Meeting Title: Brainforge <> Contextual: Bi-Weekly Catchup Date: 2025-11-05 Meeting participants: Hannah Wang, Uttam, John Marini, Mike Klaczynski, Holly Condos
WEBVTT
1 00:01:04.819 ⇒ 00:01:06.449 John Marini: Hello, folks.
2 00:01:09.340 ⇒ 00:01:10.799 Hannah Wang: Hello, how’s it going?
3 00:01:10.800 ⇒ 00:01:11.820 Uttam: Hello. Trevor.
4 00:01:13.730 ⇒ 00:01:15.310 Uttam: How’s everything? Great?
5 00:01:15.510 ⇒ 00:01:16.540 John Marini: Busy?
6 00:01:16.730 ⇒ 00:01:17.810 John Marini: It’s always busy.
7 00:01:17.930 ⇒ 00:01:19.990 John Marini: If it’s not busy, then you got a problem.
8 00:01:19.990 ⇒ 00:01:20.860 Uttam: Yes.
9 00:01:21.970 ⇒ 00:01:40.749 Uttam: You know, yeah, we’re in the same boat. We’ve just been growing and figuring out what that… what that means when we were, you know, we just sort of, like, I feel like we doubled, like, the amount of clients we’re supporting, and over the last few months, and we’re just figuring out, like, how that affects everything as we go, so…
10 00:01:41.640 ⇒ 00:01:43.150 John Marini: Nice, nice.
11 00:02:01.560 ⇒ 00:02:02.990 John Marini: Loud music. Are you mind?
12 00:02:03.870 ⇒ 00:02:04.699 John Marini: Walking out?
13 00:02:04.700 ⇒ 00:02:08.470 Mike Klaczynski: No, that’s Holly. It sounds like K-Pop Demon Hunters.
14 00:02:08.479 ⇒ 00:02:09.989 Hannah Wang: Oh my gosh.
15 00:02:09.990 ⇒ 00:02:11.169 Holly Condos: Can you hear me?
16 00:02:11.420 ⇒ 00:02:12.610 Uttam: Yes.
17 00:02:12.610 ⇒ 00:02:14.010 Holly Condos: Sorry about that.
18 00:02:14.190 ⇒ 00:02:15.010 Uttam: Your toiletry.
19 00:02:15.340 ⇒ 00:02:15.810 John Marini: I don’t…
20 00:02:15.810 ⇒ 00:02:16.560 Holly Condos: How are you guys?
21 00:02:16.560 ⇒ 00:02:18.579 John Marini: Pop Demon Hunter is…
22 00:02:18.900 ⇒ 00:02:20.230 Mike Klaczynski: But.
23 00:02:21.290 ⇒ 00:02:22.470 John Marini: That was scary.
24 00:02:23.810 ⇒ 00:02:26.020 Mike Klaczynski: Is it K-pop Demon Hunters, or something else?
25 00:02:26.020 ⇒ 00:02:27.350 Holly Condos: I don’t know.
26 00:02:27.350 ⇒ 00:02:27.770 Mike Klaczynski: Okay.
27 00:02:32.620 ⇒ 00:02:33.050 Uttam: I’m bored.
28 00:02:33.050 ⇒ 00:02:40.979 Holly Condos: in a store, I’m just trying to pick up… I’m going back to California in a day, so I’m trying to pick up some stuff. I apologize.
29 00:02:41.010 ⇒ 00:02:42.519 Mike Klaczynski: No worries.
30 00:02:42.820 ⇒ 00:02:43.910 Holly Condos: How are you guys?
31 00:02:44.040 ⇒ 00:02:45.040 Mike Klaczynski: Good, good.
32 00:02:45.370 ⇒ 00:02:45.890 Holly Condos: Good.
33 00:02:47.140 ⇒ 00:02:50.740 Mike Klaczynski: Cool, so Hannah, do you want to drive, and we can get started?
34 00:02:50.820 ⇒ 00:02:53.839 Uttam: We have some kind of good updates from last week, and I think
35 00:02:53.990 ⇒ 00:02:56.809 Uttam: Today, we have some kind of core focuses.
36 00:02:59.020 ⇒ 00:03:09.120 Uttam: So yeah, maybe, Hannah, we can start talking, kind of just, like, a little bit of logistics. I know, Holly sent a little bit of message about how do we want to do lead lists, and maybe we can talk a little bit about
37 00:03:09.380 ⇒ 00:03:14.889 Uttam: where we want to focus on ICP, or if we want to schedule a follow-up time to… to do that.
38 00:03:15.130 ⇒ 00:03:20.140 Uttam: I guess, maybe, Holly, did you have a preference? Maybe Google Sheets just might be…
39 00:03:20.450 ⇒ 00:03:22.199 Uttam: Easiest to start to share.
40 00:03:22.200 ⇒ 00:03:23.759 Holly Condos: Yeah, I think so.
41 00:03:24.650 ⇒ 00:03:25.580 Uttam: Okay, cool.
42 00:03:25.750 ⇒ 00:03:31.429 Uttam: Then, Mike, we can go ahead and do that. Unless you have a format, we can kind of put something together.
43 00:03:31.630 ⇒ 00:03:35.510 Mike Klaczynski: Okay. Yeah, let’s just use Google Sheets. Very easy for us.
