Meeting Title: Default | Product Analytics Sync Date: 2025-08-28 Meeting participants: Uttam Kumaran, Rico Rejoso, Samuel Roberts, Mustafa Raja, Ryan DeForest
WEBVTT
1 00:03:17.790 ⇒ 00:03:18.980 Samuel Roberts: Blue.
2 00:03:21.770 ⇒ 00:03:22.680 Samuel Roberts: None.
3 00:03:25.380 ⇒ 00:03:26.830 Samuel Roberts: Bring it, that’s cool.
4 00:03:27.890 ⇒ 00:03:29.549 Uttam Kumaran: Looking good, dude. How’s everything?
5 00:03:30.510 ⇒ 00:03:33.720 Samuel Roberts: Good, good, yeah, we had the… …
6 00:03:34.300 ⇒ 00:03:41.899 Samuel Roberts: engineering meeting, we just had a little discussion about, like, how they’re using AI in the data side, because I don’t have a good insight into that.
7 00:03:41.900 ⇒ 00:03:42.280 Uttam Kumaran: Sick.
8 00:03:42.280 ⇒ 00:03:47.500 Samuel Roberts: good stuff. But I had to hop off for this, and I didn’t realize that earlier today, or I would have tried to….
9 00:03:47.720 ⇒ 00:03:48.739 Uttam Kumaran: No, no, that’s fine.
10 00:03:48.740 ⇒ 00:03:49.190 Samuel Roberts: around, just….
11 00:03:49.190 ⇒ 00:03:51.640 Uttam Kumaran: But you got any FaceTime, yeah, that’s great.
12 00:03:51.640 ⇒ 00:03:55.300 Samuel Roberts: Yeah, no, it was good, it was good. So I’ve had some… there’s…
13 00:03:56.140 ⇒ 00:04:03.669 Samuel Roberts: I think… I think we can maybe fix a few things with some good cursor rules for them, and get ignore and stuff, now that I understand a little bit more about how they’re…
14 00:04:04.000 ⇒ 00:04:08.800 Samuel Roberts: using ChatGPT and Cursor to do things back and forth, I have a better sense of it, but…
15 00:04:08.930 ⇒ 00:04:09.910 Samuel Roberts: … Perfect.
16 00:04:10.440 ⇒ 00:04:11.280 Samuel Roberts: Oh boy.
17 00:04:22.230 ⇒ 00:04:28.910 Uttam Kumaran: So, I tried a little bit unsuccessfully to hook up Linear MCP and, Notion MCP today.
18 00:04:29.050 ⇒ 00:04:29.780 Uttam Kumaran: But, ….
19 00:04:29.780 ⇒ 00:04:30.680 Samuel Roberts: cursor?
20 00:04:30.880 ⇒ 00:04:33.170 Uttam Kumaran: Yeah, inside Cursor. I’m working on, …
21 00:04:33.340 ⇒ 00:04:42.860 Uttam Kumaran: I’m working on trying to use… setting up both cursor rules, and I’m gonna set up AgentsMD for one of our clients, and, like, just walking through the process myself.
22 00:04:43.580 ⇒ 00:04:44.820 Uttam Kumaran: … Cool.
23 00:04:45.690 ⇒ 00:04:47.660 Uttam Kumaran: So, yeah, it’s …
24 00:04:47.990 ⇒ 00:04:54.870 Uttam Kumaran: I mean, I’ve been in cursor now almost, like, 2-3 hours every day for the last 2 weeks, so I’m getting, like, finally…
25 00:04:55.310 ⇒ 00:05:00.410 Uttam Kumaran: like, it’s been a… it’s been, like, maybe, like, a year since I was developing this much.
26 00:05:01.140 ⇒ 00:05:17.280 Uttam Kumaran: Which is great, because now I’m like, okay, like, what are… what’s my workflows and everything? So, set up, like, cursor rules, but you know, what I did is, Cursor has a cursor rules set up, like, function, but I gave it our project plan for the client.
27 00:05:17.280 ⇒ 00:05:28.279 Uttam Kumaran: And so the rules are, like, way better. The rules are, like, it has guidelines on why we’re doing the things we’re doing, what tools we’re using, because that artifact was huge for this.
28 00:05:28.280 ⇒ 00:05:31.049 Samuel Roberts: Yeah, oh my goodness, I didn’t realize it would just… okay.
29 00:05:31.050 ⇒ 00:05:37.769 Uttam Kumaran: So it’s tremendous. It’s working really, really well. Additionally, I think I’m gonna start… once I have, like.
30 00:05:38.120 ⇒ 00:05:39.210 Uttam Kumaran: …
31 00:05:39.590 ⇒ 00:05:44.419 Uttam Kumaran: sort of, like, what I think are, like, global rules, we can start to use it client by client by client, you know?
32 00:05:44.420 ⇒ 00:05:44.740 Samuel Roberts: Yeah.
33 00:05:44.740 ⇒ 00:05:48.229 Uttam Kumaran: For different tasks, for example, so….
34 00:05:51.220 ⇒ 00:05:51.930 Ryan DeForest: Nope!
35 00:05:52.570 ⇒ 00:05:53.440 Uttam Kumaran: Hey!
36 00:05:54.510 ⇒ 00:05:55.610 Uttam Kumaran: What’s up, dude?
37 00:05:55.800 ⇒ 00:05:57.369 Ryan DeForest: What’s going on?
