Meeting Title: Superposition <> BF Sync Date: 2025-07-31 Meeting participants: David Cohen, Hannah Wang, Uttam Kumaran
WEBVTT
1 00:00:07.810 ⇒ 00:00:08.750 David Cohen: Hey! Hannah!
2 00:00:11.720 ⇒ 00:00:12.870 Hannah Wang: Hey? How’s it going.
3 00:00:13.630 ⇒ 00:00:15.039 David Cohen: Going? Are you.
4 00:00:16.540 ⇒ 00:00:22.630 Hannah Wang: It’s it’s always different every week. It’s it’s okay. Yeah.
5 00:00:23.390 ⇒ 00:00:25.019 David Cohen: I’ve I’ve been there.
6 00:00:26.280 ⇒ 00:00:30.250 Hannah Wang: Well, I’m sure it’s like a founder. You
7 00:00:30.420 ⇒ 00:00:32.900 Hannah Wang: just every week is is different.
8 00:00:34.010 ⇒ 00:00:44.460 David Cohen: Yeah, I think it’s you know, you sort of get like, mildly overwhelmed by the amount of random crap you have to get through. Basically and that’s essentially it.
9 00:00:45.280 ⇒ 00:00:49.750 Hannah Wang: At least it’s mild for you. I feel like you probably have a high threshold of tolerance.
10 00:00:49.750 ⇒ 00:00:55.340 David Cohen: No, it’s a it’s acquired mild. It’s not mild for the average person. I don’t think.
11 00:00:56.870 ⇒ 00:01:04.229 Hannah Wang: I mean, I come from. I come from like a big tech company. Where everything moves a lot slower. So this is definitely
12 00:01:05.019 ⇒ 00:01:06.649 Hannah Wang: it’s different. It’s different.
13 00:01:06.650 ⇒ 00:01:19.059 David Cohen: And and I don’t think the weird thing is that a big tech company by normal standards, actually, things move quite fast. So the try working at like a a healthcare company, or like.
14 00:01:19.060 ⇒ 00:01:19.550 Hannah Wang: Wow!
15 00:01:19.550 ⇒ 00:01:25.239 David Cohen: You know, find a bank or something. The thing is just like you would find, probably, that they were glacially slow.
16 00:01:26.060 ⇒ 00:01:36.310 Hannah Wang: Maybe I should. I should go there. I don’t know. I’m not very good at working at fast paced companies getting used to it. So it’s quite different.
17 00:01:36.310 ⇒ 00:01:39.050 David Cohen: Or is is Utam joining us? Or is it just us 2.
18 00:01:39.566 ⇒ 00:01:40.950 Hannah Wang: I think he should
19 00:01:41.150 ⇒ 00:01:47.650 Hannah Wang: be able to join, but he’s been like in a ton of meetings. Let me check his schedule. He might
20 00:01:47.810 ⇒ 00:01:48.350 Hannah Wang: be ready.
21 00:01:48.350 ⇒ 00:01:50.809 David Cohen: I can reschedule to tomorrow. By the way, if I need to.
22 00:01:53.160 ⇒ 00:01:56.499 Hannah Wang: No! Looks like he’s free. I will.
23 00:01:57.320 ⇒ 00:01:58.639 Hannah Wang: I’ll ping him.
24 00:02:11.450 ⇒ 00:02:29.870 David Cohen: So it used to be in a in my former job that, like the team’s noise, the noise that Microsoft team makes whenever you get a message would trigger like a mild, like anxiety thing. And now it’s the slack thing, because I I used to never use slack, so the noise is very distinctive to me now, and every time I hear it I’m like
25 00:02:30.430 ⇒ 00:02:39.134 Hannah Wang: Yup, me, too. I feel that my previous job also use slack. So it’s like the same it carried over.
26 00:02:39.570 ⇒ 00:02:44.890 David Cohen: In fact, I remember there was a commercial on TV when teams was just released.
27 00:02:45.328 ⇒ 00:02:59.970 David Cohen: I guess Microsoft bought like a super bowl commercial. That was like teams related. So they would show people using teams or whatever. But the the ad started with the noise from a team’s message I was like, why would you? Did you not test this with any person
28 00:03:00.530 ⇒ 00:03:01.380 David Cohen: like.
29 00:03:02.160 ⇒ 00:03:06.049 Hannah Wang: No, it’s probably they did that on purpose to get your attention.
30 00:03:06.050 ⇒ 00:03:07.660 David Cohen: Evil. It’s really messed up.
31 00:03:08.168 ⇒ 00:03:12.740 Hannah Wang: You can change your notification. Sound, I believe, but.
32 00:03:12.740 ⇒ 00:03:13.919 David Cohen: Yeah. Yeah. Fair.
33 00:03:13.920 ⇒ 00:03:19.039 Hannah Wang: But still any sound you you associate start to associate it with slack, and it’s just
34 00:03:19.200 ⇒ 00:03:31.329 Hannah Wang: even my alarm, too, like I changed it from the Reg. The default sound to like a more song esque tune, and even that it just reminds me of waking up. So any sound.
35 00:03:31.330 ⇒ 00:03:37.620 David Cohen: So so while we wait for who? Tom? How did you want to structure these calls and like, where do you want to touch on.
36 00:03:38.454 ⇒ 00:03:45.550 Hannah Wang: Yeah, this is our 1st kind of think, so I guess just wanted to talk about how you think
37 00:03:45.730 ⇒ 00:03:53.639 Hannah Wang: last month went, or I guess, last couple of months since we kind of kicked off our partnership. I know that we had a couple of calls with
38 00:03:53.680 ⇒ 00:04:16.397 Hannah Wang: potential leads. I don’t really know if those went anywhere with like Troy, and I know there’s like a couple more and then kind of reflect on that, and then make adjustments going into the following month, and then maybe run a couple of campaigns for Q. 3. Just to bring in more leads. To the workshops.
39 00:04:16.769 ⇒ 00:04:35.429 Hannah Wang: so that’s why I generated that that document. And then I’ll like, take notes at the bottom of it. So yeah, I’m not like in any of those meetings. But I like see them come into our platform. So I kind of know that you have meetings, and you mentioned that you’re pitching to someone I know you mentioned that.
40 00:04:36.030 ⇒ 00:04:38.770 Hannah Wang: so that’s kind of how
41 00:04:39.170 ⇒ 00:04:49.030 Hannah Wang: I want to structure these syncs. And obviously like exchanging any leads or contacts along the way, but I feel like we’re.
