Meeting Title: Brainforge Sales and Delivery Sync Date: 2026-02-26 Meeting participants: Luke Scorziell, Robert Tseng
WEBVTT
1 00:04:36.500 ⇒ 00:04:37.820 Robert Tseng: Hello!
2 00:04:38.280 ⇒ 00:04:39.640 Luke Scorziell: Hey, how’s it going?
3 00:04:40.100 ⇒ 00:04:46.110 Robert Tseng: Alright, ran long with Kayla. This is actually… it’s really bright, I’m gonna pull down my… lies.
4 00:04:54.680 ⇒ 00:04:55.520 Robert Tseng: Okay.
5 00:04:59.270 ⇒ 00:05:01.730 Robert Tseng: Huh?
6 00:05:02.820 ⇒ 00:05:04.379 Luke Scorziell: What’d you say? Oh, you go for it.
7 00:05:04.920 ⇒ 00:05:13.200 Robert Tseng: Oh, I said… no, it’s, it’s good, today’s good. No… nobody’s bothering me on the delivery side, so I get to…
8 00:05:14.140 ⇒ 00:05:15.799 Robert Tseng: Do some sales time, so…
9 00:05:16.000 ⇒ 00:05:17.220 Luke Scorziell: Nice, yeah.
10 00:05:17.760 ⇒ 00:05:19.530 Luke Scorziell: Funny.
11 00:05:19.990 ⇒ 00:05:26.700 Luke Scorziell: Yeah, I’m back… I’m back at 1, Culver. I’m glad you were… you were… it worked out that you were a couple minutes late, because I couldn’t find parking.
12 00:05:27.410 ⇒ 00:05:27.820 Robert Tseng: Oh.
13 00:05:28.480 ⇒ 00:05:29.280 Luke Scorziell: Fuck.
14 00:05:29.960 ⇒ 00:05:34.940 Luke Scorziell: Yeah, it was annoying. Yeah, my Wi-Fi’s been trash at home.
15 00:05:35.240 ⇒ 00:05:36.190 Luke Scorziell: Not on that.
16 00:05:36.740 ⇒ 00:05:41.259 Luke Scorziell: Yeah. How’s, how have things been going on the delivery side? Sounds like…
17 00:05:41.720 ⇒ 00:05:42.720 Luke Scorziell: altar element.
18 00:05:43.260 ⇒ 00:05:48.189 Robert Tseng: Yeah, so with Element, yeah, we can do a kind of recap there, like,
19 00:05:48.500 ⇒ 00:05:57.149 Robert Tseng: We basically did, like, a 2-month discovery with them. It was, like, 15K a month. I think Utop underpriced it, but at the time, we didn’t really know how long it would take.
20 00:05:57.500 ⇒ 00:06:06.350 Robert Tseng: So… yeah, that, like, pretty much kicked off, like, January of this year, and
21 00:06:06.580 ⇒ 00:06:09.820 Robert Tseng: It was supposed to just be a Weish and Utah.
22 00:06:09.900 ⇒ 00:06:29.450 Robert Tseng: over time, like, we added more people into it, like, I got looped into it, like, 4 weeks ago, because, like, there’s more work streams. And he was really betting that, like, okay, this discovery is gonna go into something bigger, so we need to staff it with more people. So we added, like, 3 more people to the… to the client, and it’s like, to me, it’s like.
23 00:06:30.660 ⇒ 00:06:32.870 Robert Tseng: Big, big risk of, like.
24 00:06:32.990 ⇒ 00:06:44.819 Robert Tseng: their expectation is gonna be, like, we have 5 people working for them, like, at 15K a month, which, like, doesn’t make any sense. So, yeah, we shared the numbers, we had to adjust, recalibrate, tell them, like, hey, like.
25 00:06:44.870 ⇒ 00:07:01.799 Robert Tseng: this next 6-month contract, like, it’s not gonna be that price for the same number of people. I mean, so, I mean, I gave them 3 options, and yeah, I mean, the option I’m pushing them to is about, like, $90K a month for 6 months. So,
26 00:07:01.870 ⇒ 00:07:03.570 Robert Tseng: Yeah, I think,
27 00:07:04.070 ⇒ 00:07:23.839 Robert Tseng: we’ll see, I mean, they were obviously like, oh, why is this so much more, but, like, what can we change? You know, so there’s, like, some redlining that we had to do over the past couple days, but the final version went out, yesterday, and yeah, now we’re just kind of waiting for their C-suite to sign off on it. So,
28 00:07:24.580 ⇒ 00:07:30.450 Robert Tseng: I think we’ll get something close to it, like… Yeah, but…
29 00:07:30.630 ⇒ 00:07:36.679 Robert Tseng: I think I… I keep my expectations low. I think no deal is done until it’s signed, so…
30 00:07:37.250 ⇒ 00:07:40.159 Luke Scorziell: Yeah, that’s… that’s true. Full of money is in your account.
