Meeting Title: Default | GTM Signals Sync Date: 2025-09-08 Meeting participants: levkatreczko, Uttam Kumaran, Rico Rejoso, Mustafa Raja, Ryan DeForest
WEBVTT
1 00:01:23.310 ⇒ 00:01:24.430 Uttam Kumaran: Hey!
2 00:01:24.940 ⇒ 00:01:26.199 levkatreczko: Hey, man, what’s going on?
3 00:01:26.850 ⇒ 00:01:28.199 Uttam Kumaran: Hey, good, how are you?
4 00:01:29.070 ⇒ 00:01:29.840 levkatreczko: Good, good.
5 00:01:31.410 ⇒ 00:01:33.809 levkatreczko: We’re in a new office today, new location.
6 00:01:33.810 ⇒ 00:01:35.880 Uttam Kumaran: It looks… it looks like it. How is it?
7 00:01:36.420 ⇒ 00:01:38.309 levkatreczko: It’s good. A lot more spacious.
8 00:01:38.680 ⇒ 00:01:40.769 Uttam Kumaran: Nice, where is it in town?
9 00:01:41.920 ⇒ 00:01:44.170 levkatreczko: Like, 3 blocks south of the previous one.
10 00:01:44.510 ⇒ 00:01:46.200 Uttam Kumaran: Okay, okay, cool, nice.
11 00:01:46.420 ⇒ 00:01:47.060 levkatreczko: Yeah.
12 00:01:47.230 ⇒ 00:01:50.190 levkatreczko: So, right near Madison Square Park.
13 00:01:50.820 ⇒ 00:01:52.250 Uttam Kumaran: Yeah, yeah, yeah, great.
14 00:01:52.830 ⇒ 00:01:55.149 Uttam Kumaran: Nice. That’s easy, easy training.
15 00:01:55.590 ⇒ 00:01:58.620 levkatreczko: Yeah. Remind me where you’re located, usually?
16 00:01:58.880 ⇒ 00:02:07.550 Uttam Kumaran: I’m in Austin. I used to live in the city, though. Cool. Like, I moved here… now it’s… I was thinking about it yesterday, it’s been 3 years since I’ve been in Austin.
17 00:02:08.389 ⇒ 00:02:09.059 levkatreczko: Wow.
18 00:02:09.650 ⇒ 00:02:11.360 Uttam Kumaran: But… yeah.
19 00:02:11.760 ⇒ 00:02:13.220 Uttam Kumaran: Used to work,
20 00:02:14.230 ⇒ 00:02:18.019 Uttam Kumaran: I used to work in Chelsea, and then I worked in SoHo for a while, but…
21 00:02:18.300 ⇒ 00:02:22.890 levkatreczko: Nice. Because this was, like, kind of like COVID happened in the middle of stuff, so it was, like, in and out.
22 00:02:23.400 ⇒ 00:02:25.870 Uttam Kumaran: But yeah.
23 00:02:28.270 ⇒ 00:02:29.120 levkatreczko: What’s up, Ryan?
24 00:02:30.390 ⇒ 00:02:31.120 Ryan DeForest: Yo.
25 00:02:31.690 ⇒ 00:02:32.330 Uttam Kumaran: Yo.
26 00:02:32.330 ⇒ 00:02:33.050 levkatreczko: Stop.
27 00:02:34.770 ⇒ 00:02:36.590 Uttam Kumaran: How was the conference last week?
28 00:02:37.640 ⇒ 00:02:39.429 Ryan DeForest: Oh, it was good. Just a classic…
29 00:02:39.770 ⇒ 00:02:45.680 Ryan DeForest: shitshow of a huge conference in San Francisco. I don’t know if you’ve been to many of those, but they’re definitely,
30 00:02:46.010 ⇒ 00:02:47.719 Ryan DeForest: Definitely an adventure.
31 00:02:48.020 ⇒ 00:02:55.200 Uttam Kumaran: I’ve been to my fair share. Now we’re going to stuff that’s a little bit more, like, targeted, where we can find clients. Oh, yeah.
32 00:02:55.390 ⇒ 00:02:59.760 Uttam Kumaran: like, we’re going to Shop Talk for Shopify next week in Chicago.
33 00:02:59.760 ⇒ 00:03:00.950 Ryan DeForest: Yep.
34 00:03:00.960 ⇒ 00:03:04.030 Uttam Kumaran: But you just have… I just, like, it’s just, like, it’s just so…
35 00:03:04.030 ⇒ 00:03:08.089 Ryan DeForest: ShopTalk is… ShopTalk is actually pretty huge, though, too. ShopTalk is a gigantic.
36 00:03:08.090 ⇒ 00:03:17.110 Uttam Kumaran: Yeah, ShopTalk’s really big. I don’t like going to them. I don’t like going to them. Now that we have the business, I can go just, like, there’s a reason for me to go sell.
