Meeting Title: Brainforge x MoEngage Partnership Planning Date: 2026-01-30 Meeting participants: Notetaker, Robert Tseng, Holly Condos, nickippel
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1 00:01:04.550 ⇒ 00:01:05.550 Holly Condos: Hello?
2 00:01:07.380 ⇒ 00:01:07.910 Robert Tseng: Hey, Ollie.
3 00:01:08.950 ⇒ 00:01:10.830 Holly Condos: Hey, how are you?
4 00:01:11.210 ⇒ 00:01:12.149 Robert Tseng: Good, how are you?
5 00:01:12.340 ⇒ 00:01:12.980 Holly Condos: Good.
6 00:01:15.000 ⇒ 00:01:17.029 nickippel: Hey, Roberts! Hi, Holly.
7 00:01:18.050 ⇒ 00:01:19.129 Holly Condos: Hey, Nick. Hi, Nick.
8 00:01:19.530 ⇒ 00:01:20.669 nickippel: How’s it going?
9 00:01:21.100 ⇒ 00:01:22.160 Robert Tseng: Good, how are you?
10 00:01:22.370 ⇒ 00:01:23.470 nickippel: Good goods!
11 00:01:24.500 ⇒ 00:01:27.030 nickippel: Are we waiting for anybody else on your side?
12 00:01:27.380 ⇒ 00:01:29.470 Robert Tseng: No, I think it’ll just be us.
13 00:01:29.760 ⇒ 00:01:33.339 nickippel: Okay, awesome. I think we’re… we’re probably good, too, from us, from our side, so…
14 00:01:34.600 ⇒ 00:01:44.130 Robert Tseng: Okay, cool. Yeah, thanks for, kind of taking this call. I know we got rescheduled a couple times, but, yeah, I met Catherine last year.
15 00:01:44.130 ⇒ 00:01:45.330 nickippel: I’ve heard before, I think. Awesome.
16 00:01:45.330 ⇒ 00:02:04.249 Robert Tseng: has, put on a… you guys put it on an event in New York. I’m based in New York, and so, I think I came to your office. And then, yeah, we just had a good conversation, followed a couple times, never got the demo. We kind of put it on the back burners for Q4, but I think coming into this year.
17 00:02:04.380 ⇒ 00:02:05.269 Robert Tseng: Yeah, like.
18 00:02:05.270 ⇒ 00:02:05.810 nickippel: Bummer, okay.
19 00:02:05.810 ⇒ 00:02:06.870 Robert Tseng: Yeah, we’re, we’re…
20 00:02:06.870 ⇒ 00:02:11.750 nickippel: I… I totally… so, Catherine told me that there was a demo, so that’s why I wasn’t,
21 00:02:11.890 ⇒ 00:02:13.720 nickippel: Wasn’t 100% sure, okay.
22 00:02:14.110 ⇒ 00:02:27.709 Robert Tseng: Okay. Yeah, we had scheduled a demo, I didn’t end up kind of going through for… I don’t know, like, we just… I think… I think it was also with Jonathan, but we didn’t end up doing it in December, which is fine, like, I… I don’t… I mean, I…
23 00:02:27.790 ⇒ 00:02:28.610 nickippel: have…
24 00:02:28.690 ⇒ 00:02:37.010 Robert Tseng: been in a lot of CEPs, so, like, I think from a capability standpoint, as long as it kind of does something similar, I think I’m… I’m, like…
25 00:02:37.380 ⇒ 00:02:49.370 Robert Tseng: I just responded to your email. I realized you asked me a few, like, qualification questions, I guess, so I responded to that, and we can spend more time talking about those rather than the demo, if that’s what you’re prepared for.
26 00:02:49.370 ⇒ 00:02:58.440 nickippel: Yeah. Yeah, definitely. I am… have not prepared any sort of demo at this point, so I don’t have full context, also, so, like, what would be helpful…
27 00:02:58.440 ⇒ 00:03:10.300 nickippel: I think just to kind of kick us off, so maybe just quickly from my side, I lead our North America partnerships. Yeah. And so that includes, just a few kind of different partner types.
28 00:03:10.300 ⇒ 00:03:24.970 nickippel: number one, all of our ISV partners, so anybody who integrates with MoEngage, including a lot of our cloud. So we built on AWS, for example, also, like, the Databricks, the Snowflakes, I spent a lot of my time there as well.
29 00:03:24.970 ⇒ 00:03:42.159 nickippel: Within that, there’s a lot of customer data platforms, analytics platforms, loyalty platforms, etc, etc. And then also the, agency solutions partners as well. So I spend, again, a majority of our time with those types of companies that
30 00:03:42.160 ⇒ 00:03:47.800 nickippel: are, you know, helping support our brands onboard Moengage, do platform migration work.
31 00:03:47.820 ⇒ 00:04:01.359 nickippel: all the kind of campaign migration work, as well as hands-on keyboard, campaign management, etc. Those are kind of our two main, main buckets of where I spend my time, and then we also have somebody that does, like, a lot of our, like, GSIs.
