Meeting Title: Daily Sales Sync Date: 2025-01-07 Meeting participants: Connor Fenn, Robert Tseng, Uttam Kumaran
WEBVTT
1 00:05:48.910 ⇒ 00:05:50.040 Uttam Kumaran: Hated.
2 00:05:52.360 ⇒ 00:05:52.805 Connor Fenn: Hey!
3 00:05:56.960 ⇒ 00:05:58.070 Connor Fenn: How are we.
4 00:05:59.230 ⇒ 00:06:00.520 Uttam Kumaran: Good.
5 00:06:01.710 ⇒ 00:06:05.340 Connor Fenn: Dude. I just made a fire breakfast right.
6 00:06:06.022 ⇒ 00:06:07.290 Uttam Kumaran: What you make.
7 00:06:07.810 ⇒ 00:06:11.609 Connor Fenn: I don’t know what it was I like woke up, and I just felt inspired.
8 00:06:11.890 ⇒ 00:06:20.986 Connor Fenn: So like I just made like a really good omelet, with like some Shreddar cheese, spinach tomatoes, a little bit ham, smack.
9 00:06:22.133 ⇒ 00:06:22.866 Uttam Kumaran: Okay.
10 00:06:27.010 ⇒ 00:06:28.290 Uttam Kumaran: Nice.
11 00:06:35.890 ⇒ 00:06:37.170 Connor Fenn: Where’s Robert? Up.
12 00:06:45.160 ⇒ 00:06:46.790 Uttam Kumaran: let me sing in.
13 00:08:02.200 ⇒ 00:08:09.480 Uttam Kumaran: Okay, I guess we can go. I just made a few changes.
14 00:08:10.190 ⇒ 00:08:19.200 Uttam Kumaran: First, st I I added, fan steak and I added, Sunrise.
15 00:08:20.282 ⇒ 00:08:23.449 Uttam Kumaran: I’m talking to Sunrise on the 10.th
16 00:08:23.680 ⇒ 00:08:25.450 Uttam Kumaran: They’re similar to Eden
17 00:08:28.080 ⇒ 00:08:37.159 Uttam Kumaran: And then the Laravel proposal went out, and the
18 00:08:38.830 ⇒ 00:08:48.510 Uttam Kumaran: stack Blitz proposal. I’m going to hear back on Friday sasaholic. I’m gonna follow up today. I’ll basically either follow up and
19 00:08:48.700 ⇒ 00:08:53.969 Uttam Kumaran: they don’t get back to me. I’m gonna just next these which sucks, but
20 00:08:54.150 ⇒ 00:09:01.620 Uttam Kumaran: especially the Sasaholic. We they spend a fucking lot of time on that urban stem some
21 00:09:02.410 ⇒ 00:09:04.629 Uttam Kumaran: Robert’s working on. Oh, hey, guys! Here.
22 00:09:04.630 ⇒ 00:09:05.250 Robert Tseng: Yeah.
23 00:09:09.525 ⇒ 00:09:15.510 Uttam Kumaran: Let me know if you if you want me to tag in on that whenever.
24 00:09:16.020 ⇒ 00:09:18.780 Robert Tseng: Yeah, I’m I. I didn’t finish it yet. I need to.
25 00:09:19.220 ⇒ 00:09:22.289 Robert Tseng: I have to finish it hopefully. Early afternoon.
26 00:09:22.490 ⇒ 00:09:23.350 Uttam Kumaran: Okay.
27 00:09:24.430 ⇒ 00:09:32.729 Uttam Kumaran: The next meeting for ABC home is on Thursday. We have one more base. We’re we’re making one more change to the AI model.
28 00:09:36.340 ⇒ 00:09:44.250 Uttam Kumaran: One more change to AI model. And basically gonna get to the proposal stage by Thursday.
29 00:09:44.870 ⇒ 00:09:50.930 Uttam Kumaran: Let’s see, this is the if this doesn’t work. It was not a huge waste of time, but
30 00:09:51.430 ⇒ 00:09:58.385 Uttam Kumaran: we got a lot out of it. But I will be. I will not be happy. Cvre
31 00:10:00.290 ⇒ 00:10:03.243 Uttam Kumaran: I guess. Let’s keep to the end. We can talk about that.
32 00:10:04.840 ⇒ 00:10:16.829 Uttam Kumaran: I just gave the updates on Fan stake sunrise. I’m talking to Sunrise on Friday. Robert. Basically the Eden competitor. So maybe I’ll chat with you on Thursday.
33 00:10:19.550 ⇒ 00:10:21.230 Uttam Kumaran: Or let me see when it is.
34 00:10:22.070 ⇒ 00:10:32.130 Uttam Kumaran: or maybe let’s chat. Let’s chat Friday morning. I just wanna see if you have like. After working with Eden for 2 weeks, you can give me like any sort of meet for that call.
35 00:10:32.290 ⇒ 00:10:33.410 Robert Tseng: Okay.
