2024-06-20_uttam_robert--sales-weekly_69076d93

Meeting Title: Uttam <> Robert—Sales-Weekly Date: 2024-06-20 Meeting participants: Robert Tseng, Uttam Kumaran

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WEBVTT

1 00:02:14.520 ⇒ 00:02:15.930 Uttam Kumaran: Hey! Good morning!

2 00:02:18.990 ⇒ 00:02:21.589 Robert Tseng: Hey, Tom! Hey! How’s it going.

3 00:02:21.590 ⇒ 00:02:24.319 Uttam Kumaran: Oh, give me one sec. I’m describing my air pods. Yeah, yeah.

4 00:02:24.320 ⇒ 00:02:25.150 Robert Tseng: And words.

5 00:02:26.710 ⇒ 00:02:27.530 Uttam Kumaran: Kanwa.

6 00:02:29.560 ⇒ 00:02:32.688 Robert Tseng: Haven’t got out of the airport yet, actually.

7 00:02:33.394 ⇒ 00:02:36.219 Uttam Kumaran: In in a good way, or are you delayed.

8 00:02:36.410 ⇒ 00:02:41.569 Robert Tseng: No, no, I I landed, I mean it took a red eye. So I landed at like 4 30 in the morning.

9 00:02:41.650 ⇒ 00:02:51.730 Robert Tseng: and then it just like checked into a lounge and nap for a couple of hours. And then it’s actually been pretty nice here. And so I was like, I’m not gonna go out to a hotel or a

10 00:02:51.810 ⇒ 00:02:54.939 Robert Tseng: the cafe. I’ll just. I’ll just stay here for the morning, and then

11 00:02:55.070 ⇒ 00:02:56.500 Robert Tseng: one slide got it.

12 00:02:56.810 ⇒ 00:03:00.470 Robert Tseng: I’ll everything opens up, and I’ll I’ll I’ll go to the city.

13 00:03:00.630 ⇒ 00:03:01.774 Uttam Kumaran: Okay. Okay. Great.

14 00:03:06.180 ⇒ 00:03:07.550 Uttam Kumaran: One. Sec.

15 00:03:09.820 ⇒ 00:03:10.690 Robert Tseng: Day, daughter.

16 00:03:10.690 ⇒ 00:03:13.970 Uttam Kumaran: Raining here in Austin really weirdly.

17 00:03:14.210 ⇒ 00:03:16.500 Uttam Kumaran: But it’s it’s like 80

18 00:03:18.030 ⇒ 00:03:18.860 Uttam Kumaran: but.

19 00:03:18.860 ⇒ 00:03:24.840 Robert Tseng: Dude. Yeah. In New York last week it was high eighties and hailing it was crazy.

20 00:03:26.140 ⇒ 00:03:29.870 Robert Tseng: Yeah, I’m sure that happens in Austin, too. I think I ran into that last year. But

21 00:03:30.090 ⇒ 00:03:31.718 Uttam Kumaran: It was something like that, but

22 00:03:32.170 ⇒ 00:03:35.559 Uttam Kumaran: I don’t know. I didn’t move here for East Coast weather like. What’s.

23 00:03:35.560 ⇒ 00:03:36.230 Robert Tseng: Yeah.

24 00:03:36.660 ⇒ 00:03:37.530 Robert Tseng: yeah.

25 00:03:41.030 ⇒ 00:03:44.430 Uttam Kumaran: See, my glasses are all foggy, and the laptops all foggy.

26 00:03:44.740 ⇒ 00:03:47.219 Robert Tseng: Oh, wow! That is really humid!

27 00:03:49.860 ⇒ 00:03:51.090 Uttam Kumaran: Okay, cool.

28 00:03:51.260 ⇒ 00:03:51.950 Uttam Kumaran: Yeah.

29 00:03:51.950 ⇒ 00:03:53.420 Robert Tseng: How was? How’s the wedding.

30 00:03:53.800 ⇒ 00:04:01.070 Uttam Kumaran: Oh, wedding was good! It was like probably the richiest one I’ve been to so far like.

31 00:04:01.070 ⇒ 00:04:01.610 Robert Tseng: Really.

32 00:04:01.610 ⇒ 00:04:05.364 Uttam Kumaran: Just like it was in Eastern mass or Western mass.

33 00:04:06.059 ⇒ 00:04:10.250 Uttam Kumaran: But it was nice cause I took my girlfriend to the Red Sox game like.

34 00:04:10.530 ⇒ 00:04:11.620 Robert Tseng: Thing. Laura.

35 00:04:11.840 ⇒ 00:04:16.440 Uttam Kumaran: Kind of like a surprise, and I’ve never been there. So that was really fun. And I have, like

36 00:04:16.589 ⇒ 00:04:21.770 Uttam Kumaran: I have one or 2 friends in Boston that we got to see. That was that was really really nice.

37 00:04:22.060 ⇒ 00:04:24.670 Uttam Kumaran: And the wedding was good. I think it was a lot of like.

38 00:04:24.760 ⇒ 00:04:29.155 Uttam Kumaran: I mean, I was in the wedding. So I’m just being like herded around. I was like.

39 00:04:29.570 ⇒ 00:04:34.600 Uttam Kumaran: I was like, whatever you guys want. It was fun, though it was fun. I’m like

40 00:04:35.170 ⇒ 00:04:39.030 Uttam Kumaran: I don’t know, I think out of the last 6 weeks I’ve traveled like 4.

41 00:04:39.030 ⇒ 00:04:39.989 Robert Tseng: Yeah, I know.

42 00:04:40.160 ⇒ 00:04:40.680 Uttam Kumaran: So.

43 00:04:40.680 ⇒ 00:04:42.530 Robert Tseng: Been been somewhere for weekend. Yeah.

44 00:04:42.530 ⇒ 00:04:45.780 Uttam Kumaran: Hard to do this job and do that

45 00:04:46.674 ⇒ 00:04:48.759 Uttam Kumaran: but and and none of those.

46 00:04:48.880 ⇒ 00:04:51.569 Uttam Kumaran: none of those trips were things that like, I

47 00:04:52.080 ⇒ 00:04:56.359 Uttam Kumaran: was like, Okay, I’m gonna do this for myself. These are like for other people, which

48 00:04:56.430 ⇒ 00:04:58.669 Uttam Kumaran: I don’t like saying it like that. But

49 00:04:58.760 ⇒ 00:05:01.099 Uttam Kumaran: it’s tough, because I wouldn’t plan

50 00:05:01.210 ⇒ 00:05:03.583 Uttam Kumaran: 4 weeks in a row for other people.

51 00:05:04.366 ⇒ 00:05:04.853 Robert Tseng: Mike.

52 00:05:05.830 ⇒ 00:05:09.860 Uttam Kumaran: So for that reason I think it was. They weren’t all like vacations.

53 00:05:09.960 ⇒ 00:05:10.990 Uttam Kumaran: Yeah.

54 00:05:11.140 ⇒ 00:05:15.451 Uttam Kumaran: but it was nice, you know, to to get out and stuff. So.

55 00:05:16.100 ⇒ 00:05:18.689 Robert Tseng: Yeah, yeah. I’m sure you try to make the most of it.

56 00:05:18.690 ⇒ 00:05:20.354 Uttam Kumaran: Yeah, yeah, yeah.

57 00:05:20.770 ⇒ 00:05:25.049 Robert Tseng: Yeah. Sorry if there’s you see, if you hear things from the speakers, I.

58 00:05:25.050 ⇒ 00:05:30.837 Uttam Kumaran: No, no, no, it’s actually totally fine. I think those this are. You have the Sony headphones. I think they’re pretty good cause I had the

59 00:05:31.410 ⇒ 00:05:33.649 Uttam Kumaran: like. I’ve asked people the same thing. And

60 00:05:34.390 ⇒ 00:05:36.409 Uttam Kumaran: yeah, it’s it’s been 5.

61 00:05:36.410 ⇒ 00:05:40.389 Robert Tseng: Okay, cause I can definitely hear it on my end. So I don’t know what you’re hearing sometimes.

62 00:05:41.070 ⇒ 00:05:41.670 Robert Tseng: Yeah.

63 00:05:41.800 ⇒ 00:05:43.230 Uttam Kumaran: It’s totally small.

64 00:05:43.614 ⇒ 00:05:47.160 Uttam Kumaran: Cool, I mean, I’ve spent like probably the last, like

65 00:05:47.420 ⇒ 00:05:55.429 Uttam Kumaran: 3 days, really looking, thinking about like sales stuff and starting to generate materials.

66 00:05:55.430 ⇒ 00:05:56.259 Robert Tseng: And think through.

67 00:05:56.260 ⇒ 00:05:56.740 Uttam Kumaran: Things

68 00:05:58.120 ⇒ 00:06:06.219 Uttam Kumaran: I guess, interested in, like what you’ve been thinking about. And you know, I I was like thinking about your message yesterday, too. So

69 00:06:07.600 ⇒ 00:06:12.679 Uttam Kumaran: yeah, we could probably just continue from where we left off. Last meeting.

70 00:06:13.410 ⇒ 00:06:19.430 Robert Tseng: Yeah, totally I guess I have, like I took some notes, and maybe I’ll just share we all.

71 00:06:19.730 ⇒ 00:06:20.640 Uttam Kumaran: Yeah, I,

72 00:06:21.240 ⇒ 00:06:21.790 Uttam Kumaran: yeah.

73 00:06:21.790 ⇒ 00:06:22.240 Robert Tseng: A.

74 00:06:22.240 ⇒ 00:06:23.459 Uttam Kumaran: Them, as well.

75 00:06:24.200 ⇒ 00:06:28.724 Robert Tseng: Yeah, maybe I’ll just run through what I have first, st and then I guess you can. We can show the blank

76 00:06:29.340 ⇒ 00:06:32.319 Robert Tseng: I’ll just share my screen easier but

77 00:06:33.714 ⇒ 00:07:00.889 Robert Tseng: cool. So I just kinda like wrote down like these are like the action items. And then I like took notes on like kind of what I was like thinking like on on the, on the updates instead. So just general updates, yeah, I mean, like, last week, I I was telling you between last week and and this week signed to new deals. Got them started. They’re both amplitude amplitude to start, so

78 00:07:00.910 ⇒ 00:07:21.029 Robert Tseng: I kicked off with those 2 clients before I took off and yeah, I don’t know. I think that was like a large part of like last week for me. And then, yeah, also, like, got to re-engage a couple like of my Q. One prospects I didn’t close. So yeah. So I think that’s that in the pipeline. That’s what’s been keeping me busy

79 00:07:21.590 ⇒ 00:07:27.530 Robert Tseng: on that front. We talked about wanting to reach out to contacts. Understand? Vendor partnerships more.

80 00:07:27.916 ⇒ 00:07:29.419 Robert Tseng: Yeah. So I think

81 00:07:29.480 ⇒ 00:07:31.369 Robert Tseng: 3 vendors that I’ve been

82 00:07:31.400 ⇒ 00:07:39.020 Robert Tseng: kind of pushing more on amplitude. Yeah, I mean, I think what I realized after talking to

83 00:07:39.902 ⇒ 00:07:43.067 Robert Tseng: my contact? A at amplitude.

84 00:07:43.770 ⇒ 00:07:49.259 Robert Tseng: yeah, they’re not. They don’t traditionally promote solutions, partners that aren’t working with net new clients. And I think that’s

85 00:07:50.190 ⇒ 00:08:07.270 Robert Tseng: yeah. Cause for me, I’m typically working with a team that already has ample to. But they just like don’t know how to use it or just didn’t set it up well. And so I don’t feel like I’m getting like, in like proper attribution for that. And yeah, I think they’re open to like

86 00:08:08.200 ⇒ 00:08:10.416 Robert Tseng: talking through like what?

