Meeting Title: Brainforge Internal _ Sales Sync Date: 2025-01-20 Meeting participants: Robert Tseng, Uttam Kumaran, Connor Fenn
WEBVTT
1 00:00:15.900 ⇒ 00:00:17.110 Connor Fenn: G’day, mate.
2 00:00:17.860 ⇒ 00:00:18.450 Uttam Kumaran: You know.
3 00:00:19.790 ⇒ 00:00:20.760 Connor Fenn: How are we?
4 00:00:21.960 ⇒ 00:00:29.009 Uttam Kumaran: Good, very busy, hopefully. I’m not. I don’t. I don’t know how much talking I’ll be doing in this meeting. I have a couple of other things, but.
5 00:00:29.640 ⇒ 00:00:31.250 Connor Fenn: I was. Gonna say, we don’t.
6 00:00:31.360 ⇒ 00:00:35.350 Connor Fenn: If you guys don’t want to use it today, we don’t have to. I’m just we.
7 00:00:35.350 ⇒ 00:00:41.779 Uttam Kumaran: No, I I mean, it’s just for you and Robert. So I’m here as needed. But I’m just in a bunch of stuff. So.
8 00:00:42.280 ⇒ 00:00:44.449 Connor Fenn: Yeah, I mean, I’d love to.
9 00:00:45.400 ⇒ 00:00:46.850 Connor Fenn: I mean, so
10 00:00:47.380 ⇒ 00:00:51.490 Connor Fenn: are you able to focus? Why, at least just talk to you, or does that bother you?
11 00:00:52.066 ⇒ 00:00:59.740 Uttam Kumaran: Yeah. But I guess, like, I just wanna make sure this time is like worthwhile for, like broader sales stuff that we wanna talk about
12 00:00:59.870 ⇒ 00:01:03.100 Uttam Kumaran: like. Is there anything in particular you need from me?
13 00:01:04.180 ⇒ 00:01:10.212 Connor Fenn: Well, the big, the big thing that I’d really like to get going is just that that real estate
14 00:01:10.610 ⇒ 00:01:40.570 Connor Fenn: campaign. And so to give you like a little background, like even when I did the marketing stuff for serious. We literally just like post things, but like on Linkedin each day like, or, you know, like once a week, or whatever so like, I’ve never done one of those campaigns before where it’s all kind of new. So I kind of just need you guys to tell me if, like I I did the outline. The best is like what I could put together from like what Robert showed me, and what I could tell, but I don’t know of the full
15 00:01:40.990 ⇒ 00:01:45.559 Connor Fenn: scope of like exactly what I need to get it going. I should say so. I just like need some
16 00:01:46.190 ⇒ 00:01:47.350 Connor Fenn: confirm that.
17 00:01:47.350 ⇒ 00:01:52.920 Uttam Kumaran: I think that’s fine, but I think you could just ask Robert like I think he can. He has enough context to own that, and.
18 00:01:53.100 ⇒ 00:01:56.330 Connor Fenn: Okay, yeah. Do you know, if he’s joining today or.
19 00:01:57.840 ⇒ 00:02:00.420 Uttam Kumaran: I believe so.
20 00:02:01.030 ⇒ 00:02:01.610 Connor Fenn: Okay.
21 00:02:02.163 ⇒ 00:02:03.829 Uttam Kumaran: He said. Yes, on invite.
22 00:02:07.140 ⇒ 00:02:13.020 Connor Fenn: But yeah, that’s like, kind of the big thing right now. And then.
23 00:02:14.220 ⇒ 00:02:32.629 Connor Fenn: Yeah, I just am going through weeds and trying to put some stuff together. I’m not gonna do too much outreach today. I’m just focusing on building like a list that I could really try to focus on for the week, and I’m gonna start to do that where I just build them out over the weekend so I can get them during the week.
24 00:02:34.680 ⇒ 00:02:38.070 Connor Fenn: Just cause, like, I personally need to make some sales.
25 00:02:40.160 ⇒ 00:02:42.930 Connor Fenn: But yeah, does that work? I don’t.
26 00:02:43.340 ⇒ 00:02:57.250 Uttam Kumaran: Yeah, I mean, I guess I’m just gonna put. I’m just putting it candidly, like I. This, I thought this time was mainly for you and Robert to me, and like I’m here to talk about like I can help on sales stuff. But like I’m not gonna be driving these sales meetings.
27 00:02:57.800 ⇒ 00:03:01.820 Connor Fenn: No, I didn’t think you were. I was just talking to you because we haven’t chatted.
28 00:03:02.130 ⇒ 00:03:07.430 Uttam Kumaran: Yeah. So I mean, whatever we need like for it to get sales moving. I would
29 00:03:07.570 ⇒ 00:03:13.860 Uttam Kumaran: just own that I mean, I’m here. I wanna just if I could bump if I can jump in and sort of help here and there. But
30 00:03:13.990 ⇒ 00:03:20.349 Uttam Kumaran: I’m like this week is, gonna be it’s already. Don’t just delete it for me. I have so much stuff. So
31 00:03:20.350 ⇒ 00:03:20.780 Uttam Kumaran: yeah, that makes sense
32 00:03:20.780 ⇒ 00:03:25.390 Uttam Kumaran: that makes sense in terms of making like a list of things to do. I think the biggest thing for me is.
33 00:03:25.680 ⇒ 00:03:28.720 Uttam Kumaran: I just wanna know that the time is going to the
34 00:03:29.150 ⇒ 00:03:31.789 Uttam Kumaran: sectors where we have the highest chance of success.