37 00:03:17.110 ⇒ 00:03:17.580 Ryan DeForest: Yeah, yeah.
38 00:03:17.580 ⇒ 00:03:21.680 Uttam Kumaran: And that’s, like… but it’s… it’s a lot of work to step away, too.
39 00:03:21.680 ⇒ 00:03:29.409 Ryan DeForest: Yeah, we had a dinner and a happy hour, mainly, that we were running that we all needed to go to, but we had a couple other happy hours that were going on and stuff.
40 00:03:30.960 ⇒ 00:03:41.569 Ryan DeForest: But just kind of, like, walking around and hanging out. It was funny, it’s like, I’ve realized on day two, I was walking around with, like, my OG Salesforce backpack, walking around HubSpot inbound, and it was like, that’s why people are, like, giving me looks.
41 00:03:42.120 ⇒ 00:03:45.680 Uttam Kumaran: That’s funny.
42 00:03:46.830 ⇒ 00:03:53.230 Uttam Kumaran: Cool. Well, we made some good progress last week, and we have stuff set up in Salesforce. Perfect.
43 00:03:53.740 ⇒ 00:03:57.130 Uttam Kumaran: So maybe we can just walk… Through that today.
44 00:03:57.190 ⇒ 00:03:58.500 Ryan DeForest: Yep.
45 00:03:59.140 ⇒ 00:04:09.260 Ryan DeForest: Yeah, and just to… for… make sure we’re on the same page, I haven’t really looked at or done anything since last time we met from… with the conference and stuff like that, so… Cool. Like, if you want to just kind of, like, start from there.
46 00:04:09.910 ⇒ 00:04:14.000 Uttam Kumaran: Yeah, let’s just go right into, like, some of the reports we created.
47 00:04:14.140 ⇒ 00:04:19.800 Uttam Kumaran: And… I’m comfortable here, so…
48 00:04:20.370 ⇒ 00:04:32.240 Uttam Kumaran: We created a couple of, reports, so basically, like, again, so we’re all on the same page, the signals are really just Salesforce properties, the combinations are, like, the filters on a report, so…
49 00:04:32.240 ⇒ 00:04:32.690 Ryan DeForest: Yep.
50 00:04:32.690 ⇒ 00:04:49.670 Uttam Kumaran: let… we can all… we can kind of, like, now that we see some of the data, I could tell some of our combos are probably a little too strict here and there. But basically, here, like, here’s a good example. We created this report called Tool Fragmentation. Basically, what you’re seeing here is we brought in
51 00:04:49.670 ⇒ 00:04:54.900 Uttam Kumaran: these columns. We also brought in these properties, so,
52 00:04:55.810 ⇒ 00:05:01.790 Uttam Kumaran: Again, we have, like, these properties, which is, okay, what is their form tech? What is their scheduler tech?
53 00:05:01.970 ⇒ 00:05:07.239 Uttam Kumaran: We also are, you know, of course, as we’re bringing in, like, other parts of the tech stack.
54 00:05:07.380 ⇒ 00:05:19.019 Uttam Kumaran: We also have, like, okay, these are just, like, filters, right? So we have a filter on, do they have a high tool count? Do they have, like, a high category overlap? And then these are all just, like, checkbox
55 00:05:19.290 ⇒ 00:05:23.460 Uttam Kumaran: like, properties. We were filtering just on
56 00:05:23.810 ⇒ 00:05:26.290 Uttam Kumaran: Like, do they have… have they been enriched?
57 00:05:26.520 ⇒ 00:05:28.829 Uttam Kumaran: Do they have a high category overlap?
58 00:05:29.050 ⇒ 00:05:35.550 Uttam Kumaran: Do they have high tool count, and do they have an orchestration or a router? And so, right now, we have about 5
59 00:05:35.660 ⇒ 00:05:39.860 Uttam Kumaran: 50 or so accounts enriched, and so…
60 00:05:39.970 ⇒ 00:05:47.580 Uttam Kumaran: Of course, we put filters on that, and you end up with a smaller amount. But this is an example of, like, the tool fragmentation report, which is, like, give me all
61 00:05:47.890 ⇒ 00:05:52.590 Uttam Kumaran: Accounts that have been enriched where they have multiple tools in their stack.
62 00:05:53.230 ⇒ 00:05:58.190 Uttam Kumaran: so I guess I’ll just stop there, like, maybe, like, outside of just this one report.
63 00:05:58.800 ⇒ 00:06:03.920 Uttam Kumaran: I feel like we’re now at a place where you guys can go check out data and create reports directly in here.
64 00:06:04.130 ⇒ 00:06:06.959 Uttam Kumaran: A couple things that were asked.
