Meeting Title: Brainforge <> Elrin.ai Date: 2025-11-20 Meeting participants: Pallavi Pandit, Uttam Kumaran, Amber Lin
WEBVTT
1 00:01:19.870 ⇒ 00:01:20.740 Uttam Kumaran: Hello?
2 00:01:24.220 ⇒ 00:01:25.470 Pallavi Pandit: Hello, hi, Tom.
3 00:01:25.470 ⇒ 00:01:26.879 Uttam Kumaran: Hi, how are you?
4 00:01:27.300 ⇒ 00:01:28.919 Pallavi Pandit: I’m good, how are you?
5 00:01:28.920 ⇒ 00:01:29.910 Uttam Kumaran: Good.
6 00:01:30.090 ⇒ 00:01:32.519 Uttam Kumaran: Thanks for taking the call. How can I help?
7 00:01:32.760 ⇒ 00:01:38.560 Pallavi Pandit: Thank you so much for agreeing to connect with us, actually.
8 00:01:38.560 ⇒ 00:01:39.540 Uttam Kumaran: Of course!
9 00:01:39.890 ⇒ 00:01:40.930 Pallavi Pandit: Yeah.
10 00:01:41.510 ⇒ 00:01:50.659 Pallavi Pandit: So, actually, Akshay won’t be able to join the call today, because he’s actually back in India, and it’s…
11 00:01:50.910 ⇒ 00:01:53.539 Pallavi Pandit: I think post-midnight now, in India?
12 00:01:53.540 ⇒ 00:01:54.650 Uttam Kumaran: Yeah, no problem.
13 00:01:54.650 ⇒ 00:01:57.159 Pallavi Pandit: Yeah, so… yeah.
14 00:01:57.920 ⇒ 00:02:04.350 Pallavi Pandit: Actually, as you’re aware that, like, my company, I am project manager for Elizabeth.
15 00:02:04.480 ⇒ 00:02:09.070 Pallavi Pandit: So, we are actually collaborating with ABC,
16 00:02:09.350 ⇒ 00:02:17.959 Pallavi Pandit: as our, like, them as our new clients, so… and it’s our first client in USA, actually.
17 00:02:18.430 ⇒ 00:02:19.099 Pallavi Pandit: Oh, great.
18 00:02:19.100 ⇒ 00:02:19.900 Uttam Kumaran: Okay.
19 00:02:19.900 ⇒ 00:02:26.489 Pallavi Pandit: Yeah, so we just kind of wanted to make sure that we are kind of doing the things right, and
20 00:02:26.740 ⇒ 00:02:34.100 Pallavi Pandit: we heard from Scott that you had a really good, things going on with,
21 00:02:34.100 ⇒ 00:02:46.970 Pallavi Pandit: Andy being implemented in ABC, so, he just suggested that we should have a call with you, and we agreed that, yeah, it would be great to, like, get some few tips and learn a few things from you about ABC.
22 00:02:48.800 ⇒ 00:03:05.409 Uttam Kumaran: Yeah, 100%, and on the call, yeah, you have me, and then Amber is our project manager on ABC, so more than happy to answer any questions about what it’s like to work with them, or any specifics on who… I mean, we’re… we’re working primarily with the customer service department.
23 00:03:05.410 ⇒ 00:03:06.060 Pallavi Pandit: Yeah.
24 00:03:06.060 ⇒ 00:03:15.260 Uttam Kumaran: you know, so we know a couple of folks there. Maybe if you can let us know, sort of, like, what team you’re working on, but yeah, happy to, you know, answer any questions you have.
25 00:03:16.110 ⇒ 00:03:21.790 Pallavi Pandit: Yeah, so basically what Eldring is, Eldring is basically… before I get into all of this… Hi, Amber.
26 00:03:22.760 ⇒ 00:03:24.140 Pallavi Pandit: Good afternoon to you.
27 00:03:24.140 ⇒ 00:03:26.160 Amber Lin: Hi there, nice to meet you.
28 00:03:26.990 ⇒ 00:03:29.070 Pallavi Pandit: Nice to meet you, too!