35 00:03:32.160 ⇒ 00:03:34.620 Uttam Kumaran: That was my, you know. That was my point about.
36 00:03:34.620 ⇒ 00:03:44.439 Connor Fenn: Yeah, no. And I, I realize that I’m I’m trying to focus on data. Now. More, I’m just trying to learn it, too. That’s my big issue is, I gotta learn it.
37 00:03:48.070 ⇒ 00:03:54.359 Connor Fenn: But yeah, yeah, you can jump. I don’t really need you for anything today. So.
38 00:03:54.680 ⇒ 00:03:57.840 Uttam Kumaran: Just slack me, I mean I’ll I’ll respond as I have a sec.
39 00:03:57.980 ⇒ 00:04:00.949 Uttam Kumaran: But I guess I can just message.
40 00:04:03.030 ⇒ 00:04:05.879 Connor Fenn: No good. I don’t really need him today. I gotta get
41 00:04:06.000 ⇒ 00:04:12.870 Connor Fenn: just stuff organized. So I’ll just ping him and ask him to do the real estate thing, and if I can get that going, it’s fine.
42 00:04:12.870 ⇒ 00:04:15.578 Uttam Kumaran: Yeah. And it looks like the legal stuff is
43 00:04:16.709 ⇒ 00:04:19.339 Uttam Kumaran: has already started. And we’re getting some people. So.
44 00:04:19.990 ⇒ 00:04:23.189 Connor Fenn: Yeah, I gotta ask them about that, too. Actually, so.
45 00:04:23.190 ⇒ 00:04:29.899 Uttam Kumaran: Yeah, I would just dude. I would just get him on this call because he said he can attend. So just have just message him and be like, can you attend and
46 00:04:30.110 ⇒ 00:04:32.019 Uttam Kumaran: just wrap? Let’s just wrap it all up.
47 00:04:32.400 ⇒ 00:04:33.380 Connor Fenn: Sounds good.
48 00:04:33.510 ⇒ 00:04:34.090 Uttam Kumaran: Yeah.
49 00:04:58.480 ⇒ 00:05:04.290 Connor Fenn: Yeah, we’re not gonna do serious for a while. I actually feel bad. She got some pretty shitty news.
50 00:05:04.510 ⇒ 00:05:05.773 Uttam Kumaran: Oh, yeah, all right.
51 00:05:07.260 ⇒ 00:05:08.220 Connor Fenn: Yeah, the
52 00:05:09.520 ⇒ 00:05:12.545 Connor Fenn: It’s actually with Cbr. Read, too.
53 00:05:13.880 ⇒ 00:05:21.959 Connor Fenn: cbre came and poached our managing director. They offered him twice as much as he’s getting paid. Now.
54 00:05:21.960 ⇒ 00:05:22.540 Uttam Kumaran: You know.
55 00:05:22.540 ⇒ 00:05:24.820 Connor Fenn: Actually, no, it’s 3 times
56 00:05:25.280 ⇒ 00:05:33.849 Connor Fenn: it’s 3 times. But the crazy part is he’s 63, which was like what the fuck he’s gonna die in that role.
57 00:05:34.250 ⇒ 00:05:35.030 Uttam Kumaran: Wow!
58 00:05:35.510 ⇒ 00:05:39.570 Connor Fenn: But yeah. So now she’s focusing on that more than anything.
59 00:06:29.340 ⇒ 00:06:32.589 Connor Fenn: Seth from Veyron told me to get back to me this week. By the way.
60 00:07:32.030 ⇒ 00:07:32.839 Robert Tseng: Hey, guys.
61 00:07:33.970 ⇒ 00:07:34.790 Uttam Kumaran: Hey!
62 00:07:35.390 ⇒ 00:07:36.080 Connor Fenn: Hey?
63 00:07:39.355 ⇒ 00:07:46.639 Connor Fenn: Robert, did you have a chance to look at that real estate email campaign, or.
64 00:07:47.360 ⇒ 00:07:48.660 Robert Tseng: Nope, not yet.
65 00:07:48.660 ⇒ 00:07:50.860 Connor Fenn: Okay, a little like
66 00:07:51.090 ⇒ 00:08:10.329 Connor Fenn: back, just like history or whatever I don’t. Really. I’ve never done anything like that before. That was just like me going off of your example, and then kind of what we talked about with Erickinson or Erickson. So if there’s like other stuff, I need to add, just let me know. That was just kind of me guessing. And then, if there’s any like.
67 00:08:10.870 ⇒ 00:08:16.569 Connor Fenn: I don’t know if there’s like procedural stuff we have to do with Ericsson as far as like
68 00:08:16.740 ⇒ 00:08:20.060 Connor Fenn: setting that up. Just let me know.
69 00:08:21.520 ⇒ 00:08:22.280 Connor Fenn: But.
70 00:08:22.530 ⇒ 00:08:27.030 Robert Tseng: I have. I have it pulled up now I’ll just. I’ll just look at it and give feedback as I’m looking at it.
71 00:08:27.030 ⇒ 00:08:27.440 Connor Fenn: Okay.
72 00:08:27.440 ⇒ 00:08:30.300 Uttam Kumaran: Yeah, I need, yeah, probably just review it right now, if it takes a.
73 00:08:34.049 ⇒ 00:08:36.180 Robert Tseng: Okay, so.
74 00:08:41.130 ⇒ 00:08:51.759 Connor Fenn: So those are all. Yeah. So I’ll just give you kind of like my thought processes. The 1st part is just like all kind of titles that we would maybe wanna reach out to within
75 00:08:51.860 ⇒ 00:08:57.460 Connor Fenn: like real estate. That would be relevant. And what I did was kind of just had
76 00:08:57.570 ⇒ 00:09:01.437 Connor Fenn: chat Gp, like, look at our services.
