Meeting Title: Brainforge x Glimpse Event Planning Date: 2025-07-31 Meeting participants: Robert Tseng, Mariam’s Fathom Notetaker, Merry Nebiyu, Hannah Wang, Matt Holden, Uttam Kumaran
WEBVTT
1 00:02:12.670 ⇒ 00:02:13.860 Merry Nebiyu: Hello!
2 00:02:14.740 ⇒ 00:02:19.229 Robert Tseng: Hey, Mary? One sec. I’m something’s up. Someone’s at the door. Let me grab it real quick.
3 00:02:19.490 ⇒ 00:02:20.190 Merry Nebiyu: You’re good!
4 00:02:20.330 ⇒ 00:02:21.060 Merry Nebiyu: Hey?
5 00:02:41.060 ⇒ 00:02:42.450 Robert Tseng: Okay. Cool.
6 00:02:43.450 ⇒ 00:02:44.430 Robert Tseng: How are you?
7 00:02:44.580 ⇒ 00:02:46.430 Merry Nebiyu: I’m good. How are you?
8 00:02:46.800 ⇒ 00:02:49.829 Robert Tseng: I’m well. Are you also in the New York office?
9 00:02:50.160 ⇒ 00:02:54.649 Merry Nebiyu: I am in the New York office. I did some. You’re in New York as well.
10 00:02:54.830 ⇒ 00:02:58.285 Robert Tseng: I am. Yeah, I I met Matt and
11 00:02:59.300 ⇒ 00:03:03.081 Robert Tseng: Oh, man, I can’t believe I forgot his name.
12 00:03:03.650 ⇒ 00:03:08.729 Robert Tseng: Someone else on your team at in La. We were at a conference a couple of weeks ago.
13 00:03:08.730 ⇒ 00:03:09.190 Hannah Wang: Was it better?
14 00:03:09.190 ⇒ 00:03:12.080 Robert Tseng: Yes, yes, missy, no, no. Yeah.
15 00:03:12.080 ⇒ 00:03:12.830 Hannah Wang: Than someone else.
16 00:03:12.830 ⇒ 00:03:14.170 Hannah Wang: Let me see, let’s see. Yeah.
17 00:03:14.610 ⇒ 00:03:18.760 Hannah Wang: yeah, we do have, Ben, but that’s but that’s not him. Nice to meet you.
18 00:03:18.760 ⇒ 00:03:20.149 Hannah Wang: Hi, nice meeting you.
19 00:03:21.087 ⇒ 00:03:33.870 Merry Nebiyu: I think Matt is probably gonna be running a bit late. So we can definitely get started. I would love to hear a little bit more about the company, and like what you all do, I I
20 00:03:34.660 ⇒ 00:03:39.619 Merry Nebiyu: I’m kind of understanding, but it looks like a 3 pl kind of automator. Is that correct?
21 00:03:40.476 ⇒ 00:03:59.370 Robert Tseng: No, I mean, although maybe that’s 1 of the case. Studies is also we’re services business. We set, we do automation and and data services for various companies. The way that I pitched it to Matt was, well, I know that I don’t know you’re are you on the go to market teams just like want to know? Like, who I’m talking. Okay, cool.
22 00:03:59.370 ⇒ 00:03:59.850 Merry Nebiyu: Yes, they.
23 00:03:59.850 ⇒ 00:04:00.240 Robert Tseng: Yeah, I’m.
24 00:04:00.240 ⇒ 00:04:02.510 Merry Nebiyu: I lead the Events team here.
25 00:04:02.700 ⇒ 00:04:09.998 Robert Tseng: Oh, sweet. Okay, cool. Yeah. I mean. So I I guess Messiah Sean and Matt, I’ll talk to you at this point.
26 00:04:10.410 ⇒ 00:04:38.130 Robert Tseng: we kind of pitched like a automation like go to market automation. Big scope. So that’s like one thing that we wanted to talk about. The other thing is like on the event side, just thinking like, Hey, I think we’re actually going after the same kind of like customer. For us, we work with Cpg brands 10 million revenue plus I kind of shared a couple of names with with the team last time our our existing clients and we thought like, Hey, maybe it’d be great to
27 00:04:38.350 ⇒ 00:04:45.750 Robert Tseng: kind of co-host something together. And that’s kind of why Hannah’s on this call.