38 00:05:57.910 ⇒ 00:05:59.660 Uttam Kumaran: How was the trip overall?
39 00:06:00.240 ⇒ 00:06:06.270 Ryan DeForest: Oh, it was amazing, as always. I’m not a really, like, a… I’m not a big city guy, you know, so if I’m there for, like, a week, I’m kind of like…
40 00:06:06.880 ⇒ 00:06:07.480 Ryan DeForest: Alright.
41 00:06:07.860 ⇒ 00:06:08.959 Ryan DeForest: Get me out of here.
42 00:06:08.960 ⇒ 00:06:11.480 Uttam Kumaran: Where were we… were you staying near the office?
43 00:06:11.480 ⇒ 00:06:17.189 Ryan DeForest: Yeah, right, right, like, downtown, like, it was, like, off 31st and Broadway, basically, like, right there.
44 00:06:17.690 ⇒ 00:06:25.400 Uttam Kumaran: Yeah, dude, that… the city is, like, a different animal. I have the same way, I mean, I live there… I live, like, near there, actually. …
45 00:06:25.860 ⇒ 00:06:32.970 Uttam Kumaran: But it’s sort of, like, too tense. Oh, yes. Like, I really like my life now. I can’t be there for more than a few days.
46 00:06:33.080 ⇒ 00:06:36.159 Ryan DeForest: Yeah, yeah, yeah. You’re… because you’re in Austin now, right? Or around….
47 00:06:36.160 ⇒ 00:06:39.370 Uttam Kumaran: I’m in Austin, yeah, it is a completely, completely different world.
48 00:06:39.370 ⇒ 00:06:45.569 Ryan DeForest: Oh yeah, different vibe. Different vibe. I’m like, I’m like, dude, I can’t even hear myself breathe for every day I’m here, it’s, like, so crazy.
49 00:06:45.570 ⇒ 00:06:58.579 Uttam Kumaran: I know, and also if you’re there, you realize everybody, nobody… they all keep their weight down because they walk a lot, but nobody eats, they drink too much coffee, they’re probably going out for drinks every day, like, it’s way too much of that.
50 00:06:58.660 ⇒ 00:07:00.089 Ryan DeForest: Yep. And, like….
51 00:07:00.100 ⇒ 00:07:12.009 Uttam Kumaran: it was great, because that’s what I did for, like, 5 years, and I was, like, I would never put on any weight, but it was also, like, not, like, no diet, no eating, just like….
52 00:07:12.010 ⇒ 00:07:17.409 Ryan DeForest: When I was in… when I was in San Francisco for… I mean, granted, San Francisco and New York are completely different, but they’re still innately a big city.
53 00:07:17.410 ⇒ 00:07:17.750 Uttam Kumaran: Yeah.
54 00:07:17.750 ⇒ 00:07:19.029 Ryan DeForest: And I was just like…
55 00:07:19.180 ⇒ 00:07:24.589 Ryan DeForest: getting, like, PTSD from when I was commuting to San Francisco, walking through San Francisco, all that stuff.
56 00:07:25.070 ⇒ 00:07:29.020 Uttam Kumaran: Yeah, there was a time where I was taking BART every day to go to the city.
57 00:07:29.020 ⇒ 00:07:32.459 Ryan DeForest: Oh yeah, I was taking Caltrain. Caltrain from San Jose.
58 00:07:32.740 ⇒ 00:07:41.909 Uttam Kumaran: Okay, I was taking Bart Walnut Creek, and my dad was doing that for a lot. He worked at Wells Fargo. He was doing… now he works at Intuit, but he takes a bus down to Palo.
59 00:07:41.910 ⇒ 00:07:44.110 Ryan DeForest: Oh, that’s… oh, that’s very good. They have that bus.
60 00:07:44.410 ⇒ 00:07:53.460 Uttam Kumaran: Yeah, but dude, it’s a 2-hour bus, bro. And he’s working, you know, he’s working on the bus. It’s like a nice luxury bus, but you’re taking… it’s 2 hours to go, like, 40 miles.
61 00:07:53.460 ⇒ 00:07:54.060 Ryan DeForest: Yeah, but….
62 00:07:54.060 ⇒ 00:07:54.500 Uttam Kumaran: insane.
63 00:07:54.500 ⇒ 00:07:57.770 Ryan DeForest: Yeah, but you have internet, you know, you should be fine, right? That’s how it works.
64 00:07:58.080 ⇒ 00:08:06.160 Uttam Kumaran: Yeah, I guess. I guess if you’re just chilling and sitting there. He has back issues, so he’s like… I’m like, dude, find a way to get a medical excuse.
65 00:08:06.160 ⇒ 00:08:06.770 Ryan DeForest: Okay.
66 00:08:06.770 ⇒ 00:08:08.249 Uttam Kumaran: For remote work, you know.
67 00:08:08.410 ⇒ 00:08:09.470 Uttam Kumaran: So.
68 00:08:10.240 ⇒ 00:08:10.850 Ryan DeForest: Awesome.
69 00:08:10.850 ⇒ 00:08:11.230 Uttam Kumaran: war.
70 00:08:11.230 ⇒ 00:08:17.420 Ryan DeForest: I’m not sure where Lev’s at, he’s probably, like, because we’re doing a lot of interviewing, stuff like that, so he’s probably syncing up, but we could kind of get started here.
