Meeting Title: Brainforge Leadership Date: 2024-12-16 Meeting participants: Nicolas Sucari, Uttam Kumaran, Robert Tseng, Miguel De Veyra
WEBVTT
1 00:01:16.960 ⇒ 00:01:18.040 Miguel de Veyra: No, no.
2 00:02:35.480 ⇒ 00:02:38.540 Uttam Kumaran: Sure, a.
3 00:02:41.680 ⇒ 00:02:42.209 Miguel de Veyra: Hey? Autumn.
4 00:02:42.210 ⇒ 00:02:43.959 Uttam Kumaran: Again. Clock is fast, Dude.
5 00:02:45.340 ⇒ 00:02:45.800 Miguel de Veyra: Yeah.
6 00:02:50.420 ⇒ 00:02:52.139 Miguel de Veyra: Will Robert be joining us.
7 00:02:52.890 ⇒ 00:02:53.960 Uttam Kumaran: I think so.
8 00:02:53.960 ⇒ 00:02:54.630 Miguel de Veyra: Okay.
9 00:02:59.500 ⇒ 00:03:01.519 Miguel de Veyra: what’s the name of your dog again? Sorry.
10 00:03:03.430 ⇒ 00:03:05.870 Uttam Kumaran: It’s my girlfriend’s dog, but his name is Finn.
11 00:03:06.190 ⇒ 00:03:08.610 Miguel de Veyra: Oh, okay. Star Wars.
12 00:03:12.170 ⇒ 00:03:13.150 Uttam Kumaran: You sleepy.
13 00:03:28.110 ⇒ 00:03:32.880 Miguel de Veyra: Sophie just emailed me regarding the browser base, advanced tab mode.
14 00:03:33.930 ⇒ 00:03:34.960 Uttam Kumaran: Oh, nice. Okay.
15 00:03:34.960 ⇒ 00:03:40.329 Miguel de Veyra: Cause she cause she was willing to turn it on for us, for maybe like a week or 2.
16 00:03:40.440 ⇒ 00:03:45.369 Miguel de Veyra: But I told her, you know. I’ll speak with the team 1st prioritize, and then we’ll circle back to her.
17 00:03:46.150 ⇒ 00:03:46.740 Uttam Kumaran: Okay.
18 00:03:59.050 ⇒ 00:04:00.200 Miguel de Veyra: It is the dog.
19 00:04:01.710 ⇒ 00:04:04.100 Uttam Kumaran: What breed is Finn?
20 00:04:04.660 ⇒ 00:04:09.229 Uttam Kumaran: He’s a a German shepherd. Great Pyrenees yellow lab mix.
21 00:04:09.980 ⇒ 00:04:12.169 Miguel de Veyra: Oh, okay. Okay. Next, next.
22 00:04:13.620 ⇒ 00:04:14.630 Uttam Kumaran: Big dog.
23 00:04:14.630 ⇒ 00:04:17.380 Miguel de Veyra: Yeah, I. We also have a German shepherd.
24 00:04:17.570 ⇒ 00:04:18.420 Uttam Kumaran: Oh, really.
25 00:04:18.420 ⇒ 00:04:20.849 Miguel de Veyra: Yeah, but it’s a girl. So it’s kind of smaller.
26 00:04:23.380 ⇒ 00:04:27.789 Miguel de Veyra: And then we have what? What’s what’s that dog that has point ears.
27 00:04:29.110 ⇒ 00:04:30.130 Uttam Kumaran: Oh, I don’t know.
28 00:04:30.290 ⇒ 00:04:31.879 Miguel de Veyra: How is that?
29 00:04:32.180 ⇒ 00:04:36.090 Miguel de Veyra: It’s like, Oh, good point! Yes.
30 00:04:40.030 ⇒ 00:04:41.859 Uttam Kumaran: German shepherd. That’s 20 years.
31 00:04:43.410 ⇒ 00:04:45.330 Miguel de Veyra: Wait. What do you call this dog?
32 00:04:53.940 ⇒ 00:04:54.760 Miguel de Veyra: Okay.
33 00:04:59.550 ⇒ 00:05:04.790 Miguel de Veyra: it’s like they have to get surgery for it to be pointy. So they look stuff. So
34 00:05:06.300 ⇒ 00:05:08.229 Miguel de Veyra: forgot. What’s it? What’s it’s called
35 00:05:20.660 ⇒ 00:05:21.970 Miguel de Veyra: Doberman.
36 00:05:22.930 ⇒ 00:05:24.809 Uttam Kumaran: Oh, doberman, yeah, yeah, yeah.
37 00:05:25.200 ⇒ 00:05:29.400 Miguel de Veyra: But but ours is not really pointy, because we didn’t get surgery for him.
38 00:05:29.810 ⇒ 00:05:31.609 Miguel de Veyra: So it’s like flapping.
39 00:05:39.420 ⇒ 00:05:47.090 Uttam Kumaran: Okay, I see Robert’s here, too. Cool. I think I just wanted to kind of chat about stuff for
40 00:05:48.086 ⇒ 00:05:50.820 Uttam Kumaran: like big items this week.
41 00:05:51.411 ⇒ 00:06:00.680 Uttam Kumaran: So I made a bunch of changes in notion yesterday that I will share
42 00:06:01.852 ⇒ 00:06:06.009 Uttam Kumaran: so within sales in particular, within service offerings. Now
43 00:06:06.240 ⇒ 00:06:11.739 Uttam Kumaran: we not only have the services pricing, we also have the demos here.
44 00:06:13.760 ⇒ 00:06:19.189 Uttam Kumaran: Just gonna move this down and move this down.
45 00:06:20.529 ⇒ 00:06:23.800 Uttam Kumaran: So we now have Demos, which is great.
46 00:06:24.620 ⇒ 00:06:31.170 Uttam Kumaran: so basically start to centralize all the demos here, Demos will be associated with
47 00:06:32.870 ⇒ 00:06:36.050 Uttam Kumaran: basically like services. I’ll actually just do that now.
48 00:06:40.313 ⇒ 00:06:43.839 Uttam Kumaran: and then we’ll basically start to have
49 00:06:45.250 ⇒ 00:06:49.070 Uttam Kumaran: videos and very good briefs on each of the demos.
50 00:06:50.270 ⇒ 00:06:52.030 Uttam Kumaran: But that’ll be there.
51 00:06:53.420 ⇒ 00:06:54.450 Uttam Kumaran: Do this.
52 00:06:56.470 ⇒ 00:07:00.399 Uttam Kumaran: So that’s 1 thing here. The second thing on hiring.
53 00:07:00.780 ⇒ 00:07:07.563 Uttam Kumaran: So yeah, I talked to. So I know.
54 00:07:08.530 ⇒ 00:07:17.099 Uttam Kumaran: we had 2 people. And, Robert, I just messaged you about one of them. So one is I have a friend who’s sort of like in between jobs right now.
55 00:07:17.400 ⇒ 00:07:24.190 Uttam Kumaran: He made some money in crypto, and is kind of like interested in
56 00:07:24.850 ⇒ 00:07:44.980 Uttam Kumaran: sort of like the stuff we’ve done. I mean, he’s a close friend of mine here in Austin. He’s he actually works for Sirius. One of that’s how we kind of got that lead and he’s interested in like new positions. I thought he would be good for this new phase of sales that we’re kind of going, which it takes a lot more
57 00:07:45.110 ⇒ 00:07:49.596 Uttam Kumaran: sort of strategic account planning. And, like, you know.
58 00:07:50.670 ⇒ 00:07:54.399 Uttam Kumaran: I think definitely as we’re thinking about how to scale up sales, I think
59 00:07:54.630 ⇒ 00:07:56.249 Uttam Kumaran: he would be a good fit.
60 00:07:56.420 ⇒ 00:08:12.977 Uttam Kumaran: not as like a experienced salesperson in our world, but sort of someone that I think, has like the behavioral characteristics, someone that could probably succeed. Also, he’s basically willing to work for free until we sort of close deals to Robert. I was going to
61 00:08:13.690 ⇒ 00:08:15.640 Uttam Kumaran: intro you to him.
62 00:08:16.241 ⇒ 00:08:18.890 Uttam Kumaran: And maybe just have a chat with him.
63 00:08:20.370 ⇒ 00:08:24.009 Uttam Kumaran: I think, like, you know, I think the biggest things I think about is
64 00:08:24.270 ⇒ 00:08:32.170 Uttam Kumaran: there’s people who like know how to do it. Like, for example, we’re talk talking to several people who are like sales leaders who have done this before.
65 00:08:32.320 ⇒ 00:08:49.519 Uttam Kumaran: There’s that’s 1 profile. I think those guys are what like very expensive and probably best for us, and like more of an advisory role. You know me and you are doing a lot of sales. But of course, as we try to think about how we actually bring on potentially like an Sdr, I think this is a good opportunity sort of test
66 00:08:49.720 ⇒ 00:09:04.640 Uttam Kumaran: all of our documentation, you know, all of our processes. And the last the least. But most important is that he’s free, like money wise. So he would just work for free, basically. And we could think about some sort of commission structure.
67 00:09:06.470 ⇒ 00:09:09.050 Uttam Kumaran: So if you’re okay with that, I will maybe coordinate
68 00:09:09.260 ⇒ 00:09:14.339 Uttam Kumaran: over email, I’ve sort of given him access to some of the sales stuff already in notion.
69 00:09:14.590 ⇒ 00:09:19.510 Uttam Kumaran: And we we talk. You know he’s a friend of mine here, so he knows a lot about the business already. So.
70 00:09:20.870 ⇒ 00:09:33.429 Robert Tseng: Yeah, I mean, I think it, you know, if he’s he’s close to you. He’s he’s kind of like he’s. He’s easily reachable. Then, like, I feel like that’s a big that’s huge plus for us. I think I’m
71 00:09:33.590 ⇒ 00:09:47.089 Robert Tseng: yeah. If I think about like who I want to bring on for like an early sales hire like, yeah, I wouldn’t be as experienced sales leader. It would have to be somebody that I have like easy access to like. I probably wouldn’t hire overseas for that. So I think, like.
72 00:09:47.090 ⇒ 00:09:47.450 Uttam Kumaran: I agree.
73 00:09:47.450 ⇒ 00:09:48.999 Robert Tseng: You know, just in terms of like
74 00:09:49.800 ⇒ 00:10:01.359 Robert Tseng: fine. Yeah, that. So that logistically, I think that checks the boxes for me. And yeah, if he’s willing to just kind of figure it out with us until he closes the sale. Like I’m I’m totally down for that. I think
75 00:10:01.510 ⇒ 00:10:07.950 Robert Tseng: that’s kind of been the same offer I’ve made to a bunch of people, and you know most of them are just not willing to take that. So.
76 00:10:07.950 ⇒ 00:10:32.920 Uttam Kumaran: I know which which I get it. I told him this, too, I said, Look, I’m I told him, and I’m I’m like that with most people I’m like, Look, I’m very biased. I think we’re gonna win. And so I think it’s worth it especially for salespeople who I’m like, yo put your money where your mouth is, and spend 10 h. You make a sale, and you make money, and then if you make a couple more, then you get a job. But I do think that fractional sales is not very common.
77 00:10:33.424 ⇒ 00:10:42.799 Uttam Kumaran: I think the most. The thing that he’s most nervous about is that we’re selling the technical solutions. I told him. My example, for why, that’s probably not
78 00:10:43.060 ⇒ 00:10:49.090 Uttam Kumaran: worth worrying too much about is, I was like, think about in Austin. We have a lot of friends that are like in tech sales.
79 00:10:49.350 ⇒ 00:10:51.139 Uttam Kumaran: So I was like, yo think about.
80 00:10:51.330 ⇒ 00:10:54.150 Uttam Kumaran: think about 3 tech sales people friends you have here.
81 00:10:54.500 ⇒ 00:11:01.250 Uttam Kumaran: do you do? They? Are they? Very. You think they know anything about what they’re selling? And both of us were like definitely not.
82 00:11:02.138 ⇒ 00:11:04.880 Robert Tseng: So I was like, and those guys are selling enterprise.
83 00:11:05.020 ⇒ 00:11:10.442 Uttam Kumaran: Database or security products I was like, this is much more intuitive and
84 00:11:11.460 ⇒ 00:11:21.569 Uttam Kumaran: I was also like, Look, you have access to everybody on the team and me and you, Robert, in terms of sales. I was like you. You won’t have anything to worry about in terms of like getting up to speed there.
85 00:11:23.120 ⇒ 00:11:44.719 Uttam Kumaran: so yeah, maybe I’ll coordinate. I think. He, you know again, he doesn’t have a background in sales, which is my number one worry. However, he’s like a very disciplined like person in general, and I think, could be a really great asset as we start to go into deal cycles that take longer. He’s definitely like a really good people person.
86 00:11:46.000 ⇒ 00:11:46.670 Robert Tseng: Okay.
87 00:11:46.870 ⇒ 00:11:47.610 Uttam Kumaran: So let’s see.
88 00:11:47.610 ⇒ 00:11:53.200 Robert Tseng: Yeah, I mean, whether or not you have sales experience. Like I, I doesn’t matter to me. I think definitely for our stage, like.