65 00:06:07.110 ⇒ 00:06:11.339 Uttam Kumaran: before is one, like, how often this can refresh, so Salesforce…
66 00:06:11.450 ⇒ 00:06:29.620 Uttam Kumaran: and Clay have a limitation of 24 hours. We can manually automate… manually run things, whatever we want, but it’s one thing that we’re looking into on, like, how we can make that a bit quicker. Right now, if you go into a given account and you click enrichment Ready, it gets slotted for enrichment.
67 00:06:29.700 ⇒ 00:06:40.320 Uttam Kumaran: But of course, like, right now, the average time that’s taking is 24 hours. We can run it intraday, and I can also show you how to go do them, Clay.
68 00:06:40.670 ⇒ 00:06:47.559 Uttam Kumaran: So, we’re gonna try to find a way over the next, like, few weeks to make that more. Like, there’s a couple of options we have.
69 00:06:47.680 ⇒ 00:06:49.820 Uttam Kumaran: But right now, like, that’s the state of the world.
70 00:06:50.420 ⇒ 00:06:57.360 levkatreczko: Yeah, I think this is fine. I mean, I’ve been thinking a lot about the way that this will be implemented, like, IRL, and I think
71 00:06:57.750 ⇒ 00:07:02.169 levkatreczko: First use case that comes to mind is probably for, like.
72 00:07:02.200 ⇒ 00:07:20.280 levkatreczko: large lists of accounts that either I’m prospecting for the BDRs, or our marketing guy is kind of prospecting through ABM approaches, in which case we would, like, bulk enrich a list, have hundreds of enriched accounts, and then assign them out, less so the kind of, like, ad hoc enrichment.
73 00:07:20.330 ⇒ 00:07:36.580 levkatreczko: That maybe we’ll be doing at other points as well. Just because in, like, a more manual prospecting flow, some of this stuff is being handled already, so I see the biggest ROI up front coming from, like, yeah, these larger initiatives.
74 00:07:37.830 ⇒ 00:07:41.890 Uttam Kumaran: Okay, cool. Yeah, and I think we’ll be able to get it down over time.
75 00:07:43.430 ⇒ 00:07:43.990 levkatreczko: Cool.
76 00:07:46.510 ⇒ 00:07:50.280 Ryan DeForest: Then, what’s, like, the… Like, if you were to tell me…
77 00:07:50.570 ⇒ 00:07:56.000 Ryan DeForest: the forest here and idiot don’t check the box for 300 records at one time? Like, what’s, like, that number?
78 00:07:56.770 ⇒ 00:08:09.299 Uttam Kumaran: Oh, you could… I mean, I don’t know how to say that. You could check it for however many you want, like, it’s… it’s gonna run through it. It may take, like, an hour or two, because part of the enrichment process is, like, opening up the site and going through, but…
79 00:08:09.510 ⇒ 00:08:13.440 Uttam Kumaran: There’s no, like, yeah, I mean, I wouldn’t worry.
80 00:08:14.340 ⇒ 00:08:21.129 levkatreczko: Do we have, do you have, like, a general guideline for how much it costs per run?
81 00:08:21.570 ⇒ 00:08:23.280 Uttam Kumaran: It’s, like, 3 cents.
82 00:08:23.500 ⇒ 00:08:25.139 Uttam Kumaran: A rum. Or so.
83 00:08:25.310 ⇒ 00:08:27.269 levkatreczko: What’s that in, like, credit terms?
84 00:08:30.160 ⇒ 00:08:33.209 Uttam Kumaran: That’s harder to… wait, like, in terms of clay credits?
85 00:08:33.210 ⇒ 00:08:33.970 levkatreczko: Yeah.
86 00:08:35.000 ⇒ 00:08:37.120 Uttam Kumaran: Mustafa, do you have it on your top of your head?
87 00:08:37.419 ⇒ 00:08:56.219 Mustafa Raja: Yeah, so for clay credits, I did present, a figure, a few weeks ago, but since then, we have added, some more signals. So, after this meeting, I’ll, I’ll count how many, are we using.
88 00:08:56.219 ⇒ 00:08:59.479 Mustafa Raja: Per company, and I’ll let you know in the channel.
89 00:09:00.069 ⇒ 00:09:00.649 levkatreczko: Okay.
90 00:09:00.850 ⇒ 00:09:05.039 Uttam Kumaran: We have workbooks of signals, right? So, a couple of them trigger.
91 00:09:05.280 ⇒ 00:09:10.920 levkatreczko: Yeah, I’m curious, though, like, ballpark. Is it, like, you know, a couple hundred? Like, what are we talking?
92 00:09:12.240 ⇒ 00:09:13.850 Uttam Kumaran: I would say so, yeah.
93 00:09:13.850 ⇒ 00:09:14.480 levkatreczko: Yeah.
94 00:09:14.740 ⇒ 00:09:15.570 levkatreczko: Yeah.
95 00:09:15.570 ⇒ 00:09:16.240 Uttam Kumaran: less.