44 00:03:36.550 ⇒ 00:03:41.590 Uttam: Okay, cool. And then, yeah, I kind of wanted to get, kind of get your… your… kind of…
45 00:03:41.680 ⇒ 00:03:57.260 Uttam: have a little bit of a discussion on, like, ICP industry. I know last time we decided that we’re gonna go after… thinking about going after, like, health and legal and some of the sectors, maybe, that have some opportunities for growth that we’re already in, and we can sort of kind of create a story together.
46 00:03:57.360 ⇒ 00:04:08.599 Uttam: like, maybe we could just refresh on, like, what your thoughts were there, and then, yes, similarly, I think you mentioned looping in Azra, and so kind of, like, let me know what a… we can set that up, and, like, what a goal for a meeting would be.
47 00:04:09.030 ⇒ 00:04:17.060 Mike Klaczynski: Yeah, for sure. John, you’re the one that’s been running most of the campaigns, so what have you seen good traction with, other than semiconductors?
48 00:04:19.480 ⇒ 00:04:25.529 John Marini: I think it’s, you know, horizontal is…
49 00:04:25.930 ⇒ 00:04:30.230 John Marini: tough, in that, you know, you can do almost anything. I would say…
50 00:04:30.390 ⇒ 00:04:39.369 John Marini: Anything that is knowledge-intensive is kind of where we tend to have the best traction, so the documents are complex, they’re multimodal, meaning they have images
51 00:04:39.720 ⇒ 00:04:45.399 John Marini: charts, schematic. Yes. So, those are gonna be the industries where we tend to see the best fit.
52 00:04:46.310 ⇒ 00:04:58.279 John Marini: is those kind of more complex data types, more complex, kind of knowledge intensity of the, of the problem. So that’s why semis ends up being a really good fit for us, so.
53 00:04:58.280 ⇒ 00:05:01.079 Uttam: Schematics and, like, more visual diagramming and things like that.
54 00:05:01.920 ⇒ 00:05:16.179 John Marini: Yeah, just, like, a basic RAG system can take in text pretty easy and, like, spit out Q&A-type answers, so, most people are kind of moving a bit beyond that, unless they just want something that’s, like, really low-cost and turnkey and want to get up and running, I think that that also is a very viable…
55 00:05:16.440 ⇒ 00:05:20.230 John Marini: use case, so I guess it somewhat depends. I was…
56 00:05:20.820 ⇒ 00:05:26.779 John Marini: We haven’t pursued e-com as much, except for ShipBob, which we do have the case study up on our site around.
57 00:05:27.430 ⇒ 00:05:28.430 Uttam: Yeah, when…
58 00:05:28.430 ⇒ 00:05:28.950 John Marini: I can tell you.
59 00:05:28.950 ⇒ 00:05:34.899 Uttam: a little bit about Ecom, too, and how we think… I mean, we’ve tried to pitch it internally. Ecom is tough because…
60 00:05:35.300 ⇒ 00:05:40.919 Uttam: the… Tech investment, depending on the scale, can be hard.
61 00:05:42.770 ⇒ 00:05:47.279 John Marini: Yeah, so I think where we work well with e-com is on the… on the customer support side, so that’s that shipbox.
62 00:05:47.280 ⇒ 00:05:47.679 Uttam: I see. Okay.
63 00:05:47.680 ⇒ 00:05:49.500 John Marini: study, so I would just pitch…
64 00:05:49.700 ⇒ 00:05:57.489 John Marini: If we want to do something for e-com, I would pitch it purely for customer support, okay. Both, like, resolution of tickets, as well as building up
65 00:05:57.750 ⇒ 00:06:02.020 John Marini: There’s a good story you can tell around, like, building up more of a,
66 00:06:03.540 ⇒ 00:06:05.920 John Marini: Building up the knowledge base, so as you…
67 00:06:05.920 ⇒ 00:06:19.789 Uttam: That’s exactly what I was gonna say. I was gonna say all internal knowledge base. I mean, to kind of pivot into, like… so we support this company called ABC Home and Commercial, and, you know, you guys are actively… we’re trying to kind of get them to consider y’all for…
68 00:06:19.790 ⇒ 00:06:33.770 Uttam: supporting an internal RAG system that we built, and we want to kind of transition over, and a lot of… it’s all supporting customer service initially, but the customer service team is sharing with the rest of the organization what the benefit of
69 00:06:34.170 ⇒ 00:06:40.850 Uttam: sort of having this all in one place accessible through chat is, you know? So, we find that, I think…
70 00:06:40.850 ⇒ 00:07:00.619 John Marini: Finding, and I could bring… we could bring someone to a call, but what we’re finding is it’s… it’s much about when the agent doesn’t know the answer, and then being able to actually build the documentation, and then ingest that into the… into the data store. So what they’re getting is kind of compounding returns on their investment. So as… as they find the, kind of, we’ll call them error modes, where the agent doesn’t know the answer.
71 00:07:00.620 ⇒ 00:07:01.320 Uttam: Perfect.
