Meeting Title: Daily Sales Sync Date: 2024-12-30 Meeting participants: Nicolas Sucari, Uttam Kumaran, Robert Tseng, Miguel De Veyra, Connor Fenn
WEBVTT
1 00:00:22.560 ⇒ 00:00:24.010 Connor Fenn: Hey? Can you hear me? Okay.
2 00:00:30.550 ⇒ 00:00:31.530 Connor Fenn: Utah.
3 00:00:42.090 ⇒ 00:00:44.280 Miguel de Veyra: Hey? Guys, morning, morning.
4 00:00:45.490 ⇒ 00:00:46.459 Connor Fenn: Hey! Good morning!
5 00:00:52.900 ⇒ 00:00:53.670 Uttam Kumaran: Hey, guys.
6 00:00:58.700 ⇒ 00:00:59.570 Uttam Kumaran: you know.
7 00:01:19.210 ⇒ 00:01:24.280 Uttam Kumaran: need a new I need a new background for next season. See?
8 00:01:24.770 ⇒ 00:01:26.039 Uttam Kumaran: Lost the team.
9 00:01:33.600 ⇒ 00:01:35.229 Uttam Kumaran: Miguel. You’re working today.
10 00:01:36.650 ⇒ 00:01:38.860 Miguel de Veyra: I haven’t been in meetings for like a while.
11 00:01:39.350 ⇒ 00:01:42.959 Uttam Kumaran: Well, I know you’ve been meeting, but I don’t know. I thought you were. Gonna be out.
12 00:01:44.344 ⇒ 00:01:47.250 Miguel de Veyra: No, no, only for the meetings. I I wasn’t really working.
13 00:01:47.820 ⇒ 00:01:48.610 Uttam Kumaran: Okay.
14 00:01:48.930 ⇒ 00:01:51.670 Miguel de Veyra: Just to keep me updated. You know I’ve been gone for too long.
15 00:01:51.870 ⇒ 00:01:53.950 Uttam Kumaran: I agree. Dude I get I’ll get Fomo.
16 00:01:57.108 ⇒ 00:02:05.131 Uttam Kumaran: I guess I’ll I’ll I’ll wait for a couple more people. But, Miguel, this is Connor. Connor, this is Miguel Miguel,
17 00:02:05.850 ⇒ 00:02:13.789 Uttam Kumaran: is basically leading our AI team on the engineering side. Miguel Connor is starting today on the sales side.
18 00:02:14.570 ⇒ 00:02:21.989 Uttam Kumaran: So basically, everything around sales more or less. So.
19 00:02:23.600 ⇒ 00:02:24.639 Connor Fenn: Nice to meet you.
20 00:02:24.640 ⇒ 00:02:28.270 Miguel de Veyra: Hey, man! Nice to meet you, based on Texas, too.
21 00:02:28.830 ⇒ 00:02:29.790 Connor Fenn: I am. Yep.
22 00:02:29.790 ⇒ 00:02:30.390 Miguel de Veyra: Okay.
23 00:02:30.950 ⇒ 00:02:35.525 Connor Fenn: Oh, Tom and I would used to live in the same building. Actually, that’s how we met.
24 00:02:36.040 ⇒ 00:02:36.810 Uttam Kumaran: Yeah.
25 00:02:45.440 ⇒ 00:02:52.420 Connor Fenn: It’s crazy that actually feels like a different lifetime ago. It was only like a year and a half ago, but it feels so long.
26 00:02:52.420 ⇒ 00:02:54.979 Uttam Kumaran: Dude it’s I mean, it’s almost been like
27 00:02:55.290 ⇒ 00:02:59.149 Uttam Kumaran: in a year. I’ll be coming up on how long I was in New York
28 00:03:00.050 ⇒ 00:03:02.870 Uttam Kumaran: like that I’ve been here, which is crazy because.
29 00:03:02.870 ⇒ 00:03:05.159 Connor Fenn: I’m over 5 years now. Here.