42 00:04:49.870 ⇒ 00:05:05.169 David Cohen: I’ll give you some background on, on how I kind of go to market as well, and then, like we can discuss how I can adjust that because the problem that I’m having at least on my end is I don’t necessarily sell to the same people that you guys sell to.
43 00:05:05.170 ⇒ 00:05:06.050 Hannah Wang: That’s true.
44 00:05:06.050 ⇒ 00:05:08.359 David Cohen: I sell to other consultants?
45 00:05:08.520 ⇒ 00:05:15.170 David Cohen: Then I don’t typically sell to the end user that would buy like brain for services. I would
46 00:05:15.250 ⇒ 00:05:17.869 David Cohen: sell to like equivalents of Brand Forge.
47 00:05:17.950 ⇒ 00:05:31.860 David Cohen: What happens is that occasionally, of course, like, I’ll end up on either an event like an in person event, or a call with a potential customer of brain forges, or like the right type of persona, that would be a customer of brain forge
48 00:05:32.275 ⇒ 00:06:00.020 David Cohen: and that, for example, like the Health Cloud Caters people that I met at some networking event here. So the what I’m realizing that I need to modify is sort of the way that I discuss my services a little bit, because I basically have been exclusively focused on pitching my services as like 2 other consultants, like basically like I build workshops for other consultants? Right? What it is is that to organizations or people like
49 00:06:00.030 ⇒ 00:06:02.856 David Cohen: health wildcatters, like the people I met at
50 00:06:03.520 ⇒ 00:06:29.410 David Cohen: at the network networking event. I think it needs to be more of like a straightforward like, look, I do data strategy work. And then companies like brain I partner with Brain Forge to create those. That’s why I thought the concept of us pitching like when we’re both gonna go do the tech and tequila thing next week like talking about our partnership made sense to say, like, Look, I’m talking about data strategy, Utah, we’ll be talking about like the implementation piece. So let’s
51 00:06:29.790 ⇒ 00:06:46.459 David Cohen: pitch the fact that we are working together to bring those 2 worlds together. So the time I was just catching Hannah up on the on like the go to market strategy piece, and then, like sort of why, I’m struggling to to pitch our services a little bit collectively. I think I need to change. My approach is what I was explaining.
52 00:06:47.270 ⇒ 00:06:54.759 Uttam Kumaran: Yeah, I’m like for for us, the way we do it is like anytime. A client of mine is like sort of all over the place.
53 00:06:54.870 ⇒ 00:07:02.440 Uttam Kumaran: My 1st instinct is to either. I have 2 options. We either go in as like, okay, just have me on hourly and like.
54 00:07:02.870 ⇒ 00:07:25.130 Uttam Kumaran: after a couple, probably a couple of hours. I’ll like I’ll get it. Tell you what you need. But ideally I would. I want to get them into the workshop motion, because it’s a higher price point. And we get the same outcomes, basically that we would probably take us a month to get. And it’s a lot less of my time, you know, we don’t have like really major transformation architects, or like scrolls like that. So
55 00:07:25.230 ⇒ 00:07:40.489 Uttam Kumaran: I I agree. And that’s sort of how I pitch it, but because typically we’re brought in to like, Go do a thing. And then I’m like, you have, you guys have to start a little bit earlier. But I think similarly, in in your world, it’s kind of like, okay, when you end up with a couple of things to do
56 00:07:40.790 ⇒ 00:07:52.049 Uttam Kumaran: like, either you guys do it, or we have some firms that will help you get started or kickstart, you know. But yeah, I’m like curious, like, what’s been like the main hiccup, or what do you think has been challenging.
57 00:07:52.400 ⇒ 00:08:03.510 David Cohen: Yeah. The challenge, as I was explaining to Hannah, is that the the Icp that I target is actually not the same people that you guys would target because you’re targeting people that would use data products.
58 00:08:03.510 ⇒ 00:08:07.779 Uttam Kumaran: No, no, what’s 100% you’re targeting like other consultancies to? Yeah.
59 00:08:07.780 ⇒ 00:08:23.379 David Cohen: But yeah, correct. So like, what I’m what I’m getting at is that as I’m talking to like, I need to be more precise about basically who, like of all everybody that I talked to, who is like a superposition customer exclusively, and who is a brain forge
60 00:08:23.710 ⇒ 00:08:32.429 David Cohen: position customer as well, so some of the people I meet could be. The latter are exclusively the latter actually like, there’s a meeting that I’m having next
61 00:08:32.690 ⇒ 00:08:40.730 David Cohen: week, or something with a accelerator out of Dallas called health wildcatters. So what they do is they, basically.
62 00:08:40.780 ⇒ 00:09:03.740 David Cohen: you know, to be redundant accelerate companies that work in the healthcare space. They’re they’re an incubator for companies. In the healthcare space similar to the Vc. The the people at Blueprint but the the pitch is going to. I already pitched it soft, pitch it to her. But it’s basically going to be like, Look, I’m partnering with Brainforge to do everything from like strategy to implementation sort of end to end
63 00:09:04.374 ⇒ 00:09:09.410 David Cohen: and pitching the the joint offering as well as the the workshop as like a
64 00:09:09.750 ⇒ 00:09:17.680 David Cohen: entry level thing. The problem is, I don’t run into many of those because I don’t necessarily seek them so far. But I need to switch to also seek those types of people.
65 00:09:17.950 ⇒ 00:09:22.679 Uttam Kumaran: Yeah, I think for me what what we get out of it is like, you cast the net.
66 00:09:23.020 ⇒ 00:09:29.149 Uttam Kumaran: You will catch fish that maybe not the fish that you would typically do. But with us you can actually work with them right.
67 00:09:29.150 ⇒ 00:09:29.610 David Cohen: Yeah.
68 00:09:29.610 ⇒ 00:09:33.979 Uttam Kumaran: And that’s that’s where. And then, very similarly, like I I,
69 00:09:34.080 ⇒ 00:09:42.490 Uttam Kumaran: there’s a huge advantage for us having you produce the service that you do, but but also, like, you know, knowing your business model, your
70 00:09:42.630 ⇒ 00:09:50.049 Uttam Kumaran: this is where I think that you. I think it’s for you. It’s like you’re going both direct, and you’re kind of a a vendor.