96 00:09:16.570 ⇒ 00:09:23.970 Uttam Kumaran: it’s not anything significant. I think what we’re gonna get is, like, we have roughly, like, 20 properties right now.
97 00:09:24.360 ⇒ 00:09:28.229 Uttam Kumaran: We probably, on the entire list, there’s, like, 50 or so.
98 00:09:28.430 ⇒ 00:09:32.729 Uttam Kumaran: So you can assume that edit… when you click one, all of those execute.
99 00:09:33.140 ⇒ 00:09:36.690 Uttam Kumaran: We can improve it so that maybe just parts of it, but, like.
100 00:09:36.860 ⇒ 00:09:40.689 Uttam Kumaran: It’s actually a lot cheaper than I thought this was gonna end up at,
101 00:09:41.500 ⇒ 00:09:44.180 Uttam Kumaran: But, yeah, I don’t think it’s anything significant.
102 00:09:44.420 ⇒ 00:09:54.460 Uttam Kumaran: I think a couple hundred a time is actually fine. I don’t… you’re not gonna have any challenge. A couple thousand will… it may take a few hours. I just wouldn’t… I just wouldn’t do, like.
103 00:09:54.570 ⇒ 00:09:55.800 Uttam Kumaran: Bigger than that?
104 00:09:58.220 ⇒ 00:10:01.020 levkatreczko: Yeah, a couple thousand would be pretty expensive.
105 00:10:01.420 ⇒ 00:10:02.040 Uttam Kumaran: Yeah.
106 00:10:03.600 ⇒ 00:10:08.670 levkatreczko: It’s, like, gonna eat up a couple hundred thousand clay credits.
107 00:10:09.510 ⇒ 00:10:14.539 Uttam Kumaran: Yeah, I also don’t know, I think some of them, we’re doing external APIs too, like, for browser base, and…
108 00:10:15.720 ⇒ 00:10:22.130 Uttam Kumaran: For OpenAI, so it’s actually quite a bit cheaper, and I think, again, like, Clay is the first…
109 00:10:22.680 ⇒ 00:10:27.570 Uttam Kumaran: we build in Clay, and then we can move it to external APIs, so it’ll just get cheaper over time.
110 00:10:27.770 ⇒ 00:10:28.430 levkatreczko: Yeah.
111 00:10:28.600 ⇒ 00:10:29.200 Uttam Kumaran: Yeah.
112 00:10:29.670 ⇒ 00:10:37.039 Mustafa Raja: Yeah, for now, the most, most credits being used are by the, clay agents.
113 00:10:37.890 ⇒ 00:10:38.300 Uttam Kumaran: Yeah.
114 00:10:38.300 ⇒ 00:10:47.430 Mustafa Raja: And, we have… we have about, I guess 3 to 4 clay agents, and on average, they’re using,
115 00:10:48.280 ⇒ 00:10:50.439 Mustafa Raja: 4 to 5 credits.
116 00:10:51.120 ⇒ 00:10:53.060 Mustafa Raja: Per company.
117 00:10:53.390 ⇒ 00:10:55.750 levkatreczko: Yeah. No, that all sounds about good.
118 00:10:56.190 ⇒ 00:10:57.730 levkatreczko: I was just kind of curious.
119 00:10:58.660 ⇒ 00:11:01.860 Mustafa Raja: Yeah, I’ll give a definite figure after this meeting.
120 00:11:02.220 ⇒ 00:11:11.319 Uttam Kumaran: Yeah, most of our approaches is, like, building clay first, get it working, and then we typically either replace it, because they just charge a markup on
121 00:11:11.530 ⇒ 00:11:17.920 Uttam Kumaran: API keys for their credit, so then we… we either move it to straight APIs, or then we move it to N8N to just eat that.
122 00:11:17.930 ⇒ 00:11:19.469 levkatreczko: It’s usually cheaper.
123 00:11:19.560 ⇒ 00:11:25.280 Uttam Kumaran: So, like, typically for most of our stuff, it ends up getting, like, the unit cost goes down over time.
124 00:11:25.530 ⇒ 00:11:28.329 Uttam Kumaran: Cool. As some of the signals, like, mature and be…
125 00:11:28.760 ⇒ 00:11:32.720 Uttam Kumaran: Yeah, so… Alright, cool, yeah. That’s probably as expensive as it’ll be.
126 00:11:33.170 ⇒ 00:11:37.179 levkatreczko: That’d be a good excuse for me to get my hands on N8N, at least a little bit, so…
127 00:11:37.180 ⇒ 00:11:41.960 Uttam Kumaran: Yes, you should. We can invite you to the one that we set up for…
128 00:11:42.360 ⇒ 00:11:46.059 Uttam Kumaran: Browser-based, and yeah, like, happy to have you in there poking around.
129 00:11:46.410 ⇒ 00:11:47.010 levkatreczko: Cool.
