Meeting Title: Brainforge Go-To-Market Lead Onboarding Date: 2025-12-10 Meeting participants: Hannah Wang, Luke Scorziell, Luke’s Notetaker
WEBVTT
1 00:02:13.950 ⇒ 00:02:15.130 Luke Scorziell: Hey, Hannah.
2 00:02:15.810 ⇒ 00:02:17.329 Hannah Wang: Hey, how’s it going?
3 00:02:17.510 ⇒ 00:02:19.250 Luke Scorziell: Good. I was gonna…
4 00:02:21.070 ⇒ 00:02:24.770 Hannah Wang: Are you onboarded yet, or…
5 00:02:25.110 ⇒ 00:02:27.689 Luke Scorziell: No, I don’t think so.
6 00:02:28.630 ⇒ 00:02:34.420 Hannah Wang: I… I feel like you should have been invited…
7 00:02:34.530 ⇒ 00:02:41.250 Hannah Wang: to Slack, and you should have gotten a Gmail, like, a Brainforge Gmail, but…
8 00:02:42.800 ⇒ 00:02:49.700 Hannah Wang: Let me… ask Rico, he’s our ops person.
9 00:02:53.770 ⇒ 00:02:56.049 Luke Scorziell: Yeah, I don’t… I think I got a,
10 00:02:59.780 ⇒ 00:03:05.040 Luke Scorziell: I got the documents to sign, and then…
11 00:03:09.700 ⇒ 00:03:14.829 Luke Scorziell: I got… Something for my… for payment. But other than that…
12 00:03:16.400 ⇒ 00:03:17.230 Hannah Wang: Okay.
13 00:03:17.510 ⇒ 00:03:27.939 Hannah Wang: Because I do see… Like… you’re an invited member on our Slack workspace, but I just…
14 00:03:28.110 ⇒ 00:03:34.380 Hannah Wang: message Rico to make sure that it got sent to the right email or something.
15 00:03:35.320 ⇒ 00:03:35.960 Luke Scorziell: Yeah, yeah, weird.
16 00:03:35.960 ⇒ 00:03:38.330 Hannah Wang: Hopefully we… get that.
17 00:03:38.960 ⇒ 00:03:44.100 Hannah Wang: started soon. Okay.
18 00:03:44.400 ⇒ 00:03:51.539 Hannah Wang: I… well, first off, I’m not feeling that great, so if I need to, like, suddenly go…
19 00:03:51.540 ⇒ 00:03:52.440 Luke Scorziell: Yeah.
20 00:03:52.440 ⇒ 00:03:54.420 Hannah Wang: You’ll know why.
21 00:03:54.420 ⇒ 00:03:57.070 Luke Scorziell: Okay, I’m sorry, is now still a good day, or is today still good?
22 00:03:57.070 ⇒ 00:04:01.060 Hannah Wang: I… Yeah, it’s…
23 00:04:01.440 ⇒ 00:04:09.340 Hannah Wang: it’s gonna be an ongoing thing, I feel like. Just… just feeling a little nauseous these days, but…
24 00:04:10.460 ⇒ 00:04:14.820 Hannah Wang: Yeah, it’s okay. I feel like every day will be like this, so it’s… it’s okay.
25 00:04:15.020 ⇒ 00:04:19.730 Hannah Wang: I will push through, let’s see.
26 00:04:19.730 ⇒ 00:04:20.450 Luke Scorziell: Sorry.
27 00:04:20.450 ⇒ 00:04:31.620 Hannah Wang: That’s okay. Well, I feel like maybe you can put two and two together, but I just won’t say it, because it’s… this meeting’s being recorded, but, nausea and…
28 00:04:32.940 ⇒ 00:04:33.430 Hannah Wang: Yeah.
29 00:04:33.430 ⇒ 00:04:34.010 Luke Scorziell: Yeah.
30 00:04:34.010 ⇒ 00:04:36.330 Hannah Wang: You can put it together.
31 00:04:36.330 ⇒ 00:04:37.680 Luke Scorziell: Oh, congratulations.
32 00:04:37.680 ⇒ 00:04:44.539 Hannah Wang: Thank you. Yeah, thank you. Maybe we can chat about this on a non-related work call, but…
33 00:04:44.650 ⇒ 00:04:50.839 Hannah Wang: It’s definitely been… been a ride. I’m still early, so…
34 00:04:52.430 ⇒ 00:04:52.820 Luke Scorziell: No.
35 00:04:52.820 ⇒ 00:04:56.230 Hannah Wang: It’s not telling a lot of people, but then again, like.
36 00:04:56.520 ⇒ 00:05:02.810 Hannah Wang: I’m just like, oh, why not tell people and get prayer for it and stuff, so, anyway…
37 00:05:03.750 ⇒ 00:05:09.090 Luke Scorziell: No, I’d love to pray… I’ll be praying for you. I know that’s… My sister actually…
38 00:05:10.040 ⇒ 00:05:11.390 Luke Scorziell: There’s also just.
39 00:05:11.390 ⇒ 00:05:14.579 Hannah Wang: Oh my gosh! No way! Do you know how far she is?
40 00:05:14.760 ⇒ 00:05:19.720 Luke Scorziell: She’s in her first trimester. It’s a little… it was slightly unexpected, but we’re still exciting.
41 00:05:19.970 ⇒ 00:05:27.209 Hannah Wang: Yeah, I’m also in the first, and whew, I don’t know how she’s doing, but if she feels anything like I do…
42 00:05:27.210 ⇒ 00:05:28.040 Luke Scorziell: Yeah.
43 00:05:28.040 ⇒ 00:05:29.809 Hannah Wang: Condolences to her.
44 00:05:30.760 ⇒ 00:05:38.059 Luke Scorziell: No, I know, that’s not… not fun at all. So, yeah, no worries if you have to, like, hop off or, if, yeah, if anything happens.
45 00:05:38.230 ⇒ 00:05:43.189 Hannah Wang: All good. Are you still going to Epicenter, or…
46 00:05:43.720 ⇒ 00:05:44.359 Luke Scorziell: Yeah, yeah, yeah.
47 00:05:44.620 ⇒ 00:05:47.630 Hannah Wang: Cool, so you see, like, Kat and Nathan and stuff like that?
48 00:05:47.630 ⇒ 00:05:48.850 Luke Scorziell: Okay. Yeah.