87 00:08:10.980 ⇒ 00:08:13.148 Robert Tseng: what, how they can promote that

88 00:08:13.700 ⇒ 00:08:17.409 Robert Tseng: But yeah, I think that’s like a work in progress for me. So

89 00:08:17.480 ⇒ 00:08:30.470 Robert Tseng: I’ve been like working on going back to some of these clients, asking them to give me, like testimonials of like the impact that I made on their work. And bringing that to amplitude. So that’s that’s kind of down that front

90 00:08:31.096 ⇒ 00:08:50.749 Robert Tseng: for mixed panel. I’m already partners with them. So just trying to get boosted to like 1st page kind of gold status for them. So yeah, I just submitted like a new like terms of service with them. And yeah, I think that’s that should be coming along. So I think those 2 tools like, yeah, it’s kind of like, I think they’re both

91 00:08:51.110 ⇒ 00:08:55.009 Robert Tseng: adjusting their partner programs. We’re open to like.

92 00:08:55.300 ⇒ 00:08:57.540 Robert Tseng: yeah, I mean, I think, kind of

93 00:08:57.770 ⇒ 00:09:08.549 Robert Tseng: yeah, like, try trying to make something that works works well for me. But yeah, I think that’s my my thought there for post hog. They don’t have a partner program yet. I I’ve been playing around in post hog the past week.

94 00:09:09.172 ⇒ 00:09:18.839 Robert Tseng: Yeah, I I kind of spun it up locally. And just through testing it out. I I realized, like, I kind of want, yeah, I’ve been building. I’ve been scoping out

95 00:09:19.188 ⇒ 00:09:26.959 Robert Tseng: some work to build out like a couple of sample apps with dummy data, one for like a Saas product, one for an Ecom product.

96 00:09:27.120 ⇒ 00:09:29.450 Robert Tseng: so I can run post hog demos.

97 00:09:29.450 ⇒ 00:09:36.490 Uttam Kumaran: What is that? Yeah, I guess. What does that process mean? Like when you say, create a sample app with dummy data like, what does that actually on your side.

98 00:09:37.515 ⇒ 00:09:48.260 Robert Tseng: Yeah. So that’s literally just yeah, like, setting up like a basic Ecom site, just like something with like some product listings. And like, just with like a simple Ecom workflow.

99 00:09:48.623 ⇒ 00:09:59.840 Robert Tseng: And then I’m like filling it with like like generated data, I guess, and cause you need that in order to run post hog they don’t have like a demo environment for you to sell, with which I don’t like

100 00:10:00.983 ⇒ 00:10:24.530 Robert Tseng: and it’s not not valuable unless you’re like plugging it into an app that actually has enough. Like enough that the data so like my 1st setup, was like, I just hooked it up to my like website like my Pongo website. And I don’t. I barely get any traffic on that. So like it wasn’t that helpful? It just like helped me to see the the ui, I guess, and like some of the pre-built dashboards, and how those work.

101 00:10:24.882 ⇒ 00:10:29.559 Robert Tseng: But I think it’d be more helpful if I had like a more like functional app.

102 00:10:29.975 ⇒ 00:10:39.249 Robert Tseng: And I you know I’ve I’ve seen like enough builds of ecomm and sas apps that like I have, like a core set of like events that, like, I think would go into like a

103 00:10:39.390 ⇒ 00:10:45.250 Robert Tseng: like a product flow for these apps. And I would just, you know, have I have, like a developer that will just like

104 00:10:45.280 ⇒ 00:10:53.270 Robert Tseng: spin it up. And yeah, hoping that’ll be a sale, a good sales tool for me to try to sell into post hog.

105 00:10:53.270 ⇒ 00:10:59.299 Uttam Kumaran: Yeah, I guess I have a similar problem in that. Sometimes I’m not able to show the bi tools

106 00:10:59.510 ⇒ 00:11:07.639 Uttam Kumaran: like, I’m able to show snowflake, because I can maybe pull up like we have an internal snowflake instance. But actually, like, I don’t have

107 00:11:08.180 ⇒ 00:11:16.399 Uttam Kumaran: like a fully demo environment that I use for sales. I guess I’ve thought about this in the past, but I haven’t acted on it.

108 00:11:16.430 ⇒ 00:11:19.469 Uttam Kumaran: For example, it would be nice to basically have like a

109 00:11:20.090 ⇒ 00:11:26.499 Uttam Kumaran: like again, like a fake Ecom company where I have. And again, I can get some fake data into Snowflake really easily, and then.

110 00:11:26.500 ⇒ 00:11:26.960 Robert Tseng: Yeah.

111 00:11:26.960 ⇒ 00:11:29.990 Uttam Kumaran: Basically have real hooked up. And that’s like the demo.

112 00:11:30.060 ⇒ 00:11:33.920 Uttam Kumaran: Have you found like, that’s been like, really helpful, I guess, like, I haven’t done it

113 00:11:34.170 ⇒ 00:11:39.549 Uttam Kumaran: actually, just because I probably forgot or laziness. But I actually think that’s a great idea.

114 00:11:40.560 ⇒ 00:11:57.350 Robert Tseng: Yeah, no, I haven’t actually done it. If anything, I’ve just been able to take screenshots and like, use some redacted data or whatever. But like nothing. Yeah, for any sort of real time. Vi, like real or like, I do think you need a sample app. So

115 00:11:57.370 ⇒ 00:12:05.819 Robert Tseng: okay, I think it’s at least to me. I think it’s worth investing investing some some some some time to build build out.

116 00:12:05.820 ⇒ 00:12:07.360 Uttam Kumaran: Okay, yeah, yeah.

117 00:12:09.000 ⇒ 00:12:10.330 Uttam Kumaran: very much. Yeah.

118 00:12:11.320 ⇒ 00:12:12.000 Robert Tseng: Yeah.

119 00:12:12.520 ⇒ 00:12:19.279 Robert Tseng: So I’m yeah. But once again, I’m surprised that, like post hog or real, they don’t. They don’t like. They don’t already have this.

120 00:12:19.440 ⇒ 00:12:21.072 Uttam Kumaran: Yeah, I think they’re

121 00:12:21.610 ⇒ 00:12:26.460 Uttam Kumaran: I think they’re more geared towards like developers, just like picking it up.

122 00:12:26.980 ⇒ 00:12:27.600 Robert Tseng: Yeah.

123 00:12:27.600 ⇒ 00:12:30.450 Uttam Kumaran: I think that’s that’s really it. Modified growth.

124 00:12:30.770 ⇒ 00:12:31.270 Robert Tseng: Yeah.

125 00:12:32.780 ⇒ 00:12:37.579 Uttam Kumaran: And yeah, I mean, like, yeah, which is tough. But at the same time, like, it’s.

126 00:12:37.900 ⇒ 00:12:39.740 Uttam Kumaran: yeah, I think it’s.

127 00:12:39.770 ⇒ 00:12:45.620 Uttam Kumaran: I think if you call them. They give you. They give you a demo like they internally have a demo environment.

128 00:12:45.620 ⇒ 00:12:46.040 Robert Tseng: They do?

129 00:12:46.250 ⇒ 00:12:50.090 Uttam Kumaran: They don’t expose it to like other folks to play around

130 00:12:50.110 ⇒ 00:12:51.180 Uttam Kumaran: of.

131 00:12:51.480 ⇒ 00:12:58.080 Uttam Kumaran: I think real. In particular. They like they want you to hook up your data. So you basically like, figure out the flow. And then.

132 00:12:58.080 ⇒ 00:12:58.470 Robert Tseng: Yeah.

133 00:12:58.470 ⇒ 00:13:01.580 Uttam Kumaran: Realize that it’s easy. And then maybe that’s their like product strategy.

134 00:13:01.990 ⇒ 00:13:02.630 Robert Tseng: Yeah.

135 00:13:03.400 ⇒ 00:13:08.818 Robert Tseng: yeah, I think same thing. I think that’s that open source like developer focus, like,

136 00:13:09.500 ⇒ 00:13:25.130 Robert Tseng: sales strategy that these tools are using now. So but yeah, I mean as service providers like, I feel like, especially since I’m mostly talking to non technical stakeholders at first, st like I need, I need to be able to show them something. Yeah. So

137 00:13:27.832 ⇒ 00:13:46.909 Robert Tseng: on moving on to the like vendor agency partners, we talk about mapping them out kind of thinking about. What are some valuable partners we could bring to the table? So there’s a few that I like it was. There’s like 3 that I am more actively engaged with. So Cody tech there, yeah, they’re like a bubble. They’re like a

138 00:13:47.220 ⇒ 00:13:54.309 Robert Tseng: okay yeah bubble developer that works with Gov government and nonprofit profit contracts.

139 00:13:54.310 ⇒ 00:13:54.630 Uttam Kumaran: Okay.

140 00:13:55.022 ⇒ 00:14:03.667 Robert Tseng: Yeah, I think they they got some big publicity or bubble promoted them like, end of q 1. So yeah, he

141 00:14:04.130 ⇒ 00:14:10.260 Robert Tseng: he’s he’s been getting a ton of inbound leads from that. But yeah, I mean, I think it’s just.

142 00:14:11.740 ⇒ 00:14:15.131 Robert Tseng: I’ve only worked on one client with him so far. But

143 00:14:15.930 ⇒ 00:14:26.689 Robert Tseng: yeah, I mean, it’s it’s pretty simple just to plug like analytics cracking into into bubble app. So kinda to me, it felt like a no brainer, something adjacent to do.

144 00:14:27.012 ⇒ 00:14:43.790 Robert Tseng: Yeah. I mean, his team is super cheap. They build apps super quickly. I think city of Atlanta is one of his bigger clients. And so they’ve been building out all this internal tooling for them, and I think it’s pretty cool that he has like city contracts. So yeah, I’m trying to get in on something like that with him.

145 00:14:44.224 ⇒ 00:14:47.899 Robert Tseng: But yeah, I think that’s just like I think they’re always

146 00:14:48.140 ⇒ 00:14:58.229 Robert Tseng: he. He’s building out the Ui for these clients. But they have data questions, and he doesn’t like he’s not necessarily able to answer them right now. So. Yeah, I do think this is like.

147 00:14:58.520 ⇒ 00:15:06.076 Robert Tseng: you know. Oh, I’m trying. I’m trying to become more of a like more of the the data partner partner to him.

148 00:15:06.850 ⇒ 00:15:08.660 Robert Tseng: yeah. And then.

149 00:15:08.890 ⇒ 00:15:21.071 Robert Tseng: yeah, I have another another contact. Who? Yeah, they focus on like AI apps overall. He’s like a software engineer agency, I guess. But yeah, he’s been building out like chat bots and stuff.

150 00:15:21.520 ⇒ 00:15:26.559 Robert Tseng: I talked to this guy like a couple every couple of weeks. Just because, yeah, I think.

151 00:15:28.230 ⇒ 00:15:46.260 Robert Tseng: yeah, I met him at the the conference. I was at Austin and we’ve stay in touch since. So no work together yet. We tried to co-sell into a warehouse because he was building out software for like logistics companies last year, and then he pivoted back to AI.

152 00:15:46.694 ⇒ 00:15:49.440 Robert Tseng: That didn’t go through. It was kinda weird, like.

153 00:15:49.610 ⇒ 00:15:57.780 Robert Tseng: yeah, 2 weeks ago. Long, long story short, there’s like a like a pharmaceuticals company that was partnering with a new warehouse in Jersey.

154 00:15:58.095 ⇒ 00:16:02.340 Robert Tseng: I actually went on site and like, did like this whole warehouse tour and tried to like, Yeah.

155 00:16:02.340 ⇒ 00:16:03.360 Uttam Kumaran: Yeah, yeah.

156 00:16:03.620 ⇒ 00:16:05.411 Robert Tseng: Yeah, it was. It was.

157 00:16:06.650 ⇒ 00:16:14.839 Robert Tseng: I’ve been in the. I’ve been in the warehouse space like I was logistics. But it’s been a while since I’ve been on the floor. And yeah, just being there. Like.

158 00:16:14.990 ⇒ 00:16:19.979 Robert Tseng: definitely was one of those imposter moments didn’t end up getting a deal. But it was like.

159 00:16:20.100 ⇒ 00:16:21.220 Robert Tseng: okay, like.

160 00:16:21.380 ⇒ 00:16:23.170 Robert Tseng: yeah, I mean, that would have been Dick.

161 00:16:23.170 ⇒ 00:16:30.099 Uttam Kumaran: What was like. What was that? What was like the reality in there, like, like, you guys, just sit down in a conference room and like chat or.