130 00:11:50.750 ⇒ 00:12:01.739 Uttam Kumaran: So yeah, that’s kind of, like, where we’re at. I mean, I would love to get your guys’ feedback on, like, trying to use some of these in Cycle. I mean, kind of the big things that I would share, like, on my side is…
131 00:12:02.020 ⇒ 00:12:10.409 Uttam Kumaran: for some of the… we’re working on, sort of, this job, some of this job stuff. I wanna… I don’t know whether it’s important for you guys to have the job URL,
132 00:12:11.240 ⇒ 00:12:11.960 Uttam Kumaran: like…
133 00:12:12.300 ⇒ 00:12:19.209 Uttam Kumaran: right now, we just said, like, is there… are the job… do the jobs exist? And every time we’ve been looking at this, I’ve been spot checking, and it’s actually…
134 00:12:19.470 ⇒ 00:12:21.580 Uttam Kumaran: been pretty accurate, so…
135 00:12:21.580 ⇒ 00:12:22.020 Ryan DeForest: Yep.
136 00:12:22.020 ⇒ 00:12:34.820 Uttam Kumaran: just tell me, like, as you guys use these, because a lot of these are Boolean checkmarks, and then, of course, we’re bringing in some of the fields here, but feedback on anything, like, hey, we should change this property from this to this, or…
137 00:12:34.940 ⇒ 00:12:38.290 Uttam Kumaran: It’s… we’re only gonna get that feedback as you guys start to use this, so…
138 00:12:38.660 ⇒ 00:12:41.470 Ryan DeForest: Yeah, so…
139 00:12:41.730 ⇒ 00:12:48.609 Ryan DeForest: I’m looking at the whiteboard. Lev was actually at my house this past weekend, so we were doing some working sessions. Nice. But there are…
140 00:12:49.150 ⇒ 00:12:50.889 Ryan DeForest: We’re going in this direction.
141 00:12:51.130 ⇒ 00:12:56.450 Ryan DeForest: And we’re moving pretty fast with it. With this idea of tiering, like.
142 00:12:56.450 ⇒ 00:12:59.880 Uttam Kumaran: Either tiering our customers currently for…
143 00:12:59.930 ⇒ 00:13:03.809 Ryan DeForest: Like, renewals, or tiering new people that are coming in, but also tiering, like.
144 00:13:04.020 ⇒ 00:13:08.419 Ryan DeForest: because we had two BDRs start today, right? So, like, it allows them to kind of, like.
145 00:13:08.730 ⇒ 00:13:11.489 Ryan DeForest: Prioritize who the hell to go after and why.
146 00:13:11.490 ⇒ 00:13:12.060 Uttam Kumaran: Yes.
147 00:13:12.060 ⇒ 00:13:19.120 Ryan DeForest: So this is kind of, like, the first phase of getting the data lined up, but then, like, the next phase is, like, this tiering aspect.
148 00:13:19.610 ⇒ 00:13:20.290 Uttam Kumaran: Yeah.
149 00:13:20.290 ⇒ 00:13:23.189 Ryan DeForest: And I’ll share this with you as well.
150 00:13:23.190 ⇒ 00:13:23.940 Uttam Kumaran: Nice.
151 00:13:23.940 ⇒ 00:13:26.240 Ryan DeForest: So, you see this? I think I’m sharing it.
152 00:13:26.470 ⇒ 00:13:27.480 Uttam Kumaran: Oh yeah, so…
153 00:13:30.180 ⇒ 00:13:35.750 Ryan DeForest: Yeah. So disregard the land ACVs right now, that’s still a work in progress, but the idea still holds true.
154 00:13:35.870 ⇒ 00:13:40.610 Ryan DeForest: Where, like, we want to break it up into Tier 3, Tier 2, Tier 1.
155 00:13:40.610 ⇒ 00:13:41.710 Uttam Kumaran: And, like…
156 00:13:42.260 ⇒ 00:13:49.720 Ryan DeForest: basically, like, Tier 3 are, like, one of those where we just put into an automated, like, smart lead campaign, and if they sign on to use us, good. If not.
157 00:13:50.330 ⇒ 00:13:59.119 Ryan DeForest: we don’t care. But, like, the team, Lev and his team are going to be concentrating on, like, Tier 2, right? So, like, folks that are very specific and very, like.
158 00:13:59.260 ⇒ 00:14:10.550 Ryan DeForest: adamant about what’s going on. And I have, like, on my whiteboard, like, very specific, like, things that are gonna key us, whether it’s a Tier 3 or Tier 2. Perfect. So I’ll send that over, but, like.
159 00:14:11.240 ⇒ 00:14:12.810 Ryan DeForest: I would love to, like, take…
160 00:14:13.260 ⇒ 00:14:23.240 Ryan DeForest: like, make a report for all Tier 3, all Tier 2, all Tier 1, right? Or, like, if there’s something, if I were to add an account, it would enrich it with your data, and then automatically tell us Tier 1, Tier 2, Tier 3.
