:18.780 Uttam Kumaran: Good.
196 00:26:18.780 ⇒ 00:26:19.769 Robert Tseng: Good to hear, yeah.
197 00:26:20.890 ⇒ 00:26:24.029 Uttam Kumaran: Yeah, I guess for, for Hydra…
198 00:26:24.030 ⇒ 00:26:36.039 Robert Tseng: I was just gonna say, I’m, you know, you saw a couple of the messages. We’re… we’re gonna basically renew this today. I’m talking to Alicia. I’m gonna try to make her do 3 months this time.
199 00:26:37.250 ⇒ 00:26:38.210 Robert Tseng: But, yeah.
200 00:26:38.210 ⇒ 00:26:41.169 Uttam Kumaran: Tell her that she has a 14-day out, like, in case she’s nervous.
201 00:26:41.440 ⇒ 00:26:41.850 Robert Tseng: Yeah.
202 00:26:41.860 ⇒ 00:26:44.790 Uttam Kumaran: But, okay, great.
203 00:26:45.310 ⇒ 00:26:51.259 Uttam Kumaran: Yeah, and I got Mongo access, so I will also try to just bust through a bunch of that later.
204 00:26:51.260 ⇒ 00:26:53.130 Robert Tseng: Finally!
205 00:26:53.130 ⇒ 00:26:53.520 Uttam Kumaran: Yeah.
206 00:26:53.520 ⇒ 00:26:54.340 Robert Tseng: Okay.
207 00:26:54.690 ⇒ 00:27:00.500 Uttam Kumaran: I’m gonna be, like, living in fucking Kirscher, like, all day today. So…
208 00:27:00.630 ⇒ 00:27:03.289 Uttam Kumaran: I’ll get you a bunch of that stuff somewhere.
209 00:27:03.290 ⇒ 00:27:03.840 Robert Tseng: Okay.
210 00:27:03.840 ⇒ 00:27:04.880 Uttam Kumaran: Yeah.
211 00:27:04.880 ⇒ 00:27:07.710 Robert Tseng: She’s gotta validate that funnel, then Ashley will talk to us again.
212 00:27:08.240 ⇒ 00:27:08.840 Uttam Kumaran: Yeah.
213 00:27:08.880 ⇒ 00:27:10.359 Robert Tseng: Yeah.
214 00:27:11.240 ⇒ 00:27:19.510 Uttam Kumaran: Okay, cool, so that’s README for, I didn’t get to doing the download of Hedra and…
215 00:27:19.730 ⇒ 00:27:24.630 Uttam Kumaran: Honey Stinger yesterday to you guys, Demolade, but,
216 00:27:25.060 ⇒ 00:27:28.730 Uttam Kumaran: I think that’s something I’ll get to. I just have to ship this proposal, and then I’ll…
217 00:27:28.910 ⇒ 00:27:32.219 Uttam Kumaran: I’ve moved a meeting next, so I’ll get to that right after this.
218 00:27:33.080 ⇒ 00:27:37.559 Henry Zhao: My second pass of the Klaviyo stuff look better, or is there additional feedback?
219 00:27:37.730 ⇒ 00:27:43.669 Uttam Kumaran: Yeah, I briefly looked at it, like, briefly as in, like, for 9 seconds it looked better, but I need to look at it again.
220 00:27:43.670 ⇒ 00:27:47.089 Henry Zhao: Okay. So that’s, like, that’s, like, part of that, and then I’ll probably…
221 00:27:47.340 ⇒ 00:27:54.120 Uttam Kumaran: If both of you guys are free within the next 2 hours or so, I’ll probably call each of you to do a little bit of a download.
222 00:27:54.520 ⇒ 00:27:56.540 Uttam Kumaran: And then, yeah.
223 00:27:56.690 ⇒ 00:28:00.740 Uttam Kumaran: Cool,
224 00:28:00.980 ⇒ 00:28:07.770 Uttam Kumaran: For ABC, yeah, I think the biggest thing for ABC I just need help with, Robert, is for you to take a look at the discovery piece.
225 00:28:07.770 ⇒ 00:28:08.320 Robert Tseng: Yeah.
226 00:28:08.570 ⇒ 00:28:19.769 Robert Tseng: ABC element and urban stem, so I want to look at those three things today. Or urban stems, maybe I’ll get to tomorrow, but, like, because that’s more of just digging into the data and trying to build out some scope, right?
227 00:28:20.120 ⇒ 00:28:26.890 Uttam Kumaran: Yeah, so maybe, like, right at the… if you have time before this meeting ends, I’m… I have the element deck basically finished.
228 00:28:26.980 ⇒ 00:28:28.450 Robert Tseng: Grace, I can just, like.
229 00:28:28.500 ⇒ 00:28:36.660 Uttam Kumaran: run through, or I can… I can basically run through with this whole crowd, or whatever. So, and then I want to get that out. She’s meeting with her boss at noon Eastern.
230 00:28:37.080 ⇒ 00:28:41.829 Uttam Kumaran: And basically wants to… Like, she’s like, I want to pitch.
231 00:28:41.830 ⇒ 00:28:42.470 Robert Tseng: Close call.
232 00:28:42.470 ⇒ 00:28:44.400 Uttam Kumaran: I just… Huh?
233 00:28:44.640 ⇒ 00:28:48.240 Robert Tseng: That’s a close call. It’s, like, in an hour.
234 00:28:48.240 ⇒ 00:28:52.540 Uttam Kumaran: Yeah, it’s in an hour, but, I mean, she met… she met with us yesterday, and… Okay.
235 00:28:52.540 ⇒ 00:28:53.140 Robert Tseng: Okay.
236 00:28:53.140 ⇒ 00:29:01.110 Uttam Kumaran: But she, but she, she is the truly the first person that’s like, I want you guys to win this, so help me help you.
237 00:29:01.110 ⇒ 00:29:01.720 Robert Tseng: Great.
238 00:29:01.720 ⇒ 00:29:17.979 Uttam Kumaran: So I think I just want to make sure that everything’s in the deck, and that it’s super clear. She’s not very technical, but her objectives are super clear, and so we can walk through this deck and just make sure that it’s lined up. And she’s also in, New York, so I’ll…
239 00:29:18.230 ⇒ 00:29:20.610 Uttam Kumaran: I’ll intro you to her, you should go…
240 00:29:20.610 ⇒ 00:29:22.540 Robert Tseng: Is your office in Austin? Why is she there?
241 00:29:23.330 ⇒ 00:29:25.830 Uttam Kumaran: No, she was just here to, like, visit a friend.
