Meeting Title: Uttam <> Robert—Sales-Weekly Date: 2024-06-26 Meeting participants: Robert Tseng, Uttam Kumaran
WEBVTT
1 00:02:34.130 ⇒ 00:02:35.079 Robert Tseng: Hey, you, Tom?
2 00:02:38.460 ⇒ 00:02:39.330 Robert Tseng: Hope
3 00:02:40.380 ⇒ 00:02:42.560 Robert Tseng: I can. Can you hear me?
4 00:02:44.370 ⇒ 00:02:47.439 Robert Tseng: I do not hear you. Let me see.
5 00:02:50.760 ⇒ 00:02:51.930 Robert Tseng: Hello! Hello!
6 00:02:53.340 ⇒ 00:02:54.960 Uttam Kumaran: Hour. Enough. Okay. Cool.
7 00:02:54.960 ⇒ 00:02:56.360 Robert Tseng: Okay, yeah, I hear you.
8 00:02:56.640 ⇒ 00:02:58.285 Uttam Kumaran: Sorry with me. How’s the trip?
9 00:02:59.280 ⇒ 00:03:03.076 Robert Tseng: It’s good still in Panama, actually. But flying out later today. So
10 00:03:03.660 ⇒ 00:03:04.000 Uttam Kumaran: Right.
11 00:03:04.000 ⇒ 00:03:06.190 Robert Tseng: Go head to the airport in like an hour or 2.
12 00:03:06.390 ⇒ 00:03:07.060 Uttam Kumaran: Nice.
13 00:03:07.670 ⇒ 00:03:08.660 Uttam Kumaran: awesome
14 00:03:08.950 ⇒ 00:03:10.330 Uttam Kumaran: you look rested.
15 00:03:10.570 ⇒ 00:03:14.120 Robert Tseng: Oh, yeah, it was great. I I feel I feel excited. Yeah.
16 00:03:14.120 ⇒ 00:03:14.710 Uttam Kumaran: Oh.
17 00:03:15.130 ⇒ 00:03:15.950 Uttam Kumaran: they asked.
18 00:03:17.068 ⇒ 00:03:25.619 Uttam Kumaran: Yeah, stuff’s been good. We’ve been making a lot of progress on the sales side. I’ve been consistent on Linkedin, which has been good.
19 00:03:25.620 ⇒ 00:03:27.870 Robert Tseng: Oh, really, okay, I haven’t. I haven’t looked at your post yet.
20 00:03:27.870 ⇒ 00:03:28.230 Uttam Kumaran: No.
21 00:03:28.230 ⇒ 00:03:29.640 Robert Tseng: Gotta get back into the engagement.
22 00:03:29.640 ⇒ 00:03:30.960 Uttam Kumaran: It’s been nice, I mean.
23 00:03:31.190 ⇒ 00:03:32.010 Uttam Kumaran: it’s
24 00:03:32.938 ⇒ 00:03:34.829 Uttam Kumaran: it hasn’t been like as
25 00:03:35.550 ⇒ 00:03:37.433 Uttam Kumaran: much pulling teeth as I.
26 00:03:37.930 ⇒ 00:03:40.440 Uttam Kumaran: I thought it was gonna be so, yeah.
27 00:03:41.280 ⇒ 00:03:43.480 Uttam Kumaran: not bad. So yeah.
28 00:03:43.700 ⇒ 00:03:47.879 Uttam Kumaran: otherwise, we’ve just been like having more conversations with people around.
29 00:03:48.380 ⇒ 00:03:52.080 Uttam Kumaran: You know, shipping and manufacturing. And I have some other
30 00:03:52.250 ⇒ 00:03:58.100 Uttam Kumaran: partners. I think we can lean on that are, you know, outside of data, but are in that world.
31 00:03:58.444 ⇒ 00:04:02.999 Uttam Kumaran: And they basically kind of have a structure in mind about like plan of attack. Basically.
32 00:04:03.150 ⇒ 00:04:04.080 Uttam Kumaran: Yeah.
33 00:04:05.350 ⇒ 00:04:09.040 Uttam Kumaran: So maybe we can go through that. I have to jump in 30.
34 00:04:09.040 ⇒ 00:04:12.819 Robert Tseng: Yeah, yeah, we yeah, I. I don’t have any updates really on my end. So I don’t think we can.
35 00:04:12.820 ⇒ 00:04:15.440 Uttam Kumaran: Yeah, I mean, we could just run through what we have.
36 00:04:15.440 ⇒ 00:04:15.890 Robert Tseng: Yeah.
37 00:04:17.750 ⇒ 00:04:20.200 Uttam Kumaran: And then, okay, so let me share.
38 00:04:28.570 ⇒ 00:04:37.139 Uttam Kumaran: Okay, so bear with me here. So basically, what we’re doing is
39 00:04:37.390 ⇒ 00:04:49.729 Uttam Kumaran: kind of like planning for like a little bit of a launch of the brand. And I think we probably talk about this last time, but kind of thinking through what we want to have planned. The big thing is like.
40 00:04:50.420 ⇒ 00:05:08.570 Uttam Kumaran: it’s it’s both a launch for the brand, but also like being targeted in in a few industries particularly wanted to talk through shipping logistics and like manufacturing the big things on the shipping logistics and manufacturing side is.
41 00:05:08.800 ⇒ 00:05:15.100 Uttam Kumaran: I want to have, like a really good understanding of a few things in order to be able to
42 00:05:15.220 ⇒ 00:05:16.780 Uttam Kumaran: build a lead list.
43 00:05:16.910 ⇒ 00:05:19.130 Uttam Kumaran: And then in order to
44 00:05:19.230 ⇒ 00:05:20.609 Uttam Kumaran: get meetings booked.
45 00:05:20.640 ⇒ 00:05:27.439 Uttam Kumaran: So basically want to have a good understanding of, like who the persona is on. The buyer like this could just be like roles. Basically.
46 00:05:27.440 ⇒ 00:05:27.940 Robert Tseng: Yeah.
47 00:05:27.940 ⇒ 00:05:32.240 Uttam Kumaran: What are the problems that we’re like gonna basically advertise. And this is also gonna help
48 00:05:32.500 ⇒ 00:05:41.250 Uttam Kumaran: us when we’re selling. And people who may sell on our behalf to basically be like, do you guys have these sorts of problems or like whether it’s time money.
49 00:05:41.450 ⇒ 00:05:45.419 Uttam Kumaran: like data related stuff? And then basically, what is our
50 00:05:45.570 ⇒ 00:05:46.520 Uttam Kumaran: pitch.
51 00:05:46.660 ⇒ 00:05:49.690 Uttam Kumaran: The other stuff is basically like, once we have these.
52 00:05:49.840 ⇒ 00:05:51.539 Uttam Kumaran: it’ll be easy
53 00:05:51.590 ⇒ 00:05:53.700 Uttam Kumaran: for us to start like
54 00:05:53.890 ⇒ 00:05:57.190 Uttam Kumaran: either, like identifying materials you already have or put together these
55 00:05:57.270 ⇒ 00:06:05.439 Uttam Kumaran: and these we can have across both of our stuff. And then kind of like content scheduled to kind of just like start putting this out. There.
56 00:06:05.440 ⇒ 00:06:06.040 Robert Tseng: Yeah, and.
57 00:06:06.040 ⇒ 00:06:09.370 Uttam Kumaran: Using these will just basically
58 00:06:09.900 ⇒ 00:06:19.779 Uttam Kumaran: start putting together a list of both accounts. And then also, who in those accounts we should target whether they’re like cold email or linkedin
59 00:06:19.850 ⇒ 00:06:22.719 Uttam Kumaran: or whatever. So
60 00:06:22.850 ⇒ 00:06:26.909 Uttam Kumaran: that’s kind of how I was thinking about things.
