Meeting Title: RevOps Dashboard and AI Positioning Sync Date: 2025-11-14 Meeting participants: Robert Tseng, Joseph Good
WEBVTT
1 00:00:31.470 ⇒ 00:00:32.530 Joseph Good: Hey, Robert.
2 00:00:33.340 ⇒ 00:00:34.830 Robert Tseng: Hey, Joe.
3 00:00:35.250 ⇒ 00:00:36.149 Joseph Good: How’s it going?
4 00:00:37.040 ⇒ 00:00:38.000 Robert Tseng: Good, how are you?
5 00:00:38.730 ⇒ 00:00:39.700 Joseph Good: Yeah, thanks.
6 00:00:40.280 ⇒ 00:00:44.190 Joseph Good: Let me get to this dashboard here…
7 00:00:44.760 ⇒ 00:00:53.860 Joseph Good: So, one thing I wanted to run through super quickly was just the OKRs for Monday…
8 00:00:54.670 ⇒ 00:01:04.230 Joseph Good: So, I’m working off, like, a duplicated HubSpot dashboard here, just to keep everything self-organized. Yeah. And then if, you know, not, we can revert back. But,
9 00:01:05.000 ⇒ 00:01:21.879 Joseph Good: this is just, like, I split it up into quarters and weeks. I know on, like, the actual OKRs, it’s weekly, ICP-qualified pipeline and whatnot, but thought I might be able to, like, compare the two, so… Sure. This should be all quarters, or all quarter-level
10 00:01:21.900 ⇒ 00:01:36.940 Joseph Good: like, metrics, if you will, to give you guys a better sense of, like, where we’re at. And then this is week to week. I believe spot check, like, some of the data, so I don’t think there should be duplicates in there. I feel like this should be accurate, but does this feel…
11 00:01:37.350 ⇒ 00:01:39.340 Joseph Good: I can go back through, but does this.
12 00:01:39.340 ⇒ 00:01:49.579 Robert Tseng: Yeah, yeah. Closer, yeah. I mean, I think, 3 deals from this past week, it feels a little low. I think it should be, like, March 5+, but it’s… fine.
13 00:01:50.770 ⇒ 00:01:51.440 Robert Tseng: Okay.
14 00:01:51.570 ⇒ 00:01:56.510 Joseph Good: Is there one that’s… are there ones that are coming to mind that should be included here that aren’t?
15 00:01:56.510 ⇒ 00:02:06.270 Robert Tseng: Yeah, there was, I’m gonna throw my calendar, who was I talking to?
16 00:02:10.080 ⇒ 00:02:11.930 Robert Tseng: How they…
17 00:02:17.070 ⇒ 00:02:25.530 Robert Tseng: No, I guess for direct sales… no, yeah, this actually might be right, yeah. The others are more partners, so that’s not really the same.
18 00:02:25.720 ⇒ 00:02:26.560 Robert Tseng: Okay.
19 00:02:27.250 ⇒ 00:02:34.110 Joseph Good: Okay, that makes sense. And then… let’s see… I know there’s… what’s the other one?
20 00:02:34.310 ⇒ 00:02:39.190 Joseph Good: Okay, lead source attribution. So I went through this with Hannah on Wednesday.
21 00:02:39.310 ⇒ 00:02:46.069 Joseph Good: I know there’s this, she mentioned that… Ryan had imported…
22 00:02:46.710 ⇒ 00:03:00.779 Joseph Good: folks from ShopTalk who, like, were there, but you guys actually hadn’t reached out to, or, like, had reached out to, or something along those lines, so my guess is there’s probably some… some dirt in the ShopTalk bucket. Sure. Obviously I don’t…
23 00:03:01.060 ⇒ 00:03:04.770 Joseph Good: That’s fine, it’s whatever. But, yeah.
24 00:03:05.130 ⇒ 00:03:15.839 Joseph Good: Is this dashboard workable for you guys, or is this, like… is this helpful for you? I know there’s obviously some no values in here, and I went back through and looked at which ones those are, but.
25 00:03:16.750 ⇒ 00:03:26.290 Robert Tseng: Yeah, I guess, like, the contact sources, I mean, if you could kind of clean that up a bit, like, there’s some stuff here. I mean, if we want to do… I guess, like, the…
26 00:03:26.670 ⇒ 00:03:35.450 Robert Tseng: Client, brave fortunate member, applicant, partner, I… I guess…
27 00:03:35.660 ⇒ 00:03:39.769 Robert Tseng: To me, it’s… should be fewer, like…
28 00:03:40.010 ⇒ 00:03:44.449 Robert Tseng: sources… I think these sources just feel kind of messy to me, so…
29 00:03:44.450 ⇒ 00:03:48.520 Joseph Good: If it’s just website, it should just be website, like, website, LinkedIn.
