Meeting Title: Sales Partnership & Marketing Standup Date: 2025-11-19 Meeting participants: Holly Condos, Uttam Kumaran, Ryan Brosas, Hannah Wang, Rico Rejoso
WEBVTT
1 00:01:29.320 ⇒ 00:01:31.140 Uttam Kumaran: Hello.
2 00:01:31.810 ⇒ 00:01:32.550 Holly Condos: Hi.
3 00:01:34.010 ⇒ 00:01:35.410 Uttam Kumaran: Oh, busy day.
4 00:01:36.660 ⇒ 00:01:40.160 Holly Condos: Yeah, so, I know.
5 00:01:40.620 ⇒ 00:01:44.790 Holly Condos: So I talked to Hannah, okay.
6 00:01:44.910 ⇒ 00:01:46.100 Holly Condos: So, a couple things.
7 00:01:46.480 ⇒ 00:01:48.800 Holly Condos: I, I think,
8 00:01:49.990 ⇒ 00:01:59.050 Holly Condos: I, like I mentioned in Slack, I’m in the process of offloading one of my customers, just because…
9 00:01:59.690 ⇒ 00:02:01.530 Holly Condos: I’m reducing the scope.
10 00:02:01.830 ⇒ 00:02:11.940 Uttam Kumaran: Okay. Mostly because I want to work more with you guys. Oh, I appreciate it. And that’s not… that’s, of course, like, not my intent, and more of, like.
11 00:02:11.940 ⇒ 00:02:15.880 Holly Condos: It’s my choice now, Utom. It’s my choice, right? I…
12 00:02:16.000 ⇒ 00:02:34.889 Holly Condos: I… but… but I need more bandwidth to be effective, and… and that’s, I think, where we ran into the problem. But, okay, so I’m working on that, and I will… I will free up more time, you know, more like part-time for you guys, if not…
13 00:02:34.890 ⇒ 00:02:42.479 Uttam Kumaran: Totally, and you… and you… and I think this is kind of what I said in my message, too, and sorry, I’m just trying to make a coffee, but
14 00:02:42.830 ⇒ 00:02:48.260 Uttam Kumaran: Basically, I didn’t… I also didn’t know, like, all the scope of activities, because I was…
15 00:02:48.260 ⇒ 00:02:48.600 Holly Condos: Similarly.
16 00:02:48.840 ⇒ 00:02:49.440 Uttam Kumaran: I know.
17 00:02:49.440 ⇒ 00:02:52.370 Holly Condos: It’s all in progress, yeah.
18 00:02:52.370 ⇒ 00:02:53.550 Uttam Kumaran: Yeah, so…
19 00:02:53.650 ⇒ 00:03:04.540 Holly Condos: Fast forward, Hannah and I talked, because we, we have, like, we’ve kind of set up a couple syncs ourselves. Great, okay, okay. Prior to this week.
20 00:03:04.540 ⇒ 00:03:14.649 Uttam Kumaran: But… That’s what I… that’s what I know that was happening, too, so I was like, okay, let me just… let’s just see… there’s all this stuff going on. I’m like, okay, we have good momentum, and yeah, so, sorry, you can continue.
21 00:03:14.650 ⇒ 00:03:17.370 Holly Condos: It’s okay. So…
22 00:03:17.640 ⇒ 00:03:32.340 Holly Condos: I, I thanked Hannah for putting out the fires, at least for today. And I think we’re good for contextual, and then, she and I are, are working on Teleisma, Omni, Mixpanel.
23 00:03:32.530 ⇒ 00:03:34.530 Holly Condos: And,
24 00:03:36.280 ⇒ 00:03:44.420 Holly Condos: And I think that’s where we’re at there, but I’m… I saw your note, like, maybe Hannah and I should just meet each day.
25 00:03:45.100 ⇒ 00:03:49.559 Holly Condos: And then we’re more prepared for this sink, and for the Monday sink.
26 00:03:50.480 ⇒ 00:03:51.100 Uttam Kumaran: Yeah, and…
27 00:03:51.100 ⇒ 00:03:54.759 Holly Condos: We can escalate to you, but at least we are…
28 00:03:55.230 ⇒ 00:04:02.130 Holly Condos: you know, interacting daily. I think that’s… I need to just be more engaged on a daily…
29 00:04:02.140 ⇒ 00:04:04.080 Uttam Kumaran: Hourly basis.
30 00:04:04.670 ⇒ 00:04:12.090 Holly Condos: And Hannah, pipe up here, but Hannah likes doing the logistical pieces, you know, like, like…
31 00:04:12.480 ⇒ 00:04:15.180 Holly Condos: Reaching out as far as, the…
32 00:04:15.180 ⇒ 00:04:33.189 Uttam Kumaran: And of which, actually, most… a lot of this is… is that. Like, you know, we probably had a few hours of strategy, and I was like, okay, I’m gonna line up as many calls over the next month, and we’re gonna go, right? And so you can… so that’s… that’s, like, I… I… I think, like, it’s a lot of… it’s really gonna be a ton of…
33 00:04:33.350 ⇒ 00:04:37.450 Uttam Kumaran: execution, and I think what you can see is the appetite from the partners.
34 00:04:37.580 ⇒ 00:04:38.670 Holly Condos: Yeah, which is great.
35 00:04:38.670 ⇒ 00:04:39.030 Uttam Kumaran: No.
36 00:04:39.030 ⇒ 00:04:48.409 Holly Condos: That’s exactly what we want, right? But we also want to take some of the burden off your plate, and that’s where I need to just step into that space.
37 00:04:48.630 ⇒ 00:04:57.669 Holly Condos: And I think between Hannah and I, we can manage it with, you know, with help from Rico on some of the admin pieces.
38 00:04:57.670 ⇒ 00:04:58.140 Uttam Kumaran: Great.
39 00:04:58.140 ⇒ 00:05:05.269 Holly Condos: And or Joseph from the go-to-market. So, I, I think… We have,
40 00:05:05.370 ⇒ 00:05:13.979 Holly Condos: A short-term and then a longer-term plan moving forward, so that this… these gaps and slips won’t happen again.