36 00:10:33.760 ⇒ 00:10:37.300 Uttam Kumaran: But they may, they may or may not be a different model. I’m not sure so
37 00:10:40.040 ⇒ 00:10:44.160 Uttam Kumaran: cool. And then, Connor, you’re still waiting on the meeting for 3 c.
38 00:10:45.260 ⇒ 00:10:58.169 Connor Fenn: Yeah, I sent him an email. He like responded to me and gave me his email to set up a meeting. And then I sent Wednesday and Thursday, and he didn’t get back to me. So I’m just gonna give it a few days and then follow up with him. If I don’t.
39 00:10:58.170 ⇒ 00:10:59.430 Uttam Kumaran: Yeah. Okay.
40 00:11:03.220 ⇒ 00:11:10.080 Connor Fenn: And then Birch tip is set for Wednesday. We’re all set for that one. I put some stuff in notion just for you to think about.
41 00:11:12.140 ⇒ 00:11:12.710 Uttam Kumaran: Great.
42 00:11:12.960 ⇒ 00:11:15.393 Connor Fenn: That will be pretty casual.
43 00:11:16.620 ⇒ 00:11:19.939 Connor Fenn: And then I had a few questions on some of the
44 00:11:23.240 ⇒ 00:11:25.560 Connor Fenn: like pre-qual.
45 00:11:26.760 ⇒ 00:11:27.490 Uttam Kumaran: Yeah.
46 00:11:27.680 ⇒ 00:11:34.710 Connor Fenn: I was curious. If you guys could give me any insight into like pretty much these top 5,
47 00:11:35.020 ⇒ 00:11:38.789 Connor Fenn: I know, like one of them is like your cousin’s company, or something.
48 00:11:38.900 ⇒ 00:11:42.219 Connor Fenn: But like, are these people I could reach out to.
49 00:11:43.627 ⇒ 00:11:45.119 Uttam Kumaran: Yeah, I guess.
50 00:11:46.220 ⇒ 00:11:47.589 Uttam Kumaran: Let’s see.
51 00:11:49.180 ⇒ 00:11:56.660 Connor Fenn: And then we also have a duplicate of urban stems down here that I just didn’t want to mess with, because I don’t know what you guys want to keep and what you don’t.
52 00:11:56.920 ⇒ 00:12:00.719 Uttam Kumaran: Yeah, I actually think that urban stems has a lot
53 00:12:01.090 ⇒ 00:12:08.219 Uttam Kumaran: of info. So I’m just gonna put it at the bottom and then next the other one.
54 00:12:09.453 ⇒ 00:12:11.720 Uttam Kumaran: Let me delete this one.
55 00:12:17.380 ⇒ 00:12:21.329 Uttam Kumaran: Yeah, I can re-engage with. Hph!
56 00:12:22.310 ⇒ 00:12:39.409 Uttam Kumaran: They’re not ready yet. Broad biotech. I can reach out this one. My my family friend runs like a huge pharmaceutical company in India. They were one of the big. He’s like the head of Hr. There there. And he was basically CEO. They’re one of the biggest.
57 00:12:39.790 ⇒ 00:12:45.249 Uttam Kumaran: like benefactors from Covid, like they were one of the prime. They’re basically like the Pfizer equivalent.
58 00:12:45.780 ⇒ 00:12:55.069 Uttam Kumaran: or like the modern equivalent, I guess, in terms of like new to the scene. There’s like they were one of like 2 companies that basically manufactured the vaccine
59 00:12:55.525 ⇒ 00:13:02.860 Uttam Kumaran: I can reengage. I just I would. If you want to take this, then I would love for you to do some research, because
60 00:13:02.960 ⇒ 00:13:06.989 Uttam Kumaran: on like kind of like what they are. And yeah, let’s let’s call them again. I don’t mind.
61 00:13:07.460 ⇒ 00:13:10.820 Connor Fenn: So the wait. You’re saying this was Spot tango, or the one I just.
62 00:13:11.355 ⇒ 00:13:11.890 Uttam Kumaran: Biotech.
63 00:13:13.340 ⇒ 00:13:16.080 Connor Fenn: Okay, broad biotech, okay, yeah.
64 00:13:16.080 ⇒ 00:13:16.660 Uttam Kumaran: Yeah.
65 00:13:18.160 ⇒ 00:13:23.559 Connor Fenn: And then what about the craft? Swift transportation spot tango.
66 00:13:24.010 ⇒ 00:13:24.990 Uttam Kumaran: Craft.
67 00:13:25.260 ⇒ 00:13:31.400 Uttam Kumaran: I let me follow up with craft.
68 00:13:31.700 ⇒ 00:13:32.360 Connor Fenn: Okay.
69 00:13:34.900 ⇒ 00:13:47.969 Uttam Kumaran: I’ll put, I’ll move it in. I this is some. This is a guy who actually, I, he basically was interested in working for us kind of. And then he was like, Hey, my friend, runs this private, my friends, a data person’s private jet company.