89 00:11:53.390 ⇒ 00:11:59.850 Robert Tseng: we just need somebody who has like a founder like level of obsessiveness, and just trying to like.
90 00:12:00.380 ⇒ 00:12:03.721 Robert Tseng: yeah, do whatever do whatever it takes, you know. So I think.
91 00:12:04.210 ⇒ 00:12:11.090 Robert Tseng: yeah, I think if he has, if he’s if he’s curious, and he wants to like, actually go after we we can. We can work with him.
92 00:12:11.780 ⇒ 00:12:13.734 Uttam Kumaran: Okay, so let me make that
93 00:12:16.550 ⇒ 00:12:19.170 Robert Tseng: Is he? Is. He related to Nick.
94 00:12:21.730 ⇒ 00:12:22.490 Uttam Kumaran: No.
95 00:12:22.780 ⇒ 00:12:24.746 Robert Tseng: Oh, just same last name.
96 00:12:25.140 ⇒ 00:12:28.649 Uttam Kumaran: Last name, same last name, and he has the same birthday as me.
97 00:12:30.200 ⇒ 00:12:30.990 Robert Tseng: Love that.
98 00:12:30.990 ⇒ 00:12:36.300 Uttam Kumaran: Both both very dumb facts. Yeah, those facts.
99 00:12:36.753 ⇒ 00:12:41.700 Uttam Kumaran: I’m just gonna put Sdr as a rule, and then we can decide what.
100 00:12:41.700 ⇒ 00:12:47.960 Robert Tseng: Yeah, we can filter that later. But, Greg, I’m glad you built this out. I’m gonna start moving my hiring stuff over to this as well.
101 00:12:48.350 ⇒ 00:12:53.679 Uttam Kumaran: Please. Yeah, we don’t have. We’re not doing like we did a weekly recruiting meeting
102 00:12:53.850 ⇒ 00:12:54.879 Uttam Kumaran: for the I think.
103 00:12:55.120 ⇒ 00:12:58.137 Miguel de Veyra: In this meeting. I want to talk a little bit about recruiting, but
104 00:12:59.427 ⇒ 00:13:07.119 Uttam Kumaran: Yeah, I I think, move every move as much as you want here. And then basically, we’ll run this similar to how we run leads
105 00:13:07.818 ⇒ 00:13:14.270 Uttam Kumaran: probably on a different cadence, though, but and of course, like different metrics. But yeah.
106 00:13:15.440 ⇒ 00:13:16.020 Robert Tseng: Great.
107 00:13:17.830 ⇒ 00:13:20.455 Uttam Kumaran: Cool. Otherwise.
108 00:13:21.680 ⇒ 00:13:23.640 Uttam Kumaran: Let me check my notes.
109 00:13:25.150 ⇒ 00:13:28.269 Uttam Kumaran: This is all done. This is all done.
110 00:13:30.830 ⇒ 00:13:32.070 Uttam Kumaran: Done.
111 00:13:33.990 ⇒ 00:13:38.629 Miguel de Veyra: Oh, yeah, with them. I I remember we spoke before about the what do you call it?
112 00:13:39.370 ⇒ 00:13:48.130 Miguel de Veyra: Wait. Something about the automation assessment something, or are we not doing that? Or did we just forget to add that in services.
113 00:13:49.830 ⇒ 00:13:54.299 Uttam Kumaran: Yeah, I I don’t know. For me. It’s like.
114 00:13:54.480 ⇒ 00:13:58.210 Uttam Kumaran: I think we have to come up with a good strategy of like, how do we actually.
115 00:13:58.915 ⇒ 00:13:59.210 Miguel de Veyra: Yeah.
116 00:13:59.210 ⇒ 00:14:03.550 Uttam Kumaran: Add that as a service. And can we actually do that at scale? We haven’t done one of those.
117 00:14:03.780 ⇒ 00:14:12.059 Uttam Kumaran: I think, Robert, to give you some context. This is probably similarly to like the data audit we were thinking of like doing like an AI audit, as like a package.
118 00:14:13.180 ⇒ 00:14:14.970 Robert Tseng: Yeah, we totally should. Yeah.
119 00:14:15.490 ⇒ 00:14:16.160 Uttam Kumaran: Okay.
120 00:14:16.300 ⇒ 00:14:19.700 Uttam Kumaran: One thing that I think we’ll do is like, think about.
121 00:14:20.060 ⇒ 00:14:25.229 Uttam Kumaran: yeah. I mean, I I agree, I think, also, as a good end to like each of these services.
122 00:14:26.580 ⇒ 00:14:31.919 Uttam Kumaran: so we can add that and kind of plan towards like what we would need to have for that, and how to run one of those.
123 00:14:33.710 ⇒ 00:14:34.340 Robert Tseng: Hmm.
124 00:14:46.180 ⇒ 00:14:53.959 Uttam Kumaran: Okay, I’ll I’ll add some of that. Yeah, I’m reading. I’m I’m like getting a little more, thinking a lot more about positioning this week and like
125 00:14:54.110 ⇒ 00:15:00.479 Uttam Kumaran: planning out how the website is gonna articulate, each of these services and how we come across.
126 00:15:00.750 ⇒ 00:15:08.090 Uttam Kumaran: So that’s also what I wanted to talk about with this group is if we talk about industries.
127 00:15:08.650 ⇒ 00:15:16.250 Uttam Kumaran: So Robert, I kind of have this setup. And I have. We. We use this way back.
128 00:15:17.242 ⇒ 00:15:23.529 Uttam Kumaran: Basically to kind of centralize like how we organize the industries we’re going after. And basically
129 00:15:23.960 ⇒ 00:15:43.560 Uttam Kumaran: like, I’m reading this book about position right now. And basically, you gotta think about as like their vertical positioning or horizontal positioning. Right? So what’s so vertical positioning is like we are data for manufacturing, we are AI for manufacturing. We are AI for small health clinics, right? The other. The horizontal positioning is like we do data modeling
130 00:15:43.900 ⇒ 00:15:48.579 Uttam Kumaran: as a horizontal there are pros and cons to each, I would say.
131 00:15:49.162 ⇒ 00:15:58.460 Uttam Kumaran: the harder thing to do is horizontal. It leads to a lot of problems, one with focus
132 00:15:58.710 ⇒ 00:15:59.843 Uttam Kumaran: tuck in.
133 00:16:01.040 ⇒ 00:16:09.310 Uttam Kumaran: you can. You can never like kind of go above or below whatever you get in at like. We can’t go into data engineering, or you can’t go up into something else.
134 00:16:09.971 ⇒ 00:16:13.620 Uttam Kumaran: And also articulating the value meaning
135 00:16:13.810 ⇒ 00:16:19.410 Uttam Kumaran: for people in manufacturing. They want to see that you work for manufacturing clients. They don’t really care that
136 00:16:19.660 ⇒ 00:16:31.049 Uttam Kumaran: that like, we’ve done data modeling for someone in another industry. So I do think I’m kind of leaning towards our positioning being more industry focused. And then we can have internally.
137 00:16:31.200 ⇒ 00:16:34.680 Uttam Kumaran: we can evaluate if people come in that are outside of our focus.
138 00:16:35.131 ⇒ 00:16:40.460 Uttam Kumaran: But I do think that this is gonna basically help us articulate to Erickson
139 00:16:40.790 ⇒ 00:16:46.710 Uttam Kumaran: exactly what campaigns we want to run. And then for the website and all of our outbound, all of our
140 00:16:47.010 ⇒ 00:16:49.890 Uttam Kumaran: customer facing stuff. I want to make it super clear
141 00:16:50.010 ⇒ 00:16:52.520 Uttam Kumaran: the services we do. And who do we do them for?
142 00:16:54.800 ⇒ 00:17:02.429 Uttam Kumaran: These are just industries that we’ve had, meaning. Either a lead or a client is associated with one of one or more of these.
143 00:17:03.397 ⇒ 00:17:07.430 Uttam Kumaran: I guess I wanted to think through like, I mean.
144 00:17:07.887 ⇒ 00:17:17.350 Uttam Kumaran: what industries we want to target. Now, maybe what we want to target in the future, or like even what you thought about that vertical versus like horizontal
145 00:17:17.760 ⇒ 00:17:19.440 Uttam Kumaran: sort of like positioning thing.
146 00:17:20.560 ⇒ 00:17:29.969 Robert Tseng: Yeah, no. I I agree on. Yeah, like, different positioning different ways of positioning for vertical targeting versus horizontal targeting.
147 00:17:31.870 ⇒ 00:17:45.420 Robert Tseng: I feel like with the vertical thing. It’s it seems daunting because you feel like you need to like. Change all the copy in order to like sound like you’re a manufacturing like AI or whatever data shop
148 00:17:45.760 ⇒ 00:17:58.640 Robert Tseng: but actually, from what I found, I mean, yeah, any any lead that you talk to, they’re always going to be like, oh, have you worked with somebody who’s similar to me before? And I don’t know. I feel like just dropping a couple of names or sending a case study usually gets gets over that.
149 00:17:59.900 ⇒ 00:18:01.900 Robert Tseng: Yeah, I mean, I don’t know how many
150 00:18:02.463 ⇒ 00:18:07.690 Robert Tseng: but I guess the value of really doing that whole like branding and content.
151 00:18:08.085 ⇒ 00:18:28.779 Robert Tseng: Thing is like for attracting inbound, that’s more closely aligned with the with the vertical that you want, but as far as outbound. I don’t think we’re limited. We we can. We can still be setting pretty targeted campaigns. We just kind of name, drop, or reference a couple of case studies in in our messaging, and that should still be able to give us, like, the ability to target verticals on the outbound side.
152 00:18:29.229 ⇒ 00:18:38.849 Robert Tseng: But it’s just yeah like the to get the return on vertically targeted, like inbound channel it. It does take a lot more kind of like
153 00:18:38.960 ⇒ 00:18:43.909 Robert Tseng: of a commitment to just making all of our like content and branding like, focused on that.
154 00:18:44.490 ⇒ 00:18:45.060 Uttam Kumaran: And it’s and.
155 00:18:45.060 ⇒ 00:18:45.480 Robert Tseng: Which I don’t.
156 00:18:45.480 ⇒ 00:18:46.030 Uttam Kumaran: Be like.
157 00:18:46.030 ⇒ 00:18:46.930 Robert Tseng: Sorry. Yeah.
158 00:18:46.930 ⇒ 00:18:48.060 Uttam Kumaran: Yeah, okay.
159 00:18:49.120 ⇒ 00:18:54.860 Uttam Kumaran: it’s just I don’t want to be everything for everyone. And even with the services we have, we’re pretty broad.
160 00:18:55.030 ⇒ 00:18:58.579 Uttam Kumaran: So I at least want to know what we’re saying. No to if we, if we.
161 00:18:58.840 ⇒ 00:19:04.070 Uttam Kumaran: if we can’t like, be very clear on, like you were just saying yes to these like couple of things.
162 00:19:04.370 ⇒ 00:19:06.599 Uttam Kumaran: I want to be clear on like what
163 00:19:06.870 ⇒ 00:19:13.089 Uttam Kumaran: things we’re saying. No to, or we just make the Yes a little bit wider in terms of industries.
164 00:19:13.220 ⇒ 00:19:16.080 Uttam Kumaran: because I don’t know. I do think that
165 00:19:16.250 ⇒ 00:19:21.730 Uttam Kumaran: the we are getting people to come to the site. I think I want to focus a lot more on
166 00:19:21.840 ⇒ 00:19:26.700 Uttam Kumaran: converting that. But also, I want to go deeper on these like categories.
167 00:19:27.110 ⇒ 00:19:32.579 Uttam Kumaran: Yeah, we have enough sales assets for them. And look, we can only run
168 00:19:32.680 ⇒ 00:19:49.590 Uttam Kumaran: like 5 or 10 campaigns at a time. So I wanna make sure they’re like very targeted with, like the people we’re going after. Because again we can, there’s there’s so many people that we can target. So I wanna make sure that the offer is really clear case. Studies are super clear. And so I’m trying to think through like.
169 00:19:49.690 ⇒ 00:19:55.480 Uttam Kumaran: if we were to say cool, we are going, we are gung ho! On like these 4 or 5 industries.
170 00:19:56.290 ⇒ 00:20:01.090 Uttam Kumaran: Like. What would could they be in that way? I will just assume that’s a default. No, to everything else.
171 00:20:01.610 ⇒ 00:20:03.179 Uttam Kumaran: you know, publicly.
172 00:20:03.180 ⇒ 00:20:11.279 Robert Tseng: Yeah, yeah, I I see what you’re saying.
173 00:20:11.280 ⇒ 00:20:12.130 Uttam Kumaran: It’s tough.
174 00:20:13.990 ⇒ 00:20:29.979 Robert Tseng: Yeah, I mean, I feel like I’m more. And the camp of like, yeah, we still have, like our general branding that we have right now and then. If we want like a vertically specialized landing page, we can do that. So like within, like our like top banner, we we have like.
175 00:20:30.670 ⇒ 00:20:34.919 Robert Tseng: Well, we’ll we’ll pick an industry. That what that we’re that we’ve we’ve done
176 00:20:35.310 ⇒ 00:20:44.710 Robert Tseng: that that we want to go after. And it like that. That’ll pop out more, because right now we have, like a a menu for like services and.
