Meeting Title: Brainforge Partner Program Development Sync Date: 2025-09-29 Meeting participants: Uttam Kumaran, Hannah Wang, holly condos
WEBVTT
1 00:01:13.800 ⇒ 00:01:14.750 Hannah Wang: Hello.
2 00:01:15.820 ⇒ 00:01:16.860 Uttam Kumaran: Hello?
3 00:01:17.140 ⇒ 00:01:21.549 Uttam Kumaran: Yeah, I was just on the phone with Holly, so we should switch here.
4 00:01:21.550 ⇒ 00:01:22.290 Hannah Wang: Okay.
5 00:01:26.390 ⇒ 00:01:27.460 holly condos: Hey, Hannah.
6 00:01:28.230 ⇒ 00:01:29.330 Hannah Wang: A.
7 00:01:29.330 ⇒ 00:01:30.220 holly condos: How you doing?
8 00:01:31.730 ⇒ 00:01:35.090 Hannah Wang: Mondays. Mondays are always…
9 00:01:35.590 ⇒ 00:01:41.490 holly condos: I know, I’m having the same Monday blues. My generator just went on, like.
10 00:01:41.780 ⇒ 00:01:45.310 holly condos: 15 minutes ago, so hopefully everything’s fine.
11 00:01:45.310 ⇒ 00:01:49.120 Uttam Kumaran: No, you’re totally fine.
12 00:01:49.620 ⇒ 00:02:01.409 Uttam Kumaran: We were just, yeah, Hannah, we were just talking about McGaw and sort of, like, how we’re interacting with partners, so, the one question Holly just had was, like, okay, how do they get our materials? And so.
13 00:02:01.440 ⇒ 00:02:04.709 holly condos: In the sales partnerships channel, I just sent a link.
14 00:02:04.710 ⇒ 00:02:07.320 Uttam Kumaran: Which is… we have an internal…
15 00:02:07.440 ⇒ 00:02:22.860 Uttam Kumaran: little platform. And if you click that link, you can actually go to see… we have a little… if you log in with your Brainforge email, you’ll actually see all of our sales and marketing assets directly in there. So these are case studies, one-pagers, everything. So this is the…
16 00:02:23.120 ⇒ 00:02:39.130 Uttam Kumaran: these are everything that we send during a sales conversation. The key things to look at there, we have a deck for both… we have a deck for AI, for data, a general, like, capabilities deck, and then, of course, we have case studies, technology-based one-pagers.
17 00:02:39.310 ⇒ 00:02:45.459 Uttam Kumaran: like, kind of, like, more white paper style things. So, we, to date, have not
18 00:02:45.820 ⇒ 00:02:50.840 Uttam Kumaran: We have… we don’t have, like, a partnerships package. We have a…
19 00:02:51.050 ⇒ 00:02:56.859 Uttam Kumaran: I think we have a notion, right, around… like, we have a partnerships notion.
20 00:02:57.140 ⇒ 00:02:57.510 holly condos: Like, which.
21 00:02:57.510 ⇒ 00:03:00.409 Uttam Kumaran: Which is, like, what we should be delivering to them.
22 00:03:01.050 ⇒ 00:03:08.699 Uttam Kumaran: What we’ve sort of found is that, again, without a cadence, without a cadence or any, like, accountability on the partners.
23 00:03:08.700 ⇒ 00:03:09.079 holly condos: It’s hard.
24 00:03:09.080 ⇒ 00:03:13.080 Uttam Kumaran: to get them to… because they’re in the same game as us, so…
25 00:03:13.080 ⇒ 00:03:13.620 holly condos: Right.
26 00:03:13.620 ⇒ 00:03:19.829 Uttam Kumaran: you know, and I would love to hear your perspective. For me, you know, I think about the partners we leverage. One, it’s important that I have
27 00:03:19.990 ⇒ 00:03:34.660 Uttam Kumaran: anything I could share about them on hand. Second is, I refer a lot of partners as well, and it’s just, the more top of mind there are, the more, like, while I’m in a meeting with a client, I can think about who they are and how to smooth them into something.
28 00:03:35.240 ⇒ 00:03:36.040 Uttam Kumaran: Yeah.
29 00:03:36.440 ⇒ 00:03:42.760 holly condos: Okay, so, outside of the list, Hannah, that you gave me last week.
30 00:03:43.780 ⇒ 00:03:48.440 holly condos: Is that the only list of partners… partners currently?
31 00:03:48.950 ⇒ 00:03:52.250 Uttam Kumaran: Yeah, let’s go through that, let’s go through that list,
32 00:03:52.560 ⇒ 00:03:56.910 Uttam Kumaran: Hannah, if you want to send me the link, or if you want to pull it up, we can just go through and…
33 00:03:56.910 ⇒ 00:04:01.179 holly condos: Just so I have an idea of, you know, how many we’re looking at currently, and then…
34 00:04:01.180 ⇒ 00:04:02.030 Uttam Kumaran: Totally.
35 00:04:02.030 ⇒ 00:04:04.199 holly condos: Yeah, okay, great. So…
36 00:04:04.420 ⇒ 00:04:10.200 Hannah Wang: for these, like, they aren’t everything. Like, the Notion doc has
37 00:04:10.540 ⇒ 00:04:23.720 Hannah Wang: every partner, I feel like we’ve tried to work with, but this one, these are more of, like, the more top-of-mind people, or partners that we have, but yeah, it’s not, like, the exhaustive list, the one on the…
38 00:04:23.720 ⇒ 00:04:34.340 holly condos: Okay, and of these, let’s just take these to start, of these, would you say that…
39 00:04:35.180 ⇒ 00:04:38.000 holly condos: well, outside of Magaw, right?
40 00:04:38.340 ⇒ 00:04:43.970 holly condos: Are they kind of not engaged? Like, maybe you talk to them once or twice, but…
41 00:04:44.950 ⇒ 00:04:48.800 holly condos: They’re waiting to be recontacted or re-engaged.
42 00:04:49.980 ⇒ 00:04:53.990 Uttam Kumaran: Yeah, so I think this is also where I’m interested in, like, what other…
43 00:04:54.310 ⇒ 00:05:00.610 Uttam Kumaran: columns we should add to this, because there are some partners that are… as you know, there’s some partners that are…
44 00:05:00.910 ⇒ 00:05:05.689 Uttam Kumaran: Big or smaller, like, vendors versus agencies. Also, like.
45 00:05:06.960 ⇒ 00:05:11.330 Uttam Kumaran: Sort of, like, what is a relationship capital we already have, you know, with them?
46 00:05:11.430 ⇒ 00:05:12.260 Uttam Kumaran: Like… Yeah.
47 00:05:12.260 ⇒ 00:05:15.739 holly condos: And that’s what I’m driving at, right? So I can kind of say.
48 00:05:15.810 ⇒ 00:05:24.400 holly condos: Okay, do we want to put together that… that engagement package? Which would include setting up a cadence.
49 00:05:24.400 ⇒ 00:05:36.159 holly condos: Right? And making sure that we have the right players from their side in the room. Again, using McGaw as the example, Dan probably isn’t the right person to engage
50 00:05:36.590 ⇒ 00:05:41.080 holly condos: On a… whatever it is, you know, bi-weekly or monthly basis.
51 00:05:41.740 ⇒ 00:05:46.330 holly condos: So… Understanding where you’re at with who.
52 00:05:46.820 ⇒ 00:05:54.120 holly condos: Because I’m kind of looking at it from a double-edged sword. So, one, putting that kind of structure in place.
53 00:05:54.450 ⇒ 00:06:04.819 holly condos: And, yeah, adding a column here for status, and maybe, integrating that with HubSpot, because it looks like you’ve got some stuff going on in HubSpot as well.
54 00:06:05.950 ⇒ 00:06:12.289 Uttam Kumaran: Yeah, so this is gonna eventually get into HubSpot. I think that’s, like, what sort of the plan is.
55 00:06:12.290 ⇒ 00:06:17.229 holly condos: Okay. I think, given just current situation, we can run it from here, but we should totally add that.
56 00:06:17.230 ⇒ 00:06:29.060 Uttam Kumaran: I think… I think ideally, it’s helpful to have you here, because we want this to be something in an ideal situation where anybody looks at this and gets the situation, right? So, if those two columns are helpful, which is, like, status.
57 00:06:29.710 ⇒ 00:06:33.669 Uttam Kumaran: and… The first thing you mentioned, which is just, like.
58 00:06:34.140 ⇒ 00:06:41.180 Uttam Kumaran: like, is it more about, like, what’s the opportunity, or, like, why we partnered with them? What do you think is important context to have?
59 00:06:41.380 ⇒ 00:06:49.750 holly condos: I think, I think probably first would be, what is the synergy between them and Brainforge?
60 00:06:49.890 ⇒ 00:06:53.470 holly condos: Right? So, why partner with them?
61 00:06:53.680 ⇒ 00:07:08.000 holly condos: what is it that Brainforge is going to get out of it, other than leads, right? Is there a synergy, like you were just describing with, with McGuff or Boot for the cutting board people, Bose.
62 00:07:08.430 ⇒ 00:07:11.589 holly condos: Right? What is the synergy? Are you…
63 00:07:12.480 ⇒ 00:07:15.089 holly condos: Just going to take leads from them.
64 00:07:15.360 ⇒ 00:07:18.999 holly condos: Is it a reciprocal kind of engagement?
65 00:07:19.000 ⇒ 00:07:20.579 Uttam Kumaran: Yes. Okay.
66 00:07:20.580 ⇒ 00:07:21.050 holly condos: Right?
67 00:07:21.050 ⇒ 00:07:24.249 Uttam Kumaran: So, so totally, we should have, like, what is the…
68 00:07:24.920 ⇒ 00:07:31.470 Uttam Kumaran: I guess it’s, like, partner relationship. We do have some, like, for example, for our vendors,
69 00:07:34.050 ⇒ 00:07:40.069 Uttam Kumaran: Yeah, I mean, there are multiple… there are going to be multiple types, like, there are some vendors for which
70 00:07:40.210 ⇒ 00:07:42.140 Uttam Kumaran: It’s… they’re purely, like…
71 00:07:42.390 ⇒ 00:07:51.169 Uttam Kumaran: let’s do marketing together, and maybe there’s no, like, events we work on. Maybe there is just events. For McGaw, there’s both, like.
72 00:07:51.840 ⇒ 00:07:56.719 Uttam Kumaran: There’s both referrals, and there’s, like, let’s get on each other’s paper to deliver.
73 00:07:56.970 ⇒ 00:07:57.330 holly condos: Okay.
