Meeting Title: Uttam <> Robert—Sales-Weekly Date: 2024-06-12 Meeting participants: Robert Tseng, Uttam Kumaran
WEBVTT
1 00:00:51.780 ⇒ 00:00:52.670 Uttam Kumaran: Yo.
2 00:00:53.140 ⇒ 00:00:53.840 Robert Tseng: Hey! Man!
3 00:00:54.430 ⇒ 00:00:56.599 Uttam Kumaran: What’s up? How’s the day going.
4 00:00:57.390 ⇒ 00:01:05.649 Robert Tseng: The lot of calls the the 1st few days. But I’m I think I’m done no more sales calls for until Friday, so.
5 00:01:05.840 ⇒ 00:01:06.566 Uttam Kumaran: Okay. Good.
6 00:01:07.330 ⇒ 00:01:10.830 Robert Tseng: Yeah, you have a suit in the background, you going going out soon.
7 00:01:10.830 ⇒ 00:01:15.990 Uttam Kumaran: Yes, I’m going to I’m going to Boston actually, today, and I have a wedding
8 00:01:17.137 ⇒ 00:01:20.069 Uttam Kumaran: on Friday, Saturday.
9 00:01:20.815 ⇒ 00:01:21.180 Robert Tseng: Wow!
10 00:01:21.480 ⇒ 00:01:24.600 Uttam Kumaran: So later tonight.
11 00:01:25.820 ⇒ 00:01:31.820 Uttam Kumaran: and yeah, it’s in. It’s like at some like fancy place in Boston. I don’t even know.
12 00:01:32.405 ⇒ 00:01:34.754 Uttam Kumaran: Just go wherever I’m told to go.
13 00:01:36.190 ⇒ 00:01:38.580 Robert Tseng: For sure. You said you’re on the wedding party, too.
14 00:01:38.580 ⇒ 00:01:39.380 Uttam Kumaran: Yes.
15 00:01:40.020 ⇒ 00:01:40.370 Robert Tseng: Fair.
16 00:01:41.240 ⇒ 00:01:45.200 Uttam Kumaran: All my friends are getting married this year, like all my close friends from college, so.
17 00:01:45.520 ⇒ 00:01:47.150 Robert Tseng: Yeah, yeah, there’s a lot of
18 00:01:47.300 ⇒ 00:01:49.160 Robert Tseng: lot of lot of weddings.
19 00:01:49.450 ⇒ 00:01:50.730 Uttam Kumaran: Posting.
20 00:01:51.030 ⇒ 00:01:55.639 Robert Tseng: Yeah, post, Covid, all happening, and it’ll die down after another year or 2, I guess.
21 00:01:55.890 ⇒ 00:01:56.660 Uttam Kumaran: Yeah.
22 00:01:56.660 ⇒ 00:01:57.520 Robert Tseng: Yeah.
23 00:01:57.980 ⇒ 00:02:04.140 Robert Tseng: yeah, for me. Wedding season is like July through September. So I’ll be out and about a lot during those months.
24 00:02:04.300 ⇒ 00:02:08.829 Uttam Kumaran: Nice. What do you think about him now that you had yours? But, like you probably been to a bunch.
25 00:02:10.139 ⇒ 00:02:13.329 Robert Tseng: What do I think about weddings? I feel like it’s
26 00:02:13.710 ⇒ 00:02:24.250 Robert Tseng: it’s kind of the way to just like, get all your friends together as adults now feel like it’s I mean, I enjoy them. It’s like reunion reunions to see people from college or childhood. Really.
27 00:02:24.460 ⇒ 00:02:25.085 Robert Tseng: yeah,
28 00:02:25.930 ⇒ 00:02:30.390 Robert Tseng: definitely prefer to be just a a guest than planning a wedding.
29 00:02:30.830 ⇒ 00:02:34.358 Robert Tseng: I will not. I will not plan a wedding for a long time, so.
30 00:02:34.610 ⇒ 00:02:42.470 Uttam Kumaran: Yeah, I I basically like, it’s just a lot of my close friends. So I’m in a bunch of them. But that means I’m also like going to the bachelor party, and.
31 00:02:42.470 ⇒ 00:02:43.150 Robert Tseng: Yeah.
32 00:02:43.150 ⇒ 00:02:44.000 Uttam Kumaran: Bang!
33 00:02:44.130 ⇒ 00:02:45.949 Uttam Kumaran: And they’re all on the east coast.
34 00:02:46.540 ⇒ 00:02:47.250 Robert Tseng: Yeah.
35 00:02:47.250 ⇒ 00:02:48.299 Uttam Kumaran: And they’re all like
36 00:02:48.530 ⇒ 00:02:54.399 Uttam Kumaran: in not in New York, the only place I’m interested in going on the east coast. They’re like.
37 00:02:54.400 ⇒ 00:02:55.020 Robert Tseng: Yeah.
38 00:02:55.020 ⇒ 00:02:58.450 Uttam Kumaran: Boston, or like in Long Island, which, like Long Island one, I guess I’ll
39 00:02:59.030 ⇒ 00:03:02.799 Uttam Kumaran: maybe stay in. I don’t know. Maybe try to do a day in New York, but like but.
40 00:03:02.800 ⇒ 00:03:03.430 Robert Tseng: Yeah.
41 00:03:04.203 ⇒ 00:03:05.750 Uttam Kumaran: Or Philly
42 00:03:05.880 ⇒ 00:03:06.445 Uttam Kumaran: like,
43 00:03:08.690 ⇒ 00:03:20.023 Uttam Kumaran: so yeah, it’s it’s nice. I mean, I I also think it’s just like it’s nice. It’s like, it’s it’s really like emotional for the people involved. I think it’s I go with my girlfriend. So
44 00:03:20.630 ⇒ 00:03:22.580 Uttam Kumaran: that’s not boring anymore.
45 00:03:22.897 ⇒ 00:03:26.759 Uttam Kumaran: I could just talk to her, and we could talk about stuff. And that’s nice.
46 00:03:28.520 ⇒ 00:03:31.189 Uttam Kumaran: it’s just a lot of getting ready and like.
47 00:03:31.590 ⇒ 00:03:32.230 Robert Tseng: Yeah.
48 00:03:32.230 ⇒ 00:03:34.170 Uttam Kumaran: Yeah, lot of money.
49 00:03:34.770 ⇒ 00:03:40.491 Robert Tseng: Yeah, a lot of money. And definitely, when you’re when you’re there and planning your own wedding, it’s gonna be way more expensive than.
50 00:03:43.215 ⇒ 00:03:43.410 Uttam Kumaran: Yeah.
51 00:03:43.410 ⇒ 00:03:46.529 Robert Tseng: Definitely went over budget by like, 25% or something.
52 00:03:48.590 ⇒ 00:03:49.220 Robert Tseng: Yeah.
53 00:03:49.780 ⇒ 00:03:50.380 Robert Tseng: yeah.
54 00:03:50.380 ⇒ 00:03:51.140 Uttam Kumaran: Nice.
55 00:03:51.860 ⇒ 00:03:54.641 Uttam Kumaran: Yeah, stuff this week is going. Well, I I
56 00:03:55.290 ⇒ 00:03:59.020 Uttam Kumaran: I’m like kind of shifting. I’m basically putting put like a
57 00:03:59.220 ⇒ 00:04:00.350 Uttam Kumaran: putting like a
58 00:04:00.670 ⇒ 00:04:06.256 Uttam Kumaran: stake in the road and shifting a lot of my time to sales which has been good. And
59 00:04:06.894 ⇒ 00:04:11.119 Uttam Kumaran: I I’ve been trying to do that more like lightly over the last 3 weeks. But
60 00:04:11.540 ⇒ 00:04:12.920 Uttam Kumaran: this week I was like.
61 00:04:13.150 ⇒ 00:04:14.960 Uttam Kumaran: Yeah, I’m out of stuff like.
62 00:04:15.480 ⇒ 00:04:17.032 Uttam Kumaran: try to handle it.
63 00:04:17.420 ⇒ 00:04:18.070 Robert Tseng: Yeah.
64 00:04:18.070 ⇒ 00:04:22.759 Uttam Kumaran: So, which has been good like, I think we have enough process and enough organization.
65 00:04:22.890 ⇒ 00:04:30.118 Uttam Kumaran: And I’ve kind of called everybody. And basically like stuff’s going well, so kind of shifting a lot of my time to think about
66 00:04:30.790 ⇒ 00:04:31.650 Uttam Kumaran: like
67 00:04:32.080 ⇒ 00:04:38.949 Uttam Kumaran: just one going and and getting back with people that I call maybe a year ago and kind of
68 00:04:39.050 ⇒ 00:04:44.090 Uttam Kumaran: resurfacing that finishing like case studies and all of my materials basically.
69 00:04:44.090 ⇒ 00:04:44.690 Robert Tseng: Yeah, yeah.
70 00:04:44.690 ⇒ 00:04:45.510 Uttam Kumaran: And
71 00:04:46.390 ⇒ 00:04:56.189 Uttam Kumaran: starting. Probably we’ll start to do more like things on Linkedin, and begin to like spur up more conversations with like vendor partners and some agency friends that I have.
72 00:04:57.105 ⇒ 00:05:03.739 Uttam Kumaran: A lot of which, like I just didn’t have time to like nurture. So like kind of put some momentum
73 00:05:04.270 ⇒ 00:05:06.880 Uttam Kumaran: around it. I think some of those will go.
74 00:05:06.890 ⇒ 00:05:08.570 Uttam Kumaran: and then, of course, like.
75 00:05:08.960 ⇒ 00:05:10.370 Uttam Kumaran: think about where
76 00:05:10.390 ⇒ 00:05:13.300 Uttam Kumaran: we can work and like where?
77 00:05:14.059 ⇒ 00:05:21.640 Uttam Kumaran: We can lean on again, either vendors or continue to like, basically supplement the folks that you’re bringing in
78 00:05:21.700 ⇒ 00:05:26.339 Uttam Kumaran: and then drive like additional revenue through like the de work. Basically.
79 00:05:26.880 ⇒ 00:05:27.470 Robert Tseng: Yeah.
80 00:05:28.620 ⇒ 00:05:37.069 Robert Tseng: Yeah. Man, I think nurturing takes a takes a while. Yeah, I feel like everything kind of just built up to the past 2 weeks, really for me.