61 00:06:27.700 ⇒ 00:06:29.510 Uttam Kumaran: if we go into like.
62 00:06:29.590 ⇒ 00:06:31.860 Uttam Kumaran: for example, like in manufacturing.
63 00:06:32.340 ⇒ 00:06:36.449 Uttam Kumaran: Basically, we’re thinking about like, okay, like, who is
64 00:06:36.510 ⇒ 00:06:40.490 Uttam Kumaran: the customer? What are the locations like? What kind of manufacturing?
65 00:06:40.550 ⇒ 00:06:45.610 Uttam Kumaran: And then just thinking through like the steps. But this is obviously the most important thing which is like.
66 00:06:46.000 ⇒ 00:06:51.980 Uttam Kumaran: who’s the persona? And like, what are their problems that we want to go after? And then basically, like
67 00:06:52.220 ⇒ 00:06:54.000 Uttam Kumaran: thinking through
68 00:06:55.380 ⇒ 00:07:00.290 Uttam Kumaran: like, who do we? Who do we have and who what? What like, what the lead list we want to start building is.
69 00:07:00.570 ⇒ 00:07:01.040 Robert Tseng: Yeah.
70 00:07:01.040 ⇒ 00:07:01.630 Uttam Kumaran: So
71 00:07:02.110 ⇒ 00:07:12.180 Uttam Kumaran: from my side, like the stuff that we’ve been working on is really on the steel side. And then we’ve also been working. I also have a connection into this company called like Allied group.
72 00:07:12.860 ⇒ 00:07:17.019 Uttam Kumaran: which does like pipe and like pipe manufacturers.
73 00:07:18.150 ⇒ 00:07:22.360 Uttam Kumaran: So I don’t know. Where where do you think is the best place to start today.
74 00:07:25.940 ⇒ 00:07:28.590 Robert Tseng: Yeah, I mean, I’m down to kind of just talk through.
75 00:07:28.590 ⇒ 00:07:28.930 Uttam Kumaran: Yeah.
76 00:07:28.930 ⇒ 00:07:32.279 Robert Tseng: Like steel manufacturers. That’s what we have.
77 00:07:32.640 ⇒ 00:07:34.320 Robert Tseng: what we know so far.
78 00:07:34.320 ⇒ 00:07:35.099 Uttam Kumaran: Yeah, let’s do that.
79 00:07:35.100 ⇒ 00:07:35.640 Robert Tseng: Yeah.
80 00:07:41.850 ⇒ 00:07:49.729 Robert Tseng: Yeah. And like, I think that Fab tech Expo is like a great like place to look for other agent adjacent companies as well.
81 00:07:50.660 ⇒ 00:07:53.700 Uttam Kumaran: Okay. I’m just gonna steal manufacturing fabrication pack.
82 00:07:53.700 ⇒ 00:07:54.044 Robert Tseng: Yeah.
83 00:07:54.390 ⇒ 00:07:55.480 Uttam Kumaran: Like overall
84 00:07:57.280 ⇒ 00:08:01.190 Uttam Kumaran: kind of the big things I was like. One I basically want, like
85 00:08:01.620 ⇒ 00:08:09.030 Uttam Kumaran: any sort of documents related to data and manufacturing, and in particular, I think we could do data in like fabrication.
86 00:08:09.030 ⇒ 00:08:09.620 Robert Tseng: Yeah.
87 00:08:09.620 ⇒ 00:08:15.040 Uttam Kumaran: It came across this 5 train article that came out like literally the other day, which is basically like.
88 00:08:15.230 ⇒ 00:08:16.050 Robert Tseng: Oh!
89 00:08:16.050 ⇒ 00:08:17.080 Uttam Kumaran: Semex.
90 00:08:17.320 ⇒ 00:08:17.880 Uttam Kumaran: or Kevin.
91 00:08:17.880 ⇒ 00:08:18.510 Robert Tseng: Yeah.
92 00:08:19.660 ⇒ 00:08:20.440 Uttam Kumaran: like
93 00:08:20.550 ⇒ 00:08:24.490 Uttam Kumaran: how they how they use 5 tran to basically do a bunch of stuff. And I was like.
94 00:08:24.760 ⇒ 00:08:33.040 Uttam Kumaran: I need every article like this that was written by any major data provider. Yeah, that I could feed. And we can basically dissect like, what are they going after.
95 00:08:33.049 ⇒ 00:08:33.819 Robert Tseng: Yeah.
96 00:08:34.659 ⇒ 00:08:35.739 Robert Tseng: That’s great!
97 00:08:35.740 ⇒ 00:08:36.390 Uttam Kumaran: Yeah.
98 00:08:38.243 ⇒ 00:08:46.970 Uttam Kumaran: but I mean the stuff. The stuff on steel that we were basically working on is stuff around like materials, right? Like awesome material.
99 00:08:47.410 ⇒ 00:08:54.540 Uttam Kumaran: You just list all these out, and then I’ll kind of try to use AI to kind of help. Also fill in any gaps that we have, but if I can give it as much as I can give, it
100 00:08:54.840 ⇒ 00:09:00.530 Uttam Kumaran: will be good, I mean, for for Stella what we’re looking at materials, costumes. There’s also a huge push on like
101 00:09:01.080 ⇒ 00:09:04.590 Uttam Kumaran: the customer side, like customer segmentation.
102 00:09:11.270 ⇒ 00:09:15.070 Uttam Kumaran: materials. I mean, we also talked about like kind of like
103 00:09:16.040 ⇒ 00:09:17.210 Uttam Kumaran: quotes
104 00:09:17.920 ⇒ 00:09:20.301 Uttam Kumaran: trying to think of other things that may be like
105 00:09:21.450 ⇒ 00:09:24.710 Uttam Kumaran: Every sort of client in this arena may be tackling.
106 00:09:26.120 ⇒ 00:09:31.589 Robert Tseng: Yeah, I mean, I mean, different types of fabrication process, I think, is probably the big big one like
107 00:09:32.030 ⇒ 00:09:42.900 Robert Tseng: the reason why this quoting tool is so complicated is because, like everybody cuts their steel differently. Different shape size like. And they want different price points. And I mean, it’s just like.
108 00:09:44.130 ⇒ 00:09:55.140 Robert Tseng: And then in their quoting, they’re basically trying to get their customer to tell them like, what is their fabrication process, and so that O’neil can go and like, sell that to them as well, like.
109 00:09:57.930 ⇒ 00:10:04.699 Robert Tseng: yeah. So I mean, there’s there’s so much jargon like. Whenever I talk to their their pms, like.
110 00:10:04.770 ⇒ 00:10:21.130 Robert Tseng: I have a hard time like following some of the the language they’re using especially in when they’re demoing like the Sab product like it’s there’s so many different processes that they’re going. Stella’s simplified version. They’re only focusing on like 3
111 00:10:21.670 ⇒ 00:10:23.969 Robert Tseng: types of operations.
112 00:10:26.080 ⇒ 00:10:31.509 Robert Tseng: And that’s more of like the entry level like tool that they’re hoping to like cast a wider net with.
113 00:10:32.015 ⇒ 00:10:34.989 Robert Tseng: But yeah, they’re longest standing customers like
114 00:10:35.240 ⇒ 00:10:38.790 Robert Tseng: they’ve been. Yeah. They have like very custom.
115 00:10:40.730 ⇒ 00:10:43.379 Robert Tseng: like fabrication processes that are just like.
116 00:10:43.590 ⇒ 00:10:45.770 Robert Tseng: I think that they just like have
117 00:10:50.250 ⇒ 00:10:58.059 Robert Tseng: like spit all that out into the Sfab product. And then they just like generate quotes from from Sfab like weekly. Pretty much
118 00:10:58.660 ⇒ 00:11:07.149 Robert Tseng: so. I was looking through one of like their larger customers. They’re like over a hundred different fabrication, like
119 00:11:07.580 ⇒ 00:11:12.330 Robert Tseng: pro processes that are there that they’re regularly quoting out of Svab.