162 00:16:30.530 ⇒ 00:16:39.723 Robert Tseng: Yeah. Well, so 1st we I mean, first, st we we both hopped on a call, because he know, like, my, yeah, this this guy, he. He’s implemented some erp systems

163 00:16:40.430 ⇒ 00:17:01.540 Robert Tseng: And it was the same same stack. And in Microsoft that this warehouse was using. So I think that’s what peaked their interest that they wanted someone to come on site to go and do the warehouse, do the warehouse tour and look at the tooling they’re using. So I’ve I’ve looked at Wmsa Wms. And like inventory like software before. So I was just like.

164 00:17:01.540 ⇒ 00:17:02.800 Uttam Kumaran: Unleashed before.

165 00:17:03.180 ⇒ 00:17:03.910 Robert Tseng: Have I? What.

166 00:17:05.190 ⇒ 00:17:08.109 Uttam Kumaran: Have you used unleashed unleashed, just like this inventory software.

167 00:17:08.460 ⇒ 00:17:23.209 Robert Tseng: Oh, I know of it, but I haven’t. We haven’t. Haven’t used it. Yeah, yeah. When I was at flow space, we just I mean, yeah, what you realize is that every warehouse uses like 10 plus like every yeah, they they use bunch of softwares. Because every

168 00:17:24.819 ⇒ 00:17:29.090 Robert Tseng: all of the 3 pls that they work with all want to onboard them into their own, like.

169 00:17:29.090 ⇒ 00:17:31.310 Uttam Kumaran: I’m in this process right now, where

170 00:17:31.760 ⇒ 00:17:40.850 Uttam Kumaran: I’m right, we we’re we’re we’re working with a client to expand to their multiple 3 pls, and basically all the integration process. So.

171 00:17:40.850 ⇒ 00:17:41.530 Robert Tseng: Man, all.

172 00:17:42.051 ⇒ 00:17:44.658 Uttam Kumaran: Process of like tagging orders.

173 00:17:45.400 ⇒ 00:17:52.609 Uttam Kumaran: and also, I’m I’m we’re writing Apis to their data. And then we’re also doing center of gravity analysis for them.

174 00:17:53.140 ⇒ 00:17:53.930 Robert Tseng: Really, okay.

175 00:17:54.310 ⇒ 00:17:57.980 Uttam Kumaran: So I mean, I mean, I’ll I’ll have. I’ll I’d love to share with you like what we’re doing. But.

176 00:17:57.980 ⇒ 00:17:58.740 Robert Tseng: Yeah, that’s cool.

177 00:17:58.740 ⇒ 00:18:06.210 Uttam Kumaran: I. I remember that you’re in like logistics, but if you’re even at the warehouse level dude like we should totally hit that as well.

178 00:18:06.350 ⇒ 00:18:11.229 Uttam Kumaran: cause I’ve been in that world right now, and it’s a nightmare like nobody.

179 00:18:11.360 ⇒ 00:18:16.550 Uttam Kumaran: Nobody cares about the data stuff at all. It’s weird that, like it works.

180 00:18:16.550 ⇒ 00:18:17.170 Robert Tseng: Yeah.

181 00:18:17.480 ⇒ 00:18:29.279 Uttam Kumaran: And then I’m in. I’m in there like figuring out like dude. We don’t know like how much we don’t know what we’re paying, or like the price per pound like, is this a better? Can you compare this Threepl to our other methods?

182 00:18:29.770 ⇒ 00:18:35.930 Uttam Kumaran: And then I also realize this game is basically about renegotiating with every provider, like every so often. It’s kind of like insurance.

183 00:18:36.040 ⇒ 00:18:43.989 Uttam Kumaran: So I now know some lady at Ups that I’ve renegotiated with. I know the guy at the 3 pl, I know the Fedex guy.

184 00:18:44.280 ⇒ 00:18:51.950 Uttam Kumaran: And I’ve like, met these characters. And I’m like, Oh, this is like an interesting industry. But it’s really data heavy, which is great cause it’s all

185 00:18:51.990 ⇒ 00:19:14.549 Uttam Kumaran: like you’re basically looking at parcels. And here those parcels to orders. They have like a start time a delivery time, a price fees like, whatever their their fee is. And then a total. And then you could basically look at the weight, and then the dimensions, you basically price per pound their zone right? Like, it’s like pretty data, heavy.

186 00:19:15.770 ⇒ 00:19:19.769 Uttam Kumaran: but fun like, it’s actually, really, it’s it’s actually manageable. So.

187 00:19:20.820 ⇒ 00:19:33.329 Robert Tseng: Yeah, I mean, sounds like, you’re pretty deep into to that world already. Yeah, I mean, I think you already know this. But like, you know, every every step in the chain. Everyone wants like to preserve their 2030 margin.

188 00:19:33.869 ⇒ 00:19:47.109 Robert Tseng: And yeah, you’re just like trying to figure out like, How low are they pulling to go? And then you’re you’re trying to. Yeah, be able to cut yourself a deal where you’re still able to help your client keep keep their their part of the margin as well.

189 00:19:47.110 ⇒ 00:19:47.900 Uttam Kumaran: Data.

190 00:19:48.178 ⇒ 00:20:01.800 Robert Tseng: Yeah, it’s a it’s it’s a lot. It’s a wild world there. Yeah. But I think I don’t know if you’ve encountered. But yeah, I mean, our our Rfp season is typically q 1, q. 2. And then you lock in your rates for like the year. So.

191 00:20:01.800 ⇒ 00:20:10.589 Uttam Kumaran: Yeah, yeah, you’re you’re. I feel like all we did. Yeah, for up for ups do. But I I save them like a couple of $100,000.

192 00:20:10.590 ⇒ 00:20:12.130 Robert Tseng: Yeah. I remember, you told me that. Yeah.

193 00:20:12.130 ⇒ 00:20:14.360 Uttam Kumaran: Which, like when I did, I was like, Oh.

194 00:20:14.650 ⇒ 00:20:19.704 Uttam Kumaran: cool like, I’m gonna be here for a sec, like I just saved them like a shit ton of money.

195 00:20:20.620 ⇒ 00:20:22.570 Uttam Kumaran: and so we’re looking for like another.

196 00:20:22.650 ⇒ 00:20:26.990 Uttam Kumaran: I helped them open 1, 3 pl, and we’re opening a second. They’re opening a 3, rd

197 00:20:27.410 ⇒ 00:20:28.190 Uttam Kumaran: yeah.

198 00:20:28.390 ⇒ 00:20:29.490 Uttam Kumaran: But like

199 00:20:29.760 ⇒ 00:20:33.320 Uttam Kumaran: the 3 PO we’re working with are so disorganized

200 00:20:33.600 ⇒ 00:20:37.759 Uttam Kumaran: like, it’s clearly there’s like it. People who are like super stretched than.

201 00:20:37.790 ⇒ 00:20:39.990 Uttam Kumaran: Yeah, I’m like, just please

202 00:20:40.080 ⇒ 00:20:48.239 Uttam Kumaran: give me the Api, and then the problem is, they drag me into helping them. They don’t have like any like tech people. So they drag me, helping them with shopify

203 00:20:48.430 ⇒ 00:20:50.329 Uttam Kumaran: order, digging and stuff.

204 00:20:50.550 ⇒ 00:20:51.130 Robert Tseng: Yeah.

205 00:20:51.570 ⇒ 00:20:57.251 Uttam Kumaran: And the problem with me is like, if it seems like something I could do. I’m like, alright. I’ll just do it, whatever. But it’s like,

206 00:20:57.730 ⇒ 00:21:06.149 Uttam Kumaran: it’s help me see, like the whole picture. And it’s kind. And this is like a 2030 min company that. Yeah, they’re struggling with this.

207 00:21:06.550 ⇒ 00:21:09.679 Uttam Kumaran: It’s like interesting to see that. Yeah.

208 00:21:11.460 ⇒ 00:21:19.097 Robert Tseng: Yeah. But you’re you’re right. I mean, I think data is not the central point for for these buyers like they just want the integrations to work

209 00:21:19.450 ⇒ 00:21:22.419 Robert Tseng: And so what I didn’t like about it was.

210 00:21:22.490 ⇒ 00:21:45.129 Robert Tseng: I felt like when I was at post space, and it would the software team, like everything on the roadmap, was always integrations. It’s like cool you like. Come away like 2 years later, and you have like a hundred plus integrations, with all the different tools that the 3 pls are using. So you can like, go up to waiting warehouse. Be like, yeah, we can plug into that. But yeah, I don’t know. It’s just it kind of felt like it was just like, Yeah, that’s

211 00:21:45.240 ⇒ 00:21:50.989 Robert Tseng: that’s that’s going to be your product. You’re just going to be like an integrations provider, and then you go and you acquire another

212 00:21:51.050 ⇒ 00:21:53.990 Robert Tseng: provider. That also has other integrations. You don’t have to.

213 00:21:53.990 ⇒ 00:21:54.700 Uttam Kumaran: Yeah, after.

214 00:21:54.700 ⇒ 00:21:56.052 Robert Tseng: Building up, smart replacement.

215 00:21:56.390 ⇒ 00:22:00.630 Uttam Kumaran: I think, like even the ups stuff like I was trying to, for like

216 00:22:00.950 ⇒ 00:22:03.420 Uttam Kumaran: they give you a rate sheet. Pdf.

217 00:22:03.430 ⇒ 00:22:23.500 Uttam Kumaran: I’m like, what am I gonna do with this trying to? I’m trying to do comparisons like I’m trying to say we have our current rates. You propose me a new rate, I need to know historically what that would have saved us, and in the future what that, what? That will save us. So then I could come back to you with being like, hey?

218 00:22:23.580 ⇒ 00:22:35.000 Uttam Kumaran: It looks like we’re still gonna have fees here like this region is. Gonna be good. They give me a Pdf with like grids. I’m like this isn’t so. I use like Chacht to help me kind of like.

219 00:22:35.020 ⇒ 00:22:38.979 Uttam Kumaran: turn that into a list. And then I was able to put that into the warehouse.

220 00:22:39.649 ⇒ 00:22:44.960 Uttam Kumaran: But again, there’s like all these fees, there’s like additional. There’s additional fees on weight. There’s additional fees on.

221 00:22:45.230 ⇒ 00:22:47.313 Robert Tseng: Mr. Charges for everything, and.

222 00:22:47.730 ⇒ 00:22:51.219 Uttam Kumaran: So I was like, I was like I could get like, 90% here.

223 00:22:52.430 ⇒ 00:22:53.540 Uttam Kumaran: yeah, you’re you’re I mean.

224 00:22:53.540 ⇒ 00:22:56.919 Robert Tseng: Your rate sheet will never be 100%. Right? It’ll always yeah. Yeah.

225 00:22:56.920 ⇒ 00:23:02.620 Uttam Kumaran: I come to the table when I came to the table, though with like that much info, they basically were like, Okay.

226 00:23:02.620 ⇒ 00:23:28.819 Uttam Kumaran: like great cause. The other thing I did is I I don’t only wanna like get them to lower the price. I wanted to show that we’re actually gonna be shipping more volume as the company. Anything that company has ever done like they barely had a hold on their historicals, let alone like what the future is. So I was like, if I could tell the ups later that we’re gonna ship 20 more. And like, here’s they’re gonna be like cool. And then they gave us even volume based discounts. Right? So it was interesting.

227 00:23:29.800 ⇒ 00:23:32.644 Robert Tseng: Dude you’re doing like a whole team’s job.

228 00:23:34.480 ⇒ 00:23:41.528 Uttam Kumaran: I mean for me, I’m like, just put me on the phone with whoever. And I’m like, I’ll figure I’ll just figure it out.