242 00:29:25.830 ⇒ 00:29:26.270 Robert Tseng: Oh, okay.
243 00:29:26.270 ⇒ 00:29:28.190 Uttam Kumaran: I don’t know where… I don’t know where they are.
244 00:29:28.350 ⇒ 00:29:29.320 Robert Tseng: Okay. Yeah.
245 00:29:29.840 ⇒ 00:29:38.599 Uttam Kumaran: And, okay, and then, yeah, for ABC, we just need… that’s, like, a pure play discovery.
246 00:29:38.710 ⇒ 00:29:42.959 Uttam Kumaran: So, I think… I need to get them something…
247 00:29:43.650 ⇒ 00:29:53.139 Uttam Kumaran: Like, ideally today, to just, like… and then basically start to get approval on, like, how much it would cost for us to do the discovery and maintain our existing system.
248 00:29:53.340 ⇒ 00:29:56.549 Uttam Kumaran: So that’s, like, that’s the plan there.
249 00:29:58.530 ⇒ 00:30:03.919 Uttam Kumaran: And then Urban Stems, I think the Awash is gonna be able to help out with…
250 00:30:04.090 ⇒ 00:30:12.009 Uttam Kumaran: like, kind of take… doing some of the, analysis work, I think. So once me and you, Robert, kind of agree on, like, what the scope is.
251 00:30:12.200 ⇒ 00:30:17.019 Uttam Kumaran: For, like, forecasting… for, like, the forecasting work and the FedEx, like, shipping work.
252 00:30:17.390 ⇒ 00:30:20.000 Uttam Kumaran: that we want to scope out, Awage can help with, like.
253 00:30:20.120 ⇒ 00:30:22.380 Uttam Kumaran: Digging up stuff and doing discovery.
254 00:30:22.670 ⇒ 00:30:27.439 Robert Tseng: Great. When’s the renewal conversation? Like, what’s the deadline for that one?
255 00:30:27.910 ⇒ 00:30:30.599 Uttam Kumaran: end of the month. So ideally, I would like…
256 00:30:30.600 ⇒ 00:30:31.120 Robert Tseng: Yeah, yeah.
257 00:30:31.700 ⇒ 00:30:34.360 Uttam Kumaran: To call him next week sometime.
258 00:30:34.360 ⇒ 00:30:35.020 Robert Tseng: Yeah.
259 00:30:36.070 ⇒ 00:30:38.590 Uttam Kumaran: But, like…
260 00:30:39.070 ⇒ 00:30:42.640 Robert Tseng: I don’t know, he’s kind of like a stoic person, so I don’t have a good read.
261 00:30:42.830 ⇒ 00:30:45.350 Uttam Kumaran: I feel like there’s no way…
262 00:30:45.350 ⇒ 00:30:46.210 Robert Tseng: budget owner?
263 00:30:46.900 ⇒ 00:30:47.640 Uttam Kumaran: Yeah.
264 00:30:48.740 ⇒ 00:30:52.480 Robert Tseng: Okay, he signed the first… he signed the first contract, okay, okay.
265 00:30:52.480 ⇒ 00:31:01.269 Uttam Kumaran: Yeah, but we… everyone’s a fan of… like, I don’t think anyone is, like, not a fan of us, so… I’m just, like… I tried to get out from him, like, what’s important for you guys.
266 00:31:01.420 ⇒ 00:31:06.739 Uttam Kumaran: And… they’re still gonna need a lot of support on Looker and dbt, and I think…
267 00:31:06.960 ⇒ 00:31:11.720 Uttam Kumaran: Again, he’s similar to, like, these business operations folks, where he’s like, I don’t care
268 00:31:12.100 ⇒ 00:31:23.779 Uttam Kumaran: much about the info, so don’t sell me on the how, like, what’s the vision here? And so, I think forecasting and the shipping stuff is all stuff that there’s probably greenfield stuff there, so…
269 00:31:24.140 ⇒ 00:31:25.320 Robert Tseng: Yeah.
270 00:31:26.830 ⇒ 00:31:27.490 Henry Zhao: Also.
271 00:31:27.990 ⇒ 00:31:32.579 Henry Zhao: Looker, so if anyone needs help with Looker, feel free to loop me in if you guys think it’s necessary.
272 00:31:33.110 ⇒ 00:31:35.700 Uttam Kumaran: Okay. Yeah, what looker stuff have you done before?
273 00:31:36.260 ⇒ 00:31:40.780 Henry Zhao: I don’t know if you guys are talking about Looker, like, the old Data Studio, or, like, Looker with Lookit, no?
274 00:31:40.970 ⇒ 00:31:42.119 Uttam Kumaran: Look at Mal.
275 00:31:42.490 ⇒ 00:31:45.809 Henry Zhao: Yeah. Okay, yeah, I’ve done… I’ve done multiple years of LookML.
276 00:31:46.210 ⇒ 00:31:48.300 Henry Zhao: By cleaning up data and making it usable.
277 00:31:49.210 ⇒ 00:31:53.420 Uttam Kumaran: Okay, then maybe we should see how we can plug you in on some of this cleanup work.
278 00:31:55.140 ⇒ 00:31:59.569 Uttam Kumaran: Do you want to just join us? We have… we’re doing, like, a big Looker meeting later today.
279 00:31:59.570 ⇒ 00:32:00.529 Henry Zhao: Yeah, invite me.
280 00:32:00.920 ⇒ 00:32:01.600 Uttam Kumaran: Okay.
281 00:32:01.920 ⇒ 00:32:03.130 Uttam Kumaran: He can hang out.
282 00:32:06.300 ⇒ 00:32:09.010 Robert Tseng: Didn’t we already, like, get rid of a, like…
283 00:32:09.190 ⇒ 00:32:11.659 Robert Tseng: 800 models or something, I forgot what demo.
284 00:32:11.660 ⇒ 00:32:19.940 Uttam Kumaran: Yeah, we… we did, but this one is, like, we’re finally able to replace some of the models with our new DBT models in Looker.
285 00:32:20.250 ⇒ 00:32:27.440 Uttam Kumaran: And… it’s just been a very piecemeal process, so I’m like, let’s just, like, bang it out in one meeting and see what happens.
286 00:32:27.440 ⇒ 00:32:31.289 Robert Tseng: like, delete all the, like, any PDTs and move it into BB…
287 00:32:31.290 ⇒ 00:32:32.730 Uttam Kumaran: That’s what we’re doing, yeah.
288 00:32:32.730 ⇒ 00:32:33.460 Robert Tseng: Sure, alright.