71 00:08:17.740 ⇒ 00:08:29.160 Uttam Kumaran: Yeah, so, I kind of wanted to just get a sense of, like, what you thought about both those lists we sent. I sort of looked through, I feel pretty good about the accuracy and, like, the effectiveness.
72 00:08:29.160 ⇒ 00:08:30.730 Ryan DeForest: Yep. Kinda just wanna get….
73 00:08:30.820 ⇒ 00:08:46.339 Uttam Kumaran: your feedback, and if we’re, like, good to start thinking about running that in a more automated or, like, larger batch fashion, and we can get… and basically, I want to get us to that first Salesforce report. So yeah, that’s kind of where we’re at on our side.
74 00:08:46.720 ⇒ 00:08:56.979 Ryan DeForest: Yeah, I… definitely… so I spot-checked it. Lev also spot-checked it, I talked to him last night. I’m also very… I’m also confident with the accuracy, that’s great. …
75 00:08:57.310 ⇒ 00:09:05.449 Ryan DeForest: And now it’s, like, more… so, like, that’s the signal of the actual company itself, and now it’s kind of… now it’s kind of, like, the easy part, where it’s, like.
76 00:09:05.540 ⇒ 00:09:23.250 Ryan DeForest: How big is their sales team? How much are they growing? Like, that’s kind of, like, I would say, easier comparatively. Not easy, but comparatively. And so now, it’s like, now we want to combine those two together, so now it’s like, if they have a dispersed sales team of 20, and they’re on Chili Piper, we know that they’re hitting their lives because of XYZ, you know?
77 00:09:23.250 ⇒ 00:09:23.840 Uttam Kumaran: Yeah.
78 00:09:23.840 ⇒ 00:09:24.220 Ryan DeForest: That’s.
79 00:09:24.220 ⇒ 00:09:36.350 Uttam Kumaran: So I want to get us to the report. Each report will match the combination. Okay, perfect. So we have those… right now, we’re focusing on those top two combos, which let me just… I’ll just pull that up on… Yeah, if you want.
80 00:09:36.350 ⇒ 00:09:37.419 Ryan DeForest: Just share your screen, you’ll show it.
81 00:09:37.420 ⇒ 00:09:38.270 Uttam Kumaran: Yeah.
82 00:09:40.750 ⇒ 00:09:42.760 Uttam Kumaran: So…
83 00:09:54.600 ⇒ 00:09:58.209 Uttam Kumaran: So, the first combo is…
84 00:09:59.100 ⇒ 00:10:04.260 Uttam Kumaran: We’re looking at, like, category overlap, tie tool count, do they have roles open?
85 00:10:04.400 ⇒ 00:10:09.689 Uttam Kumaran: Yep. And then the second one is… so this is, like, kind of, like, jobs and tools.
86 00:10:09.910 ⇒ 00:10:18.159 Uttam Kumaran: This one is kind of more, like, the dual conversion paths, the form friction score. But, like, the process of…
87 00:10:18.600 ⇒ 00:10:22.500 Uttam Kumaran: like, we can swap any of these, right? This is actually…
88 00:10:22.600 ⇒ 00:10:26.330 Uttam Kumaran: What, on my side, is most important, that, like, you have these signals.
89 00:10:26.330 ⇒ 00:10:31.530 Ryan DeForest: Yep. You can combine them however you want. This is, of course, like, what we came up with in the beginning.
90 00:10:31.710 ⇒ 00:10:33.900 Ryan DeForest: Yeah, no, that’s awesome. I love it.
91 00:10:34.760 ⇒ 00:10:35.589 Ryan DeForest: So let me….
92 00:10:35.590 ⇒ 00:10:35.970 Uttam Kumaran: I think.
93 00:10:35.970 ⇒ 00:10:44.799 Ryan DeForest: Okay, like I said, the hardest part and the most important part was, like, finding out what form they were using, and if they have a scheduler in general. I think then now, like, we could do whatever the hell we want from that.
94 00:10:44.800 ⇒ 00:11:02.490 Uttam Kumaran: Yeah, and, like, these… so, these two, like, this one is also some form friction, multiple booking flows. This one is also, like, sales team. So, like, basically, I… one is, like, I want to get us to, like… my ideal is, like, there’s two reports in Salesforce. They’re both, like, named this combo.
95 00:11:02.720 ⇒ 00:11:11.149 Uttam Kumaran: Their properties… the filters we do to create that are using the signals, which are properties on the accounts.
96 00:11:11.800 ⇒ 00:11:16.879 Uttam Kumaran: So, what we can do is I’ll continue to drive towards this. I have a feeling
97 00:11:17.180 ⇒ 00:11:34.289 Uttam Kumaran: these were probably, like, 60% on the money. What you can do is you can look through those leads, and you’re like, well, they’re, like, these are great, I think we should just, like, add one more signal, or we should remove a signal, we can arrive at that. That’s a lot easier, though, because that’s just changing filters on the report. ….
98 00:11:34.480 ⇒ 00:11:35.030 Ryan DeForest: Okay.
99 00:11:37.720 ⇒ 00:11:44.519 Uttam Kumaran: So we can go forward with that. Like, looking at this next list, I mean, we were just gonna kind of work our way down,
100 00:11:44.620 ⇒ 00:11:49.349 Uttam Kumaran: Like, do you have… is there anything on this list, or now that you’re kind of…
101 00:11:49.460 ⇒ 00:11:54.529 Uttam Kumaran: see how we’re tackling this, like, anything else come to mind on, like, what we should prioritize next?