77 00:09:02.160 ⇒ 00:09:16.929 Connor Fenn: And then, from that kind of thought about all the different kind of real estate routes we could go, whether it’s brokerage or kind of the more consulting side, which is like, the facility management services and solution providers.
78 00:09:17.450 ⇒ 00:09:20.729 Connor Fenn: and just kind of like. Put that titles list together,
79 00:09:22.290 ⇒ 00:09:29.310 Connor Fenn: and then the bottom part. The skills is just our solutions and kind of purpose and benefits for each.
80 00:09:30.530 ⇒ 00:09:32.840 Connor Fenn: If you want to scroll down a little
81 00:09:34.631 ⇒ 00:09:38.850 Connor Fenn: and then, yeah, the company focuses the same thing. It’s just a mix of
82 00:09:39.060 ⇒ 00:09:44.626 Connor Fenn: real estate and like real estate, like facility management service companies, too.
83 00:09:45.470 ⇒ 00:09:48.759 Connor Fenn: just so I we kind of had the full spectrum.
84 00:09:49.180 ⇒ 00:09:56.560 Connor Fenn: And then, yeah, there’s those were just some additional details that Utam had me kind of fill in just to get more
85 00:09:58.450 ⇒ 00:10:07.539 Connor Fenn: specific approach. So I don’t know which firms we would wanna kind of look at. Originally I was thinking large firms just because
86 00:10:07.770 ⇒ 00:10:27.310 Connor Fenn: it’s not necessarily we’re gonna get like the full like cbre. But we wanna make sure we’re hitting all of like the little brokers like kind of how we are with Cbre right now. They’re not with the the main company, but they’re like a small branch within. So we want to make sure we get those. So I don’t know if that.
87 00:10:27.460 ⇒ 00:10:30.640 Connor Fenn: how that would work in our search engine, but
88 00:10:30.940 ⇒ 00:10:36.169 Connor Fenn: something to think about. And then the yeah, it’s just cities. And then the messages.
89 00:10:37.410 ⇒ 00:10:41.189 Connor Fenn: But like in your example, I saw there was
90 00:10:41.953 ⇒ 00:10:50.146 Connor Fenn: or in the we go one. There’s like a triggers part, and I mentioned that to Tom, and he didn’t know what that was. So then I deleted it out
91 00:10:50.520 ⇒ 00:10:53.180 Connor Fenn: but I don’t know if that’s something I need.
92 00:10:56.391 ⇒ 00:10:59.608 Robert Tseng: I mean the triggers is just how I told
93 00:11:00.170 ⇒ 00:11:09.139 Robert Tseng: Erickson to set up the flow. I mean, I think it’s more important is like, so this for this top check section. This is how he’s gonna generate. They’re gonna build the lead list. So
94 00:11:09.380 ⇒ 00:11:15.179 Robert Tseng: I mean, just looking through some of this like data analyst. Probably not like, I don’t know. There’s like some stuff here that I’m like.
95 00:11:16.030 ⇒ 00:11:19.169 Robert Tseng: I mean, we could probably clean this up a bit like.
96 00:11:19.980 ⇒ 00:11:27.219 Robert Tseng: are these folks really gonna be our buyers like? Probably not like if we’re trying to find like the boutique.
97 00:11:28.490 ⇒ 00:11:41.809 Robert Tseng: I don’t really know how to call it, but it sounds like somebody who works who it’s like an independent brokerage with that. For for, like these bigger commercial real estate brands. Then I think we just gotta
98 00:11:41.970 ⇒ 00:11:43.360 Robert Tseng: figure out what are what are their.
99 00:11:43.360 ⇒ 00:11:50.740 Connor Fenn: My one thing is so originally, I kind of built it out like that. But then Utam had a good point of like
100 00:11:50.960 ⇒ 00:12:03.479 Connor Fenn: we wanted at least showcase all our services. Not just the AI. So like in the skills area, I did put some like data stuff, too. So that was kind of like my thought process for adding those
101 00:12:03.660 ⇒ 00:12:06.580 Connor Fenn: those titles in there. But.
102 00:12:06.580 ⇒ 00:12:10.389 Uttam Kumaran: I guess the question is like, because data analysts they’re not gonna buy
103 00:12:10.910 ⇒ 00:12:14.389 Uttam Kumaran: like, I think that’s the point is like we wanna find the person who
104 00:12:15.010 ⇒ 00:12:19.409 Uttam Kumaran: is either gonna be our stakeholder or signs the checks like the data analytics.
105 00:12:19.990 ⇒ 00:12:31.890 Connor Fenn: Or you guys don’t wanna have the solution come across the people that are actually using the stuff, though, in the day to day? Because I was thinking, that’s gonna be the people that are gonna mention it. And so.
106 00:12:31.890 ⇒ 00:12:47.030 Uttam Kumaran: I guess, like our the I mean this. So there’s 2 kind of ways to think about this. You can either sell from the bottom up or from the top down. And we’ve always we made a decision basically to sell from top up. So we go the highest level
107 00:12:47.170 ⇒ 00:12:53.660 Uttam Kumaran: and get buy in, because typically even though the data analysts may want us, they have no poll.
108 00:12:54.110 ⇒ 00:12:54.440 Connor Fenn: Yeah.
109 00:12:54.440 ⇒ 00:12:59.269 Uttam Kumaran: So our kind of strategy is to go towards the top.
110 00:12:59.370 ⇒ 00:13:05.270 Uttam Kumaran: get the buy in that there’s a pain point. And then basically, everyone else falls in line.