49 00:05:50.730 ⇒ 00:05:59.920 Luke Scorziell: I’ve seen them a couple times, and then… alright, well, they’ve been… I think they’ve been a little busier, and then they were in our small group, but then they transitioned to another small group, so I haven’t been…
50 00:06:00.610 ⇒ 00:06:03.760 Luke Scorziell: Been able to see them, like, as much, but,
51 00:06:04.660 ⇒ 00:06:12.009 Luke Scorziell: Yeah, so… but still with them, still get to hang out. I think my girlfriend is in an accountability group with Kat.
52 00:06:12.210 ⇒ 00:06:13.140 Hannah Wang: Mmm.
53 00:06:14.460 ⇒ 00:06:19.109 Hannah Wang: Cool. Oh, yeah, she mentioned, like, meeting up with some ladies,
54 00:06:19.430 ⇒ 00:06:25.709 Hannah Wang: And doing, like, a smaller, like, single-gender kind of accountability. Yeah, she did mention that, so…
55 00:06:26.160 ⇒ 00:06:28.319 Hannah Wang: That’s awesome. Yeah.
56 00:06:28.770 ⇒ 00:06:40.740 Hannah Wang: Okay, well… Let’s get to business. So, I… I’m gonna share my screen,
57 00:06:41.340 ⇒ 00:06:46.620 Hannah Wang: So, I feel like Robert probably sent you this doc, but it’s,
58 00:06:47.070 ⇒ 00:06:54.260 Hannah Wang: the GoToMarket Lead Onboarding doc. Hopefully you have access to this… .
59 00:06:54.400 ⇒ 00:06:55.690 Luke Scorziell: I don’t think I got that.
60 00:06:56.190 ⇒ 00:06:56.920 Hannah Wang: You, you got it?
61 00:06:56.920 ⇒ 00:07:02.109 Luke Scorziell: Unless it’s… I don’t think so, unless it’s all going to, like, the,
62 00:07:03.390 ⇒ 00:07:06.409 Luke Scorziell: Luke at Brainforge email.
63 00:07:06.700 ⇒ 00:07:09.810 Hannah Wang: Probably. I feel like that would solve…
64 00:07:10.210 ⇒ 00:07:18.240 Hannah Wang: all the issues, of, like, access that we’re having, so I’ll let you know what Rico says, and then…
65 00:07:19.130 ⇒ 00:07:21.650 Hannah Wang: Yeah, we can go from there, but…
66 00:07:22.270 ⇒ 00:07:28.510 Hannah Wang: You can take a look through this on your own time, but I just want
67 00:07:29.390 ⇒ 00:07:36.550 Hannah Wang: Kinda go over, the stuff that I can help with, so,
68 00:07:36.830 ⇒ 00:07:46.670 Hannah Wang: yeah, getting access, once you have access to Slack and the workspace, you can message Rico, and he should be able to get you all of this.
69 00:07:46.780 ⇒ 00:08:04.510 Hannah Wang: Plus Figma. We use Figma for diagramming some, flows and stuff like that, so that might be helpful for you. And then for me, to learn about, kind of, the middle of funnel sequencing and…
70 00:08:04.670 ⇒ 00:08:11.509 Hannah Wang: Yeah, just getting you all ramped up there. So I left a bunch of comments here,
71 00:08:12.040 ⇒ 00:08:19.549 Hannah Wang: So, if you click into either of these, number 1 or number 2, you should be able to see, like.
72 00:08:21.680 ⇒ 00:08:37.809 Hannah Wang: kind of messaging that we played around with. So, this brief was created by the previous kind of go-to-market lead that we onboarded for a little bit, and these are the messages that, he kind of came up with, so we usually
73 00:08:37.960 ⇒ 00:08:44.320 Hannah Wang: Try to do at least, like, 3 touches, so you can kind of look through and see.
74 00:08:44.620 ⇒ 00:09:00.449 Hannah Wang: how he put this together. According to Robert, this is a B-level brief out of… if A is the top score, this is, like, a 80% there. So that’s, like, one example of messaging, and then another example is,
75 00:09:02.020 ⇒ 00:09:07.940 Hannah Wang: In this Figma, I’m gonna share my whole screen with you, so you can see.
76 00:09:13.740 ⇒ 00:09:21.390 Hannah Wang: Yeah, so I kind of put together this flow when I was helping out with Mofu, messaging, but…
77 00:09:21.540 ⇒ 00:09:30.729 Hannah Wang: basically, similar concept, kind of like 3… 3 touches, if we don’t get a response. And I feel like, actually.
78 00:09:30.910 ⇒ 00:09:37.119 Hannah Wang: it might be easier to see on LinkedIn. So I have access to Robert’s LinkedIn.
79 00:09:37.740 ⇒ 00:09:42.240 Hannah Wang: Robert and Utams, and I kind of handled messaging,
80 00:09:42.350 ⇒ 00:09:46.900 Hannah Wang: For him, I’m trying to think of, like, a good…
81 00:09:47.620 ⇒ 00:09:55.740 Hannah Wang: Sweet Lawrence, for example. I forgot her name. The CEO of Sweet Lawrence.
82 00:09:56.470 ⇒ 00:10:06.849 Hannah Wang: There we go. So, this is a person that we tried to target. She went to, like, a conference that we built a campaign around, and we felt like she was a good ICP fit.
83 00:10:06.880 ⇒ 00:10:16.629 Hannah Wang: So it’s kind of like, hey, I’m gonna go to the same conference you’re going, would love to connect, and we’ve had a pretty good success rate with connections, and then…
84 00:10:16.630 ⇒ 00:10:22.140 Luke Scorziell: It was an automated message, or automated connection, I guess, just to everyone who went to the conference, or was that personalized?
85 00:10:22.430 ⇒ 00:10:36.370 Hannah Wang: It’s automated. Ryan helps with that, so he sets up, like, Clay, and HeyReach. Those are, like, two tools that he uses to set up automated, like, hey, first name, looking forward to your session at…
86 00:10:36.470 ⇒ 00:10:38.959 Hannah Wang: Dad, we would love to connect. So he…
87 00:10:39.230 ⇒ 00:10:49.129 Hannah Wang: kind of does… sets that up, and then after, if they accept it, I kind of went in, and this is… this is all manual. This is all the messaging that I’ve done. So usually.
88 00:10:49.230 ⇒ 00:10:59.489 Hannah Wang: I try to send 3, links of ours. The first one is a website, the second one is, like, a case study, and the third one is one of our, capabilities decks.
89 00:10:59.650 ⇒ 00:11:03.770 Hannah Wang: So it’s like, hey, missed you at the session, would love to swap notes.
90 00:11:04.440 ⇒ 00:11:07.200 Hannah Wang: By the way, I thought you’d find this case study interesting.