41 00:05:14.430 ⇒ 00:05:21.819 Uttam Kumaran: Okay, okay, great. And you guys just let me know, I mean, I’m always transparent with Anna about, like, we’re always gonna be at…
42 00:05:21.920 ⇒ 00:05:38.659 Uttam Kumaran: 120%, like, we’re gonna always be running 20% above the resources we have. So that’s, like, not a… that’s… I’m not, like, unaware of that. And so, for me, it’s like, okay, at what point can I be brought in to make a priority decision?
43 00:05:38.660 ⇒ 00:05:49.009 Uttam Kumaran: And oftentimes, there is usually 20% of stuff that maybe once was a priority is not. And so, similarly, like, look, we… I know we initially were like, let’s just go after 2 or 3.
44 00:05:49.740 ⇒ 00:05:58.150 Uttam Kumaran: it’s… the messaging is hitting with a couple more, and some… some of the ones that we got, like, for example, the Mixpanel conversation only went well because of…
45 00:05:58.180 ⇒ 00:06:13.339 Uttam Kumaran: the other conversations we’ve had. And I was only able to get them on the phone, because my email was great, because I… now that I’m thinking about partnerships, so some of these will happen that way, but also, as you know, these are long-term things, so for me, the biggest thing is just…
46 00:06:13.540 ⇒ 00:06:21.159 Uttam Kumaran: we’re getting some of these folks’ time. Mixpanel is a very big company. You know, probably out of all the folks we’re…
47 00:06:21.560 ⇒ 00:06:31.270 Uttam Kumaran: partnered with, like, really great opportunity, and that guy’s clearly pissed off at someone or something, and wants to make a dent, so…
48 00:06:31.570 ⇒ 00:06:49.889 Uttam Kumaran: there’s opportunity there, but I think, again, like, I feel like if you… as long as you two are attached at the hip, if you just let me know, hey, we don’t have enough capacity to continue action here, I’m… we’re all… we’re actively sourcing, you know, trying to get more folks on the team to help, or reallocating resources, but that’s what I need to hear.
49 00:06:51.130 ⇒ 00:06:52.129 Uttam Kumaran: You know, so…
50 00:06:52.430 ⇒ 00:06:56.819 Holly Condos: Yeah, well, and I think we should be fine with me engaging more.
51 00:06:57.020 ⇒ 00:06:57.520 Uttam Kumaran: Cool.
52 00:06:57.520 ⇒ 00:07:02.679 Holly Condos: Right, freeing up from my other side, and… and… Prioritizing you guys.
53 00:07:04.040 ⇒ 00:07:04.730 Uttam Kumaran: Okay.
54 00:07:04.730 ⇒ 00:07:10.439 Holly Condos: So, I think we should be okay. But, obviously, let’s continue to just take a pulse and…
55 00:07:11.960 ⇒ 00:07:14.830 Holly Condos: I just feel bad that it happened, but we’ll just move forward.
56 00:07:14.830 ⇒ 00:07:30.440 Uttam Kumaran: No, no, no, I mean, this is… this is happening, believe me, this is happening across the company 100 times every day. So, for me, I’ve gotten better at calling it out, but don’t… there’s no… no need for anybody to be bad. And we haven’t lost anything, and also, like…
57 00:07:30.440 ⇒ 00:07:31.979 Holly Condos: I know, I just… yeah.
58 00:07:31.980 ⇒ 00:07:38.769 Uttam Kumaran: it’s, it is… it has happened. The more we all have, like, we all talk in that more honest conversation, like, it’s…
59 00:07:39.130 ⇒ 00:07:49.100 Uttam Kumaran: that’s what we need to get through, right? So, I’m happy to play the… yeah, I’m happy to play the… I’m usually playing the role of, like, saying the quiet part out loud.
60 00:07:49.100 ⇒ 00:07:51.449 Holly Condos: Even in my… even in my personal life.
61 00:07:51.450 ⇒ 00:08:08.779 Uttam Kumaran: that’s kind of who I am. So, don’t worry about that. I will definitely be the person to do that. I’m usually the person in the meeting where nobody talks, and I’m like, I didn’t get… I didn’t understand this at all. Can someone explain this to me? So, yeah, maybe let’s,
62 00:08:08.970 ⇒ 00:08:15.950 Uttam Kumaran: Yeah, let’s… let’s chat about stuff for, today, or should we just do a little bit of a… should we kind of go through the…
63 00:08:16.160 ⇒ 00:08:19.859 Uttam Kumaran: The list of, actions across partners.
64 00:08:19.860 ⇒ 00:08:21.899 Holly Condos: Yeah, let’s just go through stuff.
65 00:08:22.160 ⇒ 00:08:38.150 Uttam Kumaran: So maybe we can start with sort of the lightest one, which is, like, one source. I guess, Holly, I didn’t… I didn’t, see your… I guess I don’t remember what the message… basically, they want to white-label some of our stuff. I… I don’t know, in the past, I would have said no, flat out.
66 00:08:39.630 ⇒ 00:08:42.659 Uttam Kumaran: Because I want us to own the relationship.
67 00:08:44.260 ⇒ 00:08:49.540 Uttam Kumaran: I don’t know how much of that is just, like, me saying that versus, like, that’s the way it should be.
68 00:08:49.720 ⇒ 00:08:54.770 Uttam Kumaran: But I don’t know if you have any thoughts on that, or if we can reach a decision point.
69 00:08:55.150 ⇒ 00:09:02.670 Holly Condos: Yeah, so I agree with you, and, what I offered yesterday to you and Robert was
70 00:09:03.080 ⇒ 00:09:07.130 Holly Condos: Oh, I guess it was in the… in the sales… Challenge.
71 00:09:07.130 ⇒ 00:09:07.790 Uttam Kumaran: Yeah.