289 00:32:33.460 ⇒ 00:32:37.950 Uttam Kumaran: It’s, like, very ASMR work. It’s like, you know… Sure.
290 00:32:37.950 ⇒ 00:32:39.279 Robert Tseng: move it to dbt, yeah, okay.
291 00:32:39.280 ⇒ 00:32:44.819 Uttam Kumaran: Yeah, and it’s a supple break, and so we kind of just have to do it… try to do it a little bit after hours, and…
292 00:32:45.790 ⇒ 00:32:50.519 Uttam Kumaran: Yeah. But again, like, we don’t… we also don’t have, like, a ton of budget there, so…
293 00:32:50.840 ⇒ 00:32:55.909 Uttam Kumaran: I’m… that’s what I’m kind of like, Zach, like, we don’t have, like, a ton of time to do modeling, and…
294 00:32:56.090 ⇒ 00:32:58.019 Uttam Kumaran: all this Looker work, so…
295 00:32:58.160 ⇒ 00:32:58.720 Robert Tseng: Yeah.
296 00:32:58.720 ⇒ 00:32:59.260 Uttam Kumaran: Yeah.
297 00:32:59.600 ⇒ 00:33:00.870 Robert Tseng: Okay.
298 00:33:01.000 ⇒ 00:33:02.710 Uttam Kumaran: Okay, cool, so I feel like that’s…
299 00:33:03.650 ⇒ 00:33:11.449 Uttam Kumaran: kind of it for client work, so… I feel like we’ve done… I’ve done a good job at, like, keeping Hydra and, like, Honey Stinger, like.
300 00:33:12.200 ⇒ 00:33:21.089 Uttam Kumaran: alive. I think after today, I would love to see, like, Devilotta, you’ll kind of help out on Hydra. I’ll get your help,
301 00:33:21.530 ⇒ 00:33:39.479 Uttam Kumaran: Henry on Honey Stinger, and then I think Robert, once, like, Remy comes back, that’s the next one to consider. We… we… if you… I asked Rico to send some action items from the delivery meeting, but I think we have enough support from also the, two AI guys, from Casey.
302 00:33:39.480 ⇒ 00:33:43.290 Uttam Kumaran: And Mustafa also to come help on analysis, like, where we need them.
303 00:33:43.460 ⇒ 00:33:53.070 Uttam Kumaran: So we can consider where they can plug in. So for me, the priorities this week is, like, for you to really, like, slam dunk on the Eden meeting and get us, like.
304 00:33:53.380 ⇒ 00:33:54.560 Uttam Kumaran: what the…
305 00:33:55.470 ⇒ 00:34:01.570 Uttam Kumaran: like, core analysis priorities are, like, the opportunistic stuff, so that I can just, like, centralize around that.
306 00:34:02.160 ⇒ 00:34:02.510 Robert Tseng: Yeah.
307 00:34:02.510 ⇒ 00:34:06.620 Uttam Kumaran: Okay.
308 00:34:07.730 ⇒ 00:34:11.249 Uttam Kumaran: Okay, cool. So if we can spend, maybe just, like, we can just…
309 00:34:11.489 ⇒ 00:34:17.690 Uttam Kumaran: take a look at this element deck, and then if anyone else wants to drop, or stay on, feel free, but…
310 00:34:18.050 ⇒ 00:34:19.000 Uttam Kumaran: Appreciate it.
311 00:34:21.520 ⇒ 00:34:22.630 Uttam Kumaran: Okay.
312 00:34:29.239 ⇒ 00:34:32.420 Uttam Kumaran: Okay, so I sent it in the chat here.
313 00:34:39.460 ⇒ 00:34:46.489 Uttam Kumaran: Basically,
314 00:34:48.699 ⇒ 00:34:55.950 Uttam Kumaran: I don’t know, I, like, I wrote up a bunch of stuff, more detailed, and then I sort of am like, oh, I’ll just put into these three bullets. Basically, they have,
315 00:34:56.639 ⇒ 00:35:13.569 Uttam Kumaran: They have… it’s all, like, omni-channel reporting, so they want to do own-channel reporting, they want to also do a big wholesale reporting, and they want to do kind of everything in one view. They want as much dimensionality as they can get. They have retail data from a company called Emerson that’s landing in Snowflake.
316 00:35:13.890 ⇒ 00:35:17.749 Uttam Kumaran: She is completely open to, like, vendors, but also, like.
317 00:35:18.190 ⇒ 00:35:22.060 Uttam Kumaran: Kind of just, like, wants to be in the loop and learn, like, how we selected vendors.
318 00:35:22.450 ⇒ 00:35:36.769 Uttam Kumaran: one big thing for them is just making sure we had, like, e-comm CPG experience, so I sort of solved that yesterday, but I also said I’ll make sure that there’s case studies and, like, a little client page in here. So, there’s case studies, 16, 17, 18, these are all just, like.
319 00:35:37.620 ⇒ 00:35:41.299 Uttam Kumaran: I was, like, told Hannah just anything related to these guys, shove it in here.
320 00:35:41.720 ⇒ 00:35:48.969 Uttam Kumaran: And… Basically, 5, 6, 7…
321 00:35:49.700 ⇒ 00:35:52.790 Uttam Kumaran: 9, 10 are… is the meat here.
322 00:35:52.950 ⇒ 00:35:54.150 Uttam Kumaran: So…
323 00:35:55.820 ⇒ 00:36:00.250 Uttam Kumaran: yeah, I guess maybe take a look and let me know what you think, or feel free to change.
324 00:36:00.650 ⇒ 00:36:02.450 Robert Tseng: Yeah. Yeah, anything.
325 00:36:16.560 ⇒ 00:36:23.260 Robert Tseng: I think you’re missing some word on the second one. Clean up wholesale data and something. I don’t know what you’re trying to say there.
326 00:36:23.520 ⇒ 00:36:24.760 Uttam Kumaran: Oh, yeah, yeah, yeah, you’re right.
327 00:36:24.760 ⇒ 00:36:25.330 Robert Tseng: nope.
328 00:36:28.380 ⇒ 00:36:30.220 Robert Tseng: No hard stew, well…
329 00:36:30.830 ⇒ 00:36:34.840 Uttam Kumaran: Yeah, I just, like, tried to work on this fast. There’s gonna be, like, random things.
330 00:36:35.060 ⇒ 00:36:35.900 Robert Tseng: Yeah, yeah.
331 00:37:35.920 ⇒ 00:37:37.650 Robert Tseng: I must speak to speed.