81 00:05:37.471 ⇒ 00:05:40.269 Robert Tseng: But like this was all like work from like
82 00:05:40.750 ⇒ 00:05:45.300 Robert Tseng: leads that I started in contact with end of q 1, and like started 2
83 00:05:45.350 ⇒ 00:05:52.680 Robert Tseng: just took a while to really get to a point where I mean, I think, new new quarter coming up soon, some more budgets and stuff. And
84 00:05:52.980 ⇒ 00:05:58.554 Robert Tseng: yeah, so I’m just kind of riding this wave. It’s it’s not yeah. I mean, I I expect to die down.
85 00:05:58.820 ⇒ 00:06:01.129 Uttam Kumaran: Everything just takes momentum, you know, like.
86 00:06:01.130 ⇒ 00:06:01.740 Robert Tseng: Yeah.
87 00:06:01.740 ⇒ 00:06:05.799 Uttam Kumaran: Everything takes longer than you expect it so. And it’s like, only
88 00:06:05.930 ⇒ 00:06:11.219 Uttam Kumaran: it’s like only me on the sales side, really, and like I have an intern that’s starting that’s helping me with some stuff.
89 00:06:11.220 ⇒ 00:06:12.670 Robert Tseng: Oh, no way, very cool.
90 00:06:12.670 ⇒ 00:06:14.920 Uttam Kumaran: Which is really great, which actually came through.
91 00:06:14.960 ⇒ 00:06:30.400 Uttam Kumaran: came through Clint. It’s a kid that out of Hobart he graduate with an Econ degree, but like wants to get into data, some finance role. But he’s like, Do I really really want to work in data? But he has some interest in like the startup kind of like
92 00:06:30.620 ⇒ 00:06:32.130 Uttam Kumaran: sales side of stuff.
93 00:06:32.140 ⇒ 00:06:37.150 Uttam Kumaran: So he’s like doing some work on the data analysis side, where I’m basically just like
94 00:06:37.360 ⇒ 00:06:41.729 Uttam Kumaran: trying to teach a little bit how we do stuff. And then he’s also like, I’m really interested in sales. And like.
95 00:06:41.760 ⇒ 00:06:47.419 Uttam Kumaran: let’s go cause I need some help like figuring out how to do this. And basically like.
96 00:06:47.620 ⇒ 00:06:55.950 Uttam Kumaran: there’s 1 thing like, I’m like, I could go figure out how to do these things. But also I need to be in these meetings, and he’s like down to help me kind of figure stuff out. So that’s nice.
97 00:06:56.300 ⇒ 00:06:57.200 Uttam Kumaran: Nice.
98 00:06:58.490 ⇒ 00:07:02.840 Uttam Kumaran: So that’s nice. I mean, I think the big thing for me is gonna be
99 00:07:03.249 ⇒ 00:07:07.720 Uttam Kumaran: yeah, just like trying to pack days full of like meetings. And then basically
100 00:07:07.810 ⇒ 00:07:12.040 Uttam Kumaran: trying to learn about trying to standardize more about like objection handling and like
101 00:07:12.100 ⇒ 00:07:17.190 Uttam Kumaran: speeding things up, basically like trying to get people to like the finish line faster.
102 00:07:17.800 ⇒ 00:07:18.680 Uttam Kumaran: you know.
103 00:07:20.050 ⇒ 00:07:22.150 Robert Tseng: Yeah, no, that’s that’s good. I think.
104 00:07:22.570 ⇒ 00:07:29.040 Robert Tseng: even having these conversations is gonna help me like, put put plots to paper as well and like, kind of formalize things
105 00:07:29.370 ⇒ 00:07:30.700 Robert Tseng: as well. Because.
106 00:07:31.020 ⇒ 00:07:32.270 Robert Tseng: yeah, I mean, I think
107 00:07:32.350 ⇒ 00:07:37.409 Robert Tseng: I’ve been getting a lot of reps and kind of have a lot of different scenarios talking through. But a lot of it is just like.
108 00:07:37.430 ⇒ 00:07:42.410 Robert Tseng: yeah. So in my head, or like, I make like some bullet points here and there, but being able to.
109 00:07:42.600 ⇒ 00:07:44.770 Robert Tseng: it’s like, codify it, and and.
110 00:07:44.770 ⇒ 00:07:45.140 Uttam Kumaran: Yeah.
111 00:07:45.140 ⇒ 00:07:47.649 Robert Tseng: I think would would be help would be better. Yeah.
112 00:07:47.650 ⇒ 00:07:54.030 Uttam Kumaran: Yeah. So like, how? What’s your typical like? Apart from getting the leads and from wherever they come from? Like.
113 00:07:54.210 ⇒ 00:07:58.160 Uttam Kumaran: what’s the typical process that you go through with folks if you have.
114 00:07:58.550 ⇒ 00:08:03.880 Uttam Kumaran: if you have one, where maybe like, what’s what’s the ideal? One versus like? What do you kind of see in reality?
115 00:08:04.330 ⇒ 00:08:19.900 Robert Tseng: Yeah, yeah. So I mean, I think this is the I would say, the 1st 2 touch points are pretty consistent, like, I know what to expect. 1, st one is just like getting them on a call. Right? Try and qualify them. Yeah, I mean, there’s some pre call. That kind of goes into it. I won’t hop on a call with somebody if I don’t really.
116 00:08:21.000 ⇒ 00:08:35.319 Robert Tseng: Hey? Yeah, if it if it’s if I can do it, Async like. I’ll I’ll do that if we just need to send a deck over, and then they get back to me with, like some of their additional questions. But more often than not I’ll jump on calls like earlier than probably most people would. Just because I feel like it’s just easier to talk through it.
117 00:08:35.974 ⇒ 00:08:41.830 Robert Tseng: Yeah, I think like there’s a i have like a list of questions that I kind of go. I I go through, and
118 00:08:41.850 ⇒ 00:08:44.810 Robert Tseng: just like a notion template for me. So I just like, kind of
119 00:08:44.830 ⇒ 00:08:50.610 Robert Tseng: at kind of dance my way around to like, ask those 3 core questions. But basically, it’s
120 00:08:50.860 ⇒ 00:09:05.800 Robert Tseng: for me like what I’m looking for is is like, are they already using or thinking about product analytics? You know, most of the clients I’m talking to, even if they have a physical product, they may still need like digital product analytics, because they have
121 00:09:06.379 ⇒ 00:09:14.689 Robert Tseng: like their marketing site is just like a content hub for them, and they still want to like, use that to to engage with potential customers.
122 00:09:15.617 ⇒ 00:09:19.620 Robert Tseng: So yeah, just getting them to talk about like what are like different.
123 00:09:20.210 ⇒ 00:09:24.320 Robert Tseng: like, what? How much like, how aware are they of like.
124 00:09:24.900 ⇒ 00:09:30.399 Robert Tseng: or, yeah, how much of the user journey are they able to track? Dig digitally. And
125 00:09:30.600 ⇒ 00:09:51.099 Robert Tseng: yeah, I think from there I, you know, I asked about like tooling and like the investments that they’ve made into it. So I think I don’t usually ask them for a number like a budget number, because I feel like no one really knows unless you work for like a big company. You have a budgeting team who literally gave you a number. So I think that’s a question I cut out of my flow. So I ask around that by.
126 00:09:51.130 ⇒ 00:09:52.490 Robert Tseng: Yeah, I see, yeah.
127 00:09:52.570 ⇒ 00:10:10.230 Robert Tseng: trying to gauge the type of investments they they’ve made into it. How many people are working on it, like, how many engineering hours, I guess, as well. Because it’s usually mentioned you’re implementing, or if they’ve contracted with an agency or another freelancer like, you know, like how long those engagements have been, and then, like the tooling they look in looking at.
128 00:10:10.320 ⇒ 00:10:15.470 Robert Tseng: So from there, I like, get a I kind of just get like a rough estimate of like, how much I think they’re spending.
129 00:10:16.354 ⇒ 00:10:23.500 Robert Tseng: yeah. And I think that that kind of gives me a sense of how, what what they’re currently willing to spend. And I tried to like
130 00:10:24.235 ⇒ 00:10:25.720 Robert Tseng: talk through like
131 00:10:26.020 ⇒ 00:10:29.065 Robert Tseng: with with with that in mind, with that in mind.
132 00:10:30.850 ⇒ 00:10:41.290 Robert Tseng: The kind of setup that I feel like would be bare minimum. To be able to like, you know, return like to give them a return of of more, of at least that much. Just to like
133 00:10:42.100 ⇒ 00:10:51.175 Robert Tseng: test, test the water on like how willing they are to like, kind of think beyond, like what their current capability is even in that call. And so
134 00:10:51.660 ⇒ 00:10:59.352 Robert Tseng: yeah, usually, I’m talking to like a head of marketing or head of product, not a technical person, because they’re disgruntled with their setup.
135 00:10:59.660 ⇒ 00:11:00.470 Uttam Kumaran: Yeah.
136 00:11:00.680 ⇒ 00:11:02.009 Robert Tseng: Yeah, so it’s like.
137 00:11:02.010 ⇒ 00:11:06.370 Uttam Kumaran: That’s also what I decided, too, is like, only go after execs
138 00:11:07.337 ⇒ 00:11:13.560 Uttam Kumaran: and even ideally, people that even aren’t on the technical side, because more, it’s like
139 00:11:13.620 ⇒ 00:11:20.109 Uttam Kumaran: we’re either coming in as like a second set of eyes. We’re coming in to unlock a new capability. But having the executive buy in
140 00:11:20.120 ⇒ 00:11:25.060 Uttam Kumaran: helps with so much, even during the engagement and moving the engagement forward.
141 00:11:25.170 ⇒ 00:11:30.769 Uttam Kumaran: that, like, I just think the tech going through the technical side or going through like an engineer is just harder and
142 00:11:31.015 ⇒ 00:11:33.499 Uttam Kumaran: probably like just not worth it right now, if we have.
143 00:11:33.500 ⇒ 00:11:33.760 Robert Tseng: Yeah.
144 00:11:34.020 ⇒ 00:11:38.990 Uttam Kumaran: To do one. So that’s what I kind of decided on, too. And that means, like all of our content, like
145 00:11:39.393 ⇒ 00:11:59.779 Uttam Kumaran: you know, I was. Gonna I was like, I wanna chat with you about like what your decks and kind of materials are like. But everything’s gonna be poised towards that, basically. And then, if people are tight to go, there will be other avenues for them to get that understanding of us like maybe something. But ideally like all of our messaging, is talking about really like results and output.