31 00:07:40.450 ⇒ 00:07:41.340 Robert Tseng: Yeah.
32 00:07:41.600 ⇒ 00:07:43.320 Luke Scorziell: Well, that’s cool.
33 00:07:43.320 ⇒ 00:07:43.770 Robert Tseng: Yeah, that’s.
34 00:07:43.770 ⇒ 00:07:45.689 Luke Scorziell: Excite, like, exciting.
35 00:07:45.690 ⇒ 00:07:46.310 Robert Tseng: Yeah.
36 00:07:46.870 ⇒ 00:07:50.169 Luke Scorziell: It kind of maybe shows proof of concept of a lot bigger.
37 00:07:50.450 ⇒ 00:07:52.089 Luke Scorziell: Deals that we can do.
38 00:07:52.670 ⇒ 00:08:00.720 Robert Tseng: Yeah, I think, like, the biggest learnings that helped with that, one is, like, Eden, like, we’ve been running, like, a 5-7 person team on Eden for, like.
39 00:08:00.810 ⇒ 00:08:13.460 Robert Tseng: over 6 months at this point, so, like, I know… we know, like, what it takes to manage a team that size. So I’m basically putting the same… I structure it the same way. It’s basically gonna be, like, an Eden-sized team.
40 00:08:13.460 ⇒ 00:08:35.610 Robert Tseng: But I think we’re underpriced on Eden. So, like, I just went… I went double… more than… more than… at minimum, double the price of what we get from Eden, to get, to start with that. So, that was the bet that I made, that, like, we could just do what we’re doing for Eden, on the Eden side, but I think we’re… we’re underpriced there, and we should… we should double our prices. So that’s, like, one bet that I made there. And then…
41 00:08:35.610 ⇒ 00:08:40.820 Robert Tseng: The other one is, like, Signing up to do a long discovery period, like…
42 00:08:40.840 ⇒ 00:09:01.239 Robert Tseng: They were… they wanted to do a 6-month contract from the start, but I told… I told Utom to not do that, to just do a… Do a shorter… do a shorter contract with less scope. Just give us more time to do discovery, and then we can sell into a bigger contract later, once we actually know what’s going on. So, I think the risk is that we eat…
43 00:09:01.510 ⇒ 00:09:17.520 Robert Tseng: like, you know, whatever… I mean, I don’t think we come out positive on… if we consider everyone’s time spent over the past 2 months there, but it’s, like, knowing once we’re in there that, like, hey, this could be, like, a 90K a month, like, deal. So,
44 00:09:17.600 ⇒ 00:09:27.219 Robert Tseng: Like, I don’t… I don’t know. We’ll see if that worked out. I think I… I’m… with Magic Spoon’s renewal, like, I… I went in the opposite direction. We did a…
45 00:09:27.720 ⇒ 00:09:40.050 Robert Tseng: UTops did… signed a, like, a two-month, engineering kind of… it was a pretty last-minute deal that Omni fed us, so, like, we… we’re doing… I mean, it’s, like, 20… 20K a month?
46 00:09:40.100 ⇒ 00:09:47.889 Robert Tseng: But then as we were trying to, like, upsell and go into a 6-month or a year-long contract, they wanted to downsize.
47 00:09:48.010 ⇒ 00:10:07.859 Robert Tseng: And so they want to… they only… they want to pay $6K a month, because they just want us to do maintenance, they’re not, like, expanding our work, like, it’s just the same work stream, but just more narrow. In that situation, I… I told… I told, I mean, I basically had assigned the 12-month renewal, so it’s like a 12-month,
48 00:10:08.100 ⇒ 00:10:18.030 Robert Tseng: 6K a month kind of contract, instead of doing, like, another, like, 3-month, 6K a month contract, because I don’t really… I just think that that client’s gonna churn, like…
49 00:10:18.220 ⇒ 00:10:24.779 Robert Tseng: after 2 months of working with us, they’re not looking to expand. They actually narrow the scope, and they want to downsize on the budget, like.
50 00:10:24.890 ⇒ 00:10:35.609 Robert Tseng: we might as well just get them into a longer contract and run it very minimally, to try to just, like, keep them for longer. So, I feel like, you know, they’re just different… every situation’s different, but, like, I’m…
51 00:10:35.700 ⇒ 00:10:53.209 Robert Tseng: I’m, like, trying… like, I… I make most of the calls on, like, what… what price we should give, like, how we… how we do the contracts and whatever, so, like, I feel like I have to… it’s… it’s… it’s like playing… it’s like playing chess a little bit. I’m like, what… well, how do we… how do we, like, what’s the risk and opportunity here? Like, what… and,
52 00:10:53.210 ⇒ 00:11:05.479 Robert Tseng: Yeah, like, well, which, which way do we go? So, that’s… yeah, all the renewals kind of came up around the same time, so I feel like I’ve just been thinking about it, those, those clients and a few others.