72 00:09:08.220 ⇒ 00:09:16.500 Holly Condos: Yeah, so I think, first of all, we need to understand what is the value
73 00:09:16.890 ⇒ 00:09:35.420 Holly Condos: that one source being in this BDO alliance brings to them, and potentially to us, because it sounded to me, from Ayanna’s message, that she was saying, look, you know, because we’re a member of this alliance, the understanding is that we have to white label.
74 00:09:35.870 ⇒ 00:09:36.940 Holly Condos: And…
75 00:09:37.330 ⇒ 00:09:45.339 Holly Condos: you know, I think if we could understand the value of us agreeing to do that, that would help.
76 00:09:45.420 ⇒ 00:09:51.419 Uttam Kumaran: At the point where Brainforge is at, I wouldn’t recommend doing a joint venture.
77 00:09:51.680 ⇒ 00:09:56.009 Holly Condos: At this point, because there’s all sorts of legal implications to that. Yeah.
78 00:09:56.310 ⇒ 00:09:59.259 Holly Condos: My suggestions were…
79 00:10:00.070 ⇒ 00:10:15.219 Holly Condos: Either to go with her number 2, which was to not white-label, but for them to keep their eyes open for opportunities and bring us in. And then we discuss as and when those opportunities present themselves.
80 00:10:15.380 ⇒ 00:10:23.909 Holly Condos: And I also suggested, in lieu of that option, too, that we talk to them about,
81 00:10:24.160 ⇒ 00:10:30.049 Holly Condos: Doing our model, right, and seeing about driving some events.
82 00:10:30.410 ⇒ 00:10:43.979 Holly Condos: Where they would benefit from the value of our marketing materials, but we’re not giving it to them. My concern in giving them our stuff and having them white-label it is that they…
83 00:10:44.490 ⇒ 00:10:46.600 Holly Condos: You know, they’re driving it.
84 00:10:46.760 ⇒ 00:10:54.670 Holly Condos: And messaging comes across as this… one source with Brainforge-branded thing.
85 00:10:54.670 ⇒ 00:11:07.609 Uttam Kumaran: No, but also, it’s not just about the branding, it’s also about how we talk about it, like, and also, of course our branding… of course our branding’s great, and they want the branding, they don’t… they can’t do this type of stuff, so… I get that, but I also…
86 00:11:07.730 ⇒ 00:11:13.319 Uttam Kumaran: I don’t also… I’m not, like, really… I mean, this other deal has not kind of gone over the hump.
87 00:11:13.620 ⇒ 00:11:21.399 Uttam Kumaran: I think maybe it’s… Yeah, maybe it is the second thing, because I don’t mind…
88 00:11:21.700 ⇒ 00:11:24.270 Uttam Kumaran: Co-branding or going after a deal together.
89 00:11:24.270 ⇒ 00:11:25.119 Holly Condos: Me?
90 00:11:25.120 ⇒ 00:11:26.360 Uttam Kumaran: But.
91 00:11:29.430 ⇒ 00:11:37.939 Holly Condos: Yeah, and I wouldn’t assume that all of their business is driven from the Alliance, right? That’s a fair assumption, isn’t it?
92 00:11:39.040 ⇒ 00:11:42.479 Uttam Kumaran: I… I f- I don’t know. I’m not… I don’t… I don’t know.
93 00:11:42.480 ⇒ 00:11:43.210 Holly Condos: Okay, so…
94 00:11:43.210 ⇒ 00:11:44.030 Uttam Kumaran: No.
95 00:11:44.770 ⇒ 00:11:45.340 Holly Condos: Okay.
96 00:11:45.340 ⇒ 00:11:45.760 Uttam Kumaran: Yeah.
97 00:11:45.760 ⇒ 00:11:52.800 Holly Condos: Well, do you want… should I, in Teams, ask Ayanna some questions?
98 00:11:53.580 ⇒ 00:12:09.140 Uttam Kumaran: Please, yeah. I don’t… I don’t mind asking. I mean, as long as this… yeah, I don’t think Robert would have a problem either. I mean, Robert and her meet, like, I don’t know, every other week or so, but I think we should ask. I mean, I don’t think… I think she clearly knows…
99 00:12:09.650 ⇒ 00:12:12.290 Uttam Kumaran: kind of both of the options. I think…
100 00:12:13.640 ⇒ 00:12:17.620 Uttam Kumaran: We should go, we sh… if she can do two, and…
101 00:12:17.910 ⇒ 00:12:21.739 Uttam Kumaran: Or it’s something more targeted, we can go on case by case.
102 00:12:21.960 ⇒ 00:12:27.820 Uttam Kumaran: You know, but… Yeah, I don’t know.
103 00:12:28.460 ⇒ 00:12:32.780 Holly Condos: And, and just to confirm, I mean, the only… so, so Robert.
104 00:12:32.780 ⇒ 00:12:36.490 Uttam Kumaran: I mean, I guess it also depends. If the revenue opportunity is…
105 00:12:36.770 ⇒ 00:12:38.980 Uttam Kumaran: big, then I could be convinced.
106 00:12:39.680 ⇒ 00:12:47.499 Holly Condos: Well, that’s why I think we should… we should at least start with option 2 and… and see how it evolves.
107 00:12:48.160 ⇒ 00:12:52.270 Holly Condos: I’m just… Nervous about committing to a joint venture.
108 00:12:52.730 ⇒ 00:12:55.339 Uttam Kumaran: Yeah, yeah, yeah, I don’t think we could… yeah, we can’t,
109 00:12:55.700 ⇒ 00:12:59.559 Uttam Kumaran: Yeah, that’s just too much. I mean, especially with, like, we haven’t made any money yet, so I don’t…
110 00:12:59.560 ⇒ 00:13:04.000 Holly Condos: And to your point, if there’s a really big deal, or a really good deal.
111 00:13:04.080 ⇒ 00:13:20.069 Holly Condos: and it comes through the Alliance, and the only way for BrainForge to participate is by white labeling, then I think you and Robert can make that, you know, informed decision at that point. You can make the business decision, does this make sense in this case?
112 00:13:20.450 ⇒ 00:13:21.010 Uttam Kumaran: Yeah.
