Meeting Title: Brainforge GTM Strategy Check-in Date: 2025-11-05 Meeting participants: Joseph Good, Robert Tseng
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1 00:00:48.850 ⇒ 00:00:50.499 Robert Tseng: Hey. Hey, Joe.
2 00:00:50.750 ⇒ 00:00:52.049 Joseph Good: Hey, Robert, how’s it going?
3 00:00:52.630 ⇒ 00:00:54.359 Robert Tseng: Good, how are you? Morning.
4 00:00:54.510 ⇒ 00:00:56.060 Joseph Good: Doing well. Yeah, how’s your morning going?
5 00:00:56.940 ⇒ 00:01:03.780 Robert Tseng: I mean, it’s almost noon for me, so I usually start pretty early, and then, I mean, things pick up, so…
6 00:01:03.950 ⇒ 00:01:21.249 Robert Tseng: Yeah, I just kind of… I mean, I sent you a couple Slack messages. I know you caught up with Utam yesterday. Yeah, just kind of set this kind of daily 15-minute check-in for us. I know we’ll also kind of chat here and there in other meetings. Yeah, just wanted to see kind of what you’re… what you’ll be up to.
7 00:01:21.290 ⇒ 00:01:34.619 Robert Tseng: I don’t know how you’re blocking off your time. I know you’re doing around 10 hours a week, so if daily doesn’t make sense, because you’re not thinking about this daily, and you’re only doing 2 days a week or something, like, we can adjust it. Just let me know what seems to work better for you.
8 00:01:35.090 ⇒ 00:01:51.220 Joseph Good: Yeah, that’d be great. Let me get back to you on probably what cadence makes sense by the end of this week. Okay. I’ll have a better idea of just blocking time and whatnot. Yeah, Utom’s got me up to speed last night on a bunch of different things, which was helpful.
9 00:01:51.460 ⇒ 00:02:00.149 Joseph Good: just, like, where stuff is, in Notion, a lot of the different, like, internal dashboard, like, all that good stuff. Yeah. Took a look through…
10 00:02:00.450 ⇒ 00:02:12.190 Joseph Good: like, the GTM Engine, sort of PM onboarding doc that you had sent over yesterday in Notion, which is super helpful. Going to get time, ideally, with… I think Ryan’s out of… out of pocket.
11 00:02:12.190 ⇒ 00:02:13.769 Robert Tseng: He’s out of office this week, yep.
12 00:02:13.770 ⇒ 00:02:32.680 Joseph Good: Okay, sounds good. So I’ll check in with him next week or whatnot, but Hannah, and then just try to get time, with, like, other folks on the team to gather context on where everyone kind of sits, like, who’s best to talk to for what. And then, is HubSpot in 1Password?
13 00:02:33.160 ⇒ 00:02:35.750 Robert Tseng: Yeah.
14 00:02:35.750 ⇒ 00:02:36.870 Joseph Good: Alright, let me check.
15 00:02:37.190 ⇒ 00:02:38.380 Joseph Good: Okay.
16 00:02:38.380 ⇒ 00:02:45.590 Robert Tseng: I think we might have limited seats, so you might have to use either mine or you Tom’s account. That’s kind of the deal there, but let me see.
17 00:02:46.060 ⇒ 00:02:47.209 Joseph Good: Okay, thanks.
18 00:02:50.180 ⇒ 00:02:56.249 Joseph Good: I think, yeah, I think Utom said there was, like, a shared sales app, maybe, that you guys were using, something along those lines?
19 00:02:56.250 ⇒ 00:02:57.900 Robert Tseng: In one pass.
20 00:02:57.900 ⇒ 00:03:01.950 Joseph Good: Essentially, he didn’t mention if it was in one path, but he just mentioned, like.
21 00:03:02.510 ⇒ 00:03:06.789 Joseph Good: for HubSpot, I think folks were using, like, a sales app email.
22 00:03:06.790 ⇒ 00:03:07.430 Robert Tseng: Yeah.
23 00:03:08.470 ⇒ 00:03:14.320 Robert Tseng: But you… do you have access to the sales, one pass folder.
24 00:03:14.490 ⇒ 00:03:19.320 Joseph Good: I don’t… that was what he talked about last time. He was like, I’ll try to get you that tomorrow, or Robert Kincaid.
25 00:03:19.320 ⇒ 00:03:21.709 Robert Tseng: I will share that with you now.
26 00:03:22.220 ⇒ 00:03:23.110 Joseph Good: Awesome.