74 00:07:57.330 ⇒ 00:07:59.080 Uttam Kumaran: So there’s actually both.
75 00:07:59.120 ⇒ 00:08:04.680 holly condos: For, like, a mixed panel or a polyatomic, we are implementing them, so…
76 00:08:04.690 ⇒ 00:08:09.660 Uttam Kumaran: It is also, like, there is an opportunity for us, we bring customers to them.
77 00:08:09.660 ⇒ 00:08:11.979 holly condos: And then additionally.
78 00:08:12.140 ⇒ 00:08:16.089 Uttam Kumaran: They have sent us leads, because.
79 00:08:16.090 ⇒ 00:08:21.140 holly condos: Do you have referral agreements with… with those that you just mentioned?
80 00:08:21.320 ⇒ 00:08:25.450 Uttam Kumaran: Not with, not with them all,
81 00:08:26.060 ⇒ 00:08:29.339 Uttam Kumaran: We… we typically, for the vendors, have…
82 00:08:29.580 ⇒ 00:08:39.029 Uttam Kumaran: like, a partner agreement, where they’re like, we can give you some referral fees for bringing customers to them, but there is no agreement
83 00:08:39.179 ⇒ 00:08:40.699 Uttam Kumaran: This way, from them.
84 00:08:41.020 ⇒ 00:08:55.230 Uttam Kumaran: Because when we first started talking to them, we just… I just hit them as, like, we’re… we’re a service partner, sign us up for whatever your traditional service partner is. I would love to… to get one that’s more, like, their, you know, the other way, for sure.
85 00:08:55.230 ⇒ 00:09:14.189 holly condos: Sure, I can help you there, for sure, that’s easy. So, so again, I’m trying to just focus at the high level right now, as far as how do we capture what you’ve got so far, and create sort of a scalable process. I think… I think just listening to both of you.
86 00:09:14.290 ⇒ 00:09:22.440 holly condos: I think that’s kind of what you’re looking for, but if I misunderstood that, please, you know, re- recalibrate me.
87 00:09:23.010 ⇒ 00:09:24.540 Uttam Kumaran: Yeah, I think that’s fair.
88 00:09:25.070 ⇒ 00:09:29.879 holly condos: Okay. But by the same token, I think we leverage
89 00:09:30.360 ⇒ 00:09:42.529 holly condos: me helping you here, not only with that workflow, but also down in the weeds, right? So, does that mean… again, let’s take McGaw. Do… do you…
90 00:09:43.880 ⇒ 00:09:44.680 holly condos: I’m assuming.
91 00:09:44.680 ⇒ 00:09:59.059 Uttam Kumaran: Yeah, so let… maybe… maybe… I think one way that’s helpful is for McGaw, right, the place we stalled before is… they wanted to refer us some leads. They… Dan was like, do we have a referral agreement in place? I was like, we don’t, we just have…
92 00:09:59.120 ⇒ 00:10:07.440 Uttam Kumaran: we just had the subcontracting agreement in place, like, the two-way subcontracting. And so he’s like, let’s get that set up, and we just…
93 00:10:07.770 ⇒ 00:10:15.149 Uttam Kumaran: lost momentum on that. I pinged for some time. But also, it’s like, it’s not like we… we don’t have standard terms for that, so I think…
94 00:10:15.280 ⇒ 00:10:23.730 Uttam Kumaran: almost… One is we just need the legal repository of standard terms for varying relationship types.
95 00:10:23.730 ⇒ 00:10:24.110 holly condos: Okay.
96 00:10:24.110 ⇒ 00:10:30.209 Uttam Kumaran: Certainly, I think there are two playbooks here, given the types of partners we have.
97 00:10:30.390 ⇒ 00:10:31.890 holly condos: We have…
98 00:10:32.050 ⇒ 00:10:37.730 Uttam Kumaran: We have, vendors, and we have… like, agency partners.
99 00:10:38.180 ⇒ 00:10:49.919 Uttam Kumaran: We also have a few that are, like, solo referrals, like, I just have some well-connected friends. I’m like, if you refer some business, we’ll toss you something. That, I don’t really care much about.
100 00:10:49.920 ⇒ 00:10:51.810 holly condos: Yeah, you keep that off paper.
101 00:10:51.810 ⇒ 00:11:04.800 Uttam Kumaran: Yeah, that’s whatever. Yeah, and some of those we have some paper with, but, like, that’s just mainly because I want… I want them to… I just need to create some activity to do with them, right? So… so that’s something there. And then,
102 00:11:05.270 ⇒ 00:11:16.479 Uttam Kumaran: Yeah, like, other stuff, like, internal referrals from internal team, again, like, not… like, that’s… that I don’t want us to focus on right now. Okay. But it’s really the vendors and the agency partners that we have.
103 00:11:16.500 ⇒ 00:11:18.790 holly condos: That I want to make sure that.
104 00:11:18.810 ⇒ 00:11:23.640 Uttam Kumaran: we equip them with a package, but I think more important than that is that
105 00:11:24.160 ⇒ 00:11:41.590 Uttam Kumaran: like, how do we just keep the momentum high? Like, and I would rather get a win with fewer people than, like… I feel like this list is so big. I mean, it’s really just, like, we’ve met a lot of people. We’ve met a lot of people, they’re all great, they’ve all seemed to have potential. There are only a few on here that have actually
106 00:11:41.750 ⇒ 00:11:43.339 Uttam Kumaran: sent us business.
107 00:11:43.540 ⇒ 00:11:44.000 holly condos: Okay.
108 00:11:44.000 ⇒ 00:11:49.040 Uttam Kumaran: But I don’t know whether that’s our fault, or their fault, or, you know, like, that’s… we can’t isolate that yet.
109 00:11:49.460 ⇒ 00:11:57.240 holly condos: Yeah, so as I was saying to Hannah when we talked last week, I really think there’s value in the cadence.
110 00:11:57.750 ⇒ 00:12:13.649 holly condos: The challenge is getting people to show up. And so, again, it’s really important to identify, you know, who is driving it on their end. Who is the… for… just for example, who is the me on their side, right?
111 00:12:13.650 ⇒ 00:12:14.060 Uttam Kumaran: Yes.
112 00:12:14.060 ⇒ 00:12:25.640 holly condos: or the account rep, or the channel manager. I mean, again, you know, I think that most of the companies on your list are not enterprise, right? I think that’s fair.
113 00:12:26.190 ⇒ 00:12:30.059 Uttam Kumaran: Not Enterprise, but they are… there is a,
114 00:12:30.160 ⇒ 00:12:35.169 Uttam Kumaran: There is a wide range, meaning, like, some are smaller.
115 00:12:35.170 ⇒ 00:12:37.069 holly condos: Yeah. Some are quite large.
116 00:12:37.170 ⇒ 00:12:42.389 Uttam Kumaran: But you’re totally right in that I think another column to add here is, like, who is our counterpart, Anna? Like…
117 00:12:43.080 ⇒ 00:12:49.010 Uttam Kumaran: And the CEO, we should really be careful that it’s not the CEO, basically.
118 00:12:49.010 ⇒ 00:12:49.510 holly condos: true, right?
119 00:12:49.510 ⇒ 00:12:50.190 Uttam Kumaran: Right.
120 00:12:50.190 ⇒ 00:12:54.710 holly condos: Right, there’s got to be a key person. Now, having said that, you know, the company…
121 00:12:54.710 ⇒ 00:12:58.389 Uttam Kumaran: who wins on their side that isn’t the CEO? Like, who is on their side?
122 00:12:58.390 ⇒ 00:12:59.150 holly condos: Exactly.
123 00:12:59.150 ⇒ 00:13:00.960 Uttam Kumaran: OKR towards…
124 00:13:01.420 ⇒ 00:13:04.559 holly condos: Right. Who’s going to be interested
125 00:13:04.660 ⇒ 00:13:20.139 holly condos: in showing up for the cadence, in thinking about Brain Forge, right? Who is that? And maybe it’s a team, but who is that point of contact, key contact, right, that we can then sort of
126 00:13:20.440 ⇒ 00:13:39.820 holly condos: I think we could pitch it as, hey, you know, we’re, we’re launching our new partner program, and as part of that, we want to make sure we’ve got the right paper in place with you guys, we want to make sure you have our current package, and we want to set up a cadence.
127 00:13:40.430 ⇒ 00:13:43.569 Uttam Kumaran: Right? I think that’s kind of how to pitch it.
128 00:13:43.570 ⇒ 00:13:53.539 holly condos: And again, you know, I’m happy to engage there, work with Hannah, whoever you think, but I think, Utam, the point being that we… we take…
129 00:13:53.680 ⇒ 00:14:01.130 holly condos: some of it off your plate. I mean, I see this all the time with CEOs, right? They’re just… they’re overwhelmed with doing everything.
130 00:14:01.130 ⇒ 00:14:15.490 Uttam Kumaran: No, totally, and it’s… it’s actually, yeah, that’s… that’s 100% the point. I think also my point is that, like, I’m gonna do probably what other CEOs don’t do, is, like, slim the contacts, like, pick a few, and win.
131 00:14:15.490 ⇒ 00:14:34.399 holly condos: And I think that’s really smart. It’s really smart to pick a few, don’t spread yourself thin, because what happens… and I’m sure you already know what I’m gonna say, but what happens is you just… you’re trying to do 100 things with 100 partners, and it just… it doesn’t…
132 00:14:34.620 ⇒ 00:14:42.209 holly condos: You don’t gain leverage that way, right? You don’t get traction because you’re so thin. So I agree with you completely, let’s keep it…
133 00:14:42.330 ⇒ 00:14:45.779 holly condos: Small, let’s get some, you know, quick wins.
134 00:14:45.960 ⇒ 00:14:54.700 holly condos: and build. I think you guys seem very relationship-oriented, rather than, oh, we’ve got 100 partners, right? You’d rather have.
135 00:14:54.970 ⇒ 00:14:58.930 Uttam Kumaran: Oh, yeah, I mean, we’ve… we’ve gone to this list because…
136 00:14:59.300 ⇒ 00:15:10.389 Uttam Kumaran: I’m just like, if anyone seems valuable, we’ll go after them, but actually, I don’t have any… my KPI is revenue, it’s not number of partners for a reason.
137 00:15:10.390 ⇒ 00:15:10.870 holly condos: Exactly.
138 00:15:10.870 ⇒ 00:15:11.240 Uttam Kumaran: you know.
139 00:15:11.240 ⇒ 00:15:12.430 holly condos: Right, right.