29 00:03:29.390 ⇒ 00:03:38.590 Pallavi Pandit: So, yeah, like I was saying, Eldrin is actually an employee engagement software, so we are basically, talking to their HR team.
30 00:03:38.930 ⇒ 00:03:46.520 Pallavi Pandit: There, even, I think, you might be knowing Matt, Thirsty.
31 00:03:46.520 ⇒ 00:03:48.370 Uttam Kumaran: Oh, yes, yeah, yeah, yeah, yes.
32 00:03:48.370 ⇒ 00:03:55.260 Pallavi Pandit: Yeah, so we are talking to Matt, and then we are talking to, I’ve…
33 00:03:55.390 ⇒ 00:03:56.870 Pallavi Pandit: I kind of forgot her name.
34 00:03:59.330 ⇒ 00:04:07.560 Pallavi Pandit: So, we’re kind of… we’re talking to Michelle, we are talking to Matt about all this, and Michelle is kind of leading this whole project from ABC’s end.
35 00:04:07.680 ⇒ 00:04:08.780 Pallavi Pandit: So…
36 00:04:09.040 ⇒ 00:04:22.420 Pallavi Pandit: I had a quite… I had quite a few questions that I wanted to talk to you about. So, have you set any kind of, like, weekly or maybe a monthly recurring meeting cadence with ABC Team?
37 00:04:22.710 ⇒ 00:04:30.840 Pallavi Pandit: Like, did you have any of such meeting cadence scheduled when you were onboarding them, or while they were in their pilot program?
38 00:04:32.150 ⇒ 00:04:46.429 Uttam Kumaran: Yeah, so for all of our clients, we at least meet once a week, so we are… we meet with them once a week with our core stakeholders. But additionally, you know, Amber and the team lead working sessions throughout the week.
39 00:04:46.980 ⇒ 00:04:51.590 Uttam Kumaran: You know, we’re not a product company, so we’re a services business.
40 00:04:51.590 ⇒ 00:04:52.920 Pallavi Pandit: Services, yeah.
41 00:04:53.210 ⇒ 00:05:07.750 Uttam Kumaran: Yeah, so we… we’re, like, consultants, so we do daily stand-ups internally, and we meet with them, maybe a couple people, you know, two to three times a week, and then we do a, one… once a week meeting with them, presenting on things.
42 00:05:07.840 ⇒ 00:05:15.989 Uttam Kumaran: It sort of ebbs and flows with how much work we’re doing, but yeah, on our side, at least we meet once a week, and then we send emails and updates
43 00:05:16.100 ⇒ 00:05:18.529 Uttam Kumaran: Sort of via email, for the most part.
44 00:05:19.060 ⇒ 00:05:21.560 Pallavi Pandit: Oh, that’s… that’s right, yeah.
45 00:05:21.720 ⇒ 00:05:32.670 Pallavi Pandit: I was only wondering, like, because we are into product-based, so I don’t know if we would be requiring to meet weekly or not, but then, that really helps, like,
46 00:05:33.020 ⇒ 00:05:40.850 Pallavi Pandit: to get to know. And, like, you usually had to have a weekly review call, maybe, with them, and,
47 00:05:41.790 ⇒ 00:05:55.569 Pallavi Pandit: How would you structure the agenda for those meetings? Like, what would be your basic agenda? Like, you would discuss whatever was happening throughout the week, or whatever you’re planning to do for the upcoming week, or something like that?
48 00:05:55.710 ⇒ 00:05:59.900 Pallavi Pandit: Jack, how would you plan and strategize the,
49 00:06:00.240 ⇒ 00:06:05.679 Pallavi Pandit: The weekly meetings that you did during the onboarding and during the pilot period.