30 00:03:05.160 ⇒ 00:03:06.540 Uttam Kumaran: That’s crazy.
31 00:03:06.540 ⇒ 00:03:12.644 Connor Fenn: It’s the longest place I’ve ever lived, which is, yeah.
32 00:03:13.500 ⇒ 00:03:22.110 Uttam Kumaran: Yeah, I’ve although life has been a lot slower for me here, like I don’t. Maybe I don’t know whether slower is the right word. But
33 00:03:22.490 ⇒ 00:03:25.870 Uttam Kumaran: the day to days have been more even. I feel like.
34 00:03:26.080 ⇒ 00:03:30.789 Uttam Kumaran: and I I do feel on average like way happier in Austin than I did in New York.
35 00:03:30.790 ⇒ 00:03:32.349 Connor Fenn: Like, New York, yeah.
36 00:03:32.350 ⇒ 00:03:37.199 Uttam Kumaran: I felt happy. I felt moments of happiness, and then I felt real moments of like
37 00:03:37.400 ⇒ 00:03:45.949 Uttam Kumaran: fuck this low. It’s like, I gotta go to the grocery store and like, get stuff on my hands. I gotta go do laundry across the street like
38 00:03:46.310 ⇒ 00:03:47.709 Uttam Kumaran: that sort of stuff.
39 00:03:49.220 ⇒ 00:03:53.259 Connor Fenn: I didn’t even think about that like I was fortunate enough to have, like all of that in.
40 00:03:53.260 ⇒ 00:04:00.660 Uttam Kumaran: Yeah, since you live there and stuff like, yeah. And I was like, I had roommates. They never wanted to buy anything.
41 00:04:02.470 ⇒ 00:04:06.779 Uttam Kumaran: But like I was in. I was in like Manhattan, and I was like 21.
42 00:04:06.940 ⇒ 00:04:09.219 Uttam Kumaran: I was like, this is incredible.
43 00:04:09.600 ⇒ 00:04:10.300 Connor Fenn: Yeah.
44 00:04:10.550 ⇒ 00:04:11.350 Uttam Kumaran: So.
45 00:04:14.500 ⇒ 00:04:24.890 Connor Fenn: I feel like that lifestyle. A lot of people work really, really hard in New York. And then they still make it out every single night, almost.
46 00:04:24.890 ⇒ 00:04:28.391 Uttam Kumaran: Oh, I did. Yeah, I did. I would make it out.
47 00:04:29.220 ⇒ 00:04:31.890 Uttam Kumaran: What? What am I going home for, hey? Nico?
48 00:04:32.990 ⇒ 00:04:33.350 Connor Fenn: Yeah. No.
49 00:04:33.350 ⇒ 00:04:34.169 Nicolas Sucari: How are you?
50 00:04:34.370 ⇒ 00:04:37.540 Uttam Kumaran: Yeah, good Nick, are you back home?
51 00:04:38.420 ⇒ 00:04:39.999 Nicolas Sucari: No, no, no! I’m still here.
52 00:04:40.260 ⇒ 00:04:41.329 Uttam Kumaran: Oh, nice!
53 00:04:42.680 ⇒ 00:04:44.040 Connor Fenn: How’s the weather now.
54 00:04:44.650 ⇒ 00:04:51.390 Nicolas Sucari: I mean, otherwise, the weather is nice. Now we are fixing something, but maybe hear some noises. But
55 00:04:52.022 ⇒ 00:04:56.229 Nicolas Sucari: yeah, today is sunny. Yesterday the weekend was really good, too.
56 00:04:57.890 ⇒ 00:04:59.160 Uttam Kumaran: No more rain.
57 00:05:00.750 ⇒ 00:05:02.599 Uttam Kumaran: Nice and I see.
58 00:05:03.106 ⇒ 00:05:09.190 Nicolas Sucari: I’m from. I’m from Buenos Aires, Argentina, but I’m right now in.