111 00:13:05.540 ⇒ 00:13:09.259 Uttam Kumaran: This is what what what we is, how we do it.
112 00:13:10.200 ⇒ 00:13:13.760 Uttam Kumaran: Does that make sense like? That’s a no, no, you’re
113 00:13:13.760 ⇒ 00:13:15.130 Uttam Kumaran: you wouldn’t have known that otherwise.
114 00:13:15.130 ⇒ 00:13:44.939 Connor Fenn: I just like, yeah, no, it totally does. And I agree with you. Now that you explain it to me, I guess my head was thinking differently, specifically with these is cause like I was thinking about my scenario with like Michael at Ayron, for example, is like he’s he hasn’t prospected or done any of this process in like 20 plus years, you know. The only reason I think he’s even like thinking about it is he knows that, like I’ve actually done that specific work for him. So I know how it would benefit him.
115 00:13:45.391 ⇒ 00:13:52.990 Connor Fenn: And that’s where my head was at is like, Oh, maybe the guys could convince them. But no, that makes sense. So I’ll I’ll clean that up.
116 00:13:55.270 ⇒ 00:14:14.210 Robert Tseng: Yeah, so figuring out like the title target is supposed to be for the buyer persona and like, as far as like skills and focus areas prioritize like, even, just look at, go and look at some job descriptions of data roles within these firms, and you’ll get a sense of like how
117 00:14:14.490 ⇒ 00:14:21.130 Robert Tseng: they, how they talk about like the work that they need like. That’s kind of how I built that out for the legal or yeah, the legal digital
118 00:14:21.530 ⇒ 00:14:24.860 Robert Tseng: on the marketing analytics side for the digital stuff.
119 00:14:24.860 ⇒ 00:14:26.039 Connor Fenn: Yeah, that I think.
120 00:14:26.040 ⇒ 00:14:42.840 Robert Tseng: And it’s basically just like, oh, yeah, we need to integrate data into a single place. We need to be able to like have attribution reporting. And those are like kind of the 2 main areas. And that’s why, having Erickson focus on his in his messaging.
121 00:14:43.430 ⇒ 00:14:45.080 Connor Fenn: I see. Okay.
122 00:14:45.600 ⇒ 00:14:52.150 Robert Tseng: Yeah. So I know I mean it. Yes, there we there’s like a wide range of things that we could test
123 00:14:53.139 ⇒ 00:15:00.610 Robert Tseng: but for Erickson’s messaging. He’s not gonna test all of them like he’s just, gonna you know. Just give him like one or 2. You can come up with a big list. But then.
124 00:15:01.637 ⇒ 00:15:13.950 Robert Tseng: this is kind of where you gotta kind of take a take a bet on like, okay, what are those one or 2 things that you want him to go and and actually like reach out about. And we’ll just. We’ll just test from that.
125 00:15:14.600 ⇒ 00:15:23.380 Connor Fenn: Okay, so let me ask you guys this, then what do you? I think the weed researcher and that kind of solution is a definitely a must.
126 00:15:23.520 ⇒ 00:15:29.980 Connor Fenn: But what else do you think would be like another one to really hit? Just like maybe just that. And the data to very broad.
127 00:15:31.905 ⇒ 00:15:33.629 Robert Tseng: Think the data is probably too broad. Yeah.
128 00:15:33.630 ⇒ 00:15:36.949 Uttam Kumaran: Yeah, like occupier services optimization.
129 00:15:37.120 ⇒ 00:15:41.900 Uttam Kumaran: I don’t know what that means. We don’t. You see what I mean? Like? I don’t know what.
130 00:15:43.270 ⇒ 00:15:48.770 Connor Fenn: See, these ones are all things I got from our our internal notion.
131 00:15:49.571 ⇒ 00:15:56.830 Connor Fenn: That’s why I put them in there. And I asked, what what’s our areas we could focus on for this company.
132 00:15:57.150 ⇒ 00:16:02.710 Uttam Kumaran: But I guess to to give you a sense is like, I’m looking at occupier services. Optimization.
133 00:16:03.330 ⇒ 00:16:09.659 Uttam Kumaran: We don’t do. We don’t improve tenant status. This is like this is a benefit of
134 00:16:09.820 ⇒ 00:16:13.059 Uttam Kumaran: using one, either our data or AI services.
135 00:16:13.270 ⇒ 00:16:15.739 Uttam Kumaran: But this still seems pretty broad.
136 00:16:15.740 ⇒ 00:16:17.449 Connor Fenn: It’s bucket it into that. Yeah.
137 00:16:18.030 ⇒ 00:16:20.660 Uttam Kumaran: So I guess what? And same thing with this like.
138 00:16:20.970 ⇒ 00:16:28.030 Uttam Kumaran: I guess what I’m saying is that there’s probably you’re right. There’s probably like one for AI research is probably one
139 00:16:28.290 ⇒ 00:16:31.020 Uttam Kumaran: market trends and property values.
140 00:16:31.280 ⇒ 00:16:33.129 Uttam Kumaran: I don’t know. I don’t think that’s us, either.
141 00:16:33.650 ⇒ 00:16:37.760 Uttam Kumaran: If I had to guess they they use costar. And they probably they have a lot of data.
142 00:16:37.870 ⇒ 00:16:43.030 Uttam Kumaran: It’s probably for internal reporting, which is like this sort of stuff.
143 00:16:43.400 ⇒ 00:16:47.240 Uttam Kumaran: And the AI research is what I would believe.
144 00:16:50.650 ⇒ 00:16:52.280 Uttam Kumaran: It’s kind of my thought.