177 00:20:44.710 ⇒ 00:20:45.110 Uttam Kumaran: Yeah.
178 00:20:45.110 ⇒ 00:20:50.409 Robert Tseng: I mean, they’re not industry specialized. But we could have like another kind of like section
179 00:20:50.850 ⇒ 00:20:52.190 Robert Tseng: for the 2 industries.
180 00:20:52.190 ⇒ 00:21:02.089 Nicolas Sucari: Yeah, for industries. We have the industry menu with everything right again. Maybe it’s not live. But we can. We can create that. I mean it’s because we have one landing page for industry. I do some.
181 00:21:02.830 ⇒ 00:21:11.670 Uttam Kumaran: Yeah, I just think by not talking to like, if we’re talking to everybody, we’re not going to be talking to the one person. So this is like, why
182 00:21:11.980 ⇒ 00:21:16.039 Uttam Kumaran: I’m like, are the stuff on the website is so broad
183 00:21:16.150 ⇒ 00:21:38.750 Uttam Kumaran: that I feel like it doesn’t talk to, still doesn’t talk to people. And there’s a couple of ways of us solving this one. The service is gonna move the needle on that. I’m gonna we’re gonna be very specific with like, Hey, we solve, we give you these sorts of outcomes. We solve these sorts of feelings. We have the services listed. These are the things that we do. We don’t do anything out far from these.
184 00:21:38.930 ⇒ 00:21:44.530 Uttam Kumaran: so this will get us a little bit closer. I think we should consider
185 00:21:45.830 ⇒ 00:21:54.270 Uttam Kumaran: if we want to stay horizontal here, then we can just start with that. But I do think that if there are key industries that we know.
186 00:21:54.520 ⇒ 00:22:03.240 Uttam Kumaran: like, you know, there, there’s a. For example, if we’re to say, Hey, we work with like
187 00:22:03.780 ⇒ 00:22:13.139 Uttam Kumaran: we work with fortune. 100 beverage companies. There’s like 5, or maybe 10, right? And so that’s puts us in like too small of a bucket.
188 00:22:13.280 ⇒ 00:22:18.490 Uttam Kumaran: But if we were to say, Look, we work, we do data modeling for Ecom
189 00:22:18.750 ⇒ 00:22:22.620 Uttam Kumaran: that gives us a lot. It’s still a lot of tam that’s not very limiting at all.
190 00:22:22.730 ⇒ 00:22:29.270 Uttam Kumaran: but it allows us to just make sure that we have when when someone who is from Ecom who wants data.
191 00:22:29.490 ⇒ 00:22:41.330 Uttam Kumaran: we can, we just can overwhelm them with stuff there instead. If if someone from if someone from Ecom and data comes to the site. They may just see data stuff. And then they’re not getting like what they want to hear.
192 00:22:41.460 ⇒ 00:22:47.210 Uttam Kumaran: So I do want to challenge us to think about not only horizontally, which is
193 00:22:47.810 ⇒ 00:22:55.889 Uttam Kumaran: this right? We picked the layers that we’re gonna target, but also to think about 5 or 6 industries
194 00:22:56.270 ⇒ 00:22:57.289 Uttam Kumaran: that were like.
195 00:22:57.460 ⇒ 00:23:06.759 Uttam Kumaran: we have wins here, not industries we want to get into, but industries where we’re like, you know, if we can sell into these. We have enough going for us. We know their pain points.
196 00:23:09.500 ⇒ 00:23:13.970 Uttam Kumaran: Cause that cross section. I think will be strong.
197 00:23:21.070 ⇒ 00:23:21.820 Robert Tseng: Yeah.
198 00:23:27.486 ⇒ 00:23:34.150 Nicolas Sucari: What are the clients and leads we’re having right now, and we can like
199 00:23:34.450 ⇒ 00:23:38.429 Nicolas Sucari: try to be a little bit more detailed into that.
200 00:23:39.180 ⇒ 00:23:53.519 Nicolas Sucari: like we are. Now, we’re like, if you go to the leads like we have the Hbi stuff that’s real estate, right? Or I don’t know how you’re gonna categorize that so that we can like add those industries from the leads that we’re having, and try to keep
201 00:23:53.670 ⇒ 00:23:56.780 Nicolas Sucari: like working towards having more leads like that.
202 00:23:56.780 ⇒ 00:23:59.999 Uttam Kumaran: Yeah, I mean, if we look at our overall leads like.
203 00:24:03.170 ⇒ 00:24:07.980 Uttam Kumaran: how would you? Ca, how would you classify like clever? Is this like education?
204 00:24:08.500 ⇒ 00:24:13.470 Robert Tseng: Yeah, attack. But I mean, this is like a platform. Sas, I mean, a lot of these are, I mean.
205 00:24:13.850 ⇒ 00:24:14.390 Uttam Kumaran: It’s I would.
206 00:24:14.390 ⇒ 00:24:15.000 Robert Tseng: Yeah.
207 00:24:15.000 ⇒ 00:24:16.430 Uttam Kumaran: Yeah, maybe just.
208 00:24:16.430 ⇒ 00:24:17.350 Robert Tseng: Sass like.
209 00:24:17.350 ⇒ 00:24:23.840 Uttam Kumaran: So like, yeah, well, let’s think about that. Like, would they? If we were like, Hey, we’ve worked with other platform. Sas.
210 00:24:24.120 ⇒ 00:24:26.929 Uttam Kumaran: they’d be like, Okay, cool, or it, would they be more
211 00:24:27.710 ⇒ 00:24:31.329 Uttam Kumaran: be like, Oh, well, there’s a lot of those like, have you worked with education, Sas?
212 00:24:32.280 ⇒ 00:24:32.840 Nicolas Sucari: Yeah.
213 00:24:32.950 ⇒ 00:24:46.830 Nicolas Sucari: I think it’s more like if you if you name like, more educational stuff, and they do something regarding that, even though it’s a platform sauce, they will feel more identified, knowing that it’s more regarding the.
214 00:24:47.620 ⇒ 00:24:51.500 Nicolas Sucari: So, for example, how how do you categorize people that works.
215 00:24:54.150 ⇒ 00:24:55.223 Robert Tseng: Heap is.
216 00:24:56.850 ⇒ 00:25:02.647 Robert Tseng: Well, there’s this mobile app. So it’s like, I mean, it’s a social shopping app. But
217 00:25:05.600 ⇒ 00:25:12.239 Robert Tseng: yeah, when I when I talk to people and like my one sentence pitch, I say we, I mean, I build analytics, for like
218 00:25:12.460 ⇒ 00:25:22.189 Robert Tseng: mostly Sas and app companies. But like then I don’t know. It depends on who I’m talking to. I’m talking to someone. E-comm I say, we do, Ecom. I I
219 00:25:22.410 ⇒ 00:25:27.268 Robert Tseng: I also don’t want us to like, only be limited to what we have in our lead. Pipeline right now, like
220 00:25:27.500 ⇒ 00:25:28.010 Uttam Kumaran: Yeah.
221 00:25:29.050 ⇒ 00:25:40.549 Robert Tseng: Yeah, I mean, I. So I’ve mentioned this to you. But I I do feel like, you know, if I had the bandwidth today to just go and like, launch my own outbound campaign, I would hit legal. I just feel like I have a very like compelling.
222 00:25:40.700 ⇒ 00:25:41.330 Robert Tseng: I go.
223 00:25:41.330 ⇒ 00:25:41.760 Uttam Kumaran: Fine.
224 00:25:41.760 ⇒ 00:25:48.570 Robert Tseng: And I want to go after it. I just don’t have the like. I mean I it’s not like I have.
225 00:25:48.810 ⇒ 00:25:59.298 Robert Tseng: I I don’t necessarily think I have the branding or the content for us to kind of put out there yet I just think that there are. It’s worth like testing certain like outbound campaigns on
226 00:26:04.350 ⇒ 00:26:12.979 Robert Tseng: And so yeah, when. So whenever I’m thinking about outbound like, I do agree, it needs to be like vertically targeted like you can’t send a very generic message to
227 00:26:13.370 ⇒ 00:26:14.643 Robert Tseng: to people?
228 00:26:17.110 ⇒ 00:26:29.799 Robert Tseng: yeah, I just I don’t. I don’t. I don’t know what’s like. What what do you do first, st do you? Do you? Do you? Do you focus on the out, I mean, do you? Do you focus on the outbound or the inbound side like I don’t. I don’t.
229 00:26:30.670 ⇒ 00:26:37.000 Uttam Kumaran: But there’s so so, yeah, yeah, the outbound will require us to like, have, like, I think we can.
230 00:26:37.160 ⇒ 00:26:40.510 Uttam Kumaran: We can take calls from anybody, and
231 00:26:40.670 ⇒ 00:26:47.470 Uttam Kumaran: like, if we can close them, we close them. But I do think that for all of our external facing, I want us to lean in on where we have wins.
232 00:26:47.880 ⇒ 00:26:53.529 Uttam Kumaran: because people will still call us. Even if we say we’re data for manufacturing, they’ll still call us.
233 00:26:53.720 ⇒ 00:26:55.619 Uttam Kumaran: But yeah, I don’t. It’s it’s fine.
234 00:26:55.720 ⇒ 00:27:15.800 Uttam Kumaran: I think. What what I’m more considering is that like for our outbound channels I want. I don’t want people to be like, Oh, cool. I got an email from Brainforge about an AI thing. But I went to their site. And it’s all data or like, Oh, I I’m in. I’m in real estate, and I got a thing. But they have. They don’t have anything I don’t know. They don’t haven’t worked with any real estate companies.
235 00:27:16.020 ⇒ 00:27:18.280 Uttam Kumaran: Those are the problems that I want to solve.
236 00:27:20.880 ⇒ 00:27:25.500 Uttam Kumaran: those are the problems I want to solve right? And there may be things where we’re interested like for legal.
237 00:27:25.660 ⇒ 00:27:34.829 Uttam Kumaran: I think there’s ways for us to build up that those set of assets and those sort of that muscle for for attacking legal, but for manufacturing, for Ecom.
238 00:27:35.377 ⇒ 00:27:49.040 Uttam Kumaran: for real estate. For advertising. We have a lot of that right? So that way, it’s like, I want us to think about the industries where we’re like cool dude. If you throw someone at this who has a need, we can close them like we have everything we need.
239 00:27:49.444 ⇒ 00:27:57.109 Uttam Kumaran: There may be industries that we want to get into, that we don’t have like legal where it’s like, okay, we have to think about, how do we manufacture
240 00:27:57.210 ⇒ 00:27:58.040 Uttam Kumaran: sort of the.
241 00:27:58.040 ⇒ 00:27:59.510 Robert Tseng: I do have a legal case study, I mean.
242 00:27:59.510 ⇒ 00:28:01.010 Uttam Kumaran: But you have the legal custody. Yeah, yeah, yeah.
243 00:28:01.010 ⇒ 00:28:02.030 Robert Tseng: Yeah, yeah.
244 00:28:02.030 ⇒ 00:28:09.119 Uttam Kumaran: So so so. But that’s why I think it’s I think it would be easy for us to say, Okay, this. These are the 5 things. We’re going after 6 industries. We’re good for
245 00:28:09.720 ⇒ 00:28:18.140 Uttam Kumaran: because then part for this, the other way it goes is like for partnerships. I have a lot of who asked for like, what industries you guys focus on?
246 00:28:18.540 ⇒ 00:28:23.970 Uttam Kumaran: That’s where it’s like, cool. I wanna enable that person who wants to help us in that moment with like.
247 00:28:24.550 ⇒ 00:28:26.700 Uttam Kumaran: we do this for this industry.
248 00:28:27.590 ⇒ 00:28:28.930 Uttam Kumaran: Go for it, you know.
249 00:28:29.336 ⇒ 00:28:33.040 Uttam Kumaran: But again, this is the challenge like this is the challenge in like specializing and
250 00:28:33.180 ⇒ 00:28:34.950 Uttam Kumaran: starting to narrow our scope.
251 00:28:36.390 ⇒ 00:28:41.150 Uttam Kumaran: we want to think about industries with a lot of tam like we. We don’t want to limit ourselves.
252 00:28:42.080 ⇒ 00:28:43.560 Uttam Kumaran: But at the same time, like
253 00:28:45.800 ⇒ 00:28:50.769 Uttam Kumaran: I, I want to just start to say, start to think about saying no to certain things not
254 00:28:51.010 ⇒ 00:28:56.679 Uttam Kumaran: like actually, but more of like on paper. We’re like, Okay, these are the things that we we do.
255 00:28:58.380 ⇒ 00:28:59.090 Robert Tseng: Yeah.
256 00:29:00.440 ⇒ 00:29:00.869 Uttam Kumaran: Sorry, this guy?
257 00:29:00.870 ⇒ 00:29:23.540 Robert Tseng: There was a period of time from q. 1 to Q. 2, where I was branding myself as a analytics for like boring industries, and I kind of defined that in my content I was like pushing stuff out about. Oh, yeah, this is like manufacturing healthcare, legal or whatever like operationally bloated kind of, and that was like I was kind of just putting all my messaging around that
258 00:29:23.650 ⇒ 00:29:37.759 Robert Tseng: even that was me trying to like, consolidate a few different verticals under like one general theme, and I don’t know if you think it was very effective. But also didn’t have the content to back it up so I don’t. I don’t know. Like I
259 00:29:38.360 ⇒ 00:29:41.719 Robert Tseng: I feel like if we I mean we we can test it like.