72 00:07:01.320 ⇒ 00:07:13.959 John Marini: then they’re able to improve their documentation, and so then the next time that that question comes up, they already have an answer, and so then it’s getting better over time. So that’s that ShipBob case study, and I think that helps a lot in terms of improving CSAT, which is what
73 00:07:13.990 ⇒ 00:07:24.899 John Marini: a lot of the e-com folks care about. They care a lot about time to resolve and CSAT, so those things can be improved. I think once that agent gets good enough, or… and or, there is opportunity for, like, a product
74 00:07:24.980 ⇒ 00:07:35.099 John Marini: based agents, like, something that’s on their site, where people can ask, you know, product questions and things like that. So I think those are probably, like, in the e-com vein, I think those are, like, interesting. There are some…
75 00:07:35.240 ⇒ 00:07:37.340 John Marini: Purpose-built tools out there, but…
76 00:07:37.430 ⇒ 00:07:41.190 Uttam: I think… I think there’s a good story there, and I know you guys work a bit with some other, like.
77 00:07:41.530 ⇒ 00:07:49.960 John Marini: you know, not the IR100, but, you know, large e-com companies. So there might be some interesting, kind of, opportunities.
78 00:07:50.180 ⇒ 00:07:52.830 John Marini: To pursue there.
79 00:07:53.130 ⇒ 00:08:02.550 Uttam: Yeah, I would say most of our challenge, you know, we’ve supported a lot of customer service, but what happens is, like, our focus on the data side is a lot on revenue and profitability.
80 00:08:02.550 ⇒ 00:08:04.889 John Marini: And so when we come in, like, that’s what we’re…
81 00:08:04.890 ⇒ 00:08:11.869 Uttam: sort of hyper-focused on affecting. We end up supporting, of course, the whole business from the data side, but
82 00:08:12.160 ⇒ 00:08:16.019 Uttam: Commonly for the executive teams, it’s a pure cost center.
83 00:08:16.080 ⇒ 00:08:27.690 Uttam: And so for us, the story would be, like, okay, what is the cost of, like, the additional customer service hire, or what is the cost of the lost revenue or churn, and then kind of pivoting it that way.
84 00:08:27.690 ⇒ 00:08:45.919 Uttam: But, like, what we found, and it’s, again, just because we’re focused on data, is we come into companies purely focused on customer service, and we end up… they just end up being like, this is not a priority for us. But we do have some customers where I think that we could continue to push as, like, another opportunity to kind of even expand our… expand our footprint.
85 00:08:46.070 ⇒ 00:08:52.279 Uttam: And in health and legal, the reason why I think there’s… it’s intriguing is, one, health is, like.
86 00:08:52.450 ⇒ 00:09:01.810 Uttam: There’s a lot of nuanced data sources, and we’re starting to work with, you know, several different types of health companies, so…
87 00:09:01.810 ⇒ 00:09:12.859 Uttam: I think it’s even helpful for us to triangulate which ones we’re talking about here. Like, we have some telehealth customers, we’ve also… we’re working with a company that’s opening a clinic in New York, a speciality clinic.
88 00:09:13.030 ⇒ 00:09:19.559 Uttam: You know, and so there’s opportunity there for a lot of heavy, like, document processing workflows.
89 00:09:19.940 ⇒ 00:09:30.770 Uttam: Like, have you guys done… are there any customers in the health world? And the problem, you know, we’re having is it’s really regulated, and they move slow, because of that, you know, so…
90 00:09:31.660 ⇒ 00:09:37.430 Mike Klaczynski: Yeah, we had one on the research side, so they’re a biotech company building new, treatments.
91 00:09:37.670 ⇒ 00:09:39.370 Uttam: Like, genetics?
92 00:09:39.720 ⇒ 00:09:46.890 Mike Klaczynski: Okay. But then, to your point, they start asking about integrations, so, like, benchling and other things, because.
93 00:09:46.890 ⇒ 00:09:47.250 Uttam: Yeah.
94 00:09:47.250 ⇒ 00:09:52.370 Mike Klaczynski: accuracy is pretty specific. Now, those are things we can build, but we don’t have them, you know, out of the.
95 00:09:52.370 ⇒ 00:10:07.220 Uttam: No, so that’s what we do, right? So our data engineering team, like, that’s why we come in, and so we… yeah, like, these clients are unhealthy, they need to string healthy to Kerrigan, to something else, back to S3, and we do all of that, right?
96 00:10:07.490 ⇒ 00:10:16.450 Uttam: And exactly, like, many of our vendors, they get hit with, like, these integration requests, and that’s, like, that’s all the stuff that we support building from scratch.
97 00:10:16.590 ⇒ 00:10:18.289 Uttam: If needed. Yeah.
98 00:10:18.670 ⇒ 00:10:22.129 Uttam: And we have other ETL vendors that we work with that actually.
99 00:10:22.250 ⇒ 00:10:32.220 Uttam: like, kind of on-demand, we’ll build things. So that’s… that usually, when… if we partner, most of this is actually, like, we help them structure their data in a way that works well with contextual.
100 00:10:32.480 ⇒ 00:10:35.020 Mike Klaczynski: And we’ve, like, helped them through those hurdles, so…
101 00:10:36.080 ⇒ 00:10:41.959 Mike Klaczynski: So I think, yeah, healthcare, going back to knowledge-intensive, is such a good fit for it.
102 00:10:42.120 ⇒ 00:10:51.429 Mike Klaczynski: Because on the research side, I mean, they’re looking through papers all the time, they’re trying to, you know, look things up, so we have to, as a research assistant for them. And then…
103 00:10:51.990 ⇒ 00:10:59.039 Mike Klaczynski: on, like, the payer-provider side of things, that is direct customer-facing, right? So that is impacting
104 00:10:59.570 ⇒ 00:11:02.670 Mike Klaczynski: Their customer support scores, and revenue.