32 00:04:01.820 ⇒ 00:04:15.440 nickippel: you know, the centers, UIs, et cetera, of the world. So, hopefully that gives you a little bit of context on what I do, and then we have, globally, we have kind of my team is all spread out doing similar things and counterparts in different regions.
33 00:04:16.140 ⇒ 00:04:41.119 Robert Tseng: Cool. Yeah, I think, like, kind of last I left off with Catherine was that, yeah, you guys are making a big push into North America. Obviously, I think, in the market share globally, like, you know, I think, Moengage is a lot bigger, you know, probably in other places than here, and, so I think we were interested in, we talked about doing white papers, talked about doing events before, but yeah, you could see us more as, like, an agency
34 00:04:41.120 ⇒ 00:04:43.100 Robert Tseng: partner, I mean…
35 00:04:43.160 ⇒ 00:05:07.460 Robert Tseng: Yeah, we basically, we’re a data engineering and AI firm, so we basically go in, we’re a Snowflake partner, we go and stand up Snowflake, and then, typically, like, we are building out their BI stack for our clients, and then, yeah, that naturally lends itself to connecting to some sort of CEP. So we’re always working with, like, usually it’s a… it’s a Klaviyo or a Braze for our CPG clients.
36 00:05:07.620 ⇒ 00:05:24.549 Robert Tseng: And yeah, I think, like, there’s a little more sales… there’s still sales force for, like, healthcare and some of the, like, the more legacy businesses we work with. So, in my email, I kind of mentioned that, you know, we’re… where we… where we stand out is working with pretty, like, operationally dense
37 00:05:24.550 ⇒ 00:05:43.520 Robert Tseng: kind of service-based industries, like, we work with one of the leading home services providers in the Southwest region, and then insurance and legal are kind of areas that we’re making big pushes into this year. So, I think, like, that tends to be interesting to partners we talk to, that we’re… that we have our eyes on
38 00:05:43.520 ⇒ 00:05:46.589 Robert Tseng: Kind of these… these verticals that they’re not necessarily…
39 00:05:46.590 ⇒ 00:06:00.389 Robert Tseng: you know, just… that they’re… that they’re usually serving. So, I think there could be some interesting, like, partnership that we could do in order to, co-market or kind of promote into… into that, into those, into those verticals.
40 00:06:00.620 ⇒ 00:06:08.489 nickippel: Definitely. And from a… from, like, a, kind of relationship with CEPs, on the activation side.
41 00:06:08.560 ⇒ 00:06:26.760 nickippel: I’m totally clear on the BI slash data warehouse side, but with activation, are you guys currently doing anything now with Klaviyo or Braze, or like, what’s sort of that relationship? Is it just advising? Are you actually standing up? And, you know, how far do you guys go where the delineation is?
42 00:06:27.370 ⇒ 00:06:30.270 Robert Tseng: Yeah, so typically, we’re not the ones that are, like, kind of
43 00:06:30.350 ⇒ 00:06:39.820 Robert Tseng: writing out the campaigns themselves, but, like, I’ll give an example, yeah, of a Braze client that we work with. They’re…
44 00:06:39.820 ⇒ 00:07:04.160 Robert Tseng: lifecycle team. Braze reporting is just incorrect. There’s, like, not really… they could do the segments, but it’s very limited. And so they needed to create segments out of the warehouse that we were maintaining. We’re pushing those segments into Braze, and then advising them, you should use these segments. And, yeah, basically, we control more, like, the targeting side of the customer, of, like, what customer segments to go after.
45 00:07:04.160 ⇒ 00:07:11.619 Robert Tseng: And our clients kind of retain, like, the messaging or the copy. We don’t really do copywriting, so…
46 00:07:11.620 ⇒ 00:07:16.880 nickippel: That makes sense. Yeah. Do you find… heck, how is that… and again, we’re…
47 00:07:17.050 ⇒ 00:07:23.570 Holly Condos: I think, you know, globally, maybe it’s not as mature, like, as you mentioned, you know, we started off.
48 00:07:23.570 ⇒ 00:07:35.689 nickippel: 12 years ago, or whatever, in APJ. Most of our… I’m sure Jonathan and Catherine had told you, but most of our customers now, are enterprise in North America. Yeah.
49 00:07:36.230 ⇒ 00:07:53.399 nickippel: so it’s a bit of a different… different play, but we are… we are definitely seeing that… that push, right? Where segments and the CDWs are now having a lot more, kind of, power, I think, in kind of the way that activation’s now being run. Have you seen a bit of friction with…
50 00:07:53.510 ⇒ 00:08:01.100 nickippel: you know, with, I guess, with Braze, and this is more for our benefit of understanding, like, how… where this is going, but, like…
51 00:08:01.150 ⇒ 00:08:07.420 Robert Tseng: Yeah. Them wanting to control segmentation versus, you know, the CDW wanting to control…
52 00:08:07.420 ⇒ 00:08:23.520 nickippel: segmentation? Like, how have you felt that relationship working? And I guess, Klaviyo, we don’t necessarily come across, to be honest, so much, and it’s partly because it’s our downfall of not having a good enough SMB and mid-market play. We need to.