145 00:16:55.880 ⇒ 00:16:59.920 Uttam Kumaran: Yeah, like kind of what Robert put here.
146 00:17:02.230 ⇒ 00:17:24.869 Robert Tseng: Yeah, I mean, I just, I just looked at like 3 Jd’s for, like real estate, firm data analysts or bi analyst roles. And my kind of gut is basically set telling me, okay, well, one is like general business intelligence. So they want to be able to have. I mean, all this jargon here is just basically to me telling me that
147 00:17:25.490 ⇒ 00:17:33.459 Robert Tseng: they want like general, like business reporting on like
148 00:17:33.690 ⇒ 00:17:48.589 Robert Tseng: be on some benchmarks and performance metrics. I don’t know what those specifically are, because I’m not like in that domain. So I think we would need to like, figure out like, Okay, well, what is what does like business intelligence look like on the inside for a firm like this
149 00:17:48.590 ⇒ 00:18:04.939 Robert Tseng: to be able to specifically target, like some of the metrics that they have a tip like a hard time reporting on like I don’t know what those are. And then, like the other roles I’m seeing here. It’s mostly just like typical financial or accounting reports. It’s just like.
150 00:18:04.960 ⇒ 00:18:14.889 Robert Tseng: okay, like month end close reporting on revenue and like cost of sales stuff like that which I don’t think I would actually want to take on, because that’s more.
151 00:18:15.470 ⇒ 00:18:22.743 Robert Tseng: I don’t think we’ll. I don’t think we’ll win it like 1st off like they’re not gonna give contractors all that data for
152 00:18:23.490 ⇒ 00:18:41.560 Robert Tseng: on like the finance side from in that in that domain. So I mean, frankly, I just feel like the data stuff, we don’t have something specific enough to go after go after a lead. So the AI research lead, Gen seems to be the only one that I’ve I’ve heard kind of
153 00:18:41.850 ⇒ 00:18:48.020 Robert Tseng: from our conversations that I think is even worth targeting. I I don’t think this is like specific enough for us to go after.
154 00:18:49.300 ⇒ 00:19:05.629 Uttam Kumaran: Yeah, like I would. I would want to look. My question would be out of all these people we listed. How many of them have open roles for data, or how many of them have currently have people whose skill set fits the type of work we do.
155 00:19:05.890 ⇒ 00:19:06.899 Uttam Kumaran: I don’t know.
156 00:19:07.010 ⇒ 00:19:07.870 Uttam Kumaran: Right?
157 00:19:08.350 ⇒ 00:19:11.389 Uttam Kumaran: I? That’s that’s my question, because
158 00:19:11.630 ⇒ 00:19:16.220 Uttam Kumaran: I can tell you from like the Co. Working side.
159 00:19:16.680 ⇒ 00:19:20.280 Uttam Kumaran: there’s there’s needs. But these are all brokers.
160 00:19:20.560 ⇒ 00:19:22.379 Uttam Kumaran: They let me ask.
161 00:19:22.380 ⇒ 00:19:26.669 Connor Fenn: Should I just scratch this? And we focus on something more data related.
162 00:19:26.670 ⇒ 00:19:28.850 Uttam Kumaran: No, I mean we should answer that question.
163 00:19:29.020 ⇒ 00:19:29.680 Connor Fenn: Okay.
164 00:19:30.610 ⇒ 00:19:35.550 Uttam Kumaran: Right like don’t get dissuaded. But we need, before we go, before we spend time
165 00:19:35.680 ⇒ 00:19:41.960 Uttam Kumaran: going after real estate for data, we need to know that there’s a need right? Otherwise, there’s no match
166 00:19:42.110 ⇒ 00:19:44.759 Uttam Kumaran: from our services to
167 00:19:44.970 ⇒ 00:19:52.310 Uttam Kumaran: the folks in there, right? So like for me, I want to know, are there people employed at these companies that are using Dvt, it’s like a great
168 00:19:52.860 ⇒ 00:19:55.120 Uttam Kumaran: 1st question, right?
169 00:19:57.470 ⇒ 00:19:59.329 Uttam Kumaran: That’s what I would want to know.
170 00:19:59.870 ⇒ 00:20:00.550 Connor Fenn: Okay.
171 00:20:01.710 ⇒ 00:20:06.849 Uttam Kumaran: So the way to do that is again, just looking at a couple of these searching data roles at those companies
172 00:20:07.170 ⇒ 00:20:10.670 Uttam Kumaran: and then looking to see? Like, yeah. And the Jd’s, they’re gonna put the tools they’re using.
173 00:20:12.790 ⇒ 00:20:21.760 Uttam Kumaran: right? And you kind of get a sense because it. And this is the other thing. In in real estate it may not matter. The revenue may not be the key thing, or their employee count
174 00:20:21.980 ⇒ 00:20:33.150 Uttam Kumaran: they may not. They may be running the whole thing on spreadsheets and still make 500 million dollars. Right? We both know that there’s a lot of commercial real estate firms. Their it is like a shit show, because it is not their business
175 00:20:36.340 ⇒ 00:20:38.350 Uttam Kumaran: and want to kind of find out which is like.
176 00:20:38.810 ⇒ 00:20:43.399 Uttam Kumaran: what are the attributes of the companies that are leveraging data?
177 00:20:43.950 ⇒ 00:20:51.090 Uttam Kumaran: And is, is it like wide enough for us to go after? Right? That’ll be my perspective.
178 00:20:53.260 ⇒ 00:21:01.349 Connor Fenn: Dude, you’d be surprised. Actually, most of like the Fortune 500 companies I’ve worked with that serious. All of them actually are still like.