120 00:11:13.060 ⇒ 00:11:13.734 Robert Tseng: And
121 00:11:16.070 ⇒ 00:11:17.859 Robert Tseng: yeah, I mean, I guess I haven’t.
122 00:11:19.190 ⇒ 00:11:25.779 Robert Tseng: I know surface level enough that like some. Some of the the differences in the types of materials are looking at.
123 00:11:26.147 ⇒ 00:11:29.969 Robert Tseng: But yeah, it’s just like, I think, that just gives you
124 00:11:30.460 ⇒ 00:11:35.090 Robert Tseng: an idea of the kind of complexity that we’re talking about here.
125 00:11:36.280 ⇒ 00:11:42.359 Uttam Kumaran: So in this angle we’re thinking of like steel manufacturers. And then the clients themselves are
126 00:11:42.440 ⇒ 00:11:59.379 Uttam Kumaran: people that are just procuring like what and what like exactly, are they procuring just raw, like raw post Fab materials? Or is it like, I guess, like, what’s the word or any sort of jargon that you even heard that I can just throw in here that would help.
127 00:12:00.130 ⇒ 00:12:02.636 Robert Tseng: Yeah, yeah, I mean, I think it’s it’s
128 00:12:02.960 ⇒ 00:12:07.160 Robert Tseng: that. It’s either raw materials or I mean, every everything is like.
129 00:12:07.683 ⇒ 00:12:14.306 Robert Tseng: yep, pre Pre and post Fab. I think our our terms that we that we see
130 00:12:14.950 ⇒ 00:12:28.819 Robert Tseng: yeah, like they could be doing as something as simple as like a laser cut like in sheets, and then just like sent like that’s like what they’re that’s the product that they’re purchasing to like full full shops that want something like
131 00:12:28.910 ⇒ 00:12:31.820 Robert Tseng: that’s like, almost like a custom like
132 00:12:32.260 ⇒ 00:12:39.027 Robert Tseng: like production ready like car, like vehicle part or something that they’re that they’re trying to get out of, out of
133 00:12:39.800 ⇒ 00:12:44.630 Robert Tseng: out of the out of a coding tool as well. So yeah, I mean.
134 00:12:46.290 ⇒ 00:12:52.859 Uttam Kumaran: Okay, okay. So you’re basically they get they hand over them. Are they handing over like a design file? Or they’re they’re.
135 00:12:52.860 ⇒ 00:12:53.490 Robert Tseng: Yeah.
136 00:12:53.490 ⇒ 00:12:56.179 Uttam Kumaran: Everything from like a CAD file to like.
137 00:12:56.330 ⇒ 00:12:58.199 Uttam Kumaran: I just want this cut a certain way.
138 00:12:58.200 ⇒ 00:13:27.339 Robert Tseng: Yeah, it’s either. Yeah. They have like a like a CAD file upload thing. And then that just like spits out like some of the templates that they have around like what they’re reading the the file to look like or like, if they don’t have a cat file. And they, you know, they’re just cutting something more simple, like it’s just like sheets or roles or cylinders, or whatever else like. They can. Just it’s a lot of clicking around and filling out those details.
139 00:13:31.280 ⇒ 00:13:31.960 Uttam Kumaran: Okay.
140 00:13:32.840 ⇒ 00:13:35.899 Uttam Kumaran: okay, yeah, this is, I have some Mecky friends that work
141 00:13:36.200 ⇒ 00:13:37.220 Uttam Kumaran: in like
142 00:13:38.200 ⇒ 00:13:44.879 Uttam Kumaran: this sort of fabrication, like in defense and stuff. So if I have enough to get be like dangerous, I can call them and be like
143 00:13:45.160 ⇒ 00:13:48.679 Uttam Kumaran: Yo. What is like? What is this in English?
144 00:13:48.970 ⇒ 00:13:49.545 Robert Tseng: Yeah.
145 00:13:50.120 ⇒ 00:13:56.429 Uttam Kumaran: This is perfect cause. I have a friend that works for Ge. And he works on like jet engines, and he talks to me all about like
146 00:13:56.720 ⇒ 00:14:04.830 Uttam Kumaran: he. He used to work with people like in the in the fabrication, and like he’s like they milled. They have like error bars and stuff of that. I’m just be like.
147 00:14:05.660 ⇒ 00:14:08.120 Uttam Kumaran: how do you use data and day to day when you.
148 00:14:08.120 ⇒ 00:14:08.760 Robert Tseng: Yeah, so.
149 00:14:08.760 ⇒ 00:14:10.180 Uttam Kumaran: Okay. Great. Cool.
150 00:14:11.360 ⇒ 00:14:14.209 Robert Tseng: Yeah, I think that that’d be good. We we should be talking to
151 00:14:14.500 ⇒ 00:14:16.425 Robert Tseng: people that are doing that.
152 00:14:18.040 ⇒ 00:14:20.750 Robert Tseng: yeah, I have. I have a few Mickey friends that like.
153 00:14:21.580 ⇒ 00:14:23.269 Robert Tseng: yeah. Either doing
154 00:14:23.290 ⇒ 00:14:24.420 Robert Tseng: Piper.
155 00:14:24.910 ⇒ 00:14:25.330 Uttam Kumaran: Yeah.
156 00:14:25.330 ⇒ 00:14:26.930 Robert Tseng: Peter Steele, or something.
157 00:14:27.090 ⇒ 00:14:27.365 Uttam Kumaran: Yeah.
158 00:14:27.640 ⇒ 00:14:28.390 Robert Tseng: Yeah.
159 00:14:28.900 ⇒ 00:14:37.139 Uttam Kumaran: I mean, I think they’re gonna off like there’s stuff like on the customer customer segmentation side, I think, is really obvious. This is just gonna be on like
160 00:14:37.380 ⇒ 00:14:38.690 Uttam Kumaran: spend.
161 00:14:38.910 ⇒ 00:14:41.180 Uttam Kumaran: like, basically like.
162 00:14:41.960 ⇒ 00:14:45.999 Uttam Kumaran: it’s yeah, based on spend or complexity
163 00:14:46.030 ⇒ 00:14:51.700 Uttam Kumaran: or time to completion stuff like that is probably important.
164 00:14:54.660 ⇒ 00:14:57.510 Uttam Kumaran: cost of materials. This may also
165 00:14:58.020 ⇒ 00:15:03.730 Uttam Kumaran: like, maybe if the if the steel company themselves is buying stuff from somewhere else, they may have like
166 00:15:04.990 ⇒ 00:15:08.569 Uttam Kumaran: shipping and stuff like that. Or maybe that’s not too much of a problem.
167 00:15:09.200 ⇒ 00:15:10.950 Uttam Kumaran: Awesome materials.
168 00:15:12.300 ⇒ 00:15:14.669 Uttam Kumaran: maybe like. And they maybe they have inventory.
169 00:15:20.440 ⇒ 00:15:35.190 Robert Tseng: Yeah, I mean, definitely like, I mean, we’re only coming at it from the angle of like the quoting software. I mean, I guess O’neals really that end to end like they have their like. They embed Sf. Into their own like process. And
170 00:15:35.615 ⇒ 00:15:39.079 Robert Tseng: I mean, I haven’t really tapped into other O’neill
171 00:15:39.800 ⇒ 00:15:48.219 Robert Tseng: things, but I’m sure they have inventory. And like I said that they have other data needs that, you know, it would be great to be able to even expand into that.
172 00:15:48.880 ⇒ 00:15:49.520 Uttam Kumaran: Okay.
173 00:15:52.750 ⇒ 00:15:54.640 Uttam Kumaran: okay, cool. I think this is good enough.