161 00:14:23.240 ⇒ 00:14:31.300 Uttam Kumaran: Yeah, so ideally, our original signal sheet, we should map… we should basically map The combinations will be more…
162 00:14:32.200 ⇒ 00:14:33.620 Uttam Kumaran: towards tiers.
163 00:14:33.620 ⇒ 00:14:37.010 Ryan DeForest: Yeah. And then we should map, like, which signals indicate which tier.
164 00:14:37.340 ⇒ 00:14:38.430 Uttam Kumaran: Yeah.
165 00:14:38.430 ⇒ 00:14:38.969 Ryan DeForest: Yeah, and then, like.
166 00:14:39.420 ⇒ 00:14:49.929 Ryan DeForest: And we did, like, a little spot check, like, we did one person that we were, like, really trying hard to get in touch with, and then they fell into Tier 2, which is perfect. They’re a great customer. And then we also had, like, a customer that…
167 00:14:50.220 ⇒ 00:15:01.320 Ryan DeForest: inherently is, like, a pretty shitty customer, but… and they’re paying us, like, $4,000, and they fell, like, specifically fell into Tier 3. So, like, our thought process around it lined up, now we just need a way to, like, make sure, like.
168 00:15:01.550 ⇒ 00:15:09.630 Ryan DeForest: we followed through with it. And Nico put some examples on there for the tiers, so, like, that could be, like, a good way for, like, you to, like, spot check, like.
169 00:15:10.040 ⇒ 00:15:13.919 Ryan DeForest: Do these signals match up with, like, a Tier 1? Do they match up with a Tier 2 sort of situation?
170 00:15:13.920 ⇒ 00:15:14.610 Uttam Kumaran: Okay.
171 00:15:14.880 ⇒ 00:15:20.849 levkatreczko: Yeah, I also think, like, the tiers themselves don’t need to be over-engineered in that, like.
172 00:15:21.160 ⇒ 00:15:33.570 levkatreczko: one of the most important factors in the tiering architecture is how many sales reps are at the company, and that should be pretty easy to gather. But with that in mind, I think
173 00:15:34.400 ⇒ 00:15:49.500 levkatreczko: the tiering could definitely direct us in, like, where we’re spending our enrichment money. So, Tier 1 accounts being more enterprise-fit, larger sales teams, technographic data becomes of utmost importance when
174 00:15:49.500 ⇒ 00:16:06.109 levkatreczko: you know, outbounding them. Maybe, you know, a Tier 1 account, we go all in on enriching the account, and, like, running, like, the really thorough workflows. Tier 3 accounts, like, probably don’t really deserve any of our clay credits, or, you know, what have you, you know? So…
175 00:16:06.340 ⇒ 00:16:12.199 levkatreczko: I see, I see that as, like, a really good kind of, like, yeah, I don’t know what litmus test.
176 00:16:12.600 ⇒ 00:16:19.939 Uttam Kumaran: No, no, that’s exactly right. Like, you know, right now on this list, we have about 4 to 8 signals. Ideally, there’s probably, like.
177 00:16:20.120 ⇒ 00:16:24.189 Uttam Kumaran: 5 or 10 of these that then indicate… that are the highest, like.
178 00:16:24.340 ⇒ 00:16:28.610 Uttam Kumaran: Indicate, like, they’re in one of those, and then we use that to then schedule downstream.
179 00:16:28.710 ⇒ 00:16:43.920 Uttam Kumaran: So, I think kind of the biggest thing I’m hearing is, like, our signal combinations actually move away from what we have to now focus on tiers, which is great. You can then, of course, do tiers, and then within the tier, like, further break it down.
180 00:16:43.990 ⇒ 00:16:53.159 Uttam Kumaran: But I actually think that’s a really helpful learning. Will that… if you can send me that sheet, then I’ll… we’ll go ahead and just try to align and create 3 reports.
181 00:16:53.620 ⇒ 00:16:58.439 Uttam Kumaran: Sort of that are moving towards that direction with whatever commentary is there now.
182 00:16:59.110 ⇒ 00:17:00.489 Uttam Kumaran: Yeah. Kind of spot check.
183 00:17:00.720 ⇒ 00:17:11.379 levkatreczko: I might want to rework this sheet real quick, just because, like, Ryan and I kind of created a V2 version on his whiteboard of that sheet that’s, like, a little bit more mission critical to what we’re trying to
184 00:17:11.380 ⇒ 00:17:22.199 levkatreczko: get out of the outbound team, so, like, I can… if you guys wouldn’t mind, like, I’d… I’d happy… I’d be happy to kind of rework it today, after this call, and send it over on today, just to make sure, like, we’re all kind of…
185 00:17:22.430 ⇒ 00:17:25.090 levkatreczko: rowing the same direction there.