71 00:09:50.160 ⇒ 00:09:53.010 Uttam Kumaran: It’s like sometimes you you may
72 00:09:53.260 ⇒ 00:09:59.809 Uttam Kumaran: like, but the the only other option is like to turn on an engineering team kind of turnkey is is
73 00:10:00.080 ⇒ 00:10:12.550 Uttam Kumaran: kind of brutal and like I’m again, that’s like, I don’t think that’s what you want to do. But also you may get some people that need that. So is there a way to monetize that further? But you’re right in that there. Those are 2
74 00:10:12.800 ⇒ 00:10:22.809 Uttam Kumaran: distinct folks. But I wouldn’t be surprised with your reach that you’re gonna get. You’re gonna get people that do both. You’re gonna get agencies. And you’re gonna get people that like.
75 00:10:23.370 ⇒ 00:10:27.480 Uttam Kumaran: want you to run workshops or do any data work for
76 00:10:27.810 ⇒ 00:10:31.209 Uttam Kumaran: right? And then what do you do with that lead like they’re right there in front of you.
77 00:10:31.600 ⇒ 00:10:46.689 David Cohen: Yeah, like, there’s that other person I mentioned to you via text. So, Hannah, I I texted him about a potential lead that essentially, he’s a guy that I worked for or not worked. He was one of my clients, basically at a previous company.
78 00:10:47.210 ⇒ 00:11:01.520 David Cohen: And what what we did for him was. He knows what the workshops are like. He knows how they work and what they accomplish, and everything he’s been in one of them. So he wanted to potentially bring me on to do a workshop for a client in the pharma space.
79 00:11:01.940 ⇒ 00:11:02.730 David Cohen: That
80 00:11:04.190 ⇒ 00:11:14.649 David Cohen: that is sort of unclear. He runs his own consulting company, so I don’t necessarily. I didn’t want to bring you on and into the conversations yet with him, because I I this guy, is like sort of all over the place.
81 00:11:14.890 ⇒ 00:11:17.450 Uttam Kumaran: Yeah, like, what is what’s in it for him? You have to figure out.
82 00:11:17.620 ⇒ 00:11:23.870 David Cohen: Exactly. And and then the problem is that this guy is kind of like kind of an asshole.
83 00:11:24.020 ⇒ 00:11:25.320 Uttam Kumaran: I’m being honest.
84 00:11:25.440 ⇒ 00:11:26.730 David Cohen: That’s why
85 00:11:26.730 ⇒ 00:11:32.020 David Cohen: I’m also trying to protect you guys from that, too, because I don’t want to sign you up for a shit client.
86 00:11:32.020 ⇒ 00:11:32.590 Uttam Kumaran: Totally, totally.
87 00:11:33.040 ⇒ 00:11:53.278 David Cohen: And then like the. So what I’m trying to figure out as I’m going into next week is also what the dynamic of that relationship is going to be like if he wants, like a subcontractor, to work under his company, or if he just wants to refer the client to us, if if it’s the latter, what I would love to do is obviously bring you on, or you guys on
88 00:11:53.560 ⇒ 00:12:15.950 David Cohen: the say, like to do the offering together because the client what they need is, he’s very directly told me the client essentially doesn’t want to talk about. Like all the like particulars of designing a dashboard potentially, they want to just do it like they want to design it and then build it. They don’t want to talk about data strategy. They don’t want to talk about like all the like big picture stuff.
89 00:12:17.775 ⇒ 00:12:20.799 David Cohen: But it’s stuff like that that keeps coming up. And so.
90 00:12:20.800 ⇒ 00:12:36.750 Uttam Kumaran: But also here, here there’s like 2 points right like, for for one is like, if you bring us in, I want to sign you on a on an agreement where you get paid for bringing us in like ideally. That’s something recurring, because I think that’d be that’d be great. And then it’s also like, Yeah, I think now, you can sort of almost
91 00:12:36.970 ⇒ 00:12:43.279 Uttam Kumaran: when you’re in conversations with people. It’s kind of helpful to be like. Well, I can also do the next half of it. And then.
92 00:12:43.410 ⇒ 00:12:48.049 Uttam Kumaran: whether, like it’s you, whether it’s us like, I don’t think that’s what people are too concerned about.
93 00:12:48.230 ⇒ 00:13:04.130 Uttam Kumaran: For the most part. Usually they’re just like, what else do you like? We have people that ask us like, what else do you guys do like? Where else. Do you guys work like we have? Some clients are asking us about AI stuff now. And so, being able to be in that conversation and pitch, that is like what we’re going for. But look, even if it doesn’t work
94 00:13:04.280 ⇒ 00:13:09.259 Uttam Kumaran: with with him, I do think that there’s these will keep coming, you know.
95 00:13:10.880 ⇒ 00:13:32.714 David Cohen: Yeah. So so I think that I need to like what I’m doing as I’m meeting more people is to pivot the pitch of what superposition is is to be both like the workshops piece, obviously for my own, but also part of like our ecosystem of like the joint offering like, I I’m getting much more explicit about explaining and and pitching that. So that is,
96 00:13:33.140 ⇒ 00:13:39.755 David Cohen: hopefully gonna generate some some potential new things. And by the way, I’m running into a lot of people that know you, which is good.
97 00:13:40.020 ⇒ 00:13:44.910 Uttam Kumaran: Really like hopefully good things. Who are? Who are you running into.
98 00:13:44.910 ⇒ 00:13:50.250 David Cohen: Yeah, I don’t know. It’s just like I I met this guy today. His name was Joe. He’s in
99 00:13:50.510 ⇒ 00:13:54.949 David Cohen: the Uk. I can’t remember Joe Mahoney, or something like that.
100 00:13:56.250 ⇒ 00:13:56.980 Uttam Kumaran: Okay.
101 00:13:56.980 ⇒ 00:14:00.229 David Cohen: But anyways, I thought I told he like, Yeah.
102 00:14:00.230 ⇒ 00:14:00.800 Uttam Kumaran: This weight.
103 00:14:01.850 ⇒ 00:14:08.169 Uttam Kumaran: Oh, yeah, dude this guy. That guy’s a legend, I mean. Well, I don’t. I don’t think people anyone else would say that. But I love his Linkedin content.
104 00:14:08.170 ⇒ 00:14:35.336 David Cohen: Yeah, I I ran into him. We had a conversation. He’s great, really awesome guy. And he was like, Oh, yeah, you worked with, you know. And I’m like, Yeah, we’re working together on some stuff. And I explained, he’s like, Oh, that’s really amazing. Like, I’ll basically I’ll read. He was like, I’ll refer you guys, anybody that I that I hear needs like, you know, data help or AI help. So you guys can work on it together. And I’m like great. So it’s basically a lot of stuff like that where, like us, being more more proactively
105 00:14:35.600 ⇒ 00:14:40.290 Uttam Kumaran: Yeah, public about working together, I think would help, okay, okay, cool.