50 00:06:06.900 ⇒ 00:06:10.459 Uttam Kumaran: Yeah, I mean, we… we run a… we use a…
51 00:06:10.730 ⇒ 00:06:17.690 Uttam Kumaran: slide deck for every meeting, and then we prepare an agenda, so we usually come to the table
52 00:06:18.410 ⇒ 00:06:19.670 Uttam Kumaran: With…
53 00:06:20.100 ⇒ 00:06:28.460 Uttam Kumaran: like, a bunch of different action items, we’re trying to present or get access to or drive towards questions. Again, we’re not,
54 00:06:28.730 ⇒ 00:06:43.100 Uttam Kumaran: we’re not… I’m not so familiar with what your product is, but we’re sort of a service company, so we’re always building things and presenting on them. And so, in particular, yeah, we do… we do come prepared with an agenda.
55 00:06:43.200 ⇒ 00:06:48.829 Uttam Kumaran: We don’t really… yeah, it’s that’s kind of, like, how we prepare for all of our meetings, so…
56 00:06:50.360 ⇒ 00:06:52.930 Pallavi Pandit: Right, right, right, right. So,
57 00:06:53.250 ⇒ 00:07:03.470 Pallavi Pandit: Just to give you a gist of, like, what our product does is we are an employee engagement software, so we would be basically analyzing, all the…
58 00:07:03.470 ⇒ 00:07:15.410 Pallavi Pandit: feedback, like, we would be taking in all the feedback, all the surveys from all the employees in ABC, and then we would be converting it into insights and the results, so that,
59 00:07:15.840 ⇒ 00:07:22.060 Pallavi Pandit: management or the HR team, they could use it to, like, implement, maybe, you know?
60 00:07:24.280 ⇒ 00:07:33.300 Pallavi Pandit: If there are certain problems in certain team or department, then it would be very beneficial for the management or manager of that particular team to, like.
61 00:07:33.420 ⇒ 00:07:38.200 Pallavi Pandit: Get it resolved much quicker before losing the employees, you know what I mean?
62 00:07:38.460 ⇒ 00:07:40.710 Pallavi Pandit: I see. So that’s basically what we do, yeah.
63 00:07:41.000 ⇒ 00:07:51.220 Pallavi Pandit: So, right now, what we have planned with ABC is to go ahead with, like, a weekly-ish, sorry, bi-weekly, survey thing.
64 00:07:51.380 ⇒ 00:07:54.580 Pallavi Pandit: So, we’re kind of working on that with them, but then…
65 00:07:54.740 ⇒ 00:08:00.020 Pallavi Pandit: It’s just the beginning of the pilot, so we’re just trying to figure a few things out.
66 00:08:01.390 ⇒ 00:08:06.670 Uttam Kumaran: Yeah, I mean, one thing I would definitely stress is just to show results and show output, like…
67 00:08:06.670 ⇒ 00:08:07.130 Pallavi Pandit: Yeah.
68 00:08:07.130 ⇒ 00:08:12.220 Uttam Kumaran: They’re very… they’re non… they’re not super technical, so… they don’t, I would say.
69 00:08:12.650 ⇒ 00:08:23.390 Uttam Kumaran: they’ll be impressed by any process, but more important is to show, like, how they can get insights as fast as possible. So, you know, our solution that we developed for them is pretty technical, but…
70 00:08:23.500 ⇒ 00:08:30.489 Uttam Kumaran: You know, we have a lot of clients who just, they… they don’t have appreciation for that, and so we don’t focus on that. Instead, we’re focusing on, like, what is the…
71 00:08:30.610 ⇒ 00:08:32.549 Uttam Kumaran: ROI it’s driving, you know?
72 00:08:33.570 ⇒ 00:08:40.590 Pallavi Pandit: Right, right, right, I do understand that. Yes, that’s, that’s really a good suggestion, actually, Utam. Like,
73 00:08:40.780 ⇒ 00:08:46.010 Pallavi Pandit: And, like, continuing on that, I just wanted to ask that,
74 00:08:46.470 ⇒ 00:09:05.290 Pallavi Pandit: like, as you said, that we should show them results, but then I wanted to ask, how would you reinforce, like, during your pilot period, how did you reinforce the adoption of yours, now, yours as a service-based, company? So, how did you reinforce the adoption of that?
75 00:09:05.650 ⇒ 00:09:07.830 Pallavi Pandit: to, the ABC team.