30 00:03:49.270 ⇒ 00:04:07.470 Robert Tseng: events, like, clients, you know, in the… yeah, there’s, like, kind of too much going on there, and then the different bars should tell me, like, exactly where they came from, which is where you have there. Ideally, this would be just, like, a stacked bar chart, because this is a little bit, kind of, cumbersome to look at, but, I don’t know if that’s possible.
31 00:04:08.030 ⇒ 00:04:10.000 Joseph Good: Yeah, I mean, I would probably just replicate something like this.
32 00:04:10.000 ⇒ 00:04:12.139 Robert Tseng: Yeah, something like that would probably be better.
33 00:04:12.460 ⇒ 00:04:16.430 Joseph Good: Cool. Okay, I can make that change. I know also for…
34 00:04:17.180 ⇒ 00:04:21.309 Joseph Good: I don’t know, okay. For contacts…
35 00:04:22.360 ⇒ 00:04:27.219 Joseph Good: But actually, let’s go to this. So there’s, like…
36 00:04:27.560 ⇒ 00:04:31.219 Joseph Good: when I was looking at this, this is, like, MixPanel, which I think is…
37 00:04:31.930 ⇒ 00:04:39.719 Joseph Good: Partner, yeah. Partner, yeah, yeah, so… this is, like… and then contact sources, no value, so I think I had filtered by if…
38 00:04:40.290 ⇒ 00:04:45.260 Joseph Good: source is, empty here. Do you know, like, like, this person…
39 00:04:45.410 ⇒ 00:04:49.340 Joseph Good: these folks were created yesterday, like, was this manually, I’m guessing.
40 00:04:50.530 ⇒ 00:04:54.850 Joseph Good: I guess they’re created via integration, superhuman. So, it looks like…
41 00:04:55.450 ⇒ 00:05:01.759 Joseph Good: there’s some folks coming in, probably via, like, systems that are already in place. Do we care about, like.
42 00:05:02.280 ⇒ 00:05:06.050 Joseph Good: I mean, obviously, we care about tracking these folks, but,
43 00:05:06.760 ⇒ 00:05:17.869 Joseph Good: do you have a particular process or system that you want to put in place to kind of track these folks? Because as they’re coming in via integration, like, we either need sort of Ryan or me or someone else to sort of track, like.
44 00:05:18.080 ⇒ 00:05:22.399 Joseph Good: Jay chitnis down and be like, okay, where did this person actually come from, and whatnot.
45 00:05:23.400 ⇒ 00:05:25.359 Robert Tseng: The integration didn’t show it.
46 00:05:26.380 ⇒ 00:05:29.370 Robert Tseng: I thought… oh, huh, interesting.
47 00:05:29.820 ⇒ 00:05:38.719 Robert Tseng: I mean, yeah, SuperChuman is my email platform, so I’ve been using that to add people directly to HubSpot. I didn’t realize that it wasn’t really labeling them.
48 00:05:41.200 ⇒ 00:05:48.349 Joseph Good: Yeah, because we’re using, I mean, the contact source field as the source of truth for the HubSpot dashboard.
49 00:05:48.350 ⇒ 00:05:49.240 Robert Tseng: Yeah.
50 00:05:51.230 ⇒ 00:05:57.409 Robert Tseng: Okay, I mean, definitely when I’m adding them in Superhuman, I’ll just add the contact source directly there, I can do that moving forward.
51 00:05:57.620 ⇒ 00:05:58.820 Robert Tseng: Okay.
52 00:05:59.570 ⇒ 00:06:00.130 Robert Tseng: Yeah.
53 00:06:00.130 ⇒ 00:06:02.199 Joseph Good: I’m not… I’m not sure what this, like, sales extension.
54 00:06:02.200 ⇒ 00:06:10.069 Robert Tseng: I don’t know what sales extension is, either. Can you scroll to the left? I just want to see who’s coming in. And take this defaults…
55 00:06:11.180 ⇒ 00:06:12.879 Robert Tseng: Yeah, I have no idea.