91 00:11:07.340 ⇒ 00:11:12.189 Hannah Wang: Curious to blah blah blah. And then the last one is, hey, got the message,
92 00:11:12.540 ⇒ 00:11:15.019 Hannah Wang: I just saw this, my gosh.
93 00:11:15.210 ⇒ 00:11:20.679 Hannah Wang: Insert relevant tools to lead. Stupid, okay. Oops, I should have changed that, but…
94 00:11:21.020 ⇒ 00:11:21.849 Luke Scorziell: Oh, God.
95 00:11:21.850 ⇒ 00:11:29.650 Hannah Wang: Hey, got the message, Lena, good timing, here’s our intro deck. So, that’s kind of the sequence that is in this,
96 00:11:29.840 ⇒ 00:11:42.899 Hannah Wang: flow right here, like, event speaker flow. There’s also event attendee flow, but essentially, they’re all the same thing. It’s like, hey, sorry, I missed you, thought this case study would be helpful.
97 00:11:43.260 ⇒ 00:11:48.300 Hannah Wang: I get the message, not a good time. So that’s kind of…
98 00:11:48.390 ⇒ 00:12:05.900 Hannah Wang: what we’ve been doing. I haven’t done Mofu, like, lead nurturing in a while, just because I’m helping out with, like, partnerships and stuff now. But those are kind of the sequences. Like, obviously let me know if you have more questions after the fact, like, after you.
99 00:12:05.920 ⇒ 00:12:14.810 Hannah Wang: kind of dig through this on your own, and then I kind of put a note here, like, we send at least 3 of our sales collateral.
100 00:12:15.190 ⇒ 00:12:19.669 Hannah Wang: I wanted to mention for Mofu and, like, lead nurturing.
101 00:12:19.860 ⇒ 00:12:30.130 Hannah Wang: the challenging part for me… I’m not very strategic, I’m very good at executing stuff, but I don’t have, like, that strategic mindset, so what was challenging for me was…
102 00:12:30.270 ⇒ 00:12:50.110 Hannah Wang: finding the case study that was relevant to this ICP, and this lead. So, I feel like I did a poor job at kind of picking the right case study, and the ones that I sent were really targeted, and not something that the lead would be interested in. So I feel like that
103 00:12:50.120 ⇒ 00:12:57.969 Hannah Wang: mmm, like… yeah, maybe having a strategic muscle would be helpful, but also, I think it just helps
104 00:12:58.600 ⇒ 00:13:13.960 Hannah Wang: I think my brain’s just not good at that, maybe. Just putting two and two together and kind of seeing, like, oh, this person is in health, like, we’ve done a… we’ve done a lot of health projects, like, let me look through our health case studies, and kind of send the right one. So…
105 00:13:14.310 ⇒ 00:13:16.560 Hannah Wang: To transition.
106 00:13:17.460 ⇒ 00:13:22.480 Luke Scorziell: Yeah, well, don’t beat yourself up too much. I mean, it seems like you’re doing a great job, and I feel like a lot of those,
107 00:13:23.720 ⇒ 00:13:27.180 Luke Scorziell: It’s always hard doing, like, cold outreach, that’s what I did in my last.
108 00:13:27.180 ⇒ 00:13:27.750 Hannah Wang: Mmm.
109 00:13:27.750 ⇒ 00:13:32.339 Luke Scorziell: Last job, and honestly, it looks like A pretty solid start from…
110 00:13:32.560 ⇒ 00:13:34.450 Luke Scorziell: What a lot of people are doing, so…
111 00:13:34.880 ⇒ 00:13:35.360 Hannah Wang: Okay.
112 00:13:35.360 ⇒ 00:13:43.089 Luke Scorziell: I’m excited… excited to work together, so… Yeah. Yeah, I feel like you probably know a lot more than you give yourself credit for. Thank you.
113 00:13:43.600 ⇒ 00:13:46.299 Hannah Wang: Wow, you’re so encouraging, thanks.
114 00:13:48.460 ⇒ 00:14:05.939 Hannah Wang: Awesome, and then kind of to transition to what type of case study you can send, I know this is a lot of information, so this meeting is being recorded, and you will be able to access this on something called our platform, so this hosts, like.
115 00:14:06.180 ⇒ 00:14:12.520 Hannah Wang: a lot of our internal tooling. So, for example, like, these are all the meetings that are recorded, so you can always go back.
116 00:14:12.610 ⇒ 00:14:28.370 Hannah Wang: And look at it. You can rewatch it if you want, but you could also, look at the transcript, or just ask the GPT meeting assistant, like, summarize the key decisions. I mean, obviously it’s AI, so it’s not perfect, but…
117 00:14:28.570 ⇒ 00:14:40.070 Hannah Wang: Yeah. If it loads. Yeah, so this should be able to help you, so anything that is confusing, just go back to this recording, and then you can message me after if it’s still confusing, but…
118 00:14:40.390 ⇒ 00:14:53.680 Hannah Wang: the marketing assets, this is something the AI team recently built. It’s been a little bit more helpful instead of me just trying to remember what collateral we have, but you should be able to filter by, like.
119 00:14:53.860 ⇒ 00:15:03.800 Hannah Wang: for example, case study, the industry, so, like, healthcare. So these are all the healthcare case studies that we have published, and you should be able to, like, view it.
120 00:15:04.370 ⇒ 00:15:12.619 Hannah Wang: here, kind of just, like, read through it, and then copy the link. So that link is the link here, basically.
121 00:15:12.860 ⇒ 00:15:24.219 Hannah Wang: So that’s, like, one tool that I use. I use a lot of AI to help me, so there’s… in Notion, there’s, like, a prompt library, and…
122 00:15:24.220 ⇒ 00:15:24.830 Luke Scorziell: Beautiful.
123 00:15:25.280 ⇒ 00:15:31.489 Hannah Wang: I know there’s a lot, but the one that might be relevant to you…
124 00:15:32.420 ⇒ 00:15:40.010 Hannah Wang: Honestly, it’s not that great. The GPT is very, like, generalized, and it doesn’t really pinpoint the right case study. It just gives.
125 00:15:40.010 ⇒ 00:15:40.440 Luke Scorziell: Yeah.
126 00:15:40.440 ⇒ 00:15:56.429 Hannah Wang: the same, like, two case studies, so I wouldn’t use it, actually. It might be helpful, but it hurt me more than it helped. So, but yeah, the prompt library is here. I think I linked it, but if not, let me link it right now.