140 00:15:13.080 ⇒ 00:15:15.380 holly condos: But… but again, I think that…
141 00:15:16.770 ⇒ 00:15:23.159 holly condos: just knowing you guys, and knowing how I am, I think building those relationships…
142 00:15:23.640 ⇒ 00:15:29.399 holly condos: is valuable and will yield your goal, right? To generate revenue.
143 00:15:29.540 ⇒ 00:15:46.569 holly condos: But… but it’s multi-pronged, because not only… depending on what kind of partner they are, either they’re gonna bring you leads where you do the implementation, it’s gonna be reciprocal, or like the one you described earlier, where it’s marketing.
144 00:15:46.570 ⇒ 00:15:58.550 holly condos: Right? And that’s okay. It’s good to have different types of partners also, not just the same one, because you never know what’s going to come out of that marketing person, or partner, right?
145 00:15:58.700 ⇒ 00:15:59.669 Uttam Kumaran: I agree.
146 00:15:59.670 ⇒ 00:16:04.990 holly condos: Okay, so, again, you know, to move forward here.
147 00:16:06.100 ⇒ 00:16:23.129 holly condos: do you think that what I described earlier is a good way to start? So, putting together that program, if you will, right, the program with the package, the paper, and… and making, you know, a new communication, if you will, however we pitch that.
148 00:16:23.560 ⇒ 00:16:25.930 holly condos: And then setting up cadences.
149 00:16:27.440 ⇒ 00:16:27.959 Uttam Kumaran: Yeah, and I.
150 00:16:27.960 ⇒ 00:16:29.070 holly condos: That makes sense.
151 00:16:29.470 ⇒ 00:16:36.519 Uttam Kumaran: I think that makes a lot of sense. I think… I think the other decision I would like to make is to select
152 00:16:37.250 ⇒ 00:16:50.189 Uttam Kumaran: Whatever number you think is healthy to run the program with. Again, a great touchpoint is I can say, hey, we have a new program, would love to walk you through it as a way back into the fray.
153 00:16:50.190 ⇒ 00:16:52.839 holly condos: But, you tell me if that’s, like.
154 00:16:53.610 ⇒ 00:17:01.599 Uttam Kumaran: Again, we… let’s… if we just want to consider the two partner types, which are vendors and other service partners…
155 00:17:01.600 ⇒ 00:17:01.990 holly condos: Yeah.
156 00:17:01.990 ⇒ 00:17:05.470 Uttam Kumaran: Yeah, other agencies, and then even within that, again, we have…
157 00:17:06.260 ⇒ 00:17:11.550 Uttam Kumaran: We… it’s like, we also have vendors that we have done well with, but maybe the upside is
158 00:17:11.839 ⇒ 00:17:20.329 Uttam Kumaran: not that high versus vendors that we haven’t done anything with, but I know that it’s sitting there. So, you tell me what the mix of
159 00:17:21.430 ⇒ 00:17:29.169 Uttam Kumaran: folks we want to go after. Like, for example, Polytomic just sent us a deal last week, McGaw just sent us one,
160 00:17:29.460 ⇒ 00:17:36.349 Uttam Kumaran: like, we could start with the ones… I guess, like… yeah, give me a sense of… we want to start with the ones with the… with,
161 00:17:36.590 ⇒ 00:17:42.959 Uttam Kumaran: most trust built up, or we want to go after the ones where I’m like, it’s a fresh slate, let’s try to hit it hard.
162 00:17:44.720 ⇒ 00:17:55.339 holly condos: I think that the ones that you have some traction with already, maybe the approach is slightly different, right? So…
163 00:17:55.450 ⇒ 00:18:00.569 holly condos: It’s not so much the, hey, we’re launching a new program, it’s more of…
164 00:18:00.730 ⇒ 00:18:06.360 holly condos: We’d like to set up a cadence, right? We just jump to the cadence step.
165 00:18:06.620 ⇒ 00:18:11.060 holly condos: with the ones that you’ve already got something going with. But the ones that…
166 00:18:11.190 ⇒ 00:18:16.889 holly condos: you know, you haven’t been able to engage with, then I think we approach them with the program.
167 00:18:18.160 ⇒ 00:18:19.260 Uttam Kumaran: Okay, okay.
168 00:18:19.480 ⇒ 00:18:20.389 Uttam Kumaran: That’s fine.
169 00:18:20.810 ⇒ 00:18:23.909 holly condos: Now, having Matt, you know, again, I’m… I’m…
170 00:18:24.510 ⇒ 00:18:26.760 holly condos: I’m relying on you guys, like.
171 00:18:26.760 ⇒ 00:18:35.729 Uttam Kumaran: No, totally. I think our challenge is… our challenge is a challenge of constraints, so, like, I’m not… both answers could be the right answer. Right. It’s,
172 00:18:36.370 ⇒ 00:18:55.950 Uttam Kumaran: it’s just, like, what would be more right? I mean, if I was to think about my gut instinct, is the people we already have wins with have brought us deals in a zero program environment, which ideally means if we have a program, it should just get better, you know? So, maybe we start with that, and then…
173 00:18:56.090 ⇒ 00:19:00.889 holly condos: Okay. Just kind of move from there. And so, for me, if you could just scroll up.
174 00:19:00.970 ⇒ 00:19:08.490 Uttam Kumaran: a little bit here. My suggestion would be…
175 00:19:09.520 ⇒ 00:19:17.179 Uttam Kumaran: The… so if we can… maybe we can just sort by the ones that have sent us leads, and just look at, like, what that data looks like right now.
176 00:19:17.180 ⇒ 00:19:22.579 holly condos: Yeah, because I’m… I’m kind of keying in on your time since first touch. I mean, some of them are…
177 00:19:23.230 ⇒ 00:19:26.250 holly condos: 6 months, right? 3 months, 7 months…
178 00:19:26.920 ⇒ 00:19:33.579 holly condos: So, maybe, to your point, you know, we start with focusing on the ones who are actually engaged.
179 00:19:34.340 ⇒ 00:19:42.070 Hannah Wang: Well, I don’t… I… like, some of these, I don’t really know. Like, contextual, have they sent us?
180 00:19:42.250 ⇒ 00:19:45.300 Hannah Wang: Elite… I don’t know.
181 00:19:45.300 ⇒ 00:19:49.750 Uttam Kumaran: Yeah, maybe… here, I can share it, I can just quickly update these.
182 00:19:50.680 ⇒ 00:19:56.190 holly condos: And just curious, so I saw, Hey Marvin on the HubSpot.
183 00:19:56.800 ⇒ 00:20:02.410 holly condos: Are you just providing a proposal for services to them? They’re not a potential partner, right?
184 00:20:02.950 ⇒ 00:20:05.089 Uttam Kumaran: Yes, they are, they are.
185 00:20:05.090 ⇒ 00:20:05.770 holly condos: Just for example.
186 00:20:05.770 ⇒ 00:20:06.330 Uttam Kumaran: quiet.
187 00:20:06.340 ⇒ 00:20:08.439 holly condos: Yeah, they’re a potential client. Okay.
188 00:20:11.390 ⇒ 00:20:15.170 Uttam Kumaran: Okay, so… Let’s…
189 00:20:17.760 ⇒ 00:20:21.749 holly condos: And, Utam, all of these partners here.
190 00:20:22.810 ⇒ 00:20:23.410 Uttam Kumaran: Yes.
191 00:20:23.410 ⇒ 00:20:28.520 holly condos: you or Robert, sort of, Engage with initially, right?
192 00:20:28.650 ⇒ 00:20:29.270 Uttam Kumaran: Correct.
193 00:20:29.270 ⇒ 00:20:31.470 holly condos: Had some conversations, and then…
194 00:20:32.850 ⇒ 00:20:36.520 Uttam Kumaran: So we can also put, like, the origin… we could also basically put the origin story, or, like.
195 00:20:36.520 ⇒ 00:20:43.990 holly condos: I mean, that would… that’s helpful to me, frankly, like, you know, how did this… Thing… start?
196 00:20:45.080 ⇒ 00:20:51.510 Uttam Kumaran: Okay, great. Maybe, Hannah, do you want to also add that, like… We could just add one.
197 00:20:52.620 ⇒ 00:20:53.200 Uttam Kumaran: Yeah.
198 00:20:55.260 ⇒ 00:20:58.419 holly condos: I mean, it’s not critical, but I think it’s just helpful.
199 00:21:00.740 ⇒ 00:21:03.430 Hannah Wang: Okay, I added it to the left of notes.
200 00:21:03.740 ⇒ 00:21:04.440 Hannah Wang: Okay.
201 00:21:04.440 ⇒ 00:21:04.980 Uttam Kumaran: Okay.
202 00:21:05.240 ⇒ 00:21:05.830 Hannah Wang: Yeah.
203 00:21:08.030 ⇒ 00:21:10.599 holly condos: Okay, but as far as the leads generated…
204 00:21:11.220 ⇒ 00:21:15.720 Uttam Kumaran: Yeah, so let me just make sure these are all… up to date.
205 00:21:15.720 ⇒ 00:21:16.510 holly condos: Yeah.
206 00:21:17.370 ⇒ 00:21:23.990 Uttam Kumaran: So… Polytomic, we’ve actually gotten 2 from them.
207 00:21:24.220 ⇒ 00:21:28.179 Uttam Kumaran: So I’ll change this to 2, and…
208 00:21:28.860 ⇒ 00:21:31.639 Uttam Kumaran: Hannah, what I’ll do is I’ll just put a note here.
209 00:21:31.940 ⇒ 00:21:32.360 Hannah Wang: Okay.
210 00:21:32.360 ⇒ 00:21:37.550 Uttam Kumaran: Which is, they’re gonna be,
211 00:21:40.770 ⇒ 00:21:44.940 Uttam Kumaran: Who was this? There’s one more, so…
212 00:21:46.720 ⇒ 00:21:52.880 holly condos: And polyatomic is one way, right? In other words, they’ve brought leads to Brainforge?
213 00:21:53.590 ⇒ 00:21:56.890 Uttam Kumaran: They bring leads to us, but we implement them.
214 00:21:57.110 ⇒ 00:21:57.640 holly condos: Okay.
215 00:21:57.640 ⇒ 00:22:00.359 Uttam Kumaran: So they are an ETL, they are,
216 00:22:00.530 ⇒ 00:22:03.869 Uttam Kumaran: They are a vendor, we implement them pretty often.
217 00:22:04.050 ⇒ 00:22:04.620 holly condos: Okay.
218 00:22:04.850 ⇒ 00:22:08.830 Uttam Kumaran: For several. We’ve implemented them almost, like, 5 times, or 4 times now.
219 00:22:08.830 ⇒ 00:22:10.700 holly condos: Okay, okay, that’s good. Okay.
