Meeting Title: LRB-Sales Date: 2024-01-07 Meeting participants: Brian Pei, Uttam Kumaran
WEBVTT
1 00:01:04.310 ⇒ 00:01:05.340 Uttam Kumaran: Yo.
2 00:01:07.780 ⇒ 00:01:10.899 Brian Pei: hello! What’s up?
3 00:01:12.400 ⇒ 00:01:15.929 Brian Pei: You know. 9 am. I’m on a Sunday.
4 00:01:16.280 ⇒ 00:01:26.870 Uttam Kumaran: We can do later, too. I just wanted to show you where a couple of things are that I’ve been kind of collecting. Yeah, no, it’s 11 for me. I’m fine. I just met.
5 00:01:27.190 ⇒ 00:01:38.219 Uttam Kumaran: You’re committed. It’s 100’clock here. Not bad.
6 00:01:38.590 ⇒ 00:01:40.690 Brian Pei: That’s weird. You’re closer to the Bay Area.
7 00:01:41.930 ⇒ 00:01:46.790 Uttam Kumaran: Yeah, I don’t really know how time zones work. There’s like mallent time.
8 00:01:48.340 ⇒ 00:01:53.509 Uttam Kumaran: which is 1 HI don’t know. Dude, I’m I’m actually happy that it’s only 1 h from East coast.
9 00:01:54.510 ⇒ 00:01:55.730 Brian Pei: Yeah, that’s true.
10 00:01:56.550 ⇒ 00:02:00.559 Uttam Kumaran: But yeah, I’m gonna go get breakfast in a bit. But
11 00:02:01.540 ⇒ 00:02:03.160 Uttam Kumaran: it’s gonna show weekend.
12 00:02:04.260 ⇒ 00:02:05.830 Uttam Kumaran: Okay? So
13 00:02:06.540 ⇒ 00:02:10.170 Brian Pei: yeah, same. we all got snowed in yesterday.
14 00:02:10.370 ⇒ 00:02:11.409 Uttam Kumaran: That seems
15 00:02:12.330 ⇒ 00:02:15.040 Uttam Kumaran: Shawn. I watched. I watched this movie.
16 00:02:15.850 ⇒ 00:02:17.800 Uttam Kumaran: Children of men
17 00:02:19.120 ⇒ 00:02:21.960 Uttam Kumaran: with Clive. Vowen, yeah.
18 00:02:22.110 ⇒ 00:02:33.909 Brian Pei: okay, yeah. I remember. That’s an old movie, isn’t it? Yeah, it’s kind of fucking wild. Bro, yeah, I don’t. I watched it. I don’t remember the plot anymore, but I remember
19 00:02:33.930 ⇒ 00:02:42.270 Uttam Kumaran: the premise is that, like in 2,007, like, everybody becomes like infertile and like nobody can have kids.
20 00:02:42.330 ⇒ 00:02:50.620 Uttam Kumaran: And the movie takes place in like 2020, 7 or something. And it’s like there’s been no kid new kids for like
21 00:02:50.780 ⇒ 00:02:58.760 Uttam Kumaran: a hell of a long time, and so like society is kind of like breaking down, because, like, there’s nobody to take jobs like
22 00:02:59.080 ⇒ 00:03:05.610 Uttam Kumaran: a lot of shifts just breaking, which, honestly, is kinda like interesting cause, there’s actually a big population crisis and like
23 00:03:05.980 ⇒ 00:03:11.049 Brian Pei: South Korea and Japan. But
24 00:03:11.450 ⇒ 00:03:16.510 Uttam Kumaran: and trying to. Yeah, because they’re which is kind of fucked because, like, I don’t really.
25 00:03:17.050 ⇒ 00:03:24.159 Uttam Kumaran: II don’t know. It’s so hard because it’s so long term to understand like, what’s gonna be the impact of that stuff. But
26 00:03:24.280 ⇒ 00:03:32.390 Uttam Kumaran: they’re looking, and they’re just seeing that. But the population, as it ages like what happens is the population ages and is just a bigger drain on.
27 00:03:34.340 ⇒ 00:03:46.490 Uttam Kumaran: This is a bigger drain on society as a whole. And so younger people need to work more to pay for their like social security and stuff so that economies can have to continue to grow. If your economy shrinks.
28 00:03:47.010 ⇒ 00:03:57.100 Uttam Kumaran: then. though younger people will have to work way longer and for like. for way more to actually sustain those like older people.
29 00:03:57.670 ⇒ 00:04:03.900 Uttam Kumaran: And if nobody has kids to take the jobs and to like do more productive work, it’s fucked. So the the story
30 00:04:04.290 ⇒ 00:04:11.860 Uttam Kumaran: in that movie is like Clive Owen is like his like ex-wife is like the head of a big rebel group.
31 00:04:11.940 ⇒ 00:04:17.780 Uttam Kumaran: and she, like elicits his help to like help bring this woman
32 00:04:18.230 ⇒ 00:04:22.249 Uttam Kumaran: who’s like a refugee, but is actually pregnant to like
33 00:04:22.390 ⇒ 00:04:24.199 Uttam Kumaran: this like safe haven.
34 00:04:24.470 ⇒ 00:04:27.640 Uttam Kumaran: like humanity area. And they have to like.
35 00:04:27.920 ⇒ 00:04:31.669 Uttam Kumaran: They face all sorts of trials and tribulations along the way.
36 00:04:32.650 ⇒ 00:04:47.990 Brian Pei: The premise was more interesting than the than the plot, but logically, what you said about the economy that makes sense. Yeah, I think the premise is really good. And there’s some really good action. Scenes do like really stressful fucking scenes like they’re getting chased.
37 00:04:48.240 ⇒ 00:04:54.119 Uttam Kumaran: and there’s like they shoot like main characters, and main characters die like it was. Couple of scenes are very good.
38 00:04:54.860 ⇒ 00:04:55.970 Uttam Kumaran: Alright.
39 00:04:56.040 ⇒ 00:05:01.900 Brian Pei: I don’t remember them. I mean, I definitely watched it, but I don’t remember it. Maybe I’ll launch it again. I don’t know.
40 00:05:02.020 ⇒ 00:05:03.760 Brian Pei: I’ve been watching
41 00:05:06.390 ⇒ 00:05:08.579 Brian Pei: house of cards weirdly.
42 00:05:09.000 ⇒ 00:05:15.350 Uttam Kumaran: No way sick. Fuck. Okay, I want to re-watch that, too. Oh, the first 3 seasons of it roll.
43 00:05:16.450 ⇒ 00:05:32.150 Uttam Kumaran: You should. Yeah, that one’s really good if you like. Kind of like that sort of stuff. But you might like West wing is kinda good. we’ll tell. I I’ve watched clips of west wing, and it’s look so fucking, boring. Oh, it is super politicky like
44 00:05:32.230 ⇒ 00:05:36.329 Uttam Kumaran: it’s way more politicky, but they talk really fast, and it’s like kind of fun.
45 00:05:36.550 ⇒ 00:05:45.459 Uttam Kumaran: but it is very heavy politics. I know you’re a West Wing head. That’s weird. I just watched a couple of seasons. It’s so predictable, though, like
46 00:05:46.070 ⇒ 00:05:50.979 Uttam Kumaran: they run out of shit to talk about but the dialogue’s really good.
47 00:05:51.210 ⇒ 00:05:53.399 Uttam Kumaran: I watched that movie. And
48 00:05:53.730 ⇒ 00:06:04.060 Uttam Kumaran: yeah, yeah, yeah. So it’s like, really fast dialogue, like shit tied like dude. Everybody talks so much. It’s fucking crazy.
49 00:06:04.390 ⇒ 00:06:10.669 Uttam Kumaran: The other one we watched. What’s the other movie we watched this week.
50 00:06:11.400 ⇒ 00:06:13.759 Uttam Kumaran: Oh, I went to go see boy and the heron.
51 00:06:14.890 ⇒ 00:06:19.540 Brian Pei: I watched that with Marcus Andari, and it was
52 00:06:19.720 ⇒ 00:06:22.280 Brian Pei: I was flip floppy on. If it was good or bad.
53 00:06:23.030 ⇒ 00:06:28.270 Uttam Kumaran: Yeah, I mean, I’m not like a huge anime stand like, honestly kind of like anti anime.
54 00:06:28.480 ⇒ 00:06:42.220 Uttam Kumaran: but yeah, I watched it. I thought it was like II thought it was like a cool message, like some shit was like a little bit, but I really didn’t understand, probably, or whatever, but I thought it was kind of cool.
55 00:06:42.900 ⇒ 00:06:45.070 Brian Pei: There are apparently a lot of
56 00:06:46.530 ⇒ 00:06:52.289 Brian Pei: Japanese lore Japanese metaphorical that we don’t have
57 00:06:52.860 ⇒ 00:06:59.760 Uttam Kumaran: like. I didn’t know the fuck a hair and like was until I googled it later. And like, I learned about that representation.
58 00:07:00.590 ⇒ 00:07:15.149 Brian Pei: yeah. I think spirited away was a lot better. Actually, a lot of his other movies are a lot better than this one in terms of plot structure. Okay? I mean, spirited away is the you know, everybody’s favorite.
59 00:07:16.310 ⇒ 00:07:20.090 Uttam Kumaran: Yeah. So agree with that. I think spirit away is a masterpiece.
60 00:07:20.780 ⇒ 00:07:22.629 Uttam Kumaran: Yeah, that’s what yeah.