174 00:15:54.770 ⇒ 00:15:57.490 Uttam Kumaran: So mainly we’ll we’ll look at like.
175 00:15:59.800 ⇒ 00:16:02.330 Uttam Kumaran: yeah, I have these 4 right now.
176 00:16:02.440 ⇒ 00:16:04.379 Uttam Kumaran: Maybe we can continue to like
177 00:16:04.920 ⇒ 00:16:08.869 Uttam Kumaran: the kind of the thing I’m going to I’m trying to work towards is
178 00:16:09.070 ⇒ 00:16:16.029 Uttam Kumaran: I kind of want to think about like as many filters as we can, which filters would be like.
179 00:16:16.840 ⇒ 00:16:19.689 Uttam Kumaran: I think steel is a really good place to start. Cause, then.
180 00:16:19.690 ⇒ 00:16:20.409 Robert Tseng: Yeah, continue.
181 00:16:20.410 ⇒ 00:16:23.440 Uttam Kumaran: Down and then and think about like revenue size
182 00:16:23.680 ⇒ 00:16:30.340 Uttam Kumaran: and use like couple of these as like barometers, they’d also want to get like revenue size
183 00:16:30.380 ⇒ 00:16:32.200 Uttam Kumaran: or employee size.
184 00:16:32.770 ⇒ 00:16:35.519 Uttam Kumaran: Also, wanna get like location.
185 00:16:36.550 ⇒ 00:16:41.260 Uttam Kumaran: like, I think it would be great for me to go meet some of these people in Central Texas.
186 00:16:41.420 ⇒ 00:16:44.860 Uttam Kumaran: So I’m kind of buying for us to have
187 00:16:45.560 ⇒ 00:16:48.420 Uttam Kumaran: things if we can go meet people in person.
188 00:16:48.420 ⇒ 00:16:48.990 Robert Tseng: Yeah.
189 00:16:48.990 ⇒ 00:16:56.620 Uttam Kumaran: So like try to have that. I don’t know in New York whether there’s a lot of these I don’t know, but I feel like they’re probably in my neck of the woods.
190 00:16:56.620 ⇒ 00:16:58.359 Robert Tseng: Yeah, in the south, for sure. Yeah.
191 00:16:58.360 ⇒ 00:17:00.200 Uttam Kumaran: Yeah. And and again, like.
192 00:17:00.300 ⇒ 00:17:04.110 Uttam Kumaran: even if that’s not even if we’re only able to have a couple of those.
193 00:17:04.270 ⇒ 00:17:08.229 Uttam Kumaran: you know how much you learn by just talking to these folks in person, so
194 00:17:08.646 ⇒ 00:17:14.329 Uttam Kumaran: like, if we can buy towards Central Texas and then work our way out.
195 00:17:17.430 ⇒ 00:17:20.019 Uttam Kumaran: and then I also want to basically
196 00:17:20.160 ⇒ 00:17:24.560 Uttam Kumaran: plan to go to. We should just go to that Orlando thing or think about other conferences.
197 00:17:24.560 ⇒ 00:17:25.150 Robert Tseng: Yeah.
198 00:17:27.859 ⇒ 00:17:29.259 Uttam Kumaran: If there’s anything sooner.
199 00:17:29.900 ⇒ 00:17:37.510 Robert Tseng: Yeah, we should look into things that are sooner. Yeah. There were few few things that we talked about last time that I probably should follow up, you should follow up on
200 00:17:38.245 ⇒ 00:17:41.159 Robert Tseng: just take my notes real quick.
201 00:17:50.030 ⇒ 00:17:55.349 Robert Tseng: yeah, we were gonna research other conferences in the next 2 months. And then.
202 00:17:57.920 ⇒ 00:18:01.329 Uttam Kumaran: I mean, I think, for Fab Tech Orlando. If we have enough
203 00:18:01.350 ⇒ 00:18:04.350 Uttam Kumaran: by then, I mean, we should even just try to give a talk
204 00:18:04.600 ⇒ 00:18:09.210 Uttam Kumaran: like, and we have enough time between now and then to basically like, try to pitch them for something. So.
205 00:18:09.210 ⇒ 00:18:10.300 Robert Tseng: Yeah. Totally.
206 00:18:24.040 ⇒ 00:18:26.710 Uttam Kumaran: Okay, great. I mean, I think the big things that
207 00:18:27.170 ⇒ 00:18:29.779 Uttam Kumaran: we want to do is, I think this is enough
208 00:18:29.960 ⇒ 00:18:31.650 Uttam Kumaran: to basically
209 00:18:39.800 ⇒ 00:18:41.030 Robert Tseng: April 22.
210 00:18:41.680 ⇒ 00:18:44.004 Robert Tseng: Let me talk to you.
211 00:18:44.580 ⇒ 00:18:45.760 Robert Tseng: Making it well.
212 00:18:57.810 ⇒ 00:19:00.146 Uttam Kumaran: So one we need to like
213 00:19:02.840 ⇒ 00:19:09.300 Uttam Kumaran: So I guess like for the Stella side like, who was your way in like? And can we think about some of those personas
214 00:19:09.410 ⇒ 00:19:10.130 Uttam Kumaran: and like
215 00:19:10.810 ⇒ 00:19:14.639 Uttam Kumaran: like, if if there’s any consistency you can think of on like titles, or like
216 00:19:15.790 ⇒ 00:19:17.840 Uttam Kumaran: divisions or something, there.
217 00:19:19.170 ⇒ 00:19:22.200 Robert Tseng: Yeah, I mean, I tried to look for
218 00:19:22.240 ⇒ 00:19:23.430 Robert Tseng: somebody.
219 00:19:23.810 ⇒ 00:19:25.220 Robert Tseng: Sorry. Someone’s knocking on the door.
220 00:19:25.220 ⇒ 00:19:26.289 Uttam Kumaran: Don’t have no problem.
221 00:19:29.100 ⇒ 00:19:42.200 Robert Tseng: Excuse me, I I’m not checking out yet. Okay.
222 00:19:43.710 ⇒ 00:19:44.900 Robert Tseng: my goodness.
223 00:19:47.250 ⇒ 00:19:48.300 Robert Tseng: okay.
224 00:19:50.740 ⇒ 00:19:59.230 Robert Tseng: yeah. I mean, it was like one of their vps of strategy for titles like Vp. Of strategy and experimentation. I mean, it’s like a very like
225 00:19:59.700 ⇒ 00:20:04.545 Robert Tseng: I don’t. I haven’t. There’s there’s no other not like a lot of companies don’t have that the same tile
226 00:20:05.940 ⇒ 00:20:07.860 Uttam Kumaran: If there’s anybody in analytics
227 00:20:08.590 ⇒ 00:20:12.409 Uttam Kumaran: like anything with analytics of the title data that’s table stakes.
228 00:20:12.600 ⇒ 00:20:13.240 Robert Tseng: Yeah.
229 00:20:17.030 ⇒ 00:20:18.579 Uttam Kumaran: Alright. We can work with that
230 00:20:23.270 ⇒ 00:20:29.259 Uttam Kumaran: again, as we find the case studies, too. If there’s anyone from those clients that are part of it, we’ll basically be able to
231 00:20:29.780 ⇒ 00:20:30.900 Uttam Kumaran: had their title to the voice.
232 00:20:31.465 ⇒ 00:20:32.030 Robert Tseng: Yeah.
233 00:20:32.570 ⇒ 00:20:33.380 Robert Tseng: other people.
234 00:20:39.610 ⇒ 00:20:41.810 Robert Tseng: Yeah, I mean, I think any sort of like
235 00:20:42.400 ⇒ 00:20:44.000 Robert Tseng: leader in
236 00:20:45.880 ⇒ 00:20:52.420 Robert Tseng: like some growth strategy or data. I mean, there usually isn’t like a data person at like.
237 00:20:52.420 ⇒ 00:20:52.760 Uttam Kumaran: Yeah.