106 00:14:41.330 ⇒ 00:14:44.010 Uttam Kumaran: Yeah. Also, I just, I just think that like, look, there’s
107 00:14:44.750 ⇒ 00:14:48.970 Uttam Kumaran: as soon as you get into a call with someone. It’s then figuring out like, what is this person doing? Is there?
108 00:14:49.070 ⇒ 00:14:51.980 Uttam Kumaran: Does am I servicing this, or is there someone I can pass this to.
109 00:14:52.080 ⇒ 00:14:58.380 Uttam Kumaran: So for me, I look at everything like that. And so where I where we where I’m trying to operate more is like, how many reps can we get in?
110 00:14:58.600 ⇒ 00:15:01.979 Uttam Kumaran: So certainly not. Everything is gonna go as we’re seeing. But
111 00:15:02.360 ⇒ 00:15:04.350 Uttam Kumaran: it just takes a couple, you know.
112 00:15:04.740 ⇒ 00:15:07.740 David Cohen: Yeah. And what I’m thinking is for the the
113 00:15:08.070 ⇒ 00:15:14.000 David Cohen: the what’s it called the call the Mini workshop. The 60 min thing that we did with Troy, for instance.
114 00:15:14.000 ⇒ 00:15:14.400 Uttam Kumaran: Yeah.
115 00:15:14.400 ⇒ 00:15:20.600 David Cohen: Blueprint folks. We can do like basically what those are is like volume place. So the more
116 00:15:21.130 ⇒ 00:15:39.439 David Cohen: to do, the more that we’ll eventually get a bite on it. So we we literally should try to plug that in as much as possible, because that model has worked extremely well for me for the like when I do. The therapy sessions, like the whole point of the therapy session, is to literally put as many, you know, pieces of bait into the water.
117 00:15:39.440 ⇒ 00:15:43.329 David Cohen: Yeah, that you eventually catch one fish, and they’re super low effort to do.
118 00:15:45.500 ⇒ 00:15:51.200 Uttam Kumaran: I mean, one thing that we could do, Hannah. Is think about like a
119 00:15:51.350 ⇒ 00:15:53.909 Uttam Kumaran: one of our offers could be like.
120 00:15:54.600 ⇒ 00:15:56.800 Uttam Kumaran: Hey, we’re gonna offer you this.
121 00:15:56.970 ⇒ 00:15:59.469 Uttam Kumaran: Typically, we run this big workshop.
122 00:15:59.590 ⇒ 00:16:04.889 Uttam Kumaran: But for a limited time we’re offering a 60 min version of this.
123 00:16:05.240 ⇒ 00:16:15.199 Uttam Kumaran: I mean, we could offer for free. We could offer it for a couple 100 bucks. And that could be our offer, you know. Right now we don’t have an offer on the site. And that’s like.
124 00:16:15.950 ⇒ 00:16:19.790 Uttam Kumaran: It’s something we we need. I was. I forgot who I was talking to.
125 00:16:20.080 ⇒ 00:16:21.392 Uttam Kumaran: That was like,
126 00:16:22.610 ⇒ 00:16:28.020 Uttam Kumaran: I was just talking to someone this week or last week about like the offer.
127 00:16:28.240 ⇒ 00:16:35.280 Uttam Kumaran: I don’t know. I’ll have to. I’ll have to remember, but like we need some offer right tip. Before we were, we were offering like
128 00:16:36.030 ⇒ 00:16:48.440 Uttam Kumaran: a paid like a free 30 min audit with me. But like, I think this is free, like a 60 min workshop is something that one we can start putting now, as our our clear call to action on the website, and underneath all of our
129 00:16:48.550 ⇒ 00:16:55.450 Uttam Kumaran: post and Hannah, this kind of goes into like the work that we’re trying to do, which is starting to connect our linkedin growth
130 00:16:55.570 ⇒ 00:17:07.499 Uttam Kumaran: into clear leads. We just don’t have. We just never press like a clear call to action except to like, go check out the website. This could be a really great thing where one we already have the assets so like.
131 00:17:07.609 ⇒ 00:17:15.869 Uttam Kumaran: check it out before you buy 2, we could offer it for free, and then, if it ends up, being like too much shit. We can then put something on it.
132 00:17:18.030 ⇒ 00:17:28.440 Uttam Kumaran: but that’d be great. And then, as part of though if people sign up for that, we would send a little questionnaire, or have them record like a little questionnaire, because then we can have a little bit of tailoring.
133 00:17:28.820 ⇒ 00:17:30.209 Uttam Kumaran: and then that could be good.
134 00:17:30.680 ⇒ 00:17:46.804 David Cohen: And I think, what what works to or what’s worked for me on that front is once the offer officially exists, we can both create content around it, which we already have so like from the Troy stuff. And I need to. I know I need to put that out. I promised you guys I would do it, and I just forgot
135 00:17:47.060 ⇒ 00:17:47.780 Uttam Kumaran: No, that’s fine.
136 00:17:48.077 ⇒ 00:17:58.779 David Cohen: And the the thing that you can start to do is as you as people interact with the content right? And get into the funnel, so to speak. It would be offering it to them.
137 00:17:59.160 ⇒ 00:17:59.480 Uttam Kumaran: Yeah.
138 00:17:59.480 ⇒ 00:18:04.070 David Cohen: Basically because it’s free. There’s like, no pressure to it. It’s like, Okay, shit. Yeah, free. I’ll do it.
139 00:18:05.720 ⇒ 00:18:06.320 Hannah Wang: Yeah.
140 00:18:06.910 ⇒ 00:18:14.260 Uttam Kumaran: Well, yeah, I mean, I’m literally gonna do. I’ll just put that in our slides like I’m gonna work on our slides for the tequila thing I’m gonna put it in should put it the last slide
141 00:18:14.930 ⇒ 00:18:23.280 Uttam Kumaran: sign up for a free thing for your team, because the thing is, as soon as they’re in that I can say, loop in. We need Xyz person to come.