113 00:13:21.540 ⇒ 00:13:34.719 Holly Condos: So, alright, well, I’ll take the action to just kind of engage with Ayanna in Teams. You’re in there, so you’ll see… Robert’s in there too. And I’ll just poke around a little and see what she says.
114 00:13:35.990 ⇒ 00:13:36.440 Uttam Kumaran: Okay.
115 00:13:36.440 ⇒ 00:13:37.100 Holly Condos: Is that okay?
116 00:13:37.100 ⇒ 00:13:44.039 Uttam Kumaran: Yeah, and then additionally, I think it’s sort of always what Robert and I decide to do, is, like, we found one of these, like, maybe there’s…
117 00:13:44.250 ⇒ 00:13:49.780 Uttam Kumaran: other sort of alliances we can get into, and so, yeah, I’m just kind of curious to see, like, if this sends…
118 00:13:50.010 ⇒ 00:13:52.270 Uttam Kumaran: And so bearing any fruit, I mean…
119 00:13:53.030 ⇒ 00:13:59.349 Holly Condos: Well, and again, so did we do anything with them outside of the New Jersey RFP?
120 00:13:59.990 ⇒ 00:14:05.269 Uttam Kumaran: Robert is, consulting with… I mean, Ayana is consulting with Robert. Wait, how does it work?
121 00:14:05.270 ⇒ 00:14:05.650 Holly Condos: Like…
122 00:14:06.140 ⇒ 00:14:12.019 Uttam Kumaran: on just, like, how to structure, like, something in their consulting org, but it’s nothing significant, like, I think
123 00:14:12.350 ⇒ 00:14:13.979 Uttam Kumaran: It’s almost like mentorship or something.
124 00:14:13.980 ⇒ 00:14:15.409 Holly Condos: Yeah, yeah, yeah, okay.
125 00:14:15.860 ⇒ 00:14:22.849 Holly Condos: All right, yeah, let me… I’ll just poke around and explore a little bit more. Okay.
126 00:14:23.270 ⇒ 00:14:29.120 Holly Condos: But I think probably what we come out of it with, at least right now, is option 2 on a…
127 00:14:29.270 ⇒ 00:14:31.100 Holly Condos: Case-by-case basis.
128 00:14:31.430 ⇒ 00:14:32.280 Uttam Kumaran: Okay, okay.
129 00:14:33.330 ⇒ 00:14:34.040 Holly Condos: Okay.
130 00:14:36.510 ⇒ 00:14:44.300 Uttam Kumaran: Cool, I think that’s… yeah, that’s… that’s that one, and then maybe we can talk about…
131 00:14:44.740 ⇒ 00:14:54.069 Uttam Kumaran: Omni, so I just know there were some action items from the last meeting. Basically, they’re… they just want to do stuff with us, I think…
132 00:14:54.710 ⇒ 00:15:01.720 Uttam Kumaran: On the technical side, I’m getting a few people on our team certified on Omni.
133 00:15:01.830 ⇒ 00:15:05.480 Uttam Kumaran: They were interested in, like, a few different activations.
134 00:15:05.840 ⇒ 00:15:11.530 Uttam Kumaran: I think I probably… leave it to you, Hannah, to, like, think about the lift.
135 00:15:11.910 ⇒ 00:15:16.800 Uttam Kumaran: But at this point, they’re down to just do whatever with us, so…
136 00:15:19.060 ⇒ 00:15:31.659 Holly Condos: Yeah, so Hannah and I talked about this briefly, and I was just gonna… I started my notes last night, so I was just gonna send her what I had, and then we were gonna come up with the go-forward.
137 00:15:31.660 ⇒ 00:15:39.189 Holly Condos: As far as, you know, engagement with them, but, do they know that we’re getting people certified on our end?
138 00:15:39.370 ⇒ 00:15:40.910 Uttam Kumaran: Yes, they do, yeah.
139 00:15:42.350 ⇒ 00:15:49.160 Uttam Kumaran: And they also rolled out a new partnership program, and then we got grandfathered into the highest tier.
140 00:15:49.910 ⇒ 00:15:50.300 Holly Condos: Oh.
141 00:15:50.750 ⇒ 00:15:52.600 Holly Condos: You’re right, I remember this, yeah.
142 00:15:52.840 ⇒ 00:15:58.510 Uttam Kumaran: So I just forwarded that email. I included y’all on a reply back, but .
143 00:15:59.910 ⇒ 00:16:08.820 Holly Condos: So, after this meeting, Hannah, let’s just sync real quick on this Omni, and then Utam will, will just, status back.
144 00:16:09.040 ⇒ 00:16:09.760 Holly Condos: In the chat.
145 00:16:09.760 ⇒ 00:16:17.739 Uttam Kumaran: Yeah, I think in that meeting, basically, we… there’s, like, two things we could do. They were interested in the video, okay.
146 00:16:18.500 ⇒ 00:16:24.129 Uttam Kumaran: I just still am not, like, 100% confident that I can pitch
147 00:16:24.510 ⇒ 00:16:29.550 Uttam Kumaran: that I know everything about what it would take, like, what the deliverables are from the video, and like…
148 00:16:29.670 ⇒ 00:16:34.990 Uttam Kumaran: have a specific idea from Omni, But maybe that’s also something…
149 00:16:35.490 ⇒ 00:16:38.309 Uttam Kumaran: Like, for them, we wanted to pitch, like.
150 00:16:39.320 ⇒ 00:16:58.750 Uttam Kumaran: I mean, yeah, there’s a couple of things in that video, in that transcript that I think would help to guide. For anything, when we pitch a video concept, I told this to Mickey, is that these guys, like, nobody… these guys are all… they’re all partnerships people, so they’re not, like, creatives. They don’t… they don’t… I don’t feel like they necessarily care…
151 00:16:59.310 ⇒ 00:17:07.180 Uttam Kumaran: About, like, the content of the video. They just want to check a box that we can do those things.