179 00:21:01.350 ⇒ 00:21:04.459 Uttam Kumaran: But are you? But are you confident that we’re gonna be able to sell into.
180 00:21:04.460 ⇒ 00:21:06.080 Connor Fenn: No, no, I.
181 00:21:06.080 ⇒ 00:21:10.219 Connor Fenn: Okay. So that’s okay. I’m just I was just saying, like, Yeah.
182 00:21:10.220 ⇒ 00:21:15.909 Uttam Kumaran: Yeah, I’m not surprised that Fortune 500. There’s only 500 of them, though, and we’re not gonna get that contract right.
183 00:21:16.020 ⇒ 00:21:16.890 Uttam Kumaran: That’s.
184 00:21:17.260 ⇒ 00:21:19.800 Connor Fenn: I don’t. Yeah, no, I I gotcha.
185 00:21:19.800 ⇒ 00:21:24.980 Uttam Kumaran: Yeah, that’s what I’m saying. Like, for example, every b 2 b Saas company uses data.
186 00:21:25.700 ⇒ 00:21:31.209 Uttam Kumaran: fortune, 1 million, right? Like every b 2 b Saas Company uses data. They want a data warehouse.
187 00:21:31.340 ⇒ 00:21:33.899 Uttam Kumaran: That’s that’s the sort of
188 00:21:34.710 ⇒ 00:21:40.150 Uttam Kumaran: placement I’m finding out which is like in real estate, which are the firms that use data. Do we have a way in
189 00:21:41.490 ⇒ 00:21:44.670 Uttam Kumaran: the AI stuff? I I agree. I just.
190 00:21:45.330 ⇒ 00:21:49.120 Uttam Kumaran: you know, I’ve said this overall like, I think the AI stuff. We’re gonna
191 00:21:49.490 ⇒ 00:21:57.100 Uttam Kumaran: it may be worth to put these campaigns on autopilot and see what happens with AI stuff. But the deal size may be smaller.
192 00:22:00.890 ⇒ 00:22:06.659 Connor Fenn: Are the AI things that do. They have high turnaround for us, or are they complicated too?
193 00:22:08.050 ⇒ 00:22:11.279 Uttam Kumaran: We’re not. I mean, it’s it’s all Erickson fulfilling it. So
194 00:22:11.540 ⇒ 00:22:17.430 Uttam Kumaran: for the most part for for any sort of lead Gen. Stuff. But also like this is where overall, like we’re not.
195 00:22:17.790 ⇒ 00:22:24.049 Uttam Kumaran: We’re not competing. There’s a there’s a thousand businesses that do lead Gen. Services.
196 00:22:24.390 ⇒ 00:22:24.970 Connor Fenn: Yeah.
197 00:22:24.970 ⇒ 00:22:28.610 Uttam Kumaran: So I’m not so much interested in competing with them.
198 00:22:29.030 ⇒ 00:22:34.710 Uttam Kumaran: I’m interested in competing on like actually building deeper AI work. But
199 00:22:34.830 ⇒ 00:22:39.100 Uttam Kumaran: frankly, like all of our success today has happened on the data side, which is why, like
200 00:22:40.210 ⇒ 00:22:43.309 Uttam Kumaran: much more interested in doubling down where we have a lot of wins.
201 00:22:43.590 ⇒ 00:22:46.950 Connor Fenn: No, I agree with you. That’s right, that’s fair. Okay.
202 00:22:51.070 ⇒ 00:22:56.239 Connor Fenn: I’ll try to put some more into this and see what I can do. If not.
203 00:22:56.850 ⇒ 00:23:01.430 Uttam Kumaran: Yeah, the other thing is anything real estate? You’ve got a flag that I work at. We work.
204 00:23:02.100 ⇒ 00:23:07.610 Uttam Kumaran: I think it’s gonna be everybody in real estate loves to read that. And that’s
205 00:23:08.060 ⇒ 00:23:10.279 Uttam Kumaran: I think we should definitely flag that like
206 00:23:10.730 ⇒ 00:23:16.589 Uttam Kumaran: I worked at, we work. I worked that we work on a data team. I worked on Ipo like something like that should be in the messaging.
207 00:23:17.130 ⇒ 00:23:17.950 Connor Fenn: Okay.
208 00:23:20.260 ⇒ 00:23:23.130 Uttam Kumaran: Because we don’t. I think that’ll give us a lot more credibility.
209 00:23:23.470 ⇒ 00:23:27.109 Uttam Kumaran: and also your your background as well. So that’s just for the messaging.
210 00:23:28.210 ⇒ 00:23:32.210 Connor Fenn: Yeah. Did you think this messaging was okay or no?
211 00:23:34.570 ⇒ 00:23:35.470 Connor Fenn: Yes.
212 00:23:36.460 ⇒ 00:23:38.360 Uttam Kumaran: No, I guess I I
213 00:23:38.470 ⇒ 00:23:41.889 Uttam Kumaran: I guess I’m not. Gonna I’ll probably kick it to Robert on like
214 00:23:42.310 ⇒ 00:23:45.049 Uttam Kumaran: what the actual wording is. But I think
215 00:23:45.280 ⇒ 00:23:51.829 Uttam Kumaran: we gotta what’s what’s worked for real estate people is when they hear. I mean, I’m from. We work.
216 00:23:52.090 ⇒ 00:23:55.150 Uttam Kumaran: they respond. Well, so I was. I would just put that somewhere.
217 00:23:56.190 ⇒ 00:23:56.920 Connor Fenn: Okay.