28 00:04:46.352 ⇒ 00:04:49.509 Robert Tseng: But yeah, I guess. Hey? Hey, Matt? Good to good to see you.
29 00:04:50.510 ⇒ 00:04:52.209 Matt Holden: Hey? All! How you doing.
30 00:04:52.610 ⇒ 00:04:55.700 Robert Tseng: Good. We’re just doing quick intros.
31 00:04:56.020 ⇒ 00:04:57.339 Matt Holden: Love it love it.
32 00:04:58.650 ⇒ 00:05:06.409 Merry Nebiyu: I was getting the rundown on Icp. And everything, but also would love to know more about like your buyers and and things like that on Icp side.
33 00:05:07.672 ⇒ 00:05:17.179 Robert Tseng: So we work mostly with like heads of marketing or heads of products. It’s usually like a non technical leader who’s been stuck, not getting like
34 00:05:17.430 ⇒ 00:05:27.180 Robert Tseng: data from either, because they don’t have an internal data team yet, because of that size, like they may not have yeah, they may not have invested in those resources yet.
35 00:05:27.603 ⇒ 00:05:42.319 Robert Tseng: And so we go in there. We’ve run it like, we basically run their fractional data team. Eventually, we may hand it off if they want to hire in house, or we just kind of keep staying on and and, you know, keep keep running, running that for them.
36 00:05:42.799 ⇒ 00:05:55.379 Robert Tseng: And so yeah, it’s either one of those 2 domains. With software companies is typically a product persona with Cpg companies is more of a marketing play. So I think it just kind of depends on who we’re talking to.
37 00:05:56.520 ⇒ 00:06:10.316 Merry Nebiyu: Okay, cool. Yeah. I would also love to know Hannah and and Robert, if you guys have done events in the past. Like what that’s look like for you and then we can kinda get into like what that would look like. With glimpse.
38 00:06:11.810 ⇒ 00:06:34.940 Robert Tseng: Yeah, I’ll let Hannah kind of talk about the event stuff. And then just brief. Intro for utam utam is my business partner. Yeah, Matt, like, if you have any other questions, if we can. If we have time to talk through kind of like the go to market automation piece, and maybe kind of getting it like a kind of a proposal in front of your CTO. I think Utam would be the one to kind of help and knock, knock those details out.
39 00:06:35.830 ⇒ 00:06:42.480 Matt Holden: Oh, yeah, I’d love to get like a super high, level overview of that if we have time once. Mary is
40 00:06:43.240 ⇒ 00:06:45.629 Matt Holden: good on the event side. That’d be great.
41 00:06:47.598 ⇒ 00:06:55.960 Hannah Wang: Yeah. So we did a couple of events in the past. We did a lot of speaking engagements. So we spoke at Pixelcon. That was back in
42 00:06:56.340 ⇒ 00:07:22.569 Hannah Wang: March, or something like that. We also did like a couple of fireside chats. I know Utam did one locally in Austin at a cool like wine bar type of place. And then we also hosted like dinners. So a couple of things here and there, mostly local to Tom in Austin, but would love to do one in New York, because I don’t think Robert has. We’ve done anything with Robert, and I feel like New York is a very
43 00:07:22.990 ⇒ 00:07:41.220 Hannah Wang: the lively place. So it’d be nice to do. Kind of like an event there. But yeah, we have like a document that I that we have, and I can send it over after this call. Just kind of detailing out more of the events and kind of the results from that. And just why? Yeah, we can Co host an event together.
44 00:07:41.220 ⇒ 00:07:46.110 Uttam Kumaran: Yeah, kind of curious, Mary, about like past. If you guys have done any events so far and like how they’ve been, I think
45 00:07:46.390 ⇒ 00:07:49.169 Uttam Kumaran: kind of our approach to this is like, I’ve
46 00:07:49.370 ⇒ 00:08:09.669 Uttam Kumaran: gone to a lot of events like tech events and stuff in my career. A lot of them kind of were pretty sucky. So we try to find things that actual operators get a lot of value out. And it’s not just like a hey, are you hiring like, it’s not just people looking for jobs. So we lean, we lean a lot towards stuff that’s like more smaller, like, invite based.