76 00:09:08.130 ⇒ 00:09:14.790 Uttam Kumaran: Yeah, I mean, our… the way we structure the deal with them is actually that we don’t get paid that much unless they adopt a tool.
77 00:09:14.930 ⇒ 00:09:23.849 Uttam Kumaran: And so we structured that in a way where it’s actually… we’re… it’s more risky on our side, because I didn’t want them to pay unless they use it.
78 00:09:23.980 ⇒ 00:09:42.179 Uttam Kumaran: And so, when I worked with Matt, that’s how I structured the deal, so that it is a win-win, and that is something we’re trying to do with a lot more clients. The second piece is, like, you just have to keep pressure high. Like, we meet with them multiple times a week. I live here near their office, actually, so I go into their office.
79 00:09:42.570 ⇒ 00:09:45.379 Uttam Kumaran: You know, once a month or every two months.
80 00:09:45.480 ⇒ 00:10:04.689 Uttam Kumaran: And so you just have to keep pressure high, you have to make sure that… I mean, but ultimately, look, the tool… the results from the tool should speak for themselves, but oftentimes, you just need to present them in a way that’s digestible. And so, I would just make sure to at least, even if you can’t talk to them every week, to send updates.
81 00:10:04.840 ⇒ 00:10:23.669 Uttam Kumaran: I mean, for me, I tell my team, and Amber can tell you this, to try to send something every day, if possible, because we’re taking their hard-earned money and trying to do ROI, so it’s not… it’s not good enough, I feel like, to… to say, okay, I’ll see you in 6 months, you know? So, we really try to send a message every, like.
82 00:10:23.810 ⇒ 00:10:34.390 Uttam Kumaran: at least 2-3 days, and so we’re top of mind, not just because we want their attention, but, like, I really feel like our solution can drive positive outcomes for them.
83 00:10:35.350 ⇒ 00:10:47.769 Pallavi Pandit: Correct, like, I would say that showing up really matters for them, like, if they see you, that you are actually putting in your soul and your mind into this entire project for them to maybe, like, make this work out, to make, it…
84 00:10:47.830 ⇒ 00:10:57.719 Pallavi Pandit: a better place for them to, like, work with, be it your services or be it our tool as well, so I think that would matter the most for them.
85 00:10:58.730 ⇒ 00:10:59.740 Uttam Kumaran: Yes, I agree.
86 00:10:59.740 ⇒ 00:11:00.330 Pallavi Pandit: Yeah.
87 00:11:00.780 ⇒ 00:11:01.850 Pallavi Pandit: So…
88 00:11:02.980 ⇒ 00:11:13.100 Pallavi Pandit: And, like, I think this is the only strategy, maybe, that you used during the pilot period to, like, enforce the adoption, or, like, gain their…
89 00:11:13.380 ⇒ 00:11:15.450 Pallavi Pandit: Fastest traction, maybe?
90 00:11:16.840 ⇒ 00:11:21.489 Uttam Kumaran: Yeah, I mean, it took us months to sort of build our solution, and yeah.
91 00:11:22.130 ⇒ 00:11:34.110 Uttam Kumaran: been working with them for a while now, but yeah, I mean, it’s also, honestly, like, it does… things don’t happen so fast, but we still have to come to that meeting and be prepared to… to present some insights and present what we’re doing.
92 00:11:34.250 ⇒ 00:11:47.820 Uttam Kumaran: And, yeah, we… I’ve always never shied from, like, if we have an opportunity to be with a client, we should take it, and we figure out something to present. But I think a lot of people don’t do that. They get nervous, and they’re like, I don’t have anything to present, and…
93 00:11:48.060 ⇒ 00:12:04.470 Uttam Kumaran: I don’t care. Like, if we even have 90 seconds before the meeting, I’ll come up with something, and so for us, it’s… we… and also, like, they’ve worked with a lot of different vendors, and we just try to be different. Like, we’re trying… ultimately, I… if they’re not seeing ROI from what we’re doing, they should fire us, and I… I told them that.
94 00:12:04.540 ⇒ 00:12:11.980 Uttam Kumaran: I said, I don’t care, like, if you should, because it’s not a good use of your money. And so, I’ve just tried to be really practical with them about, like.