186 00:17:25.400 ⇒ 00:17:43.739 levkatreczko: And, yeah, I… another thing that’s on my mind is, like, we’ve been thinking a lot about, technographic signals. I think for, like, the Tier 2 accounts, one thing that we’ve been discussing, like, some of these more, like, hype cycle, kind of, like, scale stage, growth scale stage companies.
187 00:17:43.900 ⇒ 00:17:45.759 Uttam Kumaran: rely a lot on the database.
188 00:17:45.760 ⇒ 00:17:56.989 levkatreczko: like, social signals, like, firmographic data, like, headcount changes, like, that type of stuff. That could be, like, another interesting signal bucket to dive into specifically
189 00:17:56.990 ⇒ 00:18:11.660 levkatreczko: for targeting these more, like, kind of Series B-type fits, whereas, like, the… the collagents and the tech stuff, like, is super powerful for these larger companies that are, like, a little bit more set in their ways kind of thing.
190 00:18:12.500 ⇒ 00:18:20.240 Uttam Kumaran: Like, these guys are probably about to make a decision on one of these, or someone in their crew is, like, using one randomly, but, like, they don’t have, like, a…
191 00:18:20.550 ⇒ 00:18:35.199 Uttam Kumaran: they don’t have, like, they don’t have, like, a connection to that… that vendor, or they have not been approached yet. So I think on there, it’s like, one, if you can see when they raised, basically the last… the date of last raise, how much they raised, ideally series, I think those are, like, kind of three good ones.
192 00:18:35.340 ⇒ 00:18:40.939 Uttam Kumaran: And then also, of course, we already have the sales, the number of salespeople, maybe, like, the growth rate.
193 00:18:41.060 ⇒ 00:18:45.440 Uttam Kumaran: In the sales organization, web, web, okay.
194 00:18:45.440 ⇒ 00:18:50.449 Ryan DeForest: Website visitor is also a good one. Basically, it’s like, the last year we’ve been just…
195 00:18:50.710 ⇒ 00:18:52.459 Uttam Kumaran: Yeah, I’d say it’s good.
196 00:18:52.460 ⇒ 00:18:59.889 Ryan DeForest: Yeah, the last year we’ve been just slinging software to anybody who wants to buy it, and, like, now we’re realizing that, like, which customers are good, which customers are bad, which ones are easy to…
197 00:19:00.270 ⇒ 00:19:05.750 Ryan DeForest: Like, good with a good sales cycle and stuff like that, hence why these tiers have, like, very specific, like, things, like…
198 00:19:06.190 ⇒ 00:19:12.020 Ryan DeForest: Tier 2, like, Tier 3 is terrible if they only have, like, 5,000 website visitors a month. But, like, Tier 2…
199 00:19:12.020 ⇒ 00:19:12.880 Uttam Kumaran: Right, you’re right, yeah.
200 00:19:12.880 ⇒ 00:19:13.990 Ryan DeForest: You know, something like that.
201 00:19:15.350 ⇒ 00:19:20.720 Uttam Kumaran: Yeah, we can go to SimilarWeb or something to get, basically, their estimated traffic.
202 00:19:21.340 ⇒ 00:19:21.850 Ryan DeForest: Yep.
203 00:19:22.860 ⇒ 00:19:30.170 Uttam Kumaran: Okay, nice. Lev, do you want to, like, maybe do an hour tomorrow, or, like, something where I would love to just even, like, walk through creating the report?
204 00:19:30.560 ⇒ 00:19:36.450 Uttam Kumaran: With you, and then… That way, I have you on the call to just, like, Spot check, like.
205 00:19:36.800 ⇒ 00:19:42.439 Uttam Kumaran: Okay, these are some of these… okay, these are landing well in the tiers, so some of these, like, maybe the signals
206 00:19:42.590 ⇒ 00:19:48.410 Uttam Kumaran: we need to be more constrict… like, conservative on, or whatever, I think that would be helpful to do.
207 00:19:48.840 ⇒ 00:19:54.389 levkatreczko: Yeah, I’m wide open from noon… sorry, from 2PM onwards, Eastern.
208 00:19:54.640 ⇒ 00:19:59.850 levkatreczko: So, yeah, feel free to throw me something, you know, whenever.
209 00:20:00.340 ⇒ 00:20:02.609 Uttam Kumaran: Okay, okay. Yeah, maybe let’s do a…
210 00:20:03.720 ⇒ 00:20:05.929 Uttam Kumaran: Yeah, man, I’m down to just do 2 o’clock.
211 00:20:06.980 ⇒ 00:20:12.529 levkatreczko: Okay, you’re, what, like, an hour or two… Behind us. Yeah.
212 00:20:13.270 ⇒ 00:20:14.440 levkatreczko: Yeah, so…
213 00:20:14.440 ⇒ 00:20:20.080 Uttam Kumaran: I’m also kind of… I’m also pretty wide open, so I can also do later in the day, like, 3 o’clock.