332 00:38:18.120 ⇒ 00:38:24.480 Uttam Kumaran: And her boss cares, like… her boss definitely cares a lot about, like, how they’re gonna use AI.
333 00:38:24.970 ⇒ 00:38:26.020 Uttam Kumaran: with data.
334 00:38:26.710 ⇒ 00:38:27.050 Robert Tseng: Yeah.
335 00:38:27.730 ⇒ 00:38:32.810 Uttam Kumaran: And then also, they’re establishing NetSuite sometime in the next 3 to 6 months.
336 00:38:32.930 ⇒ 00:38:39.489 Uttam Kumaran: And so she’s like, after that, we want to leverage you guys for inventory, Supply chain reporting.
337 00:38:39.860 ⇒ 00:38:40.490 Robert Tseng: Great.
338 00:38:42.080 ⇒ 00:38:51.540 Uttam Kumaran: To give you a sense of the business, it’s like… 60% or 70% e-com, And then…
339 00:38:51.920 ⇒ 00:38:58.010 Uttam Kumaran: The, like, 30% or so retail, and then 10% or so wholesale.
340 00:38:58.220 ⇒ 00:39:08.449 Uttam Kumaran: They have very limited understanding of, like, wholesale churn, like, their best clients there. They don’t have this, like, omni-channel view. They’re using Google Sheets for, like, all their OKRs and stuff.
341 00:39:08.690 ⇒ 00:39:13.800 Uttam Kumaran: Their head of technology is not, like, a data guy, he’s, like, or IT guy.
342 00:39:17.970 ⇒ 00:39:25.790 Uttam Kumaran: they don’t really care about costs right now. Like, I was like, okay, what about, like, cost, profit? She’s like, our number one objective is to understand, like, revenue.
343 00:39:25.910 ⇒ 00:39:30.650 Uttam Kumaran: And then be able to cut things based on, like, new SKU launches, or things like that.
344 00:39:53.750 ⇒ 00:39:56.660 Robert Tseng: I’m just, you know, sprinkling in the…
345 00:39:56.660 ⇒ 00:39:59.449 Uttam Kumaran: Fine, yeah, you do whatever. Yeah, please.
346 00:40:00.880 ⇒ 00:40:03.680 Uttam Kumaran: Yeah, everyone can take a look and just make sure I didn’t, like.
347 00:40:03.830 ⇒ 00:40:08.490 Uttam Kumaran: mess up any words, and then, yeah, I just… we just gotta… I’m just gonna ship this thing.
348 00:40:11.720 ⇒ 00:40:14.560 Uttam Kumaran: I mean, as long as I get the email out, I’ll be fine, but…
349 00:41:05.030 ⇒ 00:41:06.090 Robert Tseng: Let’s answer.
350 00:41:07.790 ⇒ 00:41:08.230 Uttam Kumaran: Where?
351 00:41:08.230 ⇒ 00:41:10.209 Robert Tseng: I deleted it. I don’t know what it is.
352 00:41:11.570 ⇒ 00:41:12.620 Robert Tseng: It was.
353 00:41:13.010 ⇒ 00:41:23.880 Uttam Kumaran: Oh, these are… so these are more, like, these are the questions that she had. So, a couple questions that she’s like, we can’t answer this today, is we can’t answer, like, state versus state. We can’t answer is…
354 00:41:24.060 ⇒ 00:41:30.950 Uttam Kumaran: e-com cannibalizing retail. We can’t answer who is our best wholesale customers, like, yeah.
355 00:41:31.380 ⇒ 00:41:31.970 Robert Tseng: Sure.
356 00:41:32.320 ⇒ 00:41:38.590 Uttam Kumaran: I don’t… I don’t know if I, like… yeah, I almost feel like I should just directly write, like, these questions will be answered.
357 00:41:39.260 ⇒ 00:41:40.520 Uttam Kumaran: Yeah.
358 00:41:41.300 ⇒ 00:41:46.650 Uttam Kumaran: Maybe we can do that, or if you want to put that, that would be great, just make it, like, really, really obvious.
359 00:41:47.570 ⇒ 00:41:48.180 Robert Tseng: Yeah.
360 00:41:50.720 ⇒ 00:41:52.420 Uttam Kumaran: Or if you can think of anything else.
361 00:43:23.430 ⇒ 00:43:26.959 Robert Tseng: Okay, I think that at least looks good. 6 looks good.
362 00:44:25.160 ⇒ 00:44:28.290 Uttam Kumaran: I didn’t put anything about our team,
363 00:44:33.320 ⇒ 00:44:35.180 Uttam Kumaran: Okay, let’s see…
364 00:49:05.300 ⇒ 00:49:08.689 Uttam Kumaran: Oh, and Dan… Dan McGaw finally got back to us, so…
365 00:49:11.390 ⇒ 00:49:12.240 Robert Tseng: Have a look.
366 00:50:15.780 ⇒ 00:50:17.449 Uttam Kumaran: Okay, how do we feel?
367 00:50:18.500 ⇒ 00:50:19.309 Robert Tseng: Looks good.
368 00:50:20.930 ⇒ 00:50:26.700 Robert Tseng: I think I’ve kind of combed through mostly, like, 5 through 10, so I think everything from there looks fine.
369 00:50:28.810 ⇒ 00:50:30.359 Uttam Kumaran: Okay, let me just run through.
370 00:50:48.420 ⇒ 00:50:53.949 Robert Tseng: I mean, if this is the first time she’s put it in front of her boss, I don’t think we need to have, like, all the work streams, like, fully built out.
371 00:50:53.950 ⇒ 00:50:54.849 Uttam Kumaran: Yeah, yeah.
372 00:50:55.230 ⇒ 00:50:57.079 Robert Tseng: Yeah, I think this is fine to say.
373 00:51:07.460 ⇒ 00:51:09.149 Robert Tseng: Dude, I didn’t know you were,
374 00:51:09.520 ⇒ 00:51:17.209 Robert Tseng: you were struggling to build out a deck. I thought you were putting it in a dock. I should have jumped on and helped you. I’ve been… I’ve been building a lot of decks.
375 00:51:17.210 ⇒ 00:51:17.980 Uttam Kumaran: Oh.
376 00:51:18.430 ⇒ 00:51:21.909 Uttam Kumaran: Well, I asked her yesterday, like, what do you… do you want to dock?
377 00:51:22.200 ⇒ 00:51:26.350 Uttam Kumaran: Or a deck. She’s like, well, everyone else sent me a deck. I was like, alright, deck it is.
378 00:51:28.140 ⇒ 00:51:31.750 Uttam Kumaran: The other thing is, if she goes with us, I’m gonna ask her for all those other proposals.