95 00:12:12.240 ⇒ 00:12:15.899 Uttam Kumaran: Our solution, and where it could… it could be important.
96 00:12:16.280 ⇒ 00:12:36.279 Pallavi Pandit: Correct, correct. I absolutely agree with you, Tan. Like, I could not agree more, like, because even I feel the same, like, if you are not driving any value, or if you are not able to provide any value to a certain client, then I don’t think they should continue using it, because it makes no sense, to just keep getting their money, and if it’s
97 00:12:36.470 ⇒ 00:12:39.669 Pallavi Pandit: of no use to them, then I would really not like it.
98 00:12:40.110 ⇒ 00:12:44.409 Pallavi Pandit: so, yeah, and
99 00:12:44.560 ⇒ 00:12:52.900 Pallavi Pandit: Before you kind of, like, converted them from, pilot to a proper paid client.
100 00:12:53.360 ⇒ 00:13:08.130 Pallavi Pandit: Were there some, like, different things or any, like, different strategies or indicators that maybe you observed in them that made you realize that, okay, now they’re ready to convert from, from the pilot to proper paid version?
101 00:13:09.340 ⇒ 00:13:15.459 Uttam Kumaran: Well, like, we were actually… I mean, we were getting paid the whole time, because
102 00:13:16.040 ⇒ 00:13:17.369 Uttam Kumaran: Okay, we’re not,
103 00:13:17.580 ⇒ 00:13:23.569 Uttam Kumaran: We’re not, like, a software vendor, so we… we’re getting paid for our time, and then we worked on an agreement together.
104 00:13:23.720 ⇒ 00:13:32.979 Uttam Kumaran: I mean, the biggest thing is, like, I was articulating, sort of, how much it costs for us to build this, and built a structure in a way that worked for them, so…
105 00:13:33.340 ⇒ 00:13:36.890 Uttam Kumaran: I don’t think they’re opposed to paying for things, but, like.
106 00:13:37.130 ⇒ 00:13:46.109 Uttam Kumaran: software and things can be expensive, and so for me, it was just, what is the story for them? Like, how does… how does 5 to $10 out, you know?
107 00:13:47.300 ⇒ 00:13:48.450 Pallavi Pandit: Right, right.
108 00:13:49.870 ⇒ 00:14:03.319 Pallavi Pandit: So, yeah, and there was one more thing, like, we had a call with ABC team, day before yesterday, and we were only talking to them, so now, with all the holidays and everything coming up.
109 00:14:03.390 ⇒ 00:14:19.160 Pallavi Pandit: We’re not gonna be able to actually launch the pilot program just yet, so we’re gonna have to wait till, like, January to kind of, like, launch it. But, while I was talking to Michelle, who is one of the stakeholders with whom we are… who is actually leading our…
110 00:14:19.240 ⇒ 00:14:37.159 Pallavi Pandit: So, she kind of, like, told us that there are some monthly, HR and management meetings that they do, and that we should go ahead and, like, maybe, come into that meeting for, like, 15 or 20 minutes, and then present, what Evan is, and what
111 00:14:37.160 ⇒ 00:14:50.719 Pallavi Pandit: we could do, what changes, what value actually we bring into, ABC. So, is there something of this kind that, happened while you were trying to implement Andy into, ABC?
112 00:14:52.020 ⇒ 00:14:59.779 Uttam Kumaran: Yeah, I mean, they had some meetings, but in fact, I think we’re the ones that forced them to look at this data much more often.
113 00:14:59.970 ⇒ 00:15:06.029 Uttam Kumaran: So one is I totally would suggest asking them, hey, can we get, like, 10 minutes to present in that meeting monthly?
114 00:15:06.240 ⇒ 00:15:18.120 Uttam Kumaran: And then ideally, move… move them as quickly as possible to something that’s at least every 2 weeks. Month? There’s only 12 months in the year, so you only get 12 shots on goal, that’s, like, nothing, you know?