142 00:18:24.440 ⇒ 00:18:28.860 Uttam Kumaran: And like that, we get in front of them. Basically, we leave them with something
143 00:18:29.670 ⇒ 00:18:36.060 Uttam Kumaran: like, yeah, I mean, I think that’s a great thing, because I haven’t been super jazzed about any other offer that we have, because what can I do
144 00:18:36.310 ⇒ 00:18:38.759 Uttam Kumaran: in 30 min. If anything, it’s like
145 00:18:38.910 ⇒ 00:18:42.250 Uttam Kumaran: you can come talk to me, and I’ll probably give you something. But like
146 00:18:42.380 ⇒ 00:18:45.459 Uttam Kumaran: we didn’t have a I don’t have like a great deliverable
147 00:18:45.800 ⇒ 00:18:48.499 Uttam Kumaran: in 30 min. And what are the what are the other things like?
148 00:18:48.620 ⇒ 00:18:53.460 Uttam Kumaran: You can get a free ass. People do free assessments. People do free cost calculator.
149 00:18:54.040 ⇒ 00:18:59.279 Uttam Kumaran: But like, I don’t know, like those aren’t great. And if we can start to think about
150 00:18:59.950 ⇒ 00:19:03.960 Uttam Kumaran: a nice 60 min like lead magnet.
151 00:19:04.950 ⇒ 00:19:10.959 Uttam Kumaran: That’s a good. We can get pretty close to identifying everything they need us. And then it’s like very clear what what the next steps are.
152 00:19:11.330 ⇒ 00:19:11.909 David Cohen: Yeah.
153 00:19:13.340 ⇒ 00:19:17.660 Uttam Kumaran: And as a requirement we’ll tell them you need to bring one or 2 people, you know.
154 00:19:17.660 ⇒ 00:19:21.569 David Cohen: Yeah. And I think I think that we can sort of tweak the the
155 00:19:21.994 ⇒ 00:19:41.769 David Cohen: the model of the workshops. Such that we drive that answer out is like, what exactly do you need help with like? So basically, like, well, you know, we talk about problems, we talk about opportunities. One thing that we can tweak is to say, like, Okay, let’s talk about how you would prioritize your problems and where tell us where you need help. Basically.
156 00:19:42.570 ⇒ 00:19:46.270 David Cohen: So that you can then say, Oh, shit! We help in that like we can do that.
157 00:19:46.790 ⇒ 00:19:55.620 David Cohen: Then, like, you know, the the easy thing is like, you have problem. I know how to solve problem for you in the call like that is a pretty easy like sales connection. There.
158 00:19:58.760 ⇒ 00:20:09.780 Uttam Kumaran: Yeah, it’s yeah, exactly. Yeah. I mean, I I just like, I’m racking my mind on like what I what I was talking to about this. But yeah, I think that’s a great next step. And I’m gonna put that in our slides. And then
159 00:20:10.440 ⇒ 00:20:14.750 Uttam Kumaran: easy thing we can just link to is like our one pager and
160 00:20:15.140 ⇒ 00:20:19.900 Uttam Kumaran: and then get people into, you know, just like a hubspot form, basically that they can start to.
161 00:20:20.830 ⇒ 00:20:27.509 David Cohen: Yeah. Another. Another extension of the model, too, is for any existing client you guys have with them that you want to expand.
162 00:20:28.212 ⇒ 00:20:42.349 David Cohen: If you want to pursue basically expanding that client, the model, the workshop thing also lends itself to like, basically, it’s like a free like ideation session. For, like, what else can we work on together? Essentially.
163 00:20:43.380 ⇒ 00:20:56.179 David Cohen: So that’s also something we could pursue. Of like, if you have an existing client that you want to expand, or you think has pockets to expand, it would be using that as a look. We’ve identified all these other opportunities. Let’s break them down.
164 00:20:57.770 ⇒ 00:21:01.249 Uttam Kumaran: Yeah, I mean our the biggest, probably person we have that could do that is ABC,
165 00:21:02.190 ⇒ 00:21:06.040 David Cohen: Yeah. Well, because in those projects I’m sure you’re finding other stuff that you’re like, they should probably.
166 00:21:06.040 ⇒ 00:21:08.929 Uttam Kumaran: Yeah, yeah, those guys, we could do a hundred 1,000 things. Yeah.
167 00:21:09.120 ⇒ 00:21:11.729 Uttam Kumaran: they they really love us. Actually. So
168 00:21:12.040 ⇒ 00:21:15.100 Uttam Kumaran: it’s it’s mainly like, my time hasn’t gone to like
169 00:21:15.660 ⇒ 00:21:18.409 Uttam Kumaran: thinking about expanding that client so.
170 00:21:18.580 ⇒ 00:21:23.160 Uttam Kumaran: but also for them, there’s they don’t have nothing written down so like
171 00:21:23.290 ⇒ 00:21:31.109 Uttam Kumaran: I can only guess what the things have. But we I would need them in a room, probably like 4 or 5 sessions, to tell me everything before I could even think about it. So.
172 00:21:31.110 ⇒ 00:21:58.280 David Cohen: And and you can propose that to them. Be like, Hey, like, I, I think that we have a like. I’ve identified all these opportunities, I think, that it would benefit us to have, like a small session to, or a small series of sessions to get like a sense of where else we could help you, because I think there’s all these other opportunities, and you can propose it like a super small fee, right? And and or like, you know, we can talk about what the fee is, but it’s it’s we can do it more excessively, especially if it’s gonna lead to more extended work.
173 00:21:59.890 ⇒ 00:22:05.680 Uttam Kumaran: Yeah, do the other thing that we’re gonna start to do with our events stuff is like, we’re gonna start to go to events and do
174 00:22:06.210 ⇒ 00:22:10.630 Uttam Kumaran: things like, I think this is just this should be our main call to action on everything for a while.
175 00:22:10.850 ⇒ 00:22:11.670 Uttam Kumaran: like.
176 00:22:11.950 ⇒ 00:22:13.709 David Cohen: To sign up for a free session.
177 00:22:14.110 ⇒ 00:22:18.367 Uttam Kumaran: Yeah, free workshop session. It’s a great visual.
178 00:22:19.270 ⇒ 00:22:30.789 Uttam Kumaran: we can. It’s easy to put like this is what typical like, this is what typical, like versions of this cost. And we can link out to sources that talk about how expensive these things are, and.
179 00:22:31.060 ⇒ 00:22:31.900 David Cohen: Yeah one.