105 00:11:02.670 ⇒ 00:11:13.520 Uttam: Exactly. And it’s like, it’s also a follow-up, so they do a lot of work on, like, when’s my follow-up, where is this document? And so, there’s a lot there as well that can be customer-facing, for sure.
106 00:11:13.800 ⇒ 00:11:14.390 Mike Klaczynski: Yep.
107 00:11:16.450 ⇒ 00:11:16.820 Mike Klaczynski: we’re…
108 00:11:16.820 ⇒ 00:11:17.190 Uttam: Yeah.
109 00:11:17.190 ⇒ 00:11:26.559 Mike Klaczynski: As I said, we have a couple opportunities there, but it hasn’t been a big campaign, so happy to explore that with your team and build a campaign around that.
110 00:11:26.950 ⇒ 00:11:40.469 Uttam: Yeah, and I would say legal is another area where, again, like, this is where, kind of, John, to your point, we’d be going after customers who just are so in the dark on this. Like, we have… and I would say real estate could be this, but these are, like.
111 00:11:40.710 ⇒ 00:11:52.490 Uttam: professional services companies where they’re… it’s more related to the internal knowledge base problem. So for us, like, we go in and we… it’s a lot of discovery and work to actually help them
112 00:11:52.750 ⇒ 00:12:00.779 Uttam: Move it all into a place that can get consumed by contextual, and then finally building, like, okay, where does it go… where does it get out?
113 00:12:01.120 ⇒ 00:12:14.150 Uttam: And that’s, like, our job, end-to-end, kind of powered by Contextual. And so legal is an area that we’re continuing to explore, because we go into these mid- or large-sized legal firms. Again, it’s so many,
114 00:12:14.230 ⇒ 00:12:24.710 Uttam: It’s so many documents, but even beyond just, like, documents, a lot of, like, internal process op… like, automation, and really focus on optimizing back of house,
115 00:12:24.960 ⇒ 00:12:35.240 Uttam: you know, that we’re seeing opportunities for. In real estate, it’s kind of similar story. We have a client that we can re-engage totally that just…
116 00:12:35.340 ⇒ 00:12:42.130 Uttam: They needed a lot of assistance in lease reviews, speeding up the lease amendment process.
117 00:12:42.430 ⇒ 00:12:46.839 Uttam: Uploading structured information from those leases to…
118 00:12:47.080 ⇒ 00:12:55.149 Uttam: sort of CRMs, that’s all really ripe use cases for Contextual to take in OCR,
119 00:12:55.740 ⇒ 00:12:58.620 Uttam: Turn those into structured outputs that can get sent into…
120 00:12:58.980 ⇒ 00:13:01.360 Uttam: You know, their lease management platform, for example.
121 00:13:02.530 ⇒ 00:13:04.430 Mike Klaczynski: Yeah, absolutely.
122 00:13:05.620 ⇒ 00:13:18.060 Mike Klaczynski: Yeah, we had another partner that was working with CBRE, so same thing, they have a lot of commercial legal contracts. So I think that’s a… it’s a perfect fit for us. We’ve engaged on that front.
123 00:13:18.290 ⇒ 00:13:35.670 Mike Klaczynski: In the insurance industry. So there are a couple insurance companies we’ve been working with a little bit, but same thing, it’s just, like, putting together proposals and underwriting, and it’s a very document-intensive process, so I’m very happy to put together, you know, a campaign with you around that.
124 00:13:35.880 ⇒ 00:13:36.789 Mike Klaczynski: Well, we’re starting to.
125 00:13:36.790 ⇒ 00:13:40.159 Uttam: I guess, on the insurance side, yeah, curious on, like,
126 00:13:40.340 ⇒ 00:13:54.589 Uttam: we… we collaborated with, a close friend of mine that works at TSIB, they’re a big construction insurance turner… turner surety, and, you know, he has some opportunities as well. I was wondering, like, if you guys… if you think there’s any wins
127 00:13:55.030 ⇒ 00:14:01.370 Uttam: There that we could discuss and sort of put into a one-pager that we could advertise in insurance as well.
128 00:14:01.510 ⇒ 00:14:04.649 Uttam: Because he’s a… he’s sort of like an industry partner of ours.
129 00:14:05.850 ⇒ 00:14:07.770 Mike Klaczynski: Absolutely, yeah, so…
130 00:14:08.380 ⇒ 00:14:15.109 Mike Klaczynski: One of our AEs put together content and materials for the insurance industry. I’m happy to share that with you.
131 00:14:16.450 ⇒ 00:14:17.760 Mike Klaczynski: But,
132 00:14:18.740 ⇒ 00:14:32.990 Mike Klaczynski: Yeah, Farzad’s the guy, and I think he did a little bit of a deep dive on, like, what the insurance industry needs. So again, like, underwriting and preparing contracts and reviews, and we have some familiar… familiarity with that.
133 00:14:33.360 ⇒ 00:14:37.419 Mike Klaczynski: So, let’s… I would say, let’s add that to the top of the list.
134 00:14:38.150 ⇒ 00:14:53.969 Uttam: Okay, and again, like, the reason why I think, like, what advantage do we bring there is these are very non-technical buyers, commonly, and sometimes even, like, very little technical support internally. But the appetite and the impact is, like.