70 00:13:48.400 ⇒ 00:13:50.350 Uttam Kumaran: And you guys should go look
71 00:13:50.860 ⇒ 00:13:56.220 Uttam Kumaran: at private jet companies for data stuff. But also let me see if I can get an intro.
72 00:13:56.420 ⇒ 00:14:04.320 Connor Fenn: Yeah, like that that we would be interested in. Why, they that would be a good one, like a good kind of client for us.
73 00:14:04.320 ⇒ 00:14:07.619 Uttam Kumaran: I don’t know. I have to. We have to kind of suss it out.
74 00:14:07.975 ⇒ 00:14:12.300 Uttam Kumaran: So I’m gonna see? I’ll let me let me follow up with him and see if we can get a meeting.
75 00:14:14.860 ⇒ 00:14:19.870 Uttam Kumaran: if it’s at minimum, just to learn like, what about the industry and see whether there’s any way we can get in.
76 00:14:20.150 ⇒ 00:14:20.710 Connor Fenn: Okay.
77 00:14:23.340 ⇒ 00:14:28.940 Uttam Kumaran: Swift, did I? Add Swift. I’ll have to go find out what?
78 00:14:29.450 ⇒ 00:14:32.170 Uttam Kumaran: Where Swift and Spot and Tango came from.
79 00:14:32.740 ⇒ 00:14:34.059 Uttam Kumaran: Not exactly sure.
80 00:14:34.610 ⇒ 00:14:38.249 Connor Fenn: Okay, I’m gonna throw those back into just leads. Then if that.
81 00:14:39.140 ⇒ 00:14:39.940 Uttam Kumaran: Okay.
82 00:14:45.020 ⇒ 00:14:46.530 Connor Fenn: Boot, time.
83 00:14:49.840 ⇒ 00:14:52.859 Uttam Kumaran: I’ll yeah, just I’ll
84 00:14:53.560 ⇒ 00:14:57.530 Uttam Kumaran: in the status you can just put like that. I will start a thread
85 00:14:58.510 ⇒ 00:14:59.869 Uttam Kumaran: needs to give him a call back.
86 00:15:00.250 ⇒ 00:15:01.849 Connor Fenn: Anytime we’ll give him a call back.
87 00:15:02.200 ⇒ 00:15:03.070 Uttam Kumaran: Yeah.
88 00:15:06.120 ⇒ 00:15:14.700 Uttam Kumaran: this is good. This is good motivation, because that’s a, it’s a really big company. But let’s see, we have a couple more like sort of healthcare stuff. Maybe.
89 00:15:15.250 ⇒ 00:15:17.920 Connor Fenn: So what about brilliant earth?
90 00:15:19.450 ⇒ 00:15:21.650 Uttam Kumaran: This is from you. Right, Robert.
91 00:15:21.840 ⇒ 00:15:25.919 Robert Tseng: Yeah, I don’t. I don’t have any. Follow up on that.
92 00:15:26.650 ⇒ 00:15:28.690 Uttam Kumaran: Okay, let’s just move it back to Lee’s. Then.
93 00:15:29.020 ⇒ 00:15:29.560 Robert Tseng: Yeah.
94 00:15:32.330 ⇒ 00:15:35.660 Connor Fenn: Did you try to make an initial connection or.
95 00:15:37.112 ⇒ 00:15:42.290 Robert Tseng: Yeah, I I know the kind of analytics there, but I haven’t. I haven’t reached out to him yet.
96 00:15:42.820 ⇒ 00:15:44.340 Connor Fenn: Okay, okay.
97 00:15:46.560 ⇒ 00:15:53.199 Connor Fenn: What? I saw these law offices of Daniel. And then Vinyl, Vc. Who put these in there?
98 00:15:53.920 ⇒ 00:15:55.119 Uttam Kumaran: Where is that?
99 00:15:55.360 ⇒ 00:15:56.760 Connor Fenn: The new leads.
100 00:15:57.700 ⇒ 00:16:03.539 Uttam Kumaran: Oh, yeah. So we’re finalizing. Basically, our Robert sent a thing about finalizing the legal
101 00:16:03.740 ⇒ 00:16:10.340 Uttam Kumaran: sort of like strategy. I wanted to review that and sort of finalize that before we.
102 00:16:10.840 ⇒ 00:16:20.269 Robert Tseng: Yeah, one of the campaigns is ready. So we can review for the one on on Daniel. I already reached out to him. He, he! Yeah, I have a
103 00:16:20.400 ⇒ 00:16:23.470 Robert Tseng: I’m in touch with like their Hr person, whatever. But.
104 00:16:23.740 ⇒ 00:16:26.680 Uttam Kumaran: Okay, then let’s just I’m just gonna move it to the, to the front. Then.
105 00:16:26.900 ⇒ 00:16:27.540 Robert Tseng: Okay.