379 00:51:32.320 ⇒ 00:51:38.459 Uttam Kumaran: Oh, absolutely. She basically showed me, like, half of the other proposals, because I went and just got coffee with her.
380 00:51:38.460 ⇒ 00:51:40.690 Robert Tseng: Was Boston Data Company on there?
381 00:51:41.610 ⇒ 00:51:42.480 Uttam Kumaran: Brooklyn.
382 00:51:42.950 ⇒ 00:51:44.420 Robert Tseng: Brooklyn data? Okay.
383 00:51:44.420 ⇒ 00:51:56.639 Uttam Kumaran: Brooklyn Data Company. She said Brooklyn Data Company, and two others. I didn’t, like, press too much. I mainly was, like, trying to get a price. And she was like, are they good? And I’m like, look, I only play for one team, so I’m not gonna gas up, like, another
384 00:51:56.850 ⇒ 00:52:03.629 Uttam Kumaran: company, but… They got sold recently, and I heard… I heard they suck now.
385 00:52:04.100 ⇒ 00:52:09.740 Uttam Kumaran: She was, like, asking me, like, are these other places good? I’m like, what do you want me to say?
386 00:52:11.590 ⇒ 00:52:12.210 Robert Tseng: Yeah.
387 00:52:12.750 ⇒ 00:52:18.769 Uttam Kumaran: I was like, I need a jersey, like, I don’t… I don’t know what those teams are doing, I don’t… can’t speak for any of those guys.
388 00:52:19.710 ⇒ 00:52:23.129 Robert Tseng: No, I always ask who they’re talking to. I hear the same names over and over again.
389 00:52:26.640 ⇒ 00:52:27.350 Uttam Kumaran: Alright.
390 00:52:27.530 ⇒ 00:52:31.760 Uttam Kumaran: This is great. So, this is sort of, like, what I’m gonna send in the email.
391 00:52:32.070 ⇒ 00:52:36.729 Uttam Kumaran: Just if we’re… if we’re… if we’re just sharing… showing everybody, like, kind of what our process is, this is good.
392 00:52:37.310 ⇒ 00:52:40.139 Robert Tseng: Okay. That way, in case this email gets forwarded.
393 00:52:40.140 ⇒ 00:52:45.570 Uttam Kumaran: usually what I think is, like, just put everything in here. Also, in case she’s, like, on her phone.
394 00:52:46.020 ⇒ 00:52:48.350 Uttam Kumaran: She can read it, or, like, whatever, so…
395 00:52:48.350 ⇒ 00:52:49.000 Robert Tseng: Yeah.
396 00:52:49.280 ⇒ 00:52:52.210 Uttam Kumaran: key terms.
397 00:52:52.210 ⇒ 00:52:57.109 Robert Tseng: sure that the link is to the right deck. I’ve made that mistake and linked the wrong thing, so…
398 00:52:57.110 ⇒ 00:53:01.930 Uttam Kumaran: No way! That’s fucked. That’s fucked.
399 00:53:04.870 ⇒ 00:53:12.889 Uttam Kumaran: Unified transaction data, wholesale 360… should I… should I actually, like, change any of this to, like, line up with any changes in here?
400 00:53:13.900 ⇒ 00:53:21.039 Robert Tseng: No, I think it… I think it’s fine. Yeah. I just… I just, like, kind of tweaked the wording. I didn’t… I don’t think I changed anything substantially, I just…
401 00:53:21.200 ⇒ 00:53:23.410 Robert Tseng: Tried to make the language sound.
402 00:53:23.650 ⇒ 00:53:24.720 Robert Tseng: A little better.
403 00:53:25.830 ⇒ 00:53:26.490 Uttam Kumaran: Okay.
404 00:53:30.420 ⇒ 00:53:35.019 Robert Tseng: I feel like suggested success metrics might be a little bit, like…
405 00:53:35.190 ⇒ 00:53:37.160 Robert Tseng: We don’t need to include that in the email.
406 00:53:39.320 ⇒ 00:53:39.890 Uttam Kumaran: Okay.
407 00:53:40.190 ⇒ 00:53:40.820 Robert Tseng: Boy.
408 00:53:41.380 ⇒ 00:53:45.050 Robert Tseng: Yeah, they should just tell it to us, or we’ll figure it out later.
409 00:53:50.570 ⇒ 00:53:52.270 Uttam Kumaran: What does RFM stand for?
410 00:53:52.960 ⇒ 00:53:55.230 Robert Tseng: I’ve just been saying it.
411 00:53:55.630 ⇒ 00:53:57.789 Uttam Kumaran: I’ve just been saying it.
412 00:53:57.790 ⇒ 00:54:03.330 Robert Tseng: You wrote it out in, like, the full version, I just kind of abbreviated it, because… Yeah.
413 00:54:03.330 ⇒ 00:54:04.430 Uttam Kumaran: Okay, okay.
414 00:54:04.540 ⇒ 00:54:10.270 Uttam Kumaran: No, and Insomnia, I just kept saying, I’m like, I don’t… is this a braise concept? And then I’m like, oh, okay.
415 00:54:10.460 ⇒ 00:54:14.249 Uttam Kumaran: They just did an acronym for, like, how to build segments.
416 00:54:14.250 ⇒ 00:54:15.430 Robert Tseng: Yeah, yeah, yeah.
417 00:54:16.080 ⇒ 00:54:19.010 Robert Tseng: Or it is industry, or, like, people use it.
418 00:54:19.650 ⇒ 00:54:20.999 Robert Tseng: That’s how they talk about it.
419 00:54:32.520 ⇒ 00:54:34.400 Robert Tseng: And the team, and the…
420 00:54:35.430 ⇒ 00:54:39.300 Uttam Kumaran: What is, multi-tenant gyms.
421 00:54:40.360 ⇒ 00:54:42.809 Robert Tseng: Well, you had gyms in there, so I was like…
422 00:54:43.100 ⇒ 00:54:45.810 Robert Tseng: I mean, you were, like, multi-location gyms.
423 00:54:46.050 ⇒ 00:54:46.529 Robert Tseng: I was like.
424 00:54:46.530 ⇒ 00:54:49.820 Uttam Kumaran: Yeah, she was talking a little bit about… she was talking a little bit about.
425 00:54:49.820 ⇒ 00:54:51.420 Robert Tseng: tendency… yeah.
426 00:54:54.630 ⇒ 00:55:00.180 Uttam Kumaran: I’m just gonna put multi… yeah, I’m just gonna put…
427 00:55:05.240 ⇒ 00:55:07.599 Uttam Kumaran: Who is that? Who is this ref? Is that you?