59 00:05:09.810 ⇒ 00:05:13.049 Connor Fenn: Very cool, just for vacation or visiting people.
60 00:05:13.320 ⇒ 00:05:19.550 Nicolas Sucari: Just for yeah. The holiday weeks.
61 00:05:20.420 ⇒ 00:05:24.670 Connor Fenn: Sounds like a good time, hey, Robert?
62 00:05:25.640 ⇒ 00:05:26.439 Robert Tseng: Hey, guys.
63 00:05:27.170 ⇒ 00:05:31.630 Uttam Kumaran: Hey? Cool! I guess we’ll just jump into stuff, I think. Nico
64 00:05:32.273 ⇒ 00:05:36.249 Uttam Kumaran: I I think, did. I don’t know if you met Connor yet, but I think we probably
65 00:05:36.440 ⇒ 00:05:41.349 Uttam Kumaran: talked about Connor a bunch of times. Connor is starting on the sales side. Nico.
66 00:05:41.887 ⇒ 00:05:46.149 Uttam Kumaran: sort of is running project management across a number of clients.
67 00:05:46.260 ⇒ 00:05:48.280 Uttam Kumaran: I think I’ll probably arrange.
68 00:05:48.480 ⇒ 00:05:53.420 Uttam Kumaran: you know, each of you guys to meet one on one. But Connor, starting today on the sales side.
69 00:05:53.550 ⇒ 00:05:56.050 Uttam Kumaran: so I guess we’ll just do our usual, and then
70 00:05:56.450 ⇒ 00:05:59.120 Uttam Kumaran: maybe, Connor, I’ll let you do a little bit of a bigger intro
71 00:05:59.270 ⇒ 00:06:02.670 Uttam Kumaran: in the team meeting. But let me just jump in and
72 00:06:03.233 ⇒ 00:06:06.410 Uttam Kumaran: so basically, in this meeting, we just go through
73 00:06:06.630 ⇒ 00:06:09.890 Uttam Kumaran: 2 things. Now, I want to go through active leads.
74 00:06:10.080 ⇒ 00:06:12.440 Uttam Kumaran: And then I want to also go through renewals.
75 00:06:13.153 ⇒ 00:06:21.966 Uttam Kumaran: So let’s just talk about active leads. I guess let’s start from the bottom, because this will be
76 00:06:23.130 ⇒ 00:06:30.109 Uttam Kumaran: probably rougher Televiro health. I haven’t heard from Hpi. I haven’t heard a thing from. I’m just gonna
77 00:06:30.840 ⇒ 00:06:35.530 Uttam Kumaran: I’m gonna send one more message today, and then, if not, I’m gonna I’m gonna knock this back
78 00:06:39.850 ⇒ 00:06:41.403 Uttam Kumaran: Ergo, AI
79 00:06:43.460 ⇒ 00:06:45.729 Uttam Kumaran: Do they end up signing Robert.
80 00:06:46.310 ⇒ 00:06:51.570 Robert Tseng: I think it’s I mean it’s not. It’s not a 1 yet. So I just I think they’re still off, or whatever so.
81 00:06:51.570 ⇒ 00:06:56.120 Uttam Kumaran: Okay, okay, cool. Clever.
82 00:06:57.550 ⇒ 00:07:09.989 Uttam Kumaran: I haven’t heard back from, I can I? I needed to do this. I have not done this. So I’ll do this. Yeah, sasholic. I’m gonna send a response today. They said they needed a little bit more time.
83 00:07:10.130 ⇒ 00:07:15.449 Uttam Kumaran: So basically, all these are on me, which is great. So I will close this off today.
84 00:07:17.310 ⇒ 00:07:22.780 Uttam Kumaran: Groom, buggy rps, I assume it’s it’s just like coming back since last week, right? Probably.