61 00:07:22.930 ⇒ 00:07:30.979 Brian Pei: I think. If you want to get out of Miyazaki verse. My favorite Anime movie director did your name.
62 00:07:31.180 ⇒ 00:07:32.749 Uttam Kumaran: which was, I think
63 00:07:33.470 ⇒ 00:07:36.950 Brian Pei: I think it outgrowed every single Miyazaki movie. But your name is
64 00:07:37.880 ⇒ 00:07:47.550 Brian Pei: really good. I can’t remember the director’s name, but he also did weathering with you, and recently did to zoom a which I also watched with a bunch of people and to zoom a
65 00:07:47.860 ⇒ 00:07:55.210 Brian Pei: fucking world. It’s a completely different art style. And it’s more a
66 00:07:56.970 ⇒ 00:07:58.700 Brian Pei: emotional, I guess.
67 00:07:58.710 ⇒ 00:07:59.720 Uttam Kumaran: Okay.
68 00:08:01.080 ⇒ 00:08:04.909 Brian Pei: it’s pretty sad, all of all of his movies deal with
69 00:08:05.920 ⇒ 00:08:07.140 Brian Pei: climate change.
70 00:08:07.430 ⇒ 00:08:10.100 Brian Pei: But I think that’s because, is
71 00:08:10.480 ⇒ 00:08:23.029 Brian Pei: S, either his family or friends or somebody really were impacted or maybe died from the tsunami, from like 2 decades ago. And that’s like his motivation of writing these movies.
72 00:08:23.140 ⇒ 00:08:29.550 Brian Pei: And so each each movie is has some theme to climate change.
73 00:08:30.360 ⇒ 00:08:32.599 Uttam Kumaran: Oh, okay, okay, okay.
74 00:08:35.039 ⇒ 00:08:36.539 Brian Pei: I recommend, though.
75 00:08:38.179 ⇒ 00:08:44.649 Brian Pei: Fuck I was. Gonna do. What was I gonna do? Oh, I was gonna go. I found an adderall. And I’m gonna take it.
76 00:08:57.070 ⇒ 00:08:58.820 Uttam Kumaran: Okay? So
77 00:08:59.870 ⇒ 00:09:00.890 Brian Pei: rather.
78 00:09:03.740 ⇒ 00:09:11.099 Uttam Kumaran: I sent a figma link and and slot.
79 00:09:11.620 ⇒ 00:09:13.339 Brian Pei: Oh, okay, I’m gonna open it.
80 00:09:33.660 ⇒ 00:09:40.969 Brian Pei: Internal sales question mark. I assume strategy. Yeah. Still left
81 00:09:41.740 ⇒ 00:09:47.810 Brian Pei: a okay. Once I have to open this and my other account.
82 00:09:48.770 ⇒ 00:09:51.360 Brian Pei: Oh, wait. No, I don’t. Okay. This works.
83 00:09:56.790 ⇒ 00:10:13.530 Uttam Kumaran: Is this what you’re sharing to them, or is this to? No, no, no, I’m just kind of like arranging thoughts, and then I’m gonna put together. I don’t know. I don’t know. Think I’m gonna put the other deck. And I just put together like 2 slides, and then the rest is gonna be talking points. But basically
84 00:10:14.020 ⇒ 00:10:19.500 Uttam Kumaran: I just did a buckload of research about like sap.
85 00:10:19.690 ⇒ 00:10:21.120 Uttam Kumaran: snowflake.
86 00:10:21.330 ⇒ 00:10:34.100 Uttam Kumaran: And then like, kind of like 5 trans positioning. And then just kind of kind of like lean on a lot of that, just to share, like how we could use a lot of the data and why people are using snowflake and sap.
87 00:10:34.180 ⇒ 00:10:38.309 Uttam Kumaran: so the first video on the left was like a video of
88 00:10:38.320 ⇒ 00:10:43.059 Uttam Kumaran: service now migrating from sap to snowflake. And then there’s a couple of like nice slides.
89 00:10:43.980 ⇒ 00:10:49.779 Uttam Kumaran: that I was planning on like just reversing.
90 00:10:49.870 ⇒ 00:10:51.790 Brian Pei: Who’s who’s the audience?
91 00:10:52.460 ⇒ 00:11:05.640 Brian Pei: It’s there’s it’s their like executive team. It’s like the CEO, the CEO, their entire executive team. Okay, do you know anything about their technical ability like, are you? Are you gonna do stuff for them?
92 00:11:05.890 ⇒ 00:11:08.730 Uttam Kumaran: They do a bunch of stuff with.
93 00:11:10.580 ⇒ 00:11:13.410 Uttam Kumaran: they do a bunch of stuff with SAP. And work day.
94 00:11:14.560 ⇒ 00:11:19.050 Uttam Kumaran: So they’re they’re they’re like A, they’re a consulting firm. So they place technical people
95 00:11:19.130 ⇒ 00:11:21.649 Brian Pei: right, but they don’t necessarily like
96 00:11:22.040 ⇒ 00:11:31.800 Uttam Kumaran: they wouldn’t know what 5 train is. You would have to kind of give them a little bit of a rundown about what it does. They may know what 5 train is, but they’re like experts on like Erp systems
97 00:11:31.970 ⇒ 00:11:32.910 Brian Pei: got it
98 00:11:33.480 ⇒ 00:11:39.029 Uttam Kumaran: so like they’re technical on that world. But like I’m gonna I’m and I’m sure they’re they know reporting.
99 00:11:39.230 ⇒ 00:11:41.560 Brian Pei: But I’m gonna explain, kinda like
100 00:11:41.590 ⇒ 00:11:47.819 Uttam Kumaran: the pretty much the one thing I wanna the one thing that’s been a common thread across all the stuff I read is like one
101 00:11:47.850 ⇒ 00:11:50.209 Uttam Kumaran: SAP. Is not expensive.
102 00:11:50.720 ⇒ 00:12:00.420 Uttam Kumaran: and second is, you can’t integrate it with your other data, so like you can’t put it next to your marketing, shit your other sales, shit like.
103 00:12:00.480 ⇒ 00:12:18.950 Uttam Kumaran: combine those that and doing etl shit and stuff with this sap is super like annoying, and everything I’ve read and looked at is like so wild, and they just charge out the ass to do stuff for integrations.
104 00:12:18.990 ⇒ 00:12:26.230 Brian Pei: I haven’t looked into. How sap has the like reverse connectors?
105 00:12:26.290 ⇒ 00:12:30.540 Brian Pei: Is this something that, like high touch or like whatever can can do
106 00:12:30.710 ⇒ 00:12:47.709 Brian Pei: mainly. Mainly. People are just trying to get the data out for reporting dude. It’s like it’s kind of like what we did that we work with the workday stuff. It’s like, right? I don’t. We don’t give a shit about the rules in workday, but we need to get it out to put against other
107 00:12:48.190 ⇒ 00:12:49.389 Brian Pei: reporting metrics.
108 00:12:49.400 ⇒ 00:12:52.640 Uttam Kumaran: Yeah, yeah, exactly.
109 00:12:53.180 ⇒ 00:12:59.919 Brian Pei: So I’m still. I just wanna understand. So you’re are you?
110 00:13:00.230 ⇒ 00:13:06.410 Uttam Kumaran: So let me let me, I guess. Let me tell you like, I guess you’re gonna ask what? The goal of the entire call?
111 00:13:06.670 ⇒ 00:13:14.080 Brian Pei: Yeah, like, are you pitching your company? Or are you like, are you telling them you’re gonna do this for them? Or are you just giving them
112 00:13:14.090 ⇒ 00:13:36.189 Uttam Kumaran: an intro to data like, I’m trying to figure out? Yeah. So that’s also kind of like what I wanted to talk about today. So if you look at the if you look at the item 4, Danny sent me this. She was like. This is how we worked with people before. But this is super outdated and honestly, is like, not gonna cover what we wanna do. But basically, there’s a couple of ways that we can all make money. One is
113 00:13:36.460 ⇒ 00:13:39.580 Uttam Kumaran: we refer them clients, or we refer them consultants.
114 00:13:39.780 ⇒ 00:13:54.859 Uttam Kumaran: That’s totally fine. I’ll do it fuck for me. You get $5 an hour on my shit. Do it, do it now. I want more money than that, I know, but but I? Oh, fuck! Wait! Oh, I got strep throat last week, by the way, because my friend’s kid coughed in my mouth.
115 00:13:54.910 ⇒ 00:13:56.340 Hang on.
116 00:13:56.450 ⇒ 00:14:01.800 Uttam Kumaran: anyway, that’s that’s a sidebar. Get me in there, man, I’m broke.
117 00:14:02.260 ⇒ 00:14:06.910 Uttam Kumaran: Yeah. So no. So II want us to be.
118 00:14:07.090 ⇒ 00:14:08.260 Uttam Kumaran: They’re
119 00:14:08.330 ⇒ 00:14:14.770 Uttam Kumaran: analytics like technical wing, meaning I want them to go sell
120 00:14:14.970 ⇒ 00:14:23.750 Uttam Kumaran: analytics services to the sap clients. And I want us to service it. And I, the relationship I wanna build is that we are the
121 00:14:24.200 ⇒ 00:14:33.070 Uttam Kumaran: what we have the technical talent. So what’s the alternative? They have to go get a technical leader and build up internal technical talent to go service that work.
122 00:14:33.090 ⇒ 00:14:37.819 Uttam Kumaran: Instead, they can consider brain forage as the service partner.