428 00:55:07.600 ⇒ 00:55:08.280 Robert Tseng: shows me.
429 00:55:09.760 ⇒ 00:55:12.679 Robert Tseng: I don’t know how to undo it now, I’m sorry, I just… I was trying to…
430 00:55:12.680 ⇒ 00:55:16.459 Uttam Kumaran: Yeah, you have to always… you have to select the invisible, the one that, like, goes away.
431 00:55:18.920 ⇒ 00:55:20.000 Robert Tseng: Oh, there we go.
432 00:55:21.010 ⇒ 00:55:24.939 Uttam Kumaran: I like gold in transactions table, that’s right, that’s a nice one.
433 00:55:26.760 ⇒ 00:55:29.719 Robert Tseng: I mean, they always say golden… golden data set, right? It’s like.
434 00:55:29.720 ⇒ 00:55:31.029 Uttam Kumaran: Oh, I know, this is great.
435 00:55:31.780 ⇒ 00:55:32.510 Robert Tseng: Yeah.
436 00:55:47.870 ⇒ 00:55:48.750 Robert Tseng: Okay.
437 00:55:50.080 ⇒ 00:55:50.969 Uttam Kumaran: Okay, cool.
438 00:55:50.970 ⇒ 00:55:51.779 Robert Tseng: Let’s do it!
439 00:55:53.260 ⇒ 00:55:58.240 Uttam Kumaran: Do you wanna… I mean, I could stay on, or if you want to talk about ABC, or…
440 00:55:58.450 ⇒ 00:56:00.580 Robert Tseng: Yeah, yeah, I’m gonna look at the ABC stuff now.
441 00:56:00.910 ⇒ 00:56:01.490 Uttam Kumaran: Okay.
442 00:56:28.350 ⇒ 00:56:29.320 Uttam Kumaran: Thanks, guys.
443 00:56:31.980 ⇒ 00:56:32.820 Robert Tseng: There you go.
444 00:56:37.470 ⇒ 00:56:38.190 Robert Tseng: Okay.
445 00:57:06.230 ⇒ 00:57:09.030 Robert Tseng: So you’re just trying to tell them, like, what you want to do with this discovery?
446 00:57:10.030 ⇒ 00:57:12.249 Uttam Kumaran: Yeah, dude, they want us to run the whole…
447 00:57:12.530 ⇒ 00:57:17.199 Uttam Kumaran: they’re basically like, we don’t know. So I’m sitting in front of the CEO,
448 00:57:17.560 ⇒ 00:57:26.449 Uttam Kumaran: CEO’s dad started this business, like, 70 or 80 years ago. He’s, like, a 60-year-old. His son is sitting next to him, leads sales.
449 00:57:26.670 ⇒ 00:57:35.940 Uttam Kumaran: their cousin, or, like, their… someone’s cousin is, like, GM of San Antonio. Matt, the CFO there, and Yvette, head of customer support, is there.
450 00:57:36.080 ⇒ 00:57:40.970 Uttam Kumaran: I’m explaining to them, like, The top funnel and everything, and they’re like.
451 00:57:41.480 ⇒ 00:57:51.710 Uttam Kumaran: it makes sense to them, but dude, they’re like… it’s like a whole business. They’re like… and their CMO’s retiring in the next 3 months, they don’t have a replacement plan. And nobody in that…
452 00:57:51.910 ⇒ 00:57:56.159 Uttam Kumaran: Areas, like, remotely, like, data… super data-driven.
453 00:57:56.500 ⇒ 00:57:57.830 Robert Tseng: Yeah, and so they’re like.
454 00:57:59.120 ⇒ 00:58:11.280 Uttam Kumaran: And I was like, okay, I walked them through the funnel, they’re like, we don’t have a delivery or service issue, but we do have an awareness problem. Like, people don’t know all of our services. We also are not confident that we don’t have a conversion issue.
455 00:58:11.720 ⇒ 00:58:16.149 Uttam Kumaran: And certainly, we have a retention-resurrection problem.
456 00:58:16.700 ⇒ 00:58:19.100 Uttam Kumaran: That also is, like, kind of undefined, like.
457 00:58:19.370 ⇒ 00:58:32.930 Uttam Kumaran: And again, dude, think about… they’re… they have a 70-year-old, like, CRM. Like, they’ve… they’re the… I see their trucks here every day. They’re, like, well-known company here, so I’m sure that in those 3 buckets, like, that’s kind of, like, where the opportunity is.
458 00:58:33.320 ⇒ 00:58:36.520 Uttam Kumaran: We just need to propose something that they’ll bite at.
459 00:58:37.570 ⇒ 00:58:39.380 Uttam Kumaran: you know?
460 00:58:40.520 ⇒ 00:58:43.030 Robert Tseng: Okay, and they said this doc was, like, just give them a doc?
461 00:58:45.220 ⇒ 00:58:49.700 Uttam Kumaran: I mean, I would like to give them a deck.
462 00:58:50.190 ⇒ 00:58:57.290 Uttam Kumaran: Or I can give a doc to Matt and Steven to get their, like, approval on, and then I can get the CEO a deck.
463 00:58:57.880 ⇒ 00:58:58.520 Robert Tseng: Okay.
464 00:59:01.350 ⇒ 00:59:04.799 Uttam Kumaran: That was a pretty intense meeting. Fun meeting, though. It’s good.
465 00:59:04.800 ⇒ 00:59:05.390 Robert Tseng: Hmm.
466 00:59:05.730 ⇒ 00:59:08.529 Uttam Kumaran: It’s like a long roundtable at their headquarters.
467 00:59:08.530 ⇒ 00:59:09.419 Robert Tseng: That’s a… that’s a lot.
468 00:59:09.420 ⇒ 00:59:10.340 Uttam Kumaran: And, like…
469 00:59:11.480 ⇒ 00:59:15.190 Robert Tseng: I didn’t have a dongle to pull our slides up, but Amber…
470 00:59:15.330 ⇒ 00:59:18.200 Uttam Kumaran: put it together, and I’m like, okay, we’re just gonna rock this.
471 00:59:18.690 ⇒ 00:59:25.869 Uttam Kumaran: And it was good, like… And they’re super interested in, like, AI and, like, AI SEO stuff, like…
472 00:59:26.750 ⇒ 00:59:36.859 Uttam Kumaran: And they know us, because I signed a… the last deal I signed with them was very, like, favorable towards them, which was, like, a win-win type thing, so I was like, that’s what we want to do more of, is, like.