260 00:29:42.090 ⇒ 00:29:46.880 Robert Tseng: but we have to think about like, how? How would we actually, how would we actually test test it like
261 00:29:47.780 ⇒ 00:29:48.460 Robert Tseng: bye.
262 00:29:49.020 ⇒ 00:30:17.249 Robert Tseng: I don’t think I feel I, personally don’t feel like people care if you exclusively work with particular industries, I think they just want to see that you have relevant examples for them. So we just have to have a way of like triaging when we send targeted campaigns and like send them links to our stuff. If it’s like a link to our page, then it’s like a brand. It’s like a it’s like a vertical landing page that they go to. That’s just like just the Cpg version of our page, and they can like browse and look at some of the other services we do but like.
263 00:30:17.390 ⇒ 00:30:25.149 Robert Tseng: and the and what we’re giving them is all it’s all targeted like. It’s interesting that.
264 00:30:25.150 ⇒ 00:30:30.919 Uttam Kumaran: The the thing where I’m it’s just the pain. Points and Ecom are different than the pain points
265 00:30:31.410 ⇒ 00:30:36.889 Uttam Kumaran: in another field, right? Or like what they care about, or where we may affect the most right, like
266 00:30:40.770 ⇒ 00:30:41.350 Uttam Kumaran: so.
267 00:30:41.350 ⇒ 00:30:41.910 Robert Tseng: That’s great!
268 00:30:41.910 ⇒ 00:30:42.550 Uttam Kumaran: Like.
269 00:30:43.320 ⇒ 00:30:47.620 Nicolas Sucari: And that right something. It’s something like we did when we.
270 00:30:47.770 ⇒ 00:30:52.419 Nicolas Sucari: I think we’ve had one campaign that we shared divided cocoa case study
271 00:30:52.640 ⇒ 00:30:56.460 Nicolas Sucari: to signal companies right to them with Eric’s on
272 00:30:56.680 ⇒ 00:31:25.989 Nicolas Sucari: or in some messages when we were targeting like people we shared like that case study so that we can share also, like what was our work that we do with these kind of other clients? Right? So what if I don’t misunderstood like what you, Robert are asking is if we wanna target like, for example, manufacturing companies or or or leads, we can share, like the link to our services regarding manufacturing, and we can share also the case studies that we have in our web page
273 00:31:26.090 ⇒ 00:31:28.419 Nicolas Sucari: that were from Stella, for example.
274 00:31:30.620 ⇒ 00:31:32.139 Robert Tseng: Yeah, that’s what that’s what I’m saying.
275 00:31:32.800 ⇒ 00:31:34.130 Nicolas Sucari: Yeah, bye.
276 00:31:34.460 ⇒ 00:31:44.589 Nicolas Sucari: And and we don’t like what is like. The what we are trying to do is like to change what we have in the content in the web page in order to target more kind of manufacturing companies.
277 00:31:47.110 ⇒ 00:31:54.320 Nicolas Sucari: or or is like what we’re gonna share to them so that they can identify that we are a company that work with manufacturing
278 00:31:54.440 ⇒ 00:31:55.280 Nicolas Sucari: bye.
279 00:31:56.200 ⇒ 00:31:59.559 Uttam Kumaran: It’s more of like someone in manufacturing.
280 00:31:59.680 ⇒ 00:32:07.349 Uttam Kumaran: When you, when we pitch someone like, Hey, we’ve done data for manufacturing, you want to know who and we say, cool. We’ve done it for these people, and they’re like great that takes like
281 00:32:07.510 ⇒ 00:32:09.409 Uttam Kumaran: my social proof box.
282 00:32:09.820 ⇒ 00:32:23.789 Uttam Kumaran: That conversation I want to scale so that that box and get ticked via the website. Right? So everything is a matter of pushing the conversations that we have in sales into things that can live on their own.
283 00:32:24.810 ⇒ 00:32:32.829 Uttam Kumaran: you know, because we’re gonna start to see hundreds and hundreds of people get to the site. And then I want them to answer those questions and book the meeting.
284 00:32:33.140 ⇒ 00:32:40.012 Uttam Kumaran: at least the intro call right. So the learnings we get on these individual sales calls scales all to the content.
285 00:32:40.680 ⇒ 00:33:02.269 Uttam Kumaran: and then the outbound marketing is all trying to drive people either to the site or to book a call there. But that team needs clearly what we do if we were to say, Look, we work with all these sectors, and we do this for all these sectors. There’s just too many leads for us to go after. So part of it is like for us to be like cool at the moment we are going after manufacturing.
286 00:33:02.580 ⇒ 00:33:04.569 Uttam Kumaran: Tpg, Ecom.
287 00:33:04.760 ⇒ 00:33:07.789 Uttam Kumaran: Legal real estate like to say that out loud.
288 00:33:08.070 ⇒ 00:33:10.220 Uttam Kumaran: and then, just to consider that
289 00:33:10.470 ⇒ 00:33:14.029 Uttam Kumaran: blocked and say, These are the leads we go after right now
290 00:33:14.430 ⇒ 00:33:26.830 Uttam Kumaran: all of our marketing. All of our not like most of like. I want to make sure that these leads are taken care of on the site when someone from when when someone comes for AI in Cpg.
291 00:33:27.030 ⇒ 00:33:36.869 Uttam Kumaran: they can see that on the site, the wins. We’ve had what we do for that people right now, I would say, just making sure that these are really clearly listed on this on the site
292 00:33:37.270 ⇒ 00:33:44.569 Uttam Kumaran: that’s gonna take us like to to another point right now, it’s very. It’s much too broad like, it just says we do data shit.
293 00:33:44.670 ⇒ 00:33:54.979 Uttam Kumaran: This will take us. This will cross off a bunch of stuff in terms of this is clearly what we do for people. And here are the outcomes you can inspect. Then I think we can think about
294 00:33:55.120 ⇒ 00:33:57.830 Uttam Kumaran: going after target industries in terms of.
295 00:33:58.420 ⇒ 00:34:07.380 Uttam Kumaran: where do we already have wins? How can we use those to get more? And then industries that we want to crack into? Because maybe they pay more or there’s less competition. Things like that
296 00:34:07.570 ⇒ 00:34:11.219 Uttam Kumaran: right part of these fell into our lap. And so we have them.
297 00:34:11.440 ⇒ 00:34:18.380 Uttam Kumaran: But I think we I just don’t want to say, yeah, I don’t want to go out for everything, so I think it’s helpful to say yes to certain things on this.
298 00:34:24.150 ⇒ 00:34:35.240 Uttam Kumaran: and then even on the sales side again, like, how do we get in front of these people? Are there trade shows? Is there a magazine? Is there a newsletter like, how do we actually get in front of these people and scale up the amount of leads that we’re getting?
299 00:34:35.880 ⇒ 00:34:38.239 Uttam Kumaran: It’s like for long term how to think about this.
300 00:34:47.810 ⇒ 00:34:53.070 Uttam Kumaran: So how about I? Just, I’m gonna mark the ones that I feel we have enough
301 00:34:53.699 ⇒ 00:35:02.670 Uttam Kumaran: going for us, enough case studies enough to talk to their successful outcomes. I’m just gonna mark those as like these are the ones we’re going after.
302 00:35:06.230 ⇒ 00:35:08.449 Uttam Kumaran: But I do want to think a little bit about
303 00:35:08.770 ⇒ 00:35:13.009 Uttam Kumaran: more about positioning. I think we did a really good job at nailing the services.
304 00:35:14.300 ⇒ 00:35:18.250 Uttam Kumaran: I part of me still thinks that this is a lot of services.
305 00:35:18.791 ⇒ 00:35:22.330 Uttam Kumaran: But then I want to think about for the industries like
306 00:35:22.620 ⇒ 00:35:26.800 Uttam Kumaran: where we have a compelling industry thesis and like how we can actually go after that.
307 00:35:29.360 ⇒ 00:35:36.239 Robert Tseng: I mean, I could tell you from looking at this list what I don’t want to go after like, explicitly. I don’t want to do, Ecom. They’re cheap
308 00:35:37.106 ⇒ 00:35:38.500 Robert Tseng: just not.
309 00:35:38.500 ⇒ 00:35:43.809 Uttam Kumaran: But that’s but that’s helpful in that like. That’s where we have a but see, that’s the thing I want to talk about is that we have a lot of wins there.
310 00:35:46.170 ⇒ 00:35:48.239 Uttam Kumaran: So how do we balance.
311 00:35:49.010 ⇒ 00:35:50.870 Nicolas Sucari: Maybe it’s like the easier one, right?
312 00:35:52.500 ⇒ 00:35:58.129 Uttam Kumaran: So so there’s so there’s 2 things one is like again. I don’t think Ecom
313 00:36:00.040 ⇒ 00:36:08.310 Uttam Kumaran: like they’re cheap, but I think the the thing that we will get with Ecom is like cool. If they’re cheap, then we need to only work with 100 million plus ecom
314 00:36:09.720 ⇒ 00:36:10.550 Uttam Kumaran: right.
315 00:36:10.920 ⇒ 00:36:11.470 Robert Tseng: Yeah.
316 00:36:11.470 ⇒ 00:36:25.509 Uttam Kumaran: That’s the sort of thing I want to. Envision is like, the the problem is dude. We have a lot of great e-comm experience. I have a lot of great e-comm experience. I know I know a shitload about e-commerce. I do agree that there is a lot of e-commerce companies, but for us to then say.
317 00:36:25.710 ⇒ 00:36:29.599 Uttam Kumaran: we only want to work with 100 million plus ecom
318 00:36:30.070 ⇒ 00:36:38.260 Uttam Kumaran: where it’s like, we know, they have the challenges like that’s it, or 50 million plus like this is what I was talking to the guy at Storm King with.
319 00:36:38.260 ⇒ 00:36:38.890 Robert Tseng: Yeah.
320 00:36:39.340 ⇒ 00:36:41.630 Uttam Kumaran: Cause. I was like dude. We work with like these, like.
321 00:36:42.310 ⇒ 00:36:46.710 Uttam Kumaran: you know, 5, $1020,000,000 ecom. And yeah, they have problems. But, like.
322 00:36:47.140 ⇒ 00:36:51.079 Uttam Kumaran: you know, sometimes we we haven’t seen like the contract values go up. And
323 00:36:51.220 ⇒ 00:36:58.900 Uttam Kumaran: he was telling me he’s like dude. The companies we’re seeing like 50 north of 50. He’s like they have these problems actively, and they have budgets to set towards it.
324 00:36:59.280 ⇒ 00:37:05.479 Uttam Kumaran: So that’s what’s helpful. It’s like cool. We go after Ecom. Then basically, the the types of companies we go for the personas
325 00:37:05.890 ⇒ 00:37:09.659 Uttam Kumaran: or the company personas, we say, like we have some revenue target.
326 00:37:10.100 ⇒ 00:37:18.379 Uttam Kumaran: The the I would love. I don’t really particular. I’m not particularly interested in working in Ecom either. But we that’s where we just have a lot of experience.
327 00:37:19.306 ⇒ 00:37:23.229 Uttam Kumaran: Like. I would much rather go towards real estate manufacturing, legal.
328 00:37:27.400 ⇒ 00:37:33.190 Robert Tseng: Yeah, I mean, I I with the AI practice stuff like.
329 00:37:33.940 ⇒ 00:37:38.839 Robert Tseng: I think the the manufacturing legal, and the
330 00:37:40.120 ⇒ 00:37:53.619 Robert Tseng: the real estate is is where we are, where we should be targeting and I mean, it is kind of like comes with the territory that we are AI and data. And so that is already like more.
331 00:37:53.620 ⇒ 00:37:54.570 Uttam Kumaran: Already broad.
332 00:37:54.570 ⇒ 00:38:02.169 Robert Tseng: Broad than most. But yeah, from a data side, yeah, sure, I think like we can go after more ecom and data. But
333 00:38:03.680 ⇒ 00:38:06.129 Robert Tseng: I mean, I feel like the pitch
334 00:38:06.250 ⇒ 00:38:10.950 Robert Tseng: I mean on the on the marketing side, like.
335 00:38:15.710 ⇒ 00:38:31.090 Robert Tseng: Okay, well, here, I’ll just say what I what I’m thinking. I I think that the the AI side is, it has all the hype. We get a lot of interest in it right now. The contract values are really low. But I think it’s worth kind of like investing in that marketing channel. We’re using that as the marketing channel.
336 00:38:31.743 ⇒ 00:38:55.499 Robert Tseng: I don’t feel like people really care about specialized data shops as much. I think they just want to know that you are able to do things full stack. They want to make sure that you’re able to handle like their full set of data requests. And so I think, like the way that we are, we position once we have the new service offerings up like we. Now, when someone looks at us like, Okay, we’ve got the bases covered. They are full stack data shop.
337 00:38:55.760 ⇒ 00:39:00.740 Robert Tseng: And then all of our specific vertical targeting can just be like focused on the AI side.