85 00:07:22.780 ⇒ 00:07:37.249 Robert Tseng: Yeah, I mean, sent messages both to both of them before. Went off for the holidays. Rps said. They’re close until New year and respond, but I’m assuming similar similar thing. So just kind of leave it there for another week.
86 00:07:37.960 ⇒ 00:07:41.979 Uttam Kumaran: Okay. For Stack Blitz. I owe the proposal.
87 00:07:43.510 ⇒ 00:07:45.849 Uttam Kumaran: Basically. One thing that we.
88 00:07:46.040 ⇒ 00:07:50.129 Uttam Kumaran: me and Nico went through Robert is now that we have sort of like.
89 00:07:50.430 ⇒ 00:07:55.730 Uttam Kumaran: I have a good picture of, like the financials. I was basically like backing that into
90 00:07:55.960 ⇒ 00:08:00.820 Uttam Kumaran: if we were to charge 25 k, basically like, what do people get
91 00:08:01.419 ⇒ 00:08:04.920 Uttam Kumaran: and roughly like if they if they’re gonna do
92 00:08:06.505 ⇒ 00:08:08.445 Uttam Kumaran: If if people do
93 00:08:09.350 ⇒ 00:08:12.600 Uttam Kumaran: like, let’s say people go for the the 25 k.
94 00:08:13.534 ⇒ 00:08:17.299 Uttam Kumaran: Rate, it kind of gets us to.
95 00:08:17.740 ⇒ 00:08:19.960 Uttam Kumaran: Where did I have this?
96 00:08:22.861 ⇒ 00:08:35.720 Uttam Kumaran: Yeah. So if they, if they, if if you will get 25 K package, they basically get like a data analyst for 20 to 25 HA week and an ae for 10 to 15 HA week
97 00:08:35.870 ⇒ 00:08:41.719 Uttam Kumaran: that roughly gets us to like cost of goods sold of like 50%
98 00:08:42.454 ⇒ 00:08:50.979 Uttam Kumaran: for the for a 15 K package basically boils down to like 10 to 15 h of a da, and then 5 to 10 h for an ae.
99 00:08:52.200 ⇒ 00:09:00.819 Uttam Kumaran: that’s like again, I took the 15 K. And 25 K. As just like the 2 package prices and back. That in. That seems about accurate
100 00:09:01.670 ⇒ 00:09:14.329 Uttam Kumaran: in my mind. Right? I guess we could talk a little bit about how you think things are going to look for Eden, but I may pitch the I may pitch stack Blitz 25 KI may tell them like, here’s basically the breakdown. Of course, like
101 00:09:14.950 ⇒ 00:09:20.516 Uttam Kumaran: the one thing that I want to talk a little bit more of like what people get in terms of like strategy.
102 00:09:20.940 ⇒ 00:09:31.359 Uttam Kumaran: and I really do. We didn’t account for any sort of Pm in that, but basically want to start just by looking at the engineering resources, and then I do think we’ll probably make available
103 00:09:31.570 ⇒ 00:09:34.370 Uttam Kumaran: like some time on the strategy side as well.
104 00:09:34.510 ⇒ 00:09:37.969 Uttam Kumaran: But I’m gonna pitch them on 25 K.
105 00:09:39.460 ⇒ 00:09:40.110 Robert Tseng: Got it.
106 00:09:40.280 ⇒ 00:09:45.530 Robert Tseng: Yeah, I mean, even with the Eden thing. I’m gonna hop off on a call with them in 5 min. But like I feel like.
107 00:09:46.550 ⇒ 00:10:04.500 Robert Tseng: still like getting people to like understand that full package. I think there was still some miscommunication. I think this is just like, expected. So yeah, like, I’m trying to like, bring in like Nico. And I guess maybe one other analyst in the next week or 2. And
108 00:10:04.500 ⇒ 00:10:17.629 Robert Tseng: I think they were just like, Oh, I thought it was just gonna be you like on the whatever like, all communication was just gonna be through you and I mean, we’ve we’ve talked to this before. I think it just took I mean.