106 00:16:31.320 ⇒ 00:16:34.379 Uttam Kumaran: And then, yeah, let’s do some meeting this week on legal.
107 00:16:36.480 ⇒ 00:16:38.359 Uttam Kumaran: I’m just gonna put something on.
108 00:16:44.430 ⇒ 00:16:45.080 Connor Fenn: And
109 00:16:50.790 ⇒ 00:17:06.739 Connor Fenn: okay. And then, Robert, I don’t know if you saw my message and I think it was sales leads yesterday. I just had asked about this mission in Airbnb. There’s 2 contacts in here. I just like scoped them out on Linkedin real quick. But there was no context.
110 00:17:07.265 ⇒ 00:17:07.640 Robert Tseng: Tab?
111 00:17:07.858 ⇒ 00:17:11.569 Robert Tseng: Yeah, I mean no. I reached out to them for the holidays, but I haven’t heard back.
112 00:17:14.349 ⇒ 00:17:14.929 Connor Fenn: Sure.
113 00:17:16.000 ⇒ 00:17:19.189 Uttam Kumaran: For these. What do you want? Should we just maybe just leave that in the status.
114 00:17:19.510 ⇒ 00:17:22.960 Uttam Kumaran: Connor like for both of these that we reached out.
115 00:17:23.359 ⇒ 00:17:24.800 Connor Fenn: And haven’t heard back.
116 00:17:25.400 ⇒ 00:17:31.169 Uttam Kumaran: And then reached out like late 24, and haven’t heard back.
117 00:17:34.360 ⇒ 00:17:37.460 Connor Fenn: Yeah, I mean with this, it’s kind of.
118 00:17:38.360 ⇒ 00:17:41.659 Connor Fenn: And then we brilliant earth. We did, or we did not reach out.
119 00:17:44.827 ⇒ 00:17:46.170 Robert Tseng: Same same status.
120 00:17:56.730 ⇒ 00:18:03.140 Connor Fenn: I can add that into these 2 I just put that right here in the comments.
121 00:18:06.020 ⇒ 00:18:06.680 Uttam Kumaran: Okay.
122 00:18:21.495 ⇒ 00:18:24.949 Connor Fenn: Alright. You wanna talk about Cba.
123 00:18:25.170 ⇒ 00:18:28.270 Uttam Kumaran: Yes. Probably. Yeah.
124 00:18:29.639 ⇒ 00:18:30.060 Robert Tseng: Yeah.
125 00:18:30.600 ⇒ 00:18:37.909 Uttam Kumaran: Okay, cool? Yeah. So I guess I’ll give
126 00:18:38.498 ⇒ 00:18:45.820 Uttam Kumaran: a little bit overview. So we talked to them, basically, they want they want sort of like our clay setup.
127 00:18:47.730 ⇒ 00:18:51.120 Uttam Kumaran: And I was like, cool. And
128 00:18:51.870 ⇒ 00:19:01.900 Uttam Kumaran: they asked about pricing. I said, Look, we need to do initial, basically audit to get basically all of your requirements. That’s we usually do 5 K for that. It’s like 2 weeks. And then
129 00:19:02.453 ⇒ 00:19:07.949 Uttam Kumaran: he was like, Can you? These guys are like these guys are tenant brokers. So basically
130 00:19:08.260 ⇒ 00:19:23.269 Uttam Kumaran: salespeople. So they’re like, they’re pretty good at just trying to suss out like what the deal is. The nice thing is, they got burned by upwork. So we have a leg up there. And we showed them 2 demos. They like the demos. I think they like us.
131 00:19:23.390 ⇒ 00:19:34.110 Uttam Kumaran: We have some background real estate. So that was good. Basically, they were like, give us a sense of like what this is going to cost. I’m like I can’t really do that. They’re like, I know. But like, if you were to ballpark it, I was like
132 00:19:34.600 ⇒ 00:19:41.260 Uttam Kumaran: for the year, it’ll be like 50 K. He’s like, is it? Gonna be a hundred K, is it gonna be 50? I was like, it’ll be 50 K. Or less for the year
133 00:19:41.580 ⇒ 00:19:47.210 Uttam Kumaran: at the end of the call. He’s like, look, that’s a little bit above our budget. However, thinking back the way he said it.
134 00:19:47.360 ⇒ 00:19:52.990 Uttam Kumaran: he wasn’t really like. He didn’t gawk at a number when I said it. Instead. I think he was like.
135 00:19:53.280 ⇒ 00:20:22.890 Uttam Kumaran: maybe he’s just trying to negotiate, which is fine. Either way. I’ll give my perspective one like, of course, I want to make money on this one second. We I I talked to Ericsson like probably right when he started. And I was like, Hey, I’m gonna start selling basically what you do for us. And can you want to come and like like, basically work with us to fulfill that. And he was like, sure. So this is probably the 1st one where we’re getting towards like the end of that where we make a proposal.