146 00:11:59.870 ⇒ 00:12:03.400 Uttam Kumaran: and maybe having like references to Logos, but less about like
147 00:12:03.900 ⇒ 00:12:08.109 Uttam Kumaran: less technical, more about like results, or what the feeling is like.
148 00:12:08.806 ⇒ 00:12:09.700 Uttam Kumaran: You know.
149 00:12:11.020 ⇒ 00:12:12.040 Robert Tseng: Totally. And
150 00:12:12.070 ⇒ 00:12:15.150 Robert Tseng: I think that’s also like, why, I mean.
151 00:12:15.820 ⇒ 00:12:23.413 Robert Tseng: I guess. Yeah, you you brought up a good point where? Yeah? Like the 3rd 3rd question I’ll ask is, make sure. Making sure I’m talking to the decision maker.
152 00:12:24.820 ⇒ 00:12:31.592 Robert Tseng: yeah. Like, I think that that would have come 1st before the budgeting question, just because if they yeah or yeah, and
153 00:12:32.280 ⇒ 00:12:37.379 Robert Tseng: if if it’s like, Oh, yeah, no, I I wouldn’t be making decision. It’s like the CTO. Then, like.
154 00:12:37.380 ⇒ 00:12:37.780 Uttam Kumaran: But nothing.
155 00:12:37.780 ⇒ 00:12:38.460 Robert Tseng: Probably not good.
156 00:12:38.460 ⇒ 00:12:43.480 Uttam Kumaran: You ask that straight up, you’re asking like, hey? So if we move forward like, who else needs to be involved? Basically.
157 00:12:43.710 ⇒ 00:13:11.069 Robert Tseng: Yeah, exactly. So we talk about the budget. If they have no idea what they’re talking about, then I I think I’ll ask that question directly, but if it seems like they already like they have a clear idea of the investments they made. I’m like, Okay, this pro. This person is probably involved in decision. But I’m also gonna be more indirect and ask like, who else needs to be involved in for you to make a decision, and then they’ll let me know. Like, Hey, actually, it’s like a joint decision between me and like the CTO or the head of tech is like, Yeah, whatever.
158 00:13:11.270 ⇒ 00:13:11.900 Uttam Kumaran: Cool.
159 00:13:11.900 ⇒ 00:13:12.590 Robert Tseng: So
160 00:13:13.000 ⇒ 00:13:14.688 Robert Tseng: yeah. And I think
161 00:13:15.550 ⇒ 00:13:36.489 Robert Tseng: for me, like I found that I don’t do well selling to Ctos but sometimes they’re the sponsor that I they’re a sponsor that I need to get buy in from as well. So actually try not to like get too lost in the weeds of like, how do you instrument things and like like, tell them how to do the job, I guess and I just kind of showed them like an output that I’ve
162 00:13:36.540 ⇒ 00:13:37.630 Robert Tseng: make them more
163 00:13:37.979 ⇒ 00:13:51.479 Robert Tseng: like design based output. That, I think is is helpful for them to see. So like, right before I got on this call like an hour ago I was talking to the CTO. Of a of a client that that inbounded like last er
164 00:13:51.600 ⇒ 00:13:56.109 Robert Tseng: I guess like late late last week, and I hopped on the 1st call with their head of marketing on Monday.
165 00:13:56.581 ⇒ 00:14:05.279 Robert Tseng: So that she wanted me to chat with her CTO. He kind of told me like what their stack was. We talked a bit about it, and then I just showed him
166 00:14:05.390 ⇒ 00:14:09.506 Robert Tseng: like, Yeah, I I yeah. And then I I showed him like,
167 00:14:10.670 ⇒ 00:14:21.650 Robert Tseng: yeah, this is like a design. I get event data design that I that I’ve kind of put together. With enough clients. And so I just kind of walked him through that design framework, and he thought that was really interesting. He was like.
168 00:14:21.650 ⇒ 00:14:22.110 Uttam Kumaran: Nice.
169 00:14:22.110 ⇒ 00:14:28.010 Robert Tseng: Yeah, that’s not how we yeah, we we don’t. We don’t have. We don’t have any idea of how we design our event data. We just like track whatever.
170 00:14:28.050 ⇒ 00:14:42.279 Robert Tseng: And so that I thought that was like the good win to just be like, hey? Like he. He saw some value that wasn’t super technical, but it was like, Oh, wow! This makes a lot of sense. I could see why this makes this is a lot cleaner in reporting like later on. So
171 00:14:42.633 ⇒ 00:14:50.569 Robert Tseng: yeah, I think that’s like, that’s my approach. Now, like I I when I’m talking to a technical person, I try to like, not focus on technical.
172 00:14:50.570 ⇒ 00:14:51.050 Uttam Kumaran: Yeah.
173 00:14:51.329 ⇒ 00:14:59.429 Robert Tseng: Otherwise I think I’m I’m still losing battle like you’re battling egos, and like their own internal like biases and stuff, and I’d rather rather rather not do that.
174 00:14:59.430 ⇒ 00:15:03.020 Uttam Kumaran: And they’re also common. They’re also commonly not the decision makers.
175 00:15:03.050 ⇒ 00:15:05.490 Uttam Kumaran: They just give money to the room, basically
176 00:15:05.550 ⇒ 00:15:07.379 Uttam Kumaran: as like a second opinion.
177 00:15:09.330 ⇒ 00:15:12.629 Uttam Kumaran: So yeah, I don’t. I don’t know. Sometimes I have that issue, too, because.
178 00:15:13.120 ⇒ 00:15:16.079 Uttam Kumaran: like, they’re just kind of homogeney sometimes, and like.
179 00:15:16.080 ⇒ 00:15:16.680 Robert Tseng: Yeah.
180 00:15:17.490 ⇒ 00:15:30.370 Uttam Kumaran: I don’t know like, but but maybe, like, yeah, I’m I also try to think, because cause I’m kind of like open. So I’ll just basically tell people what we’re thinking about doing. But then you almost lose the main person. And then you go down a rabbit hole with this technical person.
181 00:15:30.370 ⇒ 00:15:31.460 Robert Tseng: Yeah, that’s yeah.
182 00:15:31.460 ⇒ 00:15:35.660 Uttam Kumaran: Matter. So yeah, I wonder if maybe the solution is like.
183 00:15:36.070 ⇒ 00:15:45.409 Uttam Kumaran: Hey, like, we have a supposed couple couple of standard ways, we do these things. I’m happy to send it to you, or, like Flash up. Us have maybe have an appendix with like
184 00:15:45.620 ⇒ 00:15:48.139 Uttam Kumaran: some sort of stuff, or it’s like I’ll get back to you on it.
185 00:15:48.320 ⇒ 00:15:53.183 Uttam Kumaran: And then basically, just like, Don’t or like, do it basic. It’s do it on the email.
186 00:15:54.580 ⇒ 00:15:56.289 Robert Tseng: Yeah, exactly. So.
187 00:15:56.779 ⇒ 00:16:10.260 Robert Tseng: Yeah, it’s kind of like you wanna flex the side that your stakeholder is not an expert in with like marketer. I tried to like play up the more technical side more. And then, with, like the technical leader, I tried to like, not play.
188 00:16:10.560 ⇒ 00:16:11.295 Uttam Kumaran: Yeah.
189 00:16:12.030 ⇒ 00:16:12.750 Robert Tseng: So.
190 00:16:13.900 ⇒ 00:16:19.550 Robert Tseng: yeah, I I feel like that’s been that’s been working better for me these days. Yeah.
191 00:16:19.550 ⇒ 00:16:20.879 Uttam Kumaran: Okay. Cool.
192 00:16:21.866 ⇒ 00:16:24.400 Robert Tseng: But yeah, I think just to kind of
193 00:16:25.090 ⇒ 00:16:29.610 Robert Tseng: just curious to like the like, the enterprise client example.
194 00:16:29.680 ⇒ 00:16:33.450 Robert Tseng: So that one’s a much more complex sales. Cycle.
195 00:16:34.260 ⇒ 00:16:35.670 Robert Tseng: yeah, I think
196 00:16:36.500 ⇒ 00:16:45.319 Robert Tseng: this one didn’t end up even being like the last, the last call they want on site. And they’re based in New York. So I’m okay. With that, I think I expected that. But
197 00:16:45.614 ⇒ 00:16:51.579 Robert Tseng: yeah, that one was a lot longer. I met this person at like a networking event like end of q 1
198 00:16:52.070 ⇒ 00:17:04.213 Robert Tseng: right? Like a. Literally second week when I moved to to New York. And then after that, I I sent over like a deck, because, you know, they they want they want a deck like a Pdf version that’s easy to share around.
199 00:17:04.490 ⇒ 00:17:17.809 Uttam Kumaran: Yeah, sorry. Keep going. I was good. I just wanted to even pause on the deck itself and talk about like what that looks like, and how, if you’ve done like variations and and kind of like what is what’s in there? I have a version.
200 00:17:18.093 ⇒ 00:17:24.640 Uttam Kumaran: that that I have. But I kind of ended up changing a lot, and it just got annoying. But we’d love to hear like what’s working for you.
201 00:17:25.089 ⇒ 00:17:35.499 Robert Tseng: Yeah, sure. So the one I sent them was like a pretty like generalized services deck. I think I might have added, like one custom slide based on like the conversation I had with had with had with her.
202 00:17:35.824 ⇒ 00:17:49.739 Robert Tseng: And then, yeah, I can. I can share with an example of you after the call. And then after that, I pretty much just check in with her every 2 weeks. On. Yeah. We hopped on a call like, 2 weeks later, I was like, Hey, I’d like love to hear more about like.
203 00:17:50.232 ⇒ 00:17:51.499 Robert Tseng: yeah, this like.
204 00:17:51.819 ⇒ 00:18:06.049 Robert Tseng: it’s it’s pretty much like an internal like Ops improvement optimization kind of issue. She’s in Hr. For like a beauty brand in in New York. So yeah, was like, wanted to hear more about like what the the problem was. So
205 00:18:06.139 ⇒ 00:18:21.834 Robert Tseng: we we connected. 2 weeks later she chatted about it, and then I gave some. I was like, hey, you know, like, have some case studies and so then I I wrote up 2 case studies that I sent to her. One of them was honestly this Bs but, like I, you know, I just felt like I had to.
206 00:18:22.080 ⇒ 00:18:22.410 Uttam Kumaran: Yeah.
207 00:18:22.680 ⇒ 00:18:22.950 Robert Tseng: Couple.