218 00:23:57.180 ⇒ 00:24:10.229 Robert Tseng: Yeah, we could focus on focus on the messaging later. I think we still need to spend more time building out the like, the the target. Or and if we’re gonna build like a very targeted the list with like a very specific service.
219 00:24:10.664 ⇒ 00:24:21.179 Robert Tseng: Like I, you know, even before you launch campaigns like even I know you’ve been talking to folks some, you know your network. And I think that’s a great way, like just even just talk to like
220 00:24:21.290 ⇒ 00:24:34.160 Robert Tseng: 10 to 20 people who make buying decisions in real estate kind of firms and ask them about their data needs go read up on some data roles that real estate firms are are hiring for.
221 00:24:34.840 ⇒ 00:24:50.600 Robert Tseng: And you know, I think you’ll you’ll kind of start to see a pattern, and, like some of the most common requests. Or and I think that’s that’s kind of like what we what we need in order to build a campaign to go after them with with this
222 00:24:50.750 ⇒ 00:24:54.960 Robert Tseng: cause, with outbound like, yeah. In order for it to have any sort of like
223 00:24:55.080 ⇒ 00:24:59.886 Robert Tseng: response, it’s gotta we. We have to stand out with being very specific. And
224 00:25:00.730 ⇒ 00:25:15.819 Robert Tseng: yeah, I think even on the legal side, I think there’s more ways that I can be more specific. But I’m just kind of seeing what how the 1st week 2 weeks is gonna go. I mean, we had a we had a response already, and I think that would be a good one to kind of follow up on and
225 00:25:15.960 ⇒ 00:25:20.410 Robert Tseng: talk to him. Talk to that guy, even if he’s not like a
226 00:25:20.680 ⇒ 00:25:38.339 Robert Tseng: even if he’s a consultant, at least he’ll he’ll have something to say about what are his ideas of what the data needs are for legal firms, and that can even continue to reinforce the way that we target at that industry. But yeah, I think that’s the
227 00:25:39.160 ⇒ 00:25:51.359 Robert Tseng: that’s just part of the the this, the preliminary work, and that we need to do to to build, to build this get the lead list right before we even think about messaging.
228 00:25:52.810 ⇒ 00:25:54.480 Connor Fenn: Yeah, yeah, that’s helpful.
229 00:25:54.480 ⇒ 00:25:55.180 Robert Tseng: Yeah.
230 00:25:55.960 ⇒ 00:26:15.350 Connor Fenn: Appreciate it. I’ll do that. I, as far as actually reaching back up to that lawyer guy. Just question, should I like position that where, like, I’m still playing the role as like Utam, and schedule it as Utam. Or should I just like try to transition over is like, I’ll connect you with Connor.
231 00:26:15.900 ⇒ 00:26:17.639 Connor Fenn: it’ll set up a call.
232 00:26:17.880 ⇒ 00:26:20.269 Connor Fenn: What do you guys think is more successful
233 00:26:20.460 ⇒ 00:26:29.029 Connor Fenn: cause I don’t want people like getting like, oh, I’m not good enough to talk directly, Tom, I get handed off, but like I don’t. I also know who Tom’s time is.
234 00:26:29.030 ⇒ 00:26:30.839 Uttam Kumaran: Yeah, I guess, Robert, what do you think?
235 00:26:33.860 ⇒ 00:26:41.100 Uttam Kumaran: I I would prefer not I. I don’t wanna be like I just can’t. So I would prefer we somehow
236 00:26:41.840 ⇒ 00:26:45.310 Uttam Kumaran: do. The handoff is when we might take, but I don’t know.
237 00:26:45.520 ⇒ 00:26:46.000 Robert Tseng: Why.
238 00:26:46.000 ⇒ 00:27:00.588 Robert Tseng: I think for the 1st message we can stay. We can stay in the Utah persona. He’s just asking for generalized information. So we? We have to send him some blurb to like. Kind of give him an idea of, like some of the some of the services that we think would be that he’d be interested in
239 00:27:00.840 ⇒ 00:27:01.400 Connor Fenn: Thank you.
240 00:27:01.990 ⇒ 00:27:25.969 Connor Fenn: I wrote in the chat. I said I’d be happy to set up a time to chat our legal sector solutions focus on internal automations for document and workflow optimization. AI audits for compliance and processes, copilot for drafting and research and internal rag for risk management or risk assessment and governance if you’d like. I can connect you with my sales. Lead Connor to schedule a call, do I? Just?
241 00:27:26.650 ⇒ 00:27:32.260 Connor Fenn: I like I just wasn’t sure if like that’s rude or not to just like hand it off to
242 00:27:32.720 ⇒ 00:27:37.399 Connor Fenn: me. I didn’t know if you guys wanted to do that or not, but if that works.
243 00:27:37.400 ⇒ 00:27:38.660 Uttam Kumaran: I’m fine with it.
244 00:27:38.840 ⇒ 00:27:42.300 Connor Fenn: Okay, alright, perfect. I’ll just send it.
245 00:27:42.300 ⇒ 00:27:44.820 Uttam Kumaran: If he yeah, I don’t know I’m fucking. I don’t know
246 00:27:47.810 ⇒ 00:27:54.260 Uttam Kumaran: or or what you do is we booked a meeting, and then at last minute I’ll say I’m not going. That’s that’s my other alternative.
247 00:27:55.780 ⇒ 00:27:57.790 Uttam Kumaran: That’s all I can do. I can’t go to them.
248 00:27:57.790 ⇒ 00:28:05.289 Connor Fenn: I think it’s better. I just say I take it from the beginning, because if you bail last minute, then it’s like we don’t look good.