135 00:14:54.000 ⇒ 00:15:01.130 Uttam: Insane. Yeah, insane. And so that’s, like, sort of what I think we’re considering here, so that’s helpful.
136 00:15:01.130 ⇒ 00:15:07.869 Mike Klaczynski: Yeah, these folks are very underserved, so… and… and that’s what we’ve noticed as well, but then…
137 00:15:08.030 ⇒ 00:15:12.269 Mike Klaczynski: We don’t really want to get into the nitty-gritty details of building a solution for them.
138 00:15:12.270 ⇒ 00:15:12.900 Uttam: 100%.
139 00:15:12.900 ⇒ 00:15:14.410 Mike Klaczynski: Have you guys.
140 00:15:14.410 ⇒ 00:15:14.980 Uttam: Yeah, absolutely.
141 00:15:14.980 ⇒ 00:15:21.649 Mike Klaczynski: and what we’re now calling apps. And so you may have noticed this, but now we support agent templates.
142 00:15:21.650 ⇒ 00:15:25.430 Uttam: Yes. So that’s a powerful thing, and then with the ACL stuff.
143 00:15:25.570 ⇒ 00:15:32.520 Mike Klaczynski: I mean, that’s a really powerful way to put together these chained reasoning models that
144 00:15:32.630 ⇒ 00:15:39.420 Mike Klaczynski: you know, do essentially what an application would do. So, absolutely. So let’s… let’s pick…
145 00:15:39.690 ⇒ 00:15:57.179 Mike Klaczynski: you know, I think the insurance legal side, whether we want to roll it up and call it legal, and then underneath that, you know, it’s real estate and insurance, or we want to carve out and just do insurance-specific, you know, up to you. And then I do like the healthcare stuff.
146 00:15:57.430 ⇒ 00:16:03.629 Mike Klaczynski: But you said you’re already engaged in e-commerce, so, you know, that kind of comes as a third or fourth one.
147 00:16:04.110 ⇒ 00:16:06.719 Uttam: Yeah, and so one thing I think, like, we…
148 00:16:07.010 ⇒ 00:16:23.109 Uttam: as kind of, like, the quarter closes out, we want… we’re planning on doing kind of a little bit of a bigger circleback campaign on people we’ve talked to, you know, sort of in the last 6 months as we, like, poke our head up. And we’ve talked to several folks in insurance, legal, and real estate that I would love to just send
149 00:16:23.160 ⇒ 00:16:38.229 Uttam: both a one-pager, and ideally, like, we kind of whip together a demo, like we usually do, of a use case, and so it would be specific, and I think that would pair really well. We’re… we’re meeting on that tomorrow to discuss who to go after, and…
150 00:16:38.280 ⇒ 00:16:45.720 Uttam: this is great, if I can send them a direct solution, and if you already have materials on insurance, then we would piggyback on, like, that research.
151 00:16:46.480 ⇒ 00:16:54.059 Mike Klaczynski: Yep. Yeah, so what I can do is I can share that deck that Farzad put together, and then if it looks good, maybe we just grab…
152 00:16:54.290 ⇒ 00:17:09.470 Mike Klaczynski: time with Fargad, and even Jason, who you met, our head of sales, I think he has some background in insurance, like, he knows that space pretty good, and maybe we just all get together and brainstorm what this could look like, and then we figure out how to build the demo.
153 00:17:10.430 ⇒ 00:17:27.830 Uttam: Yeah, and then I have a, you know, I have a commercial insurance, friend of mine who’s kind of a friend of the company that I’ll include there, and he can give us… he can give us basically the customer perspective on where a budget could come from, what are the talking points, so let’s do that 100%.
154 00:17:28.270 ⇒ 00:17:29.509 Mike Klaczynski: Okay, excellent.
155 00:17:30.140 ⇒ 00:17:34.780 Holly Condos: Hey, Mike, question for you, you said that you’re working with agent templates?
156 00:17:35.570 ⇒ 00:17:37.540 Holly Condos: Are you creating them yourself?
157 00:17:38.790 ⇒ 00:17:47.600 Mike Klaczynski: I mean, we’ve got, like, 5 that we’ve built just to show customers what it’s like, but the whole premise behind this is a client of ours
158 00:17:47.880 ⇒ 00:17:49.120 Mike Klaczynski: would…
159 00:17:49.300 ⇒ 00:18:00.349 Mike Klaczynski: put together a template, and then they could share it with other teams, and then those teams would use that template to build out pages specific to their use case. And that’s just because, in our scenario, you end up with
160 00:18:00.830 ⇒ 00:18:09.389 Mike Klaczynski: Like, we’re not building an agent for a customer, we’re giving them the platform, and then the customer is themselves building these agents, and they might do it per team, or department, or whatever it might be.
161 00:18:09.930 ⇒ 00:18:11.180 Holly Condos: Gotcha. Okay.
162 00:18:11.180 ⇒ 00:18:19.319 Mike Klaczynski: But I think in our situation, partnering with your team, what we would end up doing is saying, you know, we’ve built these three
163 00:18:19.430 ⇒ 00:18:31.249 Mike Klaczynski: insurance templates. One for underwriting, one for, you know, contract review, one for whatever it might be, and then that could be the quick offering we’re giving these folks.