115 00:15:18.300 ⇒ 00:15:26.779 Uttam Kumaran: So, I want as many times to learn from the client and to make iterations, and so I would certainly start by getting into that meeting.
116 00:15:27.370 ⇒ 00:15:39.300 Uttam Kumaran: make that a huge success, like, make people want to, like, meet with you and learn more, and then try to get something recurring. Additionally, send stuff over email. Like, just make sure that your… you and your product are top of mind.
117 00:15:39.440 ⇒ 00:15:42.019 Pallavi Pandit: And that you’re working on on their behalf.
118 00:15:42.840 ⇒ 00:15:49.609 Pallavi Pandit: Right, right, right, yeah, that actually makes sense, like, gives me a much more clarity about how I want to move ahead with the…
119 00:15:50.400 ⇒ 00:15:52.590 Pallavi Pandit: With ABC Team now, actually.
120 00:15:52.780 ⇒ 00:16:00.349 Pallavi Pandit: And, for documentation purpose, like, for, like, maybe any, did you make any trackers, or any, like.
121 00:16:00.460 ⇒ 00:16:11.489 Pallavi Pandit: Some other kind of documents, or some query trackers or anything, or any project file or implementation plans, while you were, working with them on pilot program?
122 00:16:12.510 ⇒ 00:16:19.800 Uttam Kumaran: Yeah, I guess this isn’t really unique to them, though. Like, for all of our clients, we track tickets, and we bill out for roadmaps.
123 00:16:19.950 ⇒ 00:16:25.169 Uttam Kumaran: For them, yeah, we did build out, a little bit of a tracker,
124 00:16:25.420 ⇒ 00:16:35.660 Uttam Kumaran: And then, for us, like, many of our clients, they just want to know what to expect, and so we built one out, and then, sort of each week now, we sort of take on additional tasks.
125 00:16:36.540 ⇒ 00:16:37.240 Pallavi Pandit: Right.
126 00:16:37.240 ⇒ 00:16:40.780 Uttam Kumaran: You know, that are… that are related to the tool.
127 00:16:40.960 ⇒ 00:16:45.440 Uttam Kumaran: And yeah, we did some… we definitely have project management on… on our side.
128 00:16:46.030 ⇒ 00:16:46.650 Pallavi Pandit: Right.
129 00:16:46.860 ⇒ 00:16:48.139 Pallavi Pandit: Right, right, right.
130 00:16:48.570 ⇒ 00:16:56.439 Pallavi Pandit: And, if you don’t mind me asking, like, how long was the, pilot program with, ABC while you were implementing ANDI?
131 00:16:57.520 ⇒ 00:17:03.049 Uttam Kumaran: I think it was maybe… 2 months?
132 00:17:03.470 ⇒ 00:17:04.349 Uttam Kumaran: Of, like…
133 00:17:04.359 ⇒ 00:17:07.189 Pallavi Pandit: Every pilot is supposed to be a couple of months, yeah.
134 00:17:08.130 ⇒ 00:17:11.920 Uttam Kumaran: Yeah, but again, we’re not, like, we’re… I just want to keep reiterating, like, we’re not a.
135 00:17:11.920 ⇒ 00:17:13.759 Pallavi Pandit: Yeah, yeah, I own it. Yeah.
136 00:17:13.760 ⇒ 00:17:18.680 Uttam Kumaran: So, it’s, like, it’s kind of a completely different business, so we’re not, like…
137 00:17:18.869 ⇒ 00:17:25.620 Uttam Kumaran: We were working on multiple opportunities with them, but we were developing this for them, like, this is their tool.
138 00:17:25.890 ⇒ 00:17:29.519 Uttam Kumaran: You know, so we don’t have any ownership of it at all.
139 00:17:30.260 ⇒ 00:17:30.820 Pallavi Pandit: Bye.
140 00:17:31.470 ⇒ 00:17:34.779 Uttam Kumaran: So, but yeah, I mean, roughly 2 months. I think…
141 00:17:34.950 ⇒ 00:17:50.220 Uttam Kumaran: I don’t really think much about, like, what is industry benchmark on how long these take. Like, I move as fast as I humanly can with my team, so I feel like we… we… one thing I think they’ve appreciated is just, like, we try to do… we try to improve on a weekly basis.