127 00:15:58.190 ⇒ 00:16:09.130 Hannah Wang: Hey, Zoom. Let me see… prompt library… There you go, okay, so…
128 00:16:09.550 ⇒ 00:16:22.719 Hannah Wang: Yeah, so I just showed you the marketing assets, on the platform. Those, again, are all our collateral, and then on… also on the platform is the,
129 00:16:23.240 ⇒ 00:16:33.259 Hannah Wang: yeah, all the meetings and other, like, tools and stuff, but honestly, this is the main one I use, the meetings, and then the case marketing assets, and then recently.
130 00:16:33.310 ⇒ 00:16:48.980 Hannah Wang: The AI team also came out with a case study assistant. So before, the way we would create case studies is I would grab time with the POC, and I would interview them, but the AI team built a bot that basically does the interview for me, and then…
131 00:16:50.340 ⇒ 00:16:53.959 Hannah Wang: helps me generate the copy that I use.
132 00:16:54.150 ⇒ 00:17:07.130 Hannah Wang: I paste it into Figma, and then I… Anne and I, Anne is our other designer, she and I built the case study, so… That’s something cool that the AI team built. I did ask them to help
133 00:17:07.230 ⇒ 00:17:20.200 Hannah Wang: spruce up, like, the case study asset selection mechanism, in the sense that I was like, okay, like, scrape all the content from these case studies. If I give you a lead.
134 00:17:20.250 ⇒ 00:17:27.180 Hannah Wang: Look up the lead and the background of their company and give me 3… top 3 relevant case studies.
135 00:17:27.180 ⇒ 00:17:41.909 Hannah Wang: That’s kind of what I asked them to build for me, but I think they’re swamped with other stuff right now, so they haven’t worked on it yet, but just so you know, that’s kind of, like, something I asked them to help me build, to help us be more targeted with…
136 00:17:41.980 ⇒ 00:17:45.109 Hannah Wang: The collateral that we sent. Yeah.
137 00:17:45.730 ⇒ 00:17:46.929 Hannah Wang: And then…
138 00:17:47.110 ⇒ 00:18:07.080 Hannah Wang: This is another doc that might be help… that probably will be helpful. So these are all the campaigns that we run, or have ran, or will run. So you can see here, like, we try to create a brief for every one of them, and then you… and then later, like.
139 00:18:07.250 ⇒ 00:18:15.330 Hannah Wang: Usually I’m on my monitor, but right now I’m not, so this is really tiny, but you… like, we try to fill in, like, the…
140 00:18:15.380 ⇒ 00:18:30.630 Hannah Wang: numbers, like, how many leads were added, like, how many messages, like, what was the meeting rate? So this is our Marketing Hub Google Sheet. So you can see the campaign tracker, all the event calendars, these are kind of outdated.
141 00:18:30.740 ⇒ 00:18:45.419 Hannah Wang: But basically, I asked the AI team to help me, like, fill in this sheet, with events that Utam and Robert can go to. But I don’t really use that anymore. You can ignore the comment hub stuff.
142 00:18:45.910 ⇒ 00:18:51.850 Hannah Wang: And then the lead lists, so Ryan helps build the lead list, and…
143 00:18:52.430 ⇒ 00:18:57.879 Hannah Wang: Basically, you can see, like, these are all the campaigns we ran for events that
144 00:18:57.990 ⇒ 00:19:17.289 Hannah Wang: we went to, but also that we didn’t go to. So a lot of these conferences, like, we don’t have time to go to, or money, or we don’t want to spend the money to go to it, but we still, like, send out outreach messages to people who are going to them, if it’s, like, a relevant, event. So…
145 00:19:17.330 ⇒ 00:19:19.479 Hannah Wang: Yeah, you can see…
146 00:19:20.070 ⇒ 00:19:32.750 Hannah Wang: health conference. This was, like, a healthcare-related conference in Las Vegas. Like, we didn’t go to it, but we work with a lot of healthcare clients, and we thought that this might be a good, adjacent
147 00:19:32.910 ⇒ 00:19:39.649 Hannah Wang: like, event to go to, to target the healthcare vertical, because we have a lot of case studies from them, so…
148 00:19:39.710 ⇒ 00:19:56.349 Hannah Wang: You can also see here, like, I… this was me attempting to track, like, how many touches we sent, and, like, how many messages we sent, and like, oh, are they an ICP fit? Like, did they accept our connection, etc.
149 00:19:56.740 ⇒ 00:20:09.990 Hannah Wang: So yeah, I haven’t done this in a while, like I said, but I feel like there has to be a better way to, like, automate this, with Ryan’s help, but I don’t know. Basically.
150 00:20:09.990 ⇒ 00:20:18.320 Luke Scorziell: Just a… is it… it’s, you guys, or you’re finding an event, and then finding the speakers, and then deciding whether the speakers are a fit, and then…
151 00:20:18.790 ⇒ 00:20:20.099 Luke Scorziell: Reaching out to them.
152 00:20:20.350 ⇒ 00:20:35.610 Hannah Wang: Yeah, so it’s not just the speakers. The speakers are the easiest lead list to build from, because usually the speakers are on the website. But, yeah, it’s not just the speakers, it’s also, like, people who actually go to the event, so…
153 00:20:35.710 ⇒ 00:20:38.049 Hannah Wang: For events that we don’t go to.
154 00:20:38.130 ⇒ 00:20:57.700 Hannah Wang: we don’t have the attendee list, right? So, usually Ryan tries to do it based on LinkedIn signal, so he kind of looks at hashtags, or, like, tags of the name of the conference, and then based on that, we try to find, like, people who will attend the conference that are
155 00:20:58.140 ⇒ 00:21:06.199 Hannah Wang: with an ICP fit, for example. This one was a bit difficult, because a lot of them weren’t in our ICP,
156 00:21:06.800 ⇒ 00:21:12.720 Hannah Wang: But… Maybe this one’s a better one. This one was, like, a advertising week.
157 00:21:12.850 ⇒ 00:21:16.090 Hannah Wang: conference, and I think a lot of, like, CPG…
158 00:21:16.490 ⇒ 00:21:24.740 Hannah Wang: companies want, or, like, direct-to-consumer companies, basically, like, product companies. So you can see…
159 00:21:25.200 ⇒ 00:21:32.160 Hannah Wang: Yeah, there were a little bit… we curated it a little bit better, but…
160 00:21:32.530 ⇒ 00:21:37.670 Hannah Wang: Yeah, I will say, like, another challenge was… Like, I think
161 00:21:37.970 ⇒ 00:21:47.739 Hannah Wang: figuring out if people are in our ICP, that’s also, like, a muscle that has to be built. I know Robert has…
162 00:21:48.030 ⇒ 00:21:52.270 Hannah Wang: I think this is the…
163 00:21:52.590 ⇒ 00:21:56.960 Hannah Wang: doc, of our ICP. Oops.