229 00:23:42.090 ⇒ 00:24:01.269 Uttam Kumaran: But it was fun. I don’t. That’s great dude, that’s it. We should like I have now that I’m like thinking through it like there’s definitely some stories and some stuff we could do. You know whether it’s going at, whether it’s going and talking to the 3 Pl. And seeing if they’re like customers, have any things, whether it’s like

230 00:24:01.750 ⇒ 00:24:17.140 Uttam Kumaran: basically having like 3 pl. For example, we worked with this company called Unis. We now have know what their Api is like, we just work. We now know what their Api is like. So basically, I can create service specific pages that are for those providers. And

231 00:24:17.310 ⇒ 00:24:20.930 Uttam Kumaran: you know, we can. We could do stuff around there and then, of course, like

232 00:24:21.180 ⇒ 00:24:24.070 Uttam Kumaran: just even talking about what sort of analysis we can do.

233 00:24:24.660 ⇒ 00:24:27.619 Uttam Kumaran: whether it’s like zone center gravity type stuff.

234 00:24:27.650 ⇒ 00:24:31.249 Uttam Kumaran: these types of renegotiations. There’s a lot of meat there.

235 00:24:32.590 ⇒ 00:24:33.120 Uttam Kumaran: yeah. So.

236 00:24:33.120 ⇒ 00:24:33.910 Robert Tseng: Totally.

237 00:24:35.050 ⇒ 00:24:35.685 Robert Tseng: And

238 00:24:36.470 ⇒ 00:24:44.389 Robert Tseng: yeah, I mean, like 1. One last thought of that is like, now, once you have multiple providers and you you understand the zone distribution as well.

239 00:24:44.450 ⇒ 00:25:00.140 Robert Tseng: Then, if you start to do some sort of like you can do like optimization strategy for them. It’s like, Hey, target 3 pills into the these few regions. So you never ship zone 8. You’re only shipping like up to zone 2 zone, 3. That’s yeah. That’s like the hugest that that side that saves the most really.

240 00:25:00.320 ⇒ 00:25:13.230 Uttam Kumaran: Yeah. So basically, we’re opening, they have one in New York, Florida and California. And then we’re gonna open something in the Midwest. And the goal is basically like zone 4 or less by ideal, like zone, 2 or 3 or less.

241 00:25:13.230 ⇒ 00:25:13.790 Robert Tseng: Yeah.

242 00:25:14.026 ⇒ 00:25:16.390 Uttam Kumaran: But I think at that point we will have done

243 00:25:16.630 ⇒ 00:25:21.879 Uttam Kumaran: the. We would have done the entire thing like gone from one warehouse to 4.

244 00:25:22.489 ⇒ 00:25:29.140 Uttam Kumaran: Any everything on the shopify side like I I’ve done everything except for being in the warehouse like handing the box. I guess.

245 00:25:29.140 ⇒ 00:25:29.545 Robert Tseng: Yeah.

246 00:25:30.690 ⇒ 00:25:31.710 Uttam Kumaran: So

247 00:25:31.810 ⇒ 00:25:37.570 Uttam Kumaran: yeah, there’s a whole story there. I think we should. We could totally do. And again, it’s it’s really data. Rich.

248 00:25:37.670 ⇒ 00:25:38.345 Uttam Kumaran: Yeah,

249 00:25:39.670 ⇒ 00:25:45.621 Uttam Kumaran: so yeah, that’s great. And I and I know the data shape, too. So we could probably put together sample data for that.

250 00:25:46.530 ⇒ 00:25:47.880 Uttam Kumaran: Yeah, it’s awesome.

251 00:25:48.760 ⇒ 00:25:49.450 Robert Tseng: Cool.

252 00:25:49.570 ⇒ 00:25:50.470 Robert Tseng: Yeah.

253 00:25:52.080 ⇒ 00:26:04.250 Robert Tseng: yeah. I mean, I guess, like, last last couple of thoughts here. Yeah. Everybody who’s this is like, he’s like a data data breaks agency. Yeah, I mean, mostly. Ml, Ops, I guess.

254 00:26:04.629 ⇒ 00:26:10.209 Robert Tseng: Yeah, I don’t really have anything to work with him on right now. But just yeah, just kind of seeing

255 00:26:10.970 ⇒ 00:26:23.759 Robert Tseng: that I just I just keep tabs with them. So I think these are like on the 3 that I would bring to the table of like. I would love to make introductions for you as well. If you, if you want to access any of these specialized services. We want to talk to these folks.

256 00:26:24.920 ⇒ 00:26:34.860 Robert Tseng: yeah, as far as marketing materials. I shared my deck with you. Yeah. I mean, there’s custom slides that I do for every every every lead. And so within.

257 00:26:35.050 ⇒ 00:26:41.850 Robert Tseng: What in future scenarios like we’re happy to chat through that bit more. Thank you. I shared the Sd example last time. So.

258 00:26:42.187 ⇒ 00:26:51.540 Robert Tseng: yeah, that was an interesting process. Still, still waiting to hear back from them. I think they’re going to move forward. But yeah, I think you know, there’s no contract on the table yet.

259 00:26:52.990 ⇒ 00:26:54.350 Robert Tseng: yeah. And then

260 00:26:54.460 ⇒ 00:27:02.420 Robert Tseng: case studies. I, I’ve been working through them. Yeah, that’s that’s kind of the progress that I’ve made based on our conversation. So.

261 00:27:03.180 ⇒ 00:27:08.329 Uttam Kumaran: Cool. I have a couple of things to share as well, I think, kind of similarly.

262 00:27:10.060 ⇒ 00:27:13.299 Uttam Kumaran: somewhat similar organization somewhat just like

263 00:27:13.340 ⇒ 00:27:18.019 Uttam Kumaran: I haven’t thought about like holistically all of sales in a long time. So I’ve been just dumping

264 00:27:18.040 ⇒ 00:27:20.509 Uttam Kumaran: yeah, like multiple places. And

265 00:27:21.010 ⇒ 00:27:45.060 Uttam Kumaran: that’s kind of like what what I’m what I kind of do, I realized, is like, I just dump. And I just talk through everything that I have opportunities at. And even this morning I woke up and I was like, Oh, yeah, I know this guy, Verizon from like years ago, who’s like the head of something. And then I’m like I should call him. And then, Oh, yeah, I know this guy. And so I just want to like, get all that out, basically like, purge every contact.

266 00:27:45.200 ⇒ 00:28:00.120 Uttam Kumaran: every opportunity. And like we, we can narrow, basically try to narrow down into a couple of angles. And then this time around, instead of doing what I did when I started the company, which is just like call and kind of just like fake it. I think there’s actually an opportunity to

267 00:28:00.480 ⇒ 00:28:03.942 Uttam Kumaran: target like 3 industries, maybe, or.

268 00:28:04.520 ⇒ 00:28:05.090 Robert Tseng: Baby.

269 00:28:05.090 ⇒ 00:28:21.520 Uttam Kumaran: Maybe even less to just test have materials ready, either, like a Sam, either to sample apps videos, case studies, service pages, and then basically get the introduction or get in contact with them

270 00:28:21.530 ⇒ 00:28:33.149 Uttam Kumaran: in that contact. Basically, if you’re able to send this sort of information and just like increase the odds that we get a meeting, or we get a second meeting. And then I think, also just targeting industries

271 00:28:33.630 ⇒ 00:28:40.460 Uttam Kumaran: when we have those case studies and sales materials ready. I basically want to take all that content and turn it into like Linkedin

272 00:28:40.760 ⇒ 00:28:53.580 Uttam Kumaran: Linkedin Twitter, just basically like post and that’s the thing that I I think hearing from you, especially from Clinton, bugs me about this all the time. About doing stuff on Linkedin. But I actually think there’s an opportunity

273 00:28:53.670 ⇒ 00:28:57.336 Uttam Kumaran: so, and I’ll show you a little bit of of kind of like how I’m thinking about it.

274 00:28:57.540 ⇒ 00:28:58.060 Robert Tseng: Let’s take.

275 00:28:58.060 ⇒ 00:29:01.390 Uttam Kumaran: Kind of like start posting about these sorts of stories.

276 00:29:01.630 ⇒ 00:29:08.780 Uttam Kumaran: and then basically have some sort of way of like funneling that stuff to a site or something where people contact us, but

277 00:29:08.800 ⇒ 00:29:11.699 Uttam Kumaran: starting more honestly and then

278 00:29:11.770 ⇒ 00:29:27.259 Uttam Kumaran: and doing it short, like doing short form, just like we did this thing and then targeting an industry. Because the nice thing is when when we’ll do a link. If we want to do a Linkedin campaign, we’re basically we’re like, let’s email every Vp of Ops at like every

279 00:29:27.290 ⇒ 00:29:36.934 Uttam Kumaran: warehouse company or something like that. I want them to go to our Linkedin. Be like, oh, these guys have been talking about warehouse stuff. Oh, their site has like clear things about warehouse stuff.

280 00:29:37.250 ⇒ 00:29:54.499 Uttam Kumaran: like, I think that’s the funnel basically that I’ve seen people go to because people people will get on the phone be like, Oh, I saw your website. But I didn’t see anything like this. And I’m like, Okay, cool. So this time around I’m I’m trying to do a little bit more of like, get some content prepared. And I’m working a little bit in a smart way on that, and then

281 00:29:54.770 ⇒ 00:29:58.206 Uttam Kumaran: try to like, start to drum up the Linkedin. Basically.

282 00:29:58.990 ⇒ 00:30:00.800 Uttam Kumaran: I’ll share with you kind of like

283 00:30:00.970 ⇒ 00:30:02.360 Uttam Kumaran: what I’m

284 00:30:02.820 ⇒ 00:30:05.269 Uttam Kumaran: what I’m basically thinking of so far.

285 00:30:10.210 ⇒ 00:30:11.900 Uttam Kumaran: this is just my entire screen.

286 00:30:12.780 ⇒ 00:30:13.540 Uttam Kumaran: One. Sec.

287 00:30:17.460 ⇒ 00:30:18.270 Uttam Kumaran: okay, cool.

288 00:30:24.500 ⇒ 00:30:32.890 Uttam Kumaran: cool. So yeah, I’ve just been dumping thoughts into a dock. And I haven’t figma. And I have some other stuff that we’ve been working through. But basically

289 00:30:33.480 ⇒ 00:30:44.339 Uttam Kumaran: couple of things. So I think we wanted to talk to a little bit today about like the vendor agency map. So I have that info from you. I also wanted we could talk a little bit about like.

290 00:30:44.420 ⇒ 00:30:54.569 Uttam Kumaran: how do we move a client from analytics to de? And then also, like kind of vice versa, vice versa for me is a little bit

291 00:30:55.130 ⇒ 00:30:56.839 Uttam Kumaran: easier because it’s just like

292 00:30:56.920 ⇒ 00:31:03.359 Uttam Kumaran: we’re already so inundated with their data that basically, I’m like, we could also do the analytics. But I think

293 00:31:03.380 ⇒ 00:31:32.920 Uttam Kumaran: there’s a difference between like my team doing it and then basically being like bringing you in and doing it so. But that I’m actually like, probably less worried about, because that implies that there is a client which is which is great, which means at that point we have time to like, figure it out. So I have an intern. Jared who’s been helping me with some stuff? Basically, we were worked out a process. Now, where I’m actually just recording like these stories using this like AI tool. And then we’re basically taking that plugging it into

294 00:31:33.020 ⇒ 00:31:43.669 Uttam Kumaran: a custom Gpt, and it’s turning it into case studies for us. Basically like filling a list of like topics to talk about.

295 00:31:43.710 ⇒ 00:31:48.429 Uttam Kumaran: And I’m basically like, Hey, I’m gonna go record, like, just like what I did there, which is like

296 00:31:48.610 ⇒ 00:31:54.789 Uttam Kumaran: 2 to 3 min of me, just like rambling about what we’ve did, who it was with.

297 00:31:54.850 ⇒ 00:31:56.016 Uttam Kumaran: And then

298 00:31:56.920 ⇒ 00:31:59.431 Uttam Kumaran: we’re gonna take that. And here’s an example like,

299 00:32:00.130 ⇒ 00:32:02.790 Uttam Kumaran: this was in like advertising measurement.

300 00:32:03.533 ⇒ 00:32:09.430 Uttam Kumaran: Basically was like, okay, here’s how we work in advertising space. Here’s kind of what we’ve done.

301 00:32:09.650 ⇒ 00:32:16.419 Uttam Kumaran: I like again. This is just like text, straight Texas speech to text, and then we plug it into gpt, and then it gives us, like

302 00:32:16.950 ⇒ 00:32:23.050 Uttam Kumaran: the basics right? And the thing is from here. It’s easy for me to go. And basically like.