220 00:22:10.700 ⇒ 00:22:19.450 Uttam Kumaran: So they’ve generated us to… The leads generated from superposition
221 00:22:20.500 ⇒ 00:22:22.810 Uttam Kumaran: Which, which ones were these, Hannah?
222 00:22:23.210 ⇒ 00:22:26.540 Hannah Wang: I just looked through the Slack,
223 00:22:26.740 ⇒ 00:22:31.990 Hannah Wang: channel, and I know, like, we had call, like, with Troy and, like.
224 00:22:32.150 ⇒ 00:22:36.440 Hannah Wang: David talked to someone, like, pitching the workshop, and…
225 00:22:36.730 ⇒ 00:22:40.150 Hannah Wang: There are a couple more. I can go dig them up, but…
226 00:22:40.150 ⇒ 00:22:50.319 Uttam Kumaran: Yeah, I guess my definition of leads generated would be, like, I’m on an active email thread. I think it’ll get even worse later, worse as in, like, more…
227 00:22:50.590 ⇒ 00:23:03.690 Uttam Kumaran: it’ll get more strict later, where it’ll be, like, did they have a meeting for them? Because everybody in sales will just say, like, I’m talking to so-and-so, it doesn’t matter until something happens. So, I think for superposition, because Troy is actually…
228 00:23:04.210 ⇒ 00:23:05.670 Uttam Kumaran: Troy…
229 00:23:06.580 ⇒ 00:23:07.690 holly condos: Who’s Troy?
230 00:23:08.070 ⇒ 00:23:14.619 Uttam Kumaran: Troy, he is a senior consultant, in the auto dealership group world.
231 00:23:14.730 ⇒ 00:23:30.290 Uttam Kumaran: Okay. But I don’t think anything has resulted in, like, an active deal yet. We’ve actually brought him onto deals, so I’m gonna say this is zero, like, we’ve generated from him now. For McGaw, there was… this is actually two, so…
232 00:23:30.870 ⇒ 00:23:33.419 Uttam Kumaran: We have talked to,
233 00:23:35.010 ⇒ 00:23:40.429 Uttam Kumaran: we talked… so we got John Booze, and there’s one more, like a… it was like a Vegas,
234 00:23:40.780 ⇒ 00:23:46.160 Uttam Kumaran: sort of resort. I have to look at them by the name again, but some type of Vegas resort.
235 00:23:47.180 ⇒ 00:23:52.140 Uttam Kumaran: So I’m gonna put that as 2, and then… let me just look through…
236 00:23:54.480 ⇒ 00:24:00.820 Uttam Kumaran: And then Rill has also sent us, to… In the past.
237 00:24:01.540 ⇒ 00:24:02.150 holly condos: Okay.
238 00:24:04.980 ⇒ 00:24:07.640 Uttam Kumaran: Yeah, so these should be…
239 00:24:10.210 ⇒ 00:24:22.750 holly condos: So, another idea I have is on the ones that have generated leads, have any closed?
240 00:24:22.940 ⇒ 00:24:24.729 holly condos: to generate revenue.
241 00:24:25.290 ⇒ 00:24:28.179 Uttam Kumaran: Yeah, so let’s put that.
242 00:24:29.670 ⇒ 00:24:32.129 holly condos: Okay, so based on those.
243 00:24:32.400 ⇒ 00:24:38.039 holly condos: And again, this is just… I’m just throwing out ideas… spitballing here a little bit. So, on the ones that…
244 00:24:38.320 ⇒ 00:24:40.799 holly condos: Resulted in revenue.
245 00:24:41.680 ⇒ 00:24:44.080 holly condos: And customer success, if you will.
246 00:24:44.860 ⇒ 00:24:50.810 holly condos: Would you consider, with that, partner.
247 00:24:51.240 ⇒ 00:24:56.090 holly condos: doing a social media push, like, hey, you know, Brain Forge.
248 00:24:56.090 ⇒ 00:24:56.750 Uttam Kumaran: Totally.
249 00:24:56.750 ⇒ 00:25:07.619 holly condos: McGaw collaborated on this deal, blah blah blah, right? Because then it’s… I mean, you guys are really good on social media, right? But it shows that
250 00:25:08.370 ⇒ 00:25:14.909 holly condos: yeah, we’re busy, but we’re also engaging with partners and look at what we’re doing with partners. And then, also.
251 00:25:15.750 ⇒ 00:25:20.069 holly condos: All of us who are doing the cadences, right, can say, hey.
252 00:25:20.200 ⇒ 00:25:26.700 holly condos: With the new partners or other people, hey, you know, we just worked on a couple deals, and obviously we don’t say who.
253 00:25:26.990 ⇒ 00:25:27.940 holly condos: At least…
254 00:25:28.160 ⇒ 00:25:36.490 holly condos: Initially. But, you know, so that we show that we have traction, that this isn’t just a new thing, like, we’re actually generating
255 00:25:36.640 ⇒ 00:25:39.179 holly condos: revenue off of leads. Do you see what I’m saying?
256 00:25:39.180 ⇒ 00:25:42.010 Uttam Kumaran: Yes. No, I agree. We should totally do it, for sure.
257 00:25:42.010 ⇒ 00:25:42.660 holly condos: Again, it’s not…
258 00:25:42.660 ⇒ 00:25:43.089 Uttam Kumaran: Some of these…
259 00:25:43.090 ⇒ 00:25:47.600 holly condos: Top of the list, but certainly something in there to consider.
260 00:25:48.360 ⇒ 00:25:53.040 Uttam Kumaran: Yeah, I agree. I think we’re totally game to do that, as part of the pro- basically as part of the programming.
261 00:25:53.040 ⇒ 00:25:53.650 holly condos: Yeah.
262 00:25:54.740 ⇒ 00:25:55.590 holly condos: Okay, great.
263 00:25:55.590 ⇒ 00:25:58.859 Uttam Kumaran: Yeah, I should see, I don’t know if any of these up close.
264 00:25:59.410 ⇒ 00:26:06.570 Uttam Kumaran: There may have been one real one, but I think all of these are… None have closed yet.
265 00:26:06.830 ⇒ 00:26:14.590 holly condos: Okay, and then of all of these partners, are any of them associated with a hyperscaler?
266 00:26:15.310 ⇒ 00:26:17.560 holly condos: With you, or on their own.
267 00:26:17.560 ⇒ 00:26:25.190 Uttam Kumaran: Yeah, I guess tell me, we can find out, I guess, tell me, like, in… like, let’s say we were to take a vendor
268 00:26:25.310 ⇒ 00:26:32.540 Uttam Kumaran: We’re an agency. Basically, the… I guess I understand the agency association. How would the vendor association work.
269 00:26:33.360 ⇒ 00:26:47.130 holly condos: Well, so a vendor could be, just for example, they could be, like, an AWS Advanced Partner, or they could be a Google Premier partner, but they… but they only either have
270 00:26:47.380 ⇒ 00:27:05.839 holly condos: a niche product, or they have some sort of service, like, again, in Google agent space, right? That’s a really big thing right now. So, some services companies are only doing, like, agent space POCs to help their existing Google customers understand how to
271 00:27:05.840 ⇒ 00:27:09.869 holly condos: leverage workspace by using agent space, but.
272 00:27:09.870 ⇒ 00:27:10.220 Uttam Kumaran: Yeah.
273 00:27:10.220 ⇒ 00:27:18.930 holly condos: In the context of that, there may be something that your Brainforge services overlay or integrate well with.
274 00:27:19.290 ⇒ 00:27:27.060 holly condos: What I’m thinking about is a co-cell relationship in the context of those partnership, hyperscalar partnerships.
275 00:27:27.570 ⇒ 00:27:27.950 Uttam Kumaran: Okay.
276 00:27:27.950 ⇒ 00:27:37.700 holly condos: It sounds like you guys are partnered, right? But you’re new, like, you don’t… you haven’t gotten it going yet, which is okay, right? That’s okay.
277 00:27:37.960 ⇒ 00:27:41.100 Uttam Kumaran: No, but if we have a friend of a friend, yeah, it makes sense.
278 00:27:41.100 ⇒ 00:27:46.399 holly condos: Okay, great. Well, yeah, exactly, and so that’s another angle
279 00:27:46.510 ⇒ 00:27:51.390 holly condos: To leverage with these partners, assuming that they are
280 00:27:51.640 ⇒ 00:27:54.949 holly condos: One of the… you know, they are associated with a hyperscaler.
281 00:27:55.520 ⇒ 00:27:59.469 holly condos: You know, can we co-sell with them? Can we co-market with them?
282 00:28:03.160 ⇒ 00:28:05.059 holly condos: I know I’m throwing a lot at you.
283 00:28:05.060 ⇒ 00:28:11.669 Uttam Kumaran: No, no, no, no, makes sense. So I think it’s, again, like, these are all helpful, because I just want to make sure that you have all of the…
284 00:28:11.840 ⇒ 00:28:21.709 Uttam Kumaran: the dimensionality on all of these. So, as part of the onboarding process for a partner, we have to get all these fields basically filled out. You know, it’s sort of like how I’m thinking about it.
285 00:28:21.870 ⇒ 00:28:29.200 Uttam Kumaran: And so, like, looking at this roughly, I think Polyatomic… and McGaw…
286 00:28:29.200 ⇒ 00:28:30.910 holly condos: And then, oh, actually…
287 00:28:31.120 ⇒ 00:28:37.160 Uttam Kumaran: We have… we have done a lot of business with both Amplitude and Mixpanel. I’m totally, like…
288 00:28:37.160 ⇒ 00:28:37.600 holly condos: Okay.
289 00:28:37.600 ⇒ 00:28:38.450 Uttam Kumaran: Underselling those?
290 00:28:38.450 ⇒ 00:28:40.059 holly condos: I would mention next panel.
291 00:28:40.660 ⇒ 00:28:42.950 Uttam Kumaran: I should check with Robert…
292 00:28:44.410 ⇒ 00:28:47.070 Uttam Kumaran: But I think we… he’s been referred, like.
293 00:28:47.650 ⇒ 00:28:54.290 Uttam Kumaran: almost, like, I’m just gonna put 5 so they just both go up, but, like, like, 5 deals each have closed from both of those. I don’t know what the…
294 00:28:55.910 ⇒ 00:28:57.560 Uttam Kumaran: I don’t know what the,
295 00:28:59.120 ⇒ 00:29:02.399 Uttam Kumaran: The exact amount is, but just so they sit on the top.
296 00:29:02.630 ⇒ 00:29:03.960 holly condos: Okay.
297 00:29:04.500 ⇒ 00:29:10.360 Uttam Kumaran: And so, yeah, if we were… if we were gonna look at, everything now.