238 00:20:52.760 ⇒ 00:20:55.070 Robert Tseng: And company like they don’t have a head of data.
239 00:20:55.960 ⇒ 00:20:59.010 Uttam Kumaran: Do you think that you think they have, like someone with a title growth.
240 00:20:59.840 ⇒ 00:21:04.789 Robert Tseng: Yeah, I mean the the stakeholder at Stella. Her. She has growth in her title.
241 00:21:04.960 ⇒ 00:21:05.630 Uttam Kumaran: Okay.
242 00:21:05.830 ⇒ 00:21:06.460 Robert Tseng: Yeah.
243 00:21:12.740 ⇒ 00:21:15.430 Robert Tseng: but it’s more likely that they still call it strategy.
244 00:21:15.720 ⇒ 00:21:16.350 Uttam Kumaran: Okay.
245 00:21:16.740 ⇒ 00:21:17.300 Robert Tseng: Yeah.
246 00:21:22.050 ⇒ 00:21:24.784 Uttam Kumaran: So the big pain points like
247 00:21:25.900 ⇒ 00:21:26.800 Uttam Kumaran: first, st
248 00:21:27.110 ⇒ 00:21:30.100 Uttam Kumaran: for Stella, like the stuff we’re working on is a lot of like.
249 00:21:30.110 ⇒ 00:21:32.240 Uttam Kumaran: know your customer kind of stuff.
250 00:21:32.800 ⇒ 00:21:33.400 Robert Tseng: Yeah.
251 00:21:56.780 ⇒ 00:22:03.510 Uttam Kumaran: There’s like the we. There’s a bunch of stuff we’re gonna be looking at like cost related things, right? So
252 00:22:03.920 ⇒ 00:22:05.740 Uttam Kumaran: the the thing is I.
253 00:22:05.970 ⇒ 00:22:09.679 Uttam Kumaran: I tend to try to find where we can hook into
254 00:22:09.730 ⇒ 00:22:11.879 Uttam Kumaran: like revenue growth, because
255 00:22:12.190 ⇒ 00:22:14.370 Uttam Kumaran: typically cost is like
256 00:22:17.110 ⇒ 00:22:22.470 Uttam Kumaran: I think there’s a lot of stuff we can affect. But it’s usually just like you can get to a point. And then it’s like.
257 00:22:22.960 ⇒ 00:22:26.289 Uttam Kumaran: so I try to see how we can hook into both revenue
258 00:22:26.340 ⇒ 00:22:30.380 Uttam Kumaran: and costs. But at at minimum like, how do we get somewhere where there’s a growth?
259 00:22:30.933 ⇒ 00:22:36.599 Uttam Kumaran: Because reducing costs? And that’s the only thing. They’re probably their business is probably sucking, so.
260 00:22:36.600 ⇒ 00:22:37.240 Robert Tseng: Yeah.
261 00:22:37.814 ⇒ 00:22:41.832 Uttam Kumaran: We talked about this. So I mean, but I also, I think, like cost
262 00:22:42.400 ⇒ 00:22:45.839 Uttam Kumaran: cost segmentation, mitigation
263 00:22:46.850 ⇒ 00:22:48.600 Uttam Kumaran: materials costs.
264 00:22:50.960 ⇒ 00:22:52.069 Uttam Kumaran: I didn’t like
265 00:22:52.120 ⇒ 00:22:56.029 Uttam Kumaran: again your normal like daily, weekly, monthly, reporting
266 00:23:00.000 ⇒ 00:23:04.059 Uttam Kumaran: weekly, monthly Kpi reporting
267 00:23:05.350 ⇒ 00:23:06.120 Uttam Kumaran: that push.
268 00:23:06.840 ⇒ 00:23:14.170 Robert Tseng: Yeah, I mean, I’m even looking at like our deliverables, Doc, again. And like, what are some of the things that that Sabrina is thinking about.
269 00:23:17.270 ⇒ 00:23:23.563 Robert Tseng: yeah, I mean, a lot of it is like wanting to understand, like their users from the on the sales side, like
270 00:23:24.190 ⇒ 00:23:30.910 Robert Tseng: Providing, like behavioral and demographic data to try to like find what their Icp is. And
271 00:23:31.200 ⇒ 00:23:41.960 Robert Tseng: yeah, I think feature usage is like a something that she cares a lot about, and like how much, trying to see how much value customers are getting out of, like the tooling that they’re building
272 00:23:42.599 ⇒ 00:23:54.780 Robert Tseng: and so for them, like the easiest thing is like, oh, what’s like the material cost that’s being quoted in like their platform, that’s their proxy, for like value for their customers. So.
273 00:23:54.780 ⇒ 00:23:59.030 Uttam Kumaran: One more time. The materials cost being quoted is like the value.
274 00:23:59.260 ⇒ 00:24:07.470 Robert Tseng: Yeah, like, that’s what they’re telling their customers like, Hey, like, you’re using our tool? You’re you’re, you know, you’re transacting. Or you’re quoting like
275 00:24:07.990 ⇒ 00:24:09.639 Robert Tseng: 10 million like
276 00:24:10.090 ⇒ 00:24:19.670 Robert Tseng: a month worth of like material on our, on our, on our platform like this is like that must be valuable for you. Because ultimately, like quoting is like.
277 00:24:20.550 ⇒ 00:24:21.820 Robert Tseng: I mean, at least.
278 00:24:21.820 ⇒ 00:24:22.899 Uttam Kumaran: For what they’re gonna get, what they gonna.
279 00:24:22.900 ⇒ 00:24:23.580 Robert Tseng: Yeah, that.
280 00:24:23.730 ⇒ 00:24:25.549 Robert Tseng: Yeah. Yeah.
281 00:24:25.690 ⇒ 00:24:26.410 Robert Tseng: So
282 00:24:30.250 ⇒ 00:24:36.910 Robert Tseng: so even if it’s not quoting. And it’s different type of tool in the industry that we’re talking about, everything is going to be tied to like
283 00:24:37.130 ⇒ 00:24:41.209 Robert Tseng: material costs like that’s gonna be like the biggest indication of like revenue.
284 00:24:53.550 ⇒ 00:25:21.770 Robert Tseng: But then you think about like the Fab Shop, the fabrication shop that’s using a tool like Saber Stella, to help with their customers to quote. And you know they’re Gonna put a mark up on their service. It’s like, Oh, yeah, you know, like, you want this end part like, we’ll quote it for you and cut it for you. And like. I think they like those specific shops like they’re the ones that gonna have the most specific requirements for, like what the end part should look like.
285 00:25:22.215 ⇒ 00:25:25.909 Robert Tseng: Further up the chain, like the raw material. I think that’s
286 00:25:26.710 ⇒ 00:25:32.869 Robert Tseng: I mean, those are. That’s the hardest that’s that’s hard to get into. Those are all dominated by big big players already.
287 00:25:32.870 ⇒ 00:25:38.669 Uttam Kumaran: So you think there’s opportunities to go both from Stella and also to maybe like a couple of the larger fab shops.
288 00:25:38.930 ⇒ 00:25:41.829 Robert Tseng: Yeah, yeah. I think a Fab shop would be a good target.
289 00:25:41.970 ⇒ 00:25:45.738 Uttam Kumaran: Because the Fab shops interested. They can go to any Stella right? Like they can technically go.
290 00:25:46.810 ⇒ 00:25:47.880 Uttam Kumaran: Okay, cool.
291 00:25:48.110 ⇒ 00:25:48.820 Uttam Kumaran: Call.
292 00:25:49.780 ⇒ 00:25:50.320 Robert Tseng: Yeah.
293 00:26:08.350 ⇒ 00:26:18.469 Robert Tseng: Yeah. So like, I’m looking at O’neill’s website. Even O’neal is like they are. Yeah, they’re just they’re they’re a massive Fab shop. They’re like one of the largest baptops.