214 00:20:20.080 ⇒ 00:20:21.880 levkatreczko: Could we do 3 o’clock my time?
215 00:20:22.220 ⇒ 00:20:23.249 Uttam Kumaran: Yeah, let’s do it.
216 00:20:23.440 ⇒ 00:20:24.080 levkatreczko: Thanks.
217 00:20:25.840 ⇒ 00:20:27.120 levkatreczko: Yeah, and…
218 00:20:27.320 ⇒ 00:20:38.639 levkatreczko: I’m gonna have a combo with Nico later today, and I’ll start jamming on some of the key signals for these two different tiers, so that, you know, I’ll have some ammo for tomorrow.
219 00:20:39.490 ⇒ 00:20:40.450 Uttam Kumaran: Okay, cool.
220 00:20:43.730 ⇒ 00:20:49.650 Uttam Kumaran: Okay, great, so I think that’s a good outcome, like, let’s try to get to 3 reports aligned to tiers.
221 00:20:50.130 ⇒ 00:20:54.620 Uttam Kumaran: And then… Whatever signals we’re missing, we’ll just keep working on.
222 00:20:55.330 ⇒ 00:21:07.750 Ryan DeForest: And then I’m just… I’m just gonna go in and check the box for… I’m just gonna use Data Loader and check the box in bulk, and then for every, like, inbound lead that comes in and stuff like that, I’m gonna have the box kind of be checked by default.
223 00:21:07.750 ⇒ 00:21:08.880 Uttam Kumaran: Perfect, great.
224 00:21:08.880 ⇒ 00:21:10.410 Ryan DeForest: So then we could get that there, too.
225 00:21:11.010 ⇒ 00:21:11.580 Uttam Kumaran: Okay.
226 00:21:11.580 ⇒ 00:21:26.810 levkatreczko: And I’m also thinking, Ryan and I have been talking about that we have this massive closed loss report that we’re about to let the BDRs go ham on, and that could be, like, a good proving grounds for some of this stuff to see how it works. It’s, like, 500 accounts, so we’ll just.
227 00:21:26.810 ⇒ 00:21:29.090 Uttam Kumaran: I think that’s already the one, we already did that one.
228 00:21:29.090 ⇒ 00:21:31.260 Ryan DeForest: Yep. Okay. Yeah, you already enriched that one.
229 00:21:31.580 ⇒ 00:21:35.170 Uttam Kumaran: you know, all 550 are already enriched, so that’s what I built.
230 00:21:35.470 ⇒ 00:21:36.279 Uttam Kumaran: That’s why I think.
231 00:21:36.280 ⇒ 00:21:36.870 levkatreczko: That’s the last call.
232 00:21:36.870 ⇒ 00:21:38.260 Uttam Kumaran: of… yeah.
233 00:21:38.640 ⇒ 00:21:40.229 Ryan DeForest: And that’s pushed into Salesforce already?
234 00:21:40.690 ⇒ 00:21:41.180 Uttam Kumaran: Yeah.
235 00:21:41.180 ⇒ 00:21:42.770 Ryan DeForest: But, I think, Mustafa? Yeah.
236 00:21:43.680 ⇒ 00:21:44.510 Mustafa Raja: Yes.
237 00:21:44.780 ⇒ 00:21:46.050 Mustafa Raja: That’s been pushed.
238 00:21:46.320 ⇒ 00:21:46.940 levkatreczko: Okay.
239 00:21:47.070 ⇒ 00:21:47.860 levkatreczko: Cool.
240 00:21:48.970 ⇒ 00:21:49.810 levkatreczko: Cool, cool.
241 00:21:50.950 ⇒ 00:22:01.570 Uttam Kumaran: Okay, cool. Alright, well, let me know… yeah, Lev, I can… whenever you’re ready with that spreadsheet, I’ll just poke at… I want to poke at it before our meeting tomorrow, and then, yeah, let’s just plan on that.
242 00:22:01.570 ⇒ 00:22:02.280 levkatreczko: Awesome.
243 00:22:04.690 ⇒ 00:22:09.220 Uttam Kumaran: Okay. Like, I think, Mustafa, let’s look today at the website visitors.
244 00:22:09.460 ⇒ 00:22:12.579 Uttam Kumaran: And then, maybe we could also talk about the sales staff.
245 00:22:12.760 ⇒ 00:22:14.960 Uttam Kumaran: I want to make sure that’s ready before our call tomorrow.
246 00:22:16.790 ⇒ 00:22:17.620 Uttam Kumaran: Okay.
247 00:22:19.520 ⇒ 00:22:22.049 Uttam Kumaran: Alright, guys. Thanks, team. Appreciate it.
248 00:22:22.410 ⇒ 00:22:24.669 Uttam Kumaran: Alright, talk soon. Bye, guys. Bye.