473 00:59:37.420 ⇒ 00:59:43.299 Uttam Kumaran: They’re… they’re someone who, I think, truly, like, if we… if we call a shot on an outcome and we get them there.
474 00:59:43.430 ⇒ 00:59:44.710 Uttam Kumaran: Like, it could be…
475 00:59:45.980 ⇒ 00:59:51.309 Uttam Kumaran: like, our new kind of, like, where you want things to go and can be possible. Yeah.
476 01:04:55.630 ⇒ 01:04:57.750 Robert Tseng: Yeah, I mean, overall, it’s good.
477 01:04:58.110 ⇒ 01:05:02.670 Robert Tseng: Yeah, it’s just, like, it’s styled slightly differently from the…
478 01:05:03.140 ⇒ 01:05:04.670 Robert Tseng: The ones I’ve been sending out.
479 01:05:09.460 ⇒ 01:05:16.519 Uttam Kumaran: What do you think on… process, pricing, and then additionally, I would like
480 01:05:17.010 ⇒ 01:05:22.289 Uttam Kumaran: To give them a little bit of indication on, like, We’re probably gonna find out…
481 01:05:22.630 ⇒ 01:05:26.819 Uttam Kumaran: The things we already know we’re gonna find out, and that they don’t have, like, a lot of reporting.
482 01:05:27.470 ⇒ 01:05:29.420 Uttam Kumaran: They probably need, like.
483 01:05:30.130 ⇒ 01:05:36.929 Uttam Kumaran: I think, like, I haven’t met their CMO, but they’re gonna sort of get me in with him and kind of, like, chat with him about what’s going on, but…
484 01:05:37.060 ⇒ 01:05:40.170 Uttam Kumaran: I don’t know, I feel like, how can I lead into, like.
485 01:05:40.410 ⇒ 01:05:45.380 Uttam Kumaran: What this phase is gonna cost, and, like, what an outcome could be, and then what the next phase
486 01:05:46.920 ⇒ 01:05:50.119 Uttam Kumaran: could cost, and I just want to, like, put all of that in front of them.
487 01:05:51.190 ⇒ 01:05:53.000 Robert Tseng: Yeah,
488 01:05:59.860 ⇒ 01:06:06.420 Robert Tseng: I’ll just… Okay, so I have your thing pulled up here, let’s just…
489 01:06:12.190 ⇒ 01:06:17.900 Robert Tseng: Yeah, I guess this… I’ve just been using this template, more or less. I mean, all the core elements are there.
490 01:06:18.210 ⇒ 01:06:26.989 Robert Tseng: I kind of had, like, I built, like, a risk and mitigation, you could phrase it as questions that they’ve asked you, and then just kind of preemptively address some things. I don’t know.
491 01:06:26.990 ⇒ 01:06:27.510 Uttam Kumaran: Okay.
492 01:06:27.870 ⇒ 01:06:33.190 Robert Tseng: Okay. Maybe that’s something we could add, and then as far as, like, team and pricing goes, like, I kind of just…
493 01:06:33.580 ⇒ 01:06:37.369 Robert Tseng: maybe built it out a little bit more like that.
494 01:06:37.670 ⇒ 01:06:39.859 Robert Tseng: And we took this from our rate card.
495 01:06:40.010 ⇒ 01:06:46.500 Robert Tseng: I just kind of threw some ad hoc hourly rates, but then gave them fixed options as well. So, I feel like we should do both.
496 01:06:49.450 ⇒ 01:06:50.080 Uttam Kumaran: Okay.
497 01:06:50.280 ⇒ 01:07:00.579 Robert Tseng: That way, you can have the conversation. Well, yeah, if you just let us run it as is, we’ll give you a fixed rate. Otherwise, if you’re like, I just want to go hourly, well, this is what the hourly will be.
498 01:07:01.440 ⇒ 01:07:02.020 Uttam Kumaran: Okay.
499 01:07:02.900 ⇒ 01:07:03.500 Robert Tseng: Yeah.
500 01:07:03.900 ⇒ 01:07:08.529 Robert Tseng: And then… I mean, this is just more relevant to new clients, and they’re trying to…
501 01:07:08.790 ⇒ 01:07:16.189 Robert Tseng: just trying to share some things about us and, like, the tooling that we use, but I guess we don’t really need to do that, since they’re already an existing customer.
502 01:07:16.410 ⇒ 01:07:21.480 Robert Tseng: Yeah, as far as, like, post-discovery,
503 01:07:22.420 ⇒ 01:07:29.119 Robert Tseng: I mean, I don’t feel like we have to over, like, think it now, it’s just kind of like, I mean, you’re gonna get a full…
504 01:07:31.180 ⇒ 01:07:31.980 Robert Tseng: life.
505 01:07:33.290 ⇒ 01:07:35.359 Robert Tseng: Dak, I mean, I guess we could then…
506 01:07:35.360 ⇒ 01:07:39.359 Uttam Kumaran: I guess I’m less about, like, he’s like… he’s like us, so he’s like…
507 01:07:40.460 ⇒ 01:07:45.459 Uttam Kumaran: Meaning, I think for the other people in the room, they’re gonna care about the deck, he’s just like.
508 01:07:45.720 ⇒ 01:07:48.880 Uttam Kumaran: what… what’s gonna be the plan? Like…
509 01:07:49.110 ⇒ 01:07:54.859 Uttam Kumaran: So, I kind of want to lay it out for him, almost like, hey, if we find out that you’re, right, like.
510 01:07:55.430 ⇒ 01:08:11.799 Uttam Kumaran: when I was talking to him, I was like, okay, he’s talking to, like, I’m talking, like, me and you. So it’s like, he’s like, he’s like, yo, that’s all great, like, everything you said there, like, what… you know, he’s like, but, like, tell me, like, when I give you this money, what are… what are… what’s your… what are you gonna find? And if you find what you find, what’s…
511 01:08:12.070 ⇒ 01:08:17.680 Uttam Kumaran: what are we gonna do? So I kind of want to be really straight with the CEO. For everybody else, I’ll give them the works.
512 01:08:18.500 ⇒ 01:08:19.120 Robert Tseng: Yeah.
513 01:08:19.529 ⇒ 01:08:20.399 Robert Tseng: Okay.
514 01:08:22.250 ⇒ 01:08:26.619 Robert Tseng: Well, I mean, he’s kind of, like, wanting us to cast into the future a bit more,
515 01:08:29.720 ⇒ 01:08:33.089 Robert Tseng: the recommendation before the discovery. I…
516 01:08:34.130 ⇒ 01:08:38.409 Uttam Kumaran: I guess it’s not… it’s not… more… more, it’s less about, like, how would we…
517 01:08:39.810 ⇒ 01:08:47.269 Uttam Kumaran: how would we price a post-discovery thing for them? And I guess my question to you is, do you want to test out this, like.