53 00:11:05.480 ⇒ 00:11:14.769 Robert Tseng: Over the past two weeks. Lilo’s gonna wind down, Hedra dropped, so, like, you know, there’s, like, some other outcomes that didn’t do… that didn’t go as well, but.
54 00:11:14.830 ⇒ 00:11:24.059 Luke Scorziell: I think that’s just… that’s just how… that’s just how it seems. I heard there was drama on the Lilo account. Not helped by the post that we put out, probably.
55 00:11:24.460 ⇒ 00:11:33.750 Robert Tseng: No, no, it’s not your fault on that one. That one is just silly. Like, we didn’t put anything about their data there. He’s just being petty. Like, yeah, I thought that was ridiculous that he asked to take it down.
56 00:11:33.850 ⇒ 00:11:35.410 Robert Tseng: Yeah.
57 00:11:35.410 ⇒ 00:11:39.029 Luke Scorziell: Was it already just kind of shaky on, like, either…
58 00:11:39.030 ⇒ 00:11:42.499 Robert Tseng: Yeah, he was just, like, nitpicking random things, but,
59 00:11:42.770 ⇒ 00:11:50.559 Robert Tseng: I mean, I said we should just pull the post, just to, like, not… I mean, we don’t…
60 00:11:50.560 ⇒ 00:11:51.090 Luke Scorziell: benefits.
61 00:11:51.090 ⇒ 00:11:56.299 Robert Tseng: get it, yeah, get into it with people. So, I think reputation matters more than, like.
62 00:11:56.560 ⇒ 00:12:01.719 Robert Tseng: whatever we could get out of that post, so, yeah. Yeah, I think it’s okay.
63 00:12:02.150 ⇒ 00:12:03.200 Luke Scorziell: Okay. Yeah.
64 00:12:03.200 ⇒ 00:12:03.520 Robert Tseng: Yeah.
65 00:12:03.520 ⇒ 00:12:16.640 Luke Scorziell: I was like, it was kind of ironic that we’re launching this whole agency thing, and then someone around, you know, the agency that we have is kind of a… but I was talking to Pranav, and he was just like, it’s so chaotic working on Lilo.
66 00:12:16.820 ⇒ 00:12:21.109 Luke Scorziell: Because it’s just the founders, and they kind of have, like, new priorities every day.
67 00:12:21.980 ⇒ 00:12:31.809 Robert Tseng: Oh, it… it’s… it sucks. Like, I… as soon as we signed Lilo, I was like, Utah, this is how the agency world is gonna be. Like, it’s gonna be hard to run. Like, we should not stay in there very long.
68 00:12:31.950 ⇒ 00:12:51.250 Robert Tseng: I think he understands it, wanted to build a proof of concept. I think it was enough to, like, show that the AI team, Sam, Sam, and Pranav can keep up with an organization like that. We built them something valuable, like, I think Clarence put together, like, a good, like, like a… I had him basically, like,
69 00:12:51.920 ⇒ 00:12:56.059 Robert Tseng: try to give us, like, an ROI, like, report on, like, how much…
70 00:12:56.200 ⇒ 00:12:56.700 Luke Scorziell: I’m assuming.
71 00:12:56.700 ⇒ 00:13:04.129 Robert Tseng: Like, what’s the opportunity that actually… I think he stretched the numbers a bit. He was, like, telling you something millions or whatever. I don’t really believe that, but…
72 00:13:04.130 ⇒ 00:13:05.979 Luke Scorziell: Yeah, I was like, I don’t know if it’s Lula?
73 00:13:05.980 ⇒ 00:13:20.940 Robert Tseng: I don’t even know how he got there, but I understood the first parts of his equation. Then after that, I didn’t really know where the numbers went. But, yeah, I mean, that’s enough. That’s, like, we’ve gotten enough out of it. We know we can go and sell that to other people, and, yeah, like, I think that’s okay.
74 00:13:21.010 ⇒ 00:13:24.710 Luke Scorziell: Okay, cool. I mean, the guy that we talked with, Josh, at David and Goliath, was…
75 00:13:24.910 ⇒ 00:13:27.960 Luke Scorziell: I mean, he’s just a chill, like, IT guy, and I don’t know.
76 00:13:27.960 ⇒ 00:13:28.300 Robert Tseng: Yeah.
77 00:13:28.300 ⇒ 00:13:32.950 Luke Scorziell: It would be a chaotic stakeholder to work… work with.
78 00:13:33.500 ⇒ 00:13:34.360 Luke Scorziell: But…
79 00:13:34.940 ⇒ 00:13:43.850 Luke Scorziell: Yeah, exciting stuff, and then I actually got connected with another VP of tech ops at the Movers and Shakers Agency, and so…
80 00:13:43.850 ⇒ 00:13:45.730 Robert Tseng: Kinda like… Nice.