47 00:08:09.670 ⇒ 00:08:23.849 Uttam Kumaran: The invite process just helps because you can get like, you know, details. But also you can curate. And then, yeah, we found that like, typically 10, to like 30 people is usually good, sweet spot. What we’ve done is we have like a little bit of
48 00:08:24.080 ⇒ 00:08:49.069 Uttam Kumaran: like we typically have, like, yeah, either a chat or some small presentation. But in the beginning of it it’s like just like handshakes and meeting people that way. When you go present something, it really hits a lot stronger, and you were able to build some actual relationships through them. Like we’ve been able to get talent as well as like intros to companies and just get a lot of exposure for us doing in Austin is great, because there’s just not a lot
49 00:08:49.070 ⇒ 00:09:03.640 Uttam Kumaran: companies like us in Austin. And there’s a lot of data leaders here that we can bring together. Certainly my background. I worked in data in New York for quite a while, and Robert’s there now. So we also have a lot of great connections there that would totally come out to something.
50 00:09:04.690 ⇒ 00:09:11.280 Uttam Kumaran: but I don’t know. That’s what we found to be like better, you know, than just like 100 people at a happy hour, or something.
51 00:09:11.280 ⇒ 00:09:35.539 Merry Nebiyu: Yeah, I, we’re totally with you there. I think we lead both on the events and partnership side, very like relationship oriented and so I think on the event side for us, we’ve definitely we’ve started with, like the larger kind of happy hours and such. But we’re moving away from that into like more of the experiential kind of curated dinners, or, you know, different kind of unique experiences, especially now that, like
52 00:09:35.790 ⇒ 00:09:57.370 Merry Nebiyu: on the event side of things in, especially if you’re selling to like a head of marketing or a Cmo like they’re inundated with like tons of event invites. So like, we’re trying to actually do things that will help us, you know, stand out and also bring some sort of like direct value. Add to them so definitely with you there. In terms of things that we’ve done slash are doing
53 00:09:57.420 ⇒ 00:10:26.260 Merry Nebiyu: curated dinners like I mentioned. Sports games is a big one that we’re starting to kind of invest in, but I think in terms of like number of people, 10 to 15, for a dinner usually is our sweet spot, and then from there. We’ll do like a larger sort of situation. If it’s like a sports game, maybe we’ll do like 15 people or something like that. I think my main questions. To kind of guide. What we could do together is like
54 00:10:26.260 ⇒ 00:10:30.589 Merry Nebiyu: timeline that you guys are thinking about. And then also, budget.
55 00:10:32.130 ⇒ 00:10:33.970 Robert Tseng: I think it go ahead.
56 00:10:34.260 ⇒ 00:11:01.269 Robert Tseng: Okay. I was just gonna say, timeline wise, I I feel like there’s a couple of opportunities like we also thought, you know, dinners and sporting events, I mean, like New York. Tech week is coming up. Those applications for kind of hosting. Events are around the corner. So that’s a good window to kind of get in on just a lot of people in town. So I think there’s a lot of curiosity to come out to stuff. Obviously the Us. Open big sporting event in New York, I think also would be a great great one. But yeah, I think we’d love to be doing something in the we can.
57 00:11:01.330 ⇒ 00:11:08.639 Robert Tseng: I would say, 4 weeks lead time is good enough for us to kind of get organized around that but yeah, we we can. We can do anything. Yeah.
58 00:11:08.980 ⇒ 00:11:09.730 Robert Tseng: for that.
59 00:11:10.930 ⇒ 00:11:24.220 Merry Nebiyu: Cool. Okay, yeah. I think Matt mentioned an email, we’re we’re doing the Us open. Actually. So we’ll definitely keep you posted on how that goes. Because it’ll be our 1st time going. But I think
60 00:11:24.750 ⇒ 00:11:31.570 Merry Nebiyu: New York or la tech week, I think, is in October, and then sf, tech week is in.
61 00:11:31.570 ⇒ 00:11:36.789 Hannah Wang: It’s also in October, the New York one was early June. I think it’s over right now. Yeah.
62 00:11:36.790 ⇒ 00:11:44.870 Merry Nebiyu: Okay, are there any like major conferences that you guys kind of are are looking to do like activations around or anything like that?
63 00:11:45.690 ⇒ 00:11:53.499 Robert Tseng: Well, I’ll be going to shop talk in Chicago, so I guess that’s 1. And then we Tom’s got a couple coming up as well.