123 00:14:38.220 ⇒ 00:14:51.890 Uttam Kumaran: Yeah, it still operates under their firm. So let’s say they go to their sap. Clients to say, Hey, are you guys having reporting issues? Yes, what they have that we don’t have is distribution. What we have that they don’t have is talent.
124 00:14:51.990 ⇒ 00:14:58.209 Uttam Kumaran: So it’s a. It’s exactly what I explained to Kyle. And that’s exactly what I’m telling them is like, look.
125 00:14:58.380 ⇒ 00:15:17.630 Uttam Kumaran: we have access to really really amazing engineers. And we’ve done these implementations many times. We also have established relationships with Snowflake 5 train and aren’t can work on other relationships for you guys to go build up. That lever, I think, is is worth doing.
126 00:15:17.700 ⇒ 00:15:30.070 Uttam Kumaran: It may be longer term, but I think there is a really timely opportunity in the market now to to go after these used cases, which I’m sure a lot of your clients on the sap side
127 00:15:30.110 ⇒ 00:15:31.120 Uttam Kumaran: are
128 00:15:31.270 ⇒ 00:15:38.909 Uttam Kumaran: tackling, and I would like Brain Forge to be the technical implementation partner of those projects.
129 00:15:39.030 ⇒ 00:15:58.879 Uttam Kumaran: And then we can arrange a monetary split on that. That’s that’s kind of like what my pitch, in addition to like. Look, I’m if I get the more clients because I’m selling to a random people, and I find that people are sap, or if I come across an sap engineer, and then, I’m like, you know, go work for lrb, those things.
130 00:15:58.880 ⇒ 00:16:10.089 Uttam Kumaran: Happy to sign, whatever that’s that’s a no brainer for me. But I would like to be like the exclusive, like data analytics service provider for Lrb, kind of thing.
131 00:16:11.410 ⇒ 00:16:12.530 Brian Pei: Okay, yeah.
132 00:16:12.800 ⇒ 00:16:19.149 Brian Pei: If they ask you how many engineers you have on retainer, are you gonna say, like 10, or you gonna are, you gonna be real and say, like 5?
133 00:16:19.910 ⇒ 00:16:22.760 Uttam Kumaran: I mean, I’m gonna say.
134 00:16:22.890 ⇒ 00:16:34.060 Uttam Kumaran: like, I mean, I’m I’m gonna tell them like the scope of my business. I’m gonna say, like, Look, we’ve we’ve done this work in the past. It’s the work we’re doing. Now, here’s kind of the stuff in the pipeline.
135 00:16:34.590 ⇒ 00:16:36.220 Uttam Kumaran: Am I wearing a retainer?
136 00:16:37.430 ⇒ 00:16:38.979 Yeah.
137 00:16:39.100 ⇒ 00:16:43.080 Brian Pei: you have a list. You have a list right now for somebody. No, continue
138 00:16:43.090 ⇒ 00:16:46.509 Uttam Kumaran: sorry. It’s just early. I haven’t drinking the water
139 00:16:47.010 ⇒ 00:16:51.049 Uttam Kumaran: cause keep keep going.
140 00:16:51.080 ⇒ 00:16:55.219 Uttam Kumaran: I was kind of leaning down on my phone. So maybe it’s that
141 00:16:56.880 ⇒ 00:17:04.380 Uttam Kumaran: I’m gonna I mean, I’m gonna say, we have like, probably like 5 to 6 people that are that can that can put in work which is pretty accurate
142 00:17:04.619 ⇒ 00:17:09.389 Uttam Kumaran: between everybody. I’ve talked to and and I keep meeting more people.
143 00:17:09.480 ⇒ 00:17:12.039 Uttam Kumaran: I think there’s easily that amount of work
144 00:17:14.079 ⇒ 00:17:24.880 Uttam Kumaran: that that amount of like talent available, including me. Right? So I like. And I and I get 5 people is not like, it’s not like a small amount of people.
145 00:17:25.250 ⇒ 00:17:33.299 Uttam Kumaran: And so so that’s that’s kind of what I would say in terms of like what that structure looks like. I don’t know like. I would rather
146 00:17:34.630 ⇒ 00:17:47.519 Uttam Kumaran: I’d rather they take something off the top of us. and I want to know what that needs to look like for them. I also would love to sell on their behalf. so I would love to work with them on co marketing
147 00:17:47.820 ⇒ 00:17:49.630 Uttam Kumaran: on
148 00:17:50.490 ⇒ 00:17:54.950 Uttam Kumaran: putting together like marketing materials, and then I would like to go to market
149 00:17:55.200 ⇒ 00:18:00.780 Uttam Kumaran: and sell their sap of workday services in conjunction with our data stuff.
150 00:18:01.130 ⇒ 00:18:05.190 Uttam Kumaran: And so all that, I think I wanna put in play.
151 00:18:05.430 ⇒ 00:18:07.269 Uttam Kumaran: But that’s kind of the pitch.
152 00:18:08.250 ⇒ 00:18:12.650 Uttam Kumaran: yeah.
153 00:18:13.810 ⇒ 00:18:14.929 Brian Pei: that all makes sense.
154 00:18:15.990 ⇒ 00:18:19.500 Brian Pei: Wow, $500 per consultant referral pretty sick
155 00:18:20.680 ⇒ 00:18:23.460 Brian Pei: not to exceed $500 alright cool.
156 00:18:23.930 ⇒ 00:18:24.590 And
157 00:18:25.160 ⇒ 00:18:33.659 Uttam Kumaran: so the big. So the I mean, the big thing is like, I wanna I kinda wanna test out whether they’re just like cool people like I don’t know yet. But the second thing I want to come
158 00:18:34.110 ⇒ 00:18:39.930 Uttam Kumaran: to the table with like that, where, like, we have a level of sophistication on the data side, but also, like
159 00:18:40.190 ⇒ 00:18:50.739 Uttam Kumaran: the Sh. The 5 train, I think, is, gonna be our main like, if we get a deal with them to do sap stuff. It has to all go through 5 train cause. And I think it’s it’s like great, because
160 00:18:51.160 ⇒ 00:18:53.599 Uttam Kumaran: 5 children is a hell of support for this shit.
161 00:18:54.870 ⇒ 00:18:56.260 Brian Pei: You have a
162 00:18:58.340 ⇒ 00:19:02.940 Brian Pei: you have a business case. the like example that you could talk through if they ask
163 00:19:05.020 ⇒ 00:19:06.639 Uttam Kumaran: that we’ve worked on.
164 00:19:07.890 ⇒ 00:19:15.889 Uttam Kumaran: I mean, we never really did the actual. I mean, yeah. So so that’s so, that’s what. That’s what items 1, 3,
165 00:19:16.580 ⇒ 00:19:20.929 Uttam Kumaran: 5 and 6 are are all case studies about Sbp to Smith Flake.
166 00:19:21.230 ⇒ 00:19:26.229 Uttam Kumaran: snowflake has some materials on that 5 Chinese materials on that.
167 00:19:26.420 ⇒ 00:19:31.200 Uttam Kumaran: So that’s what I kind of want to put together like I wanna put together. Maybe there’s almost like
168 00:19:31.460 ⇒ 00:19:39.330 Uttam Kumaran: one slide is sap 500 snowflake. How those tools work together, and why the availability of those tools
169 00:19:39.680 ⇒ 00:19:43.970 Uttam Kumaran: like solves a lot of these issues. The second thing is.
170 00:19:44.720 ⇒ 00:19:48.980 Uttam Kumaran: the second thing is
171 00:19:49.330 ⇒ 00:19:54.869 Uttam Kumaran: definitely why us, and like what our partnership could look like
172 00:19:54.980 ⇒ 00:19:58.180 Uttam Kumaran: you know.
173 00:20:00.640 ⇒ 00:20:12.829 Uttam Kumaran: So. And I think this is like, really like a really good one that I like to tell people now, because a lot of people ask me that. The number one question I get from a lot of people is like, what kind of companies do you work with?
174 00:20:12.960 ⇒ 00:20:16.049 Uttam Kumaran: And I don’t know. Like, if I asked you that, what would you say?
175 00:20:18.080 ⇒ 00:20:20.809 Brian Pei: II would say
176 00:20:20.970 ⇒ 00:20:30.879 Uttam Kumaran: something lame, like data is like, Answer off the top like, what do you think? Like, yeah, I just want to hear your work with any industry that uses data.
177 00:20:31.380 ⇒ 00:20:33.690 Brian Pei: If they want to be more specific. I guess, like
178 00:20:35.040 ⇒ 00:20:46.910 Uttam Kumaran: we have most of our experience in Cpg right now. But yeah, so so that’s the exact answer that I give people. The problem is is that like it doesn’t give us any sense of specificity.
179 00:20:46.950 ⇒ 00:20:55.770 Uttam Kumaran: And I tell people the same thing like, Do you run a business? You have data? So. But then the problem is like, that’s every company. So the one thing I do tell people is this graph, which is.
180 00:20:56.140 ⇒ 00:20:57.579 Uttam Kumaran: it’s actually more about
181 00:20:57.760 ⇒ 00:21:21.629 Uttam Kumaran: like, Are you past like spreadsheet land. And are you doing more complex things like creating your own definitions? You need more frequent reporting like, you need analysts to be able to access that reporting and speed up like their manual reporting workflows stuff like that. That’s where I’m like, okay, cool. So then this chart, I’m like trying to lean more into, like the way I describe what we do, which is like, we catch people
182 00:21:21.860 ⇒ 00:21:23.910 Uttam Kumaran: as they’re going through this motion.