81 00:13:45.730 ⇒ 00:13:49.910 Luke Scorziell: Could be… those are, like, two… two interesting ones, so…
82 00:13:50.350 ⇒ 00:13:56.499 Luke Scorziell: But, yeah, no, it’s helpful and interesting to hear what’s going on on the delivery side, because it’s… even I can think about that, of, like.
83 00:13:57.000 ⇒ 00:13:59.350 Luke Scorziell: Before Pranav and I go and pitch something that is…
84 00:13:59.810 ⇒ 00:14:02.029 Luke Scorziell: David and Goliath, like, it could also…
85 00:14:02.380 ⇒ 00:14:05.770 Luke Scorziell: Ask for more discovery, along with doing,
86 00:14:06.220 ⇒ 00:14:09.269 Luke Scorziell: Do they just need, like, some MCP servers, which seems pretty simple.
87 00:14:09.450 ⇒ 00:14:10.470 Luke Scorziell: Yeah.
88 00:14:10.850 ⇒ 00:14:13.690 Luke Scorziell: But then if, yeah, if we structured it a little more, like.
89 00:14:14.710 ⇒ 00:14:17.920 Luke Scorziell: We’ll do this, and we’ll also throw in…
90 00:14:18.070 ⇒ 00:14:20.239 Luke Scorziell: you know, throw in, I don’t know, like a…
91 00:14:20.680 ⇒ 00:14:25.510 Luke Scorziell: a discovery to see, like, where else we could fit AI into your guys’ workflows.
92 00:14:25.820 ⇒ 00:14:26.640 Luke Scorziell: Yeah.
93 00:14:27.950 ⇒ 00:14:40.169 Robert Tseng: Yeah, I’ll bring you on to more calls here and there. I don’t been taking most of these ones myself the past couple weeks, but, yeah, I think, like, you know, when you jump on a call with someone, like…
94 00:14:40.680 ⇒ 00:14:51.649 Robert Tseng: if it’s, like, an Upwork lead, or an RFP, or, like, somewhere where there’s, like, a clear… at least some, like, job description, we already know some sense of the scope going on, then I feel like it’s a lot more about just, like.
95 00:14:52.330 ⇒ 00:15:01.550 Robert Tseng: trying to show that we have the capabilities to execute on the SOW that they’ve already decided on, and, like, trying to see, like.
96 00:15:01.550 ⇒ 00:15:21.920 Robert Tseng: get a sense of urgency. If they’re trying to move very quickly, that helps, in my head, that’s like, we need to put a premium on it. If they’re, like, not super urgent, they’re early in their discovery process, they’re talking to multiple vendors, shopping it around, kind of like what Pius of the Proper Hotel situation was, we were the first vendor that they talked to, so I anchored them at a high price, because I want them to…
97 00:15:21.920 ⇒ 00:15:33.349 Robert Tseng: And I know that they’re gonna talk to 3 to 5 other people. I would have… we would probably do the work for less than what we charged proper in the first proposal, but I want them to talk to 5 other people, come back to us, and be like, hey, like.
98 00:15:33.350 ⇒ 00:15:42.440 Robert Tseng: everybody is at, like, I don’t know, whatever number, and, like, we… that we could come down a bit and still try to, like, win off of that. So, I think it’s important to know, like.
99 00:15:42.600 ⇒ 00:15:59.070 Robert Tseng: how many people they’re talking to, are we the first, are we the last, like, kind of, where are they at in their decision-making process, especially if they already have, like, a scope of work that they want to execute on. But if it’s really just, like, a first touchpoint, hey, they were curious just to know, like, our capabilities, and we’re just kind of talking about Brainforge more generally.
100 00:15:59.070 ⇒ 00:16:05.400 Robert Tseng: then, yeah, I think I probably would lean more towards discovery, and I would try to, on that call, do some discovery. Just figure out, like.
101 00:16:05.520 ⇒ 00:16:13.919 Robert Tseng: who are the people in the organization asking for it? Like, who’s the budget owner? Or, like, you know, just asking, like, trying to understand, like, who, yeah.
102 00:16:13.920 ⇒ 00:16:31.720 Robert Tseng: it piqued your interest, but who in the organization is asking for this type of work, and trying to steer it in that direction. So, I feel like that’s the YouVersion play right now, like, I put another proposal in front of them, but it was like, I first talked to the Chief of staff, she is the budget owner, she controls all the RFPs that they put out.
103 00:16:31.970 ⇒ 00:16:38.019 Robert Tseng: But it’s like, hey, you should talk to my VP product. Like, he is working on some stuff. I talked to him.