53 00:08:23.520 ⇒ 00:08:46.580 nickippel: So we’re definitely pushing it for this year, and similarly with retail, we’re definitely a focus for us, so we hope to be coming across against them a lot more, but a lot of ours have been, like, Salesforce and Adobe replacements, and of course, Braze is in every single one. So that’s just gonna give you a little bit of context of kind of what we’re facing and where we’re at from a North America perspective, but where we do want to go.
54 00:08:46.580 ⇒ 00:08:47.490 nickippel: This helps.
55 00:08:47.530 ⇒ 00:08:54.890 Robert Tseng: Yeah, yeah, I’ve talked to a couple of your, maybe, enterprise, like, SoundCloud, Hope from Atlanta is, like, a good friend of mine now, at this point, so…
56 00:08:54.890 ⇒ 00:08:55.360 nickippel: Nice!
57 00:08:55.360 ⇒ 00:09:06.430 Robert Tseng: Yeah, I got to hear kind of her reason for why she went with MoEngage and how that went, so it kind of gave me a flavor for, like, why, like, a company like that would switch over.
58 00:09:06.430 ⇒ 00:09:23.029 Robert Tseng: But yeah, as far as, like, kind of the trade-offs between, doing segmentation within the CEP versus, like, further upstream in, like, a CDP or a CDW, yeah, I think, like, by default, people… like, marketers would prefer to build it in the CEP, but I think
59 00:09:23.370 ⇒ 00:09:38.769 Robert Tseng: I mean, there’s a reason why the other tech stacks, the other parts of the stack have been trying to encroach on that, because it’s just limited. You don’t get to see all the data. So, yeah, for Bray specifically, I don’t think… I think they don’t do a good job of, like.
60 00:09:39.310 ⇒ 00:09:54.879 Robert Tseng: providing… there’s no bi-directional syncing out of the box with a lot of the, with a lot of the other CDPs and data warehouses. So, yeah, I think, like, it just… how difficult it was to kind of push
61 00:09:54.880 ⇒ 00:10:08.009 Robert Tseng: segments of the Braze, it was like, that was a big… that was a big lift for our team to do that. There’s nothing out of the box. But then, you know, I think once the use case is made, it’s like, hey, look, with Braze, you’re only able to go off of, for this particular client.
62 00:10:08.010 ⇒ 00:10:16.379 Robert Tseng: Brace is set up so that it applies the same kind of, like, framework for every CBG company, but now we’re seeing that, like, you know.
63 00:10:16.380 ⇒ 00:10:25.360 Robert Tseng: especially, the company we’re working with, and I think we’re seeing this trend more with Omnichannel, is that there are people are grouping
64 00:10:25.360 ⇒ 00:10:38.379 Robert Tseng: customer journeys differently. It’s not just, like, transaction 1, or purchase one, purchase two, purchase three, but it’s, like, here’s, like, a journey for a particular type of customer. They’re going to buy multi-packs, like.
65 00:10:38.380 ⇒ 00:11:02.919 Robert Tseng: consistently, because this is, like, a small business owner who’s, like, going to sell it as, like, as a wholesaler to their customer, versus, like, an individual who’s making multiple. So, I think, like, as, like, the industry’s awareness of the different type of customers’ journeys increases, like, a tool like Braze is not able to handle that out of the box. And so that just creates a lot of limitations for
66 00:11:02.920 ⇒ 00:11:10.369 Robert Tseng: what, like, marketers think that they can do. So, I think, you know, in short, where we come in is, like.
67 00:11:10.920 ⇒ 00:11:35.030 Robert Tseng: we do an audit of, like, this is your lifecycle kind of effort right now. We think that you’re underperforming because we’ve seen, like, you know, different things. Here’s our… here are a few test segments that you should go after. You won’t be able to get it out of the box with Brains reporting directly, but let’s stitch it together with what you have in the data warehouse that we’ve set up. We’ve built out a golden customer data set there, and so we can… we can use the milestones we’ve defined in the warehouse.
68 00:11:35.030 ⇒ 00:11:44.059 Robert Tseng: plus, like, kind of the customer data that’s in Embrace, and here’s a new segment that you’ve never seen before that you should go after. Like, that… that has worked every time.
69 00:11:45.570 ⇒ 00:11:55.859 nickippel: And most of our enterprise customers, again, I’m talking about the current state versus where we want to be. Obviously, where we want to be is,
70 00:11:55.860 ⇒ 00:12:17.179 nickippel: you know, more, yeah, obviously more mid-market and SMB, more retail, more CPG in North America. Globally, again, we have those pretty, pretty well, established in other regions, but again, as you know, the maturity level, I think, is different. So, you know, in many regions, like, we’re a CDP, we’re, you know, we’re an analytics platform, like, because that’s, you know, they just need SDKs, right? Like…
71 00:12:17.180 ⇒ 00:12:22.500 Robert Tseng: So that’s, the reality in North America for us, is that there is some other…
72 00:12:22.500 ⇒ 00:12:40.259 nickippel: like, for example, T-Mobile, one of our larger customers, uses both Snowflake and Databricks. Yep. They are still a very big Adobe shop, however, you know, we took part of that activation away from, like, Adobe Campaign and all those other, like, Target, etc.