102 00:11:54.890 ⇒ 00:11:57.940 Ryan DeForest: I would say number 4, probably next.
103 00:11:58.140 ⇒ 00:11:58.820 Uttam Kumaran: Okay.
104 00:12:00.390 ⇒ 00:12:09.020 Ryan DeForest: And then… 8 sounds very intriguing.
105 00:12:12.800 ⇒ 00:12:14.280 Uttam Kumaran: Hmm, okay, yeah.
106 00:12:17.000 ⇒ 00:12:18.390 Ryan DeForest: Committee those two after that.
107 00:12:18.830 ⇒ 00:12:23.209 Uttam Kumaran: Okay, so let’s drive towards those, …
108 00:12:23.580 ⇒ 00:12:26.819 Uttam Kumaran: on our side, Mustafa, what do we need
109 00:12:27.140 ⇒ 00:12:30.219 Uttam Kumaran: For next steps. I think one is…
110 00:12:31.020 ⇒ 00:12:33.679 Uttam Kumaran: I’m gonna go ahead, we’re gonna make sure that those
111 00:12:33.990 ⇒ 00:12:42.869 Uttam Kumaran: properties end up in Salesforce for the 50. I think what we would need from you is, like, what is the next batch that we want to enrich? As you mentioned, you have, like.
112 00:12:42.870 ⇒ 00:12:50.260 Ryan DeForest: funds in there. Yep. So, if we can do a couple hundred at a time, or maybe we can rank by when they were created.
113 00:12:50.580 ⇒ 00:12:59.809 Uttam Kumaran: And, like, do some amounts. That way, those forms actually have… because some people will not get qualified, so I want to make sure that we have some of those, so you tell me what the best…
114 00:13:00.150 ⇒ 00:13:01.240 Uttam Kumaran: route is.
115 00:13:01.430 ⇒ 00:13:04.879 Ryan DeForest: So, two questions… two follow-up here is…
116 00:13:05.610 ⇒ 00:13:13.019 Ryan DeForest: like, you have fields for, like, form friction score, stuff like that. Can we also, like, get the actual, like.
117 00:13:14.370 ⇒ 00:13:16.370 Ryan DeForest: Like, scheduler behind that.
118 00:13:17.050 ⇒ 00:13:17.750 Uttam Kumaran: Yes. Douglas.
119 00:13:17.750 ⇒ 00:13:21.529 Ryan DeForest: So, like, I don’t think we have a form for that, so if we could get a form for that… because, like.
120 00:13:21.680 ⇒ 00:13:24.800 Ryan DeForest: Even if, like, the form friction… if the friction score is, like, high.
121 00:13:24.940 ⇒ 00:13:29.300 Ryan DeForest: But, like, we’re gonna have a different conversation if it’s a… if it’s, like.
122 00:13:29.560 ⇒ 00:13:32.680 Ryan DeForest: Revenue Hero or Calendly, you know what I mean?
123 00:13:33.050 ⇒ 00:13:33.780 Uttam Kumaran: Yeah….
124 00:13:33.780 ⇒ 00:13:38.070 Ryan DeForest: So, like, if we… so I get, like, the form for scores high is, like, a good, like.
125 00:13:38.210 ⇒ 00:13:52.520 Ryan DeForest: starting point, but, like, we would need the actual, like, technology names behind it. Because right now, like, on that clay table, we have none, like, none in Marketo. Like, that’s huge. Yes. Then I could, like… we know exactly what, like, sequence to put them in, basically, right? Or, like, what.
126 00:13:52.520 ⇒ 00:13:55.359 Uttam Kumaran: So that’s this one, right? This form tech stack.
127 00:13:56.470 ⇒ 00:14:07.600 Ryan DeForest: Yeah, so that… so form tech stack, yeah, so, like, if that’s, like, what you’re referring to, like, in that column in the clay table, then I would love that… love that to be part of, like, the field that we have outside of, like, the friction score and stuff like that.
128 00:14:08.050 ⇒ 00:14:08.750 Uttam Kumaran: Okay.
129 00:14:11.590 ⇒ 00:14:13.389 Ryan DeForest: I just didn’t know if that’s, like, being filled out.
130 00:14:13.920 ⇒ 00:14:15.070 Uttam Kumaran: Okay, perfect.
131 00:14:15.070 ⇒ 00:14:20.789 Ryan DeForest: So then… okay, then, good segue is, I could totally give you…
132 00:14:21.280 ⇒ 00:14:24.870 Ryan DeForest: like, a list of folks to go after, but….
133 00:14:24.870 ⇒ 00:14:25.480 Uttam Kumaran: Yeah.
134 00:14:25.670 ⇒ 00:14:31.950 Ryan DeForest: like, how… like, how reactive can this be? So, like, what I’m thinking is, like, somebody signs up
135 00:14:32.140 ⇒ 00:14:34.470 Ryan DeForest: For an inbound demo request.
136 00:14:34.470 ⇒ 00:14:39.100 Uttam Kumaran: Yeah, as long as they’re… as long as they’re in the Get Into Salesforce.
137 00:14:39.100 ⇒ 00:14:39.720 Ryan DeForest: Yeah.
138 00:14:39.720 ⇒ 00:14:43.779 Uttam Kumaran: then I can tell you the SLA For this to run.
139 00:14:43.780 ⇒ 00:14:45.450 Ryan DeForest: Yeah. But probably….