183 00:21:25.120 ⇒ 00:21:26.610 Brian Pei: Yeah, that makes sense tonight.
184 00:21:27.040 ⇒ 00:21:31.070 Uttam Kumaran: so that’s kind of like what I’m
185 00:21:31.570 ⇒ 00:21:33.550 Uttam Kumaran: kind of kind of explain. And then
186 00:21:33.610 ⇒ 00:21:40.939 Uttam Kumaran: the rest is like, look, we have partnerships with stuff like in 5 train, and we lean on those tools. And the availability of those tools
187 00:21:41.410 ⇒ 00:21:45.809 Uttam Kumaran: and our relationship with them is gonna allow us to do resource implementations
188 00:21:45.970 ⇒ 00:22:03.270 Uttam Kumaran: a lot faster than competition. And I’ve looked at a lot of other like, I looked at Ph. Data, looked at a lot of other consultancies. And and it’s like it’s they’re just making shit up like they. You know, the shits like, it’s exactly what we do. So it’s nothing more advanced than stuff we’ve done.
189 00:22:03.660 ⇒ 00:22:07.179 Brian Pei: Oh, 100%. Oh, yeah. But I think the the work
190 00:22:08.080 ⇒ 00:22:11.780 Brian Pei: any client we we can. We got.
191 00:22:12.190 ⇒ 00:22:13.780 Brian Pei: Yeah, I think that the
192 00:22:14.320 ⇒ 00:22:20.309 Uttam Kumaran: the problem, I guess, is convincing them to seriously, partner, with view, slash us, and then
193 00:22:20.360 ⇒ 00:22:27.120 Brian Pei: if we get one client off of them, we take that one really seriously, do a good job, and then we just use them as
194 00:22:27.470 ⇒ 00:22:36.599 Brian Pei: a lake of easy client referrals in the future, where we don’t have to do much more sales plus
195 00:22:37.320 ⇒ 00:22:40.750 Brian Pei: assuming that they’re working with these big
196 00:22:41.320 ⇒ 00:22:43.140 Brian Pei: companies. They.
197 00:22:44.330 ⇒ 00:22:46.510 Brian Pei: you know their relationships.
198 00:22:47.610 ⇒ 00:22:49.709 Brian Pei: I assume they’re with bigger companies
199 00:22:49.790 ⇒ 00:22:54.550 Brian Pei: that usually it’s harder for people at our size to get through the door with.
200 00:22:54.980 ⇒ 00:23:00.359 Brian Pei: I mean, kind of like Clarkson getting us into like spark and let it greens like, I want to go back to that.
201 00:23:00.490 ⇒ 00:23:14.920 Uttam Kumaran: Yeah. But that worked really great for them, I think, like I think we not only did a good job for us, it was really easy and like good money, and for them. But the client really liked us and was funny, right?
202 00:23:15.400 ⇒ 00:23:19.020 Brian Pei: I don’t know why that’s like went away, but
203 00:23:19.290 ⇒ 00:23:22.080 Brian Pei: you know. if Danny’s
204 00:23:24.620 ⇒ 00:23:26.459 Brian Pei: Danny’s being a day. One
205 00:23:26.610 ⇒ 00:23:33.960 Brian Pei: true true homie with this. So yeah, I mean
206 00:23:34.520 ⇒ 00:23:49.260 Uttam Kumaran: the other. The only other thing I wanna kinda like ask them is. what are the data oper like, I guess. Like, if you, what, how do you think I should ask them like, do any of their clients? Have they done data stuff or as data stuff come up like, what do you think is the question there, like.
207 00:23:52.130 ⇒ 00:24:00.409 Uttam Kumaran: I want to know whether they’ve they’ve had conversations with their own clients about like whether this stuff is like relevant or they clear clients have had these sorts of problems.
208 00:24:00.490 ⇒ 00:24:07.150 Brian Pei: You have an idea how what is there like, how long have they been in business? How many clients do you think they
209 00:24:07.450 ⇒ 00:24:12.019 Brian Pei: have staffed for, and have? Now, do you know any of those like?
210 00:24:12.870 ⇒ 00:24:18.969 Uttam Kumaran: I think that I think they worked with quiet of like I mean, looking at their site. They’ve worked with like Chewy
211 00:24:19.190 ⇒ 00:24:25.029 Uttam Kumaran: Yale like a bunch of different like, like, pretty like pretty big companies.
212 00:24:25.100 ⇒ 00:24:35.970 Uttam Kumaran: But I think they’re also leaning in on work day. And they’re they’re like growing. It’s like, I think it’s all young people like. you know? Interesting. Okay.
213 00:24:36.000 ⇒ 00:24:41.730 Uttam Kumaran: yeah, it’s all. It’s all young people, but none of their stuff is on data.
214 00:24:42.520 ⇒ 00:24:52.450 Uttam Kumaran: So they focus on Erp. And it’s just er RP systems, but like nothing around data.
215 00:24:52.780 ⇒ 00:25:00.819 Brian Pei: so it’s a hard question, because I’m very similar to you, where.
216 00:25:01.080 ⇒ 00:25:05.800 Brian Pei: depending on the vibes of the people on first impressions. My question would change
217 00:25:06.540 ⇒ 00:25:10.060 Brian Pei: if they’re really open and like informal. And
218 00:25:10.540 ⇒ 00:25:11.500 Brian Pei: you know.
219 00:25:12.560 ⇒ 00:25:18.509 Brian Pei: not like grilling you. The the question changes, because if it’s informal and you’re comfortable with them, then you can.
220 00:25:18.590 ⇒ 00:25:20.530 Brian Pei: It’s just an easy question of like.
221 00:25:20.700 ⇒ 00:25:35.489 Brian Pei: yeah, like, what what have you done in the past with like data analytics needs like, do you? They had? Do those clients handle internally? Do they ever ask you for your advice? If they ask you for advice like, what advice do you give them? Do you kind of leave it be because it’s not your
222 00:25:35.770 ⇒ 00:25:37.880 Brian Pei: It’s it’s not what you focus on
223 00:25:38.080 ⇒ 00:25:41.790 Brian Pei: and then I guess.
224 00:25:41.900 ⇒ 00:25:43.510 Brian Pei: if they’re like.
225 00:25:45.710 ⇒ 00:25:47.060 Brian Pei: you know, if they’re
226 00:25:47.410 ⇒ 00:25:51.399 Brian Pei: grilling you or whatever? Then the question.
227 00:25:53.260 ⇒ 00:25:58.150 Uttam Kumaran: I guess it’s the same question, just like asked in a more serious tone.
228 00:26:00.430 ⇒ 00:26:08.610 Uttam Kumaran: yeah, that’s not a good answer. But you know what I mean, like, I sometimes like, if I’m really, if I’m comfortable in a in a first time meeting like I’ll it. Just
229 00:26:08.890 ⇒ 00:26:16.020 Brian Pei: the the the questions come easier for me to ask. You don’t really have to think about the question either being
230 00:26:16.420 ⇒ 00:26:24.879 Brian Pei: bleeding, or Dahmer, or whatever, because, you know, you’re comfortable with them. I think I think you just play that off of vibes, but you just have a note to ask in
231 00:26:25.490 ⇒ 00:26:29.519 Brian Pei: to to bring it up in some way, shape or form, probably
232 00:26:29.650 ⇒ 00:26:38.170 Brian Pei: towards the beginning of this I would assume to, because, depending on their answer. you
233 00:26:38.270 ⇒ 00:26:39.670 Brian Pei: you could, maybe
234 00:26:39.840 ⇒ 00:26:59.860 Brian Pei: you you’ll know their technical where their heads are at, so you can skip. Maybe some of the deep divey stuff. But at the same time, if you ask them and they don’t know anything, then you’ll know, like, Okay, I you might have to go a little bit deeper on some of the data stuff. And specifically, it’s it’s impact on the company.
235 00:27:00.150 ⇒ 00:27:10.520 Uttam Kumaran: Or like, yeah, I mean, I definitely wanna learn about how they started the company, and like, I think you know, they might have been in a similar position us where they have some knowledge. They just got all these together.
236 00:27:10.780 ⇒ 00:27:19.339 Uttam Kumaran: and then, yeah, I guess you’re right. I kinda wanna be like, you know, have you done like has data? They have one thing on integrations reporting. But
237 00:27:19.770 ⇒ 00:27:27.300 Uttam Kumaran: I don’t know like they don’t have much content on that. So I wanna just say, like, how familiar you guys with snowflake with modern data, with like
238 00:27:27.530 ⇒ 00:27:38.850 Uttam Kumaran: reporting. And then I’m just gonna name, drop the fuck out of people that we work for. And yeah, I’m pretty much just like, try to gas this up a ton
239 00:27:39.070 ⇒ 00:27:40.969 Uttam Kumaran: and then talk about.
240 00:27:41.200 ⇒ 00:27:47.979 Uttam Kumaran: I’m also I may talk about the value of some of those projects that we’ve done in terms of cash
241 00:27:48.490 ⇒ 00:28:02.459 Uttam Kumaran: like I may be like yo. These are all contracts that we’re structuring like north of a hundred bucks an hour for full time work. and those were on average 3 to 6 months.