64 00:11:54.220 ⇒ 00:12:07.279 Uttam Kumaran: Yeah, like on my side, like there’s a there’s kind of a big like Reuters AI conference here in town in September, but I don’t know. I feel like. Probably Shoptalk is honestly kind of like, probably more aligned.
65 00:12:08.860 ⇒ 00:12:32.869 Merry Nebiyu: Yeah, I think I’m definitely with you there. We were on the fence about going to shoptalk and like doing the full spread of things that we do when we go to a conference, but I think we’ll send see who you met, and then try to do a dinner. So if you guys would want to partner up and do a dinner there shop talk fall from what I’ve heard from people who have attended is very like, because it’s new
66 00:12:32.890 ⇒ 00:12:44.079 Merry Nebiyu: everyone. They’re not. As like many activations. So we have like a chance to kind of be one of the 1st people in which I think would be nice. And I think that’s in September.
67 00:12:44.674 ⇒ 00:12:47.049 Hannah Wang: Yeah. Middle of September.
68 00:12:47.840 ⇒ 00:13:12.779 Merry Nebiyu: Okay, yeah, that one is in Chicago. But we could do that. And then we could also figure out a good time to do a dinner in New York. We’re doing a dinner on the 9.th Let me double check. September 9, th I believe. Yeah, with one of our partners, a fractional Cfo that we work with, but I think we would love to do another dinner that week as well, because it’s the week
69 00:13:12.780 ⇒ 00:13:24.260 Merry Nebiyu: around Beanstalk. Which is this like conference? If you’re familiar, it’s like a lot of marketing. And Ecom people attend there. So if we want to do something in New York. Then I think that would also be
70 00:13:24.510 ⇒ 00:13:27.510 Merry Nebiyu: a good play. If you guys have enough lead time for that.
71 00:13:29.960 ⇒ 00:13:39.289 Robert Tseng: Okay, yeah. I mean, if yeah, I feel like, if I’m around, do it. Yeah, we’ll check our calendar. If that’s that 1st week of September I should be around.
72 00:13:40.260 ⇒ 00:13:40.970 Merry Nebiyu: Yeah, it’s like.
73 00:13:40.970 ⇒ 00:13:42.249 Hannah Wang: Is the second week.
74 00:13:42.700 ⇒ 00:13:43.450 Robert Tseng: Oh, okay.
75 00:13:43.590 ⇒ 00:13:44.160 Robert Tseng: Yeah.
76 00:13:45.310 ⇒ 00:13:57.510 Merry Nebiyu: And Hannah also, like we can definitely offline chat about like, if we want to do something more experiential or something like that. And decide like if we we don’t want to do a dinner necessarily like what the format of event we want to do is.
77 00:13:57.510 ⇒ 00:13:58.109 Hannah Wang: Yeah, yeah.
78 00:13:58.110 ⇒ 00:14:08.809 Merry Nebiyu: I think it could be like a good like. It seems like that. I have the list. I can forward it to you of people who are attending. I think that’s a good way to like activate around the event without like actually attending.
79 00:14:09.580 ⇒ 00:14:11.690 Hannah Wang: Cool. Yeah, we’ll we’ll sync offline.
80 00:14:12.620 ⇒ 00:14:23.110 Robert Tseng: Should we do this like a set up a slack channel, or I don’t know how. How do you guys typically set it up with your partners? Just like. So we can move forward with coordination. Or we could stay on email, just
81 00:14:23.270 ⇒ 00:14:24.010 Robert Tseng: one room.
82 00:14:24.010 ⇒ 00:14:29.019 Merry Nebiyu: Yeah, we can do. We can make a a slack. I can make one invite you guys cool.
83 00:14:30.600 ⇒ 00:14:42.189 Merry Nebiyu: Yeah. I know, you guys wanted to touch on some partnerships related stuff. But, like, is there anything else on events that you guys would want to sync on before we move to slack.
84 00:14:44.956 ⇒ 00:15:10.473 Hannah Wang: No, I don’t think so. I mean, I feel like usually leading up to events. There’s always like Linkedin like marketing, collateral and stuff. So we can definitely. I also help with design and marketing. So whoever’s on who whoever is doing that on your end? I’ll connect with them, and we can kinda come up with like a cadence or a sequence. Leading up to the dinner and whatever else we decide to do, maybe around. I know the shop talk
85 00:15:10.930 ⇒ 00:15:13.169 Hannah Wang: engagement as well. So.