136 00:20:23.610 ⇒ 00:20:31.330 Uttam Kumaran: so I I talked to him and basically got an estimate from him on what it would take to do this. He basically said he can do this for 2,500 a month
137 00:20:31.540 ⇒ 00:20:36.319 Uttam Kumaran: instead of charging this on an outcome basis because their lead volume is kind of low.
138 00:20:36.620 ⇒ 00:20:39.449 Uttam Kumaran: I instead was like, Hey, you could just use our platform
139 00:20:39.770 ⇒ 00:20:44.290 Uttam Kumaran: for X amount. I think the debate right now is what that pricing is.
140 00:20:44.729 ⇒ 00:20:48.229 Uttam Kumaran: Erickson said he could fulfill this for like 2,500 a month.
141 00:20:50.180 ⇒ 00:20:53.870 Uttam Kumaran: If we double that, then it’s 5 k.
142 00:20:54.360 ⇒ 00:21:08.999 Uttam Kumaran: I guess I’ll let I think I I like this discussion because I want Connor to kind of take the other side on pricing and talk about like kind of strategically, where Cbr fits into our whole strategy. And then let’s make a decision, Connor, and like what what number we want to send them.
143 00:21:10.200 ⇒ 00:21:19.750 Connor Fenn: Yeah. So the only thing that I’m thinking about with 5 k, that could just be an issue is that comes in higher than our 50 K estimate, to begin with, which
144 00:21:20.110 ⇒ 00:21:22.660 Connor Fenn: you know, we were gonna try to work with them on.
145 00:21:22.920 ⇒ 00:21:29.670 Connor Fenn: But I think if we were able to make something work around like 4 k.
146 00:21:30.539 ⇒ 00:21:36.649 Connor Fenn: and like baked in an agreement for a longer period of time.
147 00:21:36.890 ⇒ 00:21:40.239 Connor Fenn: it would be something that would be interesting to them because
148 00:21:40.782 ⇒ 00:21:57.709 Connor Fenn: I, Robert, I was telling Utam this yesterday is like a lot of the prospecting tools that these, like brokers are using is are like pitch books zoom info. Things like that are equivalent, and those licenses are just as expensive
149 00:21:58.010 ⇒ 00:22:05.490 Connor Fenn: as what this is, with not nearly as customizable. So I was thinking we potentially
150 00:22:05.720 ⇒ 00:22:18.429 Connor Fenn: go in with a lower price, and we can even offer, you know, a 1 3 year kind of commitment, which would be kind of cool to lock something in like that. But then also, if we get.
151 00:22:18.520 ⇒ 00:22:47.879 Connor Fenn: you know, the ball rolling with them independently, we have so many options to kind of sell that service to other brokers, because we’ve already done it once, and I have a lot of connections for that, just through different people, and then even them, you know, they’re an independent firm within cbre. There’s like hundreds, if not thousands, of little teams like this across all of the the different firms where.
152 00:22:47.940 ⇒ 00:22:57.650 Connor Fenn: you know. I think word of mouth could get out, and we could. We could sell these pretty fast even with Ian a buddy of utam. And I
153 00:22:58.312 ⇒ 00:23:09.789 Connor Fenn: I set up another call for today actually to do the same exact demo with him. He’s an insurance, but it’s the kind of the same exact process that a lot of these sales teams use. So.
154 00:23:12.830 ⇒ 00:23:16.130 Uttam Kumaran: So what’s your pitch on? What we should charge.
155 00:23:19.680 ⇒ 00:23:21.797 Connor Fenn: I think we should do like
156 00:23:23.920 ⇒ 00:23:30.519 Connor Fenn: if he’s doing 20, he. So the the other team is 2,500.
157 00:23:30.520 ⇒ 00:23:31.240 Uttam Kumaran: Yeah.
158 00:23:35.740 ⇒ 00:23:39.300 Robert Tseng: Or gimme or gimme, you’re like, yeah, I guess. Yeah.
159 00:23:39.300 ⇒ 00:23:41.429 Robert Tseng: let’s let’s do 5 KA month
160 00:23:42.071 ⇒ 00:23:54.309 Robert Tseng: with like, if if he if he just wants to do monthly, and he just wants to try it out 5 KA month. But we tell him we give him a 20% discount if he does a 3 month, if he does a 3 month contract, so we offer him 4 K. Month for 3 months.
161 00:23:54.310 ⇒ 00:24:00.820 Connor Fenn: I don’t want to do 3 months, though, like what service I like. Even when I worked at Shi.
162 00:24:00.880 ⇒ 00:24:25.200 Connor Fenn: all of those customs, and so give you a little background. Shi is a 3rd party technology solution provider. So we sold technology solutions of any kind to any of my clients. So it could be end user devices, software security whatever. And none of those services ever came at like 3 month, you know, periods. It was either a year or 3 years.