140 00:14:46.090 ⇒ 00:14:50.489 Uttam Kumaran: I don’t know, Mustafa, is, like, half hour, at least, like, a max SLA.
141 00:14:52.960 ⇒ 00:14:54.670 Uttam Kumaran: For, like, everything to run.
142 00:14:55.650 ⇒ 00:14:59.919 Mustafa Raja: And this… we’re talking about the whole clay table to run, right?
143 00:14:59.920 ⇒ 00:15:00.760 Uttam Kumaran: Yeah.
144 00:15:01.340 ⇒ 00:15:06.560 Mustafa Raja: Yes, it’s going to take some time. How many, how many companies are we thinking of?
145 00:15:06.560 ⇒ 00:15:08.240 Uttam Kumaran: Like, let’s just say one comes in.
146 00:15:08.990 ⇒ 00:15:10.360 Mustafa Raja: One comes in.
147 00:15:10.360 ⇒ 00:15:20.390 Ryan DeForest: So, yeah, so let me… let me… let me, like, think of my use case. I’m kind of word vomiting here a little bit, so I apologize, is basically, like, if an inbound… someone comes on inbound today.
148 00:15:20.530 ⇒ 00:15:23.580 Ryan DeForest: They sign up for a demo tomorrow at, like, noon.
149 00:15:23.810 ⇒ 00:15:32.480 Ryan DeForest: My team gets, like, a notification that these people are, like, coming in, and, like, they’re using… they’re ready to have a demo, this is your sales team size, because that’s what they put on the form.
150 00:15:32.550 ⇒ 00:15:46.759 Ryan DeForest: But I want to also tell them, like, look, they’re using Marketo as a form, and they’re using Chili Piper for a scheduler, and they have a sales team. Like, I want to give them this information prior to the call that they have coming up, so that they can prep accordingly. …
151 00:15:47.500 ⇒ 00:15:55.209 Ryan DeForest: like, so, like, I was just curious, like, how long that would take. Like, if they submit a demo request today, when can I trigger that… that to be sent?
152 00:15:55.740 ⇒ 00:16:00.880 Mustafa Raja: Okay, so for the two combos that we have right now, it shouldn’t take more than 10 minutes.
153 00:16:02.020 ⇒ 00:16:04.940 Uttam Kumaran: Yeah, so I think a half hour like…
154 00:16:05.280 ⇒ 00:16:06.929 Uttam Kumaran: End-to-end, we should be able to.
155 00:16:06.930 ⇒ 00:16:07.290 Mustafa Raja: it, Matt.
156 00:16:07.960 ⇒ 00:16:11.460 Uttam Kumaran: I mean, roughly same day, right, is probably our estimate.
157 00:16:11.760 ⇒ 00:16:12.720 Ryan DeForest: Okay.
158 00:16:12.720 ⇒ 00:16:20.319 Uttam Kumaran: You could also do that on a trigger, right? So, as a new demo request comes in, basically what you’re asking is how fast can those properties get filled up?
159 00:16:20.500 ⇒ 00:16:28.669 Uttam Kumaran: Or, and then ideally, those can get used if you want to, like, draft an email, or as long as they just end up there, of course, they can get used wherever.
160 00:16:28.850 ⇒ 00:16:33.740 Ryan DeForest: So then, because we get a notification whenever someone schedules, so then I could just have another workflow that’s.
161 00:16:33.740 ⇒ 00:16:37.079 Uttam Kumaran: That just pulls it in. Yeah, that Slack message.
162 00:16:37.080 ⇒ 00:16:43.870 Ryan DeForest: Yeah, workflow gets triggered whenever a field gets updated, and it just sends a direct message to the AE. Like, that’s fine, too. I just didn’t….
163 00:16:43.870 ⇒ 00:16:44.450 Uttam Kumaran: Yeah.
164 00:16:44.450 ⇒ 00:16:47.809 Ryan DeForest: Like, but if they schedule, like, the next day, I don’t want to take a full day, you know what I mean?
165 00:16:48.210 ⇒ 00:16:58.289 Uttam Kumaran: No, I think I… I said same day, because I just try not to… Right. As I’m an engineer, I’m, like, trying not to give 30-minute SLAs and things, but probably 30 minutes.
166 00:16:58.290 ⇒ 00:16:59.490 Ryan DeForest: Product and engineering guy, like.
167 00:16:59.490 ⇒ 00:17:02.189 Uttam Kumaran: I’m giving you to both my brains.
168 00:17:02.190 ⇒ 00:17:02.659 Ryan DeForest: Huh.
169 00:17:02.660 ⇒ 00:17:07.630 Uttam Kumaran: Probably only gonna take less than an hour, but also, like, same day is, I think, a reasonable expectation.
170 00:17:07.630 ⇒ 00:17:14.190 Ryan DeForest: even an hour is good, to be honest, like, because we don’t have people scheduled within an hour, but, like, if I could get it to them pretty, like.
171 00:17:14.190 ⇒ 00:17:14.579 Uttam Kumaran: Yeah.
172 00:17:14.589 ⇒ 00:17:15.759 Ryan DeForest: it happens, it’s fine.
173 00:17:15.760 ⇒ 00:17:19.879 Uttam Kumaran: I mean, ideally, again, you get the new demo booking, and then you get, like, also, like, a…
174 00:17:20.300 ⇒ 00:17:22.980 Uttam Kumaran: Here’s what their stack is, right, for talking points.