208 00:18:22.950 ⇒ 00:18:24.997 Uttam Kumaran: What do you mean?
209 00:18:25.852 ⇒ 00:18:28.930 Robert Tseng: Like. I had not done that work with that.
210 00:18:28.930 ⇒ 00:18:30.760 Uttam Kumaran: Oh, okay, like, I.
211 00:18:30.760 ⇒ 00:18:34.519 Robert Tseng: I just use the same logo, but like just totally ripped.
212 00:18:34.520 ⇒ 00:18:37.120 Uttam Kumaran: Whatever whatever it. Yeah.
213 00:18:37.836 ⇒ 00:18:39.270 Robert Tseng: Yeah. So
214 00:18:39.627 ⇒ 00:18:51.990 Robert Tseng: anyway, like, send her a couple couple of case studies. One of them she liked, and I think I think I was just. I think I’m very persistent, and like when I send materials, I asked, like what they did with it, or like who they shared it with.
215 00:18:52.170 ⇒ 00:18:58.900 Uttam Kumaran: And wait like. And so what? Yeah, what does that look like? Like, you’re you’re just following up like the next week, basically being like what happened here or like.
216 00:18:59.130 ⇒ 00:19:01.820 Uttam Kumaran: what did you think about the materials? Things like that.
217 00:19:02.160 ⇒ 00:19:12.009 Robert Tseng: Yeah. So I mean, every time I send something I’m like, Hey, like, let me know if you have any questions. And then the following week. That’s usually like, hey? Was thinking through more like we’re in like, or what what do you.
218 00:19:12.010 ⇒ 00:19:13.750 Uttam Kumaran: Find something. It’s fine, something to say.
219 00:19:13.750 ⇒ 00:19:37.930 Robert Tseng: Yeah, find something to say. And then like, ask, ask them, oh, did you like share this with anyone yet? And then she was like, Oh, yeah, actually, one of this case studies was like pretty spot on with, like what we were looking for. So I shared it with my with my with my boss. It was like, Okay, now now we’re like we’re gonna throw you to the vendor pool. And so, like, you know, there they have a pool of vendors that they talk that they talk to, and that that’s that process becomes a bit more standardized where, like there are certain expectations.
220 00:19:38.469 ⇒ 00:19:45.500 Robert Tseng: or like they you have. I had to like, build a vendor profile on their insert internal system. And all of that.
221 00:19:46.270 ⇒ 00:19:47.549 Robert Tseng: Yeah. So.
222 00:19:47.550 ⇒ 00:19:49.710 Uttam Kumaran: Like, big really big enterprise, like.
223 00:19:50.290 ⇒ 00:19:57.590 Robert Tseng: Yeah, then there’s like a bidding. Then there’s a bidding war, and I know now there’s like down. And now it’s just me and 2 other 2 others that they’re evaluating.
224 00:19:57.590 ⇒ 00:20:02.629 Uttam Kumaran: So what does that mean? Is that is that just still like conversations? Or is it like you actually submit
225 00:20:02.710 ⇒ 00:20:07.950 Uttam Kumaran: like you submit a pretty clear proposal, and then they’re like, Can you come a little bit like, what’s that process like.
226 00:20:08.450 ⇒ 00:20:20.729 Robert Tseng: Yeah. So once they gave me the invitation to like the to build a profile in their vendor system. Then it honestly felt like a job application. It was like an Ats that just kind of like auto ping me, it was like, Hey, okay, like.
227 00:20:20.740 ⇒ 00:20:24.439 Robert Tseng: we want to evaluate you, for now they have, like an actual scope.
228 00:20:24.500 ⇒ 00:20:28.449 Robert Tseng: something that they that they drafted. So then I’m submitting a proposal.
229 00:20:28.822 ⇒ 00:20:34.449 Robert Tseng: And like that one’s a bit more complex. I don’t know if you’ve used the platform, Catalan before.
230 00:20:35.830 ⇒ 00:20:37.940 Robert Tseng: Yeah, it’s it’s like
231 00:20:38.210 ⇒ 00:20:55.119 Robert Tseng: like upwork for consultants or bigger contracts. Everything is like 50 k up or whatever. So it. It’s a very similar framework to like what catalyst system looks like. So anyway, I. So yeah, I just like, said, I send an application like it felt like a job out for the cover letter. Kind of thing through that
232 00:20:55.460 ⇒ 00:21:02.970 Robert Tseng: and then I got on. Then I got on the a call with with them last week, and then start moving quickly now so
233 00:21:03.810 ⇒ 00:21:04.320 Robert Tseng: and then.
234 00:21:04.320 ⇒ 00:21:11.080 Uttam Kumaran: So so basically, the materials are like the deck, like one custom thing like materials case studies. And then basically like.
235 00:21:11.240 ⇒ 00:21:14.000 Uttam Kumaran: okay, now that they’re like, take away like this guys just
236 00:21:14.410 ⇒ 00:21:15.939 Uttam Kumaran: just trying to spuse.
237 00:21:16.350 ⇒ 00:21:20.577 Robert Tseng: Yeah, yeah, it kind of batteries at that point. Yeah.
238 00:21:22.720 ⇒ 00:21:27.680 Uttam Kumaran: And you did. You mentioned before that you were bidding on stuff on upward like, how was that? How did that go?
239 00:21:27.750 ⇒ 00:21:32.530 Uttam Kumaran: I started. I started doing a couple of that, but then I didn’t like I didn’t like do it, for
240 00:21:32.650 ⇒ 00:21:34.895 Uttam Kumaran: I didn’t like stay on it
241 00:21:35.330 ⇒ 00:21:38.829 Uttam Kumaran: but I was thinking about doing it as potentially like for lead. Gen.
242 00:21:39.000 ⇒ 00:21:39.830 Uttam Kumaran: yeah.
243 00:21:41.230 ⇒ 00:21:42.359 Robert Tseng: Yeah, I think
244 00:21:42.600 ⇒ 00:21:43.520 Robert Tseng: I
245 00:21:44.320 ⇒ 00:21:54.830 Robert Tseng: I guess I haven’t. I’m not super consistent. I didn’t send out anything in the past 2 weeks. I mean up work for me because I’m the number one or 2 like mixed pan or amplitude based freelancer in the Us. Like us, only
246 00:21:55.092 ⇒ 00:21:59.450 Robert Tseng: or us, based, or whatever. So I get. I get 3 to 5 inbounds from them a week.
247 00:21:59.620 ⇒ 00:22:00.290 Uttam Kumaran: Nice.
248 00:22:00.290 ⇒ 00:22:15.320 Robert Tseng: Yeah, usually like one or 2, like, I’ll talk to you. But now that I have somebody who’s willing to jump on 1st calls like he’s kind of trying to do partnerships with me. Like I I kinda let him like pre call those those up work conversations before they come to me.
249 00:22:15.892 ⇒ 00:22:17.830 Robert Tseng: But yeah, so I feel like
250 00:22:18.220 ⇒ 00:22:28.769 Robert Tseng: there’s that. But I’ve worked. Yeah, I mean it. It is kind of a crap shoot. Honestly. I mean people hate on it. Say, it’s a race to the bottom and all that, but I don’t know like for me, like
251 00:22:28.830 ⇒ 00:22:37.299 Robert Tseng: Stella, came through up work, and like that I I spun off into like a direct contract with them. So I usually only do like my 1st
252 00:22:37.320 ⇒ 00:22:43.929 Robert Tseng: engagement throughout upwork. And then, after that I’m just like, Yeah, let’s do direct. And everyone has. No one has ever said No.
253 00:22:44.400 ⇒ 00:22:45.220 Robert Tseng: yeah. So.
254 00:22:45.220 ⇒ 00:22:50.039 Uttam Kumaran: The thing is like I I looked at all the snowflake ones, and there’s some of them are just like people.
255 00:22:50.250 ⇒ 00:22:58.169 Uttam Kumaran: the things the offers that are out there so low. I’m like, Dude, how are you doing this house you’re offering like a hundred bucks for like a lot of stuff like.
256 00:22:58.467 ⇒ 00:23:01.620 Uttam Kumaran: even if yeah, even if this wasn’t, even if I was just like I wanted like
257 00:23:01.700 ⇒ 00:23:11.410 Uttam Kumaran: to make some money, this would. You’re not. How could you want someone to set this all up and do this like this cheap for me. I was more thinking about it like you’re thinking about it, which is just like
258 00:23:11.540 ⇒ 00:23:15.389 Uttam Kumaran: people are using upwork to find talent.
259 00:23:15.390 ⇒ 00:23:15.900 Robert Tseng: Yeah, and.
260 00:23:15.900 ⇒ 00:23:20.470 Uttam Kumaran: Go from there. Basically, you know, which was how I’m thinking about
261 00:23:20.570 ⇒ 00:23:22.200 Uttam Kumaran: that. And basically again.
262 00:23:22.330 ⇒ 00:23:27.229 Uttam Kumaran: having all leads from anywhere, whether it’s Linkedin go through a particular process where?
263 00:23:27.280 ⇒ 00:23:31.050 Uttam Kumaran: Okay, they’re a lead. They’re able to get pre-qualified.
264 00:23:31.080 ⇒ 00:23:38.930 Uttam Kumaran: There’s some qualification process, either like Async or they talk to me. And then basically, they get disqualified or and they get materials. And there’s some sort of like
265 00:23:39.430 ⇒ 00:23:46.709 Uttam Kumaran: standard process by which that happens. So maybe I should leave back into that again. Just focus on snowflake. Dbt.
266 00:23:48.430 ⇒ 00:23:49.320 Uttam Kumaran: yeah.
267 00:23:49.930 ⇒ 00:23:55.492 Robert Tseng: Yeah, I sell my audit very hard on upwork. I feel like, that’s very predictable. Like,
268 00:23:56.180 ⇒ 00:24:02.239 Robert Tseng: yeah, I I just I basically in the in the in the call it’s called calls and upwork. Usually it’s like, Oh.