249 00:28:05.290 ⇒ 00:28:09.229 Uttam Kumaran: No, I’ll say Connor is more than equipped blah blah like it’ll be good.
250 00:28:12.610 ⇒ 00:28:14.340 Connor Fenn: I’ll just take it. It’s fine.
251 00:28:15.530 ⇒ 00:28:17.200 Uttam Kumaran: Take it. This guy seems like he’s
252 00:28:17.920 ⇒ 00:28:21.860 Uttam Kumaran: making money doing something, so I don’t know. Find out what it is.
253 00:28:21.860 ⇒ 00:28:24.819 Connor Fenn: See, though his pfp is from Chad. Gp, I don’t like.
254 00:28:24.820 ⇒ 00:28:27.879 Uttam Kumaran: Yeah. But dude, you’d be surprised like people don’t.
255 00:28:28.130 ⇒ 00:28:31.770 Uttam Kumaran: People make money? They don’t got no marketing. Nothing like
256 00:28:33.990 ⇒ 00:28:41.830 Uttam Kumaran: he seems like a legit guy like he has some background doing something. So 30 min in the 1st 15 min, if he’s a waste of time, just dip out.
257 00:28:46.230 ⇒ 00:28:47.199 Uttam Kumaran: you never know.
258 00:28:48.130 ⇒ 00:28:53.019 Uttam Kumaran: Sounds seems like he’s not technical. So he I don’t know what he’s probably just selling like
259 00:28:54.400 ⇒ 00:28:55.980 Uttam Kumaran: like talking about it.
260 00:28:59.770 ⇒ 00:29:00.460 Robert Tseng: Yeah.
261 00:29:11.460 ⇒ 00:29:21.310 Connor Fenn: Alright. Robert, I’m looking through the 0 stuff. I don’t have sales. Navigator. I’m using the free one. So
262 00:29:21.450 ⇒ 00:29:28.250 Connor Fenn: I’m gonna look at just options there on whether or not I’m just gonna pay for it for the time being.
263 00:29:28.250 ⇒ 00:29:30.829 Uttam Kumaran: It’s in. It’s in my account. You can just use my account.
264 00:29:32.440 ⇒ 00:29:33.150 Connor Fenn: Okay.
265 00:29:34.020 ⇒ 00:29:35.600 Uttam Kumaran: Or is that like? What do you think.
266 00:29:36.710 ⇒ 00:29:44.179 Connor Fenn: Well, I just like I don’t know what this 0 thing is. I wanna look at it and see like if it’s something that like I’m gonna be using all the time. I’d rather just start.
267 00:29:44.180 ⇒ 00:29:45.750 Uttam Kumaran: Oh, 0.
268 00:29:46.470 ⇒ 00:29:47.000 Uttam Kumaran: Okay.
269 00:29:47.000 ⇒ 00:29:57.129 Robert Tseng: Yeah, yeah, it’s it’s it. It. They have a plugin with a sales nap. So if you want to just test it out, just use. I mean, I’m I’m gonna get in there today after I have a
270 00:29:57.310 ⇒ 00:30:01.260 Robert Tseng: I have some Eden stuff to do until like 4 Pm. Here. But afterwards I’m gonna
271 00:30:01.460 ⇒ 00:30:06.569 Robert Tseng: I’m gonna look at 0 for like I’m just gonna go in there and I’ll I’ll figure out how to use it.
272 00:30:06.570 ⇒ 00:30:11.649 Uttam Kumaran: Test it out. I mean, if you want me to buy, I’ll buy. I don’t but like if we don’t need to. Let’s not
273 00:30:12.611 ⇒ 00:30:19.780 Uttam Kumaran: as as as our bank account representative. If we don’t need to. I don’t wanna pay for it. So.
274 00:30:20.010 ⇒ 00:30:22.010 Connor Fenn: Yeah, Robert, you’re also like.
275 00:30:22.890 ⇒ 00:30:31.280 Connor Fenn: sure, this is like pretty legit. I don’t like just downloading stuff on my computer. They have 3 ratings with only 2 40 users.
276 00:30:33.200 ⇒ 00:30:45.990 Robert Tseng: Yeah, these guys are, I mean, the, they’re like, Yc guys, they just they just launched this product. So they show me a demo last week. I mean, if you don’t, wanna if you don’t want to use it, don’t use it like I.
277 00:30:45.990 ⇒ 00:30:51.778 Connor Fenn: No, I don’t know if you like. Know them that’s cool. I’m just making sure you’re not sending me something you just found on Google.
278 00:30:52.490 ⇒ 00:30:53.100 Connor Fenn: Yeah.
279 00:30:53.100 ⇒ 00:30:54.719 Robert Tseng: Yeah, yeah.
280 00:30:56.190 ⇒ 00:30:56.900 Connor Fenn: Okay.
281 00:30:58.400 ⇒ 00:31:03.900 Connor Fenn: I’ve had my wallet drained a few times. Chrome extension scare me. I’m not gonna lie.
282 00:31:04.590 ⇒ 00:31:08.809 Uttam Kumaran: Yeah, chrome extensions have a lot of permissions, but so I’m sure it’s fine.
283 00:31:20.480 ⇒ 00:31:24.750 Robert Tseng: Okay, cool. If that’s it, I’m gonna I’m gonna hop off and get ready for my next call.
284 00:31:25.180 ⇒ 00:31:26.619 Connor Fenn: Yeah, that works. Sorry.
285 00:31:26.790 ⇒ 00:31:28.520 Robert Tseng: Okay. Alright. See? You guys.
286 00:31:28.520 ⇒ 00:31:29.290 Uttam Kumaran: Thanks guys.