175 00:17:23.210 ⇒ 00:17:24.169 Ryan DeForest: Right, right, right.
176 00:17:24.460 ⇒ 00:17:25.119 Uttam Kumaran: Cool.
177 00:17:25.890 ⇒ 00:17:42.319 Uttam Kumaran: Okay, great. So I think, Mustafa, let’s just make sure for anything on the form side for all of these, like, we have columns that match these. Let me know if any of these are redundant once you go through them. Probably I’m less concerned about the scores for now, because I think we’ll have to
178 00:17:42.580 ⇒ 00:17:48.519 Uttam Kumaran: like, we’re not dealing with so much volume. Ideally, I want to have the actual tools listed.
179 00:17:48.770 ⇒ 00:17:59.729 Uttam Kumaran: The actual schedulers listed, like, the list of things, and then we will refine these scores over time as we, like, figure out what’s best. Like, we’ll actually lead score a little bit better.
180 00:18:00.070 ⇒ 00:18:07.439 Uttam Kumaran: … And then, yeah, we’re also gonna… I think we do have the job stuff working, too. …
181 00:18:07.860 ⇒ 00:18:14.260 Uttam Kumaran: And actually, I think that is also kind of… we’re… the data we’re getting is better than what you’re getting from
182 00:18:14.700 ⇒ 00:18:19.920 Uttam Kumaran: Some of the other job platforms, because we’re literally going, opening the thing, and scraping the list, so….
183 00:18:20.030 ⇒ 00:18:24.559 Ryan DeForest: Yeah, we’re… we ask on the form itself, like, how big your sales team is, you know?
184 00:18:24.560 ⇒ 00:18:25.250 Uttam Kumaran: Cool.
185 00:18:25.250 ⇒ 00:18:30.480 Ryan DeForest: Like, so… so, like, if we could even, like, just… Kind of… whatever, like…
186 00:18:31.170 ⇒ 00:18:36.530 Ryan DeForest: You know, I mean, just kind of double-check that with your data, that’d be even better. I’ll use yours as a source of truth, basically.
187 00:18:36.990 ⇒ 00:18:38.290 Uttam Kumaran: Okay, okay.
188 00:18:38.530 ⇒ 00:18:42.330 Uttam Kumaran: Okay, great. So, let’s do that. In terms of…
189 00:18:42.540 ⇒ 00:18:52.690 Uttam Kumaran: enriching, should I just go through… do you wanna… I don’t remember it. Do you wanna send us a list, or should I just go through the most of the 100, like, recently created as an option, and…
190 00:18:52.970 ⇒ 00:19:01.850 Uttam Kumaran: do that, and then we can kind of batch our way backwards a little bit. I don’t want to run on the whole data set, but I want to make sure that we’re enriching the folks that are top of mind.
191 00:19:02.070 ⇒ 00:19:03.090 Ryan DeForest: Yeah, so…
192 00:19:03.210 ⇒ 00:19:11.519 Ryan DeForest: Before I send that, so, like, this list you sent me, the 50 or so, is that supposed… is that supposed to have sent into Salesforce as well, or not? Or no?
193 00:19:11.520 ⇒ 00:19:14.729 Uttam Kumaran: We created them in Salesforce if they weren’t in there.
194 00:19:14.890 ⇒ 00:19:16.100 Uttam Kumaran: I believe.
195 00:19:16.320 ⇒ 00:19:17.370 Uttam Kumaran: Mustafa, is that true?
196 00:19:17.370 ⇒ 00:19:31.070 Mustafa Raja: No, for the list that Ryan gave us, I looked for all the companies that were in Salesforce. If they weren’t in Salesforce, I just added them as a row in Clay.
197 00:19:31.370 ⇒ 00:19:33.750 Uttam Kumaran: Oh, okay, okay, so some of them are not in Salesforce.
198 00:19:33.750 ⇒ 00:19:41.310 Mustafa Raja: Yeah, yeah, some of them. Approximately, 6 to 8, I believe, were not in… Okay, so then….
199 00:19:41.330 ⇒ 00:19:43.429 Ryan DeForest: Cause I’m just trying to see…
200 00:19:45.120 ⇒ 00:19:47.950 Ryan DeForest: Let’s see on my side. Actually, can I share my screen, and just make sure that we’re….
201 00:19:47.950 ⇒ 00:19:49.170 Uttam Kumaran: Yeah, yeah, yeah.
202 00:19:55.370 ⇒ 00:19:57.420 Ryan DeForest: … you guys good?
203 00:19:57.960 ⇒ 00:20:04.849 Ryan DeForest: So, like… If I were to go, like, for example, I clicked on Open Prize.
204 00:20:06.100 ⇒ 00:20:09.819 Ryan DeForest: Which… I believe was in here already.
205 00:20:10.840 ⇒ 00:20:12.619 Ryan DeForest: Yeah, created a long time ago.
206 00:20:13.040 ⇒ 00:20:16.410 Ryan DeForest: And I was just looking at the fields that… We have…
207 00:20:16.840 ⇒ 00:20:18.110 Ryan DeForest: And I don’t… I don’t see anything.
208 00:20:18.110 ⇒ 00:20:18.580 Mustafa Raja: I can’t do that.
209 00:20:18.580 ⇒ 00:20:19.350 Ryan DeForest: That’s why.