180 00:22:31.900 ⇒ 00:22:48.080 David Cohen: Yeah. One fear that I’ll share. And then this is this hasn’t happened yet, because I haven’t had enough interest. But I’ll share with you because you might you you have a big, a bigger presence. So you might run into this problem. You may get too much interest, and then we we have to start protecting our time. So like.
181 00:22:48.080 ⇒ 00:22:48.850 Uttam Kumaran: Totally.
182 00:22:48.850 ⇒ 00:22:52.679 David Cohen: So like we may have to just charge like some sort of like minimal fee.
183 00:22:52.680 ⇒ 00:22:57.100 Uttam Kumaran: But I would rather see I’d rather I’d rather do that, and then turn it on, and then turn it off, or.
184 00:22:57.100 ⇒ 00:23:00.460 David Cohen: Oh, yeah, yeah, I think we’re change it. Basically
185 00:23:00.460 ⇒ 00:23:03.580 David Cohen: problem that we adjust to, we don’t have to pre solve for.
186 00:23:03.580 ⇒ 00:23:06.720 Uttam Kumaran: Yeah, like, if anything, we can just say like.
187 00:23:08.220 ⇒ 00:23:18.019 Uttam Kumaran: we only do a certain amount of these free ones, because ultimately the math for me is like what percentage of the free ones go. And then that is what I
188 00:23:18.140 ⇒ 00:23:22.750 Uttam Kumaran: sort of back into like. How much time should we make available for this as a channel, so.
189 00:23:22.750 ⇒ 00:23:23.140 David Cohen: Yeah.
190 00:23:23.140 ⇒ 00:23:23.730 Uttam Kumaran: Yeah, I mean, like.
191 00:23:23.730 ⇒ 00:23:24.110 David Cohen: Exactly.
192 00:23:24.110 ⇒ 00:23:25.140 Uttam Kumaran: Yeah.
193 00:23:25.390 ⇒ 00:23:30.570 David Cohen: It’s an hour right? So like for me, like, it just has to be like some percentage of them hit in order
194 00:23:30.900 ⇒ 00:23:31.830 David Cohen: worthwhile.
195 00:23:31.830 ⇒ 00:23:32.570 Uttam Kumaran: Totally.
196 00:23:33.170 ⇒ 00:23:38.969 David Cohen: And and I know, Hannah, we’ve been talking around a lot. But like, what did you? Any thoughts, anything that you like? Any questions? There.
197 00:23:40.230 ⇒ 00:23:41.730 Hannah Wang: No, I guess
198 00:23:41.920 ⇒ 00:23:52.839 Hannah Wang: just so. I like understand what that mini session is like, I know in the Mirror board you have the longer demo the shorter demo is that 1 h thing gonna be like that shorter demo thing you’re gonna walk through. Okay?
199 00:23:53.770 ⇒ 00:23:58.929 Hannah Wang: Okay. I don’t know why we didn’t think of doing this earlier is my one of my questions.
200 00:23:58.930 ⇒ 00:24:01.140 David Cohen: We just hadn’t sat down and like talked about it.
201 00:24:01.140 ⇒ 00:24:01.470 Uttam Kumaran: Yeah, we.
202 00:24:01.470 ⇒ 00:24:02.050 Hannah Wang: Just having.
203 00:24:04.070 ⇒ 00:24:04.939 Uttam Kumaran: It took a long time
204 00:24:04.940 ⇒ 00:24:14.630 Uttam Kumaran: just to get around the whole thing, and and also it took us trying it with Troy and trying it with blueprint to be like, okay, like cause for me, I was. I always wanted to see like, what could we get done in an hour?
205 00:24:16.530 ⇒ 00:24:18.770 Hannah Wang: Rather than anymore, session.
206 00:24:18.770 ⇒ 00:24:19.660 Uttam Kumaran: Those are the only 2.
207 00:24:19.660 ⇒ 00:24:21.370 Hannah Wang: Those 2, okay. Okay.
208 00:24:21.900 ⇒ 00:24:26.941 David Cohen: Yeah, and and I think there, the as we try the new
209 00:24:27.420 ⇒ 00:24:34.410 David Cohen: the new model, or the new or new new versions of it, too. It would be like, how do we turn more concretely.
210 00:24:34.410 ⇒ 00:24:34.730 Uttam Kumaran: Yes.
211 00:24:34.730 ⇒ 00:24:37.810 David Cohen: The session into like a sales funnel.
212 00:24:37.940 ⇒ 00:24:50.220 Uttam Kumaran: Yeah. So basically, where we where we probably could have done better is just like we felt it would felt rushed. So what we will do is like there’s some. There’s probably like, Okay, how can we use AI like maybe 15 min of work to front load something, and then
213 00:24:50.500 ⇒ 00:24:57.110 Uttam Kumaran: we aim to just like wrap the whole thing in 45 min, and then we spend the back half reflecting and like what’s next steps.
214 00:24:59.812 ⇒ 00:25:25.260 David Cohen: And I think that next steps piece is the most important. Right is like I. I would ideally want to leave the session with a touch point either to me or you like. Shortly after that meeting of like, you know, in 2 weeks we’re gonna check in and see what like the results of these workshops led to, or what you think about them. But I think that what’s most effective is having a follow up on the Workshop versus just leaving it open. Ended.
215 00:25:25.890 ⇒ 00:25:32.729 Uttam Kumaran: Yeah. So maybe it’s like, for whoever brought us in, we call them like the next day.
216 00:25:33.160 ⇒ 00:25:33.630 David Cohen: Sure.
217 00:25:33.630 ⇒ 00:25:36.169 Uttam Kumaran: Like. What did you think? What did the team think?
218 00:25:36.810 ⇒ 00:25:38.447 Uttam Kumaran: Where can we go from here?
219 00:25:39.740 ⇒ 00:25:41.350 David Cohen: Yeah, right? I think that that makes a lot.
220 00:25:41.350 ⇒ 00:25:44.599 Uttam Kumaran: Versus doing that with the whole group. Maybe it’s like a
221 00:25:44.790 ⇒ 00:25:46.640 Uttam Kumaran: yeah. Maybe it’s something like that.
222 00:25:50.890 ⇒ 00:25:53.360 David Cohen: Okay? So then, that works so as far as the tactically.
223 00:25:53.360 ⇒ 00:26:03.770 Uttam Kumaran: The only other, the only other piece, by the way, and I don’t know if you’re doing this. But are you doing anything using AI to like, take the meeting notes and produce anything, because that’s something we can work on where you
224 00:26:04.040 ⇒ 00:26:08.689 Uttam Kumaran: like. I wanna leave them. And this is again like, how low cost can we do where
225 00:26:08.940 ⇒ 00:26:10.659 Uttam Kumaran: we talk about a lot of stuff
226 00:26:10.840 ⇒ 00:26:13.089 Uttam Kumaran: I almost want to be able to send them like.