73 00:12:40.260 ⇒ 00:12:45.669 nickippel: So, but they were still using a lot of the other, like, you know, real-time CDP, etc.
74 00:12:45.870 ⇒ 00:12:49.539 nickippel: So, that’s the reality of, kind of, like, where we…
75 00:12:49.690 ⇒ 00:12:57.669 nickippel: where we are in North America, and most of them will have some point of view on, like, how they want to activate
76 00:12:57.960 ⇒ 00:12:59.850 nickippel: those segments from…
77 00:12:59.950 ⇒ 00:13:05.449 nickippel: some of these tools, right? We’re not at all trying to replace that, so I think that’s also clear.
78 00:13:05.670 ⇒ 00:13:16.980 nickippel: So the question that I have next is some of the other… kind of, what kind of close partners do you guys also have in addition to Snowflake? Not CEPs, more on, like…
79 00:13:17.110 ⇒ 00:13:25.790 nickippel: Do you guys work with the high touches, or the other CDPs, or, like, what’s, like, what does your kind of partner mix look like right now? Like, where you spend most of your time?
80 00:13:26.330 ⇒ 00:13:45.419 Robert Tseng: Yeah, well, so, I think I was… I mean, I forgot whose message I sent, but basically, like, we don’t have a, like, a CEP or CDP partner currently. We were very much like, oh, we want to be agnostic last year, and like, you know, whatever, just work with whatever we have, because, but I would say Segment is probably the closest partner to us, like,
81 00:13:45.420 ⇒ 00:13:52.590 Robert Tseng: yeah, it’s just the most consistent CDP that we’ve seen across all of our clients, and we’re sort of… we have a few folks that are…
82 00:13:52.590 ⇒ 00:13:59.430 Robert Tseng: certified on segment, you know, whatever. So I have the relationship with them from, like, my… my experience.
83 00:13:59.430 ⇒ 00:14:02.479 nickippel: Kim or Kevin, those are my good, good buddies.
84 00:14:02.480 ⇒ 00:14:05.240 Robert Tseng: Oh, yeah? Oh, Stephanie.
85 00:14:05.400 ⇒ 00:14:08.369 nickippel: Okay, so Tim… Tim is our contact, so I… we’re gonna go meet.
86 00:14:08.370 ⇒ 00:14:08.720 Robert Tseng: Okay.
87 00:14:08.720 ⇒ 00:14:09.920 nickippel: But yeah, he’s a good.
88 00:14:09.920 ⇒ 00:14:10.630 Robert Tseng: Oh, great.
89 00:14:10.630 ⇒ 00:14:10.950 nickippel: We were just.
90 00:14:10.950 ⇒ 00:14:11.490 Robert Tseng: Okay.
91 00:14:11.490 ⇒ 00:14:13.560 nickippel: Had an event with them at NRF.
92 00:14:13.670 ⇒ 00:14:14.550 nickippel: with.
93 00:14:14.550 ⇒ 00:14:20.250 Robert Tseng: Oh, okay, yeah, I also bumped into your staff at NRF, because I was… Oh, nice! Yeah, yeah.
94 00:14:20.250 ⇒ 00:14:25.180 nickippel: We did one with Google at the Google office, so I was adjacent, during that conference, but…
95 00:14:25.320 ⇒ 00:14:26.179 Robert Tseng: Oh, okay, got it.
96 00:14:26.390 ⇒ 00:14:27.160 nickippel: Yep.
97 00:14:28.610 ⇒ 00:14:42.200 Robert Tseng: Yeah, but no, high touch, we’ve… we, I mean, we’ve… we’ve… we’ve worked with it a couple times in terms of, like, we’ve worked with clients that are using high touch, but it’s not really, like, been a big target for us. Obviously, I think, like, the…
98 00:14:42.200 ⇒ 00:15:00.969 Robert Tseng: idea of, like, AI-powered, or kind of orchestration for these, like, these lifecycle flows, and also just, like, generating copy, like, I think all of that is attractive to people, but I still think that they’re relatively small market share, so we haven’t really, like, needed to… or we haven’t really felt like we needed to go, go and partner with them.
99 00:15:01.560 ⇒ 00:15:02.490 nickippel: Okay, awesome.
100 00:15:02.960 ⇒ 00:15:15.299 nickippel: And then, just quickly on the, kind of, the global footprint, are you guys, like, what’s the ambitions? Is it just to stay in North America, or do you have clients and other ambitions out of… out of North America?
101 00:15:15.650 ⇒ 00:15:34.880 Robert Tseng: Currently, we’re just North America. I think, you know, maybe last year we had a couple clients that were more Europe, and then we were talking to some leads in other parts, like the EMEA region, but, like, that’s, you know, that, you know, for now, like, the next year, it’s not like we’re trying to move internationally yet.
102 00:15:35.350 ⇒ 00:15:36.770 nickippel: Okay. No, that’s… that’s clear.
103 00:15:36.770 ⇒ 00:15:37.450 Robert Tseng: Yeah.