164 00:21:57.860 ⇒ 00:22:14.269 Hannah Wang: So you can also take a look through this, but we’re constantly evolving, and I feel like our ICP changes every quarter, kind of, or we try to be, like, experimental and targeted. Yeah. So you can try to look at this as well.
165 00:22:15.890 ⇒ 00:22:19.669 Hannah Wang: ACP… okay. Dog.
166 00:22:22.310 ⇒ 00:22:27.779 Hannah Wang: So that was our Marketing Hub.
167 00:22:32.020 ⇒ 00:22:33.680 Hannah Wang: Yeah, I already mentioned that.
168 00:22:36.210 ⇒ 00:22:42.179 Hannah Wang: Yeah, do you have any questions so far? I feel like that is kind of the whole Mofu world.
169 00:22:42.390 ⇒ 00:22:44.090 Hannah Wang: That I touched.
170 00:22:44.090 ⇒ 00:22:44.550 Luke Scorziell: Yeah.
171 00:22:44.550 ⇒ 00:22:45.160 Hannah Wang: Well, it’s helping.
172 00:22:45.160 ⇒ 00:22:48.659 Luke Scorziell: I guess, maybe…
173 00:22:50.710 ⇒ 00:22:53.929 Hannah Wang: Yeah, okay, so we covered, like, the LinkedIn…
174 00:22:53.930 ⇒ 00:23:05.769 Luke Scorziell: Funnel, and the workflows, and then, are… as far as, like… I guess, where…
175 00:23:06.360 ⇒ 00:23:09.950 Luke Scorziell: Yeah, I’m still just getting an understanding, I think, of, like, where I fit in.
176 00:23:09.950 ⇒ 00:23:10.660 Hannah Wang: Yeah.
177 00:23:10.660 ⇒ 00:23:15.450 Luke Scorziell: And so, yeah, I guess maybe from your perspective, like, what has been helpful with the…
178 00:23:15.830 ⇒ 00:23:20.259 Luke Scorziell: the marketing lead in the past, or the GTM lead, or, like, what’s…
179 00:23:21.190 ⇒ 00:23:23.700 Luke Scorziell: Yeah, maybe just fleshing out the role a little more, too.
180 00:23:23.880 ⇒ 00:23:39.890 Hannah Wang: Sure, yeah, I think this doc would give you a good sense of what it is, but, so far, like, we only had one previous go-to-market lead, but he wasn’t around for a long time, and I didn’t interact with him that much.
181 00:23:39.890 ⇒ 00:23:50.719 Hannah Wang: But basically… so basically, Robert has been kind of the go-to-market lead, but it’s a lot of work, so he’s trying to hand that off to someone, obviously. I think…
182 00:23:51.670 ⇒ 00:24:02.500 Hannah Wang: For the role of the go-to-market lead, it’s more, like… giving us… which…
183 00:24:02.710 ⇒ 00:24:13.160 Hannah Wang: campaign to run, because all of these, like, conferences, it’s usually Robert throwing out, like, hey, maybe we can try this, maybe we can try this. So I think…
184 00:24:13.570 ⇒ 00:24:17.670 Hannah Wang: That’s where, kind of, the strategy part comes in, like, strategizing.
185 00:24:17.780 ⇒ 00:24:23.859 Hannah Wang: events… Or, like, campaigns, and then…
186 00:24:24.400 ⇒ 00:24:32.210 Hannah Wang: just working closely with me and Ryan, because we’re gonna be the executors, so I think this might be helpful for you.
187 00:24:32.230 ⇒ 00:24:44.629 Hannah Wang: So, yeah, currently there’s two ICs, individual contributors, it’s me and Ryan. Yeah, we’re… we’re not very strategic, so we constantly need, like, oversight and kind of…
188 00:24:44.720 ⇒ 00:25:02.489 Hannah Wang: someone to tell us the strategy, and then we’ll go and execute it. So the, yeah, opportunity for the lead is to, come up with the campaigns, but also, like, maintain alignment, and then also evaluate if the campaign was successful or not, and from there, kind of, like, pivot and adjust.
189 00:25:02.650 ⇒ 00:25:06.539 Hannah Wang: So yeah, maybe, I think…
190 00:25:06.930 ⇒ 00:25:16.829 Hannah Wang: this might give you a better sense of, like, what might be helpful. I really will get you access to your BrainForge email so that you can have.
191 00:25:16.830 ⇒ 00:25:20.020 Luke Scorziell: I actually… I just logged, or was able to log into it.
192 00:25:20.020 ⇒ 00:25:21.049 Hannah Wang: Oh, okay, nice.
193 00:25:21.050 ⇒ 00:25:22.540 Luke Scorziell: Yeah, so…
194 00:25:22.540 ⇒ 00:25:28.179 Hannah Wang: All of these links, Let me send you this link.
195 00:25:28.290 ⇒ 00:25:30.310 Hannah Wang: Ugh, how do I copy?
196 00:25:31.010 ⇒ 00:25:32.860 Hannah Wang: Hello?
197 00:25:32.960 ⇒ 00:25:39.130 Hannah Wang: Let me… yeah, so I think this is what I was seeing. It looks like you’re in now, so…
198 00:25:39.560 ⇒ 00:25:42.069 Hannah Wang: Yeah, this one will be…
199 00:25:42.170 ⇒ 00:25:48.540 Hannah Wang: your go-to hub, because I left all my comments here. And then…
200 00:25:48.830 ⇒ 00:25:58.019 Hannah Wang: Maybe while you look at this, maybe an exercise for you to start off with is.
201 00:25:58.180 ⇒ 00:26:08.899 Hannah Wang: We do have two, campaigns that we want to run. The telehealth company one, and January Ventures Portco, so…
202 00:26:08.930 ⇒ 00:26:23.400 Hannah Wang: For the telehealth one, it’s basically a list of other telehealth companies that we want to target, because like I said, we are currently in the healthcare vertical, and we have a lot of clients, so we just want to target, like, other telehealth companies.
203 00:26:23.540 ⇒ 00:26:30.549 Hannah Wang: And kind of pitch ourselves to them. So, this was the brief that I think Ryan worked on.
204 00:26:31.570 ⇒ 00:26:35.349 Hannah Wang: And… Were you there on our Monday meeting? Or…
205 00:26:35.350 ⇒ 00:26:39.799 Luke Scorziell: I was there on Monday, I didn’t get a chance to be there yesterday.