294 00:26:21.620 ⇒ 00:26:22.640 Robert Tseng: so it’s like.
295 00:26:24.790 ⇒ 00:26:25.430 Robert Tseng: so there’s.
296 00:26:25.430 ⇒ 00:26:27.390 Uttam Kumaran: A lot of like intermingling.
297 00:26:27.730 ⇒ 00:26:28.340 Robert Tseng: Yeah.
298 00:26:31.330 ⇒ 00:26:35.769 Uttam Kumaran: So the big Roi opportunities are just like understanding their sources of revenue.
299 00:26:36.010 ⇒ 00:26:41.570 Uttam Kumaran: clear understanding of usage and
300 00:26:44.100 ⇒ 00:26:46.690 Uttam Kumaran: revenue from software tools.
301 00:26:47.880 ⇒ 00:26:48.859 Uttam Kumaran: For now.
302 00:26:51.780 ⇒ 00:26:55.819 Uttam Kumaran: we did do the Zendesk stuff. So there’s probably some angle on like
303 00:26:56.240 ⇒ 00:26:59.180 Uttam Kumaran: how to mitigate like issues, or, like.
304 00:26:59.750 ⇒ 00:27:00.680 Uttam Kumaran: you know.
305 00:27:01.080 ⇒ 00:27:01.680 Robert Tseng: Yeah.
306 00:27:07.270 ⇒ 00:27:13.400 Robert Tseng: I mean, any sort of digital transformation on the customer service side is a big win there, they’re just so behind.
307 00:27:14.137 ⇒ 00:27:16.289 Robert Tseng: I mean, yeah, there’s very much like.
308 00:27:16.790 ⇒ 00:27:23.620 Robert Tseng: pick up the phone, have, like 50 people on call center like answering, probably not 50. They’re not that many. Probably like 10.
309 00:27:23.620 ⇒ 00:27:24.190 Uttam Kumaran: And October.
310 00:27:24.190 ⇒ 00:27:25.660 Robert Tseng: People, cost them, yeah.
311 00:27:43.370 ⇒ 00:27:44.330 Uttam Kumaran: Okay, cool.
312 00:27:49.500 ⇒ 00:27:51.770 Uttam Kumaran: Okay, this is great. So let’s
313 00:27:52.930 ⇒ 00:27:59.270 Uttam Kumaran: so one, I wanted to get feedback from industry folks
314 00:27:59.390 ⇒ 00:28:00.900 Uttam Kumaran: on the bottom.
315 00:28:01.090 ⇒ 00:28:03.310 Uttam Kumaran: on the problems.
316 00:28:04.974 ⇒ 00:28:07.789 Uttam Kumaran: Roi for data, solutions.
317 00:28:10.760 ⇒ 00:28:12.680 Uttam Kumaran: and personas.
318 00:28:13.400 ⇒ 00:28:16.450 Uttam Kumaran: if we can get like a couple of like, yep, you’re on it.
319 00:28:16.860 ⇒ 00:28:22.380 Uttam Kumaran: or like, you’re on it. Here’s like one more, maybe like, Hey, this is actually way more, these are like the key things.
320 00:28:22.860 ⇒ 00:28:23.970 Uttam Kumaran: I think we’re like.
321 00:28:25.230 ⇒ 00:28:26.510 Uttam Kumaran: I’m like, great.
322 00:28:26.730 ⇒ 00:28:27.780 Uttam Kumaran: Yeah.
323 00:28:27.810 ⇒ 00:28:29.639 Uttam Kumaran: So that’s something that I’m gonna just
324 00:28:30.260 ⇒ 00:28:31.280 Uttam Kumaran: just gonna
325 00:28:32.270 ⇒ 00:28:36.929 Uttam Kumaran: I’m just gonna copy paste this in the chat. If you didn’t have a format and just like, send it to some people.
326 00:28:37.110 ⇒ 00:28:37.930 Uttam Kumaran: Okay.
327 00:28:38.090 ⇒ 00:28:41.149 Uttam Kumaran: get feedback from industry. Folks on this
328 00:28:41.300 ⇒ 00:28:43.180 Uttam Kumaran: second thing is like.
329 00:28:43.750 ⇒ 00:28:47.240 Uttam Kumaran: once feedback is
330 00:28:48.590 ⇒ 00:28:50.030 Uttam Kumaran: good.
331 00:28:50.050 ⇒ 00:28:51.630 Uttam Kumaran: begin on.
332 00:28:52.490 ⇒ 00:28:54.590 Uttam Kumaran: appear on like a
333 00:28:54.620 ⇒ 00:28:58.240 Uttam Kumaran: yeah, materials, not like all sales, materials.
334 00:28:58.370 ⇒ 00:29:01.509 Uttam Kumaran: sales, materials, backlog.
335 00:29:01.660 ⇒ 00:29:03.860 Uttam Kumaran: So like case studies.
336 00:29:06.120 ⇒ 00:29:09.900 Uttam Kumaran: solution, docs stuff like that. So we can just begin kicking off
337 00:29:10.840 ⇒ 00:29:16.659 Uttam Kumaran: again, just like what what things we want to have in our back pocket and like, maybe content, and then
338 00:29:17.450 ⇒ 00:29:20.709 Uttam Kumaran: use the personas.
339 00:29:21.670 ⇒ 00:29:24.630 Uttam Kumaran: Use the personas to build
340 00:29:24.660 ⇒ 00:29:25.779 Uttam Kumaran: the lead list.
341 00:29:25.940 ⇒ 00:29:28.190 Uttam Kumaran: I think this is the big thing right.
342 00:29:28.330 ⇒ 00:29:28.930 Robert Tseng: Yeah.
343 00:29:32.020 ⇒ 00:29:32.650 Uttam Kumaran: Okay.
344 00:29:34.500 ⇒ 00:29:37.002 Uttam Kumaran: cool on the. And then I think,
345 00:29:38.930 ⇒ 00:29:40.400 Uttam Kumaran: let’s share that’s good.
346 00:29:41.510 ⇒ 00:29:42.210 Uttam Kumaran: You
347 00:29:51.370 ⇒ 00:29:53.261 Uttam Kumaran: cool. And then on the
348 00:29:54.740 ⇒ 00:29:57.410 Uttam Kumaran: on the shipping side.
349 00:29:58.790 ⇒ 00:30:00.883 Uttam Kumaran: Very similarly.
350 00:30:03.950 ⇒ 00:30:07.549 Uttam Kumaran: let’s say we want to just list out some of the key
351 00:30:08.750 ⇒ 00:30:11.529 Uttam Kumaran: personas personas
352 00:30:16.970 ⇒ 00:30:18.340 Uttam Kumaran: personas like
353 00:30:20.650 ⇒ 00:30:22.369 Uttam Kumaran: this is tough, because.
354 00:30:23.690 ⇒ 00:30:27.499 Uttam Kumaran: like in this situation, we’re we’re going after people that are
355 00:30:31.320 ⇒ 00:30:39.560 Uttam Kumaran: like, we’re going. Yeah, I guess, like this is, I guess I didn’t think this through too much, because I’ve worked with people who work with the shipping providers. But.
356 00:30:39.700 ⇒ 00:30:44.669 Uttam Kumaran: like in this situation, do you think we go after that? Some of those providers you think we go after
357 00:30:44.990 ⇒ 00:30:47.200 Uttam Kumaran: shipping within an industry
358 00:30:47.790 ⇒ 00:30:48.690 Uttam Kumaran: like.
359 00:30:49.860 ⇒ 00:30:54.890 Robert Tseng: Well, I think, since you had a good, I mean, feel like you have a good rep on
360 00:30:56.870 ⇒ 00:31:04.411 Robert Tseng: yeah, like reducing carrier carrier savings. Yeah, finding out who’s who’s
361 00:31:06.590 ⇒ 00:31:12.930 Robert Tseng: What do they call it like? It’s like a head of ops, or like a planner or trying to think of what’s what would be.