104 00:15:37.450 ⇒ 00:15:48.620 nickippel: Awesome. Yeah, sorry for all the… all the questions, it’s good to get a… the reason why I’m asking, obviously, we… again, a lot of our… say, if we, like, set up Crossbeam or something, a lot of our logos are gonna be in other regions,
105 00:15:48.620 ⇒ 00:15:48.990 Robert Tseng: Yeah.
106 00:15:48.990 ⇒ 00:15:52.620 nickippel: As we kind of expand, yeah. But for North America, we are…
107 00:15:52.910 ⇒ 00:16:00.839 nickippel: the revenue is number one now, it’s just a lot lower volumes, right, of Logos. I think the velocity in some of these meta and…
108 00:16:01.080 ⇒ 00:16:08.639 nickippel: APJ regions are obviously much, much, much higher, much higher, but, a lot less, ACV, so…
109 00:16:09.140 ⇒ 00:16:09.720 Robert Tseng: Yeah.
110 00:16:11.080 ⇒ 00:16:11.950 nickippel: Very cool.
111 00:16:12.240 ⇒ 00:16:32.090 nickippel: And then, so yeah, so what… I guess the… I… I mean, those are, like, predominantly, like, most of my questions. Like, I think, like, kind of what were you also help, like, hoping to get from, like, from a general partner planning? Like, do you have any other kind of pending questions? I know that you had a few conversations with… with Jonathan and… and Catherine already.
112 00:16:33.160 ⇒ 00:16:41.620 Robert Tseng: Yeah, well, so I think, like, the… the move to, like, want to build a partnership with the CEP partner now, especially… I mean, I feel like…
113 00:16:41.820 ⇒ 00:17:06.799 Robert Tseng: I mean, I guess, once again, this is all… we should actually do the demo and look through it, but I, you know, from first glance, it looks like it’s a pretty robust product. My understanding is it already, you know, outside of North America, like, it’s a pretty well-known kind of CDP product, obviously been around for a while. So, you know, we want to pick a partner that’s been around for a while, that kind of aligns with kind of our stage right now. We want to continue to be
114 00:17:06.800 ⇒ 00:17:13.700 Robert Tseng: move upmarket in the North American region, and so I think the benefit for, like, the Moengage is, like.
115 00:17:13.700 ⇒ 00:17:22.639 Robert Tseng: yeah, we’re not, like, Accenture-sized like GSI, but, like, we have a very unique wedge as, like, a data engineering first kind of, like.
116 00:17:23.599 ⇒ 00:17:34.809 Robert Tseng: angle in this world where we get to have a lot of conversations influencing which CDPs and CEPs get implemented for our clients. So, like, we’ve… we’ve helped segment push
117 00:17:34.809 ⇒ 00:17:43.799 Robert Tseng: I’ve helped introduce segment into multiple client situations, and, you know, I would prefer to establish, like, a single, like, kind of
118 00:17:44.169 ⇒ 00:17:45.129 Robert Tseng: a single
119 00:17:45.289 ⇒ 00:18:04.729 Robert Tseng: cool, that I can… I can… I can push that around, rather than always having to do this, like, vendor eval and, like, kind of selecting and choosing kind of thing. I think we’re just in a different stage than we were a couple years ago, so I would like to find… find a partner that would be able to… that we’d be able to confidently recommend to our clients.
120 00:18:05.160 ⇒ 00:18:17.130 nickippel: Nice, yeah. I mean, our, like, again, as you know, we’re not very well known in the region, so it’s, like, our key success factor is…
121 00:18:17.390 ⇒ 00:18:24.900 nickippel: going to be just a inclusion in the consideration set. So, let’s say, you know, you have…
122 00:18:25.340 ⇒ 00:18:34.550 nickippel: 3 to 5 different CEPs that you would recommend, like, if a client comes to you and says that they’re doing, like, a RFP for, you know, platform?
123 00:18:34.960 ⇒ 00:18:46.689 nickippel: renewals or, evaluations, that’s it. Like, that’s for us, like, the best. That’s, like, our number one kind of goal, at least for me. So it’s a pretty low bar. Like, we’re not, we’re not trying to necessarily
124 00:18:47.570 ⇒ 00:18:52.310 nickippel: anybody’s number one, and I think that’s, like, a healthy…
125 00:18:52.550 ⇒ 00:19:01.499 nickippel: kind of a healthy approach to this. But yeah, so, like, that’s… just so that… so that you’re aware, that’s it. Like, we… we are in… there’s so many of these platform…
126 00:19:01.670 ⇒ 00:19:18.900 nickippel: evaluations that are happening that we’re not a part of, which is… is really irking our, you know, our executive teams that, like, we’re in a fraction of them. You know, we’re… we’re getting a good 12 RFPs, you know, a quarter, but, like, it’s not enough, right? Because there’s so many more that are happening.
127 00:19:18.940 ⇒ 00:19:28.419 nickippel: So any way that, like, we can establish partnerships that do support just us being included, you know, again, we’re not being asked.
128 00:19:28.460 ⇒ 00:19:44.019 nickippel: to be walked into any deal, that’s not even what we… I mean, obviously we would love that, but, like, that’s not, like, realistically just by the size of, you know, comparatively to where we are against a Klaviyo or a Braze, like, we understand that that’s, you know, that’s not, like, a feasible…
129 00:19:44.180 ⇒ 00:19:50.180 nickippel: expectation from a, from, from a new partner. So, that being said,
130 00:19:50.310 ⇒ 00:19:56.880 nickippel: you know, we do have certifications that I’m happy to, like, open that up for you guys, obviously get the demos going.