56 00:06:14.720 ⇒ 00:06:17.270 Robert Tseng: That might be, like, a custom thing that we wrote.
57 00:06:17.490 ⇒ 00:06:22.870 Robert Tseng: From Slack into directly into HubSpot? I’m not really sure.
58 00:06:24.110 ⇒ 00:06:25.270 Robert Tseng: But… I bet.
59 00:06:25.900 ⇒ 00:06:27.619 Joseph Good: Yeah, I guess…
60 00:06:28.880 ⇒ 00:06:35.969 Robert Tseng: It’s fine, you don’t have to… you don’t have to update. Or I guess, damn, 8,000? That’s crazy.
61 00:06:38.430 ⇒ 00:06:43.719 Robert Tseng: Yeah, I should… I should probably just go in and, like, label a bunch of these, but I’m not gonna get to it today.
62 00:06:44.410 ⇒ 00:06:44.990 Joseph Good: Sure, yeah.
63 00:06:44.990 ⇒ 00:06:57.480 Robert Tseng: Yeah, I don’t know, this is not a huge priority, I guess. It’s fine. I mean, ideally, hopefully we’ll label things better moving forward. At least for me, like, I label everything, mostly through Superhuman, so I could do that better.
64 00:06:58.550 ⇒ 00:07:00.480 Joseph Good: Okay, alright, yeah.
65 00:07:01.490 ⇒ 00:07:13.679 Joseph Good: Sounds good, and then I think the other one was just… okay, yeah, conversion rates, I haven’t… I’ve been working on some other work the past day or so, so I haven’t looked at it, but, okay. I’ll tackle this today, and then…
66 00:07:14.230 ⇒ 00:07:16.770 Joseph Good: Yeah, I’ll just look at…
67 00:07:17.150 ⇒ 00:07:27.959 Joseph Good: probably stage, like, deal stage, once they’re in Discovery, and then, like, see how many of the ones who were… who were ever at any time in Discovery, and then look at, like.
68 00:07:28.160 ⇒ 00:07:31.339 Joseph Good: If they convert it or whatnot, and then get some sort of percentage there.
69 00:07:31.680 ⇒ 00:07:43.150 Robert Tseng: Yeah, yeah, so definitely, like, conversion, the best, like, the denominator is gonna be anybody who is part of a deal, like, actually, like, on our… that has been, like, a qualified lead.
70 00:07:43.340 ⇒ 00:07:48.329 Robert Tseng: And then win rate is, like, win rate after meetings, so…
71 00:07:48.960 ⇒ 00:07:58.110 Joseph Good: Sure. When you say qualified lead, I assume that means they were… they’re past the disco stage, or at least entered into the disco stage for… deal stage, yeah?
72 00:07:58.300 ⇒ 00:08:02.109 Robert Tseng: Yeah, in the… Minimum the disco stage, yeah.
73 00:08:02.380 ⇒ 00:08:12.100 Joseph Good: Okay, okay, makes sense. Okay, great. And then, I think that was pretty much all, sort of, the, like, RevOps general systems questions I had, and then I know…
74 00:08:14.440 ⇒ 00:08:21.009 Joseph Good: You had sent over some stuff here, which I saw, didn’t respond to, but I’ve seen 10X before,
75 00:08:21.330 ⇒ 00:08:26.639 Joseph Good: I haven’t seen either of these other ones, but I took a look at your notes. I’ve also seen…
76 00:08:26.880 ⇒ 00:08:34.499 Joseph Good: a couple other AI consulting firms, slash, like, AI transformation,
77 00:08:34.669 ⇒ 00:08:40.260 Joseph Good: so I can, I guess, send those over if that’s helpful or whatnot, but in terms of…
78 00:08:41.020 ⇒ 00:08:45.650 Joseph Good: positioning ourselves relative to these folks here.
79 00:08:46.610 ⇒ 00:08:50.709 Joseph Good: were there specific aspects of either, like, 10X that
80 00:08:51.170 ⇒ 00:09:00.180 Joseph Good: you wanted to replicate, or, like, momentum, or all-in, or whatnot that you, wanted to, like, stay away from, I guess, in the positioning?
81 00:09:00.450 ⇒ 00:09:08.040 Robert Tseng: Yeah, I tried to, like, write some of my thoughts there already, but, like, I… I think…
82 00:09:08.840 ⇒ 00:09:21.029 Robert Tseng: 10X is basically… I think I see their go-to-market motion, and they’re really just… they’re anchored to Vercel as a platform partner, and then they’re really just trying to partner with other
83 00:09:21.550 ⇒ 00:09:24.140 Robert Tseng: marketing agencies, and…
84 00:09:24.380 ⇒ 00:09:29.740 Robert Tseng: That’s kind of how they’ve been… it seems like that’s how they’ve been, growing this past year.