104 00:16:38.020 ⇒ 00:16:55.490 Robert Tseng: he’s… I can tell, he’s not ready to buy, so he’s like, okay, actually talk to this other person. He’s, like, kind of their partnerships person. That guy’s too junior. I put a… I took… put another proposal in front of him. He’s not looking to make any moves until Q3, so I feel like it’s just… that deal’s just gonna stall.
105 00:16:55.490 ⇒ 00:17:02.649 Robert Tseng: I don’t like that it took 3 calls to get there, but, like, sometimes it just is that way. I just have to go and follow the line to find… find, like.
106 00:17:03.430 ⇒ 00:17:17.539 Robert Tseng: find the decision maker for the most urgent opportunity. Like, that’s really what I’m trying to do on these calls. So, I think, like, I always try to go for a next step with whoever I am. If it’s, like, booking a call with them, book a call with them right on the call.
107 00:17:17.540 ⇒ 00:17:27.100 Robert Tseng: if they’re saying they’re going to connect you to somebody, and if I say I’m gonna connect you to someone, I try to do it with them while I’m on the call, just to, like, at least make the next step happen, so…
108 00:17:27.230 ⇒ 00:17:31.740 Robert Tseng: I mean, sometimes calls will just die, and, like, we don’t have to force it, and, like, that’s okay, like…
109 00:17:32.630 ⇒ 00:17:48.169 Robert Tseng: But yeah, like, this morning, I took a call with, I would say they’re more of a partner at this point. I don’t think we would directly sell to them, but that was a pivot I made in the middle of the call. They… I was introduced to them, I didn’t really know exactly what they needed.
110 00:17:48.640 ⇒ 00:17:54.309 Robert Tseng: So, kind of came in ready to talk about our capabilities and, like, the work that I thought they would need.
111 00:17:54.460 ⇒ 00:18:03.819 Robert Tseng: heard more about their situation. Turns out, like, you know, it’s kind of what I was sharing with you maybe a couple days ago. They have a specialty product,
112 00:18:04.010 ⇒ 00:18:18.159 Robert Tseng: it takes their customers 6 months to get ready to actually, plug into their product. And so, like, if they work with the Brainforge, and we help them get their data ready within 1-3 months, that would shorten their sales cycle, and they would want to do that.
113 00:18:18.420 ⇒ 00:18:33.760 Robert Tseng: Furthermore, they recently got a Snowflake… Snowflake recently paid them to bring their product onto their marketplace. So, I thought, like, huh, that’s interesting. We’re talking to Snowflake, their Snowflake native app now, in a very niche industry.
114 00:18:33.790 ⇒ 00:18:49.030 Robert Tseng: Yeah, like, I asked them to connect me to their, to their Snowflake, to their Snowflake rep, and, yeah, like, also asking our Snowflake, connection to be on that, on that email thread. So, now, like, maybe there’s another way for us to be, like.
115 00:18:49.030 ⇒ 00:19:01.929 Robert Tseng: I mean, it’s just another angle to get in front of Snowflake. Be like, hey, we’re an integrator for this new app that you, that you, that you’re working with on… on… with this product company on. So,
116 00:19:01.930 ⇒ 00:19:15.350 Robert Tseng: Yeah, like, all of that was kind of handled on the call itself. So, like, I… I think, like, those are… I mean, that, to me, is the fun part of the… of doing these calls. It’s like, I’m trying to find, like, what is the next step on the call, and to try to, like, push us in that direction.
117 00:19:15.450 ⇒ 00:19:30.759 Robert Tseng: So, I mean, I… I… I mean, maybe we just need to… you need to see more… more of those conversations, but I think that’s something that, as you take more calls, try, you, you know, would encourage you to try to… try to… try to nudge… nudge people more to… to committing to a next step.
118 00:19:31.010 ⇒ 00:19:39.909 Luke Scorziell: Yeah, yeah, no, I think, I mean, Vernav and I both came off of that call, and we’re just both, like, kind of like, oh my gosh, that was such… so cool, like…
119 00:19:40.320 ⇒ 00:19:49.149 Luke Scorziell: just, like, really excited, and, like, and then we met yesterday, and he’s gonna put together the demo and stuff, so… I think… I think this agency thing, for whatever…
120 00:19:49.940 ⇒ 00:19:53.870 Luke Scorziell: like, just… it’s… I’ve been able to just, like, drive
121 00:19:54.170 ⇒ 00:20:04.630 Luke Scorziell: the team on it, and it’s clicked somehow. I mean, probably just because I’m familiar with the space, too. And so, yeah, so it’s been fun, so I think it’s giving me, like, okay, like.
122 00:20:05.430 ⇒ 00:20:11.629 Luke Scorziell: yeah, I’m just like, let’s go and bring this to full… full circle and see what we can do.