242 00:28:02.630 ⇒ 00:28:07.129 Uttam Kumaran: And if anything, I’m able to actually get higher rates for that
243 00:28:08.020 ⇒ 00:28:11.490 Uttam Kumaran: so I kinda so that’s why I kinda wanna be like, look
244 00:28:12.240 ⇒ 00:28:26.810 Uttam Kumaran: to do the work that we’ve done in not only getting people, which is us like we’ve got ourselves, and we’ve got couple of other folks second to like have a have negotiated like all these vendors many times understand the pricing.
245 00:28:26.880 ⇒ 00:28:36.889 Uttam Kumaran: And like dude, we I mean, I think we just like we’re at least a year to 2 years ahead of what they would need to do to establish themselves in this industry.
246 00:28:37.520 ⇒ 00:28:41.589 Uttam Kumaran: like the only thing we don’t have is like a sales motion
247 00:28:42.060 ⇒ 00:28:44.619 Uttam Kumaran: point. II really think that’s point blank.
248 00:28:44.800 ⇒ 00:28:55.379 Uttam Kumaran: right? Right? I just. I just think we don’t like. II mean, I know that for a fact, because it’s it’s so. That’s the fucking hard part, and that’s what I’m like. Yo, this is a perfect win-win.
249 00:28:55.390 ⇒ 00:29:04.129 Uttam Kumaran: I would love to hear what they’re long like if they even want to get into like more reporting. Or maybe that’s for them to decide. But I’m like, at least
250 00:29:04.290 ⇒ 00:29:16.770 Uttam Kumaran: in this next year, I think there’s it’s a no brainer that there’s probably some clients that they’re currently working for, or prospects that are doing stuff like. And also what I might do is.
251 00:29:16.790 ⇒ 00:29:22.260 Uttam Kumaran: I might tell them like, Hey, I would love to get on a call with someone on the Snowflake side.
252 00:29:22.310 ⇒ 00:29:33.680 Uttam Kumaran: And I’ll call Scott or something. And I’ll be like, Yeah, I’m partnering with these guys. They have these clients on the sap side. Let’s collaborate. And I’m gonna tell them, like those are phone calls that we can try to make.
253 00:29:34.010 ⇒ 00:29:34.970 Uttam Kumaran: So
254 00:29:35.120 ⇒ 00:29:41.200 Uttam Kumaran: the and then the last thing is, I think I’m gonna try to. I’ll call Danny tomorrow. Meeting. The meeting is on
255 00:29:42.620 ⇒ 00:29:46.459 Uttam Kumaran: the meetings on Wednesday, so I may call her tomorrow or
256 00:29:46.680 ⇒ 00:29:52.250 Uttam Kumaran: Tuesday, and just be like, here’s kind of like what I’m gonna go through. And hopefully she can help rough out
257 00:29:52.510 ⇒ 00:29:53.770 Uttam Kumaran: the edges
258 00:29:53.950 ⇒ 00:29:59.159 Uttam Kumaran: on like yo. You should probably lean into this or like they don’t care about that.
259 00:29:59.950 ⇒ 00:30:01.350 Uttam Kumaran: It’s
260 00:30:02.100 ⇒ 00:30:05.049 Brian Pei: an hour. Okay, good
261 00:30:05.430 ⇒ 00:30:16.229 Uttam Kumaran: talking to Austin and and Luke and she’s talked about them like they’re really. And II mean, Dan is so nice. So if people were shitty, I feel like she wouldn’t be like
262 00:30:17.210 ⇒ 00:30:18.510 Uttam Kumaran: to.
263 00:30:18.750 ⇒ 00:30:26.799 Uttam Kumaran: she wouldn’t be like. Oh, they’re actually great. But Austin is. Luke is the CEO, and Austin is like the director of delivery, but they’re all like, I think, late
264 00:30:26.890 ⇒ 00:30:29.530 Uttam Kumaran: early thirties or like mid thirties.
265 00:30:30.020 ⇒ 00:30:37.610 Brian Pei: Yeah, yeah, throw in also that the the engineers that you like like all all of us
266 00:30:37.940 ⇒ 00:30:42.980 Brian Pei: have, like we’ve been doing this for for 10 years. I think
267 00:30:43.850 ⇒ 00:30:55.029 Brian Pei: me Nick, Tom, Brian, Ari Akila, like we like everybody. is not only like, have have been doing basically this for 10 years. But everybody also has
268 00:30:55.110 ⇒ 00:30:58.069 Brian Pei: a subject matter expertise and like something very.
269 00:30:58.510 ⇒ 00:31:01.860 Brian Pei: very technical like, there’s no question
270 00:31:01.980 ⇒ 00:31:08.960 Brian Pei: that you wouldn’t either. You wouldn’t know the answer to, or you wouldn’t be able to find the answer out from with your team as well with any of this stuff.
271 00:31:09.460 ⇒ 00:31:10.549 Brian Pei: Hype us up.
272 00:31:11.280 ⇒ 00:31:17.540 Uttam Kumaran: Yeah, no, that’s actually really great. And like, and like, enterprise. Yeah.
273 00:31:17.950 ⇒ 00:31:25.840 Brian Pei: we’ve done. We’ve done from pull parts all the way up to to spark. And I mean, you could throw in spotify if you want. They’re not gonna be there.
274 00:31:26.330 ⇒ 00:31:38.000 Uttam Kumaran: No, I’m gonna name. Drop every fucking company that. But just that’s just sharing that like Yo, II. And this is what I actually tell everybody. The hardest part
275 00:31:38.450 ⇒ 00:31:41.379 Uttam Kumaran: in in this world is people.
276 00:31:41.810 ⇒ 00:31:50.379 Uttam Kumaran: And then the second hardest part is the sales like dude. We II told you from the beginning like we I can’t. We can’t do any of this shit if we don’t have like us
277 00:31:50.420 ⇒ 00:31:56.669 Uttam Kumaran: like if I didn’t have me. I don’t know how fuck I was. I already thought I thought about that earlier yesterday. I was like I was like.
278 00:31:56.850 ⇒ 00:32:07.099 Uttam Kumaran: I may have like wanted to start this business, but if I couldn’t have done the work it wouldn’t have made any sense, and that’s a kind of like a it’s like, Oh, duh kind of thing to say, but
279 00:32:07.180 ⇒ 00:32:29.070 Uttam Kumaran: it is true. It’s like the people is what kick starts everything, and then it’s finding the people that need us. And then I just think the way there and I will be. I’m happy to acknowledge to them that yo, we’re early and like the toughest part for us is like sales, and it would be great to grow with them as they’re doing this shit, and then
280 00:32:29.530 ⇒ 00:32:36.600 Uttam Kumaran: I would. The other thing I wanna know, if, like Danny mentioned that they have some people on the workday side that they have a similar kind of relationship for.
281 00:32:36.610 ⇒ 00:32:41.560 Uttam Kumaran: So I kinda wanna ask them, like, how those relationships are working. Okay,
282 00:32:47.000 ⇒ 00:32:49.149 Brian Pei: they’re doing well.
283 00:32:49.770 ⇒ 00:32:55.020 Brian Pei: yeah, I mean, they hired Danny. I think they’re doing. They’re doing really. Well. If Danny said they’re doing.
284 00:32:55.170 ⇒ 00:33:02.120 Uttam Kumaran: she told me some numbers. and she’s like, don’t tell anyone. I don’t even remember what it was But
285 00:33:03.270 ⇒ 00:33:05.789 Uttam Kumaran: I think they’re doing. They’re doing really, really well.
286 00:33:06.610 ⇒ 00:33:07.460 Brian Pei: Okay.
287 00:33:08.090 ⇒ 00:33:13.929 Brian Pei: it’s it’s I mean.
288 00:33:16.720 ⇒ 00:33:19.080 Brian Pei: it seems like A. W. But
289 00:33:19.350 ⇒ 00:33:23.119 Brian Pei: we said that about meeting Kyle, too, and he kind of dropped the ball.
290 00:33:23.500 ⇒ 00:33:25.410 Uttam Kumaran: Yeah, I
291 00:33:26.210 ⇒ 00:33:30.430 Uttam Kumaran: I don’t know. I just think like this is a. This is one of those angles that.
292 00:33:30.910 ⇒ 00:33:41.950 Uttam Kumaran: like nobody has access to right, like everybody, could go cold email companies or like whatever. But like this angle, I think, is really unique to us. Which is why I’m like trying to really
293 00:33:42.160 ⇒ 00:33:44.419 Uttam Kumaran: see whether it’s possible. And then
294 00:33:44.860 ⇒ 00:33:51.980 Brian Pei: I mean, yeah, don’t get me wrong. This is like a for for you and Brainford to really, really important
295 00:33:52.450 ⇒ 00:33:55.999 Uttam Kumaran: meeting and stepping stone. If this works out. Yeah.
296 00:33:56.890 ⇒ 00:33:58.850 Brian Pei: it seems
297 00:33:59.980 ⇒ 00:34:12.320 Brian Pei: to me like a no brainer for a company to if I were in their shoes to partner with somebody like us.
298 00:34:13.110 ⇒ 00:34:17.429 Brian Pei: As long as there’s work, and they figure out
299 00:34:17.710 ⇒ 00:34:21.139 Brian Pei: with their existing clients, hell! How to
300 00:34:22.130 ⇒ 00:34:29.860 Brian Pei: upsell stuff like this. That’s the other thing that you know. I don’t know too much about.
301 00:34:30.130 ⇒ 00:34:33.500 Brian Pei: Think the work is there.
302 00:34:34.020 ⇒ 00:34:37.009 Brian Pei: and it’s a win-win relationship
303 00:34:37.370 ⇒ 00:34:41.419 Brian Pei: for any staffing company, any sap staffing company.