269 00:24:02.260 ⇒ 00:24:07.649 Robert Tseng: our mixed panel amplitude is like messed up, and within that 1st call, like I’ll try to
270 00:24:08.450 ⇒ 00:24:11.530 Robert Tseng: like. I asked like pointed questions to like
271 00:24:11.750 ⇒ 00:24:34.800 Robert Tseng: like, Oh, are you able to do this? Are you able to do that like? And and they realize, oh, no, we don’t. We actually can’t do any of the things that he mentioned. He’s like, well, yeah, if you know, if we work together like my starting my starting package. Is that 2 K, and yeah, we do. We’ll do an audit that takes like one like 1 1 to 2 weeks, and from there, like we’ll we’ll be able to tell you like what it’ll take to get get to these capabilities. So
272 00:24:34.800 ⇒ 00:24:47.950 Robert Tseng: it’s really just like trying to in that. In that conversation, what I like about upwork, there’s high, intense they’re desperate. They they know that there’s a problem they’re able to articulate it better than anybody that I find on Linkedin, because Linkedin, like
273 00:24:48.050 ⇒ 00:24:51.070 Robert Tseng: it’s really just like a locker timing situation.
274 00:24:51.457 ⇒ 00:25:00.539 Robert Tseng: Sometimes like the the need is there, but they’re just not ready to move forward. But upwork like they’re ready to make a decision, a high decision within like a week or 2.
275 00:25:00.650 ⇒ 00:25:17.858 Robert Tseng: So yeah, I think it’s really just like pulling out like what that need is. And then being able to like to service that that initial need like at least one part of it through my like generalized like audit package, and then, like, take my time to build up a bigger case, to sell into something bigger.
276 00:25:18.813 ⇒ 00:25:19.399 Uttam Kumaran: Yeah, okay.
277 00:25:21.350 ⇒ 00:25:43.309 Uttam Kumaran: yeah. The other thing I was thinking about was, you know, I I got really close to the folks at real and even evidence, and some other. I just like talking them about like how their business is working. And we were talking about like these vendor partnerships. I don’t know you mentioned like you’re kind of like in one with amplitude. I mean, I think they’re sitting on leads like this of people who just need to go implement their tool.
278 00:25:43.640 ⇒ 00:25:52.650 Uttam Kumaran: I think biggest thing I’m I had trouble with is sometimes I’m like, Hey, I’m open to work, and you need to give them like much more specific guidance on, like.
279 00:25:52.810 ⇒ 00:26:12.349 Uttam Kumaran: what sort of stuff you can take on and who to send to you like for the real guys? I realized I was like, yeah, we could do for anything. But then I realized, like, Oh, their particular, we have ad tech customers that want to do it. So what I’m gonna hopefully do is like, next 2 weeks. I’m gonna send them a barrage of like, Add or add related case studies and then
280 00:26:13.010 ⇒ 00:26:21.750 Uttam Kumaran: use anything here and plug me where you need to be and then try to like, push that cause. These guys have a ton of leads. Basically, can we get access to like that book.
281 00:26:21.890 ⇒ 00:26:25.669 Uttam Kumaran: And then, if again, we’re able to expand their usage
282 00:26:25.710 ⇒ 00:26:30.189 Uttam Kumaran: or close people that are in Pocs, then it’s like really works out
283 00:26:30.250 ⇒ 00:26:36.500 Uttam Kumaran: for them. I just think Snowflake is really big now, and they have a lot of partners. So they’re not like really friendly.
284 00:26:36.550 ⇒ 00:26:39.480 Uttam Kumaran: I feel like amplitude is also kind of big, but I feel like they’re
285 00:26:39.930 ⇒ 00:26:42.149 Uttam Kumaran: but still, like, I think
286 00:26:42.160 ⇒ 00:26:44.739 Uttam Kumaran: they’re not like public. I don’t. Are they? Public.
287 00:26:45.581 ⇒ 00:26:56.649 Robert Tseng: They might I I’m not sure I don’t. I mean I don’t. Miss Panel is, but amplitude might have gone gone acquired by like some might have gone to public using it like through stack or something.
288 00:26:56.650 ⇒ 00:26:57.809 Uttam Kumaran: Oh, okay. Okay.
289 00:26:57.810 ⇒ 00:26:58.470 Robert Tseng: Yeah.
290 00:26:58.720 ⇒ 00:27:12.447 Uttam Kumaran: But that sounded like a great idea, like what you mentioned about like getting onto their marketplace directory. I mean, I basically know that every vendor will sign it, I think, like sign. Those types of agreements I think that the thing I need to think about is what is like a vendor package I can give them.
291 00:27:12.750 ⇒ 00:27:13.769 Uttam Kumaran: which is like
292 00:27:13.870 ⇒ 00:27:19.360 Uttam Kumaran: materials how to work with us and also try to do like some quickly do some like co-marketing, or something basically like.
293 00:27:19.640 ⇒ 00:27:25.479 Uttam Kumaran: take advantage of their social channels to basically put something out. It’s kind of like what I’m gonna try
294 00:27:27.200 ⇒ 00:27:34.440 Robert Tseng: Yeah, honestly, I think mixed panels go into shit. So like I’m not doing more with base panel like amplitude, I’m I find, still find promising for me.
295 00:27:34.450 ⇒ 00:27:39.183 Robert Tseng: and then I’m trying to like, get into post like, get up to speed on post hog and try to.
296 00:27:39.420 ⇒ 00:27:40.609 Uttam Kumaran: Those songs, good.
297 00:27:41.500 ⇒ 00:27:44.245 Robert Tseng: Literally, everybody in New York talks about Post office.
298 00:27:44.550 ⇒ 00:27:48.270 Uttam Kumaran: That sounds nice. I mean, I liked it because it was like a cheaper data dog.
299 00:27:48.870 ⇒ 00:27:49.489 Robert Tseng: Yeah, really.
300 00:27:49.490 ⇒ 00:27:51.010 Uttam Kumaran: You know, set up, and
301 00:27:51.340 ⇒ 00:27:56.279 Uttam Kumaran: it’s like pretty cheap like you get heat maps and all sorts of shit in your world really easily.
302 00:27:56.280 ⇒ 00:27:57.030 Robert Tseng: Yeah.
303 00:27:57.700 ⇒ 00:27:58.230 Uttam Kumaran: Yeah.
304 00:27:58.650 ⇒ 00:27:59.659 Robert Tseng: Lay it down.
305 00:27:59.660 ⇒ 00:28:01.970 Uttam Kumaran: And sure to amplitude, was like hard to set up
306 00:28:02.000 ⇒ 00:28:03.010 Uttam Kumaran: sites.
307 00:28:03.010 ⇒ 00:28:03.440 Robert Tseng: Yeah.
308 00:28:03.440 ⇒ 00:28:06.180 Uttam Kumaran: Yeah, postdoc was like mad, easy.
309 00:28:06.220 ⇒ 00:28:09.860 Uttam Kumaran: But you should. I mean products getting out. I feel like, on Twitter and stuff.
310 00:28:09.890 ⇒ 00:28:13.440 Uttam Kumaran: Probably the same New York audience really likes the brand.
311 00:28:13.820 ⇒ 00:28:14.550 Robert Tseng: Yeah.
312 00:28:15.400 ⇒ 00:28:16.110 Uttam Kumaran: So.
313 00:28:16.110 ⇒ 00:28:20.169 Robert Tseng: Yeah, every time I talk to somebody about what I do they’re like, oh, so post hog! And I’m like.
314 00:28:20.890 ⇒ 00:28:23.940 Robert Tseng: yes, why, why am I not on postal yet.
315 00:28:24.985 ⇒ 00:28:25.690 Uttam Kumaran: Yeah.
316 00:28:25.940 ⇒ 00:28:27.540 Robert Tseng: I’m I’m I’m trying to get there. So.
317 00:28:27.540 ⇒ 00:28:28.250 Uttam Kumaran: Yeah.
318 00:28:28.250 ⇒ 00:28:28.790 Robert Tseng: Yeah.
319 00:28:29.010 ⇒ 00:28:34.960 Uttam Kumaran: I mean. So I want. So I wonder, like, what are some good opportunities for us to try to like tag team on one? I think it’s like.
320 00:28:35.010 ⇒ 00:28:38.990 Uttam Kumaran: I think it’s helpful even for me to be able to sell your stuff
321 00:28:39.469 ⇒ 00:28:45.620 Uttam Kumaran: across people that want my stuff or wanting your stuff. I think, probably similarly. So. I wonder if 1st is just like
322 00:28:45.750 ⇒ 00:28:48.569 Uttam Kumaran: creating a little bit of an asset database of like
323 00:28:48.900 ⇒ 00:28:52.499 Uttam Kumaran: cover, like branded for each of us materials. Basically.
324 00:28:52.590 ⇒ 00:29:06.570 Uttam Kumaran: So you have like a couple of slides for your deck on like the de stuff, I’ll have a couple of stuff on product analytics, and basically like kind of create. I think one is like, I’m gonna basically go on a spree and try to create a ton of like assets like that.
325 00:29:06.850 ⇒ 00:29:07.710 Uttam Kumaran: Yeah.
326 00:29:08.300 ⇒ 00:29:30.999 Uttam Kumaran: second thing is like, I don’t know. Maybe we try to go have conversations with some of these vendors, because I think, like, when you’re you kind of know is like, once you get to Snowflake world like again, you have to bring in Snowflake. You may have to bring in another Etl tool and the projects kind of become wider like you can work in every domain like you may be able to work in product analytics and then also start working in other sort of analytics. Basically.
327 00:29:31.100 ⇒ 00:29:34.772 Uttam Kumaran: So I wonder like, that’s more attractive to the vendors.
328 00:29:35.410 ⇒ 00:29:41.699 Uttam Kumaran: but so that’s 1 thing. And then a 3rd thing is also like, once you’re into a company. How do you? Then pitch
329 00:29:42.030 ⇒ 00:29:45.289 Uttam Kumaran: is is that like, how how do we navigate like the
330 00:29:45.380 ⇒ 00:29:49.239 Uttam Kumaran: hey? Maybe you guys need a warehouse? Maybe you guys need a bi tool.
331 00:29:49.330 ⇒ 00:29:57.889 Uttam Kumaran: And then thinking through like the conversation, but also like a show and tell, like, I think now, to be able to put Snowflake and rail in front of someone is so easy.
332 00:29:59.910 ⇒ 00:30:02.960 Uttam Kumaran: that like I’m I’m honestly to the point where, like.
333 00:30:02.980 ⇒ 00:30:11.393 Uttam Kumaran: I’m gonna start recording videos of like, how we use real for different used cases because it’s like selling itself like almost for some people.
334 00:30:12.430 ⇒ 00:30:21.359 Uttam Kumaran: And I don’t know, I have like a I have just like a feeling that like that’s gonna work way better than anything I say, or maybe just as say, is, just to like.