206 00:26:39.800 ⇒ 00:26:42.400 Hannah Wang: Okay, the Monday one, I don’t know if…
207 00:26:42.540 ⇒ 00:26:51.210 Hannah Wang: I think I asked, like, oh, can you… Robert, can you look at this? And he kind of said, like, oh, the messaging still isn’t 100%. Do you remember?
208 00:26:51.210 ⇒ 00:26:52.130 Luke Scorziell: I do kind of remember that.
209 00:26:52.130 ⇒ 00:26:58.269 Hannah Wang: Okay, yeah, so maybe the first kind of exercise for you as you start to kind of ramp up is to
210 00:26:58.400 ⇒ 00:27:04.630 Hannah Wang: Given what you know, and, like, our ICPs, and kind of…
211 00:27:04.830 ⇒ 00:27:22.639 Hannah Wang: like, I know it’s a lot, like, we also have a lot of service offerings and stuff like that. I’ll try to get the links for that to you as well, but, maybe you can take a look through the message and see, like, if there’s anything you would change, if it sounds too…
212 00:27:22.860 ⇒ 00:27:38.489 Hannah Wang: salesy or pitchy, we can change it. But yeah, maybe just take a look through this brief, and kind of give your two cents and your feedback, and then we can iterate based on that. And then likewise.
213 00:27:40.920 ⇒ 00:27:53.409 Hannah Wang: January Ventures, they are a venture capital, so they obviously have a lot of portfolio companies under them, and we want to target their portcos. So, again, this is another brief. I…
214 00:27:54.380 ⇒ 00:28:08.139 Hannah Wang: Can’t recall who came up with this brief. I think it was our previous go-to-market lead. So yeah, maybe just looking at how he kind of framed it and seeing if you have more feedback, for this as well.
215 00:28:08.140 ⇒ 00:28:12.389 Luke Scorziell: And is the overall strategy right now, like, more,
216 00:28:14.260 ⇒ 00:28:20.510 Luke Scorziell: like, quantity of just, like, reaching out to a ton of different leads, and then, I mean, I guess this is…
217 00:28:21.800 ⇒ 00:28:26.789 Luke Scorziell: Like, versus maybe find, like, doing a little more research on the front side to see, like.
218 00:28:29.300 ⇒ 00:28:35.790 Luke Scorziell: Like, kind of qualify someone, and then do, like, a more holistic… Like, campaign targeting, like, multiple…
219 00:28:36.080 ⇒ 00:28:39.580 Luke Scorziell: people from… or I guess, like, what you were just showing me with the.
220 00:28:39.580 ⇒ 00:28:40.200 Hannah Wang: Yeah.
221 00:28:40.360 ⇒ 00:28:41.600 Luke Scorziell: that VC firm.
222 00:28:41.770 ⇒ 00:28:42.260 Hannah Wang: Yeah.
223 00:28:42.260 ⇒ 00:28:47.260 Luke Scorziell: Would we be sending messages to multiple personas from them?
224 00:28:47.920 ⇒ 00:28:56.320 Hannah Wang: So there’s head of engineering. Yeah, this is, like, a newer thing. I think maybe our previous go-to-market person was like, oh, we can try to
225 00:28:56.540 ⇒ 00:29:00.210 Hannah Wang: come at them from different angles. But these are all people that…
226 00:29:00.560 ⇒ 00:29:12.529 Hannah Wang: we would try to target. Head of engineering is more so, like, a way in for us. We don’t directly sell to this persona, but I think they’re, like, a good, what’s the word? Like…
227 00:29:12.810 ⇒ 00:29:27.229 Hannah Wang: Advocate for us if we want to pitch to… like, usually we try to pitch to head of growth, like a marketing lead, yeah, head of marketing, growth product, other non-technical business leaders.
228 00:29:27.360 ⇒ 00:29:34.029 Hannah Wang: But, yeah, heads of data, they’re, like, just a good entry point, a good,
229 00:29:34.430 ⇒ 00:29:37.930 Hannah Wang: way for us to get into the company. Does that make sense?
230 00:29:38.510 ⇒ 00:29:39.200 Luke Scorziell: Yeah.
231 00:29:39.200 ⇒ 00:29:45.710 Hannah Wang: So you can see, yeah, we also try to pitch to CEOs, C-suite, so you can see that’s the message there.
232 00:29:46.250 ⇒ 00:29:48.769 Hannah Wang: I don’t know why there’s two head of engineerings.
233 00:29:48.960 ⇒ 00:29:52.380 Hannah Wang: But, whatever. And the head of growth…
234 00:29:52.910 ⇒ 00:30:07.330 Hannah Wang: Yeah. So, we do… this, I think, already is, like, qualified, because they’re all within our primary persona. Yeah. And then when Ryan builds the lead list, I think he tried to build an automation
235 00:30:07.880 ⇒ 00:30:13.390 Hannah Wang: That can help qualify them so that he would only give you qualified
236 00:30:13.590 ⇒ 00:30:18.560 Hannah Wang: leads. Like, qualified companies, yeah, and qualified leads, I guess.
237 00:30:19.860 ⇒ 00:30:22.449 Hannah Wang: Yeah, so… yeah, I don’t think…
238 00:30:22.620 ⇒ 00:30:24.630 Luke Scorziell: Our strategy is to, like.
239 00:30:24.700 ⇒ 00:30:31.309 Hannah Wang: spray and pray. I think we want to be more… Strategic about it.
240 00:30:31.540 ⇒ 00:30:41.039 Hannah Wang: And I think, like, even, Robert’s message he sent about, like, why we should be targeting this, I think it was already strategic.
241 00:30:41.080 ⇒ 00:30:51.780 Hannah Wang: Like, obviously the telehealth one, like I said, we have a lot of clients in this space already, so it makes sense to go after them. And then January Ventures, I think a lot of their portcos are…
242 00:30:52.290 ⇒ 00:30:56.269 Hannah Wang: C to Series A, which is, like, a…
243 00:30:57.150 ⇒ 00:31:03.050 Hannah Wang: a sector that we do want to target. Let me…
244 00:31:03.360 ⇒ 00:31:05.789 Hannah Wang: Ugh, there was a helpful doc.
245 00:31:06.320 ⇒ 00:31:14.270 Hannah Wang: Oh, here we go. This one. So this is our services page, so you can see here, like,
246 00:31:15.750 ⇒ 00:31:17.879 Hannah Wang: There used to be an October one.