304 00:34:41.989 ⇒ 00:34:46.170 Uttam Kumaran: Yeah. The only thing is like, I would. I wanna know why they would be nervous
305 00:34:47.300 ⇒ 00:34:49.579 Uttam Kumaran: or like, why, why, this wouldn’t work.
306 00:34:50.540 ⇒ 00:34:51.510 Brian Pei: Yeah.
307 00:34:55.020 ⇒ 00:34:56.569 Brian Pei: Well, don’t show weakness.
308 00:34:56.909 ⇒ 00:35:03.450 Uttam Kumaran: No, no, no, no, but yes, I will. I will make sure to
309 00:35:03.540 ⇒ 00:35:14.040 Uttam Kumaran: come across very strong and no laughing, no jokes, no small talk. But
310 00:35:14.950 ⇒ 00:35:16.849 Uttam Kumaran: yeah, I don’t know. Maybe they
311 00:35:18.050 ⇒ 00:35:21.919 Uttam Kumaran: like, yeah, I’m I’m just gonna try to really be really direct with.
312 00:35:22.130 ⇒ 00:35:33.719 Uttam Kumaran: I think the biggest thing is just being super confident in what we’re good at and not being light about that like just being like, oh, we’ve actually done this so many times.
313 00:35:33.950 ⇒ 00:35:36.759 Uttam Kumaran: and we continue to exceed expectations.
314 00:35:37.220 ⇒ 00:35:41.660 Uttam Kumaran: And I think there’s a lot of money being made in this market.
315 00:35:42.170 ⇒ 00:35:51.260 Uttam Kumaran: either being left on the table because people don’t have access to talent, or it’s being taken by other firms that are not given positive results.
316 00:35:51.620 ⇒ 00:36:05.460 Uttam Kumaran: In a timely fashion like that’s that’s the whole point of this thing, right? Like, there’s people who they have like project managers. And it takes how long it’s that like. I actually think we could do a lot of work really quickly. And
317 00:36:06.400 ⇒ 00:36:16.409 Uttam Kumaran: yeah, I just think people continue to be positive about the results. So we’ll see. And and yeah, so may. And then I guess we’ll just kind of set out
318 00:36:17.180 ⇒ 00:36:20.249 Uttam Kumaran: what like a next step could be. But that’ll be on them. But
319 00:36:20.310 ⇒ 00:36:22.060 Brian Pei: 100%, I think.
320 00:36:25.570 ⇒ 00:36:26.380 Brian Pei: yeah.
321 00:36:27.840 ⇒ 00:36:29.900 Brian Pei: yeah, you’re gonna crush it. Don’t even worry about it.
322 00:36:33.990 ⇒ 00:36:38.559 Brian Pei: Don’t don’t even stress. Go out, get fucked up the night before. Don’t even send an alarm.
323 00:36:40.390 ⇒ 00:36:42.900 Brian Pei: Is this cake-free you’ve done this shit before?
324 00:36:45.220 ⇒ 00:36:55.050 Uttam Kumaran: Yeah, okay, alright, I feel good. I mean, I don’t feel nervous because I’ve like this is what we do like. I’m not like selling prequel where I have to. Shit doesn’t work like
325 00:36:55.280 ⇒ 00:36:58.139 Brian Pei: yeah, it’s it’s not an interview.
326 00:36:58.490 ⇒ 00:37:03.009 Brian Pei: There’s a market for it. We do the shit we’ve done the ship before.
327 00:37:03.870 ⇒ 00:37:12.790 Brian Pei: The the relationship is beneficial on both sides. You’re not pitching. you know. You’re not asking for money or anything.
328 00:37:12.870 ⇒ 00:37:20.380 Uttam Kumaran: Yeah, no. And that’s the thing is like, I really think it’s like a beneficial relationship. And then I’ll leave it to them. Think about the the cash side.
329 00:37:20.450 ⇒ 00:37:27.170 Uttam Kumaran: And if I can help them on that, I’ll help them on that, too. And then I want to be like, you know both our businesses are growing like, let’s fucking
330 00:37:27.200 ⇒ 00:37:29.229 Uttam Kumaran: like, catch the shit, you know.
331 00:37:31.990 ⇒ 00:37:38.000 Uttam Kumaran: That’d be that’s usually very big for you. Yeah.
332 00:37:38.080 ⇒ 00:37:40.040 Uttam Kumaran: they look like they they could be.
333 00:37:41.710 ⇒ 00:37:45.949 Brian Pei: did you say? Are they in Texas, or to make them? They’re in North Carolina.
334 00:37:46.550 ⇒ 00:37:48.860 Brian Pei: What’s up with all these places in North Carolina?
335 00:37:49.180 ⇒ 00:37:51.830 Uttam Kumaran: I don’t know. But Bro, we gotta go.
336 00:37:52.360 ⇒ 00:38:03.689 Brian Pei: I’m down. Yeah. If if this shit works out, we we have to go 100. I’m gonna I’m gonna offer them. I’m gonna fly out there, meet them. and you’ll you’ll you’ll come with me if we go.
337 00:38:03.860 ⇒ 00:38:10.800 Uttam Kumaran: I’ll come. I’m I’m a Fred star icemuz. No, I’m saying I’m bringing my. I’m bringing my director of engineering.
338 00:38:13.440 ⇒ 00:38:18.269 Uttam Kumaran: I’m bringing my director of Director of Sales and Company retreats.
339 00:38:20.200 ⇒ 00:38:23.130 Brian Pei: Yeah, I’m the event, planner.
340 00:38:23.580 ⇒ 00:38:30.169 Brian Pei: I’ll say King of Florida director sales. I’ve been waiting for Brain Forge to
341 00:38:30.360 ⇒ 00:38:32.019 Brian Pei: to blow up so that
342 00:38:32.360 ⇒ 00:38:35.040 Brian Pei: we don’t give a shit about
343 00:38:35.330 ⇒ 00:38:37.269 Brian Pei: flying somewhere for a retreat
344 00:38:38.140 ⇒ 00:38:42.989 Uttam Kumaran: dude. It’s crazy. It’s just like II won my! I won my Fantasy Football League.
345 00:38:43.450 ⇒ 00:38:53.990 Uttam Kumaran: and I went to 2 grand, and I was like, yes, I could, fucking. Go put this right to the business. Yeah, I want 2 G. Bro, that’s
346 00:38:54.030 ⇒ 00:38:56.980 Uttam Kumaran: I won fantasy football against
347 00:38:57.210 ⇒ 00:39:01.059 Uttam Kumaran: 10 other like fantasy heads like.
348 00:39:02.640 ⇒ 00:39:13.809 Brian Pei: it’s like it’s. It’s just like gambling. People can say that they’re pros, and they go on the end of I’m never playing fantasy ever again. Watch the games, and you can still win. Because, you know, you can’t predict
349 00:39:14.650 ⇒ 00:39:16.960 Brian Pei: you can’t really predict what’s actually gonna happen.
350 00:39:16.970 ⇒ 00:39:19.649 Uttam Kumaran: Dude. I’m never playing fantasy ever again.
351 00:39:20.380 ⇒ 00:39:21.920 Brian Pei: Why, you just want to play.
352 00:39:22.170 ⇒ 00:39:24.770 Uttam Kumaran: It’s a 2 50 buy-in.
353 00:39:24.870 ⇒ 00:39:26.099 Brian Pei: Oh, shit!
354 00:39:26.360 ⇒ 00:39:39.360 Uttam Kumaran: They wanted the $500 buy, and I said no, and then they brought it down, and they harassed me for weeks, being like, Come on, Dude, it’ll be fun. It’ll be fun, and I did it, and then I won. I’m never gonna play again, cause I’m just gonna lose
355 00:39:39.830 ⇒ 00:39:48.479 Brian Pei: is $250. Still, a lot of money for you, cause I feel like now that dude. I don’t. But like I said I’d rather go to dinner.
356 00:39:48.800 ⇒ 00:39:56.389 Uttam Kumaran: Yeah, that’s fair. I already said, I do, guys. I’d rather we each go to dinner and ball out that I don’t want to play fantasy.
357 00:39:57.150 ⇒ 00:40:01.919 Brian Pei: Well, you just gotta taxed exempt. 2 K, so that’s pretty sick.
358 00:40:02.370 ⇒ 00:40:06.559 Uttam Kumaran: Yeah. The government does no shit about that, like.
359 00:40:06.690 ⇒ 00:40:10.390 Uttam Kumaran: I don’t think the government cares about that. Yeah.
360 00:40:10.590 ⇒ 00:40:14.390 Brian Pei: I think it’s a win. Yeah, I think,
361 00:40:14.860 ⇒ 00:40:16.449 Brian Pei: there’s nothing I can say
362 00:40:16.610 ⇒ 00:40:17.800 Brian Pei: that’ll
363 00:40:18.350 ⇒ 00:40:25.730 Brian Pei: you know you’re you’re gonna you’re gonna get a good night’s sleep. You’re gonna wake up. You’re gonna have some coffee, maybe. Take a little walk, and then you’re gonna you’re gonna know.
364 00:40:26.620 ⇒ 00:40:32.390 Uttam Kumaran: Yeah, I think that’s really good. And then the guy, my, the my guy on pool parts is ramping up.