335 00:30:21.790 ⇒ 00:30:30.619 Uttam Kumaran: get some fake manufacturing data, fake real estate data from snowflake and just like show different things. And basically just like, have those videos
336 00:30:30.700 ⇒ 00:30:34.900 Uttam Kumaran: and have looms and stuff that I can attach to each of those case studies. Because
337 00:30:35.340 ⇒ 00:30:42.514 Uttam Kumaran: I just think the show and tell it’s like working. It’s working like way too well for some people that I put in front of, and
338 00:30:43.010 ⇒ 00:30:46.740 Uttam Kumaran: I don’t know. Kinda like, if it’s there, the energy is there? Then kind of lean into that.
339 00:30:47.210 ⇒ 00:30:52.379 Robert Tseng: Yeah, I think that would be really effective. I know people who have been using like
340 00:30:52.390 ⇒ 00:31:05.290 Robert Tseng: videos like on Linkedin, instead of like writing all these like wordy posts, and their engagement is high. Yeah, is is way higher than what I, what I would be able to get a written post. So, yeah, I feel like, that’s that’s really good. That’s that’s a good content strategy for you.
341 00:31:05.460 ⇒ 00:31:06.070 Uttam Kumaran: Yeah.
342 00:31:06.740 ⇒ 00:31:07.410 Robert Tseng: Yeah.
343 00:31:08.830 ⇒ 00:31:13.280 Uttam Kumaran: And then what do you think about like for clients that that you already have like
344 00:31:15.310 ⇒ 00:31:19.819 Uttam Kumaran: or that you’re like you just get into like, what do you think of the processes? I mean, we went through with Stella.
345 00:31:20.204 ⇒ 00:31:23.049 Uttam Kumaran: Like. What do you think that process like looks like.
346 00:31:23.650 ⇒ 00:31:28.199 Robert Tseng: Yeah, I mean trying to think through like, what can be done better. Now, like.
347 00:31:32.720 ⇒ 00:31:45.310 Robert Tseng: So I have a couple. I’ve I have 2 clients. There have been Stella that like are roughly, roughly same size for me, like in terms of revenue, that I kind of split my time equally amongst those 3. It’s kind of how I how I think about it.
348 00:31:45.952 ⇒ 00:31:49.060 Robert Tseng: One of them is not ready for data warehouse like they.
349 00:31:49.070 ⇒ 00:31:50.579 Robert Tseng: Yeah, I feel like they’re
350 00:31:50.770 ⇒ 00:31:57.829 Robert Tseng: there. I mean, they’re they’re beast back. But their their growth is like not not there yet where they’re really able to.
351 00:31:58.040 ⇒ 00:32:03.460 Robert Tseng: So I mean, yeah, I don’t think they’re they’re gonna be wanting to add more float to their to their data stack.
352 00:32:03.580 ⇒ 00:32:08.679 Robert Tseng: The other one I feel like is getting there. So like, I’m yeah, I’m I’m trying to like.
353 00:32:09.040 ⇒ 00:32:17.670 Robert Tseng: I don’t feel like I have like a good eye for like, Oh, yeah, this is the time where I need to push for data warehousing. I was honestly like yesterday, watching videos still from
354 00:32:17.720 ⇒ 00:32:23.960 Robert Tseng: other people talking about. When is that point where you really need to push for data warehouse. I’m still trying to develop that.
355 00:32:23.960 ⇒ 00:32:24.520 Uttam Kumaran: Yeah.
356 00:32:24.520 ⇒ 00:32:25.764 Robert Tseng: Sense for it.
357 00:32:26.920 ⇒ 00:32:35.199 Robert Tseng: yeah, like I other than like my bi weekly monthly check ins with them where I kind of like demo reporting and stuff like that like, I don’t really have like
358 00:32:35.630 ⇒ 00:32:38.909 Robert Tseng: that much visibility into their day to day, and like.
359 00:32:40.380 ⇒ 00:32:43.599 Robert Tseng: like, I’m not hearing their frustration like, if anything like I’m just hearing.
360 00:32:43.600 ⇒ 00:32:44.130 Uttam Kumaran: Yeah, direct.
361 00:32:44.130 ⇒ 00:32:48.569 Robert Tseng: Feedback to the reports. So I feel like, maybe I’m a bit too disconnected from like.
362 00:32:49.330 ⇒ 00:33:02.876 Robert Tseng: Yeah, I don’t. I don’t. Yeah, I think I’m I’m trying to figure out like, what do I need to be observing and like in order for them, for me to know that like, okay, this is, this is a time like I’m not hearing like chatter about. Oh, our query performance is too slow these days, like.
363 00:33:03.459 ⇒ 00:33:08.709 Uttam Kumaran: Probably less about the query performance. I would say that the key thing is one
364 00:33:08.780 ⇒ 00:33:20.930 Uttam Kumaran: is everybody in the company using data like that’s a question. I is, I’m like, it’s your company data driven. And like, what does that look to you? Is it like, Oh, yeah, my head of marketing is using data all the time.
365 00:33:21.020 ⇒ 00:33:29.440 Uttam Kumaran: The second question is, how much time does your company spend putting together reports? That’s 1 where I can directly hit it like, Oh, yeah.
366 00:33:29.860 ⇒ 00:33:40.150 Uttam Kumaran: our like head of shipping, or whatever spends like 5 h putting together some excel sheet easy. That’s an easy way of doing it. The 3rd thing is about growth.
367 00:33:40.350 ⇒ 00:33:41.000 Robert Tseng: Yeah.
368 00:33:41.000 ⇒ 00:33:49.250 Uttam Kumaran: Comp. People don’t aren’t really interested in talking about cost mitigation on the technical side, they’re more they’re interested in cost mitigation. They’re
369 00:33:49.410 ⇒ 00:33:51.759 Uttam Kumaran: one is like, if they’re cost conscious.
370 00:33:52.090 ⇒ 00:33:55.400 Uttam Kumaran: you can’t. Just if they’re just cost conscious. That means something’s wrong.
371 00:33:55.550 ⇒ 00:34:06.770 Uttam Kumaran: Typically they’re like cost, conscious. And they’re like, we also want to grow. That’s fine, because we can tackle both of those. But to go after just like, Oh, we can reduce this thing. It’s tough, because, like that’s like a 1 and done project instead. I’m like.
372 00:34:06.770 ⇒ 00:34:26.270 Uttam Kumaran: Okay, where their opportunities and like are using data to fuel, that for some, for example, some people may be like, Yeah, I don’t. We don’t. We just use like shopify dashboard. But like that doesn’t connect to like our. We can’t tell like which products are faulty, and we can’t connect these systems. So you hear, like connect these systems together, you’ll commonly hear like setting goals.
373 00:34:26.731 ⇒ 00:34:45.289 Uttam Kumaran: Commonly here, time spent in reporting or like producing reports like literally pasting excel stuff together, those things that I really hit out, because that’s what the CEO is. Gonna he’s gonna hear the complaints like, Oh, it’s taking me like 10 h to put this together, or he’s gonna ask like, Hey, when can I get the data on this? And it seems like
374 00:34:45.340 ⇒ 00:34:48.100 Uttam Kumaran: no idea where to get it, or it takes them 2 weeks.
375 00:34:48.110 ⇒ 00:34:54.790 Uttam Kumaran: Those are the pain points that I hit at, which is like, if you were to ask your company. Xyz Kpi, how long would it take?
376 00:34:55.010 ⇒ 00:35:00.143 Uttam Kumaran: Do you commonly hear that people are spending a lot of time putting together reports, instead of actually making decisions.
377 00:35:00.400 ⇒ 00:35:00.760 Robert Tseng: Yeah.
378 00:35:01.390 ⇒ 00:35:05.929 Uttam Kumaran: Do you know where your next opportunity for growth is in a data driven way
379 00:35:06.780 ⇒ 00:35:23.079 Uttam Kumaran: like, no, this answer is, gonna Be no. And and then for me. I then I then that’s an opening, and then I then I talk about one area, right? Cause I can get. I can gather that the company needs it. And then I’m like zone in on, like
380 00:35:23.120 ⇒ 00:35:24.240 Uttam Kumaran: one
381 00:35:24.270 ⇒ 00:35:28.450 Uttam Kumaran: proof of concept or deliverable that we can agree upon
382 00:35:28.510 ⇒ 00:35:36.920 Uttam Kumaran: and then move to contract stage, which is basically like cool. You want me to come on and just work on putting together for you an executive dashboard.
383 00:35:36.930 ⇒ 00:35:42.369 Uttam Kumaran: or you want me to come on and just work with your marketing team. On automating one piece of reporting cool.
384 00:35:42.780 ⇒ 00:35:53.070 Uttam Kumaran: Let me put that on personal line, and I’ll generally put together a framework for how we’re going to do that we’re going to bring in Snowflake. We have 5 trend pull from these sources. And then here’s the report we’re going to create
385 00:35:53.340 ⇒ 00:35:55.479 Uttam Kumaran: should be like 2 months to do that.
386 00:35:56.230 ⇒ 00:36:00.260 Uttam Kumaran: Let’s move forward in that 2 months. I end up meeting everybody.
387 00:36:00.754 ⇒ 00:36:12.119 Uttam Kumaran: cause I cause I’m just like, Hey, I’m in data. And then but why? Just like, I just start asking questions. The CEO ask questions about the business. I learn if they’re using data across every part of the business.
388 00:36:12.120 ⇒ 00:36:31.339 Uttam Kumaran: And then I work with a marketing person. Of course, marketing people. They need so much information. There’s constantly things they want to do. They want to run more tests on on the channels. They want to activate new channels. They want to take a look at historical reporting. You know, they want they. There’s all these things they want to do. And so like.
389 00:36:31.410 ⇒ 00:36:46.839 Uttam Kumaran: it’s like kind of like wedging in. And then basically you can go domain by domain. Those are the things that I look at 1st is I asked about like, do you think your data? Do you kind of feel like you’re data driven. How much time do people spend on reporting? And then do you kind of know where your next opportunities are
390 00:36:47.000 ⇒ 00:36:48.629 Uttam Kumaran: and are using data for that.
391 00:36:49.050 ⇒ 00:37:01.550 Uttam Kumaran: If you’re if you’re like a serious CEO, right now, like you really are like, I, I need to be using data for my business right? So it’s it’s not common that people. If they get on the phone with me, they probably needed it. And then I try to just like
392 00:37:01.790 ⇒ 00:37:05.939 Uttam Kumaran: I try to just like poke the wound almost, and like
393 00:37:06.030 ⇒ 00:37:09.711 Uttam Kumaran: find it right like, find what’s actually thinking about.