86 00:15:13.280 ⇒ 00:15:13.830 Merry Nebiyu: Yeah.
87 00:15:13.990 ⇒ 00:15:16.969 Hannah Wang: But that can be offline. It’s it’s me. So I’m happy.
88 00:15:16.970 ⇒ 00:15:17.410 Hannah Wang: Okay, cool.
89 00:15:17.410 ⇒ 00:15:18.600 Merry Nebiyu: Been talking about it. Yeah.
90 00:15:18.600 ⇒ 00:15:19.593 Hannah Wang: Let’s see.
91 00:15:20.720 ⇒ 00:15:26.157 Merry Nebiyu: Cool. Okay. That sounds all good from my end. I’ll send you guys that slack info.
92 00:15:27.340 ⇒ 00:15:27.780 Robert Tseng: Sweet.
93 00:15:29.360 ⇒ 00:15:35.330 Matt Holden: Cool, and I would love to just get like the sort of 5 min version of what you guys are doing with default
94 00:15:35.740 ⇒ 00:15:39.169 Matt Holden: and you know. That’ll help me kind of
95 00:15:39.730 ⇒ 00:15:44.079 Matt Holden: drum up some interest over the next, realistically, like 2 months.
96 00:15:44.700 ⇒ 00:15:46.560 Uttam Kumaran: Yes. So
97 00:15:46.680 ⇒ 00:16:12.950 Uttam Kumaran: yeah. So my friend, Caitlin currently works. I think I mean, there, I feel like at that company. There’s a lot of titles, but she leads a lot of stuff on the product and go to market side. She was previously had a partnerships there, and actually a friend of mine. Here she lives here in Austin. She was sort of leading a lot of their go to market automation for them as a while, as like external contractor came in, and she gave me a call
98 00:16:12.950 ⇒ 00:16:17.310 Uttam Kumaran: like maybe 2 or 3 months ago, just being like, Hey, they have like
99 00:16:17.310 ⇒ 00:16:42.629 Uttam Kumaran: very little data. And that’s usually like kind of the call that we get. And on that side there’s a couple different work streams. We’re actually helping them on. So one is, there’s a product related work stream, where they are deciding on some back end infrastructure for their actual product, using clickhouse for some of their supporting, some product flows and using postgres. So we’re doing some consulting work there. That is like
100 00:16:42.630 ⇒ 00:17:05.470 Uttam Kumaran: a lot of just being a sort of a data engineering architect and helping there. Additionally, there’s 1 work stream where we’re basically starting to lead all of their product analytics on their product itself. So default is, you know, started off as like an inbound lead router right? They have a great forms product. And then they basically route to the right person, based on signals.
101 00:17:05.470 ⇒ 00:17:33.129 Uttam Kumaran: All of those there’s like Ui to do those? And they have really little insight into what are people doing in the platform? What leads to like a great customer? How do they upgrade people to the next tier pricing they’re releasing. They’re starting to get more into like plg motion versus like sort of calling customers directly, which means there has to be some sort of like more automated motion to like, get people into different segmented marketing campaigns based on usage.
102 00:17:33.210 ⇒ 00:17:50.330 Uttam Kumaran: move people into categories where they can grow to enterprise. And then a salesperson can kind of so kind of this, basically a plg and an enterprise flow. And then, additionally, another work stream that we’re helping them on is directly for their head of go to market. He
103 00:17:50.330 ⇒ 00:18:01.559 Uttam Kumaran: is trying to do things a little bit of a different way. Kind of given. The fact that clay and a lot of new go-to-market tools exist is basically trying to set up his salespeople to have, like the
104 00:18:01.560 ⇒ 00:18:24.520 Uttam Kumaran: the highest priority and highest indication of success leads in front of them every day, which means using a tool like clay to do a lot of enrichment work. So finding out? Do they use an existing tool? A competitor like Chili Piper is their sales team growing? Do they have a crappy form on their website? Right? So it’s a mix of some common enrichment sources.