85 00:09:29.940 ⇒ 00:09:35.679 Robert Tseng: All in, I think I just was trying to give you an example of one that, like, yeah, these…
86 00:09:35.960 ⇒ 00:09:50.650 Robert Tseng: when they don’t get very… I mean, I think, yeah, they’re… I don’t think they’re gonna be around for much longer, but I think the case studies that they have are… it’s close to, like, the stuff that we were doing, so I view that as, like, a…
87 00:09:50.750 ⇒ 00:09:56.520 Robert Tseng: go-to-market and positioning failure. Like, the work we do is actually quite similar, but
88 00:09:56.780 ⇒ 00:10:07.690 Robert Tseng: yeah, I don’t think they ever found the right audience, the positioning’s not been good, but, like, I think they’re… yeah, I mean, yeah, so that’s… that’s kind of one thing I wanted to share there.
89 00:10:07.690 ⇒ 00:10:26.209 Robert Tseng: then with Momentum, I think they’re… they’re not engineering-focused at all. Like, they’re very much just strategy. They do a bunch of, like, workshops and, like, kind of creating market research reports and stuff, so, it’s… that’s not where we want to be, but I think it’s another… I think their distribution is good, they’re very active on LinkedIn, get a lot of engagement.
90 00:10:26.300 ⇒ 00:10:27.629 Robert Tseng: It’s…
91 00:10:28.000 ⇒ 00:10:41.510 Robert Tseng: you know, I think they’re trying to build up, like, a network of AI partners, so basically actually do the work that they… after they’ve handed off their discovery phase with… after they’ve done workshop stuff with their… with their clients.
92 00:10:42.250 ⇒ 00:10:47.389 Robert Tseng: Yeah, no, I mean, I was just kind of helping you to paint the picture of, like, what
93 00:10:47.650 ⇒ 00:10:49.030 Robert Tseng: what other
94 00:10:49.130 ⇒ 00:10:59.800 Robert Tseng: what’s… what’s out there. Like, I… I don’t think any of these is, like, necessarily an example to follow. I think I… but I… I do… these are the ones that I do see in my monitor, and, I’m…
95 00:11:00.360 ⇒ 00:11:04.869 Robert Tseng: I think about how to position ourselves differently from them, so…
96 00:11:05.470 ⇒ 00:11:09.450 Joseph Good: Okay, that makes sense. And then I know you sent…
97 00:11:09.660 ⇒ 00:11:19.020 Joseph Good: wanted to touch base here on what you had said. I know you sent over, like, some manufacturing SaaS stuff, and we talked about those verticals. Is this something, like.
98 00:11:19.490 ⇒ 00:11:22.130 Joseph Good: When you were sending me these notes,
99 00:11:22.530 ⇒ 00:11:27.800 Joseph Good: Do you want to… or yeah, can you… can you better explain, like, what you meant by this?
100 00:11:27.800 ⇒ 00:11:38.820 Robert Tseng: Yeah, so, I mean, you were… you gave me some examples of, like, other verticals you were looking at. I was just giving you my opinion on, like, what we’ve already… what I’ve learned about these.
101 00:11:38.970 ⇒ 00:11:46.920 Robert Tseng: I don’t think manufacturing SaaS is, like, where we should go into, necessarily. I… I… I…
102 00:11:48.790 ⇒ 00:12:02.879 Robert Tseng: I guess I was just saying, in order for a product to thrive in that space, they need to have, like, a few core features that I feel like are gonna really differentiate the winner in that space. One is they have to…
103 00:12:03.240 ⇒ 00:12:09.090 Robert Tseng: Like, the workflows are so complicated that… You know, you’re basically…
104 00:12:09.940 ⇒ 00:12:17.660 Robert Tseng: Keying in a bunch of information to get some rendering of a part that is some sort of complex manufacturing part.
105 00:12:17.760 ⇒ 00:12:27.900 Robert Tseng: Most of the time, it doesn’t get rendered until the end of the workflow, but it needs to be kind of updated in real time. So, like, the person who’s actually
106 00:12:28.010 ⇒ 00:12:34.829 Robert Tseng: Going through each step as they, like, make different adjustments, like, the rendering would update for that.