394 00:37:10.390 ⇒ 00:37:21.829 Robert Tseng: Yeah, no, I think that’s a good. That’s that’s good coverage of like the types of questions to ask. Yeah, I think for me, I think I’m a bit close minded and just only looking at growth and cost cutting. But yeah, I think there are different ways to ask about.
395 00:37:21.960 ⇒ 00:37:27.089 Robert Tseng: Yeah, you’re basically asset assessing. Like, what does data driven this look like for them right now and then?
396 00:37:27.462 ⇒ 00:37:33.447 Robert Tseng: Yeah, if there’s anything that’s like, oh, yeah, we spend a lot of time doing X, or like,
397 00:37:33.940 ⇒ 00:37:36.899 Robert Tseng: yeah, like, we’re unable to find answers to something.
398 00:37:36.900 ⇒ 00:37:37.300 Uttam Kumaran: Yes. Yeah.
399 00:37:37.300 ⇒ 00:37:42.863 Robert Tseng: Yeah, I think those are. Those are the things that you’re you’re picking up to to try to go and like and and drive and drive
400 00:37:43.230 ⇒ 00:37:47.849 Robert Tseng: drive home like, okay, let’s let’s put together some some like demo for you.
401 00:37:48.132 ⇒ 00:37:54.937 Robert Tseng: Yeah, I think that that makes sense. Yeah. I think that gives me an idea. For like how we can do like the Co marketing.
402 00:37:55.290 ⇒ 00:37:57.199 Robert Tseng: yeah, I mean, I feel like, that’s
403 00:37:58.290 ⇒ 00:38:11.558 Robert Tseng: yeah. I I could see this like I’m materializing the slides. Maybe I’ll I’ll send you like my thoughts like after the call, and like what I think would be a cool slide to add to like my deck. I mean, I’ll share my deck with you as well, so you can see it.
404 00:38:12.390 ⇒ 00:38:18.079 Robert Tseng: But yeah, I mean, I’m already kind of like trying to suggest, like, Oh, yeah, we have these other services, like, I don’t brand myself. It’s just like.
405 00:38:18.080 ⇒ 00:38:20.959 Uttam Kumaran: No, I mean, I’m the same way for me, like I would
406 00:38:21.190 ⇒ 00:38:25.850 Uttam Kumaran: in in any situation where it’s actually like, Hey, we only need product analytics or
407 00:38:25.920 ⇒ 00:38:36.780 Uttam Kumaran: is product. Analyst. Just is the main thing or one of the things that we’re offering. That’s it. Right? So that’s why I would like slide on product analytics would like to start to have these sorts of like
408 00:38:36.950 ⇒ 00:38:50.039 Uttam Kumaran: these domain specific or like almost technical specific slides like, we’ll have a slide on, on warehouses, on like kind of modeling, on Vi and then on product analytics. We’ll have slides. So that’s kind of like we’re in the stack.
409 00:38:50.120 ⇒ 00:39:02.319 Uttam Kumaran: And then there’ll be a slide also on like, okay, data in manufacturing like data in real estate data and Ecom, and kind of like. Again, those I want. I want, like these pieces of content to actually go
410 00:39:02.320 ⇒ 00:39:23.449 Uttam Kumaran: to any medium. Right? It’s like, if we have a case study, I want that to get translated to a slide to get translated to a blog post, and then kind of like trickle down. And then basically, we have access to that. And the branding like we could just get it branded both ways. That’s totally fine. And then I think it’s like as we go through this the next few weeks, I think, keeping this meeting where we just kind of retro like.
411 00:39:23.530 ⇒ 00:39:27.380 Uttam Kumaran: okay, what happened? Basically, everything is, gonna be good
412 00:39:28.790 ⇒ 00:39:30.950 Uttam Kumaran: and we just like find them.
413 00:39:32.230 ⇒ 00:39:39.867 Uttam Kumaran: And then so I I think I think that’s probably great, for, like, when we’re directly talking, I think the other thing that I’m less confident on.
414 00:39:40.150 ⇒ 00:39:40.860 Robert Tseng: He’s good.
415 00:39:41.090 ⇒ 00:39:46.859 Uttam Kumaran: Maybe you probably have a good understanding is like what we want to do for the vendors like, how do we want to tackle that.
416 00:39:48.010 ⇒ 00:39:56.400 Robert Tseng: Yeah, I think. No. I think what the relationship that you have with real and these other tools like, I mean, you definitely are talking to them more often than I am.
417 00:39:56.910 ⇒ 00:39:58.510 Robert Tseng: Like with with the.
418 00:39:58.510 ⇒ 00:40:04.450 Uttam Kumaran: There’s they’re there’s they’re just sitting on. They’re just sitting on leads that they’re not able to service cause. They don’t care
419 00:40:04.490 ⇒ 00:40:23.769 Uttam Kumaran: like if you start using their product. But the thing that’s gonna happen to them is they’ll see it in their churn numbers. A lot of people just care about like getting you what like the sales people will be like. Get the Logos in the door, and they pass it to engineering to like figure out. So like. I know that that’s where where they’ll see. It is like people are frustrated with the product.
420 00:40:23.910 ⇒ 00:40:31.050 Uttam Kumaran: But I like service partners if you become like some, and some of these guys are new. If you become the serious service partner for them.
421 00:40:31.050 ⇒ 00:40:31.650 Robert Tseng: Yeah.
422 00:40:31.650 ⇒ 00:40:34.330 Uttam Kumaran: Just rip it right and like I don’t know if there’s any.
423 00:40:34.340 ⇒ 00:40:38.329 Uttam Kumaran: I honestly don’t know any other agencies that are doing real right now.
424 00:40:38.590 ⇒ 00:40:40.890 Robert Tseng: I mean, I never heard of it before. You yeah.
425 00:40:40.890 ⇒ 00:40:53.409 Uttam Kumaran: And I talked to the guys and we should. We could actually probably have a call with him the head of sales at Real. He, I could tell that he’s like, Oh, yeah, he he has the same glean in his eye that I have for him which is just like, Oh, my God, these guys can just like.
426 00:40:53.520 ⇒ 00:40:56.009 Uttam Kumaran: Go push us into these companies.
427 00:40:56.110 ⇒ 00:41:04.220 Uttam Kumaran: And I’m like, Oh, my God, these guys can hand us companies to go push you into right? And I’m like, Oh, okay, great. This is actually like a very symbiotic
428 00:41:04.450 ⇒ 00:41:08.739 Uttam Kumaran: relationship. And they’re on the ups, right? They’re not already there.
429 00:41:08.870 ⇒ 00:41:09.950 Uttam Kumaran: Yeah, meaning.
430 00:41:10.140 ⇒ 00:41:22.329 Uttam Kumaran: I’m actively either moving people to them or intra introducing people to real right. And so no, it’s absolutely no brainer for him. And I’m like I told him, like, I’m training everybody on my team in that.
431 00:41:22.580 ⇒ 00:41:26.259 Uttam Kumaran: And like, I’m gonna we’re gonna like, I really believe in the product
432 00:41:26.270 ⇒ 00:41:28.499 Uttam Kumaran: which should be the 1st thing you know. So.
433 00:41:28.500 ⇒ 00:41:29.130 Robert Tseng: Yeah.
434 00:41:30.920 ⇒ 00:41:39.210 Robert Tseng: yeah, I mean, I think if anything, we should map out kind of like the vendors that we are kind of engaged with, and kind of like, try to like, have some sort of like way to.
435 00:41:39.250 ⇒ 00:41:50.939 Robert Tseng: Yeah, like, what way? Where are we? I mean, I’m a i’m a mixed panel on amplitude, partner, right? And yeah, like, I mean, what’s like the next stage, like, kind of what? What are we? What are we trying to get out of these partnerships. I think we should try to like, just
436 00:41:51.150 ⇒ 00:41:57.330 Robert Tseng: I’ll put that all. Put that out out there. I do want like, yeah, I do want to be like on the come up with one of these
437 00:41:57.510 ⇒ 00:42:04.720 Robert Tseng: W with with the vendor partner like I. I do think he’s the ones that I work with are a way to establish, to really get much more out of them, like
438 00:42:04.780 ⇒ 00:42:13.430 Robert Tseng: people aren’t going like mixed panelists. Pass me one lead as a partner in the past like 6 months, or whatever. I guess it’s like they don’t do anything for me anymore. At this point.
439 00:42:13.430 ⇒ 00:42:17.060 Uttam Kumaran: That’s also the thing I realized. So I don’t know whether it’s like a
440 00:42:18.440 ⇒ 00:42:23.050 Uttam Kumaran: like, I don’t know whether the solution is like we’ve just find, like an account person that’s like
441 00:42:23.620 ⇒ 00:42:31.830 Uttam Kumaran: that’s hungrier. And there we’re like target a sector. Because, again, one thing is like, sometimes the sales people are focused on region. But sometimes they’re sector based.
442 00:42:31.830 ⇒ 00:42:32.470 Robert Tseng: Yeah.
443 00:42:32.470 ⇒ 00:42:34.249 Uttam Kumaran: But a lot of the time. It’s like.
444 00:42:34.870 ⇒ 00:42:41.349 Uttam Kumaran: Yeah, I guess I could call some friends and basically try to ask, like, what the best way. So I have some friends that work at like work, day and stuff like that.
445 00:42:41.960 ⇒ 00:42:46.609 Uttam Kumaran: like, what are these guys? What are the successful service agencies that you work with
446 00:42:46.680 ⇒ 00:42:50.027 Uttam Kumaran: do to make your life a little bit easier?
447 00:42:51.520 ⇒ 00:42:54.009 Uttam Kumaran: yeah, that would be great. Cause I basically want to know, like.
448 00:42:54.820 ⇒ 00:43:02.720 Uttam Kumaran: is it helpful for us to be like we. Is it helpful for us to be like you’re focused on manufacturing like, get us in wherever there is this? Or is it helpful for us to like
449 00:43:03.620 ⇒ 00:43:08.249 Uttam Kumaran: work with you on a lead like, I wanna just know what like, where they want us to fit in?
450 00:43:09.197 ⇒ 00:43:12.799 Uttam Kumaran: Because, yeah, I realize, like they’re not good at like handing you stuff.
451 00:43:13.010 ⇒ 00:43:18.070 Uttam Kumaran: But I but I do think that like if we ask and you have materials, you come in ready, like
452 00:43:18.380 ⇒ 00:43:20.160 Uttam Kumaran: they would be interested in doing it.