210 00:20:19.350 ⇒ 00:20:21.710 Mustafa Raja: We, …
211 00:20:22.250 ⇒ 00:20:32.110 Mustafa Raja: We didn’t run, run it, to, update the account. Okay. Since this was, since this was a test, we didn’t want to…
212 00:20:32.270 ⇒ 00:20:34.650 Mustafa Raja: … update anything.
213 00:20:35.140 ⇒ 00:20:44.360 Ryan DeForest: Okay, well, let’s do… let’s just… if it’s in Salesforce, let’s just… let’s run it and update it, just so I could see it in Salesforce, when we can, and then…
214 00:20:45.220 ⇒ 00:20:46.919 Ryan DeForest: If that’s okay, Mustafa.
215 00:20:47.370 ⇒ 00:20:57.709 Ryan DeForest: I will get a list together. I have a one-on-one with Lev after this, so me and him can game plan kind of next steps for, like, a list-wise, but yeah, either way, I think we’re in a good spot, in a good place.
216 00:21:01.360 ⇒ 00:21:02.140 Uttam Kumaran: Okay.
217 00:21:02.330 ⇒ 00:21:03.130 Uttam Kumaran: Cool.
218 00:21:03.260 ⇒ 00:21:06.470 Uttam Kumaran: … What else?
219 00:21:08.360 ⇒ 00:21:20.089 Ryan DeForest: Nothing much, dude. Like, it’s kind of where I’m at. Like, I’m trying to get my team prepped and ready to rock. We’re doing some… we’re doing some… a good one that I might reach out… I might send over to you pretty quickly.
220 00:21:20.390 ⇒ 00:21:25.160 Ryan DeForest: is… This one… is this report here?
221 00:21:25.160 ⇒ 00:21:30.019 Uttam Kumaran: Also, is there… is there a sales channel, by the way? Like… like, in case… should we…
222 00:21:30.250 ⇒ 00:21:33.619 Uttam Kumaran: Is it helpful for us to be, like, there, or… I don’t know.
223 00:21:34.240 ⇒ 00:21:37.459 Ryan DeForest: Sales channel, like, just to communicate with folks?
224 00:21:37.460 ⇒ 00:21:40.819 Uttam Kumaran: Like, where these automations are happening, because we can also help
225 00:21:41.860 ⇒ 00:21:47.580 Uttam Kumaran: do those through Zapier or whatever, like… I mean, honestly, it could be through Clay, too, but… yeah.
226 00:21:47.580 ⇒ 00:21:53.840 Ryan DeForest: I wouldn’t… wouldn’t say it’s a channel, per se. A lot of the stuff that you see in your channels, like, we’ve been ready to.
227 00:21:53.840 ⇒ 00:21:54.160 Uttam Kumaran: Okay.
228 00:21:54.160 ⇒ 00:21:54.870 Ryan DeForest: There’s not….
229 00:21:54.870 ⇒ 00:21:55.280 Uttam Kumaran: Okay.
230 00:21:55.280 ⇒ 00:21:57.849 Ryan DeForest: If there is something happening in the background, I’ll definitely let you know.
231 00:21:57.850 ⇒ 00:21:58.650 Uttam Kumaran: Okay, okay.
232 00:21:59.110 ⇒ 00:22:03.729 Ryan DeForest: So, like, this is an example of 512 accounts that were closed lost.
233 00:22:04.030 ⇒ 00:22:04.440 Uttam Kumaran: Nice.
234 00:22:04.440 ⇒ 00:22:09.880 Ryan DeForest: from May to May, and we’re basically, like, running camp, like, we’re gonna run plays around this, so, like.
235 00:22:09.880 ⇒ 00:22:10.470 Uttam Kumaran: sick.
236 00:22:10.470 ⇒ 00:22:12.289 Ryan DeForest: So for you guys to get us, like, the….
237 00:22:12.290 ⇒ 00:22:14.230 Uttam Kumaran: Oh, this is great, this is perfect.
238 00:22:14.230 ⇒ 00:22:16.329 Ryan DeForest: Yeah, so we’ll… I’ll send you this.
239 00:22:16.330 ⇒ 00:22:27.160 Uttam Kumaran: Okay, sick. Then let’s just focus on this. This is a good amount, and then, yeah, we’ll just make sure that… I mean, ideally, this list, we bring in all those columns you need, and then, yeah, good sort it, and then you can go after them.
240 00:22:27.160 ⇒ 00:22:28.180 Ryan DeForest: Yep, yep, so that’s kind of.
241 00:22:28.180 ⇒ 00:22:29.060 Uttam Kumaran: That’s great. Cool.
242 00:22:29.060 ⇒ 00:22:42.630 Ryan DeForest: We just hired two BDRs, too. Well, Lev is technically a BDR, but I’ve taken one under my wing as, like, a GTM engineering sort of play. So we have, like, 2 BDRs, too, so, like, that list, I want it to be, like, ready to rock, so when they come in, they could just absolutely….
243 00:22:42.890 ⇒ 00:22:45.690 Uttam Kumaran: When are they… are they starting right now, or they’re interviewing?
244 00:22:45.690 ⇒ 00:22:54.769 Ryan DeForest: One started on the 8th, so, like, in a week and a half, but he’s probably, he’s probably gonna start, like, next week, just because he wants to get up and running. So, pretty quickly.
245 00:22:55.140 ⇒ 00:22:56.070 Uttam Kumaran: Okay, okay.