27 00:03:26.920 ⇒ 00:03:31.180 Joseph Good: Yeah, that would be great to just get in there and kind of see the structure, and then…
28 00:03:31.840 ⇒ 00:03:43.399 Joseph Good: Mutam and I, or he shared with me this, kind of, FigJam file, Brainforge GTM strategy, just because I was asking him if you guys had, like, a visual representation of the funnel.
29 00:03:44.190 ⇒ 00:03:45.360 Joseph Good: and…
30 00:03:45.580 ⇒ 00:03:50.989 Robert Tseng: That figure was pretty outdated, but yeah, I mean, generally… Okay. Not that specific, in my opinion.
31 00:03:51.670 ⇒ 00:03:53.959 Joseph Good: Sure, yeah, okay, sounds good.
32 00:03:54.690 ⇒ 00:04:00.150 Joseph Good: Cool. It’ll helpful… be helpful, I guess, just for general context.
33 00:04:01.120 ⇒ 00:04:03.940 Joseph Good: But, yeah, I think, like, from…
34 00:04:04.330 ⇒ 00:04:20.579 Joseph Good: let me know if you had any, like, specific deliverables that you wanted to, focus on, sort of, by the end of this week. My plan for the next couple days was, just to sort of gather content for folks, sort of get into
35 00:04:20.950 ⇒ 00:04:22.260 Joseph Good: the weeds of…
36 00:04:22.450 ⇒ 00:04:30.399 Joseph Good: different Notion and NADN and sort of the sales, hey, reach, take a look at, like, all the systems that are set in place. And then…
37 00:04:30.780 ⇒ 00:04:43.420 Joseph Good: I guess, like, do my own personal audit of, like, where we’re at and, like, where gaps are surfacing, in addition to, sort of, the gaps that you had already identified, in our call, which seemed to be, like.
38 00:04:43.490 ⇒ 00:04:50.900 Joseph Good: AI positioning, we’re not focusing as much on that, we’re not really sure how to, like, talk about it. And then also, it seems like…
39 00:04:51.450 ⇒ 00:04:59.429 Joseph Good: we’re doing, like, solid with LinkedIn outbound, but there’s probably opportunities for us to also be a little bit more strategic on, like, who we reach out to, when, and how.
40 00:05:00.060 ⇒ 00:05:00.580 Joseph Good: That was fine.
41 00:05:00.920 ⇒ 00:05:02.250 Joseph Good: Yeah.
42 00:05:02.430 ⇒ 00:05:16.019 Robert Tseng: I did put this, like, I called it just a stretch project. I don’t… I mean, I just want you to take a crack at it, you don’t have to build out in too much detail, but there’s this… pretty much, like, we had an inbound that came in, and they just, like, they…
43 00:05:16.910 ⇒ 00:05:24.610 Robert Tseng: they, they signed, yeah, UTAM closed them in, like, one day. So, like, I think they’re…
44 00:05:24.730 ⇒ 00:05:26.990 Robert Tseng: And the, the demographic, or…
45 00:05:28.160 ⇒ 00:05:43.020 Robert Tseng: I mean, it’s pretty much like a post… they just raised their Series A, it’s like some AI SaaS company that they reached out to us because they’re like, hey, we want to stand up our data stack pretty quick. It’s not an AI client, but, like, I think… seems like a good offering. I were talking and being like, well.
46 00:05:43.270 ⇒ 00:05:50.419 Robert Tseng: There may… there’s, like, a whole bunch of other, kind of similarly staged companies that, you know, if we can offer them the same thing.
47 00:05:50.420 ⇒ 00:06:03.429 Robert Tseng: they’re willing to pay us, like, $20,000 to do… do some work in, like, 3 weeks, like, we’d do it. Like, so, I think the kind of ask here is pretty open-ended, but, this was pretty much, like, the scope of work that we… that won us the deal.
48 00:06:03.540 ⇒ 00:06:15.100 Robert Tseng: And, I guess, like, it’s… I think it’s just a good way to just pick something tangible, and then see, like, how you would pitch it to, like, how you would structure, like, an
49 00:06:15.100 ⇒ 00:06:27.950 Robert Tseng: a go-to-market experiment or a campaign, around… around this. So, I think things I’d be looking for… one would be, like, great, I mean, we have… you can… and as much as you can to lean on our existing infrastructure to do this.
50 00:06:29.570 ⇒ 00:06:44.700 Robert Tseng: from, like, a lead list perspective, I know Ryan’s not here, but it’s like, you know, once he’s back next week, you meet with him, and you’re chatting with him, you can kind of… kind of give him some requirements on, like, how to define, this ICP. I mean, in this case, it’s…
51 00:06:44.700 ⇒ 00:06:50.389 Robert Tseng: I mean, I kind of left it very fake, it’s just, like, post-series A, like, AI SaaS startups, I guess.