453 00:43:20.590 ⇒ 00:43:21.130 Uttam Kumaran: Yeah.
454 00:43:21.130 ⇒ 00:43:26.570 Robert Tseng: I think the vertical regional specialization is probably better, is better play. And like giving them.
455 00:43:26.620 ⇒ 00:43:45.259 Robert Tseng: Yeah, tell, yeah, like telling them like, here these are. Here’s the resources. If you come across anything that looks like this like we should be, we should be top of mind for you. Like, I, yeah, I I think that’s that’s a that’s a strong approach. We I I mean, I haven’t. I haven’t been doing that. But I I think that that’s something that I? Yeah, that that inspires me to want to do that. Yeah.
456 00:43:46.240 ⇒ 00:43:46.830 Uttam Kumaran: Okay.
457 00:43:46.970 ⇒ 00:43:50.879 Uttam Kumaran: I did also try and do some work with some like
458 00:43:50.940 ⇒ 00:43:53.169 Uttam Kumaran: sap and work date
459 00:43:53.340 ⇒ 00:44:02.049 Uttam Kumaran: agencies like I used to. I used to contract for this company. That was an sap agency. But then they just happened to get like a snowflake
460 00:44:02.230 ⇒ 00:44:13.359 Uttam Kumaran: gig, and then they like found me. And then they’re like, you wanna do this. I was like, Yeah, but then I called them. And I’m like, Fuck, you guys like you, can you have a wedge in the sap, which is sick because you’re like
461 00:44:13.380 ⇒ 00:44:29.500 Uttam Kumaran: in the Europe. And then I’m like you, of course, need someone to report on that. And then I could get in and, like, you know, kind of go even that one was again like they’re even worse because they don’t know anything about snowflake or data warehouse stuff, no sap erp stuff.
462 00:44:29.760 ⇒ 00:44:33.439 Uttam Kumaran: and I don’t know much. I know some. I’ve done work day stuff before, but
463 00:44:33.480 ⇒ 00:44:40.320 Uttam Kumaran: I’m basically trying to come in as like anytime you hear reporting or data. You should try to bring us in. But
464 00:44:41.960 ⇒ 00:44:56.160 Uttam Kumaran: yeah, that wasn’t. That was another avenue where I was like, I was trying to think about good agency partnerships to have where it’s either like this, where it’s like different parts of the stack. Basically like there’s someone I met here in Austin. They only do like aws setups.
465 00:44:56.240 ⇒ 00:44:59.899 Uttam Kumaran: but they don’t. They don’t do like any of the data above.
466 00:45:00.080 ⇒ 00:45:07.329 Uttam Kumaran: I also met people that only do like sap and work day stuff. But I’m sure they get asked if they do a good job you’re gonna get asked. Can you also do this.
467 00:45:07.330 ⇒ 00:45:07.880 Robert Tseng: Yeah.
468 00:45:07.880 ⇒ 00:45:12.800 Uttam Kumaran: Again. Maybe it is a little bit of like we put together a little bit of a map of like who we know in like
469 00:45:14.228 ⇒ 00:45:15.560 Uttam Kumaran: Like, maybe like.
470 00:45:16.050 ⇒ 00:45:20.429 Uttam Kumaran: I don’t know what the words are, but like someone next to us, someone below, someone above.
471 00:45:20.430 ⇒ 00:45:21.040 Robert Tseng: Yeah.
472 00:45:21.277 ⇒ 00:45:24.600 Uttam Kumaran: And we kind of look at the shape of everything. And then think about
473 00:45:24.830 ⇒ 00:45:33.589 Uttam Kumaran: how do we? I think ideally, it’s like in each of those areas we’re gonna go find leads right? And these are all like channel partners, basically. So
474 00:45:33.940 ⇒ 00:45:39.209 Uttam Kumaran: that’s where I want to be like, do we have a package that I could just go blast to like every single
475 00:45:39.310 ⇒ 00:45:53.659 Uttam Kumaran: sap agency, basically to be like, Hey, this is how we’ve done. We like can do work with sap data like that’s the kind of thing I’m trying to think about is like, can we create a package for like people next to us or people above or people below. And then basically just like
476 00:45:53.780 ⇒ 00:45:58.012 Uttam Kumaran: scrape. And just, I’ll just blast it to them or basically go try to meet these folks
477 00:45:58.970 ⇒ 00:46:08.050 Uttam Kumaran: cause you try almost try to access the distribution points is like what I’m thinking of doing instead of like, instead of burning our time, going direct
478 00:46:08.230 ⇒ 00:46:11.730 Uttam Kumaran: to the people I honestly am more like.
479 00:46:12.210 ⇒ 00:46:13.990 Uttam Kumaran: I want that to be. The last
480 00:46:14.620 ⇒ 00:46:16.920 Uttam Kumaran: place we go is like towards cold.
481 00:46:17.250 ⇒ 00:46:17.800 Robert Tseng: Yeah.
482 00:46:17.800 ⇒ 00:46:24.580 Uttam Kumaran: No, I think the content stuff works, and me and Clint argue about this all the time. I just think that, like there are people with these leads
483 00:46:24.630 ⇒ 00:46:29.009 Uttam Kumaran: that have them that have succeeded with them. And then we’re just like a referral away.
484 00:46:30.504 ⇒ 00:46:31.699 Uttam Kumaran: And like.
485 00:46:31.950 ⇒ 00:46:33.330 Uttam Kumaran: yeah, I.
486 00:46:33.980 ⇒ 00:46:38.301 Uttam Kumaran: And it helps. It’s more symbiotic like ever they get. Everyone wins in that situation.
487 00:46:40.370 ⇒ 00:46:43.210 Uttam Kumaran: so maybe that’s that would be a fun thing. Maybe we can think about
488 00:46:43.719 ⇒ 00:46:45.910 Uttam Kumaran: and I’ll and I’ll put some pen to paper on like
489 00:46:45.920 ⇒ 00:46:47.670 Uttam Kumaran: on like a little dock for that.
490 00:46:48.710 ⇒ 00:46:49.350 Robert Tseng: Cool.
491 00:46:49.770 ⇒ 00:46:58.929 Robert Tseng: Yeah. Well, I mean, I have all these notes recorded. So we’ll we’ll I’ll share these out. But yeah, it sounds like we have, like we’re gonna do some mapping of the vendors of agency partners that we know.
492 00:46:59.535 ⇒ 00:47:04.380 Robert Tseng: We’re gonna think through some of the co-marketing on on the slides and the resources we’re gonna put together.
493 00:47:04.490 ⇒ 00:47:14.329 Robert Tseng: Yeah, as my calls wind down, like, I’m gonna go back and keep building out more material as well. So I mean, this is good timing. So over the next couple of weeks, as we continue to meet like, we’re gonna
494 00:47:14.400 ⇒ 00:47:20.829 Robert Tseng: yeah, we can. We can just keep this. Keep this hopefully, we’ll everyone will come back with more and more stuff every time we we chat. So
495 00:47:21.394 ⇒ 00:47:26.019 Robert Tseng: yeah, no, this is great. So I’m I’m I think that that sounds all good to me.
496 00:47:26.370 ⇒ 00:47:27.040 Uttam Kumaran: Cool.
497 00:47:28.002 ⇒ 00:47:29.939 Uttam Kumaran: Yeah, I don’t think there’s anything else like
498 00:47:30.110 ⇒ 00:47:32.089 Uttam Kumaran: I assume Stella is in the same place.
499 00:47:33.120 ⇒ 00:47:34.620 Robert Tseng: Yeah, we’re actually
500 00:47:35.060 ⇒ 00:47:41.019 Robert Tseng: I was. I just reached out to my the Vp that I mean, I was like dude like we like, get things moving.
501 00:47:41.220 ⇒ 00:47:42.240 Robert Tseng: and she’s like.
502 00:47:42.640 ⇒ 00:47:45.906 Robert Tseng: sorry I’ll I’ll I’ll figure it out.
503 00:47:47.200 ⇒ 00:47:48.390 Robert Tseng: Okay.
504 00:47:48.460 ⇒ 00:47:50.126 Robert Tseng: what? The F yeah.
505 00:47:51.920 ⇒ 00:47:54.389 Robert Tseng: that’s fine. I was like, I don’t mind. Just like
506 00:47:54.980 ⇒ 00:47:59.970 Robert Tseng: forgetting about selling for a couple of days like I needed the headspace to think about this. The stuff I’ve been doing, anyway. So.
507 00:47:59.970 ⇒ 00:48:01.289 Uttam Kumaran: Yeah, yeah, yeah, yeah.
508 00:48:01.290 ⇒ 00:48:01.685 Robert Tseng: Yeah.
509 00:48:02.770 ⇒ 00:48:08.900 Robert Tseng: but no appreciate. Appreciate it. As always. Yeah. Sorry for times. I’m not communicative, like, I.
510 00:48:08.900 ⇒ 00:48:19.090 Uttam Kumaran: No, no, no, totally fine. I think I think this is how we’re gonna do. It is like we’re both busy. We can meet once a week kind of like, get these action items like, I’m gonna bust through this and we’ll try to get.
511 00:48:19.820 ⇒ 00:48:28.442 Uttam Kumaran: I think an hour a week is perfect. And then I mean, ideally, it’s like we will. In a week or 2 we start like activating some of these
512 00:48:28.890 ⇒ 00:48:36.810 Uttam Kumaran: and like again, I wanna try to have, like some of these case studies and stuff ready. We need any design work like, try to get that teed up and then
513 00:48:36.840 ⇒ 00:48:40.710 Uttam Kumaran: basically start to build these like this map of like who we want to go after.
514 00:48:40.970 ⇒ 00:48:44.720 Uttam Kumaran: And then, just like start setting up calls and trying to talk to folks so.
515 00:48:45.200 ⇒ 00:48:49.019 Robert Tseng: Yeah, that sounds good. I’m I’m excited to try to see like how much
516 00:48:49.170 ⇒ 00:48:58.710 Robert Tseng: acceleration we get from like trying to like, yeah, I mean I wouldn’t wanna be selling with, you know, with you and in my corner as well. I think that’d be. I think that would be exciting. So.
517 00:48:58.860 ⇒ 00:48:59.430 Uttam Kumaran: Yeah.
518 00:48:59.960 ⇒ 00:49:02.320 Uttam Kumaran: Okay, cool. I’ll join today.
519 00:49:02.520 ⇒ 00:49:04.159 Robert Tseng: Yeah, you, too. Yeah.