338 00:39:04.680 ⇒ 00:39:07.510 Uttam Kumaran: Okay, I like that. I like the idea. There.
339 00:39:18.920 ⇒ 00:39:28.389 Robert Tseng: Like marketing agencies benefit from having like specialty. And like, like, specialty.
340 00:39:28.500 ⇒ 00:39:44.009 Robert Tseng: Yeah, because that’s all people want. They just want to be like, I want to grow like that company who’s in my industry, whatever? But for data, it’s it’s not as it’s not as clear. I mean, it’s important that to know that you’ve worked with them before, but and to be able to give them benchmarks and stuff. But
341 00:39:44.060 ⇒ 00:40:06.669 Robert Tseng: ultimately they want to know that, hey, are you just gonna be doing data? This is the same problem that we have when we’re recruiting for data analysts. You think you’re getting somebody who has a broad skill set, and then you interview them. And you realize they’ve only ever touched like ads. And they’re just like an ad data analyst versus like someone. But like, because we are offering, like the full data team as a service kind of like offering
342 00:40:07.827 ⇒ 00:40:18.060 Robert Tseng: like we, it’s to our benefit that we have like this, full, like very holistic approach to data strategy and implementations.
343 00:40:22.640 ⇒ 00:40:25.839 Uttam Kumaran: Okay, that checks out. I I like that more.
344 00:40:28.210 ⇒ 00:40:35.729 Uttam Kumaran: I mean to be to be honest, even even Christina at C, the Ces person. She mentioned that, too. She’s like she’s talking to a lot of people
345 00:40:35.940 ⇒ 00:40:39.300 Uttam Kumaran: who’s like, I can help you with a broad strategy. But I can’t do the work.
346 00:40:39.840 ⇒ 00:40:44.320 Uttam Kumaran: And I was like the fuck like, that’s the easy part is the strategy.
347 00:40:45.210 ⇒ 00:40:52.179 Uttam Kumaran: and I was like, Oh, okay. So she’s meeting people that are probably like I can consult with you on, like how to do this, but then
348 00:40:52.400 ⇒ 00:40:55.730 Uttam Kumaran: I can’t also give you the people to do it, and so.
349 00:40:55.730 ⇒ 00:40:56.130 Robert Tseng: Yeah.
350 00:40:56.130 ⇒ 00:40:58.190 Uttam Kumaran: That that kind of checks out with like,
351 00:41:02.040 ⇒ 00:41:07.680 Uttam Kumaran: And and yeah, and data, more people are like, have you defined metrics before? Have you moved data before?
352 00:41:08.060 ⇒ 00:41:10.370 Uttam Kumaran: Have you built on Bi before?
353 00:41:10.970 ⇒ 00:41:19.350 Uttam Kumaran: Maybe they maybe there is. Maybe there are some industries that care more about verticals, like, for example.
354 00:41:19.350 ⇒ 00:41:21.919 Robert Tseng: Yeah, the enterprise level. They do. Maybe. Yeah.
355 00:41:21.920 ⇒ 00:41:27.930 Uttam Kumaran: But, for example, in real estate there, it’s like, if you haven’t worked with real estate data, it’s like.
356 00:41:28.050 ⇒ 00:41:34.590 Uttam Kumaran: which is maybe more like square footage, and like different sorts of office stuff like
357 00:41:35.100 ⇒ 00:41:43.420 Uttam Kumaran: I would like for, and to give you the sense of like when I talk to real estate companies. And I say, I work for we work. They’re like, Oh, okay, cool. You get it.
358 00:41:45.479 ⇒ 00:41:52.720 Uttam Kumaran: So maybe there are industries that care more about vertical specialization than other others.
359 00:41:54.770 ⇒ 00:42:02.319 Robert Tseng: Totally like anything that’s highly regulated. They care right healthcare. They’ll care fin Fintech, they’ll care.
360 00:42:03.760 ⇒ 00:42:16.349 Robert Tseng: But most other industries they don’t necessarily care. They just want to know that. You know you, you’re you’re a well rounded data experts. And you have experience like helping people to find metrics.
361 00:42:20.370 ⇒ 00:42:21.020 Uttam Kumaran: Okay?
362 00:42:21.340 ⇒ 00:42:30.660 Uttam Kumaran: And then on the AI side, you think that definitely, it’s like more more vertically position.
363 00:42:31.420 ⇒ 00:42:37.900 Robert Tseng: Yeah, because there’s such little education around it. People don’t necessarily know what general AI capabilities can do for them.
364 00:42:38.563 ⇒ 00:42:54.360 Robert Tseng: I mean, we’re in the we’re in the stage of the AI wave right now, where every new AI product out there has to be vertically specialized, because, like, they’re they’re all trying to just grab like a small share of the market right now. So if we can kind of like.
365 00:42:54.740 ⇒ 00:43:04.849 Robert Tseng: go alongside them, ride the waves of the verticals that are doing the best with AI. Then then we can just be like, we’re the implementer of AI in these verticals.
366 00:43:05.120 ⇒ 00:43:24.689 Uttam Kumaran: This is where in AI really believe that vertical specialization will allow us to win one. All of the tools that are coming out are so general that they are. They’re gonna kill themselves by just not having a clear view on like who their customer is. In fact, most AI companies are like, we’re just for developers.
367 00:43:24.890 ⇒ 00:43:29.870 Uttam Kumaran: I’m like, Dude you don’t. There’s no number one. There’s no developers. Number 2.
368 00:43:30.130 ⇒ 00:43:34.740 Uttam Kumaran: All the developers already made up their mind on like this. We do open AI. We use this tool.
369 00:43:34.740 ⇒ 00:43:35.090 Robert Tseng: Yeah.
370 00:43:35.090 ⇒ 00:43:39.790 Uttam Kumaran: There’s not a yeah, sure, totally 50 general purpose, like
371 00:43:40.170 ⇒ 00:43:45.150 Uttam Kumaran: platforms to do drag and drop AI building like. So
372 00:43:45.550 ⇒ 00:43:57.198 Uttam Kumaran: everything in the market right now is so general that it just like nobody. It’s just like a matter of did you get in front of people at the 1st time the the stuff that is winning is stuff that’s
373 00:43:57.870 ⇒ 00:44:06.770 Uttam Kumaran: vertical. And some of the vertical industries that are definitely winning is legal like legal. There’s a lot of push into legal stuff like call centers.
374 00:44:07.360 ⇒ 00:44:08.219 Miguel de Veyra: Oh, thank you.
375 00:44:10.000 ⇒ 00:44:17.929 Uttam Kumaran: Yeah, like some fi, definitely, some financial and then definitely sales marketing broadly.
376 00:44:21.580 ⇒ 00:44:23.440 Uttam Kumaran: So this is where I think we should
377 00:44:23.690 ⇒ 00:44:27.720 Uttam Kumaran: think more about like AI for vertical
378 00:44:34.460 ⇒ 00:44:37.329 Uttam Kumaran: and then we have these horizontal services. Basically.
379 00:44:38.210 ⇒ 00:44:38.860 Robert Tseng: Yeah.
380 00:44:41.130 ⇒ 00:44:41.710 Uttam Kumaran: Okay.
381 00:44:48.210 ⇒ 00:44:51.450 Uttam Kumaran: okay, this is really helpful. Okay, let me put some of this together.
382 00:45:02.910 ⇒ 00:45:06.940 Uttam Kumaran: yeah. Probably. One thing that we need. Robert is we probably need, like a
383 00:45:07.770 ⇒ 00:45:13.680 Uttam Kumaran: something around. How we qualify leads. I don’t know. If you have any documentation around that.
384 00:45:13.680 ⇒ 00:45:17.979 Robert Tseng: Yeah, I have something that I put together before on that
385 00:45:18.370 ⇒ 00:45:19.090 Uttam Kumaran: Okay.
386 00:45:19.500 ⇒ 00:45:20.230 Robert Tseng: Yeah.
387 00:45:22.206 ⇒ 00:45:24.350 Uttam Kumaran: I don’t know where.
388 00:45:27.910 ⇒ 00:45:30.170 Robert Tseng: I’m just gonna create like a sales.
389 00:45:31.930 ⇒ 00:45:33.849 Uttam Kumaran: Process or something.
390 00:45:42.000 ⇒ 00:45:43.549 Uttam Kumaran: where is this guy?
391 00:45:52.250 ⇒ 00:45:55.149 Uttam Kumaran: Just throw whatever into here that way
392 00:45:55.690 ⇒ 00:45:57.669 Uttam Kumaran: can also start working on this.
393 00:46:03.150 ⇒ 00:46:03.900 Uttam Kumaran: Oh.
394 00:46:18.680 ⇒ 00:46:23.420 Uttam Kumaran: okay, cool.
395 00:46:24.710 ⇒ 00:46:29.149 Uttam Kumaran: I think that’s a lot of wanted what I wanted to talk about right now.
396 00:46:29.280 ⇒ 00:46:35.650 Uttam Kumaran: 2 things. I think one Nico. I’m gonna be running the AI planning meeting today.
397 00:46:37.140 ⇒ 00:46:41.479 Uttam Kumaran: Basically, I’m gonna be. I moved a bunch of tickets into this new area.
398 00:46:41.940 ⇒ 00:46:45.190 Uttam Kumaran: Me, Miguel and Case are going to be going through all open tickets.
399 00:46:45.660 ⇒ 00:46:48.640 Uttam Kumaran: basically making sure that we have
400 00:46:49.000 ⇒ 00:46:53.020 Uttam Kumaran: planned. Who’s taking on what estimations requirements?
401 00:46:54.930 ⇒ 00:46:57.089 Uttam Kumaran: The other thing is.
402 00:46:57.560 ⇒ 00:47:01.729 Uttam Kumaran: yeah, I think longer. I think we’re gonna try to do this in notion, for now
403 00:47:02.060 ⇒ 00:47:06.650 Uttam Kumaran: I have a feeling we may need to switch to linear or something later.
404 00:47:07.378 ⇒ 00:47:11.679 Uttam Kumaran: But I think we can, we can decide.
405 00:47:12.310 ⇒ 00:47:13.030 Nicolas Sucari: And you.
406 00:47:13.030 ⇒ 00:47:13.900 Uttam Kumaran: It’s working.
407 00:47:14.710 ⇒ 00:47:22.840 Nicolas Sucari: Yeah. Can you share what you? I I’ve seen your message that you are a notion, Wizard, that you created something like progress percentages or something.
408 00:47:23.260 ⇒ 00:47:25.240 Nicolas Sucari: Let me show me that is okay.
409 00:47:25.240 ⇒ 00:47:25.910 Uttam Kumaran: Yeah.
410 00:47:25.910 ⇒ 00:47:26.399 Nicolas Sucari: That’s what I’m here.
411 00:47:27.140 ⇒ 00:47:29.559 Nicolas Sucari: Oh, yeah, that’s actually a really good thing.
412 00:47:30.505 ⇒ 00:47:31.190 Nicolas Sucari: Yeah.
413 00:47:32.530 ⇒ 00:47:54.339 Nicolas Sucari: go with Luke. I’m gonna go through all of the that we have open for all of the clients. Yeah, I’m and then I’m gonna need to talk to pay us later today. Robert. Also. I don’t know if we have like a lot of open stuff, because Javi is now on pause. But we have the full parts analysis that he was doing. Maybe I need to talk to him about that.
414 00:47:54.823 ⇒ 00:48:04.420 Nicolas Sucari: Even though we we had like checkpoint for tomorrow. So maybe tomorrow we will be sharing updates on the whether or not this is.
415 00:48:06.550 ⇒ 00:48:11.100 Uttam Kumaran: Yeah. So the other thing I did here is, I have this weekly client review meeting.
416 00:48:12.137 ⇒ 00:48:15.800 Uttam Kumaran: Never mind. I don’t know where I put this
417 00:48:15.910 ⇒ 00:48:19.540 Uttam Kumaran: okay, either way, I was working on that. But basically, I have this projects.
418 00:48:20.302 ⇒ 00:48:32.830 Uttam Kumaran: Kind of the way it’s we’re gonna do. This is like we have like basically structured projects per client, I think, for now we can just assume these are like quarterly. And we can plan basically in advance. For now, these are like the active projects.
419 00:48:33.390 ⇒ 00:48:42.230 Uttam Kumaran: And basically, this mirrors. Robert, like your sheet, your Google sheet, which is basically like, What’s the task completion? And what’s the prod? What’s the timeline?
420 00:48:42.480 ⇒ 00:48:46.129 Uttam Kumaran: As you can see, we’re almost towards the end of
421 00:48:46.270 ⇒ 00:48:48.540 Uttam Kumaran: Q. 4. So these are all 88%
422 00:48:49.068 ⇒ 00:48:54.659 Uttam Kumaran: and then for Javi, we’re closed. We’ve opened another one, which is the Javi, like q, 1,
423 00:48:55.280 ⇒ 00:48:57.370 Uttam Kumaran: 2025. And then in this.
424 00:48:57.570 ⇒ 00:49:00.840 Uttam Kumaran: basically, Nico, we will make sure that all.
425 00:49:01.580 ⇒ 00:49:06.800 Uttam Kumaran: It’s basically like hierarchy. So you have like client project tasks.