131 00:19:57.010 ⇒ 00:20:15.090 nickippel: With our enablement team as well, so I think next step, enablement for sure. If you’re open to it, we can do, you know, we can do the… I can, you know, certification courses, you can get, you know, your own accounts and dashboards and start playing around with, with it as well.
132 00:20:15.140 ⇒ 00:20:23.149 nickippel: obviously, I know that there’s probably a lot, like, there’s a lot in there, it depends on, kind of, what you guys wanted to do, from, like, a Moengage perspective, but at least, like.
133 00:20:23.630 ⇒ 00:20:31.029 nickippel: There’s some, like, beginner types of courses that we can offer to you guys. Obviously, those are all free.
134 00:20:31.240 ⇒ 00:20:32.680 nickippel: And unpaid.
135 00:20:34.280 ⇒ 00:20:40.480 nickippel: Then do you guys… do you guys do, like, crossbeam, or, like, how do you typically manage the partner, like, your partners now?
136 00:20:41.950 ⇒ 00:20:52.169 Robert Tseng: Yeah, so we don’t… we use, like, partner stack, typically, so I’m assuming it’s similar to a crossbeam, but, yeah, I guess, like, we have a few different…
137 00:20:52.200 ⇒ 00:20:56.050 Robert Tseng: Like, yeah, we just have a bunch of partners that are kind of working with us through that.
138 00:20:56.050 ⇒ 00:21:19.419 Robert Tseng: So, I mean, I kind of generally understand, like, how these agreements are set up, but I think what… yeah, sure, we’re happy to do certifications or whatever it is, but I’d be most interested in, like, trying to figure out, like, a way to co-market with MoEngage. If there’s an event we can test that we… that you guys want to go and do, and we can be a part of that, like, I think that’d be great to see if we can really line up, like, leads that are relevant for both of us, so…
139 00:21:19.450 ⇒ 00:21:26.720 Robert Tseng: Yeah, seems like you’re obviously more on the enterprise SaaS and, side in the North America market.
140 00:21:26.720 ⇒ 00:21:41.810 Robert Tseng: I’d be curious, like, kind of what other kind of targets that you’re looking at this… this year, and yeah, to see if, like, our expertise could help, you know, give you a better shot at getting into those deals. Like, I think, ultimately, that’s what would need to… that’s what you would need to see on your side, right?
141 00:21:41.810 ⇒ 00:21:49.959 nickippel: Yeah, no, absolutely. We… so we have… one good thing is we have money. We have mid-market teams that are under,
142 00:21:50.200 ⇒ 00:21:55.219 nickippel: how do I put this delicately? They’re not at all at capacity.
143 00:21:55.220 ⇒ 00:21:55.800 Robert Tseng: Yeah.
144 00:21:56.250 ⇒ 00:22:12.739 nickippel: our enterprise team is hard, like, is, you know, fully, fully over capacity, like, we need to do way more with mid-market. So if it’s, like, coming up with, like, some GTM that, let’s say is, like, mid-market and whatever, and these two or three verticals, we’re happy to, like…
145 00:22:13.020 ⇒ 00:22:27.690 nickippel: you know, co-create blogs with you guys, do all the digital campaigns, put money behind that. On the event side, open to, like, opportunities. We kind of do this, you know, we do the standard stuff, I think, around conferences, and, you know, we’re… I don’t know if…
146 00:22:27.690 ⇒ 00:22:34.759 nickippel: MAU, if you guys are going to, like, something like that, that seems to have a lot of mid-market, you know, we’re sponsoring that one.
147 00:22:34.970 ⇒ 00:22:37.980 Robert Tseng: webinars at conferences.
148 00:22:38.330 ⇒ 00:22:55.790 nickippel: we’re toying with a new concept now, which is basically, like, a more targeted approach. We’re doing it… we’re doing one, I’m testing it out, but basically AWS is giving us their office, for free, and working with them and a couple of other partners to, like.
149 00:22:56.070 ⇒ 00:23:02.709 nickippel: bring in a… I can just tell you, but, like, RBI, which owns, like, Burger King and Popeyes and stuff like that.
150 00:23:02.710 ⇒ 00:23:03.409 Robert Tseng: Yeah, yeah.
151 00:23:03.410 ⇒ 00:23:08.239 nickippel: We work with them in other regions, we’re trying to expand, so we got a couple of partners that are working with
152 00:23:08.360 ⇒ 00:23:12.630 nickippel: in some brand or so in North America, and we’re trying to, like.
153 00:23:12.800 ⇒ 00:23:15.649 nickippel: Bring those personas into the room.
154 00:23:15.740 ⇒ 00:23:32.489 nickippel: And the concept is more of, like, more of, like, an innovation day, so it’s, like, there’s… it’s AI tooling, what’s… what’s out there today, kind of more of, like, what’s best practices in a kind of a workshop, less salesy kind of way, but using partners as a way to, like.