152 00:17:07.480 ⇒ 00:17:13.840 Uttam Kumaran: Instead, I want him to kind of focus on, like, the outcomes and, like.
153 00:17:14.290 ⇒ 00:17:18.689 Uttam Kumaran: Why this is something that would take so long for them to get around.
154 00:17:19.030 ⇒ 00:17:25.240 Uttam Kumaran: and honestly, do as much show versus telling. So that’s kind of, like, what I pushed Mickey on, is like…
155 00:17:25.670 ⇒ 00:17:36.449 Uttam Kumaran: I could… yeah, I… for… they’ve all said, like, yeah, we would be down, but these are not creatives, so you’re not gonna be able… like, I don’t wanna… they’re not gonna care much about, like.
156 00:17:37.200 ⇒ 00:17:47.260 Uttam Kumaran: the card formats or things. The reason why I put it there is because it shows that, like, okay, there’s some depth to this, and like, okay, they check a box, these guys know what they’re talking about.
157 00:17:47.460 ⇒ 00:17:53.949 Uttam Kumaran: And that, like, yeah, it’s roughly worth putting 5K here to get this kind of high-quality output.
158 00:17:54.730 ⇒ 00:18:02.420 Uttam Kumaran: if we can’t get there just with examples, the one thing I was telling Mickey is, like, we’ll just record one, and I’ll front the cost.
159 00:18:02.580 ⇒ 00:18:04.560 Uttam Kumaran: on,
160 00:18:04.970 ⇒ 00:18:11.209 Uttam Kumaran: Either an existing partner or something, and then that way, it’s at least an asset that we can shop, so…
161 00:18:12.490 ⇒ 00:18:24.659 Holly Condos: Okay, and I think we touched on this briefly last time we talked, but… so, the post from John about the OmniBeat, the Omni Partner Beat thing.
162 00:18:25.590 ⇒ 00:18:26.870 Uttam Kumaran: Oh, yeah, yeah.
163 00:18:27.050 ⇒ 00:18:32.740 Holly Condos: So, I was planning to do the session tomorrow.
164 00:18:33.040 ⇒ 00:18:33.949 Uttam Kumaran: Oh, great.
165 00:18:34.390 ⇒ 00:18:42.350 Holly Condos: Yeah, I think they’re… they’re both tomorrow, but I was gonna do the…
166 00:18:42.460 ⇒ 00:18:46.739 Holly Condos: the 4 o’clock one, and then, I’ll just…
167 00:18:47.380 ⇒ 00:18:50.859 Holly Condos: Report back on what comes out of that.
168 00:18:52.220 ⇒ 00:18:59.060 Holly Condos: Okay. It looks like on the… it looks like they have a different agenda for each month’s session, so this…
169 00:18:59.380 ⇒ 00:19:04.860 Holly Condos: This month is incorporating their AI functionality into a workflow.
170 00:19:05.790 ⇒ 00:19:16.429 Holly Condos: So I’m wondering if, like, some of this info would be helpful for us as far as the video goes. Probably. Let’s just see what comes out of it tomorrow, and then…
171 00:19:17.980 ⇒ 00:19:22.680 Uttam Kumaran: Yeah, and the transcript with John has a lot of stuff on, like, kind of what they want to push, and like…
172 00:19:23.280 ⇒ 00:19:24.090 Holly Condos: Yeah.
173 00:19:24.090 ⇒ 00:19:25.740 Uttam Kumaran: I was thinking about it, so…
174 00:19:25.740 ⇒ 00:19:35.300 Holly Condos: Okay. Alright, so, yeah, I’ll work with Hannah for agenda next steps, and then we’ll report back today to confirm.
175 00:19:35.730 ⇒ 00:19:36.280 Uttam Kumaran: Okay.
176 00:19:37.640 ⇒ 00:19:39.439 Hannah Wang: Could I get access to that video?
177 00:19:39.440 ⇒ 00:19:45.910 Holly Condos: Yeah, I will do that right now, Hannah, let’s see…
178 00:19:50.010 ⇒ 00:19:51.060 Holly Condos: Yeah.
179 00:19:51.280 ⇒ 00:19:54.829 Hannah Wang: Yeah, we can take it offline, too.
180 00:20:00.880 ⇒ 00:20:01.450 Uttam Kumaran: Okay.
181 00:20:01.450 ⇒ 00:20:02.740 Holly Condos: We’ll do that for Omni.
182 00:20:03.520 ⇒ 00:20:08.690 Uttam Kumaran: And then for Telisma, yeah, I’m kind of just totally not… have not thought about it at all.
183 00:20:09.190 ⇒ 00:20:14.620 Uttam Kumaran: But I assume there were some follow-ups and things that began there.
184 00:20:16.090 ⇒ 00:20:24.679 Hannah Wang: Yeah, so, Fritzelisma, I… I don’t remember what… I was, like, half in the call, I was driving, but I can… I think it was…
185 00:20:24.820 ⇒ 00:20:43.579 Hannah Wang: on Zoom, so I’ll grab the transcript, and I’ll just, like, write out what the next steps are. And then… I don’t know, Tom, if you were able to join their teams, but I tried clicking the link, and I couldn’t make an account. If that’s the case for everyone, I can just reach out, but…
186 00:20:43.580 ⇒ 00:20:47.989 Uttam Kumaran: Oh yeah, I’m in there. No, I’m in there, and I thought I saw your account in there, too.
187 00:20:47.990 ⇒ 00:20:48.860 Hannah Wang: Right.
188 00:20:48.860 ⇒ 00:20:57.319 Holly Condos: Yeah, and I think he added me as well. So, Hannah, maybe you just need to refresh your browser, and then log in again?
189 00:20:57.320 ⇒ 00:20:58.000 Hannah Wang: Sure.
190 00:20:59.010 ⇒ 00:21:03.990 Holly Condos: I think we talked about…
191 00:21:05.230 ⇒ 00:21:10.389 Holly Condos: Let me see, what do I have on my notes? I think we talked about,
192 00:21:11.030 ⇒ 00:21:20.910 Holly Condos: potential lead list, right? And, areas that we might want to do… An event for?