298 00:29:10.730 ⇒ 00:29:15.249 Uttam Kumaran: And we just go by… Let’s just go by leads generated.
299 00:29:15.990 ⇒ 00:29:16.660 holly condos: Yeah.
300 00:29:17.830 ⇒ 00:29:23.360 Uttam Kumaran: I mean, D, this is sort of, like, who I would probably…
301 00:29:24.080 ⇒ 00:29:28.740 Uttam Kumaran: say it’s fair to… it’s fair to focus on. We are… like…
302 00:29:29.610 ⇒ 00:29:39.610 Uttam Kumaran: I guess, to play the other side, like, We are… we… We are doing active marketing
303 00:29:41.180 ⇒ 00:29:51.259 Uttam Kumaran: activities with several other people, so I wonder if it’s, like, Helpful to somehow… put that anywhere. Yes.
304 00:29:51.260 ⇒ 00:29:54.159 holly condos: It is helpful, because like I said, there…
305 00:29:54.300 ⇒ 00:29:57.980 holly condos: They’re a partner, it’s just a different type, right?
306 00:29:57.980 ⇒ 00:29:59.030 Uttam Kumaran: Yeah…
307 00:29:59.200 ⇒ 00:30:03.420 Uttam Kumaran: So maybe I’m just gonna… I’ll just throw in here, we can think about. So I’m gonna say, like, next…
308 00:30:04.090 ⇒ 00:30:05.840 Uttam Kumaran: activity, basically.
309 00:30:05.840 ⇒ 00:30:06.560 holly condos: Okay.
310 00:30:08.070 ⇒ 00:30:11.100 Uttam Kumaran: And, for example, we are.
311 00:30:14.200 ⇒ 00:30:16.069 holly condos: Yeah, that’s helpful.
312 00:30:16.070 ⇒ 00:30:18.290 Uttam Kumaran: I’m gonna put, like,
313 00:30:23.890 ⇒ 00:30:29.560 Uttam Kumaran: So, like, for Polyton, for example, we put out, like, a co-branded…
314 00:30:29.960 ⇒ 00:30:32.379 Uttam Kumaran: Case study, right, Hannah? Like, I forgot what we did with that.
315 00:30:32.380 ⇒ 00:30:32.940 Hannah Wang: birth.
316 00:30:33.280 ⇒ 00:30:35.179 Uttam Kumaran: Yeah. Go brand new white paper.
317 00:30:35.180 ⇒ 00:30:36.349 holly condos: White paper? Okay.
318 00:30:36.550 ⇒ 00:30:40.280 Uttam Kumaran: We did a covert and a white paper, and we did an event together here in Austin.
319 00:30:40.280 ⇒ 00:30:40.990 holly condos: Great.
320 00:30:43.450 ⇒ 00:30:45.909 Uttam Kumaran: I forgot when that was, so that was…
321 00:30:46.240 ⇒ 00:30:50.789 Uttam Kumaran: Yeah, and then for real, we also have a… we have a,
322 00:30:51.430 ⇒ 00:30:53.449 Uttam Kumaran: Like, a joint blog post up.
323 00:30:54.000 ⇒ 00:30:54.820 holly condos: Okay.
324 00:30:54.950 ⇒ 00:30:55.480 holly condos: Good.
325 00:30:55.480 ⇒ 00:31:02.240 Uttam Kumaran: And then the next event is Jake is doing… Sme… Interview with them.
326 00:31:02.240 ⇒ 00:31:03.560 holly condos: Okay, great.
327 00:31:06.170 ⇒ 00:31:08.750 Uttam Kumaran: or a joint… playbook.
328 00:31:09.100 ⇒ 00:31:19.399 Uttam Kumaran: basically, like, we’re gonna put together, like, top 10 things that you should know before selecting a PI tool that’s, like, co-branded. He’s working on that right now.
329 00:31:19.400 ⇒ 00:31:20.719 holly condos: Okay.
330 00:31:20.720 ⇒ 00:31:33.000 Uttam Kumaran: That’s great. Similar… similarly, we’re doing… we’ve… we’re doing that for… With Mother Duck… Yeah.
331 00:31:33.000 ⇒ 00:31:34.899 holly condos: No branded play… playbook.
332 00:31:35.130 ⇒ 00:31:35.930 Uttam Kumaran: Yes.
333 00:31:36.100 ⇒ 00:31:37.400 holly condos: Party Joint Playbook?
334 00:31:37.600 ⇒ 00:31:41.990 Uttam Kumaran: Yes, so SME Playbook, I’m just gonna put that, SME Playbook.
335 00:31:44.430 ⇒ 00:31:46.190 Uttam Kumaran: And then who else? Omni?
336 00:31:49.180 ⇒ 00:31:50.070 Uttam Kumaran: Yeah.
337 00:31:51.740 ⇒ 00:31:52.630 Uttam Kumaran: So…
338 00:31:53.130 ⇒ 00:31:59.620 Uttam Kumaran: That’s fair. I guess my other point, the reason why, and you may be like, hey, why do we just select random ones? These,
339 00:31:59.730 ⇒ 00:32:06.920 Uttam Kumaran: These ones… these guys are first in class in their category of products.
340 00:32:06.920 ⇒ 00:32:07.550 holly condos: Okay.
341 00:32:08.950 ⇒ 00:32:23.710 Uttam Kumaran: So, Omni is, like, the hot… new hotness in business intelligence, contextual in the AI space, mother duck in the data warehousing space. So their social followings are really big, and their marketing dollars are just as large.
342 00:32:23.960 ⇒ 00:32:37.379 Uttam Kumaran: Right. So my… so when I… when Jake sort of started last month, I was like, go after these ones where this is our way in to them, is through, like, hey, we’re a service partner, we want to put something together with you. So…
343 00:32:37.640 ⇒ 00:32:40.410 Uttam Kumaran: Looking at this, we sort of have…
344 00:32:41.070 ⇒ 00:32:48.859 Uttam Kumaran: A couple here that we are doing co-branded white papers with, so there is a good opportunity for us to leverage that into something.
345 00:32:48.860 ⇒ 00:32:51.840 holly condos: We also have a few that we’ve already gotten wins.
346 00:32:51.840 ⇒ 00:32:58.200 Uttam Kumaran: with… Mixed panel amplitude, polyatomic, McGaw, and Rill. Some… some wins.
347 00:32:58.690 ⇒ 00:33:00.509 Uttam Kumaran: I can also tell you, like.
348 00:33:01.500 ⇒ 00:33:05.900 Uttam Kumaran: the… sort of the tough part about Mixpanel, they just went through a big leadership shakeup.
349 00:33:05.900 ⇒ 00:33:09.160 holly condos: Okay. So, the previous people we had there are no longer there, but…
350 00:33:09.160 ⇒ 00:33:13.510 Uttam Kumaran: It’s also an opportunity, because there’s some new people, probably with some new KPIs.
351 00:33:13.510 ⇒ 00:33:13.930 holly condos: Yeah.
352 00:33:14.000 ⇒ 00:33:23.179 Uttam Kumaran: Amplitude, similar… I think we just lost momentum on them, but for both of these, we are, like, a top 5 partner of.
353 00:33:23.500 ⇒ 00:33:25.280 Uttam Kumaran: We’ve done a lot of business with them.
354 00:33:25.280 ⇒ 00:33:26.919 holly condos: Okay, that’s great. That’s good.
355 00:33:26.920 ⇒ 00:33:31.849 Uttam Kumaran: So this is my challenge, is that, like, to think about the angle and, like, what to…
356 00:33:33.020 ⇒ 00:33:42.040 Uttam Kumaran: what to go… like, what to go after. We have some people that we have not gotten a win with, but there’s high potential. We have some people that we’ve gotten a win with, but, like, things have stalled.
357 00:33:47.160 ⇒ 00:33:53.799 holly condos: The ones that… that group You just mentioned, so you got a couple wins, but things have stalled?
358 00:33:54.020 ⇒ 00:33:54.720 Uttam Kumaran: Yeah.
359 00:33:54.960 ⇒ 00:34:03.269 holly condos: Like, what… was the arrangement. Did they get a referral fee? Were you doing… giving.
360 00:34:03.270 ⇒ 00:34:03.650 Uttam Kumaran: So…
361 00:34:03.650 ⇒ 00:34:05.389 holly condos: Reed, like, what was the deal?
362 00:34:05.630 ⇒ 00:34:12.159 Uttam Kumaran: Yeah, for, like, for Mixpanel and Amplitude, we’re implementing their software very frequently, so they’re getting new customers.
363 00:34:12.219 ⇒ 00:34:13.550 holly condos: Yeah. And…
364 00:34:13.560 ⇒ 00:34:15.650 Uttam Kumaran: Yeah, so they’re getting new customers.
365 00:34:16.780 ⇒ 00:34:19.399 Uttam Kumaran: Same with, yeah, for both of these.
366 00:34:19.400 ⇒ 00:34:21.069 holly condos: Why do you think it stalled?
367 00:34:22.420 ⇒ 00:34:30.179 Uttam Kumaran: Well… Robert, robert owned the relationship with both of them, and then the R…
368 00:34:30.550 ⇒ 00:34:46.460 Uttam Kumaran: we did a lot of work with them, and then I… when we sort of joined forces, I think sometimes, like, some of the syncs he had with their team sort of stopped happening, and then Mixpanel, I think they just went through, like, some business downturns, so now they’re kind of coming back up.
369 00:34:46.469 ⇒ 00:34:46.909 holly condos: And you did.
370 00:34:46.909 ⇒ 00:34:47.349 Uttam Kumaran: Savings.
371 00:34:47.350 ⇒ 00:34:48.540 holly condos: some leadership.
372 00:34:48.540 ⇒ 00:34:54.380 Uttam Kumaran: Yeah, yeah, but we have a lot of contacts into them, and we have a ton of customer references from our side into them.
373 00:34:54.389 ⇒ 00:34:55.789 holly condos: Okay, okay.
374 00:34:56.219 ⇒ 00:34:58.139 Uttam Kumaran: So there’s… there’s kind of like a…
375 00:34:59.149 ⇒ 00:35:02.779 Uttam Kumaran: There’s… there’s some that are, like, sort of, like, they need to be, like, revived.
376 00:35:03.360 ⇒ 00:35:11.060 Uttam Kumaran: there’s some that need to be doubled down on, and there’s some that need to be, like, explored. It kind of seems like the three…
377 00:35:12.070 ⇒ 00:35:14.190 Uttam Kumaran: Sort of core statuses, right?
378 00:35:16.690 ⇒ 00:35:20.830 holly condos: And the ones… the, mix panel through REL.