123 00:20:11.820 ⇒ 00:20:26.080 Luke Scorziell: So, yeah, it’s been fun. But I, yeah, I definitely think, like, getting on the calls… like, I was so glad that Pranav was there, because this was an IT guy, and then he started asking… at some point, the conversation just stalled between me and him, because I think he was just expecting, like, a more technical
124 00:20:26.300 ⇒ 00:20:34.100 Luke Scorziell: I was like, oh, Pranav, like, why don’t you hop in and kind of explain some of what we’ve done for Lilo? And then he shared a lot,
125 00:20:34.240 ⇒ 00:20:35.500 Luke Scorziell: There, and then…
126 00:20:35.660 ⇒ 00:20:46.249 Luke Scorziell: was able to bring up, like, MCP servers and rags and… or, yeah, and, like, he didn’t… the guy didn’t know what those were, even. So it was just, like…
127 00:20:46.480 ⇒ 00:20:52.880 Luke Scorziell: Yeah, just, like, simple things that we could build for them of, like, querying the existing archived files that they have.
128 00:20:53.030 ⇒ 00:20:58.230 Luke Scorziell: And connecting, like, a couple different SaaS softwares that they use, too.
129 00:20:58.750 ⇒ 00:21:04.220 Luke Scorziell: co-pilot, so, it’s… yeah, I think, like, than that.
130 00:21:04.870 ⇒ 00:21:14.389 Luke Scorziell: just connected a few dots for me on the call of, like, okay, this is, yeah, what Purnab’s areas would be, and where were mine, so…
131 00:21:14.650 ⇒ 00:21:15.590 Luke Scorziell: Yeah.
132 00:21:16.620 ⇒ 00:21:21.050 Luke Scorziell: So yeah, I’m gonna try to see if you can hop on the next call, and I guess Nellie does more free time without Leela.
133 00:21:21.830 ⇒ 00:21:22.590 Robert Tseng: Yeah.
134 00:21:23.200 ⇒ 00:21:25.540 Luke Scorziell: Oh, -
135 00:21:25.750 ⇒ 00:21:31.329 Luke Scorziell: But, yeah, I guess that’s kind of where I’ve been at. I know we’re gonna work, so we can… we can jump into that, too.
136 00:21:31.330 ⇒ 00:21:46.599 Robert Tseng: Okay, cool. Yeah, well, I’m… yeah, I guess, we can keep chatting, but yeah, I was… I’m just gonna… I’m just gonna be here and go through stuff that’s on my to-dos, and, I mean, if you want to work through your stuff, too, and if you have any questions, you can just interrupt me, but that’s kind of what I had in mind.
137 00:21:47.050 ⇒ 00:21:52.280 Luke Scorziell: So, yeah, no, that’s great. I mean, I’m happy to keep chatting to you, but, yeah, so…
138 00:21:52.520 ⇒ 00:21:55.699 Luke Scorziell: And then, oh, well, I… yeah, maybe a quick while you’re here, too.
139 00:21:55.700 ⇒ 00:21:56.020 Robert Tseng: Yeah.
140 00:21:56.020 ⇒ 00:21:57.049 Luke Scorziell: stuff,
141 00:21:58.270 ⇒ 00:22:06.839 Luke Scorziell: I don’t know if Utom responded to that Slack, but I was just… like, they have more events in March. I don’t know if you saw the message where they said that they can’t go, or they don’t want to do the event together.
142 00:22:07.260 ⇒ 00:22:09.450 Luke Scorziell: And, ShopTalk.
143 00:22:10.130 ⇒ 00:22:11.000 Robert Tseng: Okay.
144 00:22:11.000 ⇒ 00:22:17.619 Luke Scorziell: And so I’m like, should… maybe… in my mind, it’s like, ask them, do you want to do another event?
145 00:22:17.800 ⇒ 00:22:20.660 Luke Scorziell: Or, like, could we just join you at one of your events that you’re going to?
146 00:22:20.820 ⇒ 00:22:25.090 Luke Scorziell: And do a joint event, or I guess we can just talk about the mother duck.
147 00:22:25.460 ⇒ 00:22:33.070 Luke Scorziell: So, my kind of gut was just, like, maybe don’t just let it die off, since we already put in some work.
148 00:22:34.340 ⇒ 00:22:38.089 Robert Tseng: Yeah, like, shop it around with someone else, like, ask Motherdeck to do it.
149 00:22:38.730 ⇒ 00:22:44.280 Luke Scorziell: Yeah, well, Mother Duck wants to do an event in Austin with us and Omni, and then,
150 00:22:44.650 ⇒ 00:22:47.170 Luke Scorziell: I mean, I guess we could still do the Shop Talk event.
151 00:22:47.830 ⇒ 00:22:51.020 Luke Scorziell: by ourselves, without Omni.
152 00:22:51.340 ⇒ 00:22:53.269 Luke Scorziell: It’s not, like, super expensive.