193 00:21:21.320 ⇒ 00:21:22.080 Uttam Kumaran: Yes.
194 00:21:22.920 ⇒ 00:21:27.860 Holly Condos: And then… There was one other thing, let me look.
195 00:21:29.220 ⇒ 00:21:34.270 Holly Condos: Because I came to him with 3 things, and he said, oh, those are 3 of my 4.
196 00:21:34.680 ⇒ 00:21:35.620 Uttam Kumaran: Yeah, yeah.
197 00:21:36.570 ⇒ 00:21:44.260 Uttam Kumaran: So that’s another one where I think he’s down. I… it’s just gonna be very hard for me to push, like, and I feel like we’re kind of in the phase where…
198 00:21:44.810 ⇒ 00:21:47.230 Uttam Kumaran: Just a couple things need to get exchanged.
199 00:21:47.660 ⇒ 00:21:51.439 Uttam Kumaran: You know, and we need to arrive again at, like, one or two activities.
200 00:21:51.640 ⇒ 00:21:54.069 Holly Condos: Now, did we get,
201 00:21:54.310 ⇒ 00:22:03.369 Holly Condos: So, we got the teams set up, but have we shared any collateral? They with us, or us with them?
202 00:22:04.250 ⇒ 00:22:06.609 Uttam Kumaran: I don’t believe… yeah, we don’t think we’ve.
203 00:22:06.610 ⇒ 00:22:09.849 Holly Condos: Okay, so, alright, so we need to do that.
204 00:22:10.940 ⇒ 00:22:16.840 Holly Condos: Hannah, I’ll help you on this, too.
205 00:22:17.790 ⇒ 00:22:19.800 Hannah Wang: Yeah, let me just try to…
206 00:22:20.030 ⇒ 00:22:25.639 Hannah Wang: Well, I’ll summarize everything to make sure we didn’t drop anything from the meeting.
207 00:22:25.760 ⇒ 00:22:39.389 Hannah Wang: I… for Teams, like, apparently I can’t reset my password, like, I don’t remember setting up an account, so I will reach out to Aaron and get in there, and then we can send, like, messages in the Teams.
208 00:22:40.180 ⇒ 00:22:43.980 Holly Condos: And I’ll get going in there, too. Yeah, so…
209 00:22:45.920 ⇒ 00:22:48.930 Holly Condos: Yeah, you can’t… did you click on the…
210 00:22:49.650 ⇒ 00:22:52.780 Holly Condos: You got the email that says you’ve been added, right?
211 00:22:53.470 ⇒ 00:23:04.789 Hannah Wang: Yeah, it’s like, I’ve been added as a guest, I click the CTA, open Microsoft Teams, it’s like, oh, put in your password. I don’t have a password. I try to reset it, and it’s like, oh, you need… your admin needs to reset it for you.
212 00:23:04.790 ⇒ 00:23:08.520 Uttam Kumaran: I think that might be on our side. Yeah, I can check later, also.
213 00:23:09.130 ⇒ 00:23:09.710 Holly Condos: Okay.
214 00:23:10.140 ⇒ 00:23:20.570 Holly Condos: Alright, so, Utam, we’ll… Hannah and I will work on that, and, have follow-up ready by
215 00:23:20.690 ⇒ 00:23:30.139 Holly Condos: again, we’ll shoot for end of today, so that gives Erin at least a day to percolate on the list before we meet Friday.
216 00:23:30.650 ⇒ 00:23:31.220 Uttam Kumaran: Okay.
217 00:23:34.910 ⇒ 00:23:48.830 Holly Condos: Okay, and then… contextual… So, I think, Hannah, you… you put together the lead list, right?
218 00:23:49.040 ⇒ 00:23:49.720 Hannah Wang: Yeah.
219 00:23:49.860 ⇒ 00:23:55.280 Holly Condos: We’ve got the, industry-specific legal doc…
220 00:23:55.670 ⇒ 00:24:00.989 Holly Condos: Which, I… I… I don’t know, Utam, if you looked at it. I think that it’s…
221 00:24:01.890 ⇒ 00:24:05.000 Holly Condos: It’s a good start, at least for discussion.
222 00:24:07.290 ⇒ 00:24:10.880 Holly Condos: It also covers… Hannah threw in some insurance.
223 00:24:11.560 ⇒ 00:24:12.819 Holly Condos: Want me to share it?
224 00:24:13.340 ⇒ 00:24:19.989 Uttam Kumaran: Yeah, I can see this now. I think I just want to make sure that we have enough to, like, chat about, because we just have the legal…
225 00:24:20.280 ⇒ 00:24:25.420 Uttam Kumaran: I guess, are these all things they added, or we added?
226 00:24:26.020 ⇒ 00:24:27.200 Holly Condos: This is all us.
227 00:24:28.250 ⇒ 00:24:28.670 Uttam Kumaran: Okay.
228 00:24:28.670 ⇒ 00:24:31.179 Hannah Wang: Mike said he puts some…
229 00:24:31.350 ⇒ 00:24:38.760 Holly Condos: Oh, did he? Okay, let’s see if I can see what… .
230 00:24:43.520 ⇒ 00:24:48.149 Uttam Kumaran: I mean, I think all of this is… is Mike, like, I don’t think we… I didn’t write any of this.
231 00:24:49.040 ⇒ 00:24:51.130 Holly Condos: Oh, Hannah, I thought you put this together.
232 00:24:51.890 ⇒ 00:24:52.220 Hannah Wang: No.
233 00:24:53.120 ⇒ 00:24:54.560 Holly Condos: Mike put this together.
234 00:24:55.060 ⇒ 00:24:57.070 Uttam Kumaran: Yeah, so that’s why I’m just like…
235 00:24:57.660 ⇒ 00:25:02.009 Uttam Kumaran: Yeah, I’m just nervous for this call, because I didn’t really spend any time on this.
236 00:25:06.260 ⇒ 00:25:06.860 Holly Condos: Well.