379 00:35:21.970 ⇒ 00:35:29.810 holly condos: Are they all… To be followed up with, or is there a double down in that group?
380 00:35:30.450 ⇒ 00:35:39.590 Uttam Kumaran: There is… there is just no, like, there is no program with any of them. Okay. So, for any of them that are sending us, it is just sporadic.
381 00:35:39.660 ⇒ 00:35:43.169 holly condos: Got it. But there is no cadence. I, again, like.
382 00:35:43.170 ⇒ 00:35:47.019 Uttam Kumaran: For Polytonic, for example, I have a good relationship with the CEO, so…
383 00:35:47.230 ⇒ 00:35:49.639 Uttam Kumaran: We talk about clients, we sort of talk about
384 00:35:49.970 ⇒ 00:35:53.249 Uttam Kumaran: And then he sends, so, like, there’s nothing beyond me.
385 00:35:53.930 ⇒ 00:35:57.450 Uttam Kumaran: like, if I was a ghost in one week, it could be done, so…
386 00:35:57.720 ⇒ 00:36:06.570 holly condos: Okay, and does he have people, you know, to the point that we want to get the CEOs out of the mix, per se?
387 00:36:06.930 ⇒ 00:36:13.370 Uttam Kumaran: I think… well, this is where, like, I would like us to say our typical program runs through someone that’s not you.
388 00:36:13.370 ⇒ 00:36:15.770 holly condos: Yeah. We did have someone…
389 00:36:15.770 ⇒ 00:36:17.110 Uttam Kumaran: But then that guy left.
390 00:36:17.390 ⇒ 00:36:17.890 holly condos: Okay.
391 00:36:17.890 ⇒ 00:36:23.130 Uttam Kumaran: So he both came… he came after my relationship with them, and then left But, like…
392 00:36:24.170 ⇒ 00:36:31.319 Uttam Kumaran: again, like, I think we should still push to say, like, is there anybody else on your team that’s doing sales? Can we just, like, get their contact, you know?
393 00:36:31.320 ⇒ 00:36:38.200 holly condos: Right, right, right, exactly. Does Brain… do you guys have bona fide salespeople, or is it you and Robert, basically?
394 00:36:38.200 ⇒ 00:36:39.240 Uttam Kumaran: me and Robert.
395 00:36:39.240 ⇒ 00:36:39.840 holly condos: Okay.
396 00:36:40.380 ⇒ 00:36:41.680 holly condos: Which is fine.
397 00:36:41.950 ⇒ 00:36:44.179 holly condos: It’s just that we need to get some of.
398 00:36:44.180 ⇒ 00:36:50.090 Uttam Kumaran: No, on our side, too, so on our side, yeah, on our side, too, I think it’ll… it’ll mainly be…
399 00:36:50.490 ⇒ 00:36:56.309 Uttam Kumaran: like, our sales… our sales coordinator, or Hannah, or there’ll be someone on our sales team, which will be…
400 00:36:56.450 ⇒ 00:37:02.029 Uttam Kumaran: the… the lead of the… basically the… yeah, the channel manager, or the relationship manager.
401 00:37:02.030 ⇒ 00:37:10.260 holly condos: Yeah, okay. Alright, so, it sounds like what makes sense is to kind of come up with
402 00:37:10.990 ⇒ 00:37:15.250 holly condos: The framework for a program at least focused on these five.
403 00:37:15.470 ⇒ 00:37:16.490 holly condos: to start.
404 00:37:16.980 ⇒ 00:37:18.129 holly condos: Is that fair?
405 00:37:19.070 ⇒ 00:37:21.470 Uttam Kumaran: Yeah, so I would say… yeah.
406 00:37:21.830 ⇒ 00:37:29.420 Uttam Kumaran: I guess my… My only piece to consider is that We are running…
407 00:37:32.370 ⇒ 00:37:40.370 Uttam Kumaran: like, there is an opportunity to start the play… start the program with a few new ones. So, given the timeline of the playbook.
408 00:37:40.370 ⇒ 00:37:42.399 holly condos: Yeah. Well, given the time of the program.
409 00:37:42.480 ⇒ 00:37:43.720 Uttam Kumaran: we could…
410 00:37:45.140 ⇒ 00:37:47.079 holly condos: Hit some of these new ones.
411 00:37:47.330 ⇒ 00:37:49.560 Uttam Kumaran: Like, and this is where maybe, like.
412 00:37:50.710 ⇒ 00:37:57.180 Uttam Kumaran: I don’t know, like, if you think we should add another column for, like, confidence, or…
413 00:37:58.730 ⇒ 00:38:00.500 Uttam Kumaran: Like, again, they’re, like…
414 00:38:01.420 ⇒ 00:38:07.769 Uttam Kumaran: In the delivery world, the way it’s being described to me is, like, some people start small, but we should give them white glove service because of the
415 00:38:08.460 ⇒ 00:38:19.239 Uttam Kumaran: where they could go, right? Like, for example, one of our clients is Insomnia Cookies. They’re a huge company. We’re doing something small for them. But the upside is huge, if we nail it. Versus, like.
416 00:38:19.670 ⇒ 00:38:24.829 Uttam Kumaran: like, Polyatomic, for example, or McGaw.
417 00:38:24.950 ⇒ 00:38:34.699 Uttam Kumaran: they’re not, like… they’re not, like… they can never send us a lead a week, you know? So, or, you know, so I don’t… there’s, like, some high-level threshold versus
418 00:38:35.510 ⇒ 00:38:41.720 Uttam Kumaran: I guess to say the opposite, Contextual and Omni both just raised a ton of money, they’re growing like gangbusters.
419 00:38:42.310 ⇒ 00:38:45.029 Uttam Kumaran: Like, if we were top of mind in front of their salespeople.
420 00:38:45.600 ⇒ 00:38:48.320 Uttam Kumaran: They’re gonna do whatever it takes to close deals right now.
421 00:38:48.620 ⇒ 00:38:54.300 holly condos: Yeah, and I think what you’re driving at implicitly is how much…
422 00:38:55.300 ⇒ 00:39:02.310 holly condos: capital does Brainforge want to spend in developing these relationships, because what is the upside, right?
423 00:39:02.850 ⇒ 00:39:05.610 Uttam Kumaran: Yeah, so I wonder, like, how we should indicate that, like.
424 00:39:06.310 ⇒ 00:39:08.929 Uttam Kumaran: I kind of want to indicate both stories here, you know?
425 00:39:08.930 ⇒ 00:39:09.850 holly condos: Yeah.
426 00:39:10.540 ⇒ 00:39:24.180 holly condos: Yeah, I mean, you could call it a confidence score, you could call it a, you know, potential factor, so a hypo being, you know, like, like a resource being a 5. You could…
427 00:39:24.180 ⇒ 00:39:24.940 Uttam Kumaran: Okay.
428 00:39:25.940 ⇒ 00:39:28.280 holly condos: Depending on how you’re looking at it, right?
429 00:39:29.380 ⇒ 00:39:33.890 Uttam Kumaran: Yeah, so maybe we do, like… Maybe we’ll kind of do…
430 00:39:34.410 ⇒ 00:39:41.880 Uttam Kumaran: 2, and then we can always consolidate. So, like, confidence… And then, like…
431 00:39:42.060 ⇒ 00:39:43.579 Uttam Kumaran: So I just do, like, hype?
432 00:39:44.080 ⇒ 00:39:45.429 holly condos: Yeah, that’s fine.
433 00:39:45.430 ⇒ 00:39:46.330 Uttam Kumaran: Okay.
434 00:39:47.480 ⇒ 00:39:53.449 holly condos: And I think that, our ultimate goal, right, is generating revenue.
435 00:39:54.070 ⇒ 00:39:56.879 Uttam Kumaran: Totally, yeah, so… yeah.
436 00:39:56.880 ⇒ 00:39:57.570 holly condos: Okay.
437 00:39:57.790 ⇒ 00:40:05.680 holly condos: Yeah, so, yeah, if you and Robert want to think about the confidence and the hypo piece.
438 00:40:06.080 ⇒ 00:40:06.840 Uttam Kumaran: Yeah.
439 00:40:06.840 ⇒ 00:40:16.789 holly condos: For each. But point taken on, you know, the ones towards the bottom of the list that have potential as far as the joint playbooks go.
440 00:40:17.010 ⇒ 00:40:20.159 holly condos: I, I agree, you know, we probably wanna…
441 00:40:20.350 ⇒ 00:40:22.460 holly condos: See what we can do with them, too.
442 00:40:23.740 ⇒ 00:40:30.060 Uttam Kumaran: Yeah, so I would say anyone who has already sent us deals is a 3 on the confidence scale. They’ve already sold us.
443 00:40:31.410 ⇒ 00:40:34.019 holly condos: And are we talking on a scale of 1 to 10, or 1 to 5?
444 00:40:34.020 ⇒ 00:40:40.379 Uttam Kumaran: I would say 1 to 3. Okay. I guess, like, I’m… I’m sort of of, like, 2 and… 2 and 4 a cop-out, so…
445 00:40:40.860 ⇒ 00:40:42.009 holly condos: Yeah, that’s fine.
446 00:40:42.010 ⇒ 00:40:53.500 Uttam Kumaran: We just, we’re a data company, so, you know, that… that’s… For example, then we want to start to say, like, okay, what’s the average confidence score of whatever? So, let’s just say 1 to 3.
447 00:40:54.290 ⇒ 00:40:57.850 Uttam Kumaran: And then similarly on Hyped, 1 to 3…
448 00:40:58.200 ⇒ 00:40:58.960 holly condos: Okay.
449 00:41:07.900 ⇒ 00:41:11.720 holly condos: Yeah, and I think that makes sense, because you’re looking at
450 00:41:12.980 ⇒ 00:41:24.410 holly condos: the hypo piece from the perspective of where do they sit in the market? You know, what is… what is their reach? Did they just get… just like you just described, right, with Omni and,
451 00:41:24.880 ⇒ 00:41:26.710 holly condos: Conceptual. Or contextual.
452 00:41:26.710 ⇒ 00:41:30.149 Uttam Kumaran: Yeah, so market reach, like, growth…
453 00:41:30.820 ⇒ 00:41:37.419 Uttam Kumaran: Yeah, authority, whatever, yeah. And again, I do that as, like, I used to buy these tools, and I…
454 00:41:37.730 ⇒ 00:41:41.990 Uttam Kumaran: Know what people are buying, like, what’s the sort of zeitgeist in the market, and so…
455 00:41:42.170 ⇒ 00:41:42.660 holly condos: Yeah.