246 00:22:56.700 ⇒ 00:23:06.309 Uttam Kumaran: Okay, dope. So, Mustafa, I want… let’s see how fast we can get… yeah, if you could send us that report, I’ll just make a clone of that, and then we’ll start editing, and then…
247 00:23:06.780 ⇒ 00:23:19.580 Uttam Kumaran: yeah, I just want to try to get these signals into Salesforce for you to start to see, so let’s do that. And then, Mustafa, let’s just go one by one, and one thing that would be helpful is, in this spreadsheet, if we can literally try to map the signal
248 00:23:19.910 ⇒ 00:23:20.830 Uttam Kumaran: …
249 00:23:21.020 ⇒ 00:23:32.630 Uttam Kumaran: to an example of it in Clay, or however we want to start to document. That way, it’s easy for us to make sure, like, did we get every signal created as part of the combo? And where… where is it?
250 00:23:33.120 ⇒ 00:23:33.700 Mustafa Raja: Okay.
251 00:23:34.360 ⇒ 00:23:35.120 Uttam Kumaran: Okay, cool.
252 00:23:35.690 ⇒ 00:23:37.670 Uttam Kumaran: Okay, alright, so we’ll be in touch…
253 00:23:37.920 ⇒ 00:23:40.250 Uttam Kumaran: Over Slack, let me know if there’s anything else I can help with.
254 00:23:40.250 ⇒ 00:23:45.700 Ryan DeForest: Yeah, I’m… I’m just getting a message up before I forget. I’ll send… so I need to send you that report, the closed loss report.
255 00:23:45.700 ⇒ 00:23:47.350 Uttam Kumaran: Report, yeah.
256 00:23:47.350 ⇒ 00:23:53.050 Ryan DeForest: And then, I’m gonna just put a reminder there, Mustafa, to trigger that clay to send into Salesforce, so I could double-check that.
257 00:23:53.240 ⇒ 00:23:55.909 Ryan DeForest: … And then….
258 00:23:55.910 ⇒ 00:24:01.319 Uttam Kumaran: And on the new demo stuff, if you get a new demo and you want us to test that, like, live fire.
259 00:24:01.650 ⇒ 00:24:02.200 Ryan DeForest: Yep.
260 00:24:02.520 ⇒ 00:24:05.409 Uttam Kumaran: Let us know when there is a new one, and…
261 00:24:05.560 ⇒ 00:24:07.710 Uttam Kumaran: Mustafa, what we can do is….
262 00:24:07.710 ⇒ 00:24:12.290 Ryan DeForest: Should I just send you… should I just send you, like, two accounts that were created, like, inbound, so you could kind of see?
263 00:24:12.290 ⇒ 00:24:19.689 Uttam Kumaran: Yeah, yeah, yeah, yeah. And also, like, I can… we can test out on our end, too. Basically, I want it… I don’t know if it has to be a webhook, or we have to.
264 00:24:19.690 ⇒ 00:24:20.080 Mustafa Raja: Yeah, yeah.
265 00:24:20.080 ⇒ 00:24:23.150 Uttam Kumaran: the API, and then pull, and then trigger, and then send it back.
266 00:24:23.610 ⇒ 00:24:29.160 Mustafa Raja: Yeah, we can do a webhook Clay does support that, and it keeps listening to that, so it works.
267 00:24:29.160 ⇒ 00:24:29.840 Uttam Kumaran: Okay.
268 00:24:30.090 ⇒ 00:24:31.119 Ryan DeForest: Okay, so that’s….
269 00:24:31.120 ⇒ 00:24:31.790 Uttam Kumaran: Yeah.
270 00:24:31.790 ⇒ 00:24:34.279 Ryan DeForest: I’ll send you… I’ll send you the two that we got today.
271 00:24:34.430 ⇒ 00:24:49.400 Ryan DeForest: And then, just look at that, like, I think it says, like, sources inbound, and, like, an opportunity’s automatically created. There’s things like that, because, like, we have accounts being created without opportunities, so make sure that you’re, like, you’re running off of that, like, if you want to specifically do, like, inbound stuff.
272 00:24:49.620 ⇒ 00:24:54.320 Uttam Kumaran: If I go through the form on the site, will I get automatically pushed into Salesforce?
273 00:24:54.320 ⇒ 00:24:54.890 Ryan DeForest: Yes.
274 00:24:55.500 ⇒ 00:25:01.579 Uttam Kumaran: Okay, so then we’re… so then what we’ll do is we’ll use these two, and then I’ll test live with mine, and I’ll send a note if I’m testing.
275 00:25:01.760 ⇒ 00:25:03.209 Ryan DeForest: Okay, yep, worse than me.
276 00:25:03.520 ⇒ 00:25:04.100 Uttam Kumaran: Okay.
277 00:25:04.630 ⇒ 00:25:08.400 Ryan DeForest: To send the last two inbound leads.
278 00:25:09.760 ⇒ 00:25:13.030 Ryan DeForest: Perfect. I’ll just put there, and then I’ll get… I’ll send you those things today.
279 00:25:13.530 ⇒ 00:25:14.730 Uttam Kumaran: Okay, okay, perfect.
280 00:25:15.740 ⇒ 00:25:16.330 Ryan DeForest: Alright.
281 00:25:16.580 ⇒ 00:25:17.399 Uttam Kumaran: Thank you, sir.
282 00:25:17.400 ⇒ 00:25:18.890 Ryan DeForest: Love it. Perfect. Talk soon.
283 00:25:19.190 ⇒ 00:25:19.930 Uttam Kumaran: Bye.