52 00:06:50.430 ⇒ 00:07:10.160 Robert Tseng: But yeah, I think you would have to go through, like, every… I mean, you’re basically structuring, like, a go-to-market campaign from scratch. Like, you have to define the ICP, figure out how to build a lead list, like, on what channels we’re gonna hit on. Like, we can do LinkedIn outbound, we can do email on our existing contacts. There’s, like, a few different options that we… that we have at our disposal.
53 00:07:10.240 ⇒ 00:07:21.940 Robert Tseng: And then, like, as far as execution, like, what the… what the first message… what the messaging sequence would look like, you don’t have to actually deploy this, like, I just… yeah, I think it’d be a good, like.
54 00:07:22.170 ⇒ 00:07:35.640 Robert Tseng: a way to kind of tie everything that you’re learning together into, like, one campaign that, like, you know, by next week, if you’re able to come to a meeting and pitch this to the team and kind of walk us through, like, kind of what you’re thinking, I think, like.
55 00:07:35.640 ⇒ 00:07:50.650 Robert Tseng: you know, this to me would be, like, a full, like, GTM experiment. And, I mean, I’m kind of expecting you to be able to run more of these in the future, so, you know, I just thought that this was top of mind for us. It’s not a huge rush, we don’t need to get it out this week.
56 00:07:50.650 ⇒ 00:07:56.769 Robert Tseng: But, you know, as you’re onboarding and something that… I mean, I’d like to kind of execute this next week when Ryan gets back.
57 00:07:56.890 ⇒ 00:08:01.980 Robert Tseng: But wanting you to be able to kind of build it out. Does that make sense?
58 00:08:01.980 ⇒ 00:08:08.539 Joseph Good: Yeah, yeah, that makes sense. In terms of, you know, what the, and I can work on that and get you…
59 00:08:08.540 ⇒ 00:08:08.890 Robert Tseng: Yes.
60 00:08:08.890 ⇒ 00:08:26.169 Joseph Good: Sounds good. In terms of channels that you prefer to go through, sounds like email is, like, not really a focus. LinkedIn is kind of the main one that’s working. Are there any other channels that you guys have, like, experimented with, or is it mainly LinkedIn for now?
61 00:08:26.740 ⇒ 00:08:44.269 Robert Tseng: Yeah, we’re not doing any paid ads right now. I think I’d be open to it. I could give you budget to… if you have… if you’re, like, very… people are very opinionated that LinkedIn ads is, like, I mean, I don’t know, like, I’m willing to try something new that we haven’t done before. LinkedIn outbound works, like, we just, like, like, I think…
62 00:08:44.340 ⇒ 00:08:54.249 Robert Tseng: we have that pretty… we can run that pretty easily, it’s very low cost for us. But the volume is low. We can only really send, like, 20 to 30 a week.
63 00:08:54.400 ⇒ 00:09:12.010 Robert Tseng: Just, like, to stay within the caps of LinkedIn, because they crack down on automation tools now. Email is effective for leads that we already have, like in HubSpot, so for any of our existing leads, I probably would hit them on using email, so…
64 00:09:12.130 ⇒ 00:09:12.870 Robert Tseng: Yeah.
65 00:09:13.300 ⇒ 00:09:15.220 Joseph Good: Okay, sounds good.
66 00:09:15.650 ⇒ 00:09:23.999 Joseph Good: Yeah, I guess let me take a crack at this, and I can probably get back to you, like, later this week on where I’m at, or how I’m thinking about that.
67 00:09:24.470 ⇒ 00:09:32.389 Robert Tseng: Yeah, I think one more thing I’ll call out is, like, so the company that we just sold to is called Hedra. I’ve already, like, companies…
68 00:09:32.540 ⇒ 00:09:35.439 Robert Tseng: I’ll just write a pitch with this offer…
69 00:09:35.650 ⇒ 00:09:47.530 Robert Tseng: So there’s Hedra, there’s, NIT, I’m just trying to give you some look, like, so you can, like, start to, like, look alike what, what these, what these ones are. And…
70 00:09:48.720 ⇒ 00:10:06.899 Robert Tseng: Yeah, I mean, I guess you’re not familiar with our other existing, kind of companies, but I’ll kind of just mention, leads that could be a good fit, just so you can… you need to click around them. I think Pinkfish would be a good fit. I think, Spark Plug would be a good fit.