142 00:17:50.450 ⇒ 00:17:56.800 Uttam Kumaran: So a lot of times in consulting and things like that, people can say, yeah, I’ll get this to you next month or next quarter, like.
143 00:17:57.120 ⇒ 00:18:03.129 Uttam Kumaran: I’m, like, allergic to that, so, like, we… we will… we will push extremely fast.
144 00:18:03.260 ⇒ 00:18:07.590 Uttam Kumaran: Because that’s what will build trust with them. Like, if I can ship a feature out.
145 00:18:07.840 ⇒ 00:18:12.680 Uttam Kumaran: you know, on a weekly basis, and get that to them by the time of the next meeting, it’s really, really powerful.
146 00:18:13.360 ⇒ 00:18:16.980 Pallavi Pandit: Absolutely, absolutely. It really makes sense, yeah.
147 00:18:17.550 ⇒ 00:18:23.300 Pallavi Pandit: Yeah, we are… we do actually have, the pilot program
148 00:18:23.560 ⇒ 00:18:33.349 Pallavi Pandit: it’s gonna last for, like, a couple of months, and then, as I said, like, we run internal surveys with the employees, and then that’s supposed to be happening every 15 days, because
149 00:18:33.630 ⇒ 00:18:41.650 Pallavi Pandit: getting surveys from employees every week is just, like, too much burden on them. It’s like we’re just pushing them to, like, keep doing it again and again.
150 00:18:41.870 ⇒ 00:18:56.080 Pallavi Pandit: So, it would be, like, very overwhelming sending them, like, 4 different surveys every month. So, ABC and we, like, we both kind of agreed that 15 days is fine, so that’s the only cadence that we have decided yet, but then…
151 00:18:56.100 ⇒ 00:19:03.769 Pallavi Pandit: I was kind of confused, like, how I want to keep the internal, meetings with the ABC team, because…
152 00:19:03.770 ⇒ 00:19:09.630 Uttam Kumaran: I would try to do two weeks, yeah, and I would almost align it with… I don’t know if you… are you guys doing sprints?
153 00:19:11.180 ⇒ 00:19:15.969 Uttam Kumaran: sprints? Yeah, then I would just present to them what you guys got done each sprint, and that way it’s easier.
154 00:19:16.490 ⇒ 00:19:17.930 Pallavi Pandit: Week. Meeting every.
155 00:19:17.930 ⇒ 00:19:21.229 Uttam Kumaran: Every week is abnormal. Like, it’s a lot of pressure.
156 00:19:21.230 ⇒ 00:19:22.459 Pallavi Pandit: Yeah, I know, right?
157 00:19:22.760 ⇒ 00:19:27.819 Uttam Kumaran: So… but I don’t, like… you can ask Amber, like, I don’t really care, like, I’m like…
158 00:19:27.820 ⇒ 00:19:30.150 Pallavi Pandit: That’s… that’s what makes us different, so…
159 00:19:30.150 ⇒ 00:19:33.620 Uttam Kumaran: We need to do that, but it’s not very common.
160 00:19:35.230 ⇒ 00:19:47.439 Uttam Kumaran: usually, like, I think adhering to the sprint schedule and being able to present, here’s what we got done in the last sprint years of findings, and then keep a period of that meeting also to ask for feedback and have a discussion. Like, one thing that
161 00:19:47.440 ⇒ 00:19:57.760 Uttam Kumaran: you don’t want it to be as, like, pure presentation on y’all. You can have opportunities to ask, is there anything else we can take on? What does this make you think? Are there other people we should talk to? So, definitely carve out
162 00:19:57.930 ⇒ 00:20:01.340 Uttam Kumaran: Time in the meeting to ask those questions.
163 00:20:01.570 ⇒ 00:20:03.620 Pallavi Pandit: Right, right, right, makes sense, yeah.