247 00:31:18.420 ⇒ 00:31:35.059 Hannah Wang: Anyway, I think we’re constantly pivoting, like I said, so this is our focus for, I guess, November and December. So, post-Series A founders, that’s why we’re going after January Ventures, because a lot of their port codes are Series A.
248 00:31:35.300 ⇒ 00:31:40.579 Hannah Wang: And then health, I feel like, is just always a constant thing. Like, health, it doesn’t…
249 00:31:41.440 ⇒ 00:31:44.239 Hannah Wang: Like, there’s… it doesn’t harm us to go after this.
250 00:31:44.420 ⇒ 00:31:53.109 Hannah Wang: to health companies, and other ones are, like, omnichannel CPG brands, other ones are, like, lifestyle… lifecycle marketers, so…
251 00:31:53.370 ⇒ 00:31:58.070 Hannah Wang: Yeah, let me link this as well.
252 00:31:58.220 ⇒ 00:32:05.310 Hannah Wang: Into… Right here.
253 00:32:06.420 ⇒ 00:32:10.289 Hannah Wang: My services, November ICP Focus.
254 00:32:11.880 ⇒ 00:32:14.630 Hannah Wang: Okay.
255 00:32:14.870 ⇒ 00:32:30.360 Hannah Wang: So yeah, why don’t you kind of get settled within Slack and Notion, and then take a stab at looking at these two briefs? If you get confused, go to the Marketing Hub, that’s where it is.
256 00:32:30.360 ⇒ 00:32:42.519 Hannah Wang: And you can see… and then I will add you to the channels that you need to be in. Either me or Rico will do it. And then, yeah, if you have any access problems, message Rico.
257 00:32:44.380 ⇒ 00:32:53.390 Hannah Wang: But yeah, hopefully that was helpful in kind of giving you more context into, I guess, the Mofu side of things.
258 00:32:53.590 ⇒ 00:32:59.350 Hannah Wang: Yeah. Do you have any more questions? I know it’s a lot.
259 00:33:00.250 ⇒ 00:33:08.149 Luke Scorziell: No, I think that’s… pretty… helpful. I think logging on Slack is definitely gonna be helpful.
260 00:33:08.350 ⇒ 00:33:08.940 Hannah Wang: Yeah.
261 00:33:09.370 ⇒ 00:33:13.929 Luke Scorziell: And, yeah, maybe we can, like.
262 00:33:15.490 ⇒ 00:33:17.039 Luke Scorziell: Yeah, I think once I get a…
263 00:33:17.480 ⇒ 00:33:28.340 Luke Scorziell: bigger picture understanding of, like, the service and product, the way who we’re going after. Yeah, probably just the more learning that I do, then I’ll have more ideas, too, for how we can…
264 00:33:29.600 ⇒ 00:33:32.170 Luke Scorziell: go about improving things.
265 00:33:32.420 ⇒ 00:33:44.069 Hannah Wang: Yeah, and that doc, like, the onboarding doc, should give you a lot of the information as to where you fit in. So just kind of give that a read, and then…
266 00:33:44.450 ⇒ 00:33:47.190 Hannah Wang: It can go from there. And feel free to, like.
267 00:33:47.840 ⇒ 00:34:07.809 Hannah Wang: Message me or message the Slack channels, like, there’s no dumb questions, everyone’s learning and stuff, so feel free to be super active. I think Utam and Robert want to see that. Like, they’d rather you spam the channel than be silent, because if you’re spamming, at least they know you’re, like, trying to think about everything and digest everything, so…
268 00:34:08.239 ⇒ 00:34:09.210 Hannah Wang: Yeah, go.
269 00:34:09.620 ⇒ 00:34:10.900 Hannah Wang: To ask questions.
270 00:34:11.199 ⇒ 00:34:19.179 Luke Scorziell: Okay, and I, I guess just overall, like, is… I noticed there’s a prayer channel, is…
271 00:34:19.570 ⇒ 00:34:20.360 Hannah Wang: Yeah.
272 00:34:20.360 ⇒ 00:34:22.689 Luke Scorziell: Is everyone in the company Christian, or…
273 00:34:22.699 ⇒ 00:34:33.489 Hannah Wang: No, no, no, it’s just, whoever is Christian, I kind of created a prayer channel and a prayer meeting, so if you want me to add you to that, I will.
274 00:34:33.770 ⇒ 00:34:34.460 Luke Scorziell: Okay.
275 00:34:34.610 ⇒ 00:34:35.150 Luke Scorziell: Yup.
276 00:34:35.159 ⇒ 00:34:41.729 Hannah Wang: It’s just 4 people, like Robert, and then me, and then there’s another, Christian.
277 00:34:42.049 ⇒ 00:34:49.979 Hannah Wang: dude in Boston, and then you. So, yeah, we just feel like it’s an encouraging space.
278 00:34:50.129 ⇒ 00:34:59.219 Hannah Wang: To kind of, you know, outside of the nitty-gritty of work and stuff, to really just step back and see the larger picture sometimes, so…
279 00:34:59.680 ⇒ 00:35:00.290 Luke Scorziell: Yeah.
280 00:35:00.630 ⇒ 00:35:04.170 Luke Scorziell: And are there any other, like, suggestions, or maybe…
281 00:35:04.390 ⇒ 00:35:08.219 Luke Scorziell: Advice, or things that maybe would be helpful for me to be aware of.
282 00:35:08.470 ⇒ 00:35:11.560 Luke Scorziell: As I’m getting started out, or, yeah, suggestions you’d have?
283 00:35:11.810 ⇒ 00:35:20.420 Hannah Wang: Mmm… Yeah, I guess besides from, like, spamming the channels and not being afraid to ask questions,
284 00:35:20.990 ⇒ 00:35:32.589 Hannah Wang: let me think… it is pretty, like, fast-moving here, and we rely a lot on AI. Like, I use ChatGPT all the time, so,
285 00:35:32.930 ⇒ 00:35:34.730 Hannah Wang: You’d probably want to download
286 00:35:35.030 ⇒ 00:35:45.500 Hannah Wang: or use the browser version, or download the app, and then start using, like, the prompts, or just, yeah, just ask AI everything.
287 00:35:45.730 ⇒ 00:35:57.700 Hannah Wang: And then… Hmm… I think just going through that checklist of stuff, like your onboarding week one.
288 00:35:57.980 ⇒ 00:36:05.640 Hannah Wang: foundations and setup, so… let me just share my screen real quick again for that.
289 00:36:05.820 ⇒ 00:36:09.299 Hannah Wang: Yeah, maybe just, like, going through this.
290 00:36:10.610 ⇒ 00:36:11.100 Luke Scorziell: Sweet.