426 00:49:07.360 ⇒ 00:49:10.639 Uttam Kumaran: And then we will plan out future projects.
427 00:49:10.940 ⇒ 00:49:17.419 Uttam Kumaran: And then tasks basically roll up. So at any point. During our Thursday Review meeting
428 00:49:17.790 ⇒ 00:49:20.730 Uttam Kumaran: we will go through all active projects.
429 00:49:20.840 ⇒ 00:49:22.679 Uttam Kumaran: and we will talk about hey.
430 00:49:22.970 ⇒ 00:49:31.230 Uttam Kumaran: we’re coming up to the end of the project. We could take a look at the contract. We could take a look at the tasks that are associated, and then basically
431 00:49:31.400 ⇒ 00:49:36.349 Uttam Kumaran: look at like the the green, red sort of stuff.
432 00:49:37.140 ⇒ 00:49:43.470 Nicolas Sucari: Yeah, I like it. The only thing is the tasks like is, everything is gonna be same database and different views.
433 00:49:44.240 ⇒ 00:49:45.050 Uttam Kumaran: Yes.
434 00:49:45.880 ⇒ 00:49:46.520 Nicolas Sucari: Okay.
435 00:49:46.950 ⇒ 00:49:48.909 Uttam Kumaran: We’re gonna encounter that problem.
436 00:49:49.750 ⇒ 00:49:50.600 Uttam Kumaran: Yeah, it’s.
437 00:49:50.600 ⇒ 00:49:51.330 Nicolas Sucari: Okay. Yeah.
438 00:49:51.330 ⇒ 00:49:54.150 Nicolas Sucari: One thing. Now, okay. Okay. Okay.
439 00:49:54.150 ⇒ 00:49:58.930 Uttam Kumaran: It’s okay for now I’ll let Marianne try to figure it out. She doesn’t figure it out.
440 00:50:00.890 ⇒ 00:50:04.400 Uttam Kumaran: We’ll probably move to, I mean, if she doesn’t figure it out
441 00:50:05.680 ⇒ 00:50:08.992 Uttam Kumaran: we could talk about it then, because I want to give her a shot at it.
442 00:50:09.450 ⇒ 00:50:10.160 Nicolas Sucari: That’s fine.
443 00:50:10.260 ⇒ 00:50:17.110 Nicolas Sucari: Okay, okay, perfect. Yeah. But I like the structure. So once, we have like, idea of what Javi
444 00:50:17.470 ⇒ 00:50:23.230 Nicolas Sucari: renewal will look like. And what’s that backlog? We should add like, because there, right
445 00:50:24.170 ⇒ 00:50:25.670 Uttam Kumaran: Yeah, so basically for the.
446 00:50:25.670 ⇒ 00:50:27.500 Nicolas Sucari: So this is.
447 00:50:27.970 ⇒ 00:50:32.749 Uttam Kumaran: Yeah. And this is like the template for our client review meeting. Basically, we’ll look at all active projects.
448 00:50:33.420 ⇒ 00:50:37.370 Uttam Kumaran: And for each client me and Nico will just put together
449 00:50:38.120 ⇒ 00:50:49.018 Uttam Kumaran: one of these. Some are all of these, which is basically so that way in that meeting we just run through every single client how we’re doing, what’s coming up. And then I also added,
450 00:50:49.740 ⇒ 00:50:52.749 Uttam Kumaran: for every client I’ve added in also,
451 00:50:53.700 ⇒ 00:50:55.679 Uttam Kumaran: the contract start and end dates.
452 00:50:56.080 ⇒ 00:51:01.550 Uttam Kumaran: So if you go into clients these are tasks.
453 00:51:01.700 ⇒ 00:51:03.850 Uttam Kumaran: but if you go into clients you’ll see
454 00:51:07.059 ⇒ 00:51:13.980 Uttam Kumaran: Where is the view that I had? Oh, yeah, here, you’ll see
455 00:51:16.160 ⇒ 00:51:16.560 Nicolas Sucari: Okay.
456 00:51:16.560 ⇒ 00:51:19.769 Uttam Kumaran: Clients contract, start end health.
457 00:51:20.130 ⇒ 00:51:25.879 Uttam Kumaran: And then basically, like the other thing that we’ll do is as a client gets within
458 00:51:26.490 ⇒ 00:51:31.720 Uttam Kumaran: a month or so of contract. N,
459 00:51:31.880 ⇒ 00:51:34.790 Uttam Kumaran: they’ll move to basically like upcoming renewal
460 00:51:36.040 ⇒ 00:51:38.229 Uttam Kumaran: and automate automation that I’ll add.
461 00:51:38.380 ⇒ 00:51:40.566 Uttam Kumaran: And then that way it pops up in our
462 00:51:41.180 ⇒ 00:51:43.840 Uttam Kumaran: in our leads meeting. We can talk about that, too.
463 00:51:45.000 ⇒ 00:51:45.580 Nicolas Sucari: Perfect.
464 00:51:45.580 ⇒ 00:51:46.270 Robert Tseng: Right.
465 00:51:47.710 ⇒ 00:51:56.940 Uttam Kumaran: Hopefully, some of these. Sorry, I know I just even navigating notion for me, right? There was a bit hard. So it’s gonna be impossible for everyone else. I’ll make sure. Stuff is a little bit more organized, but
466 00:51:57.700 ⇒ 00:52:01.909 Uttam Kumaran: for the most part I think everything is there. Everything is tied into each other.
467 00:52:02.430 ⇒ 00:52:05.510 Uttam Kumaran: so ideally. These meetings are more like
468 00:52:05.730 ⇒ 00:52:10.200 Uttam Kumaran: we can just pull up the board and kind of talk through. It shouldn’t require too much like
469 00:52:10.930 ⇒ 00:52:26.459 Uttam Kumaran: confusion when we get into there. And I think we’re pretty well organized. I think the biggest areas, I think project management. This week I’ll be running this stuff for AI. So we’ll kind of see how far we get. And then I think the biggest thing this week I want to sort out. And maybe this is this will be more helpful, Robert, when we talk to Connor.
470 00:52:26.570 ⇒ 00:52:29.580 Uttam Kumaran: is like, if we were to bring on a new person to sales.
471 00:52:29.910 ⇒ 00:52:35.030 Uttam Kumaran: what does that person basically need to succeed, you know. So I think that those conversations will help.
472 00:52:35.690 ⇒ 00:52:37.410 Robert Tseng: Anything. Else. Okay.
473 00:52:38.130 ⇒ 00:52:42.429 Uttam Kumaran: We have our weekly client room review on Thursday.
474 00:52:44.790 ⇒ 00:52:47.420 Uttam Kumaran: I have engineering sync with everyone. Tomorrow.
475 00:52:49.070 ⇒ 00:52:52.519 Miguel de Veyra: Utop. Did you mention before that Christmas party was on Thursday.
476 00:52:52.760 ⇒ 00:52:59.550 Uttam Kumaran: Yeah. Well, yeah. Oh, yeah. Well, I want to try to do something for Christmas on Thursday. So one, I was thinking about getting everybody.
477 00:53:01.580 ⇒ 00:53:08.470 Uttam Kumaran: Everybody in the Philippines, or wherever everybody is like grab gift cards or uber gift cards to basically
478 00:53:08.630 ⇒ 00:53:11.559 Uttam Kumaran: like get some food or something
479 00:53:13.300 ⇒ 00:53:18.910 Uttam Kumaran: like. I don’t know 10 or 15 bucks, but
480 00:53:19.900 ⇒ 00:53:22.079 Uttam Kumaran: I think it could be fun to do something.
481 00:53:24.220 ⇒ 00:53:25.730 Uttam Kumaran: Be Thursday
482 00:53:26.925 ⇒ 00:53:31.659 Uttam Kumaran: but I don’t know if we wanted to plan to do anything else other than just hang out on that call.
483 00:53:36.280 ⇒ 00:53:39.600 Nicolas Sucari: I mean, ideally, we can play one of those games playing games.
484 00:53:39.600 ⇒ 00:53:41.270 Uttam Kumaran: Okay. Yeah.
485 00:53:41.600 ⇒ 00:53:44.759 Nicolas Sucari: I think that’s gonna be fun. Yeah, maybe like
486 00:53:45.640 ⇒ 00:53:48.630 Nicolas Sucari: something. Just yeah. I think that’s probably fine.
487 00:53:48.860 ⇒ 00:53:51.490 Nicolas Sucari: Maybe play something, laugh a little bit.
488 00:53:51.759 ⇒ 00:53:56.349 Uttam Kumaran: Maybe Nico, maybe me and you can plans. We can talk today and like, plan it out.
489 00:53:57.230 ⇒ 00:53:58.200 Nicolas Sucari: Yeah, yeah.
490 00:54:01.600 ⇒ 00:54:02.570 Uttam Kumaran: Think it’d be nice.
491 00:54:04.080 ⇒ 00:54:14.120 Nicolas Sucari: Yeah. Also, one more thing I don’t wanna forget is we need to post the portable free trial. I think it’s in
492 00:54:14.590 ⇒ 00:54:18.229 Nicolas Sucari: today or tomorrow. So I’m gonna take that and just pause it
493 00:54:18.380 ⇒ 00:54:22.110 Nicolas Sucari: so that we don’t get billed for $300.
494 00:54:22.440 ⇒ 00:54:29.749 Uttam Kumaran: Okay, okay, yeah. And then did. I’ll just. I guess I’ll wait for your update on if we’re good. If, like.
495 00:54:30.910 ⇒ 00:54:31.550 Uttam Kumaran: Ryan.
496 00:54:31.550 ⇒ 00:54:32.200 Nicolas Sucari: Tomorrow.
497 00:54:32.420 ⇒ 00:54:33.560 Uttam Kumaran: Yeah.
498 00:54:33.810 ⇒ 00:54:50.889 Nicolas Sucari: I. We didn’t go deeper into checking all of the data, but we we are seeing that some tables are not coming are not coming in. So we’ll need to talk with the portable guys. Maybe we’ll we’ll see. But we are not like investing a lot of time on that, because of the contract
499 00:54:51.403 ⇒ 00:54:57.980 Nicolas Sucari: stuff. But and we are prioritizing parts. But yeah, we need to look deeper a little bit into that data.
500 00:54:58.490 ⇒ 00:55:01.110 Uttam Kumaran: Okay, okay, okay.
501 00:55:01.370 ⇒ 00:55:04.800 Uttam Kumaran: let’s catch up end of the day today. And then, yeah, we’ll make sure that’s turned off.
502 00:55:05.680 ⇒ 00:55:06.373 Nicolas Sucari: Yeah, okay.
503 00:55:08.860 ⇒ 00:55:11.712 Uttam Kumaran: Cool. The last thing is, on hiring.
504 00:55:13.530 ⇒ 00:55:19.870 Uttam Kumaran: We met with some really good AI candidates. Well, we met with Rico, who is really good.
505 00:55:20.200 ⇒ 00:55:22.419 Uttam Kumaran: Dana. I’m not too sure on.
506 00:55:22.420 ⇒ 00:55:23.059 Miguel de Veyra: Yeah, yeah.
507 00:55:23.060 ⇒ 00:55:24.940 Uttam Kumaran: Our shit definitely know.
508 00:55:25.220 ⇒ 00:55:26.940 Miguel de Veyra: Oh, really did talk to him.
509 00:55:27.970 ⇒ 00:55:35.279 Uttam Kumaran: Yeah, I mean, he just like I I don’t know. Some people just like they just say they know a lot, and then just didn’t know anything.
510 00:55:35.530 ⇒ 00:55:36.180 Miguel de Veyra: Okay.
511 00:55:37.420 ⇒ 00:55:40.220 Uttam Kumaran: That’s that sounds mean. But like they were just
512 00:55:40.810 ⇒ 00:55:45.259 Uttam Kumaran: he, his email, his. I like his persistence on trying to get a hold of me.
513 00:55:45.430 ⇒ 00:55:46.630 Uttam Kumaran: And then
514 00:55:47.110 ⇒ 00:55:58.599 Uttam Kumaran: I’m like Dude. This isn’t like an internship like I can’t. We can’t teach everybody like how to do everything we need people that know. Same with Taylor, like, completely. Basically, I’m borderline lied.
515 00:56:01.570 ⇒ 00:56:07.650 Uttam Kumaran: So I think on the AI side, I feel really comfortable on the data analyst side, Robert, we I think we should.
516 00:56:07.960 ⇒ 00:56:14.940 Uttam Kumaran: We need to confirm that. That shit still on me to to do the snowflake stuff. But I also want to maybe
517 00:56:17.450 ⇒ 00:56:21.269 Uttam Kumaran: like tee up a few other people that maybe you could talk to
518 00:56:21.530 ⇒ 00:56:24.030 Uttam Kumaran: on the data analyst side.
519 00:56:25.680 ⇒ 00:56:30.270 Uttam Kumaran: like I have. I have, like a few other people that worked as a data analyst for us
520 00:56:30.420 ⇒ 00:56:32.129 Uttam Kumaran: that I think could be good.
521 00:56:32.639 ⇒ 00:56:36.790 Uttam Kumaran: Maybe it’s worth spending like 1520 min with them and just chatting.