164 00:18:31.940 ⇒ 00:18:37.889 Mike Klaczynski: Because, back to your point, you know, they’re underserved, they don’t really have the technical resources, so if we can get them time to value really quickly…
165 00:18:38.980 ⇒ 00:18:40.459 Mike Klaczynski: It’s, it’s super valuable.
166 00:18:42.170 ⇒ 00:18:49.080 Holly Condos: And of these areas that we’re talking about, legal, real estate, health…
167 00:18:49.250 ⇒ 00:18:56.500 Holly Condos: and e-commerce. Where would you say, of those four, is your biggest, client base currently?
168 00:19:01.630 ⇒ 00:19:13.960 Mike Klaczynski: John, what would you say? I mean, our big one… our big push right now is semiconductors and financial services, but those are the massive ones. It’s just there’s so much happening in there. What we’ve… what we’ve seen is…
169 00:19:14.250 ⇒ 00:19:17.740 Uttam: What is… what is… yeah.
170 00:19:18.200 ⇒ 00:19:20.150 Mike Klaczynski: I’ll just, I’ll just be, you know.
171 00:19:20.640 ⇒ 00:19:35.930 Mike Klaczynski: candid, like, Palomar Insurance. I think they’re based down in, like, LA or San Diego or something. That’s the team that we reached out to. And same thing, they were just super high propensity, they’re like, we’re a super small team, we want to 10x the revenue we’re doing, but we don’t want to hire all these new people.
172 00:19:35.930 ⇒ 00:19:43.000 Mike Klaczynski: And it takes, you know, a person can process… I forget what the numbers were, but it was something like maybe 4 underwritings per week, and we want to get.
173 00:19:43.000 ⇒ 00:19:43.470 Holly Condos: them to fail.
174 00:19:43.470 ⇒ 00:19:44.379 Mike Klaczynski: 40 a week.
175 00:19:44.540 ⇒ 00:19:45.050 Mike Klaczynski: And we say.
176 00:19:45.370 ⇒ 00:19:57.020 Mike Klaczynski: That’s exactly what our system can do. So, again, financial services, semiconductors, I think we’re fine there, but I want to explore these other really high propensity options.
177 00:19:57.190 ⇒ 00:20:06.040 Mike Klaczynski: but that are services heavy, that we don’t necessarily have the time or energy to explore, but we’d love to support with you guys and scale through you for. So.
178 00:20:06.040 ⇒ 00:20:06.500 Holly Condos: Great.
179 00:20:06.500 ⇒ 00:20:13.610 Mike Klaczynski: Let’s do insurance. I think if you guys think that real estate’s another good one, I mean, it’s a very similar use case.
180 00:20:13.840 ⇒ 00:20:15.690 Holly Condos: Maybe you do that one as well.
181 00:20:15.690 ⇒ 00:20:24.819 Mike Klaczynski: Healthcare, to me, I personally think it’s a really ripe one, but it’s, like, life sciences and healthcare.
182 00:20:25.360 ⇒ 00:20:31.330 Mike Klaczynski: It’s a big field, and they need a lot of data, and they also need, like, HIPAA compliance, and all that other stuff.
183 00:20:31.330 ⇒ 00:20:31.920 Uttam: Exactly.
184 00:20:32.840 ⇒ 00:20:33.230 Holly Condos: Yeah.
185 00:20:33.230 ⇒ 00:20:33.980 Mike Klaczynski: I just…
186 00:20:34.630 ⇒ 00:20:52.959 Mike Klaczynski: you know, maybe we save that for early next year. Maybe we lay a little bit of the foundational groundwork on this, and start identifying what some of these clients could be, and maybe have a few conversations. I just don’t think we’re ready to make a massive push on that, I just… because I think it’s just so, so specialized. Yeah, agreed. What do you guys think?
187 00:20:53.500 ⇒ 00:21:09.399 Uttam: Yeah, no, I feel like that’s fair. I mean, I think with insurance and real estate and legal, we already have several folks that we’ve already talked to, or are currently talking to, that we could totally put in front of them these assets and test talking points, pretty soon.
188 00:21:09.610 ⇒ 00:21:22.889 Uttam: Health is… is definitely tough for a lot of reasons. We just happened to get a couple wins in there. We do a lot of work around compliance, and everything’s around the data side, but I… I agree with you, it’s,
189 00:21:23.420 ⇒ 00:21:30.460 Uttam: it’s like, it seems… it’s like, it’s sort of like government. It just seems so big and so ripe, but there’s a lot of challenges, so…
190 00:21:31.040 ⇒ 00:21:32.260 Holly Condos: Yeah.
191 00:21:32.710 ⇒ 00:21:51.419 Mike Klaczynski: So, you know, it sounds like you guys are already engaged on a few opportunities there. Just bring us in and let’s start having those conversations. Sure. I just don’t think we’re ready to launch, like, a massive campaign on that yet. Meanwhile, for the other ones, I think we could definitely build out and put together build materials, you know, even do, like, a webinar series, landing page, all that sort of stuff. Yeah.
192 00:21:51.420 ⇒ 00:21:54.459 Mike Klaczynski: For the other ones, just cause, like, those were ready to go on.
193 00:21:55.010 ⇒ 00:21:56.000 Uttam: Okay, okay.