365 00:40:32.470 ⇒ 00:40:49.610 Uttam Kumaran: So I’m having a little bit more free time. And the last dude. I’m like the pool price, too, almost went south because I just fucked some stuff up. But the last 2 calls have been really, really good. And it looks like they’re gonna continue to extend. Because I really like I was working like 12 h days blasting a ton of shit out
366 00:40:49.720 ⇒ 00:40:52.710 Uttam Kumaran: and that’s good. And then
367 00:40:52.940 ⇒ 00:40:59.929 Uttam Kumaran: I’m the other client I have. I’m signing a longer thing with, and then I’m gonna send the contract over for Nick’s thing, too.
368 00:40:59.960 ⇒ 00:41:04.120 Uttam Kumaran: and the next thing, hopefully, we’ll bring in some extra margin that I will use
369 00:41:04.570 ⇒ 00:41:11.390 Uttam Kumaran: to pretty much start doing putting together more materials on the sales side and work on the website and stuff like that. So
370 00:41:12.080 ⇒ 00:41:14.860 Brian Pei: yeah, I’ve been. yeah.
371 00:41:16.050 ⇒ 00:41:26.600 Brian Pei: you told me that you’re you’re you’re juicing money out of cool parts. So I’m I’m on deck until you feel comfortable enough to pay me. But I’m like I don’t need to.
372 00:41:27.120 ⇒ 00:41:41.380 Brian Pei: If this works out. There’s a ton of work here. I mean, obviously, the potential here is like 50 x pull parts. Then then I’ll I can jump in. But users let me know. Cool parts is like kind of the anchor client.
373 00:41:41.450 ⇒ 00:41:58.620 Uttam Kumaran: And so I’m just trying to make sure that goes really well. We deliver everything they need, and that the relation continues, and then all literally dude. I’m not. I’m not taking any money, like all of the money is going either, to like. It’s it’s pretty much going straight to paying for
374 00:41:59.050 ⇒ 00:42:04.980 Uttam Kumaran: like paying for all this other shit. And then I want to bring on. I’m bringing on someone to handle like bookkeeping
375 00:42:05.000 ⇒ 00:42:15.569 Uttam Kumaran: really cheap from like the Philippines. and then like just free up as much of my time for sales stuff. So like, I think I think it’s gonna start now that I signed both of them back.
376 00:42:16.020 ⇒ 00:42:24.500 Uttam Kumaran: and then, if the if next thing hits, I’ll have enough like, I’ll have enough like mental freedom, and
377 00:42:24.550 ⇒ 00:42:27.439 Uttam Kumaran: Some extra cash coming in that it’ll work out so.
378 00:42:27.970 ⇒ 00:42:30.310 Brian Pei: And that’s before this
379 00:42:30.810 ⇒ 00:42:32.070 Brian Pei: unicorn.
380 00:42:32.540 ⇒ 00:42:36.680 Uttam Kumaran: Yeah, that’s all before this thing. So that’s just all in parallel. Pretty much
381 00:42:37.090 ⇒ 00:42:41.139 Uttam Kumaran: couple of other stuff I was trying just keeps dropping. But I don’t know. Dude. I’m just like.
382 00:42:41.680 ⇒ 00:42:43.090 Uttam Kumaran: still gonna try.
383 00:42:43.210 ⇒ 00:42:44.710 Brian Pei: Yeah, no, that’s fine.
384 00:42:46.210 ⇒ 00:42:47.799 Brian Pei: I feel good about this one.
385 00:42:47.880 ⇒ 00:42:58.179 Uttam Kumaran: I feel good, too. And then, you know, at least, like we have. We’ve talked to one of these agents, talked to one of these guys, and then, if this doesn’t work, we can take this whole package and hit another couple of consultancies up
386 00:42:58.300 ⇒ 00:42:59.699 Uttam Kumaran: the same kind of pips.
387 00:43:03.660 ⇒ 00:43:08.950 Uttam Kumaran: Alright dude. I’m gonna go to breakfast. But yeah, let me know if you have any other thoughts that come up.
388 00:43:09.490 ⇒ 00:43:12.610 Brian Pei: Yeah, I just took an adder. Also, I might. I might.
389 00:43:13.840 ⇒ 00:43:24.209 Brian Pei: This is the first adderall I’ve taken in 3 years. which II mostly took because I need to clean. I need to deep clean my apartment. And I needed to find motivation. So
390 00:43:24.450 ⇒ 00:43:29.030 Uttam Kumaran: okay, well, if you want, if you need data work, let me know I have stuff. If you want to do it.
391 00:43:29.050 ⇒ 00:43:36.079 Brian Pei: I need to work. I don’t. Wanna well, the other thing is pull parts. It’s like your primary income right now. Right? So like I’m not. Gonna
392 00:43:36.320 ⇒ 00:43:39.840 Brian Pei: if you’re if you’re strapped on cash, I’m not gonna make you pay me.
393 00:43:39.880 ⇒ 00:43:48.089 Uttam Kumaran: No, I know. But if you want to do that clean up work for like a couple of hours, I will pay you but like I don’t have, I don’t. I can’t be like.
394 00:43:48.190 ⇒ 00:43:52.899 Uttam Kumaran: Yeah, I’m okay, actually don’t do anything. I just didn’t know if you were on add, or you need stuff to do.
395 00:43:57.300 ⇒ 00:44:06.210 Brian Pei: I’ll I’ll text you, I’ll I’m basically like I’m snowed in today. I’ll be home all day have some other ideas, and
396 00:44:07.110 ⇒ 00:44:14.039 Uttam Kumaran: I’ll be working the rest of the afternoon and dude we’re me and Bei Yang are making moves on this data provider stuff
397 00:44:14.370 ⇒ 00:44:16.960 Uttam Kumaran: like I told you we were
398 00:44:17.060 ⇒ 00:44:24.000 Uttam Kumaran: a year ago. What’s this tone that you have. Right. Watch your tone.
399 00:44:24.160 ⇒ 00:44:49.889 Uttam Kumaran: is it? Hey? I’m I’m happy for you guys. I don’t know what, Tom. We’re planning on selling it to Tom be the first one, but also I wanna I wanna at least show you the repo, and then I’ll show you. I’ll send you the links to stuff. There’s a channel in the slack. You can join, but I’ll just just check it out and you could peep the code. It’s super easy, actually. So I wanna see whether that can start making a little bit of money. And then what we’ll do is just start putting money into like putting
400 00:44:50.040 ⇒ 00:44:52.869 Brian Pei: are you gonna make?
401 00:44:53.630 ⇒ 00:44:58.950 Uttam Kumaran: We? We have a data set that’s on the marketplace under brain Forge. That’s public.
402 00:44:59.500 ⇒ 00:45:12.090 Brian Pei: How are you getting paid? Are people using it? It’s we put it up for 20 bucks a month is a free trial, and then Paul’s gonna be the first customer. You guys did. Great
403 00:45:12.190 ⇒ 00:45:18.729 Uttam Kumaran: Tom’s gonna be the first customer dude. I just wanted to put it up, and I was like dude. I don’t know how much anything costs on here, because everything’s made up
404 00:45:18.950 ⇒ 00:45:21.510 Uttam Kumaran: and
405 00:45:21.910 ⇒ 00:45:28.629 Uttam Kumaran: so he’s gonna be the first customer, and then we’re gonna hit all. I’ll tell you. I’ll take you a little bit of the strategy. But
406 00:45:28.740 ⇒ 00:45:34.390 Uttam Kumaran: yeah, I think it’s gonna be. I think it’s at least something we’re trying that is pretty much free to at least give it a shot.
407 00:45:34.570 ⇒ 00:45:35.420 Uttam Kumaran: so
408 00:45:35.660 ⇒ 00:45:42.079 Brian Pei: I think it’s fair. II never not liked the idea. No, no, I know. I know I’m just giving you shit.
409 00:45:42.310 ⇒ 00:45:48.320 Uttam Kumaran: You know. I just never talked to you when I was in India, and I was like dude. II wanna put all this shit up.
410 00:45:48.480 ⇒ 00:45:54.950 Uttam Kumaran: And I was like I was like fuck. I don’t know it’s so hard. Finally we got it done. Dude, I have to talk to a bunch of snowflake people to get it done. Now.
411 00:45:55.890 ⇒ 00:45:57.170 Brian Pei: I mean, that’s good
412 00:45:57.990 ⇒ 00:46:02.110 Brian Pei: at the very least. Like if you get a couple of clients and you just get 300 a month
413 00:46:02.280 ⇒ 00:46:06.000 Brian Pei: for the rest of your life whatever. Yeah.
414 00:46:06.040 ⇒ 00:46:13.179 Uttam Kumaran: there’s this company called Cybersen. Are you on your laptop? Yeah, I am. Look up. Cybers in 60 million
415 00:46:13.840 ⇒ 00:46:18.460 Brian Pei: cyber zen like like cyber. Zen, SYNS.
416 00:46:18.530 ⇒ 00:46:21.309 Brian Pei: Oh, 16 million. Okay.
417 00:46:22.920 ⇒ 00:46:26.350 Brian Pei: one year old AI Startup secures 60 million dollars.
418 00:46:28.460 ⇒ 00:46:32.110 Brian Pei: has announced it has received. Okay?
419 00:46:34.680 ⇒ 00:46:39.350 Brian Pei: I mean again, this after
420 00:46:39.950 ⇒ 00:46:44.059 Brian Pei: the tech bubble or the Vc bubble burst like.