362 00:31:12.930 ⇒ 00:31:16.430 Uttam Kumaran: It’s almost equal. It could also be like the head of the head of the warehouse.
363 00:31:16.430 ⇒ 00:31:17.799 Robert Tseng: Yeah, I had a warehouse.
364 00:31:18.280 ⇒ 00:31:20.630 Uttam Kumaran: Head over the inventory warehouse
365 00:31:27.780 ⇒ 00:31:29.680 Uttam Kumaran: pie chain. I don’t really
366 00:31:40.950 ⇒ 00:31:43.740 Uttam Kumaran: multiple logistics
367 00:31:43.810 ⇒ 00:31:45.160 Uttam Kumaran: providers.
368 00:31:45.900 ⇒ 00:31:50.440 Uttam Kumaran: Each has their own system reporting.
369 00:31:53.320 ⇒ 00:31:57.070 Uttam Kumaran: not able to easily compare
370 00:31:57.420 ⇒ 00:31:59.239 Uttam Kumaran: new providers.
371 00:31:59.470 ⇒ 00:32:01.629 Uttam Kumaran: And I’m interested in
372 00:32:02.210 ⇒ 00:32:03.610 Uttam Kumaran: saving.
373 00:32:05.520 ⇒ 00:32:07.519 Uttam Kumaran: for example, like, I’m now like.
374 00:32:07.890 ⇒ 00:32:13.869 Uttam Kumaran: if these guys get like an inbound, which is like, Hey, I think we may be able to save you like something on like something
375 00:32:14.010 ⇒ 00:32:16.879 Uttam Kumaran: they just like, forward it to me. They’re like, Can you go talk to this guy?
376 00:32:17.292 ⇒ 00:32:23.059 Uttam Kumaran: And then, yeah, well, I can give you basically the last like month worth of orders and how much it cost. And
377 00:32:23.530 ⇒ 00:32:29.129 Uttam Kumaran: yeah, go find out whether you can make us better cause it’s easy versus switch. So
378 00:32:29.980 ⇒ 00:32:35.570 Uttam Kumaran: I realize I’m like, Oh, yeah, that this process would be a nightmare, because, like, how else would they know their per parcel
379 00:32:35.620 ⇒ 00:32:37.279 Uttam Kumaran: boss before
380 00:32:39.600 ⇒ 00:32:42.580 Uttam Kumaran: also talk about like negotiation bliss
381 00:32:44.060 ⇒ 00:32:46.030 Uttam Kumaran: big providers
382 00:32:46.590 ⇒ 00:32:48.470 Uttam Kumaran: on these
383 00:32:49.620 ⇒ 00:32:52.620 Uttam Kumaran: some rates volume rates.
384 00:32:55.740 ⇒ 00:33:03.770 Robert Tseng: Yeah, you’re basically helping whoever is on like with like capacity, planning for their
385 00:33:04.950 ⇒ 00:33:09.331 Robert Tseng: for their parcel, like for for their parcel provider, or whatever
386 00:33:10.590 ⇒ 00:33:12.429 Robert Tseng: And if you’re able to
387 00:33:12.650 ⇒ 00:33:13.500 Robert Tseng: like.
388 00:33:14.910 ⇒ 00:33:16.979 Robert Tseng: yeah, be able to to tell them.
389 00:33:17.130 ⇒ 00:33:20.790 Robert Tseng: give, give them like a projection of like, how much?
390 00:33:22.170 ⇒ 00:33:28.750 Robert Tseng: Yeah, I guess every every, I mean hopefully companies at that stage. They already have an understanding of
391 00:33:28.910 ⇒ 00:33:33.009 Robert Tseng: of, like their expected weekly order, volume, monthly order.
392 00:33:33.010 ⇒ 00:33:33.370 Uttam Kumaran: Yeah.
393 00:33:33.650 ⇒ 00:33:48.800 Robert Tseng: But like that’s it. That’s the extent of what they what they know. And so what you could do is you could take that you break it down, because, you know, like the parcel, to like pride like parcel size, and like zone ratio to like price, or whatever you want to call that
394 00:33:49.153 ⇒ 00:33:51.420 Robert Tseng: but you, you can take their order
395 00:33:51.480 ⇒ 00:33:55.970 Robert Tseng: and like their their order volume projections. And you can.
396 00:33:56.270 ⇒ 00:34:03.920 Robert Tseng: You can actually put a price to it, and then, and by doing that like, you’re able to have negotiations with these carriers.
397 00:34:05.190 ⇒ 00:34:06.540 Uttam Kumaran: Yeah, exactly.
398 00:34:14.060 ⇒ 00:34:19.149 Robert Tseng: Cause. That’s the big, biggest disconnect the person who’s in who’s in charge of like
399 00:34:19.659 ⇒ 00:34:28.039 Robert Tseng: Order volume projections. It’s not the same person who manages like pricing or or like does carrier negotiations, or whatever.
400 00:34:28.040 ⇒ 00:34:29.469 Uttam Kumaran: Totally. Right. Yeah.
401 00:34:29.690 ⇒ 00:34:37.980 Robert Tseng: So yeah, being able to like, get both of them to be able to see the data from each other like, that’s, I think that’s that’s the missing piece for a lot of.
402 00:34:37.989 ⇒ 00:34:42.659 Uttam Kumaran: Say that one more time. So you’re saying so? The person who yeah, say, one more time.
403 00:34:43.628 ⇒ 00:34:55.469 Robert Tseng: Like the person who is who in charge of like order volume, forecasting like, who? Yeah, who owns like order volume projections, is not the same person as
404 00:34:56.238 ⇒ 00:35:01.989 Robert Tseng: the one who like. It’s like a partner like a partnerships leader, or whatever who’s just doing
405 00:35:02.796 ⇒ 00:35:12.909 Robert Tseng: like, who manages like Carri, who manages like carrier negotiations and and like parcel pricing like they’re they’re not the same. They’re not the same role, not the same people. So
406 00:35:13.609 ⇒ 00:35:15.249 Robert Tseng: I think being able to
407 00:35:15.699 ⇒ 00:35:21.669 Robert Tseng: bridge the gap for them is is like, that’s that’s like the main. That’s the main value that we’d be able to.
408 00:35:21.929 ⇒ 00:35:23.539 Robert Tseng: Yeah, to give. Yeah.
409 00:35:25.180 ⇒ 00:35:25.910 Uttam Kumaran: Okay.
410 00:35:29.340 ⇒ 00:35:31.470 Uttam Kumaran: me just send one message.
411 00:35:41.530 ⇒ 00:35:43.569 Uttam Kumaran: hey? This one. I’m pretty.
412 00:35:45.720 ⇒ 00:35:49.709 Uttam Kumaran: I’m pretty like confident on the problem set. I think
413 00:35:49.930 ⇒ 00:35:54.830 Uttam Kumaran: the personas we need to think about is like, do we could go after like large
414 00:35:55.490 ⇒ 00:35:56.750 Uttam Kumaran: E-com
415 00:36:00.340 ⇒ 00:36:04.270 Uttam Kumaran: like, basically look where they’re
416 00:36:04.480 ⇒ 00:36:07.590 Uttam Kumaran: selling nationally across
417 00:36:07.640 ⇒ 00:36:09.410 Uttam Kumaran: support forefront
418 00:36:10.180 ⇒ 00:36:11.520 Uttam Kumaran: to start.
419 00:36:13.990 ⇒ 00:36:16.440 Robert Tseng: Like, how did you get connected to like a pool parts.
420 00:36:16.990 ⇒ 00:36:24.230 Uttam Kumaran: Pool parts came randomly dude pool parts, like a friend of mine, and a friend of his was working this. And then he was like they’re too complicated.