518 01:08:48.149 ⇒ 01:08:54.480 Uttam Kumaran: outcomes based… thing, like… if this is the… this is the only client, I think.
519 01:08:54.729 ⇒ 01:09:00.399 Uttam Kumaran: In our portfolio, where we can really… do that.
520 01:09:00.670 ⇒ 01:09:07.530 Uttam Kumaran: You know, and you can base it off of revenue, new leads, Resurrected leads, like…
521 01:09:07.740 ⇒ 01:09:12.860 Uttam Kumaran: But I kind of want to just give him a sense of, like, What that could look like.
522 01:09:14.180 ⇒ 01:09:16.320 Robert Tseng: And I kind of want him to just be like, yes.
523 01:09:16.390 ⇒ 01:09:17.300 Uttam Kumaran: You know?
524 01:09:19.700 ⇒ 01:09:27.410 Robert Tseng: Yeah, well, I don’t know if you’ve seen this from the McGaw guys, but, oh.
525 01:09:28.450 ⇒ 01:09:29.729 Robert Tseng: Not to say,
526 01:09:55.250 ⇒ 01:10:00.419 Robert Tseng: So… They had, like, this,
527 01:10:01.410 ⇒ 01:10:13.520 Robert Tseng: business case that they kind of, like, tee up, and then on the call, you know, they were, like, asking them to fill in the numbers. It’s like, what is your current purchase rate for whatever?
528 01:10:13.770 ⇒ 01:10:21.190 Robert Tseng: If you want… if we were able to drive you… if we were able to get you up by 5%, like, what would… you know, how valuable would that be to you?
529 01:10:21.340 ⇒ 01:10:30.480 Robert Tseng: So I don’t… yeah, so I don’t know, like, maybe something like that would be helpful to know. Well, yeah, we’re giving them… we’re showing them a lot of things, and it’s like.
530 01:10:30.680 ⇒ 01:10:45.249 Robert Tseng: we’re kind of going in order, where I think, CRO is the lowest hanging fruit. This is just, like, stuff that we do that just, you know, makes your pipeline convert at a higher clip, and those are new customers, whatever.
531 01:10:45.380 ⇒ 01:10:59.279 Robert Tseng: customer lifecycle, like, it’s another opportunity, but if we feel like you’re very under-indexed on this side, and, like, that ends up being it, then, you know, we just have to feel, like, which one is the one that’s worth the squeeze.
532 01:10:59.380 ⇒ 01:11:00.640 Robert Tseng: without really…
533 01:11:01.150 ⇒ 01:11:14.779 Robert Tseng: doing this discovery, I mean, we have some intuition for where they are at each of these, like, maybe your perspective is that they’re underperforming in all areas, in which case, you know, if you’re underperforming in everything, like, which one would you go after first?
534 01:11:15.090 ⇒ 01:11:22.710 Robert Tseng: Well, I think, like, lifecycle is easier to impact than acquiring new customers, so…
535 01:11:22.710 ⇒ 01:11:23.060 Uttam Kumaran: Okay.
536 01:11:23.060 ⇒ 01:11:38.729 Robert Tseng: Like, maybe that’s where we end up focusing on, because it doesn’t increase your costs, your tooling, and everything, your process, like, you’re not acquiring a new customer, you’re just trying to, drive more orders from existing customers, or taking advantage of your customer list. So, that is, like, the lowest risk.
537 01:11:38.730 ⇒ 01:11:41.979 Uttam Kumaran: thing to do from, like, our data perspective, I guess.
538 01:11:42.040 ⇒ 01:11:45.849 Robert Tseng: In which case you can kind of form a business case that’s more like this.
539 01:11:46.330 ⇒ 01:11:54.470 Robert Tseng: So maybe we have to just, like, outline that. It’s like, okay, we don’t have to tell them all the scenarios, but it’s like, we’re gonna go through this, you know.
540 01:11:54.470 ⇒ 01:11:55.610 Uttam Kumaran: Just one, yeah, just one.
541 01:11:55.610 ⇒ 01:12:11.549 Robert Tseng: You know, looking at all these opportunities, life cycle is the easiest day for us to impact, and this is what, like, the business case could, like, look like. So we need to know, like, what is your reorder rate currently? It’s 20%, or whatever.
542 01:12:11.710 ⇒ 01:12:19.920 Robert Tseng: And we think… we believe that we can get it up to 25% and design, like, and we can… we want to price against that outcome, right, or something like that.
543 01:12:20.570 ⇒ 01:12:21.190 Uttam Kumaran: Okay.
544 01:12:22.090 ⇒ 01:12:28.059 Uttam Kumaran: Okay, alright, that’s what I needed. Okay, cool. So I’ll take, I’ll take… can you,
545 01:12:28.610 ⇒ 01:12:38.219 Uttam Kumaran: just screenshot that thing from Agon, put it in the ABC deck, ABC Notion, and then, yeah, I’ll do exactly that. I’m basically gonna say, like, here’s what we’re looking at, what we agreed on.
546 01:12:39.140 ⇒ 01:12:40.250 Uttam Kumaran: it’s, like…
547 01:12:40.880 ⇒ 01:12:47.440 Uttam Kumaran: Let’s say we find that all three could use work. Our inclination is… and our recommendation would be to go after
548 01:12:47.650 ⇒ 01:12:54.279 Uttam Kumaran: Like, a life cycle? Like, going after the resurrection and retention.
549 01:12:54.540 ⇒ 01:13:05.630 Uttam Kumaran: What we would do at that point is, part of the discovery, we would identify what your core KPIs are there, and then when we put together the next scope, we would price against
550 01:13:05.840 ⇒ 01:13:09.230 Uttam Kumaran: affecting those KPIs. And here’s, like, a sample
551 01:13:09.420 ⇒ 01:13:21.709 Uttam Kumaran: here’s, like, an example of, like, the business case slide that we would… we would make, and then, of course, at this point, we don’t know the… those KPIs, we don’t know the impact. So, I think that’s actually enough, yeah, that’s all… that’s all I need.
552 01:13:22.490 ⇒ 01:13:23.320 Robert Tseng: Great.
553 01:13:26.420 ⇒ 01:13:31.199 Robert Tseng: Cool, alright. Well, I know you got some stuff to do, and then we’ll chat again, hopefully in that.