421 00:46:44.070 ⇒ 00:46:57.369 Uttam Kumaran: when I see 60 million. I don’t think, wow! That’s huge anymore, I think. How are they going to pay all this shit back? Are they actually profit? That company is a snowflake data marketplace company. All they do is list it on Snowflake data marketplace.
422 00:46:57.500 ⇒ 00:46:58.220 Brian Pei: Oh.
423 00:46:59.930 ⇒ 00:47:08.360 Uttam Kumaran: do you see that like? It’s not an AI company. All they do, their entire company is just putting shit on to marketplace, and they raise money from Snowflake.
424 00:47:13.280 ⇒ 00:47:15.619 Uttam Kumaran: How fucking stupid is that
425 00:47:15.790 ⇒ 00:47:17.919 Brian Pei: it’s pretty so pretty dumb
426 00:47:22.930 ⇒ 00:47:23.850 a
427 00:47:26.610 ⇒ 00:47:28.130 Brian Pei: digital gold!
428 00:47:30.820 ⇒ 00:47:40.960 Brian Pei: They think of their selves as the shark tank for AI. Right. Wait, wait! Wait! Are you looking at? What are you looking at? Looking at Rio here, I’ll ping it to you.
429 00:47:41.760 ⇒ 00:47:44.179 Uttam Kumaran: So at cyber. SYN,
430 00:47:44.250 ⇒ 00:47:52.360 Brian Pei: no, yeah, yeah, it’s II. It’s probably just different article that you read. It’s economic data for the marketplace
431 00:47:58.300 ⇒ 00:48:01.219 Brian Pei: dude. I don’t think they’re worth this much money. But
432 00:48:01.430 ⇒ 00:48:02.920 Uttam Kumaran: I just think the length
433 00:48:07.780 ⇒ 00:48:08.670 Brian Pei: yeah.
434 00:48:10.150 ⇒ 00:48:11.260 Brian Pei: I mean
435 00:48:12.590 ⇒ 00:48:13.889 Brian Pei: so dumb
436 00:48:14.820 ⇒ 00:48:18.190 Uttam Kumaran: dude. All of their shit is free.
437 00:48:19.600 ⇒ 00:48:25.369 Uttam Kumaran: and they’re doing all they’re doing is taking shit from the government and putting it on snowflakes
438 00:48:25.780 ⇒ 00:48:30.189 Uttam Kumaran: with like a data dictionary dude. So take
439 00:48:30.510 ⇒ 00:48:37.170 Brian Pei: it’s okay. Founder is a nerd. How do they make money off of it.
440 00:48:37.670 ⇒ 00:48:45.769 Uttam Kumaran: They don’t dude. They they literally probably have a couple of pay customers, but they’re all Vc-backed. Then fuck these guys.
441 00:48:45.820 ⇒ 00:48:47.990 Uttam Kumaran: You don’t want to be BC, that’s what I’m saying.
442 00:48:48.430 ⇒ 00:48:57.759 Brian Pei: I know. Fuck. No, I don’t. I don’t. I want to be friends and family back. I know nobody else that you have to eat. Yeah, this is fucking stupid. But
443 00:48:59.380 ⇒ 00:49:20.659 Uttam Kumaran: did you want me to? Are you? Are you on the? Are you on the site? No, no, no, I’m just I just like. I just feel hyped like, as soon as I found this, I was like holy fuck. That’s sick cause these guys were just pre packaging data from the Internet on Snowflake. And they raised a shit ton of money like what the fuck?
444 00:49:22.350 ⇒ 00:49:30.719 Brian Pei: Yeah, Tom B. Is always talked about that. Actually, also you throwing you under the bus.
445 00:49:30.970 ⇒ 00:49:35.350 Yeah, that’s fucking stupid and and crazy. And
446 00:49:36.990 ⇒ 00:49:50.770 Uttam Kumaran: you could just do this on the side and basically do what they’re doing. So what I’m hoping is that we get a couple of initial data sets up, figure out the process. And then I’m gonna hire cause you don’t actually don’t need much snowflake experience. You just need to know python.
447 00:49:50.860 ⇒ 00:50:00.319 Uttam Kumaran: And I’m gonna try to get someone to come do python scraping and like for mad sheep. and then we just try to pump a couple of these out.
448 00:50:03.960 ⇒ 00:50:08.099 Brian Pei: My little cousin will do python scraping for free if you call her an intern.
449 00:50:08.380 ⇒ 00:50:12.220 Brian Pei: I was with her last night. We all went out for my birthday.
450 00:50:12.300 ⇒ 00:50:15.450 Uttam Kumaran: Well, yeah, what? Wait? You didn’t. Did you tell me her skill set?
451 00:50:16.590 ⇒ 00:50:22.890 Brian Pei: She’s I mean, she’s where we were when we were sophomores in college. She doesn’t fucking know what’s out there.
452 00:50:23.450 ⇒ 00:50:29.290 Brian Pei: I know that she has 3 7 and applied math. She’s obviously really smart.
453 00:50:29.490 ⇒ 00:50:33.760 Uttam Kumaran: I don’t care about Gpa dude I was. I didn’t have a good Gpa. And I’ll put it where I’m at.
454 00:50:34.150 ⇒ 00:50:38.890 Brian Pei: I mean? Actually, that’s really good. She’s probably really smart.
455 00:50:39.200 ⇒ 00:50:43.930 Brian Pei: I do. You remember, Sandita? You met her? Yeah. she’s a
456 00:50:45.410 ⇒ 00:51:03.810 Brian Pei: do you? Do you remember? You didn’t say anything. No, I don’t remember, was the person who flew out for my birthday last year. She was Bucknell. My, my year. She’s been at Hershey for since graduating college, so she’s
457 00:51:03.820 ⇒ 00:51:06.079 Uttam Kumaran: either senior director or Vp.
458 00:51:06.410 ⇒ 00:51:10.399 Brian Pei: But she’s breaking in like 3 50 a year now.
459 00:51:10.460 ⇒ 00:51:22.220 Brian Pei: anyway, she also, II told her about my little cousin, too, so she’s trying to get her an actual legit internship. No offense at Hershey, but no offense.
460 00:51:22.610 ⇒ 00:51:27.190 Uttam Kumaran: Are these are these checks legit.
461 00:51:28.120 ⇒ 00:51:45.809 Uttam Kumaran: What’s fuck’s not legit about this? You’re you can’t compare yourself to Hershey right now. Yeah, I don’t want cell chocolate to fatten up the population. Yeah, I have no comparison. Don’t ever compare me to Hershey’s. That’s true. Get that. Get that shit right. I’m I’m not working. I’m not working to plump up America.
462 00:51:46.080 ⇒ 00:51:55.690 Brian Pei: Let’s take out the the product side of things and look at internship programs. Or she has an internship program.
463 00:51:55.880 ⇒ 00:52:05.090 Brian Pei: And but Abby did take she she took the python course or statistics, and she ace that, too, so I know that she can do python.
464 00:52:05.750 ⇒ 00:52:13.409 Brian Pei: That’s the only reason I brought it up, and she’ll work for free because she’s fucking bored. She just crochets all day. She’s kind of a nerd, which is good.
465 00:52:13.720 ⇒ 00:52:20.000 Brian Pei: nerdy Asian girl smart. my my cousin, my blood. anyway.
466 00:52:20.240 ⇒ 00:52:30.300 Uttam Kumaran: So if you need if you need dumb drone python works, you might be able to. Okay. I’m I’m gonna run. I’m like I have to spend a lot of today writing a ton of tickets for like a bunch of work. And then
467 00:52:30.350 ⇒ 00:52:45.729 Uttam Kumaran: cause I can’t really like, even explain to her what the fuck I need. I’m gonna fuck that up. So let me try to write it down. And then, yeah, I’d be down to at least entertain that because it’s good work, it’s interesting. It’s actually like it. I mean, this is kind of like cutting edge snowflake work. So
468 00:52:46.330 ⇒ 00:52:58.160 Uttam Kumaran: I think it’s it’s interesting work. If it doesn’t work out, because, you know, she’s still a sophomore. I don’t know what the what she’s getting into. You know, Phil, there’s no. This is actually, it’s actually not that hard. If she just like has to figure out Github. And like
469 00:52:58.190 ⇒ 00:52:59.510 Uttam Kumaran: couple other things.
470 00:53:01.770 ⇒ 00:53:04.309 Brian Pei: Okay, yeah. So let me let me think about it.
471 00:53:04.730 ⇒ 00:53:08.140 Brian Pei: Actually think, think about this after after the
472 00:53:08.150 ⇒ 00:53:15.170 Uttam Kumaran: I don’t want to sidetrack you, my guy. No dude, don’t worry. I have a billion things to do.
473 00:53:15.270 ⇒ 00:53:24.610 Uttam Kumaran: but I will. It’s on my mind, cause I need to. I want to bring on as I make money. I need to bring on like people to take on some of this like smaller stuff. So I’m figuring it out, but
474 00:53:24.890 ⇒ 00:53:29.369 Brian Pei: can’t believe you’re writing tickets. Now. You’ve changed. Use the hate tickets.
475 00:53:30.190 ⇒ 00:53:31.170 Remember, we work.
476 00:53:32.850 ⇒ 00:53:36.710 Uttam Kumaran: Yeah. yeah, okay, I gotta run
477 00:53:36.820 ⇒ 00:53:43.660 Brian Pei: alright. Yeah, same, I’m gonna clean the shit on my apartment. Alright. I’ll I’ll keep in touch today.
478 00:53:43.910 ⇒ 00:53:45.380 Brian Pei: literally.