303 00:32:23.180 ⇒ 00:32:31.330 Uttam Kumaran: take what we want, create. We have, we have like a service offering website format. And I can basically go from here or there, real, easy. And actually.

304 00:32:31.450 ⇒ 00:32:37.420 Uttam Kumaran: the intern can even do that. Or anybody can go do that the the problem that’s hard is getting this stuff out of my brain.

305 00:32:37.490 ⇒ 00:32:42.420 Uttam Kumaran: And then also, like it’s not easy for me to to. I don’t think like this.

306 00:32:42.740 ⇒ 00:32:43.310 Robert Tseng: Yeah.

307 00:32:43.310 ⇒ 00:32:53.540 Uttam Kumaran: I just like, I just need to talk about kind of who the players were and what we did. But the AI could totally format it like this. So that’s 1 thing that I basically told them. Hey.

308 00:32:53.770 ⇒ 00:32:59.150 Uttam Kumaran: like, we’re gonna spit out a ton of these, I need a process by which we can do this quickly.

309 00:32:59.240 ⇒ 00:33:11.452 Uttam Kumaran: And I can basically just like talk through or get, for example, get you to talk through or get other people on the team. Just talk through things, and we can just have a pipeline to to those case studies or service offering docs.

310 00:33:11.770 ⇒ 00:33:20.729 Uttam Kumaran: so that’s this. We’ve done this in the last, like 2, 3 days. So I’m kind of pumped about this. I’m sure this will evolve a little bit, but for the most part it works like 80%. Well.

311 00:33:21.000 ⇒ 00:33:24.761 Uttam Kumaran: basically get to put this in there, tweak some stuff and then ship it.

312 00:33:25.030 ⇒ 00:33:25.650 Robert Tseng: Yeah.

313 00:33:25.730 ⇒ 00:33:28.574 Uttam Kumaran: The second thing of kind of working on is

314 00:33:29.540 ⇒ 00:33:31.860 Uttam Kumaran: I worked with a content guy

315 00:33:32.330 ⇒ 00:33:38.030 Uttam Kumaran: like, maybe like 3 months ago, who actually helped me put together kind of like

316 00:33:38.170 ⇒ 00:33:42.693 Uttam Kumaran: how brain force should do content. And this and I work with

317 00:33:43.590 ⇒ 00:34:05.989 Uttam Kumaran: this guy he’s worked with a lot of like B, 2 B+B to C, people doing like ghost writing on Twitter. He worked at a couple of these content agencies that basically write, for these companies do all their blogs and stuff like that. But he also. And he also ran like some of these meme pages, basically is like very involved in like making things blow up on socials, whether it’s in or Twitter and Instagram and I spent some time

318 00:34:06.090 ⇒ 00:34:13.000 Uttam Kumaran: talking to him. He came really recommended from a friend. And basically he interviewed me for like a few hours, and basically like dissected like

319 00:34:13.179 ⇒ 00:34:23.049 Uttam Kumaran: cause. He was asking questions like, Hey, who are there other key influence in this industry? What do people typically respond to? What’s your content diet? And like kind of trying to understand

320 00:34:23.199 ⇒ 00:34:31.628 Uttam Kumaran: how people think about data. And the kind of thing we arrived at is that, like our angle is going to be going after

321 00:34:32.050 ⇒ 00:34:36.459 Uttam Kumaran: like going after executives or like CEO types instead of like technical people.

322 00:34:36.570 ⇒ 00:35:00.820 Uttam Kumaran: Cause I told him, it’s it was tough for me to think about how to market towards someone like me and market towards someone like a CEO. Because I am very. I’m like a skeptical person. So I want to see detail and like, see exactly what happened. CEO is gonna be like, Oh, you can increase Roas by this. And like they they saw these 3 Logos give like, let’s give them a call because they’re just like trying to figure out problems. And so

323 00:35:01.050 ⇒ 00:35:05.119 Uttam Kumaran: it was helpful to talk to him. And he really provided me with some great documents about basically like.

324 00:35:05.240 ⇒ 00:35:08.998 Uttam Kumaran: how do you how to spin up like a content strategy?

325 00:35:09.600 ⇒ 00:35:13.109 Uttam Kumaran: And it was nice because he basically described us as like

326 00:35:13.150 ⇒ 00:35:14.190 Uttam Kumaran: this.

327 00:35:14.300 ⇒ 00:35:26.039 Uttam Kumaran: which is like in many ways. Brainports acts like a company’s. Like skunk works division. They identify problems, pain points that are unique to the client. They create a system for aggregating, analyzing, and visualizing data to help the client solve the problem.

328 00:35:28.030 ⇒ 00:35:31.190 Uttam Kumaran: And so basically, he’s like, we need to be clear. And

329 00:35:31.250 ⇒ 00:35:38.033 Uttam Kumaran: in communicating our expertise in a series of stories which is like documents. The case studies the blog post and the content.

330 00:35:38.850 ⇒ 00:35:42.719 Uttam Kumaran: The blog post is probably the last thing we’ll do once we’re like.

331 00:35:42.740 ⇒ 00:35:49.140 Uttam Kumaran: have our bases covered on like other of this content? The nice thing is like I talked to him. The fact that I’m not.

332 00:35:49.190 ⇒ 00:35:55.680 Uttam Kumaran: I’m not gonna hire like full time content people. So I need one piece of content to be able to scale to other

333 00:35:55.740 ⇒ 00:35:57.750 Uttam Kumaran: yeah, some things. And basically.

334 00:35:58.030 ⇒ 00:36:01.190 Uttam Kumaran: he was like that’s perfect. He’s like the basic thing is like

335 00:36:01.640 ⇒ 00:36:09.519 Uttam Kumaran: the goal of these things are to communicate, educate, and entertain. And he’s like you have like educational database, which is just like

336 00:36:10.103 ⇒ 00:36:17.150 Uttam Kumaran: document about like the services document about client. This is about the CEO.

337 00:36:17.210 ⇒ 00:36:19.739 Uttam Kumaran: There’s another thing about case studies which is like.

338 00:36:19.970 ⇒ 00:36:27.120 Uttam Kumaran: communicate social proof, educate about a specific use case and the value prop, so it’s like, have the subject, the problem, the solution, and, like

339 00:36:27.360 ⇒ 00:36:37.169 Uttam Kumaran: the nice thing about this document is, I’m basically like, I’m just gonna follow up basically like what the process is here. And the other thing that he suggested is like.

340 00:36:37.310 ⇒ 00:36:49.720 Uttam Kumaran: and he also had some stuff about a blog. And then the thing is that’s like social content. The thing that he mentioned and this is, I think is like was really really helpful is like it’s easy to forget. But social is referred to as micro blogging because

341 00:36:49.850 ⇒ 00:36:58.831 Uttam Kumaran: they, their their goal is to communicate ideas in organized scrollable feed. The primary difference is length and frequency. However, social media

342 00:36:59.950 ⇒ 00:37:08.500 Uttam Kumaran: he’s like social media is a means of distribution that means a channel for reaching new clients instead of simply communicating people that we’ve already heard our name.

343 00:37:09.347 ⇒ 00:37:11.070 Uttam Kumaran: And the biggest thing he’s like.

344 00:37:11.120 ⇒ 00:37:18.579 Uttam Kumaran: like blogging. The key to generate a lot audience is to communicate, educate, entertain, and do it all authentically, and he’s like there’s plenty of hacks.

345 00:37:19.042 ⇒ 00:37:24.529 Uttam Kumaran: But basically he’s like stealing attention only produces temporary results. He’s like, just

346 00:37:24.660 ⇒ 00:37:33.850 Uttam Kumaran: be honest with like communicating educating and entertaining. And then the other thing that he could kind of talk through is for the

347 00:37:35.510 ⇒ 00:37:40.659 Uttam Kumaran: he talked about like, basically how to like, get this stuff going or kind of following some of this. But basically he’s like

348 00:37:40.960 ⇒ 00:37:46.389 Uttam Kumaran: he’s like on Linkedin start commenting, start liking and then start up. He’s like, basically was like.

349 00:37:46.490 ⇒ 00:38:00.469 Uttam Kumaran: he’s like dude. I worked in these like algorithm business for a while. He’s like, you kind of have to prime and like show that you have some engagement, and then Linkedin will automatically push your content once you like, start to launch stuff, or like, have a big announcement.

350 00:38:01.970 ⇒ 00:38:06.390 Uttam Kumaran: and so I’m thinking about, like how to do something like this. But

351 00:38:06.520 ⇒ 00:38:07.990 Uttam Kumaran: ideally like

352 00:38:08.310 ⇒ 00:38:10.970 Uttam Kumaran: ideally like this is what I’m thinking, which is like

353 00:38:11.509 ⇒ 00:38:15.829 Uttam Kumaran: kind of following following this method. So I think there’s an opportunity for us to basically

354 00:38:15.840 ⇒ 00:38:18.500 Uttam Kumaran: like duel up on something like this.

355 00:38:18.510 ⇒ 00:38:20.580 Uttam Kumaran: Yeah, basically just like

356 00:38:23.040 ⇒ 00:38:31.700 Uttam Kumaran: just try to consistently post with this in mind, like have cross post. But basically just continue to garner leads using the strategy.

357 00:38:32.900 ⇒ 00:38:35.800 Uttam Kumaran: the toughest part about this is like consistency.

358 00:38:36.220 ⇒ 00:38:36.740 Robert Tseng: Like.

359 00:38:36.740 ⇒ 00:38:39.090 Uttam Kumaran: It’s clearly gonna take a lot of time to get

360 00:38:39.762 ⇒ 00:38:46.540 Uttam Kumaran: everything ready it to to like, basically be like, I can wake up and Tweet, and like, I’m not worried about where they go or what they see.

361 00:38:48.120 ⇒ 00:38:52.550 Uttam Kumaran: And I’m also not worried about like once we get a lead, what happens right? So

362 00:38:53.230 ⇒ 00:38:56.649 Uttam Kumaran: I kind of we’re gonna think a little bit about both sides. But

363 00:38:57.470 ⇒ 00:39:03.280 Uttam Kumaran: I think it was like, I’ve been sitting on this for a while. So I’m like, finally, like working towards like, how do we

364 00:39:03.430 ⇒ 00:39:06.805 Uttam Kumaran: take advantage of this and use it for distribution?

365 00:39:08.670 ⇒ 00:39:16.230 Uttam Kumaran: which is great, which I’m which I’m really really pumped for. The other stuff on the I guess I’ll pause there if you have any thoughts.

366 00:39:16.510 ⇒ 00:39:17.899 Robert Tseng: Yeah, no, I think that’s

367 00:39:18.710 ⇒ 00:39:20.020 Robert Tseng: I.

368 00:39:21.340 ⇒ 00:39:38.209 Robert Tseng: I think it’s just very, very thorough, kind of like the like. Yeah, all the documentation there. I’m glad that you’re like, kind of like writing it out, making a process. Because, yeah, I mean, a lot of these things are things I I’ve been knowing I know or I’ve been hearing. But yeah.

369 00:39:38.210 ⇒ 00:39:40.300 Uttam Kumaran: Like, it’s obvious, right? But.

370 00:39:40.300 ⇒ 00:39:40.770 Robert Tseng: Yeah.

371 00:39:40.770 ⇒ 00:39:44.369 Uttam Kumaran: I I also. I told him I said, Dude, whatever you tell me I’m gonna do.

372 00:39:44.470 ⇒ 00:39:47.150 Uttam Kumaran: I said, I’m not. I’m not in your world.

373 00:39:47.560 ⇒ 00:39:49.280 Uttam Kumaran: I but trust you.

374 00:39:49.350 ⇒ 00:39:56.239 Uttam Kumaran: It’s for me. It’s gonna be the prior supposed to be doing consistently. But if I do it, I’m just gonna read whatever you said I’m doing because I don’t.

375 00:39:56.370 ⇒ 00:39:57.330 Uttam Kumaran: I don’t.