194 00:21:57.290 ⇒ 00:22:05.500 Mike Klaczynski: Great. So, Holly, back to your, like, direct question. I think insurance is a good one. Let’s do real estate, and then…
195 00:22:06.120 ⇒ 00:22:18.940 Mike Klaczynski: I guess legal would be kind of the higher-arching one there. We have had some clients that have come to us and said, we’re using Harvey, but it’s not good enough, and we want to test you guys out, so I think there’s definitely an opportunity there.
196 00:22:18.940 ⇒ 00:22:26.159 Mike Klaczynski: And then the other one would just be the e-commerce stuff as well. So, again, we’d figure out what the specific use case would be and build some of these.
197 00:22:26.160 ⇒ 00:22:29.270 Mike Klaczynski: Agent templates, and then same thing, landing page, and so on and so forth.
198 00:22:29.960 ⇒ 00:22:32.179 Holly Condos: Great. And so I…
199 00:22:32.430 ⇒ 00:22:38.159 Holly Condos: I think you recall I’m fairly new to Brainforge, but I’ve shared with Utam that,
200 00:22:38.780 ⇒ 00:22:48.869 Holly Condos: A lot of my background is legal for over 20 years, so I have a plethora, or a large network, and I’m looking to
201 00:22:48.950 ⇒ 00:23:02.020 Holly Condos: you know, leverage that. And I think, again, there’s some synergies here, so I’ll, you know, start putting feelers out and see where there might be some joint efforts for both of us.
202 00:23:02.290 ⇒ 00:23:11.030 Holly Condos: But, to me, legal’s at least pretty easy, because, as you both said, right, I mean, they’re technically… technical…
203 00:23:11.460 ⇒ 00:23:16.489 Holly Condos: Isn’t their strong suit, but they want to get faster and better at what they’re doing.
204 00:23:16.810 ⇒ 00:23:19.500 Holly Condos: And, you know…
205 00:23:19.500 ⇒ 00:23:24.099 Uttam: back office world of these professional services, it’s very well known that it’s just a huge
206 00:23:24.260 ⇒ 00:23:35.629 Uttam: cost center, and they’re all motivated to leverage AI tools. Additionally, this year, a lot of them have gone through the process of buying something off the shelf that is very much a platform like Harvey.
207 00:23:35.930 ⇒ 00:23:54.310 Uttam: doesn’t… that, like, pitches to everybody and doesn’t really work for everybody, and so a lot of them are now, like, okay, I want to move towards something more bespoke. They’re maybe trying out an N8N, or, like, trying out, like, what can we do with some of these drag-and-drop tools, and ideally, we catch them at that moment, you know?
208 00:23:54.320 ⇒ 00:23:56.870 Uttam: That’s… that’s sort of how I’m thinking about it.
209 00:23:57.800 ⇒ 00:23:59.920 Mike Klaczynski: Yep. Yeah, absolutely.
210 00:24:01.000 ⇒ 00:24:11.770 Mike Klaczynski: Okay, great. So, we’ve got a few minutes left, so I would say immediate next steps, how do we want to tackle this? Like, would it be good to start with, like, an FAQ or a drafting page for each of these?
211 00:24:11.770 ⇒ 00:24:21.999 Mike Klaczynski: identify… again, I’m not a specialist in any of these spaces, so, like, when you say back office, I understand what it means, but, like, if you ask me to define all the different use cases.
212 00:24:22.020 ⇒ 00:24:41.499 Uttam: No, no, no, that’s where we’ll come in, and if, when we don’t have it, we have, sort of, SMEs in our back pocket to help us kind of draft it. I think the biggest things is to understand, okay, like, we want to drive towards a couple of assets, like, maybe it’s a one-pager, maybe it’s also some of these agent templates.
213 00:24:41.500 ⇒ 00:24:47.330 Uttam: And then a little bit, if… Hannah, if you want to go to our next slide, we have, sort of,
214 00:24:47.330 ⇒ 00:25:04.520 Uttam: kind of thinking about, okay, what else can we generate? And so one of the things is, like, if we do find that one of these areas is narrow enough, and we want to do, like, a set of videos around it, just helps us, when we send that initial email, it gives us, like, we are telling the exact story that these people want to hear.
215 00:25:04.520 ⇒ 00:25:22.300 Uttam: So whether that’s video, we already have our playbook that we can drive people for, so maybe it’s thinking about, like, what are those assets we want to drive towards in each of those segments? We’ve been selling to those segments, and so we… we can tell what’s been… what’s been working. And for many of those folks, like, I just had an AI
216 00:25:22.300 ⇒ 00:25:35.779 Uttam: like, a real estate company, an asset management company in real estate hit me back today saying, like, hey, we’re finally, you know, picking our head back up, and we want to re-engage in an AI conversation, and, like.
217 00:25:35.830 ⇒ 00:25:51.389 Uttam: I’m sort of like, damn, I wish we’d just, like, had another week, but I want to get them a contextual thing that, you know, I want to get them whatever our outputs are. And so, we can start those couple of docs and just throw that in a Google Doc for now, and then drive from there.
218 00:25:52.200 ⇒ 00:25:56.310 Mike Klaczynski: Okay, perfect. So let’s do that. We’ll, we’ll do a doc per…
219 00:25:56.580 ⇒ 00:26:11.879 Mike Klaczynski: And then we’ll engage with, I think, both Nina and Raj, and then we can bring in Ezra as well. So Ezra will help with the high-level messaging, and then Raj can help building out the demos and some of the… these other materials here. Like, he’s great for these, video series.