522 00:56:37.210 ⇒ 00:56:40.110 Uttam Kumaran: and then we can run them through the technical process as well.
523 00:56:43.830 ⇒ 00:56:47.965 Robert Tseng: Yeah, I’m talking to Sahana. I dropped her name on there.
524 00:56:48.620 ⇒ 00:56:55.270 Robert Tseng: yeah, I mean, I would. I would say she. I’m hoping that she’s a senior level. Probably a part timer. But like.
525 00:56:55.530 ⇒ 00:57:04.919 Robert Tseng: yeah, I mean, I I want more profiles like that. I’m gonna talk to her tomorrow. But yeah, she’s New York based. Kind of got connected to her through a high school friend.
526 00:57:05.409 ⇒ 00:57:09.950 Robert Tseng: Seems, you know, data science background and then switching to product analytics. And
527 00:57:10.580 ⇒ 00:57:14.300 Robert Tseng: yeah, I mean, if if she’s solid, I’ll probably
528 00:57:14.880 ⇒ 00:57:19.810 Robert Tseng: swap or would say, like, I would probably yeah. But but yeah, if I.
529 00:57:19.810 ⇒ 00:57:20.340 Nicolas Sucari: Any.
530 00:57:20.340 ⇒ 00:57:30.209 Robert Tseng: Because yeah. But anyway, there’s a couple I mean, we’re expecting to close. I’m I’m expecting to close one or 2 more contracts next week, and I’ll I’ll need. I’ll need support. I think I’m already kind of
531 00:57:30.800 ⇒ 00:57:32.080 Robert Tseng: stretched, pretty thin.
532 00:57:32.380 ⇒ 00:57:32.929 Uttam Kumaran: Yeah, and I would.
533 00:57:32.930 ⇒ 00:57:33.990 Uttam Kumaran: And again, the nice thing
534 00:57:33.990 ⇒ 00:57:39.389 Uttam Kumaran: for those people is like, they all can join the entire engineering flow. Basically. So that should be really nice.
535 00:57:39.820 ⇒ 00:57:40.420 Robert Tseng: Cool.
536 00:57:42.220 ⇒ 00:57:46.329 Nicolas Sucari: Maybe you you can talk to Daddy’s team. What do you think to them?
537 00:57:46.590 ⇒ 00:57:50.240 Uttam Kumaran: Yeah, Darius, like, I don’t know, I think, like
538 00:57:53.630 ⇒ 00:57:56.210 Uttam Kumaran: the tough part, whether he doesn’t have experience.
539 00:57:56.450 ⇒ 00:58:00.740 Uttam Kumaran: This is where I I like people who are like are like dude. I’ll figure it out on the job. I’m like.
540 00:58:01.050 ⇒ 00:58:07.939 Uttam Kumaran: very cool, but he does sound very experienced as a product analyst. We can’t throw him into anything. He’s probably someone that we could train up.
541 00:58:10.610 ⇒ 00:58:11.270 Nicolas Sucari: Okay.
542 00:58:13.700 ⇒ 00:58:14.260 Uttam Kumaran: Oh.
543 00:58:16.830 ⇒ 00:58:32.770 Uttam Kumaran: I just don’t want. I just don’t wanna waste. Yeah, let me. I’m gonna keep thinking about Darius. I don’t wanna have Robert Time go to interviewing him. We don’t have a clear like area for him. He’s definitely underqualified to be to come in directly as a data analyst, I think. Is there potential for him to get trained
544 00:58:32.930 ⇒ 00:58:36.239 Uttam Kumaran: to maybe take on the audit process or something, for sure.
545 00:58:39.220 ⇒ 00:58:42.129 Uttam Kumaran: Is that our highest priority? Not really so.
546 00:58:44.720 ⇒ 00:58:46.100 Nicolas Sucari: Yeah, okay, that’s fine.
547 00:58:46.610 ⇒ 00:58:53.010 Nicolas Sucari: And then for the ae role do you have the one that I send Luke simply.
548 00:58:53.630 ⇒ 00:58:54.700 Nicolas Sucari: and prospect.
549 00:58:56.585 ⇒ 00:58:59.620 Uttam Kumaran: Yes, wait. I’m talking to somebody.
550 00:59:00.560 ⇒ 00:59:02.000 Nicolas Sucari: Okay, I have it here.
551 00:59:02.000 ⇒ 00:59:05.650 Uttam Kumaran: Oh, wait! I didn’t wait. I think I I’m talking to somebody about.
552 00:59:06.970 ⇒ 00:59:07.740 Uttam Kumaran: Oh.
553 00:59:09.650 ⇒ 00:59:12.650 Nicolas Sucari: Yeah, it’s Raymond. Okay, okay, you have it there, Raymond.
554 00:59:12.650 ⇒ 00:59:15.330 Uttam Kumaran: Yeah. When am I talking to him about it?
555 00:59:16.070 ⇒ 00:59:18.706 Nicolas Sucari: Oh, I need to. I need to. I need to.
556 00:59:20.610 ⇒ 00:59:23.220 Uttam Kumaran: I need to circle back with him. But yeah, I’m gonna interview him.
557 00:59:24.080 ⇒ 00:59:25.340 Nicolas Sucari: Okay, perfect.
558 00:59:27.390 ⇒ 00:59:34.630 Uttam Kumaran: Okay. So I’ll organize this a little bit better. And then, yeah, I’ll probably make intro to one other. Also, like,
559 00:59:35.990 ⇒ 00:59:40.539 Uttam Kumaran: yeah, I think, Robert, maybe we can discuss about like salary ranges.
560 00:59:40.690 ⇒ 00:59:44.100 Uttam Kumaran: I have a few people on the Ae. Side
561 00:59:44.520 ⇒ 00:59:52.230 Uttam Kumaran: who definitely have, like Ari, for example, definitely has, like probably 1015 h. He’s definitely like at the Ae level.
562 00:59:52.940 ⇒ 00:59:53.860 Uttam Kumaran: But
563 00:59:55.640 ⇒ 00:59:58.830 Uttam Kumaran: I don’t know if there’s some work he can take on. He’d he’d be good
564 01:00:03.560 ⇒ 01:00:06.530 Robert Tseng: Okay. Yeah. I think.
565 01:00:06.530 ⇒ 01:00:08.130 Uttam Kumaran: But probably overqualified.
566 01:00:09.380 ⇒ 01:00:14.039 Robert Tseng: Overqualified is fine. If he, if I can understand his specialty, that’d be helpful.
567 01:00:14.280 ⇒ 01:00:23.829 Robert Tseng: So I’ll give you an example like with the groom buggy situation. Like, yeah, I mean, I I this would be purely working with their exec team. And so I definitely want people who are like
568 01:00:24.260 ⇒ 01:00:26.009 Robert Tseng: real experts at what they’re doing.
569 01:00:26.010 ⇒ 01:00:26.639 Uttam Kumaran: Yeah, yeah.
570 01:00:26.640 ⇒ 01:00:29.960 Robert Tseng: The the exercise is like market research to try to like.
571 01:00:30.010 ⇒ 01:00:47.869 Robert Tseng: build up it’s not just market research, like a market sizing and scenario modeling thing like I I’m I’m bringing. If if we were to get the contract I would probably bring in like my former. Like coworkers like Vp finance level, or whatever, because I need I I would want him to check
572 01:00:47.870 ⇒ 01:01:05.150 Robert Tseng: check the model that we would be building out. So if there, if you have anybody who is just like senior level, but like Super, good at, like something that could be helpful. And like just saying, Hey, we have this person on the bench like this is an expert that we can that we can bring in to help architect. Kind of a solution.
573 01:01:05.528 ⇒ 01:01:13.420 Robert Tseng: We kind of need like this. Mix of like advisor, like Senior Level advisors that we can use to kind of just.
574 01:01:13.470 ⇒ 01:01:21.440 Robert Tseng: you know, build a brain trust with the client. And then we have to have, like some generally competent analysts who can actually go and execute things.
575 01:01:23.310 ⇒ 01:01:23.780 Robert Tseng: Yeah.
576 01:01:23.780 ⇒ 01:01:25.879 Uttam Kumaran: We almost need like a kind of like.
577 01:01:26.930 ⇒ 01:01:31.019 Uttam Kumaran: sure, like, I don’t know how we say like exec level strategy.
578 01:01:31.740 ⇒ 01:01:35.320 Uttam Kumaran: That’s something that like I don’t know. I think probably me.
579 01:01:35.900 ⇒ 01:01:38.460 Uttam Kumaran: It’s me you
580 01:01:40.480 ⇒ 01:01:45.241 Uttam Kumaran: I don’t know. I have friends that could do it, but they’re not interested. They don’t want to do that.
581 01:01:47.050 ⇒ 01:01:47.500 Robert Tseng: Yeah.
582 01:01:47.500 ⇒ 01:01:48.210 Uttam Kumaran: Yeah, this.
583 01:01:48.210 ⇒ 01:01:53.669 Robert Tseng: High billable rate, like they, they might be be willing to do it, you know. So.
584 01:01:53.670 ⇒ 01:01:59.910 Uttam Kumaran: Brian could do this at a high, if I if we, if the money worked for him, he would do it, and
585 01:02:00.170 ⇒ 01:02:03.049 Uttam Kumaran: and he would. He actually wants to do that type of work?
586 01:02:06.210 ⇒ 01:02:12.679 Uttam Kumaran: So, okay, like, yeah. Ari has my background in terms of like, Dbt, snowflake.
587 01:02:12.920 ⇒ 01:02:14.000 Uttam Kumaran: He’s like Dick.
588 01:02:16.000 ⇒ 01:02:20.510 Uttam Kumaran: but in terms of I can ask him if he’s interested in like doing some of these like high level.
589 01:02:22.980 ⇒ 01:02:23.920 Uttam Kumaran: Yeah.
590 01:02:24.980 ⇒ 01:02:25.640 Robert Tseng: Yeah.
591 01:02:27.070 ⇒ 01:02:34.770 Robert Tseng: you know, I imagine, like, this is like a 5 HA week, or less kind of thing. I don’t mind them like, if we’re billing 200, we can give them like 1, 50 or whatever.
592 01:02:37.610 ⇒ 01:02:41.049 Robert Tseng: Because I mean at that. Yeah, at that point, it’s really just. I’m a
593 01:02:42.190 ⇒ 01:02:44.549 Robert Tseng: I mean we we will be billing like another.
594 01:02:44.550 ⇒ 01:02:57.099 Uttam Kumaran: Can you tell me a little bit more about like what? What this like, what those conversations are? Is it more just like sitting with them and explaining like, here’s how you should do, Kpis, like, what can you? Can you walk me through like an example.
595 01:02:57.100 ⇒ 01:03:03.529 Robert Tseng: Yeah, I think he’s a good example. Where, like the kind of few couple of areas that they need, like
596 01:03:03.710 ⇒ 01:03:06.000 Robert Tseng: some help with this like with their
597 01:03:06.535 ⇒ 01:03:09.299 Robert Tseng: but one is on like retention, like
598 01:03:09.520 ⇒ 01:03:22.030 Robert Tseng: from a for a mobile app like they have. They haven’t. They don’t really have much of a paradigm, for like they need like a retention strategy. They need like a lifecycle strategist pretty much. And so I’ve done. I’ve worked with enough apps that, like, I kind of have
599 01:03:22.620 ⇒ 01:03:44.040 Robert Tseng: different views of the of the data, how they can start to look at cohorts for for their users. And then I can. I can advise on like where what priorities they should go after, when they’re trying to build out when when they’re trying to like, build out like a life cycle program, I guess. So that’s like one example. That’s like, very kind of
600 01:03:45.080 ⇒ 01:03:47.592 Robert Tseng: specialized, I guess.
601 01:03:50.400 ⇒ 01:03:56.990 Robert Tseng: But yeah, I think it kind of depends on what the what this you know that that went.
602 01:03:57.407 ⇒ 01:04:11.239 Robert Tseng: We’re we’re at that stage because I had a conversation with the CEO, and through that conversation. She she kind of told me that this was something that was top of mind for her, and so like there was a very clear, like strategic, like
603 01:04:11.850 ⇒ 01:04:22.150 Robert Tseng: thing that she wanted to work on alongside like the the general data work that we’re also doing just like in helping them set up analytics. But I feel like that’s why
604 01:04:22.310 ⇒ 01:04:23.130 Robert Tseng: the
605 01:04:23.480 ⇒ 01:04:31.800 Robert Tseng: well, I think that was why, like they ended up working working with me. Was because they they could they could get both. So I I feel like.
606 01:04:31.910 ⇒ 01:04:35.830 Robert Tseng: especially as our sales messaging starts to resonate more with execs.
607 01:04:36.010 ⇒ 01:04:40.029 Robert Tseng: We want to get close to like what they care about from a strategy, perspective and.
608 01:04:40.030 ⇒ 01:04:40.410 Uttam Kumaran: Totally.
609 01:04:40.410 ⇒ 01:04:41.399 Robert Tseng: We can find
610 01:04:42.230 ⇒ 01:04:56.160 Robert Tseng: senior data. People that like have had experience like really impacting a particular strategic objective for the stakeholder. I think that that’s like that definitely would help us close. So that’s kind of.