291 00:36:11.100 ⇒ 00:36:26.690 Hannah Wang: would be helpful. So you already met with me, but yeah, reach out to Ryan, he does all the HubSpot and, like, automation stuff. Jed is a new sales coordinator that we have, like, I think he’s gonna start taking over more of the HubSpot kind of stuff.
292 00:36:26.850 ⇒ 00:36:30.260 Hannah Wang: That Ryan was doing, but… Mmm…
293 00:36:30.530 ⇒ 00:36:37.900 Hannah Wang: like, I am meeting with him today as well about, like, onboarding him, and then…
294 00:36:38.340 ⇒ 00:36:40.769 Hannah Wang: I… maybe I need to…
295 00:36:40.940 ⇒ 00:36:56.579 Hannah Wang: get more clarity on who owns what, but, like, I also see Mofu here, too, so I basically, like, pasted a lot of the same comments I have from your doc to his, so I don’t really, like, know…
296 00:36:56.970 ⇒ 00:37:02.680 Hannah Wang: Obviously, there’s overlap, but I don’t want you guys to do the same thing, so, like, maybe you can ask Robert
297 00:37:03.390 ⇒ 00:37:08.620 Hannah Wang: yeah, with, like, the Mofu stuff, like, what exactly… Vegas.
298 00:37:08.990 ⇒ 00:37:23.219 Hannah Wang: you are doing versus him. Like, I feel like he’s gonna be the one more so sending out the messages and nurturing it. I think maybe you’re just gonna oversee the overall messaging and kind of strategy.
299 00:37:23.220 ⇒ 00:37:23.740 Luke Scorziell: Okay.
300 00:37:24.040 ⇒ 00:37:35.020 Hannah Wang: So yeah, that’s kind of… It, and then… I think probably watching… some previous…
301 00:37:36.170 ⇒ 00:37:40.129 Hannah Wang: calls. So, let me copy this.
302 00:37:40.560 ⇒ 00:37:55.000 Hannah Wang: link, somehow. So on the platform, you should have access to all the meetings that we do, but, like, this was an example message… this is a message that Utam sent about how he crushed
303 00:37:55.130 ⇒ 00:38:07.100 Hannah Wang: a sales disco call, so I feel like maybe you can watch that to give us… get a better sense of how, like, they pitch, and kind of the dance that they do in sales calls.
304 00:38:07.900 ⇒ 00:38:09.770 Hannah Wang: But you can also, like, I think…
305 00:38:10.000 ⇒ 00:38:19.469 Hannah Wang: join in, if you want, into, like, a disco call. I don’t know if we’re calling a ton of clients right now, because we’re jammed, but anyway, you can ask them.
306 00:38:20.230 ⇒ 00:38:23.840 Hannah Wang: And then…
307 00:38:24.800 ⇒ 00:38:42.260 Hannah Wang: Yeah, I think you got some context on this, but if you have more questions, like, let me know. And then meet with other team members. So, Robert did send a message in the GoToMarket channel about who each of these people are, but basically Gabe is, like, the PM for AI team, Sam is, like, the AI…
308 00:38:42.520 ⇒ 00:38:44.320 Hannah Wang: team, like.
309 00:38:44.430 ⇒ 00:38:53.749 Hannah Wang: a head engineer type of person, and then Henry’s the head, like, data person, kind of, I think, so…
310 00:38:53.880 ⇒ 00:39:04.569 Hannah Wang: Robert does a better job explaining who they are. So yeah, check out the sales go-to-market channel, I think you’re already in it, but if not, I will add you to it, and…
311 00:39:05.000 ⇒ 00:39:11.020 Hannah Wang: just, like, read through the messages there, and I think you should be good for today, just to onboard and stuff.
312 00:39:11.570 ⇒ 00:39:15.269 Luke Scorziell: Yeah, and then did you have the playbooks, too? I know we kind of mentioned that.
313 00:39:15.270 ⇒ 00:39:20.910 Hannah Wang: Oh yes, they are in Figma, I…
314 00:39:22.150 ⇒ 00:39:26.649 Hannah Wang: Yeah, message me about that. I’m gonna forget. I have a couple meetings.
315 00:39:27.100 ⇒ 00:39:33.870 Hannah Wang: After this one, but message me on Slack that you want the playbooks, and I’ll get you those on Figma. Okay. Yeah.
316 00:39:34.120 ⇒ 00:39:37.569 Luke Scorziell: Cool. Okay, sweet. Well, I think… yeah, thanks so much for…
317 00:39:39.590 ⇒ 00:39:41.800 Luke Scorziell: Just walking me through everything, super helpful.
318 00:39:41.800 ⇒ 00:39:51.040 Hannah Wang: Yeah, of course. I don’t mind doing this stuff. I’m like, maybe I should be, like, a HR… I don’t know who does onboarding, but… is that HR? I don’t know, but…
319 00:39:51.040 ⇒ 00:39:59.059 Luke Scorziell: Yeah, maybe, I don’t know. Yeah, I’m definitely getting back adjusted to… or, like, you know, most of the work that I do is
320 00:39:59.170 ⇒ 00:40:00.930 Luke Scorziell: Pretty asynchronous, so…
321 00:40:00.930 ⇒ 00:40:01.480 Hannah Wang: Hmm.
322 00:40:02.570 ⇒ 00:40:03.150 Luke Scorziell: Oh.
323 00:40:03.470 ⇒ 00:40:05.220 Luke Scorziell: Probably take a little bit of adjusting to…
324 00:40:05.220 ⇒ 00:40:17.130 Hannah Wang: Welcome to corporate-ish America, again, of meetings. We try to keep a lot of things async, but I think some things are easier in person, so… or, like, in.
325 00:40:17.130 ⇒ 00:40:21.619 Luke Scorziell: Yeah, no, I like the… I like having relationships with people that I’m working with, so…
326 00:40:21.620 ⇒ 00:40:22.500 Hannah Wang: Yeah.
327 00:40:22.510 ⇒ 00:40:26.480 Luke Scorziell: But, yeah. Okay, sweet. Well, thanks so much for your time, Hannah.
328 00:40:26.650 ⇒ 00:40:29.259 Hannah Wang: Of course. I will talk to you on Slack.
329 00:40:29.260 ⇒ 00:40:30.480 Luke Scorziell: Okay, sounds good.
330 00:40:30.480 ⇒ 00:40:32.390 Hannah Wang: Alright, have a good one.
331 00:40:32.390 ⇒ 00:40:33.710 Luke Scorziell: You too. Bye.