109 00:10:18.330 ⇒ 00:10:33.130 Uttam Kumaran: Yeah, we’ll just like, make it crystal clear. Basically, I think what what will happen is kind of what we talked about, where me, you or another person, Senior will be like leading sort of strategy. And then it’s like we come in. We do that. And then it’s like we have an implementation team.
110 00:10:34.310 ⇒ 00:10:34.910 Robert Tseng: Yeah.
111 00:10:35.570 ⇒ 00:10:37.244 Uttam Kumaran: Okay, cool. So I’m gonna pitch them on that.
112 00:10:38.170 ⇒ 00:10:40.081 Uttam Kumaran: And we’re gonna see?
113 00:10:41.380 ⇒ 00:10:46.179 Uttam Kumaran: So I’m gonna put this together. ABC, home. Okay, we’re still waiting to meet next week.
114 00:10:46.795 ⇒ 00:10:53.110 Uttam Kumaran: Roar! I guess I’m I’m gonna chat with the AI team today to figure out whether this can move forward.
115 00:10:56.040 ⇒ 00:10:59.430 Uttam Kumaran: Batch and grab. I guess this is we’re gonna look at q 1.
116 00:10:59.920 ⇒ 00:11:02.060 Uttam Kumaran: That’s we’re gonna wait for a bit right.
117 00:11:02.250 ⇒ 00:11:03.520 Robert Tseng: Yeah, okay.
118 00:11:05.720 ⇒ 00:11:12.809 Uttam Kumaran: cool. I’m meeting with these guys today. This is a big account. They not only have a lot of money.
119 00:11:13.170 ⇒ 00:11:16.419 Uttam Kumaran: I’m very surprised they like came to me, and we’re like.
120 00:11:17.100 ⇒ 00:11:18.982 Uttam Kumaran: we don’t know what we’re doing.
121 00:11:19.710 ⇒ 00:11:25.650 Uttam Kumaran: so I don’t know. I feel like this could be probably similar similar level to stack Blitz.
122 00:11:25.780 ⇒ 00:11:31.030 Uttam Kumaran: Basically, he was like, we’re gonna set up Bi, they’re thinking about setting up Zenlytic
123 00:11:31.290 ⇒ 00:11:35.280 Uttam Kumaran: because a mutual friend of ours runs sales as analytic.
124 00:11:35.973 ⇒ 00:11:36.680 Robert Tseng: Really. Okay.
125 00:11:36.680 ⇒ 00:11:41.009 Robert Tseng: Yeah. A friend, a friend of mine runs, and I know the 2 guys there through Clint.
126 00:11:41.730 ⇒ 00:11:47.479 Uttam Kumaran: I wanna make sure we’re making the most out of our data from all the different products and getting the right places and tables and stuff like that.
127 00:11:48.160 ⇒ 00:11:54.965 Uttam Kumaran: So I think this is another place where I’m going to be like at minimum, you should take us for strategy, and then we can also do the implementation.
128 00:11:55.200 ⇒ 00:11:55.830 Robert Tseng: Yeah.
129 00:11:56.000 ⇒ 00:11:57.660 Uttam Kumaran: I think I’ll talk a little bit more about
130 00:11:58.610 ⇒ 00:12:08.170 Uttam Kumaran: I I was like reading a little bit about this like strategy. 1st approach that I think I sent you some notes on that. But yeah, so I think this should be good. I’m gonna do this today, and this will be more discovery.
131 00:12:10.500 ⇒ 00:12:11.320 Uttam Kumaran: Cool.
132 00:12:11.480 ⇒ 00:12:13.554 Uttam Kumaran: So in terms of renewals,
133 00:12:15.180 ⇒ 00:12:20.909 Uttam Kumaran: vitaco, I’m gonna send today the whatever the the
134 00:12:21.210 ⇒ 00:12:27.299 Uttam Kumaran: basically, I’m gonna get the price from the AI team today and then send the plus 20%. And then Javi, it looked. It looked like.