237 00:25:06.860 ⇒ 00:25:08.570 Uttam Kumaran: Or, like, any of the other ones.
238 00:25:11.000 ⇒ 00:25:17.540 Holly Condos: Yeah, so I think, the ICP section is what we talked about, right? Law firms…
239 00:25:18.210 ⇒ 00:25:28.490 Holly Condos: Legal department… corporate legal departments, startup legal departments, insurance, real estate, and finance. Finance, I’m not sure… did we talk about finance? I think he added that.
240 00:25:30.400 ⇒ 00:25:31.549 Uttam Kumaran: Yeah, I think he added that.
241 00:25:31.550 ⇒ 00:25:31.900 Holly Condos: I guess…
242 00:25:31.900 ⇒ 00:25:33.990 Uttam Kumaran: Maybe if we can just go through, like.
243 00:25:34.150 ⇒ 00:25:36.189 Uttam Kumaran: I’m… I just don’t… I haven’t…
244 00:25:37.070 ⇒ 00:25:47.180 Uttam Kumaran: Yeah, I just wanted to kind of come to this meeting with, like, a lot more in the stock, and we just didn’t get the chance to do that, so I don’t know… I mean, I don’t know exactly what,
245 00:25:47.620 ⇒ 00:25:53.370 Uttam Kumaran: Robert had some other thoughts on legal, but I don’t think he, like, he didn’t get a chance to add them here.
246 00:25:55.120 ⇒ 00:26:02.039 Holly Condos: Well, so, Utam, what are, like… What are you thinking would… What were you thinking?
247 00:26:02.460 ⇒ 00:26:03.300 Uttam Kumaran: Well…
248 00:26:03.690 ⇒ 00:26:13.859 Uttam Kumaran: I mean, I wanted our team to put together, like, use cases, or things we’ve done in legal, or our ideas. I mean, this is all stuff that they added. I guess…
249 00:26:14.080 ⇒ 00:26:17.109 Uttam Kumaran: Maybe, like, we can at least just spend 5 minutes…
250 00:26:17.650 ⇒ 00:26:18.020 Holly Condos: If you’re.
251 00:26:18.020 ⇒ 00:26:18.410 Uttam Kumaran: gear.
252 00:26:18.410 ⇒ 00:26:20.750 Holly Condos: prices for illegal? Sorry, I should have asked.
253 00:26:20.750 ⇒ 00:26:28.810 Uttam Kumaran: We’ve… we’ve worked with one or two legal firms, but again, Robert, it’s in Robert’s brain, so…
254 00:26:29.380 ⇒ 00:26:34.830 Uttam Kumaran: But I guess maybe we can just spend at least… okay, so the agenda for today is we want to go through the legal doc.
255 00:26:34.930 ⇒ 00:26:37.189 Uttam Kumaran: Wanna talk about, like, a campaign?
256 00:26:37.490 ⇒ 00:26:42.049 Uttam Kumaran: This is, again, like, I don’t really want to focus on legal.
257 00:26:42.620 ⇒ 00:26:48.370 Uttam Kumaran: Necessarily, like, I wanted to sort of see across several different industries.
258 00:26:51.730 ⇒ 00:26:59.310 Uttam Kumaran: like… and we can just pick, like, something that’s best, where we felt the best, so I don’t… I don’t really necessarily need to…
259 00:26:59.920 ⇒ 00:27:02.489 Uttam Kumaran: Focus on legal, but,
260 00:27:03.180 ⇒ 00:27:07.670 Uttam Kumaran: And then we wanted to go through our lead list, so I can talk about a couple of leads.
261 00:27:07.980 ⇒ 00:27:10.809 Uttam Kumaran: And then we’re speaking with Ian.
262 00:27:11.080 ⇒ 00:27:17.800 Uttam Kumaran: So yeah, I guess maybe we can at least spend a few minutes now, like, if we can just see what we can add to this legal doc.
263 00:27:17.910 ⇒ 00:27:20.930 Uttam Kumaran: That way, at least it’s, like, a worthwhile discussion.
264 00:27:21.130 ⇒ 00:27:25.250 Uttam Kumaran: Like, I forgot what exactly…
265 00:27:25.980 ⇒ 00:27:31.269 Uttam Kumaran: robert was mentioning something about patent law and the fact that, like.
266 00:27:31.480 ⇒ 00:27:39.439 Uttam Kumaran: he met some dude that was making, like, a thousand bucks an hour doing something in patent law, and there’s a lot of document retrieval, so I’m just gonna write something there.
267 00:27:39.720 ⇒ 00:27:44.340 Holly Condos: Yeah, I vaguely remember that too, and there is a lot of…
268 00:27:44.720 ⇒ 00:27:47.050 Holly Condos: Well, it’s here, see it?
269 00:27:47.390 ⇒ 00:27:48.840 Uttam Kumaran: Yeah, exactly.
270 00:27:49.050 ⇒ 00:27:57.030 Holly Condos: There is a lot of paperwork associated with it. Patent and copyright, I mean, it’s just super form-driven.
271 00:27:57.370 ⇒ 00:27:57.770 Uttam Kumaran: Okay.
272 00:27:57.770 ⇒ 00:28:01.170 Holly Condos: What is that?
273 00:28:01.170 ⇒ 00:28:06.019 Uttam Kumaran: I guess my other point to… my other point to Robert, though, was that
274 00:28:06.380 ⇒ 00:28:11.910 Uttam Kumaran: like, I don’t know how sensitive these documents are, whether these folks are even comfortable
275 00:28:12.190 ⇒ 00:28:17.029 Uttam Kumaran: Well, I guess they’re comfortable hosting it digitally, but are they comfortable, like, running it through AI?
276 00:28:18.150 ⇒ 00:28:23.199 Holly Condos: Well… I mean, I can just tell you from experience, no. Sure.
277 00:28:23.200 ⇒ 00:28:23.770 Uttam Kumaran: Okay.
278 00:28:23.960 ⇒ 00:28:26.970 Holly Condos: But, but, to utilize…
279 00:28:27.620 ⇒ 00:28:36.810 Holly Condos: running it through AI. There’s a way to, you know, redact names. There’s a way to sanitize the document to accomplish the AI review.