153 00:22:54.820 ⇒ 00:22:59.180 Robert Tseng: Yeah… I’m not, like…
154 00:23:03.890 ⇒ 00:23:09.579 Robert Tseng: I’m not that, like, enthusiastic about doing a Shop Talk event on our own, like, I just…
155 00:23:09.580 ⇒ 00:23:11.160 Luke Scorziell: Feels like it’s gonna be…
156 00:23:11.170 ⇒ 00:23:18.939 Robert Tseng: Oh, a lot. I mean, I’m not… I’m not gonna be there this time, so I’m, like, not as invested in it, as the last one, so…
157 00:23:19.160 ⇒ 00:23:21.070 Robert Tseng: Yeah, if they don’t want to do it, I would just…
158 00:23:21.190 ⇒ 00:23:23.099 Robert Tseng: I would just put it on the shelf and just kind of…
159 00:23:23.100 ⇒ 00:23:23.959 Luke Scorziell: Just kill us.
160 00:23:23.960 ⇒ 00:23:24.540 Robert Tseng: Yeah.
161 00:23:25.210 ⇒ 00:23:29.469 Luke Scorziell: Okay, we can use it in the future, if they ever have another event in Vegas.
162 00:23:29.740 ⇒ 00:23:30.220 Robert Tseng: Yeah.
163 00:23:31.500 ⇒ 00:23:32.180 Luke Scorziell: Cool.
164 00:23:33.220 ⇒ 00:23:34.000 Luke Scorziell: Okay.
165 00:23:34.440 ⇒ 00:23:39.910 Luke Scorziell: Yeah, and then, because I’m curious what other events they’re going to, so they’re going to 10 events in March.
166 00:23:41.230 ⇒ 00:23:41.820 Robert Tseng: Yeah.
167 00:23:42.280 ⇒ 00:23:42.950 Luke Scorziell: So weird.
168 00:23:48.180 ⇒ 00:23:49.040 Luke Scorziell: Oh my god.
169 00:25:17.120 ⇒ 00:25:17.800 Luke Scorziell: Of course they do.
170 00:32:21.500 ⇒ 00:32:22.170 Luke Scorziell: Oh, shit.
171 00:36:45.820 ⇒ 00:36:54.690 Robert Tseng: If it’s anything like the segment certs, it’s going to probably just take, like, 2-3 hours per person in order to at least get what the basic rules going, so you can keep the
172 00:36:55.570 ⇒ 00:36:58.069 Robert Tseng: conversation going with that will engage today.
173 00:37:32.090 ⇒ 00:37:35.080 Robert Tseng: Let’s see… Okay, sure.
174 00:40:16.380 ⇒ 00:40:18.909 Robert Tseng: And where are we at with the blot-out campaign?
175 00:40:20.220 ⇒ 00:40:24.120 Luke Scorziell: We sent direct messages, so they should be…
176 00:40:24.430 ⇒ 00:40:30.959 Luke Scorziell: Oh, and then, Rico’s setting up a instantly address from my email account.
177 00:40:31.500 ⇒ 00:40:35.589 Luke Scorziell: And then it’s gonna start sending those out, which I guess we could just do.
178 00:40:37.160 ⇒ 00:40:41.799 Robert Tseng: Okay. Yeah, I don’t know what it needs to come from, from mine. Yeah, nice.
179 00:40:42.090 ⇒ 00:40:45.280 Luke Scorziell: But they scraped all the leads.
180 00:40:47.270 ⇒ 00:40:54.790 Luke Scorziell: And I guess, filtered them by, like, time zone, and some of the other filters, and then came to, like, 70.
181 00:40:56.130 ⇒ 00:40:58.629 Luke Scorziell: looked qualified, which seemed low.
182 00:40:58.630 ⇒ 00:41:04.090 Robert Tseng: 70 out of the 1700, or whatever it was? Yeah. Yeah, like, 1500. Okay, heavy.
183 00:41:04.330 ⇒ 00:41:04.860 Luke Scorziell: And then…
184 00:41:04.860 ⇒ 00:41:06.140 Robert Tseng: Yeah, okay.
185 00:41:06.780 ⇒ 00:41:07.830 Robert Tseng: That makes sense.
186 00:41:08.220 ⇒ 00:41:09.800 Luke Scorziell: Yeah, then I had them…
187 00:41:10.300 ⇒ 00:41:17.729 Luke Scorziell: a lot of those were, like, engineers, and more technical people, so I had them specifically look at, like, growth,
188 00:41:18.710 ⇒ 00:41:21.340 Luke Scorziell: People more in, like, marketing or founder positions.