421 00:36:24.400 ⇒ 00:36:30.760 Uttam Kumaran: And I was like, okay, like, I’ll jump on them. And then it worked out. I mean, we could go also to like
422 00:36:30.890 ⇒ 00:36:32.929 Uttam Kumaran: these large oem.
423 00:36:35.270 ⇒ 00:36:36.840 Uttam Kumaran: basically, it’s like.
424 00:36:40.180 ⇒ 00:36:41.580 Uttam Kumaran: I mean, I can also like
425 00:36:42.340 ⇒ 00:36:44.709 Uttam Kumaran: talk to ups unis.
426 00:36:45.650 ⇒ 00:36:50.550 Uttam Kumaran: So that’s the thing is like, I have some connection now into the provider world.
427 00:36:51.050 ⇒ 00:36:54.340 Uttam Kumaran: Maybe I can be like, if you guys have any problems with people that like
428 00:36:54.470 ⇒ 00:36:58.840 Uttam Kumaran: don’t have the data to like, support your buying decision, or like.
429 00:36:58.840 ⇒ 00:36:59.610 Robert Tseng: Hmm.
430 00:36:59.830 ⇒ 00:37:01.210 Uttam Kumaran: Like that.
431 00:37:03.280 ⇒ 00:37:06.800 Uttam Kumaran: this may be an area where we need to like. Think a little bit
432 00:37:06.950 ⇒ 00:37:08.179 Uttam Kumaran: tighter on like.
433 00:37:08.470 ⇒ 00:37:10.990 Uttam Kumaran: how do we filter to the people that may
434 00:37:14.850 ⇒ 00:37:16.160 Uttam Kumaran: need this.
435 00:37:17.780 ⇒ 00:37:24.939 Uttam Kumaran: It’s basically anyone that ships. But the problem is, there’s probably people that that are shipping to other people like Shipping B, 2 B
436 00:37:25.250 ⇒ 00:37:27.119 Uttam Kumaran: or B to C, that that’s the thing. It’s like.
437 00:37:27.120 ⇒ 00:37:28.809 Robert Tseng: Multiple parts as b, 2 b, right.
438 00:37:29.110 ⇒ 00:37:29.949 Uttam Kumaran: But parts is.
439 00:37:30.100 ⇒ 00:37:32.039 Uttam Kumaran: It’s mostly B, 2 C.
440 00:37:32.040 ⇒ 00:37:33.389 Robert Tseng: Oh, really. Okay.
441 00:37:33.390 ⇒ 00:37:38.200 Uttam Kumaran: If, though, we’re, we’re just not working on like doing more. B. Twob, like the pool service pros.
442 00:37:39.430 ⇒ 00:37:40.320 Robert Tseng: I see.
443 00:37:41.490 ⇒ 00:37:45.043 Robert Tseng: Yeah, I mean, I think that’s just like that’s a good one. It’s just like,
444 00:37:46.260 ⇒ 00:37:57.680 Robert Tseng: yeah, specialized parts, like, I don’t know. Like if there’s like a i i just I’m my OP. My mind goes like auto, like auto parts seller, like oh, some sort of like.
445 00:37:58.340 ⇒ 00:38:07.349 Robert Tseng: if there was equivalent like an auto parts.com kind of like like ecom like that would be that’d be good as well. Anything with like.
446 00:38:11.890 ⇒ 00:38:14.730 Uttam Kumaran: Yeah. So the thing is, if yours packages like a water bottle.
447 00:38:14.740 ⇒ 00:38:16.869 Uttam Kumaran: it’s it’s like, you basically
448 00:38:16.890 ⇒ 00:38:20.369 Uttam Kumaran: like, you’re going to understand what it costs to ship this anywhere. It’s really easy.
449 00:38:20.500 ⇒ 00:38:21.110 Robert Tseng: Yeah.
450 00:38:21.110 ⇒ 00:38:29.160 Uttam Kumaran: And you have multiple sizes, multiple skews and like freight and parcel and postal. So
451 00:38:29.470 ⇒ 00:38:33.310 Uttam Kumaran: maybe we look. Maybe I mean, I don’t know how to filter on that. But like, that’s going to be good.
452 00:38:33.490 ⇒ 00:38:34.120 Robert Tseng: Yeah.
453 00:38:35.340 ⇒ 00:38:39.119 Robert Tseng: And all of these lead lists. You have to just go in and just like, build them.
454 00:38:39.120 ⇒ 00:38:39.460 Uttam Kumaran: Yeah.
455 00:38:40.062 ⇒ 00:38:41.870 Robert Tseng: Like fine, like
456 00:38:42.440 ⇒ 00:39:01.259 Robert Tseng: 10 similar ones to pool parts, and then like, I think from there, like sales. Navigator will show you some of the like the patterns, and and how you can filter for for more like them. So I think that’s probably how I would go about trying to build a lead list for something like a pool parts.
457 00:39:04.340 ⇒ 00:39:08.038 Uttam Kumaran: Okay, I’m gonna send this to you. I’ll share you on the larger sales thing, too.
458 00:39:08.270 ⇒ 00:39:11.559 Robert Tseng: Yeah, yeah, sure. Yeah. Everybody said, you shares some stuff with me.
459 00:39:11.560 ⇒ 00:39:15.469 Uttam Kumaran: And I think I owed you something last time that I didn’t send to you.
460 00:39:16.183 ⇒ 00:39:21.179 Robert Tseng: I think we were just talking about like you. You went. You went through this like you. You consulted.
461 00:39:21.180 ⇒ 00:39:21.640 Uttam Kumaran: Oh! So!
462 00:39:21.640 ⇒ 00:39:24.099 Robert Tseng: Guides, content strategy. Docs, yeah, yeah.
463 00:39:24.100 ⇒ 00:39:25.430 Uttam Kumaran: Yes, yes, yes. Okay. Let me get that.
464 00:39:25.430 ⇒ 00:39:26.080 Robert Tseng: Yeah, yeah.
465 00:39:26.450 ⇒ 00:39:27.920 Robert Tseng: yeah, okay.
466 00:39:31.310 ⇒ 00:39:32.376 Uttam Kumaran: Yes. Okay.
467 00:39:33.260 ⇒ 00:39:33.850 Robert Tseng: Cool
468 00:39:34.970 ⇒ 00:39:35.790 Uttam Kumaran: Me, now.
469 00:39:37.480 ⇒ 00:39:40.760 Robert Tseng: Yeah, I know you gotta hop. So. Yeah, I think, well.
470 00:39:41.380 ⇒ 00:39:47.319 Robert Tseng: non, non sales stuff. I just 1 1 slide is just with Stella. I think there’s like wanting
471 00:39:47.733 ⇒ 00:39:53.690 Robert Tseng: an update on like kind of the data modeling on the steps as well. So I’m gonna be trying to
472 00:39:54.360 ⇒ 00:39:56.240 Robert Tseng: ask ask for that. Cool.
473 00:39:56.240 ⇒ 00:40:00.509 Uttam Kumaran: Yeah, Nick’s totally ready for stuff. I think there’s just a couple of back and forth and requirements.
474 00:40:00.510 ⇒ 00:40:01.040 Robert Tseng: Yeah, but.
475 00:40:01.040 ⇒ 00:40:06.740 Uttam Kumaran: Like, totally ready to go and stuff. So yeah, we’ll just keep talking the channel. And yeah, let me know.
476 00:40:06.920 ⇒ 00:40:07.900 Robert Tseng: Alright, sounds good.
477 00:40:07.900 ⇒ 00:40:08.820 Uttam Kumaran: I dude.
478 00:40:08.980 ⇒ 00:40:10.100 Robert Tseng: Alright! See ya!
479 00:40:10.420 ⇒ 00:40:11.230 Robert Tseng: Aye.