135 00:12:27.830 ⇒ 00:12:28.840 Uttam Kumaran: we’re good.
136 00:12:30.254 ⇒ 00:12:38.220 Robert Tseng: I I mean, I think we we did everything that we said we needed to do with them on. I don’t know if they I mean the balls in there, for at this point.
137 00:12:38.220 ⇒ 00:12:43.070 Uttam Kumaran: Okay, okay, okay. So still, not see? I saw your message today. I was like, Okay, maybe they gave the thumbs.
138 00:12:43.600 ⇒ 00:12:48.559 Robert Tseng: Yeah, yeah, no, it’s not. No, nothing is signed yet. But I mean, yeah.
139 00:12:49.210 ⇒ 00:12:50.050 Uttam Kumaran: Okay, cool.
140 00:12:52.150 ⇒ 00:12:58.369 Uttam Kumaran: So we have 2 min left. I guess we can. I? Maybe we can spend a little bit of time in the team meeting, talking about
141 00:12:58.470 ⇒ 00:13:00.279 Uttam Kumaran: the other 2 active clients.
142 00:13:02.180 ⇒ 00:13:06.570 Uttam Kumaran: But anything else we wanted to chat about today.
143 00:13:09.420 ⇒ 00:13:17.900 Connor Fenn: I just have a question on all these. Are you planning to kind of fill in more details on like what’s going on? Or is.
144 00:13:18.600 ⇒ 00:13:21.979 Uttam Kumaran: Yeah, if you go into each of these you’ll see like.
145 00:13:21.990 ⇒ 00:13:26.159 Connor Fenn: Stuff, but most of it had like like that one. For example. It’s like.
146 00:13:26.820 ⇒ 00:13:39.759 Uttam Kumaran: Yeah. So one is some of these, we do have to get a little bit better at filling out. Although most of this information is already in one of the properties. I think the biggest thing we’ll probably get better at is like
147 00:13:39.970 ⇒ 00:13:42.260 Uttam Kumaran: filling out these discovery call notes.
148 00:13:42.420 ⇒ 00:13:47.119 Uttam Kumaran: but I’m going to change this template of it. Because the status updates, we’re not using this anymore.
149 00:13:47.220 ⇒ 00:13:52.249 Uttam Kumaran: really not using this and just notes, we’re probably using the most out of everything.
150 00:13:52.716 ⇒ 00:13:59.640 Uttam Kumaran: So I can go in here. I would say most of the stuff should have at least the meeting notes which should give you enough context.
151 00:14:01.430 ⇒ 00:14:03.289 Uttam Kumaran: and then kind of the
152 00:14:03.460 ⇒ 00:14:06.659 Uttam Kumaran: in this meeting we talk about these almost like every day. So
153 00:14:06.970 ⇒ 00:14:11.510 Uttam Kumaran: I think you’ll kind of get a sense of that, and then we can spend some time going through it later today.
154 00:14:13.760 ⇒ 00:14:15.080 Connor Fenn: No worries, thanks.
155 00:14:16.460 ⇒ 00:14:17.389 Uttam Kumaran: Okay, cool.
156 00:14:17.700 ⇒ 00:14:26.219 Uttam Kumaran: Alright. Let’s hop into the next meeting. I’m gonna I’ll take on these items. And then yep.
157 00:14:26.220 ⇒ 00:14:31.650 Robert Tseng: Yeah, I’ll probably be late. I need to jump to talk to Eden now. But yeah, okay, okay.
158 00:14:31.650 ⇒ 00:14:32.200 Nicolas Sucari: Thanks.
159 00:14:32.430 ⇒ 00:14:32.820 Uttam Kumaran: Cool.
160 00:14:33.210 ⇒ 00:14:33.570 Robert Tseng: Yeah.
161 00:14:33.570 ⇒ 00:14:35.769 Nicolas Sucari: See, you guys, bye, bye.