227 00:26:13.250 ⇒ 00:26:24.999 Uttam Kumaran: here’s everything we talked about. But it’s like a really great doc with everything and like that’ll take us an hour to write that whole prompt and like iterate. So we can do that, and then they get left with like a notion.
228 00:26:25.290 ⇒ 00:26:28.570 Uttam Kumaran: something more like interactive.
229 00:26:30.100 ⇒ 00:26:41.969 David Cohen: Yeah, I don’t. I? I like the idea I’m just trying to. I would need to think about it and how to make it so that we don’t spend, like, you know, prohibitive amounts of time on building that because we would have to build like.
230 00:26:42.350 ⇒ 00:26:48.360 David Cohen: you know, the process around it. And I don’t want to take up a lot more of our time on that, too.
231 00:26:48.510 ⇒ 00:26:53.890 Uttam Kumaran: Well, I guess my, my only thing is like, if you, if you have a like, even like
232 00:26:54.140 ⇒ 00:26:59.090 Uttam Kumaran: 30 second like thought on like, what would be the core components of that, Doc.
233 00:26:59.230 ⇒ 00:27:06.370 Uttam Kumaran: We would just rip it because I would just shove the transcript into that right after the meeting, and it would take us 10 seconds like it. We wouldn’t spend any time on it.
234 00:27:06.890 ⇒ 00:27:12.970 David Cohen: Yeah, let me think about it. I I think it’s I’m gonna have to take it back and and kind of think through what that might look like, but I like the idea.
235 00:27:13.830 ⇒ 00:27:17.720 Uttam Kumaran: I mean Hannah, to be quite frank like that Mcaw deck.
236 00:27:17.890 ⇒ 00:27:18.589 Uttam Kumaran: Do you want to share.
237 00:27:18.590 ⇒ 00:27:18.940 Hannah Wang: And.
238 00:27:18.940 ⇒ 00:27:24.230 Uttam Kumaran: Actually, do you mind pulling that up? We can just show show David.
239 00:27:24.930 ⇒ 00:27:25.260 Hannah Wang: Oh!
240 00:27:25.260 ⇒ 00:27:25.630 Hannah Wang: That!
241 00:27:25.630 ⇒ 00:27:29.850 Uttam Kumaran: I also have to run in 2 min. Okay, okay, okay. Maybe we can share.
242 00:27:30.240 ⇒ 00:27:30.690 David Cohen: Share this.
243 00:27:30.690 ⇒ 00:27:31.410 David Cohen: You wanna.
244 00:27:31.900 ⇒ 00:27:37.520 Uttam Kumaran: Yeah, I’m I’m just not on my. I’m just not on my laptop. I’m just eating lot late lunch but maybe.
245 00:27:37.520 ⇒ 00:27:38.709 Hannah Wang: In the gods act. Oh, the.
246 00:27:38.710 ⇒ 00:27:40.619 Uttam Kumaran: Yeah, yeah, yeah.
247 00:27:40.790 ⇒ 00:27:41.639 Hannah Wang: Okay. Let me.
248 00:27:41.640 ⇒ 00:27:44.429 Uttam Kumaran: You share that, because that is like that made
249 00:27:44.720 ⇒ 00:27:51.129 Uttam Kumaran: it makes you feel really special, like that level of depth. And I’m pretty sure they? AI! The whole thing, or what? I don’t know what they did.
250 00:27:51.320 ⇒ 00:27:54.520 David Cohen: So let me. I’ll take a look at it, Hannah, if you don’t mind sharing it on slack and
251 00:27:54.520 ⇒ 00:27:54.839 David Cohen: at all
252 00:27:54.840 ⇒ 00:28:02.420 David Cohen: I’ll I’ll I’ll take, I’ll take it back and read it and give you my feedback on it with them. Because I I definitely think there’s something more personalized that we can create. I just don’t.
253 00:28:02.420 ⇒ 00:28:03.040 Uttam Kumaran: Yeah.
254 00:28:03.040 ⇒ 00:28:03.610 David Cohen: Like.
255 00:28:03.800 ⇒ 00:28:09.580 Uttam Kumaran: Yeah, and we’ll do. We’ll AI, though, like, I want this to be as limited for us. So we we will have constraints.
256 00:28:09.700 ⇒ 00:28:14.609 Uttam Kumaran: and I will use AI for as much as we can. Look. We’ll mess up a couple and we’ll figure it out.
257 00:28:15.000 ⇒ 00:28:24.159 David Cohen: Yeah. So so one last thing I want to talk about well, just tactically, while we’re still together on the tekken tequila thing do you? Is your deck ready for that?
258 00:28:24.160 ⇒ 00:28:26.990 Uttam Kumaran: No, no, no, that’s that’s today. That’s today.
259 00:28:28.110 ⇒ 00:28:29.050 David Cohen: Oh, yeah. Cause they are.
260 00:28:29.620 ⇒ 00:28:35.569 Hannah Wang: Outline of it that we and and I, or the other designer and I designed, but we jumped it in like.
261 00:28:35.740 ⇒ 00:28:38.310 Uttam Kumaran: Yeah. Hannah picked me and I ghosted her. I have to do it today.
262 00:28:38.310 ⇒ 00:28:39.060 Hannah Wang: That’s okay.
263 00:28:39.060 ⇒ 00:28:46.860 David Cohen: So I I am gonna work on mine today and tomorrow as well. They asked her. They asked for it by today, but I’m gonna tell them by Sunday, because I’m not gonna have time to do it today.
264 00:28:46.860 ⇒ 00:28:50.849 Uttam Kumaran: Yeah, I don’t know. I mean, like, what do you know? Why do they need it today? Like the link? I’ll send them the link.
265 00:28:50.850 ⇒ 00:28:51.370 Hannah Wang: No.
266 00:28:52.070 ⇒ 00:29:07.360 David Cohen: Yeah, okay, anyway. So the the whole thing is I’m probably gonna add a reference to the offering at the end, like, after I talk about the services that I do, I’ll just say like we’re partnering with Brainforge, whatever but if you want to see it and incorporate the same slide. I’m happy to do that as well. It’s up to you.