163 00:24:25.210 ⇒ 00:24:34.579 Connor Fenn: or like there, I guess there is that monthly option. So what if we just gave them like? I don’t want to give them a 3 year option I would I think it would be good, is like you could do month to month
164 00:24:34.700 ⇒ 00:24:47.330 Connor Fenn: with like a pretty expensive implementation fee at the beginning, or we waive the implementation fee, and we just do a full year commitment. For, like, you know, 4 grand 20% off.
165 00:24:47.530 ⇒ 00:24:50.839 Uttam Kumaran: I mean I I like that, and I I mean I
166 00:24:51.320 ⇒ 00:24:54.999 Uttam Kumaran: for me. I I like to push towards longer contracts.
167 00:24:55.230 ⇒ 00:24:58.259 Connor Fenn: It keeps us going longer. And then also, like.
168 00:24:58.390 ⇒ 00:25:10.669 Connor Fenn: you know, if we can build that relationship and keep it going for a year, and then, like the next time comes around, you know, get another year, and you get like 4 or 5 clients going like that with the same thing where we’re not
169 00:25:10.960 ⇒ 00:25:14.080 Connor Fenn: really building anything out anymore.
170 00:25:14.480 ⇒ 00:25:16.240 Connor Fenn: It’s kind of ideal. Now.
171 00:25:18.050 ⇒ 00:25:23.079 Robert Tseng: Yeah, sure. I mean, I think it’s 5 k of the 20% off. So what whatever the timeline is, it’s that’s fine.
172 00:25:23.230 ⇒ 00:25:43.599 Uttam Kumaran: Okay, let’s do that. And then I would say, I don’t know. I would say, don’t worry about like implementation, fee. Just take it. Just see what they say, or if if you think it helps our case, then put it in. The other thing is, think about for the contract like how we want to handle. If they want to cancel. Basically, you can tell them that they can.
173 00:25:44.020 ⇒ 00:25:50.750 Uttam Kumaran: They like, I don’t know. I want to think about for the year, if they’re not like, how do we give them a guarantee, or like some sort of like?
174 00:25:51.570 ⇒ 00:25:55.160 Uttam Kumaran: If you’re not happy, you can cancel within like 60 days, or something like that.
175 00:25:55.350 ⇒ 00:25:57.389 Uttam Kumaran: I would just think about that.
176 00:25:58.400 ⇒ 00:25:59.769 Connor Fenn: Do we normally do that.
177 00:25:59.770 ⇒ 00:26:06.740 Uttam Kumaran: Yeah, we normally have like a 30 day sort of cancellation. I mean, we’ve not had anyone sort of like.
178 00:26:07.520 ⇒ 00:26:12.449 Uttam Kumaran: take use of that. And I don’t expect these guys to use it. But
179 00:26:12.600 ⇒ 00:26:15.389 Uttam Kumaran: I do think that signing a 1 year contract
180 00:26:15.670 ⇒ 00:26:27.079 Uttam Kumaran: I don’t know. I guess I’m I’m I’m both on your side, and I’m on the other side, and that signing a 1 year contract for something like this where they just saw a slight glimpse of it. I feel like is a lot
181 00:26:27.796 ⇒ 00:26:29.260 Uttam Kumaran: if you’re if you.
182 00:26:29.260 ⇒ 00:26:33.260 Connor Fenn: How how customizable this is that we’re doing for them.
183 00:26:33.400 ⇒ 00:26:46.109 Connor Fenn: Where like, that’s where we have to sell it. Because you you were even saying on the call. You know, it’s gonna take some real time to implement the kind of like marketing email strategy of things
184 00:26:46.240 ⇒ 00:26:51.049 Connor Fenn: where we don’t want to just sign them up for 3 months. They’re not going to see the full value.
185 00:26:51.050 ⇒ 00:26:51.930 Uttam Kumaran: Totally.
186 00:26:51.930 ⇒ 00:26:56.789 Connor Fenn: That’s what we really gotta push is like, hey, like, if you want to see the full value of this
187 00:26:56.910 ⇒ 00:27:06.080 Connor Fenn: like we need that year commitment where we really, you know, define exactly what you’re trying to get out of these campaigns. And then
188 00:27:06.560 ⇒ 00:27:14.829 Connor Fenn: by by the end of that year, if we did our jobs right. They’re gonna stick with us. And even he said himself, they got 10 years left in the tank.
189 00:27:15.600 ⇒ 00:27:19.670 Uttam Kumaran: So I think. Go, for I mean look I I think
190 00:27:19.870 ⇒ 00:27:26.664 Uttam Kumaran: I’m I’m not more. I’m more on your side, on the timeline, I think, think about what the messaging is. Gonna be like
191 00:27:27.170 ⇒ 00:27:29.250 Uttam Kumaran: because I feel like we didn’t give them
192 00:27:29.560 ⇒ 00:27:33.460 Uttam Kumaran: enough info and like what they’re gonna expect from us
193 00:27:33.820 ⇒ 00:27:40.570 Uttam Kumaran: like, I don’t know that I mean that guy. I don’t know whether he really like locked in, and was like understanding what we were even selling.