280 00:28:37.410 ⇒ 00:28:41.019 Holly Condos: Okay. So, it’s, it’s not, it’s, it’s not a hard no.
281 00:28:41.550 ⇒ 00:28:42.200 Uttam Kumaran: Yeah.
282 00:28:43.870 ⇒ 00:28:44.620 Holly Condos: Right?
283 00:28:46.400 ⇒ 00:28:55.879 Holly Condos: I mean, there are tools, even in Adobe, you can redact stuff easily, and then contract management tools all have that.
284 00:28:55.880 ⇒ 00:28:56.310 Uttam Kumaran: Yeah.
285 00:28:56.310 ⇒ 00:29:00.240 Holly Condos: feature, so… I think it’s doable.
286 00:29:01.190 ⇒ 00:29:04.009 Uttam Kumaran: I guess another question I had about this is…
287 00:29:04.190 ⇒ 00:29:13.120 Uttam Kumaran: like, where’s the biggest pain, or where’s, like, the biggest advantage? Like, yeah, I think there’s something around litigation.
288 00:29:13.940 ⇒ 00:29:17.479 Uttam Kumaran: As well, but I don’t know, looking through these use cases.
289 00:29:19.760 ⇒ 00:29:22.440 Uttam Kumaran: Yeah, I’m just trying to think through that as well.
290 00:29:23.090 ⇒ 00:29:32.080 Holly Condos: Right, so, okay, so let’s just walk through this a little bit. So, HR is heavily dependent on,
291 00:29:32.680 ⇒ 00:29:36.290 Holly Condos: On employment laws by state.
292 00:29:36.650 ⇒ 00:29:37.380 Holly Condos: Right?
293 00:29:37.890 ⇒ 00:29:44.480 Holly Condos: And then, and then… and this is kind of what we started touching on with Lauren.
294 00:29:44.740 ⇒ 00:29:45.480 Holly Condos: our new.
295 00:29:45.480 ⇒ 00:29:46.180 Uttam Kumaran: Yeah.
296 00:29:46.540 ⇒ 00:29:56.329 Holly Condos: So employee handbooks, social media policies, right? They all have to be geared to…
297 00:29:56.790 ⇒ 00:30:01.310 Holly Condos: Best practice, and regulations
298 00:30:01.780 ⇒ 00:30:09.339 Holly Condos: within a state, but then there are also federal regulations. So, I would say those are some things in the HR
299 00:30:09.580 ⇒ 00:30:10.710 Holly Condos: legal.
300 00:30:10.840 ⇒ 00:30:18.830 Holly Condos: A EULA… So, typically, the EULA goes with the product, right? It’s the end-user license agreement.
301 00:30:19.350 ⇒ 00:30:25.250 Holly Condos: I mean… I don’t know that that’s…
302 00:30:25.560 ⇒ 00:30:40.260 Holly Condos: one that would drive a lot, I’d be curious why Mike threw it on there, but… Yeah. Because typically, the OEM will issue the EULA with the product, and then if you’re a reseller, or…
303 00:30:40.420 ⇒ 00:30:48.780 Holly Condos: a user, the end user, right? You don’t typically get to negotiate that, it’s just… it’s shrink-wrapped terms, right?
304 00:30:49.450 ⇒ 00:30:50.040 Uttam Kumaran: Yeah.
305 00:30:50.430 ⇒ 00:30:53.869 Holly Condos: Term… TOS terms of service?
306 00:30:54.130 ⇒ 00:30:56.570 Holly Condos: That… that could be a little bit different.
307 00:30:56.750 ⇒ 00:31:10.259 Holly Condos: Right? Because it could be for hosting, an MSP might have the terms of service. So I think that might be a better use case than the EULA, but again, curious to understand his thought there.
308 00:31:10.910 ⇒ 00:31:23.779 Holly Condos: Policy documents… I mean, government policies are strictly geared or drafted based on regulation, so…
309 00:31:23.900 ⇒ 00:31:32.980 Holly Condos: Yeah, that would be helpful. Any changes to the FAR or DFAR, which, you know, are the government regulations, that govern.
310 00:31:33.940 ⇒ 00:31:34.330 Uttam Kumaran: Yeah.
311 00:31:34.330 ⇒ 00:31:38.990 Holly Condos: Activity of every, agency in the government?
312 00:31:39.500 ⇒ 00:31:42.079 Holly Condos: That could be a good use case.
313 00:31:42.820 ⇒ 00:31:44.840 Holly Condos: I don’t know, am I wasting our time?
314 00:31:44.840 ⇒ 00:31:53.040 Uttam Kumaran: No, no, no, no, that makes sense. Let’s hop to the other meeting. I think I have enough. Yeah, I think that’s good, and then I have enough… I can also talk about insurance.
315 00:31:53.260 ⇒ 00:31:56.569 Uttam Kumaran: So I think maybe game plan for this,
316 00:31:56.770 ⇒ 00:32:03.260 Uttam Kumaran: And as we can start with legal, I think I want to tee up the insurance, and maybe we can discuss, like, when that’s getting booked.
317 00:32:03.450 ⇒ 00:32:05.140 Holly Condos: And then, ideally, like.
318 00:32:05.140 ⇒ 00:32:11.669 Uttam Kumaran: I would love… I mean, we… I want to just evaluate a few different industries before we pick, so we can talk to Mike about that.
319 00:32:11.670 ⇒ 00:32:18.420 Holly Condos: And I think, I think, just based on last week, I think he’s open to that exploration. I don’t think he’s set.
320 00:32:18.780 ⇒ 00:32:21.700 Holly Condos: Yeah, so… I think that makes sense.
321 00:32:22.420 ⇒ 00:32:25.999 Uttam Kumaran: Okay, okay. Okay, let’s hop over there. Alright, thanks.
322 00:32:26.290 ⇒ 00:32:26.950 Uttam Kumaran: Thanks.