376 00:39:57.590 ⇒ 00:40:04.569 Uttam Kumaran: Not only do I not want to do posting, I would rather make this as seamless as possible, which means it’s like.

377 00:40:04.820 ⇒ 00:40:08.002 Uttam Kumaran: let’s just follow the process, you know, and

378 00:40:08.400 ⇒ 00:40:09.050 Robert Tseng: Yeah.

379 00:40:10.190 ⇒ 00:40:15.300 Uttam Kumaran: That way. There’s no, we don’t, we don’t. We don’t have a tax of like having to think through every decision.

380 00:40:15.730 ⇒ 00:40:16.230 Robert Tseng: Yeah.

381 00:40:16.230 ⇒ 00:40:19.239 Uttam Kumaran: It’s like what my normal life is, anyway. So.

382 00:40:19.540 ⇒ 00:40:23.149 Robert Tseng: Yeah, yeah, if you could make it more automatic, then it’d be better.

383 00:40:23.230 ⇒ 00:40:29.100 Robert Tseng: Yeah, I think for me, like I was like, I had a rhythm going. And then I stopped because it stopped feeling authentic

384 00:40:29.480 ⇒ 00:40:33.029 Robert Tseng: or like, yeah, just various things kind of derailed me. So

385 00:40:33.080 ⇒ 00:40:40.229 Robert Tseng: yeah, I don’t know if it would. Yeah. And then, maybe, like, I think I like, I mentioned overly, I was like, just questioning, like.

386 00:40:40.525 ⇒ 00:40:46.890 Robert Tseng: it’s like, Is this really the right voice that I want to have on on social media and whatnot and I don’t know. Maybe it’s like.

387 00:40:47.900 ⇒ 00:40:51.205 Robert Tseng: yeah, you need to give it need to give it more time. But

388 00:40:51.460 ⇒ 00:41:01.780 Uttam Kumaran: And I think it’ll be nice to do this together, too, and like I wanted. When I start doing this, I’ll probably start calling Clint, too, because I think this is just hard and it’s not like.

389 00:41:01.860 ⇒ 00:41:08.939 Uttam Kumaran: I think, in business I’ve had like I I’m like an engineer. So even doing this business stuff is foreign. This stuff is even more foreign.

390 00:41:09.200 ⇒ 00:41:13.440 Uttam Kumaran: So but that the the thing is I’m a lot more.

391 00:41:13.570 ⇒ 00:41:15.029 Uttam Kumaran: I’m a lot more.

392 00:41:15.548 ⇒ 00:41:24.999 Uttam Kumaran: I guess. Like, what’s the way to put it? I guess I care a lot less about the shame now than I did like 6 months ago than I did a year ago.

393 00:41:25.030 ⇒ 00:41:27.789 Uttam Kumaran: So for that reason I feel a lot more like

394 00:41:28.030 ⇒ 00:41:32.249 Uttam Kumaran: like I’m looking at this document a lot different than I looked when we 1st wrote it. Because I’m like.

395 00:41:32.700 ⇒ 00:41:36.090 Uttam Kumaran: I just gonna do whatever it takes to to make this happen.

396 00:41:36.110 ⇒ 00:41:37.076 Uttam Kumaran: Yeah. But

397 00:41:38.250 ⇒ 00:41:43.449 Uttam Kumaran: it wasn’t how I felt when I started like I was really anti this, and

398 00:41:43.500 ⇒ 00:41:50.179 Uttam Kumaran: it takes some evolution. But at the same time I think it’s nice like if we do this together. I think it’s like really great, and I think we could talk

399 00:41:50.210 ⇒ 00:41:56.419 Uttam Kumaran: not like I’m kind of like push to do this, and I really do think Linkedin is at an all time high. Right now.

400 00:41:56.480 ⇒ 00:41:57.880 Uttam Kumaran: Yeah, to like

401 00:41:58.090 ⇒ 00:42:00.989 Uttam Kumaran: volume and opportunity. And I think especially.

402 00:42:01.020 ⇒ 00:42:08.230 Uttam Kumaran: it still continues to be where executives go. And they’re continuing to invest in like this, feed and stuff like that. So

403 00:42:10.170 ⇒ 00:42:22.610 Uttam Kumaran: I think ideally, we do it for a bit. Figure out how to do it repeatedly, and then get some. And then, if there’s results, get somebody else to come like, handle the pressing the button and stuff like that. Yeah.

404 00:42:24.130 ⇒ 00:42:28.080 Robert Tseng: That’s great. I mean. Do you? Do you mind sharing the like kind of the docs you put in.

405 00:42:28.080 ⇒ 00:42:29.040 Uttam Kumaran: Yeah, yeah, just like, and.

406 00:42:29.040 ⇒ 00:42:32.249 Robert Tseng: Kind of read it through, and just my mind as well. Yeah, you, too.

407 00:42:32.250 ⇒ 00:42:53.820 Uttam Kumaran: Yeah, yeah. Yeah. And then, yeah, if you want, I mean the guy who helped me. His name is Nick Trimmer. He actually works for a company here, but also is kind of doing stuff on the side for the company called Work Week, which basically they’re like a content agency. But great guy like if it I mean happy to introduce you to him. But all the stuff, I think I’m sure, like basically apply. So I’ll send everything to you.

408 00:42:54.140 ⇒ 00:42:55.046 Robert Tseng: Okay. Okay.

409 00:42:58.390 ⇒ 00:43:00.825 Uttam Kumaran: the other things I was thinking about was

410 00:43:02.070 ⇒ 00:43:03.920 Uttam Kumaran: So I basically want to have

411 00:43:03.990 ⇒ 00:43:08.130 Uttam Kumaran: like service pages for every major service in every major industry.

412 00:43:08.370 ⇒ 00:43:08.970 Robert Tseng: Yeah.

413 00:43:09.660 ⇒ 00:43:15.610 Uttam Kumaran: Similar. I think I wanna I wanna 1st start with everything I know. And then I wanna basically

414 00:43:15.970 ⇒ 00:43:20.029 Uttam Kumaran: have a path of least resistance for everybody in my company to also

415 00:43:20.070 ⇒ 00:43:40.360 Uttam Kumaran: brain dump from things that maybe we that they’ve done, that I haven’t done. And then also, I have some people that are interested in getting in the consulting game on the data side. And I’m like there. But then they’re like, How do I help? And I’m like you could make intros. And then they’re maybe they’re like they’re gonna think about that. But they want some sort of establishment. And I’m like, okay, you can help me.

416 00:43:40.790 ⇒ 00:43:45.640 Uttam Kumaran: Basically, I’m like you could write content. That comes out through brain forage. And then we could go

417 00:43:45.940 ⇒ 00:43:47.870 Uttam Kumaran: basically sell that. So

418 00:43:48.300 ⇒ 00:44:12.640 Uttam Kumaran: I’m trying to do this in baby steps. But, for example, I have some people that like for example, I got introduced to a guy that’s like an AI Phd from like Oxford, and he’s interested in getting to data, consultancy and he’s like he’s like dude. I don’t want to do anything on the business side. I just wanna work on these clients. And he previously worked at Mckinsey. And they’re like AI division. And I’m like.

419 00:44:12.730 ⇒ 00:44:20.050 Uttam Kumaran: How are you not getting work? Cause your resume is so stacked, but he’s like he doesn’t have like this sort of mind. And so I’m like.

420 00:44:20.170 ⇒ 00:44:24.289 Uttam Kumaran: cool. Why don’t we write a bunch of stuff about healthcare, about the healthcare industry and AI,

421 00:44:24.460 ⇒ 00:44:25.809 Uttam Kumaran: and then, like.

422 00:44:25.900 ⇒ 00:44:37.429 Uttam Kumaran: I can get us like, if we have those material, I’ll get us the meeting, and then we can go talk to people. So it’s nice, because I’m I’m hoping that brain forge and the content side becomes kind of a conduit for

423 00:44:37.610 ⇒ 00:44:41.759 Uttam Kumaran: for a lot of different things that you can come and basically get access to.

424 00:44:41.930 ⇒ 00:44:46.660 Uttam Kumaran: You know many different services or see different things that may resound to you. And then

425 00:44:46.790 ⇒ 00:44:49.710 Uttam Kumaran: we just find ways to get meetings right? Yeah.

426 00:44:50.500 ⇒ 00:44:52.690 Uttam Kumaran: So gonna try that.

427 00:44:54.060 ⇒ 00:45:05.779 Uttam Kumaran: The the next thing is like I’ve talked, I have. I’m friends with a couple of different like consultancy, some of which I’ve tried stuff, and it kind of fell through or like they’re way bigger than us. And I was like.

428 00:45:06.370 ⇒ 00:45:15.766 Uttam Kumaran: they’re they have all the clients I’m like don’t have anybody for them like I don’t know what their I don’t know what their benefit is. We’re working with me, except for just like, except for just

429 00:45:16.840 ⇒ 00:45:19.540 Uttam Kumaran: losing money. I don’t know. I like so.

430 00:45:20.240 ⇒ 00:45:27.570 Uttam Kumaran: So there’s 2 of them like that. I’ve kind of like done some work with. I know some people that are sap agencies. The angle here is that

431 00:45:27.600 ⇒ 00:45:33.429 Uttam Kumaran: commonly when you have sap, you probably want to extract that data and do analysis and join. It’s other stuff.

432 00:45:33.580 ⇒ 00:45:36.170 Uttam Kumaran: And I’m like these people either have Snowflake

433 00:45:36.280 ⇒ 00:45:37.940 Uttam Kumaran: or they need snowflake.

434 00:45:38.320 ⇒ 00:45:40.119 Uttam Kumaran: The thing is, both of these guys are like

435 00:45:40.390 ⇒ 00:45:41.916 Uttam Kumaran: pretty big

436 00:45:43.230 ⇒ 00:45:44.240 Uttam Kumaran: and

437 00:45:44.270 ⇒ 00:45:47.049 Uttam Kumaran: I think would work better if I brought them

438 00:45:47.730 ⇒ 00:45:49.399 Uttam Kumaran: an SAP. Company.

439 00:45:50.000 ⇒ 00:45:58.489 Uttam Kumaran: and then kind of get the ball rolling like I tried to do some stuff where I’m like, send me snowflake stuff when you get it, but they’re not actively selling snowflake. They don’t know how to sell snowflake

440 00:45:58.580 ⇒ 00:45:59.260 Uttam Kumaran: and

441 00:46:00.580 ⇒ 00:46:02.839 Uttam Kumaran: but they deal with. They’re like

442 00:46:02.900 ⇒ 00:46:07.418 Uttam Kumaran: big fucking sap consultancies like make a shit ton of money.

443 00:46:08.930 ⇒ 00:46:09.580 Uttam Kumaran: so

444 00:46:09.840 ⇒ 00:46:15.309 Uttam Kumaran: so I don’t know, like I’m still sitting on those relationships. I don’t want to do what I did again, which is basically

445 00:46:15.570 ⇒ 00:46:32.290 Uttam Kumaran: fake it. I want to come to the table with something real. So I’ll have to think about that. I have a friend here. That’s kind of like a clay. I/O Consultancy. It’s kind of like bubble type thing she does like Rev. Ops, or she does like, yeah, like growth.

446 00:46:32.890 ⇒ 00:46:39.349 Uttam Kumaran: Yeah, revenue growth, or Rev. Ops, or something like that, basically helping automating like sales, pipelines and sales leads stuff.

447 00:46:39.360 ⇒ 00:46:46.069 Uttam Kumaran: Yeah, she’s a friend of mine like I could call her. And basically she knows really little about data and her clients.

448 00:46:46.400 ⇒ 00:46:56.320 Uttam Kumaran: I don’t know. I think, like I don’t know. I think they’d be really much more interested in in the analy, in like analysis. And your side about data warehouses. It may be a

449 00:46:56.630 ⇒ 00:47:08.589 Uttam Kumaran: play after we we get in there, but I think there’s 1 she’s and like she would totally do it. I have a friend here, Omari, who’s a Cpo. For hire. He’s working with some of these like these, like

450 00:47:08.890 ⇒ 00:47:19.349 Uttam Kumaran: companies and oil and gas. In particular, he has one company that’s basically selling like pipe fittings and like pipes like these like pipes where you can like walk through like they’re massive. That.