194 00:27:40.890 ⇒ 00:27:51.119 Uttam Kumaran: so I think we either need to be very clear with, like what they’re gonna get which we can slay from the technical side. Or we need to say, like, Hey, sign us up for 6 months.
195 00:27:51.230 ⇒ 00:28:04.550 Uttam Kumaran: You basically can cancel like within 60 days or something, if you need to. Which is something we offer to other clients, anyways. And then, yeah, let’s see if we can get the 6 months over the line.
196 00:28:05.080 ⇒ 00:28:11.820 Uttam Kumaran: I think the way of offering 5 like the 5 K. And then offering if he signs a longer commitment at a discount. That’s perfect.
197 00:28:13.770 ⇒ 00:28:18.249 Uttam Kumaran: and then let’s see, just send that over, and then, if we’ll just kind of see what happens.
198 00:28:18.610 ⇒ 00:28:25.120 Connor Fenn: Wait. So you’re saying 5 K. Flat fee for 6 months, 4 K. For a year or more.
199 00:28:26.290 ⇒ 00:28:33.019 Uttam Kumaran: Yeah, if you can get the year done, then I’ll let you go for it. I’m I’d be surprised if they go for the year.
200 00:28:33.850 ⇒ 00:28:34.240 Connor Fenn: Okay.
201 00:28:34.480 ⇒ 00:28:39.440 Uttam Kumaran: I guess I’d be surprised if they go for the year with no out like
202 00:28:40.000 ⇒ 00:28:42.059 Uttam Kumaran: I mean, I don’t know. It seems like
203 00:28:42.940 ⇒ 00:28:50.840 Uttam Kumaran: it seems like a lot to commit to, with no out from my perspective, like thinking about me. I would never, I would never sign it, because I’m like there’s no out on this
204 00:28:51.740 ⇒ 00:28:59.820 Robert Tseng: For product, for products. I’ve signed year long contracts and in house roles. I’ve never signed year long contracts for services.
205 00:29:02.350 ⇒ 00:29:08.730 Robert Tseng: But that’s just I mean, that’s just my, that was just my world. So I just I don’t really believe that they would sign a 1 year contract.
206 00:29:09.470 ⇒ 00:29:10.150 Connor Fenn: No.
207 00:29:10.300 ⇒ 00:29:11.449 Robert Tseng: Off of a demo.
208 00:29:12.920 ⇒ 00:29:19.810 Uttam Kumaran: I say, I’m on both. I’m on both sides, so I I feel like, Connor, if you’re confident, shoot it. But like.
209 00:29:19.810 ⇒ 00:29:28.739 Connor Fenn: Just thinking like any other. The only reason I think that is because, like any of these other prospecting tools they’re using like even co-star zoom.
210 00:29:28.740 ⇒ 00:29:29.390 Uttam Kumaran: I agree.
211 00:29:29.390 ⇒ 00:29:33.200 Connor Fenn: Things like that. They’re they’re paying for the year because.
212 00:29:33.200 ⇒ 00:29:35.980 Uttam Kumaran: Yeah, I think you should put that in the.
213 00:29:36.360 ⇒ 00:29:49.819 Uttam Kumaran: I think you should put that in the email. I think you’re totally right, like, if we were to compare ourselves to the prospecting and sales enrichment tools I agree at at their scale. They’re not gonna get allowed to
214 00:29:49.940 ⇒ 00:29:58.390 Uttam Kumaran: to basically sign a 3 month agreement. It’s there typically will do a year because they have a lot of leverage. In our case.
215 00:29:58.540 ⇒ 00:30:08.429 Uttam Kumaran: we’re selling sort of like an implementation. And we’re sort of wrapping. And like, kind of like, yeah, I guess. And then usage of like a set of like a basic solution.
216 00:30:10.020 ⇒ 00:30:12.829 Uttam Kumaran: So I don’t know. I think you have enough information. Make a
217 00:30:13.370 ⇒ 00:30:21.209 Uttam Kumaran: make a decision, and go for it. I’m excited to see what happens, and the nice thing is like this is a good case study. We can go after a couple of other real estate firms with the same thing.
218 00:30:21.370 ⇒ 00:30:23.589 Uttam Kumaran: See what the feedback is. We’ll learn from it. So.
219 00:30:24.350 ⇒ 00:30:33.509 Connor Fenn: Do you have any like proposal emails that you’ve sent in the past just to give me a kind of general idea of wording that I might want to use.
220 00:30:33.510 ⇒ 00:30:42.519 Uttam Kumaran: Yeah, I put a couple in the in that outbound email thread that I’m sort of like just continuing to add into, I’m gonna I’ll just add a couple more like
221 00:30:42.640 ⇒ 00:30:45.860 Uttam Kumaran: basically the ones I just sent recently. I’ll just throw them all in there.