105 00:18:24.520 ⇒ 00:18:46.740 Uttam Kumaran: some like web scraping related agents that we’ll have to build to kind of find those and then getting all that into salesforce. So he can start to basically put those leads into his in front of his sales folks. I mean, they have a quite a lot of accounts in their salesforce. And so prioritization is like really important right? Finding the folks that you can actually hit. And then on the back end of that we’ll start to analyze. So like
106 00:18:47.710 ⇒ 00:19:09.929 Uttam Kumaran: What accounts that have the least time in between stages? What signals do we have about them like? Are they always using a certain tool, or are they always using a certain feature? Do they reside in a certain Geo like, you know? So finding that out so really everything around, both helping them add enrichment to all of their sales accounts and then measuring
107 00:19:09.930 ⇒ 00:19:32.389 Uttam Kumaran: where to double down. So that’s like a lot of the work that we’ve done. We’ve done a lot of work around sales, analytics, revenue analytics. And so we’ve worked with sort of these, go to market folks, I think what’s new for us is trying to lean on a lot of these, both AI and sort of automation related workflow tools. And it’s like a natural service for us to offer. We do a lot of AI work
108 00:19:32.390 ⇒ 00:19:46.380 Uttam Kumaran: which is like building Chatbots, building rag agents, co-pilots. And so naturally, we’re finding ways that both of these worlds are sort of merging into each other, and one of which is like using AI to kind of.
109 00:19:46.380 ⇒ 00:20:10.420 Uttam Kumaran: you know. Bring better enrichment to your accounts and help you streamline sales, initiatives. I think that’s actually something that’s purely within both, which is a lot of what we’re trying to do versus like building some agent over here and doing purely data work things in the middle, where there is both an AI component or an automation component. And then on the back end there’s a measurement, and everything’s focused on growing revenue or growing profit is really where we sit.
110 00:20:10.860 ⇒ 00:20:17.910 Matt Holden: Okay, cool. That’s super helpful. I appreciate it. I asked about default is because our CEO is like good friends with their CEO.
111 00:20:17.910 ⇒ 00:20:19.780 Uttam Kumaran: Oh, nice with Nico.
112 00:20:20.630 ⇒ 00:20:21.390 Uttam Kumaran: Nice.
113 00:20:21.390 ⇒ 00:20:25.910 Matt Holden: So it’s like being able to say, like default is doing this, you know.
114 00:20:26.240 ⇒ 00:20:51.540 Uttam Kumaran: No, I mean, they’re they’re a great company. And yeah, I mean, this is like, I feel like we. The nice thing we have walking into them is they have a you know. They have a great product. They have like great customers, and they’re growing, and they just raise a bit of money, but like they also are very tech driven. And they want to invest in data. But when we come in, when we came in, you know, basic questions like, what are the top features people are using
115 00:20:51.540 ⇒ 00:21:07.260 Uttam Kumaran: like, what is a great active customer? Right? And I kind of explained to them that look once you guys start to grow like series B series C, these are going to be things you have to start to report out on. So how are you defining active customers? What product features are getting used?
116 00:21:07.774 ⇒ 00:21:16.529 Uttam Kumaran: That like, allow people to move into that category? Basically like just understanding, the customer end to end is like what we’re helping them out with.
117 00:21:18.170 ⇒ 00:21:24.989 Matt Holden: That’s really helpful. Yeah, I appreciate that. I think you know, a Sean will ultimately be the guy that you
118 00:21:25.200 ⇒ 00:21:30.410 Matt Holden: want to deal with on that, but I’m not sure
119 00:21:31.550 ⇒ 00:21:36.440 Matt Holden: when exactly the right time will be. I know at some point there will be
120 00:21:36.610 ⇒ 00:21:42.009 Matt Holden: a switch from Hubspot to Salesforce, which obviously can like Trigger, a lot of other
121 00:21:44.320 ⇒ 00:21:50.379 Matt Holden: needs options, opportunities. You know, things like that. So
122 00:21:53.050 ⇒ 00:21:58.230 Matt Holden: yeah, I don’t really have any other questions at the at the moment about that, but definitely good.
123 00:21:58.230 ⇒ 00:22:23.789 Robert Tseng: Yeah. I mean, when I when I talk to Shawn about kind of just kind of give him a more condensed pitch over just like a Linkedin message, I guess. But yeah, and he was saying, like, Oh, it’s like, obviously kind of similar feedback. So great great enrichment automation things that he’s really interested in. But he’s like pretty like focused on trying to grow top line. So I’m curious, like what your main top line motions are, and you know, is there a way that we can?