220 00:26:13.080 ⇒ 00:26:18.800 Uttam: Yeah, and I would like our… we have a… we have… we’ll have engineering also pair with him to develop, so as soon as we can…
221 00:26:18.920 ⇒ 00:26:34.440 Uttam: we could do that, too. We can start having them, and then have sort of a template of how we go after these industries. And again, it sort of starts at, like, okay, let’s do a one-pager, then let’s move towards something that’s closer to a video or a loom that we can send. And again, it’s just such a non-technical audience.
222 00:26:34.440 ⇒ 00:26:43.599 Uttam: that it’s gonna fly over their head if they… if they get anything that seems like documentation and APIs. It really has to be what you mentioned, which is, hey.
223 00:26:43.600 ⇒ 00:26:44.040 Mike Klaczynski: lease value.
224 00:26:44.470 ⇒ 00:26:48.630 Uttam: You want to scale from 4 underwritings a week to 40.
225 00:26:48.980 ⇒ 00:27:02.710 Uttam: okay, here is, like, a plan, here’s how contextual fits into that plan, there’s a discovery piece, there’s the integration work, and then there’s the output work, and here’s the solution, can we grab time to talk, right? And that’s what will resonate.
226 00:27:02.710 ⇒ 00:27:14.809 Uttam: We tried pitching a lot of these folks last year, and they just had… they couldn’t even meet me at, like, what is AI, you know? So, I think it’s a different story now, you know, finally.
227 00:27:15.180 ⇒ 00:27:16.329 Mike Klaczynski: For sure, for sure.
228 00:27:16.330 ⇒ 00:27:16.800 Uttam: Okay.
229 00:27:18.220 ⇒ 00:27:32.780 Mike Klaczynski: So then, to be super tactical, let’s start with, with legal as the first one. So we’ll use that as the template, kind of tip of the spear, figure out, you know, what format we want, who we’re engaged with, and then once we get really crystal clear on that, then we’ll spin one up for insurance, real estate, and e-commerce.
230 00:27:33.170 ⇒ 00:27:45.480 Uttam: Okay, yeah, and then, Hannah, let’s go ahead and send an email to Ian. Ian is our, sort of, insurance connection, and kind of… we can get his availability for maybe, like, 2 weeks or so.
231 00:27:45.570 ⇒ 00:28:02.110 Uttam: And see if we can even lock down a time for a broader insurance conversation. We’re kind of lucky there in that we have, you know, someone that’s, like, really right in commercial insurance. And so, yeah, that’s perfect. So let’s aim for both of those.
232 00:28:02.840 ⇒ 00:28:03.630 Mike Klaczynski: Perfect.
233 00:28:03.920 ⇒ 00:28:04.690 Mike Klaczynski: Great.
234 00:28:05.210 ⇒ 00:28:05.870 Uttam: Okay.
235 00:28:06.170 ⇒ 00:28:07.080 Uttam: Awesome.
236 00:28:07.310 ⇒ 00:28:13.839 Uttam: All right, thank you both, I really appreciate it. Hopefully talk to you in Slack, and then, yeah, I’m excited to kind of push towards these.
237 00:28:14.150 ⇒ 00:28:16.089 Holly Condos: Yeah, thank you both.
238 00:28:16.210 ⇒ 00:28:21.840 Mike Klaczynski: John, anything else on your end? I mean, this sounds good, right? Like, we could spin up pages and…
239 00:28:22.970 ⇒ 00:28:23.820 John Marini: Yeah, yeah, absolutely.
240 00:28:23.820 ⇒ 00:28:24.310 Mike Klaczynski: campaigns.
241 00:28:24.310 ⇒ 00:28:26.140 John Marini: Yeah, I think it’s good.
242 00:28:27.510 ⇒ 00:28:33.980 John Marini: Yeah, I, we should have the ClaimWise video soon, which is in the legal space, so that should be… we’re just waiting for client approval on that, so…
243 00:28:34.420 ⇒ 00:28:44.330 Uttam: And then, yeah, John, if there’s anything in the meantime, like, we wanted to definitely highlight, we got the walkthrough from Raj on new features. If there’s anything we can do to highlight stuff on socials.
244 00:28:44.610 ⇒ 00:28:53.169 Uttam: You know, and we’re already putting together one… one slide. Like, for a lot of the vendors, we put together, like, a one slide that’s always in our AI decks.
245 00:28:53.340 ⇒ 00:28:58.300 Uttam: You know, around contextual and core features and where to learn more, so if there’s anything we can help push.
246 00:28:58.690 ⇒ 00:29:01.979 Uttam: You know, just in between getting these… these all out, let me know.
247 00:29:02.140 ⇒ 00:29:03.930 John Marini: Okay, okay, sounds good.
248 00:29:04.150 ⇒ 00:29:04.680 Uttam: Okay.
249 00:29:05.650 ⇒ 00:29:06.420 Mike Klaczynski: Thanks, guys.
250 00:29:06.950 ⇒ 00:29:07.530 Holly Condos: Thanks, everyone.
251 00:29:07.820 ⇒ 00:29:09.250 Holly Condos: Take care. See ya.