267 00:29:07.360 ⇒ 00:29:12.390 Uttam Kumaran: Yes, send it to me, and then we can have something that looks similar. And then, yeah, like.
268 00:29:13.220 ⇒ 00:29:14.769 Uttam Kumaran: for sure, let’s do it.
269 00:29:15.700 ⇒ 00:29:17.859 Hannah Wang: One quick question, like, I guess.
270 00:29:18.120 ⇒ 00:29:27.109 Hannah Wang: adding the like free workshop type of like call to action. I feel like maybe we should like time box it, or I don’t know. I feel like, because.
271 00:29:27.110 ⇒ 00:29:28.500 Uttam Kumaran: We’re gonna do 60 min.
272 00:29:28.870 ⇒ 00:29:33.719 Hannah Wang: Or I mean, like, how like, how long are we gonna be offering that.
273 00:29:33.720 ⇒ 00:29:34.600 Uttam Kumaran: Oh!
274 00:29:34.600 ⇒ 00:29:38.685 Hannah Wang: Sites, and like call to actions at the end of every Linkedin post.
275 00:29:39.190 ⇒ 00:29:40.480 Uttam Kumaran: Yeah, I mean, you make.
276 00:29:40.480 ⇒ 00:29:41.380 Hannah Wang: Make it seem like it’s.
277 00:29:41.380 ⇒ 00:29:42.220 Uttam Kumaran: Floating.
278 00:29:45.700 ⇒ 00:29:48.940 Uttam Kumaran: It’s a good question. I mean, we could. We could run with it, we can say like.
279 00:29:50.400 ⇒ 00:29:53.400 Uttam Kumaran: for now till the end of the year, or we can just say, like.
280 00:29:54.020 ⇒ 00:29:56.729 Uttam Kumaran: Yeah, I don’t know. It’s a good point.
281 00:29:58.520 ⇒ 00:30:01.970 David Cohen: And I think it’s a it’s whatever you guys want, because I don’t.
282 00:30:01.970 ⇒ 00:30:08.260 Uttam Kumaran: I mean, there’s 2 types like people have evergreen offers, right people evergreen things. Also, they have like more limited time.
283 00:30:08.400 ⇒ 00:30:11.340 Uttam Kumaran: I would. Yeah, I mean I may.
284 00:30:12.140 ⇒ 00:30:14.129 Uttam Kumaran: My mind is sort of going to like
285 00:30:14.430 ⇒ 00:30:16.659 Uttam Kumaran: from now until the end of the year. We’re offering
286 00:30:16.880 ⇒ 00:30:20.759 Uttam Kumaran: this free thing. It’s a it’s typically a
287 00:30:21.040 ⇒ 00:30:24.260 Uttam Kumaran: $10,000 thing that we do
288 00:30:24.480 ⇒ 00:30:27.220 Uttam Kumaran: and we’re offering us. We’re offering
289 00:30:27.380 ⇒ 00:30:31.360 Uttam Kumaran: the core part of that for free in it. You get Xyz.
290 00:30:31.900 ⇒ 00:30:38.450 Uttam Kumaran: and you’ll be meeting with people that have run this at Xyz like. That’s what we’ll juice it up like that.
291 00:30:39.080 ⇒ 00:30:43.569 Hannah Wang: Just cause. I feel like if you make it evergreen, if you make it like unlimited time, only.
292 00:30:43.570 ⇒ 00:30:45.289 Uttam Kumaran: No, we should do the limited time thing even.
293 00:30:45.610 ⇒ 00:30:46.710 Uttam Kumaran: It’s not really that.
294 00:30:46.710 ⇒ 00:30:48.020 Hannah Wang: Okay. Okay.
295 00:30:48.520 ⇒ 00:30:51.400 Uttam Kumaran: It’s like, you know, when you when you go to like, Nordstrom’s like, it’s always 50%.
296 00:30:51.400 ⇒ 00:30:53.530 Hannah Wang: Yeah, that is true.
297 00:30:55.530 ⇒ 00:30:59.280 Hannah Wang: Okay, well, I feel like there’s tactical things that.
298 00:30:59.280 ⇒ 00:31:09.449 Uttam Kumaran: And then one other thing, Hannah, maybe one thing we could do is as part of our circle back campaigns like depending on how far we get, we should add that
299 00:31:10.020 ⇒ 00:31:20.879 Uttam Kumaran: we should just say, like, we’re also like, we’re we’re gonna send a couple of other things. But we should just say, like, we’re also partnering with superposition for the till the end of the year. On offering these like free hour, long
300 00:31:21.450 ⇒ 00:31:23.289 Uttam Kumaran: data, AI workshops.
301 00:31:24.090 ⇒ 00:31:30.540 Uttam Kumaran: do you? Typically, these are I don’t know. We’ll pick a price range where we can ab test, and
302 00:31:31.280 ⇒ 00:31:36.680 Uttam Kumaran: we would be happy to run this just an hour of this, so you can get a sense of what it’s like.
303 00:31:36.840 ⇒ 00:31:37.590 Uttam Kumaran: yeah.
304 00:31:38.000 ⇒ 00:31:48.019 David Cohen: The other piece on that front is at some point, and like maybe between now and the end of the year, Tom, we should pick an event, maybe like a social like networking event and go to it
305 00:31:48.510 ⇒ 00:31:50.100 David Cohen: like together, basically.
306 00:31:50.100 ⇒ 00:31:54.039 Uttam Kumaran: Yes, yeah. Okay, okay. I mean, dude. I’m here like, there’s gonna be stuff.
307 00:31:54.770 ⇒ 00:31:56.049 David Cohen: Put one on like.
308 00:31:56.050 ⇒ 00:31:58.430 Hannah Wang: You can. Co host, co-host an event. Yeah.
309 00:31:58.430 ⇒ 00:32:17.630 Uttam Kumaran: Yeah, we should Co host, we could do. We could Co host. We could. Also, I should send you this Reuters thing. I’m going to send it to you. In like September. We could do something around that, because that last time I got the email list ahead of time so we could while that’s here in town we could host something I don’t know. Certainly.
310 00:32:18.040 ⇒ 00:32:20.429 David Cohen: Yeah, just let me know what day that is, and we’ll plan around it.
311 00:32:20.810 ⇒ 00:32:21.790 Uttam Kumaran: Okay. Okay.
312 00:32:22.280 ⇒ 00:32:27.899 Hannah Wang: Okay, thanks all. We’ll follow up on slack. Thank you. Bye.