107 00:12:34.830 ⇒ 00:12:47.509 Robert Tseng: I think that’s, like, one… these are just product features. I’m not saying I want to build this company, but I… from… I mean, I’ve probably seen, like, 20 of these companies, so… and we’ve worked with one, we’ve worked with one of them for, like, 6 months, so, like, I know…
108 00:12:47.510 ⇒ 00:13:02.249 Robert Tseng: And they’re… they’re, attached to the second largest seal manufacturing, in fact, manufacturer in the country, enterprise business, $20 million in sales a year off of their platform alone. So, like, I kind of know what, like.
109 00:13:02.710 ⇒ 00:13:08.990 Robert Tseng: what the industry standard is for that, for that software. So I was just kind of writing out, like, what that…
110 00:13:09.400 ⇒ 00:13:20.120 Robert Tseng: platform needs to win. And if I were to ever talk to somebody in that space, I would probably just make those same points. This wasn’t really, like, to give you
111 00:13:20.470 ⇒ 00:13:23.550 Robert Tseng: Like, turn this into… like,
112 00:13:24.690 ⇒ 00:13:31.980 Robert Tseng: like, a playbook or whatever, like, I don’t think I’m, like, you know, this is just my… me opining on, like, products in that space.
113 00:13:32.940 ⇒ 00:13:34.910 Joseph Good: Okay, that makes sense.
114 00:13:35.460 ⇒ 00:13:50.589 Joseph Good: Great, yeah, I think most of the RevOps stuff should be in a good spot. As I showed you with the HubSpot dashboard, I’ll update to the conversion rate, and then I’m gonna turn my attention to more of this, which is, like, the positioning in terms of AI and whatnot.
115 00:13:50.710 ⇒ 00:13:59.259 Joseph Good: it… I actually probably will reach out to maybe folks at these companies, not… it’s not like… I’m not gonna wait to reach out to them to, like.
116 00:13:59.500 ⇒ 00:14:04.669 Joseph Good: keep working on this, but I think, like, in tandem, I may try to reach out to folks and just, like.
117 00:14:05.200 ⇒ 00:14:11.160 Joseph Good: see what they’re doing or whatnot. I’m not sure how much they would share, but I don’t know if you’ve had any success with talking to folks.
118 00:14:11.600 ⇒ 00:14:20.100 Robert Tseng: Yeah, I mean, I’ve… I’ve met… I talk to different… people,
119 00:14:21.500 ⇒ 00:14:37.540 Robert Tseng: from these places, I mean, I know the all-in guy, you don’t need to talk to him. Michael’s kind of just… yeah, I wouldn’t talk to him. I know his business pretty well at this point. If you’re… yeah, if you have other people that you’re… I mean, you’re kind of just trying to develop
120 00:14:37.760 ⇒ 00:14:41.140 Robert Tseng: A point of view on, like, what…
121 00:14:41.770 ⇒ 00:14:58.959 Robert Tseng: AI services looks like right now. So, I mean, I go to events all the time, I meet a lot of people. I was talking to a guy who leads AI consulting for IBM yesterday, yeah, like, and talking to him about his process, like, being said they’re working for them, what’s not, so I’m always talking to people,
122 00:14:59.020 ⇒ 00:15:06.769 Robert Tseng: I… yeah, I guess… It’s just something to… kinda…
123 00:15:07.200 ⇒ 00:15:15.339 Robert Tseng: give you some guardrails for, like, where you should focus on. I don’t… I wouldn’t necessarily view it as anybody has, like, a model to follow at this point.
124 00:15:16.180 ⇒ 00:15:16.949 Joseph Good: Sure, that makes sense.
125 00:15:16.950 ⇒ 00:15:17.610 Robert Tseng: Yeah.
126 00:15:18.480 ⇒ 00:15:25.379 Joseph Good: Okay, great. Yeah, those are the main things I wanted to run through, but… yeah, let’s see if anything else.
127 00:15:25.530 ⇒ 00:15:27.920 Robert Tseng: Okay, yeah, no, that’s… that’s it for me.
128 00:15:28.540 ⇒ 00:15:34.219 Joseph Good: Okay, awesome. Okay. Well, have a great, have a great weekend. And I’ll see you on some later calls, so… Yep. Bye.
129 00:15:34.220 ⇒ 00:15:34.940 Robert Tseng: See you later. Bye.