451 00:47:19.350 ⇒ 00:47:20.060 Robert Tseng: It’s possible.

452 00:47:20.555 ⇒ 00:47:21.050 Uttam Kumaran: Stuff.

453 00:47:21.050 ⇒ 00:47:21.640 Robert Tseng: Okay.

454 00:47:21.640 ⇒ 00:47:25.581 Uttam Kumaran: He is working on their B, 2 b e-commerce site. Basically.

455 00:47:25.910 ⇒ 00:47:26.510 Robert Tseng: Okay.

456 00:47:26.510 ⇒ 00:47:29.409 Uttam Kumaran: People come to buy stuff, but their site is so bad and like.

457 00:47:29.500 ⇒ 00:47:50.879 Uttam Kumaran: it’s very similar to probably buying steel from these guys where there’s like a site with like a hundred different products, skews, 1,000 skews, the same product image, slight details, adding, this part is so bad. So he’s he’s helped them basically redesign. And now he got the contract to actually do the implementation. And then, basically, he’s like dude. I want you to come in and do real

458 00:47:51.270 ⇒ 00:47:52.280 Uttam Kumaran: after that.

459 00:47:53.730 ⇒ 00:47:58.760 Uttam Kumaran: I’ve I’ve also basically I’m having. I’ve had the same conversation I’m having as you, which is basically like.

460 00:47:58.780 ⇒ 00:48:03.380 Uttam Kumaran: Oh, whatever you’re doing in that industry for those guys, we should go pitch to every other

461 00:48:03.650 ⇒ 00:48:06.269 Uttam Kumaran: company in that same thing. So

462 00:48:06.430 ⇒ 00:48:12.430 Uttam Kumaran: a lot of, I think, very great angles there and then the second thing is, I have a friend that works like a Aws

463 00:48:12.846 ⇒ 00:48:21.019 Uttam Kumaran: agency, but he doesn’t do anything on the he just mainly does like S. 3, and like aws, infra, doesn’t the data side?

464 00:48:21.200 ⇒ 00:48:26.581 Uttam Kumaran: We’re not great friends, I’m sure I’ll I could call them. Probably see what? See what’s up. But

465 00:48:26.970 ⇒ 00:48:28.350 Uttam Kumaran: and I will. But

466 00:48:28.690 ⇒ 00:48:32.581 Uttam Kumaran: wait. I need to have. I definitely need to have like an angle there.

467 00:48:33.520 ⇒ 00:48:36.680 Uttam Kumaran: The other thing is, yeah, I feel like real

468 00:48:37.184 ⇒ 00:49:03.515 Uttam Kumaran: we have a really good opportunity. Basically, I want, I want to lean in on everything on the advertising side to basically hand them over materials to be like. This is what we can do on the add side for so that they can start pitching us to their like. Add clients. And then I wanna again, like I think everything here is like, try to do one deal, try to do 2 deals, and then, like I have a monthly with the head of sales. And so basically, I want to try and

469 00:49:04.370 ⇒ 00:49:17.980 Uttam Kumaran: I wanna try to see if if they’ve ever had. Like, basically, I want them to open up their book to us and say, like, Hey, we’re going after people in manufacturing like, have you talked to anybody? Is there any sales you’ve lost. Is there any sales that you’re working on that you can bring us in on stuff like that?

470 00:49:18.040 ⇒ 00:49:18.734 Uttam Kumaran: Yeah,

471 00:49:19.810 ⇒ 00:49:25.490 Uttam Kumaran: the second thing is evidence evidence like I. I still think the product is great. I haven’t like done

472 00:49:25.937 ⇒ 00:49:29.410 Uttam Kumaran: like we haven’t. We haven’t successfully sold it to anybody.

473 00:49:29.689 ⇒ 00:49:35.340 Uttam Kumaran: I I think maybe it’s a matter of time. But I want to create like a service page for basically like

474 00:49:35.680 ⇒ 00:49:46.040 Uttam Kumaran: we do it evidence implementations and things like that. So. Similarly, I think we should do stuff where it’s like we have a postal page. We have an amplitude page again, just like having these assets ready.

475 00:49:47.090 ⇒ 00:49:55.000 Uttam Kumaran: cause I don’t know again. I don’t think everybody’s gonna read every line, but just the fact that there’s something there about it, I think will encourage people to book a call.

476 00:49:55.500 ⇒ 00:49:56.110 Robert Tseng: Yeah.

477 00:49:56.406 ⇒ 00:50:03.509 Uttam Kumaran: On on our call. Today, I basically was started thinking about like, Oh, we can call some of these guys in warehouse and logistics.

478 00:50:04.243 ⇒ 00:50:05.110 Uttam Kumaran: As well.

479 00:50:05.641 ⇒ 00:50:07.150 Uttam Kumaran: So I’ve kind of like

480 00:50:07.220 ⇒ 00:50:14.479 Uttam Kumaran: noted things there. And then. The other thing is, I have a team of people that have linkedins that I’m going to get to start posting

481 00:50:14.520 ⇒ 00:50:17.070 Uttam Kumaran: stuff as well. So yeah.

482 00:50:17.090 ⇒ 00:50:31.850 Uttam Kumaran: gonna try to signal boost as much as possible here. Which should be interesting. But the this is again, the problem is like, if I’m not clear on what to do when I if I get other people involved, it’s gonna be. It’s gonna be a nightmare. So.

483 00:50:31.850 ⇒ 00:50:32.310 Robert Tseng: Passion.

484 00:50:32.310 ⇒ 00:50:38.846 Uttam Kumaran: I’m trying to like baby stuff. Crawl, walk, run here. The other thing that I’ve been looking at

485 00:50:39.620 ⇒ 00:50:43.379 Uttam Kumaran: is, I’ve been like starting a little bit of a figma just to like kind of map out.

486 00:50:43.500 ⇒ 00:50:46.539 Uttam Kumaran: Maybe, like where we wanna focus on.

487 00:50:46.800 ⇒ 00:50:47.320 Robert Tseng: Cool. Yeah.

488 00:50:47.320 ⇒ 00:50:49.980 Uttam Kumaran: Terms of like industries

489 00:50:50.130 ⇒ 00:50:54.119 Uttam Kumaran: or conferences, or like vendors, the vendors we’ve talked a little bit about

490 00:50:55.380 ⇒ 00:50:57.580 Uttam Kumaran: but I guess, like maybe today.

491 00:50:57.590 ⇒ 00:51:00.620 Uttam Kumaran: it would be great to narrow down

492 00:51:00.660 ⇒ 00:51:02.590 Uttam Kumaran: a couple of industries.

493 00:51:04.200 ⇒ 00:51:11.120 Uttam Kumaran: in in an effort to basically be like, let’s go the distance on these in terms of getting these case studies and stuff.

494 00:51:11.430 ⇒ 00:51:18.659 Uttam Kumaran: I’m gonna try and get as many done as possible. But, like I, it’s gonna be hard to go after. Add tech Ecom, all these guys right?

495 00:51:18.660 ⇒ 00:51:19.180 Robert Tseng: Yeah.

496 00:51:19.180 ⇒ 00:51:21.989 Uttam Kumaran: One. I wanna I wanna find one where it’s like

497 00:51:22.010 ⇒ 00:51:28.410 Uttam Kumaran: and also add, tech e-comm is high noise. There’s a ton of people talking about that stuff.

498 00:51:28.650 ⇒ 00:51:29.230 Robert Tseng: Yeah.

499 00:51:30.270 ⇒ 00:51:36.000 Uttam Kumaran: So I want to think about between us, like, what are some good angles? And it doesn’t have to be 3. It could be one but

500 00:51:36.546 ⇒ 00:51:41.680 Uttam Kumaran: trying to think about something that we could go where we have enough stories that we could turn into this

501 00:51:42.010 ⇒ 00:51:45.970 Uttam Kumaran: where we have we? We’re confident in, like what the sales motion could be. And

502 00:51:46.440 ⇒ 00:51:50.780 Uttam Kumaran: basically we go the distance from the case study service pages

503 00:51:50.980 ⇒ 00:51:52.799 Uttam Kumaran: to the Linkedin posts.

504 00:51:52.830 ⇒ 00:51:55.700 Uttam Kumaran: We have, like some couple of custom slides prepared.

505 00:51:55.730 ⇒ 00:51:57.190 Uttam Kumaran: And then we basically just like

506 00:51:57.600 ⇒ 00:52:00.620 Uttam Kumaran: we’re like, cool July is gonna be focused on this

507 00:52:03.390 ⇒ 00:52:04.370 Uttam Kumaran: so

508 00:52:04.490 ⇒ 00:52:07.230 Uttam Kumaran: I don’t know if you have any gut reaction, so like what

509 00:52:07.480 ⇒ 00:52:14.000 Uttam Kumaran: what we could do. I like the where I like the leg. After talking today, I think we have a lot of meet on the logistic side.

510 00:52:14.710 ⇒ 00:52:21.693 Robert Tseng: Yeah. Logistics and manufacturing is is still, I feel like we’re that’s like the untapped opportunity.

511 00:52:22.480 ⇒ 00:52:35.080 Robert Tseng: yeah. But those those folks they’re not on Linkedin, you know. And yeah, they they are cold calling, like cold calls, E emails like very traditional like fire personas. Probably like

512 00:52:35.220 ⇒ 00:52:36.500 Robert Tseng: older

513 00:52:37.080 ⇒ 00:52:50.159 Robert Tseng: older white male. Typically, and yeah, I think we at least cause I’ve read some Linkedin campaigns, targeting environmental services, warehousing. And like, I guess, steel manufacturing.

514 00:52:51.130 ⇒ 00:52:52.260 Robert Tseng: And

515 00:52:52.330 ⇒ 00:52:56.850 Robert Tseng: from yeah, I mean, I ran the campaign for like 3 months probably had like

516 00:52:56.960 ⇒ 00:52:58.820 Robert Tseng: less than 10 calls.

517 00:52:59.620 ⇒ 00:53:00.639 Robert Tseng: Yeah, like

518 00:53:00.890 ⇒ 00:53:05.199 Robert Tseng: all but one, we’re we’re older white male, like older than 40.

519 00:53:05.605 ⇒ 00:53:17.260 Robert Tseng: There was 1 1 female who was in her thirties, but that was because she was like a former Stella, like employee that jumped to a different company. So had somewhat of a warm lead there.

520 00:53:19.110 ⇒ 00:53:20.810 Robert Tseng: yeah. But I think

521 00:53:21.240 ⇒ 00:53:26.399 Robert Tseng: it was hot. Yeah, they they needed the demo. They can’t wrap their head around the tech the like. The

522 00:53:26.410 ⇒ 00:53:34.610 Robert Tseng: the tech concept, which is why I think, like going to a conference would be really important. And yeah, I I wish I had something more visual to show them on the call.

523 00:53:34.610 ⇒ 00:53:35.070 Uttam Kumaran: Yeah.

524 00:53:36.910 ⇒ 00:53:45.290 Robert Tseng: yeah. And then, yes, I I just I, yeah, I think if that’s if that’s the industry we focus on, like, I think that. That’s what those are my learnings from like.

525 00:53:46.620 ⇒ 00:53:48.220 Robert Tseng: yeah, like, where

526 00:53:48.380 ⇒ 00:53:53.969 Robert Tseng: who the buyer is like, where, where, where they could be found, and like what what we need in order to go and get them.

527 00:53:55.690 ⇒ 00:53:57.329 Robert Tseng: yeah, I mean, obviously.

528 00:53:57.430 ⇒ 00:54:03.769 Robert Tseng: I think, like this Linkedin scrap that you propose like with the content and everything. It is really targeting like a.

529 00:54:04.000 ⇒ 00:54:04.420 Uttam Kumaran: Yeah.

530 00:54:04.420 ⇒ 00:54:07.129 Robert Tseng: I’ll say, like 40 s. And under like audience.

531 00:54:07.200 ⇒ 00:54:11.539 Robert Tseng: the folks that are in already in in tech that use linkedin that

532 00:54:12.260 ⇒ 00:54:14.260 Robert Tseng: yeah. And like, I think

533 00:54:14.290 ⇒ 00:54:15.700 Robert Tseng: for these.