124 00:22:24.010 ⇒ 00:22:30.289 Robert Tseng: I mean, I’m just curious like, is there a way that we could refine this to make it more helpful for work for what you’re looking at right now.
125 00:22:30.460 ⇒ 00:22:42.256 Matt Holden: I mean, I think, Mary, you know, bringing on Mary as like a super person in this sort of events and community spaces is is a big part of that.
126 00:22:42.650 ⇒ 00:22:43.220 Robert Tseng: Yeah.
127 00:22:43.930 ⇒ 00:22:50.369 Matt Holden: And you know, just growing the team in general, from like 5 people to 25 people this year is like.
128 00:22:52.250 ⇒ 00:22:53.239 Matt Holden: Is that
129 00:22:54.710 ⇒ 00:22:57.339 Matt Holden: But yeah, there is definitely like
130 00:22:58.400 ⇒ 00:23:06.199 Matt Holden: a lot of channels, a lot of desire to have more channels and more sort of like insight into what channels are working. And why?
131 00:23:07.640 ⇒ 00:23:15.900 Matt Holden: it’s a lot of like partner referral type stuff, you know, going in deep with a couple of big like brokers and accounting firms.
132 00:23:17.096 ⇒ 00:23:22.140 Matt Holden: You know a lot of fractional executives. Folks like that. Big accounting firms were like.
133 00:23:22.670 ⇒ 00:23:26.260 Matt Holden: It’s just a good idea for them to introduce us, regardless of
134 00:23:26.650 ⇒ 00:23:28.070 Matt Holden: if we pay them or not.
135 00:23:28.230 ⇒ 00:23:28.880 Uttam Kumaran: Yeah.
136 00:23:30.560 ⇒ 00:23:33.980 Robert Tseng: Yeah, what’s got? It sounds like.
137 00:23:33.980 ⇒ 00:23:36.660 Uttam Kumaran: Pricing model right now on the on the tool.
138 00:23:37.350 ⇒ 00:23:49.350 Uttam Kumaran: So right now, it’s a combined like monthly software fee and commission on what we win back for the brands, and recently there have been like a couple of like additional.
139 00:23:50.170 ⇒ 00:24:07.849 Matt Holden: You know, add on products available. There’s a pricing page on our website now for the 1st time. But you know I do anticipate that to change a little bit, just as it does with startups. But also, as we go up market and just learn, you know, from from talking to different types of folks.
140 00:24:11.290 ⇒ 00:24:18.530 Robert Tseng: Okay, cool. Yeah. I mean, I know that you beat me that blurb like, obviously, we wanna yeah, we’re we’re sending it to the folks that we know in our in our world.
141 00:24:19.034 ⇒ 00:24:41.840 Robert Tseng: Yeah, I mean, it sounds like, if, partner, I mean, clearly, you’re building doing focus on events and kind of curating your own community with with Mary on board. But maybe up to this point a lot of it is leaning on partners also sell. So I mean, I’m sure you already have, like a big pipeline of all the fractional Cfos and accounting account firms out there. But yeah, I think like
142 00:24:42.000 ⇒ 00:25:03.150 Robert Tseng: lead list building there, like, I mean, we we grow a lot through partners as well. So it’s like a pretty similar motion. Maybe not as direct to consumer or direct to business as defaults motion is. But I think a lot of the same things that we Tom talked about could could be helpful for kind of where you’re at as well. Just kind of depends on day to day, like where you feel like you’re most constrained in
143 00:25:03.547 ⇒ 00:25:15.570 Robert Tseng: if, if, like the top of funnel volume, if you’re trying to drive that, and you just need to bring in more highly qualified leads. I think that’s like an easy one to to hit with. Kind of the enrichments that we talked about.
144 00:25:15.948 ⇒ 00:25:20.979 Robert Tseng: You know, anything that’s like in the middle is maybe more of a process thing that you’ll figure out as you mature.
145 00:25:21.420 ⇒ 00:25:30.069 Robert Tseng: But yeah, I guess that’s those are kind of my reactions to how we could maybe adjust the way that we’re talking about what we can do for for your team.