155 00:23:32.490 ⇒ 00:23:48.750 nickippel: to bring in the right contacts, use AWS to obviously fund the, fund the venue, but give legitimacy to, obviously, the, you know, the session. And then, like, afterwards, just do, like, you know, omasake, and get drinks, and have fun in Wynwood.
156 00:23:48.750 ⇒ 00:23:55.300 nickippel: So that, like, that’s an example of another kind of type of event that I’m playing with. Happy to, like, explore if you guys have any other ideas, like…
157 00:23:55.360 ⇒ 00:24:01.560 nickippel: You know, we have a pretty lean team, to be honest. On partnerships, it’s just me for North America. I have support in India, but…
158 00:24:01.720 ⇒ 00:24:02.950 Robert Tseng: Yeah.
159 00:24:03.000 ⇒ 00:24:14.070 nickippel: Yeah, it’s just me, and then our… we have, obviously, our marketing team, which I think you’ve met. Catherine sits under, you know, our head of marketing, and we have, like, somebody that does digital, somebody that does… so there’s a bunch of stuff that, like…
160 00:24:14.310 ⇒ 00:24:18.600 nickippel: That they could also kind of loop you guys into as well, like, this year.
161 00:24:18.600 ⇒ 00:24:19.170 Robert Tseng: Yeah.
162 00:24:19.890 ⇒ 00:24:36.539 nickippel: Yeah, you know, I mean, it’s… that’s it. So, I guess for me, the best way to kind of move forward is to see some level of, like, traction. I don’t know any sort of engagement that we can kind of come up with that should, you know, should support the…
163 00:24:36.560 ⇒ 00:24:50.869 nickippel: kind of the, you know, are we… are we moving in the right direction? Are there some good signals that this is, like, a good use of time, just based on everybody’s, you know, obviously, like, you guys have a lean… I’m assuming a lean team, too, and it’s… where do you spend your time is the question, right? So…
164 00:24:50.870 ⇒ 00:24:51.390 Robert Tseng: Yeah.
165 00:24:51.390 ⇒ 00:24:54.799 nickippel: I think that’s kind of, like, gonna be the North Star, is, like, how can we get to that?
166 00:24:55.460 ⇒ 00:24:56.880 nickippel: As quickly as possible.
167 00:24:57.740 ⇒ 00:25:17.359 Robert Tseng: Totally. Yeah, I mean, I think, I’m sure Holly could kind of share more about, like, some of the things that we’re doing, but at a high level, like, I think what’s unique about us is that we have a lot of experience, like, working with partners. Like, we actually… we have a whole content kind of team on our side. We can actually… we’re not completely dependent on, like, a, you know, on, like, a Moengage to go and
168 00:25:17.360 ⇒ 00:25:17.970 Robert Tseng: Just…
169 00:25:18.000 ⇒ 00:25:41.690 Robert Tseng: throw all their weight behind things. Like, we… we understand how to bring, like, people on our ICP into a room, like we have with other… with other brands. We have, kind of these closed-door dinners, typically 20 to 30 people. We’re used to putting on workshops, like, doing these educational type of, events that are, you know, it’s… yeah, it was just, like, the way that we’ve had to adapt, be… to be able to get the… get…
170 00:25:41.690 ⇒ 00:25:56.590 Robert Tseng: provide value to people in the room without having to throw in the Omakasi dinner every time, so I think it’s been a great way to, especially in smaller cities, Denver, Austin, or my business partner’s in Austin, like, and Chicago, I guess these, like.
171 00:25:56.590 ⇒ 00:26:17.389 Robert Tseng: really just middle of America, kind of like cities. Last year, I feel like those are all great lead gen kind of events for us with smaller groups that, I feel like… so we’ve done… we know our way around how to, like, put on an event with a partner like you. I think we can be very flexible and have a lot of ideas, because we have a whole marketing and partnerships team on our side.
172 00:26:17.560 ⇒ 00:26:30.600 nickippel: One thing that I completely forgot to talk about, I mean, so we… we need to, a big focus for us is to get better aligned with all the data warehouses, so, like.
173 00:26:30.600 ⇒ 00:26:31.370 Robert Tseng: Yeah.
174 00:26:31.370 ⇒ 00:26:45.559 nickippel: I think we just… we just have not done a good job. So I think that’s one thing that I’m, I just thought about now. It’s like, how could we get more attention to this partnership up front, is if we can focus on anything like content, like.
175 00:26:45.560 ⇒ 00:27:03.439 nickippel: co-creating, you know, CEP plus CDW plus, you know, like, whatever, Brainforge, whatever you guys can kind of bring in, like, the expertise and thought leadership around this kind of stuff. Yep. That 100%… and then, do you guys do much with Databricks, too, or only Snowflake?
176 00:27:04.210 ⇒ 00:27:08.559 Robert Tseng: We’re mostly a snowflake, but we… yeah, so I would say we’re probably…
177 00:27:08.710 ⇒ 00:27:13.169 Robert Tseng: Oh, I’ll just say Snowflake. I mean, we’re open to Databricks, but that’s our… that’s our bread and butter, Snowflake.