534 00:54:15.840 ⇒ 00:54:28.519 Robert Tseng: yeah, if we’re gonna go after like a logistics warehousing like, I don’t think that they’re after that active on on Linkedin and so I think that’s something we need to consider. If we’re if we’re going to go after these these folks.

535 00:54:28.660 ⇒ 00:54:29.170 Robert Tseng: I.

536 00:54:29.170 ⇒ 00:54:31.460 Uttam Kumaran: Think, going the conference angle

537 00:54:31.850 ⇒ 00:54:37.226 Uttam Kumaran: just to go somewhere and basically be like, shake as many hands as possible as like a way to

538 00:54:37.830 ⇒ 00:54:38.860 Uttam Kumaran: into it.

539 00:54:38.900 ⇒ 00:54:42.089 Uttam Kumaran: And then basically, cause I’m cause. What I’ll do is I’ll basically go ask.

540 00:54:42.120 ⇒ 00:54:55.085 Uttam Kumaran: what are you guys? What is what everyone reading? What is everyone watching like, where else are you guys going like? That’s the thing. Because in data and e-comm, I know all that I know exactly is going

541 00:54:56.500 ⇒ 00:55:02.139 Uttam Kumaran: and in manufacturing logics, I don’t know, but like I think there’s an opportunity

542 00:55:02.210 ⇒ 00:55:05.029 Uttam Kumaran: to to do something in there.

543 00:55:05.510 ⇒ 00:55:15.060 Uttam Kumaran: I mean, maybe like I don’t know if like I’d be down to go to that Fabtech Orlando. But if there’s any of other ones even like sooner we could even try and look into one of them.

544 00:55:15.060 ⇒ 00:55:19.634 Robert Tseng: Yeah, let’s let’s look into something sooner, too, and and try to go go to that.

545 00:55:20.450 ⇒ 00:55:24.350 Robert Tseng: yeah, I mean, I think these conferences are way cheaper than our typical.

546 00:55:24.350 ⇒ 00:55:25.660 Uttam Kumaran: Yeah. Oh, my God, yeah.

547 00:55:25.660 ⇒ 00:55:26.210 Robert Tseng: Then.

548 00:55:26.210 ⇒ 00:55:27.390 Uttam Kumaran: Bucks, yeah.

549 00:55:27.723 ⇒ 00:55:34.736 Robert Tseng: Like 50 bucks to get a booth crazy. Yeah. And it’d be great to just like set up there to speak.

550 00:55:35.250 ⇒ 00:55:41.730 Robert Tseng: yeah, I mean there are no data people that are going to these conferences. So I think we would really be able to stand out.

551 00:55:43.190 ⇒ 00:55:46.340 Uttam Kumaran: Okay, let me take that as like an action to try to find some good ones.

552 00:55:46.340 ⇒ 00:55:54.030 Robert Tseng: Yeah, let’s look for some. I can try to recall like things that I’ve been to or like, cause yeah companies that I worked at where they’re at.

553 00:55:54.140 ⇒ 00:55:58.240 Robert Tseng: I also have, like every I have, like I have the customer list of like

554 00:55:59.650 ⇒ 00:56:04.100 Robert Tseng: I. I have, like all of O’neal steals, and, like Stella, and

555 00:56:04.410 ⇒ 00:56:07.619 Robert Tseng: the 6 year stops on customer lists. So.

556 00:56:07.620 ⇒ 00:56:14.320 Uttam Kumaran: I wonder, like, I wonder whether I mean, the thing is that if it has to come in through email, then basically, we just need to think through like

557 00:56:14.600 ⇒ 00:56:16.419 Uttam Kumaran: a pretty targeted.

558 00:56:16.680 ⇒ 00:56:19.869 Uttam Kumaran: Just think through a pretty targeted email, think about who?

559 00:56:20.110 ⇒ 00:56:22.409 Uttam Kumaran: What type of role would be enticed and

560 00:56:22.630 ⇒ 00:56:23.410 Uttam Kumaran: like

561 00:56:24.898 ⇒ 00:56:27.610 Uttam Kumaran: go after a certain company size. Right? So.

562 00:56:27.990 ⇒ 00:56:28.469 Robert Tseng: Yeah, I mean.

563 00:56:28.470 ⇒ 00:56:30.699 Uttam Kumaran: Or call is best. Then.

564 00:56:31.550 ⇒ 00:56:35.700 Uttam Kumaran: like, that’s just another strategy. I think we could do that. I think that’s honestly like

565 00:56:36.060 ⇒ 00:56:38.630 Uttam Kumaran: that skips the content side, which is.

566 00:56:39.210 ⇒ 00:56:41.639 Uttam Kumaran: which is fine, and we just work through that list.

567 00:56:42.540 ⇒ 00:56:47.409 Robert Tseng: Yeah, I mean, I’ll I’ll tell you, like a small example

568 00:56:47.430 ⇒ 00:57:00.320 Robert Tseng: client that I work with before I’m the trucking the trucking space. They basically were just like a service provider to fill out like a renewal form for for truckers like once every 2 years.

569 00:57:00.754 ⇒ 00:57:07.120 Robert Tseng: I like wrote them like this automated program to pull from like the Federal like

570 00:57:07.240 ⇒ 00:57:10.469 Robert Tseng: row of like it’s all it’s all public like when

571 00:57:10.650 ⇒ 00:57:26.079 Robert Tseng: like when truckers need to like, resubmit this form. And so you take that. That’s your email list. You go. And you just set up some automation to go target them. So the client I was working for. I build all that out for them. They basically charge $200 to file file that form.

572 00:57:26.170 ⇒ 00:57:27.359 Robert Tseng: I just like.

573 00:57:27.920 ⇒ 00:57:35.450 Robert Tseng: I I don’t do this anymore because I I get got called up with the client, whatever. But I basically just like, set my own email to the list.

574 00:57:35.450 ⇒ 00:57:36.130 Uttam Kumaran: Yeah.

575 00:57:36.130 ⇒ 00:57:40.666 Robert Tseng: It’s like use. Gpt, to fill out the form, and I charge them $100, and

576 00:57:40.950 ⇒ 00:57:41.350 Uttam Kumaran: Wow!

577 00:57:41.350 ⇒ 00:57:47.514 Robert Tseng: Yeah, yeah, probably sent around 1,000 emails. And I, I filed 50, 50 of them.

578 00:57:48.120 ⇒ 00:58:11.230 Robert Tseng: Yeah, so it’s like it. A cold email cold call still works there like I did. I did hire someone to do some cold calls and also like, do the email front and the combined of that. I was able to, you know, just just bank like 5 K, just from something really easy. And so that to me was just like validation like, okay. And I think this is still how the space like these are, how these these folks still operate.

579 00:58:12.020 ⇒ 00:58:20.710 Robert Tseng: But yeah, I mean, that was just like a small experiment that I ran but yeah, I I think that’s that’s why I was like, okay, yeah. Anyway, that’s

580 00:58:20.840 ⇒ 00:58:22.959 Robert Tseng: small. 10. Yeah, I think that’s the example.

581 00:58:22.960 ⇒ 00:58:28.969 Uttam Kumaran: I mean again, if, like, the thing is that if we can set up like an Apollo campaign to basically target a bunch of people

582 00:58:31.060 ⇒ 00:58:32.420 Uttam Kumaran: yeah, or

583 00:58:32.660 ⇒ 00:58:34.030 Uttam Kumaran: something like that. Like.

584 00:58:34.350 ⇒ 00:58:44.419 Uttam Kumaran: I think that would work really? Well, okay, so let’s think of, let’s think through that. I mean, yeah, I think we could target. May. I think we have enough of like an interesting angle into manufacturing logistics?

585 00:58:44.450 ⇒ 00:58:46.560 Uttam Kumaran: I think targeting

586 00:58:46.940 ⇒ 00:58:47.770 Uttam Kumaran: like.

587 00:58:49.750 ⇒ 00:58:52.670 Uttam Kumaran: I think so. Targeting Ecom is fine

588 00:58:52.940 ⇒ 00:58:53.770 Uttam Kumaran: like.

589 00:58:54.180 ⇒ 00:58:58.470 Uttam Kumaran: I mean, I I think there’s still probably a lot in like b 2 b Sas, that could be done.

590 00:58:58.470 ⇒ 00:58:59.040 Robert Tseng: Yeah.

591 00:58:59.391 ⇒ 00:59:02.909 Uttam Kumaran: But again, these are like really saturated with tools, and

592 00:59:03.450 ⇒ 00:59:05.749 Uttam Kumaran: but that that is a Linkedin audience. So.

593 00:59:06.060 ⇒ 00:59:06.620 Robert Tseng: Yeah.

594 00:59:10.210 ⇒ 00:59:13.820 Uttam Kumaran: yeah, maybe I can think about a 3.rd But I like going after these guys. And

595 00:59:14.140 ⇒ 00:59:17.599 Uttam Kumaran: I mean, maybe we just start there like, we just start with going after these 2.

596 00:59:18.020 ⇒ 00:59:18.640 Robert Tseng: Yeah.

597 00:59:19.240 ⇒ 00:59:22.190 Uttam Kumaran: Ditch this idea for now and then, just like.

598 00:59:22.270 ⇒ 00:59:29.720 Uttam Kumaran: basically try to write some stories around this, get the conferences, and we just do like a little like 2 month experiment or something, and see like

599 00:59:29.870 ⇒ 00:59:31.819 Uttam Kumaran: what the results are. Again.

600 00:59:32.500 ⇒ 00:59:38.399 Uttam Kumaran: I just want us to go talk to as many people as possible, because I just realized that that’s the barrier between

601 00:59:38.540 ⇒ 00:59:41.429 Uttam Kumaran: us, figuring out whether there’s interest or not.

602 00:59:41.580 ⇒ 00:59:48.629 Uttam Kumaran: Everything we do before is just preparation. So yeah, let’s find out if some of these conferences are there, and let’s go

603 00:59:49.390 ⇒ 00:59:53.080 Uttam Kumaran: in terms of like the vendors and everything like again. I’m just gonna be

604 00:59:53.460 ⇒ 00:59:56.640 Uttam Kumaran: ripping as many case studies and stuff over the next

605 00:59:57.140 ⇒ 01:00:00.938 Uttam Kumaran: week as possible to try to get stuff prepared.

606 01:00:02.570 ⇒ 01:00:04.689 Uttam Kumaran: and then we can just go from there.

607 01:00:05.440 ⇒ 01:00:07.190 Robert Tseng: Yeah, that sounds good.

608 01:00:07.330 ⇒ 01:00:08.020 Robert Tseng: Okay.

609 01:00:09.130 ⇒ 01:00:10.480 Robert Tseng: One would love me.

610 01:00:11.279 ⇒ 01:00:12.080 Uttam Kumaran: Cool.

611 01:00:12.220 ⇒ 01:00:23.950 Uttam Kumaran: Okay, great. I’m gonna share all this. I’ll just share a notion with like links to everything with you. And then we can. You just feel free to this will hopefully get a little bit more organized. But I’ve just been like dumping stuff in here. So.

612 01:00:23.950 ⇒ 01:00:24.910 Robert Tseng: Now it’s great.

613 01:00:25.080 ⇒ 01:00:25.810 Robert Tseng: Yeah.

614 01:00:26.870 ⇒ 01:00:28.380 Robert Tseng: Okay, cool. Man.

615 01:00:28.630 ⇒ 01:00:32.302 Uttam Kumaran: Alright, dude. Enjoy, enjoy your time. Yeah. Do some thinking.

616 01:00:32.670 ⇒ 01:00:33.380 Robert Tseng: Yeah.

617 01:00:33.380 ⇒ 01:00:35.990 Uttam Kumaran: I’m happy that you get a break. So yeah, enjoy.

618 01:00:36.320 ⇒ 01:00:36.950 Robert Tseng: Yeah.

619 01:00:37.090 ⇒ 01:00:38.740 Robert Tseng: thanks. Talk to you soon.

620 01:00:38.740 ⇒ 01:00:39.800 Uttam Kumaran: Okay. Alright, bye.