146 00:25:30.390 ⇒ 00:25:58.499 Uttam Kumaran: Yeah. And even even just like being sure that meetings can get run with like, there’s a dashboard. There’s some data that’s being looked at, you know. I think that’s what we try to tell a lot of our clients. Is that you just wanna make sure that your meetings are looking at something where you can make a decision and then measure the impact, even however small. It is right, because you can just be running and sort of just tackling the next thing every day. But as you guys start to grow the team and you start to set Kpis, and you want to start to measure like that’s
147 00:25:59.230 ⇒ 00:26:06.750 Uttam Kumaran: you know that you’re gonna want to set up some infrastructure around these data points for for sales. So yeah, that’s that’s usually what we’re help out with.
148 00:26:07.100 ⇒ 00:26:11.570 Matt Holden: Yeah, no, that’s I definitely
149 00:26:12.000 ⇒ 00:26:15.320 Matt Holden: think that’s gonna fall under sort of a sean.
150 00:26:16.040 ⇒ 00:26:17.380 Matt Holden: And Mary, too.
151 00:26:18.049 ⇒ 00:26:23.829 Matt Holden: But I think like it’s probably gonna be September before we can come up for air to really like even.
152 00:26:24.370 ⇒ 00:26:25.100 Uttam Kumaran: Cool.
153 00:26:25.440 ⇒ 00:26:44.530 Robert Tseng: Sure no worries, I mean, in the meanwhile, like, you know, as we have this live channel going, maybe we’ll also just like share videos of, like internally what we, I mean, we we dog food, everything we build like. We build it for ourselves first, st and then it ends up getting into the hands of clients. So yeah, happy to kind of share some of the the things that we’ve set up for ourselves to
154 00:26:44.750 ⇒ 00:26:58.989 Robert Tseng: kind of hit our targets with the with a small team as well feel like we’re roughly similar, kind of size and kind of running pretty lean all together. So this maybe that’d just be helpful just for your for your team to to kind of see how we how we do it.
155 00:26:59.740 ⇒ 00:27:05.110 Matt Holden: Sure. Yeah. Always happy to to trade ideas.
156 00:27:05.610 ⇒ 00:27:06.150 Robert Tseng: Yeah.
157 00:27:07.520 ⇒ 00:27:12.048 Uttam Kumaran: Yeah. And, Robert, we should. I’m gonna I should send. We should send this to
158 00:27:13.120 ⇒ 00:27:17.069 Uttam Kumaran: to our finance folks, too, today, suggested.
159 00:27:17.070 ⇒ 00:27:17.430 Robert Tseng: Oh, yeah.
160 00:27:17.430 ⇒ 00:27:18.690 Uttam Kumaran: Have any? Yeah.
161 00:27:18.870 ⇒ 00:27:19.739 Robert Tseng: Yeah. Totally.
162 00:27:23.710 ⇒ 00:27:37.779 Merry Nebiyu: Cool. Well, I will. I think I just sent a slack connection to you guys so hopefully that has gone through. But if not, we’ll we’ll figure it out offline. But it was nice to meet you all, and, Hannah, we’ll get started on these events.
163 00:27:38.210 ⇒ 00:27:40.130 Robert Tseng: Sounds good. Where are you headed back.
164 00:27:41.100 ⇒ 00:27:42.600 Matt Holden: Portugal and Spain.
165 00:27:42.980 ⇒ 00:27:43.680 Robert Tseng: Nice.
166 00:27:44.060 ⇒ 00:27:46.770 Matt Holden: Yeah. So I’m gonna be a little bit like
167 00:27:46.970 ⇒ 00:27:50.369 Matt Holden: remote asynchronous for for the rest of the month.
168 00:27:51.450 ⇒ 00:27:55.009 Matt Holden: But yeah, slack is a good place to keep in touch.
169 00:27:56.110 ⇒ 00:28:01.490 Robert Tseng: Well enjoy safe travels, enjoy enjoy your time in Europe. It’s a beautiful time to be there right now.
170 00:28:01.910 ⇒ 00:28:04.360 Matt Holden: Thank you so much. Great to meet you.
171 00:28:04.360 ⇒ 00:28:04.710 Uttam Kumaran: Thank you.
172 00:28:04.710 ⇒ 00:28:05.110 Robert Tseng: Yeah.
173 00:28:05.110 ⇒ 00:28:06.220 Hannah Wang: Appreciate it, cool.
174 00:28:06.220 ⇒ 00:28:08.410 Robert Tseng: Alright, thanks! Glim’s team. Yep, bye.