456 00:41:42.660 ⇒ 00:41:46.220 Uttam Kumaran: Yeah, so…
457 00:41:46.220 ⇒ 00:41:47.250 holly condos: That’s helpful.
458 00:41:48.090 ⇒ 00:41:51.710 Uttam Kumaran: Okay, cool. So then, yeah, I mean, I can go through and…
459 00:41:51.820 ⇒ 00:41:54.850 Uttam Kumaran: For the most part, make sure there’s numbers on all these.
460 00:41:54.850 ⇒ 00:41:55.960 holly condos: Okay.
461 00:41:56.260 ⇒ 00:42:01.029 Uttam Kumaran: So then, yeah, my… I… I think this is where it would be helpful for us to…
462 00:42:01.220 ⇒ 00:42:04.860 Uttam Kumaran: Kind of do two things in parallel, which is, one, develop the program.
463 00:42:05.260 ⇒ 00:42:09.299 Uttam Kumaran: And then decide who are we re-engaging with to get them on the program.
464 00:42:09.470 ⇒ 00:42:09.850 holly condos: Okay.
465 00:42:09.850 ⇒ 00:42:23.109 Uttam Kumaran: are we getting the new people on the pro… and then are we getting the new people on the program? Yeah. And then the existing people that are already wins, how do we double down? Again, that still feels like kind of a lot to take on, so I think I’ll kind of leave it to you guys
466 00:42:23.640 ⇒ 00:42:27.720 Uttam Kumaran: You know, both of y’all to tell… to think about, like, who we should…
467 00:42:28.000 ⇒ 00:42:38.339 Uttam Kumaran: hit. I mean, again, we’re… we’re sort of semantics of, like, weeks versus months here, like, I think we can do this, a lot of these over the next few months, but if we were to do a focus for next quarter.
468 00:42:39.120 ⇒ 00:42:45.690 Uttam Kumaran: And… and, like, what… what would we need to say has to happen to keep them in our mind?
469 00:42:45.770 ⇒ 00:42:47.970 holly condos: And then what would we have to say?
470 00:42:47.970 ⇒ 00:42:50.229 Uttam Kumaran: To remove them from this list.
471 00:42:50.440 ⇒ 00:42:53.380 holly condos: Okay. And then the last thing I would consider is, like.
472 00:42:53.850 ⇒ 00:43:01.850 Uttam Kumaran: What is our bandwidth, you know, for these? Whether it is across account type, across vendor types.
473 00:43:01.850 ⇒ 00:43:03.290 holly condos: Yeah.
474 00:43:03.970 ⇒ 00:43:05.359 Uttam Kumaran: Like, and that way…
475 00:43:05.360 ⇒ 00:43:07.040 holly condos: What is your bandwidth?
476 00:43:07.410 ⇒ 00:43:16.769 Uttam Kumaran: No, well, it gives me… well, that’s how it informs budget, right? Because I want to know… for me to allocate more sales budget here, I want to know…
477 00:43:16.890 ⇒ 00:43:19.700 Uttam Kumaran: like, what is the expected ROI? And so, if…
478 00:43:19.700 ⇒ 00:43:20.150 holly condos: Okay.
479 00:43:20.150 ⇒ 00:43:37.079 Uttam Kumaran: If… right now, we have no… it’s similar to what’s happening on deliveries, like, we… we’re just now instituting, like, upward ceilings, where… which is, like, try to think about, like, what is the higher cap of, like, if… if all these guys were running a program, what is the max we could take?
480 00:43:37.080 ⇒ 00:43:37.790 holly condos: Yeah.
481 00:43:37.790 ⇒ 00:43:39.339 Uttam Kumaran: That allows me to…
482 00:43:39.820 ⇒ 00:43:47.129 Uttam Kumaran: we’ll have a painful decision to make, and that allows me to say, great, we need to see this ROI from them to start to allocate more sales budget.
483 00:43:47.440 ⇒ 00:43:51.029 Uttam Kumaran: We could do that from the budget side, right? So I can start to look at
484 00:43:51.620 ⇒ 00:43:58.579 Uttam Kumaran: Hey, these are generating this amount of money, therefore we should allocate so much, but because we haven’t had these on a strict program.
485 00:43:58.580 ⇒ 00:44:00.329 holly condos: I don’t want to say that…
486 00:44:00.330 ⇒ 00:44:02.780 Uttam Kumaran: We haven’t gotten a win from them because…
487 00:44:03.150 ⇒ 00:44:05.509 Uttam Kumaran: I don’t think we just have done everything right.
488 00:44:05.720 ⇒ 00:44:08.980 Uttam Kumaran: So, I would rather it come from…
489 00:44:09.960 ⇒ 00:44:19.089 Uttam Kumaran: From y’all, which is, like, we… if we were to… if 10 of these were all in the program and driving a lead a month, or whatever, that’s, like, what we can handle.
490 00:44:19.290 ⇒ 00:44:23.469 Uttam Kumaran: That gives me a lot of understanding, and then we… and then we start… and we do that next quarter.
491 00:44:23.770 ⇒ 00:44:30.469 holly condos: Okay, that makes sense. So, so Hannah, would it make sense,
492 00:44:31.460 ⇒ 00:44:44.200 holly condos: if I put together a framework for the program, and we can talk about that, and obviously, you know, you have a much better lay of the land than I do, but I’m at least coming at it as a third party, right?
493 00:44:44.440 ⇒ 00:44:53.049 holly condos: And then we can build from there. I think that might make better sense than me just launching into drafting a whole big program.
494 00:44:53.910 ⇒ 00:44:58.840 holly condos: set, right? At least we start with a framework, you buy in.
495 00:44:59.120 ⇒ 00:45:01.300 holly condos: Add in, and we go from there.
496 00:45:01.870 ⇒ 00:45:07.359 Hannah Wang: Yeah. Okay. Yeah, that makes sense. And then, I guess another, like, question I had was…
497 00:45:07.880 ⇒ 00:45:13.499 Hannah Wang: I feel like there’s always new potential partners that we can work with, so how do you balance that?
498 00:45:13.500 ⇒ 00:45:13.990 holly condos: Yeah.
499 00:45:13.990 ⇒ 00:45:25.490 Hannah Wang: partners with the current ones we want to focus on, because, like, for example, Robert went to Asia, like, a couple weeks ago, and he built relationships there, and so he was like, oh, maybe we can add this to our list of
500 00:45:25.490 ⇒ 00:45:38.289 Hannah Wang: partners, so that’s why there’s some, like, new ones from Kyrgyzstan, that’s where he went. And so, my question is, like, how do I balance my time, like, trying to go after those, and triaging those?
501 00:45:38.290 ⇒ 00:45:46.459 Hannah Wang: And prioritizing them versus, like, the ones that we want to focus on for next quarter. I think that’s always been, like, the struggle, is…
502 00:45:46.460 ⇒ 00:45:47.050 holly condos: Sure.
503 00:45:47.220 ⇒ 00:46:01.080 Hannah Wang: yeah, knowing which, yeah, knowing which one to focus on, which one will yield highest ROI, but then also being open-minded to new potential partners. So I guess that’s why our list gets so long, because it’s like, oh.
504 00:46:01.080 ⇒ 00:46:02.269 holly condos: No, I understand.
505 00:46:02.270 ⇒ 00:46:10.720 Hannah Wang: partner could work, and like, oh, but then we have this one, and this one, like, yeah, so it’s just… it feels kind of all over the place.
506 00:46:11.660 ⇒ 00:46:12.280 holly condos: Currently.
507 00:46:12.280 ⇒ 00:46:17.150 Hannah Wang: Which makes sense, because we don’t… we didn’t really have a structure around everything.
508 00:46:17.310 ⇒ 00:46:23.390 Hannah Wang: But yeah, that’s, like, another thing I want to think about, because it’s… Sure.
509 00:46:23.390 ⇒ 00:46:34.010 holly condos: Yeah, no, that makes sense, and to Utam’s point, you know, maybe the answer is, well, this is… this is really going to be more than a one person, just Hannah.
510 00:46:34.160 ⇒ 00:46:35.680 holly condos: Thing, right?
511 00:46:35.680 ⇒ 00:46:36.310 Uttam Kumaran: Yeah.
512 00:46:36.820 ⇒ 00:46:39.530 holly condos: That may be part of the answer.
513 00:46:39.530 ⇒ 00:46:46.070 Uttam Kumaran: So I guess, like, what would be helpful is, like, this… the program and the framework should basically dictate, like, the intake process, but also, like.
514 00:46:46.410 ⇒ 00:46:52.279 Uttam Kumaran: How do we, as a partnerships crew, debate bringing one more person? One more…
515 00:46:52.440 ⇒ 00:47:00.399 Uttam Kumaran: partner in. Like, what do we need? For example, if someone walks up to me with money, that is gonna be, like, the highest…
516 00:47:00.850 ⇒ 00:47:19.619 Uttam Kumaran: confidence I have, which is, like, slot someone out, right? But there’s also people where… we talk to people who talk a huge game about whatever. Right. I’m still gonna say, like, hey, there could be something here, but there has to be a corrective factor from this crew to say, like, well, they need to meet this criteria for us to bump someone off.
517 00:47:19.890 ⇒ 00:47:24.720 holly condos: Yeah, yeah, and that’ll be… honestly, that’ll be part of the framework, and all the.
518 00:47:24.720 ⇒ 00:47:25.140 Uttam Kumaran: Yes.
519 00:47:25.140 ⇒ 00:47:28.480 holly condos: be part of the program is, you know, kind of the…
520 00:47:29.340 ⇒ 00:47:33.220 holly condos: not… I don’t want to call it a bid-no-bid, but it’s kind of like, you know, are we gonna.
521 00:47:33.220 ⇒ 00:47:33.900 Uttam Kumaran: No, totally.
522 00:47:33.900 ⇒ 00:47:40.560 holly condos: or not. It’s the same concept, but from the partner perspective, with the ultimate goal of ROI.
523 00:47:40.970 ⇒ 00:47:41.490 holly condos: Right.
524 00:47:41.490 ⇒ 00:47:51.379 Uttam Kumaran: Exactly. So there will be some partners of the five or whatever that we select that even a month into the program, we don’t see, and then there’s a… there can be a debate or something about, like, should we…
525 00:47:51.720 ⇒ 00:48:10.470 Uttam Kumaran: is there anyone new that came, or is there existing people that we should punch in? Yeah. So I think it’s… that’s why, like, the momentum and the cycles we have with some of these partners will show us, can they adhere to the program or not? And if they… if they are adhering to the program, is it resulting? Right? And then at that point, it’s like, should we adjust the program, or should we adjust the partner?