71 00:10:07.480 ⇒ 00:10:11.990 Robert Tseng: Yeah, I mean, I might add a few more, but these are just the kind of…
72 00:10:12.570 ⇒ 00:10:26.819 Robert Tseng: So you’re not, like, starting from… from zero? Like, I… yeah, just to give you a few, a few, like, real companies that we’ve already talked to, either by pitching this specific offer, or, like, leads that I feel like we could go back to, with… with… with this offer.
73 00:10:27.450 ⇒ 00:10:33.410 Joseph Good: Okay, sounds good. Yeah. And we have, I think, the HayReach is in… well, password, right?
74 00:10:33.410 ⇒ 00:10:43.120 Robert Tseng: Yeah, hey reaches and 1Pass. The HubSpot creds, you probably have to use either UTAM or my account, which are in the, which are in OnePass as well. Yeah.
75 00:10:43.450 ⇒ 00:10:47.260 Joseph Good: Awesome. Okay, great. And…
76 00:10:47.830 ⇒ 00:10:52.169 Joseph Good: You and the LinkedIn outbound is only coming from you at the time, right? Not from anyone else.
77 00:10:52.170 ⇒ 00:11:06.690 Robert Tseng: Yes, just me and you, Tom. I think we have… we have 3 seats, actually, so, you know, eventually, once you get ramped up, if you want to throw your name in the ring, like, you’re welcome to use it. It’s a good way to grow your network. I mean, we’ve both grown our…
78 00:11:06.790 ⇒ 00:11:21.579 Robert Tseng: I mean, we have, like, I don’t know, combined, like, 10,000 at this point, so we do have a lot of people on our existing network. I always tell Luton, we’re, like, we’re, like, 5 messages away from another, like, 50K a month, probably. Like, it just… it just, like, takes…
79 00:11:21.950 ⇒ 00:11:30.819 Robert Tseng: you know, within your network, just finding the right person at the right time, giving them the right offer, and at our average, like, contract size of 10K a month, like.
80 00:11:30.870 ⇒ 00:11:46.699 Robert Tseng: you know, we only really need 5 messages to… to hit, like, another… to grow our business by another, like, 20%. So, like, I think we’re… it’s an exciting time to be doing this, like, I mean, hopefully you’ll… you’ll feel that way once you kind of build some momentum, but, yeah.
81 00:11:47.510 ⇒ 00:12:01.139 Joseph Good: Yeah, absolutely. Great, that makes sense. And then in terms of meetings or whatnot, yeah, daily, probably… Monday, Wednesday, Friday is probably better cadence off the top of my head, as I’m talking about it. Okay, sure.
82 00:12:01.140 ⇒ 00:12:09.510 Joseph Good: Just because I will be allocating time to other projects and whatnot that I’m working on for clients and whatnot. Sure. And then…
83 00:12:10.410 ⇒ 00:12:17.160 Joseph Good: Just wanted to confirm that, like, the medians will be, like…
84 00:12:17.430 ⇒ 00:12:20.339 Joseph Good: looped into the 10 hours a week, I guess, that will be included in that.
85 00:12:20.340 ⇒ 00:12:20.960 Robert Tseng: Yeah, of course.
86 00:12:20.960 ⇒ 00:12:37.249 Joseph Good: Okay, okay, great. Great, makes sense. I think I should be set up with all the tooling and whatnot. And, today I do have, like, an in-person with that client from, like, 12.30 to around, like, 1.45, so I probably will not be able to make it to the sales partnership.
87 00:12:37.540 ⇒ 00:12:40.529 Joseph Good: But moving forward, like, should be able to make that.
88 00:12:40.530 ⇒ 00:12:47.289 Robert Tseng: Okay, yeah, no worries. I think I’m still not unsure, like, what’s helpful, what’s not helpful, and obviously, like.
89 00:12:47.520 ⇒ 00:12:59.899 Robert Tseng: you know, we’re starting you at 10, but if we need to increase, we can talk about that, or if you feel like you’re spending too much time in meetings, we can adjust it too. So, nothing’s really fixed, just, like, needed to put something to get you started.
90 00:13:00.220 ⇒ 00:13:05.850 Joseph Good: Yeah, absolutely, I appreciate it, and I’ll be, obviously, proactive. Yeah, just communicate with us, yeah. Yeah, for sure.
91 00:13:05.990 ⇒ 00:13:06.950 Joseph Good: Okay. Great.
92 00:13:06.950 ⇒ 00:13:08.030 Robert Tseng: Alright, thanks, Joe.
93 00:13:08.250 ⇒ 00:13:09.179 Joseph Good: Alright, cheers.
94 00:13:09.180 ⇒ 00:13:10.080 Robert Tseng: Talk to you later.