189 00:41:21.520 ⇒ 00:41:22.830 Luke Scorziell: And then…
190 00:41:23.600 ⇒ 00:41:33.120 Luke Scorziell: I think the next step after we send out that outreach is just gonna be to identify the other companies that had engineers, and then just go look on LinkedIn to find,
191 00:41:33.770 ⇒ 00:41:38.890 Luke Scorziell: like, the growth marketers. But I don’t know, I mean, it could be the engineers that are…
192 00:41:40.250 ⇒ 00:41:45.319 Luke Scorziell: Struggling with… with the pain… yeah, the pain points, but then it’s like, are we gonna sell?
193 00:41:45.610 ⇒ 00:41:48.600 Luke Scorziell: Are they gonna, like, try to pitch us to replace…
194 00:41:49.020 ⇒ 00:41:53.159 Luke Scorziell: Like, what they’re doing, and I don’t know. Or would we be a support to the engineers?
195 00:41:53.300 ⇒ 00:41:55.580 Luke Scorziell: Yeah.
196 00:41:55.750 ⇒ 00:41:58.560 Robert Tseng: Yeah, no, I think going for the…
197 00:42:00.410 ⇒ 00:42:20.209 Robert Tseng: Well, we could still ask them, be like, hey, saw that you’re using this, don’t know if it’s been working out for you, you know, is there somebody on your team that we could connect with? Like, we could ask them if, you know, if they’re will… if they’re able… if they’re willing to make the intro to their colleague, that would be the best, but we should also just go and look for the growth marketer on their team, too.
198 00:42:20.840 ⇒ 00:42:26.569 Luke Scorziell: Yeah. Yeah, I mean, I’m curious to see how it’ll go. And we already sent out…
199 00:42:27.850 ⇒ 00:42:32.470 Luke Scorziell: Actually, yeah, I need to check in and see whose account they sent the LinkedIn connections from.
200 00:42:34.080 ⇒ 00:42:38.030 Luke Scorziell: So, would make sense to send the connections from the same account that we emailed them from.
201 00:42:38.290 ⇒ 00:42:38.860 Robert Tseng: Yeah.
202 00:42:40.900 ⇒ 00:42:47.289 Luke Scorziell: But, yeah, so they’re launch… they’re doing that today, and then I asked Ryan to build out a leads list on,
203 00:42:47.800 ⇒ 00:42:50.790 Luke Scorziell: Like, reaching out to more agencies,
204 00:42:51.000 ⇒ 00:42:54.719 Luke Scorziell: And so then, once they finish out the outreach for…
205 00:42:55.220 ⇒ 00:42:58.610 Luke Scorziell: Blot out, and they have the brief to start sending agency campaigns.
206 00:42:58.750 ⇒ 00:43:01.239 Luke Scorziell: Stuff, and so then hopefully that can…
207 00:43:01.650 ⇒ 00:43:08.660 Luke Scorziell: book some more calls for Pranav and I, and… Yeah.
208 00:43:09.060 ⇒ 00:43:12.339 Luke Scorziell: So, starting to fill up a little more on the sales… sales side.
209 00:47:52.430 ⇒ 00:47:53.150 Robert Tseng: Excuse me.
210 00:48:37.880 ⇒ 00:48:38.530 Robert Tseng: mutated.
211 00:50:51.920 ⇒ 00:50:52.600 Luke Scorziell: That’s terrible.
212 00:55:56.490 ⇒ 00:56:01.720 Robert Tseng: Okay, so regarding the HubSpot nudging notifications, I did a scan through all the different
213 00:56:01.830 ⇒ 00:56:12.310 Robert Tseng: messages there, and all of those leads should be pretty much archived at this point. We’re not following up. I only really want to start with those that are
214 00:56:12.620 ⇒ 00:56:22.530 Robert Tseng: And circle back, in progress, and maybe we need to define some of the stages a bit more clearly, but, yeah, like, literally every single one of those leads we probably would not send a message to.
215 00:56:25.180 ⇒ 00:56:27.500 Luke Scorziell: Really? We haven’t sent a message to it all.
216 00:56:27.800 ⇒ 00:56:28.969 Luke Scorziell: Let me pull it back up.
217 00:56:30.210 ⇒ 00:56:32.850 Robert Tseng: Oh, sorry, I’m just… I’m just recording voice messages.
218 00:56:35.140 ⇒ 00:56:36.460 Luke Scorziell: Oh, okay.
219 00:56:39.750 ⇒ 00:56:40.819 Luke Scorziell: This is not for me.
220 00:56:41.330 ⇒ 00:56:42.190 Robert Tseng: Yeah, not for you.
221 00:57:29.070 ⇒ 00:57:30.870 Robert Tseng: Okay, I’m gonna go meet Bryle.
222 00:57:32.000 ⇒ 00:57:33.969 Robert Tseng: We’ll be around.
223 00:57:35.580 ⇒ 00:57:38.250 Robert Tseng: Yeah. So… That’s it.