222 00:30:46.210 ⇒ 00:30:46.790 Connor Fenn: Okay. Cool.
223 00:30:46.790 ⇒ 00:30:51.899 Uttam Kumaran: And then you could make you can make either. You can send that. I don’t know. I feel like for this one
224 00:30:52.230 ⇒ 00:31:02.539 Uttam Kumaran: you can send you. Can. You can write an sow, or if you want to just do this over email and then basically get confirmation before putting that together, you can do that as well.
225 00:31:03.910 ⇒ 00:31:06.350 Connor Fenn: Okay, maybe I’ll I’ll probably have you.
226 00:31:06.830 ⇒ 00:31:08.620 Connor Fenn: We’ll probably talk about both options.
227 00:31:08.620 ⇒ 00:31:09.490 Uttam Kumaran: Okay.
228 00:31:09.860 ⇒ 00:31:11.110 Connor Fenn: Okay. Okay. Okay.
229 00:31:11.870 ⇒ 00:31:16.980 Uttam Kumaran: Okay, cool. No, that’s a good discussion. I want to see what happens. Like I I hear both sides.
230 00:31:19.230 ⇒ 00:31:20.299 Uttam Kumaran: I’m out.
231 00:31:20.300 ⇒ 00:31:28.969 Connor Fenn: Depends is like, even if we lose this one, it’s like we have to like, think about like what you guys want out of like the long term.
232 00:31:28.970 ⇒ 00:31:34.330 Uttam Kumaran: No, no, totally one of the bigger objectives is to move towards longer contract cycles.
233 00:31:34.610 ⇒ 00:31:38.259 Uttam Kumaran: In data. We’ve had a harder time.
234 00:31:38.680 ⇒ 00:31:47.609 Uttam Kumaran: just because I think we’re not as technical at the moment like we start getting into larger migrations and larger clients.
235 00:31:47.790 ⇒ 00:32:08.710 Uttam Kumaran: There’s nothing to get done in 3 in like 3 to 6 months. It’s like it’ll be. It’ll take like a month to just plan everything out. But like that’s something we’re kind of getting towards on the AI side. I want it kind of depends on industry. Kind of depends on the solution. But I think we should shoot it. I don’t think you’re going to lose this. I think they’re gonna say no or yes.
236 00:32:08.950 ⇒ 00:32:19.829 Uttam Kumaran: and then you can adjust like, and then we’ll have another discussion on like what we want to try to do we’ll also have the discussion with Ian today, and Ian’s more friendly. We can ask him about like
237 00:32:20.140 ⇒ 00:32:22.800 Uttam Kumaran: how he thinks about pricing for some of this, too.
238 00:32:23.010 ⇒ 00:32:29.109 Uttam Kumaran: because it’s not coming out of I mean, I don’t know whether it’s coming out of his budget necessarily, or like company it, Budget, but.
239 00:32:29.110 ⇒ 00:32:34.620 Connor Fenn: No, it would be coming, so he already gets like a budget for that stuff.
240 00:32:34.620 ⇒ 00:32:35.240 Uttam Kumaran: Okay.
241 00:32:35.240 ⇒ 00:32:41.239 Connor Fenn: That’s why I talked to him about it. I was like Ian wouldn’t even pay for this himself, and he definitely would use it all the time.
242 00:32:41.390 ⇒ 00:32:48.999 Uttam Kumaran: Okay? So then, so then let’s shoot this. Let’s draft something for cvery. Let’s talk in slack about it, or then we’ll talk right when we get in person.
243 00:32:50.820 ⇒ 00:33:02.310 Uttam Kumaran: and then let’s see. I mean, look, I think I think what we’re selling is fair pricing like we’re basically selling them automatic like lead generation in an industry that nobody else is doing. This.
244 00:33:02.500 ⇒ 00:33:08.550 Connor Fenn: Yeah, zoom info now is wicked expensive, too. It’s like 20 grand for the year.
245 00:33:08.550 ⇒ 00:33:18.460 Uttam Kumaran: Yeah, yeah. And that’s just for the starter cost. Like I I think you should. But I see I think you should put that out. I think you should put what Costar probably costs what zoom info costs
246 00:33:18.590 ⇒ 00:33:21.610 Uttam Kumaran: like, and you should explain that, hey? We’re
247 00:33:21.770 ⇒ 00:33:25.510 Uttam Kumaran: in order for us to give you a discount. We need some level of commitment.
248 00:33:25.800 ⇒ 00:33:33.720 Uttam Kumaran: Here’s what we’re thinking and see what they say. Like, you know, okay, cool. I gotta jump.
249 00:33:34.060 ⇒ 00:33:34.910 Connor Fenn: Sounds good.
250 00:33:35.340 ⇒ 00:33:37.370 Uttam Kumaran: Okay, thanks guys.
251 00:33:37.680 ⇒ 00:33:38.290 Robert Tseng: Yes.