526 00:48:10.470 ⇒ 00:48:28.140 holly condos: Right, right. I gotcha. Okay, so yeah, let me, what I’d like to do is kind of look through your collateral, because I haven’t had that opportunity yet, and thank you for sending it out this morning. So, I’m going to just kind of look through that, and then I… I will generate a framework
527 00:48:28.310 ⇒ 00:48:34.169 holly condos: I, probably… I probably need a couple days for that.
528 00:48:34.170 ⇒ 00:48:36.270 Uttam Kumaran: No, that’s, that’s fine, yeah, yeah, yeah.
529 00:48:36.450 ⇒ 00:48:47.490 holly condos: And then let’s just meet again and kind of walk through it. Utam, I’m assuming that you want to continue, right, to just talk with Hannah and I about it as we go along the journey.
530 00:48:47.490 ⇒ 00:48:55.599 Uttam Kumaran: Definitely, yeah, so if you could just keep… if you keep conversations in that Slack channel, I will see it, and… Perfect. …we’ll give feedback.
531 00:48:55.600 ⇒ 00:48:56.410 holly condos: Okay.
532 00:48:56.410 ⇒ 00:48:58.760 Uttam Kumaran: Whenever I get a chance to, and I know we have
533 00:48:58.840 ⇒ 00:49:11.100 Uttam Kumaran: we have a conversation booked on Wednesday around the MDF, so we can also move that to later, and, like, kind of have… you’ll have Jake there, so we can talk about some of the boots-on-the-ground marketing work that we’re doing.
534 00:49:11.100 ⇒ 00:49:30.980 Uttam Kumaran: But I assume, like, the MDF will be part of, basically, the standard program, right? So, maybe that’s a good milestone. If you want to push that to Thursday, if you get close, that’s fine, too. So, yeah, there’s no… there’s no, like, immediate pressure on either of these. The only pressure is, I know I’m… in this list, I’m staring at money.
535 00:49:31.010 ⇒ 00:49:41.429 Uttam Kumaran: Right. That is the pressure for me, and it’s, like, staring at money where people just need to intro us in, which is the easiest. And so, that is where the urgency’s gonna come for me, because
536 00:49:41.430 ⇒ 00:49:56.570 Uttam Kumaran: the, versus going out and selling a new customer, this is actually way easier. But we… again, it’s a… it’s just… it’s a different motion and a longer motion, so that’s where my urgency’s gonna come from, not from.
537 00:49:56.570 ⇒ 00:49:57.110 holly condos: Okay.
538 00:49:57.110 ⇒ 00:50:00.589 Uttam Kumaran: We’re not late on anything for anybody, or… yeah, particularly.
539 00:50:00.590 ⇒ 00:50:04.720 holly condos: No, I gotcha. I understand. But, you know, by the same token, I think
540 00:50:05.050 ⇒ 00:50:07.810 holly condos: The more we can move with speed, the better.
541 00:50:08.060 ⇒ 00:50:12.109 Uttam Kumaran: Yeah, I agree. I mean, I’m… I’m… yeah, don’t have to tell me that, so…
542 00:50:12.110 ⇒ 00:50:15.470 holly condos: And I appreciate that you guys are,
543 00:50:16.230 ⇒ 00:50:32.719 holly condos: you know, you kind of… I mean, obviously, you have your ultimate goal, but you’re also open to how you get there, and I think that that is very healthy, because, you know, once we start talking about a framework, we’re probably, just like we did today, right? We added some things to this list.
544 00:50:33.210 ⇒ 00:50:39.329 holly condos: from a criteria standpoint that are important. So, I think it’s good that you’re…
545 00:50:39.510 ⇒ 00:50:42.129 holly condos: Aware that it’s, you know, it’s…
546 00:50:42.550 ⇒ 00:50:56.629 holly condos: liquid, right? Like, we’re gonna figure this out, and it’s gonna be the stronger for it, because we will have talked about it up front, rather than just dropping on you, okay, here’s, you know, here’s a framework.
547 00:50:57.200 ⇒ 00:50:57.690 Uttam Kumaran: Yeah.
548 00:50:57.690 ⇒ 00:51:00.410 holly condos: From joeblowpartner.com.
549 00:51:00.410 ⇒ 00:51:00.960 Uttam Kumaran: Exactly.
550 00:51:00.960 ⇒ 00:51:01.360 holly condos: Right.
551 00:51:01.360 ⇒ 00:51:02.110 Uttam Kumaran: Exactly.
552 00:51:02.130 ⇒ 00:51:04.700 holly condos: I mean… Yeah, I only care about…
553 00:51:04.700 ⇒ 00:51:16.020 Uttam Kumaran: us winning, and then the path is up for this team to sort of arrange and iterate on. The other thing is, like, doing something that’s sustainable, like… Right. There are… there’s… this list is 42 long.
554 00:51:16.020 ⇒ 00:51:24.740 Uttam Kumaran: I know that’s not… that shouldn’t be… it shouldn’t be that. So, having those candid conversations, I don’t mind, but what I need to know is, like.
555 00:51:24.880 ⇒ 00:51:42.139 Uttam Kumaran: it’s hard for me to play both sides, so if someone can take the other side, I can play the other side very well, and I can help make those decisions, so no one should feel afraid of, like, well, I don’t have all the facts, don’t worry, I don’t have all the facts, I can make that decision. Exactly, yeah. But I’m… I just need…
556 00:51:42.730 ⇒ 00:52:02.640 Uttam Kumaran: from the people that are so close to this to give me the… the ways to make the decision, or, like, what to consider, and then I can… I can make it one way or another. The nice thing is, again, like, we have set up a lot of great relationships, so I don’t think this team is starting from, like, we haven’t met anyone in market. It’s almost the opposite problem, where there’s, like, too many options, you know?
557 00:52:02.640 ⇒ 00:52:10.450 holly condos: It seems like you’ve got a lot going on, it’s just a matter of corralling it, and to Hannah’s point, you know, what is the decision point?
558 00:52:10.910 ⇒ 00:52:11.640 Uttam Kumaran: Yeah.
559 00:52:11.640 ⇒ 00:52:13.970 holly condos: Right? Where should… And what is sustainable? Like…
560 00:52:14.180 ⇒ 00:52:25.940 Uttam Kumaran: I totally understand that we have not many people, and everybody’s working on other things, so it’s not a, like, a… not afraid to have that conversation, just need to know what our ceiling is. Right. And then… I would say.
561 00:52:26.040 ⇒ 00:52:36.629 Uttam Kumaran: pick the ceiling, aim a little bit below, and that’s what I’ll need to hear, because I’ll find a way to stretch us more. But again, if we’re like, cool, we can only support 10 running the program at one time, or 5,
562 00:52:36.740 ⇒ 00:52:49.430 Uttam Kumaran: Great. Like, then I know what the ROI needs to go to then get the next person. Additionally, for us, as this crew, to go get the next best partner… Brain Forge partnerships person, we need to have this work.
563 00:52:50.040 ⇒ 00:52:52.430 Uttam Kumaran: For me to go find and sell that person, you know?
564 00:52:52.430 ⇒ 00:52:56.170 holly condos: Yeah, exactly. Yeah, you gotta have the framework for the person
565 00:52:56.300 ⇒ 00:53:06.909 holly condos: the right fit person to slide into. Otherwise, I mean, I’ve seen it so many times, right? Like, you go and get the… the gym channel person.
566 00:53:06.910 ⇒ 00:53:07.430 Uttam Kumaran: Yeah.
567 00:53:07.430 ⇒ 00:53:17.770 holly condos: to help Hannah, and then they’re like, okay, so what’s your framework? What’s your process? What’s your workflow? And it’s just, they get frustrated right out of the gate, so…
568 00:53:17.770 ⇒ 00:53:18.330 Uttam Kumaran: Yeah.
569 00:53:18.330 ⇒ 00:53:19.660 holly condos: Yeah, no, I’m with you.
570 00:53:19.690 ⇒ 00:53:23.170 Uttam Kumaran: Cool. Thank you. I think this was helpful.
571 00:53:23.770 ⇒ 00:53:27.560 holly condos: Give me a couple days, and I’ll work on the framework, Hannah, and…
572 00:53:27.820 ⇒ 00:53:32.380 holly condos: maybe we schedule something for Wednesday for the three of us to…
573 00:53:33.190 ⇒ 00:53:41.550 holly condos: reconvene and see where we’re at, and, you know, I’ll take more input from both of you and hone it, and maybe we can
574 00:53:41.830 ⇒ 00:53:43.430 holly condos: be closed by Friday.
575 00:53:43.720 ⇒ 00:53:46.369 holly condos: I don’t know, that may be a little ambitious, but let’s see.
576 00:53:46.370 ⇒ 00:53:52.069 Uttam Kumaran: No, let’s do it. I mean, yeah, I’m… I’m game to do it, and there’s no risk right now, so…
577 00:53:52.070 ⇒ 00:53:52.570 holly condos: Yeah.
578 00:53:52.570 ⇒ 00:53:54.800 Uttam Kumaran: The risk is just time, so, yeah.
579 00:53:54.970 ⇒ 00:53:56.030 holly condos: Sounds great.
580 00:53:56.960 ⇒ 00:54:00.479 Hannah Wang: And one thing, for the sales collateral.
581 00:54:00.480 ⇒ 00:54:01.240 holly condos: Yes.
582 00:54:01.240 ⇒ 00:54:10.330 Hannah Wang: website. It’s a little not intuitive for people who haven’t worked on it, so I am, like, working with the AI team to make it better, so just let me know if you have any questions, or if it’s.
583 00:54:10.330 ⇒ 00:54:11.130 holly condos: I will.
584 00:54:11.130 ⇒ 00:54:18.180 Hannah Wang: Because I feel like I only… I understand it, because I use it a ton, but I feel like the rest of the team doesn’t know, so just let me know.
585 00:54:18.180 ⇒ 00:54:24.160 holly condos: Okay, I appreciate that, Hannah. Thank you. I will. I’ll… when I start, kind of, exploring today, I’ll probably Slack you.
586 00:54:24.160 ⇒ 00:54:25.790 Hannah Wang: Okay, cool.
587 00:54:25.790 ⇒ 00:54:27.899 holly condos: Alright, I appreciate you both, thank you.
588 00:54:28.030 ⇒ 00:54:28.800 Uttam Kumaran: Okay, thank you.
589 00:54:28.800 ⇒ 00:54:30.140 holly condos: You have a good rest of your day.
590 00:54:30.630 ⇒ 00:54:31.300 Uttam Kumaran: too. Bye.
591 00:54:31.300 ⇒ 00:54:31.900 holly condos: Yeah.