164 00:20:03.750 ⇒ 00:20:19.620 Pallavi Pandit: So that’s exactly what I was actually confused about, because if they are doing, right now, I’m just thinking about the smaller goal for now, to make the pilot success, so that we can move ahead in a smoother way. So, I was just thinking about, like, how I should
165 00:20:19.850 ⇒ 00:20:37.860 Pallavi Pandit: work around all these things, because if they are doing it 15 days a week, I don’t want to, like, keep it just once a week, that I’m just going and just, like, talking to them, hey, are you facing any challenges, or something like that? I don’t usually believe in that, like, meeting your client just once a month is not good enough for me.
166 00:20:37.860 ⇒ 00:20:40.420 Pallavi Pandit: Honestly. So, yeah, that’s…
167 00:20:40.420 ⇒ 00:20:40.760 Uttam Kumaran: Yeah.
168 00:20:40.760 ⇒ 00:20:45.999 Pallavi Pandit: It gives me much more, like, a better clarity on the cadence part, actually.
169 00:20:46.330 ⇒ 00:20:49.659 Pallavi Pandit: And the rest are all things as well. So, I think…
170 00:20:50.050 ⇒ 00:20:53.330 Pallavi Pandit: That’s it for my end, actually.
171 00:20:54.800 ⇒ 00:20:55.950 Uttam Kumaran: Okay, great.
172 00:20:55.950 ⇒ 00:20:56.590 Pallavi Pandit: Yeah.
173 00:20:56.780 ⇒ 00:20:59.449 Pallavi Pandit: And it was really, really great talking to you.
174 00:20:59.880 ⇒ 00:21:07.360 Uttam Kumaran: Yeah, and we’d love to see, like, if you have a deck or demo of the product eventually, feel free to email it over, like, we’d love to check it out.
175 00:21:07.360 ⇒ 00:21:20.339 Pallavi Pandit: Of course, of course, of course, we’ll do that. Actually, you should have also met our CEO, Akshay, because you two kind of, like, would have gotten much better things to talk about, but then, yeah.
176 00:21:20.340 ⇒ 00:21:21.250 Uttam Kumaran: No.
177 00:21:22.430 ⇒ 00:21:25.439 Uttam Kumaran: No, I just… we’re very passionate about what we do, and…
178 00:21:25.440 ⇒ 00:21:26.170 Pallavi Pandit: Yeah, I know.
179 00:21:26.170 ⇒ 00:21:31.819 Uttam Kumaran: It’s a really competitive market, so you have to be… you have to find ways to stand out and be the best, and we’re not
180 00:21:32.410 ⇒ 00:21:41.700 Uttam Kumaran: we’re not the smartest, we don’t have anything, like, crazy proprietary, so we win on effort, you know? So we just try really, really, really hard to…
181 00:21:42.340 ⇒ 00:21:44.729 Uttam Kumaran: To be the one consultant they work with.
182 00:21:44.990 ⇒ 00:21:47.419 Pallavi Pandit: Yeah, that actually made the money.
183 00:21:47.540 ⇒ 00:21:48.510 Pallavi Pandit: Yeah.
184 00:21:49.970 ⇒ 00:22:00.759 Uttam Kumaran: Cool, okay, yeah, and please let me know, as you guys grow into, and if you guys are interviewing more, doing more pilots, or if you have an industry focus, happy to make introductions.
185 00:22:00.770 ⇒ 00:22:05.769 Pallavi Pandit: Yes, thank you so much for that, yes, and I’ll surely share across our deck with you.
186 00:22:06.220 ⇒ 00:22:13.929 Pallavi Pandit: And maybe if you have time, maybe sometime later, then we can also connect with, Akshay as well on the call.
187 00:22:14.150 ⇒ 00:22:27.800 Pallavi Pandit: So, it would be really great to be in touch with you guys, because I really loved our chat, even though it was short. I really loved it. Of course, of course, yeah. No, thanks so much. Thank you so much. Thanks, Amber!
188 00:22:28.820 ⇒ 00:22:29.500 Uttam Kumaran: Okay.
189 00:22:29.500 ⇒ 00:22:33.319 Pallavi Pandit: Thanks, everyone. I’ll talk to you soon. Bye.