611 01:04:56.160 ⇒ 01:05:02.069 Uttam Kumaran: So. So that’s where particularly. There’s this woman, Emily.
612 01:05:02.340 ⇒ 01:05:06.263 Uttam Kumaran: She would be really good at this actually. Let me
613 01:05:09.890 ⇒ 01:05:12.200 Uttam Kumaran: Let me pull up her profile.
614 01:05:12.810 ⇒ 01:05:13.510 Robert Tseng: Yes.
615 01:05:13.860 ⇒ 01:05:23.389 Robert Tseng: while you’re pulling up like. The problem that I saw with Javi is that we were trying to get there, too. But we never got that like level of executive, like
616 01:05:24.791 ⇒ 01:05:39.969 Robert Tseng: alignment on like I don’t. I still don’t know what Justin and is is thinking like we’ve only been working with Aman. Amand doesn’t impact strategy at all like. And so we’re kind of just like kept as like the the data shop, and not so much like the strategic partner that.
617 01:05:39.970 ⇒ 01:05:40.530 Uttam Kumaran: Yes.
618 01:05:40.530 ⇒ 01:05:41.950 Robert Tseng: That we would grow into.
619 01:05:42.930 ⇒ 01:05:53.609 Uttam Kumaran: So this is where actually this person, Emily. Actually, I think I she was way too qual. She’s like way overqualified for me to be like do some like small level shit.
620 01:05:53.850 ⇒ 01:05:57.329 Uttam Kumaran: But I got introduced to her by
621 01:05:59.420 ⇒ 01:06:07.290 Uttam Kumaran: A friend! The original people that are actually working a friend who I met through the original people working on pool parts, the data stuff
622 01:06:07.550 ⇒ 01:06:18.099 Uttam Kumaran: she works at spotify. But I think, she went on, maternity or something. And yeah, she’s like a she leads product insights, for like a particular division, I don’t know. I probably have.
623 01:06:18.536 ⇒ 01:06:19.409 Robert Tseng: Race. Yeah.
624 01:06:19.410 ⇒ 01:06:25.696 Uttam Kumaran: But yeah, she’s like a super super senior, basically, like, yeah, like,
625 01:06:27.250 ⇒ 01:06:31.340 Uttam Kumaran: would be like a Us level in terms of like, how to articulate this sort of stuff.
626 01:06:34.110 ⇒ 01:06:38.200 Uttam Kumaran: Maybe I should circle back and get us get 3 of us on a call.
627 01:06:38.660 ⇒ 01:06:41.460 Uttam Kumaran: because so here’s how I’m thinking about it. One is like
628 01:06:41.820 ⇒ 01:06:45.969 Uttam Kumaran: us. I think us all people and Emily. Maybe we could do some
629 01:06:46.740 ⇒ 01:06:48.639 Uttam Kumaran: hands on stuff. But I’d rather
630 01:06:49.290 ⇒ 01:06:56.900 Uttam Kumaran: like, Do you find, do you find that the focus is becomes like, you have these strategic conversations. And you have to go, actually do data work. Can you split those apart.
631 01:06:57.420 ⇒ 01:07:07.759 Robert Tseng: Yeah, well, that’s the problem I’ve run into on Peep, like I kinda have these conversations, and I try to go back and have. I guess Jay run with it, but then he can’t, because he’s never actually.
632 01:07:07.760 ⇒ 01:07:16.360 Uttam Kumaran: Okay, okay. But that’s but that’s a j problem. That’s that isn’t like, if if you had, if you had someone better than it would have gotten taken care of where you can just get the requirements passed to that person.
633 01:07:16.360 ⇒ 01:07:22.120 Robert Tseng: That’s that’s what I want for Pete to to stabilize. Keep as a client like that would be ideal for me.
634 01:07:22.410 ⇒ 01:07:23.100 Robert Tseng: Yeah.
635 01:07:23.870 ⇒ 01:07:25.120 Uttam Kumaran: So I think, Emily.
636 01:07:25.120 ⇒ 01:07:28.410 Robert Tseng: Would think that Emily would be a person to execute on that, because I feel like she.
637 01:07:28.410 ⇒ 01:07:32.400 Uttam Kumaran: Well, I would. I just wouldn’t want I mean dude. It would be like asking us to like.
638 01:07:32.770 ⇒ 01:07:36.040 Uttam Kumaran: I also do a lot of the work like I’d rather have Emily
639 01:07:36.830 ⇒ 01:07:47.943 Uttam Kumaran: be in our corner thinking about have being able to talk to execs and her time being spent there, because then we can that sort of strat. That’s also, for example, if we land
640 01:07:48.570 ⇒ 01:07:54.760 Uttam Kumaran: if we land ces, that’s what probably part of our work would be that high level strategy.
641 01:07:55.020 ⇒ 01:08:02.559 Uttam Kumaran: That’s the sort of stuff. And then there’s high level strategy. And then there’s implementation. But those people like need to be different, right? Like.
642 01:08:02.560 ⇒ 01:08:02.900 Robert Tseng: Totally.
643 01:08:03.870 ⇒ 01:08:06.539 Uttam Kumaran: There’s and there’s less people at this level
644 01:08:07.840 ⇒ 01:08:11.030 Uttam Kumaran: anecdotally, but also like available for hire.
645 01:08:11.650 ⇒ 01:08:12.200 Robert Tseng: Yeah.
646 01:08:12.590 ⇒ 01:08:14.529 Uttam Kumaran: Who even want to go back and be like
647 01:08:14.720 ⇒ 01:08:17.300 Uttam Kumaran: if I ask them right like like we could all do it. But
648 01:08:17.930 ⇒ 01:08:26.920 Uttam Kumaran: you know so let me, I’m actually gonna circle back with them. We had a great conversation. I was not the right time, and like I didn’t have any sort of strategic work like this.
649 01:08:28.310 ⇒ 01:08:32.500 Uttam Kumaran: But let me call her. I’ll get the 3 of us on the phone, and then
650 01:08:32.729 ⇒ 01:08:37.200 Uttam Kumaran: I can just chat with her again. She was really really great, and she was actually very interested in working for us. So.
651 01:08:37.720 ⇒ 01:08:44.720 Robert Tseng: Okay, cool. Yeah, I I will. The more people that we get like this, like on our bench like that. We can just
652 01:08:45.460 ⇒ 01:08:50.099 Robert Tseng: throw as like advisors or architects along with, like our.
653 01:08:50.319 ⇒ 01:09:01.230 Robert Tseng: which is like, Yeah, work with us. You get the team to execute it. But also, hey, we have, like these 2 people who will be like kind of advisors alongside, like, I think that’s a that’s a compelling
654 01:09:02.029 ⇒ 01:09:04.290 Robert Tseng: that that sweetens the fish, for sure.
655 01:09:14.580 ⇒ 01:09:17.020 Uttam Kumaran: What do you think this role is? Likes?
656 01:09:18.189 ⇒ 01:09:21.259 Robert Tseng: Like an architect level. Yeah, I would say.
657 01:09:26.139 ⇒ 01:09:35.399 Robert Tseng: I know architect usually refers to someone who’s like, you know, chief architect, software engineer, or like infrastructure, or whatever, but kind of like on the data side, too.
658 01:09:37.269 ⇒ 01:09:37.789 Nicolas Sucari: That’s all.
659 01:09:38.090 ⇒ 01:09:39.500 Uttam Kumaran: Data strategy.
660 01:09:39.760 ⇒ 01:09:42.209 Uttam Kumaran: Yeah. Architect, something like that.
661 01:09:42.800 ⇒ 01:09:43.460 Robert Tseng: Yeah.
662 01:10:02.720 ⇒ 01:10:03.730 Uttam Kumaran: Okay, okay?
663 01:10:04.170 ⇒ 01:10:06.780 Uttam Kumaran: And you’re talking to Sahana this week.
664 01:10:07.280 ⇒ 01:10:08.190 Robert Tseng: Yeah. Tomorrow.
665 01:10:08.650 ⇒ 01:10:09.829 Uttam Kumaran: Do you have her? Linkedin.
666 01:10:10.975 ⇒ 01:10:12.130 Robert Tseng: Yeah, I do.
667 01:10:12.850 ⇒ 01:10:13.979 Uttam Kumaran: Or I can probably just.
668 01:10:16.650 ⇒ 01:10:23.729 Robert Tseng: Yeah. So I was gonna put her profile. And then someone else’s profile, like on the notion I wanted to like, get that over to
669 01:10:24.422 ⇒ 01:10:29.129 Robert Tseng: like Erickson’s team. But yeah, I have not not done that.
670 01:10:29.130 ⇒ 01:10:30.649 Uttam Kumaran: No worries. Oh, she’s at calendly.
671 01:10:31.970 ⇒ 01:10:36.060 Robert Tseng: Yeah, she just started there. But I know she I mean Helen. Visa.
672 01:10:36.430 ⇒ 01:10:38.564 Robert Tseng: Yeah, I mean, I I think
673 01:10:39.560 ⇒ 01:10:47.859 Robert Tseng: even just having her for like 10 h, 10 HA week. I think it’d be great. But I ideally we’d find people of her like
674 01:10:47.980 ⇒ 01:10:53.490 Robert Tseng: level that are not working somewhere in between jobs or something, but but.
675 01:10:53.490 ⇒ 01:10:58.883 Uttam Kumaran: No, I mean, that’s gonna be the. So that’s the that’s the thing is like we yeah, I mean, yes.
676 01:11:00.630 ⇒ 01:11:05.019 Uttam Kumaran: So another profile, my friend Jacob. He’s down to work for us, too. Part time.
677 01:11:05.020 ⇒ 01:11:05.540 Robert Tseng: Okay.
678 01:11:05.540 ⇒ 01:11:08.279 Uttam Kumaran: He’s at home depot on the customer intelligence side.
679 01:11:08.997 ⇒ 01:11:12.390 Uttam Kumaran: They’re doing a lot of stuff around retargeting, cohorting.
680 01:11:13.518 ⇒ 01:11:15.589 Uttam Kumaran: But this is the thing where it’s like.
681 01:11:16.820 ⇒ 01:11:20.119 Uttam Kumaran: I think today helped because we had the strategic people.
682 01:11:20.220 ⇒ 01:11:27.610 Uttam Kumaran: And then we have, like the doers. So I want to think about those rules separately and
683 01:11:28.210 ⇒ 01:11:35.500 Uttam Kumaran: find more doers short term, and then also start to think about the high level strategic people.
684 01:11:37.500 ⇒ 01:11:43.320 Uttam Kumaran: I don’t believe he has like the work you. I don’t believe he has experience in amplitude or or mixed panel, though.
685 01:11:43.870 ⇒ 01:11:45.939 Robert Tseng: That’s fine. I don’t. I don’t think that’s necessary.
686 01:11:46.610 ⇒ 01:11:48.609 Uttam Kumaran: Okay, that was gonna be. My other question is like
687 01:11:48.790 ⇒ 01:11:50.649 Uttam Kumaran: any that you don’t think like.
688 01:11:51.400 ⇒ 01:11:54.870 Uttam Kumaran: I mean, I’m still, I think I want to work on the Jd of it, but
689 01:11:55.080 ⇒ 01:11:57.199 Uttam Kumaran: roughly, like technically like
690 01:11:57.360 ⇒ 01:12:03.149 Uttam Kumaran: what is like what’s like the linchpin thing that they need to know like 100 apart from like sequel.
691 01:12:03.350 ⇒ 01:12:06.959 Uttam Kumaran: excel like doing those things fast.
692 01:12:09.040 ⇒ 01:12:12.140 Robert Tseng: Honestly, I feel like that’s Hi.
693 01:12:12.140 ⇒ 01:12:14.949 Uttam Kumaran: Okay, that’s pretty broad.
694 01:12:14.950 ⇒ 01:12:15.350 Robert Tseng: Like, so.
695 01:12:15.350 ⇒ 01:12:16.156 Uttam Kumaran: Hold on!
696 01:12:16.925 ⇒ 01:12:20.580 Robert Tseng: Didn’t send you the product analyst shitty, did I? Huh?
697 01:12:20.980 ⇒ 01:12:21.439 Uttam Kumaran: I would.
698 01:12:21.440 ⇒ 01:12:23.359 Robert Tseng: Yeah, I should. I should send that to you.
699 01:12:25.100 ⇒ 01:12:27.530 Robert Tseng: Okay, yeah, yeah. Sorry I should send this to you.
700 01:12:29.700 ⇒ 01:12:35.993 Robert Tseng: Okay, I haven’t pulled up. I’ll send it to you after call. But yeah, I I gotta go soon. So
701 01:12:36.830 ⇒ 01:12:40.070 Robert Tseng: yeah, we’ll okay. Catch up more later.
702 01:12:40.500 ⇒ 01:12:41.540 Uttam Kumaran: Alright. Okay.
703 01:12:41.540 ⇒ 01:12:42.000 Robert Tseng: Yeah.
704 01:12:42.000 ⇒ 01:12:42.410 Uttam Kumaran: Thanks guys.
705 01:12:42.410 ⇒ 01:12:43.850 Robert Tseng: Okay. Alright. See? You.
706 01:12:43.850 ⇒ 01:12:45.620 Nicolas Sucari: Guys, thank you. Bye-bye.