178 00:27:13.170 ⇒ 00:27:13.730 nickippel: Okay.
179 00:27:13.730 ⇒ 00:27:16.309 Robert Tseng: Yeah, one of the, one of the reasons.
180 00:27:16.310 ⇒ 00:27:37.000 nickippel: But any, like, yeah, Snowflake is also fine, like, we, we have bidirectional integrations, we’re a certified Snowflake partner, we’re working on some of the things with Databricks, but that could be a really quick way to get some attention internally, like, too, if we can kind of create some of that content, and then do… and then run workshops, I think, following that, right? So, like, that’s the…
181 00:27:37.000 ⇒ 00:27:37.520 Robert Tseng: Yeah.
182 00:27:37.520 ⇒ 00:27:41.650 nickippel: Kind of the approach is more of an arc versus, like, these one-off types of campaigns.
183 00:27:41.650 ⇒ 00:27:42.140 Robert Tseng: Sure.
184 00:27:42.140 ⇒ 00:27:47.009 nickippel: Would be… would be ideal, and then we can kind of repurpose these in different formats, right?
185 00:27:47.370 ⇒ 00:27:59.640 Robert Tseng: Yeah. Well, I will say is, like, so an example of how we’ve been able to spin something up that quickly is, I mean, there are all these, like, kind of AI, GPT wrapper kind of tools, some that are, like, enterprise AI-focused.
186 00:28:00.040 ⇒ 00:28:23.650 Robert Tseng: they have a hard time going to market on their own, because they can’t really build the use case, like, they can’t build a demo, like, actually put in front of their persona. And so, you know, something we just did with… I think it’ll… I mean, it’ll go out soon, so I can say it, but with Contextual AI, they’re really wanting to focus on insurance. We’ve basically spent the past month, like, building a demo with them, and we have a whole, like.
187 00:28:23.650 ⇒ 00:28:31.400 Robert Tseng: you know, roadmap rolled out, content, demos, and then leading up to an event. So, you know, if you ever have, like, something like that, where it’s like.
188 00:28:31.400 ⇒ 00:28:48.600 Robert Tseng: yeah, you want to see… you want us to build something that’s, like, Moengaged with Snowflake, or whatever, maybe it is Dave Bricks, in going after a particular vertical, we can build a demo with you to do that, and we can also help to put out the content strategy, plus the webinar or the event at the end.
189 00:28:48.600 ⇒ 00:28:51.299 nickippel: Do you guys do anything with food, by chance?
190 00:28:52.010 ⇒ 00:28:56.080 Robert Tseng: We don’t do Telium, but, I… yeah, I mean, I’d be open to it.
191 00:28:56.480 ⇒ 00:29:10.420 nickippel: Yeah, the reason why they’re, like, they were taught in this, kind of the same discussion. They’ve done a good job of, I think, leaning in more into the cloud data warehouses. They’ve moved away from the marketing automation tools. I think we’re the… kind of the only exception there.
192 00:29:10.420 ⇒ 00:29:24.079 nickippel: Which I understand why. It’s getting a little bit, there’s a lot of friction now with, I think, with CDPs and CEPs. Yeah. They were talking about… they’re gonna be… we’re gonna be building, like, a joint demo with them.
193 00:29:24.390 ⇒ 00:29:24.980 Robert Tseng: Oh, interesting.
194 00:29:24.980 ⇒ 00:29:30.550 nickippel: like, the… Yeah, the interest for us is, like, how can we also, like, kind of work
195 00:29:30.790 ⇒ 00:29:35.540 nickippel: try party with the CDW. That’s, like, the kind of end-state goal for us.
196 00:29:35.940 ⇒ 00:29:47.230 Robert Tseng: I know that they do well in healthcare. A lot of healthcare folks talk a lot about Teelium. I mean, for us, like, you know, in Snowflake, you know, snow pipes and everything kind of basically does the same thing, so we’ve not really needed to go and
197 00:29:47.230 ⇒ 00:29:59.459 Robert Tseng: find a partner that’s exactly doing what TWM does, but I mean, from my understanding, I think they do well with healthcare, so I’m… I guess I’m… that’s, I’d be interested in seeing, like, what… what you guys are doing with them.
198 00:29:59.460 ⇒ 00:30:17.170 nickippel: Cool. Yeah, we’re gonna probably… we’ll have a conversation next week. But yeah, as a next step, we can get that, demo going and start thinking about some co-marketing. Let me know if there’s any other, kind of, other ideas that you have, and if there’s anything else that I can provide. But yeah, that sounds like a good next step.
199 00:30:17.620 ⇒ 00:30:20.840 Robert Tseng: Okay, great. Yeah, thanks for your time, Nick. Yeah.
200 00:30:21.760 ⇒ 00:30:22.360 Holly Condos: Snick.
201 00:30:22.360 ⇒ 00:30:23.769 nickippel: Thanks, Ali, appreciate it.
202 00:30:23.770 ⇒ 00:30:24.339 Holly Condos: Take care.
203 00:30:24.670 ⇒ 00:30:25.640 nickippel: You, bye-bye.
204 00:30:25.870 ⇒ 00:30:26.440 Holly Condos: Yup.